Dear Printer

A Modern Day Print Customer's Plea

I get emails from readers all the time (love it!), and every so often they are absolutely print-ready. This past week alone, I received two: one from a senior-level print customer (who is a former print sales rep) and another from a sales rep. Alan Hamil, the print customer, sent me a most eloquent plea to share with printers.

The subject line of his email - "Please let them know!!" caught my eye. Once I read his words (several times over), I knew I had to share them with you in today's Tip. I received his permission, of course.

Here's what Alan wrote:

Please let them know!!

"I am speaking of the print professionals that call on me daily trying their best to "sell" me something, anything!!!

Please let them know:

1. That you will not get anywhere with the famous "you got anything for me to quote on" line that I get at least once a day.

2. That you must learn my business. Yes, you can earn it, but only after you learn it.

   (He then lists key questions reps should ask) Why am I buying said piece, where is it going, what are you trying to sell or promote, what are the weight issues, will you be mailing it, is this for the new ABC project, how did the last piece work, will you be printing this one again, is it part of a quarterly promotion, etc., etc., etc.

3. That you are not simply selling ink and paper but solutions to my problems.

4. That you destroy good will when you do not follow through or allow me to buy a job from you when you are already at capacity.

5. That one day late on a print job is not "just one day." It was a promise not kept.

6. That constant communication is crucial, not just when I am placing an order.

7. That most print buyers (me anyway) want to hear from you and see you.

8. That you must turn your cell phone off for the 5 minutes you are visiting with me.

9. That you are not the only player with an 8-color Speedmaster with a tower coater. YOU ARE NOT the only capable (quality wise) printer around. I rarely have color issues.

10. That we need print just as badly as you want to sell it!!

Ok, taking a deep breath here...........I am continually frustrated with the lack of professionalism in our industry displayed by some of our print salesmen. Yes, I do have many that are doing a fine job, and those are of course the ones with my business.

…enough ranting from me. I just happened to see your Print Buyers Boot Camp advertisement today and screamed "I want to send some of my print salesmen to that." Whip em' into shape for us, Margie."

Alan Hamil is the Purchasing Manager for a financial services company in the Southeast. I publish his sentiments because, in my experience, they speak for the entire print-buying community. Printing sales reps should take his words seriously. That he spent 15 years selling print before buying it makes his advice all the more meaningful.

What do you think?

Comments? Talk to me at mdana@bostonprintbuyers.com.

©2008 Margie Dana. All rights reserved. You're free to forward this email to friends and colleagues: please do! However, no part of this column may be reprinted without permission from the author.

March 18th BPB Dinner Program

Web Surfing for Print Buying Professionals
(Or How to Know When Web Offset Printing Suits Your Printing Needs)

Co-sponsored by Ripon Printers and Richard Jacobs & Company

Tuesday, March 18th, 6 - 8:30 pm
Millennium Bostonian Hotel, Boston, MA

Everyone who purchases printing is concerned about speed and costs today, but many buyers overlook web offset because of old assumptions.

Join Jeff Hopp of Ripon Printers and David Jacobs of Richard Jacobs & Company for a can't-miss presentation covering the state of current web offset technology and where it fits in your print buying equation.

You will learn:

• Technology advancements transforming web offset today

• Advantages and disadvantages of web versus sheetfed

• How to match the web technology to the project

• How to figure out which quantities should go web vs. sheet

• Tips on paper, line screens and other critical quality factors

• Cycle-time advantages of in-line finishing

• Much more!

Only print customers and those who influence the purchase of print may attend this sponsored program. The cost is just $25 for BPB members; $50 for all others. It's $10 more at the door.

Register today!

Print Buyer Conference Update

We are now accepting reservations for exhibit space at our 2008 conference in Boston (September 10th - 12th at The Sheraton Boston Hotel). The new conference site (a fabulously glam hotel smack in Boston's Back Bay) will accommodate 50 to 60 exhibitors. Like that old song says, "please come to Boston" in the fall: our best season ever. Go to www.printbuyersconference.com/exhibitors for all details about exhibiting and sponsorship options.

Special Offer From One of Our Sponsors

Need another vendor for your unbranded printed marketing materials?

Try our FREE samples from the VistaPrint Dealer program. Please click on the following link to try our selected FREE hats, pens, t-shirts and other paper products for a limited time only: www.vistaprint.com/vendor.

Buyer Poll For March

Vist our home page at www.bostonprintbuyers.com to cast your vote: What percentage of your advertising budget is earmarked for print?

Thursday, March 6th
10 am - 4 pm
ON DEMAND Conference & Expo
Boston Convention & Exposition Center

Boot Camp provides basic education to those new to buying or selling print and to those who need a basic refresher. Margie Dana and RIT's Steve Suffoletto will be the instructors.

10 am - 12 pm	Guided tour of the ON DEMAND exhibits with Margie
12 pm - 4 pm	Print Buyer Boot Camp!

Cost: $199 per person; $159 for members of Boston Print Buyers

You do NOT have to register for the ON DEMAND Conference to attend Boot Camp. In fact, by registering with Boot Camp, you get these bonuses:

• a FREE Expo Pass at the ON DEMAND show, giving you admission to

• the Keynote Speaker Series;

• Application Showcase Theater Presentations;

• Unlimited Access to Over 200 Exhibitors on the ON DEMAND floor;

• Access to the Co-Located XPLOR and AIIM Exposition Hall Floor.

For details and registration, visit www.bostonprintbuyers.com/bootcamp.

Print Tips Archives!

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under Print Tips at www.bostonprintbuyers.com.