Go Big or Go Home
Toscani recalled many instances when distributors turned to his company after experiencing problems with their previous supplier partner. "To prevent such occurrences, we perform an upfront needs assessment with our partners. This ensures that all details and concerns are addressed right from the start. Then, we employ rigorous quality control throughout the entire production packaging process," he said. "All details are meticulously adhered to, right down to the lot numbers noted on our roll cores. This attention to detail ensures that our distributors and end-users reap the uptime and cost savings benefits of jumbo rolls."
While Simon said he and his staff don't always know the history behind some of their partners' problems, they do know that turnaround is key to putting their minds at ease.
"In the past, we have run entire trailer-loads in less than two shifts on our wide-web equipment that can run an 18x11" format, 2-wide," he mentioned. "Or we have produced highly visible and important correspondence within 24 hours of copy approval for a very important mailing. … Once a relationship is established, you need to be able to turn a dime when necessary and always keep in mind the 'big picture' of a contractual relationship."
He continued, "Jumbo roll relationships may mean that you may need to be in a data processing or service bureau location anywhere in the country to react to an opportunity. We will be there with our customer when required."
Rogge, who has been in this business for more than 45 years, respects the abilities and knowledge of his competitors but said, "I want them to know that I'm pretty good and smart myself."
He added, "We all have many stories where we have saved the day. One comes to mind—a Sunday afternoon my home phone rang and it was my distributor partner. 'We have a problem,' he said. A few questions answered, you climb on a plane (even on a Sunday) and turn a problem into an opportunity."