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Founder, Print Buyers International (PBI)

Margie's Buyer Insights

By Margie Dana

About Margie

Long regarded as a print buyer expert and trade writer, Margie Dana launched her new business in 2013 as a marketing communications strategist with a specialty in printing and print buying. Now she’s on a mission to help clients build customer communities through carefully crafted content.

You may know Margie as the producer of the annual Print & Media Conference. Although she’s exited the event production business, she’s still publishing her Print Tips newsletter. She looks forward to helping companies create and style all of their content so their potential customers sit up and take notice. For details and to sign up for her Print Tips and new marketing blog, visit www.margiedana.com or e-mail Margie at margie@margiedana.com.
 

How to Give a Virtual Site Tour

In-plant tours can be personal. You can see facial expressions of confusion or delight—or, God forbid, boredom. Virtual tours are tougher. Before you give a virtual tour of your e-commerce printing site, you need to visit that person’s website.  Read More >>

Industry Centers:

Printers, a.k.a Marketing Services Providers, Beware

It used to be that the topic of print brokers vs. printers generated the most heated discussion in an audience of print buyers.  I think I’ve found the newest debate trigger for this crowd: “Printers as MSPs (Marketing Services Providers).”  Read More >>

Industry Centers:

I’ve Met the Future of the Print Industry. His Name is Matt.

Matt had asked to take me to lunch to learn whatever I could teach him, because when he Googled “print buyers,” my name popped up. He was thoroughly excited about his new adventure in what we’ll call the Print Industry.  Read More >>

Industry Centers:

The Two Sweetest Words a Print Customer Can Hear

When I get behind the eight ball on a high-priority project and I dial the number of my go-to print provider, the exact words I want to hear from a service provider at such a time are simply:  Read More >>

Industry Centers:

Help Me Spread the Real News

I am a fan of all sorts of printing companies. What I’m no fan of is fake journalism. On Google News, I saw an interesting headline that appeared to be an objective educational piece about the basic printing services that every business needs.  Read More >>

Companies Mentioned:

Industry Centers:

Spotting a Print Buyer by Title

I just need to get this off my chest—print buying is a description of a function performed by a wide range of employees; it's a catchall phrase. Most professionals who perform the function don’t have the title “print buyer.”
 Read More >>

Industry Centers:

Print Buyers ♥ Printers Who...

In honor of Valentine’s Day, I thought it fitting to list some of the reasons why print buyers love their printers. Consider it a cumulative Valentine to the printing industry, courtesy of print buyers everywhere. Print buyers love printers who...  Read More >>

Industry Centers:

How High Is Your Profile?

The higher your profile, the more prospects you reach. It’s that simple. Today, that means you need to be active in social media if you want to be a high-profile printing company. Get in there and start connecting!  Read More >>

Industry Centers:

The Right Way to Call Print Buyers

My last PI blog post dealt with print buyers screening sales calls. It doesn’t mean your calls won’t be returned—just that you’d better leave something memorable in that voice mail. The last thing I want to do is put words in your mouth when you call a prospect.  Read More >>

Industry Centers:

Print Buyers Should Screen Calls

I have to laugh at the notion that professional print buyers owe it to printers to pick up the phone when you call them. If you have something they might need, make that clear in your message, and they’ll call back.  Read More >>

Industry Centers:

‘Hard-Working Printer Does Everything but Sing’

I spotted the above headline in the Wall Street Journal recently. Finally, one of the best newspapers in the world writes an article about an industrious printer. If only. And yet, it seems to me that printers are doing everything but sing  Read More >>

Industry Centers:

30 Reasons Why Printers Should Produce a Newsletter

If I did a survey of all U.S. printing firms, I’ll bet you anything that the majority of them don’t regularly produce a company newsletter for their customers. Talk about a wasted opportunity to shine! Printers hear “newsletter” and think:  Read More >>

Industry Centers:

Eight Suggestions for Giving Thanks to Your Customers

It’s that time of year when it feels right to show some customer appreciation. How do you thank your print customers? There are lots of easy ways, and most won’t break the bank. Since most corporations have strict policies on gifts from vendors, you’ll have to find out ahead of time what your limits are.  Read More >>

Industry Centers:

Nobody Puts Print Buyers in a Corner

Professional print buyers are too often underestimated. While they still handle a significant amount of print responsibilities, their roles have expanded over the past few years. They are content specialists. Today’s professional print buyers are given ‘content’ and asked to publish it in any number of ways—in print, on the Web, maybe turn it into an audio clip or add it to the corporate blog. Perhaps it’s fodder for a QR (Quick Response) code campaign.  Read More >>

Industry Centers:

Dear Printers: Where WERE You?

Year after year, we offer print buyer programs at Graph Expo in Chicago—and at our own PBI conference here in New England. Yet very few printers show up. Recently we welcomed about 50 senior-level print buyers at Graph Expo in Chicago, where they took part in the Print Buyer Forum over two days.  Read More >>

Industry Centers:

Customer Relations Lessons from the Bagel Men

For years, I’ve frequented a particular bagel café. Personally, I like frequenting local shops and getting to know the owners and employees. I like being "a regular." Until the café replaced the boss with Crabby Appleton, I didn’t realize how highly I valued the treatment I got.  Read More >>

Industry Centers:

Do Printers Respect Their Customers?

Honestly, I believe most printers do. The majority of print reps and print CEOs I’ve known over the past 20 years have been professionals in every sense of the word. But from time to time I come across people on the Internet who are so bitter, so angry, that a seething disrespect for their customers is reflected in everything they say or write. Sometimes it’s blatant.
 Read More >>

Industry Centers:

What Print Buyers DO Want

Earlier this summer, a printer e-mailed me to ask if I had a handy list of what print buyers want. A “simple list” is what he actually called it. There’s nothing simple about such a list, because print buyers are not all the same.  Read More >>

Industry Centers:

I Know What Print Buyers Don’t Want

Last week, a printer emailed me asking if I had a handy list of what print buyers want. While had I intended to create that list here today, I opted instead to turn it on its head and tell you what print buyers don’t want.  Read More >>

Industry Centers:

Oh, the Humanity! Of Personal Biases and Printing

We wear ourselves down into puddles of exhaustion dissecting the specific qualities that print customers demand of their print providers—when, in the end, it all comes down to personal biases. Doesn’t it??  Read More >>

Industry Centers: