Spectrum Business Centers Headquarters
This week Glenn Plank with Spectrum Business Centers in Huntington Beach, CA discusses Spectrum’s most notable sale of the past week.
What was your most notable sale this week (product(s) and/or solutions)?
Plank: This week has not been about a single large sale or deal, but rather a series of smaller transactions. Over the last week we have placed a substantial amount of equipment under our rental program, similar to MPS, consisting of multifunction units both black & white and color.
Where did you place them?
Plank: The unique part of these several transactions is that they were all in the mortgage industry which appears to be in the midst of resurgence. Most were smaller locations that were either just opening or branching off from their parent operation.
Why did those customers choose these products?
Plank: In all of these transactions, our rental program was very appealing due to the cyclical nature of their industry. We have seen them go from boom to bust several times and they are well aware of that fact so offering rental equipment provides them with the flexibility and safety to add devices as needed and then shed them just as easily during any downturn. In all cases, scanning was a key item being evaluated as more of the process is going electronic.
How long did this sale take to close and the sale?
Plank: All but one of these placements were to new clients and the cycle time was just a few days! Another was a long-time client in need of upgrading and once again our rental plan proved to be the better path for them than purchasing or leasing, but took a few weeks to close.
