Here’s what your fellow professionals from our LinkedIn group had to say in August.
What role does service play in the printing industry?
Fifteen years ago I worked for a successful print broking company. We made money because the service the print industry offered was pretty abysmal if you weren’t technically au fait with printing. I’ve been recruiting for the printing industry for the last eight years and the companies that have retained their client base do so through excellent service and strong relationships. Clients are not interested in technically how their jobs are done. They want to deal with someone they like and trust.
Sarah Wilson, recruitment consultant, Rob Law Max Recruitment
Are print managers good for the industry?
Yes – if they are intelligent and knowledgeable supporters of the printing industry, looking to find fair prices for their clients and the best technical solutions in the marketplace. But no – if they are just holding the middle ground of print sales for the sake of mark-ups and a ‘smoke and mirrors’ approach with their clients, who are often misled into paying higher prices. I think we all know this second type. Too many cowboys in print management? Probably.
Simon Grinsted, print production consultant
What would be the best result from the Blue Star sale process?
To be bought out by a new owner that understands the industry with a strong financial base. Also for that new owner to let the New Zealand part of the operation (the profitable part) run unfettered of the loss-making Australian part of the operation.
Chris Wood, co-director, Advertising House
What are print buyers looking for in a printer?
What print buyers are basically looking for in today’s marketplace is a print supplier that prints for as little as possible , as fast as possible and then will need to wait as long as possible to get paid… or am I being a little bit closed minded?
John Risso, Business development manager, Planet Press Group
Are there any industries you refuse to touch? Tobacco? Alcohol? Gambling?
We haven’t refused an industry yet. However when I worked in the UK at a printer, all the art department except me refused to do any work for fox hunters that used us for their hunting cards.
Sharon Sewell, owner, Varsity Graphics
How long does it usually take you to get an invoice paid?
Every client, industry and situation is different, but you can train your clients to pay promptly. For an established business, changing your credit management systems should be introduced gradually. Firstly, review the clients that pay slowly. Secondly, understand common reasons for delayed payments and make sure that you fix any common problems that are occurring at your side. Thirdly, ensure all your invoices are addressed to the correct address and accounts contact person. Fourthly, clearly state on your invoices and statements the exact date the invoice is due for payment. Fifthly, for slow payers, ensure you make contact with the client prior to the invoices being due. Sixthly, if payment is not made within a few days after it was due, call straight away. Ask if there is any reason why payment was not made and seek confirmation that payment will be made today or tomorrow and repeat this until paid. If you adhere to these simple steps you will in time train your clients to pay on time. My final comment is to look at your own suppliers, specifically the suppliers that get you to pay within their terms and learn their methods on what they do to you.
Colin Porter, managing director, Creditor Watch
How do you get customers to pay on time?
By receiving all your orders online – expectation in the market place is strong that transactions on web are ‘pay up front’. Transition your clients with discount coupons or rewards and before you know it, your cash flow problems are gone.
Katherine Smith, managing director, 44 Gallons
How often do you conduct staff reviews?
Annually. Since 2010, every six months, as the market is changing rapidly, so a proactive approach is better than reactive. Reviewing six-monthly gives everyone the opportunity to voice an opinion and management to adapt and implement change.
Art Tchetchenian, managing director, Kopystop Digital Print Solutions
Are you optimistic about the next 12 months?
I think businesses have learned to work harder and smarter over the last few years. At the IRD Group, our mantra for the new financial year is ‘more from less’. The smarter we work, the better our margins, and as Samuel Goldwyn said, “The harder I work, the luckier I get”. Doesn’t that say it all! My team sells new-business intel and we’ve never known a market to be so receptive. This is partly because today’s economy demands a higher consideration be granted to new-business practices – but mostly, we’re dealing with businesses keen to roll their sleeves up. They’re as optimistic as I am – and you know what? The harder they work, the luckier they’ll get!
Brett Venables, director, IRD Group
With the risk of sounding old-fashioned, punctuality is a value that must never be compromised in our challenging industry. It shouldn’t be applied to meetings only – if you’re punctual on returning quotes, you stand a higher chance of winning the work. If your organisation is punctual in delivering jobs, you stand a good chance to retain work. I strive to be on time every time. Try delivering a tender response five minutes after closing – unfortunate as it is, your organisation will be often automatically disqualified. Punctuality is key to success.
Stephen Gea Gea, business consultant
How do you choose the supplier of printing consumables?
Being Perth-based, it’s unfortunate that these days we have to find a supplier who keeps stock local to us. We can probably get the product at a better price from Eastern states, but meeting client supply and demand means we more than likely need it in a hurry.
Andy Molloy, manager, Budget Print
Click here to find out what your fellow professionals said in July.
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