“They changed Buyers” is possibly the #1 or #2 reason for customers decreased purchases, and moving to another supplier. Most New Buyers move into position, with little to no documentation to guide their activities. Read more>>>.

 What are you doing to prepare and develop your potential Business Development resources into becoming an effective Inside Sales Team? The best Inside Sales Team Reps I know are more profitable to their organizations….even outperforming…. their Outside Sales Rep counterparts.

We hear a lot, with an uneasy frequency, about the demise of our great industry --- the industry that gave birth to the Reformation, and much of Civilization…as we know it. I’d like to draw your attention to a few reports, some people would rather we forget.

In today’s environment, many people want to be important to where they invest most of their lives. What are you doing, to encourage them so they are more than part of a job?  A Company Newsletter, well-written, worth reading can serve that objective.

There’s little excuse for recruitment to not be successful, if we have committed leadership, open to what others are doing differently, successfully. Our great industry has a great story to tell, but we must learn to tell it….well….and better.

As we approach Print19, will we have improved “Education Session experiences, that testify to, “Who’s the Customer? ....or….Is it too late? From our outline, our industry is not just about Digital!  And smart, forward-looking organizations, are looking for better and smarter ways to improve performance of their company resources.

Our Business Development Directors were assembled, and the Chairman of one our great industry’s associations asked, words to the effect: “It appears we have a serious and growing problem at Print19. Not much is changing. What would you change about the upcoming Print19 Trade Show?”

The progress was not a straight line but it started, gained momentum and continued. This company’s level of progress is such that the owner last week asked the Plant Manager to hire a third Pressroom shift while also starting to run social media Ads for experienced Sales Reps.

If your buyer is unhappy about something you may be the last to know. This Account Executive also learned that one-out-of-three customers told her…on her returned Customer Surveys-….. she was getting only 11% - 20% of their business…..when she thought she was getting….way over 50%.

Success in our great industry….has many designs and looks…if…we’re paying attention. Recently, in our Wide-Format Peer Group, we were fortunate to be introduced to a company, an owner, and a culture --- like none….I’ve previously observed. Read More>>>