BRETT RUTHERFORD BIBLIOGRAPHY

Sales and Marketing Publications

In a span of about ten years, Brett Rutherford wrote 100,000 words or more on the subject of sales and marketing in the graphic arts industry, most of them published in three monthly newsletters which he wrote and typeset, provided as a package for members of Printing Industries of America. Some of these articles have since been plagiarized by others, and the author here asserts his authorship and ownership of this series in its entirety. This was the only series of plain-English sales newsletters for printers based upon solid reading of the available academic and business literature on the market (as opposed to the "lemme-tell-ya what I did for Acme Litho" school).

• "“Advertising emphasis must change with the times.” Practical Marketing for Printers. November 1986. 4 pp.
• “Are you evolving as a salesperson?” Successful Print Sales. November 1983. 2 pp.
• “Are you sure that your customers trust your salespeople?” Printing News. July 4, 1987.
• “Assertiveness in selling.” Successful Print Sales. two-part series. January-February 1987. 8 pp.
• “Author's alterations: nuisance or sales opportunity?” Successful Print Sales. Two-part series. August-September 1987. 7 pp.
• “Author's alterations: turn those thorny A.A. problems into sales pluses.” Successful Print Sales. January 1984. 4 pp.
• “Backward market research suggested by marketing prof.” Practical Marketing for Printers. July 1985. 4 pp.
• “Bartering is big business: a creative way to boost sales.” Managing Print Sales. January 1987. 4 pp.
• “Basing your company's prices on value to the customer.” Practical Marketing for Printers. May 1990. 4 pp.
• “Better negotiation skills and tactics help printers win jobs, keep accounts.” Successful Print Sales. May 1992.
• “Better presentations mean higher sales.” Managing Print Sales. July 1985. 4 pp.
• “Better self-advertising through the principles of psychology.” Managing Print Sales. January 1989. 4 pp.
• “Beware of con customers.” The Typographer. Typographers International Association, Washington DC.
• “Body language conveys important messages to both buyer and seller.” Successful Print Sales. October 1986. 4 pp.
• “Body language pointers for visiting new prospects.” Successful Print Sales. September 1989. 4 pp.
• “Business ethics and printing sales: right actions equal better results.” Successful Print Sales. June 1991. 4 pp.
• “Business letters can open doors to `hard to get' printing clients.” Successful Print Sales. October 1992. 3 pp.
• “Buyer/Seller relationships get new attention.” Two-part series. Practical Marketing for Printers. February and March 1988. 8 pp.
• “Can response to sales resistance change the prospect into a client?” Printing News. October 15, 1988. 3 pp.
• “Career plateaus in selling–are they inevitable?” Successful Print Sales. April 1987. 4 pp.
• “Challenging those copiers – don't give in to copier mania!” Managing Print Sales. June 1985. 4 pp.
• “Changing quality expectations affect printing markets.” Practical Marketing for Printers. two-part series, March-April 1985. 6 pp.
• “Changing the structure of your services for better positioning.” Practical Marketing for Printers. September 1988. 4 pp.
• “Check your present customer mix.” Practical Marketing for Printers. February 1985. 4 pp.
• “Closing the sales presentation right gets you the order.” Successful Print Sales. July 1988. 4 pp.
• “Color pointers for sales people.” National Association of Printers and Lithographers, March 1983.
• “Competing or cooperating with the customer's in-plant printing shop.” Practical Marketing for Printers. January 1985. 4 pp.
• “Competitive tactics for printers: how to get down to the essentials of winning.” Practical Marketing for Printers. April 1991. 6 pp.
• “The computer as a sales and marketing tool.” National Association of Printers and Lithographers, 1987.
• “Copyright essentials for salespeople.” Successful Print Sales. two-part series, January-February 1986, also June-July 1990. 8 pp.
• “Customer education – part of the job for today's sales force.” Managing Print Sales. March 1989. 4 pp.
• “Customer education is also smart selling.” Managing Print Sales. November 1984. 4 pp.
• “Customer education is part of printing industry marketing.” Practical Marketing for Printers. September 1992, 4 pp.
• “Customer satisfaction has role in printing sales and marketing.” Practical Marketing for Printers. November 1992. 4 pp.
• “Customer trust and how to build it.” Successful Print Sales. July-August 1990. Two-part series, 8 pp.
