Tagged With "maintenance"
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
First is this your actual reply to the account looking at thoseToshiba products listed (455 & 305)? If yes and they have a great history with the Toshiba product, telling them there a "bottom dweller" would make anyone think that you're only wanting to sell them what YOU'RE offering. The models they requested are older models of Toshiba and who knows if they've worked well for them or not. Also if you research the Okidata product, most of their MFP's are based on the Toshiba platform now...
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
Actually, I did not mention that I am offering any equipment to them. I'm not even sure where they are located, I'm not looking to sell them, All of the recent MFP's that I've seen at the shows have pretty much the same GUI> I do remember something about a more robust partnering with Toshiba/
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
FYI: Toshiba, overall, is in the top ten for R&D Spend-to-Sales ratios. "Bottom dweller" really is not a fair use of words. With any device manufacturer, product is only as good as its dealer support. Get references if need be. RE: maintenance; The asker is talking B&W devices not color. Regardless, get the maintenance. Fewer spikes in copy quality or hardware issues because you'll make that phone call to fix rather than putting up with poor copy quality, etc. for fear of how much it...
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
TimB: Thanx for the comment! I believe you with the top ten in R & D for Spend to Sales ratios, but I don't R & D being conducted for copiers not like Canon, Xerox, KonicaMInolta & Xerox. If it walks like a duck, quacks like a duck then it must be a duck. Toshiba's market share over the last ten years in the US has always been at or near the bottom of the pack, thus they are cellar dwellers, bottom feeders, in the US market. You are correct with the MA, they were not asking for...
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
Art, I like your general guidance to the initial poster, and I won't grade your writing since this isn't an English class. In regard to this brief post conversation, I think honesty is the best policy with customers and with ourselves. Yes Tim, they probably are in the top ten. However, the customer was asking which is the best. By rankings in the market place, the top seven do not include Toshiba. They fall within the bottom 7% of market share for shipments and the bottom 8.6% for market...
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
thanx for nor grading my English!!! most threads are done at night and I'll admit, I'm much better at selling than writing.
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
What came next with some dealers in the Oz market, was a guarantee that the client's copy costs would not rise annually, above a maximum of 10% which most clients would agree to. Or that it would only rise by the CPI, which these days is a joke of a deal, as it is only around 2%. But some now guarantee to hold the pricing for the term of the rental agreement, which at 5 years is just down right stupid.This has now become a lot more prevalent, as weak salesmen sell (if you can call it...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
Wallingford Thanx for this! From your thread I can tell we all have most of the same issues. Anyone else care to help with their first experience with CPC?
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
I've only been around 9 years, but when I first started, we were selling the old Ricoh AP3800CMF (A3 color printer w/ a scanner kit attached to make it an MFP) since the 1224c/1232c was such a bust. In our Service Agreements, black toner was included in the CPP, but color toner was billable. When trying to get those customers to upgrade to the 2238c, I would create a cost per page analysis (since toner was included in our CPP for the 2238c) and had several furious customers who thought we...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
I remember it well and at ComDoc, in the early 80's we sometimes put the offer out there without it being a formal price plan. I think the customer realized that a lot of the toner they purchased and stocked was useless at end of the machines life. It was like a primer with a customer who had that and TCO on their mind, it was a way to close them. Equally, I remember taking it one step further in the early 90's with copy management - the first all inclusive (hardware, service, supplies)...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
I remember a plan that didn't really take hold but it was a plan like the one John talked about and all accessories were proposed in the form of copies...you want a finisher, just commit to 10,000 additional copies per month. The CPC rate had an equipment portion attached to it so more clicks funded more equipment. If the CPC was normal plus .003, 10,000 clicks added $30/month which would fund $1,500 additional. Some customers that weren't willing to pay $1,500 would agree to 10,000 more...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
Wow! These are some awesome stories, I'm sure there are many more out there from some of our veterans, would love to read more.
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
Seriously? Which side are you on? Let's recognize that the dealer never pats for a lease return, it's just baked into the new lease. In this era of low margins, there is no room to offer these things for free. Additionally, there is no reputable dealer that would uplift 25% a year.
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
Cheryl Thanx for the response! I'm on the side of transparency. I want companies to recognize that there are some dealers that, well, they should not be doing business with. Here in the North East we're seeing some down right dirty tactics when it comes to moving product. You're right, no reputable dealer would uplift 25%, however we do have at leas one dealer that I know of that has the kind of uplift. Not sure what you meant here, can you clarify? "Let's recognize that the dealer never...
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
I didn't understand Cheryl's response either. Another important question is the length of the automatic renewal. At least the "renews for like term" seem to have gone away but I still see some 12 month renewals. In my opinion, a customer should never agree to Automatic Renewal Terms of more than 3 months with the 30 day renewal being the obvious best choice. For me, it's more about the integrity of the leasing company or the dealer pushing that particular lease company. Nobody plans on going...
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
take a loot at the attached file about Leasing
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
I received the below message via email yesterday. It's from Kevin Clune (President of Clune & Company LLC). I've known Kevin for years and appreciate his insight with leasing. Art, we haven’t talked in years but I still follow p4p. I liked your article about copier leasing but I thought I’d show you the attached marketing piece which shines a spotlight on some of the leasing industry’s most effective/injurious revenue enhancers. It’s a constantly evolving landscape as our industry is...
