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. Are You Worth It? “Fortunately, I have had few bad sales calls – just ones that were not a good fit for the type of work I do,” Peterson says. “I did have one rep though who kept telling me how successful he had been at selling insurance. If he was so successful, why wasn’t he still selling insurance? The rep had minimal knowledge about printing and could have been trying to sell anything. There was not a good reason to partner with him when there are so many bright and knowledgeable people vying for my business.” If time is money, consider that in any sales call with a potential or current client, you are essentially being paid for your presentation. Does that kind of paradigm change your way of thinking? CANVAS spoke to a handful of print buyers to get their thoughts on what they like to see in sales calls, what is worth their time, and what’s not. “They’ll call up and say ‘Hey, we’d like to be your printer and if you’re interested in hearing more please let me know. But they have no real message.” — John Pritchard, general manager for MDSI Ground rules With $220 million in capitalized billings, Eric Mower and Associates (EMA) is one of the top 20 independent agencies in the United States. EMA has offices in seven cities, with some 260 professionals delivering full-service, integrated marketing communications to national and international clients. Its specialties include B2B marketing, public relations, brand promotion and consumer advertising. From an individual standpoint, Peterson is in charge of the production and traffic departments, keeping costs down and maintaining a smooth workflow. She’s handled projects for clients such as Apple, FedEx, Siemens and Motorola, to name a few. In short, Peterson is busy. Her schedule isn’t exactly free for unannounced visits, so if a print sales rep shows up unannounced at her place of work, chances are he or she is out of luck for an impromptu appointment. Peterson says that by calling or e-mailing ahead and making an appointment, a sales rep sets the first impression that he or she regards Peterson’s time as valuable. “When an unknown sales rep just drops by, it shows that they did not plan ahead, their time is not in great demand and they do not realize how busy a production person can be,” she says. P30 CANVAS AUGUST 2008