• “Dealing with angry and irrational customers.” Successful Print Sales. August 1989. 4 pp.
• “Dealing with undesirable customers.” Successful Print Sales. September 1985. 4 pp.
• “Do [clerical] employees have enough knowledge?” Successful Print Sales. August 1992.
• “Don't let a 'generation gap' deprive you of sales power.” Managing Print Sales. August 1989. 4 pp.
• “Don't surrender sales to copiers.” Successful Print Sales. August 1985. 4 pp.
• “Drinking and selling don't mix.” Managing Print Sales. January 1986, also August 1990. 4 pp.
• “Elements of a marketing plan.” Practical Marketing for Printers. five-part series, February-June 1986. 20 pp.
• “Essentials of market research for printing companies.” Practical Marketing for Printers. January through April 1989. 16 pp.
• “Essentials of pricing for higher profits.” Practical Marketing for Printers. three-part series, March-May 1987. 12 pp.
• “Ethics and the print salesman: doing the right thing is good for business.” Successful Print Sales. Two-part series. November and December 1987. 8 pp.
• “Evaluating sales candidates from resumes and interviews.” Managing Print Sales. June 1989. 4 pp.
• “Every printer needs a system to handle customer complaints.” Managing Print Sales. February 1988.
• “Extra colors and varnish effects: sell them for more value-added.” Successful Print Sales. Three-part series. May- July 1987. 12 pp.
• “The fax machine: your new sales assistant.” Successful Print Sales. May 1989. 4 pp.
• “Find out what customers really think with a focus group session.” Practical Marketing for Printers. October 1989. 4 pp.
• “Focus group is likely to tell the unvarnished truth.” Printing News. May 4, 1992. 2 pp.
• “Follow-up calls–key to continuing sales.” Successful Print Sales. two-part series, May-June 1985. 6 pp.
• “For long-term success, printers need to build buyer-seller relationship.” Practical Marketing for Printers. September 1991. 6 pp.
• “For trouble-free printing sales, get the job specifications first!" Successful Print Sales. November 1992.
• “Get credit for marketing efforts when they help your company.” Practical Marketing for Printers. May 1989. 4 pp.
• “Get marketing gold from your company's unsuccessful quote reports.” Practical Marketing for Printers. November 1989. 4 pp.
• “Get more sales from marginal and inactive accounts.” Successful Print Sales. January 1990. 4 pp.
• “Get the best print marketing data from effective mail surveys.” Practical Marketing for Printers. August 1992. 4 pp.
• “Getting marketing proposals past management hurdles.” Practical Marketing for Printers. Two-part series, August-September 1990. 8 pp.
• “Getting the salespeople off the road: cost-effective inside selling.” Managing Print Sales. May 1984, also September 1990. 3 pp.
• “The 'go for it' selling style: assertive versus aggressive.” Successful Print Sales. December 1990. 4 pp.
• “Great salesman [can become a] bad manager.” Successful Print Sales. June 1992.
• “Grid analysis for sales management decisions.” Managing Print Sales. three-part series, July-September 1986. 12 pp.
• “Heading off quality problems at the pass.” Successful Print Sales. December 1986. 4 pp.
• “Handling customer property.” Successful Print Sales. March 1986. 2 pp.
• “Handling sales objections.” Successful Print Sales. October 1984. 4 pp.
• “Helping the sales force get the most from each sales call.” Managing Print Sales. Two part series, April-May 1987. 6 pp.
• “Help your customers get more for their advertising in print.” Successful Print Sales. November and December 1988. 8 pp.
• “How about a video plant tour?” Managing Print Sales. September 1985.
• “How a small firm can make a big impression.” Printing News. January 7, 1991. 2 pp.
• “How an in-house focus group can tell you things you never knew about customers.” Practical Marketing for Printers. three-part series, August-October 1986. 12 pp.
• “How can you tell when marketing really works?” Practical Marketing for Printers. August 1984. 4 pp.
• “How customer service can protect your sales.” Managing Print Sales. August 1984. 4 pp.
• “How do you keep the account when the buyer leaves?” Successful Print Sales. May 1985. 4 pp.
• “How does your company look to a prospective printing buyer?” Managing Print Sales. November 1983. 3 pp.
• “How many prospects are there? How much are they worth? How to quantify the mysteries of marketing.” Practical Marketing for Printers. December 1983. 3 pp.
