Benefits of a diversified customer base in printing

30 04 2010

Sometimes a small printing company gets lucky. They land a big contract that promises to increase their business by one-third or more.

Here are some situations they have to deal with:

  • They have to hire more help and do it almost immediately, which means training costs. If the new customer sells out to another company or quits the contract for some other reason, they will have to let these people go, a painful process that also makes unemployment insurance costs skyrocket.
  • The lucky print company may spend so much time on the new account that other customers get less-satisfactory service and, as a result, take their business elsewhere.
  • The print company becomes so involved with the new customer that it fails to keep its advertising program up to date. It isn’t attracting the type of customer that was the mainstream of their business before.
  • At Yale School of Management, Professor Constance Bagley says that when you get a big new account, “You can’t stop being scrappy. You have to constantly be thinking that things can change dramatically in 60 to 90 days.”

Quoted in INC., Bagley says big companies are constantly looking for value. You have to figure out your immediate needs and address them. Keep the information flowing, especially information about their costs and their competitors. Talk with the R&D department and the new customer’s leader.

If you do well on this contract, you can use the experience to attract new clients of the same kind.

Joe Kern  is Vice President of  Marketing/Customer Service at PagePath Technologies. PagePath was founded in 1983 and is headquartered in Plano, Illinois. PagePath’s MyOrderDesk is an eCommerce solution that combines, Web-to-Print, automated proofing, pricing, reordering and more. It seamlessly integrates into a printing organization’s existing website or can be used as a standalone site. MyOrderDesk is known throughout the printing industry as the leader in Web-to-Print software.


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Categories : General Business, General Information, Printing

Always view email as suspect

27 04 2010

If you’ve been an email user for any period of time, you’ll have received your share of spam. Most are easy to identify, but some may have struck you as odd or a mistake. For example, on more than one occasion I’ve received notices from various banks telling me I had to update some information. Now I’ve gotten many emails from my bank, but the problem here is that I was never a customer of any of these banks that claimed they needed an update from me.

This type of email isn’t technically spam, but is known as a “phishing” attack. It’s purpose is to trick customers of those banks into providing their login details. They do this by designing the email to look like it’s from the bank but instead of the link in the email taking them to the bank, it takes them to a website designed to look just like their bank. The difference is when the customer tries to login they’ll most likely be presented with an error message telling them to try again later but in fact their user name and password will have been forwarded to the scammer running the fake site.

There are a number of software packages that purport to block these attacks, and while they can help they shouldn’t be relied on for truly sensitive information. Whenever I receive a email tied to an account with sensitive information (bank, broker, credit card, insurance, etc.) I skip clicking on any links within the email and instead manually navigate my browser to their home page in order to login.

This is just one example of a “phishing” attack. If you’d like to learn more about it, check out this Wikipedia article.

William Jens is a Software Developer at PagePath Technologies. PagePath was founded in 1983 and is headquartered in Plano, Illinois. PagePath’s MyOrderDesk is an eCommerce solution that combines, Web-to-Print, automated proofing, pricing, reordering and more. It seamlessly integrates into a printing organization’s existing website or can be used as a standalone site. MyOrderDesk is known throughout the printing industry as the leader in Web-to-Print software.


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Categories : General Business, General Information

Every business should have an employee handbook: How to make one

15 04 2010

Some experts say the employee handbook should be a good-news tool. It will help you attract qualified people and keep those you already have.

While some categories, such as paid holidays, are specific, the book’s forward should emphasize that it contains general guidelines. When writing it, advisors at INC. magazine recommend saying “we may” in the book, rather than “we will.”

Avoid making the book sound like a contract and be sure to mention in the preface that policies can be changed at your discretion.

Relationships with employees are governed by many laws. They apply to businesses with one employee or more.

  • Harassment and discrimination. State that you are an equal opportunity employer in every way. State that you will not tolerate harassment or discrimination. Outline steps an employee can take to report a violation, such as reporting it to two people. Tell how you respond to discrimination or harassment, and emphasize that the employee who makes the claim will not face retaliation.
  • Workweek and hours. Generally tell the days and hours of the workweek and rules for breaks and meals. State which employees are paid for overtime. Tell the difference between an hourly worker and a salaried worker who is not paid for overtime.
  • Safety. If workers operate in the printing plant, a safety policy should be given that is commensurate with state and federal regulations. Check with the Department of Labor in your state.
  • Attendance, tardiness, dress code, use of the telephone and more. Don’t address minor areas, but focus on your actual needs. Avoid reminding people of the punishment they face for each infraction. Have one category at the end of the book that details discipline.
  • Paid time off. Rather than having separate sick days and vacation policies, some businesses offer “paid time off,” which can be used at the employee’s discretion. Unused days can be paid at the end of the year.
  • Benefits. Some are specified by state and federal law, such as time off for jury duty and military service. Check the rules.
  • Voluntary benefits. More good news. Tell about any health insurance plan, retirement accounts, and other benefits you offer.
  • Each employee should sign a statement saying they have received the employee handbook.

Joe Kern  is the Marketing and Customer Care Manager at PagePath Technologies. PagePath was founded in 1983 and is headquartered in Plano, Illinois. PagePath’s MyOrderDesk is an eCommerce solution that combines, Web-to-Print, automated proofing, pricing, reordering and more. It seamlessly integrates into a printing organization’s existing website or can be used as a standalone site. MyOrderDesk is known throughout the printing industry as the leader in Web-to-Print software.


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Categories : General Business, Printing

New ideas motivate employees, alleviate stress

8 04 2010

After dealing with months of layoffs, pay cuts and worries, employees are stressed out and in need of … something … from you.

As you keep the bottom line from slipping into the red, there are steps you can take that will improve morale, relieve stress and not cost anything.

Consider these moves made by various bosses quoted in INC and The Wall Street Journal. One or more could position you to move forward as business improves.

  • Upgrade job titles even if you can’t pay more or can only make a token increase in pay. Several of your workers could be called “manager” or “director” of some facet of your print shop.

    It’s especially appreciated by people who were out of the workforce for a time before you hired them. They can visualize the title showing up on future resumes. They will, however, probably want to stay with your company, where they already have an important job.

  • Let people work from home wherever possible. This is a stretch for your shop personnel, but office staff and desktop people can effectively do this with the right tools. They will appreciate setting their own hours, be they day or night. Working remotely gives them the autonomy that many people like. It makes them feel like entrepreneurs.
  • Create a bonus plan in lieu of pay raises. It could be tied to the amount of revenue they generate for the company.
  • Hold weekly meetings where they can talk about their jobs. Let them make suggestions and voice complaints about issues you may not be aware of but that you could deal with. One boss met with employees individually. The more he listened, the better they felt.

    Let them be part of the solution, how to increase business and cut costs.

  • Make a road map to company progress and share it with your people. Present a detailed plan you will execute over the next few months and in the coming year. Reinforce the company’s vision.

As one boss says, when people are focused on surviving, they forget that the end goal is thriving.

Always be frank about current circumstances, but demonstrate a positive view of the future. You know it’s coming even if you don’t know just when that thriving future will arrive.

Joe Kern  is the Marketing and Customer Care Manager at PagePath Technologies. PagePath was founded in 1983 and is headquartered in Plano, Illinois. PagePath’s MyOrderDesk is an eCommerce solution that combines, Web-to-Print, automated proofing, pricing, reordering and more. It seamlessly integrates into a printing organization’s existing website or can be used as a standalone site. MyOrderDesk is known throughout the printing industry as the leader in Web-to-Print software.


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Categories : General Business


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