Compelling Large Deal Options for Your Customers
The Challenge
Your profits can be compromised by a customer demanding significant discounts to complete a large sale
One of Market Velocity’s clients found themselves in this situation and looked to leverage their partnership with Market Velocity for an innovative solution.
Our client had to offer an unbeatable pricing package solution to close a refresh deal for several hundred printers. The problem was the customer did not have budget for disposing of their used printers and still afford their new printer needs.
This scenario presented our client the challenge of closing the deal profitability. The customer was on the verge of switching to another vendor, with lower quality printers.
The Solution
Market Velocity’s Large Deal TradeUps™ Team
The customer had assets of real value with their existing printers and didn’t realize it. If there was some way to recognize that value and apply it towards the purchase of the new printers, the customer could afford a package deal without our client having to reduce their profit margin.
The Market Velocity Large Deal TradeUps team fully managed a solution for the client. We assessed the value of the customer’s existing printers. The trade-in value represented the equivalent of a 25% discount ($100K) toward their new printers. Our client was able to sell the new printers at full manufacturer’s suggested retail price ($400K).
To further strengthen the deal, Market Velocity assisted our client in preparing data to show how the total cost of ownership goes down with the newer, more efficient printers.
Through Market Velocity’s extensive network of remarketing partners, we secured the best possible bid on the customer’s used printers. We handled all the logistics for the client and customer; we took the customer’s old printers, and paid them directly for the fair market value of the printers. By providing this level of service for the used printers, our client was able to focus on their core competency, getting the deal for the new printers closed.
The Results A powerful new sales tool for your products
With the TradeUps Large Deal Solution, the client sold more products at a higher profit margin.
The benefits of this solution:
- More sales at minimal to no discounting
- Loyal, repeat customers get the latest products at a reduced price point
- Market Velocity takes care of all the logistics
- Finding the right disposition channel
- Obtaining a competitive valuation of the customer’s old assets
- Shipping the old assets to the disposition channel
- Sending the rebate payment to customer
For more information about our Large Trade Solution:
Please call (866) 482-2899 or email largetrades@marketvelocity.com |
