CANVAS supporting the print sales & Marketing professional ® P8 Fresh Tactics P24 Expertise Pays P30 Not so ancillary any more P
october 2009 P2 Publisher’s Thoughts What was the question? P4 The New Vista of Print Sales P5 The NAPL’s Mike Philie answers yo
CANVAS publisher’s thoughts H What was the question? How do you stick out? How do you stick up for yourself? How do get noticed?
X-Ray Vision The New Vista of Print Sales by Cyndie Shaffstall A The competitors fiscal year 2008. A quick Google search results
NAPL The NAPL’s Mike Philie answers your print sales questions Getting face time Dear Mike, I’ve been selling print for 18 years
People News Digital Printers Alliance to launch The Digital Printers Alliance (DPA, LLC) is scheduled to launch November 22, the
C.E.O a N v a s d u c a t i o N N l i N e Delivering the tactical competitive advantage you need
Fresh Tactics P8 CANVAS october 2009
How to make tactical, practical, in the changing marketplace By Keith Bax “Strategy without tactics is the slowest route to vict
Fresh Tactics Finding the best course of action The economic downturn of the past two years has caused unprecedented turmoil in
Fresh Tactics So which tactic is the best tactic? I would argue that the most progressive printing companies should hedge their
sell print face-to-face will now need to sell online, over the phone, and through e-mail. Manufacturing personnel in either busi
The Next Want to pull in more customers and keep the ones you’ve got? Make sure you’re on top of the hottest trends in the indus
Despite what your kids tell you, you consider yourself pretty hip. OK, so maybe you still have a pair of Converse that date back
The Next Big Thing “There will always be a need for offset printing,” says Dan Steinborn, president and CEO of PrintGlobe. “Offs
The Next Big Thing sometimes cleared for the production of soy, so the demand for it in inks can have a negative impact on the e
The Next Big Thing Saving the rainforests one piece of paper at a time The 90 million acres of the Indonesian rain forest consti
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supporting the print sales & Marketing professional to receive your subscription CANVAS, sign up today at www.thecanVasMag.coM o
Product SPotlight »» Product Spotlight Wausau Paper Astrobrights ® Astrobrights ® from Wausau Paper has a vibrant palette of 23
Expe Pays What buyers expect you to know By Linda Bishop P24 CANVAS october 2009
rtise Fred Majors stood beside Julie Nicholson. Together they watched sheet after perfect sheet fly off the brand-new manroland
Expertise Pays Fred turned to look at his former protégé. “Selling hasn’t changed all that much since I started. It’s still abou
VPs of Purchasing expect you to chat about hard costs and soft costs. They want to know how you can improve supply chain efficie
Expertise Pays • Do they take their suppliers’ environmental stance into account when making purchasing decisions? Right now, cl
Of course it could have been worse. Sharon could have called to tell you that Mega-Spenders had decided to run reverse auctions
P30 CANVAS october 2009
Not so ancillary any more Ancillary products come to the forefront for print service providers W you can generate. hen customers
Not so ancillary any more Creative concept development and graphic design What used to be outsourced to design companies is now
Direct marketing and mailing services Study after study shows not only the staying power, but overall strength of direct marketi
Not so ancillary any more materials for EA Sports’ Madden 2010 release party, the customer also requested smaller items be inclu
The delivery and presentation of a product has become a valuable part of marketing. This is good news for print providers, as te
PRECISE Moving your team with purpose By Brian Sullivan P36 CANVAS october 2009
Leadership I f you find yourself in a management role within your company, you no doubt had a positive attitude, aptitude for th
PRECISE Leadership But if you are like many who are thrown into a leadership role, you had little or no formal management or coa
By being more PRECISE before, during and after each session, you will find it easier to lead your team toward your vision, missi
Book Recommendation “Hero’s Tribute” By Graham Garrison W Michael’s life. hat would your life look like to a complete stranger?