Thursday, April 5, 2012
PRINT BUYERS: A Strategy for Getting What You Need!
Thursday, July 22, 2010
BEST PRACTICES IN DEALING WITH & PRE-QUALIFYING PRINT SUPPLIERS
If you take a little time to formulate your plan and you look at the situation as an opportunity, you will be amazed at the benefits. Because this IS an opportunity. An opportunity to expand your network, your resources and maybe even your communication horizons. All without having to commit to any of the print providers who are seeking your attention. For the most part, they are reaching out to find new contacts to try to jump start their portfolios, maybe due to the dip from the economy, maybe because of a seasonal dip or maybe because they are just trying to strengthen their customer base. Whatever the reason, if you have a plan that lays out, in a direct and honest way, your print situation, expectations, current landscape & needs, then you are halfway home.
FORMULATING THE PLAN
Pre-qualifying points:
You will need to formulate a plan that includes bullet points on company led initiatives, your current print environment & supplier situation as your first line to pre-qualify or disqualify potential suppliers.
- Company Led Initiatives include guidelines around hiring new suppliers such as diversity initiatives, volume discount policies or the need to use union printers for example. Suppliers that don't meet these stipulations or restrictions, can not be pre-qualified as a potential vendor (under the current landscape.)
- Current Print Environment includes type of print you outsource, number of projects you typically outsource, volume trends (increase/decrease) and print trends (i.e. toward digital print, web, email, etc). A supplier that doesn't meet your current/future needs and expectations in regards to their capabilities, can not pass the pre-qualification filter.
- Supplier Situation includes whether suppliers are in the middle of a contract, when the contracts are due to end and likelihood of rebidding, current supplier coverage, alignment or gaps for each type of work you outsource, as well as supplier trends (recent increase/decrease in supplier base). A supplier that doesn't meet your current/future needs and expectations in regards to their capabilities, can not pass the pre-qualification filter.
You can use these areas as a filter to help you "pre-qualify" vendors right up front, especially if you initially concentrate on company initiatives or restrictions. For example, at my last company, I was mandated to use Union Printers for all member collateral. Secondarily, there was a push to engage women and minority owned businesses for other work, whenever we needed to add a new supplier. Using these two initiatives as a filter made it easy to pre-qualify suppliers even before I knew what equipment they had on their floor. They appreciated the honesty and we both appreciated the time that was saved on both our ends.
For the printers that meet any of your company initiative filters, you can then turn to the current print environment and supplier situation to further pre-qualify the supplier and/or communicate whether there is any current opportunity available to them. Using this battle plan, you can quickly identify suppliers that may fill any gaps that you may have, identify mirror capabilities you already have covered by other suppliers or you can easily disqualify the supplier based on the company's current initiatives or print and vendor alignment situations.
Sales reps, wait, let me qualify this, most all sales reps will respect an honest approach, even if it means the door is currently not open to them with your company. They'll likely appreciate it more than leading them on and ultimately wasting their time calling on you when you have no intention on bringing them into the fold at that time because of company initiatives or your current print & supplier climate and scenario.
Pre-Qualified, what next?
If you happen to have a need for a supplier and they meet your pre-qualification filters, then great! You are ready for the next step that includes site visits, pricing and expectation discussions, etc as well as to bring other areas of your company into the fold as needed, such as Procurement, Finance, marketing, etc.
But what happens if a supplier meets your pre-qualification filters but you just don't have room for them? Well, be honest and tell them where they stack up against your guidelines and where they stand in regards to the current situation and scope. Likewise, be honest and direct in communicating the prospect (or not) of bringing in new suppliers in the near future. Think of it as a relationship, because that is what it ultimately is. It's better to be honest than to get their hopes up by stringing them along and ultimately wasting everyone's time and thus, diminishing your credibility. And have an open mind and keep the big picture in mind...NEVER SAY NEVER!
Never say Never!
