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: Elliott Motors

The Account Representative: Johnny Wetzel

Johnny Wetzel, in one sense at least, wants to be like Norm from Cheers.

After 21 years out in the field across Northeast Texas, when he walks into an office, whether it’s a manager, lead person, or the gate keeper, he wants to be that recognizable face that’s greeted with enthusiasm.

Attending functions or just being seen out in public places, going for coffee, wishing customers a Happy Birthday or Happy Secretary’s Day: These are just a few ways he breeds familiarity with the business people in Sulphur Springs and beyond. Elliott Motors in Mt. Pleasant, a longtime customer, is no exception.

“I want all my customers to know it’s not about my sale but how we help each other,” he says.

He’s even purchased a few cars from Elliott Motors.
Even so, when Johnny approached the car dealership about upgrading a very old machine that we’d soon not be able to support, he received pushback.

That’s where the Sulphur Springs service team came in.

The Business Challenge

Johnny had several conversations with the dealership about upgrading their equipment. In the spirit of keeping a personal approach, Johnny would visit with the manager there about the capabilities of new equipment, and the danger (and cost) of keeping an older Canon device as their office workhorse.
“Me being a salesman, I believe they think ‘it’s working now, we’re not having any problems.’ So it gets put on the backburner. They tell me if it starts giving them trouble we’ll get together, and they sort of push you out the door. And you know your limits, you get it,” Johnny said.

The Thought Process

In steps Sulphur Springs technician Brandon Brock. In servicing the machine recently, he told the contact at Elliott Motors that the equipment was “in dire need of replacement.” Parts will be difficult to come by, and, it’s going to be down again soon.

“Within two or three days, Brandon was back,” Johnny recalls. “And that’s the point where they said ‘have Johnny come out here.’”

Johnny says that having an ally like Brandon out in the field, who is in and out of an office like Elliott Motors on a frequent basis, is a tremendous asset to him and other sales members at Datamax. They are the eyes and ears.

They can reinforce the suggestion that an upgrade is imminent.

“I have a great rapport with them, but having someone from the same company, on the service side, right alongside me, to keep that constant chain flowing. It’s huge,” Johnny says.

The Prevailing Results

The new device is installed and employees there are loving it. The color is better. Scanning is faster, and they are embracing the Air Print feature to walk right up to the machine and print off documents.

And there’s even better news for Johnny.

“Brandon just sent me another lead the other day,” Johnny says. “They say they’re ready to upgrade, too.”