Who's Afraid of the Big Bad Roll?
“Especially in an environment of rising material costs, these customers who have a requirement for jumbo rolls are looking for new suppliers—suppliers who are low-cost, reliable and quality-driven,” he continued. “And that fits the mode for the distributor segment.”
The approach might vary based on the market you’re selling into, but all jumbo roll sales share one common element critical for success: patience. “There are always new sales opportunities,” St. Onge stated. “However, converting to roll form production is an expensive undertaking. Distributors must be in a position to perform thorough cost analyses to determine the return on investment.” But for Simon, the payoff is well worth the wait. “The sales process is not a short one—it’s a long process,” he said. “But the advantages are wonderful. If you get the business, it’s business that repeats every two months, three months, six months, and if you’re doing your job it really goes on autopilot at that point.”