Print Catalogs Remain Key in B-to-B World

http://www.crainscleveland.com/article/20130721/SUB1/307219986

It may be a digital world, but there still is a place for the good ol' print catalog in business-to-business sales. Just ask CJ Milo, a sales consultant at Today's Business Products, a distributor of office furniture and supplies on Snow Road in Middleburg Heights.
When he first started at Today's, Mr. Milo accompanied an experienced salesman on calls. At a routine appointment at Notre Dame College in Euclid, the pair felt the wrath of disgruntled secretaries, who heckled the empty-handed salesmen and demanded the newest edition of Today's catalog.
Fortunately, the veteran salesman kept four cases of catalogs in the trunk at all times so that he could hand out the books at a moment's notice.
That experience taught a valuable lesson to Mr. Milo, who said print catalogs continue to help him in his career.