How do I spot aging machines in a copier dealer’s customer fleet?

Install date alone is not enough. A machine that is old but lightly used may run well, while a younger one in a busy office may be worn out. Ask for the meter reading at the last service call and compare it with the machine’s expected duty. Machines near the top of their range are the likely replacement candidates.

Next, read the repair record. Repeated calls on the same unit, rising parts costs and technicians who say they dread a certain model all signal trouble. Ask the technicians. They often know which machines are on borrowed time long before the list does.

Check parts availability for older models, since a discontinued model with no parts supply may mean replacing the whole machine. Ask what the dealer does with trade-ins and whether it has a reserve of used parts. Last, connect machines to customers. A large account with several old machines can mean a sizeable sale coming, or a customer who may shop elsewhere. Look at accounts receivable too, since slow payers on old machines can be a warning. Ask whether any machines are kept running only because customers refuse to pay for replacements.

Key takeaways

• Combine age with meter readings, not install date alone.
• Read repair history and ask technicians which models they dread.
• Confirm parts supply for the oldest models.
• Link old machines to customers, and check which of them pay slowly.