Recent Discussions

Chris Demaze on Esko Releases WebCenter 12 :
An alternative is Viki Solutions' Vera product which is color accurate, print and packaging focused, and integrates with any prepress workflow system. It is completely customizable by customer, job, and user and has task functionality. Includes threa …
 

Robert Arena on Frank Romano on Phonebooks:
Substitute the word phonebook for the word printing. Just as logical. People of means in urban areas can accept this logic wholesale. But not everybody can afford mobile or has access to DSL or 4G LTE. Mobile ownership has just gone over 50%. That me …
 

Robert Godwin on Why Most Sales Pitches/Presentations Suck:
Jennifer, Sometimes the innovators can't see the forest because all the trees obscure the value. Software can do anything, but the prospective client only is concerned with it can do for them. Determining that BEFORE the presentation is the fundam …
 

Jennifer Matt on Why Most Sales Pitches/Presentations Suck:
Thanks for your feedback, I was traveling over the Atlantic when this published - sorry for the delay in responding. The tape deck reference dates me a bit but I was thinking tape deck b/c there were big physical buttons for pause ;-) My team and …
 

Heime Schwartzbaum on The Print 13 Decision and Its Rationale: An Interview with Heidelberg’s Andy Rae:
More blah, blah, blah MBA speak. How hard is it to admit that demand for your product is down??? "We also need to push hard in the commercial sector" - really? Still trying to beat that dead horse? All deals at shows were done before the show- cal …
 

Jim Drisler on Why Most Sales Pitches/Presentations Suck:
You wrote a similar article years ago that I was looking for just the other day. Thanks for the update, Jennifer. Great advice.
 

Robert Godwin on Why Most Sales Pitches/Presentations Suck:
Points 5 and 6 are the most important of the items you list. Educating the client positions that salesperson as a resource rather than simply a vendor. Pacing and a sense of what the audience is feeling are crucial to maintaining their interest an …
 

Jon Rasmussen on Why Most Sales Pitches/Presentations Suck:
Great article Jennifer, thanks for the pointers.
 

allan rabil on Why Most Sales Pitches/Presentations Suck:
couldn't have said it any better...this is a keeper and a good reminder!
 

Heime Schwartzbaum on Heidelberg USA Market Strategy Shift, Will Not Exhibit at PRINT 13 (Commentary by Patrick Henry):
Who is kidding who here? The last Prints and Graph Expos have had only marginal turnout compared to the '90s, and all of it was for digital and wide format. Offset presses are on the outs, and Heidelberg has been facing steady sales declines for …
 

Carl Gerhardt on Heidelberg USA Market Strategy Shift, Will Not Exhibit at PRINT 13 (Commentary by Patrick Henry):
You are on target Randy.Many of us coming to Print would still like to have dialog with Heidelberg and we don't need to see and touch the heavy iron. There are other times and ways to do that. Think multimedia presentations without the iron in the ba …
 

Randy Davidson on Heidelberg USA Market Strategy Shift, Will Not Exhibit at PRINT 13 (Commentary by Patrick Henry):
Its a new world. In years past, Heidelberg was the main supporter of most everything in the industry - The back covers of most magazines, the largest booth at trade shows, the largest sponsor of the associations. There is/was a marketing culture and …
 

Simon Eccles on Heidelberg USA Market Strategy Shift, Will Not Exhibit at PRINT 13 (Commentary by Patrick Henry):
Absolutely Joe, but your version is clear and plain English and not obscurantist MBA-speak. The financial "community" would never stand for it. "...emphasizes an outreach to the printing community with multiple targeted opportunities responsive to …
 

Joe Webb on Heidelberg USA Market Strategy Shift, Will Not Exhibit at PRINT 13 (Commentary by Patrick Henry):
“Heidelberg made the difficult determination that no exhibit we could mount at a large-scale national trade show would reasonably or completely address the range of individual solutions our customers and prospects require.” Gee, being at trade shows …
 

Erik Nikkanen on Heidelberg achieves key milestone in financial year 2012/2013:
Yup, "management speak". The usual language that upper management uses that means nothing really. It just sounds good.
 

Joe Webb on Heidelberg achieves key milestone in financial year 2012/2013:
Does the last statement "Heidelberg now has a more flexible setup with clearly assigned responsibilities. We are focusing our full attention on our profitability by adapting to the market situation. We will make strategic adjustments to the portfo …
 

Jerry Scher on Education: Building Your Own University:
Barb - Kudos to you. As a promoter of Life-Long Learning I will certainly pass your article on (and re-commit to my own learning) Jerry
 

David L. Zwang on Adobe Scientist Completes Two Quarters as Research Professor at Cal Poly:
Go Dov... Keep up the great work!
 

jhonn kk on The Flexible Packaging Sector, excerpts from 2012 PRIMIR Research:
The sustainable packaging drive which has become the new buzzword in the flexible packaging market is catering to an increasingly environment conscious consumer. Uflex has in place an environmental policy aimed at improving the company’s performance …
 

Vladimir Gendelman on A Printer’s Online Infrastructure Investment:
Great article, Jennifer. Changing the way printers are viewing online presence is very important especially now that younger generation is completely technology dependent and they will search your site up and down for info instead of calling you. …
 

RANDY BARRON on Charlie Corr to Lead Enterprise Document Strategy Services at InfoTrends (Commentary by Cary Sherburne):
Congratulations Charlie!
 

Gary Ampulski on When Sellers Say, ‘Show Me the Money,’ What Should They Expect to See?:
Great examples of how value is created in a business long before a decision is made to proceed with a sales process. Many owners do not realize that there are numerous factors (over 50 in fact) that contribute to business value and it can take 2-3 …
 

Jules Vansant on In-Plants Stay Competitive by Responding to Change:
Great thoughts Barb! We invite all the In-Plants in the NW and beyond to join us at Printlandia 2013 - Ink & Beyond, to hear YOU speak in person and engage in live conversation about the future opportunities! Oct 4 - 6 in Kirkland, Washington (just …
 

Robert Miller on A Printer’s Online Infrastructure Investment:
Excellent article Jennifer. I have been involved in the industry for more than 25 years and seen many changes and challenges. To remain competitive printers need to transition from the mind-set of just manufacturing words and images to actually c …
 

Patrick Whelan on A Printer’s Online Infrastructure Investment:
I've spent the last 20 years providing top tier content to printers, mailers and MSPs. My personal experience is that printers don't lack the content as much as they lack the commitment to utilize / distribute the content on a consistent basis. To of …
 

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