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    « Equipment Unit Cost Tool | Main | What will Make Monochrome Printers Obsolete? »

    April 06, 2007

    Invitation Accepted

    In a previous post I discussed a reprographer that was confronted by an owner because of additional "digital services charges" on their invoices. Yesterday, the reprographer had the meeting with the owner. The owner had a stack of invoices on his desk and was prepared to take the reprographer to task. The reprographer had a frank discussion with him about the changes in the industry and the value of these additional "optional services" that are provided.

    By the end of the conversation the owner was on board and excited about the services being offered. He was even more excited about new digital services that were being offered by the reprographer.

    One of the most fascinating and ironic topics in the conversation was the owner's concern that the reprographer could survive. As the price of printing goes down and it is easier for companies to print themselves he thought "blueprinters" would become obsolete. At the end of the meeting he saw the value and wanted to make sure this reprographer could make money on the service he provided. He didn't want the reprographer to go away because he valued the service.

    Now this reprographer has a relationship with the owner, and an open invitation to bring him more ideas or present new digital services to help him complete construction projects on time and under budget.

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