Steve Buggy

Knowledgeable suppliers offer tips on securing lucrative selling opportunities. It's no secret that some changes within the major directs are creating all sorts of lucrative selling opportunities for the independent supply channel. What some distributors may not realize, however, is that many of them exist in serving federal, state and local governments' printing needs. For Steve Buggy, vice president of Phoenix-based B&D Litho, and Bob McAleavey, president of Specialized Printed Forms, Caledonia, N.Y., government projects represent a steady workflow that promises future growth. "At most government levels, the majors have traditionally had fairly decent success with large contracts. But, that's changing as