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  1. #21
    Service Manager 10,000+ Posts
    RJ Young service with unlimited pages

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    Re: RJ Young service with unlimited pages

    One thing I know without a doubt is there are no free lunches in the copier business. There is no way to offer unlimited pages with one flat fee with no overages. Yet, that is exactly what RJ Young is advertising. I've got to get my hands on that proposal.



    From their website:



    RJ Young’s Guide to Unlimited Flat Rate Printing


    If the ongoing COVID-19 pandemic has taught modern businesses anything, it has reinforced the need to be prepared for the unexpected — especially if your business is a small- or medium-sized business (SMB). In the wake of the pandemic, many organizations are finding new ways to stay flexible and agile, with agility being a key tool in the quest for proper fiscal management.
    For areas in which businesses must generate invoices regularly, there is a high margin for error and a probability that some excess supplies and stock will tie up cash flow due to overbuying or buying that doesn’t quite match the peaks and valleys of usage. This is especially true of printing needs.
    For many businesses, the purchase of a printer represents a large capital outlay, although the purchase is tax-deductible. On the other hand, leasing printing equipment can reduce the need for large, up-front payments, help you gain access to new, more advanced machines, and calculate monthly expenses more accurately. And now, RJ Young has magnified these considerable benefits by adding a flat rate printing option to their lucrative leasing program.



    Bring Home the Benefits of RJ Young’s Unlimited Flat Rate Printing to Your Business

    Regardless of whether you want an inkjet printer for photo-quality prints or need a laser printer workhorse for rapid volume printing, you may want to consider adding our unlimited flat rate printing option to your next printer lease. You likely have a plan like this for your mobile phone usage. One rate and it doesn’t change no matter how much more data you use. Here’s why many businesses are switching to our unlimited flat rate printing option:
    One Flat Fee Covers Everything
    This says it all. Nothing is easier — or kinder — to your budget than knowing that all your printing costs are covered under one flat monthly fee. This brings you the benefit of consistent billing that can help you meet or exceed your budget goals and it covers everything you need to gain access to all the printing tasks your company requires, from equipment and supplies to service and maintenance.

    Besides maintenance and troubleshooting, our service plan also includes training to help employees and IT staff optimize usage of print equipment. This ensures that your team can gain full utility of any print equipment and helps minimize potential downtime.


    No Meter Readings
    While copier or printer meters can be useful to determine the usage on particular machines to optimize your print environment, they can also be a nuisance when it comes to assessing monthly print spends. If you are being billed according to a meter reading, then you can’t accurately predict what each month’s print spend total will be. With unlimited flat rate printing, you don’t need to worry about a meter — every print you make will fall under the same flat monthly fee. No overruns. No penalties. Just prints.
    Look to RJ Young for Efficient, Cost-Effective Unlimited Printing

    As we move through 2021, successful businesses are realizing now more than ever that budgeting must pair resources with smart financial strategies for the right outcome. Holding back spending to gain flexibility and assigning talent to high-priority areas is a must-do for the savvy business owner.

    And that is exactly why RJ Young has created the Unlimited Flat Rate Printing program. Our innovative new option allows businesses to fine-tune print costs by creating one simple monthly fee for unlimited print runs. Not only does our program assist businesses with better cash management, but it also frees up your in-house IT or administrative personnel to work on mission-critical tasks that will propel your business forward. Did we mention we’re one of the only copy and print partners across that country that offers this? That's another one of the advantages of partnering with RJ Young!

    https://blog.rjyoung.com/copiers-pri...-rate-printing
    Growth is found only in adversity.

  2. #22
    Field Supervisor 500+ Posts mloudy's Avatar
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    Re: RJ Young service with unlimited pages

    I would say they are going to ALWAYS shoot high so most accounts will well below the amount of pages they calculate will be run and include on the 3 or 5 year contract. I see the don't charge any "overruns" while saying nothing about a customer's monthly ever reducing because they are now running much less than they did when the lease started.

