Even in this economic climate, there are printers in every country we surveyed who are making more sales. They are boosting profits and securing long term clients.
Naturally, they are doing things differently. They have come up with ways of targeting good quality clients who value what they do. Their clients stay with them longer and are more loyal to them. The purpose of the 2 videos in this series is to show you specifically what they are doing differently.
Part 1 is called ‘Impediments’ and in this video you’ll discover all the major trends that are impacting this industry. You’ll see how it stops you growing sales and profits. You’ll also begin to see how you need to reposition your company to take advantage of these trends.
This video has taken a very long time to produce and involved a lot of research and analysis. It’s important that you watch it if you are committed to the future of your company.
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Sales... Profit... & Cashflow Strategies For Printers
Nick Devine
Founder and Publisher
www.ThePrintCoach.com
www.PrintersProfitSystem.com
{ 79 comments… read them below or add one }
Next I need ideas that can move me from commodity seller to true consultant. I believe I can do it, but retraining the customer seems elusive.
I would like to see how market myself as a service provider.
I see great opportunity in helping customers manage their Brand use technology.
Seeing the stats confirmed everything I have been reading over the last year.
This was a very strong video and a must for every printer and print broker.
1. Continue with ideas that we can take to the table to strategies.
2. Our opportunities are strenght in design and services in the internet.
3.One of the best things I got was the statistics on advertising dollars and where they are headed.
1. I would like more
specific direction re
developing a sales
process. You really
nailed this in your
presentation.
2. Greatest opportunity for Color Pages is internet marketing as it relates to search engine optimization.
3. Best thing from video is my becoming very focused on developing a sales process.
Next let's get to the meat of the Sales Process development. The Sales Process has the most potential value. Opportunity is to penetrate existing customers and develop new ones.
I would love to have the slides. Anything that will help us increase business in this economy where we have so many things fighting against the print world.
Next? Await video pt 2 with keen interest - there was a lot in pt 1 that I could identify with!
Opportunity? I've been struggling with this one for several months; I'm not sure where the growth areas are or whether we're well equipped to capitalise on them.
Best? Not sure there was one; video made me feel I'm in a dying industry and should get out!
This video caused me to view the problems with our marketing and sales strategy. I would like to see ideas on how to improve in this area.
Our opportunity is in our value-add services; now we need to exploit them.
The best thing from the video is the realization that our sales strategy is deficient--we really don't have one.
Stats in this presentation are scary but the end gave me hope- I would like to see more of how to solution sell
Very interesting and scary stuff.
What to see next - I'd like to seee part 2 right now.
Best opportunity - building stronger customer relations thru valued add - can't be a commodity.
Best information - The idea of the customer & technology strategy and that I need to be sales and innovation driven.
Increased profits
book publishing
Sales Perspective
So, Nick, despite the government's and the FSA's and the bank's great endeavours to absolutely bugger the economy, we're both still around and very much alive and kicking; I'm delighted to say. My very kindest to you and yours - Jeff
Would like to see next some examples of turning a company and sales focus into solution providers. Second our opportunity is to take our lines of business and really grow them by creating applications and solutions to where our customers are going(as you said).
Finally, the best thing I liked was no matter how bad the numbers are in our industry, there is still plenty of room to adapt and change and become that solutions provider woth your customers.
How to value sell commodity print, like magazine insert cards?
Moving into higher margin direct mail pieces with publishers.
Knowing that we need to move to value based selling and educate our sales force in this new direction.
How to differentiate my print business?
Printing Exports...
The bad News...
Great information - thanks.
Opportunity:
entering into a new part of the business...digital media advertising that I offer to my customers who will sell to their customers to buy into. Getting a better return for my investment, increase my profits while my printing is slowing down. The video just mentioned what I already know about the printing industry. But it gave me the facts I didn't have. What I require for my business is how to get the financing to expand into this new venture of business without get broke.
Looking forward to Part2
slides are not of much value, the value was in your summary of "state of the union" of the print industry. it was done pretty well, bringing together the economics driving print down and the mind set of printing companies not adjusting fast enough to the economics. Next of interest is how to get sales to execute anything. Sales people in print are generally not high performing because they reach out and sell solutions, they find there way to print sales as former buyers, or end up in sales after doing other print jobs such as CSR. Then they sell to who they know vs growing sales by selling value. Exceptions of course but big majority of print sales people are not good at executing a strategy, most wear loafers because tying their shoes in the morning is a challenge- hey, there is a good quote for you.
The opportunity: Change how we view ourselves.
Next: Info on how to make the change.
- Where do I get the expertise to become a solution provider?
- PURLs, Surveys, Database management, 1:1 Marketing, website design, SEO
- Owner needs to develop their strategy
After 31 years in the business we are about to write a new business plan.
What i have learned from this video is we need to sell ourselves as solution providers and not printers.
Any help is welcome vs. going it alone
Hi Nick, I found your video useful. Some of the data is very depressing to watch so I'm looking forward to seeing the second part of the video. Kate
I would like to see how to select the most profitable customers for my business.
The ooportunity is for us to increase the revenue since we already have a lean business from a cost perspective.
The best piece from the video was the emphasis that it put on producing a clear sales strategy with revisions every 90 days.
