Price, price, price! I hear an awful lot of conversations at the moment about print buyers becoming ever more demanding on price. It is certainly a tough market out there.
Do you ever worry that you will get crushed by falling scaffolding? Many people look refuse to walk under scaffolding, just in case. They make a point of walking round all scaffolding. But the chances of being pulverised by steel bars is pretty small. Scaffolding installations have to be built according to a strict process. There’s a set way to build up scaffolding. The workmen have to carry out set steps in the right order. It is this process that ensures that they have safe results every time.
Do you find print sales a hard slog? Do you feel that buyers are only interested in the lowest price? Do you feel that there is nothing you can do about this? I have just released The Print Industry Negotiation Handbook. I did a lot of research work for it. And I saw a number of situations where buyers did not choose on the lowest price.
Do your print sales team negotiate as well as they should do? I remember meeting the director of a printing company. He had asked me train his print sales team in negotiation. “Matthew,” he said, “they give way too easily.” The sales team were allowed to negotiate to a certain level. And the director was fed up of seeing prices booked in at the lowest price. The print sales team assured him that they had to negotiate this far to win the jobs. But the director wasn’t so sure. So one day he raised the minimum negotiation level by 5%. …