This is where Rustad profits. Those are a one-time sale. The key is the supplies. In 1997, Rustad sold the bath and beauty supplier 1.3 million thermal transfer labels and 820 ribbons. But his job doesn't end with the sale.
Service is critical to effective bar coding systems.
The customer is on a forms management program, so Rustad checks and restocks consumables weekly. He also meets once a week with customer contacts, including the IS Director, the general manager, members of the purchasing department and key employees who use the bar coding equipment. During the meetings, he ensures that the bar coding systems are running smoothly and ascertains any needs. For instance, if Kmart advertises a sale on skin care products manufactured by Rustad's customer, then the company will probably increase shipments to the retailer, so Rustad delivers more labels. Once a month, Rustad examines the bar coding equipment, including printers and scanners.