Break into New Sales with Specialty Bar Codes
"There is no money to be made selling equipment and blanks," argued Schultze. "Pre-printed is the way to go and the orders are larger too."
However, Strecker said Data Label has seen a considerable demand for systems sales. And though he conceded that those sales may not translate into a large percentage of brand-new customers and that the margins on consumables reorders are thin, he said that consumables reorder sales are easy.
"Some people might not think there is a demand for system sales," he offered, "but we certainly see a strong interest. We're selling $30 million a year in stock labels."
Finally, for distributors with customers using materials supplied by OEMs, Strecker suggested offering those customers the kind of high-quality, team-oriented service traditionally associated with forms sales.
By Allan Martin Kemler