Cathy Friske Lawrimore ~ Print Sales
Like most people, on January 4th, 2010, I returned to work after the long holiday weekend. As I booted up my computer and opened my new 2010 desk calendar I realized it was also my anniversary. On a Monday, 22 years ago, I began my career in commercial print sales. I was 28 years old. I could take this moment to blather on about where the time went and how fast it has gone by, but I won’t. It’s cliche’. What I’d really like to do is tell you some stories about my years in the printing industry. I’ll start with a little background information.
Prior to direct sales I worked for a print broker. Then I did a stint in a small shop off Motor Street that actually had equipment. There I listened and asked questions. I took an estimating class from Joe Polanco, who, by the way is still with PIA MidAmerica, here in Dallas. After 14 months of what I now look back on as an “internship,” I went to work in customer service with a well-known financial printer. That was in 1987….and, if you’re old enough you’ll recall, that October the market took a steep dive and for the first time in my life I was laid off. After some soul-searching (I think everyone does that after a lay-off) I decided to take a try at outside sales. That was the only job I was going to search for. Nothing else…it was time.
Well, interviewing was tight as the job market. I didn’t have a professional sales background unless you counted four years of retail sales. I used that and my knowledge of the prepress and press impositions and landed a job that would start in the new year of 1988. I walked in nervous and all, got my desk and a contact book and a log to fill out everyday of telephone calls. I made 100 calls a day at least. Blabbed the same information over and over. That’s what it took back then. Contact, talk, get appointments. Once I got an appointment I’d drive over to introduce myself, my company and try to figure out if we had a match with their need and our equipment. I represented a 40″ shop (nothing smaller) so the jobs had to be pretty big. Thankfully I had a sales manager who kept the owners from firing me a few times for lack of sales. It was because he could prove it wasn’t because of lack of effort. There’s a difference. It took nearly four months for me to make my first sale. In about six months I was selling enough to at least keep my job.
I’m not going to tell you that I’m a super sales person and I’ve made so much money you should listen to what I have to say. I’m just going to tell you stories that I think can help anybody who is involved in the process of commercial printing. The artists, designers, production techs, account manager, owners, buyers. We all have a story, but I’m not sure if you’ve heard mine.
Way to go, Cathy! Did you open this blog recently? Very cool. Keep it up – I started one about 3 months ago, just “getting into” the swing of it. Keep in touch and let me know how it goes!
http://www.ADoseofPositivity.blogspot.com
Just wanted to let you know I just read through the best half-hour in a long time! Not only are your blogs full of information, they’re also fun and educational as well. It’s the kind of thing I should be writing as well, but lack the motivation! I am so proud of you and all your accomplishments and consider it an honor to have worked with you and remain your friend! Who knows…our paths may cross again one day!
Patti,
You are so very nice! Thank you for the kind words.
Cathy
Was that remark on Feb. 21, 2010 foreshadowing or what? haha! Still love reading what you write about!
Your blog is great! I have really enjoyed what I’ve read so far and look forward to reading more. Thanks so much for doing this Kathy.
Cecily