The most memorable moment in the career of Melissa Confalone was so gratifying and impactful, she would one day take advantage of the opportunity to pay it forward. It was equally special the second time around.
It was 12 years ago when Confalone, then the general sales manager for Fraser Advanced Information Systems, joined her colleagues on a president’s club trip to Costa Rica. After enjoying a formal dinner, CEO Bill Fraser stood up and made a major announcement: Confalone was being promoted to vice president of sales. She was completely shocked by the news.
“I had no idea it was happening, and it was one of the proudest moments of my career,” said Confalone, a 2025 ENX Magazine Difference Maker. “It didn’t happen at review time or in the office in a conference room. Instead, I was surrounded by my husband and colleagues.”
When Confalone became president and the company needed to fill her VP of sales position, she took a page from Fraser’s book and sprung the surprise on her replacement. Watching his reaction transported her back to Costa Rica, and it still resonates with her today.
It comes as little surprise that Confalone embraces a people-centric approach. She’s also relentless when it comes to gaining knowledge and solutions to help grow the West Reading, Pennsylvania-based dealership. Gleaning key insights from team members and industry professionals speaks to her collaborative nature.
“We can all learn from each other,” she added. “I’ve taken every opportunity I can to network and build relationships and I’m grateful to have friends and colleagues to discuss strategy with.”
Confalone’s path to the industry came courtesy of an unanticipated detour. After graduating from Susquehanna University, the plan was to attend law school with the goal of becoming a defense attorney. She was accepted to a school and was set to start in the fall. Around that time, one of her college friends suggested going to an open interview for a sales job with a Lanier copier dealer, believing it would be good practice in tackling tough questions. What began as a 30-minute interview morphed into a two-hour conversation and a new professional purpose.
It is not surprising that Bill Fraser is “hands down” the greatest influence in Confalone’s professional life. He invested years in preparing her to ultimately run the dealership, and she credits him with helping her passion for winning bubble to the surface.
“He’s always been the guy to focus on the positives and build on the wins, debrief the losses and move on to bigger and better,” Confalone said. “I’ve learned to fail forward and was taught that when faced with needing to take action, make a decision; right or wrong, it’s better to make a wrong decision then to do nothing.”
Confalone continues to set high standards for herself, which includes contracting with a medical client on a six-year pact valued at $14 million in 2024. The overarching goal for her is to help Fraser eclipse the $100 million mark. Seeking out the best and brightest to join the team will go a long way toward that objective.
“I can improve by continuing to surround myself with smart, curious, dedicated and forward-thinking people,” she added.
On the home front, Confalone and her husband, Dave, have been married for 11 years. They have five children combined—Matthew, Lauren, Daniel, Michael and Mary—who range in age from 23 to 31. The couple enjoy spending time outdoors with friends and family, and she has a cavapoo named Lily that “I absolutely adore.”
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