N E W S O F T H E P R I N T I N G I N D U S T R Y AT A G L A N C E
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"Make it easy for your customer to
get a piece that's on time and on
budget, and is easy for them, and
they'll come back."
—Michael Reiher, page 16
MEDIA CENTER
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MOST READ WEB EXCLUSIVES
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• Making the Move to Digital Packaging Production
MyPRINTResource.com/10956277
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MOST READ IN QP
• 2013 QP Top 100 MyPRINTResource.com/10941664
• The Competitive Landscape Continues to Shift
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• The Quest for Letter Perfect Mailing Systems
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• Is Your Company Ready for Workflow Software?
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• Digital Original: Cost of the Cloud Gets Real
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10
QUICK PRINTING / August 2013
Burnishine distributor—was recently acquired by Mark Andy.
Therefore, Burnishine Products are now available from Mark
Andy Print Products.
MyPRINTResource.com/10108103
LETTERS TO THE EDITOR
Editor,
I just finished reading Dave Fellman's column, "In Praise of
Micromanagement," in your July 2013 issue and could not disagree more with his statements. The mistake here is taking an
operational approach to a sales problem. Sales is not a production
job! One cannot simply push a button and make a sale. Successful
selling involves establishing relationships with prospects that convince them that they want to do business with your company. This
involves strategy, timing, and emotions—clearly stated, selling is a
non-linear process.
A print shop owner more than likely has a production background.
My opinion is that this mentality leads to micromanagement and is
harmful to a sales organization. The premise that a micromanaging
style can help mediocre salespeople is a myth. Mediocrity is related
to one's lack of skills, not the lack of management.
The key to solving this issue is to hire the right candidate in the
first place, someone with the right skill set to ensure his or her success at your company. Of course, the big assumption is that you
know how to properly identify and screen for these skills. Do this
right and the results will be your measure of success. You will never
have to worry about whether you are getting your money's worth.
Jerry Hill, VP, New Market Business
Development, Drytac Corp.
Karen,
I have been an avid reader of Quick Printing magazine for many
years. I have learned a lot about the printing industry and thoroughly enjoy reading the different articles, which help me to run my
printing business more effectively. However, you missed the mark
with your July 2013 editorial when replying to the printers who
were disappointed that their companies were not listed in print for
making the Honorable Mention list.
Why was this list only available online? You say the reasons it
was done this way are immaterial. I suspect the real reason was to
try to save money on your printing costs. I don't think I or anyone
else needs to remind you that the reason for your magazine is to
promote the printing industry. I find it ironic that you would choose
not to print this information that is obviously very important to a
lot of people. It reminds me of when our paper supplier decided to
quit printing our paper price catalogs a few years ago and told us we
had to go online to get the pricing. It all seems a bit strange to me.
I agree completely that behind every successful print owner is a
w w w. M y P R I N T R e s o u r c e . c o m