Fred Braun, sales representative with BCS Label, has
probably sold more on-demand color printers, ink and labels than anyone I know.
If you don’t know, BCS Label (www.bcslabel.com), a division of BCS
Solutions (http://bcssolutions.com/) is a value-added reseller whose strength is in the depth of experience
of their sales staff; which average over 50 years of industry experience with
companies such as Intermec Corporation, Norand Corporation and United Bar Code
Industries. BCS Label provides consumables such as ribbons and labels to meet
their customer’s printing needs. The goal of BCS is to be one-stop shopping for all of their customer's needs.
From
my success stories, you can read about Fred’s work at FX Luminaire: http://pos.epson.com/colorworks/assets/ColorWorks_FX_Luminaire_SS.pdf
Mercury Medical: http://colorlabelsondemand.blogspot.com/2012/03/67.html
Dura Plastic Products: http://colorlabelsondemand.blogspot.com/2011/11/perfect-prospect.html
In addition to these companies, he has sold print on-demand
color label printers to several other companies.
I first met Fred when I first started working in
this business; from an introduction by Mark Bunnell of ScanSource: www.scansource.com. According to Fred, “At first, ScanSource told me that no
Epson person was available to make calls.
Soon after, however, I got a call from Guy. We arranged to go visit my customer Hunter,
who just had purchase FX Luminaire.
Hunter wanted to find a better way to produce their color labels. Together, we build a great solution for FX
Luminaire. Since this first success, we've worked together to sell lots of printers, ink and labels.”
For this post, I asked Fred, “Why are you selling print
on-demand color labels?” According to
Fred, “I see real opportunity in this relatively new business. First, it seems lots of smaller companies
with large number of products need print on-demand color labels. These types of companies don’t want to
purchase large minimum order quantities of preprinted labels. Instead, they would prefer to produce only
what they need when they need it. Large
buyers of specific labels are not the best targets.”
As a follow up, I asked, “where do you get the leads?” Fred says, “I get leads for thermal transfer
printers and preprinted labels all the time.
Whenever a customer asks about preprinted labels and thermal transfer
printers, I try to switch them by asking if they would prefer printing labels
only when and where needed. Most of
these end users do not understand the technology is available. Although I sell thermal printers &
ribbons, I prefer to sell the printers and ink cartridges if it’s better for
the customer.”
Finally, I asked Fred, “What is your goal for next
year?” Fred says, “In 2013, I would like to make the color a much larger part of my sales. I
get great support from Dave Marin, Owner of BCS, and Guy, which makes the
selling of this product much easier.
If you sell barcode printers, ribbons and ink, maybe you
should try to become the “Color King” too.
You, your company and your customers (and me) will be glad you did!
Guy Mikel
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