PI's 45th ANNIVERSARY -- The Lighter Side

SOUND FAMILIAR?: One 1968 piece featured five keys for "How the Small Printer Can Live Among the Giants." The advice:

1. Don't talk about your service, talk about your prospect's problems.

2. Be creative; show your prospect a new way of doing something and doing it better.

3. Persistence and people patronage; never give up, regardless of the discouragement. If you can't see "Mr. Big," then acquaint yourself with all the "smalls." In time, the steps on the ladder are climbed and the office boy can be a responsible position.