Gary Dunlap

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,

The decision to provide commercial printing is often made for distributors—by customers. A successful distributor isn't likely to turn away a good piece of business and risk opening the door of opportunity for the competition—especially if the job is for an existing customer. So, in 1994, business form distributor Gary Dunlap didn't have to think twice when he was asked to provide high-end marketing materials. Actually, the president of The Venture Corporation, Lewisville, Texas, had planned to enter the commercial printing arena when he left Moore Business Forms in 1991 to establish his own company. "Because I and my salespeople always