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. tions, but doing one’s homework on the print buyer is a must. “I don’t want presentations on services that don’t apply to my needs,” Miller says. “[There is] no need to show me or discuss your magazine printing specialty if I don’t do production for a magazine. Know your audience. I like it when it is obvious the sales rep did their homework on Penn State, on the Penn State Alumni Association, and on me.” Selling problem-solving The sale begins with the call, but it probably won’t end there. Pritchard says he’s more and more interesting in hearing about subscriber services that printers may offer, helping his company track readership. Miller and Peterson emphasized how important the support structure of a printer is during the actual project. “I cannot tell you how important a good CSR is,” says Peterson. “I realize things can go wrong, but I value a rep or CRS who calls with a problem and offers a good solution. This type of relationship becomes more of a partnership striving to produce great work at a fair, competitive price.” “Sell your shop and stand by your customer,” Miller recommends. “I want my contact to be available for issues throughout the process and be willing to assist with problems that arise from both sides, from within their own shop and from the customer side,” Miller says. If the print buyer has taken the time out of their schedule to hear you out, then the open communication shouldn’t stop there. Hopefully, the sales call is only the beginning of exhibiting value to your customer. CANVAS P33