JANUARY 2006
Topic: Strategic Sales
Title: 2006: So What?
Summary: Columnist Dick Gorelick says that sales reps must increase their efforts to penetrate buying organizations, price pressure is a way of life and integrated marketing communications is more than a concept.
Page No.: 14
Topic: E-Commerce, Case Study
Title: Automated Design and Printing Saves Tour Company Money
Summary: A company that provides walking tours to famous movie sites in Boston goes online to get its marketing collateral.
Featured Companies: Boston Movie Tours and VistaPrint
Page No.: 16
Topic: Industry trends
Title: State of the Industry—Finding Opportunities in Consolidation
Summary: The industry faces higher costs, less demand, and global competition. Companies that aren’t streamlining operations and diversifying offerings will go out of business.
Featured Companies: Dana Consulting/Boston Print Buyers and Strategies for Management Inc.
Page No.: 22
Topic: Financial Market
Title: Makeover Magic
Summary: Financial institutions demand colorful and attractive statements that better organize their customers’ information and offer marketing opportunities.
Featured Companies: BIT Statement and Credit Union National Association
Page No.: 36
Topic: Health Care, Case Study
Title: Hospital Gets Anytime, Anywhere Printing
Summary: A 462-bed health care replaces multiple manufacturers’ printer drivers with a single PDF generator that eliminates compatibility issues.
Featured Companies: Bell Business Solutions, Citrix Systems Inc. and Mount Sinai Hospital
Page No.: 51
Topic: Manufacturing
Title: The Art Department—A Driving Engine
Summary: Consultant Heidi Tolliver-Nigro writes about how digital workflows and design services allow manufacturers and distributors to offer new products, reduce waste and increase throughput.
Featured Companies: Datatel Resources Corp., Trebnick Systems, Doxpress Inc. and QuickTab II Inc.
Page No.: 58
Topic: Industry News, Profiles
Title: Hurricane Roundup—Helping Hands
Summary: The stories of industry members affected by Hurricanes Katrina and Wilma, and how their peers rallied to help.
Featured Companies: Best Business Forms & Supplies, Boise Cascade, Ennis Inc., FormStore Incorporated, Formsystems Inc., Independent Business Group (IBG), Jerome Group, MAR Graphics, Printegra, PrintXcel, Specialized Office Systems Inc., Suncoast Marketing, TST/Impreso Inc., The Tully-Wihr Company, Winbrook and Wise Business Forms
Page No.: 64
Topic: Digital Printing, Case Study
Title: Producing Tangible Technology
Summary: College bookstores sell plastic cards with variable bar code information and activation codes under a scratch-off surface to students, who use them to download electronic versions of textbooks.
Featured Companies: Jerome Group and MBS Textbook Exchange
Page No.: 71
Topic: Profile
Title: Decades of Camaraderie
Summary: The Piedmont Forms Manufacturing Association meets annually to network, share knowledge and golf.
Page No.: 110
FEBRUARY 2006
Topic: Strategic Sales
Title: Avoiding That Awful Reaction
Summary: Columnist Dick Gorelick says distributors have a responsibility to communicate changes in manufacturers’ production, prepress, shipping and other capabilities to their customers.
Page No.: 12
Topic: Industry Trends
Title: Ink Industry Overview—The Ripple Effect on Pricing
Summary: Ink manufacturers say rising energy costs and manufacturing overcapacity mean cost increases.
Featured Companies: Flint Group, Gans Ink & Supply Company and SICPA Securink Corporation
Page No.: 14
Topic: Best Practices, Profiles
Title: Building Quality Into Your Company
Summary: Lessons from three companies that focus on quality-improvement programs, such as total quality management, lean manufacturing and ISO Standards.
Featured Companies: Branch-Smith Printing, Hammer Packaging and McNaughton & Gunn Inc.
Page No.: 30
Topic: Manufacturing
Title: Print in 2006—Where Are We Headed?
Summary: Consultant Ivars Sarkans writes about opportunities for printers in digital printing, in-line finishing, document processing and mailing services.
