“We plan to take advantage of any technology that can help our customers and maintain market share for us.” Craig Dellinger, page 27
“Fortunately, the quick printing segment of our industry has an abundance of good statistical and financial data.” John Stewart, page 42
“As a printing company owner, you don’t have the luxury of exhibition games that don’t count for the record.” Debra Thompson, page 56
“We should be a logical target for Web development tool providers because it’s a natural extension of our business.” Tom Crouser, page 52
QP and Xerox Team Up for Webinar Series
Need to generate more prospects, find the best salespeople, and retain customers? Then you shouldn’t miss the upcoming webcast series sponsored by Xerox and presented by MyPrintResource.com, Quick Printing, Printing News, and Wide-Format Imaging. Presenters for this dynamic series are QP columnist Dave Fellman and Printing News columnist Joe Rickard. Session one, “Prospecting in the 21st Century,” will be held September 21, 2011 at 2:00 p.m. Eastern time. Session two, “Sales Management, Finding and Keeping Good Salespeople,” will take place October 12, at 2:00 p.m. And session three, “The Essentials of Selling the Value of Web 2 Print,” will be presented November 16 at 2:00 p.m. Those who register and attend all three sessions will receive a certificate of completion.
Sales & Costs Climb for Quick Printers
Although more than half (58%) of the quick and small commercial printers surveyed have experienced increased sales during the first quarter of 2011—up at least 10% for a quarter of the group—increases in paper, energy, and employee healthcare costs have wiped out the gains, according to the latest issue of the NAPL Quick and Small Commercial Printers Trends Report.
The report, sponsored by Xerox, found that total costs for those surveyed now average 93.9% of sales, up from 92.9% during the first quarter of 2010, but owner’s compensation fell to 6.1% of sales during the 2011 quarter, down from 9.6% in full year 2010. Individual compensation varied widely, however, between the segment leaders—sales up 16.4% and compensation at 18.2%—and those in the bottom 20%, where sales fell 6.8% and compensation was in negative numbers (-1.3%).
“When we asked quick and small commercial printers about their biggest obstacles to profitability, rising healthcare costs were cited most frequently—by 60.6%—followed by a weak economy and markets for their services and products, and a limited ability to raise their prices,” note report authors Andrew Paparozzi, NAPL senior vice president and chief economist, and Joseph Vincenzino, senior economist.
The report points out a number of steps companies are now taking to improve operational efficiency, detailing strategies and practical tactics that will improve profitability without relying exclusively on increasing sales.
The NAPL Quick and Small Commercial Printers Trends Report is issued quarterly by the NAPL Research Center. It is free to members and $49.95 for non-members.
Pyxis Network Returns to Owners Conference
Following a brief hiatus, NAPL has announced that it will re-launch the Pyxis Network with a meeting to be held immediately prior to the opening of the Owners Conference at the Doubletree Hotel Magnificent Mile in Chicago. The Pyxis Network has a long history of providing highly interactive facilitated learning opportunities, and serves as a venue for sharing best practices for print company owners with annual sales of more than $2 million. Mitch Evans, a partner in Mitch Evans Consulting and lead organizer and facilitator for this year’s event, said that the revival of the Pyxis meeting is “the result of requests from the members who found it to be a vital source for information sharing and growing their businesses.” The meeting is open to all NAPL members with more than $2 million in sales. The $150 registration fee includes all sessions, materials, and lunch.