Gimbel & Associates Blog

What Do You Know About the Cloud?

Posted by Roger P. Gimbel, EDP on Feb 7, 2019 2:24:23 PM

Forbes says “…transitioning to the cloud has enabled (companies) to better manage industry disruptions, reinvent their business models and fuel massive improvements in the delivery of their services.”

Doesn’t that description sound like the printing industry?

The printing business is transforming. To compete, print service providers must be able to adapt and evolve quickly to meet their client’s needs. Doing business in the cloud gives printers access to the tools and resources necessary to take advantage of new technologies and participate in trends as they develop.

Read More

Topics: print service providers, cloud computing, news, cloud computing trends

Are You a Partner or an Order-Taker?

Posted by Roger P. Gimbel, EDP on Jan 10, 2019 2:36:36 PM

Too many print companies still rely on traditional methods for interacting with their clients. Instead of suggesting creative ways they can help their clients achieve business goals, print companies keep focusing sales conversations on quotes and printed products they can provide. It may seem contrary and uncomfortable, but the best way to sell print may not be initiating a sales call with product pitches. This approach makes print a commodity that any competitor offering a lower price can easily reproduce.

Read More

Topics: news, consultative selling, sales training, personalizaton, service-centric, product-centric

Future Employees

Posted by Roger P. Gimbel, EDP on Dec 18, 2018 2:48:56 PM

Your Most Experienced People  Are Getting  Ready  to Walk Out the Door

Competition is fierce in the printing business. Nearly every print operation can buy the same equipment and software you use to run your business. Many printing companies offer much the same products and services as local, national, and international competitors. The real differentiator for most printing companies is their people, and a huge problem is looming regarding your staff. Where will your future employees come from?

Read More

Topics: employee staffing, employee recruiting, employee farms, recruiting for the print industry, graphics employee competition, print industry labor, news

How to Run Effective Customer Events

Posted by Roger P. Gimbel, EDP on Aug 27, 2018 2:13:35 PM

Successful customer events and open houses don’t happen by accident. To realize tangible results you will need alignment throughout your organization on event goals, event strategies, and project planning responsibilities. You’ll also need a cross-functional team to execute the plan. Everyone (yes every person in your facility) will need to know what you are planning, and your reasons for hosting a customer event. Each employee will have a role before, during, or after the function.

Read More

Topics: open house, events, customer events, demonstration, tour, digital print, cross media, wide format, news

A View from the Other Side of the Desk

Posted by Roger P. Gimbel, EDP on Jun 18, 2018 3:48:56 PM

A Print Buyer Perspective on Typical Sales Calls

How would you like to learn how your sales force is doing – directly from prospective customers? Wouldn’t you like to find out what is going through buyers minds as they sit through the presentations tendered by your sales force?

We all know the print marketplace is changing, so print sales people must adapt. How is that working out? Are your salespeople giving customers what they need to encourage them to do business with you? Are you failing to sign business you ought to get?

In a new eBook from Gimbel & Associates, printing companies get a rare look into the minds of customers. We asked print buyers to tell us how they perceived the print service representatives that called on them. We wanted to find out what salespeople are doing right and where they need to improve.

Read More

Topics: consultative selling, print buyers, news

Operations Overhaul – An Inkjet Journey

Posted by Roger P. Gimbel, EDP on May 2, 2018 10:29:15 AM

We recently assisted one of our customers with a major business evolution to inkjet. The company migrated from a cut sheet toner printing environment to continuous roll-fed inkjet platform. It’s a journey becoming common as clients demand the flexibility inkjet provides and printing companies scramble to respond.

Read More

Topics: Workflow, inkjet technology, migration, roll-fed, digital transformation, news

The Gimbel & Associates Going Forward Guide: Creative and Production

Posted by Roger P. Gimbel, EDP on Feb 28, 2018 11:42:00 AM

Departments in most companies often do their jobs independently. Marketing, creative, production and data groups exist in their own environments and are somewhat isolated from each other. Though this model has worked for a long time, things have changed in many verticals.
 
As print service providers migrate towards increasingly consultative relationships with their customers, coordination and cooperation among internal departments and external partners is becoming more important. Printers can distinguish themselves from the competition by delivering integrated solutions that produce measurable results. Customer situations are fluid and several departments and third-party partners must respond quickly to changing customer requirements. In this article we will concentrate on the relationship between creative and production teams.
 
 
Creative teams and production departments must collaborate to work out specifications and confirm they can produce the desired designs and formats within the allowed budget and turnaround timeframe. For complex projects the creative team may be at an agency or part of the end-customer’s organization and they must collaborate with a print service provider to execute a project or program. Without effective collaboration, the production team will waste time and money on changing designs and graphics, or suffer the impact of high production costs or unacceptable quality or turnaround times.
Read More

Topics: print service providers, leadership skills, communications skills, digital print, cross-functonal, news