Today I cold called an account and they told me they were using ARC facilities management program for wide format. ARC supplies everything and also keeps a person on-site. Can anyone tell me more about their programs and how to beat them?
Thanks for resurrecting an old wound. I asked the same question 8-10 months ago and didn't get any responses. My account had 20 MFP's and 14 Wide Formats. I had all the MFP's but we weren't real effective in the WF arena, especially after selling them a KIP 10 years ago that failed miserably.
ARC will claim to be manufacturer agnostic and that they can service anything without telling the customer that it won't be their technicians unless or until they get everything migrated over to HP MFP's and Plotters and Oce' WF's.
Unfortunately, the internal advocate for them going with ARC didn't care about the MFP brand but insisted on the Oce' for the WF. The biggest factors I couldn't compete with was 1.) The fact that we had to partner with another company to provide and service the Oce's and 2.) We couldn't come up with a way to mimic their ability to track output and scans based on project code without constantly updating every unit regularly with project code changes. ARC has Project Administration Software that follows every project from original concept to final billing including the HP inkjet plotters.
All I could do was hit hard on the twenty year history, local ownership...our people's kids go to school where your peoples kids go, that sort of thing. ARC brags that they service something like 50% of the largest Engineering firms in the world. I tried to use that against them suggesting that my customer would be nothing but a number to them. In the end, it wasn't enough.
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