Price is What You Pay, Value is What You Get
October 25, 2012
Over 12 years ago, Martin Group began their business relationship with SPX by placing several fax machines and showing them how an Internet based facsimile technology would save SPX from huge long distance bills. Within several years, their excellent service combined with Martin Group's well-known consultative sales approach, led to Martin Group replacing all of the office equipment in SPX’s local facilities.
As Martin Group learned more about SPX and their needs, recommendations from Martin Group's sales representative led to saving tens of thousands of dollars annually. One recommendation took a process requiring two full-time employees in the print shop, to a completely automated job.
Each time SPX looked to acquire new equipment they requested several competitive proposals, and each time Martin Group was able to earn the business. About 4 years ago another Konica Minolta dealer approached them with “the deal of a lifetime,” both in terms of price and the increased support they could offer. With the competitive offer, SPX had to give it a try. It didn’t take long for the saying, “price is what you pay, value is what you get,” to become clear.
Problems included, but were not limited to, delayed responses to service calls, promises of 4 hours turned into next day or longer. Unreturned phone calls, incorrect billing, machines sitting for days and weeks in a reduced capacity or down state (non-functional), questions on incorrect invoices going unanswered for days, then weeks and in the end, months.
When it came time to renew the contract, the vendor denied many of the claims and promised things would be different. When Jake Kueber, SPX senior buyer, produced a stack of paper containing many questions, complaints, and disputes the debate ended.
Martin Group was able to negotiate a contract that was both fiscally acceptable but more importantly gave SPX the value they required in the end. It has almost been three years since Martin Group earned back SPX, and our business relationship continues to grow everyday.
