Q&A | January 17, 2014

Six Questions That Will Lead To Better Consumables Sales

Bernadette Wilson

By Bernadette Wilson

BSM-Chasing Money

Scott Robnett, director of interactive services for Imprint Enterprises, says regular communication is key to consumables sales. Business Solutions recently interviewed Robnett for the article “Edge Out Competitors With A Complete Cloud-Based Mobile Solution.”

He points out it is easy for companies to compare prices and order standard or stocked consumables, but they will be less likely to look into ordering on their own if you stay in touch.

When you call or visit, Robnett says it’s important to ask the right questions. He lists six things to ask about that can help you pinpoint your customers’ needs:

  • Printers and material types (paper, polyester, polypropylenes, etc.)
  • Printer type or process (direct thermal, thermal transfer, auto-applicator, etc.)
  • The customer’s label application (How labels will be used, what will they be applied to, temperature during application, conditions — such as abrasion, chemicals, immersion, or harsh environments —  that will affect the media)
  • The surface to which the label is being applied — is it smooth, rough, or organic?
  • The ribbon type the customer is using, if the application is thermal transfer.
  • Preprinted features (or needs for preprinted features) on the label

“Customers appreciate attention to detail and the ability to come up with the best products and services to fulfill their requirements,” he says. “We find that we are more successful by a large margin when we fully understand their needs and provide the right solution.”