Business Management - Marketing/Sales

It should be of no surprise to you that the company you are calling on is already doing business with someone else.

I’m always surprised that many print salespeople miss good opportunities to sell to me. Here’s a checklist of sales opportunities that are often missed.

The commercial printing landscape may be experiencing a renaissance, of sorts, courtesy of a newer peer group that has taken sharing to the next level. There is a small cadre of mostly Southern printers in the $5 million to $12 million range that have banded together under the umbrella of Print Production Peers (P3).

Today’s question is one that almost every company asks themselves at one time or another (or all the time). It seems like such an obvious one, and yet I was compelled to focus on it this week.

Proforma hosted its largest-ever Million Dollar Club celebration last week at the Terranea resort in Rancho Palos Verdes, CA.

Your heartbeat probably doesn’t flutter when you walk past a printing press. But to a customer, it’s a magical device. It’s a wonder to behold. It’s a half day off to go on a plant tour. Read why this can be a unique selling opportunity in Bill Farquharson’s blog.

Does sending samples in a letter hurt or help you? There is no right way or wrong way, but there is Bill’s way.

Customers are generally depicted as friendly, happy characters both in the movies and on TV. However, that’s not always true.

I’ve decided to stay on the train of answering your e-mails, texts and tweets until I get to them all. So without further ado, let's begin...

A renewed corporate identity highlights the evolution of 50-year-old, family-owned Mac Papers.