Recently, I had three appointments from new clients that were interested in purchasing or leasing new Multi-Functional Copy, Print, Scan & Fax Systems.
One of the first questions I ask is related to their monthly volume, if they do not know I will ask to print reports from each system to assess their volume. Once this is completed I can recommend a system that will meet or exceed their volume expectations.
One particular client wanted a color multi-functional and they wanted to migrate their color prints, black prints and copies to one system. After accessing the machine reports for their volume I found their volume to be about 17,000 pages per month of color and mono prints and copies.
They had a quote from a local manufacturers branch that propose a 35ppm system. I knew right from the start that this would be the wrong purchase for them. Th 35ppm system was rated for an average monthly volume of 10,000 pages per month. Here's where the problem starts.
I work for an independent dealer an the quote was from the manufacturers rep. Who is the customer to believe? Yes, I had to "prove" to them that the initial system that was quoted from the manufacturers rep, I had the manufacturers average monthly volumes and then the ridiculous maximum volume and then had to struggle with the customer on what this means to them. Keep in mind that I also had to tell them that a system from me would be $40,000 compared to $12,000. This sale is still pending, I ended up quoted the larger system and then a quote for the same system that they already had.
My beef is with the rep who gave them the quote, they were obviously in experienced and did not do their homework to meet the customers needs with a qualified system that will last the term of the lease and not be a boat anchor to the customer after two years!
A week later I ran up against Dealer for Canon that had recommended an iR2880i to the client and here too the clients volume was closer to 20,0000 pages month. Again, I had to jump through hoops to explain that the initial proposal would not meet their needs.
Too all of the reps who may read this, DO YOUR HOMEWORK!. Do you want to have this customer long term or are you out to make a quick buck and don't want to be bothered with the leg work. These types of situations make it bad for all of us!
Take the time and read the manufacturers specifications, and memorize the average volumes, because these are real. Maximum volumes means that once or twice or maybe three times the system could sustain this volume, however not on a monthly basis!
Learn how to get the meter reads from the printers, faxes and copiers in the office. You can then present a proposal that is real world. If you don't you will run into reps like me who will get the sale and your lack of knowledge will prove to be your downfall.
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