Featured Companies: Didde Web Press Systems, Heidelberg, KBA, Kodak, Müller Martini, Presstek, RDP Marathon-Drent Goebel, Riso, Rotatek SA, Ryobi, Sanden USA, Screen USA, Shinohara, Stevens Technology LLC and Super Web Inc.
Page No.: 47
Topic: Profile
Title: Imparting Words of Wisdom
Summary: Retired distributor Cliff Shellhase writes a book that is meant to inspire a zest for life and sales.
Page No.: 117
MARCH 2006
Topic: Strategic Sales
Title: The Web-to-Print Challenge
Summary: Columnist Dick Gorelick says that technology is permanently altering the graphic arts landscape for buyers and sellers, particularly with the adoption of web-to-print applications.
Page No.: 16
Topic: Web-to-Print, Industry Trends
Title: Reality Check
Summary: As the print industry matures, distributors and manufacturers will be successful only by offering web-to-print technology to their customers and by adding value with unique applications.
Featured Companies: Ennis Inc., Graphic Arts Sales Foundation, MaverickLabel.com, Pageflex, Printegra, Ward/Kraft Inc. and Wise Business Forms
Page No.: 22
Topic: Web-to-Print, Software
Title: ASP vs. In-House Technology
Summary: A company that chooses to offer W2P solutions must decide between carrying the weight of the technology alone or with friends.
Featured Companies: Business Stationery Inc., FormStore Incorporated, MaverickLabel.com and Webb/Mason.
Page No.: 34
Topic: Web-to-Print, Case Study
Title: Finding the Right Port of Entry
Summary: Allied Printing Resources modifies a W2P solution for the New York and New Jersey Port Authority.
Page No: 42
Topic: Web-to-Print, Profile
Title: The Web-to-Print Distributor
Summary: Willie Brennan partners with printers and distributors to offer end users custom web-to-print solutions.
Featured Company: Custom Print Now Solutions
Page No.: 46
Topic: Web-to-Print, Software
Title: The Key to Online Solutions
Summary: Software companies provide turnkey solutions with W2P applications that are becoming as important in the industry as presses, paper and ink.
Featured Companies: e-Quantum Inc., Four51, Kramer Smilko Inc., Pageflex, Printable Technologies Inc., Printra Inc., TopForm Software Inc.
Page No.: 52
Topic: Web-to-Print, Profile
Title: A New Brand of Marketing
Summary: Faced with steep competition, FORMost Graphics Communications Inc. found new ways to market itself with web-to-print.
Featured Company: FORMost Graphics Communications
Page No.: 61
Topic: Web-to-Print, Case Study
Title: Keeping the Internet Simple
Summary: Webb/Mason becomes a one-stop shop for online giant AOL.
Featured Company: Webb/Mason
Page No.: 64
Topic: Web-to-Print, Profile
Title: Mimeo on the Move
Summary: The industry’s fastest-growing company relies on speed, precision and web-to-print.
Featured Company: Mimeo Inc.
Page No.: 72
Topic: Manufacturing
Title: PSDA’s 2006 Manufacturer & Supplier Print Conference
Summary: For those considering the annual Manufacturers & Supplier Print Conference in Philadelphia this year, here are six important reasons why attending is critical to your success.
Page No.: 88
Topic: Profile
Title: Testimonial Ad Benefits AB&C Group, Bank
Summary: R. Michael O’Hara, chairman and CEO of AB&C Group taped a testimonial radio ad for BB&T, a financial holding company, to promote his business and help sustain a positive relationship with the bank.
Page No.: 128
APRIL 2006
Topic: Strategic Sales
Title: All May Not Be Well
Summary: Columnist Dick Gorelick writes about “mega-accounts.” Surveys show that mega-accounts are not automatically loyal to you. Gorelick suggests treating every account, particularly the important, high-potential ones, as prospects at all times.
Page No.: 16
Topic: Profiles
Title: Leaving a “Stamp” on the Printing Industry
Summary: Only three manufacturers currently are certified by the U.S. Postal Service to produce postage stamps.
Featured Companies: Ashton Potter (USA) Ltd., Avery Dennison, MACtac Printing Products and Sennett Security Products
Page No.: 20
Topic: Security Documents, Case Study
Title: Ensuring Security
Summary: A distributorship provides an insurance company with 110,000 laser checks featuring DocuCheck security paper, a void pantograph and thermochromic ink.
