Cut-Sheet Products Continue to Rise
Presenting oneself as an educated distributor familiar with printing processes and paper stock is also a big plus when it comes to making the sale.
Shepard advised that to make a better impression, one should know his or her inks and stationery. "It's good for distributors to know that thermography, or raised ink, should not be used, as it can melt and cause streaking," she said. "A smooth sheet works best, but textured stationery stocks are used often."
In the Future
In terms of how cut-sheets will fare in the future, Reid said that cut-sheet sales will continue to go up as continuous sales continue to go down. "To counter this decline, our cut-sheet product line needs to provide customers with a strong value proposition," he said. "We have focused on providing a competitively priced cut-sheet product that offers many document security, design and construction options. This, along with our continued focus on the short-run segment of the market, will continue to fuel our cut-sheet growth."
Harmison agreed that cut-sheets are poised for long-term growth. Over the past few years, his company has experienced a 50 percent increase in demand for the product. "This is where the market is," he said. "Laser printers are less costly these days, and more end-users are taking advantage of that."
By Sharon Cole