DeWese--No News Is Good News

If the company is privately held, make up a short print-needs survey and mail it to the buyer(s) with a cover letter. The cover letter should indicate you are interested in becoming a supplier, but you want to make sure that your company's products and/or services fit their needs before bothering them with an appointment. Remember to enclose a postage-paid reply envelope for the survey. If you do this well, you will be amazed at the number of positive responses you get.