As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
Note from Bill: This week I step aside and offer my blog space to a freshly graduated Clemson University student named Hannah Sellers. It's always good to get a fresh look at our industry and Hannah's insight is worth the read. I'll be back next week.
I am a student at Clemson University studying Graphic Communications and have had the opportunity to talk with some of the industry’s leaders in innovation, including the concept of Marketing Service Provider. What separates them from failing competitors, they told me, is the ability to hop on board with the changes coming in the industry. It would appear that the longer some people are in the industry (or really any industry), the more likely it is that they lose their hunger for success. The bottom line is this: It takes an innovative mind to accept this new form of a print company. From my perspective, then, I offer the following three reasons for becoming a Marketing Service Provider:
1. Print (to many) has become a commodity
2. Value-added Services—Differentiate Oneself from Competitors
3. Sell Solutions—Know Your Clients' Overall Goal
In talking to some of my peers, I realized the advantage we have coming into the industry at this time. Since we are not blinded by the old ways of doing things, we can see different avenues and opportunities that those not willing to change cannot.
This is such an exciting time to be entering the industry, and I am actively searching for companies that will continually strive to be a leader in innovation.
Innovation = Growth