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Mobile technology is revolutionizing entire industries. Sometimes it even creates something new, like ride-sharing services. Uber wouldn’t be possible without mobile phones. The printing business can take advantage of what mobile has to offer as well. Mobile  technology isn’t the only factor causing changes in the printing business, but it creates possibilities for printers to create new billable services and deepen relationships with clients.

Smart phones and tablets enable exciting developments happening in the printing business. Mobile barcodes (QR codes), near-field-communi-cations (NFC), and augmented reality (AR) all take individuals into the digital realm from a point that  starts with a printed document.

These technologies offer far-ranging possibilities. Printers have barely begun exploiting the capabilities and more importantly, to sell the concepts of mobile-enabled print to their customers.

When it comes to variable data, most printers just accept what they get from their customers. But should they attempt to improve on the data to increase campaign effectiveness? We think that is a good way to add value to the customer relationship. Simple data quality processes added to the workflow can make your client’s outbound communications more effective and add billable line items to your invoices.

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.

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.

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?

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.

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.

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.