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: City of Jacksonville (Central Arkansas) 

The Account Representative: Dan Gallion

Sometimes the tendency is to get comfortable with a client who has been with you for 19+ years.

Dan Gallion didn’t have that luxury. As a new rep handling the City of Jacksonville, he had to give everything he had to earn the long-time customer’s trust and deliver a relevant solution for their current work environment, all in a relatively short amount of time. But that’s exactly what he did – through communication, collaboration, and cold, hard hustle.

“This was Dan’s first really big account in his territory,” Sales Manager Ken Allison said. “When we sat down and talked about it, I said we’ve got to 1). Establish rapport. 2). We’ve got to do our due diligence to find out what’s changed since we last did this.”

What it accumulated to, Dan says, “was our due diligence and making sure we were good stewards of their money. In the end, I feel like it’s a win-win for both parties moving forward."

The Business Challenge

In a word, inflation.

The city was about half a year away from time to renew, but both Dan and Ken knew that with supply chain issues being what they were, it was best to get ahead.

“We wanted to go ahead and propose the idea of new equipment and get machines on order, and being inflation what it is, it was clear that it had to make sense for them. We needed to provide savings on anything new we proposed, and get ahead of that before it came to term so that we could have equipment in stock,” Dan said.

The Thought Process

Late last fall was the first time Dan went in with then-Enterprise Solutions Specialist Renee Desiderio to introduce himself to the city.

“I wanted to just get familiar with the IT people, the new IT Director, making it clear to them that I wanted to help in any way that I can,” Dan said. He kept in touch with them via email and phone, and then two months ago went back to the City of Jacksonville with Ken Allison.

And then, he did his due diligence. He spent many hours in the Police Department, Public Works Office, the District Court, and the City Hall to identify equipment, meet key contacts, and pinpoint where current equipment is and where it might make more sense.

“We definitely changed some things. We downsized some. We found equipment with applicable speeds for what they are running. We right-sized based on the volume they were using and made it relevant to what they needed. We moved some equipment that wasn’t being utilized to different locations where the volume could be picked up,” Dan said.

To a “T” he was true to his discovery findings, he was diligent in proposing what was most relevant to customer needs, and his due diligence made it all come together.

“Dan asked some really good questions, really dug in. He was very intuitive about what needed to take place, and he hustled hard to make sure everything went the way it should. I was very proud of him,” Allison said.

The Prevailing Results

After the equipment was delivered, it became apparent that the solution made great sense to the team at the City of Jacksonville. Dan is certainly to be commended for crafting such. But when asked about the Raving Fan status of this municipality, he humbly defers.

“Honestly, the service to me is what makes them Raving Fans. Us reps, we work hard behind the scenes to take care of these clients. But when it comes to doing things in a timely manner, those guys do a bang-up job every time. Those are the people who establish rapport and keep this relationship strong. They’re the reason we have such a Raving Fan base."