Two Steps Forward
Improving your sales approach
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Now more than ever the distributor can bring huge value to the buyer who is new or not well-versed in the process of print. More and more of these buyers assume every printer has the same capabilities.
Of course new business is always important. Today, I believe more folks are open to talking to new suppliers. This is often true when they are working with local printers who have raised prices, added fuel surcharges and are 'nickel & diming' them. All too often many commercial printers get caught 'speeding' with inconsistent prices or invoices that do not match the bids. A sharp distributor can bring consistent programs and remove the pain of buying print."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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