Midwest Single Source

Envision Inc. has announced a commercial agreement with Midwest Single Source, both of Wichita, Kan., through which Midwest will take over the printing of promotional and marketing materials.

The move will allow Envision's printing operation to focus on making business cards. The company, which uses its printing and manufacturing services to help fund its mission of helping people with impaired vision live more independently, is the largest provider of business cards to the federal government.

Midwest Single Source has made a $1 million investment to upgrade its printing equipment, and is looking to expand its digital services along with it.

The Wichita, Kansas-based printing company recently had its new Xerox iGen4 printer installed, and employees have been training on how to use it, according to Kevin Ulwelling, Midwest's president. 

The company also has added two full-time positions in production and rearranged some other positions to be able to accommodate anticipated production increases.

Headquartered in Wichita, Kan., Midwest Single Source has been a provider of custom products and solutions for more than 30 years, doing business as "Single Source" due to simplicity in conveying the message that it is a "single source for all of your office needs." However, the company recently had an opportunity to use its full trademarked name and from that instance came the desire for Midwest Single Source to redefine its presence in the marketplace.

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

Rank: 1 Company: WorkflowOne, Dayton, Ohio Sales $(000): 1,000,000 Principal Officer(s): Greg Mosher, Chairman, CEO Locations: 150 Rank: 2 Company: Proforma, Cleveland Sales $(000): 293,000 Principal Officer(s): Greg Muzzillo, Founder, Co-CEO; Vera Muzzillo, Co-CEO Locations: 650 Rank: 3 Company: American Solutions for Business, Glenwood, Minn. Sales $(000): 239,776 Principal Officer(s): Larry Zavadil, President Locations: 410 Rank: 4 Company: GBS, North Canton, Ohio Sales $(000): 90,143 Principal Officer(s): Eugene Calabria, President, CEO Locations: 12 Rank: 5 Company: Merrill Corp., Monroe, Wash. Sales $(000): 83,950 Principal Officer(s): Mark Rossi, President Locations: 6 Rank: 6 Company: The Shamrock Companies, Westlake, Ohio Sales

Distributorships discuss compensation for sales staff and thoughts on recruitment and retention. BFL&S spoke with the owners of the following distributorships regarding their compensation plans, as well as a variety of factors involved in developing an effective team: • Midwest Single Source, Wichita, Kan., John Osborne, president and CEO • Professional Graphic Communications, Sewickley, Pa., Mike Weinzierl, president • S.W.M. Printing & Promotions, St. Louis, Mo., John Sanders, president, CEO • Venture Corporation, Lewis-ville, Texas, Gary Dunlap, president Not surprising, all of the contributors reported that their sales professionals earn a commission on their sales. At Professional Graphic Communications, there are four inside sales reps,

Manufacturers and distributors report on what's working, what's changing and what's in store for the future. End-users continue to demand the best for the least, as fast as possible, driving distributors and manufacturers to draw on their creativity and problem-solving skills to make it happen. Meanwhile, dynamics within the independent channel, as well as within the ranks of the major directs, are shifting, creating both opportunities to be explored and obstacles to be surmounted. Several manufacturers and distributors spoke with BFL&S about their products and services, relationships within the supply chain, the impact of the major directs and their outlook for the future.

Distributors talk about evaluating and compensating their sales representatives' job performances. These are penny-pinching times and, more than ever, sales professionals must go the extra mile to edge out competitors and convince customers to expend precious financial resources. So, just what is it that keeps printed products distributors going day after day? Here, 12 company executives—identified in the chart below— share their views on compensating, training and hiring. New Blood When it comes to hiring sales representatives, the consensus is that industry experience is a definite plus, although both Sherie Bartlett and Walt Smith observed that it isn't always easy to come by. Mark

Creative thinking and new backings allow for more varied applications. They're thin, they solve a lot of problems and they keep clients out of jams. They are integrated products, and they can be used for a growing number of applications within a growing number of markets. From chain-of-custody forms, direct mail packages and Rolodex cards to visitor passes and membership and ID cards, integrated products have found a niche within venues such as health-care, banking, vacation/resort, nonprofit, education and crime prevention. This kind of adaptability is attractive to customers wanting to take full advantage of integrated products' benefits, such as streamlined processing, greater

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