Mps and leasing: How to Prepare, Profit and Protect
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Considerations on How to best manage and protect your Lease Portfolio when entering into MPS engagements.

Considerations on How to best manage and protect your Lease Portfolio when entering into MPS engagements.

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Mps and leasing: How to Prepare, Profit and Protect Presentation Transcript

  • 1. MPS and Leasing:How to Prepare, Profit and ProtectHarry B. Hecht
  • 2. MPS and Leasing:How to Prepare, Profit and Protect• Where does leasing fit with MPS?• What are the challenges?• What are the objections?• Why is it important?• How can I PROFIT with leasing?• How and why does it PROTECT mycustomer base?
  • 3. MPS and Leasing:How to Prepare, Profit and Protect• What is important to know?– 1st question to ask – “Who’s customer is it?”– Experience & reputation in MPS/bundledcontracts– System capabilities• Accuracy and Invoicing• Reporting and information access• Cash remittance and reconciliation– Frequency, it is your cash flow• Integration of system to system
  • 4. MPS and Leasing:How to Prepare, Profit and Protect• Reduction in administrative expense– Cost of invoicing (print and postage)– Manual spreadsheet invoicing– Collection efforts (professional and focused)• Managed DOS = your Cash Flow• “Where there is mystery there is margin”• Program selling– True CPP Example
  • 5. MPS and Leasing:How to Prepare, Profit and ProtectCPC @ 10k copies/monthTotal CPC $.03290S&S CPC - (.012)Equip. CPC = .02090Mo. Min. X 10,000Equip. Pmt = $209.00Rate Factor / .0287Funding = $7,282.23*36 mth lease termCPP @ 18k prints/monthCPP $.03290S&S CPP - (.015)Equip. CPP = .01790Mo. Min. X 18,000Equip. Pmt = $322.20Rate Factor / .0287Funding = $11,226.48$3,944.48 Additional GP Potential
  • 6. MPS and Leasing:How to Prepare, Profit and Protect• Program via payment• Includes 18,000 total prints• Monthly payment at $592.20• Overages billed at $0.015– Or at $0.0329 (or somewhere in between)• It is all based on how you are selling it andthe style of program you offer.
  • 7. MPS and Leasing:How to Prepare, Profit and Protect• Control– Equipment refresh – consistent add to contract• Less price shopping once a program is established– Automatic and set annual S/S escalations– Inclusion of client owned assets• More guaranteed clicks on contract• Clicks help drive potential for more equipment spread– Use of non-coterminous contract for equipmentadditions helps keep your lease rate lower, profithigher and keeps more flexibility in the contract
  • 8. MPS and Leasing:How to Prepare, Profit and Protect– Time related, non-cancelable agreement• Future S/S revenue is protected– Competitor must deal with the whole contract (rent &S/S)• Competitor protection– You are notified if buy outs are requested, a sign ofcompetitive activity– All buy out quotes include all your contracted S/S– Use of non-coterminous terms helps keep your program /portfolio from being swept by competitors
  • 9. Thank youHarry B. Hecht609-636-9893harryhecht@gmail.comwww.linkedin.com/in/harryhecht