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.
To post a comment Log In or Become a Member, doing so is simple and free
Third-Generation Printer Cockrell Enovation Improves Productivity with HP Indigo 10000
Published: August 15, 2017
John Cockrell, Vice President at Fort Worth based Cockrell Enovation, has used its new HP Indigo 10000 press to migrate work from offset for more efficient production. Hear what he has to say about the future of offset in his business and the kinds of applications he is producing on the HP Indigo 10000. HP Indigo's Business Development team has been a partner in this transition.
Bud Light, HP and Esko: From Ideation to Production in Less than a Month
Published: August 14, 2017
Michael Cox, a Solutions Architect at HP, Inc., talks about HP's collaboration with Esko to create limited edition Bud Light cans for a special event using Studio for Sleeves and HP's Mosaic in the design process. This eliminated the need for physical samples in the approval process. From ideation to production in less than a month -- amazing!
Frank: Xeikon Roll-fed Digital Press 25th Anniversary
Published: August 11, 2017
We are coming up on the 25th anniversary of the Xeikon roll-fed digital color printer. Frank shows some of the classic work done by this venerable machine, which is still helping printers worldwide to make money.
COT Holdings Upgrades to HP Indigo 12000 for Enhanced Productivity
Published: August 8, 2017
Nigel Worme, Managing Director of COT Holdings in Barbados, was an early adopter of HP Indigo digital presses. The third generation family company is now on its 5th generation of Indigo presses with the acquisition of an HP Indigo 10000, now field upgraded to an HP Indigo 12000, providing a single sheet size for offset and digital presses that streamlines workflow.
Frank Catches Up with John Werner
Published: August 4, 2017
Frank caught up with John Werner, past editor and publisher of the Green Sheet, an industry newsletter. For 12 years, John attended every show, conference, and seminar and reported it in Graphic Communications World, which is still published.