Thursday, November 30, 2017

Why Your Company Doesn't Need a Copier

All you need is a scanner.

You know you aren't copying as much as you once had been.

WE know you aren't copying as often, too. Heck we've known for decades you rarely, if ever, copy or print on tabloid, 11x17. So why have we been selling you devices capable of melting plastic on larger sheets of dead tree matter?

Because bigger machines look more impressive, that's why. You've been fooled into believing 'those little printers can't keep up with the bigger copiers...' You've been lied to.

Here's why we've been selling you too much:

More sales commission - Entry level sale people are compensated on REVENUE. Bigger devices have bigger price tags supporting larger commissions.

Manufacturers quotas - Dealers purchase toner and parts from the manufacturers (OEMs) they sell. These OEMs contract a certain number of devices be purchased monthly. If a provider fails to meet these commitments, the OEM may raise the cost of toner and parts, thereby reducing margins on the bread and butter of EVERY copier dealer - service contracts.

Cheaper cost per image - This issue is especially evil because it is based on a truth. Copiers have a less expensive cost per image. Meaning, you'll pay less for USING a copier vs. printing on a traditional printer. If your volumes are in the 10k/emp range, this is a consideration. When calculating YOUR true cost per image, roll in the amortized equipment or machine lease cost into your service cost.

More retail value - Tricky issue, this. Let's just say the retail(which nobody ever charges) value of a device can determine how much soft costs can be shoved into your equipment lease. "Soft cost" defined as anything from existing buyout figure, software & installation costs or profit.

Reasons you don't need a copier:

You don't copy anymore

At one point in history, employees generated about 10,000 images a month on copiers and printers - this was a per employee figure.

Today, employees can generate NO images per month let alone copy. Look at your processes. Do you email invoices? Do you accept online payment? Do you still make copies of every invoice you receive?

You never print on 11x17

One of the determining factors when deciding to buy a copier is paper size - original and finished. In the olden days, books and manuals were routinely copied. "Book Copy" was a standard or sought after feature. An scanner the size of 11x17 was very convenient. But a bigger scanner means bigger rollers, and trays. More power consumption for larger bulbs. Almost twice the size of a 'little printer' - with twice the manufacturing costs.

We knew this. But is was easy to see 'bigger is better' and good for everyone on this side of the table.

Paper is too slow

Chances are your competition is looking into automating manual processes like Accounts Payables/Receivable. Nobody looks to invest in software to save trees. Business wants to be nimble and responsive. It just so happens that business functions based on paper are slower and more apt to mistakes than digitized processes.

Are you moving at the speed of thought or the speed of paper?

In the end, the market will determine winners and losers - somebody somewhere will need or require copiers. Indeed, right now there is somebody purchasing buggy-whips.

But you don't ride a horse to work, do you?


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