Sean O'Brien, national sales manager, Avery Dennison, Buffalo, N.Y., agreed. He said that "it is very hard to go into a business that is not using laser labels and win them over by waving a couple of laser sheets around."
The solution to this problem, he said, is to offer clients an improvement over their current printing system. First, O'Brien recommended that distributors find out what clients' printing requirements are, where they see their businesses heading and if there are any problems they would like to see eliminated. Next, he suggested targeting clients who manufacture and ship large quantities of products requiring bar coding. By replacing vast amounts of information normally processed by hand, bar codes can save clients time and money.