Another key part of your plan is to never say never. What I mean by this is to never just abruptly close the door on a prospective supplier, whether they met your pre-qualification guidelines or not. It is one thing to not need their services today because of initiatives or current print and supplier scenarios, but what happens if you suddenly lose a supplier, get a complex new project handed to you or need a specialty supplier that requires a new supplier and you don't remember the salesman or company that called on you last year that could fill this need for you??? A great practice is to ALWAYS ask the sales rep to send you a package in the mail that includes 2 of their business cards, samples of work, equipment and capabilities list. When it arrives, find some time to take a few minutes to flip through it. Save one of the card in your rolodex, then file the package away so you can access it if and when you ever need it again. Make sure you allot space in a file drawer or storage area to keep these packages, because they are worth their weight in gold when you can ride in to save the day by having such resources at your fingertips! And it is also a good practice to tell the sales rep that you will keep their info on file and if anything changes in the future (with initiatives and situations), you will consider their services at that time.
A very valuable benefit of this practice is that you will also have a rolodex full of potential contacts, aka your network! You never know what the future holds...whether it's a sudden need for a new supplier or whether your need to network for a friend or for yourself; you never know when your network may come in handy. Believe me, it is gratifying when you get a call from someone who had called you 2 years previous and you flip to their business card and ask if they are still at ABC company or when they left ABC company. They'll be appreciative that you even remembered a 2 minute call from 2 years ago. Again, don't underestimate your network and contacts, especially in the seemingly small graphic arts world!
Pushy? Be firm and be fair!
Occasionally you will get a pushy rep who demands to meet with you or who demands to go higher in the chain of command. You need to be firm and you need to be fair. You need to communicate that your time and your team's time is very valuable, as is the sales reps and that if any of the parameters change, you will gladly consider taking a closer look at the services he is offering, (as professionally as possible). I have even communicated to the really really pushy rep, that out of fairness, I would honestly need to make time to meet with every (otherwise) pre-qualified vendor if I broke rank and agreed to meet with him/her and there just isn't enough time in a day or week to do so. You are being fair to you, your team, your company and the sales rep. If you have a semi-open mind then you are not passing up the deal of the century, so stick to your guns and politely, but firmly address the request.
TO SUMMARIZE:
- Make sure you take the time to have a pre-qualification plan in place to deal with potential suppliers.
- Have a subsequent communication plan in place that is honest, firm and fair that lets the supplier know where they stand against your guidelines, the prospects of doing business with you today and what steps you would take if/when the situation changes and a need arises for their services.
- Never close the door completely, ALWAYS ask for the supplier to send you a package that includes 2 business cards, samples and an equipment/capabilities list and close by letting the supplier know that you will keep the info on file in order to contact them if the situation changes and their services are warranted.
- File one business card in your rolodex for easy retrieval and to boost your contact network
- File the supplier's marketing package away for easy retrieval should the need arise
- Be honest, firm and fair and you will build a healthy and respectful persona for yourself along with a potentially strong network of contacts
I believe that you will build a solid and respectful reputation in the industry using this strategy, even from those who you never do business with. I have had some of the most interesting and educational conversations with supplier sales reps that I have never done business with, largely because of the mutual respect level that has been forged over the years. To wit, I recently received an unsolicited recommendation for a job that I interviewed for from someone that I never personally met, but I had dealings with on a peripheral level when their company called on me a number of years ago. A company I did not do business with, in fact. One couldn't ask for a better compliment than that!
Wednesday, March 17, 2010
MULTI CHANNEL PUBLISHING SPECIALIST, THE NEW PRINT BUYER
Due to the dramatic down turn in the economy over the last couple of years along with the emergence and adoption of electronic medias, like email, mobile, social networking, podcasting and web self-service, the traditional print buyer role, and print industry in general, is undergoing a dramatic metamorphosis. Since there is a growing, vast array of newer communication channels, with no defined roles or job titles associated with deployment, the role of the traditional print buyer has transitioned to include the understanding and deploying of all of the communication channels.
To date (2010) the terminology has yet to catch up with the industry, though the transformation of such terms as "publishing" (from meaning the printing of books & literature to meaning the deployment of communications (i.e. publish to the web), has helped to spark the transformation of a universally accepted terminology that reflects the new communication technologies, processes and the industry, in general. To wit, W2P used to be known solely as Web-to-Print but is now widely accepted to mean Web-to-Publish, as one example.
Graphic arts and print associations, such as Print Buyers International, are in the process of rebranding in an effort to move this transformation forward, to reflect the new generation of roles and responsibilities of the traditional print production specialist or buyer. Similarly, I positioned myself as the "Multi Channel Publishing Manager" at my last company, to reflect the role and responsibilities that my staff was undertaking over the last 3+ years.
