Who do you want to work with?

I recently had an interesting email reply from a Manager at a very large potential Client. Sales over $2 Billion annually.  I was referred to this Manager (in charge of print - marketing), who has been there for many years.  The referral came from a Management contact I had there internally. 

Being referred from within a potential client is a great way to establish trust.  My value proposition was to reduce their print - packaging cost's by 15% or more.  In general, most of the time we can provide this level of savings. Our website takes a minute to view how we do this. I doubt this Manager read or understood our site before he shot me back an email.  Reviewing a web site goes a long way.  I did my homework on-line and did thorough research before contacting them.

The Managers reply was "I can't help but wonder how you can do that without any knowledge of what we spend currently.  I assume you believe we don't know how to purchase aggressively...and you do.  If we become convinced that we have built a billion dollar+ business in spite of ourselves we will contact you."

Whew.  I thought about the underlying attitude here and wanted to remain positive.  I'm sure that this companies own sales team and Management also provide their customers a % range of savings.

I responded by thanking him, mentioning that Geico and Allstate also offer a 15% or more savings.  Plus I stated that we have the experience in this area and can back it up - if we get an opportunity to get up to bat.

His reply was:  "thanks for setting me straight on this, we will try and manage without you."  Ouch.

So, the title of this Blog is "who do you want to work with?"  Is this the type of person we really want to work with?  What's the next step?  Move on or rethink our strategy since he is the decision maker?

What are your thoughts? 

Erich D. Moor
Moor Printing Services, Inc.     sourcing & project management
http://www.printingrep.com

http://twitter.com/erichmoor

What is the ROI?

Sales drives business. So, what ROI will you get for mailing a Catalog or Direct Mail piece? What ROI on listening and engaging in Social Media? What about the ROI on hiring a new Sales Associate?

The answer depends on your short and long terms goals while being able to measure the results. Do you have this set up? If yes, then proceed and stick to your plan. If no, why not do it? Sales has to be #1 on the list when it comes to SMB owners and large firms. Cost savings is very important but sales provides the forward drive confirming company goals. Capturing a healthy ROI should get everyone excited! That is what we all need to build confidence and momentum.

Achieving ROI is required in order to continue spending on any category of Sales. It takes the core product or service of the company right to the bottom line by reaffirming that the demand is there. It confirms the company's value.

Get excited and evaluate your ROI.

http://www.twitter.com/erichmoor

Moor Printing Services, Inc.

http://www.printedmaterials.com

Sourcing & Project Management: Print, Packaging, Promotional Products & Fulfillment services.
Chicago 847.680.6360
Erich@Printingrep.com

Why all the buzz?

There is a general leaning toward using the latest buzz words when a business trend "selects" certain action verbage to act as it's new language tool.

These frequently repeated words sound new and yet familiar because of recent use by thought leaders. It provides a way to express something important. It's sort of like using a clever device that opens and locks things as you need. Executives can buzz around offering solutions for problems that are challenging the market place and listeners buy in to it. Why? It's got buzz.

Most of us do use buzz words. I use them on and off. I got tired of some because of hearing the same phrases way too may times. It's hard to distance yourself from it because it's really the lingo of the masses and they surround us like fly's (I can't resist...fly's do tend to buzz naturally, right?) Our intent in using power words are to inform and perform for our Clients.

Rather than just saying buzz words, we should understand what they mean for each Client. For instance, what does your "compelling value proposition" mean specifically to ABC company?

Does it mean to them what it means to you?

Erich D. Moor

http://www.twitter.com/erichmoor

Moor Printing Services, Inc.

http://www.printedmaterials.com

Sourcing & Project Management: Print, Packaging, Promotional Products & Fulfillment services.
Chicago 847.680.6360
Erich@Printingrep.com

What's your style?

There is a clear distinction between purpose and style in business. So, why should we understand the value of style? There are many drab folks out there and displaying style with substance improves relationships thus getting peoples attention.

Purpose is the WHAT.

Style is the HOW.

I'm always interested in the simple, clear mission of an interesting business. The purpose of an innovative company was usually created to directly address real problems that require it's unique services. This is the what.

How they go about delivering results with a distinct style requires direction from the leadership. This means that the company brand and all associate's travel the same runway. Speaking the language that the client understands. Growing the business by developing a real dialogue with these clients. Getting feedback and forming services to align with their needs. Then using your unique style in a way that fits their real requirements. This is the how.

Existing clients know and trust you. How can you develop new business relationships?

Prospective clients are difficult to get feedback from if you are reaching out to them, since they don't know you. You need to establish trust and they must in turn like your style.

