Here’s what your fellow professionals from our LinkedIn group had to say in July.
How long does it usually take you to get an invoice paid?
“How is this for refreshing – I had a financially challenged client actually call a few weeks ago to outline his issues and a solution. He went into great detail on how and when he would make good on a series of overdue invoices. In this economic climate, there are going to be overdue payments and I think we need to be flexible in some circumstances (more so than normal). For the client who called, I am confident he’ll be back on his feet in no time – he has the right attitude and the manner in which he is facing his challenges is admirable. The phone can be an amazing tool!”
Brett Venables, director, IRD Group director
Should the industry stop operating on credit?
“Factoring or invoice finance won’t stop customers from not paying their bills and in fact it encourages customers to treat printers like a bank. There needs to be a national company credit check just like there is with personal credit, with a lifelong register of directors who have filed for bankruptcy or liquidated their companies or a black mark for trading outside terms.”
Lucas Eyre, director, Chameleon Workflow
What role does service play in the printing industry?
“Customer service is what separates the good from the not so good in the print trade, just like many industries. Michael Porter from Harvard did a great study of the competitive nature of the industry about 20 years ago and concluded that there is little technology difference between firms, they all have the same limited suppliers of hardware and consumables. Printing firms are competing for the same clients. The main difference between one another is the ability to deliver on what has been committed.”
Phillip Lawrence, director, Eco Logical Strategies
When do you qualify a prospect?
“I see prospecting as a key element of growing your business. It is like prospecting for gold. You have to keep digging until you find that precious nugget, as you rejoice in finding those smaller yet just as valuable pieces along the way.”
John Risso, business development manager, Planet Press Group
How do you choose the supplier of printing consumables?
“Product knowledge, quality, the ability to provide the service on time and at the right price and integrity.”
Chris Wood, co-director, Advertising House
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