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8. Always bill or renew agreements 30 days before they are due. If an expired agreement is not paid for at time of a service, the tech must write up a billable service order. It can be credited upon MA payment.
9. Periodically review and adjust pricing on all maintenance agreements.
10. At one, two and three year intervals, carefully review model reliability and adjust MA pricing as needed.
11. Your goal is to make a 40%+ profit on every piece of equipment that has coverage.
12. Each billing cycle must have a base rate (minimum billing).
13. Never sell an agreement that just changes per click with no minimum.
14. Agreements can be sold with a base and overage charge, or for a specific amount of time or clicks, (whichever comes first) with an automatic renewal clause.
15. Market rates, after all is said and done: Black CPC .01, color CPC .008.
16. Minimum price for a yearly MA that is independently billed should be at least $295.
17. Do not sell CPC (including supplies) on low-end equipment. Sell MA only.
18. Standard cost on stand alone fax is 5-10 cents per page. Sell MAs only, not CPCs.
19. When selling low volume CPCs, limit supplies to an appropriate amount. When a CPC is billed quarterly, never send more than 3 months worth of supplies. If account is past due, do not out any supplies.
20. Train your staff on the amount of color supplies that should be sent. Be very careful not to send ‘two of everything,’ which is often the minimum standard for black toner.
21. Several pieces of equipment not requiring meter reading, bundled together, may have lower MA pricing.
Maintenance Agreement pg 1 pg 2 pg3 pg4 pg5 Print Word Document
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