Digital Directory
MAY 2013
Digital Version
Now Available
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Digital Directory |
MAY 2013 |
Digital Version Now Available |
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Platemaking 2013 and Beyond Where oh where can we sell computer to plate equipment? While selling plate materials is still a good business it is affected, especially in the short run and the smaller format press market, by digital presses. However, traditional printing is still a viable business and it is expected to remain so for years to come. Yet, there remains a question about the future of the equipment for computer to plate (CtP) generation. (more) Dealerships... Get To Know Your Manufacturers Before You Sell Their Products! They May Not Be Your Friends. - by Bob Licari Every dealership has faced a dilemma like this more than once; what seems like a great item to offer when first presented to you does not always end that way. Of course you do your homework, you evaluate if the product is a viable product to sell. Your basic homework is done; will the product fit into your market ? Are the profits enough to sustain the product and its support? (more) BindRite Dealers Association - 23 Years of Service To A Channel of Specialty Dealers - Founded in 1991, BindRite members are independent North American dealers dedicated to selling and servicing document binding, finishing and specialty presentation products. Members are required to maintain the highest standards of product selection, customer service and technical support. They adhere to a strict Code of Ethics. (more) The 'Seven Golden Rules of Account Management' For Dealers - Part one of seven by Linda Bishop Losing business is especially painful when it represents a significant chunk of your income. That's why account management is a critical skill for any salesperson. Smart account management helps you maintain and grow accounts, and defend against competitors. (more) THE PRESSURE IS KILLING ME! by Mary A. Redmond "This price is locked until Friday, or the end of the month or was it the end of the first quarter?" Do you sell equipment using this deadline pressure sales technique? Threats do not close sales, professionalism, mutual respect and great listening skills do. The outcome of stress inducing tactics may be an angry customer, lost trust and credibility. Sometimes even a formal complaint is filed to remove a sales person from an account. (more) Lost Sales Leads: 4 Common Problems And How to Correct Them - by Brandon Stuerke U.S. businesses spend billions of dollars generating sales leads only to lose more than 70 percent of them simply because they don't make contact quickly enough, according to one study. But that's not the only way they're losing out on opportunities, says Brandon Stuerke, president of Advisors Edge Marketing...(more) DEALERS HOLD THE CARDS.... - by Colin Gillman, Publisher, Graphic Display World Back in the 1980's I ran three London based print production departments at the headquarters of a major utility company. Aside from managing a staff of thirty I was responsible for purchasing pre press, print, and post press production equipment along with managing a multitude of national copier and paper contracts. To give you an idea of the scale of the costs, my operating budget was measured in the millions. (more) Are you optimistic about your business prospects for next year? - brief but interesting survey conducted by www.wideformatonline.com Absolutely. We have been in business for 40 yrs and employ 11. We have never had so much profitable business on our terms. Have just installed the latest Roland flat bed printer. We work in an area which has the highest unemployment of 6%, but we sell to the other 94%. As the smaller operators give up to the multi nationals, we pick up their business. Chicken Little thought the sky would fall in. It won't. (more) |
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