Why is that a double whammy? Because we only sell equipment with a three year warranty. As a result, machine are always under the original equipment manufacturer warranty.
There's actually lots going on here. First, equipment built for a three year warranty is going to be better equipment. Parts are cheap and labor is expensive, so if one small thing fails, the profit is probably gone for the manufacturer.
With clients we refer to this as "business class" equipment. Business class means it is built to last. We all know those machines are good for four or five years. And if they're alive after five, they could be alive after ten. But who wants to run old, slow machines?
Second, No matter what you do, old machines are slow by "today's" standards. Networks go faster. Peripherals go faster. Huge hard drives mean more work for processors. SSDs actually give the fastest processors a run for their money. New software has higher requirements. It's a never-ending leap frog of updates. Old machines just don't perform as well as new machines.
Third, we basically never upgrade machines once they're installed. Because we know we'll replace the machine in three years, we buy a little extra RAM on day one. Then we know it will work well for three years. We also use the latest operating system available when the machine is new. That's even true with Windows 10. The latest O.S. combined with the latest hardware and software has a multiplying effect on productivity!
Fourth, when machines are under warranty, our cost to support them goes down. Things basically never break. If a hard drive goes bad or a power supply goes out, we call the manufacturer and tell them to come fix it. The client has less downtime overall, and when something goes wrong our cost to get it back in service is close to zero.
The challenge for some IT consultants is that YOU don't believe the client will go along with this plan so YOU don't push the policy. As a result, you end up supporting old, slow, upgraded Franken-machines that take a lot more work and have a lot more problems. The client suffers because you didn't push them to invest in their own business.
Yes there are super-cheap clients who won't go along with this. I would encourage you to develop strategies to deal with those clients. You could charge a higher rate for machines that are not under manufacturer warranty. You could sell extended warranties. You could exclude older machines from managed service. You could offer Hardware as a Service and include the computers in you managed service contract.
But most importantly, you need to create a never-ending patter about business class machines and three year warranties. You need to talk about this all the time. You need to mention it whenever possible. You need to use the royal We: We like to see clients buy business class equipment. We like to have all machines under warranty. We like to have you on the latest operating system. etc.
After years of hearing you talk about this as if every business on earth just replaces their machines every three years, clients begin to parrot it back to you. And then you set them up on a schedule to replace 1/3 of their machines each year. It may start out as 1/4 of the machines each year and work up to 1/3. But you have to start somewhere!