Marchand--Good News / Bad News

It is increasingly more difficult for reps without marketing support to keep customers informed about their companies' new and ever more complex capabilities. Moreover, print buyers are no longer the only people in customers' organizations with whom printing companies must communicate.

And it helps, everyone now agrees, if the printing company is a familiar name, branded even before reps initiate contact with a prospect organization. As a result of all this, printing companies routinely have a marketing line in their annual budgets.