How to Turn an Opportunity from “Maybe?” to “Absolutely!”

Stouse’s (Booth 3882) reseller, a mid-sized commercial printer, had a potentially business-changing opportunity. However, he didn’t have the equipment capacity nor the labor resources to complete the job within the timeframe the end user needed.

A nationally known transportation organization found exactly what they were looking for when they happened upon a decal they loved. It had been exposed to the elements for an extended period of time, yet it still had brilliant color. The thickness and type of material was what they needed. It was also the size they’d been looking for and it hadn’t weathered at all. They went to the reseller to get something just like it. But they needed 150,000 of them — a quantity the reseller had never done before — and all within six weeks. Additionally, the end user wanted production samples, which would add to the project timeline. It was a tall order, and one he couldn’t fulfill with his own resources, so he reached out to Stouse.   

The Solution

Stouse knew how to ensure they would avoid any potential pitfalls and obstacles. They handled the project with ease and skill — asking the right questions and offering up solutions, such as: What are the specifics for how this decal will be used? What kinds of issues or concerns have they had with previous suppliers? What do you think is most important to your customer to satisfy their needs? How can we over-deliver to impress the end user? What can we do to provide an experience, a product, that will make them want to come back; and, how could we do all of this economically, so it is a win-win for everyone involved?

The project was successful and the end user was impressed. However, Stouse didn’t stop there. Because they view themselves as a partner to their resellers, they offered additional product samples with the transportation company’s branding to help the reseller expand the business beyond the decal project. The reseller secured a meeting and offered additional branded pieces, and within weeks of that meeting, the reseller secured another large order for one of the products presented.

The Outcome

The reseller has grown his business 25% in a little less than one year. He went from having many small customers and orders, where it was more challenging to keep up, to being able to service large national clients. By focusing his time on selling to these larger clients, and outsourcing the production to Stouse, he has added almost $250,000 to his top-line in slightly less than one year.