| Regional
trade show Nov. 20–22 in Worcester, Mass.
Seminars, exhibitor list for Northeast Graphics
continues to grow
 Interest
is growing in the 2003 Northeast Graphics trade show as more than a dozen
exhibitors have signed contracts, and several others — including
nationally-known vendors — have indicated they will join the show
in the coming weeks. (More)
The marketing challenge:
Making sales by making customers
By John Graham
Why do some companies embrace marketing with commitment and enthusiasm,
while others ignore it almost scornfully? Even firms with marketing departments
can act as if marketing is a “soft” function, one that can
be stripped away to a bare budget at a moment’s notice if necessary.
(More)
How to close a $1 million deal in two sales calls
Five secrets to strategic sales
By Pat Gardner
The world is moving so fast that most people have to run to keep up. Breakfast
is usually eaten in the car, personal lives are a commodity, there are
light-speed Internet connections to deliver e-mail and instant messages
at the touch of a button, and if that’s not enough to keep up with,
cell phones make you available anywhere at anytime. (More)
Company Profile: New leadership team takes the
reins of Bow Finishing
By Colleen Lent
Craig Cook is appreciative of the industry experience he’s gained
from his family and how it has prepared him for his role as president
to lead Bow Finishing Company, Inc. of Concord, N.H. into a new era. (More)
Only in printed version
A recap of GATF/NAPL’s
annual Sheetfed Conference
More expected from the sheetfed press
C. Clint Bolte gives readers a recap of
this year's GATF/NAPL’s annual Sheetfed Conference. The worst recession
experienced by the printing industry in the past three decades has reinforced
the conference organizers’ tenacity to continue to concentrate on
the basics and what in essence has proven to be the rock and strength
of every graphics solutions provider: their sheetfed presses.
A lasting impression
Customer follow-ups are your last chance
to make an impact
When do you follow up with clients? How do you do it? Is it a hasty e-mail
or a well written note? This article discusses the best times to check
in with customers and provides advice for formulating the best follow-up
for creating a positive lasting impression.
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