Your Fantasy Sales Team

By on December 8th, 2014 - Comment

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…

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5 Reasons to Incorporate QR Codes

By on December 5th, 2014 - 3 Comments

Looking for reasons to encourage your clients to add QR Codes to their print materials? Here are five you can start with. Can you think of more? 1. It’s a smartphone world. It used to be that you couldn’t assume that consumers had smartphones, so reach for QR Codes was considered to be limited. However,…

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5 Ways Your Print Business Can Make More Money in 2015

By on December 3rd, 2014 - Comment

There is a strong market out there for printers right now, so it’s the perfect time for you to make the most of the services you’re offering. The answer to the nagging question about what print and mail providers need to do to grow their business lies within two simple words: provide solutions. That’s right!…

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Hearing the Voice of Our Best Customers

By on December 1st, 2014 - Comment

In his blog “How to Protect Market Share,” burnsattitude.wordpress.com, Kevin Burns writes the following: “A recent survey of senior executives showed 80% believed that their organizations offered a superior customer experience. When surveyed, only 8% of their customers actually agreed.” Maybe those executives are in industries that are growing rapidly, have work to spare, and only…

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To Moon! Variable-Data Printing Flies Into New Directions

By on November 26th, 2014 - Comments Off

Recently, I was working on a project for one of our clients, and in a marked-up Word document that came back to me was a comment that read, in part, “which came first, digital print or one-to-one marketing?” That got me thinking—which is always dangerous—and then some poking around—which is even more dangerous. Today’s notion…

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Clients Okay with Sloppy Databases? A Cautionary Tale

By on November 25th, 2014 - 5 Comments

We all know that it’s a good idea for marketers to clean, update, and de-dupe their mailing lists on a regular basis, and as their print provider, this is something you should be encouraging them to do. Yesterday, we received a piece of mail that reinforces the importance of this practice. It was addressed to…

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7 Steps to Selling Your Business

By on November 24th, 2014 - Comments Off

1. Determine a Realistic Price Range — If you price your business too high, you’ll scare away buyers. If you price it too low, you’ll risk selling at a bargain basement discount. Your goal is to figure out a range that’s realistic. Get a valuation done as that can be used to help market your company….

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

By on November 21st, 2014 - Comments Off

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 - 10 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 - 1 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 - Comments Off

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 - Comments Off

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 - 1 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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