I鈥檓 going to make a large capitol investment?

I own a printing business and will be purchasing a large four color press this year. This piece of equipment will cost between $400,000 and $600,000.

I will likely be dealing with sales reps from two of the leading press manufacturing companies Heidelberg and Komori. The press might be new or possible late model pre-owned.

Any advise about negotiating the best deal when making a purchase of this size?

In addition to equipping yourself with as much knowledge as you can, have a lawyer-mediator to help you negotiate a sweet deal; obviously it has to be a win-win deal for both you and the sales team otherwise they may not want to deal with you.

Equipped yourself with tons of information such as price comparison to other similar products by other brands. Ask each of them what kind of bonus they will give me (look for financially beneficial bonus connecting your business, not only shopping vouchers for examples). Make a 'battle field' for both of the companies, let them know that you have contacted their competitor and they give you some things interesting.

If you concentrate on price, you will be screwed in the end.

Keep a list of what's really important in this purchase. You will probably have some service and maintenance things at the top. Not to mention the cost of supplies and ongoing assistance when things get hairy. What happens when you haev a $50,000 job and the press gets stuck on Sunday afternoon. Who's going to rush out and fix it.

Price is never as important as VALUE. Get the best VALUE. You'll thank yourself in 6 months after you buy the thing.

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