Grow their sales in a market where most other printers can't... because they don't know how
Protect their existing accounts from the competition... even if they try to underbid them
Find new business and new customers... where other printers are struggling to hold on to what they already have
Increase their gross margins... even if other printers in their market are cutting their prices
Differentiate their business... so they are no longer selling on price
Nick Devine, The Global Expert On Sales... Profit... And Marketing Systems For Printers, Teaches What It Takes To Sell Print For A Profit In This Market
Nick Devine knows your audience is desperate to find new sales and new customers. They want strategies that differentiate their business from the competition so they are not just fighting it out on price. They want quality customers who value what they do and are willing to pay for it. They want to be able to show their salespeople how to sell without constantly discounting. They want to transition into digital but don't know how.
Printers are worried right now. 85% of printers are experiencing flat or declining sales. They are fearful of the impact a declining print market will have on their business. They are worried about continual downward pressure on pricing. And they are frustrated with the impact the recession has had on their business.
Nick's presentation/s will move and inspire your audience with practical things they can do that cause sales to increase.
Nick can deliver customized presentations... or you can select from the 4 options below.
Beat The Competition Without Discounting.
How To Sell More To Your Existing Accounts And Find New Sales & New Customers... Without Cutting Your Prices To Ridiculous Levels
Because of the recession, combined with the general decline in demand for print and the excess capacity in the market... it's getting increasingly difficult to compete for new business without discounting. But, if you continue to discount, you end up with new sales... but no profits. In this presentation, Nick will show your audience how to...
Sell more to existing clients... even if their volumes are down. This simple strategy can be implemented immediately with zero cost
Boost their gross profit margins... even if the competition is discounting.
Find new sales leads... without cold calling and without 'smiling and dialling' on the phone
Maintain gross profits with your best clients and protect them from the competition... even if they try to underbid you
Build A Profitable Digital Business
How To Sell More Digital At Higher Margins By Approaching Your Customer From A Value Perspective And Not From A Price Perspective
Many printers are unsure of the direction to take their print company. They know that their customers are changing the way they do things. They understand there are changes in technology that they can take advantage of with the right strategic approach. They are being told they should reposition their company as a marketing services provider or graphic communications company. But a lot of printers are still unclear how all this applies to their business and remain unsure as to what they should do next. In this presentation, Nick will show your audience how to...
Approach a customer from a value perspective rather than from a price perspective
Add value using digital, that the customer can't get from the competitor down the road
Differentiate their company in the face of stiff competition without resorting to price discounting
Decide where to focus their sales and marketing... and what kind of customers to target
Clarify which markets to target for specific services
Position your business so your ideal prospect can find you, will buy from you... and wants to have a long-term relationship with you
Get More Clients
How To Find Profitable Print Customers, Get In To See Decision Makers, Win New Jobs Without Discounting... And Market Your Company So You Are Not Just Selling On Price
Most printers are increasingly concerned about sales. They have begun to realize it's the most important part of their business... but often the part they least understand. They spend most of their time on operations and production issues... but this is not the real constraint in their business. In this presentation, Nick will show your audience how to...
Find new sales and new customers... even if your market is shrinking
Compete effectively in a market where everyone seems to just buy on price
Find good quality customers who value what you do and are willing to pay for it
Get an audience with potential new clients when they don't see your company as any different to their present supplier
Sell to prospects where price is no longer the central theme of the conversation
The Customer Centric Printer
Discover How To Sell More Print At Higher Profit Margins By Creating Real Value For Your Customers
Whenever we are talking to a prospect we are either extracting value or creating value. Dan Sullivan calls this Value Creation or Value Extraction. In the print industry most sales is done on the Value Extraction model. This is where we go looking for opportunities to quote... submit an estimate... and hope we win without having to discount too heavily. Value Creation is where we aim to identify the business goals our prospect has and then create ways to help them achieve those goals. This is the essence of the Customer Centric Printer. In this presentation Nick will show your audience how to...
Uncover the '2:00 am Problem' that is keeping your prospect awake at night... and figure out how to solve it for them so you win the sale.
Sell more print and value-added service (without discounting) by moving up the print value chain from Customer Model 1 to Customer Model 4.
Change your focus so you put the customer at the center of everything you do... which will result in more sales at higher margins.
Apply the Buyer's Pyramid to your business so you can locate the most profitable prospects in their market... and begin selling to them.
“Entertaining And Inspiring... One Of The Highest Scored Industry Speakers We Have Ever Had”
"The BAPC used Nick Devine at its annual Conference in 2009. The event, held over a weekend, has a mixed audience of both suppliers to the graphics industry and print business owners from both large and modestly-sized organizations.
