In a recent article we commented upon the impact of channel changes upon the personnel left in the channel. For the first time in a while, progressive moves to add major new value have been occurring. Moves into Wide Format printing and into flexo plates and platesetters only add a relatively small amount of new business compared to the reductions in sales of analog consumables. However, the recent moves by Enovation and Pitman into the sale of Ink holds the promise of making a major contribution to sales. While these efforts are most likely aimed at the mid-sized firm, ink sales probably eclipse pre-press sales to these customers by a factor of 2 or more. Gaining that revenue would be a step in the right direction, wouldn't it?

While many sales men and women are learning new trades with some of these changes, The EAGLE has become intrigued by another new thrust. This is an attempt to increase sales through something of real value to the printer who is already a customer, or would like to become one. What is this new idea? It is the simple process of training the customer to use the equipment he has to do a better job of growing his business. Not wholly altruistic, because it helps to sell more product, however, it's a lot better than the 10 years ago practice of selling the technology sizzle to customers who didn't know what to do to make sales with the new products. We all remember the starting point of digital presses whereby the assumption was made that if you had one, the buyers of digital print would come. Now, after many bankruptcies, we know that technology is no replacement for a good business plan.

Growth Through Development of Better Customer Business Models via Training