Contest Winners Take a Bow–DeWese
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.
I asked each of the winning companies to give me a little write-up on how they won. In reading them, it showed me there’s a lot to learn about human motivation in tough times. This may be the most valuable column I ever wrote because parts of it were actually written by the winners who did it! The five winners have my congratulations and highest respect.
|The winning sales staffs, from top to bottom:
Here are the official results.
Large Company Category Winner
PCA Inc., Baltimore
Richard Jones, PCA president, writes, “We remain committed to performance. As the only small-format company in the group of Consolidated Graphics companies located east of the Mississippi, we continue to sell PCA as a regional resource for large-scale projects that are produced on small presses, particularly those that are facilitated by electronic ordering. PCA does $300 orders, lots of them. But we consider complicated, unusual and time-sensitive jobs routine, and we embrace those opportunities.