Brian Thornton

Beneath the stunning graphics and vibrant colors is a demanding product requiring knowledge, service and great pricing. What Is the most important step a distributor takes when becoming a successful commercial printing provider? Getting his or her foot in the print buyer's door. This may sound like a simple process, but Christopher D. Wells, president and CEO of Worcester, Massachusetts-based LaVigne Inc., pointed out, "Most print buyers have lost staff and support and are strapped for time. It's very difficult for distributors to get any time with a prospect unless they have a referral from a trusted source or they can offer something