The Big Wins from Our 2014 Elite Dealers Keep Rolling In

winnerbI hope you’ve been enjoying the past two weeks of big wins shared by our 2014 Elite Dealers. I know I have. It’s a great way to place in perspective some of the sales that are so critical to these successful dealerships. These big wins will continue throughout the rest of the month of December. Here the latest group.

“Our big wins for this year include a couple of customers that are national in scope with complex environments, including a couple of Tier 1 hospital groups in the Northwest and Southwest, a couple of national retailers, and a couple of AMLaw 100 Legal Firms.” FlexPrint, Inc., Mesa, AZ

“Our most significant win this year was within our Managed IT Services offering. As we continue to grow our portfolio of customers, we have refined our offering, as well as our approach and were awarded a contract with one of Baltimore’s largest food distributors. A long-time customer, the organization already had an IT solution in place, but after their great experiences with our traditional products, and a thorough discovery executed by our Managed IT team, decided to move forward with our Managed IT offering for not only their local office in Baltimore, but an international location, and a location on the West Coast. “The distributor truly represents our ideal Managed IT customer—a bustling organization with round the clock, mission critical IT needs. What’s more, the agreement deepens our support of their entire office fleet, including comprehensive network and system support, as well as a refresh of all of their PCs, firewalls, and additional hardware for both their East and West Coast locations.” Advance, Cockeysville, MD

“In October, Toshiba America Business Solutions announced TGI as the number one dealer in revenue purchases. This prestigious honor recognizes the number one dealer in the nation that best represents continued sales success, technical service expertise and outstanding customer service and satisfaction.” TGI Office Automation, Brooklyn, NY “A prestigious, private school located in Cleveland. We were able to provide them with a total solution, including hardware, document management, print management, software, as well as a strategic backup solution and way to manage all Web [activity] and spam. This particular school holds their partners and vendors to the highest standards. Meritech was able to secure this partnership because of our consultative approach and commitment to customer satisfaction. Meritech, Inc., Cleveland, OH

“Internally our biggest win would be adding a full-time recruiter to our organization.  As we continue to expand our business offerings, ‘bench strength’ is critical.  With a dedicated recruiter we can reduce the amount of down time to fill open positions and plan more strategically ahead of new growth initiatives.

“Externally we have been able to secure Managed Service relationships that are better suited to our capabilities.  As our offerings have become more defined, we are now targeting higher profile environments that are healthier relationships for both ASI and the client. With the use of our assessment tools and a defined “technology stack” (offerings), we have improved our Operational Maturity Level (OML) allowing ASI to maximize our resources and improve profitability.” ASI Business Solutions, Dallas, TX

“Fisher’s biggest win this year was the continued retention of our best employees. While we grew 17 percent and had lots of great wins, it is the people of our company that form our greatest success story. Our people landed big deals and continued to retain all major clients despite being tested by large RFPs, and their energy and enthusiasm allows us to continue to hire the best people around.” Fisher’s Technology, Boise, ID

“We acquired another dealer to expand our service reach to Yakima, WA.” Kelley Imaging Systems, Kent, WA

“Ilitch Holdings, a $1.2 billion organization that includes the Little Caesars Pizza chain, the Detroit Tigers, the Detroit Red Wings, Champion Foods, Olympia Entertainment, and other brands in the food, sports and entertainment industries.” Applied Imaging, Grand Rapids, MI

“We have several large wins across our various solution offerings: A $1.3M IT hardware deal with a public school, a $250K document imaging deal with a Fortune 100 company – with additional phases forthcoming – and a $200K printer contract with a retail organization. We also had two big school deals for $350K and 210K, respectfully.” Blue Technologies, Cleveland, OH

“A $350K hardware takedown with MPS of $10K per month.” Corporate Business Systems, Springfield, MO

“This has been a stellar year for us in all areas of revenue. Our sales consultants are closing almost 80 percent of all their proposals and we also had our highest month of revenue in three years in both maintenance billing and equipment rentals. In 2013 one of our sales consultants also set a company record with the highest number of new customers in a year. We also won a new national account in the retail sports industry with stores all across the country; they have bought hardware for their current stores and plan to use us for all their new stores opening as well.” Consolidated Copier Services, McDonough, GA

“Stratix Systems’ has successfully met the challenge of evolving into a true ‘all-in-one’ technology partner for a number of clients. In turn, our organization has achieved high profitability, better cost effectiveness, simplified and streamlined management, improved internal and external support, and an increase in overall client satisfaction and loyalty.” Stratix Systems, Wyomissing, PA

“With the addition of 3D printing it has been an exciting year at Fraser. The biggest sale/win is with a world renowned Ivy League university in their mechanical engineering and applied mechanics department. This university has integrated 3D printing into their curriculums, giving their engineering students a hands-on experience with research areas such as biomechanics, mechanical systems, and mechanics of materials. The sale was $260,000 with support, service, and training provided by Fraser AIS.” Fraser-AIS, West Reading, PA

Scott Cullen
About the Author
Scott Cullen has been writing about the office technology industry since 1986. He can be reached at scott_cullen@verizon.net.