A key challenge currently facing print and marketing service providers is finding and applying the right mix of best practices to increase sales staff performance. While many firms are experts at improving profitability through manufacturing efficiencies, establishing the right processes to increase sales growth are often elusive. InfoTrends conducted a research study to identify the best sales practices of printing companies that were experiencing sales growth
Keypoint Intelligence - InfoTrends research study Best Practices of High-Performance Print Sales Organizations surveyed over 250 print service providers and conducted telephone interviews with 22 executives of printing companies to uncover the strategies and tactics that high-performance firms followed for managing the sales process, developing and training sales staff, building the right sales force, developing competitive compensation plans, and leveraging the best sales tools for supporting reps.
The majority of survey respondents were owners or company executives that managed sales staff or oversaw the sales organization. Many also reported performing sales duties.
The study found that high-performance print sales organizations follow clearly-defined sales strategies, hold their sales staff accountable, and continually adapt their organizations to keep pace with ever-changing market conditions. Here are four common best practices reported by survey respondents that experienced double-digit sales growth.Strong Sales Management Practices
Ongoing Sales Training and Development
High-performance sales organizations realize that sales force training is critically important to the sales effort. When asked to identify their top sales management challenges, respondents most commonly cited developing the skills of sales reps and training new reps. Pricing pressures rounded out the top three, but it is interesting to note that high-growth respondents considered pricing to be less of an issue than overall respondents.
Sponsors for the event included Bosworth Papers, Canon Solutions America, Clampitt Paper, CRON-ECRM, Fuji, Heidelberg, Kodak, LSS Digital, MBM, Mohawk, Olmsted-Kirk Fine Paper, Prisco, Planning Solutions, Premier IMS, Sprint Bindery, Standard Finishing Systems, Tecnau, The Steward Organization, Top Level Ink, Veritiv, and Xerox.
Speedy Printing - Katy Freeway wowed with their Butterflies Festival entry that took home the Judges choice Award. This is an honor the judges bestow based on a piece that represents an original design and technically challenging to produce. It may not have been a Best of Category piece, but it is one the judges recognize for the uniqueness. Best use of Paper went to Mittera Houston for The Haskkason Book and Alliances' Nobelus Sleeking piece won the Best Use of Ink.
Be on the lookout for updates to our website with a complete listing of every winner from the big show last night, and thank you to our sponsors for supporting such a fun and exciting evening. Congratulations to everyone that participated.
The Premier Print Awards Competition recognizes the highest quality printed pieces in various categories from around the world. Each year, only the most worthy pieces receive Awards of Recognition, Certificates of Merit, and the highest honor--the Benny statue. The Benny has become a universally recognized symbol for excellence in the printing industry. For more than sixty years, winners of the largest, most prestigious print competition in the world have leveraged this honor to gain a competitive advantage.
Mike Packard, Manager, Sponsorship & Logistics, firstname.lastname@example.org.
Contact Printing Industries of America to find out how you can get in front of the best printers in the world. Build a personal relationship through face to face networking. You will also gain visibility through PIA national marketing campaign and communications vehicles to over 7,000 member companies as we promote the Premier Print Awards. Download the sponsorship brochure at the bottom of the page to review all your opportunities.
Thank you to the following companies who graciously support the Premier Print Awards.
Save the date for our 10th Annual PIGC Oktoberfest on October 10th! There will be BEER, FOOD GAMES and More!
Save the date for the premier print event of the year, the 2019 Graphic Excellence Awards Gala. Each year the Printing Industries of the Gulf Coast's Graphic Excellence Awards Competition recognizes the best in technology, and craftsmanship from the regions printing, imaging, finishing, and creative community.
Our gala attracts over 300 people each year. Come and see how our amazing Gulf Coast Printing Community can push the envelope on superb quality, inspiring detail, and output in imaginative ways.
Do you think youâ€™re well-versed on the differences and pressroom requirements that exist between UV sheetfed offset printing and the rapidly emerging LED-UV technology?Read more by clicking here
New to the PIA website is an Integrated Learning Center. It's a virtual workshop portal,
featuring online courses developed and led by industry expert
instructors. Our courses are available 24/7, taken at your own pace,
wherever you have Internet access! With an ever-expanding lineup of
workshops, there will be courses to help professionals in prepress,
production, customer service, sales, marketing, safety, and general
management. Click here and check it out!
Pittsburgh, PA--Printing Industries of America is currently seeking
dynamic speakers for its 2018 Color Conference to be held January 13-16,
2018 at the Hyatt Mission Bay in San Diego, CA. Programming for the
2018 Color Conference focuses on color management for graphic
communications and brand integrity. Potential speakers are invited to
propose topics for either keynote sessions for the general audience or
very detailed color-centric topics in breakout sessions. The primary
audience for this event includes brand managers and designers, color
management practitioners, and print production professionals. There is a
growing emphasis on inkjet printing and packaging for the 2018 program. Read more here...
Co. - Founded in the booming economy of 1927, CST has served the
collection needs of business and industry through times of prosperity
and periods of deepest depression. Through the years, it has become
recognized as one of the most successful and respected commercial
collection agencies in America.
CST Co. is a full-service commercial collection agency with over 81 years of experience in the personal handling of accounts worldwide. Bad debt recovery percentages are increased not only through personal collection services, but also by pre-collection services and programs that monitor marginal accounts
CST numbers among its clients many of the nation's major corporations; more than 80% of the Fortune 500 corporations are regular CST clients. CST is endorsed by numerous national trade associations for use by their members. The firm is a charter member of the select group that belongs to the Collection Agency Section of the Commercial Law League of America. In fact, CST Co. was issued the 2nd Certificate of Compliance by the CLLA.
Your local contact is Sam Lianthong at (800) 777-1278 or (214) 558-3258 (cell).
Can you afford to have yor company's network down? Time is money and for every minute your network is down, you are losing money. What about data security? How are you insuring that customer information is secure from hackers and online predators?
PI-Gulf Coast is now offering members a new discount program on an extensive menu of computer and network support services at tremendous savings.
We have teamed with Mark Frederick & Assoicates to bring their top-notch service to you. Whether its PC rerpair to designing, building and maintaining networks, Mark Frederick & Associates provide prompt, on-site services. And they won't leave until the work is done to your satisfaction.
Even if your company is confident all the right firewalls and virus detectors are in place, running maintenance and securtiy checks will ensure your system is fully functional at all times. Get rid of unnecesary programs that may be clogging up space and leaving you exposed to hackers. And if you are storing critical client data (who isn't), you can be confident that it is safe and secure.
To find out their compete lost of services and all the technologies they support, along with pricing, call the PIGC office at 713-522-2046 or 800-448-5930 or drop us a line at email@example.com.