T.J. Tedesco is a sales growth, business strategy, marketing and PR consultant operating at the intersection of clear vision, compelling content and effective outreach practices. For nearly two decades, T.J. has been an independent consultant and sales growth team leader. Previously, he sold commercial printing, graphic arts machinery and supplies, and finishing and bindery services. T.J. helps North American companies with content development, Web and print design leadership, nurture marketing programs, sales coaching, sales team alignment and business strategy. Since 1996, T.J. has worked with more than 100 clients on retainer, 80 percent in the graphic arts industry. T.J. is author of "Win Top-of-Mind Positioning," "Playbook for Selling Success in the Graphic Arts Industry," "Fire! How Marketing Got Hot," "Direct Mail Pal" and four more books published by PIA. He can be reached at (301) 404-2244 or tj@tjtedesco.com.

Last week, Fire Enterprises (FEI) marketing maven Marka showed savvy salesperson Zoot how to craft compelling Results Statements for case studies. This week, Marka tells Zoot how they can use multimedia content to help demonstrate these Results Statements. Remember, fire = print.

BY T.J. TEDESCO A decade ago, Image Printing was a Louisville, KY-based commercial printer serving its local print market—but it had the vision to do a whole lot more. At the same time, Midland Communications Packaging, also based in Louisville, prided itself as a manufacturer of marketing solutions within the postpress segment of the graphic arts industry. Today, the merged company, now called Vivid Impact, is a diversified graphic arts manufacturing enterprise that specializes in providing a range of communication solutions. The concept of Vivid Impact dates back to 1989, when Greg Buchheit and Pete Smith bought Image Printing. With them came the vision of a

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