Selling Digital Printing -- Pointing in a Digital Direction

* While digital@batesjackson llc had been successfully selling and producing jobs with its Digimaster 9110, partner E.J. Flammer was concerned about effectively educating customers on the capabilities of the company's NexPress after its installation in February 2002. "I wanted to make sure we'd find the best work for the machine: jobs that took advantage of the one-to-one, variable data capabilities," reports Flammer. So he called Heidelberg Business Development Services, a service available to all Heidelberg digital customers, to provide training for his staff members. Flammer credits much of the company's success to the training and mentoring his firm receives on an ongoing basis from Heidelberg.