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When Aspire reached out for quotes on expanding their print environment, they weren’t new to Canon devices. They were already operating three machines under contract with a local competitor. But their goal was ambitious: Add 14 new machines, one for every airplane bay in hangars they had recently acquired. The challenge? The copiers left behind by American Airlines weren’t under any maintenance agreement.

They needed options. They needed answers. And most of all, they needed responsiveness.

“I saw the lead come through and called the decision maker within 15 minutes to set up a discovery meeting,” Ethan Schultz recalls. “When we met, the first thing he mentioned was how impressed he was with our quick response. The competitor didn’t get back to him until the next day, and the other dealer took a full week.”

That initial momentum helped position Datamax as a reliable partner from day one, something that would ultimately lead to a 14-device deal and a long-term partnership.

The Business Challenge.

Aspire’s need was triggered by a change in facility ownership. “This deal started as a HubSpot lead,” Ethan says. “Aspire already had three Canons with a competitor but were looking to expand to 14 machines, one for each airplane bay, replacing Canons abandoned by American Airlines after Aspire purchased the hangars. The copiers in the hangars were not on any maintenance contract at the time.”

Aspire was exploring all options and doing its homework. “They wanted to explore options and do their due diligence, so they reached out for quotes. Funny enough, that same competitor referred us and one other local Canon dealer, probably thinking we couldn’t compete on price.”

That assumption didn’t hold up for long.

The Strategic Approach.

Speed was never about the machines. It was about communication. Ethan’s quick response earned instant trust. “He told me, ‘Timely communication is what I’m looking for; we need a reliable partner.’ That, combined with Datamax getting out to their office the very next day, gave us a strong head start.”

During discovery, Ethan learned the client wanted Canon devices with a consistent user experience across sites. “He wanted a Canon solution with seamless badge release and scan-to-email. Speed wasn’t a major factor,” Ethan says. “Technicians were constantly scanning handwritten notes but did not do too much printing in the bays.”

Cost savings also played a role. “He was impressed by how much he could save switching to the 3926s versus the 3935s he was using at his main office,” Ethan says. “He was already familiar with uniFLOW and wanted to keep that, so we made sure to include it in the quote.”

Though the process spanned several weeks, delayed by vacation and travel, Ethan kept things moving. “I stayed in touch weekly, about 15-minute check-ins, to stay top-of-mind and help move things forward.”

The Prevailing Results.

Ultimately, price was just one part of the picture. Ethan believes Aspire chose Datamax because of how they were treated. “In the end, our competitive pricing played a role,” he says. “But what really won it was our responsiveness, follow-through, and the confidence they had in Datamax’s service.”

From a 15-minute call to a 14-device deal, Ethan’s approach was a master class in trust-building. Aspire found the responsive partner they were searching for. And Ethan found a way to turn fast follow-up into long-term success.