It’s More Than Just Price: How To Position Your Service Value

By on November 21st, 2014 - Comment

At the end of the day, price is the elephant in the room. On the business front, it traditionally carries the most weight in any Leadership Team’s decision-making process. We know the budget-savvy CEO will ask herself: why pay extra for a service when it’s offered half price elsewhere? This tends to be the case…

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If Consumers Aren’t Scanning Codes, Maybe They’re in the Wrong Venue

By on November 19th, 2014 - 2 Comments

According to ExactTarget, more than one-third (34%) of smartphone owners report scanning a coupon or QR Code with a mobile device while shopping in a store. Forty-three percent have scanned a coupon or QR Code in the past six months. Of those who did, 90% found them to be useful.[1] So why do we hear…

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“Tuck-In” as Relates to M&A

By on November 17th, 2014 - 1 Comment

Presently there are two major methods in which a merger or acquisition occurs in the graphics industry. It is either strategic or a tuck-in. Today I will address the tuck-in method. A tuck-in occurs when a Buyer is seeking to merge with or acquire a company whose earnings are weak or non-existing. The Buyer is…

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Could You Have Saved This QR Code Fail?

By on November 14th, 2014 - Comment

If a marketing project using QR Codes fails, it’s not the fault of the QR Code. Just like the failed QR Code I scanned yesterday. By scanning this code yourself — just as a doublecheck — before the job printed, could you have saved this opportunity? It was on a marketing piece that came home…

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Inkjet Update featuring Canon Solutions America at Graph Expo 2014

By on November 13th, 2014 - Comment

For those of you who missed last month’s Graph Expo, you might want to check out this clip to catch up on the latest offerings from Canon Solutions America. The 5-minute overview features Michael Poulin, Director of Product Marketing at Canon Solutions America, and Mark Michelson editor of Printing Impressions Magazine. The two discuss the…

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Making Inbound and Content Marketing Work for You

By on November 12th, 2014 - Comment

Do inbound and content marketing mean the death of the salesman? There’s no doubt that the landscape of sales has changed dramatically over the last few years, with traditional tactics such as cold calling or door to door sales waning in popularity thanks to inbound marketing and the rise of content marketing. This is good…

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Space and Time

By on November 12th, 2014 - Comment

What lessons can a 19th-century astronomer and aviator teach us about finding new business opportunities? Back in the late 1990s, when I was working full time for Micro Publishing News magazine, one of our sales guys told me of a conversation he had with a cab driver. When the cabbie asked him what he did…

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McDonald’s Takes QR Codes Beyond “Marketing”

By on November 11th, 2014 - 5 Comments

QR Codes aren’t just for sending people to a web page to sell stuff. That’s how most companies use them, but marketers who truly understand the value of these codes don’t pigeon-hole them this way. McDonald’s is one of them. I saw three QR Codes in use on the same day. Drink cup “To go”…

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11 Reasons Why Selling Owners Won’t Sell

By on November 10th, 2014 - Comment

The Selling Owner (workimus maximus sellimus minumus) is a breed in and of itself. Generally appearing at dawn and disappearing late at night, this is an active beast and one that wears many hats: Customer Service, Accounting, Delivery, Press/Bindery Stand In, and often, Janitor. The one hat that gathers dust is that of Sales. Very…

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What Does the iPhone 6 Mean for Printers?

By on November 5th, 2014 - Comment

As a print service provider, your services help your customers build their business and their client base. To stay competitive, it’s vital that you stay ahead of the game, keeping abreast of changing technology that can change the way you do business and the services you offer your customers. That’s why you need to know…

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Personalized URLs Grow Up

By on November 4th, 2014 - Comment

I just released my update to “State of Personalized URLs,” my nutshell observations and analysis of the usage and best practices of personalized URLs. What do I see has changed in the past year? Deep integration with multichannel campaigns that include email, direct mail, and social media (particularly Facebook). Integration with broader campaigns. We still…

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CEO’s – Stay Connected to the Shop Floor

By on November 3rd, 2014 - 1 Comment

Through my career I have worked for various CEO’s who have allowed themselves to become disconnected from the realities of working on the shop floor. Sometimes this happened by “accident”, while in some cases the CEO purposely worked to avoid developing and maintaining a relationship with those who executed the work orders and got the…

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You Might Be Sick of QR Codes, But Are Your Customers?

By on October 31st, 2014 - 1 Comment

Several times this week, I have heard people comment that QR Codes are so yesterday. They are old, outdated technology and nobody wants to hear about them anymore. That’s funny, because I’ve seen QR Codes on several new places in the last few weeks. Back of one of our Christmas catalogs. My USPS receipt. Poster…

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Eye Books

By on October 30th, 2014 - Comment

Herein a long tale of history, technology, and media change. Several years ago, one of the community arts organizations I am involved with—the Saratoga Film Forum, an art house movie theater in downtown Saratoga Springs, N.Y.—had on its programming committee a serious film buff. He was, essentially, a veritable walking (or sitting, as the case…

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5 Common Landing Page Mistakes and How to Fix Them

By on October 29th, 2014 - 2 Comments

Ideally, your landing pages have the ability to act as one of your strongest marketing and sales tools for your business. The best part about them is that once they are created, they begin the sales process for you. By creating a simple landing page,  you have generated more contacts and potentially more sales leads…

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