Business Management - Marketing/Sales

THE ANNUAL Printing Impressions 400 list can be used as a gauge of the health of the printing industry. Of the 400 companies on the 2006 edition, 287 have seen an increase in sales for the past fiscal year. Additionally, 153 of those 287 have seen double-digit increases. These are the stories of how some firms that experienced a successful year have bolstered their sales numbers. Dubbed “fast-track firms,” these industry stalwarts are leading the way though innovation, technology and a vision for the future. Southeastern Printing Stuart, FL Most Recent Fiscal Year Sales: $31.71 million Previous Fiscal Year Sales: $26.64 million Percentage Change:

ONE OF the most neglected, yet cost-effective, ways to market yourself is public relations. According to the Public Relations Society of America (PRSA) definition of public relations, “Public relations helps an organization and its publics adapt mutually to each other.” In your business, you have several “publics” that PR activities will help you address, including: • customers/potential customers; • employees/potential employees; • the business community; and • the media. The key to public relations activities is to build awareness about your firm and what you can offer. The most-often considered tool in the PR toolbag is a press release. Perhaps you have hired a new salesperson, bought a

IT’S ELECTION Day evening. I’m sitting here trying to get inspired to write my 244th column and my 24th Christmas, Hannukah, Kwanzaa, Holiday column.

There. I’ve gotten the political correctness thing behind me. But my depression lingers. I’m not depressed by the election outcome. We all knew long before now what the results would be.

I’m depressed at being inundated for months by all the phone calls, the multitude of negative television commercials, the handful of positive TV commercials and all of the road signs stretching around highways of America.

I want all that stuff banned and the political money in future elections redirected to the printing

THE WORLD of commercial printing is still quite a big nut. Even with the growing threat of outsourced print and other traditional ink-on-paper products migrating to digital land, there are enough emerging applications to keep most printers fat and happy. Operative term of the day: Most printers. There is, however, a contradiction of terms floating about our grand industry that may never be reconciled—after all, it has lasted for quite a while. Some say we are in an era of specialization that plays into the hands of niche players, those who excel in a market segment that is not being fully addressed on a

THIS COLUMN is the first in my 23rd year of occupying this space. Last month’s column was my 22nd anniversary. I forgot that important milestone and, now, Attila the Editor is pouting because I forgot the fancy diecut, frilly card, the 22 long stemmed roses and the wine—or does he like candy?

Andover, MA—October 30, 2006—Standard Finishing Systems, a leading supplier of automated post-press and paper handling solutions based in Andover, MA, has promoted George Vergilis to Director of Sales. Vergilis will retain overall sales responsibility, and a new National Sales Manager will be added to the team to coordinate field sales programs and activities. “George has done an outstanding job motivating our field sales team, managing our dealer channel, and achieving record sales over the past decade,” said Standard Managing Director David Reny. “We expect his continued leadership and customer focus will guide Standard to the next level of sales success.” Vergilis brings

WASHINGTON, DC—The Federal Emergency Management Agency is using GPOExpress to cost-effectively manage communications during response and recovery efforts following a national incident. GPOExpress is a convenience printing program offered through the U.S. Government Printing Office in partnership with FedEx Kinko’s that can be tailored to each agency’s communications needs.  Orders are walked-in or electronically transmitted directly from agency offices to FedEx Kinko’s for simultaneous printing and delivery at any of their locations throughout the United States. “FEMA can go directly to any FedEx Kinko’s location to fulfill a wide range of printing needs, including copying, binding, distribution, and delivery,” said Jim Bradley, GPO’s

WASHINGTON, DC—October 11, 2006—The Print Council, a national business development initiative dedicated to the promotion of greater use of printing and print media, today announced the publication of a new, 24-page marketing brochure demonstrating the extraordinary value and effectiveness of print communications. Titled “Why Print? The Top Ten Ways Print Helps You Prosper,” the full-color brochure marks the launch of an ongoing series of strategic activities by The Print Council designed to make a major impact on media decision makers, significantly elevating their awareness of, and appreciation for, the value of print. The first copies of “Why Print?” will be released

ONE OF the topics the industry has been hearing a lot about lately is Web-to-print. As the business world increasingly shifts its marketing tasks to Internet-based models, it is no surprise that print would move in this direction, as well. But is success in Web-to-print as simple as adding an online interface for print ordering? If it were, Web-to-print would have caught on years ago. So what’s different now? Certainly, something has changed. Many of today’s top printers are offering Web-to-print capabilities, and many leading-edge marketers, especially those in the financial and pharmaceutical industries, are rapidly embracing them. Has the ability of printers to

I CAME across a terrific success story recently as I was researching the small commercial and quick printing market that I wanted to share with you. It demonstrates a unique sales and marketing approach, and the business results are incredible. Ron Weber founded Zip Mail Marketing in 2003. The company is located in Rancho Cordova, CA, a suburb of Sacramento. Prior to starting up Zip Mail, Weber had retired as a real estate developer, and prior to that was an internal theft investigator for 15 years. As he points out, neither of these professions had anything to do with the printing industry. And one could