THOUGHT LEADERS OF TECHNOLOGY

Office Solutions

with Dave Aulisio

THOUGHT LEADER

Dave Aulisio

David started his career in 1996 working for Canon in the NY Marketplace. He swiftly made his way up the Management ranks and relocated to Rhode Island in 2009. David has held various leadership roles within both the dealer and manufacturer community. This experience has provided David with a unique perspective on how to best respond to the evolving needs of our local market. David thrives in creating a business climate that yields new business growth. David has a BA Economics from Hamilton College and a MBA in Marketing from St. John’s University. David resides in East Greenwich and enjoys spending quality time with his wife Elizabeth, his daughter Emily, and son David.

LEARN FROM DAVID

The Landscape of Office Solutions

Provide a brief bio about how you entered the industry, what you enjoy, and how it has evolved over the years. I graduated in 1996 with a degree in economics, seeking a career that was challenging, fun, and meaningful. Drawn to NYC’s fast-paced markets, I instead entered field sales for office copiers, leveraging my competitive spirit as a former college athlete to gain experience in problem-solving, relationship-building, and time management.

Two years later, I moved into sales management and have been in leadership ever since. My greatest rewards come from mentoring others and fostering their growth and success.

Throughout my career, I’ve embraced the evolution of the office technology and managed services industry, finding continuous opportunities for growth. Hard work, adaptability, and a passion for helping others have shaped a career I deeply value and take pride in.

How do you stay ahead of industry trends and ensure that our sales strategies are aligned with the latest developments in office technology? I’ve always pursued knowledge and growth, earning an MBA in marketing and staying ahead of industry trends through leadership seminars. As a sales leader, I prioritize understanding technology advancements to deliver value.

Key shifts I’ve navigated include the transition to multifunctional devices, enhanced color solutions, security improvements, digital transformation, AI, cloud migration, and managed services. External factors like 9/11, the dot-com bubble, the 2007–2009 recession, COVID-19, supply chain challenges, hybrid work, and inflation have also shaped strategies. Adapting to these changes has been essential to staying competitive and driving success.

What are the key factors that differentiate our office technology solutions from those of our competitors, and how do you effectively communicate these advantages to potential customers? ABS is a multi-line provider of multifunctional devices (MFDs), printers, and solutions like Managed Print, Managed IT, VoIP systems, mailing, and graphic services. With over 4,000 customers, ABS stands out by offering tailored, comprehensive solutions that consolidate key business needs, enhancing efficiency and convenience.

Through strategic local acquisitions, ABS has expanded its New England presence while maintaining a strong focus on service excellence, robust infrastructure, and team investment to grow its client base. Key Sales Tactics –

Leveraging Relationships: Cross-selling IT and VoIP services to satisfied MFD clients fosters trust and growth.
Team Insights: Service technicians share leads, enabling proactive sales and account management.
Inside Sales: Dedicated teams nurture long-term opportunities for extended sales cycles.
Vertical Markets: Focused strategies in sectors like banking, education, and manufacturing drive success.

These strategies highlight ABS’s ability to blend diverse offerings with a client-focused approach to achieve consistent growth and market leadership.

How do you approach building and maintaining long-term relationships with clients in the office technology space? At ABS, sales executives prioritize visibility within their accounts through regular reviews, sharing updates, introducing solutions, and swiftly resolving conflicts. What sets ABS apart is the breadth of real-time support we offer. When clients call, they reach a local voice. Our dispatch team ensures timely communication, service teams resolve issues promptly, and we provide real-time updates on deliveries.

Unlike competitors where clients struggle to get assistance, ABS ensures every action maximizes satisfaction. We also foster relationships through customer appreciation events and actively support local communities, with sales executives often volunteering at client philanthropic initiatives.

What role does customer feedback play in your sales strategy, and how do you use it to improve our office technology offerings and sales approaches? Customer feedback is essential for ABS to measure satisfaction and demonstrate that we value our clients’ opinions. It also plays a key role in maximizing client retention. When clients suggest areas for improvement, we take it as an opportunity to learn and make changes.

Feedback also serves as a valuable resource for attracting new business. We often share success stories or client referrals online, showcasing the problems we’ve solved and the value we’ve delivered. These testimonials are particularly effective in building trust and expanding opportunities within similar industries.

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