Printing Industry Commentary & Analysis

The Five Steps to Managing Pricing—Part 1

Published July 13, 2021

If you are struggling with setting prices or trying to decide when it’s time to change prices, Pat McGrew offers some starting points with this two-part series on five steps for managing pricing. This first part involves understanding your costs and your current pricing.

Know Your Privacy Laws

Published July 1, 2021

In the latest edition of the “Things That Are Legal that You Probably Need to Know” series, Pat McGrew talks to University of Colorado Professor Linda Fried about the recently passed Colorado privacy act—and similar acts in other states and potentially nationally—and what they mean for the printing industry and direct mail.

Batching Jobs for Efficiency: Watch the Gotchas

Published June 30, 2021

Batching jobs keeps your press running more efficiently but there are a few hurdles to get over to reap the benefits.

Let’s Do a Sales Team Tune-Up! Here’s Your Checklist!

Published June 8, 2021

Companies that have been in business for more than a few years usually have well-oiled sales machines, but mergers, acquisitions, changes in production capabilities, and market fluctuations could push the plan out of sync. That puts the business at risk. Sales needs to sell to the current capabilities and help set the strategy for future investments to support what customers are moving toward in their purchases. Contributor Pat McGrew identifies what items should be on your sales assessment checklist.

Court Ruling on Debt Collection Communications Puts Printing Companies on Notice

Published June 7, 2021

April came with more than showers for any PSP who prints for debt collectors. It also came with a ruling from the 11th Circuit Court that prohibits collection companies from using the services of PSPs to print and mail debt collection letters and related notices. If you are one of these PSPs, listen to this video with Pat McGrew and Dr. Linda Fried (University of Colorado Business School) before you have a conversation with your legal team. If you aren't printing collection letters, you still might want to listen. Linda tells us that this puts many other types of communication printed by service bureaus at risk!

Embellishing Your Inkjet Print

Published May 26, 2021

Begin by understanding your options because across the vast range of print products there are many embellishment solutions.

Are You Buying the Wrong Software? Valuable Tips to Tell!

Published May 25, 2021

It is very possible that the software in your workflow is not the best fit for your business! Business workflow suites and production workflow suites can be found for every size and type of business and at every price point. You can even find freeware for some of your common tasks. But just because it looks good and meets your budget doesn’t mean it’s the software for you. Pat McGrew explains how and why.

How to Keep Your Customers with Software

Published May 17, 2021

As part of our preview of next week’s Technology Outlook Week, Pat McGrew looks at how your workflow infrastructure and the software that supports it can foster customer loyalty.

Finishing Your Inkjet Print

Published May 13, 2021

Pat McGrew asks and answers: When you add inkjet capability, does your finishing have to change?

What’s Your Visibility Quotient?

Published May 11, 2021

Whether you are a printing company, a marketing services company, or a vendor who serves them with hardware or software, potential customers can only find you if they see you, and today it takes more than a Facebook page or website. The odds that your Instagram page or LinkedIn page will attract attention independently aren’t very great in today’s crowded market. You need a visibility plan. Pat McGrew explains what that is, and how to create one.

Have You Walked Your Legacy Workflow?

Published May 5, 2021

The wrong time to discover that a legacy job no longer runs is when you are at the deadline.

ACME Corrugated Box and Inkjet

Published April 28, 2021

Inkjet integration journey with ACME corrugated and Digital Print Inc.

Three Capabilities You Should Be Selling!

Published April 27, 2021

In competitive industries like print there are so many options for a print buyer that you can find yourself undercut, even if you believe you have a good customer relationship. To differentiate your company and offerings, think about your people, your processes, and your technologies. What makes you different? What can you offer that would be hard for your competitors to mimic?

Three Things to Know About the Workflow Behind Variable Content

Published April 6, 2021

Variable content can add value, streamline supply chains, and create engaging customer experiences, but it takes some work. There is more complexity to the creative process, more steps to proof and approval, and more challenges in delivery. Contributor Pat McGrew looks at the current state of variable-data technology with an eye on where it’s going.

Can Enhancement Cast a Spell on Inkjet Print?

