| In the seven years that I was employed by two | | | | residual value at the end of term? |
| different copy manufacturing firms, I progressed from | | | | 6. If leasing, what are my options at the end of term? |
| Sales Trainee to Sales Manager. In that period of time, | | | | Can I return the equipment at any time during my lease |
| I saw the copier industry change tremendously. For | | | | (unlikely)? |
| one thing, it is now called the digital imaging industry and | | | | 7. Is service and maintenance included in my lease |
| sales representatives are hawking multifunctional digital | | | | payment? If so, how many monthly black/white copies |
| devices that monochrome copy, color copy, | | | | or prints and color copies or prints are included in the |
| monochrome print, color print, scan and fax. The new | | | | price? What are the costs associated with any |
| systems have the capability to install a myriad of | | | | overages? Does a duplex copy or print count as two |
| software applications that will do everything short of | | | | clicks? Does a legal size copy or print count as two |
| bring you your morning coffee! | | | | clicks? Does an 11 x 17 copy or print count as two |
| Most digital imaging professionals are trained to | | | | clicks? Are faxes and scans free of click charges? |
| consider themselves software specialists that happen | | | | 8. What is included in the cost of service and |
| to sell hardware, as well. | | | | maintenance? Parts? Labor? Toner? Drum? |
| The digital imaging industry attracts wonderful | | | | Preventative Maintenance Kits? Paper (unlikely)? |
| personnel that are ambitious, energetic and genuinely | | | | 9. What kind of warranty and/or guarantee is provided |
| concerned about the well-being of their customers. | | | | by your company? Where can I access this in written |
| Unfortunately, this industry also has an insanely high | | | | form? |
| turnover rate due to the fact that this job isn't the | | | | 10. Is the system you are proposing brand new or |
| easiest gig in town! The chances that you will be | | | | remanufactured or used equipment? |
| dealing with a complete newbie at the initial sales call | | | | 11. What year was this model originally designed? |
| are pretty high. This is why I suggest you keep these | | | | 12. What is your average service response time? |
| questions on file so that you can make sure you have | | | | What is the average tenure of your service |
| covered all of your bases the next time you set out to | | | | personnel? |
| buy or lease a multifunctional digital system. | | | | 13. Where do your service personnel source parts |
| Questions to Ask Your Account Executive: | | | | from? What happens if service is out of a part that |
| 1. Is your company a dealership or the actual | | | | my system requires? |
| manufacturer of the product? If a dealer, how long has | | | | 14. When and where can I see a demonstration of this |
| the company distributed this brand? Is it the only brand | | | | EXACT model? |
| you carry? | | | | 15. Do you have three to five customers in this area |
| 2. Why did you propose this particular brand and | | | | that I can talk to about your company and its |
| model? | | | | products? |
| 3. What is the actual purchase price (if not listed)? | | | | 16. Do you use a third-party for equipment leasing or |
| What is included in the purchase price? Does it include | | | | does your company "carry its own paper" and act as |
| a trade-in or buy-out on my current system? Are any | | | | the leasing company? |
| optional accessories included? | | | | 17. What is the average turnaround time between |
| 4. What does the lease payment include? Does it | | | | ordering the product and delivery of the product? |
| include a trade-in or buy-out on my current system? Is | | | | I know this is an exhaustive list, but, hopefully, I've |
| service or/and maintenance included? Are any optional | | | | brought up a few points that you had not considered |
| accessories included? | | | | and these questions will help you to make a more |
| 5. What are the terms of the lease? Is this a 36, 48, or | | | | informed choice. Stay away from any company or |
| 60 month term? Is this a $1.00 Buyout Lease or a Fair | | | | representative that cannot answer these questions to |
| Market Value lease? If a FMV lease, what is the | | | | your satisfaction. |
