Get Sales Moving with Automotive Products

Vigilant distributors can go far in this fast-paced industry.

Printed automotive products continue to thrive in the face of their electronic counterparts, and distributors should think twice before backing away from this important and profitable market. "The outlook is great, and I don't see a big dent in the automotive industry from a technological standpoint," said Jason Powers, marketing director at Sellersburg, Indiana-based Giraffe.

While Powers did not foresee a "paperless office," as predicted by some experts, he did acknowledge the impact that technology—such as e-commerce—has had on the automotive forms industry. "More and more people are using electronic means for business transactions today, which directly affects manufacturers' bottom lines," he noted. "However, customers still find it important to receive a paper statement when their vehicles are serviced in any way."

Deanna Day, senior brand manager at Montrose, Alabama-based PrintXcel, a Quality Park Brand, agreed. She said that while technology has had some effect on business solicitation and credit transactions, there remains a need for local sales and service organizations. "Even if someone buys a car on eBay, shipping papers are still needed," she said.

"The auto service industry, for the most part, remains a hands-on business," noted Rhende Wilton, marketing program manager at Delforms, Shoreview, Minn. "While electronic forms of billing and payment have slowed overall paper product check and billing growth, these areas still remain strong."

With forms maintaining their usefulness in the fast-paced automotive industry, Powers said that Giraffe—which manufactures invoices, statements, packing lists and certificates of title—has experienced the most sales in dollar amount with its 81⁄2x14˝ certificates of title. However, he said that overall automotive sales, which account for 10 percent to 20 percent of Giraffe's business, have been flat. "I have seen no alarming trends one way or the other," he said. "We have picked up some new contracts, but in terms of our existing business, we have seen no significant increase in sales."