Published March 24, 2021

Pat McGrew discusses print enhancement opportunities and inkjet compatibility considerations with leading suppliers. Cool examples!

May I Impose on You? Or is Your Gang Nesting?

Published March 11, 2021

Depending on your digital device, you might need 4-up impositions or 8-up impositions - the imposition requirements are based on the page size, how many pages fit on a sheet, and the type of binding. This is where the software can be very helpful.

Three Buyer and Seller Rules: Feedback Worth Sharing on Selling Your Software!

Published March 9, 2021

Pat McGrew responds to feedback she received from a recent article on selling software, shares some ill-fated buyer stories, and draws up “three rules for software buyers” and “three rules for software sellers.”

Design Workflow Matters for Folding Carton

Published March 3, 2021

Inkjet brings many options for folding carton production, but take the time to ensure that you don’t create bottlenecks in the workflow with overweight PDF files.

So…You Want to Buy Some Software!

Published March 2, 2021

More and more printing companies are engaging with workflow automation solutions, which tend to bring better margins and often increase available capacity with current equipment. This is a path open to all companies—but walk carefully. In this feature, Pat McGrew explains how to evaluate your current software environment and what areas can offer the biggest returns.

Are You Thinking about Folding Cartons? Start with your Workflow!

Published February 24, 2021

A look at the workflow and planning that goes into a successful folding carton operation and some of the special considerations for inkjet.

So…Someone Wants to Buy Your Software

Published February 16, 2021

Selling software is not like selling hardware. Pat McGrew offers tips and suggestions for acquiring the skillset needed to successfully sell software solutions.

Are You Ready for Compliance?

Published February 2, 2021

Since the emergence of the original European Data Protection Act and the follow-on General Data Protection Regulation (GDPR), building a privacy protocol has been a topic in companies around the world. The codification of the California Consumer Privacy Act (CCPA), however, changed the trajectory of the conversation. It is far-reaching and touches all of us. Pat McGrew interviews University of Colorado Professor Linda Fried to provide background and guidance.

Pat McGrew Talks to Linda Fried About Compliance

Published February 2, 2021

Pat McGrew talks to University of Colorado Professor Linda Fried to provide background and guidance on the topic of compliance, or building privacy protocols following the original European Data Protection Act and the more recent California Consumer Privacy Act (CCPA).

What are Inkjet Forecasts Trying to Say?

Published January 27, 2021

Pat McGrew talks about considering who research was written for, who wrote it and how not to get ripped off.

Workflow Learnings from 2020: Automation Counts!

Published January 13, 2021

Any and every improvement you make to your workflow is a step in the right direction. Start here.

Three Things to Start Doing in 2021

Published January 5, 2021

Pat McGrew offers her list of three recommendations for print businesses to start doing that will help them grow and thrive. The print business may continue on a roller coaster as we move through the first half of the year, but that makes it a great time to tune your workflows and ensure you are getting the most from each of your systems.

Microsoft, Kodak, and Inkjet Workflows: Kodak’s Announcement!

Published December 16, 2020

Kodak launched Prinergy On Demand Business Solutions, creating a collaboration between the Prinergy On Demand workflow automation platform and the Microsoft Dynamics 365 ecosystem.

Design or Composition: What Creates Your Files?

Published December 2, 2020

You can’t tell your customers how to create their files, but if you can find out what tools were used to create them you can evaluate the files to ensure that they will print as expected.

To G7 or Not to G7

Published November 18, 2020

Pat McGrew asks Whether ‘tis noble in the mind to suffer the slings and arrows of qualitative color perception, or, to take arms against the sea of G7 Masters

“Do You Want Fries with That?”—Consider Incremental Selling, Part 2

Published November 17, 2020

Take a look at the product mix you offer. What products can you pair up or also offer to increase your offerings to customers? In part 2 of a two-part feature, Pat McGrew helps you identify the “fries” you can offer customers.

“Do You Want Fries with That?”—Consider Incremental Selling

Published October 27, 2020

Take a look at the product mix you offer. What products can you pair up or also offer to increase your offerings to customers? Pat McGrew explains how incremental sales can be a winning strategy for print businesses.

