Conquer the Market
Tips to boost your software-compatible forms and checks sales
By Stacey Wenzel
Opportunities are becoming more plentiful in the software-compatible forms and checks market. According to industry experts, as growing technology continues to strengthen this niche of the forms industry, there are strong profits to be made for distributors entering the arena.
"You won't make big sales, but lots of small sales add up to some nice profits," said Sandy Horner, president of DiversiForm Software Compatible Checks, Alexandria, Va. She added that it's a lot easier to get involved with software-compatible checks than one might think. "You don't need to know all about computers," noted Horner. All a distributor needs is the software name and version number used, along with a sample check and the banking information.
Robert Munizich, an independent consultant for NBS Systems, Whittier, Calif., said that a distributor should have an understanding of software programs and print positions. He added that if you are getting involved with custom software-compatible forms and checks, working directly with a programmer may be necessary.
Not only can software-compatible forms and checks prove to be a profitable product for distributors, but they also offer solutions to a variety of end-user markets.
According to Nicki Kendrick, software-compatible coordinator for the short run division of Ward/
Kraft, Fort Scott, Kan., software-compatibles are a popular product for small- to mid-size businesses, retail stores, service and repair companies, professional offices--including doctors, lawyers and accountants--and in-house business operations.
"It really depends on the distributor," said Kendrick. "You can sell on an individual basis or to a niche market."
Horner noted that a good share of the small business market was open to software-compatible sales, claiming that a 40 percent to 50 percent profit can be made on such orders. She added that repeat business is a very common bonus.