    "
    If the ongoing COVID-19 pandemic has taught modern businesses anything" EXACTLY! If we all had schools and churches signed up for a plan like this and we calculated correctly to cover what they run just think of the profits when they completely shut down for a year. All those churches and schools running nothing yet we got all of our money upfront for 5 years of service. Our churches still have not recovered. My goodness this is the percept conversation to have with a church. They are likely still living in the "what if?" stages of the pandemic.

  3. #23
    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
    I would say they are going to ALWAYS shoot high so most accounts will well below the amount of pages they calculate will be run and include on the 3 or 5 year contract.




    That's the first thing I thought of but it's an enormous risk (on their part) and if they're quoting cost-per-copy on the extremely high side, it would be easy for the competition to blow them out of the water. But that's the only thing I can think of. But again, the pastor told me there was language in the contract that limited the number of pages but he had them to remove it. I'm wondering if there's more language in there that still limits the pages.
    Growth is found only in adversity.

  4. #24
    Service Manager 5,000+ Posts
    RJ Young service with unlimited pages

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

    Quote Originally Posted by BillyCarpenter View Post
    That's the first thing I thought of but it's an enormous risk (on their part) and if they're quoting cost-per-copy on the extremely high side, it would be easy for the competition to blow them out of the water. But that's the only thing I can think of. But again, the pastor told me there was language in the contract that limited the number of pages but he had them to remove it. I'm wondering if there's more language in there that still limits the pages.
    ... in an organization as large as RJ Young, removing a limitation on the number of pages can only happen with the signature of a Regional Vice President. The local sales rep has no authority to to make this change to the contract. To not lose perspective here, this is only a four copier deal. It is not that important to the success of RJ Young. They are not going to change the way they do business.

    Unless the Church get's it in writing from the VP, it is not going to happen.

  5. #25
    Service Manager 5,000+ 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
    I would say they are going to ALWAYS shoot high so most accounts will well below the amount of pages they calculate will be run and include on the 3 or 5 year contract. I see the don't charge any "overruns" while saying nothing about a customer's monthly ever reducing because they are now running much less than they did when the lease started.

    "
    If the ongoing COVID-19 pandemic has taught modern businesses anything" EXACTLY! If we all had schools and churches signed up for a plan like this and we calculated correctly to cover what they run just think of the profits when they completely shut down for a year. All those churches and schools running nothing yet we got all of our money upfront for 5 years of service. Our churches still have not recovered. My goodness this is the percept conversation to have with a church. They are likely still living in the "what if?" stages of the pandemic.
    ... the nature of the game in One Rate programs is to be cautious on the high side of included prints.

    RJ Young is trying to sell the sizzle of Unlimited prints and simplicity of invoicing. The counter is to sell Total Cost of Ownership based upon actual prints made.

    As RJ Young is th encumbent copier provider, they do have many built in advantages in this deal. The only way to close the deal, especially in a Church always looking for ways to reduce it's costs, is to low ball the price. Forget about anything more than a 10 % profit margin.

  6. #26
    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 SalesServiceGuy View Post
    ... in an organization as large as RJ Young, removing a limitation on the number of pages can only happen with the signature of a Regional Vice President. The local sales rep has no authority to to make this change to the contract. To not lose perspective here, this is only a four copier deal. It is not that important to the success of RJ Young. They are not going to change the way they do business.

    Unless the Church get's it in writing from the VP, it is not going to happen.
    I'm just telling you what the pastor told me. I don't think he's lying. So the sales rep either got authorized approval or he pulled a fast one on the customer.


    Here's the bottom line as I see it. Either RJ Young has completely turned CPC (cost per copy) on his head and completely rewritten all the rules with it's Limitless Plan, or it's a gimmick. I don't care how big RJ Young is, they still have to pay for Toner, Parts, and Labor.

    This is the first time I've encountered this so I really need to see this proposal and go over every word. When I meet with the customer, I'm going to do my best to get it.
    Growth is found only in adversity.

  7. #27
    Service Manager 5,000+ Posts
    RJ Young service with unlimited pages

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    Re: RJ Young service with unlimited pages

    Quote Originally Posted by BillyCarpenter View Post
    I'm just telling you what the pastor told me. I don't think he's lying. So the sales rep either got authorized approval or he pulled a fast one on the customer.