Though the "Print Buyer" is assuming these new roles and responsibilities across the U.S., there is a strong likelihood that the "print buyer" terminology may soon become obsolete, once the communications industry adopts more relevant terminology that appropriately reflects the duties of today's Print Buyer!
My suggestion to Print Buyers??? Make sure you have learned the nuances of the emerging channels, just as well as you have mastered the nuances of print, then start branding yourself as a "Multi Channel Publishing" specialist! It's time to align the diverse skills and expertise of today's Print Buyer/Multi Channel Publishing guru, with an appropriately reflective title to help move the transformation along even even further...
Wednesday, January 6, 2010
WILL PRINT SURVIVE?
We are in an exciting era, given the explosion of communication technology, the likes that man has never witnessed, that seems to change the game nearly every day. Whether it's new G4 mobile technology & endless stream of apps, Automated Marketing Tools, Cloud Computing or exciting cutting edge game changers like Pranav Mistry's "Sixth Sense" that could render desktop computing obsolete as we know it, the landscape is perpetually changing. Print still plays a large part of the mix and will continue to do so, quite likely in different and possibly unique ways, compared to the past.
Traditional print will remain prominent in packaging, signage, business cards, etc., but many other areas such as marketing, advertising, direct mail, etc., will continue to evolve. For example, direct marketing mailings have evolved from mass mailings, to a hybrid of targeted communications via print and electronic delivery, reducing the print volume while reducing costs & increasing marketing impact. Though reduced, print is still part of today's mix.
Another example of how print is evolving, is the use of relevant printed communication to drive an electronic interaction, i.e. drive a consumer to a relevant website or email destination, that begins a 2-way dialogue and can be measured for future relevancy. And further, the same tact can be used to "tickle" additional information. Rather than mail a printed, multi-page brochure that is getting more expensive to mail, a marketer may instead print and mail a piece that includes the most impactful highlights or benefits, with a focus on driving the consumer to a particular website should they want/need the detailed information. This communication cycle might also include the option for the consumer to order or print out the material, should they want a printed version, but either way, it reduces the volume & overall yearly costs for the actual brochure, while still getting the access to that information into the consumer's hands. Again, a different way print is being leveraged in today's electronic communication revolution.
It is impossible to predict what evolved role(s) Print will have in the world, 5 or 10 years from now, due to the continued emergence of exciting new communication channels. So, it is not a question of whether Print will survive, but a question of how Print will evolve within the marketing mix.
I will finish this blog article just as I started, with a very relevant quote from Mark Twain, which happens to be on the subject of Print, "The printer's art, which is the noblest and most puissant of all arts, and destined in the ages to come to promote the others and preserve them."
~ Mark Twain
Monday, August 10, 2009
WHAT'S IN A NAME? THE PRINT BUYER'S DILEMMA
by Jim Derochea - Marketing Communications, Solutions, Multi Channel Guru
Tuesday, July 28, 2009
COFFEE, TEA or MILK? DO YOU KNOW YOUR CUSTOMER'S PREFERENCES?
by Jim Derochea - Marketing Communications, Solutions, Multi Channel Guru
Monday, July 27, 2009
INTEGRATED W2P 2.0, WHERE WERE YOU WHEN WE NEEDED YOU???
Tuesday, July 14, 2009
IS W2P ALREADY BECOMING OUTDATED?
by Jim Derochea - Marketing Communications, Solutions, Multi Channel Guru
Well, the term “Web-to-Print” (W2P) certainly seems to be outdated, though the technology is here to stay, in one form or another. It is a similar dilemma that “Print Buyers” and related fields and associations have been faced with over the last several years. Attempts to re-brand themselves with a more apropos moniker over the last several years to better reflect the inclusion of multiple communication channels have not proven fruitful…yet. In fact, I know of many “Print Buyers” who, despite having re-invented themselves as gurus of Multi Channel deployment, have been displaced during economic downsizing in large part because of the stigma attached to the word “Print” in their job title and the need for these companies to seek less expensive forms of communicating. Ironic! But that’s a story for another day.
