One could make a case for Matthew Salzano being a quick study. The vice president of Network Digital Office Systems had an epiphany early in his brief career as a salesman when he closed out his first six-figure deal, one that provided valuable perspective.
Salzano would routinely invest hours in completing one- and two-machine deals between phone calls, proposals and follow-ups. When that first large score was tallied, he noted that it took roughly the same amount of effort to close a $100,000 deal as it did to close out one for $10,000. The proverbial lightbulb overtop Salzano’s head beamed brightly.
“If you focus on the relationships and what clients need,” noted Salzano, a 2023 ENX Magazine Difference Maker, “it’s only a matter of time before achieving success.”
Toner flows through the Salzano bloodlines—his father, Peter Salzano, founded Network Digital in 1997 and boasts more than 40 years of experience. That provided an opportune launching pad for Matthew, but the youngster didn’t skate by via his lineage. During his junior and senior years at Rowan University in New Jersey, he managed to close more than 175 deals from the confines of his dormitory room, netting nearly $1 million in revenue—quite impressive for a full-time student.
That running start on sales gave Salzano a sizeable advantage when he entered the offices of Network Digital as a full-timer. He loves nothing more than delivering technology and service to the dealer’s client base, mindful of the high-caliber value proposition his company provides.
“The best feeling is when a customer calls to thank you after the equipment has been installed,” he noted. “My approach is to provide creativity and flexibility for our customers in a cookie-cutter type industry. This differentiates me because I find ways to cut the fat out and save customers money whenever possible.”
Blessed with energy and experience beyond his youth, Salzano has experience beyond the walls of Network Digital. Previously, he served as an operations specialist for S1 Print Solutions Group, where he handled print and graphics projects for an impressive list of clients, including the Brooklyn Nets, Bayer Pharmaceuticals and Industry City Brooklyn. By the time he graduated high school, Salzano had already logged more than 100 hours of community service, portending future success.
Not surprisingly, the elder Salzano has left an indelible mark on his son. “It is a rare opportunity to get trained by somebody who has over 40 Years of industry experience,” he said. “He has taught me countless lessons about the sales and management process.”
An Encore
It will be difficult to top the 2022 Salzano and Co. enjoyed, as Network Digital posted record revenue. Despite many businesses closing on the back side of the pandemic, the dealer was able to flourish and take advantage of opportunities. Among the keys to reaching the next level are product and service expansion, buoyed by the dealer’s recent approval as an Authorized HP Partner. Salzano also sees ample opportunities through increasing the company’s managed print services and PaperCut solutions.
“We can continue to improve by making great efforts to service customers at the highest level possible,” he said.
Salzano looks to strike a solid work-life balance. He loves to travel, counting Italy among his favorites, and he also enjoys the sand, sun and surf of Bermuda and the Bahamas. Fridays during the summer are reserved for trips to the Jersey Shore.
