Jeff Salisbury knows what it takes to build a successful printing business from the ground up. He joined his father's small Southern California label and packaging company after college, starting on the production floor alongside just four or five employees and a couple of presses. Over the next 28 years, he transformed Label Impressions into a business generating approximately $20 million in annual revenue with about 100 employees before selling it to private equity in 2019.
Today, Jeff draws on that experience as a business mentor, executive coach, and consultant. In a conversation with Dscoop Executive Director Peter van Teeseling, he shares lessons that apply to anyone trying to build a stronger, more resilient print business.
Those lessons begin with leadership. Working on presses taught Jeff to be resourceful, solve problems, and make the most of limited resources. But moving from the production floor into ownership required a different set of skills. He learned that earning employees' trust, involving them in decisions, and creating a shared culture mattered just as much as technical expertise. At Label Impressions, employees from across the business helped establish eight core values, including ingenuity and creativity. Jeff also developed a simple approach to encouraging quality: Rather than pointing out every flaw, he asked operators to evaluate their own work. That sense of ownership became a powerful motivator. His proudest recognition can be seen in the video — an apron signed by employees who affectionately called him their "Commander in Chef" because he enjoyed cooking for them.
Jeff also shares how his thinking about sustainability evolved and why making meaningful progress requires looking beyond materials alone. After questioning the environmental impact of the products his company produced, he immersed himself in learning about alternatives, pursued carbon-neutral status and FSC certification, and explored new substrates. He discovered that even brands with ambitious sustainability goals could be reluctant to pay more for environmentally preferable materials. That experience reinforced the importance of understanding customers' real priorities and finding solutions that work commercially as well as environmentally.
For owners considering an eventual sale, Jeff offers practical advice from his own experience. He recommends assembling an experienced team of financial, legal, and transaction advisers, preparing for a demanding process, and continuing to run the business effectively while negotiations unfold. He also stresses the importance of developing leaders and systems that allow a company to operate without its owner. As Jeff puts it, "Build an organization that can exist without you." His experience selling Label Impressions also taught him that planning for life after the business deserves attention long before a transaction closes. Today, he devotes much of his time to mentoring and coaching business leaders, finding fulfillment in helping others navigate challenges he knows firsthand.
