Move into a More Modern E-Commerce

John Smilko, vice president of Kramer-Smilko, Bel Air, Md., agreed."The Internet serves as a great tool for squeezing efficiency out of a distributor's operation since everything in the print business is customer driven."

And sales figures typically speak for themselves. Smilko cited a Nashville customer who was initially skeptical of e-commerce. "That client did not think he needed e-commerce software but was glad he opted to implement it after it helped him land a $2 million account," said Smilko.