GREAT LAKES INTEGRATED -- Web Puts Clients In Driver's Seat
Schultz says he decided to form GLDirect almost 15 years ago. "Since we did not print everything that went into our distribution and fulfillment center, our customers were sensitive about asking one printer to ship into another shop," he explains.
"AKSESS is a similar situation," the company president continues. "A lot of our clients are working with agencies and other printers that are putting information and content into our systems."
Custom Driver is the most recent expansion of AKSESS' capabilities, but is not expected to be the last. It is a template-driven, online system for creating customized documents.
"A number of our accounts have distributors, dealers or a network of document users and they want to protect their brands," Schultz says. "Custom Driver gives them the liberty to enable their 'customers'—internal or external—to log on and build pieces that are driven into print, mailing and distribution operations at GLI."
GLI's customers are given the option of implementing a single driver or any combination up to a complete system—from DAM to Inventory Driver. "That's one of the things that makes us a little unique. We can blend these capabilities into one program," Hanisko says.
The sales process starts with a client meeting to do a needs analysis, Schultz reports. "Given the level of competition in the marketplace, we find that trying to go in as just a print solution provider may not open many doors. AKSESS has probably opened more doors for us over the last three or four years than any of our other services."
"We are a great printer, but what really sells is putting everything together—GLPrint, GLDirect and AKSESS," Hanisko adds. "Having three different divisions gives us three distinct entry points into an organization. We typically don't close a client with everything at one time. We'll start with one service, and then grow into a holistic relationship."