🎓 "Buy or Rent? FSMA or T&M?" — Equipment Acquisition & Service Strategy

This module helps your sales and service teams (as well as key decision-makers) understand and guide/advice  customers ( as consultant rather than sale-men) on the best acquisition strategy (purchase vs. rental) and service model (FSMA vs. Time & Material) for devices like multifunction printers, copiers, lab equipment, and more.

🧩 Course Outline

📘 Module 1: Introduction to Equipment Acquisition

• Why acquisition strategy matters

• Lifecycle cost of ownership vs. rental costs

• Typical use cases: High volume vs. Low volume sites

• ROI and TCO considerations

💳 Module 2: Buy vs. Rent — Which is Right?

• Buying (CapEx):

  • Advantages (ownership, long-term savings, asset value)

  • Disadvantages (high upfront cost, depreciation, service not included)

• Renting (OpEx):

  • Advantages (low upfront, flexibility, bundled service)

  • Disadvantages (long-term costs, asset remains with provider)

• Real-life customer profiles: Government tender vs. startup clinic vs. school

🧾 Module 3: FSMA vs. T&M – Choosing the Right Service Model

• FSMA (Full Service Maintenance Agreement):

  • All-inclusive model: parts, toner, servicing, breakdowns

  • Per-click billing model (mono/color rate)

  • Ideal for stable monthly usage

• T&M (Time & Material):

  • Pay-per-incident or per-part

  • No monthly commitment

  • Ideal for low-usage or budget-sensitive users

• How FSMA helps in reducing downtime and managing OPEX

🔁 Module 4: Combined Matrix – 4 Acquisition Models

How to guide customers into the best quadrant for long-term satisfaction.

📉 Module 5: Cost Comparison & Proposal Scenarios

• Sample cost sheet (5-year view)

• How to present "hidden costs" and "value-add"

• Financing options and upgrade paths

📣 Module 6: Customer Engagement & Objection Handling

• How to pitch FSMA

• What to say when customers say “too expensive”

• How to present the long-term cost-benefit