Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. AUGUST 2008 P2 Publisher’s Thoughts Why Having a Chip on Your Shoulder is a Good Thing P4 The Pendulum Is it time to look at a new approach to selling? P8 Selling in Tough Times Here’s how to communicate your value to potential customers in a tough economic climate. P17 Product Spotlight Neenah Paper Print in the Mix Kodak Industry News K/P Corporation combining operations in new facility P20 The Money Train Fast-tracking to pricing disciplines. P28 Are You Worth It? What print buyers think is good as gold in a sales call. P34 Winning the Hearts and Minds How a Special Forces officer used TLC on some difficult prospects. PUBLISHER mark potter EDITORIAL BOARD lisa arsenault McArdle Printing Co. gary cone Litho Craft, Inc. peter douglas Lake County Press aaron grohs Consolidated Graphics, Inc. ron lanio Geographics, Inc. randy parkes Lithographix, Inc. CANVAS magazine FOR MORE INFORMATION: 678.473.6131 6555 Sugarloaf Parkway Duluth, GA 30097 P40 MANAGING EDITOR graham garrison Selling is Dead ART DIRECTOR brent cashman CONTRIBUTORS linda bishop, mark mccombs, brian sullivan CANVAS, Volume 2, Issue 4. Published bi-monthly, copyright 2008 CANVAS, All rights reserved. Subscriptions: $29.00 per year for individuals; issues are sent free of charge to print representatives. If you would like to subscribe or notify us of address changes, please contact us at 6555 Sugarloaf Parkway, Suite 307, Duluth, Georgia 30097. POSTMASTER: Send address changes to CANVAS, 6555 Sugarloaf Parkway, Suite 307, Duluth, Georgia 30097. Please note: The acceptance of advertising or products mentioned by contributing authors does not constitute endorsement by the publisher. Publisher cannot accept responsibility for the correctness of an opinion expressed by contributing authors. CANVAS magazine is dedicated to environmentally and socially responsible operations. We are proud to print this magazine on Sappi Opus® Dull Cover 80lb/216gsm and Opus Dull Text 80lb/118gsm, an industry leading environmentally responsible paper. Opus contains 10% post consumer waste and FSC chain of custody certification. CANVAS P1