MFPs, Refurbs, Repos and Pre-Owned

Just last night on cable news, I listened to a report that service companies are enjoying the recent decline in the economy because more businesses and consumers are opting to repair old equipment, servicing older cars, buying refurbished equipment and just get things fixed rather than buying new.

As we listen to doom and gloom on the news, everyone is pulling back from those large expenditures and I can't say that I blame them.

So, what can we do?

1. We as office equipment dealers and salespeople have plenty of off lease systems that we should turn to in order to save our clients money, saving dollars is what it's all about right now. Let's face it, in the last twenty four months has there been dramatic changes in with multifunctional copiers systems? NO, they can all print, scan, fax and copy. Fact is most clients need to save money.

The key would be to find low metered off lease equipment that will meet the customers needs financially and not lose any features that they are now using.

Things you need to watch when offering off-lease or pre-owned systems is that most leasing companies will only lease these systems at a Dollar Out lease rate (which is not a bad thing)

2. Where there is pain, there may be a potential sale. Pain could mean that a company is having a hard time maintaining their current lease payments, it could also mean they have some older equipment and the services costs are too high. Doing cost justification and an ROI for a Total Cost of Ownership may open someones eyes.

3. Continue to prospect, there are certain segments of business that are doing very well, such as service business like I outlined above. With interest rates now going to 4.5% on a 30 year fixed rate, title, banking and mortgages companies are picking up steam. If you can't get them a lease put them into a short term rental with the condition that they will lease or buy a new system from you in "x" amount of months. This will guarantee some business down the road.

The key is not to get caught up in all the BS from the news, believe nothing of what you hear and half of what you see. Keep prospecting and always remember that winners make things happen and loser wait for things to happen.

The hardier I work the luckier I get.

-=Good Selling=-