Dick Rossman has owned and managed companies in the printing industry for over 30 years, and is experienced in working with both large and growing organizations as well as small and struggling ones. He has managed virtually every department in a commercial printing plant, including sales, customer service, marketing, planning and scheduling, manufacturing and quality control. Dick also has an MBA degree in Business Management that adds to his business expertise. This broad background provides Rossman with a unique perspective on how successful print communications companies operate efficiently, effectively and profitably. Rossman recognizes the challenging times printers are facing and believes that those companies that take action today to streamline their operations and learn how to perform more efficiently will be the ones that succeed and thrive. Dick is passionate about bringing his experience and expertise to help those companies. Learn more at www.rossmanconsulting.com

I  asked the owner of a mid-size printing company how his business seemed to be going so far this year. He said “Well,  I ended 2010 better than 2009 and we’ve started this year optimistically. The plant seems busier, quotes are up, my salespeople are telling me they’re seeing more action, and I’m even thinking of…

Continue Reading...

In Dr. Ronnie Davis’ latest PIA Economic and Print Market and Flash Report,   he points out two interesting marketing metrics.  First, our largest single customer accounts for nearly 19% of our total business and our largest 5 customers provide nearly 40% of our business.  And second, over 60% of printers in the US have a market…

Continue Reading...

Printing company leaders have certainly heard this phrase or a variant of it, but how many of us put it in practice? Our industry provides us with great financial data every year with the PIA Ratio Studies, and we can get industry benchmarks for sales growth, factory costs, profit per employee, payroll and benefits, etc., but what about benchmarking and measuring the performance of our operations?

Continue Reading...

Well, at least, ONLY let them take the holidays off… How many times have you heard your sales reps say “Everyone’s away for the holidays. Nothing’s going on out there.” Baloney! Everyone does not go away and December is the perfect month to meet or talk with clients, either in their office, or perhaps at…

Continue Reading...

Many of us are still really commercial printers that are selling more services such as design, digital, mailing, and fulfillment, and aren’t ready to be Marketing Service Providers or Cross-Media Publishers. What do our sales reps do now?

Continue Reading...

Offset printing clearly continues to decline and the number of pieces produced that qualify for a show award will also diminish. Meanwhile digitally printed work will continue to increase, but will they be the types of pieces that are award-suitable?

Continue Reading...