Lend a Reliable Hand to Distributors
Out of all of its document solutions, conversion is currently the least in demand by distributors. Through the assistance of universal coding such as html and pdf creation, NPC can convert any format, including paper, tape, diskette or CD. "We would love to see this service be sold more often by distributors, but I think many are just beginning to add this to their offerings," said Weaver. "It requires different expertise than print, but offers the advantage of adding true value to a print project."
A private company of over 400 employees, NPC uses numerous outlets, such as advertising, trade shows and direct mail to promote the many distributor services it has to offer. "We get many new customers from referrals, though, which is great because it means someone was pleased enough with our work to tell someone else about us," said Weaver.
Over time, NPC has changed its approach when dealing with distributors. "We have gone from simply taking quotes from distributors to working with them proactively, helping them to increase sales and add value by suggesting alternatives and additions to projects," she said.
In fact, NPC has created a customer service department that is solely dedicated to servicing distributors. "Our services have improved by focusing on relationships," said Weaver.
By Jennifer Hans