Category Archives: Process Improvement

Comcast Bills Call Customers Nasty Names

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Your client’s customer database — its most precious resource. Used for invoicing, customer communications, and as a critical source of data for their marketing list, the customer database is your client’s lifeblood. How easily can it be compromised? A recent Comcast horror story shows just how easily. One customer, Mary, continually had trouble with her… Read More »

Getting Ready for the Business Development Race

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A difficult economy means that your customers are taking longer to decide if they want to spend money with your printing company. This “wait and see” game may go on for months, perhaps years. In the meantime, your business has its own objectives to meet, and bills to pay. Reducing expenses can only take an… Read More »

Your Fantasy Sales Team

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With the start of a new year the common questions revolve around “what are we going to do different this year in hopes of better results?” A good place to start is by examining your sales team. Look at team members and create a depth chart, complete with all their stats. Many of you already… Read More »

Space and Time

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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… Read More »

CEO’s – Stay Connected to the Shop Floor

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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… Read More »

High-End Digital Print: What Does It Take to Get It?

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What does it take to produce consistently high-quality pieces on a digital press? Not just solid commercial-quality work, but output that consistently meets the most demanding client expectations? Lately, I’ve been doing a series of interviews with high-end digital printers asking this very question. Here is what I’m hearing. Please chime in with your own… Read More »

Revamp Your Sales Model

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Your business ebbs and flows. Good months followed by an ‘OK’ or a not so good month. How do these results compare to your plan, what’s working and where is either the plan or the execution falling short. We could be talking about a few of your reps or the entire business. Too often the… Read More »

Will Your Google Analytics Dashboard Shock You?

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These days, all the buzz is about content marketing. Whether you’re a commercial printer, digital printer, or a marketing firm, gaining new customers is about drawing people in rather than pushing your information out. When customers are ready, they will find you. Effective content marketing requires more than just having good content on your website… Read More »