PI 400 -- Commercial Printing - Cutting Down Times

Focusing on "share of customer" is a winning strategy for good times and bad, Rosen asserts. "When there is a downturn, the suppliers that are hurt the most are the ones with smaller share of customer. Even getting $100,000 in annual business could mean a shop is still the fifth or sixth supplier for some major print buyers. When spending is cut, they are going to look to take care of their major suppliers first," he says.