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Capitol Broadcasting Company owns many different communication networks across Raleigh, Wilmington, Durham, and Rocky Mount, North Carolina. This includes digital media, television, radio, satellite and data, sports, and real estate. Having a diverse operation, it’s critical to have the communication technology that can serve their needs. Staying current with their unique, ever changing business can be a challenge. And as a company that works in communications, being able to communicate couldn’t be more important.
POSITIONING A TRUE TOTAL SOLUTION
Russ Gerald, CPE AE, and Michael Bartelt, Major Account Executive, worked to create a total solution that would keep their operation working optimally. This included:
- The actual equipment & endpoints that would be needed
- Multi-year maintenance to keep the equipment well serviced
- A procurement method that fits their needs
Russ and Michael made sure to provide them with a recommendation for WHAT TO BUY as well as HOW TO BUY. By being involved in both of these conversations, it paid off well for them.
In the beginning of the sales process, they were able ask the right questions, to identify Capitol Broadcasting Company’s need to protect against obsolescence and procure with an operating expense for cashflow purposes, despite having the capital to pay cash. Therefore, they recommended Frontier Shield along with the Avaya solution.
EARNING ADDED CASH
The whole team was able to add to their payout on this transaction because of the CPE Sales Spiff. Russ and Michael earned an added $500 and the CPE Manager and RSM earned an added $300. It was just as simple as recommending Shield as a procurement option. They did not have to be the finance expert, their designated FFS contact was there to help provide guidance.
CAPTURING MULTI-YEAR MAINTENANCE
Since Shield is a monthly payment option, selling multi-year maintenance at the point of sale was also simple. Remember, almost 70% of lease transactions capture multi-year maintenance, compared to only 12% with cash purchases.
BIG WIN FOR YEARS TO COME
Positioning Frontier Financial Solutions in your transactions is simple and it paid off well for this team. On top of their regular commission they not only received the CPE Sales Spiff and the added multi-year maintenance sale, but they now earned recurring revenue for Frontier for years to come.
