What follows is an interview with Rosemarie Breske Garvey, VP at Blooming Color in Lombard, Ill. Blooming Color is doing some pretty spectacular work beyond traditional four-color printing and I wanted to learn more.
I recently interviewed a commercial printer with over 70 active online portals servicing tens of thousands of end users, delivering hundreds of jobs per day, and driving 65% of their digital business. Brian Losch, VP of sales, shared some of what they learned on the way.
Lots of companies are looking for new applications, new revenue streams, and new ways to differentiate themselves. Romax Marketing out of London, believes that it is on to one. I recently interviewed Wes Dowding, operations and technology director, about where Romax stands, and where it is going.
Change and competition drive opportunities and everyone knows how much the healthcare and health insurance markets are changing. They are going through period of consumerization and becoming more retail/consumer-focused like other industries. Many large and small print and marketing services providers see this and are approaching the industry with a variety of solutions, yet they often fail. Here are five reasons why.
Lots of companies are willing to tweak a process step or two to streamline their production workflows a bit; but who is willing to rip out existing equipment and processes and suspend business for three months to fundamentally change how they do business? Barksdale Portraits balanced the potential of leapfrogging ahead of the competition by three years to the risk of losing the company within a year and made the right call.
Companies really need help managing their collaterals and marketing assets. And they are willing to pay for this help.
Interview with Erica Derrington, graphic communications manager, Olathe Unified School District in-plant print shop.
Somehow, we usually lean in and listen a little more eagerly when we hear the phrase, "Let me tell you a story…" I suppose it's just human nature, but the promise of a good story captures our attention and, if told well, emotionally connects with us and sticks in our minds. This isn't an epiphany or a contentious concept—we all know it to be true; but, can this technique be used in the sales process?
Most generic direct marketing is so irrelevant that we rarely even notice it doesn’t apply to us before throwing it in the trash.
There has been a lot of change in the printing and marketing services industry’s use of the cloud and SaaS since 2012.
I recently had a conversation with Paul McGhee, co-founder and CEO of SharperAx, who shared some thought-provoking insights about selling in the print and marketing services market. He shared a factoid from a Forrester report claiming that 89 percent of people who buy technology services feel that sales reps waste their time.
Please take this short survey about your use of Cloud-based serives, and the results will be posted in a future blog.
Not-for-profits represent a huge market segment with 1.5 million non-profit organizations representing $1.65 trillion in the U.S. alone. Ted Raymond, principal at Allegra Marketing and Print, is an expert at selling to this market with considerable success. When I asked him what he sees as the biggest mistake print and marketing services providers make when trying to sell to this market, he didn’t hesitate for a second.
During a sales call you learn what a prospect is trying to do and reply that you’ve worked with someone else who was trying to do something similar, then you explain the barriers they faced, how you helped them, and how they succeeded. You offer to send them a case study you’ve written detailing everything and your prospect feels that you understand them, have experience in this area, and it puts you near the top of their list.
I was interviewing Dr. John Leininger, Graphic Arts professor at Clemson University, about best practices in using social media for lead prospecting and, in just a few minutes, he made me really think hard about how I’m using social media.