Featured Articles

By Sid Chadwick “When the great scorer comes to write against your name, he marks not that you won or lost, but how you played the game.”………………..Grandland Rice INTRODUCTION: We’re only talking about --- improving your “Quote-Hit Ratio” --- over…. 50%.......... As I was reviewing my client’s Quote Log Spreadsheet, a request from a different West Coa... Read More

Article 1 of 4: Introducing Smart Dedicated Design A product’s final finish helps buyers determine value whether the product is automobiles, diamonds or printed output. This four-article “Maximizing Print ROI: Binding & Fine-Finishing” series examines the technology, engineering and innovation SDD provides to help printers unlock enhanced profit o... Read More

By Sid Chadwick “You can observe a lot…by just watching”……..Yogi Berra INTRODUCTION: My interviews were going well……It was a new project for a long-term client, who recently expanded…. their Wide-Format capabilities. Now, they wanted to “Upgrade” --- to an Inside Sales Team. Then…..their Delivery Person’s interview comments…. stopped me….. “I see p... Read More

Developing Never-Thought-Of In-House Applications When it came time for Shaw Industries’ Content Delivery Group to do a print technology refresh, they knew it needed to be more than just swapping out old for new.  They set a goal to capture two major print streams that had historically been externally sourced.  To meet that goal, Shaw chose Konica... Read More

By John Berthelsen, VP-Development, PGSF Trade show exhibitors normally have many representatives working their booth at industry trade shows. They are aware of the fact that their behavior and attitude can have an impact on successful representation of their company and its future. What they may not be aware of is the fact that it can also have an... Read More

By Sid Chadwick “We’re kicking ass…. in May and June…..now I’ve got to convince a few that we’re not overworked….and we’re fortunate to have this new-found business…...”…..Sr. V.P., Sales & Marketing INTRODUCTION: He was relatively new to his organization…….he was still in that “getting to know each other --- honeymoon period.” His new employer had... Read More

By Sid Chadwick “Care, and not fine stables….make a good horse…”……Danish Proverb INTRODUCTION: I’ll be going to a client next week, that’s slowly gotten themselves into what I’ll call “a tight corner”. Customers are not being taken care of, as they once were. One of my many initiatives will be to have customer contact personnel --- start writing “T... Read More