G: Does Heidelberg only resell its own brands or does it also resell
equipment from other suppliers if offered as a trade-in by customers?
PM: Remarketed only deals in the Heidelberg portfolio of equipment as we
cannot check, repair – if required – and install non-Heidelberg equipment. If a
customer does want to sell equipment from another supplier, we have access to
a chain of qualified and reputable third-party resellers in Europe who we can
work with on the customer’s behalf.
G: What volume does remarketed equipment contribute to the Heidelberg
annual turnover worldwide?
PM: We are unable to give exact figures due to internal policies, but Remarketed
has shown significant growth and now makes a good contribution to the
Heidelberg figures.
G: To what extent does Heidelberg refurbish, repair or refit equipment
before resale?
PM: To refurbish equipment back to factory specification would not be
economically viable. All equipment is tested by Heidelberg and has a full
Inspection Control carried out on it. With that S.I.D. tests are available on
request. Only Heidelberg sales and service units can offer this comprehensive
SID test, which no other used equipment dealers can offer. Equipment is
repaired, if needed, to be of a Heidelberg-accepted level before resale.
G: What minimum criteria does Heidelberg place on equipment that it
accepts as a trade-in?
PM: The main criterion is that it should be equipment that we can, with
confidence, resell or remarket. We have a general rule that we will not accept
equipment which is too old. This is mainly for the safety of our clients and also
because we cannot offer the client the assurance that we can maintain the
equipment past a certain age. We have a general rule that we do not supply
anything which is more than 15 years old.
G: Where does the equipment come from which is remarketed
by Heidelberg?
PM: All equipment listed is from official Heidelberg branches worldwide. It
has either been offered as a trade-in or is to be resold on behalf of financial
institutions. By only taking equipment from these sources we have access to the
official history of the machine which means that we know everything which has
happened to the equipment during its life time and we can offer the new owner
the necessary assurances, warranties and guarantees.
G: Are there any circumstances in which Heidelberg will not accept
equipment as a trade-in?
PM: If the equipment is beyond reasonable and economic repair or if it appears to
be in a clearly unsafe condition that is not repairable, then we will not accept it. If
necessary we will carry out a print or production test. If we are not satisfied with
the results of our investigations or the print tests then we will not remarket that
piece of equipment.
G: Where is the equipment checked or refurbished prior to remarketing?
PM: All equipment will be inspected and checked in the production
environment prior to dismantling at the source. Heidelberg has refurbishing
centres in Germany, France and Malaysia.
G: How do you signify to customers that the machine has
been remarketed?
PM: All official Heidelberg Remarketed equipment will carry and display a
‘Certified Remarketed by Heidelberg’ sign on it. This gives the client the
confidence that it has been checked by Heidelberg.
G: Do you offer purchasers of remarketed equipment the option to
upgrade to the latest capabilities, where possible?
PM: This is up to the customer based on the extent to which they want to
upgrade. However, we would advise them when it is not economically viable to
upgrade. We would then rather point them to new equipment. The aim of buying
remarketed equipment is to buy more affordable technology which does not
necessarily have the capabilities of new and customers generally know this. We
can, however, offer both mechanical and software upgrades where required.
G: How many people are employed by Heidelberg Remarketed?
PM: The same technical staff who are available to the new equipment market are
also responsible for Remarketed equipment. This means that customers who are
looking at remarketed can continue to work closely with the people they already
know from their previous new purchases. Worldwide, Heidelberg Remarketed has
sales staff in each country where there is a Heidelberg office. Currently there are
42 sales people worldwide for remarketed.
G: Is there much call in the local market for Remarketed equipment or do
local printers mainly go to third-party resellers?
PM: We have experienced a marked increase from local customers, as there have
been a number of incidents where local purchasers have been dealt with in an
unethical manner. Purchasers have legal recourse against unethical suppliers.
However, they know that when they deal with Heidelberg Graphic Systems they
have the full backing of the Heidelberg group and all that it stands for.
G: What can Heidelberg offer that third-party resellers cannot?
PM: We offer our customers the knowledge that the capital equipment
purchase is backed by the dealer. There is no need for the customer to inspect
the equipment in other countries as we have handled this part for them. With a
worldwide network, Heidelberg has access to the very best equipment and all
that the customer has to do is contact their local Heidelberg office.
All Heidelberg Remarketed equipment is quoted in a transparent manner in which
the customer can decide on the option of a having a fully installed price. They can
have the equipment installed by a Heidelberg engineer or by a third-party if they
so choose. The second option obviously does not include a warranty.
Heidelberg offers a ‘Customer Credit’ as a warranty. Each piece of equipment
comes with a pre-determined value. This value will be claimed against for any
mechanical, electrical or parts
claims for an agreed period. After
this, the balance of the
‘Customer Credit’ is transferred to a
spare parts or consumables credit.
This unclaimed warranty value is
still available to the customer for
parts or consumables and is not
kept by the supplier.
Through its Remarketed Division,
Heidelberg has ensured that
brand-loyal customers continue to
have access to their preferred range
of equipment through the tough
economic times. Customers have
the peace-of-mind that they are
continuing to get the quality they
expect with the support
they deserve.
Printed on 128 gsm Hi-Q Titan Gloss supplied by
I
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