Making the Rounds
BFL&S: What are some challenges your customers have presented your company with, and how did you handle them?
Maggio: Most of our challenges come in the form of service, specifically delivery. The way we handle this problem is simple: we respond and meet the customer’s needs.
Cahill: I think one of the challenges we’re being met with all the time is to be a company that’s not just going to sit back and provide product, but a company that is going to look at systematic ways to group orders to find alternatives, like any other business would want, to provide products at less cost. I think hospitals are looking at this e-form trend and saying, “If you can tell me that at the desktop I can print on 20-lb. white bond paper and not have to inventory it at X, Y and Z company, I’m going to take a look at that.”
BFL&S: Fraud and prescription drug abuse are some major issues in the health-care industry. What type of secure document solutions does your company offer?
Cahill: Many of the doctors we deal with [just want] on-time delivery [of] prescription pads. They feel safer, they want them numbered [and] they want safe paper, so we’ve brought options [to them].
Maggio: Primarily, we offer void pantographs and secure watermarks. Custom watermarks and bleed-through numbers are also available. The point is to layer security feature[s].
BFL&S: What are your predictions for the future of the health-care printed products market? Do you think e-forms will eventually replace traditional paper-based forms? If so, what does this mean for manufacturers and distributors of printed products?
Moerman: What I’ve noticed the biggest change [in] is continuous forms. They are really going away, and that is because of e-commerce, where everybody’s doing electronic billing and there’s really no need for continuous printers anymore. When a new company opens up, they don’t buy continuous printers anymore—they buy laser printers. ...With continuous forms, there’s been a very large drop over the past 10 years.