Jeffrey B. Luehring, segment leader for carbonless rolls and security with Appvion, Appleton, Wis., described a new sales tool the company is designing to help distributors sell print security. "Many sales tools from paper companies tend to be swatch books and sheets of paper, but what we've found is that [distributors] are actually selling a finished document that contains print and paper to an end-user, so our new selling tools are much more document-focused," he said. "We're pointing out the features and benefits of security paper to deter fraud, and we're pointing out the features and benefits of what a printer can print on or apply as well," he said. "It's to focus much more on the final item that a distributor is selling, versus trying to have a distributor use some paper swatch books or sheets of paper to try to articulate to an end-user what that can do for him or her to deter fraud."
- Places:
- Cohoes, N.Y.