Pressure Seal: Just the FAQ
"The machine sale is important and can be profitable, but it is only part of a successful pressure seal installation and in reality is a one-time sale," explained Harnett. "Resellers should focus on the pressure seal form, as this is the source of continuing revenue."
That means being prepared for whatever questions your clients may have about forms and knowing how to deal with any complications that may arise.
Complications like ... ?
Waganheim advised paying special attention to the perforations on each form, as these are critical to assuring uniform folds and maintaining consistent quality.
"We run into a number of situations where we have sample forms sent to us and the perforations are not cut squarely across the paper, they're kind of deep on one end or shallow on the other, and that can affect the ability of the paper to fold," he said. "We've had some where the perforation was actually the opposite direction, where the strong side of the perforation was on the wrong side of the paper, making it nearly impossible to consistently fold."
The best way to avoid this? Being proactive. "We would recommend that the dealer or distributor look at some samples of the forms and just [try] to fold a few by themselves by hand and see how easily the fold takes place," Waganheim urged. "If they're seeing the paper bending, that's telling you that perhaps the perforation's not done properly."