Wes,
I used to live and sell GESTETNER in Charlotte. I think I know what account you are talking about. CMS. I don't know how much you know about that account, but McCrae had given CMS all, I think it was 900 pieces of equipment for either $0.01 or $0.0089 per impression, inclusive of all equipment, supplies and included masters for the riso's.....I met with them several times, and once the company which I had worked for was even awarded the contract, but turned it away because of their policies.
I was also very close to receiving an order for 1,000 + printers from the IT department, but again, that got booted because of some of the schools policies and partnerships w/ Lexmark.
I don't work in the school market anymore, but while I was in NC, i did have sucess in other districts. Most of the time, I was able to provide duplicators, usually the smallest ones, and then through in copiers. That was more profitable as a rep than going after that big fish. But remember, CMS also has a CRD, I think it is around where HENDRIX MOTORS Corpoate Office is. Which by the way is also a TOSHIBA account and should be real close to gettingready to do something. might want to go poke your head in there.