The Secret of Selling Postpress

"A salesperson who goes out and competes against a printer that doesn't have a bindery is more likely to win the job," contends Green, who notes that once a job comes in to L.P. Thebault, it doesn't go out until it's done.

While some firms outsource the bindery, L.P. Thebault maintains complete control. Not only does that reduce customer costs, it also means it is not the type of work that could be absorbed by the customer.