|
|
|
 |
Frequently Asked Questions – FAQs
Extended Warranty / Installation and Startup |
Customer: “Your product already has two-yr warranty period coverage, why do I need additional extended warranty?”
Life of your equipment is actually more than the usual warranty period. It is a good industry practice to give your equipment longer warranty period. Peace of mind is just one of the many benefits you get having an extended warranty coverage. I can present you the others benefits to you should you have more time to discuss.
Channel sales: “The deal or the customer is price sensitive, I will have difficulty selling and winning if I bundle additional warranty, can I just ignore them completely?”
One way to look at it is to emphasize on the value-added services that you can provide the customer with such offering. Highlight the benefits as against the minimal additional cost. Make it as competitive advantage rather as plain cost.
Customer: “I like to have longer warranty period for my equipment, I understand the benefits, but I will have difficulty justifying the additional cost. What do I do?”
We can lump the cost of the extended warranty into the equipment cost in the quotation. You just need to highlight to your boss(if ever), why the price is higher.
Channel sales: “Why are we selling installation and startup service for DPG products?”
If you look at the sales materials of the “installation and startup” service, the products covered for single-phase UPS starts at GXT4.5KVA and up. If you find opportunity selling installation and commissioning service for UPS which is 3KVA and below, with high volume and if customer is willing to pay, you can do so.
Channel sales: “Why is the std warranty service for GXT 10KVA not on-site repair but only on-site swapping by courier? It is hardwired product”
GXT 10KVA is around 50kg in shipping weight. It is heavy but still manageable to be transported by courier. Should most of your customers in your market unit will require on-site assistance from our engineers, you can make on-site repair as your standard delivery of service. Note however, that you have to always bundle labour warranty in your proposal and standardize it across. For our extended warranty offering, the mode of service is on-site for this product category.
Channel sales/Customers: “For products with on-site repair service, why is travel expenses and accommodation not included? Why is there a limit on distance coverage?”
Travel and accommodation is excluded, and there is a limit in distance coverage because if we include those upfront, our pricing for the on-site repair service becomes enormously high. So to strike a balance, we just have to treat these costs as the need arises. Emerson will try its best to create a service presence to as many locations as possible as the installation base grow.
Channel sales/Customer: “Your extended warranty price for 3 yeas is around 85%. It is like I am buying a new unit. Why would I purchase it?”
For your UPS with internal battery, within 5-yr life of your UPS, you are bound to replace a battery, as battery is consumable. Once you get hit during the 5-yr period, you may spend more than 100% considering inflation and other cost just get the unit replaced.
Channel/Customer: “Are you saying your product is unreliable and that is why it is advantageous to us to buy extended warranty?”
Definitely not. We vouch for the reliability of our products. What we are offering you is peace of mind and Low Total cost of ownership.
Channel/Customer: “Why would I pay for additional cost for installation? I am already buying your equipment, it should be free.”
We are showing you how much really is the cost of the equipment and the cost of service. We are not hiding it by bundling it as part of the hardware price which you might likely find with other vendor. |
| |
Frequently Asked Questions – FAQs
Power Assurance Package |
How is the Emerson Power Assurance Package different than the extended warranties your competitors offer?
This service is available only from Emerson Network Power. The Power Assurance Package is more than just an extended warranty-it is like getting an "insurance policy" on your critical power protection. It combines the best UPS in the business with the industry's best service capability to offer you convenience, increased uptime and complete peace-of-mind. Even more importantly, it guarantees total maintenance and repair coverage for five full years. Whether you're a small business planning for network expansion, or a larger corporation looking to retrofit your existing network, the Power Assurance Package will bring you worry-free power performance and protection.
Are you saying it is likely I'll have problems with my Liebert UPS?
Today's smaller, rack-based UPS systems offer relatively trouble-free operation but increased criticality of the systems they support has increased the cost of downtime. The Power Assurance Package offers you the peace-of-mind of knowing that you are guaranteed to receive total maintenance and repair coverage for five full years.
This service seems expensive. Can you provide me with an ROI?
For the GXT, the Power Assurance Package offers you around 20 to 25 percent savings over paying for the UPS, start up and three year service contract separately. Under the Power Assurance Package, you simply call our customer hotline, a 24 x 7 Customer Response Center, and a technician will come to your site to service your UPS. |
Do you have other questions? Let us know! Click here for your inquiry.
|
|
|
|
|
|
|
| |
|
|