A good insightful question to ask an objective long time associate (who will not fear your wrath) is this: "How do I come across (my style)?" Is my business style earning clients trust and creating mutual value?"

Be yourself, yes. But do it with style please.

Erich D. Moor

http://twitter.com/Erich_D_Moor

Moor Printing Services, Inc.

http://www.printedmaterials.com

Sourcing & Project Management: Print, Packaging, Promotional Products & Fulfillment services.
Chicago 847.680.6360
Erich@Printingrep.com

Good logo, good wine?

When I see a wine label with a really cool logo, I sometimes think it must be a good bottle of wine. Good logo - good vino.

However that's just my first impression. It's not necessarily accurate about how much I will enjoy the wine. Almost any red zin to me is very good. However, another type of red wine would almost certainly be less to my liking.

In the same way, what people perceive of us in person or over the phone is very important. But our real value to others must be proven. Referrals are powerful. But just because a person is referred to us and appears solid, does not mean that the "taste" or experience of working with them (Client or Supplier) will be rewarding.

It's like looking at the unique wine bottle logo on the label. What's it taste like?

Like wine tasting, you can test what a Supplier (or Client) is like by starting small. Don't buy the bottle till you try a glass. Test out a project or two. Be honest and open in communicating with each other. Understanding people and wine requires us to look beyond the logo.

Erich

Erich D. Moor http://twitter.com/Erich_D_Moor

Moor Printing Services, Inc. http://www.printedmaterials.com

Sourcing & Project Management: Print, Packaging, Promotional Products & Fulfillment services.
Chicago 847.680.6360
Erich@Printingrep.com

Are you tracking response on-line for your Direct Mail?

Let's start out by stating something positive in an increasingly downbeat "print is dead, dude" mindset. Yes, I want to focus on the good things happening now in the direct mail world.

There are SaaS (software as a service) apps for personalized, integrated mailings and co-mailing postage options for catalog marketer's out there. What are the intended results for your direct mail? What metrics will determine success or failure? Stick with these 2 key questions and you get real...real fast.

The USPS is closing hundreds of post offices. 28 Billion (yep, billion) pieces of mail is the short fall for 2009. Whoa, wait a minute...why continue or grow our mailings? The answer my friend is blowing in the winds of change (I do so enjoy using old song lyrics, sorry). Less mail, more upside opportunity for your Direct Mail to stand out!

We are very excited about our efficient, economical URL personalization tool for direct mail. Why not Personalize and drive new revenue? Tracking Response on-line in real time is a sure way to really understand your Customers.

Please scroll down on our home page at http://www.printedmaterials.com and just click the pURL logo next to the YouTube video. I would appreciate any feedback from you.

Erich

Erich D. Moor http://twitter.com/Erich_D_Moor

Moor Printing Services, Inc. http://www.printedmaterials.com

Sourcing & Project Management: Print, Promotional Products & Fulfillment services

Wanna share? Why not?

Most times, Customers and Suppliers freely share key business information when it clearly provides mutual value, right?  

Take it a step further and even Competitors can do this if guidelines are agreed to initially.  Discovering and understanding the "unknown's" are the areas in business that can make or break a relationship.  

Too often, the busy daily challenges that faces Management on the Customer and Supplier side's are at odds with the time it takes to share key business info.  This sharing time (ironically) could reduce Management's day to day burdens by facilitating better communications and thus improved productivity - earnings.  

So, why not ask your Suppliers or Customers what primary challenges face them in the 3rd or 4th Quarter's?  Get specific.  Experiences and results that are relevant to their challenges can go a long way in further establishing Trust and in reciprocating key biz info to everyones value.  

Who knows, you may reduce cost's or drive new revenue by asking: wanna share?

Are you hard wired or wireless and connected?

We are hard wired or taught by our individual life experiences (and from our early work year’s in our 20-30’s). We gain knowledge and apply it.

This provides a challenge in an age of constant change. What must we do? Be very active in learning, adapting, strategizing and understanding what is truly important. Implementing bold new ways of delivering business results to increase revenue or reduce spend requires unique talent. People are key.

However, a bad recession, lack of credit, rising stress levels and anxiety contribute to poor business results (I am professor obvious, I know). But alas, we live in a time of highly talented people. Intuitive technology that integrates via social media, crowd sourcing innovation’s, data mining and endless web 2.0 tools. The creative Entrepreneurs utilizing open source on the interwebs and what not (especially the what not) are breaking new ground via automated processes. They are acquiring Customers who seek lower prices and efficient services on the web.

So, what does this have to do with how we are hard wired? Executing is dependent on how we are wired and how we adapt to accomplish our objectives.

