CPC Profitability

1
CPC Profitability

• Ronelle Ingram
• ITEX 2006 Las Vegas
• ronellei_at_msn.com 714/744-9032
• www.ronelleingram

2
What are you selling?

• Pepsi or Wine?
• What is being paid?
• What profit needed?
• How do you get there?

3
Network Administration

• Has NOTHING to do with CPC
• Give away a SORTER
• Lend your CAR to the customer
• Give them a chair
• Take them to dinner once a month
• No to free network administration

4
Read the Fine Print of your CPC

• Provide Supplies consistence with manufacture's
  listed yields.
• Allow 5 days for delivery
• Shipping costs??
• Tracking options
• Bill for toner spillage
• Never pre-ship developer/drums,etc.

5
Sell Maintenance Agreements

• First year very low cost
• Labor, travel, non-consumables
• Pre-sale a year of toner up front
• Give 3-6-12 month warranty
• Bonus Equipment Sales Rep

6
Authorized Dealers

• Do NOT be fooled, better pricing??
• Understand Rebates
• Knowledge about pricing
• Bargin for shipping
• Room to negotiate
• Understand Shipping costs
• From manufacturer

7
Hewlett Packard

• 80 of Businesses have one
• The answer is YES
• PurchasEdge
• Advantage Rebates
• The magic 800/474-6836

8
The After Market / OEM

• 30 Market Share
• Shop around Major / Mom Pop
• Customized / Private / Self Label
• Branding
• OEM toner made everywhere
• Do the numbers

9
ASK your Customers

• What do have trouble finding?
• What else do you buy?
• Let us help you
• Very competitive
• With our buying power
• We can save you money
• You asked me to call you back

10
Blind Drop Shipping

• Million dollar warehouse
• Know your vendors
• Establish a tracking procedure
• Plan ahead
• Sell pro-activity
• Give me your FedEx / UPS

11
Do not Roll Over and Play Dead

• SELL
• Ask the right questions
• Schedule recalls
• Know the market
• Buy what you can sell
• Take off your CPC blinders

12
Who is going to sell??

• Dedicated Supply Sales Rep/
• Techs / Dispatch / Receptionist
• Equipment sales reps
• Dedicated Territories
• How many hours a day do you sell
• Pay for performance
• Break up the job

13
DO SOMETHING

• Perfection
• Procrastination
• Paralysis