Featured Companies: The Flesh Company and The Proper Printer Inc.
Page No.: 34
Topic: Top 100 Manufacturers
Title: Still on Their Way Up
Summary: Manufacturers contended with inflation in 2005, but many logged sales increases.
Page No.: 38
Topic: Top 100 Manufacturers
Title: Top 100 Manufacturers by Sales
Summary: Data table of highest ranking North American companies’ FY 2005 sales.
Page No.: 42
Topic: Profiles, Digital Printing
Title: Plugging Into a Digital World
Summary: Three manufacturers in the Top 100 improved their digital printing capabilities to increase sales and open doors to new markets.
Featured Companies: Compuset Printing, Total Printing Systems and Wayne Trademark Printing and Packaging.
Page No.: 55
Topic: Top 100 Manufacturers
Title: Fastest-Growing Manufacturers in 2006
Summary: Data table of North American companies that reported the largest percentage increase between 2004 and 2005 fiscal year sales.
Page No.: 62
Topic: Top 100 Manufacturers, Profile
Title: Tailored to Fit Customer Demands
Summary: Formerly known as Chicago Envelope, C.E. Printed Products has transformed from a envelope manufacturer to a full-service stationery program provider.
Featured Company: C.E. Printed Products
Page No.: 66
Topic: Top 100 Manufacturers
Title: Highest Sales Per Employee
Summary: Data table of North American companies that reported the highest sales per employee during FY 2005.
Page No.: 70
Topic: Top 100 Manufacturers, Profile
Title: Creating Unique Products
Summary: Western States Envelope & Label boasts more than 1,600 stock products ready for immediate delivery and has five manufacturing locations.
Featured Company: Western States Envelope & Label
Page No.: 76
Topic: Top 100 Manufacturers
Title: Top 10 Manufacturers by Product
Summary: Data tables of North American companies that reported the highest sales in the areas of commercial printing, paper-based forms, cut sheets, and labels and tags during FY 2005.
Page No.: 78
Topic: Manufacturing
Title: Channel Changing
Summary: Consultant Ivars Sarkans writes that an ever-changing print market has modified channels of distribution and created new selling opportunities.
Page No.: 90
Topic: Profiles
Title: Two Founding Members of PSDA Celebrate Diamond Anniversaries
Summary: Two of DMIA’S eight founding companies reflect on continued success.
Featured Companies: Cooley Group Inc. and The Flesh Company
Page No.: 100
Topic: Profile
Title: Wondrous Woman
Summary: Former DMIA President Gail O’Roke, CDC, is presented with the 2006 President’s Award for decades of achievements.
Featured Company: Independent Business Group
Page No.: 110
Topic: Profile
Title: Sharing Lessons Learned
Summary: Paul Edwards, who received DMIA’s 2006 Member of the Year award, makes his mark on the organization and the industry from behind the scenes.
Featured Companies: FormStore Incorporated
Page No.: 114
MAY 2006
Topic: Strategic Sales
Title: Where’s the Evidence?
Summary: Columnist Dick Gorelick says that printers should use referrals and testimonials as evidence of quality work and service for prospects.
Page No.: 12
Topic: Profiles
Title: Masters of the Game
Summary: Four profiles of sales reps and a customer service rep that are known for their excellence in the printing industry and were willing to share secrets of their success.
Featured Companies: Executive Data Control, Jerome Group, Proforma Spectrum Graphics and Vanguard Direct
Page No.: 22
Topic: Health Care, Industry Trends
Title: A Call for Electronic Medical Records
Summary: Distributors change their sales strategy in preparation for the health care industry’s nationwide shift to digital medical records.
Featured Companies: Doctor Stuff, RBF Inc. and The Tully-Wihr Company
Page No.: 58
Topic: Health Care
Title: Reviving the Distributor in Health Care
Summary: American Solutions for Business and International Business Alliance LLC (IBSA) say strong sales from their Novation contract show distributors can compete with the majors.
Featured Companies: American Solutions for Business, IBSA and Novation
Page No.: 65
Topic: Health Care, Case Study
Title: Making a Project Out of a Product
Summary: A distributorship seizes the opportunity with an HMO and lands an enrollment project with 10 insurance companies.
