Metcom

1 WorkflowOne Headquarters: Dayton, Ohio Annual Sales $(000): 1,200,000 Principal Officer(s): Greg Mosher, Chairman; Mike Zawalski, President, CEO Locations: 140 2 Proforma Headquarters: Cleveland Annual Sales $(000): 293,933 Principal Officer(s): Greg Muzzillo, Founder, Co-CEO; Vera Muzzillo, Co-CEO Locations: 600 3 American Solutions for Business Headquarters: Glenwood, Minn. Annual Sales $(000): 249,022 Principal Officer(s): Larry Zavadil, President, CEO Locations: 455 4 InnerWorkings Headquarters: Chicago Annual Sales $(000): 160,515 Principal Officer(s): Steven E. Zuccarini, CEO

A longer initial sales cycle generates higher profits and repeat orders through client savings By Jamie Heckelman Thinking of selling form/label combinations? Don't expect to waltz into your prospective customer's office, dazzle him or her with some attractively designed samples and walk out with the order. Instead, you are going to have to invest time and energy in learning how this potential client's operations function, what his or her ultimate goals are and how to achieve them. In the end, both you and your client should be extremely pleased with the results. Tom Warnez, president of Metcom in St. Clair Shores, Mich., sells form/label combinations to the local manufacturing,