Discover the secrets of The Winning Sales Call from part one of Sean McArdle's The Art & Science of Printing Sales. Learn the ingredients of finding the customers you want. This first book from the series is packed full of simple, practical, and easy-to-use skills, together with winning techniques and strategies employed by the "Million Dollar Plus Club."Contact ten times as many prospects and make them customers in half the time.Create "Top-of-the-Mind-Association" in the marketplace for your company.Write and utilize a "Unique Selling Proposition" so that you stand out in a crowd.Develop and perfect your own "30 Second Commercial."Acquire and exploit today's most profitable databases for prospecting.Employ these tools together in an easy-to-use, methodical, daily prospecting program.

Customer Creation

Sean McArdle

NAPL

Examines proprietary and do it yourself workflow technologies as well as workflow standards (including JDF), briefly discusses PDF and traditional Postscript workflows and offers roadmaps for several production scenarios. Includes: Common terminology for applying and analyzing workflows - Advantages of PDF vs. traditional PostScript workflow - Software and hardware options for every step of the workflow, from page layout and design to proofing and final output - Advantages and disadvantages of both proprietary and "do-it-yourself" systems - Evolving workflow standards, including JDF, CIP4, PDF/X - Internet-enabled aspects of digital workflows, including emerging technologies for remote and soft proofing, file transfer, and technical support.

Print Production Workflow: A Practical Guide

Chuck Gehman

Defines the emerging Cross-Media Publishing market and makes a compelling case for early market entry by print services providers and prepress operators, providing the tools and guidance necessary to understand the Cross-Media Publishing market.

Cross-Media Cookbook: A Strategy Primer

Kevin Ruttan

Details for designers how to best plan a design for maximum finishing output. Explains design considerations for cutting, folding, stitching, embossing, foil stamping and mailing and how to select the best binding option for maximum finishing output.

Designer's Postpress Companion

Malcolm Keif

If one book is going to be required reading for all print company management, Strategic Positioning is it. Jeff Allen's fresh perspective on the current and future state of the printing and publishing industry thoroughly examines how technology has impacted the position that printers hold in the business communications value chain. Identifying the core issue facing commercial printers today -- that traditional print is now only one of many communications vehicles from which customers can choose to articulate their messages, both inside and outside of their organizations -- Strategic Positioning helps printers understand and make the essential shift from traditional lines of business into technology and services businesses. Revisiting four classic themes from some of the most recognized and respected business leaders, Strategic Positioning offers real-word guidance about successfully making this transition and explains how to avoid the mistakes that so many printers make as they begin to invest in these new opportunities, while providing a blueprint for reestablishing your company as trusted and value-added partners. A must-read for printing company executives who want to successfully define a new path to a profitable future, Strategic Positioning brings into focus the tools and methods that have been used by leading companies to navigate the turbulence of technological disruption, unseen competitors, and shifting value propositions in the thriving information economy.

Strategic Positioning: Making the Transition to a Technology-Based Print Business

Jeff Allen

Database Marketing Survival Guide: Mining Data for Dollars

Unknown, Author

Theoretically, marketing is simple: Convince people that you can provide your customer with what he wants, when he wants it, where he wants it, at a price he is willing to pay -- and at a profit to you. But while many companies understand the theory, they often fail at execution. In this new, updated edition of Hands-on Marketing for the Printer, Lyman Henderson draws on over 50 years of experience as President and Honorary Chairman of Davis + Henderson, Ltd., his family-owned printing communications firm, to define and show how you can apply the concepts of marketing to your business to create a more rewarding, diverse, and profitable organization. Providing useful, real-world information, Henderson offers everything you need not only to understand what marketing is and why it is important to your existence in today's competitive landscape, but how to organize for marketing that will improve your results now. Hands-On Marketing for the Printer will take you from where you are to where you want to be -- in terms of your customers, competitors, growth, and profits.

Hands-On Marketing for the Printer

Lyman Henderson

Hiring and managing employees has always been one of the greatest challenges facing business owners. Hiring & Managing for the 21st Century Print Shop is a human-resources guide, written exclusively for printers, to meet the unique needs of the industry as it shifts from ink-on-paper to a greater focus on providing service to the customer. This is the human resource manual for the printing business owner or manager who wants practical, proven solutions for finding, hiring, and managing the people who make their business work. Learn the secrets and approaches used by printing industry leaders to identify, hire, and keep the best possible people, from sales reps, CSRs, and managers to prepress, pressroom, bindery, and support staff. Hiring and Managing for the 21st Century Print Shop includes: Advice from seasoned print shop owners, derived from their experiences dealing with hiring, compensation, training, and other issues specific to the printing industry; Exercises designed to help you evaluate your own company's attitudes and needs for human resource management; A comprehensive list of general and job-specific interview questions that will help you make educated and informed hiring decisions; Ready-to-use forms that facilitate human resource management, from gathering applicant information to reporting daily activity to reviewing employee progress; New in the Second Edition! An extensive list of resources that will help printers find, hire, and manage human resources, including industry events and seminars, Internet job boards and professional search firms, legal resources, trade publications, and trade associations.

Hiring & Managing for the 21st Century Print Shop

Jill Cohen Walker Noel Ward

Ink technology has moved so quickly in the last 10 years that many of the traditional references haven't kept pace. Although there are many variables that can affect color, this book focuses on those that relate to ink chemistry and its role in achieving the best color reproduction. Printers and press operators do not need to know everything there is to know about ink; they do, however, need to understand how the wide variety of chemistry, press, substrate, and environmental factors affect their ability to achieve the color they and their customers are seeking. 
Written from the perspective of today's experts in the formulation and manufacture of commercial inks, Ink & Color uses non-technical terms to explain how the interaction of ink, substrates, and press chemistry determine color reproduction on press. Topics covered include:
The individual components of ink, such as additives and different pigment gamuts; The impact of various press characteristics; The impact of press consumables, such as blankets and plates; The impact of the vast diversity of substrates; The impact of coating chemistries; The use of hi-fi inks such as Hexachrome and Opaltone; Color measuring and monitoring equipment such as 
densitometers, colorimeters, and spectrophotometers; Subjective characteristics that affect color perception. 
Whether used as an introduction for new press employees, a refresher for current press operators, or an overall shop reference tool, Ink & Color is the ideal resource for the printer who wants to better understand the process of reproducing perfect color on press.

Ink & Color: A Practical Guide for Printers

Heidi Tolliver-Nigro

In A Year of Selling Profitably, print sales guru Harris DeWese shows how two-hour weekly in-house sales meetings can effectively and inexpensively motivate and recharge printing industry sales staffs from 1 to 100+. Everything that's needed to moderate a full year of energetic, educational sales meetings that will instill confidence and competence in your staff is right here! Each month, there are four weekly agendas that provide step-by-step instruction on key sales concepts such as selling persuasively; developing a marketing communications program; and getting past the gatekeepers.Follow the topics month by month for a comprehensive, year-long program: Month 1: Prospecting New Business; Month 2: Building a Prospect Database; Month 3: Listening EffectivelyMonth 4: Canvassing Techniques; Month 5: Profit-Building Sales Plans; Month 6: Effective Sales Presentations; Month 7: Persuasion TechniquesMonth 8: Taking on Technology; Month 9: Marketing for Salespeople; Month 10: Winning Sales Letters; Month 11: Overcoming Price Resistance; Month 12: Closing the Deal

A Year of Selling Profitably (revised edition)

Harris M. DeWese

Business & Money

See the best price to sell, buy or rent books by the NAPL publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by NAPL