Is Your Company Headed in the Right Direction?
I see many printing companies all desperately headed in the same direction
- Trying to grow
- Assuming that growth comes from volume
- Cutting prices to build volume
- Getting into price wars with the competition
- Investing in more machinery to try and be more efficient to match the lower prices they are offering
Some people do this very well. They get a kick out of beating their productivity figures again and again. They love improving their workflows. And they make good money out of it.
But many of the people I talk to don’t enjoy this constant battle to produce print so competitively.
There is another way
Maybe it is time to start measuring profit rather than turnover. What would happen if you focused on producing less print at higher margins?
This isn’t a quick fix. It takes time to find the right customers. To do this successfully also requires a culture change, especially among sales staff. Some restructuring will probably be needed. But it can be done.
One of my clients lost a major customer. They re-sized the company to match the reduced business. And they found out they were making much more profit.
Do you want to talk about the direction you are headed in?
I am now available for coaching calls. You can use me as a sounding board for company strategy or anything else. And I can manage all time zones!
PS Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."