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  1. #91
    Service Manager 10,000+ Posts
    RJ Young service with unlimited pages

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    Re: RJ Young service with unlimited pages

    Quote Originally Posted by mloudy View Post

    This CEO make a great point. For any buyer who says their print volume is going to decrease they are wasting money with a One Rate plan. While there may or may not be overages or actuals billed later on I can guarantee no dealer who has a customer under a 1Rate plan is going to lower the monthly payment if a customers volumes tank. There is no canceling or re-negotiating the contract terms.

    That one line is the reason I posted the video. What I gathered is that the OneRate plan is exclusively offered to existing customers because the vendor has all the historical data and they know its accurate. And they see that print volume on average is decreasing across the country. Also, there're very confident that the customer won't go over their historical monthy average that they really aren't charging overages.

    But like you said, if the print volume decreases they're paying more than they should.

    Another great point made is that once the competition finds out how much is being charged for OneRate, they know what the historical averages are.
    Growth is found only in adversity.

  2. #92
    Service Manager 5,000+ Posts
    RJ Young service with unlimited pages

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    Re: RJ Young service with unlimited pages

    Another great point made is that once the competition finds out how much is being charged for OneRate, they know what the historical averages are.[/QUOTE]

    Say the OneRate charge is $170.00 per month for a single A3 colour copier, prints included. How does that reveal to me the historical print volume in black and colour?

    I have asked many potential customers for their historical print volumes and I cannot remember the last one who declined my request. They may not know exactly, so I ask them how many cases of paper (5,000 sheets) do they buy per month.

    Paper in 2023 is usually more expensive per sheet than A3 B/W prints.

  3. #93
    Service Manager 10,000+ Posts
    RJ Young service with unlimited pages

    BillyCarpenter's Avatar
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    Re: RJ Young service with unlimited pages

    So, I was scheduled for a meeting with the powers that be @ the church. At about 8 a.m., I received a text asking to move the meeting back 2-hours and was told other pastors and staff would be attending. We went to the conference room and I explained the particulars of the OneRate plan. As I was explaining it to them, I could tell that they weren't really interested, for the most part. At some point in the meeting I asked them what was most important to them when making a decision. The first word out of their mouts was PRICE. We covered a lot of other stuff but I won't bore with details.

    From there, I asked to see all of their current machines to get the make and model and get the lay of the land. The main copier was in the office and the secretary was the key operator. She wasn't in the meeting but was in her office. I asked her a lot of questions. I discovered the copier had a booklet finisher. As I asked her questions, it became very clear that she had become very accustomed to using Ricoh and the thought of having to learn a new brand scared her. She was used to what she was used to. Ordinarily folks don't like change if they can avoid it. I assured her that it would be a piece of cake to learn our machine. But, you know, talk is talk. Doesn't mean much. Anyway, I asked if I could bring a demo in for 2-weeks and told her that after the 2-weeks is up that she could decide instead of taking my word for it.

    Before I left I asked the secretary to rate the current service on a scale from 1 to 10 with 10 being the best. She said 8. I then asked what it would take to make them a 10. She said the service tech doesn't really do network related issues and that someone in another state would often times remote in to their network to fix the problem. She really didn't like that because it created scheduling issues and what not. I'm always looking for a weakness.


    I feel pretty good about my chances. I had to order the finisher with booklet maker. I'll follow up when I have more news.
    Growth is found only in adversity.

  4. #94
    Field Supervisor 500+ Posts mloudy's Avatar
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    Re: RJ Young service with unlimited pages

    There are many pages to this post so I don't rememebr if this was linked on any of them.

    Is It the End of the Road for Flat-Rate Billing?

    There are some very insteresting comments in the article.

  5. #95
    Service Manager 10,000+ Posts
    RJ Young service with unlimited pages

    BillyCarpenter's Avatar
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    Re: RJ Young service with unlimited pages

    Quote Originally Posted by mloudy View Post
    There are many pages to this post so I don't rememebr if this was linked on any of them.

    Is It the End of the Road for Flat-Rate Billing?

    There are some very insteresting comments in the article.
    Thanks for the article. Flat rate muddies the water. I hope to see it eliminated altogether.
    Growth is found only in adversity.

  6. #96
    Service Manager 10,000+ Posts
    RJ Young service with unlimited pages

    BillyCarpenter's Avatar
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    Re: RJ Young service with unlimited pages

    So, I didn't win this sale. On the initial bid, I was $30 higher per month. I resubmitted my quote and was substantially lower. A lot lower. They countered and came in about $30 lower. At this point, it was no longer profitable. Can't win them all.
    Growth is found only in adversity.

  7. #97
    Field Supervisor 500+ Posts mloudy's Avatar
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    Re: RJ Young service with unlimited pages

    In cases like this I feel I have done my part by saving the customer/potential customer a boat load of money.

    Still, when you come in with your best price and it is shared and you get undercut it feels like you've been wronged. This is not how I buy and I never will. I have never gone back and forth as a buyer with trying to get the lowest quote. I get quotes and go with the best one. Often times it is not the lowest price. If is something that will need service or needs the job stood behind, like a new roof, the price is only a part of the decision. I have probably spent more than those that do but it is what it is.

  8. #98
    Service Manager 5,000+ Posts tsbservice's Avatar
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    Re: RJ Young service with unlimited pages

    Quote Originally Posted by BillyCarpenter View Post
    So, I didn't win this sale. On the initial bid, I was $30 higher per month. I resubmitted my quote and was substantially lower. A lot lower. They countered and came in about $30 lower. At this point, it was no longer profitable. Can't win them all.
    Frankly they don't deserve your service and that was my gut feeling from the start.

    My boss hates when dealers fights for a pennies and he's a heck of a seller...
    Move on dude it's not a loss but more like a win.
    A tree is known by its fruit, a man by his deeds. A good deed is never lost, he who sows courtesy, reaps friendship, and he who plants kindness gathers love.

    Blessed are they who can laugh at themselves, for they shall never cease to be amused.

    I don't reply to private messages from end users.

  9. #99
    Service Manager 5,000+ Posts
    RJ Young service with unlimited pages

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    Re: RJ Young service with unlimited pages

    ... at the very least, the sales process was educational.

    Somewhere during the course of this new lease, probably in the 13th month, RJ Young will find a way to eascalte the Church's cost.

    Mark it your calendar to touch base back in 36 months.

  10. #100
    Senior Tech 100+ Posts
    RJ Young service with unlimited pages

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    Re: RJ Young service with unlimited pages

    My mentallity is, and I know its not the correct one..... but "F***um" let them get bent over by the current supplier, and like SSG said check back in 36 months.

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