It's time to set the record straight about tax forms. They're not a hard sell, which is good news for distributors.
"[This] is a myth other distributors would like to keep you believing," said Jim Magdaleno, product manager for Oxnard, California-based TFP Data Systems.
Paul Willard, sales manager for Grand Rapids, Michigan-based Broker Forms, agreed, adding, "A misconception is that they are hard to sell because they're complicated and you need to understand compliance issues to sell effectively."
Of course, tax forms aren't going to sell themselves. Distributors must find ways to stay fresh in the minds of customers during the key months of selling—September through January.
"The tax season has a short window of opportunity with high returns and what you do in preparation in the previous months leading up to it makes the difference that will generate revenues that increase yearly," Magdaleno cautioned.
Print Professional understands a distributor's time is precious, so we tapped the minds of some knowledgeable suppliers. Get on the fast track to an easy sell by following these tips.
1. Know Your Audience
Understand your clientele's needs. David Yost, general manager of Roanoke, Virginia-based InfoSeal LLC, encouraged distributors to do some simple detective work. Start from the beginning and determine the types of forms certain companies will use.
"To accomplish this, distributors should look at their customer base and the form description in the tax form catalogue to know which forms to discuss. For example, banks will need mortgage tax forms, universities will need tuition tax forms, etc.," he said.
InfoSeal has been producing tax forms since 2001, with a specialty in pressure seal formats.
TFP Data Systems has been a compliance partner for tax forms for more than 40 years, with tax product shipping out of various locations across the country such as Pennsylvania, Minnesota, Texas and California. In addition to offering various online services, the company also fulfills requests for pressure-seal products and offers specialty packaging.