SELLING DIGITAL VS. OFFSET -- Making the Right Impression

Schultz sees digital services as complementing the company's commercial business. "I think it has helped stabilize our sales because it is another product offering that allows us to diversify our business. Clients are using both services," he says.

Worth Higgins & Associates went the added step of formally establishing a digital printing division, called Worth Digital. A bit of history is required to appreciate the thinking behind this move.