Welcome to the Greatest Virtual Show on Earth!

Published October 20, 2020

Virtual conferences should be curated with dedication to building the best mix of information for the target audience. Virtual event offerings continue to multiply so organizers should be mindful of how much time they ask for and what is being delivered in return.

Ganging & Nesting – The Efficiency Puzzle!

Published October 7, 2020

Grouping and nesting jobs can drive tremendous efficiencies in an inkjet environment. Pat McGrew explains best practices and where to look for solutions.

Building a Realistic Sales and Marketing Strategy

Published October 6, 2020

How many meetings have you been a part of where the head of sales points fingers at the marketing team and exclaims that no leads are being delivered, therefore marketing is failing? How many meetings have you been a part of where marketing details their program and engagement plan with no feedback from the sales teams? Pat McGrew explains how to get everyone on the same page and not working at cross-purposes.

What’s Your Strategy Strategy?

Published September 29, 2020

In any business, there can be multiple strategies, developed in individual departments with the best intentions, but resulting in a series of disconnected plans that have little chance of moving the company forward. In this article, Pat McGrew defines what constitutes a good strategy, and how you can (and should) combine your company’s assorted strategies into a single cohesive and actionable strategy.

FuturePrint October Edition: 5 Days of Education

Published September 24, 2020

Building on the success for the first FuturePrint Virtual Summit, October brings five more days of topic-specific education that every printer will want to review. Just about every topic in print gets a look during the week, with deep dives into the traditional printing arts and the emerging printing sciences.

Creating A Sales Strategy?—Part 2: Where Are You Going?

Published September 22, 2020

In part 2 of a two-part series looking at sales strategies, Pat McGrew focuses on updating or building your strategy, formulating a vision statement, and getting everyone in the company on board.

The Good, The Bad, The Beautiful & The Ugly:  Living Through Virtual Conferences

Published September 10, 2020

Without knowing if we would all be starting to go back to work or suffering online fatigue, organizers had to devise plans to keep everyone engaged while meeting their conference brief.

Turbocharging your Workflow for Inkjet Printing

Published September 2, 2020

While the hardware that informs inkjet printing is essential, the workflow software that supports the hardware is an equal partner.

Creating A Sales Strategy—Part 1: Where Are You Now?

Published August 25, 2020

Now that you know that you have both a marketing workflow and a sales workflow, it’s time to consider your sales strategy and what you need to support that strategy. Pat McGrew identifies what you need to evaluate your strategy and support it with collateral.

What’s in Your Marketing Workflow?—Part 2: Creating a Plan

Published August 18, 2020

Last month, Pat McGrew offered tips and strategies for optimizing your sales workflow. This month, she turns to marketing workflows. When times get tough, marketing often disappears from the radar. For companies that have not been marketing their services, the challenge of remaining visible in a chaotic market is even harder. In Part 2 of this two-part series, Pat describes how to develop a strategic marketing plan.

Partnering! Canva Brings the Creative to Office Depot Customers

Published August 11, 2020

Thanks to a new collaboration between the global design platform Canva and the robust workplace solutions team at Office Depot, small businesses can quickly and easily develop creative content for different kinds of print and non-print applications—everything from reports and posters to menus and yard signs, even social media marketing campaigns.

What’s Your Marketing Workflow?—Part 1: Building a Framework

Published August 4, 2020

Last month, Pat McGrew offered tips and strategies for optimizing your sales workflow. This month, she turns to marketing workflows. When times get tough, marketing often disappears from the radar. For companies that have not been marketing their services, the challenge of remaining visible in a chaotic market is even harder. In Part 1 of this two-part series, Pat describes how to set up a marketing workflow.

No Automation? Rules for Managing Manual Workflows

Published July 29, 2020

If end-to-end automation is not for you at this time, what can you do to optimize your efficiency? You can still look at the path of work through your shop and make a note of each stop it makes.

What’s in Your Sales Workflow?—Part 2: Workflows Have Building Blocks

Published July 21, 2020

“Sales Workflow.” These seem like two separate concepts, but sales is a process, processes have workflows, and workflows have building blocks. In part two of this two-part series, Pat McGrew explains how customers are one of those building blocks, and how you manage your relationship with them directly impacts your bottom line.

