DeWese--Print Buyers Speak Their Minds

Notice that I'm not giving you any of the actual responses. I had to promise Nick Wagner, the president of the Printing Industries of Michigan, that I wouldn't divulge any of the content of the report (see box, page 75) that PIM will be selling to printers across the United States.

I will leak this. One of the print buyers, a woman who supervises 20 people in the print production department, said, "I'll tell you one thing that turns us off: It's a prospecting salesperson who has done no research on us. Salespeople who know nothing about us have not paid their dues. It's insulting when they call, because they know nothing about our company or what we print."