Bar Code Printing Sales Opportunities: Strong In 2008

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•Article: Bar Code Printing Sales Opportunities: Strong In 2008

So, bar code printers aren’t as exciting as video surveillance or digital signage, but that doesn’t mean that bar code printers aren’t still providing lucrative sales opportunities for VARs. Vertical markets such as supply chain, retail, and healthcare are still the top markets for bar code printer sales. However, three industry experts (Angela Mansfield-Swanson, director of corporate marketing for Cognitive/Transaction Printer Group; David Lundeen, VP of sales and marketing for TSC America, Inc.; and Jeff Jackman, national sales manager for Toshiba TEC) recently offered their thoughts on new opportunities that VARs may want to consider to boost printer sales.

Maybe you don’t care to get into the medical vertical. Perhaps your specialty is manufacturing. “If that’s the case, why not take a hard look at your vertical specialty to see if you can develop a solution for that market?” asks Lundeen. “For instance, most manufacturing companies move products through a work in process [WIP] cycle. If your customers aren’t using bar code printers and readers to assist in that process, perhaps you can show them how."

Another way to add value to your solution is to offer a cost analysis up front. According to Jackman, “This can usually be accomplished by looking at the original cost of the customer’s existing equipment and adding the cost of the consumables used, repair costs, and any other associated costs such as shipping and lost productivity due to downtime. Compare that with the costs of the new solution you’re proposing. Customers are often shocked when they see how much their old solution costs compared with the new one. This is a good way for VARs to differentiate themselves from the competition.”

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•Article: Bar Code Printing Sales Opportunities: Strong In 2008