DeWese--Turning a Grazer into a Hunter

I told the executive to get a hold of himself. I said that printers had a similar problem a few years ago, but I wrote a column on prospecting for new business, and all the salespeople read it, and now there's no longer a problem.

In fact, recent studies show that 100 percent of the print salespeople sell 110 percent of the work. Ten percent of the work is never produced because the plants either lose the jobs or just don't deliver them. At least that's the report I'm getting from America's print salespeople.