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Re: Four Bad Leasing Clauses I Ran Across This Week
Step Leases. A previous sales rep signed a 60 months term when a new sales rep comes in and upgrades the customer to a newer copier at a lower cost including a big free copy block at 36 months. The sales rep tells the customer your costs will never increase as long as you renew every 36 months and you will keep getting newer technology. Sounds too good to be true but many buyers fall for it as they see the now benefit and not the later obligation. Of course, the Balance of Payments is rolled...
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Re: Four Bad Leasing Clauses I Ran Across This Week
2 things regarding the evergreen clause: - If there is no evergreen clause, you would not get close to the residual you do get with it in the T's & C's. All of the residual is behavorial (evergreen) based....there's no actual equipment value in the residual.... I would explain to the lessee that their payment would've been much higher without the clause and that all in 60 month payments (without the clause) would be ~= to 66 months with a better residual (with the clause). - Do you not...
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Re: Four Bad Leasing Clauses I Ran Across This Week
WF, your comments are from a lease company's perspective. Nothing wrong with that but you wouldn't haver asked the questions you did if you were looking from a sales reps perspective. Sales reps don't get paid on residuals or evergreen sharing. And the 63 month term is just a poor sales reps way of offering a lower payment when he has nothing else to sell.
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Re: Four Bad Leasing Clauses I Ran Across This Week
One major leasing company now does a 12-month evergreen but its month to month for the original vendor and the original vendor can let the customer out of it if they complain.
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Re: Four Bad Leasing Clauses I Ran Across This Week
if your company has evergreen sharing - you as the sales rep are not compensated if the lessee goes into evergreens?
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Re: Four Bad Leasing Clauses I Ran Across This Week
That’s correct most reps do not get compensated with Evergreen clause. I know I don’t
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Re: Four Bad Leasing Clauses I Ran Across This Week
well I know some leasing companies that are starting to comp their reps on residual realization, not just volume... so maybe it can start getting passed on. (on IT collateral, not office imaging yet)
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Re: Four Bad Leasing Clauses I Ran Across This Week
We do revenue share and no, salesreps get no piece of that. I would be real surprised if any rep does, especially if the evergreen is mth-to-mth. First of all, it wouldn't amount to much and secondly, companies are not going to want to reward a rep financially for not getting a new deal done.
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Copier Maintenance Agreements "Are You Hiding the Cheese"?
This will be the shortest blog of the season for me!! Last night I posted a topic in the Print4Pay Hotel forums related Maintenance Agreements. I'm not going to let the cat out of the bag on the open blog, but we've already had...
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Best Black & White MFP for 10k/month yeild. Suggestions?
From time to time I'll see an interesting thread or post on a forum and I'll take the time to give an unbiased opinion based on the questions that are presented. Below is a thread I found on a forum that really didn't answer the question for the...
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Does anyone have a clue as to how the CPC billing model started in the first place?
Cost Per Image, Cost Per Page, Cost Per Copy, Cost Per Print, whatever you call it, it all started with the copier industry. The question above was posed by Greg Walters with a recent thread that was posted on LinkedIn. I stated the reply...
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Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
When you signed your last copier lease, did you happen to take the time to read that lease? How about the maintenance agreement? If you're like most lessees, you probably skimmed over the verbiage on the lease and then signed the maintenance agreement without reading the T's & C's. Not reading those T's & C's could lead to some problems in the future, because there are clauses in those agreements that will increase your costs. 1) Maintenance included with the lease: Some leases have...
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Why Don't You Have a Copier Technology Budget?
I was in the field today and was helping one of my clients figure out an issue with his desktop MFP. This client is also on the board of a non-profit organization that has a seven year old color A3 MFP. Yes Ray, they need 11x17! Why do some clients have seven year old MFPs? It's because they made a purchase and can't come to grips with spending additional dollars to get a new MFP. Thus, I told the story of WHY ninety percent of my clients lease their MFPs. In fact a little more than eighty...
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Four Ways to Compete Against the KM Flat Rate Program
Recent talk tracks in our NJ sales office has been about the new KonicaMinolta unlimited click program. Just recently one of our reps thought that they couldn't compete with the One Rate program for three A3 MFP's. Those three MFP's were doing a decent volume of color each month. When we did some more digging with the clients color volume and the monthly cost for unlimited pages, we figured the revenue for Konica Minolta was two cents for every color page. Just as the rep was ending the...
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Four Bad Leasing Clauses I Ran Across This Week
In the last few days I've seen some horrible contracts/agreements/leases that clients have signed for their copiers. My first thought was to blame the leasing companies for these lame leases, but it's not the leasing companies fault. In fact it's the fault of the dealer because the dealer has the ability to structure many of the t's and c's of the lease. The Roll Over aka Evergreen Clause In one case the lease has a roll over clause like most leases do, however this lease has a roll over of...
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The Race to Zero is Over
I can't decide if this will be one of those longer blogs or maybe one of the shorter ones. It's after 10PM and I just finished all of the P4P Hotel updates. What I wanted to write about is my thoughts and ideas about what our industry calls the "Race to Zero". I'm sure the phrase was coined sometime and some place long ago. For the last 25 years we've used that phrase quite often to explain a brief explanation of the copier service business model. It's my belief that the "race to zero" is...
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The quid pro quo in Sales
About a month ago I had a call from an existing client to meet about upgrading two of their older copiers that they owned and were under a maintenance agreement. That call came from the new IT Director since the existing IT Director was retiring. That meeting went well and since there were four other A3 printers, service has been exceptional, I priced those two MFP's with acceptable gross profit (I'm not in this business to give **** away because we all have to eat). In addition when I asked...