Being able to cite previous manufacturing projects is also effective.
Paul Nicholson, senior account representative for Northern Printing Network, Wheeling, Ill., uncoversand retainsmanufacturing accounts by keeping in touch and showing responsiveness.
"It's basically sales 101 and persistence is the key," he said. Networking, asking for referrals, sending out information, calling contacts and keeping his eyes and ears peeled have all helped Nicholson get his foot in the door, but it's personal, consis-tent service which he credits most for keeping his successful accounts "The Internet is a fantastic tool," he said and Northern Printing Network is currently designing a more interactive site to encourage its use for repeat orders. "But," Nicholson stressed, "it will never replace personal service."