What’s Your Sales Workflow?—Part 1: Managing Customer Relations

Published July 14, 2020

In this two-part series, Pat McGrew offers advice, tips, and strategies for optimizing your “sales workflow.” In part one, she takes a look at managing customer relationships via a CRM.

drupa 2021 Essentials of Print: Assessments, Platforms, and Making Money with Workflow

Published July 13, 2020

The most expensive things you do in your printing plant every day involve talking to clients and physically touching their work. You talk to clients to better understand the work they want you to do, and you touch the work, in prepress or at other points in the process to ensure that the client’s intent is rendered on to the substrate. But every conversation and every touch has a financial impact. While you rely on workflow tools to aid the process, in most companies there are also spreadsheets, whiteboards, and sticky notes used to gather and communicate information about the jobs-in-progress. It’s only natural! However, the more you talk and touch, the less money you make on the job.

Software Essentials for Inkjet Printing!

Published July 7, 2020

Consider that that every business has at least two workflow environments: a business workflow and a production workflow. In both types, there can be a distinct advantage to automation, especially in fast-paced inkjet printing environments. But, automation can mean many different things, so here is a quick guide to looking at automation for your environment.

What’s in YOUR Dashboard?

Published June 18, 2020

Dashboards can be an amazing productivity aid, or they can be a distraction. Consider your team, your working environment, and what information will help the team be as efficient as possible.

What is a Dashboard and Do You Need One?

Published May 26, 2020

Dashboards are helpful for everyone in an organization from team members on the shop floor to the C-suite. Pat McGrew sets the stage for what questions you should ask yourself when considering a dashboard for your inkjet organization.

What’s in YOUR Workflow?—Part 2: Prepress and Getting on Press

Published May 21, 2020

Every type of plant can build a better workflow, one that is efficient and scalable, that helps to save production costs, and adds to operational efficiency. The place to start is with a tour around your plant. Pat McGrew continues her “virtual guided tour” of a plant's workflow, and some key questions to ask at each stop along the way.

What’s in YOUR Workflow?—Part 1: File Onboarding and Print Prep

Published May 18, 2020

Every type of plant can build a better workflow, one that is efficient and scalable, that helps to save production costs, and adds to operational efficiency. The place to start is with a tour around your plant. Pat McGrew provides a “virtual guided tour” of a plant's workflow, and some key questions to ask at each stop along the way.

How to Stay in Business in Rocky Times—Market and Promote!

Published May 5, 2020

This is a great time to evaluate your go-to-market plan and see if it needs some augmentation or modification—or a complete overhaul. In the second of two articles, Pat McGrew offers some ideas for jump-starting your marketing plans.

Labels Are Hot: Embellishments Are Hotter

Published April 27, 2020

Pat McGrew looks at some recent examples of label embellishments and explores how you can expand your business with these technology advancements.

Working with Virtual Support When Everything is on Lockdown

Published April 22, 2020

When that reliable, friendly face is no longer sitting in their office on your site, can’t travel, or is less available on the phone, what options do you have for getting the support you need? Ask your vendors about virtual support! It takes many forms. You may already be using some form of it, but make sure you are taking advantage of every option.

How to Stay in Business in Rocky Times—A Change of Plan

Published April 21, 2020

Before the world changed in March, you probably had a sales and marketing plan in place, which now seems obsolete and ineffective. In the first of two articles, Pat McGrew outlines some strategies for drawing up a new sales and marketing plan based on your current situation.

Selling CYMK+: A Starter Guide (Part 2)

Published March 31, 2020

One of the popular additions to print shops around the world is the ability to create products that add white ink, embossing, debossing, foil, iridescent and neon colors, metallics, varnishes, texture, and unique folds to create high value. We call it CYMK+ because much of this work is created on digital presses and the ability to add enhancements is the plus. The breadth of options for enhancement provide myriad possibilities, but that might make it hard to find a talk track for the sales team. In part two of this two-part feature, Pat McGrew explains how to build a sales kit to sell CMYK+ capabilities.