Featured Company: Proforma Anchor Business Forms
Page No.: 72
Topic: Featured Event
Title: Small Distributors’ Summit 2006
Summary: Candid exchanges and discussions about
e-commerce dominate this year’s summit.
Featured Companies: The Ampersand Group, aprisa enterprises llc, Carolina Print Consultants, FormStore Incorporated, Formsytems Inc., FSi, Impress Printing and Graphics, Innovative Print Group Inc., Lampe Graphics LLC, The Landmark Image, P&W Marketing Inc., Sarkans & Associates, Star Business Products and Xtension Technologies
Page No.: 78
Topic: Software
Title: 2006 Operations Software Buyers’ Guide
Summary: A listing of operations software providers for manufacturers and distributors.
Page No.: 88
Topic: Profile
Title: He Just Keeps Going
Summary: Charlie Petron of Superior Business Solutions, a 50-year industry veteran, receives a DMIA special service award.
Page No.: 123
JUNE 2006
Topic: Strategic Sales
Title: Who Defines You?
Summary: Columnist Dick Gorelick says that distributors should define their roles not as mere print providers but as resources to assist in the development of their customers’ businesses.
Page No.: 12
Topic: Top 100 Distributors
Title: Distributor Sales Continue to Increase
Summary: Positive growth trends for distributors during FY 2005 were largely spurred by mergers and acquisitions.
Page No.: 21
Topic: Top 100 Distributors, Profile
Title: Workflow Management Restructures
Summary: WorkflowOne acquired The Relizon Company, pushing it to #1 on the Top 100 distributors list.
Featured Companies: Workflow Management and Rita’s Ice
Page No.: 24
Topic: Top 100 Distributors
Title: Top 100 Distributors by Sales
Summary: Data table of highest ranking North American companies’ FY 2005 sales.
Page No.: 32
Topic: Top 100 Distributors
Title: Fastest-Growing Distributors in the Past Year
Summary: Data table of North American companies that reported the largest percentage increase between 2004 and 2005 fiscal year sales.
Page No.: 60
Topic: Top 100 Distributors, Profile
Title: Calculating the Future
Summary: A California distributorship employs online software solutions and streamlined mail processes to save its customers money.
Featured Company: CTP Solutions
Page No.: 66
Topic: Top 100 Distributors, Profile
Title: Using Technology in the Real Estate Market
Summary: A distributorship experiences sales growth when it ventures into different product areas including software that allows agents to create real estate guides online.
Featured Company: TBF Graphics/Digital
Page No.: 72
Topic: Top 100 Distributors, Profile
Title: Riding the Tech Wave
Summary: A distributorship increases sales with electronic statement processing software.
Featured Company: Apex Print Technologies
Page No.: 76
Topic: Top 100 Distributors
Title: Highest Sales Per Employee
Summary: Data table of North American companies that reported the highest sales per employee during FY 2005.
Page No.: 80
Topic: Top 100 Distributors
Title: Top 10 Distributors by Product
Summary: Data tables of North American companies that reported the highest sales in the areas of paper-based forms, commercial printing, labels and tags, cut sheets and promotional products during FY 2005.
Page No.: 87
Topic: Top 100 Distributors, Profile
Title: Opening the World of Printing in 3-D
Summary: A distributorship helps customers by being both a distributor and manufacturer and offering mailing and fulfillment services.
Featured Company: PrintManagement
Page No.: 92
Topic: Top 100 Distributors, Profile
Title: Distributor Superheroes: Faster Than the Speed of Print
Summary: A New Jersey distributor showcases great service and attention to customers with a last-minute turnaround job.
Featured Company: East Coast Design & Print
Page No.: 98
Topic: Top 100 Distributors, Profile
Title: Going the Extra Mile for Clients
Summary: A Florida distributor goes the extra mile to retain a client and lands a national account.
Featured company: Suncoast Marketing Inc.
Page No.: 100
Topic: Profile
Title: Extracurricular Activities
Summary: John Smilko, founding partner of Kramer-Smilko, details his after-work responsibilities as a school board member in Harford County, Md.
