Sales Tips from Repacorp’s Pros

SALES TIPS FROM REPACORP'S PROS

If you are selling labels and packaging and just don’t know where to start, go to your local grocery store and scour the shelves to find products that are local for leads, or find local trade shows and walk through them. Many larger cities have a lot of small weekend shows that you can walk through to find new local products. You can also use a local manufactures’ guide but always look at the company’s website before making a call. It’s good to know what they manufacture and how they package their products to help get your foot in the door. And finally, go after product labels for products you enjoy using. If your heart is into the product, you are more likely to pursue the project more aggressively.

Focus on value instead of price. Knowing your customer’s budget is important, but providing a product that solves a problem is valuable. Get to know the major material manufacturer’s products. Then you can recommend the right material (facestock and adhesive) for your customer’s application. Many times the material they are currently using is overkill, so test a less expensive material that will work for your customer’s application and save them money.

Always look for better options for your customers and prospects. For example, your customer may be using a certain label size because someone else had a template or die. Today’s technology offers laser cutting, which allows your customer to “custom fit” the label to their application.

When you get to the quoting stage, samples help tremendously. Show your customer samples printed on the same material and with the same equipment so they can see exactly what they will receive. If you are quoting a multiple version job, talk about digital printing with laser cutting. Since there are no plates or tooling, the customer can change the label design anytime they want. For example, they can make the label pink or add a ribbon for breast cancer awareness in October. You will be providing more value to your customer without changing the price!

Keep checking back. If you hear “no”, don’t let it be forever. Keep in front of the customer through emails, direct mail, and drop in to show the customer new solutions. Be patient and keep an eye out for how you can add value.

 

Sales tips from Our Pros:

Tony Heinl, President:

  • Get to know your manufacturer’s main materials. Then you can recommend the right material for your customer’s application. Many times the material is overkill, so you can test a less expensive material to save your customer money.

Andy Heinl, Vice President, Digital Printing

  • Hit up your local grocery and scour the shelves to find products that are local for leads.
  • Sell your service, not pricing.
  • Find out if there are challenges or problems with the current product(s) and fix the problem.
  • Go after the labels, shrink sleeves or, pouches for products you enjoy using. If your heart is into the product, you are more likely to pursue the project more aggressively.

Nick Heinl, Vice President, Shrink Sleeve Labeling

  • I feel it is extremely important to know everything about the product you are trying to sell. While it is important for you to know everything, your potential buyer may not care about 95% of it. Rambling off every capability and process you offer can shut down a buyer as opposed to presenting relevant solutions that benefit them–and turn it into a sale.
  • Pick up the phone and call your customers, or go see them any chance you get. With technology advances, it is becoming less common to have actual conversations. Try to replace one email conversation a day with a real phone conversation. Having a relationship with the buyer will win you many opportunities.

Andy Goins, Account Manager

  • Immediately, establish the difference between yourself (your company) and the competition. Highlight the Value Add you can offer your prospect in answering their requirement. It may be as simple as providing samples for testing, or an onsite visit to walk the floor and view this requirement. While at the prospect’s location, keep your eyes wide open for other opportunities that were not even mentioned, and for an opportunity to share your capabilities with other decision makers within the targeted prospect location.
  • Present additional Value Add in offering your readiness to further review their requirement with a manufacturer or materials expert if needed, to insure exact qualification of their application. As you establish this degree of separation from your competitor as a part of the Value Add you have presented, it will only grow the confidence level your new prospect has in your company services and abilities.
  • Ask for the Order!
  • Close the Business!

Jennifer Fister, Account Manager

  • When providing a quote, I always follow-up with a sample. I think it helps tremendously if they can see exactly what they would receive.
  • Also, for multiple version jobs, I always talk about our digital press. Since we don’t use plates and dies, they can change the label design anytime they want. For example: in October we can make the label pink and add a ribbon for breast cancer awareness, or add Halloween graphics, and it won’t change their price.

Samantha Forster, Account Manager

  • When using The Manufacture’s Guide, always look at the company’s website before making a call. Knowing what they manufacture, and how they package it, can help get your foot in the door.

Rob Galyon, Account Manager

  • Always look for better options for your customers and prospects – they may be using a certain label size because someone else had a template or die, laser cutting option allows us to produce a “custom fit” without purchasing tooling.
  • Find local trade shows and walk through them. In Arizona, as we have a lot of small weekend shows that you can walk through and see new products that need labels and packaging.
  • I agree with Andy 100% on going after products you use and like–if you like the product; you are more likely to pursue the project.

Craig Frost, Account Manager

  • Listen more, talk less! Sales people like to talk…and sometimes we deliver capabilities and solutions well before the customer has explained their issues. If you’re formulating your answer in your head before you fully understand the pain, STOP! Listen with the intent to fully understand and then repeat it back to your customer so they can affirm you have the details correct.
  • Find the pain, fix the pain. Typically you win the business!
  • Make more phone calls! Nobody seems to return emails these days. Make phone calls instead to generate meetings. Formulate what you want to say before you get your customer on the phone. You only have less than 30 seconds before you’ve lost their attention.

