We used to do great business in used. Good for the company and great commission for sales rep, seems like used has driedup now - anyone else having the same problem?
Any suggestions on how to reverse this trend?
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That's puzzling. It should be better now than ever with economic factors being what they are and what does the 2550 do that the 2022 doesn't do? Color scanning? Is that worth paying double?
What about used color? We are finally seeing good used color boxes (other than the original 1200 series that we would never put back out) becoming available.
Used digital Wide Format has merit if you know where to look.
We don't do much cost per copy that includes the equipment but it is a sales strategy that has merit. i.e. $0.025/copy includes equipment, service and supplies (except paper) but requires a 10,000 copy commitment. They want a finisher...same CPC but minimum goes to 15,000. The numbers may not be right but you get the idea. (On a related note...If you can keep the overage CPC at the same level and they start doing overages, you have a real profitable upgrade opportunity.)
What about used color? We are finally seeing good used color boxes (other than the original 1200 series that we would never put back out) becoming available.
Used digital Wide Format has merit if you know where to look.
We don't do much cost per copy that includes the equipment but it is a sales strategy that has merit. i.e. $0.025/copy includes equipment, service and supplies (except paper) but requires a 10,000 copy commitment. They want a finisher...same CPC but minimum goes to 15,000. The numbers may not be right but you get the idea. (On a related note...If you can keep the overage CPC at the same level and they start doing overages, you have a real profitable upgrade opportunity.)
I think that my used numbers are about 25%-30% of my totals on average per month. My GM makes sure and has a nice selection of used that he buys off lease and they move well. I will often package used into a multiple system deal to keep the overall cost down and customers love it. Not to mention a healthy GP number that comes with selling used.
My used sales still account for 40% of my monthly sales. Several months ago I upgraded a customer with a 10 machine deal, and I have moved all but 2 of those 10 machines elsewhere. Used machines do help out in multiple machine deals to keep the costs down. We always have a good supply of used machines, or we know where to get them if we need them. Not everyone will buy a used machine, but a good majority will if you offer it as an alternative.
Now more than ever we are now working with the leasing companies to buy the units at the end of the term and we are getting some pretty good deals as long as we upgrade with that leasing companies. We have bought a few full 240W systems for under $2,000!