What Did You Sell This Week?

Frank Grasso

This week Frank Grasso, president of CEO of TGI Office Automation in Brooklyn, New York talks about his dealership’s big sale of the week.

What was your most notable sale this week?

Grasso: A complete solution encompassing managed print and elimination of HP printers with four Toshiba 4540c and six Lexmark xs658dfe. We are also providing a solution for 20+ offices throughout the U.S. as part of the overall document strategy we have developed for this customer. This complex sale was truly a team effort involving different departments and direct support from our Toshiba and Lexmark partners.        

Who bought them?

Grasso: A high-end retail fashion company headquartered in midtown Manhattan. Our Manhattan office is located in Times Square in the middle of the Fashion District so this is a type of company we are familiar with. Typically, our prospects in this vertical market are sensitive to color output quality, reliable service response, and are focused on cost savings and efficiencies. 

Why did the customer choose these products?

Grasso: It makes a difference when you really listen to what your customer needs are. We always look to educate our customers in our area of expertise and that involves matching their needs with the appropriate technology, enhancing their document workflow while at the same time introducing them to new concepts like document security and managed print services. In this engagement we installed FMAudit and captured all information for all connected units for both headquarters and branch locations. Our managed print specialist and major account representative effectively demonstrated the benefits of standardizing on cost efficient output devices. The client was impressed with the scanning functionality of the Toshiba system as well as color quality. Our winning proposal was based on detailed information we collected and a combination of products that addressed specific customer requirements we uncovered during the sales cycle.           

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

Grasso: It took over twelve months to secure this sale and it was one of the new accounts strategically targeted by TGI. We have a dedicated team focused on this type of major account customer and while these complex sales take longer to close, the unit potential is rewarding. Our initiative with managed print services is paying dividends, not only allowing us to capture more print volume, but giving us the ability to better analyze all aspects of our customer’s document production. This has a direct result on our ability to maintain profit margins, and as in this case, saving the customer 30 percent of their monthly cost. That is win-win.