Read 'Em and Reap
"The greatest change in corporate culture--and the way business is being conducted--may be the accelerated growth of relationships based on partnership." That's management guru Peter Drucker talking. He's not quoted in our cover story, "Engineering Successful Partnerships," beginning on page 46, but we're sure he'd agree with our premise: Partnering isn't only a growth strategy, it's a survival technique.
Partnering deals can focus on virtually anything your business does, from marketing and distribution to licensing, research and development, manufacturing, outsourcing, facilities management, non-competition--you name it. Our story focuses on three arrangements: a network of distributors who function as independent contractors, a distributor who partners with a software developer and two suppliers who team up to build their sales in high-speed print production.
Our product feature on folders and binders makes it clear that successful sales techniques for these products require expertise. You might be surprised how much customization can be brought to the table if you know what's available and you ask customers the right questions. Turn to "The Guts and the Glory" on page 32 for details. And don't forget: After you sell binders, you've got a good shot at their contents, which can often mean multiple printed product orders.
Black and a PMS color. How many orders with those specs have been processed in the last 30 years? Two-color work is still popular, but commercial printing jobs (usually 4-color process) are popping up on the radar screens of more distributors every day. "Know the Realities, Then Flourish," beginning on page 66 explains truths and tips we collected from veterans of the commercial printing sales wars. Read and reap the rewards.
Don't forget to take a look at our annual Index of Articles on page 96. You're guaranteed to find valuable sales, marketing and management tips that you missed or forgot during the last year. All of the articles are online at www.printsolutionsmag.com.
Finally, on behalf of the entire Print Solutions/DMIA staff, here's wishing you and yours a healthy and happy holiday season!
Brad Holt
Vice President, Publications & New Media
Next Month in Print Solutions:
State of the Industry Report
Selling Labels
Selling Tags
Much More....
Editor in Chief
Peter L. Colaianni, CAE
Vice President,
Publications & New Media
Brad Holt
Managing Editor
Darin Painter
Assistant Editors
Kara S. Carpenter
Kara Gebhart
Rita Tiefert
Circulation Manager
Diane Saunders
Art Director/
Production Manager
Roxanne Rash
Contributing Editors
Mark J. Trumper
J. Buster Weinzierl, CDC
Publications Committee
Gary W. Nelson, Chairperson
Allen Conway
Ric Fisher
Ginger Garrett
Dennis King
Kevin Lombardo
Marvin A. Makofsky, CFC
Markus Marfurt
Dominic Mencarini
Donald D. Patteson, Jr.
Nick Nesci, CFC
Jeffrey P. Townsend, CFC
Mark Trumper
Advertising Sales
Jack Burris
The Townsend Group Inc.
4920 Elm St., Ste. 325
Bethesda, MD 20814
Phone: (301) 215-6710
Fax: (301) 215-7704
Print Solutions Online
Print
Solutions, the only industry magazine to win awards for writing and design
excellence, is available online at www.printsolutionsmag.com.
The site includes daily news, a comprehensive archive of Print Solutions
articles, a complete media kit, links to industry companies and other features
not included in the magazine.
Print
Solutions is the official publication of the Print Services & Distribution
Association (PSDA), the Association for Business Printing Independents. Unsolicited
manuscripts are welcome. Please address all submissions to: The Editor, Print
Solutions Magazine, 433 E. Monroe Ave., Alexandria, VA 22301-1693. Phone
(703) 836-6232, fax (703) 549-4966. You can reach us via email at bholt@printsolutionsmag.com.
Visit our World Wide Web site at www.printsolutionsmag.com.
Volume
39, Number 11, November 2001. Print Solutions (USPS 205-400, ISSN 1535-9727)
is published monthly by DMIA, 433 E. Monroe Ave., Alexandria, VA 22301-1693,
(703) 836-6232. Subscriptions: $29 per year for DMIA members included in dues,
$49 for non-members (plus postage for Canada and foreign). Periodicals postage
paid at Alexandria, VA, and additional mailing offices.
Postmaster:
Send address changes to Print Solutions, 433 E. Monroe Ave., Alexandria,
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Statements
of fact and opinion are the responsibility of the authors alone and do not
imply approval on the part of the Publications Committee, Officers or Membership
of DMIA.
Copyright 2001 by DMIA. Articles may not be reprinted without
publisher's permission.
Printed in the USA.
