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Salespeople aren’t mind readers. Whether they are in-house or working remotely, they won’t magically know when new equipment is on the shop floor, or when incumbent technology exits. Let’s talk about how to ensure that everyone is current on what you can product so that everyone is working to fill the machines with the highest margin work.
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About Pat McGrew
Pat is a well-known evangelist for inkjet productivity. At McGrew Group, she uses her decades technical and marketing experience to lead the industry toward optimized business processes and production workflows. She has helped companies to define their five-year plans, audited workflow processes, and developed sales team interventions and education programs. Pat is the Co-Author of 8 industry books, editor of A Guide to the Electronic Document Body of Knowledge, and a regular contributor to Inkjet Insight and WhatTheyThink.com.
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Discussion
By Robert Lindgren on Oct 25, 2022
While there is no question that the contribution (not to be confused with margin) is higher on in-house work than outsourced work, concentration on in-house misses the opportunities presented by the full range of customer needs.
The result of this is the printer can't become a one-stop shop for the customer's graphics needs leading to opportunities for competitors to become known and loved by the customer. Nirvana is to be recognized by the customer as the firm who an be trusted to deliver on all their needs and to really understand them.
The best print brokers already know this.
By Pat McGrew on Oct 25, 2022
Robert! It's always good to hear from you. There are so many business models and options! Not every shop wants to be a one-stop shop, while others thrive on it! The best printers and best brokers, as you say, know how to navigate!