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: Precision Spine Care

The Account Representative: Kaylee Lynn

Datamax Philosophy #2: “To compete with honesty, trust and value, not simply on price.”

It’s a phrase that Kaylee Lynn takes to heart. It’s also a philosophy that resonated deeply for one of the fastest growing healthcare organization in East Texas … Precision Spine Care. This longtime East Texas Copy Systems/Datamax customer stayed with their trusted partner – even when tempted by a lowball price — because of the assured value that Datamax and Kaylee represent.

The Business Challenge

Precision Spine Care, over the term of their partnership with Datamax, had changed CFOs and IT personnel and, in the process, found themselves in desperate need of consolidation: Both in their billing and in their equipment.

“With so many leases coming up at different times, so many different service agreements, they felt like everything was scattered. They knew they were printing too much, but it was hard for them to wrap their head around what they were spending on printing.”

The goal? Consolidate.

The Thought Process

With a new IT Director at the facility, Kaylee made it a point to first develop the trust needed to be his advisor and consultant.

“I always try to be so thorough because, on a deal like this, there are so many moving pieces. Jace (the IT Director) hadn’t been around long, and didn’t know a lot about their copiers. He truly said, ‘I want your recommendation.’

Kaylee assured him that nothing would be missed, and that she knew that this was “his” project. She wouldn’t let him down. They did walk throughs. They talked regularly about areas where they wanted to consolidate equipment. They also visited about the facility’s plans to expand into Dallas and Alabama.

And then, the unexpected happen.

“Even though they weren’t seeking other quotes, a competitor came in and asked if they could offer a proposal. It was around half the price, with no overages on the service. It was a ‘killer’ deal,” Kaylee said.

What did Kaylee need to reinforce? Value.

She visited with service personnel, with marketing, with other sales team members, to cumulate the biggest drivers of value that she could deliver. Things like response/resolution time, the investment in technician training, and our company’s Canon dealer connections throughout the nation. (She even showed this video to the IT Director).

“The conversation became, ‘yes, you’re going to pay a little more, but the value we are offering in so many different areas assures that you’ll always be taken care of,” Kaylee said.

Her value proposition was well received and ultimately proved to be the difference maker.

The Prevailing Results

The consolidation, and a smooth implementation, has made life simpler quickly for Precision Spine Care. There are also plans in the works to grow with Datamax soon in the Dallas/Fort Worth marketplace.

“Honestly, I think we prevailed by building that relationship with Jace. Letting him know ‘hey, I’m in this WITH you.’ But I want to also emphasize how everyone worked on this together. Sales, Sales Support, Service, Marketing, they all played a role in communicating our value proposition…. I never want to come off as a sales person. I want the customer to ultimately make the best decision for them. When they know that, I think it helps reinforce trust.”

Competing with honesty trust, and value… not simply on price. A winning formula yet again.