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Clabaugh cautioned that the sales curve to transition from carton to roll is long, and advised distributors to identify customers that are already using roll products or are in the process of converting. "Our jumbo roll sales jumped 10 percent from one year to the next," he said.
Clabaugh echoed Adams' assessment of variable imaging. "This is truly an area for growth going forward, on both rolls and mailer products. Distributors should not miss the valuable opportunity to call on the lettershops that provide personalization. Often, these lettershops buy their raw materials from distributors, and the applications don't have to be high-volume," he said.
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