Reed Melnick
This week, Reed Melnick, president of Nevill Imaging Solutions in Carrollton, Texas, talks about his dealership’s big sale of the week.
What was your most notable sale this week?
Melnick: Canon light production color units—the imageRUNNER Advance C7065—with a Fiery controller and finisher.
Who bought them?
Melnick: A fulfillment house that does all sorts of prints, letters and copies on specialty cards…
Why did the customer choose this product?
Melnick: They needed to step up from business color device to light production because their business had increased on the color side. They are a current client of ours and also had to move to the next level because the devices they had were starting to require more maintenance and they wanted to get increased reliability and quality.
How long did this sale take to close and was the sales cycle faster than it might have been in previous years?
Melnick: As of January 1 it seemed like the customers’ way of purchasing changed drastically. All of a sudden things that during 2010 and 2011 took months they started taking only weeks. We doubled our normal hardware sales in January that we normally do and our deals took two weeks instead of two to four months. In sales we probably pushed about 100 units out last month not including 45 national account machines. Again, we turned a $70,000 deal in six business days, a $66,000 deal in four business days…it was just incredible.