Page No.: 145
JULY 2006
Topic: Strategic Sales
Title: The Point B Syndrome
Summary: Columnist Dick Gorelick says that printers must have a tangible, well-conceived plan tailored to the needs of their customers to achieve success.
Page No.: 16
Topic: Manufacturing
Title: 2006 Manufacturer and Supplier Print Conference
Summary: Manufacturers discuss changing trends in the industry and creating new strategies in vertical markets.
Featured companies: 4Site Systems Inc., Best Business Systems, Compass Capital Partners, Dispatch, FormStore Incorporated, Global Docugraphix, Grapho-Formas, MAR Graphics, Printco Inc., Printegra, Ward/Kraft Inc. and What’s Your Plan?
Page No.: 24
Topic: Marketing, Case Study
Title: The Landmark Image Inc. Solidifies Its Presence on the Web
Summary: A distributorship invests money in creating an attractive web site with e-commerce capabilities.
Featured Companies: The Landmark Image Inc. and Proforma
Page No.: 40
Topic: Marketing
Title: The Theory of Search Engine Marketing
Summary: A consultant shares ways that companies can get paid placement in search engines and advertise on the web.
Featured company: Raine Media
Page No.: 47
Topic: Marketing, Case Study
Title: Ward/Kraft Inc. Prospects Needs at Trade Shows
Summary: A manufacturer avoids the hard sell and qualifies prospects’ needs at trade shows.
Featured Company: Ward/Kraft Inc.
Page No.: 48
Topic: Marketing, Case Study
Title: Lorraine Press Highlights Its New Digital Press and VDP Capability
Summary: A manufacturer creates a flipbook invitation for its open house to show case its new digital press and 1-to-1 marketing capability.
Featured Company: Lorraine Press
Page No.: 52
Topic: Marketing
Title: The Laws of Cold Calling
Summary: Phone prospecting consultant Wendy Weiss shares some rules to help reluctant sales reps make successful cold calls.
Page No.: 58
Topic: Marketing, Case Study
Title: Metcom Inc. Undergoes a Facelift
Summary: A distributorship gives its logo and tagline a sleeker look to change its “printer” image.
Featured Company: Metcom Inc.
Page No.: 66
Topic: Marketing
Title: The Principles of Rebranding
Summary: A consultant provides six clues for printers to look for when its time to change their branding.
Featured Company: What’s Your Plan?
Page No.: 68
Topic: Marketing, Case Study
Title: AmeriPrint Corporation Gets its Message to Distributors
Summary: A manufacturer increased its sales by coordinating a direct mail campaign with trade show appearances and magazine advertising.
Featured Company: AmeriPrint Corporation
Page No.: 72
Topic: Large Format Printing
Title: Printing in Motion…Underground
Summary: A new form of subway advertising creates opportunities for large format printers.
Featured Companies: Artisan Digital and Submedia
Page No.: 76
Topic: Retail, Industry Trends
Title: Finding Retail’s New Specialties
Summary: The retail market shifts and expands its focus to branded specialties and labels, eschewing traditional print.
Featured Companies: Computer Merchandise Corporation, MaverickLabel.com, Media Link Communications and SBF Inc.
Page No.: 80
Topic: Profile
Title: Congressman Visits The Flesh Co.
Summary: U.S. Representative Jim Ryun (R-Kan.) visits The Flesh Company’s manufacturing facility.
Page No.: 116
AUGUST 2006
Topic: Print Solutions Show Guide
Title: Innovative Applications
Summary: A list of more than a dozen companies that presented innovative print applications at the 2006 Print Solutions Expo.
Featured Companies: All Write Ribbon Inc., AmeriPrint Corporation, AMGRAF Inc., ASE Dealer Source, Business Cards Tomorrow, Cardinal Brands/Custom Solutions, Carlson Craft Business Solutions, C.E. Printed Products, Continental Datalabel, e-Quantum Inc., The Flesh Company, FTInc., Gill Studios Inc., Gussco Manufacturing Inc., Independent Printing Company, The Leslie Company, P3Software, PrinterPresence, Ray Press, SAFEChecks, TDG-Telemark, TFP Data Systems, TopForm Software Inc., Trade Envelopes Inc., Victor Printing Inc., William Frick Company and Wilmer
Page No.: 14
Topic: Print Solutions Show Guide
Title: The Technology Showcase
Summary: A list of suppliers and manufacturers that featured live equipment demos and products at the expo.
