IPMA 2010: A Hot Time in New Mexico
He encouraged managers to expand within their base; make sure existing customers know about all of your services, he said. The six words you don't want to hear are "I didn't know you did that," he said—and if you do hear them, he added, ask yourself whose fault that is.
Also make sure you know all of their services. Go to their Web site. Are they launching new products or services? Present them with ideas of ways you can help. In-plants should differentiate themselves not by price or service, but by their resourcefulness and creativity. Remember, Farquharson said, your competition sells print; you should sell ideas.
Bob has served as editor of In-plant Impressions since October of 1994. Prior to that he served for three years as managing editor of Printing Impressions, a commercial printing publication. Mr. Neubauer is very active in the U.S. in-plant industry. He attends all the major in-plant conferences and has visited more than 180 in-plant operations around the world. He has given presentations to numerous in-plant groups in the U.S., Canada and Australia, including the Association of College and University Printers and the In-plant Printing and Mailing Association. He also coordinates the annual In-Print contest, co-sponsored by IPMA and In-plant Impressions.
