Penn Lithographics--Partnering and Progressing

"We did that with training," Robison says. "Project coordinators have more client contact and now work as a true part of the sales team. They watch over work while it's in-house, which enables sales reps to be out where they belong—with the client."

A positive outgrowth of this closer sales rep/client interaction has been the repositioning of the rep as a resource instead of a vendor. "Our people work with the client to create new products and services," Howington maintains.