Hillsboro

Celebrating its 30th anniversary, Highland Computer Forms, Hillsboro, Ohio, has expanded its product line to include pressure-sensitive labels.

Distributors can still experience consistent sales with basic forms. It was French author Alphonse Karr who once said, "The more things change, the more they are the same." Karr made the profound statement during the 1800s, yet it still rings true today. Even in the world of business forms, labels and systems, where e-commerce, on-demand printing and modern alternatives seem to be taking the industry by storm, one will still find a constant—a continued demand for some very basic traditional products. Take, for instance, just how much traditional products account for overall sales at Web Graphics, Glens Falls, N.Y.—70 percent. And, at Highland Computer

Highland Computer Forms, Hillsboro, Ohio, is launching PACE -- a new distributor-relationship program that stands for "Partners Assuring Continuous Excellence." Prompted by Highland's desire to actively help distributors achieve professional goals, PACE offers consultative meetings, surveys and informative summary reports to distributor sales personnel. Through this program, Highland will be able to pinpoint specific customer needs and manufacturing opportunities. In turn, Highland will tailor its products and services to the individual desires of distributors.

Close working relationships between distributors and manufacturers can improve sales for both. Selling solutions involves more than just finding the right form in a catalog. These days, it often requires teamwork, with the distributor involving experts in software, production equipment and technology—all from a manufacturing partner. But it doesn't have to stop there. Today, manufacturers also provide printed marketing collateral, product education, plant tours and joint sales calls to boost marketing efforts. For instance, Highland Computer Forms, Hillsboro, Ohio, offers sample packs and welcomes distributors and their customers on plant tours. "It provides an additional level of comfort if they see