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Schachtel: The bulk of value-added selling for us is in outsourcing, printing and mailing services. Initially, we just sold customers the forms and they did the mailing. But eventually, we picked up that piece as well by conducting sales presentations to educate them regarding the cost efficiency benefits of outsourcing. Such efficiency can be seen in a feature like per-piece pricing.
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- Companies:
- Control Printing Group
- CTP Solutions
- People:
- Glenn Martin
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