Cross-media Services: Tomorrow’s Tools Today

For now, Corporate Press' shift isn't so linked to product as it is to buyer. "We've made a fundamental shift to build loyalty through intellectual resources, which are lost at the print buyer level," Marcian notes. "This approach doesn't hurt the relationship at the print buyer level, but the sale is made at the executive level. The majority of our new accounts has been generated by the new approach, rather than with selling the traditional price, quality and turnaround."