In addition to noting the brief Nick carried out his own specific research and even went as far as organizing a survey before the event in order to be assured that from the audience’s perspective his presentation would be truly relevant.
That indeed was the case, the presentation was factual, entertaining and inspiring -delegates were enthralled and certainly motivated as was indicated by the evaluation forms submitted. He was one of the highest scored industry speakers we have ever had.
Nick is easy to work with and his understanding of not only our issues as organizers but the requirements of the audience helped ensure that this was one of the best events we have ever put together.
The BAPC has no hesitation in recommending him as a conference speaker."
- Sidney Bobb
Chairman, British Association for Print and Communication
“Our Highest Rated Conference Speaker”
"Nick first presented for the IPIA at a Conference we had arranged in January 2009. We discussed the brief beforehand and he not only stuck to the brief but enhanced it enormously. He held the audiences' attention and they clearly became engaged with his topic as there were many questions for him afterwards. Nick was our top rated speaker at the conference because of the quality of his content and the skill with which he presented it.
Nick has been a regular speaker at our events ever since and continues to surprise me with his ability to deliver fresh and engaging subject matter."
- Andrew Pearce
CEO, Independent Print Industry Association
“One Of The Most Successful Show Features Ipex Has Ever Done... Audiences Flocked To The Printers’ Profit Zone”
"Nick Devine has been first class to work with. Our 2 companies spend a year working together to develop a concept he originated, called Printers Profit Zone. We made this into a main feature at Ipex 2010.
In the run up to Ipex he arranged a Global Print Survey to uncover the needs of our audience. The quality of his content and seminar programme delivered at Printers’ Profit Zone was unrivalled. He really got ‘under the skin’ of the market and tailored made a programme to the global printers needs.
Audiences flocked to the Printers’ Profit Zone and it was fair to say that this has been one of the most successful show features Ipex has ever done. There was regular standing room only attendance.
I would not hesitate to work with Nick again. His expertise brings a fresh and innovative perspective on the traditional seminar programme and ability to engage with the print community."
- Nick Craig Waller
Marketing Director, Ipex 2010
“You Received A Superior Rating From Our Audience And I Certainly Understand Why”
"I can't tell you how refreshing I found your presentation to be. Shrinking sales and pressure on profit margins is a major problem for over 80% of printers in today's market. Your presentation gave our customers simple and practical strategies they could immediately use to win new sales and protect the customers they have.
Your proven strategies for growing sales… combined with step-by-step implementation actions is a powerful recipe for any printer.
I feel confident that those printers who follow your advice will be able to sell more to their existing customers… and find new sales and new customers.
Thank you for sharing your insights with our customers. You received a superior rating from our audience and I certainly understand why."
- Jennie Leech
GM Marketing Communications & Programs… International Business Group
“Excellent to see such a well-grounded and informative presentation.”
- Samantha Versemann
“I received some excellent ideas from your presentation. I did pick up one of those Large Customers this past year, but truly didn’t analyze what all went into it. Thanks for the inspiration.”
- Charlie Guinn
“Great ideas to advance the company culture from product to Customer level 4. Should be compulsory for print companies trying to get out of the pack.”
- Don Woolman
“This exactly addresses the broken selling processes we have. Luckily our competition has these same problems, so now we have an opportunity to leapfrog them!”
“Thank you Nick for simplifying an approach to increased sales and profits.”
- Jeff Campbell
“Never heard of you before but it’s refreshing to hear from someone who seems to love what he is doing and who walks the talk. Most business people, both inside and outside of print, should have a quick listen to what you are saying. Kind regards.”
- John Miles
“The most important thing I got out of the presentation is setting 90 days goals. Never thought about this concept!"
“I found this presentation very useful and educational on areas of solution selling. The points made help refresh and reiterated some of the points required to have a successful customer/prospect first meeting. So many times initial meetings never results in a second and your ideas I got today will help.”
- Seth Ebarra
“I’m one of those that either said dumb things or stumbled around when trying to network, so I appreciate the concise way you have outlined the networking processes. Can’t wait to try it out.”
- Doug Miller
“Once again a very insightful presentation. It has motivated me to do the homework and be customer centric in my next meeting with an existing customer who is currently just price driven.”
- Vaughn Coleman
“A great presentation and well worth the time spent listening and painfully nodding my head.”
- Glen Nemeroff
“Your presentation is right on. Thanks. I will have a company meeting to present your thoughts on increasing quality customers.”
- Dick Royston, Color Pages
“I enjoyed your pyramid approach, it took my ABC analysis to a new level and presented in such a way that my sales people can really understand and more importantly, take action!”
