Thursday, May 13th, 2010
For the past several years, printing company managers have been urged to practice a value-based approach to selling and pricing. Value-based selling and pricing are particularly important for companies that provide more complex offerings such as personalized direct marketing campaigns and online collateral management systems or other web-to-print solutions. Purchasing these ...Thursday, April 15th, 2010
My recent post explaining how to calculate the "breakeven points" for a price change generated quite a bit of interest. So far, I've received almost 40 requests for the Excel worksheet I mentioned in the post. Obviously, pricing is an important topic for many printing company managers. And it should be! ...Monday, November 9th, 2009
The following is taken from the weekly newsletter of the Printing & Imaging Association of the Mountain States (PIAMS), the Denver-based PIA affiliate for Colorado, New Mexico, and southern Wyoming. The author is Landy Chase, a sales trainer and consultant based in Charlotte, NC. “Do your people sell in an ethical ...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 ...Tuesday, July 28th, 2009
“Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout.” So writes Lee B. Salz in a post at The Customer Collective, an online community for sales and marketing professionals. But, says Salz, a sales coach, when small ...Wednesday, July 8th, 2009
Every now and then, as we scan the graphic arts trade press, we come upon a piece of writing so rich in common sense and relevance that we feel obliged to drop everything until we’ve done what we can to share it with others. Hence this post about “Maybe we ...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 ...
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