From multiple sources, I'm hearing, "Buyers want to see supplier Reps – that can tell them, 'What's New', and 'Information they can use, that won't waste their time'." Our standard: give them at least two pieces of useful information on every sales call.

Committed business development leadership is hard to hide, and it’s also hard to fake. New reps receive too little real education and training. Current Reps receive even less, or none of an ongoing nature. And Buyers know it.

On May 28th, Panaprint celebrated 50 years in business as a successful Commercial Printer specializing in the production of a wide range of publications, general commercial work, and Wide-Format. Here are my observations on their Value System.

Production and sales staffs knew for possibly the 1st time in their careers they had a leader who would not wait for the phone to ring. This leader recognized the value of relentless, relevant education for the whole team. Are you that leader?

After talking with a group of owners, it's my observation that too many commercial print companies operate much like those companies, mediocrity at its best. Read what you can do to change it.

When was the last time you wrote a "Thank You Note" to a customer or a supplier? I had my client's team do this for two weeks. Upon my return, I could practically taste their excitement to share their stories and emotions about what happened.

Is there excitement and innovation in your organization, that’s being lead by department leaders or is everyone waiting and looking to you for answers and direction? Here's your solution.

You may cover up and delay attending to that "growing list of sins" only so long…trying to get those extra revenue dollars to cover up that slowly growing list of neglected sins. 

Over the past several decades, traditional and technical schools closed down their "print shops" - representing a declining source of skilled employees for our industry. The new information resource is a "Game Changer" for our industry.

I was asked this question, "Sid, do we know what courses at our Graphic Communications Universities are available online for our employees to take?" I hesitated for a few seconds, recognizing his strategic question's implications.