Quality Printing & Binding Services Helps Clients Spread the Word

Jim Welch didn’t know what he wanted to do with his Psychology degree. His dad, a purchasing agent, encouraged him to try sales.

Thirty-eight years later, it’s clear that his father knew best.

Xerox hired Welch right out of college. Six months later, the person who had trained him left to start a printing business. The person named the new company Impressions Unlimited. Welch became its first sales representative.

Welch worked with all types of printing jobs. Some jobs, including printing index tabs, were sent out to another supplier. When the company president decided to focus on their core business, he said that Welch could work on these other projects on his own time if he wished.

So, with the company’s blessing, Welch started his own printing business in 1993 – . He worked mainly with two accounts while continuing to meet his responsibilities at Impressions Unlimited.

Three years ago, after 35 years in business, Impressions Unlimited filed for bankruptcy. When other printing companies learned of its fate, they sought out Welch.

“I had a whole bunch of printing companies come by and say, ‘Boy, I’d love to have you sell,’” he said. “I didn’t know what to do.”

He decided to work for all of them. Through Quality Printing & Binding Services, he now acts as a direct sales representative for eight different printing companies.

“Some are real short-run, digital work. Some do longer-run offset work. Some are mailing services. Some are bindery services,” he explained. “But each has its own niche in the printing business, and I’ve known these guys for over 20 years – all of them.”

Welch shies away from the term ‘broker.’ He cites the importance of his relationship with clients as adding real value.

“I tell people exactly who I’m working with, who I’m representing,” he said. “(I tell them) I’m going to get quotes from these two (companies) and (we’re) going to give (the customer) the best price. That company can bill them directly, if the customer so desires. Or to keep things easier and simpler for our accounting, I like to bill through Quality Printing & Binding."

As a direct sales representative, Welch has more access to these companies than a broker would have. “I can take (clients) to the plant anytime that I want (on) plant tours,” he said. “Questions with files, questions with jobs, I’ll give (them) the direct contact at that plant. If (clients) so desire, (they) may contact them directly, where a broker would say, ‘You have to go through me.’”

These eight companies are located in the Great Lakes region, including Illinois, Wisconsin and Indiana. “I want to keep them close enough for rush deliveries, hot jobs, ease of going back and forth if I need to visit the plant,” explained Welch. “Most of my suppliers are within about a three-hour radius. Eighty percent of them are in Chicago.”

Welch does a lot of association, conference and annual meeting work. QPBS handles printing and binding jobs for newsletters, brochures, training manuals, technical manuals and parts manuals. One of his clients has been with QPBS for 35 years. Many have been with him for at a decade or more. Awana Clubs International is one of their biggest clients.

Welch’s wife, Sue, is president and co-owner of QPBS. She handles the books and invoicing. Another sales representative who used to work at Impressions now works with Welch. Together they’re expanding the business, one call at a time.

Welch believes that transparency benefits his clients.

“Honesty is the best policy, and that’s the only way I can do it,” he said. “My dad ingrained that in me. Be sincere. Be honest. Do what you say you’re going to do. It’s not hard. It’s a pretty simple, basic philosophy, but it has worked very well for me.”

Welch’s focus on service to his clients recently earned his company national recognition. QPBS was selected 2011 Best of Darien in Printing Services by the U.S. Commerce Association.

“I value the people who do business with me,” he said. “I care for their business. I take it under my wing and I feel responsible for it. I’ve got suppliers who value the customers as much as I (do). Service – that’s my game. If I can service you to the best of my ability, and be honest with you, we’re going to have a nice, long-term relationship.”

For more information, contact Jim Welch at 630-330-5302 or jwelch@qpbs.net, or go to www.qpbs.net.