I'm right there with you man. Art and Jason, I respect you guys in this industry but sometimes when I read your posts I think you are either living in a different world I'm in, or I need to get out of my area and sell copiers somewhere else (which is probably the latter).
In my small location in Central PA (not even a major metro area), it's a constant race to the bottom. I look at the GP and CPCs you guys post, and I would KILL just to make $1,000 - $1,500 GP on deal. I got a guy who is selling his service for $0.035 color and $0.005 up and down the street, and giving the machine away. I am constantly up against other companies' Sales Director/Manager in deals, and there is 2 companies that I always against the owner himself. What that means to me, is that they can give the machine away just to get the service revenue for their company and they get paid from the profits. Meanwhile, a sales rep like me needs to sell GP on the machine to make money. Maybe perhaps that's the reason why I'm always up against sales managers and owners, because they cant keep reps around to sell at these ridiculous prices and make any money.
Thank god my company has gotten good at selling reconditioned equipment; I wouldn't be able to live if I sell new equipment at SALES COST just to get the deal. And pretty soon, everyone will hop on the reconditioned boat and the race to the bottom starts all over again.
FYI, I have been in this industry and company for 7 years now. I love my company (small indy dealer) and the people I work for, but just like Czech this industry is taking its toll on me.