Letter on the Third — October 2023

Dear Datamax Family,

Why do people want to do business with us (vs. a competitor down the road)? It’s a great question that I get asked often – and one that we should all have a viable answer for.

Whether people realize it or not, each one of us is a salesperson. Every time you do your work, you’re selling, whether that’s a technician providing fast resolution, admin mastering its paperwork, or our drivers delivering a great customer experience for a new client. As we discuss our go-to-market philosophies and what makes us unique as a business technology provider, I’d claim that if you’re reading this letter right now, YOU are one very important Difference Maker at Datamax. How so?

It starts with people.

Based on our cultural fabric, it’s our mission to put people in the right position, with the right relationship so they can perform at the highest possible level and ultimately find satisfaction in their work. A positive company culture establishes a powerful go-to-market foundation and generates strong business results.

It’s about people being prepared.

Not unlike a doctor looking over your X-rays before a consultation, it’s critical that salespeople know our product and their customer, and learn everything they can about their individual needs. Likewise, AgentDealer gives reps the opportunity to establish how and when they attack their territories in a strategic manner. Service technicians not only complete the array of training afforded to them, but also utilize tools like Canon SnapShot to be fully prepared by the time they are inside a client’s office.  The more we prepare, the more potential we have to Create another Raving Fan.

It’s about people being pumped.

Are you enthusiastic about what you’re doing? That directly mirrors the client experience. Have you ever purchased a washing machine and had to unload it, drag it into your home, and install it all by yourself? Contrast that with a delivery driver rolling a brand new multi-function printer with a smile on his or her face, our connectivity team installing it to the customer’s specific needs, and then fully training them on how to best utilize it. When we’re prepared and pumped, our customers feel a similar enthusiasm.

When people ask me about what makes Datamax different, I’ll often share with them our line of products and solutions, but then I’ll offer up our tagline, “Relevant Technology. Raving Results.” That so clearly defines what we set out to do (beyond selling business technology); what’s relevant to one client may not be relevant to the next company we work with. It’s important we internalize that. And, of course, we want to deliver raving results at every client interaction.

Finally, I’ll bring up our mission of “Creating Raving Fans.” We never want clients to merely be satisfied. We want them to be Raving Fans; we want them to say “If you’re not doing business with Datamax for your business technology, you’re with the wrong company.”

And guess what? That ultimate mission of Creating Raving Fans starts with you. In your role, in your interactions with customers, how can you be a difference maker?

The Best is Yet to Be.