Non-print Diversification: Supplemental Insurance

"We've got a large team of people outside my door here who are working on application development," Bolger says. "Finding people who can speak plain English in the application world is difficult; it's a team sell, not something most salespeople can go out and talk about intelligently. You have to put your app people and salespeople together, and that in itself is a learning curve. We've gotten pretty good at it. It's a tough learning curve for a small- and mid-sized printer to go through, even a struggle for some of the bigger companies."