Sales Gold
“First, it is important to recognize that all companies, regardless of industry, are most likely going through the same uncertain and tumultuous times. This will certainly include the printing industry, which saw an approximate 3.5 percent decline in 2008—not bad in comparison to other top industries. The most important thing to emphasize is to stay close to customers by getting more personal in the relationship. Competition will be fierce. Somehow companies need to have their customers “want” to do business with them. It is critically important to separate yourself from the competition by providing a recognized network of added-value services that will demonstrate you are not selling just a commodity. More than ever, all companies—including distributors—need to remain cost-competitive while understanding exactly what their customers need, and tailor programs that meet both current and long-term objectives. Good companies can thrive in challenging times by securing more market share because they are good and recognize the customer comes first!”
Mike Durbiano, vice president of sales & marketing
Printgraphics
Vandalia, Ohio