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? Peterson says she has met plenty of reps who are knowledgeable and passionate about their products. What makes them stand out, however, is the value they can deliver. “The best sales calls are when a rep has valuable information such as new technologies, new information of what is going on in our market place and can tell me right off why I should be doing business with them,” Peterson says. “The best sales reps have a reason to get back to me. That keeps them on my radar for a few days. They can answer questions about their equipment and why they think it is the best – what sets them apart from the rest. They can speak intelligently, not only about the company they represent, but our industry as a whole.” Information on variable digital printing, sustainability and direct mail are hot topics and well received by print buyers. Does your company use alternative sources of power like wind? What are you doing to offset your carbon footprint? How will your systems streamline production and cut costs? All of these questions are worth a customer’s time and money. If you’re planning on leaving reading materials of your company’s product offerings, include samples. “I have to see it to believe it,” Miller says. “A call followed by a sample followed by another call would be most effective.” To be sure though, delivery is just as important as substance. Miller says that a recent pitch that caught her attention involved the president of the print company walking her through a virtual tour of their capabilities by using a Web cast. Printers can earn points by putting the extra effort into their presenta- “I cannot tell you how important a good CSR is. I realize things can go wrong, but I value a rep or CRS who calls with a problem and offers a good solution.” — Marty Peterson, partner and director of production services for Eric Mower and Associates P32 CANVAS AUGUST 2008