Jim Feldman

Comprehensive print management of outsourced work can boost sales and increase volume. Faced with stiff competition from major direct-selling manufacturers and the onslaught of rapidly advancing print technologies, many distributors have been looking for a magic arrow to slay the beast of increased competition. However, some distributors have figured out that this competition is not going away. One alternative, then, is to beat the majors at their own game by providing comprehensive, or start-to-finish, print management services. Unfortunately, not all distributors see it that way, and many others are unwilling to gamble their reputations in an unfamiliar area. But distributors who have successfully delved

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