According to PSDA in the January 2011 issue of Print Solutions Magazine, there are a few things you should think about when selling document security. Our very own Randy Eubanks, VP of Sales, Owner, is featured in the article giving his advice on document security.
- Deter fraud with a warning – State security features in a warning band to make criminals move on to an easier target.
- Layer documents with over and covert features – Including these features that can be seen by the naked eye and features that require a device to be seen will help keep documents safe. Magnetic in character recognition (MICR), watermarks, chemically reactive paper, fluorescent fibers, holograms, prismatic printing and more are some of the best ways to layer your documents.
- Suggest features that fit the application – Documents all require different grades of protection depending on exposure, so it is best to recommend features that best suit the situation. Offering different choices and levels of security and understanding the application is most important.
- Consider the environment – Only include verified features. Think about what actually can be used by the customer. For example, do not add photochromic or fluorescent ink to the document if the customer do not have UV lights.
- Explain due diligence – Explain to customers that the law states that companies can be held liable for check fraud if they don’t show reasonable care in trying to prevent it. Provide clients with a draft letter to their banks, on their company letterhead, informing banks of security features included in the checks (it also provides legal protection).
- Teach internal safety measures – Inform customers that negotiable documents should be kept in a secure place and boxes should remain sealed. Be careful not to label boxes with “checks” or “gift certificates” or anything that would tempt thieves.
- Tout your expertise – Make presentations on security documents at American Payroll Association meetings to establish your expertise.
- Develop community ties – Make allies with the local police and bankers who would also want to reduce document fraud. Join professional or community-based groups, like a chamber of commerce, and offer to give short presentations on document security.
- Be honest – “Nothing is 100% foolproof,” says Randy Eubanks, owner of Suncoast Marketing. “If you run into a professional organization, I don’t care what you do, they can commit fraud. So just be upfront that your role is to do the best possible job to keep the client as safe as possible.”