When looking for process, product, and profit improvements for your PSA tapes and labels, consider going back to the drawing board.Read more
Music City plays host to converters attending the Flexographic Technical Assn.'s annual conference and exhibition.Read more
Folding carton and corrugated converters will find equipment displays and educational opportunities in die-cutting, foil stamping, embossing, and more.Read more
How well do you understand the relationship between your films and your corona treater?Read more
News | New Products
The FA-4 and the FB-3 flexo presses reportedly performed impressively at the event run by Esagraf, Nilpeter’s rep in Spain
The 2015 International Conference on Web Handling at Oklahoma State University has a broad agenda for engineers and scientists
The INTAREMA 1714 TVEplus is Jadcore’s second EREMA system, and the company reports production scheduling and efficacy have improved
Bangkok is the locale for the 5th edition of the Packaging and Printing Exhibition for Asia, which will co-locate with T-PLAS 2015
NTG, with a history of promoting digital printing in Italy, will distribute SPGPrints’ DSI digital label press
VpCI-126 EM UV film provides high-tech corrosion protection from aggressive environments and UV exposure
With a number of co-located events and educational features, the show promises many offerings for those involved in processing and packaging
Directories | Reports
PFFC brings you exclusive White Papers from our online sponsors.
Visit Kelly on Static from Static control expert Dr. Kelly Robinson, president of Electrostatic Answers; Kelly has 27+ years of experience in problem-solving and consulting.
Visit Tim's Web Lines to handle and wind your paper, film, foil, and similar products. Take advantage of Tim’s 25+ years just like over 100 converters have.
Visit Mark's Coating Matters from fluid coating expert Mark D. Miller; Process improvement and project management for precision roll-to-roll coating applications.
Visit Marketing Mojo for dynamic marketing insights from Stephanie Millman that inspire new ideas on how to stay on top of your customer’s mind.
Visit Yo’s Yarns to share the thoughts, impressions, experiences, and news that impact the converting industry. . . or anything else that happens to be on her mind!
Visit Tom's Poly Ploys, where Tom will be writing on various topics that the typical polymer processor would encounter on the job.
- July 17, 2013
Do you remember the definition of insanity? Doing the same thing over and over again expecting different results. Well, consider how much the internet, smart technologies and social media has changed the way customers receive information and connect with vendors and other customers and then think about how little our sales philosophy has changed. Perhaps an overhaul of sales incentives and structure might bring some sanity into the picture?
Traditionally, customers received product and brand information through various communication methods (print, mail, etc.) and then contacted the company to have a field or frontline salesperson work with them throughout the sales cycle. Often there is an inside sales support or customer service person to assist with the quote, place the order and help fulfill the delivery of the product/service.
Yet in considering how significant of a change the Internet and smartphone technology has made on the customer’s end of the sales process, can you say that your sales approach has evolved much to map to that change? Customers now have online access to specifications, reviews and even video (for both your products and your competitors) at their fingertips. They no longer need sales people to “sell” to them, but rather connect with them and remove obstacles to help them “buy”.
Most companies have done very little to evolve their sales structure or incentive programs and yet the game has changed significantly. There needs to be an overhaul of the process with a new mindset that makes your customer feel connected to many individuals within your organization and empower your entire team to move the customer along in the sales cycle. An obvious start to this change is to implement an integrated contact management system and to open communications between departments.
To keep tossing out leads and hammering on sales people to continue to grow sales without providing them an army of helpers would be a little crazy. Bring sanity to the picture and take a look at “Best Practices” for organizations similar to yours that are seeing success in their sales approach and start implementing changes that make sense.