So, that’s my best advice to Australian printing salespeople. And to American printing salespeople. That changes the acronym a little: Different Continent, Same Stuff.

Dave Fellman is the president of David Fellman & Associates, Cary, NC; a sales and marketing consulting firm serving numerous segments of the graphic arts industry. Contact Dave by phone at 800-325-9634 or by email at dmf@davefellman.com or visit http://www.myprintresource.com/company/10004781.