I’ve been selling copiers since 1973 and I thought maybe it was time to get out of my ‘tunnel vision’ of seeing the value of a copier as ‘speeds and feeds’. That’s trade talk for evaluating copiers based on speed. To bring in some fresh ideas I interviewed Danny Munoz, owner of River City IT in Austin. Danny is the person I hire to connect the new copier to the customer’s network so that they can print and scan.


As expected, he sees the world through the eyes of a software oriented person. The first thing Danny wanted to discuss was the advantages of decentralizing the copying and printing. He says that it’s better to have smaller MFP’s at the point of need instead of one large centralized copier. The big gap between supply costs on large vs small MFPs is gone. In fact the new small MFPs are quite reliable with inexpensive long lasting supplies.


After a few minutes Danny Munoz of put on his consumer hat and had some good advice about buying a copier. His first rule is never tell the sales person what your previous lease payment was. For example, if you tell the rep you’ve been paying $500 per month guess what? Your new quote will come in at about 10% less. In other words it wasn’t based on what you needed but what you’re use to paying. Your needs may of changed over the years. The great Recession has lowered everybody’s copying volume along with the trend toward scanning more.


He also advises to have both the purchase and lease price quoted and negotiated. We all know that you should never walk into a car dealer and tell them what you want to pay per month. You’ll end up paying too much for a car that way. Well, the same applies to copier leasing. If you tell a copier rep you want to pay no more than $200 per month they’ll agree to those terms. The way they can raise the price is simply suggest to you a five year lease instead of a shorter three or four year lease.


Next week I’ll ask Danny for some more consumer tips on purchasing copiers. In the meantime if you have any IT needs he can be reached at