Bill worked with a Georgia credit union organization to promote coin counting machines from DLR to its member credit unions. He educated the organization on DLR's products and coordinated direct marketing of DLR brochures to hundreds of credit unions. Through follow up calls with credit unions, 18 units have been sold so far, including to new customers, generating sales only for DLR machines. Bill plans to expand his relationship with continued follow up and by attending credit union trade shows.

1. Desktop Products
Sales Success
Story………
Extra Creativity and Extra Effort = Extra Success
Sales Rep: Bill Scott, DTP Branch Sales
A few months back, Bill became involved in a unique situation in his home state of Georgia. The Georgia Credit Union
Affiliates Service Group – an organization of over 300 Credit Unions – formed a partnership with an Atlanta based radio
station to promote the many benefits of Credit Union membership.
With some built-in word of mouth advertising coming from a popular consumer advocate radio talk show host in Atlanta,
the Georgia Affiliates organization next looked into bringing some coin counting products into their marketing scheme.
This is where Bill came in.
Upon being contacted, Bill educated the credit union group on the DLR series of Mach products. After gaining the
necessary customer interest, a full-blown mini marketing promotion was placed into effect, with the credit union group
agreeing to direct all calls of customer interest to Bill’s attention.
Bill began a partnership with the Georgia Affiliates group that coordinated their marketing efforts. A brochure was
specially created for only the DLR products that the Credit Unions were interested in – The Mach 3, the Mach 5, the
Mach’s 9 and 12, and the Mach 9 CDE. This brochure was then combined with a special brochure put together by the
Georgia Affiliates group, which collectively was then promptly distributed to several hundred credit unions across the state
of Georgia.
Once all the promotional material was mailed out, Bill began a process of calling all of the credit union locations to follow
up and inquire about potential interest. As a result of Bill’s hard work, 18 units have already been sold, half of which were
to brand new credit union customers for DLR. Several Mach’s 3’s have been sold, as well as some Mach 5’s and Mach
9’s.
To Bill’s knowledge, since the promotional mailers were first sent out back in June, through the months of June, July and
August there has not been one area credit union that has purchased a coin sorting machine from a competitor.
Bill is continuing to work through all the follow up calls with the Georgia Affiliates group, and plans to expand his
relations by appearing at area credit union sponsored trade shows in the future.
As sort of a byproduct of Bill’s unique selling opportunity, he successfully downloaded all of his credit union customer
information in ACT2000, where he is now able to easily access all his information on one organized database.
All in all, an excellent job in creating ways to sell effectively and creatively. Congratulations, Bill.