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September 1, 2003: Contest Winners Take a Bow--DeWese
(Excerpts from Harris DeWese’s article in the September 2003 Issue of Printing Impressions)
The past three years have been horrendously bad for the printing industry. Some industry experts say that printing market conditions were the worst in 40 years. I heard horror stories every day. I witnessed bankruptcies, I saw lost jobs and I grieved over padlocked companies. It was depressing and I considered buying an ocean-side bar in the Caribbean, or joining a traveling carnival, or running for governor of California (who cares that I reside in Pennsylvania?) or developing an online psychotherapy Website for unemployed printers. I was committed, however, to sticking it out because I had sponsored The Second Great American Print Sales Prospecting Contest and, as much as I wanted to roll over and take a nap to forget the weak economy, I was witnessing hundreds of salespeople working extra hard to get new accounts in the worst of times. Finally, after compiling all the contest participants' reports, I can recognize the winners in this column.
The five winners have my congratulations and highest respect.
Here are the official results:
PCA Inc., Baltimore
Victor Graphics, Baltimore
Worth Higgins & Associates, Richmond, VA
Ambrose Printing, Nashville, TN
Saint Clair Press, Indianapolis
While 2001 through 2002 presented a downturn in the economy and many major businesses in Indianapolis had relocated, Saint Clair Press challenged its staff to grow, improve and find ways to be the "best of the best." As a division of the Nationwide Graphics/Premier Print organization with locations from coast to coast, Saint Clair Press offers a wide variety of printing and support services for local businesses and companies with regional to national distribution requirements. Saint Clair Press employs 85 and is a 24/7 operation. As Saint Clair Press continues to evolve, it is intent on becoming Indianapolis' preferred printing organization.
There are some common themes in each of these winning stories. Words like credibility, integrity, planning, closing, consistency and customer satisfaction occur throughout the winning efforts. Winners have received a handsome plaque for their lobbies and notoriety within this publication. They will also be receiving a library of publications from NAPL.
Now, before I go crazy and announce another contest, I think I'll take a nap while you get out there and sell something!
—Harris DeWese
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something!, published by Nonpareil Books. He is a principal at Compass Capital Partners and is an author of the annual "Compass Report," the definitive source of information regarding printing industry M&A activity. DeWese specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies. He can be reached via e-mail at hmdewese@aol.com
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