Featured Companies: Addvalue2print LLC, Duplo USA, Forms Manufacturers Equipment Inc., Innovative Equipment Ltd., Service Tectonics Inc., SWF East Inc. and TPS Group Inc.
Page No.: 46
Topic: Print Solutions Show Guide
Title: Detailed Conference Schedule
Summary: The detailed schedule of 2006 Print Solutions Conference including names and descriptions of events.
Page No.: 50
Topic: Print Solutions Show Guide
Title: Exhibitor Directory
Summary: An alphabetical listing of all exhibiting companies and organizations featured at the 2006 Print Solutions Expo and a description of their product offerings.
Page No.: 80
Topic: Print Solutions Show Guide
Title: Exhibitor Directory Product Index
Summary: A listing of all exhibitors featured at the 2006 Print Solutions Expo organized by product offering.
Page No.: 174
Topic: Strategic Sales
Title: Generation Gap
Summary: Columnist Dick Gorelick says that enthusiasm and drive in young sales reps are good, but they are no substitute for research skills needed to differentiate your business in the print industry.
Page No.: 226
SEPTEMBER 2006
Topic: Strategic Sales
Title: The Loyalty Controversy
Summary: Columnist Dick Gorelick says that customer satisfaction has little to do with customer loyalty. He details why every client should be wooed like a prospect.
Page No.: 24
Topic: Profile
Title: The Thinking Man
Summary: Incoming DMIA President Jim Riley is soft-spoken, cerebral and creative.
Featured Companies: LaserBand LLC and Riley, Barnard and O’Connell
Page No.: 30
Topic: Award-Winning Products and Applications
Title: 2006 PEAK Awards Promote Innovation in the Marketplace
Summary: A list with artwork and descriptions of 2006 Print Excellence and Knowledge Award winners.
Page No.: 48
Topic: Profile
Title: History in Print
Summary: Hatch Show Print, a Nashville letterpress print shop that’s more than a century old, is both a working production facility and a cultural landmark.
Page No.: 96
Topic: Profile
Title: A Kick Out of the Past
Summary: Suncoast Marketing Inc. General Manager Rafiq Hassan recalls his days as a pro soccer player in South Africa during apartheid.
Page No.: 154
OCTOBER 2006
Topic: Buyers’ Guide
Title: Buyers’ Guide 2007
Summary: An award-winning directory of hundreds of manufacturers and suppliers listed by company and by product.
NOVEMBER 2006
Topic: Strategic Sales
Title: Why “We’re Just Human” Won’t Cut It
Summary: Columnist Dick Gorelick says that print buyers have accepted the notion of a single-source supplier, which requires a cooperative relationship between distributors and manufacturers that didn’t exist 15 years ago.
Page No.: 14
Topic: Variable Data Printing, Industry Trends
Title: Ready and Waiting
Summary: The print industry awaits end user acceptance of VDP—A snapshot of the state of this new technology.
Page No.: 20
Topic: Variable Data Printing
Title: An Introduction to Database Management
Summary: Distributors are leveraging the power of database design and management to enhance VDP mail program returns.
Featured Companies: East Texas Business Printing, Jerome Group, Superior Business Solutions and Ward/Kraft Inc.
Page No.: 26
Topic: Variable Data Printing, Case Study
Title: Educating the Customer
Summary: A manufacturer introduces an upscale department store to a customized VDP web-to-print marketing plan.
Featured Companies: CRW Graphics and Saks Fifth Avenue
Page No.: 30
Topic: Variable Data Printing, Case Study
Title: Making It Through the Sales Cycle
Summary: Franklin/Trade Graphics’ success with Hilton International took time and effort.
Featured Companies: Franklin/Trade Graphics LLC, Hilton International and Trend Trading
Page No.: 38
Topic: Variable Data Printing, Case Study
Title: The Truth about Digital
Summary: A Houston-based manufacturer experiments with the burgeoning world of digital presses.
