Go Big or Go Home
It's a hard product to miss. In fact, some distributors may be intimidated by its size. But, they should be more fearful of the possibility of a missed opportunity.
Jumbo roll suppliers believe there's no better time than now to put such concerns to rest. According to Lynn M. Rogge, vice president, distributor sales for Atlanta-based PRINTSouth, the potential for new business has been around for some time.
"The opportunities are and have been out there," he insisted. "Convincing the distributors to hunt for them always has been tough. They are convinced that 'The Big Directs' have a significant price advantage and manufacturing facilities that enable them to control the jumbo roll business. Not true. A lot of jumbo roll accounts purchase from distributors."
Allen Simon, president of Monaca, Pennsylvania-based Datatel Resources Corporation, agreed.
"We cannot say it loud enough that the high-volume print opportunities are very abundant in today's marketplace. We encourage our distributor and re-seller partners to proactively attack the marketplace as end-users are very much in search for dependable and stable suppliers," he said.
End-users have their own concerns. They worry about the quality of products, how quick the turnaround will be and whether a jumbo roll source is competent. Simon believes a smart distributor will address any concerns up front by partnering with the right manufacturer.
"It is extremely imperative to create a partnership between the distributor and the manufacturer so the end-user evaluates the combined value in a favorable light," he stressed.
Despite the financial possibilities, there is no doubt jumbo roll production can be complicated.
"[Partnering together] is extremely important as jumbo roll production requires significant expertise and attention to detail, from prep to production to packaging for shipment," noted Gerard M. Toscani, CEO of Westampton, New Jersey-based Paris Business Products.