If people want renovated presses, then sell renovated presses. If there is an easy path to sell a renovated press, then upgrade to spot color, then to full color, that sounds like a nice business model for when the economy turns around.
Oce sees sales of renovated presses surge 60%Consider a strapped for cash newspaper. "Here's a nice renovated press that you can use to test out the market. If it works out for you, then we'll come back and do the upgrades when business supports it."
Tim Sheahan, printweek.com, 22 April 2009
Oce has reported a 60% boost in demand for its renovated machines during 2008 with the Dutch manufacturer selling 5,000 such printers during the 12-month period.
The figure represents a significant leap from the 3,000 machines sold in 2007, with the company citing the cost advantage afforded by the presses as a reason behind the hike in demand."
The same model should work for MPS. Price at page, not at equipment. Then figure out new valuable ways to use the boxes with a slight upgrade. Then repeat.
The pitch to increase learning (every organization needs to increase learning)
Use the boxes to increase learning. Here's how it works with entry level. Black and white 8 1/2 by 11 connected to a wiki on the Cloud. Then 11 by 17. Then 11 by 17 folded to 81 /2 by 11. Then color. Then a wiki newspaper produced by an outside PSP. Then bringing the production in house....and so on and so forth.
Sell the "value package" at X, the silver package at Y and the gold package at Z. The boxes are just the way to implement the various levels of service.