Competing against Xerox

When ever I'm up against Xerox, the service is usually cheaper because we charge by linear feet. The price is usually lower as well, with about 3500 on the deal. Although I sent some quotes out to Atl. and I was 2k over, so..... Good luck my friend, you've got the best product.

I agree we have the best product! Hope the account is not Xerox incumbent. I lost to a 6204 about six weeks ago, I tried by best to point out the differences however what I did not do is have the customer agree that he needs the Features, Advantage and Benefits of the 240W. After Monster Garage I have changed my tactics to have the customer agree to these points.

1. Have the customer agree that they need an external controller, not embedded. Tell them the FAB on the Plotbase Controlller.

2. Have the customer agree that they need to edit and name documents the moment they have been scanned, instead of walking back to the PC and finding the document and then naming the document.

3. Have the customer agree that two output sources are better than one, plus the fact that the 6204 drops most of the documents on the floor instead of the exit tray.

4. Have the customer agree that they need a system that has produced over two solid years of excellence! The 6204 is only 120 days old and do they need to have the headache of poor support or should I say support that is not up to snuff yet on the product.

Hope this helps!