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With this issue, another successful Top Design Contest has come to a close. We received scores of entries representing every niche of products sold by distributors. Once again this year, Rick Lewis, president of Stratis Print Communications, Long Beach, Calif., took Best of Show, along with staff graphic designer Louis Nidorf, also from Stratis. This year's award was for a 139-page book that depicts a compelling, focused journey through Cuba. The book is comprised of photographs taken in Cuba by 18 students and two professors from Brooks Institute of Photography, Santa Barbara, Calif. Details can be found on page 24. One Platinum Award was presented this

Help clients save money and improve efficiency with mailer products. Communication is the key. And the key to communication is being understood. If your customers can't understand you or don't want to take the time to hack their way through the dense forest of information you've sent them, then your words are falling on deaf ears. But fear not, intrepid distributors, your savior is here—mailers. That's right, mailers. Mailers can help end-users communicate more quickly and clearly, recoup receivables faster and save money. Best of all, most of the concept work has already been done. "Mailers are a good product to offer because

Large Distributors: Differentiate To Succeed Collateral printing and value-added services top the list of large distributorsÍ survival tools By Misty Byers In a highly-competitive industry one thing is certain„you canÍt survive if you arenÍt willing to differentiate yourself from your competitors. Successful large distributorships are meeting this challenge by increasing services and extending their product bases. Wauwatosa, Wisconsin-based Teuteberg is doing more commercial printing and ña lot more value-added services such as fulfillment and database managementî than five years ago, said Matt Teuteberg, executive vice president. ñInstead of just having forms in a clientÍs pick-and-pack program, we might include all of their literature,