MARKETING DIGITAL SERVICES--Selling One-to-one

"We conduct a seminar every month at our facility," Nudo reports. "It's a two-day seminar with the department heads, and we always spend at least a half day on digital prepress and digital information."

Edgar recalls a salesperson at Corporate Direct that spent seven months in digital training at the company's plant. She was involved in everything from working with the database people to actually assisting the pressmen work on live jobs.