Service Rate on Aficio 2090/Savin 4090

Ricoh's lowest acceptable price for National orders is .0049. We have seen in memphis from Danka .0038 on the Canon. Good luck

Maybe the VP is trying to keep your rates up. Does one lost placement really hurt him?

If your VP of Op's is saying no, these may be the reasons.

1.) Your company is using Ricoh OEM parts and replacing parts when they should be replaced.
2.) Your management is not in tune with the industry and they have to understand that clicks drive profits.

Your competitor maybe using generic parts, not replacing parts when scheduled an probably ignoring minor parts replacement and repair and suppling poor service response times.

Who is BEI?

Whe have a contract out there at .0047 with 2090'd and 2105's, we are making money on these units.

Art

BEI is actually BEI Services which stands for Business Equipment Information Services. They can provide benchmarks for any copier ever made. They can give you a complete analysis of your machine performance, parts usage, CPC vs other dealers servicing the same products. If you want to know if your "Mean Copies Between Failures" for the Aficio 2090 is worse than average of all 2090's nationwide, they can tell you. If you want to know if your cost of parts/year for the 2090 is in line with other dealers across the nation, they can tell you.

Thanks to all who responded.

IKON closed them before we could overcome our VP's awareness of the rates in the world. Thanks to Jim for answering the BEI question.

As a sales manager, and in order to be competitive, I believe I should be able to write orders at tne National BEI rate, and force service to adjust either parts usage, or effeciency, to maintain profitability. We only have a handfull of 90/105's in the field, and they all average under 150k a month, so our own data was bad when it came to this deal. By the time I was able to convince our management that the deal would fly, it was too late. A good lesson for all..the hard way. Thanks.