“Commercial printing company owners, as a general rule, seem to know the cost of almost everything in production, but not necessarily the values of what it takes to develop new business.“ What does your Sales Literature say about your most impressive, latest capabilities and Customers’ Benefits?
Read moreFeatured Content Sid Chadwick
Different commercial printing operations have different equipment and different personnel. No two suppliers generate the same “value-added” or “profit numbers” -- serving the same customer markets. It is partly from this analysis that a company can begin to purposefully select its market differentiation.
Read moreIs this unique moment in time just another shiny object? Organizational focus, sense of purpose, cohesion, and discipline are critical. At the start of almost every race, those best prepared take the lead.
Read moreMany Commercial Printers see the potential but don’t have the resources in place to create the “connectivity” with their “ready to move” customers. Do you have one just one supplier who can provide support elements for growing your business?
Read moreEffective Leadership does not hide behind social smokescreens. There’s a mindset that says effort and resources required for mediocrity even failure tends to be no less than that which is required for success.
Read moreHow much-needed improvement can you probably develop using your organization's current talent? Where do you go for excellent suggestions and critical discussions for improving your organization's direction and performance?
Read moreFor years, we've advised clients to try to never have only one bank. It almost always works better for the banking customer to have two supporting banks. Several clients experienced the wisdom of that advice when their "primary bank" told them their "PPP Quota" was already filled, and "We’re so sorry."
Read moreOn April 1st, Nelson Ho, President of NEJC Corp left his family and our great industry. He worked for some time as an associate with Ray Prince, who was heard to remark, “Nelson was the only Consultant at GATF who billed out more than me in a year.” We do not have enough Nelson Hos. He will be missed.
Read moreOne of my Objectives: I want to create reasons for my Target Buyer to almost always want a Quote from me and my organization that we can win. I want to distinguish, to differentiate my organization and me as the Preferred Supplier to my Target Buyer(s) through my Quote Letters.
Read moreWhen we document in our customer profile what a buyer: (a) can’t get other suppliers to do, (b) can’t get other suppliers to follow, (c) never seems to receive more than the minimum of information, and then only when requested, we’ve uncovered a “mother-load” of opportunity.
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