In our first story, a a quick-thinking sales rep closed a Mint 110 at a physical therapy office. Another rep from the same company helped place a Formax FD 38Xi Automatic Folder with a County Office where the staff was frustrated with hand-folding documents.
One-stop solution pitch lands copier and postage meter sale
During a visit to a physical therapy office, the sales rep was looking to replace this existing customer’s copier equipment. With a quick glance at another part of the office, the rep noticed an FP mailing system. The rep’s pitch immediately went from just a copier replacement into a one-stop-shop solution for providing printing & postage equipment.
The customer loved the idea of getting their office products under one umbrella and it was perfect timing as the lease on their FP system was ending very soon.
Always remember that postage systems are one of the most common machines in any office, next to a printing/copying device. Keep those eyes open for competitive postage machines in any account you visit, or if you don’t see one, ask where the postage machine is. Great work from the sales rep seizing the opportunity by recognizing the competitive postage machine. Closing up this order ties the customer to the dealer much tighter and locks out the competition!
Formax 38Xi folder placement saves County Treasurer’s office and plants opportunity for future MFP placement
The sales rep got word that a department within the County office was hand-folding documents because their fancy Pitney Bowes folding machine was broken. Without hesitation, the rep made an on-site visit to the account to assess their needs, gather information and make a recommendation on a folding machine. The sales rep provided a couple of machine options along with a reminder that the Formax folders are U.S. made, which the customer loved to hear.
Thanks to the fast turnaround of an on-site visit and knowledgeable assistance by the sales rep, a solid $5,000 folder order was closed up very quickly. In addition, this Formax folder placement is helping the rep gain key access to a department within the County Complex that currently uses a competitive MFP device.
Strike while the iron is hot! Awesome work by the sales rep to get on-site quickly and be a solution provider to their immediate pain-point. This customer was very unhappy with a competitive folding machine and spending countless hours hand-folding paper. No doubt this puts the sales rep in a great position to land & expand into that account with any office equipment needs going forward!