Tom Giannini

As forms margins shrink, commercial printing offers new opportunities By Barbara A. Bucci As demand for traditional business forms products declines, it is increasing for colored brochures, catalogs and direct mail pieces. Distributors are "naturals" for this market because they already know some printing techniques. However, making the move from forms to commercial printing can be daunting. "From my experience at trade shows, neophytes don't want anything to do with commercial printing. If you want to keep selling printing, you'll have to sell commercial printing as well," said Joe Kulis, director of sales for Ed Garvey & Company, Niles, Ill. According to Kulis

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