At a Glance

• Every technology-driven asset class has a predictable obsolescence clock. Programs that ignore it surrender the most profitable transaction in the relationship: the replacement.
• A refresh program is not a discount. It is a contractual path from this machine to the next one, structured before end of term, that removes the customer’s reason to shop.
• The dealers who matter already know the refresh moment is where deals are won or lost. A funder without a refresh structure forces them to improvise or defect.
• Survey data shows most vendor programs have no contractual mechanism to finance the replacement of the equipment they originally funded.

The Clock You Already Know