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Archive for the ‘Sales’ Category

B2B Marketing is Like Curling. Say What?

Sunday, August 16th, 2009

During every Winter Olympics, I find myself watching at least a few minutes of the curling competition.  I'm not really sure why because curling is definitely not an exciting sport.  If you're not familiar with curling, it's a little like shuffleboard.  The big difference is that curling is played on ...

New xpedx tech center a good mix of facility and people

Thursday, May 7th, 2009

It struck me at some point in the half-day tour of the new xpedx Technology Center in Loveland, Ohio. I was asked by Dennis Killion, Director of Marketing for Graphics, what I thought. "You have a really nice combination of facility and people here". That's what struck ...

The Process for “Manufacturing” Customers

Sunday, February 15th, 2009

With a severe recession fully underway, it shouldn't be surprising that the leaders of most printing and marketing services companies are worried about sales.  Most companies will find it very difficult to keep 2009 sales at 2008 levels.  Growing revenues in 2009 will be a herculean task, and some companies ...

Don’t give away your productivity improvements — at least not by accident…

Friday, March 14th, 2008

When printers improve their productivity, lots of good things happen. But there’s one very bad thing that often happens by accident: prices come down even before customers have begun beating up the printer. Here’s why: If you reduce your make-ready times or improve your running speeds, it’s logical to raise your ...