In this presentation, interlinkONE and Grow Socially CEO John Foley, Jr. shares content for companies in the print industry to help them grow their business.
First, John goes through some of the trends that are changing the worlds of marketing and communications
Then, he provides the blueprint to help printers transform their business into marketing services providers.
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
Printapalooza: Part 1: The Marketing Landscape and Becoming a Marketing Services Provider
1. It’s Time to Grow Your Business
John Foley, