Printing Industries of America Blog


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  • 05/18/2015

    This post was contributed by Leslie Groene, Groene Consulting, and instructor of several new online Sales Courses available in Printing Industries of America’s Integrated Learning Center.

    It’s no secret that the role of a salesperson has changed. The Internet provides your customers with an infinite number of options making it impossible to compete on price alone. Customers are 57% through their buying process before they seek engagement with suppliers. Your customers expect more; to seal the deal, they want top-notch customer service and value-added benefits. 

    Shift 1: Salesperson to Consultant

    You want your sales team to grow your existing customer base, acquire new ones, and/or...

  • 04/29/2015

    Profit leaders—printers in the top 25% of profitability—saw profits increase to 10.3% in 2013 and the forecast looks like increasing profits into 2016, based on the 2014-15 Ratios results. Now is the time to make a decision—do you invest those extra profits into growth areas, or do you save for a rainy day? Here Ed Gleeson, Director, Center for Economics and Market Research and Stu Margolis, Partner, Margolis Partners, give a plain-English explanation of the Key Printing Industry Ratios you need to be aware of—to keep your business strong both in good times and in bad.

    Increasing profits enable companies to grow by generating capital that can be invested into additional productive capacity, hiring additional workers, and moving into new facilities. ...

  • 04/29/2015

    This post was contributed by Stuart W. Margolis, CPA, MT and Suzette Margolis from Margolis Partners, LLC. Together with Printing Industries of America and membership participation, Margolis Partners brings you the annual Ratios Survey. Visit www.printing.org/ratios to learn more or participate in the 2015 Ratios Survey. 

    For most of us, ratios are not something we think of every day, at least not until springtime and the onset of baseball season. If you want to compare two Major League home-run hitters, you are likely to compare their batting averages.  If one is hitting .389 and the other’s average is .236, you immediately know which is doing better, even if you don’t know precisely how a batting average is calculated.   When applied to business, think of ratios as “batting averages for business”. In baseball or in business most ratios measure some form of productivity. They...

  • 04/22/2015

    If you think outstanding teachers deserve education awards, this story is for you. When Ben Franklin said, “Tell me and I forget, teach me and I may remember, involve me and I learn,” he may well have been talking about Professor Dan Wilson, D.I.T., of Illinois State University. Dan is the Academic winner of the 2014 Education Awards of Excellence given to an individual who has pioneered a distinguished education service, program, project, or other accomplishment in graphic communications.

    Nominated for this renowned award by peers as well as students, Dan has impacted many lives. His dedicated work, both in and out of the classroom, has no doubt contributed to more students getting...

  • 04/21/2015

    Binders and Printers. A match made in heaven? This year’s BIA Annual Conference, one of the most popular postpress networking and education forums, is teaming up with the 2015 Print Leadership Summit in Minneapolis May 18-19 for a synergistic event that will surely have people talking. Here Valerie Price tells us about the benefits of the NEW BIA and why their upcoming conference is a one-of-a-kind opportunity for members.
     

    Q: As the industry continues to advance, how can postpress companies stay ahead of the game? How can they retain a competitive advantage?

    VP: By always knowing what is happening within the printing environment, staying up to date with the leading-edge printers, and creating partnerships between print and finishing. Another best practice is educating printers on binderies and why it’s sometimes...

  • 04/17/2015

    This post was contributed by Kelly Quinn Mallozzi, RainMaker, Success.In.Print and speaker at the 2015 Print Leadership Summit, May 18-19 in Minneapolis, MN.

    It’s hard to believe that 21 short years ago, when I got my start in sales for a small digital print shop, my sales tools were a desk, a landline, a pager, and my resourceful brain. No cell phone. Certainly no smart phone. And a shared computer that only had access to the company’s database of accounts wasn’t in the picture. I called companies that I thought might have a need for printing, and if they did, I would get an appointment, go see them, talk to them, show them samples, and a good lot of the time, they would become customers. 

    And that worked for me, for kind of a long time.  

    And gradually times changed. I got my first cell phone a couple of years...

  • 04/09/2015

    In the beginning, there were printers. Then as technologies and economies transformed, we emerged into a digital world as … printers. The point is that no matter how you describe your business today—a marketing service provider, packaging solutions firm, display graphics enterprise, etc.—we are all still printers, but how we got here brings us to sharing this transformation story…

    The 2015 Print Leadership Summit is the event for printers, by printers. In this blog series we will explore transformation stories of some of our most notable speakers, so you can discover fresh ways to reinvigorate your business.

    If you’ve ever wondered what it would be like to leave the strain of daily...

  • 04/01/2015

    There are some amazing companies that have won Bennys at the Premier Print Awards! This post is part of a blog series profiling 2014 Premier Print Award Benny winners from small print shops to large corporations as well as universities. Check out how a company in your demographic used their 2014 Benny win to leverage more business.

    As a small, full-service print company in central Wisconsin, Fey Printing has become well known not only for their impeccable printed works but for their creative marketing expertise as well. In the 2014 Premier Print Award competition, they took home two Bennys, one for “Neenah Paper Menu Promo” in the Booklets (4 or more colors, printers with 51–100 employees) category and another for “D/City Newsletter” in the Newsletters (4 or more colors) category...

  • 03/31/2015

    This post was contributed by Ricardo Roman, VP of Strategic Alliances and Caliper Sports, Caliper. For more information about the National Buying Power Program with Caliper, visit www.printing.org/caliper.

    Managers and leaders share many similar qualities, but the performance of a manager carries far fewer risks than the performance of a leader. In addition, there seems to be a difference in the underlying motivational characteristics of these two groups.

    In a recent Caliper study, more than 300 presidents and chief executive officers told us what they considered to be the most important—and the most difficult aspects—of being a leader. Among the choices we asked them to rank were:

    • Creating the right vision
    • Getting people to embrace that vision
    • Maintaining momentum (motivating, influencing, and persuading others)
    • ...
  • 03/25/2015

    There are some amazing companies that have won Bennys at the Premier Print Awards! This post is part of a blog series profiling 2014 Premier Print Award Benny winners from small print shops to large corporations as well as universities. Check out how a company in your demographic used their 2014 Benny win to leverage more business.

    Something catches your eye. The striking color, beauty, and elegance—images flawlessly flowing together throughout each calendar, poster, book, and other printed pieces. The work produced by the illustrious Australian company Body of Work is a culmination of sharp talent in print, design, and photography. But the the team at Body of Work has gained exciting market success thanks to Bob Armstrong.

    No stranger to awards, Armstrong ascended the stage at the 2014 Premier Print Awards Gala last September to accept 17 total Bennys as well as the Best of Show first-place...