In the ever-evolving world of print and document tech, Altron Document Solutions stands proud as a leading force, shaping the future of printing across Africa. This is a sponsored article.
At the heart of this success lies a team of dedicated individuals, each bringing their unique expertise and passion to the table.
Among these key members is Stuart Daniels, Regional Sales Manager of Production Systems. Here we unpack his career journey and discover what motivates and inspires him.
Stuart began his career in the printing industry close on 17 years ago as a sales representative for a Xerox reseller, selling day-to-day office automation, copiers and the like, and mainly dealing with small to medium-sized businesses.
Despite initial challenges with sales, (‘It took me about six months before I sold my first machine’), Stuart’s honesty and dedication to customer service quickly set him apart. He focused on building strong relationships with his clients, understanding their unique needs and providing tailored solutions, which has served him to this day, ‘I’m still looking after customers today that I started looking after back then.’
‘Being an effective salesperson is about finding something that sets you apart, right from the start. What makes you different to every other supplier that’s calling on that customer? And honesty – simple, blatant honesty. That will get you far.’
Over time, Stuart transitioned into the more specialised world of production printing machines, where he truly honed in on the importance of understanding his customers’ business journeys beyond just the technology – focusing too on business development and becoming a trusted advisor to them. ‘I’ve learnt a lot about how business owners think, what triggers them, what motivates them to buy and what’s important to them when making big investments that will significantly impact their bottom line (such as purchasing a production printer).’
Admittedly non-technical, with a short attention span that’s been with him since childhood, Stuart has not let this hinder him in any way; instead honing his sales skills and finding more creative ways of doing business with his customers – methods that have stood him in good stead, especially in an industry where change is constant. ‘I find the best salespeople are the ones that don’t sell; that don’t try to be that ‘Big Shot’ salesperson. Rather, the best salespeople help formulate the right solutions for their customers.’
Not one for ‘cut and paste’ sales tactics, Stuart continually seeks out new ways to improve his clients’ operations, hone their trust in him and stay ahead of the curve.
That said, Stuart’s approach to business has always been centred on innovation and adaptability. He has wholeheartedly embraced the changing landscape of the printing industry over the years, including the rise of digital printing, the reinvention of businesses post-Covid, new market trends, as well as the integration of print-related AI. ‘I watched a robotic guillotine operator at drupa this year (the world’s largest printing equipment exhibition, held in Germany). I walked past it at around nine o’clock in the morning and then again around three in the afternoon and it was still working away. I thought to myself, this machine doesn’t even need so much as a coffee, lunch or bathroom break. AI is a little scary, but we have to embrace it.’
Machines aside, Stuart is still a people’s person and believes in making what he does for a living part of his lifestyle. ‘If a customer phones you at 8pm, understand that tomorrow you might be sitting on the beach at 10am having coffee with some freedom. So you have to accept that late-night call, or on a Sunday, or whatever the case may be.’
When this husband and father of three isn’t engineering print solutions for his clients, he’s going for early-morning runs, fostering rescue animals and serving as a director of a non-profit football academy that provides educational and athletic opportunities to over 100 underprivileged youth in the Western Cape. ‘It’s always been in my heart to reach out and help people. I believe in the power of education and mentorship to change lives.’
Spoken like a man who continues to make a positive impact on the printing community he’s served for so long, as well as the greater community around him.
ALTRON DOCUMENT SOLUTIONS
+27 11 928 9111
hotline.marketing@bdsol.co.za
www.altron.com
https://www.bdsol.co.za
