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Pat McGrew

Leveraging more than three decades as an evangelist for technology in communication, InfoTrends’ Pat McGrew uses her technical and marketing background to lead the industry toward optimized business process and information workflows. She has worked with companies to help them define their five-year plans, audited workflow processes, and developed sales team interventions and education programs. Working with customers and their clients, she educates the industry in production workflows to promote effective communication. McGrew is the Co-Author of 8 industry books, editor of A Guide to the Electronic Document Body of Knowledge, and a regular writer in the industry trade press. Pat can be reached at pcm@mcgrewgroup.com

Recent Commentary & Analysis from Pat McGrew

Displaying 1-24 of 37 articles

Premium Content Selling CYMK+: A Starter Guide (Part 2)

Published March 31, 2020

One of the popular additions to print shops around the world is the ability to create products that add white ink, embossing, debossing, foil, iridescent and neon colors, metallics, varnishes, texture, and unique folds to create high value. We call it CYMK+ because much of this work is created on digital presses and the ability to add enhancements is the plus. The breadth of options for enhancement provide myriad possibilities, but that might make it hard to find a talk track for the sales team. In part two of this two-part feature, Pat McGrew explains how to build a sales kit to sell CMYK+ capabilities.

 

Premium Content Selling CYMK+: A Starter Guide (Part 1)

Published March 17, 2020

One of the popular additions to print shops around the world is the ability to create products that add white ink, embossing, debossing, foil, iridescent and neon colors, metallics, varnishes, texture, and unique folds to create high value. We call it CYMK+ because much of this work is created on digital presses and the ability to add enhancements is the plus. The breadth of options for enhancement provide myriad possibilities, but that might make it hard to find a talk track for the sales team. In this two-part feature, Pat McGrew walks through the steps to sell CMYK+ capabilities.

 

Premium Content The Sales Process Review Crawl

Published February 25, 2020

No one likes reviews, but they can be a necessary evil. In this article, Pat McGrew explains how acquiring comprehensive data about jobs sold—and keeping that job database updated—can make the review process quick and painless.

 

Premium Content Do Reviews Annoy Your Salespeople?

Published February 11, 2020

Which print sales people are compensated for a sale, and at what rate, is often part of a contractual relationship between the company and the sales representative, but not always. Sometimes the relationships are based on “how things have always been done” or verbal agreements. And not every deal brought in is a winner. As a result, some kind of periodic review is necessary for the business to effectively allocate its production resources. In Part 1 of a new series, Pat McGrew discusses sales review processes.

 

Premium Content Here Is Your 2020 Sales Template

Published January 27, 2020

One of the most important activities at the start of the year is a quick review of the processes that go into ensuring the smooth flow of business. Often overlooked is how sales team members gather the information needed to bring a job into production, whether it is a new job or one that has been in production for years. Pat McGrew offers a template to use to standardize the information captured during the sales process.  

 

Premium Content Three Easy Sales Enhancers for Q1 2020

Published January 13, 2020

Every new year brings new opportunities to grow your business. From printers to the vendors who support them, there is an opportunity in every segment and in every size print shop. Pat McGrew identifies three main “sales enhancers” to add to your 2020 business plan.

 

Premium Content Three Things to Stop Doing in 2020

Published December 17, 2019

As 2020 approaches, it’s a great time to break bad habits that can be costing your business money. Pat McGrew identifies three bad habits for print businesses to break in 2020.

 

Premium Content How To Sell Enhanced Printing

Published December 3, 2019

“Digital enhancement” or enhanced printing is one of the hottest trends in the industry and has been the talk of many recent trade shows—but enhanced print doesn’t sell itself. Pat McGrew offers some tips and strategies for selling enhanced printing to maximize ROI.

 

Avanti’s Red Hot Technology Awards

Published November 27, 2019

Pat Bolan, President of Avanti, talks to Pat McGrew about the company’s Red Hot Technology Award-winning enhancements to Avanti Slingshot at PRINT 19—Advanced Fulfillment Workflow Enhancement and the XML Loader Enhancement for Web to Print solutions.

 

Premium Content Kodak Celebrates 20 Years of Prinergy in Berlin

Published November 19, 2019

Kodak Prinergy celebrates its 20th anniversary this year, and European customers marked the occasion with a gala held in Berlin, Germany, last October. WhatTheyThink’s Pat McGrew attended the event.

