Industry Professionals Confront Change
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Chip Grayson, president of SBF, Savannah, Ga., said that customizing laser invoices with color and graphics has been successful, and that direct mail accounted for 77 percent of SBF's overall sales last year. Commercial printing and office furniture—including a $500,000 sale of cubicles, conference tables, desks and chairs—have also been strong. He went on to say that hiring a few sales reps with backgrounds in furniture sales and becoming a distributor for two major national furniture brands are paying off.
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