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.

Persistence pays off. After 23 years of pursuing the business of Camp County in Northeast Texas, Johnny Wetzel finally succeeded.

Personal character pays off, too. Johnny shares with salespeople regularly: Don’t go in as a salesperson, create rapport with people. Show what type of person you are and deal only with the highest of integrity.

These signature Johnny skillsets were in full from in his recent dealings with Camp County.

The Business Challenge.

As the story goes, for 22.5 years Johnny dutifully dropped off his business card with various departments within the county. He made phone calls, and paid more personal visits, all to ensure that his name was always somewhere in their conscience. He had gotten used to that “shrug of the shoulder.” After all, the county had been with the same manufacturer for almost two decades, and as far as anyone guessed, everything was good.

That was about to change.

“As I walked around the offices back in March, I asked who the ultimate decision maker for copiers was, and I was told it was the Judge,” Johnny recalls. “The judge is on the third floor.”

So Johnny immediately walked up the flight of stairs to his office. The receptionist was receptive to his visit and the judge said, “Come on in.”

“It turns out, Judge Mason was a good old farmer type of guy, raising cows, growing hay, so we started talking about a few things we had in common,” Johnny said.

The judge told him it would be 13, or 14 months before they took any copier bids, and Johnny countered with, “So, everyone here in the county  is happy, right?” 

The Strategic Approach.

“As far as I know, yes, everyone’s pretty happy,” the Judge replied.

Johnny asked if he could do his due diligence just to make sure, and the Judge granted his request. It was only after a few short visits around the county offices that he stumbled into the Justice of the Peace’s office.  A meeting was scheduled there to visit about their copier.

When he returned a few days later to meet with the Justice of the Peace, there sat Judge Mason.

“I said, ‘my word! I found one and you want to be part of this (meeting)?” Johnny joked.

From there, Johnny did what Johnny does. As he laid out cost savings for the one machine, the Judge agreed to let Johnny further investigate what they were currently paying across the other offices, what their current fleet looked like, and where their return on technology investment could be fully realized. The numbers, it turns out, were staggering.

“I told the Judge, it’s not going to cost him anything to investigate. It’s my time and energy, but I wanted to find out: Are you paying too much, and is there a way I can save you money?” Johnny said.

Based on his investigation, Datamax could save the County a tremendous amount of money without compromising fleet performance a bit. This impressed the Judge, but perhaps more than anything, Johnny’s demeanor and approach impressed him the most.

The Prevailing Results.

“After I met with him and showed the Judge how much he was currently overpaying, the first thing he said is, ‘Where do we sign?” Johnny said.

The Judge asked Jonny to present his proposal to the Commissioner’s Court, which he obliged. After Johnny was finished, the Judge spoke up.

“I want to compliment Mr. Wetzel for what he’s done here. He was not after the sale. He was out to help us, and that really stuck deep with me. He’s got fair prices, and great integrity, and that holds a lot with me,” the Judge said.

As Johnny stood there, he said he was on Cloud 9.

For 23 years, Johnny never approached Camp County as a salesperson. He came to help. His persistence finally paid off, and so too, his personal character.