MFSA/NAPL Conference — Survey Results Are Fulfilling
He advised: Prepare prospect list from industry organizations; e-mail profiling questionnaires to narrow the list; visit several industry groups to get the “feel” for their organization; and try to make your business a big part of their business for a win-win relationship.
In the panel discussion on “Building a Fulfillment Sales Force,” Rob Young of Transcontinental Direct, in Warminster, PA, profiled his company’s successful sales professionals as “great communicators…with intellectual bandwidth to manage complex program(s), who understand and are motivated by annuity-based selling and compensation.”
Tours of local fulfillment operations and printers with fulfillment services were also held. These included a midnight tour of the UPS WorldPort during peak operations, where more than 300,000 packages are sorted each hour. Tours also highlighted the unusual ISO 9001 certified fulfillment operation of Fulfillment Concepts (FCI); the extensive fulfillment and printing operation at Papa John’s Pizza; and the innovative returns processing and commingling book fulfillment warehouse of aNETorder/American Mailers. PI