Brea, Calif.

Technological advances enable a host of security measures at work in today’s marketplace. Many of the new developments spawn the need for related accessories and supporting products, creating new selling opportunities. This month’s mystery product is an innovative solution designed for use with sophisticated identification badges and card products. Best of all, the unique, practical, patent-pending product makes a great door opener, helping distributors gain access to new accounts. Use the following clues to try to guess what the product is: • It prevents damage to delicate, embedded smart card and RFID technology. • It is a secure measure for both plastic

Software advances cause the superform of the '90s to take on multiple forms. What looked to be the super-modern form of the '90s quickly became, in a way, outdated. As software technology progressed, so did the way we relayed information. As a result, not all of the data entered into computers needs to be printed on paper. In fact, a lot of it is routed via e-mail and stored in its appropriate place. That may be why some suppliers are reluctant to call electronic forms forms at all. "The electronic form in itself hit the wall in 1998," said Bob Lachner, RxLaser, Brea, Calif.

A hands-on guide for selling this hot new niche product By Barbara A. Bucci Maybe you thought you knew what they were. And maybe you always did know. But since many people confuse electronic forms with software-compatible forms, let's first end any confusion that might exist and differentiate one from the other, before talking about market opportunities. According to Ted Nowlen, vice president of marketing and information technology at Bridgeville, Pa.-based Interform Solutions, an electronic form is a mail-enabled form that allows users to complete it electronically. Users can then capture and route the form throughout an organization's computer network. On the other