The best way to create my new Identity.
To create a sales strtegy.
1. I'd like to see next the things and functions that I can do to increase the value that I can bring to clients and prospects.
2. Our opportunity is to work with top managenemt of our clients and prospects to help them reach their marketing objectives with suggestions not only relating to general print, but also to personalized communications with other media including print. If we can be included in the value chain of their decision making, our competitors will not even be asked to "quote".
3. The best part I got out of the video was to study our client's business to help them get more out of their customers and to study their market to help them penetrate it deeper. One of the strategies I've been using recently with design studios and agencies is to refer prospects to them.
excellent
What are the best new opportunities for small printers and how to tap them?
How to better separate from other printers?
Very valuable, vital information for our sales team.
Nice Video. Zero based thinking.
Leading wuith custoner strategy
great presentation.
very interesting information
Nick, I am desperate to secure 10 new customers, but I cantget an appointment and I cant get any ead generation working.
2. I have a good opportunity to produce Sales for a commercial printer.
3. I dont have a customer strategy, or a competitive advantage. I am just like the next 6 printers. Kind regards Ross
Response to everyone who commented...
The common view seems to be that there is opportunity out in the market for printers. The challenge seems to be... how to approach clients from a value perspective instead of from a print perspective. Everyone wants to get out of the 'quoting and hoping' mode of selling print. I'm committed to helping you do that.
I've been doing some 'Profit Fitness Days' with management and sales teams from different companies here in the UK over the last few weeks to help them tap into the opportunities right in front of them. Each company is already seeing increased sales results within a very short period. Same market... different approach.
Keep an eye out on the blog in the next few weeks because I'm going to release more material with specific actions you can take that will improve your sales and profits.
Thank you for participating on OUR blog.
Nick
Next: solutions
Opportunity: learn to differentiate our company.
Best: getting past the dome and gloom.
keep up the great sales tools
More inspiring material, great thoughts Nick
Looks like we have a daunting task ahead of us. I look forward to learning of some solutions in the next part
Please can I have the slides
What is an acceptable way of contacting potential customers....phone, letter, visiting cold in person etc. In addition, after getting the customer's email address, are there any studies on whether the prospect will read the email, what should be the length of the email and how often should it be sent?
•Confirmation of what I know.
•I realize that I need to learn more about my clients & prospects businesses before selling my services.
•I am ready for the positive part of this webinar.
best way to double our sales
our opportunity is to go up in sales
Not a printer..... information specialist and how to get my customers more customers
Great Insight.
I would Like you to Address How to Get in To See The Right Person in A company.
I like what is see - already.
Next: How to change my offering perception to the customer.
Opportunity: Not just a printer, but a service partner from concept through the marketing campaign
Best from video: Make me rethink our offering.
Best - becoming a solution provider
Understanding customers and the best way to help them
a
Interesting...
This is great information.
I am in Nairobi Kenya.Your way of thought is perfect. However things here are diffrent can I suggest if we can share your presentation with more people here ie CDs if available thks
Thank you for making what is happening to my business so clear. I look forward to developing some solutions
A very thought provoking video. Thanks
So far I really like what The Print Coach is offering . . .
finding good ways for new lead generation
I felt that part I was a very accurate description of where my business is right now
most important thing - the sales process
best thing defining the sales process
1. Ways to develop sales strategy.
2.How to implement with sale people.
3. Realized that we are expecting our sales people to formulate the strategy.
Fantastic video, have been looking for something like this relevant to my industry for years
Great presentation!
Next? Would love to hear more on how to qualify prospects that best fit production capabilities
What new services could be offered by small print companies.
Doing added on services.
Made me reacesses what I'm doing.
I would like to see some info on specific marketing plans for print marketing companies. I enjoyed the statistics, and although scary, I am excited to craft a solution taking into account my clients, company situation and future success stories. We know an awful lot about our best clients, so it makes sense to focus our sales process on that premise. Thanks
appreciate your precious info.
now, i'm realising the fact about the industry as a whole
valuable eye opener for me and probably many others
Comment
Very interesting stats, looking forward to part 2!
Excellent looking forward to more
cant wait to get the clips want to help my salespeople improve their sales
Very valuable.. Thanks!
I want to understand HOW printing has evolved. Where do you get these statistics? How do I get these statistics? I love seeing the trends and I agree with the sales side of things, lacking.
I would like to know how printers get profit ? and sales process development.
I want to see your strategy for providing marketing services to clients.
I want print to be just a part of the marketing services that we offer.
The video confirmed my thoughts on how the market had changed and how we have to change for success.
next - the way forward
opportunity - solutions
best - customer strategy
Next - where are the biggest profit margins.
Opportunity - in the non print media. particularly, internet ads.
Best - Customer, Technology and Sales strategy. My job as an owner.
Video is good but would be even better if all the points could be made in half the time. Printers/Owners are always feeling they are short on available time. The points will also be easier to remember if the video was shorter with a quick bullit point list of the key points to be remembered. Also, the video could be more easly watched more than one time as a reminder of the key issues.
Very good
Great. Applicable for printers.
There are so many interesting stuff in this video that i really don't know what to say here. All is true and can be done.