    Here's the bottom line as I see it. Either RJ Young has completely turned CPC (cost per copy) on his head and completely rewritten all the rules with it's Limitless Plan, or it's a gimmick. I don't care how big RJ Young is, they still have to pay for Toner, Parts, and Labor.

    This is the first time I've encountered this so I really need to see this proposal and go over every word. When I meet with the customer, I'm going to do my best to get it.
    You have already been told you are not getting a copy of the proposal.

    All you can hope for is on the machine side to get the details of the configurations that RJ Young proposes.

    Then you do your analysis of what the customer actually needs and get the customer to agree upon the same.

    I think the customer is willing to give you their historical print volumes.

    From this you can work out what your Total cost of Ownership will be over 60 months and present the same to the customer. The customer seems unlikely to give you the propsed One Rate costs from RJ Young. The customer can calculate the two TCO's themselves once you educate them how to do so.

    If you are not 15% lower than RJ Youngs proposal you will probably not get the deal assuming the customer has been happy with the product and services that the incumbent has provided.

  8. #28
    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 SalesServiceGuy View Post
    You have already been told you are not getting a copy of the proposal.

    All you can hope for is on the machine side to get the details of the configurations that RJ Young proposes.

    Then you do your analysis of what the customer actually needs and get the customer to agree upon the same.

    I think the customer is willing to give you their historical print volumes.

    From this you can work out what your Total cost of Ownership will be over 60 months and present the same to the customer. The customer seems unlikely to give you the propsed One Rate costs from RJ Young. The customer can calculate the two TCO's themselves once you educate them how to do so.

    If you are not 15% lower than RJ Youngs proposal you will probably not get the deal assuming the customer has been happy with the product and services that the incumbent has provided.
    Yes, I was told that he didn't want to give me a copy of the proposal. That doesn't necessarily mean that it won't happen. In my sales career, do you know how many times that I've been told no and eventually end up getting what I asked for? Too many to count. In fact, I just texted the other pastor at the church whom I already do business with at his real job. This is the non-profit school that has 10 copiers with me and I do all their computer work. I installed s security system at his house. I have the keys to all the schools and alarm codes. We're pretty tight. I'm gonna ask for his help in getting the proposal.

    I'm well aware of how to write a Total Cost of Ownership proposal. However, I prefer to leave nothing to chance because often times customers don't understand when a copier company is trying to pull a fast one on them. The best odds for me winning this account to go over the Unlimited Plan with a fine tooth comb and it's also in the best interest of the customer.

    I already know that they want to move on from RJ Young because they feel like they've paid way too much over the years. But, you're right that I need to give them a reason to change (lower cost) or they probably won't.
    Growth is found only in adversity.

  9. #29
    Service Manager 5,000+ Posts tsbservice's Avatar
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    Re: RJ Young service with unlimited pages

    was
    ...I could go over his head by going to the other pastor that I do business with but I'm not going to do that...

    is
    ...I'm gonna ask for his help in getting the proposal...

    Dealers... you gotta love them
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  10. #30
    Service Manager 5,000+ Posts
    RJ Young service with unlimited pages

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

    Quote Originally Posted by BillyCarpenter View Post
    I'm just telling you what the pastor told me. I don't think he's lying. So the sales rep either got authorized approval or he pulled a fast one on the customer.


    Here's the bottom line as I see it. Either RJ Young has completely turned CPC (cost per copy) on his head and completely rewritten all the rules with it's Limitless Plan, or it's a gimmick. I don't care how big RJ Young is, they still have to pay for Toner, Parts, and Labor.

    This is the first time I've encountered this so I really need to see this proposal and go over every word. When I meet with the customer, I'm going to do my best to get it.
    ... as this is only a four copier deal, only so many copier clicks are possible. RJ Young can simply tell the customer prints are unlimited, eat any deficit in the first year and then increase the One Rate rental by up to 10% per year thereafter should the customer go overboard on their colour click volume. Black clicks do not matter that much.

    It takes some significant effort in RJ Young's back end accounting system to change any program. They are not going to do it for a four machine deal.

    The One Rate plan is not a gimmick, it is a prepaid copy block with extra Terms and Conditions.

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