Business Management - Marketing/Sales

With just about every printer guaranteeing competitive prices, fast turnaround times and great quality, what makes your company different from everyone else? Now more than ever, it is crucial that you stand out among your competitors. However, according to print buyers, few print suppliers clearly articulate their competitive advantage.

In a recent Quick Poll Survey by Print Buyers Online.com, we learned that 75% of major print buyers say print suppliers are ineffective in communicating meaningful differentiation from their competitors. Our survey respondents were quick to share their thoughts on the subject, many along the lines of the following:

”Print Sales folks seem to all

A few months ago, Print Buyers Online.com asked our major print buyer members in one of our popular Quick Poll surveys, “Before your current role as a print buyer, had you ever worked for a printing company or print supplier?” 61% of the survey respondents said they had worked as a print supplier before becoming a print buyer. Here’s what some of them shared about how this experience helped their careers:

“Working as a CSR/job planner at a high quality commercial printing company gave me a great foundation for my print buying position. There is no substitute for the hands-on experience of learning

“MAIL MOVES America and Printing Powers Prosperity.” This statement epitomizes NPES’ commitment to leadership in the mailing and fulfillment industry, where related companies and associations have formed a coalition to maintain the vitality of printed communication as a key structural component of the American economy. Initially, Mail Moves America was formed to counter so-called “Do-Not-Mail” legislation in various states, which attempts to curtail, if not eliminate, mail delivery of direct commercial communication. This remains the principal focus of the coalition in 2008, which has successfully opposed Do-Not-Mail efforts in a number of states so far this year. • The importance of Printed Communication and

MY PUBLISHER, Printing Impressions, has been trying to discipline me for nearly 25 years. I’ve dealt with at least a dozen different staff editors (mean-spirited goons) over that span. The most recent arrival carries the title of Managing Editor, but I’m forced to salute her as “Sarge.”

This hotshot Managing Editor sent me an e-mail recently, and the subject was “Schedule.” The e-mail listed monthly deadlines for the remainder of 2008. It also listed the topics for my columns for the remaining issues this year.

Can you imagine Sarge telling me, the Mañana Man, what to write and when I’m to turn it in? The

In April, Print Buyers Online.com asked our major print buyer members, “How often do you request FSC or SFI certified papers for your print projects?” While the majority (51%) of the respondents said they request certified papers under 20% of the time, I find it interesting that 11% of print buyers said they request FSC or SFI certified papers over 80% of the time, and only 21% said they don’t purchase FSC or SFI certified papers. These numbers have increased significantly since we asked the question just one year ago. Here is a complete breakdown of the print buyers’ survey responses:

51%

Over 600 delegates from 28 countries were present at the IDTechEx Printed Electronics Europe event last week in Dresden - the industries largest event on the topic. The event featured the IDTechEx Printed Electronics Awards in recognition of outstanding achievement. The awards were given at the gala dinner on April 7th. The categories and winners are: 1) Technical Development Device Award Winner: LG Displays 2) Technical Development Manufacturing Award Winner: Hewlett Packard and PowerFilm Solar 3) Technical Development Materials Award Winner: Ciba 4) Best New Product Development Award Winner: PolyIC 5) Best Commercialization Award Winner: GSI Technologies 6) Printed Electronics Europe champion: Wolfgang Mildner,

One of the hottest topics in technology today is printed electronics. It is evolving so fast that the full variety of benefits arising has yet to become clear. Take invisible electronics where complete transparency, hiding from sight and possibly light bending may be involved. The world’s largest conference and exhibition on printed and potentially printed electronics - the IDTechEx “Printed Electronics Europe” event - took place on 8-9 April in Dresden, Germany, a centre of excellence for the subject. Here, local startup Novaled revealed record breaking performance of its light emitting inks and hosted visits to its superb new facility. One capability that was

In March, our team at Print Buyers Onine.com posed the following question in our popular Quick Poll survey: “In addition to purchasing printing, do you buy ad specialty/promotional items?” Seventy-seven major print buyers participated in the poll and of these, 75% of major print buyers said they purchase promotional items. Here are some thoughts they shared with us:

”Production managers today don’t just purchase printing. I spend more time on the unique purchases in marketing than not. I have purchased oversized banners for the outside of buildings, a countdown clock and glass for an outside monument, just to name a few.”

“It is interesting

WASHINGTON, DC—April 2, 2008—The Print Council, a national business development initiative created to help promote greater use of printing and print media, announced that Mohawk Fine Papers Inc. the largest premium paper manufacturer in North America, has joined the organization. As a new member, Mohawk Fine Papers will work in concert with other member companies of The Print Council to help develop, maintain and expand the market for printed materials. Richard Schielke, National Business Development Manager of Mohawk Fine Papers, notes the importance of The Print Council’s mission for the industry’s future: “Commercial printing today must effectively compete more vigorously than ever against

BACK DURING the 1990s, I wrote five “how to” books for graphic arts salespeople. I wrote those books because most printing company owners/managers are so busy trying to survive that there is no time to train the salespeople.