Gary Harouff, President and Founder of AIS, recalls how the right strategy helped them transform into a full-fledged technology advisor.  

Case Study: AIS

GreatAmerica financing programs paired with the right infrastructure fueled our evolution into the IT world. These tools elevated our status from a commodity-based seller to a consultative, long-term business partner capable of advising on financial and business matters.” 

The Challenge

Between 2012 – 2015, the office equipment market was becoming increasingly commoditized. Printer and copier dealers within the independent dealer channel, like AIS, found themselves in the midst of a price war. Consumers were price shoppers and providers pricing solutions the lowest would ultimately win the business. It was not a winning game for anyone and bred heavy uncertainty about where the industry was headed. With growing pressure on margins and poor customer retention, it was clear office technology buyers placed little or no value on sales relationships.

AIS knew a race to the bottom was not a sustainable strategy for their business and it certainly wouldn’t empower them to best serve their customers’ long-term needs.


Click Here to Read the Rest


SOURCE GreatAmerica

We Survive Solo, But We Win Together