Advanced Retail Management Systems (ARMS) is the leading provider of point-of-sale and inventory control systems for small to mid-sized retailers in the United States
As the President of the Value Added Reseller and Integrator, Bruce Klepper, President, saw the opportunity for new business immediately with his existing customers with on-demand label and tag printing.
According to Bruce, “the tags produced by the TM-C3400 look great! With tags and labels like the ones produced by the TM-C3400, retailers can reduce costs, save time and improve their Marketing capability. In addition, on-demand color label printing opens up a new on-going consumables business opportunity for our company.”
To move forward with the opportunity, ARMS took a 3 step approach to test the on-demand label solution. First, ARMS tested the functionality of the TM-C3400. Using a demonstration printer, a technician from ARMS learned how to operate the printer. For ARMS to promote the TM-C3400, it was important to verify how the printer performed.
Second, ARMS wanted to see the total on-demand solution run. At the recent Retail Pro Partner Conference, ARMS saw first hand, Retail Pro®V9 produce on-demand labels and tags. Be sure to check out my previous post for more information on this meeting.
Third, ARMS arranged a supply and price of the media. As the TM-C3400 requires different media than traditional thermal transfer or direct thermal printers, ARMS felt the need to confirm the available supply of media. After a few emails with a label converter, ARMS had a supply of continuous glossy paper labels and paper tag stock. In addition, they gained an understanding how to order die-cut labels to meet the specific requirements of retailers. Although some may see the different media requirement as a negative, it may enable VAR’s like ARMS to sell more on-going consumables.
With the total solution confirmed, ARMS was ready to take the next important step: promote it with their current customers and key prospects. Using their monthly newsletter, ARMS added a segment on the TM-C3400:
According to Bruce, “the newsletter created several prospects for the TM-C3400 immediately”. We now plan to send sample labels and tags out to the interested customers and conduct demonstrations. We are very hopeful about the potential of on-demand label printing.”
You too can create new business with your existing customers; and maybe capture new customers at the same time by pursuing the opportunity with on-demand labeling. Contact me to discuss how I can help with your Marketing effort.
Guy Mikel
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