Here at Standley Systems, we got a wonderful, unsolicited letter of thanks and endorsement the other day. One that actually made me chuckle.
The letter was from Gaytan Broadcasting, LLC, a Tulsa-based company that owns several Spanish-language radio stations. The kind note from Operations Director Allen McLaughlin said, in part (emphasis in original):
Months ago we were approached by Standley Systems regarding our printing needs. Truthfully, I endured the sales call as a courtesy with absolutely no interest in making any type of change.
After reviewing our current printing system and our actual needs, a recommendation was made by Standley Systems. It was well-founded and made solid business sense. More importantly for KXTD it helped solve more than one business problem. Yes, we could save money by using a greatly improved system. And yes, we could save man-hours in the time our staff spent going to buy supplies. But we received much more.
The transition was seamless and, frankly, we are now able to do the type of printing functions that have actually made money for our company.
The reason I take the time to write this recommendation is because of what was not expected in the change. Standley Systems helped us make money.
What busy business owner can’t identify with Allen’s reluctance to listen to what he assumed was going to be another dry sales pitch? What he discovered is that we approach selling consultatively. In other words, we go in as experts in the field of workflow and information/document management and invariably have some insights that will help any business owner willing to listen.
And as Mr. McLaughlin discovered, we can often find multiple ways to add to a business’s bottom line.