Penn Lithographics--Partnering and Progressing

Just as importantly, the company did not attempt to become all things to all clients. "We widened our net, but remained true to the high-end, direct response market because that's what we do best," Howington declares.

For example, year-to-date, 60 percent of Penn's press impressions have required a finishing line, one of the company's recognized strengths. In fact, Ted Robison, vice president of sales and marketing, believes that not making optimal use of the company's twin six-color Heidelberg Harris M-90 and M-110 heatset half-web presses with full in-line finishing capabilities "is like having a four-wheel drive vehicle and never taking it out of two-wheel drive."