Libraries

Selling into
Libraries
by Bill Charles

Shhhhh!
Office products dealers are quietly
helping libraries uncover healthy
profits for their services!

Selling into libraries normally involves one, two, or more years of wading through the budget process. Understandably, most sales representatives will not invest the time it takes to develop a mutually successful business relationship. However, in locations where the cost of equipment and services can be proven to generate profit revenue, this process will accelerate or disappear altogether. Surprisingly, most school libraries operate on budgets completely independent from the very institutions and communities they serve. You may even find separate libraries on major universities. Each library may have its own operating budget and decision makers. To earn the library's business, and long term loyalties, demonstrate how they can offer the best equipment and services for their customers, plus return a manageable profit.

The demand on libraries to provide more than books is not the problem, it's the opportunity. Today you will find color copiers, computers, printers, microfiche reader printers, fax machines and even wide format copiers in the library environment. The problem for the library with all of these diverse services is in selecting a single point of contact vendor and managing the cash flow generated. For many libraries the solution is to allow their local office product dealer to serve them as a facility's management (FM) operator. Copyguard's systems provide an accurate, manageable report of usage and revenue. The system's information report will allow you to verify that everyone gets their fair share of the operating profits. This issue alone may be suffcient for the library to want to do business with you.


Traditionally, the only choice for profit was putting a coin mechanism on the equipment. In many libraries, this is still a cost effective solution. Copyguard offers a complete selection of single and multi-vend accumulator/changers. Users may make one copy or insert coin and/or bills to make multiple copies at a pre-selected price per copy. Multi-vend accumulators allow the user to operate the equipment until the total amount deposited is used, or the copier is stopped, then the remaining change is returned. Large denomination bill acceptors in $5 and up are available. However, the library should realize that a $5 deposit for a $0.15 copy is going to return $4.85 in change. Consequently, the librarian will be refilling the coin tubes often.
Debit card vending is another popular way to charge for services in the library. For libraries open to the public you can have a coin vending mechanism and a card reader serving access to the same equipment. Libraries can now choose between disposable "throwaway" debit cards or revaluable cards.
Disposable card systems offer significant cost saving advantages to the library. Copyguard's disposable Easycard system allows the library to order pre-encoded cards pre-valued in various denominations. This saves on the cost of a revaluator on site. Inventory is easily manageable since each card has its starting value identified on it. With each use, the amount spent will automatically deduct until the value expires and then the card is discarded. Disposable card systems only require the library to install an Easycard on each copier, fax, microfiche, etc. However, some libraries may not want to sell the cards, or they may have an unattended location. For these situations, Copyguard has a unit that accepts bills and automatically dispenses the pre-valued disposable card.


Library budgets are always straining to meet the demands put upon them by students and the community. New revenue recovery technology offers an exciting solution by turning a problem into profit!

Some libraries prefer to sell a permanent card that can be revalued on site. Copyguard's permanent Easycard System cards can also be custom printed with school logos, etc. In addition, a POS device for counter sales is available to add and subtract value on the cards. A Copyguard 8206 will interface with the cash register for a complete audit record of all transactions. For unattended sites, an automatic revaluator/dispenser (Card Center) allows the user to add additional cash value to their card at their convenience.
Libraries with printers dedicated to each computer can easily put a Copyguard on each printer. For most libraries, the only way to share a common printer was to locate it behind the counter. The user pays for their work when they pick it up at the counter. Today, libraries want to charge for the time on the computer, as well as the printed page. Copyguard's Smart Print utilizing pre-valued and rechargable cards, can be used to charge for prints or computer.

For more details on the profit systems available from Copyguard you may call 1-800-755-9511 or fax your request to 1-305-251-5841.

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