• “How printers can implement a sales and marketing plan.” Practical Marketing for Printers. October 1991. 6 pp.
• “How printers' sales forecasting can be more accurate and reliable.” Practical Marketing for Printers. February 1992. 4 pp.
• “How printers watch competitors with monitoring programs.” Practical Marketing for Printers. March 1991. 6 pp.
• “How sales and sales management style can make a difference for printers.” Successful Print Sales. December 1991.
• “How sales forecasts can help.” Managing Print Sales. February 1986, also October 1990. 4 pp.
• “How salespeople establish and maintain customer trust.” Managing Print Sales. Two-part series, April-May 1986. 8 pp.
• “How time management can improve your sales performance.” Successful Print Sales. March 1984. 4 pp.
• “How to be sure you have all the job specifications.” Successful Print Sales. May 1984. 4 pp. Updated and reprinted in same newsletter in October 1987.
• “How to boost your company's public image–and sales.” Practical Marketing for Printers. two-part series, January-February 1984. 8 pp.
• “How to change pricing to reflect market value and improve profits.” Practical Marketing for Printers. Three-part series. March-May 1987. 12 pp.
• “How to conduct a survey to get valuable market data.” Practical Marketing for Printers. May-June 1988. 8 pp.
• “How to deal with sales resistance.” Successful Print Sales. September 1984. 4 pp.
• “How to find customer industry market information.” Practical Marketing for Printers. three-part series, November 1985-January 1986. 12 pp.
• “How to find out what you need to know about customers and prospects.” Managing Print Sales. June 1984. 4 pp.
• “How to get management to act on marketing proposals.” Practical Marketing for Printers. Two-part series. July and August 1987. 8 pp.
• “How to get testimonials from customers—and how to use them to get more sales.” Successful Print Sales. June 1990. 4 pp.
• “How to get testimonials from customers.” Successful Print Sales. September 1986. 3 pp.
• “How to get the most from unsuccessful quote reports.” Managing Print Sales. two-part series, May-June 1987. 5 pp.
• “How to get valuable customer information—from your own employees [in-plant focus groups].” Managing Print Sales. Three-part series, February-April 1990. 12 pp.
• “How to overcome two barriers to printing sales success: sales resistance and sales objections.” Successful Print Sales. May-June 1988. 8 pp.
• “How to retain key accounts when buyers or salespeople leave.” Managing Print Sales. September to October 1988. 8 pp.
• “How to sell extra services.” Successful Print Sales. three-part series, May-July 1987. 12 pp.
• “How to sell printing when an in-plant [shop] is involved.” Successful Print Sales. February 1992. Reprinted in Printing Industries of America Sales & Marketing Advisory . March 1993. 2 pp.
• “How to use credit policies for better print selling.” Successful Print Sales. September 1992.
• “Ideas for selling to educational and non-profit organizations,” Managing Print Sales. July 1988.
• “If [in-house] office services rival the [commercial] printer, how can opportunities be revealed?” [How printers can gain sales from customers' in-house print operations.] Printing News. August 26, 1989. 2 pp.
• “Image building activities can boost sales.” Managing Print Sales. February 1989. 4 pp.
• “Improve efficiency of your sales team with a sales action plan and calendar.” Managing Print Sales. December 1983. 4 pp. Revised and reissued in the same publication in September 1989.
• “Improve sales effectiveness with better presentations.” Managing Print Sales. November 1989. 4 pp.
• “In-house focus group can provide revealing data on firm's customers.” Printing News. two-part series, August 29-September 5, 1987
• “In-plant printing shops: rivalry or opportunity?” Practical Marketing for Printers. June 1989. 4 pp.
• “Is your printing company `customer-oriented?' How to get the customer's wishes into selling practices.” Practical Marketing for Printers. August 1991. 6 pp.
• “Job descriptions for marketing managers.” Practical Marketing for Printers. June 1987. 4 pp.
• “Keep old customers from getting stale or drifting away.” Successful Print Sales. January 1992.
• “Key account selling.” Successful Print Sales. three-part series. June-August 1984. 12 pp.
• “Key account selling and consultative selling are still tops for sales efficiency.” Successful Print Sales. Four-part series. January through April 1988. 16 pp.
• “Learn how to spot undesirable customers.” Managing Print Sales. Two-part series, March-April 1984. 8 pp.