Selling CYMK+: A Starter Guide (Part 1)

Published March 17, 2020

One of the popular additions to print shops around the world is the ability to create products that add white ink, embossing, debossing, foil, iridescent and neon colors, metallics, varnishes, texture, and unique folds to create high value. We call it CYMK+ because much of this work is created on digital presses and the ability to add enhancements is the plus. The breadth of options for enhancement provide myriad possibilities, but that might make it hard to find a talk track for the sales team. In this two-part feature, Pat McGrew walks through the steps to sell CMYK+ capabilities.

The Sales Process Review Crawl

Published February 25, 2020

No one likes reviews, but they can be a necessary evil. In this article, Pat McGrew explains how acquiring comprehensive data about jobs sold—and keeping that job database updated—can make the review process quick and painless.

Evaluating Inkjet Prototypes - Past and Present

Published February 20, 2020

Pat McGrew provides a few guidelines for how to evaluate the non-products you encounter at drupa, other tradeshows, or at private events. She also suggests that you evaluate the promise of the future in the context of past demonstrations and announcements in our industry.

Do Reviews Annoy Your Salespeople?

Published February 11, 2020

Which print sales people are compensated for a sale, and at what rate, is often part of a contractual relationship between the company and the sales representative, but not always. Sometimes the relationships are based on “how things have always been done” or verbal agreements. And not every deal brought in is a winner. As a result, some kind of periodic review is necessary for the business to effectively allocate its production resources. In Part 1 of a new series, Pat McGrew discusses sales review processes.

More to Ask for in Your Inkjet Digital Front End

Published February 6, 2020

If you run light production equipment, you may not have given much thought to the Digital Front End of your printing device. There is no industry standard for what a DFE should encompass, or even a widely agreed set of guidelines. And, while you may have a choice of features and even vendors for the DFE, there hasn’t been much discussion of what should come next. What should you be asking for and when should you expect it?

Here Is Your 2020 Sales Template

Published January 27, 2020

One of the most important activities at the start of the year is a quick review of the processes that go into ensuring the smooth flow of business. Often overlooked is how sales team members gather the information needed to bring a job into production, whether it is a new job or one that has been in production for years. Pat McGrew offers a template to use to standardize the information captured during the sales process.

What to Ask for in your Inkjet Digital Front End

Published January 23, 2020

There is no industry standard for what should be included in a digital front end, and there is no universal template that guides how much control the inkjet DFE should expose to an operator to permit changes in how a job will be processed. As we enter the 2020s, this is something that should change. It’s time for the buyers of inkjet presses to identify their expectations, list the features that make a difference to their operation, and categorize the challenges they may have with their current DFE.

Three Easy Sales Enhancers for Q1 2020

Published January 13, 2020

Every new year brings new opportunities to grow your business. From printers to the vendors who support them, there is an opportunity in every segment and in every size print shop. Pat McGrew identifies three main “sales enhancers” to add to your 2020 business plan.

Can Offset & Inkjet Finishing Live in Harmony?

Published January 8, 2020

Pat McGrew with happy new year news on possible compatibility of finishing options across printing processes. Consider the finishing options that can add value in your inkjet environment.

Three Things to Stop Doing in 2020

Published December 17, 2019

As 2020 approaches, it’s a great time to break bad habits that can be costing your business money. Pat McGrew identifies three bad habits for print businesses to break in 2020.

How To Sell Enhanced Printing

Published December 3, 2019

“Digital enhancement” or enhanced printing is one of the hottest trends in the industry and has been the talk of many recent trade shows—but enhanced print doesn’t sell itself. Pat McGrew offers some tips and strategies for selling enhanced printing to maximize ROI.

Avanti’s Red Hot Technology Awards

Published November 27, 2019

Pat Bolan, President of Avanti, talks to Pat McGrew about the company’s Red Hot Technology Award-winning enhancements to Avanti Slingshot at PRINT 19—Advanced Fulfillment Workflow Enhancement and the XML Loader Enhancement for Web to Print solutions.

drupa 2016 to 2020: the Inkjet Journey

Published November 21, 2019

Pat McGrew delivers the 3rd in her drupa series looking at some of the key announcement from 2016 and who has delivered - and who has not.

