Healthy Sales in 2006 --DeWese
Finally, many salespeople are cursed with lousy, selfish owners who own lousy, poorly managed, poorly staffed and poorly equipped printing companies. This, of course, is demoralizing to salespeople.
I'm thinking of a 40˝ sheetfed company that had top-line sales and, then, of course, bottom-line profits to the tune of about $300,000 annually. It was acquired by some young, energetic, sales-minded folks who purchased a new press that was long needed, laid off about 30 excess employees and created a new can-do spirit in the company. In just one year, the same sales team has increased sales 20 percent and generated a $1 million swing in profits.
The new ownership is available, upbeat and working to help the sales staff succeed. If your owners are in the way, try to buy the company. If there's no hope for better management, start prospecting for better employment.
It's now time for my 10 a.m. intravenous infusion so you better get out there and sell something!
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something, available through NAPL or PIA/GATF. He is chairman and CEO at Compass Capital Partners and is an author of the annual "Compass Report," the definitive source of information regarding printing industry M&A activity. DeWese has completed more than 100 printing company transactions and is viewed as the preeminent deal maker in the printing industry. He specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies. He can be reached via e-mail at DeWeseH@ComCapLtd.com.