Toshiba Estudio 230 & Estudio 280

You can get those machines at through a wholesaler. I usually win deals against the "dealer" wholesale buyer. I say I can get the machine as well as anyone else. But who is going to fix it. Then bring in a copy of the Locator and show them that anyone can buy the machine they are looking for. Show the Value of going with you rather than the price of going with them. If they are buying only on price you probably don't want them as a customer anyway because the will question every bill and be a pain in the butt.

Sometimes you have to walk away.

Good Luck!

We are a dual line dealer and last year Savin was winning the deals. in 2005, Toshiba's pricing has been lower, which has helped us win some very competitive deaals against IKON and Canon.

You should have better service reates than the Toshiba branch to balance out the offering.

The home office of this customer is whom I had been dealing with for the past 9 years. After explaining to them our service history, and the fact that the Ricoh 4522 was in need of its first PM in 9 years (140,000) copies, they agreed it was cheaper to service the existing machine than to purchase a new one. However, if they decide to upgrade (with us), duplexing will be the key reason. The 4522 is a good machine, but the duplex unit does not like to duplex legal or letter in the landscape position.

There are always going to be companies that are "lower" in cost that our RFG systems. That is why it is so important that today we work in a solutions based or consultative based world. The best way to keep the competition out or to kick the competition out is to provide value that they are not and frankly the ones that work solely on low price can be had pretty easy if the accounts are worked properly

Good Point. If you want the quick sale at a cheap price, odds are you won't be around very long.

This customer decided to take a refurbished Aficio 350e we had instead of buying new. Since they only copy about 2000 pages per month, this system will still be more than what they need and let them grow into it. Thanks for everyone's help.