Kodak Celebrates 20 Years of Prinergy in Berlin

Published November 19, 2019

Kodak Prinergy celebrates its 20th anniversary this year, and European customers marked the occasion with a gala held in Berlin, Germany, last October. WhatTheyThink’s Pat McGrew attended the event.

Where Marketing and Sales Overlap—Evaluate Marketing Activities

Published November 12, 2019

In Part 2 of Pat McGrew’s two-part series on sales and marketing for print businesses, she looks at how to evaluate marketing activities so they more closely align with sales efforts.

Drupa 2020, What to Look For-Part 2

Published November 5, 2019

Join Pat McGrew for Part 2 of "What to Look for at drupa 2020" and the questions to ask once you find it! Pat drills down with a great primer on inkjet tire-kicking that will make you think about requirements.

Where Marketing and Sales Overlap

Published November 5, 2019

In Part 1 of Pat McGrew’s two-part series on sales and marketing for print businesses, she looks at the difference between sales professionals and marketing professionals and where the two processes overlap.

drupa 2020: What to Look For

Published October 24, 2019

drupa 2020 is on the horizon. What should you expect? What should you look for? Pat McGrew has some thoughts on innovation, trade shows and the questions to ask when you get to Dusseldorf.

Enabling Sales with the Right Story—The Wrap Up

Published October 22, 2019

Pat McGrew wraps up her 12-part series on selling in today’s print environment with some tips for how to tap into the do-it-yourself market, specifically, the variety of businesses that cater to DIYers who are happy to rebuild their lawnmower, re-roof a shed, or add features to kitchen.

Customer Communications at PRINT 19

Published October 10, 2019

Keypoint Intelligence - InfoTrends’ Pat McGrew and Marc Mascara discuss customer communications software and solutions on display at last week’s PRINT 19, and how they relate to trends that Keypoint Intelligence – InfoTrends has been tracking.

The Big Push: Experiments to Try with your Inkjet Press - Part 3

Published October 9, 2019

If you own an Inkjet press, part of your on-going process should include some experimentation. Experimentation with different substrates, different ink settings, and different profiles help the production team understand the opportunities your press enables. This episode covers experiments with speed and drying.

Enabling Sales with the Right Story—The Gig Economy

Published October 8, 2019

The individuals and small businesses who cut lawns, build gardens, and trim trees, as well as independent carpenters, painters, drywall professionals, plumbers, and electricians are all potential print customers. In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she provides some tips for approaching “gig” workers and identifies some of the unique printed product requirements these folks have.

Three Experiments to Try with your Inkjet Press (Part 2)

Published September 17, 2019

Experimenting with your inkjet press is something that should be part of your monthly plan. Here is the second of three experiments to help you really get to know your press. The first experiment was about paper. Today we talk about ink volume.

The Big Push: 3 Experiments to Try with your Inkjet Press (Part 1)

Published September 11, 2019

In honor of back to school season, we've kicked off a new series with Pat McGrew on experimenting with your inkjet press that ties in nicely with tools available on Inkjet Insight. Experiment 1 discusses experimenting with paper to drive new opportunities.

Enabling Sales with the Right Story—Cater to People’s Interests and Hobbies

Published September 10, 2019

Car enthusiasts. Hiking and biking clubs. Adult hockey leagues. Senior golf associations. Dance troupes. In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she provides some tips for approaching hobbyists and other groups and clubs, as well as the unique printed product requirements these kinds of groups have.

Enabling Sales with the Right Story—Take Advantage of Trade Shows

Published August 27, 2019

In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she provides some tips for using trade shows—not necessarily printing industry shows, but home and garden shows, car shows, hobbyist shows, and other private events—to develop new business opportunities.

Three Ways to Be a Successful Inkjet Printing Company

Published August 13, 2019

There are three things that will move the needle toward success with inkjet printing. Companies who are adopting production inkjet would do well to take stock of their current status across these vectors.

Enabling Sales with the Right Story—Using Targeted Print Samples: Restaurants

Published August 13, 2019

In the latest installment of Pat McGrew's ongoing series on selling in today’s print environment, she builds on the previous installment and puts together a print sample kit for a different specific vertical market: restaurants. If you or your sales reps are trying to sell your services to these kinds of establishments, what kinds of items should you include in your Restaurant Marketing Sample Kit?