Hard Wired is Applied Knowledge - doing what you know with your companies team.

Wireless & Connected is taking your Applied Knowledge to the next level. This is performed by Collaborating with objective, outside Consultants who assist in Categories where they can provide positive Revenue impact.

If each person and division hit’s their mutually agreed goals on time in connection with specific company goals, then this is as good as a company can get. Earnings that Stakeholders agree to must happen or changes should come about - soon. Of course since a poor credit market and recession linger, this is increasingly difficult to maintain.

No one knows the future, but Management is the future when they visualize in relation to the companies goals. Following thru, every day. A basketball player will practice throwing 100 free throw shots and “see” the ball go in the hoop. This type of visualizing is important in business and must have the documented processes behind it for all to follow. We are also wired on how we do things and yet we have so many choices to make.

Choosing wisely means being wirelessly connected to outside, objective pro’s that you can measure for cost savings and/or increasing revenue. They can assist your people or manage some business areas that are outside your core competence. Every company buys and sells. However, why not look at the expense / sales data? Mining deep into your Procurement, Marketing or Sales areas may provide opportunities for spend reduction or revenue growth that only a Consultant firm can deliver. Also, having an inside seasoned executive with buying and selling experience provides the Client a way to gauge the Consultant’s work.

To fully understand each Client’s challenges is by discerning (or seeing “underneath the hood“) what results are really expected. This should be very clear and agreed to early on.

Everyone has wiring, but how well are we connected?

Erich D. Moor http://twitter.com/Erich_D_Moor

Moor Printing Services, Inc. http://www.printedmaterials.com

Sourcing & Project Management: Print, Promotional Products & Fulfillment services

Charlie Festa is the Community Leader who manages all things interesting at Threadless.

Recently, I met up with Charlie in my old neighborhood (I was born and raised in Chicago's northside Ravenswood area). He begins to explain the real stories of independent artists and their experiences of connecting with Threadless.

The creative community Threadless built is based on being one of the first successful user generated or crowdsourcing business models.

Inc. Magazine and the Harvard Business Reveiw published stories on Threadless last Summer. As I walked into their offices, I notice 2 ping pong tables (nice ones, sturdy).  I know right away that I will like these folks (uh, yes I play)!

Charlie shows me a wall design that was a gift from Black Rock Collective, an international group of artists who thrive via collaboration. BRC shares ideas in an environment that is rich and varied with lotsa styles. Many BRC members initially met because of shared interest in Threadless. In Feb. BRC presented their first show in Chicago - www.blackrockcollective.com

When you get on the Threadless site, some Fridays Charlie has got the Vimeo video thing goin'  to wish everyone a luxurious weekend and to put a big smile on your face. He holds up a Tee and explains it's a "Type" Tee.  This Tee says "Actually, Medicine is the best Medicine". My favorite is "Festa-Dome" (it's all about der uber Charlie Festa talkin' Tee's).

"Goin' green in '09" is what "Chat-Tee Charlie" is talking about on this particular Friday on Vimeo. He and his team know how to mix it up with Social Media like Twitter (as of March 18^th 118,000+ Twitter followers!)  The Social Equity that Threadless has built and engaged is a unique business success.

Check it out and join these creative artist’s.  Charlie keeps it real and always, always interesting by understanding what the community wants at www.threadless.com

Erich D. Moor    http://twitter.com/Erich_D_Moor

Moor Printing Services, Inc.   http://www.printedmaterials.com 

So, what's your game plan for 2009? I don't wanna sound like Professor Obvious, but a rough uncertain business climate is upon us all at light speed. Kinda like a hockey puck being rifled at your head. Ya gotta move in the right direction or you get whacked! We have to proceed with urgency and maintain the right goals in order to keep momentum.

What real value can an outside Consultant firm provide to your bottom line revenue? Is your company profiting from an outside objective viewpoint?

At MPS we provide complete advisory services for a companies Marketing, Print and Promotional projects (www.printingrep.com). But what Marketing ROI and Cost Savings does Management realistically require?

By taking a custom solutions approach to the next level, we boost our value to Customers in a big way. For example by knowing the purpose, amount and flow of Print Materials and Marketing related services. This enables MPS to dig deeper in how a new custom process can be measured to save even more time and money. There is always room for testing new ideas when cost savings and increasing revenue can be compared to what is the current strategy.

It usually starts with 2 people (buyer and consultant) communicating on what challenges need to be addressed. So, which Consultant is working hard at providing your Solutions? Is it wasted time to spare 30 minutes each week and have a dialogue or is it best to do nothing? I never enjoy going to the Dentist for teeth cleaning. But when I leave, I have that minty fresh feeling and remember why it's so important.

