What Drives Your Business? It All Comes Down to a Balancing Act

Premium Commentary & Analysis

What Drives Your Business? It All Comes Down to a Balancing Act

There is no single driver for a successful business. It always requires a balance. But balance is easiest on a strong foundation, and the best foundation is good people. Contributor Dave Fellman discusses how most printers don’t put enough emphasis on the quality of their human resources.

By Dave Fellman

Monday, September 27, 2021

Three things I’ve heard or read recently:

What’s it all mean? And what should be driving your business?

Let’s start with the difference between market-driven and customer-driven. The entire printing industry is a prime example of a market-driven enterprise. Over the last 25–30 years, we’ve moved heavily into digital printing, initially to satisfy a market for shorter runs and affordable color, and later into a wide range of large-format products. I don’t know very many printers who have invested in offset equipment over the last few years. I know hundreds who have invested in small-format and large-format digital.

Continue reading your article
with a WhatTheyThink membership.

WhatTheyThink Annual Membership

Less than $4/week.

Get unlimited access to in-depth commentary and analysis covering the latest trends, emerging technologies, operational strategies, and key events across every segment of today's printing industry.

Stay informed. Stay competitive. Stay ahead.

WhatTheyThink Day Pass

$5 for 24 hours

Unlimited access to all of WhatTheyThink. Get your Day Pass

Already a member?

About Dave Fellman

Dave Fellman is the president of David Fellman & Associates, a sales and marketing consulting firm serving numerous segments of the graphic arts industry. Contact him at [email protected].

10 Things PSPs Should Consider Before Adopting Robotics: What You Need to Know to Begin the Journey

Why Highly Targeted Communications Make Digital Print Essential to Modern Marketing

Wide Format in 2026: How Technology Is Reshaping Competitive Advantage

Labels & Packaging in 2026: Turning Insight into Direction

Print, Digital, and Everything in Between

View Keypoint Intelligence Reports

Recent Articles from Dave Fellman

Dave Fellman’s Last Column: The Thing That Hasn’t Changed

On the eve of his retirement, longtime contributor Dave Fellman looks back at his 35 years of writing about the printing industry and that despite all the changes that have taken place over that time—inside and outside the industry—one thing hasn’t changed: this is a people business. Read More

Company Culture: Good Leaders Exist Throughout Your Team

Leadership can be defined as, “providing a great place for great people to work.” Contributor David Fellmann identified how leaders can foster healthy company cultures and avoid unhealthy ones. Read More

Stargazing

Who are the sales “stars”? In your business? What qualities make them stars? David Fellman explains how to use those qualities to help motivate your less-stellar employees. Read More

A Matter of Responsibility: Know Why You’re Checking in on Your Clients

It is never the buyer’s responsibility to communicate with the seller. It is always the seller’s responsibility to communicate with the buyer. Contributor Dave Fellman explains how to establish a “contact interval” for your most important customers. Read More

Did We Learn Anything? When It Comes to Human Resources, It’s All About Quality, Not Quantity

It can be difficult to hire great people right now, especially if you’re not willing to view your human resources as an investment rather than a cost. But that mindset does make it easier. Contributor David Fellman encourages an attitude change. Read More