Cut-Sheet Products Continue to Rise
Headquartered in Burlington, N.J., Paris Business Products provides a complete line of high-quality, value-added stock cut-sheet products to meet a variety of financial, health-care and general purpose applications.
For instance, the Laser3 line consists of blank perfed and punched 100 percent registered bond papers in a variety of weights and sizes that can be used for coupons, invoices, statements, reports and a variety of forms. The line was originally created in response to consolidation in the health-care industry, which has forced adaptation to common data, data processing systems and reporting.
The Security Papers line provides papers and checks featuring overt and covert features to deter fraud—a hot button with government, health-care professionals and private businesses.
So, how can one sell cut-sheets effectively? According to Shepard, distributors should first try to match cut-sheet products to their customers' software. "A good way to move into custom cut-sheet products is when a customized software package is being used," she said. "Talk to the end-users and get to know their systems."
Still, there may be certain obstacles to overcome in the cut-sheet market. For instance, Reid said that the biggest challenge Printegra's distributors face today in promoting cut-sheets are customers or prospects who may be considering printing their companies' own documents on blank paper. He explained that a printing equipment manufacturer will often actively promote printing on blank stock as a way to decrease the cost of consumables and justify the cost of their equipment.
"The increased cost of toner cartridges, along with the decreased quality of the companies' printed images, should be considered before making a decision to switch to a blank stock," he said. "Printegra provides an informative brochure that can help distributors explain to their customers all of the factors that should be considered before switching to blank stock."