As an imaging sales professional, you can relate to customers wanting more value for less money. If you’re currently selling remanufactured printers, you know that you can reduce your hardware costs by up to 50% and add more margin into your deal. And if you’re a Managed Print provider, you understand how selling new printers immediately handcuffs you and your customers to paying more for OEM consumables which decreases your margins and your paycheck.
The top performing dealers in the BTA channel tell us that presenting remanufactured printers to prospects is a competitive differentiator that benefits them and their customers. With this in mind, here are 6 of the 12 best practices dealers tell us are most effective:
1. Show References - Be prepared with reference accounts that are now using, and having great success with, remanufactured printers.
2. Suggest a Pilot Program - Select a printer and pair it with a compatible toner for end user validation.
3. Address the Elephant in the Room! - Explain that they will do less printing in the future due to demographic and technology advancements. So, why invest in expensive new technology?
4. Explain that Printing Technology Doesn’t Really Advance - Printer speeds, feeds and resolutions topped out years ago. New printers are sold with vaporware features like black panels, blue LED lights but few features that mean they actually print better. In fact most printers are designed so that they actually cost more at a CPP level to print than older models.
5. Emphasize Cost Savings - If a customer wants to print less and lower the cost of printing, then remanufactured printers are the way to go. Not only do they cost about 50% less than new, but they pair immediately with a remanufactured toner. New printers do not have remanufactured toners available for at least one year after they are launched. Color printers take up to three years before reliable remanufactured toners are available.
6. Show a Side-by-Side TCO - Quote New and Remanufactured Options - The huge difference in cost becomes most apparent when you add up all the elements of TCO (Total Cost of Ownership): hardware cost, toner and service costs. Offer both options and let the customer decide.
Do these 6 presentation ideas make sense to you? In our next blog, we will share the remaining 6 Top Tips to presenting remanufactured printers.
Do you have a question or suggestion on how to leverage remanufactured printers? Please share it with us!
See video below to find out how LMI's remanufactured printers can help you grow your MPS business and your bottom line!