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: CaringBridge Home Health Care, LLC

The Account Representative: Chris Miller

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As Chris Miller puts it, this is a story of persistence.

Chris first introduced himself to the team at CaringBridge Home Health Care LLC in Nov. 2020, soon after coming on board at Datamax. An entire calendar year went by – and any number of hurdles along the way – before he finally earned their business.

But persistence pays off. And Chris has never been what he calls a “first-call close” type of salesman.

“I’ve always been kind of easy to talk to, very low pressure,” he says. “To me, it is more important to take the time to develop the relationship. Most of the time, that works out better in the end.”

For better or for worse, over the course of this particular sales cycle, there were MANY relationships to develop.

The Business Challenge

After his first meeting with the then-director of nursing there, Chris learned that CaringBridge was unhappy with their current provider for two main reasons.

1. Service. They hardly ever saw a technician and there was no preventive maintenance being done.
2. Sales. They never saw their sales rep, so there was no partnership to speak of as their volumes and general needs evolved over time.

Chris built a good rapport with his first contact there, and after two months, he finally got a copy of their current contract. From that, he built a proposal to give them an “apples to apples” look at where they were and what Datamax could offer.

About six months into the relationship, his contact there left. And in doing so, the copier proposal went on the backburner at CaringBridge. Then, the owner sold the Hospice Company to his partner, so the process was put on hold again.

Undeterred, Chris then moved on to build rapport with the new office manager at the facility.

“In all the times that I stepped into that office over the course of several months, I bet I went through 15 business cards or more,” Chris says. “But one day I happened to stop in, I mentioned to the office manager that the most important thing about their contract was when it ends and when you have to give notification.”

The Thought Process

The two pulled out CaringBridge’s Konica Minolta contract, and Chris walked through the notification period and the necessary letter of intent.

“I said, ‘let me redo a proposal for you since this is old, and I’ll get that over and you can present to your owner,” he said. “I stayed in contact with her, she liked the proposal, as did the owner; I wrote the letter of intent for her and they accepted our proposal.”

The Prevailing Results

CaringBridge is very happy with their equipment, but even more so their best-in-class service, and the peace of mind that Chris stops by on a regular basis. It’s a refreshing course of action for the facility… a Partnership even.

“I think it came down to just building that relationship more than anything. We’ve got a great product, no doubt about that. And then you come in with that level of service, and they all know… they’ll see me often. In six months, we’ll come in and revisit your contract and see what we need to adjust.”

Persistence pays off – in this case, for all parties involved.