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As a wholesale supplier, we understand that our customers prefer to market our products with their own brand. To do so is simple:
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If you’ve ever house hunted, you know what curb appeal is. It’s that first impression of a home that makes you want to see more. That appealing first impression is no different in business-to-business marketing. What makes it or breaks it is the content you create and distribute. READ MORE >> |
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Nurturing loyalty in a company is not complicated. Consider these simple steps, and you’ll discover the positive “ripple effect” loyalty has on a company’s employees and customers. READ MORE >> |
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If you’re like me, your goals include developing as many new clients as possible and keeping clients you’ve obtained in the past. For a successful business, it is imperative to grow with new clients, products and campaigns. But, what do you do when one of those new clients does not fit with the culture of your company? READ MORE >> |
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I have never run a marathon, but I know many who have, including my daughter, who has run two. Preparation in the weeks leading up to a race is grueling. Running 100 miles in a week is common. In order to ensure some level of success (i.e. finishing), one must do what’s necessary to prepare. Selling, especially in the printing and mailing industry, is no different. READ MORE >> |
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This is a question that comes up more often nowadays. It’s no wonder when we have Google Analytics, smart phones, email, voicemail, texting, online ordering websites, and all ways electronic to conduct business. READ MORE >> |
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Over the years, I’ve had to give many sales reps the bad news that they didn’t get the business they were trying to get. It’s always interesting to see their reaction. It really shows their character. READ MORE >> |
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I recommend opening the door by focusing on listening. Novice sales people struggle to keep silent. Given good open-ended questions, a prospect will reveal most of what you need to know about how your product and service solutions might fit. READ MORE >> |
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Sales reps: have you ever bugged me with one of these poor sales call tactics? READ MORE >> |
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Sales people call on me all the time. It’s amazing how bad some of them are. READ MORE >> |
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The 100th anniversary meeting of the Envelope Manufacturers Association included many helpful sessions about concerns facing our industry. One of the best presentations was given by Patrick Morrissey, senior director of sales at EFI, who talked about selling solutions rather than products. READ MORE >> |