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‘Never say never’

Teamwork, persistence produce $2.5 million sale

Sales electronics
From left, Sr. Shipping Sales Executive Jason Johnson and Field Account Representative Peter Walpole

Sometimes it takes a team to get the job done — as Richmond District’s sales force learned recently.

For years, members of the group tried to persuade a Charlottesville, VA-based electronics retailer to ship its products through the Postal Service, but the company was never interested in dropping its longtime shipper.

Then Sr. Shipping Sales Executive Jason Johnson decided to take a different approach.

He contacted Field Account Representative Peter Walpole, who was familiar with the company and understood its needs. Johnson also tapped the expertise of District Sales Manager Dianne Holland, and then the trio approached the company’s executives and explained the benefits of shipping with USPS.

The crux of their pitch: By switching to the Postal Service, the company could avoid the dimensional (DIM) weight fees charged by other shippers.

The company agreed to test Priority Mail for three weeks. Executives were so pleased with the results they decided to move all their business to USPS — to the tune of $2.5 million in new postal revenue.

“All I can say is never say never,” Johnson said. “I’m thankful for each member of my team and I’m proud we persisted and won this business.”

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