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: East Texas Benefits

The Account Representative: Ashley Tatum

Make no mistake - Ashley Tatum is eager. She's excited. The first-year sales rep is deeply motivated to make President's Club. It shows in her numbers.

Most every period that she’s been at Datamax, she’s won the Gung-Ho Award, a recognition for superior activity numbers (FTA Discoveries, cold calls, FTA Proposals, number of appointments set, etc.). Her strategy for making contact and setting up meetings with prospects is impressive, definitely driven by her competitive spirit and desire to break into this industry.

For a new rep that’s been placed in two new territories already, the groundwork is being laid for Ashley’s long-term success.

The Business Challenge

Ashley first made contact with East Texas Benefits at the Tyler Business Expo in January. Handing out business cards and dropping her own into tableside fish bowls, East Texas benefits actually called her first.

“They wanted to talk to me about their services, so I went to that meeting with the full expectation that they were going to hear me too.”

So, at the end of the meeting, she introduced them to Datamax, and inquired about their current copier environment. An informal meeting slowly turned into Discovery.

The Thought Process

“They were with Ricoh currently, and having trouble with response time. In addition, even though they had a service contract, they were getting charged for maintenance. I told him I’d be happy to look over the contract with him, and after doing so, it was evident that they were being wrongly charged.”

The organization, however, had two years left on its contract with Ricoh. But Ashley was aware of the Canon Knockout Program, and asked her contact to call Ricoh to see what the buyout would be.

She also spoke about being local. She shared the Datamax Service Metrics. She even touted Tyler Service Manager Justin Harper as a ATSP Master Level Technician.

“With the Canon knockout and the FTA Discounts, it equaled to almost the buyout they needed,” Ashley said. “Because we could essentially keep everything the same, he was like ‘there’s no reason not to do this.’”

The Prevailing Results

“Our quick response time and our focus on service are huge difference-makers,” Ashley said. “They’re very glad they made the switch. I’ve been by there multiple times to check on everything. Any time he messages me, I respond immediately. I think it’s a relief for him to know, hey, we’ll get an answer for whatever issue may arise.”