Cost per copy on Xerox units

@ Color1   Is this a Xerox agent or Authorized Dealer?  If it is an agent then I don't see how they are doing it since Xerox sets the pricing and handles all of the maintenance.  They would never do a all b&w page included deal under the Xerox mother ship.

I have seen this with a local competitor (dealer) in my area.  They simply play the odds and add the projected monthly black and white clicks into the lease.  The whole unlimited "free black and white" sounds so good until you start calculating the Total Cost of Ownership.  I would have your colleague to a cost analysis including all projected pages and lease.  You will probably find the competitors lease cost to be beefed up to offset the "free black and white" pages

. 

Thanks for the feedback, it appears to be just what you said, they added money to the value of the lease to cover the "Free" b/w pages. I believe he's going to do a comparison using the same thought process with our pricing so that Mr. customer can compare apples to apples.  We should be a lot less, now that we can show what the competition is actually up to.

@ Color1

I have a couple of prospects that have "free black and white" and now they know they got took in the lease cost.  I tell them that they need to invite schools and non-profs to come in and use all the black and white copies they want.  It's good community relations for their business and does't cost them a cent. The best part is I get the satisfaction of nailing my competitor on playing bs games and have a good chance of getting a new client with the lease is up.