KIRKWOOD PRINTING -- Energizing Color

Business conditions have led the printer to look a little farther afield, geographically, for work. It previously had concentrated on the greater Boston area, but recently hired a salesperson who deals mainly out of the New York area.

"During this economic decline in the printing business, we had to think of different ways to bring in more work," Mitchell explains. "We tried direct mailings and got no place. Getting more heavily into cold calling, networking and taking samples directly to the buyer or designer brought some good returns. Lastly, we hired sales-people with some kind of following."