Scarselletta: Through the GFS Secure Star and Uncompromised Check Solutions programs, we offer extensive features including: holograms, prismatic printing, heat-sensitive icons (thermochromic ink), true watermarks, artificial watermarks, chemical protection, visible fibers, invisible fibers, warning bands, microprint, diagonal dimensional backer and toner grip.
St. Onge: We offer a variety of document security solutions including copy-resistant backgrounds, thermochromic inks, security papers, microprinting and scan survivable imaging. Our sister company, Security Printing Systems, offers digital security for electronic applications, false-positive reactive inks for authentication purposes and other high-tech security solutions.
Wombles: [Our company offers] safety papers, security inks, warning bands, void pantographs, microprint lines, bleed-thru MICR, bleed-thru numbering and artificial watermarks.
PP: What is the most common mistake distributors make when selling to the financial market? What types of questions should they be asking when trying to close a sale?
Scarselletta: They often view cash ticket orders—and similar products—as not having a large enough dollar value. Distributors can be intimidated by MICR. We have the expertise to help. Questions should include: How is their quality? Each reject costs a minimum of $1.00 and a 2 percent reject rate increases the total cost of the form by $20.00/M minimum. Other questions are: Do they have an electronic solutions for ordering forms? Have they converted to image processing? If not, there is a great opportunity for a forms conversion project.
St. Onge: Many distributors fail to do their homework before offering document security solutions. Distributors must educate their customers about all of the potential risks and expenses of using unprotected documents. Otherwise, end-users will not be willing to pay the added expense of security. We have also seen many distributors oversell features, as well. There are no guarantees.
PP: How is this particular market different today than this time last year?
Scarselletta: There are few conversions to image processing and changes in ordering. The window for ongoing image conversion is primarily in banks with [a] $1mm asset base or smaller.