American Printer's mission is to be the most reliable and authoritative source of information on integrating tomorrow's technology with today's management.

100 Words or Less: How can printers avoid competing on price alone?

Jun 1, 2009 12:00 AM

         Subscribe in NewsGator Online   Subscribe in Bloglines

“Ask, ‘Why do customers buy from us?’ Drill past fluffy, non-specific descriptions like quality and service. Dig deep to find specific nuggets of truth defining your competitive advantage. Do 99% of your jobs deliver on time? Do you proof-read every job in the shop? Do you have the smallest carbon footprint in town? Knowing your true strengths and using them to create a powerful value proposition helps you understand how to position yourself to find the right customers — those are customers who love what you offer and buy for reasons other than price.” — Linda Bishop, thought leader in sales solutions, Thought Transformation (