Predictions of Industry Mergers --DeWese
Here is Stu's antiquated Code of Ethics. I'll state the ethic and then comment.
Keep promises to customers. Oh come on! They never remember all of your promises. How are you supposed to get the job?
Return calls to customers in an expedient manner. Now, really? Did those inconsiderate slobs return all the voice mail messages you left for them? Let 'em sweat a little.
Treat your customers with respect, courtesy and professionalism at all times. You will have to fake it. Try blatant flattery. Most print buyers get so little respect and so few compliments that they will buy anything.
Remain aware and evaluate customer satisfaction regularly. We're talking about print sales here. We don't have time to be alert. And who cares what the customers think?
Search for customer-related improvements. What did I say above? Print salespeople have enough to do with searching for the estimators and CSRs without searching for customer improvements. Let 'em solve their own problems.
Deliver service and products quickly and efficiently. What are you talkin' about? We're not talking about fast food. We're talking about printing. You can't predict when a printing job will be completed and delivered.
Here's one more.
Engage in any training or education that will enhance your job performance and commitment to customer care. Training and education are a waste of time and it costs too much.
Better yet, spend your time watching reality TV or planning your vacations.
Well, before you all sit down to write me hate letters, why don't you reconsider and get out there and sell something?
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something!, published by Nonpareil Books. He is a principal 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 specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies. He can be reached via e-mail at email@example.com.