What Did You Sell This Week?

Bay Copy's Ray Belanger

Ray Belanger, president of Bay Copy in Rockland, Mass., reports on his big sale of the week.

What was your most notable sale this week?

Belanger: This week, we completed a large sale, a total of 47 units. In all, the sale included 35 Lexmark small multi-function units, along with 12 Konica Minolta units. The solutions was mainly based on workflow improvements and “right sizing” their fleet. We did a very detailed study of both floor plans and their usage. Another factor was helping the organization utilize the scanning capabilities that this equipment can provide. This was a situation where we won the business from a competitor who had placed equipment previously at the site.

Who bought them?

Belanger: Our client for this transaction is a large physicians’ group. The site includes both medical offices and clinical areas.

Why did the customer choose these products?

Belanger: We have had an affiliation with the parent company for a number of years and have enjoyed a good working relationship with them. They recently acquired the physicians group.  When we learned that the medical practice would need a change, we asked for and received an introduction and recommendation from the parent company. We worked to educate the new client on the value and savings of the equipment and program that we offered. The previous vendor was very well established within the account. We needed to position ourselves as the preferred alternative with the management of the group.

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

Belanger: In all, from the first introduction, this was a year and a half process. As your readers know, changing from an established vendor takes a lot of work. Because the sales cycle in our industry can be lengthy, it’s especially important to remember how important teamwork can be in the process and how important a company’s reputation and past performance is.Winning an account like this is due in part to the potential and promise of the equipment and the solutions offered, but just as large and important is the customer’s faith in the vendor/partner. We had a strong advantage here because of an incredible amount of detailed work by our sales director and the account knowing we will deliver the promised results.