As for W2P, I have been referring to the acronym, W2P as WEB-TO-PUBLISH, the last several years, just as I have referred to VDP as VARIABLE DATA PUBLISHING, rather than Variable Data Printing. I believe that the term, “publishing” has evolved and has been accepted in the industry, to now encompass most types of deployment, including deploying email, posting to web as well as print.
Of course, there are still many otherwise knowledgeable communication specialists and leaders out there who get confused when someone suggests W2P as a solution to provide their constituents with access to digital content/information because they still think of W2P and VDP as “Print” solutions only.
So, its up to all of us to spread the word, because WEB-TO-PUBLISH tools are only going to become more prevalent in this economic climate of fiscal awareness, along with the current pressure for companies to “Go Green!”
Jim Derochea
Friday, July 10, 2009
RELEVANT COMMUNICATIONS: ROADBLOCKS TO UNIVERSAL ADOPTION
by Jim Derochea - Marketing Communications, Solutions, Multi Channel Guru
I was recently asked, “why hasn't highly relevant communications become more prevalent in the marketplace?” There is no single answer, but, instead, intertwined obstacles that have stymied universal adoption. However, help may be on the way...
In my opinion, there are two main roadblocks to mainstreamed adoption of highly relevant communications. One of the biggest factors is still overall cost or perceived cost to produce highly relevant communications compared to traditional communications, particularly given the economic state that we have been in over the last several years.
The other factor is the shortage of skilled VDP (Variable Data Publishing) Marketing Specialists who truly understand that true relevancy usually needs to be transparent to the receiver, otherwise, it tends to come of as gimmicky, intrusive or even uninteresting and irrelevant. This shortage of talent also comes into play as a factor in cost, because companies either have to pay to secure this expertise through a 3rd party or they must be able to justify the cost to hire their own full-time expert, while creating enough demand to justify their position. Ultimately, cost seems to be the overriding factor, with the talent/expertise issue being a main component of overall cost, but at the same time, is an important issue unto itself. Understanding these two roadblocks and dealing with them separately is not always easy, but companies need to address and conquer both of these issues, in order to begin to transform their communications into more impactful, highly relevant conversations with their constituents, across multiple channels.
- COST FACTORS & MYTHS:
The cost to buy, mine and manage data, even the company's own data, is one cost factor, especially for companies that have not invested in strong, integrated enterprise data technology solutions. Besides those obvious costs surrounding data, there are other significant pieces of the puzzle that affect the costs per communication that are paramount to successful personalization. One of these major pieces of the puzzle revolve around the depth & quality and the subsequent analysis of that data to determine what data elements to use & how to use them for the best "impact" with their constituents. As previously noted, a company has to either pay for a third party (agency?) to do this for them or hire highly competent associate(s) to accomplish this. It may be cost prohibitive for a company to hire a staff for this function, if the company does not plan to continuously pump out relevant communications. I feel that, to be effective, companies need to commit to making relevant communications a part of their communication fabric. If done correctly, it should be neither cost prohibitive or labor intensive. Au contraire, if done correctly, it should reap a high ROI and should create efficiencies across the board.
The "perceived" cost per piece for printed personalized communications is also a factor, especially in cases where Marketing Directors and/or Finance Directors don't understand the overall potential effectiveness (ROI) of such campaigns versus traditional static print. This may also be true when they don't have first-hand experience with actual campaigns and campaign results or don't believe that "relevance" will make a difference to their constituents. To this point, I witnessed several Marketing Directors and VP's several years ago at a highly respected personalization conference, discussing how they weren't using personalization because the cost per piece was too high and they couldn't sell it to their Finance Leaders. They did not know how to accurately communicate the costs/ROI benefits of targeted, relevant communications versus a one-size-fits-all mass communications model and therefore had little chance of getting buy-in from their Finance Leaders. I believe the needle has moved slightly since then, through education and cultural acceptance, but there still is much work to be done.
On the upside, I do think that the trend towards electronic communications such as email and the internet, has taken a slight chunk out of the cost issue, since it is theoretically less expensive to send a personalized E-Communication via email or a personal web portal, than to send a personalized printed communication. This has opened the door for many Marketers to adopt relevancy in their E-Communications, though the economy has still likely caused many companies to hesitate in adopting such practices.
