Hart

Mail-Well, Englewood, Colo., recently announced a company-wide reorganization to better accommodate its customers' needs. Prompted by Mail-Well's ongoing Total Customer Solutions strategy, the new structure will organize the company into two business segments—commercial and resale. Prior to this structural change, Mail-Well's organization related to its three product lines—commercial printing, envelopes and printed office products. Mail-Well's Senior Vice President Gordon Griffiths will lead the commercial segment, which will serve direct customers. Bob Hart, also a senior vice president at Mail-Well, will head the resale segment, which will serve wholesalers and value-added resellers.

Whether it's general products or market-specific forms, ingenuity is the best policy. Even in a conservative marketplace, setting yourself apart from the crowd is critical for success. Case in point: More than a dozen years ago Hart Information Services in Austin, Texas, wanted to penetrate the insurance market on a national level. "We were latecomers to the national marketplace," said Sherrell Kidd, vice president, "and our chances of penetrating it weren't great. In most cases, the insurance industry is very conservative, and if these companies are being provided services through a reliable and dependable vendor, they're slow to change." Adding to

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