Written by Derrick Doi
Vice President, Quick and Franchise Print Segment, Xerox Corporation 

PostNet

When Ron Bradley bought a PostNet franchise in Asheville, N.C. in 1999, he developed an unconventional business strategy. While most PostNet stores focused on shipping, Ron emphasized copying and printing.  A few years later, PostNet International Corporation began encouraging that every franchise make the same shift to print.

Today, about 80 percent of Ron’s revenues come from printing related services, and they continue to thrive, propelling the franchise to its best year ever, if 2013 continues to deliver double-digit growth. Behind the growth: a burgeoning wide-format printing business initiated about 10 years ago and new technology acquisitions.

The time was right for investing in the new print technology, The franchise’s workhorse, a Xerox DocuColor 260 Copier/Printer was beginning to show its age and was challenged by an increasing volume and a lack of registration control on some applications.

Bradley began researching his options in January, looking only at Xerox because his Xerox 260 experience surpassed what he’d had with other manufacturers. He liked the new Xerox C75 Press, which offered automated registration features and higher volume capacity.

Financing the acquisition was another story. His long-time bank that held his previous loans was his first choice, but they had become stricter since the 2008 recession. Then he met with QBSI, a Xerox company that sells and services office and printing equipment and manages the PostNet account nationally. “As a loyal QBSI customer for 10 years, and with the assistance of Greg Kelly and Joan Serwold of QBSI, I was approved in three hours.”

So in June, QBSI delivered a new Xerox C75 copier printer, and a Duplo DC-645 Slitter/Cutter/Creaser, which automates cutting of multi-up sheets, saving him as much as 15 hours per month of manual labor. Bradley’s customers not only appreciate the consistently tight registration and even better image quality from the Xerox C75, but also like the increased ability to get most of their printing at one business center. Comments from clients include: “The output from this machine looks as good as what you get off an offset press,” Bradley said.

“I’m adamant about the high quality of the products for my clients,” he said. “That is what we are known for—high quality at a fair price.  If people feel they are treated right, with great quality, and are comfortable with the price, they will continue to come back.”

What’s driving your growth? What’s making you successful?