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Print Solutions May 2006
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Table of Contents

Contents

IN EVERY ISSUE
6 Mailbag
15 Industry News
98 People
100 Supplier News
102 New Products & Services
104 Team PSDA
111 Ad Index
112 Reader Service Form
113 Classified

COLUMNS
3 433 East Monroe
Bogey, Birdie, Par!
By LaShell Stratton

10 President’s Message
Interesting Ride, Valuable Destination
By Timothy J. Mehl, CDC

12 Strategic Sales
Where’s the Evidence?
By Dick Gorelick

SPECIAL FEATURE
88 2006 Operations Software Buyers’ Guide

PROFILE
123 Off Hours
Charlie Petron, who has worked in the printing industry more than 50 years, receives a special service award from PSDA

FEATURES
22 Masters of the Game
Four industry veterans share stories and tips to increase sales volume and efficiency
   24 Long Ball Hitter – Jay Vento, Proforma Spectrum Graphics
   30 Team Player – Millie Camacho, Vanguard Direct
   38 Master of the Mental Game – Steve Visio, Executive Data Control
   44 Learn to Read the Course – Jeff Haselroth, Jerome Group
By Rebecca Trela

50 Print Solutions Conference & Expo
A Great Company Benefit
By Kara Gebhart Uhl

58 Health Care Focus
58 A Call for Electronic Medical Records
Distributors change their sales strategy in preparation for healthcare’s nationwide shift to digital

65 Reviving the Distributor in Health Care
American Solutions for Business and IBSA say strong sales from Novation show distributors can compete with the majors

72 Making a Project out of a Product
Proforma Anchor Business Forms seizes the opportunity with one HMO and lands an enrollment project with 10 insurance companies
By LaShell Stratton

78 Small Distributors’ Summit 2006
Candid exchanges, e-commerce dominate this year’s summit
By LaShell Stratton
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