Chip Grayson

An in-depth discussion of benefit options for sales reps. When BFL&S caught up with Chip Grayson, president of Systems Business Forms (SBF) in Savannah, Ga., he had just returned from 10 days at St. Simons Island off of Georgia's coast. "I'm as brown as a biscuit," said Grayson. "It feels good." However, Grayson isn't the type of leader who only looks out for himself. He understands that his sales team sometimes needs, well, a day at the beach. This is where SBF's flex-time benefit kicks in. "I am not the kind of guy who gets upset and yells or demands anything,"

As the industry matures, distributors look for new opportunities With advances in technology and the economic growth of small businesses, the future looks more than optimistic for the commercial print industry. "The forms industry is shrinking," said Chip Grayson, president of Systems Business Forms, Savannah, Ga., "and we need to concentrate on other areas, such as commercial print, to sustain profits." He added that there is high profit in print services and, with the proliferation of digital equipment to produce black-and-white and color printing, the demand for time-sensitive pieces has grown quickly. "Customers who are confident in your company worry less about price

Although often time-consuming and sometimes difficult, government accounts can be well worth the extra effort. By Janet R. Gross Government and paperwork. The two seem to go hand in hand—and someone has to supply all those forms and documents. Although many government jobs must be bid, making account loyalty uncertain, such customers are still courted by some distributors. Reno, Nevada-based Intraform services Nevada's workmens compensation department. According to President Doug Clary, the state's threshold for competitive bids is $12,000. "That's a pretty good printing order," Clary noted. "There's a lot of printing under that amount." Department heads want to avoid the state's cumbersome purchasing process when they can, Clary