• Not Steal—“We can beat everyone else’s price.” Buying work through concession pricing not only steals business from others but, more importantly, denies profitability for your own company. Walk away when a sale turns into an impending slaughter.
Vincent Mallardi, CMC, is the founder and former chairman of the PB/BA International (pbba.org), a global membership network of print intermediaries and their trade-only and specialty suppliers. He is also an adjunct professor in economics and a consummate, lifelong printing salesman.
Vincent Mallardi, C.M.C., is a the chairman of the Printing Brokerage/Buyers Association International (PBBA) and is a Certified Management Consultant in the paper, printing and converting industries. He is also an adjunct professor in economics. Contact him via email at vince@pbba.org