Two Steps Forward

Now more than ever the distributor can bring huge value to the buyer who is new or not well-versed in the process of print. More and more of these buyers assume every printer has the same capabilities.

Of course new business is always important. Today, I believe more folks are open to talking to new suppliers. This is often true when they are working with local printers who have raised prices, added fuel surcharges and are 'nickel & diming' them. All too often many commercial printers get caught 'speeding' with inconsistent prices or invoices that do not match the bids. A sharp distributor can bring consistent programs and remove the pain of buying print."

Gene Toepfer, director of sales

Foster Printing Service

Michigan City, Ind.

"Printing professionals who embrace the additional profit center of promotional products will see new doors opened to them for both specialties and printing. They will also sell deeper into their existing accounts. Most printing is 'transactional' meaning that a unit of printing (a form, envelope, etc.) is used on each transaction. With sales (transactions) lagging, the consumption of printing is also way behind recent strong years. Promotional products are not transactional. They are used to promote and encourage more transactions. So the value of orders can actually be as strong in a soft economy as in a robust one. Kaeser & Blair has helped many printing professionals add promotional products to their sales tool box without any investment or risk."

Gregg A. Emmer, vice president, chief marketing officer

Kaeser & Blair

Batavia, Ohio

"Start this new year off with a positive attitude incorporated with some energetic prospecting. Get out and make as many "old fashion cold calls" as you can each month. Do not quit selling or give up. Even the smallest order will make you feel better each month. Be yourself while you are out selling; do not be artificial. Take each day as it comes and believe in yourself. This is the key to being successful in this business."