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Dig this. I followed up today with a small print shop here in NJ today, towwards the month end for me and he had been on the market for a color printer, however my price was not right for him a few months ago. Difference is now there are additional rebates from Ricoh for the A3 color laser printer.

Anyway, I'm on the phone with him (he's a good guy and wouldn't bs me), he tells me that he signed and agreement from Xerox for a refurbished 120ppm digital copier and a 25ppm color system with NO Base charges and NO minumums for monthly click charges, along with that he stated the cost per page charge is right in line with new systems!

He has to keep the machine for a mimumum of 3 years and if he decides to get rid of the system there is a $500 charge to remove.

To say the least I was shocked and to tell the truth the customer is too! He said he checked the paperwork and all looked well, I asked that he check it again and read all of the fine print because this just seems to good to be true. In addition he stated that one of his other printer bussies did the same deal in NJ. He also stated that he has to wait 4-8 weeks to get the systems.

I asked it I could stop by to review the paperwork and he stated that would be ok, and I will be stopping by ASAP!

Has anyone else seen or heard of this in other parts of the country????
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I don't believe this program will have any great impact. My view is, these are just the customers who never would have bit on a new machine to begin with. It is just a way for Xerox to generate a little extra revenue on these machines that are turned back in. My guess is the program won't last long, like many programs OEMs come up with.
Interesting, the print shop involved here had an older imageRUNNER 60 ppm device. Unit was bought and paid for and you have a point with the Would never had bit on a new machine", I had been in touch for at least six months and he wouldn't budge for a 50 ppm color A3 printer.

I know many print shops in my area that don't have Xerox, and have 30 percent or so have older copiers that they own. Point is that these were and are prospects for some type of device down the road. The Xerox rep made the statement to the customer that they were selling the heck out of this program (I'll have to make some additional calls to those users to see if they were approached), point of the matter this "seed" program may going very well or very bad for them.

Very well means that they'll come through thier 3 year commitment and stay with Xerox. Very bad means that Xerox may not have an asset cost for the hardware however they still have to delivery, install, train which has a cost. Plus, they have to produce invoices and collect money, and we all know how most print shops pay. If these print shops hang Xerox out for payment every 60-90 days then all of the profit made on the cost per page is gone, with the units then costing them money.

The program is a good one, however they should have had some commitment for a base charge with x amount of pages included.

Thanx for the insight on this, if you happen to have a copy of the agreement I'd love to see it to revue.
Think about it - Xerox places a NEW device in a P4P or School location and picks up perfectly good (these are NOT fast plastic as they call 'em) 120 ppm device and rather than warehouse them they're pllaced in a NET NEW location generating half the revenue they were getting AND they've got a NET NEW color printer. It's all about the clicks and the aftermarket. In three years (or perhaps much sooner) there's another "great offer" and . . .
This method of procurement has been standard in our country for quite some time. Here all the major copier manufacturers deal direct and have substantial finance books to play around with.

We see this on almost 100% of 20+ device deals and sometimes filtering down to single 25ppm colour devices.

What we have learnt is they recover as much as they can during that term and then offset any potential losses by re-signing them either at the same customer or shifting them down to small business deals - this is where they make their money.

Quite smart really.

Unfortunatly the few independant dealers here do not have the finance book to compete and it is very hard to sell against.
Understood from all and thanx for the responses:

"Giving away the razor to sell the blades" this makes good business sense as long as the user of the blades can afford to purchase more.

"Unfortunatly the few independant dealers here do not have the finance book to compete and it is very hard to sell against" Agreed, few independents have the deep pockets as te manufacturer. Makes you wonder if our industry is on the verge of giving away hardware to get the supplies business!
Given how cheap hardware is from the brokers this could easily be profitable for even the independants. Especially if you are taking a machine you previously leased and made good money on in the first go around. Why not get it back in the field and make service revenue and build a relationship with a new client.

Got to admit though this is just making it harder for the guy working based on hardware sales commissions. The dealership can be profitable doing this though.

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