Featured Companies: PrintMailers Inc.
Page No.: 40
Topic: Variable Data Printing
Title: String of pURLs
Summary: The newest innovation in variable data printing features personalized web sites.
Featured Companies: NextWave Digital Marketing, Superior Business Solutions and Tecdocdigital
Page No.: 52
Topic: Competitive Landscape
Title: Courting the Ranks
Summary: AlphaGraphics, a quick printing company with an international reach, succeeds in a changing market by providing independents the incentive to join its franchise family.
Featured Company: AlphaGraphics
Page No.: 58
Topic: Manufacturing
Title: IPEX 2006 Highlights Struggle Between Offset and Digital Print
Summary: Competition between digital and offset printing is most intense in the sheetfed market. What are the strengths of each?
Page No.: 66
Topic: Profile
Title: Midwest Single Source Celebrates 30th Anniversary
Summary: A Kansas distributorship has seen its client base change dramatically over three decades in business.
Featured Company: Midwest Single Source Inc.
Page No.: 72
Topic: Profile
Title: Bubble Trouble
Summary: A former sales rep laments the loss of his signature sales tool, old-fashioned Bazooka bubblegum.
Page No.: 114
DECEMBER 2006
Topic: Strategic Sales
Title: Feedback from Print Buyers
Summary: Columnist Dick Gorelick says trends in print buying include the importance of relationships, an emphasis on customer service, and a declining emphasis on product.
Page No.: 14
Topic: Commercial Print, Case Study
Title: Beauty In Motion
Summary: Latcha + Associates brings creativity and innovation to a brochure for an automotive art exhibit.
Page No.: 16
Topic: End Users
Title: What Are Your Clients Thinking?
Summary: Print buyers want techno-savvy printers that are strong in customer service and offer multiple solutions.
Featured Companies: Addwater2, Alumni Relations and Planned Giving at St. Mary’s College, Boston Museum of Science, Boston Print Buyers, Fineline Graphics and Design, Nicholson Kovac Inc., Print Communications Professionals International, Printing Industries of Northern California, RIT Education Programs and Wilmer Fong Designs
Page No.: 20
Topic: Anti-Sales Training
Title: The Rise of Anti-Sales Seminars
Summary: Negotiation training for print buyers proves no threat to good reps.
Featured Companies: Aegis Resources, John Hancock Funds, Negotiation Dynamics, Streator Dependable and United Way of Massachusetts Bay
Page No.: 32
Topic: Account Management
Title: Acquisition, Retention and Add-on Selling
Summary: Managing the buyer-seller relationship can result in sales success.
Featured Companies: Creative Sales + Management
Page No.: 38
Topic: End Users
Title: Appealing to Clients with a “Greener” State of Mind
Summary: Some print buyers seek only environmentally-friendly manufacturers.
Featured Companies: Aveda, Environmental Printing Alternatives and Print Industry of Minnesota
Page No.: 42
Topic: Cold Calling
Title: Cold-Calling—What’s Changed?
Summary: Prospecting for clients isn’t the door-to-door sale of yesteryear. Instead, smart reps learn to maneuver around the gatekeeper and pique prospects’ interest.
Featured Companies: Applied Business Systems, Ary Group Inc., Star Business Products and Scope1 Marketing
Page No.: 47
Topic: Competitive Landscape
Title: For VistaPrint, “Price” Isn’t a Dirty Word
Summary: A success story built on selling the cheapest price to the smallest buyers.
Page No.: 52
Topic: Health Care, Case Study
Title: Referral Books Earn Repeat Orders
Summary: Marketing company PBHS Inc. earns repeat orders with referral books designed for the medical market.
Page No.: 58
Topic: Manufacturing
Title: Following Forms: Manufacturing Trends Evident at Graph Expo
Summary: Print industry expert Ivars Sarkans details the new products and trends highlighted at Graph Expo 2006. Migrating forms production, digital color print, and eroding and emerging channels of distribution come to the forefront.
Page No.: 68
Topic: Profile
Title: Sweet Relief: A Print Industry VP Pursues Passion for Pastry
Summary: Emma Zumberge, vice president of marketing and public relations at Capture Business Cards, is a cupcake master.
Page No.: 114