- TALENT:
Based on industry researchers and based on my experiences and research, it seems that there is not enough consistent, in-depth analytics of data being applied to relevant communications in the marketplace. This could be due to a shortage of the analytic gurus who understand how to effectively use data to hit the communication mark by eliciting specific "emotional connections & actions" from consumers through effective relevancy and messaging. It could also be because many companies still don't fully understand this concept of effective, transparent relevancy and opt for gimmicky interchangeable imagery and personal content or may just be that this concept is still so very new and companies are trying to learn as they go.
We all have seen numerous cases of personalized communications over the last several years. Some really bad, some eye-catching & some even relevant. But the best communications are usually the ones we may not immediately identify as a personalized communications. The content and message is based on personal preferences and other personal data, but is not obvious or intrusive. Several years ago, I attended a VDP workshop, where the instructor gave an exquisite example of such a campaign. I have changed the concept details slightly and left out some detailed information, as to not infringe on the company copyrights or to come off as an advertisement for them.
- EXAMPLE: Effective & transparent use of relevancy
The instructor's son was all excited and came to his father to ask him to sign him up for a particular roadside service. Wondering what got his son all excited, the instructor asked his son why the sudden urgency and excitement to sign up for such a service. The son reached into his back pocket and pulled out a postcard he had received in the mail from this roadside service company. At first glance, it looked benign, with the only apparent personal information being in the form of the standard name & address in the mailing area. The son excitedly began to tell his father about the service. "It says," the son started, "Have you ever broken down and had to have your vehicle towed? Dad, I was just towed, like 2 weeks ago!" The son went on reading the postcard, "Even if you only were towed 15 or 20 miles, it could cost you up to $100 for towing service." The son then explained how he got towed to a repair station, 18 miles from where he broke down and it cost him $90 in towing fees. The ad went on to highlight how he would never have to pay for towing again, if he was a member of their roadside service. The son exclaimed, "If only I received this a couple of weeks ago and became a member, I wouldn't have had to use my meal money for school to pay for the tow!"
Being somewhat of a VDP guru, the instructor suspiciously took the postcard and after a few phone calls, determined that this was NOT a coincidence that his son got this postcard, but it was actually a very transparent, yet effective use of personal data that had been recently collected. He found out that this particular roadside service company had partnered with numerous towing companies in a specific region of their state. They asked the participating tow companies to collect and send them the basic information of any non-members on a weekly basis, that they had to tow, along with date of tow, miles towed and total cost of the tow. To the casual recipient, it appeared to be a timely coincidence that they received this postcard fresh off the nightmare of being towed, when in fact it was a succinct, effective and transparent use of relevant data. It also highlighted that you don’t necessarily need a ton of data, just the right data that is relevant to your message and the action you are trying to influence from your constituents.
- CONCLUSION: Help is on the way…
So, how will we get there? How will we get to the point where the use of use of relevancy in communications is commonplace? I believe that there is a perfect storm brewing for enabling technology and solution providers to flourish as we move out from under the dark economic cloud. As companies regain their footing and regain their confidence in the economy, they will be looking to make investments in technology that will empower them to create & deliver more impactful, relevant messages while streamlining their communication processes and allowing them, as marketers, to be much more efficient and agile.
There are already many such enabling technology solutions out there offered by companies like InterlinkOne, Neolane, CGX, PPI Solutions, Unica, TFC and Aprimo to name a few. These companies offer robust Multi Channel Marketing Suites or Enterprise Marketing Management Suites that include all of the marketing tools needed to easily develop, deploy and measure relevant communications and campaigns across all channels, including incorporating variability to any communication. Most of these companies offer solutions that integrate a Digital Asset Library, Rules Engine, Marketing Mart Database and Reporting Analytics to help companies produce & manage all Communications and Campaigns (Campaign Management) that can be deployed across Multiple Channels. Creating once, using often, across any channel while having the ability to report and analyze the effectiveness of communications so that the data can then be used to influence future communications. Imagine doing what you do today, communication-wise, but with the ability to do it more efficiently and with much more impact, speed and relevance. Once adopted, Marketers will quickly realize how simple, yet powerful, these technology solutions are and how cost effectively they can produce, track & analyze robust communications and campaigns.
The time is right, it’s the perfect storm, for companies to partner with or adopt these enabling technology solutions as the economy begins to recover. Then, we will begin to see a wave of innovative, highly relevant communications, that will soon become more and more prevalent in the communication world.
Jim Derochea