BRIDGING DIGITAL AND OFFSET — SERVING TWO MASTERS

The caveat here is that as $136 million annual printer, the division of sales labor is a likely necessity at Sandy Alexander, whereas a smaller printer could not justify dedicated sales personnel.

The single-source-solution mantra leads DS Graphics, of Lowell, MA, to invest in sales training on how various markets can be supported by variable data digital imaging, according to Jack McGrath, vice president of sales and marketing. “We do not support a separate sales group, since customers frequently require other printing services and the prospect of one-stop shopping is very attractive to buyer entities.”