“The Pyramid model is very much true, as are many of the things that Nick teaches or reminds us that we really already know. Implementation is key to making any plan work, BUT do remember to walk the walk after you’ve talked the talk. The results of focusing on larger clients take longer to process and require a thorough approach. There are no second chances with the big guys, so ensure that you have the technical abilities to match the ambition, or at the very least you can source them sharpish!”
- Jeff Rasmussen
“Interesting concept, I do like the first class treatment of the top 20% and know in fact it works.”
- Jim Stiles
“Excellent presentation with a good solution for expanding our business can’t wait to get started.”
- Richard Sevigny
“Love Prospect.Ology! From today, I am going to start work on my company’s referral and joint venture program. I will keep you posted on the outcome. Thank you.”
- Jacqui Womersley
“The presentation on Prospect.Ology was excellent. Some of the salespeople at our company have grown their own sales through some of these ideas, but I never considered a systematic approach. It also solidifies your relationships and gives you the chance to hear about other opportunities that may not be widely announced.”
“As with all great ideas the principles are really simple. We have used some of these ideas with limited success, having listened to your presentation I believe we must do more with this approach.”
- Rob Harris
Once again Nick, You hit the ball out of the park !!! Great Information.
Hiram O. Russell
WOW! Your presentation was outstanding. I will make this presentation the center piece of our annual business review meeting in December. Thanks again.
Dick Royston, Owner Color Page
This is great info that you are sharing. Thank you,
I enjoyed your presentation. I have always felt that although a high level of sales activity is important, the quality of the activity outweighs the numbers. For example, the quality of calls or face to face visits is more critical than the quantity for generating the best results. I usually do the 80/20 evaluation, and last year, for example, 13% of my customers produced 85% of my sales. I am interested in using your 50% formula. Thank you.
Excellent presentation. The principals here will apply to most industries.
Great presentation!! I think your strategy is right on. I have heard this strategy but never seen it presented this way. Great Job
Great Information. We all need a reminder of how to better run our business. We get in a rut…thanks for the information.
Excellent! A great explanation and tool for all sales personnel for business analysis. I have used this philosophy in the past but have never seen it explained so well.
Just Love Nick’s Stuff!
Excellent Strategy! I will invite my co-workers to review this with me, and try to move forward with this line of thinking/selling.
I have been so focused on selling anything to anyone in this economy that I forgot many of the principles that you discussed. In years past we did a similar analysis with great success but as our market and our offerings changed we have slipped. Thank you for the great ideas. I look forward to implementing this.
Very enlightening, makes perfect sense and will help me focus on making money for my top customers, and will help me focus on the correct customers.
Awesome presentation. I will from here on out change my sales focus for my two companies.
Thanks so much for sharing your thoughts! I am new to sales and have been struggling to get past the commodity aspect! Your thoughts about being out in front of the customer make a lot of sense to me!
I found your presentation extremely informative and a strategic reminder to involve and evolve the print company closer to their customer.
Another good presentation. I know this is where we want to be. We have made a few small steps along this route but need to be even more determined to reach the promised land.
Right on target! I find selling at Customer Model 4 is where profit is at. Selling on price is for the beginner rep that doesn’t know how to consult on value-added services.
This presentation was very helpful in helping me plan my days in business plus personal.
Hiram O. Russell
It all seems common sense but many people fall for the reduction in costing without spending the time to consult with clients.
GREAT presentation!!! You put into focus one of the greatest ideas I’ve heard in MANY years! I knew the economical slow down actually offers me "opportunities". Thanks to you, NOW I know exactly where/how to direct my time and energy this year to the greatest advantage.
Common sense approach. We have used this strategy successfully, but have gotten distracted on other items. Thanks for the reminder. It will help us get back on course.
The Prospect.Ology was an excellent reinforcement to what every sales person should be doing. It is definitely worth the time to watch this video.
Inspiring, yet simple. Why didn’t I think of this earlier? And we are no longer battling each other because there really is enough business for all of us…
Great presentation. Have heard of both ideas before but have never acted on them. Your video however has provided me with a desire to progress both initiatives. Will let you know how I get on.
Very interesting presentation with lots of great ideas. Can’t wait to get started and pass this info onto our reps. Many thanks!!
I appreciate the information you are giving. I find it has great value. I am starting out in this industry and have very few customers now so I need to try to find a way to prospect without using current customers.
Speed of trust! I like it! I do well in solutions sales because I readily engender trust over a few meetings. But qualified referrals do much the same with speed. Oh why didn’t I make that connection before?
It’s a fantastic presentation. Thank you for making this available to us.