September's Issue was Diverse, Impressive
Thank you for publishing such a diverse, informative publication each month. It's easy to see why it has won so many national awards over the years. I feel it's a must-read for anyone looking for new ideas and eager to keep up with our ever-changing industry.
Daniel Siadak, CDC
President
Source4
Charlotte, N.C.
The Best Partnerships are Built to Last
I remember talking last year with a company that wanted to get into e-commerce. The company was very excited about it. I asked what capabilities it currently had, and heard a description of a simple, informative web site. That was the company's concept of e-commerce.
Perception is reality, and that holds true with partnering. The sizes of the distributor, manufacturer, opportunity and potential market affect the level of partnering necessary to win profitable business. Before approaching a targeted business, a distributor and manufacturer considering a partnership should compare themselves: Are their cultures similar? Do they have the same general goals in service, product quality, delivery and finances? Do they have the equipment and personnel to supply a timely, quality product or service? If a project has growth potential, is the manufacturer prepared to add equipment and labor?
These questions also are important: What sales representative will handle orders? What support will be necessary during the acquisition and retention of the account? Can the partners use collateral marketing, and if so how will a support cost be applied? Can the partners replicate the project in other geographical areas? Is there a potential for new designs and applications that would help the distributor make higher margins?
To some people, "partnering" is no more than price assistance to win a new customer, with the hope that the new account will yield future orders. Often, though, the manufacturer doesn't win because other sales opportunities are products it doesn't produce. On some occasions, we're seeing opportunities requiring a network of partners, including several distributorships and numerous manufacturers. These alliances must be structured so all parties can gain business and share profits--at levels known and accepted by everyone.
The concept of partnering is popular, but often misconstrued. Having a "warm fuzzy" toward each other isn't a partnership. Strong partnerships are built to last; they aren't centered around one opportunity. They are opportunities for companies to stand side by side for future success.
Roger Buck, CDC
National Sales Manager, Forms Divisions
Ward/Kraft Inc.
Fort Scott, Kan.
Event Collaboration is Beneficial
It's important to note that some partnering is formal, as in written agreements, and some is informal. At Graph Expo® [held in October in Chicago], seven companies participated in the creation of Pama's Conformer expansion presentation folders and envelopes. Our products were produced in the Brandtjen & Kluge Inc. and Xeikon Inc. booths. The companies provided the design, paper, printing, dies, foils, laminating and finishing for our products, which included the two firms' logos. Everyone involved gained benefits from participating, and attendees appreciated the combined efforts.
Marvin A. Makofsky
President
Pama Enterprises Inc.
Great Neck, N.Y.
Talk to Us
We encourage feedback about stories published in Print Solutions, as well as in DMIA's E-Weekly newsletter and Independent Management Report e-newsletter.
The question of the month:
Is there enough young blood in the industry? What can companies do to attract talented people in their 20s and 30s?
