To put it simply, last year was rough for a lot of businesses in the printing industry. Operations halted, doors closed and layoffs were enforced. However, there were survivors. And a lucky few managed to break even, while some even made a buck or two.
Despite the topsy-turvy moments of 2009, the new year brings a glimmer of hope for companies. Troubles aren't over yet, but with some positive thinking and perseverance, the strong will survive.
To get our readers motivated, Print Professional turned to some heavy hitters in the industry for advice. Here is a collection of valuable sales tips to help distributors reclaim what was lost.
"Print brokers are losing more and more business to online print retailers. We have identified this problem and its huge downward effect on the performance of print shops and print resellers.
For the past two years we have put all of our programming efforts in creating an online order capture and distribution program called RED TAG. We believe Red Tag will change the print industry by channeling more business than ever to our loyal print brokers and distributors nationwide. The Red Tag program will provide our customers with endless benefits including referrals for new regional print buyers and the opportunity to make additional profits.
We saw most of our customers suffer in 2009, so we are putting measures in place to make 2010 a better year. Our focus in 2010 will be on marketing for our customers and 
generating more business opportunities for them because their success is our success."
Zarik Megerdichian, CEO
4over, Inc.
Glendale, Calif.
"Evaluate your customer base to determine their strengths and weaknesses and their growth potential for 2010. Look for markets that have come out of 2009 with strength."
Dale Jacoby, vice president/general manager
Badger Tag & Label Corp.
Random Lake, Wis.
"All salespeople, particularly in B2B, need to recognize the substantive changes that have occurred in the mindset of the buying community. With unlimited access to information, and unlimited choices at their fingertips, buyers no longer need to rely on sellers for information the way they used to.
Salespeople need to continue practicing the 'basics' of good selling, but they need to 
incorporate activities like direct mail and e-mail broadcasting to help increase the possibility that these newly empowered buyers will find them when a need arises outside their current vendor base's capabilities."
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