PREPRESS OPERATIONS -- Grounding Your Clients in Preflight

Quicker turnaround of jobs is the primary benefit the print broker sells to his clients, but he also tries to give them a financial incentive. If a printer routinely charges for preflighting, he negotiates to have the fee deducted, thereby saving clients money.

Dour says he introduces clients to the technology on the first sales call and tries to be proactive in convincing them of its value. "You can find out a lot about the personality of the print buyer by discussing preflighting with them early on," he says. "It helps me determine how to price work to them, as well."