Distributors Move Beyond Paper

Emis: One of the value-added services that we offer is statement processing. We chose to offer it because it is related to the traditional core envelopes forms business we have already established.

We also realized we had to do something different since the traditional forms business has been eroding over the past few years.

Is it beneficial for you to offer value-added services?

Emis: Yes, because almost universally our clients have been ecstatic about utilizing services such as document management, especially in smaller offices. A good example would be doctors' offices, where statements are sent out once a month. Since they don't have staff to handle the extra work, they are glad to have us take care of the distribution for them.

Peterson: Offering special services is definitely beneficial. It builds our revenue and by bundling services such as document management and warehousing with traditional ones, we are able to gain new clients and additional orders.

Watson: Yes, because it allows us to be viewed differently by our customers. We've had a good year and I think the reason is because when times get tough, most businesses are looking for value-added services. As companies have cut back on staff, they've looked for business partners. Therefore, by offering these services, we've been able to align ourselves with their needs. Basically, what we've done is taken some of the more narrow offerings and broadened them by incorporating new programs.

For us, two of those new programs include Statements With a Twist and PrintManage. Statements With a Twist is a statement-rendering and direct mail fulfillment service. PrintManage is an online service that allows us to offer customers online control as well as access to a complete menu of reports.

Schachtel: It's very beneficial. Not only can distributors offer relief to end-users through services like online ordering, direct mail and forms management software services, they can also save the customer time and money, which reflects well on us.