Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Print 2017     Production Inkjet Tools & Resources     Industrial Print Analysis     European Coverage     Conversations on Print Podcast

Joe Truncale of NAPL on where the profit leaders are going

Published on February 4, 2011

President and CEO of the NAPL Joe Truncale shares with us some of the lessons that can be learned from successful companies in the industry.

Hi, I’m Joe Truncale, President of NAPL.  And I’m happy to talk to here this morning a little bit about what we viewed and what some of the best companies in the industry are doing now to ensure their best business success going forward.  We’ve identified characteristics of leading companies in the industry.  What they do differently from everybody else and there’s a couple of things that come right to the surface. The first is they have a much different customer facing strategy.  What do I mean by that?  Well, they identify their success with the success of their clients and customers, number one.

Number two, they help keep scores so that their clients and customers not only succeed through their products and services but are aware of the extent to which these members, these leading companies are adding to the success of their customers.  They don’t leave any guesswork, which means they have a different way of approaching customers.  What do I mean by that?  The conversation is different.  The sales force is different.  The selling approach is different.  There’s more team selling.  The whole approach has little to do with printing.  In fact, in many cases the initial visit doesn’t even mention the word print or capabilities at all.

Many times we send our folks in with a set of structured questions designed to get the prospect talking about their business objectives and their business needs.  The second step is to go back, formulate a plan, and come back later on and present that plan and say, “In our first meeting I heard this, this, this, and this as your key issues.  Isn’t that right?  Yes.”  Here’s what we have that will approach a way to solve those problems or help you maximize those opportunities.  A whole different way of looking at customers, a different conversation, a whole different approach to your customer facing strategy.

You’ll be hearing more and learning more about this in reports that we’ll be generating about this specific topic.  It’s the first of many lessons we’ve learned from the most successful companies in the industry.

Email Icon Email         

 

Discussion

By Lisa Query on Feb 04, 2011

I would like to know more about exactly what questions you ask your prospective customers. We do this now in a general sort of way, but if you have a specific set of questions, (that we are probably missing) I'd love to hear what they are. Thank you!

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: PGSF Launches New Campaign to Inform Student about Careers in Graphic Communications

PGSF Launches New Campaign to Inform Student about Careers in Graphic Communications

Published: September 21, 2017

The Print and Graphics Scholarship Foundation (PGSF) has launched a new campaign that includes a poster and brochures that show students various career paths in graphic communications. Dr. Joe Webb talks with John Berthelsen, VP of Development about the campaign. Watch to learn more about how you can get involved.

 

Video preview: Quality Tape and Labels Sees Dynamic Growth in Digital Label, Flexible and Shrink Sleeve Printing

Quality Tape and Labels Sees Dynamic Growth in Digital Label, Flexible and Shrink Sleeve Printing

Published: September 20, 2017

Rob Daniels, President of Quality Tape and Labels, joins Senior Editor Cary Sherburne to talk about how a traditional fourth-generation flexo business got into the digital business. With zero digital business 10 years ago, the company now is producing more than 14 million impressions per month on three HP Indigo presses.

 

Video preview: Zwang on Advancements Across Toner and Inkjet Digital Printing

Zwang on Advancements Across Toner and Inkjet Digital Printing

Published: September 19, 2017

David Zwang provides his perspective on digital printing technologies from toner-based machines to production inkjet. The show marked the mainstreaming of expanded color capabilities in toner such as white inks and fluorescent inks. On the production inkjet side there are number of emerging next generation platforms to consider.

 

Video preview: Print 17:

Print 17: "best show in recent years" but "our work is not done"

Published: September 18, 2017

WhatTheyThink sat down with NPES President Thayer Long at the end of Print 17 to talk about what worked with the changes to the Print show and the evolution of graphic communication trade shows in the US.

 

Video preview: Random Automation at Print 17

Random Automation at Print 17

Published: September 15, 2017

On day 3 of Print 17 Frank Romano pitched the most random idea for a show floor tour video. Frank said, "I want to do something that has never been done before." We said sure. Next time, we'll ask more questions.

 

Video preview: Frank Visits KBA

Frank Visits KBA

Published: September 15, 2017

Eric Frank of KBA brought us up to date on KBA. The company celebrates its 200th anniversary this year. Frederick Koenig invented the first steam-driven cylinder press for the London Times and his company continues to innovate after two centuries.

 

View More Videos

 

Become a Member

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

Copyright © 2017 WhatTheyThink. All Rights Reserved