Log In | Become a Member | Contact Us

Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     European Coverage     Production Inkjet Analysis

Bruce Pedersen of the Tiger Printing Group on prospecting

Published on February 8, 2011

Bruce Pedersen, CEO, of the Tiger Printing Group, talks about prospecting for new customers and what their criteria is and the solutions they can offer before even offering a sales pitch.

Hi, it’s me again.  Bruce and Tiger Printing Group.  I’ve been asked again to talk about how Tiger prospects and how we approach our sales and marketing to a client. 

Normally we get a lead, either – 90 percent of the time it’s a referral.  And we take that lead and we do some background search, see what their issue is, see what their problem is, and then we come up with a solution, either on the digital side of the sheet fed side. 

So as we find out what our client or prospect really wants, we can kind of fine tune what our first sales pitch or what our marketing issue will be with that client.  And it’s helped us.  And a lot of our clients nowadays are taking the web to print and the digital and learning about it.  They’re kind of new to it and we bring them in for a seminar, we bring them in for an open house and we just show them key points.  We don’t go over depth with it, we show them the key points of what a solution can help them with and we take that and kind of mold it for what the client particularly needs. 

We have a client with the health service industry and again, they were having issues.  Multiple vendors, they weren’t having a great relationship with one particular vendor.  And with the web to print, having them locked in and we smoothed it out.  And that client has been a win-win for Tiger and that client has actually referred us to probably 10 or 15 other clients that we have slowly brought into our mix.  And it’s not one particular service industry, it’s not one particular demographic, it’s a broad range.  And if you put in a web to print solution, I think it will be a win for you. 

Email Icon Email         


Post a Comment

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



Recent Videos


Video preview: Digital Direct-to-Corrugated: Disruptive Technology On The Way

Digital Direct-to-Corrugated: Disruptive Technology On The Way

Published: October 25, 2016

Mike Schliesmann, Senior Vice President at Wisconsin-Based Great Northern Corporation, talks about why the company is interested in digital direct-to-corrugated printing and how this will bring disruptive technology to corrugated.


Video preview:

"We believe in the printed word"

Published: October 23, 2016

"We believe in the printed word". So declares Claus Bolza-Schünemann, president of KBA, as he reviews the state of the industry as a whole and his company's position within it. He says that the success of drupa 2016—an event he traveled the world to promote as chairman of its executive committee—proves that there is no longer any excuse for "whining and crying about how bad the industry is." He also discusses how KBA regained its strength and forward momentum after several tough years of post-recession restructuring.


Video preview: The Largest Printers in 1992. Where Are They Now?

The Largest Printers in 1992. Where Are They Now?

Published: October 21, 2016

Frank found a list of the largest printers from 1992. It documents the significant changes in the industry through merger, acquisition, and bankruptcy.


Video preview: To Inkjet Or Not? The thINK Conference helps in the decision process

To Inkjet Or Not? The thINK Conference helps in the decision process

Published: October 20, 2016

Jen Mitchell, Marketing Director at Harding Poorman, talks about the value of the thINK conference in terms of staying abreast of industry developments and being able to network with peers. The company has not yet invested in inkjet and views the thINK platform as an excellent part of the education and due diligence process.


Video preview: interlinkONE CEO John Foley Highlights Opportunities in the Association Market

interlinkONE CEO John Foley Highlights Opportunities in the Association Market

Published: October 19, 2016

John Foley, CEO of interlinkONE, talks with Senior Editor Cary Sherburne about the opportunities for printing firms in the association market, helping associations with strategic marketing plans, printed materials, multi-channel and more. "They are starving for this help," he says.


Video preview: thINK

thINK "Beyond the Box" in Production Inkjet

Published: October 18, 2016

Mark DeBoer, Director of Customer Experience at Darwill and thINK conference chair, talks about the maturation of the conversation about production inkjet "beyond the box." He sees more emphasis on data at the thINK conference, as an example, "stretching our imaginations as to what is possible with data." He also touches on the advances that have taken place in finishing for production inkjet.


View More Videos


Become a Member

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

Copyright © 2016 WhatTheyThink. All Rights Reserved