The competition is all over. From time to time I even get existing accounts requesting additional quotes from other vendors, even though the service has been great.
I had a client call me the other day. I had signed them up to a 36 month lease just about 11 months ago. The DM wanted me to price another A3 color device. I asked whether he was looking to purchase or buy. The answer I received was to lease. For a split second I was going to give an estimate for a new 36 month lease. I then changed my mind and asked is he wanted the new device to run co-terminus with the existing lease? The answer was yes and I feel like I dodged a bullet.
Here's the reason why. I figured once I gave him the co-terminus monthly lease cost it would be somewhat difficult to figure the purchase price (we all need to make GP). In addition, if the DM came back to me and wanted a pricing for a regular term lease then I knew he was shopping my price. Thus, I could make the adjustments for something more competitive.
That's it.
Would love to hear from other tips from everyone