| The average copier lasts five years for most | | | | for the following information to be provided to you |
| businesses and if you invested in a quality brand-name | | | | verbally and in written form: a) lease expiration date, b) |
| product, you might even enjoy eight years of stellar | | | | buyout to own amount, c) buyout to return figure, and |
| performance. During my seven years in the field | | | | d) directions regarding potential return of machine. Be |
| working as a copier rep, I often met with customers | | | | advised that the copier company you bought the |
| that wanted a new copier as soon as the machine | | | | system from might be entirely different from the |
| had a hiccup. In an effort to save you money as well | | | | leasing company that provided you with the financing |
| as headaches, here are my tips on how to buy a | | | | for the purchase. Don't be surprised if the leasing |
| copier. First, you need to do the following before your | | | | company takes their sweet time in providing you with |
| first appointment with a copier rep: | | | | this information. This is why it is a good idea to prepare |
| 1. Make sure you actually need a new machine instead | | | | ahead of time and have the information available |
| of a mere repair job. Schedule a service call and ask | | | | before you meet with the copier rep. |
| the technician to provide you with a written estimate | | | | 4. Promise yourself that you will get at least three |
| on what it would cost to fix the copier. Hopefully, | | | | proposals from different vendors before you make a |
| you've established a good rapport with your technician | | | | decision regarding your new acquisition. I promise that it |
| in the years he has serviced your account. Ask him | | | | is well worth your time to meet with three copier reps |
| point blank what he would do if he were you - fix the | | | | because you will stimulate a price war between the |
| machine or buy a new one. Technicians are a great | | | | companies and this is how you get the best value for |
| source for unbiased information precisely because | | | | your money. Besides, as you well know, it is a wise |
| they are not salespeople and often understand the | | | | business practice to always take a look at the |
| new product line better than the sales force that are | | | | competition. |
| actually selling the product. | | | | 5. Find out which companies sell copiers directly in your |
| 2. Once you have confirmed that you are in the | | | | market. A copier manufacturer distributes their |
| market for a new system, do your homework | | | | products by selling through their own sales team or by |
| BEFORE you call a copier rep to set an initial | | | | selling the product to a dealer and then the dealer |
| appointment. You need to know the industry lingo. In | | | | markets to the business consumer. Admittedly, I'm |
| today's market, a customer does not buy a copier - | | | | biased in favor of buying directly from the |
| they buy a multifunctional copy system that copies, | | | | manufacturer because my experience was in selling |
| prints, and scans. You need to decide if you only | | | | directly to the customer. I can't tell you how often ABC |
| require black and white imaging or color imaging, as | | | | Copy System Inc. was selling Company X's product |
| well. Conduct an internal assessment to determine | | | | and then three years later they were no longer selling |
| your company's requirements in each of these areas. | | | | Company X, but, were now selling Company T. This |
| Do not overlook the possibility of adding color imaging | | | | structure does not create a cohesive service team |
| to your new system. Costs have fallen dramatically on | | | | with years of experience on one product line. If you |
| color imaging and studies show that written | | | | buy Product X from a dealer and three years later |
| communication with two or three colors on the page is | | | | you need a part for your copier, there is no guarantee |
| much more effective. You might find that you can | | | | that the dealer will be able to service your account. |
| expect many more capabilities for far less money than | | | | Working directly with a manufacturer means you have |
| you spent on your last round of copier acquisition. | | | | the full force of trained personnel and company |
| 3. If you leased your last copier, call the leasing | | | | resources backing the product you buy. |
| company and request a buyout letter. Ask specifically | | | | |
