Weaknesses of other copiers

Envelopes are not an issue on the color machines if you run them with the flap open on the old models. The newest models just seem to work if you have the paper type set properly. Honestly I haven't seen many copiers or laser printers that do a great job with envelopes other than HP's larger printers with the envelope feeder.

k, I'll chime in, when it somes to speeds and features I don't see many weakness from any of the manufacturers. That's not to say there aren't any.

Over the years, I learned to dig a little deeper than the brochure and the spec page. Of course one of the main resources has been to go here on the P4P and ask a question about a certain model or manufacturer. Also, go and download the print driver and the operators manual, beleive it or not you'll be able to pick a system apart with the op manual as long as you also have a good understanding of the device you are trying to sell. Another decent resource is to search youtube and see if there are any videos that describe "How to" do this or that with the device.

Over the years I relied less on trying to beat the machine specs, and more on how to beat my competitors whether it's a dealer or a manufacturer. Look for weaknesses in the sales agreement, the maintenance agreement or the leasing company that they use, try to know more about how they do business and you'll be able to sell against them.

Just and FYI, I ran across a sales contract from a major direct branch in my market area. The contract was left for the customer to review and I was able to secure a copy for myself. At first glance there was nothing special, nothing glaring, just an average contract for sale, however when I went back to read it a secind time I found two major points where I could attack.

The first is that on the sales agreement there is also a section for the maintenance agreement. There was a guarantee that stated they would credit the customers account $25.00 for every hour that they were not there after the 8 hour default. What that tells me is that I can explain to the customer that 8 hours is the normal turn around for service and not 4. If 4 was the normal, then state it like they did with 8 hours.

The other was that their fantastic guarantee did not cover any units slower than 28 pages per minute. (all of this was in the small print).

There was one more, however I need to keep that close to home and not make them aware that I know another weakness in their contract.

Just to review, sell yourself, sell your services, find a knock out feature, or a knock out workflow (meaning on the zebra xyz copier, they may have to use 15 click throughs of the mouse for a certain print setting, or they may have to go through 5 sub menus to get to a much used mfp feature). Do, the homework and remember the harder you work, the luckier you get.

Art

tdarvin,

AMEN to what Art said. When you get right down to it, all copiers these days do basically the same thing. Learn to differentiate you and your dealership's services (maintenance, leasing, customer care).

And as far as whose color is the best, please do not buy into that whole chest-thumping thing. Darn, I get tired of reps trying to "out-color" each other! Talk to a Xerox rep and they can spin why Xerox color is better than Ricoh's. Talk to a Canon rep and they can spin why Canon color is better than Xerox. Talk to a KM rep and they can spin why KM color is better than everybody's. Etc. etc. etc! In the end all that matters is whether your end user likes your color output and whether the machine's color tools can help the end user achieve what they want to produce.