Providing an on-point, creative solution that increases a client’s return on technology investment and produces the Raving Results we constantly seek to deliver.

The Client: Artisan Bottleless Water

The Account Representative: Andrew Watson

Over the summer, a lead came in for Andrew Watson at a new business opening up in the port area of Little Rock, where a lot of manufacturing companies operate along the river.

What seemed like a normal lead was anything but that. And a one device deal has, just recently, blossomed into potentially much, much more. Andrew’s success isn’t traced back to selling a Canon (though that was the customer’s preferred manufacturer). It’s selling our culture, our philosophies, and our relentless pursuit of Creating Raving Fans. Find out how.

The Business Challenge

Artesian Bottleless Water, with 11 locations across the US, provides high end water filtration systems for offices that tap into an existing water supply. The company had just opened up their Little Rock location, so they were facing all the typical challenges that come with opening an office: Setting up Internet, phone systems, developing personnel and, of course, finding a printing device.

Unique to Artesian, though, was their developed knowledge of the print industry. The Corporate Operations Manager was looking for a local Canon dealership, but the RIGHT one for her business, when she found Datamax’s website. Her website visit led to a form submission, which led to a series of productive, insightful sales work by Andrew.

The Thought Process

From their first conversation, Andrew knew he was going to be talking about much more than price and print capability.

“From our first conversation, she asked some really great questions. Many I wasn’t expecting,” Andrew said. “Usually it’s what does it cost? What can the equipment do? But she was asking about our maintenance process, our response times, our company as a whole.”

Andrew says the conversation, and the ones that followed, really gave him the opportunity to let the differentiators we talk about often as a company really shine through.

“I think it was refreshing for her to see someone take a big picture look with the Discovery process. I was able to convey to her that we’re not just going to look at a price and then here we go. We want to investigate your entire technology environment. It’s not just other solutions we offer. It’s the determination and effort of Datamax to not be a one trick pony – to be a partner in multiple different ways.”

In the end, Andrew says, he wasn’t selling copiers. He was selling Datamax.

The Prevailing Results

The Operations Manager shared her positive impressions of Datamax to everyone who would listen in the office. As word spread, so did the potential for more business with Artesian Bottleless Water.

“After the imageRUNNER 257if was installed, she asked me ‘do you all have the capacity to help us in other offices?’ I walked her through how we work with ITTs,” Andrew said. “If you guys have the capacity; we have the preference to work with you. Datamax has made this as swift and smooth as humanly possible.”

To date, the second device is scheduled to be installed this week in Post Falls, Idaho. The potential is upward of 5 machines in 2021. It’s here when reputation meets reality. It’s when the Datmax culture has not only been sold, but solidified.

“For me, it’s what Creating Raving Fans is all about,” Andrew says.