A Special Father’s Day

Flying in a R44 Helicopter with my son Jack and friend (pilot) Jake.
Flying in a R44 Helicopter with my son Jack and friend (pilot) Jake.
Jack pushing the helo back to the hanger
Jack pushing the helo back to the hanger

lake-300x196Once in a while, you have a chance to live a special moment. On Father’s Day, I had the opportunity to fly with my son Jack in a helicopter piloted by a good friend of mine- Jake. What an experience!

When we got to the hanger, we had to check the helicopter carefully including adding some oil.  Once the check was over, my son pushed the bird out to our takeoff area.  It took a few cranks to start it up and then we were off.  A couple on bicycles stood at the end of the runway watching until we left. Everybody seems to love helicopters.

We flew 300 feet  off the ground our entire flight seeing amazing sites from a different perspective- green ow pastures, beautiful homes, lakes, small towns and waving people. Our hour long flight started in Hamburg, NY and stretched out to Rushford Lake (seen above). Often, we used the GPS on my Droid phone as our navigation instrumentation which is crazy when you think about how commercial jets are flown.  A few times, we followed roads to find our way.

Jake gave my son and me a special Father’s Day gift. The excitement stayed with us for days after. I am so thankful to have those special moments with my kids.

Jeff Bertrand

Trending now in the booklet label niche….

We want to keep our customers and distributors up to date on what is trending in the marketplace with regards to booklet labels. We see growth in the following arears:

  1. GHS- Global Harmonization is a hot topic because the deadline is sometime in the middle of next year. We have a number of large clients who are very concerned with how they are going to handle the languages and symbols on small curved product.
    Go to our note on GHS to find out more. http://www.jhbertrand.com/page/GHS/164.html
  2. e-Pedigree- This relates mostly to pharmaceuticals. Due to the wide spread counterfeiting of drugs, the FDA and pharma manfacturers want drugs to be serialized and coded to reduce this problem. JH Bertrand has the capabilities to add the appropriate codes for pharma booklet labels.
  3. Green Booklet Labels- Customers are asking about materials that can be used for recycling. They want their labels to have a more natural look. JH Bertrand can design a booklet label for you that addresses the look that you want to achieve.
  4. Where are the coupons labels? – Our channel checks show that far fewer coupons are being purchased this year. We are not exactly sure why, but customers seem to be trending toward smart phone coupon applications shown at the register rather than putting one on the product. For obvious reasons, we think that coupon labels are a very effective and won’t be replaced by smart phones etc. However, there is no denying that coupon labels are nowhere near as popular (for now) as they used to be.
  5. Multilingual booklet labels– business and products gets more global everyday. There is great cost savings in eliminating individual country labels in favor of consolidating all the information into booklet labels. Not only are we very skilled with languages, we offer technical translations services as well.

How to be more valuable to customers… (Distributors)

In an ultra competitive world, companies need to be more creative about how they attractive new business. Asking lots of questions and being a consultant is one of the top ways to be more to your customer. By asking good questions, you can find “pain” that needs to be addressed. For example, a customer may find that it is costly to inventory 24 individual country languages for a medical product that is shipped to multiple countries. Your suggestion would be to consider a multi paged booklet label that turns 24 pages into one inventory item.

We take this process one step further. We review the business and look for issues that the customer may not know they have. The buyer probably knew that her inventory issue with the different country labels was a problem. She simply didn’t know the best way to solve it. The former is good, but your “A game” is to bring up issues that the customer is unaware that she is going to have.

A good example might be telling a customer about GHS in the early days of development. Global Harmonization is a global project that involves getting chemical companies to use the same symbology on their products across all countries involved. This makes it safer for the users and less confusing for the chemical companies when they prepare their labeling. You would stand out by bringing the issue up with the company as most sales people are more interested in addressing what is known rather than doing research and presenting what is unknown. It is much easier to become a supplier to a company when you come with fresh ideas on how to help with future problems. This gives the buyer a chance to address the future issues early with her company. Taking out any political issues, this can do nothing but make everybody look good.

If you want to be valuable to your customer/partner, you must take the consultative sale to the next level. The business, the buyer and you will all gain.