Compensating Salespeople for Digital Jobs: Is This Still a Problem? Yes

Here, too, the sales staff wasn't the only faction of a printing establishment that needed to get attuned to the new direction of the company. Even bindery personnel would inquire as to the rationale behind chasing smaller volume, lower dollar jobs.

"The message at Hudson Printing is that most long-run, static printing is going away," Gardner relates. "It will never disappear completely. We have four heatset web presses, but if we're still running all four of those machines five years from now, I will be stunned."