View from Mount Olympus
Overcoming Price Objections (Part I)
Whether you sell torches or commercial printing services, resist the temptation to lower prices to get your “foot in the door.” Instead, move your customers’ focus away from price. Show your intelligent problem solving and commitment to helping them out by offering alternative solutions.
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On the Road
Heidelberg Event Honors Jim Dunn, Demos New UV Technology
The 150 VIP attendees at Heidelberg’s recent President’s event witnessed a mix of high and low energy. The “high” was a kickoff tribute dinner for former president Jim Dunn; the “low” was an educational program focusing on low-energy UV printing.
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Pressing Ahead
Six Customer Service Areas to Check
Conducting a customer service process audit will enable you to do a deep dive into your operation to understand the customer experience firsthand. Try to live in the customer’s shoes. Here are six items you can quickly check: Read More >>
Success.In.Print
Dude! Seriously! Use Vistaprint!
A Vistaprint user like the one above is NOT your customer. Now, when he opens up his own gym, hires a staff and expands, THEN he is your customer, so we can thank Vistaprint for helping to get him there. Read More >>
Real World Digital
How Much of Something is Enough?
There is little doubt that you’re going to print less in the years ahead, at least in terms of run lengths, but it is the value you add to those pages that will make the difference. Offering print with a connection to electronic media is critical. Read More >>
The Sales Challenge
See Kati Fly. Fly, Kati, Fly!
I love people who love what they do. Those who are blessed with passion and a love for their jobs make everything better and infect those around them. Apple has figured it out. The company has figured out another form of payment: Praise. Read More >>
Systemic Success
Passing the Baton: The Right Order of Things
The prospect of passing on the business I started in 1988 has been on my mind for some time now. I believe we owe it to our children, the next generation, to help equip them to do the same for their children. Read More >>
Margie's Buyer Insights
Remembering Steve Block, a Legend in Print Sales
Some print reps cast large shadows as they build relationships with customers over many years. Steve Block was that kind of print salesman. I was so lucky to have known him for many years, and so it was doubly sad to hear of his sudden passing right before New Year's. Read More >>
Paper Guru
Coated Paper: Simple as One, Two, Three...
We’ve recently been talking about coated paper prices as if there’s a single entity called coated paper. Of course, it’s not that simple. There are a lot of different coated papers and, too, coated papers compete with uncoated papers—not to mention electronic forms of communication. Read More >>
Nick's PrintSpective
Sustainability Q&A with John Roberts’ Keene
President/CEO of The John Roberts Co. and an accomplished industry veteran, Michael Keene has lead the company with an innovative vision and commitment to environmental protection. He’s here to share the company’s unique story and offer insight on its sustainable operations. Read More >>
Building Brands
Three Basic Rules of Strategic Planning
Many business owners have taken ownership of their company’s direction and are finding improved results by doing so. To get your strategic plan on the right path, there are three basic rules that you must follow: Read More >>
Converging Technologies and Print
Three New Year’s Considerations for Success in 2012
I do not have a top 10 list of resolutions or suggestions for 2012; the only fact that I can nearly guarantee is that the world will not end on Dec. 21. What I will say is to consider the following: Read More >>
Business Sense & Sensibility
My 9-0-9 Plan for a Surefire 2012 Budget
Here is a surefire way to develop a budget for 2012 that will keep your ship on course. Given the uncertainty facing graphic arts firms, I suggest you develop three budget scenarios—9-percent increase, 0 percent increase and 9 percent decrease. Read More >>
Speak Your Piece
Why Not Keep Some Money in Your Own Backyard?
If every family spent just $64 on an American-made product to give as a Christmas gift, more than 200,000 jobs would be saved here in the United States. How many of you will actually take the time to look on the package to see where the product was made? Read More >>
Printers’ Pulse
Feeling a Little Lost? Follow that Burning Desire
As the World Series plays itself out, I thought I'd share a tale relatable to the sport of baseball and tangentially bearing on our wonderful, whacky world of printing. Read More >>
Trending Now
Leveraging Social Media to Better Your Business
Social media is not going away. If printers want to stay ahead of their customers’ needs and provide them with 360 degrees of customer service, they better begin to take advantage of this new communication platform. Read More >>
