Log In | Become a Member | Contact Us

Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Printing News Joins WhatTheyThink     Printing Forecast 2018     Production Inkjet     Installations and Placements Tracker

DMIA Introduces How to Sell Through Print Brokers and Distributors

Monday, July 10, 2006

Press release from the issuing company

Alexandria, Virginia -- Document Management Industries Association (DMIA) recently released How to Sell Through Print Brokers and Distributors, a toolkit that provides a comprehensive reference for companies wanting to learn how to partner with a broker (or distributor). It can also be used by companies that already use brokers, but want to optimize the relationships. The step-by-step guide shows a printer how to make more money without adding more sales reps. Some of the advantages of partnering with a broker include: - Expansion of the printer's local customer base through the brokers national customer base; - Decreasing or eliminating sales function expenses by supplementing the printer's staff with the broker's nationally-based staff; Streamlining operations, reducing costs, and staying in-step with the latest technology by utilizing the distributor's consulting know-how, gained from manufacturing experience and dealing with companies of diverse size, products, and capabilities; and Increasing sales via the broker's ability to provide “value added” services to the end-user including database management, digital printing, or mailing services. Pertinent topics covered are: - The significance of printer confidentiality and how it is preserved; - Drafting partnering agreements that reflect the printer's best interests as well as broker expectations, by taking into account risk allocation, profit distribution, and competition issues; - Maintaining open communication with the broker at important stages of the relationship including acknowledgement, scheduling, and shipping, in addition to periodic review of agreement specifications; and Maximizing profitability by assessing how you conduct business with the end-user by examining expense calculations as well as estimates of price and turn-around time. For more information about DMIA, please visit DMIA's website at: http://www.dmia.org




Email Icon Email

Print Icon Print

Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2018 WhatTheyThink. All Rights Reserved