Are you tuned in?

When you ask Customers what they think about specific challenges they face, what happens?

They express themselves! This is mucho good. They want to relate their viewpoint and be understood. A Customer is providing key information and their feelings about an opportunity. An insightful Consultant/Supplier can then understand and develop a custom solution for this Customer. It also means listening and filling in the gaps of what's not being said in light of the issue at hand.

Some people within a company really like new ideas but don't have consensus from everyone in Management to implement them. However, others will engage the decision makers first to agree on ideas/solutions and then choose which Consultant provides the best options. This approach is clearly the way to go.

What is really important to Management?

Strategy, Execution and great Results based on accurate data. How can this not be important? Only when Managers and key people don't listen to an outside perspective that provides relevant solutions. Of course, Customers must have a few or more options and metrics in order to make choices.

In preparation for a very tough economy in 2009 means forward thinking Managers always are listening closely. Staying focused on their Mission while comparing which ideas should be tested and executed. This is a cooperative effort between Customers and outside Suppliers / Consultants. So, why not tune in today? Management should always be asking: "who is listening?"

Erich D. Moor
Chief Dot Connector, President
MPS, Inc.
Chicago 847.680.6360
erich@printingrep.com

Dec. 20, 2008

How can new thought strategies generate real revenue growth in 2009?

“It is not necessary to change. Survival is not mandatory.”

W. Edwards Deming, famed Business Consultant, Educator 1900-1993

If you are a Marketer or SMB Owner, this article should make you strategize in a new way. Please answer the below and rate yourself and your team from 1 - 10. 1 being a 1970's style marketer and 10 being marketing innovators at light speed. Here we go:

1) How are you capturing more new revenue in ‘09?

Answer: _____________________________________

2) What new thought strategies and tools are generating this new revenue growth?

Answer: _______________________________

3) Are you forecasting and tracking how these strategies deliver revenues each quarter?

Answer:________________________________

Be honest and grade yourself. We all think of ourselves as innovative and out of the corrugated box thinkers, right? However, does the day to day work and actual revenues highlight that you are really doing this? What NEW thought strategies are you and your team doing? It’s good if you are actually doing this and documenting your process. Deming stated: “If you can’t describe what you are doing as a process, you don’t know what you’re doing.”

Are documented processes and execution delivering above average results? Is your current marketing process focused on working harder by doing alot of the same things you did in ‘08 or ‘07?

C’mon, think about it. If most of what you are doing is the same strategy, you have then automatically renewed your membership at the N7CMA (The National 1970’s Corporate Mindset Association).

Assigning someone who is objective for a brief weekly overview in evaluating how your strategies are working is wise. They can report the status of new strategic processes and track quarterly forecasts versus actual sales/inquiry results. How can '09 and '10 deliver new revenue without new thought leadership, new strategies? Of course, some will work, some will fail. Learn quick, change when needed and stick to the new ones that have promise for growth.

NEW THOUGHT STRATEGIES

+ FOCUSED EXECUTION = NEW REVENUE

Staying true to your Mission, focused on your core business is crucial. So is being willing to think and strategize differently. In the 1960’s, many people thought that smoking did not contribute to lung cancer. Advertising was very strong in this market. Many people really believed it was harmless. Now, we all know the facts about smoking. It's reality. So, does Management know the facts about Marketing's actual ROI? How are measurable Cost - Time Savings being achieved?

In a few years from now, will Management think: “why did we not adopt new (thought) strategies relevant to our Customer's and their markets?” Of course, every organization wants to get the biggest bang for the buck and not stupid in wasting resources. Especially not just for the sake of looking like galactic marketers in innovation hyperspace. Within a reasonable period of time, Results must follow!

So the question is: how important is it for Management to implement new strategies and track it’s execution relative to your mission statement? There must be an up to speed understanding in each Clients vertical market of their respective changing business dynamics. This is a challenge.

Listening to new, innovative firms with real experience about recent marketing strategies that work is worth your time. It's an economical way to hear what’s new, versus listening to the same old tune from some current suppliers. Just like hearing new music that moves ya - you know it when ya hear it. Hey, I liked the '80’s but I gotsta, gotsta listen to new stuff!

Erich D. Moor
President, Chief Dot Connector
Moor Printing Services, Inc. We are about collaborative Internet - Print Marketing that delivers high ROI. We provide Measurable Cost Saving Solutions for ALL types of Print & Promotional Products via our talented team, methodology and new technologies.

Chicago 847.680.6360
erich@printingrep.com