In 2009, when Tom Neubauer started in Sales at Rural Computer Consultants Inc. conventions were king. The sales department would travel across the United States, spending time on the convention floors, shaking hands with clients and potential clients, getting business cards, and providing them with folders filled with information about the company and services. “We would get back to the office and take our stack of cards, and just start calling companies, one after the other to talk with them. Nowadays, Tom still attends conventions, but for different reasons.
These days, our time at conventions is often spent catching up and interacting with our current clientele. Sharing about our latest services and how their current services with RCC are impacting business or any issues they are having.
Tom shared about how the newer generations of ownership prefer the convenience of online information over face-to-face interactions often times. “It’s a time sensitivity thing. They don’t always want to spend the time and money for travel to conventions to gather information they can easily get through a phone call or on the Internet.” Tom continues, “It has just changed the way that we put ourselves in front of customers.”
How it’s changed
Don’t worry, RCC still makes themselves well-known in the industry. They work hard on their marketing to ensure their brand stays consistent, relevant, and shows up wherever you might be looking! From blogs on the website, to the different podcasts that RCC hosts and is a part of, to showing up in magazines, RCC works to share their services because they truly care about the propane industry. “We still attend many of the different propane association conventions. However, we go with the mindset of supporting the propane cause or that specific group in the area, rather then getting a pile of leads,” Tom shares.
Another mindset RCC has always had is to continue solving their customers problems. It just looks a little different these days. Through unmatched support, podcasts, the Customer Seminar, and most recently free webinars each month, RCC ensures their customers have a platform to share their concerns and learn about new products and features. Tom shares that this can often be a source of sales. “A customer might just start with our bill pay service, and then they hear about a new feature or learn more about MOGO from a podcast and give us a call to learn more.”
How it’s stayed the same
The thing about RCC is that it’s definitely a family atmosphere.
“Even when I first started at RCC, I had known Brian (RCC Owner) all my life. And to come into something where you felt comfortable to begin with is really nice,” shares Tom. “In the sales department, I don’t get deep into all of the modules and setups, but it’s great to know that if I have a question or a customer is having an issue, I have an great team of people at RCC to bounce ideas off to get the best recommendation.” Another aspect that Tom appreciates is that RCC has always believed in the products they provide. “We are honest with people about what we offer, and sometimes we just aren’t the right fit for them at the time, and that’s okay. For us, it’s all about building that trust with the customer, finding what’s right for them, and solving their problems.”
This summer, Tom has made his way from coast-to-coast. From the NPGA Southeastern Convention in Nashville, to Palm Springs for the Western Trade Show to Virginia Beach for the Summer Meeting and back over to Oregon with many in between, a love for travel is a key part to Tom’s position at RCC. “I do enjoy the traveling aspect of my job. I get antsy sitting in the office, so I get excited to travel for a lot of the time between March and October. In fact, I was able to visit my son and his wife with my family while we were out in Virginia Beach this summer. I also enjoy getting out and seeing our current customers at conventions. So many customers will just drop by our booth to say hi, see what’s new, or share a concern they are having with the software.
I just love working for RCC.
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