St. Onge: The financial market is less profitable now than this time last year.
Wombles: We are not seeing a negative effect on our forms mix and overall, our sales are up tremendously.
PP: Are you surprised by the direction the financial market has taken? In your opinion, what still needs to be accomplished? Is a partnership with promotional products the next step?
Scarselletta: Many distributors have been successful with promotional products. For those selling these items, our holiday program is a good fit. From there, you can often find opportunities to quote on MICR forms.
Wombles: As a growing manufacturer up 50 percent this year, we have not been affected by any changes in the market and do not see promotional products as part of our future.
PP: How does your particular company’s financial products make doing business financially worthwhile? For instance, how are these products unique, or do you provide any value-added services?
Scarselletta: Outstanding quality and customer service—less than 1⁄10 of 1 percent of our forms have MICR rejection problems. We offer multiple electronic ordering solutions—often with no cost to the distributor or financial institution. We offer design help with image conversion projects. GFS has a variety of online ordering options for the distributor to take advantage of. Recently, we integrated our MicrLink site with e-Quantum, a popular distributor software package. We have been successful integrating MicrLink with other proprietary software. We actively work with Four51 for online order fulfillment. And, we offer warehouse fulfillment, including secure storage.
St. Onge: Document security solutions have attracted new business to our company. Other support services such as warehousing and deferred billing are also attractive in this market.
Wombles: We have the capability to produce probably [more than] 95 percent of the financial forms in use today. Over the years, checks have declined with us. However, this year our sales are pretty much up across all product lines.