Printing Industry Commentary & Analysis

Articles by 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].

Displaying 1-10 of 10 articles

Company Culture: Good Leaders Exist Throughout Your Team

Published August 10, 2023

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.

Stargazing

Published September 26, 2022

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.

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

Published August 30, 2022

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.

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

Published March 28, 2022

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.

Interruptions vs. Opportunities: Know the Difference in Order to Make the Most of Your Day

Published January 24, 2022

There’s a maxim in the military which states that “no plan survives first contact with the enemy.” The practical application of that is simply that you plan based on what you know now, and then change your plan based on what you learn later. Dave Fellman explains how, If your priorities change, your plan must change.

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

Published September 27, 2021

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.

Beware Of Shiny Things: How to Keep Your Focus on Your Priorities

Published June 16, 2021

WhatTheyThink contributor David Fellman writes about urgency and importance—specifically, how any task on your plate can be both of those things, just one of them, or neither of them. If you have more tasks on your plate than you have time in your day, it’s really important to know exactly where each one fits in terms of importance and urgency—and not to be distracted by “shiny things.”

If I Could, I Surely Would—What Would You Change About Your Job?

Published April 15, 2021

When asked what they would change about their job if they could, most salespeople cite speed—“I need to get quotes faster. I need to get answers faster. I need to get my jobs through the system faster.” WhatTheyThink contributor Dave Fellman explains why managing customer expectations is important to avoid putting unnecessary pressure on all aspects of the business.

There’s Gold in Those Hills: Are You—Or Your Salespeople—Doing Enough Prospecting?

Published February 22, 2021

If you want to make more money—and minimize the risk of making less—you should do more prospecting. Contributor Dave Fellman looks at the prospecting process and how to arrive at the ultimate goal of prospecting: a first meeting with a potential new customer.

More From Less: Lessons Shared From the Past

Published September 21, 2020

One of the keys to business success is being able to do more with less, and the key to success in doing more with less is to increase the return on your investment of time. Contributor Dave Fellman identifies ways you can be more efficient.