Rob Jones

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

Highland Computer Forms finds success in blending traditional and modern products. Twenty-one years ago, Highland Computer Forms President Phil Wilson would have been satisfied if his company reached $10 million in sales by the mid 1980s. So the $50 million in sales he achieved in 2000, along with the Manufacturer of the Year title he received from BFL&S, should surely suffice. "At the time, we thought we could make a good living if we could get sales up to $10 million, and we hoped we could do it in six or eight years," said Phil Wilson who, along with a team of dedicated

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

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