What Print Buyers Want -- Honesty and Expertise
Be very buttoned up when I have given you an opportunity to bid a job. This is the first chance.
Availability is also important. I need to know that I can reach my sales rep and/or CSR via phone and e-mail, and that I will get a quick response.
I’ll add another: Low risk and high benefit in working with them.
What determines whether a print provider gets your business?
I ask them to provide equipment and capabilities lists, and to provide samples that not only represent their equipment and capabilities, but that also show unique solutions. It’s revealing to hear how a printer helped a client work through a challenge and arrive at a successful finished product. Samples say a lot about the printer. They should be the best of the best.
What’s the importance of a print provider going the extra mile?
I had a sales rep who used to call and say, “We have an opportunity…” This always meant that there was a problem, but the way in which he approached it was to provide me with solutions, when he explained the problem.
Another vendor made a mistake on a project, which we realized on a Friday at 4 p.m. My sales rep jumped to find out what happened and call me back with a solution. He had a sense of urgency, was never defensive, fully admitted the mistake, and offered up a solution that would be fast and acceptable—and at their cost. He even spent his Saturday morning at the plant going back over everything to make sure he figured out exactly where the mistake happened. It is very valuable for me to understand where and how these things occur.
What are some things that turn you off about a print provider?