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Print Professionals blogger

Print Confessions

By Graphic Arts Professionals

About Print

Print Confessions is brought to you by Bill Farquharson and Kelly Mallozzi. Each week, read the thoughts of a different graphic arts professional who will share a point of view that can only be written anonymously, and then join in the conversation by posting a comment.
 

7 Things I'd Like Print Reps to Know

I often wonder about the training that printing sales reps get—or if some get any training whatsoever. The advice the get likely includes things like “go around the gatekeeper,” “they only care about price,” “promise them anything,” and “do a lot of cold calling—it works.”  Read More >>

Industry Centers:

What Did You DO??

Why is it so hard for some people to admit they’ve made a mistake? Some companies spend tens of thousands of dollars training their employees to properly handle customer complaints. Often, a simple and honest apology will do.  Read More >>

Industry Centers:

Equipment Reps, this One’s for You

I had an interesting appointment with a copier equipment salesperson the other day...But not really. It SHOULD have been interesting. I am an avid buyer of what this rep has to sell. Why wasn’t it interesting?  Read More >>

Industry Centers:

Revisiting the 5 Lessons from a Print Sales Rep Blog

The June 28 “Print Confessions” blog written by a Graphic Designer received quite a number of comments both here and on the LinkedIn groups where it was posted. The following is an interesting email response I received from Colin Burnell, an estimator/planner at Graphics Plus in New South Wales, Australia.  Read More >>

Industry Centers:

Five Things Any Digital Equipment Sales Rep SHOULD Do

So you’ve decided to take the plunge and enhance your offerings with some production-grade digital printing equipment. Here are five things that digital printing equipment reps should be doing, saying and delivering to help you make this very important decision.  Read More >>

Industry Centers:

Five Buying Tips a Print Shop Franchisor May Not Tell You

If you search the Web for tips on franchise buying, there is no shortage of articles worth reading. But most fail to touch on how to make the decision. The following five tips will help you in the discovery phase of your franchise buying process.  Read More >>

Industry Centers:

5 Things I Wish a Print Salesperson Had Taught Me

Starting a first job, fresh out of design school, can be both an exciting and eye-opening experience. There are five things I wish a print salesperson had taught me when I was just starting out as a graphic designer.  Read More >>

Industry Centers:

How to Get an Appointment with a Print Buyer

As a print buyer for a marketing company, I appreciate the fact that it’s important to be available and open to meeting new vendors. The following process may seem lengthy and cumbersome, but it ensures that the prospective vendor is thoroughly vetted on our side, and gives the vendor a chance to know more about us as a company as well.   Read More >>

Industry Centers:

How to Get Sales and Marketing to Work Together

I had such a fine time reading your responses to my post a few weeks ago, I thought you might enjoy some more of my marketing perspective. Here’s a list of great ways that printers’ marketing departments and sales reps can work together to grow their print business.  Read More >>

Industry Centers:

Who Really Owns the Customer Relationship?

That question is often a heated topic, particularly when it involves a conversation around a departed sales rep that is now in hot pursuit of customers of a former employer. Another perspective to consider is, what does the customer think?  Read More >>

Industry Centers:

With Friends Like These, Who Needs Foes?

In a recent blog post (“Print Management Is Friend, not Foe”), the CEO of a large print-management firm put forth an argument for being the successful printer’s new, best friend. It offered one man’s version of the future of print.  Read More >>

Industry Centers:

One Rep’s Take on the Endless Sales Advice

I have read a lot of advice to sales reps. In the spirit of balance, I think there are some things that all these advisors need to hear from us hard-working sales reps. Pet peeves - we have a few.  Read More >>

Industry Centers:

Get Off the Pricing Merry-go-round

I am selling printing...Or, am I? Internet price lists, commodity pricing, reverse auctions, last look, poor specifications, unanswered questions, apples-to-oranges comparisons...frustration and wasted effort! But wait, I am successful! My core base of followers doesn’t practice these tactics.  Read More >>

Industry Centers:

Franchise Obligation Is a Two-Way Street

Dear Franchisee: We know what we are doing. Our model gets results when you follow it. Instead, you have decided to go it alone. You make excuses for your lack of participation and tell us we don’t understand “your unique set of circumstances.”  Read More >>

Industry Centers:

How to Find Your Next Print Sales Job

After experiencing life as a sales rep, a sales manager and a president, I am now recruiting in the printing industry. To be honest, the saddest part of my job is working with the so-called “old school” sales reps.  Read More >>

Industry Centers:

How to Land an Appointment with a Marketing Manager

Before I went to work in the printing industry, I was a marketing manager. Now that I manage a printer’s marketing and sales departments, I hear sob stories about how hard it is to get appointments with marketing directors.  Read More >>

Industry Centers:

Five Things I Want Printers to Hear

As an Association Professional, I am dealing with business owners and their employees every day. I hear their hopes and fears, triumphs and woes. I am often asked how belonging to the association will bring them more business.  Read More >>

Industry Centers:

Thank You, Fellow Printshop Owners!

I would like to send out a sincere and resounding “THANK YOU!” to my fellow print shop owners. You are probably down the street from me right now, angrily bossing around your minions. Or, you could be mistreating your valued vendors.  Read More >>

Industry Centers:

Selling Is Like Courting - Buyer Perspective

Job posting: Print buyer seeks energetic, modern and attractive sales rep with vast industry knowledge for long-term partnership. Must represent a financially secure company and be willing to improve my image...Is this you?  Read More >>

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