• “Literacy and communication problems: what they mean to printing sales.” Practical Marketing for Printers. July 1988.
• “Look at the magazine industry to see where the printing is.” Practical Marketing for Printers. September 1987. 4 pp.
• “Look at what competitors are doing; get your employees to turn up data.” Printing News. September 9 and 16, 1989. Two-part series. 4 pp.
• “Look to magazine industry for marketing pointers.” Practical Marketing for Printers. November 1983. 4 pp.
• “Magic word is database – what it means to sales and marketing managers.” Practical Marketing for Printers. September 1985. 4 pp.
• “Make quality part of your marketing emphasis.” Practical Marketing for Printers. January 1990. 4 pp.
• “Make sure you're ready to negotiate before the face-to-face encounter.” Printing News. September 3, 1988.
• “Market focus: take a look at the computer software industry.” Practical Marketing for Printers. December 1986. 4 pp.
• “Market segmentation puts printers in control of their sales destiny.” Practical Marketing for Printers. Two-part series, June-July 1991. 12 pp.
• “Marketing concept must guide selling.” Printing News. April 14 1984.
• “More about [sales] phobias.” Managing Print Sales. November 1989. 1 p.
• “More accurate sales forecasts are possible.” Practical Marketing for Printers. December 1987. 4 pp.
• “More free marketing help on library shelves.” Printing News. February 5, 1990. 2 pp.
• “Most quality problems can be prevented by sales alertness and action.” Successful Print Sales. October 1990. 4 pp.
• “New generation of marketing skills.” Printing News. November 12, 1983.
• “A new look at career plateaus and what they mean to the printing sales organization.” Managing Print Sales. May-June 1988.
• “New sales style categories help managers provide better training and supervision.” Managing Print Sales. October-November 1987.
• “New time management suggestions for busy sales managers.” Managing Print Sales. October 1989. 4 pp.
• “Notes on gifts to your customers.” Successful Print Sales. December 1984. 2 pp.
• “Plant capacity is another measure of company sales potential.” Practical Marketing for Printers. January 1988. 4 pp.
• “Positioning: how customer perceptions mold competitive advantages.” Practical Marketing for Printers. August 1988. 4 pp.
• “Pricing against competition — your toughest marketing challenge.” Practical Marketing for Printers. June 1990. 4 pp.
• “Pricing for better profits: a look at alternate pricing methods.” Practical Marketing for Printers. April 1990. 4 pp.
• “Pricing in the printing industry: how the price list fits in.” Practical Marketing for Printers. March 1990. 4 pp.
• “Priming sales and marketing to ride the recovery tide.” National Association of Printers and Lithographers, August 1983. 11 pp.
• Print Marketing Planning for Results. A monograph and workbook on how to create a company market plan. Printing Industries of America Print Managers Series, 1990. 56 pp.
• “Printers can improve sales effectiveness and results with better presentations.” Two-part series. Successful Print Sales. July and August 1992. 6 pp.
• “Printers gain marketing advantage with a customer newsletter.” Practical Marketing for Printers. December 1991. 6 pp.
• “Printers need database management for power selling and marketing.” Practical Marketing for Printers. November 1991. 6 pp.
• “Printers need more and better self-advertising campaigns.” Managing Print Sales. January 1990. 4 pp.
• “Printers on the air: a new way to get your company's name around.” Practical Marketing for Printers. October 1983. 3 pp.
• “Printers should never take their marketing wisdom for granted.” Practical Marketing for Printers. June 1992. 2 pp.
• “Printers use customer/prospect surveys to gain marketing data.” Practical Marketing for Printers. July 1992. 4 pp.
• “Printing sales and marketing to ride the recovery tide.” National Association of Printers and Lithographers, August 1983
• “Product differentiation – what it means to printing companies.” Practical Marketing for Printers. July 1986. 4 pp. Expanded to 6 pp. in February 1990 issue.
• “Professionalism in sales.” Successful Print Sales. three-part series, March-May 1985. 9 pp.
• “Promote your company with a customer newsletter.” Managing Print Sales. April 1989. 4 pp.
• “A proven formula for print sales: sell to key accounts and add the magic word `consulting'.” Successful Print Sales. August 1991.
• “Public relations as part of the printer's marketing effort.” Practical Marketing for Printers. Two-part series, October and November 1987, also October-November 1990. 9 pp.
• “Quality concept eludes many printers in search for sales growth.” Practical Marketing for Printers. April 1992. 3 pp.
• “Researching special markets: catalog printing will rebound.” Practical Marketing for Printers. May 1992. 4 pp.
• “Reasons why people buy printing reveal how to change sales tactics.” Successful Print Sales. October 1988. 4 pp.
• “Role playing: if they can act, they can sell better.” Managing Print Sales. April 1988.
• “Sales and marketing decisions are easier using two-dimensional analysis methods.” Practical Marketing for Printers. January 1991. 6 pp.
• “Sales and marketing management find computer an invaluable tool.” Printing News. May 16, 1987.
• “Sales calls and business letters: two partners in print sales success.” Successful Print Sales. June 1989. 4 pp.
• “Sales come again and again thanks to follow-up calls.” Successful Print Sales. August and September 1988. 8 pp.
• “Sales incentives have become staples in effort to inspire greater sales.” Managing Print Sales. November 1990. 4 pp.
• “Sales performance audits help printers evaluate selling problems.” Successful Print Sales. July 1991. 4 pp.
• “Sales persistence: treading the fine line between assertive and aggressive—Part 2" Managing Print Sales. January 1991. 6 pp.
• “The sales/production interface: turning foes into friends.” Successful Print Sales. March 1990. 4 pp.
• “Sales professionalism.” Successful Print Sales. February to April 1989. 12 pp.
• “Sales responsibility for handling customer property.” Successful Print Sales. December 1989. 4 pp.
• “Sales training — the toughest job for printing industry sales managers.” Successful Print Sales. April 1991. 4 pp.
• “Salespeople and credit–the most misunderstood connection.” Successful Print Sales. November 1985. 4 pp.
• “Self-advertising helps printers beat down sales resistance.” Practical Marketing for Printers. March 1992. 4 pp.
• “Self-exam for unsupervised salespeople.” Successful Print Sales. June 1992.
• “Sell to the burgeoning computer software industry.” Practical Marketing for Printers. May 1984. 4 pp.
• “Selling from a price list – some pros and cons.” Practical Marketing for Printers. February 1987. 4 pp.
• “Selling phobias: how to help salespeople overcome them.” Managing Print Sales. July 1989. 4 pp.
• “Selling printing by contract.” Successful Print Sales. February 1992.
• “Selling that extra color through its psychological impact.” Successful Print Sales. December 1984. 2 pp.
• “Selling the concepts of marketing isn't easy when you wear both sales and marketing hats.” Practical Marketing for Printers. June 1985. 4 pp.
• “Selling to nonprofit organizations.” Successful Print Sales. January 1985. 4 pp.
• “Selling to purchasing agents–not as easy as it seems.” Successful Print Sales. March 1987. 4 pp.
• “Selling to purchasing agents isn't what it used to be.” Managing Print Sales. February 1991. 4 pp.
• “Selling to startup businesses: some tips and pointers.” Successful Print Sales. November 1986. 4 pp.
• “Should you give customers a gift?” Successful Print Sales. October 1992.
• “Small business is where it's happening.” Practical Marketing for Printers. July 1984. 4 pp.
• “Smart hints on advertising can win customers!” Successful Print Sales. two-part series, February-March 1985. 6 pp.
• “Some pointers about using letters in combination with sales calls.” Successful Print Sales. October 1985. 4 pp.
• “Some useful guidelines for selling color.” Successful Print Sales. October-November 1989. 8 pp.
• “Start a formal program to monitor your competitors.” Managing Print Sales. November to December 1988. 8 pp.
• “Study your markets using County Business Patterns.” Practical Marketing for Printers. July-August 1989. 8 pp.
• “Tap a new source of printing sales: barter your unsold capacity.” Successful Print Sales. May 1991, 4 pp.
• “Telephone jitters.” Successful Print Sales. March 1992.
• “Time management–the key to getting more out of selling efforts.” Successful Print Sales. June 1986. 4 pp.
• “Time to begin using a marketing database.” Practical Marketing for Printers. April 1988. 4 pp.
• “Time to computerize every phase of printing sales management!” Managing Print Sales. May 1990. 4 pp.
• “Tips for better presentations.” Successful Print Sales. April 1986. 4 pp.
• “Top companies set good examples for other sales managers.” Managing Print Sales. March 1988.
• “Trade customs are the bedrock for solid printing sales.” Successful Print Sales. April 1992.
