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Has anybody heard of this website? I lost quite a bit of GP on a deal because my customer did a search for copiers on Yahoo and found this site. I didn't lose the deal, but had to match their price which obviously stinks! Between this and Ricoh's online store - prices are being driven down on deals. Any thoughts or suggestions if these people are a dealer, fraud, etc? Thanks
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These type of places pop up every now and then and can be a real pain.

I hope you were able to match the maintenance program. For 12K a year you pay $234.00 ($.0195 per copy) and , if you read the fine print of the contract is says

"3. This contract includes all parts determined to be defective or replaceable due to normal wear and tear as noted in Paragraph 4. This contract does not include supplies such as thermal paper, plain bond paper, toner; developer; drum, imaging unit, and fuser unit."

and

"13. This Agreement shall not include copier's accessories such as cassette or paper trays, feeders or sorters."

Also I think you have to buy supplies from them or the contact is void.

Good Luck
I too have customers that price compare with web pricing. I may adjust my pricing slightly but won't match it. Web commerce has very little customer service and is ONLY price driven. I think by now just about everyone has experience in an ecommerce sale that resulted in an unhappy experience. Try to bring out that pain in your customer...."hmmm wonder if the ecompany you are about to do busness with will be around in 12 months when companies like webvan are going out of business."
In this situation, do not match the price of the web site. As mentioned, create pain in the customers mind as to the reason they should pay more to get the service your company provides. Ask the prospect what they will do when the equipment they purchase from the web breaks? You know it will happen but nobody knows when.
The service your company offers is worth the difference in price.

Scott
Sounds like another perfect opportunity to present customers with a bundled paper management solution that can save them $$$ thousands. With all the low price barracuda's out there, we have to move the customer's focus away from "cheap". Winning a deal after these low-ballers have driven the margins below sea level is not a fun way to earn a living or build a long term customer relationship. Properly presented, EPM provides powerful & compelling reasons for customers to buy from solution professionals.

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