Contracts with Colorful Capabilities

Most ink companies determine the needs of an interested customer by auditing its current situation. The audit incorporates a needs assessment to ensure that the customer's "wants" deliver value to its operation, said Mark Cheatham, manager of customer site operations at Sun Chemical. Don Matthiesen, marketing manager at Environmental Inks & Coatings (EIC, Morganton, N.C.), added, "We work with our customers to find out their desires to ensure that we are making the best use of the agreement."