 

 

 

 


Variable Printing & Barcoding

VARIABLE PRINTING & BARCODING WHITE PAPER

Variable data and barcode labeling applications include brand security and protection, personalization, game pieces and variable coding for security, pharmaceutical and industrial markets. There are many applications for variable data printing, but the most common use in the label industry is variable barcodes for tracking inventory.

Dig into valuable information about variable printing, barcodes, databases, and materials by downloading the white paper below, written by Tony Heinl, President.

Variable Printing and Barcoding White Paper ONLINE FORMAT

Variable Printing and Barcoding White Paper PRINT FORMAT

 

Repacorp’s variable printing capabilities include:

Short Runs of Variable Printing & Barcoding

With digital printing, 4-color process short runs with black variable data can be economically produced. At Repacorp, we offer as few as 100 labels with black variable printing and barcoding. There are no plate charges, and our laser cutting capacities eliminate the cost of expensive tooling.

High Volume Runs of Variable Printing & Barcoding

Large high volume orders of 50,000+ labels are printed at high speeds on our 13″ wide flexographic press and our 20″ wide flexographic press. 600 x 600 dpi digital variable inkjet presses are attached to the flexographic presses. A 4″ x 6″ label runs 3 across on the 13″ wide press, 4 across on the 20″ press, and runs 150-200 feet per minute. The black variable data does not only have to be barcodes or text, it supports a range of linear, 2D barcodes (including QR codes), numbers, graphics, logos and personalized data. Our equipment has software that verifies that the barcode will scan, and it makes sure there are no duplicate numbers. We can produce barcodes as small as 1/2″ x 1/2″, and as large as 20″ wide and with unlimited length.

Variable RFID Barcode Labels

Repacorp’s proprietary printing process allows us to produce RFID enabled labels with accuracy, improved quality, and increased capacity with low rejection rates. We can print variable barcodes, insert the RFID inlay, encode the RFID chip, and verify that the barcode matches the RFID chip data–all in one pass. Our customers use variable RFID barcode labels to track assets, in their supply chain, or to create omnichannel customer experiences (a multichannel approach to sales that provides the customer with a seamless shopping experience).

Personalization & Hyper-Personalization

Repacorp’s HP presses and software offer personalization and hyper-personalization capabilities; 4-color process variable printing to make each label, shrink sleeve or flexible package unique. This type of variable data printing is usually used in advertising and marketing campaigns to personalize products and for games that engage the consumer. An example of personalization variable printing is the Coke® campaign. Armed with a database of popular names, Coke printed a different name on each can. If you found a can with your name on it, you had a “personalized’ Coke.

Service Bureau

Repacorp’s Service Bureau prints static or variable data on a variety of thermal transfer and direct thermal facestocks. We provide 100% barcode verification, ensuring no missing or duplicate numbers.

 


Barcodes vs RFID

BARCODES VS RFID

In the beginning there was paper, pencils and filing cabinets. In June of 1974, the first barcode was scanned, introducing a new way to identify and track items. In the 1980s, RFID technology became fully implemented and applied to transportation systems, tracking, and business applications.

BARCODES

A barcode is an optical machine-readable symbol that quickly and accurately captures information. When read with a scanner, barcodes identify information such as the manufacturer, product category, location, size, and so on. A scanner reads the vertical bars and the white spaces between the bars. Different combinations of bars and spaces represent different characters. Barcodes are commonly utilized for tracking and inventory control.

Advantages of Barcodes:

1. Barcodes are fast, and reliable. Instead of the time consuming and labor intensive act of manually entering data, barcodes quickly scan information into a system. The data scans accurately, eliminating human error.

2. Barcodes reduce employee training. With barcodes, employees do not have to be familiar with the entire inventory or pricing procedures, and learning to scan a barcode only takes minutes.

3. Barcodes are a mature proven technology that is inexpensive and user-friendly.

4. Barcodes make it possible to precisely track inventory. Due to the precise tracking, inventory levels can be reduced, lowering overhead.

5. Barcode labels are inexpensive to design and print. The labels can be customized with a variety of materials, varnishes, adhesives and constructions depending on the application.

6. Barcodes are versatile, as they can be used for various data collection, including pricing or inventory information. Barcodes can track not only the products themselves, but also outgoing shipments and even assets.

7. Since information from a barcode is scanned directly into the central computer, barcode information is ready almost instantaneously, making rapid decisions possible.

RFID

RFID technology automates tracking, allowing multiple items to be read at once without the labor intensive scanning of a barcode. RFID supports reading with no line-of-sight or item-by-item scanning, eliminating human error. The data collected from the RFID chip can be updated in real time.

Advantages of RFID tags:

1. Multiple tags can be scanned at once.

2. Stationary readers are automated, not needing labor to operate.

3. RFID provides “just-in-time” information to quickly make business decisions.

4. Barcodes need to be scanned one by one, but with RFID, thousands of tags can be read in seconds, reducing operational time and labor.

5. RFID technology can be integrated with manufacturing and supply chain technologies to create in-time ordering/stocking and creating an omni-channel experience for the consumer.

6. RFID has read/write capabilities. RFID tags can be read and modified, and they can store more data than barcodes.

7. A barcode can be printed onto a RFID tag, giving you both technologies.

 

Download AT A GLANCE graphic comparison of Barcodes vs RFID.