What Did You Sell This Week?

This week Jason Habbal, vice president/sales manager with Vision Office Systems in Charlotte, NC talks about Vision Office System’s most notable sale of the week.

What was your most notable sale this week?

Habbal: Our most notable sell this week comes from our largest client. We have had this client’s entire equipment base for quite some time. On this particular deal, the client wanted a refresh of about 20 machines that were becoming outdated and not keeping up with the current pace of technology required in their industry now. While the organization utilizes a fair amount of color machines this group of equipment was mostly black and white with several machines going to new areas/groups in the organization.

Who bought them?

Habbal: This client is a regional medical center that has several divisions/branches in the medical industry.

Why did the customer choose it?

Habbal: The choices were made based on our long-standing relationship of about 15 years as their exclusive provider for office equipment and MPS. The organization and all of its affiliates have about 100 MFP’s and about 300 printers under our MPS program. The biggest reason the client continues to choose our company is because they have gone to a direct sales route before and did not have a good experience with service/customer support. We work together to ensure that IT, upper and middle management, and our company are all on the same page with their strategies and goals. We also continue to work with the end users day by day to make sure equipment is being utilized to its capacity and that the right machines are in the right places.

How long did this sale take to close and the sale?

Habbal: The sales cycle took a little longer than expected as the MFP’s were not the only thing being refreshed. The organization was undergoing an extensive IT upgrade that put this deal on the backburner for a few extra weeks. All in all from beginning to end the deal took about three months. There was a lot of interaction with the end users to make sure the equipment fit their needs and that upper management took those needs into account when deciding which machines to place.

(Editor’s note: If you would like to participate in a future “What Did You Sell This Week” department, please e-mail me at scott@theweekinimaging.com.)