Starting out in this business over 20 years ago I have seen a lot of changes happen in the reprographics market. The old adage that “time stands still for no man” is no more apparent in moving from manual drafting and blueprinting to high speed full color aqueous and laser printers, along with the 3D printing revolution. But just as the printing market has changed from blueprint paper and drafting film to plotter paper and engineering media, so has society. We have moved at the speed of light to a digital age where information is instantaneous and so is web based ordering. Gone are the days of walking in to a customer and extending your hand and visiting about business and life. With the digital age things move faster and more efficient and unfortunately some will say, with a less personal touch. But I will politely disagree. I think we have just changed the format of the handshake. While hand to hand contact can never be duplicated the overall effect of the handshake can, but with less germs. From sending a poke on someone’s Facebook page, a text message or a kind email, all are intended to extend that virtual hand out to the customer. And just like the visit after the handshake you can take the opportunity to discuss new plotter media, papers and films along with personal things like hobbies and family. This way you ensure you can keep up a closer relationship while still getting the job done.