Go Big or Go Home
What's in it for Me?
Simon suggested distributors realize certain things from the start. For instance, jumbo roll contractual business is not the type of business that should be handled as a traditional customer service-based quotation. Instead, the selling process requires "an investment and level of involvement that goes well beyond a standard quotation," he commented.
Choosing the right supplier to make this happen can be overwhelming. Distributors should research what the various suppliers can offer them to create a positive experience for their end-user clients. To make distributors feel more at ease, Rogge makes a compelling proposal.
"We tell the story about what we do, how proud we are of our customer list and how long we have had a great business relationship with them," he said. "Quality of product is unquestionable, national production and again lower material costs are important, but the product going out the door of one of our facilities must be the best in the industry."
PRINTSouth essentially becomes a support system for its distributors. "We work very close with our distributor partners, making sales calls with them. [We offer] plant visits for the distributor and the end-user so everyone knows each other. The production team, the quality control team, right down to the shipping department—we become their production facility," Rogge stated.
Paris Business Products offers what Toscani referred to as a "white glove" consultative service, where experienced production managers visit with end-users. Many of the company's production personnel have been with Paris for more than 20 years.
"This consultative approach helps our end-user customers print our rolls on their equipment in the most efficient manner possible, and is a great example of how we support and partner with our customer base," Toscani enthused.
Datatel Resources Corporation takes a similar approach. "Datatel provides a high level of selling assistance to include joint sales efforts and an operational evaluation so the end-user can identify tangible processing savings," Simon explained.