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: CECO Environmental

The Account Representative: Jeff Graul

Senior Business Process Consultant Jeff Graul has been in this race a long time. If someone passes him the baton, he’s going to take it and sprint.

That’s exactly what happened when the sales department recently found itself in the Discovery phase of a 15-location prospect. The rep who had initiated the relationship was no longer here, so Jeff was asked to step in and keep the momentum going…. And fast. He did that and more.

The Business Challenge

CECO Environmental is a company founded in 1966 that provides air pollution control technology, products and services for various industries, including aerospace, brick, cement, steel, printing, food, foundries, utilities, and more. The company had already signed a deal with a “middle-man” copier company that was replacing equipment model for model with what they already had.

The problem was, what was proposed (and signed for) was predominately production equipment inside an office environment. In several low-usage environments, the company was being delivered entirely too much equipment-wise than what they needed.

The previous rep stepped in and had productive conversations about right-sizing their fleet and standardizing equipment across all 15 locations.

“Shortly after they decided they wanted to go with us, the previous rep had to retire. We’d had a great opportunity to step into the deal, and I was asked to jump in and turn things around quickly,” Jeff said.

The Thought Process

“I basically had to wrap my head around where things were, what conversations had taken place, and what needed to be done to get them on board with us,” Jeff said. “I missed all those bonding and rapport types of appointments, where you would usually begin to establish trust. I had to build that with this customer in a hurry, and convey the type of professionalism that Datamax offers.”

None of the ITT arrangements had been made, so Jeff utilized contacts he has with other dealers around the country to negotiate a rate that made sense for all parties. The customer also wanted to do a master lease for all locations. Jeff consulted with the Datamax Leasing Department to make that a reality.

“I’ve done a ton of ITTs. I essentially created one email that contained all the info I needed from all the dealers. I called these dealers individually and then sent everybody the same email. I was really fortunate to negotiate and get us what we needed for this deal to happen,” Jeff said.

The Prevailing Results

The deliveries to all locations (in offices ranging from California to New York) have been completed. There are a few remaining pieces (namely a finisher that needs to go from Ohio to California), but CECO is steadily learning what it means to be treated The Datamax Way.

“The customer loves us right now. I’ve been able to do everything they’ve asked me to do, and we’ve done it in a timely fashion. Everything’s going our way. We’re doing it The Datamax Way,” Jeff said. “My plan is to have this customer with Datamax forever. I want to make sure I do everything possible to make that happen – doing what you say you’re going to do. Building trust. Building rapport.”

And, when called upon, grabbing the baton and running in a dead sprint.