Big Prints, Big Profits

"Sending out a memo or an e-mail may mean nothing to them," says Hawkes. "But if you have physical samples that people can see, and you let them know you can get this in-house, they'll take advantage of it."

Just as the counter person at McDonalds asks, "Would you like fries with that?" so can an in-plant up-sell wide-format products to existing customers. If a customer is looking for handouts for a meeting, mention that the new printer can offer a large print of the meeting agenda to hang on the wall.