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: Ozark Scanning Services

The Account Representative: Julie Robinson

Ozark Scanning Services needed scanners. Fast.

The North Arkansas-based company, in the past six months, had scanned nearly 8 million documents for customers – everything from architectural documents to medical records. Their fleet of scanning devices was aging, thus their livelihood as a business was at risk.

Datamax has scanners covered.

But under the consultation of Arkansas Account Representative Julie Robinson, other needs were uncovered. And a routine sale turned into a very powerful one thanks to Julie’s ability to listen, to respond, and to follow through at every turn.

The Business Challenge

The challenge seemed straight-forward enough.

“They had 12 scanners, all of which were 10 years old and producing very high volumes,” Julie said. “She also told me that she was looking for a business that provided a ‘one stop shop.’”

The Thought Process

“So I agreed to get some pricing for my contact, and then I visited with her about everything that we do here at Datamax – we sell and lease copiers, VoIP Phone Systems, production, wide format ...”

The customer stopped Julie in her tracks at the mention of wide formats.

“She gave me the type of wide format she was needing, and then she said, ‘let’s add a copier because people have asked about making copies.”

After visiting about volume needs, Julie made a recommendation on a copier as well. The two agreed that on the next day (Friday), Julie would consult with her Sales Manager and put together pricing for the all devices.

On Monday morning, the customer signed off.

Over the next week, Julie kept in touch. It was 7:30 on a Saturday morning when Julie received an email. It read, ‘do you all sell shredders?’ She even gave a specific model.

By 8:30 that same morning, Julie emailed her back and reached out to Production Specialist Grant Murray to ensure that Datamax could sell the specific shredder she was looking for.

By the next Monday morning, an MBM shredder was added to the order.

5 scanners. A wide format. A MFP. And a shredder that Ken Allison claims “runs off lightning it’s so heavy duty.” It doesn’t happen without trust and genuine concern and a great first impression.

"I get to know my customers. I’m never going to sell you something and then just leave you alone. I want to ensure trust in everything I do for them.”

Julie adds that it’s important for her to not just jump in with “I’m Julie Robinson from Datamax.” It’s important to listen, to understand their issues and goals, and to share the Datamax history and capabilities.

“She took a leap of faith. She’d never head of Datamax,” Julie says. “I had to build that trust.”

The Prevailing Results

“Every time that contact reaches out to me, she knows I’m going to answer within two rings. Or if it’s an email, she’ll get a response in five minutes. If something happens with her scanners, she’s not making money. And we want our customers’ problem to be our problem.”