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The Supply Quote Calculator
By Larry
McGinnis
I normally don’t have
much to say about supply sales. Ann Barr speaks on the subject and does
it so well that I have little to add. If you don’t read Ann’s column
each month, you are missing a valuable resource. I have a supply quote
calculator built into some of my programs and I recently received an
email from a customer who is using this tool. She commented that since
she began using the tool, her supply sales have been growing by leaps
and bounds each month. So I thought it would be worth mentioning.
The supply calculator
is a simple tool that allows you to quote unit prices and use the time
test method of emphasizing the positive and minimizing the negative.
You simply type in the
price of the item and click the “Calculate” button and the entire math
is done for you. So that when a customer calls for a quote or to order
supplies, you can instantly give a quote that will help you increase
supply sales rather than just quote prices.
The phone presentation
goes something like this:
“The single unit price
on that item is $47.20. However, if you take 5 of them, I can give it
to you for savings of $5.66 each that’s a total savings of $28.32. “
“It gets even better,
if you take delivery of 8, I can increase the savings to $7.08 per item
or a total savings of $56.54.”
“For maximum savings,
if you can take delivery of 10 units, I can save you $9.44 each for a
total savings of $94.40.”’
“Shall I set you up
for the maximum savings?”
The whole presentation
takes less than two minutes and will increase the amount of supply items
that are sold from each call.
The quantity and
discount percentages can be changed at any time and are automatically
saved each time the program is closed. Instead of going through the
hassle of using a hand calculator and doing the calculations for each
item, this little tool saves time and puts the information right in
front of you.
One of the great
advantages of reading ENX is that you have these resources offered to
you. The tool is free to ENX readers. Just go to my web site @
www.tec-aid.com, click on Free Stuff and download your free supply
calculator. u
Larry McGinnis brings
over 30 years of experience to the office machine business. His Company
TEC-AID markets a service department management program called
ServiceTrak and a sales aid program called SalesBuilder Plus. He can be
reached by calling (866) 983-2243 or check out his web site at
tec-aid.com |
