SELLING DIGITAL VS. OFFSET -- Making the Right Impression

From a sales perspective, Worth Higgins approaches both digital printing and conventional offset in the same way. "We look for the best (process) fit for our customer," Higgins says. "By considering factors such as audience, budget, function, size, paper, quantity and turnaround, we can make effective recommendations. Whether the work ends up on our half size equipment, full size press or digital systems, predevelopment counseling with customers yields the most effective solutions."