It’s so easy to forget to use the right selling tools, and somehow the notion of Total Cost of Ownership is one that gets ignored on a regular basis. AGGGGGGHHHHHHH!!!!!
I got a reminder yesterday during an interview on Business-To-Technology Radio with Sheldon Michaels, President of Southern Office Machines. He talked about “TCO” in terms of the “free” printer that often comes with the purchase of a PC. Sure the printer is free, but the ink cartridge costs 80 bucks! If you use one up every month, that comes to $4,800 over five years. A $500 printer that uses $40 print cartridges has a TCO of only$2,900. Free printer anyone?
How do you use TCO to sell your product or service?