With one of our recent deals, we competed on Rate. In this case, the end user "thought" they were getting a good rate from their previous source, but the end of term options included automatic renewal and a restocking fee. (Hidden fees)

This particular company orders 60 laptops a year and rotates all of them out after 3 years. The broker had asked this client something along the lines of "what can we do to improve your process" The prospect's first reaction to that question was nothing, its working out well, so the broker thought there was nothing he could do.

Rather than ask, "How is it going", the broker went back and asked the prospect to explain their process. It was at this time the broker discovered hot buttons like the restocking fee along with some return processes we could help them with.

We, P&L Capital and the broker, are looking forward to this long term relationship with the client. The pricing on the proposal matched up to what the client was already doing, however, the broker had the ability to show significant savings to the end user in the form of process and eliminating the restocking fee.

With the TRL, the monthly price is competitive with the captives. Keep in mind, matching the monthly to what a client is already doing usually isn't enough to get a prospect to switch over. Solving their problems and coming up with solutions, usually is.

P&L Capital believes in being upfront about all fees, process, and expectations. We focus on the next lease for the long term, not on fees (renewals and restocking) on the back end.


Our Niche: Desktops, Laptops, Monitors, some Servers for companies who need to rotate, or are already rotating every 2-3 years.