Published Articles

Ultimately, The Issue Is Leadership

Published Articles
Published in

PrePress Bulletin

on January/February 2002

Do We See Ourselves?

When will we get out from behind our desks, and out of the safety of our offices and plants and go visit our current and potential customers to learn what they're struggling to accomplish?

Lunch with two graphic arts buyers from a major manufacturing company in the Carolinasleft me asking myself, "How do we get the word across to our industry's organizations?" As no small footnote, these two buyers had asked me to take them to lunch, saying, "We need to talk to you!"

»Read more

New twists in price versus perceived value

Published Articles
Published in

Printing Industries of America, Inc., Sales & Marketing Advisory

on July/August 2001

There's increasing evidence that print and graphic arts suppliers are being divided into two camps by the market: 1) those who constantly pursue understanding their customer's business for purposes of creating additional perceived value on a proactive basis and 2) those who do not understand their customer's business beyond print specifications and are subsequently reduced to a reactive, "low price wins" market position.

»Read more

Ultimately, The Issue Is Leadership

Published Articles
Published in

Georgia Printer

on Summer 2001

Do We See Ourselves?

When will we get out from behind our desks, and out of the safety of our offices and plants – and go visit our current and potential customers to learn what they're struggling to accomplish?

»Read more

Finding Customers Who Need What We Have (or Could Have)

Published Articles
Published in

Georgia Printer

on Winter 2000

If you think of your company as a printer, you may be in serious trouble. I've personally become convinced over the last few years that though a company may have outstanding cost controls, image reproduction, productivity, and even terrific advertising campaigns (read that as calendars and giveaways), if we haven't developed the capacity to develop customers and new business, we are guaranteed to eventually suffer – and fail.

»Read more

GCWorldBiz Insights

Published Articles
Published in

The New American Printer  

on Winter 2014

"Are You A Printer or a Teacher? Maybe You Should Be Both" and "Oh, The Places You'll Go!"

Both articles were published in The New American Printer, Winter 2014 edition.

»1 attachment