If you don’t have the sales you need, nothing else matters. I believe this wholeheartedly. You can have the best equipment, an excellent team, an operation that runs lights out, and you’ll still lose ground. As the CEO of the business, you’re number one responsibility...
Every day you go to work, you’re focused on doing the very best that you can and continue to build a business that thrives. I don’t think anyone will argue with that. So, what separates those who are truly accomplishing their goals from those who appear to be busy,...
Stop bidding on jobs. Start winning accounts. This is a continuation of an earlier blog on chasing accounts. I see it happen all the time: a sales rep rushes to put together a competitive bid for a new prospect, asking everyone to sharpen their pencils to squeeze out...
We’ve seen this movie before. You’ve got a press or bindery operator who can fix any mechanical or technical issue in seconds. They’re the ones who save the jobs that go sideways. But here’s the question that needs to be asked: what if keeping them on the production...
Every year, printing companies create a sales budget. After much tweaking, negotiating, and some wishful thinking, the numbers are finalized, the goal is clear, and everyone says, “Let’s do this!” However, the simple truth is a budget is just a number. It doesn’t tell...
“Structural change rewrites the rules. And structural change redefines our industry.” That statement was oh so relevant in the 2007 NAPL State of the Industry report. Nearly two decades later, that statement hasn’t aged – it’s matured. The opportunity...