Print Enhancement is Hot!

Published July 31, 2019

Can inkjet-printed work be enhanced with foil, varnish and added-on spot colors, especially now that inkjet print quality is capturing more commercial work? The answer is an enthusiastic… perhaps! Learn about the opportunities and costs of print enhancement and inkjet.

Enabling Sales with the Right Story—Using Targeted Print Samples: Banks

Published July 30, 2019

In part 7 of Pat McGrew's ongoing series on selling in today’s print environment, she puts together a print sample kit for a specific vertical market: banks. If you or your sales reps are trying to sell your services to a bank, what kinds of items should you include in your Bank Marketing Sample Kit?

Enabling Sales with the Right Story: How To Demonstrate Your Company’s Capabilities

Published July 23, 2019

In part 6 of Pat McGrew's ongoing series on selling in today’s print environment, she identifies some specific print samples to use to demonstrate your company’s capabilities.

Advances in Maintenance Protocols

Published July 17, 2019

This 5th post in the inkjet maintenance series looks at OEM apps for smartphones and tablets, and the questions to ask about the availability of advanced maintenance capabilities using augmented or virtual reality.

Enabling Sales with the Right Story: Evaluating Your Print Samples

Published July 16, 2019

In part 5 of Pat McGrew's ongoing series on selling in today’s print environment, she talks about how to evaluate the print samples your sales team uses to sell your company’s capabilities.

Who Ya Gonna Call for Inkjet Press Maintenance?

Published July 9, 2019

A fully trained operator is central to a maintenance protocol that ensures the machine will perform its best in your environment. If you spend the necessary time and consumables during ramp up, you will reap the rewards of efficiency and fearlessness as new types of jobs come into the shop.

Zen and the Art of Inkjet Press Maintenance

Published June 25, 2019

In the third installment of her series on inkjet maintenance, Pat McGrew talks about maintenance considerations as you add work or shifts to your press. Like Motorcycle Maintenance, your mileage may vary.

Enabling Sales with the Right Story: Are Using the Right Print Samples?

Published June 18, 2019

In part 4 of Pat McGrew's series on selling in today’s print environment, she talks about how to make sure the print samples your sales team uses reflect the products you specifically want to sell.

Enabling Sales with the Right Story: How to use Print Samples in the Sales Process

Published June 4, 2019

In part 3 of Pat McGrew series on selling in today’s print environment, she talks about how to use print samples in the sales process.

Enabling Sales with the Right Story: Creating Compelling Stories with Print Samples

Published May 30, 2019

In part 2 of Pat McGrew's series on selling in today’s print environment, she talks about how print samples are at their most effective when there are compelling stories associated with them.

Are You Asking the Right Questions About Maintenance?

Published May 15, 2019

Whether you already own inkjet presses or you are in the market looking for your first, one of the big questions in the due diligence process revolves around maintenance programs. Pat McGrew provides top questions to ask and explains why they matter.

Enabling Sales with the Right Story: “Prerequisites” for Today’s Print Sales

Published April 30, 2019

Pat McGrew launches a new series on selling in today’s print environment. In this introductory installment, she identifies some of the “prerequisites” that today’s print sales people need to take with them on any sales call—regardless of what kind of sales method they use.

Which Inkjet Innovation is For You? Commercial Edition

Published April 17, 2019

Commercial printers fall into two groups: those who haven’t adopted inkjet and inkjet technology users. For those who haven’t looked at inkjet technology, the reasons are manifold. It may be that none of the work they do has required variable content, which is a common reason to look at inkjet.

When Mayhem Calls—Part 4

Published April 16, 2019

Planning for a catastrophe is something that every business owner knows they should do. At some point there is usually some effort applied, a plan developed, filed away, and the box checked that there is a business continuity/disaster recovery plan on file. It makes the auditors happy! But, when mayhem actually calls, will your plan actuallywork? In part four of this series, Pat McGrew offers tips on how to design and execute a continuity plan.