The proper buying of Print is a difficult task and like health-care, it is a custom-made transaction, a custom-made experience. Patients can’t “test-drive” the health-care they experience. They can’t “test-drive” the project they need printed. Most of your Buyers want something improved. Do you know what that might be?

Some philosophers say it’s in our American DNA, no matter our chosen field of work, we have to find ways to improve and achieve when the score is being recorded. How many of your current employees are being developed for bigger and better responsibilities? How many of your current employees want to contribute more?

Are we so used to our conditions that we have no intent or recognition on how to improve performance and opportunities that lie before us? Many print organizations do not know their Customer’s business development challenges and don’t have Self-Promotion Literature that explains how their services can improve their Customer’s profitability.

Do our customers know more about the importance of print to effectively communicate an important message than many of our industry’s members? Do our Associations need to educate their members on opportunities to demonstrate “The Value of Print”?

As a manufacturer, how often do you invite your Distributor customers for a Plant Tour, that's not rushed, but rather engaging for meeting key personnel, and detailing not so obvious capabilities?

I’ve had so many disappointments, what should I look for when hiring a Sales Rep? My answer: Talent is important but is not the most important quality. The most important quality is ‘Work Ethic’ and a burning desire to constantly learn and improve who you are and what you can contribute and accomplish.

Our industry, and particularly our major Associations have generally quit educating members on “How to Develop New Business”… it’s become so much about “social activities  for their aging members”.

Young Talent won’t wait to be developed, and continually developed Talent tends to attract new Talent. What are you doing to tap and build your organization’s Teamwork, and Talent? What are you doing now to develop and attract the Talent you need now and will need?

Your "Leading Edge" is what your customers experience. Your "leading edge" is those serving your "customers and prospects needs and expectations" and their "sources of pain." What would your employees say would improve what your customers experience?

I tend to get into trouble with a client…. when I realize… I’m starting to care more about my client’s business…. than they seem to care. “Familiarity” can do that to you, to any of us.