3 Tips for Selling Roll Products

1. Don't be afraid to embrace technology. "View it as an opportunity instead of a hurdle, "advises Brandon Kent, vice president of sales and marketing at manufacturer Telemark ATM Solutions, Sturgis, Mich. Equipment manufacturers often are more than willing to work with distributors to help them understand the technology and complete equipment sales.
   
   
2. Seize roll product opportunities. "Don't be afraid to sell a roll instead of a cut sheet," Kent says. "Selling a roll is very simple. You just need to know what to measure." When ordering rolls, distributors must determine roll widths, diameters, inner and outer core widths, form repeat lengths, and more. When in doubt, distributors can send their manufacturers sample rolls, Kent says. Click here to view roll specifications sheets, courtesy of Telemark ATM Solutions.
   
   
3. Look for alternative sources. Some distributors mistakenly believe they must purchase roll products from the companies that supply the printing equipment. As a result, they sometimes end up paying a premium for rolls. As long as rolls meet the printer specifications, distributors can purchase them from any source. "The make and model of the machine doesn't necessarily indicate the paper spec," Kent warns. "Two people can be using the same machine, but one might be using a 4-inch wide roll and the other person might be using a 2 3/4-inch roll."