• “Traits printing buyers say they admire in top salespeople.” Successful Print Sales. June 1992. 3 pp.
• “Understanding non-profit attitudes essential to better sales.” Managing Print Sales. August 1988. 4 pp.
• “Undesirable customers—identify them and drop them.” Successful Print Sales. Two-part series, April-May 1990. 8 pp.
• “Unsuccessful quote reports: a marketing gold mine.” Practical Marketing for Printers. October 1985. 4 pp.
• “Use a focus group to get more facts about your customers and their needs.” Practical Marketing for Printers. August 1985. 4 pp.
• “Use a newsletter to promote your company.” Managing Print Sales. January 1985. 4 pp.
• “Use market research to achieve higher sales.” Practical Marketing for Printers. two-part series, September-October 1984. 8 pp.
• “Use psychology in self-advertising.” Managing Print Sales. February 1985. 4 pp.
• “Use the market segmentation concept to improve marketing and sales plans.” Practical Marketing for Printers. October through December 1988. 12 pp.
• “Use time management methods to get more sales.” Successful Print Sales. January 1989. 4 pp.
• “Use videotape to show customers what your printing plant can do.” Successful Print Sales. March 1992.
• “Using County Business Patterns for market research.” Practical Marketing for Printers. two-part series, April-May 1985. 8 pp.
• “Using personalized letters to open doors to new sales.” Managing Print Sales. two-part series, July-August 1987. 8 pp.
• “Valuable lessons from the PIA Marketing Excellence Awards Program.” Practical Marketing for Printers. June 1984. 4 pp.
• “Value-added services can turn lead into gold.” [Book review]. Printing News , April 26 2004.
• “Walking away from unprofitable business—why printers must do it.” Practical Marketing for Printers. January 1992. 3 pp.
• “Want better results from market research? Try planning 'backwards'!” Practical Marketing for Printers. September 1989. 4 pp.
• “Want to know more about client needs?–Ask them with a survey.” Practical Marketing for Printers. December 1984. 4 pp.
• “Ways to close a sales presentation.” Successful Print Sales. November 1984. 4 pp.
• “What a sales performance audit can do for your company.” Managing Print Sales. two-part series, February-March 1987. 6 pp.
• “What customer financial people do.” Successful Print Sales. September 1992.
• “What is your company's real sales potential?” Practical Marketing for Printers. March 1984. 4 pp.
• “What role does marketing play in printing quality control?” Practical Marketing for Printers. July 1990. 4 pp.
• “What you need to know about credit.” Successful Print Sales. July 1989. 4 pp.
• “What's the difference between good salespeople and great ones?” Successful Print Sales. May 1986. 3 pp.
• “When it's time to hire a new salesperson.” Managing Print Sales. May 1989. 4 pp.
• “When new businesses open, print sales are sure to follow. Successful Print Sales. November 1990. 2 pp.
• “When printing sales go up, give due credit to marketing.” Practical Marketing for Printers. October 1992. 4 pp.
• “When sales managers have to negotiate.” Managing Print Sales. September 1987.
• “When should managers go out and sell?” Managing Print Sales. March 1988.
• “When the sales manager is the marketing manager, too!” Practical Marketing for Printers. December 1989, 4 pp.
• “When third parties get involved: keeping jobs trouble-free.” Successful Print Sales. September 1990. 4 pp.
• “When the customer is angry.” Successful Print Sales. December 1985. 4 pp.
• “Who is to blame when customer service fails?” Managing Print Sales. January 1988.
• “Who needs a customer service representative?–You do!” Managing Print Sales. July 1984. 4 pp.
• “Why be just a good salesperson when you could be a great one?” Successful Print Sales. February 1990. 4 pp.
• “Why follow-up calls are so important.” Managing Print Sales. two-part series, September-October 1984. 8 pp.
• “Why printing companies need customer service positions.” Managing Print Sales. December 1987.
• “Why sales managers go astray.” Managing Print Sales. September 1985. 2 pp.
• “Winning the satisfied customers away from other printers.” Successful Print Sales. January 1992. 3 pp.
• “With care and practice in planning, time becomes greatest selling asset.” Printing News. August 22, 1987.
• “You may find a new sales assistant ready at hand in your fax machine.” Printing News. June 17, 1989. 2 pp.

Version 2.0 Updated October 10, 2020