 

Premium Content Where Marketing and Sales Overlap—Evaluate Marketing Activities

Published November 12, 2019

In Part 2 of Pat McGrew’s two-part series on sales and marketing for print businesses, she looks at how to evaluate marketing activities so they more closely align with sales efforts.

 

Premium Content Where Marketing and Sales Overlap

Published November 5, 2019

In Part 1 of Pat McGrew’s two-part series on sales and marketing for print businesses, she looks at the difference between sales professionals and marketing professionals and where the two processes overlap.

 

Premium Content Enabling Sales with the Right Story—The Wrap Up

Published October 22, 2019

Pat McGrew wraps up her 12-part series on selling in today’s print environment with some tips for how to tap into the do-it-yourself market, specifically, the variety of businesses that cater to DIYers who are happy to rebuild their lawnmower, re-roof a shed, or add features to kitchen.

 

Customer Communications at PRINT 19

Published October 10, 2019

Keypoint Intelligence - InfoTrends’ Pat McGrew and Marc Mascara discuss customer communications software and solutions on display at last week’s PRINT 19, and how they relate to trends that Keypoint Intelligence – InfoTrends has been tracking.

 

Premium Content Enabling Sales with the Right Story—The Gig Economy

Published October 8, 2019

The individuals and small businesses who cut lawns, build gardens, and trim trees, as well as independent carpenters, painters, drywall professionals, plumbers, and electricians are all potential print customers. In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she provides some tips for approaching “gig” workers and identifies some of the unique printed product requirements these folks have. 

 

Premium Content Enabling Sales with the Right Story—Cater to People’s Interests and Hobbies

Published September 10, 2019

Car enthusiasts. Hiking and biking clubs. Adult hockey leagues. Senior golf associations. Dance troupes. In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she provides some tips for approaching hobbyists and other groups and clubs, as well as the unique printed product requirements these kinds of groups have.  

 

Premium Content Enabling Sales with the Right Story—Take Advantage of Trade Shows

Published August 27, 2019

In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she provides some tips for using trade shows—not necessarily printing industry shows, but home and garden shows, car shows, hobbyist shows, and other private events—to develop new business opportunities.

 

Premium Content Enabling Sales with the Right Story—Using Targeted Print Samples: Restaurants

Published August 13, 2019

In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she builds on the previous installment and puts together a print sample kit for a different specific vertical market: restaurants. If you or your sales reps are trying to sell your services to these kinds of establishments, what kinds of items should you include in your Restaurant Marketing Sample Kit?

 

Premium Content Enabling Sales with the Right Story—Using Targeted Print Samples: Banks

Published July 30, 2019

In part 7 of Pat McGrew's ongoing series on selling in today’s print environment, she puts together a print sample kit for a specific vertical market: banks. If you or your sales reps are trying to sell your services to a bank, what kinds of items should you include in your Bank Marketing Sample Kit?

 

Premium Content Enabling Sales with the Right Story: How To Demonstrate Your Company’s Capabilities

Published July 23, 2019

In part 6 of Pat McGrew's ongoing series on selling in today’s print environment, she identifies some specific print samples to use to demonstrate your company’s capabilities.

 

Premium Content Enabling Sales with the Right Story: Evaluating Your Print Samples

Published July 16, 2019

In part 5 of Pat McGrew's ongoing series on selling in today’s print environment, she talks about how to evaluate the print samples your sales team uses to sell your company’s capabilities.

 

Premium Content Enabling Sales with the Right Story: Are Using the Right Print Samples?

Published June 18, 2019

In part 4 of Pat McGrew's series on selling in today’s print environment, she talks about how to make sure the print samples your sales team uses reflect the products you specifically want to sell.

 

Enabling Sales with the Right Story: How to use Print Samples in the Sales Process

Published June 4, 2019

In part 3 of Pat McGrew series on selling in today’s print environment, she talks about how to use print samples in the sales process.

 

Premium Content Enabling Sales with the Right Story: Creating Compelling Stories with Print Samples

Published May 30, 2019

In part 2 of Pat McGrew's series on selling in today’s print environment, she talks about how print samples are at their most effective when there are compelling stories associated with them. 

 

Premium Content Enabling Sales with the Right Story: “Prerequisites” for Today’s Print Sales

Published April 30, 2019

Pat McGrew launches a new series on selling in today’s print environment. In this introductory installment, she identifies some of the “prerequisites” that today’s print sales people need to take with them on any sales call—regardless of what kind of sales method they use.

 

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