Business Management - Marketing/Sales

BY JOHN M. COLLARD Would you share the wealth with those who were required to help you create it? Of course you would. Printing company owners willing to invest in realistic incentives that reward achievements accomplished by managers and employees reap the proceeds. The key to success is to: 1.) set realistic goals and timeframes; 2.) hold managers accountable for performance; 3.) communicate measurement and reward methodology—then step back and let them perform. Always be sure to reward positive results when goals are achieved, but never give a reward when goals have not been accomplished. If goals are met, the cash will be there to pay

Company owners, CEOs and sales managers are always telling me that they clip my columns, photocopy them and distribute them to their salespeople. I'm going to turn the tables and give you salespeople something to slip into the boss' inbox. It's most of the text of a speech I gave on leadership to the Paperboard Packaging Council in Washington, DC, back in March. The folks at the Paperboard Packaging Council had scheduled some famous economist to speak, but he couldn't show up so they called me to fill in. Of course, they probably called me first, but the guys at the bus station failed

I have just returned from the NAPL Top Management Conference held at the PGA National Resort in Palm Beach Gardens, FL. The weather was cold, windy and wet, and I caught cold. None of the golfers caught cold. I stayed indoors—but I caught cold. That's just part one of my bad mood. Part two of my black temper is the practice of some conference speakers who generalize about the printing industry. You cannot generalize about this industry. What applies to the business conditions or microeconomics of a half-size sheetfed general commercial printer does not apply to a long run, heatset web publications printer, or to

Okay, I want all of you in the back to settle down. Don't make me call security on you. I can't be waiting up here while you finish those beers and hoagies. I've got some serious business to cover in this column and we've got to get started. Here's the agenda. First, I'm going to talk about the importance of customers, which some of you dolts still don't seem to get. Next, I'm going to talk about good negotiating skills, which some of you—especially those in the back row—appear to think is synonymous with fist fights and arguments. Finally, I'm going to report on

I've done a few controversial things lately and some hotsy totsy journalists decided to interview, make that "grill," me the way they attack famous people on TV. Your Mañana Man, that's me, fears nothing so I let these so-called "jourkalists" set up a conference call for the "interview."

Seasons Greetings to all you readers, regardless of your persuasions! Whether you celebrate Kwanzaa, Chanukah, Christmas or nothing, we all need to experience some end-of-the-year peace and happiness. I need a break from all of this Great American Print Sales Prospecting Contest bookkeeping.

Wow, this Great American Print Sales Prospecting Contest is going great! I already have more than 200 entries! Companies are sending me their monthly results. This is a lot of bookkeeping for me, but it's worth it to see salespeople earning new accounts. The contest winners get, among other things, a visit by me and I'll be washing the winning salespeople's cars in the company parking lots while the salespeople watch.

We are the best at what we do, and we want everyone to know it. Go ahead, say it a few times. Feels good, doesn't it? Isn't that the image you want your customers to have about your company? You want clients to feel that you are the best option for their printing needs—you have the newest, most advanced equipment, the know-how and the dedication to provide a quality product.

WASHINGTON, DC—The printing industry continues to see new personnel enter this exciting field. Some are in sales, others are in customer services, or involved with management and production. Whatever your role, part of the job description (written or unwritten) is to assist in gaining work for your company and producing profits. This means no stone should be left unturned in finding jobs that can be run on your plant's equipment. This influx of new talent is why, every once in a while, it is important to educate printers about the federal Government Printing Office (GPO) and its potential as a customer to your business. The following

EDITOR'S NOTE: The Mañana Man, Harris DeWese, took his formidable hulk to a nutritionist on June 28, 2001. This trained professional somehow motivated El Porko to embark on a diet based on six small meals daily and no more than 1,700 calories. She also persuaded him to exercise one hour daily. Harris has lost 50 pounds, and now will answer only to "Studmuffin."