Internet Revenues--Showing Up Just Isn't Enough
Daniels Printing, of Everett, MA, boasts an elaborate online quote processor. When completed, the electronic form is routed to the estimating department and then assigned to a sales associate.
Eric Guz, manager of prepress technologies at Daniels, likes the convenience the estimate form offers browsers.
"It's a great way of getting people you've never worked with before to notice you as a printer," Guz says. "We have satellite offices in New York, Boston and Washington, DC, and even our salespeople there can fill out a form rather than pick up a phone and call into an estimator, who may be hard to reach."
Salespeople can have in-office customers fill out the electronic quotes, then call the main office and report that the quotes are their sales leads.
The site has helped enhance business with existing clients, Guz notes, as has another online feature, its Media Asset Management System. A fully Internet-based, Web-based browser for media asset management, Guz believes the system will be Daniels' primary Web commerce producer.
The system works as an information bank for print customers. Once a client has an area set up within the asset management system, an information warehouse of sorts, the customer can log in and access any digital files created and uploaded into the system. The client can then give other vendors/printers—even Daniels' biggest competitors—the ability to access images, layout programs and applications based on user privilege.
"We've come to the point in the printing industry where we've decided that we're no longer just an information outsource on paper. We have to manage information on a digital scale as well," Guz notes. "Our new corporate motto is 'Communicate without limits, anyone, anywhere, anytime, and anyway.' "
New Song and Dance
Arandell Corp., Menomonee Falls, WI, has decided that communicating through the Internet requires some limits. Too many companies put useless information on their sites. Arandell took precautionary steps against this when constructing its Web pages. According to Jim Treis, executive vice president of sales and marketing, the printer polled and researched its clients in search of the information they wanted to see, "as opposed to having a status site, a glorified brochure." Current technology, news and trends in the marketplace—such as direct-to-plate and mailing issues—were the leading topics selected by Arandell clients.