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.

Everywhere Renee Golas prospects, she makes it her mission to sell both herself and the company she represents.

• She mentions President Barry Simon, the family atmosphere and positive culture, and the high ethical standard of the company.
• She focuses the top level service and has a Service Quadrant handy to show the outstanding service response and resolution numbers.
• She talks about her own commitment to serving as a trusted advisor and consultant.

Mississippi County Library, a community center tucked into the far Northeast Arkansas corner of Blytheville AR, was no exception to this game plan… and it resulted in a big-time win for the Jonesboro-based Account Manager.

The Business Challenge.

Mississippi County Library is a pillar in the city of Blytheville. From providing bag lunches for kids every week to hosting community events throughout the year, this entity is so much more than just a place to pick up books.

The main problem they were encountering was exorbitant spending on outsourced print materials (often to advertise said events), and it was this pain point that would develop into a unique opportunity along the way. But let’s start from the beginning: After cold calling the library nine or so months ago, in her bi-weekly trip up to Blytheville, Renee decided to just pop in and visit. It was an unexpected visit that would pay off big time.

The Strategic Approach.

Her main contact there was feeding the fish in the library lobby when Renee stopped to say hi. Right then and there, a solid relationship began to blossom.

“I’m not a high-pressure sales person, I’d rather work on building that relationship,” Renee said. “I came in with a laundry list of questions about who they were using and what they were printing, etc. I remember in that first conversation, he said (regarding their copier partner), ‘Well, we’re not unhappy.’”

This could have served as a stumbling block for a salesperson, but Renee remained undeterred. Knowing the company was about 8 months out on their current lease, she remained steady in her regular visits and conversations with the staff there. Over time, trust and familiarity began to seep through the cracks of the relationship, as well as an additional opportunity.

“I brought a proposal out to them and reviewed it, and after that meeting, it was just continual follow-up,” Renee said. “He was not going to negotiate anything until his current lease ended. However, he did mention that they were in need of a production unit because they were spending so much money on outsourced materials.”

Their mutual decision was to purchase the unit outright. This development she says, really helped to boost the opportunity to earn their copier business down the road.

“Their initial experience with the delivery of that unit, the tech support, and the overall professionalism of Datamax, really sealed the deal for them I believe,” Renee said. “You have a delivery person, a tech support person, a phone conversation with someone to walk you through all the details of setting up your equipment. It’s just that overall Datamax experience that was appreciated.”

Her manager, Ken Allison, credits Renee for a large portion of that Datamax experience and her ability to sell herself as a consultant. His words for her? “Doggedly determined.”

“She starts her day early every day, and she makes an abundance of calls each day. She’s a relationship builder. She may not get what she’s looking for on the first call, but she’s going to stick with it. I think she’s very professional and very customer-focused. If there’s an issue she takes care of it. I think her customers really like her. But she’s like a dog on the bone. She won’t let go, she doesn’t give up,” Ken said.

The Prevailing Results.

The victory for Renee was a marathon of sorts. A steady, methodical pace of developing rapport over the course of eight+ months, and taking a keen interest in responding to any needs that arose, really paid off when she delivered 9 copiers to the library last month.

“I think both Datamax and myself ultimately delivered on what we promised,” Renee said. “Over time, I believe they started to trust me and appreciated the high degree of integrity that Datamax represents. And you can’t underestimate our service… when those technicians come in on delivery day, and they have on those professional Datamax polos and they do what they do, that’s where the magic is.” 
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