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.

Bitner Hayes, in nine short months, has wasted no time in finding his way as a business process consultant.

He’s not afraid to knock on doors, or even sneak around the back one if necessary. He credits his recent Canon SPIN Training for helping him navigate the dialogue surrounding prospects from start to close. He’s a hustler who’s also stubbornly persistent.

With all that said, Bitner has a whiteboard that sits on a wall just beyond the view of his two monitors on his desk. Recently, he put down some clear, concise goals to tackle in 2024.

• The first was attaining quota.
• Another goal was to earn Top FTA Equipment Revenue Producer of the Period.
• Yet another detailed some specific personal goals that achieving a specific sale would help him reach in the upcoming month.

That “sale” was Eubanks Electric, an account he came across while prospecting late last year. Bitner doesn’t waste time, he maximizes it. And he wasn’t going to let this one go.

The Business Challenge.

Bitner was introduced to Eubanks Electric during what he affectionately calls a “Clay Day,” a session chock full of door-to-door prospecting alongside the VP of Sales, reaching as many as 25 to 30 offices in one day across Northeast Texas. They approached this company as they had previous ones, a cordial visit if nothing else, but found a bit of an opportunity right off the bat.

“In the first conversation we had with them, they expressed that they would be interested in a plotter,” Bitner said. “That right off the bat gave us an idea that we could tailor a solution for them.”

Bitner was given a follow-up date of January when they would be in a better position to act.

“That plotter got me a Discovery appointment,” Bitner said. “I brought Trey (Area Sales Manager) along with me because of his knowledge of that equipment.”

Once there, Bitner discovered much more than he initially anticipated.

The Thought Process.

In that initial Discovery meeting, he almost immediately noticed two desktop printers with tons of paper underneath them and scattered about. He took the opportunity to ask some key questions to get the root of what they were doing with these devices. 

“These printers were very expensive because of the amount they were spending on ink,” he said. “They were printing off spec books and packets that could range from 50 to 600 pages and hand hole punching each one individually.”

Careful to use his SPIN-based training, he asked more questions. He listened. He continued to dig patiently until a solution came to light.

“A lot of what I struggled with before was knowing of a solution off the top of my head and then spilling it out. We’re solution finders, but that’s a double-edged sword. The prospect is not always ready for that right off the bat," Bitner said. "I’ve worked to improve in becoming a consultant, and letting them do the talking and being patient with the solution I know I’m uncovering.”

In the end, he proposed a plotter and a walk-up device, and the organization was sold. Even when financing got a bit tricky, as Trey puts it, “Bitner just refused to give up on it.”

“I didn’t want to backpedal. I didn’t want to let this client down at the end of the day. That wouldn’t have been in their best interests,” Bitner said. “So I went to the right folks, and we were able to get creative with how we financed the deal. Rather than take the easy route, I was determined to see what strings I could pull.”

Deal done. Bitner was able to wipe his whiteboard clean and move on to the next goals ahead.

The Prevailing Results.

“They know that I knew what I was talking about because I listened to them. They valued my opinion because I had given them the stage. They will be a Raving Fan moving forward because of the solutions provided.  They’ve got direct budget savings and workflows optimized almost immediately. And they know they’ve got a resource in me whom they can trust,” Bitner said.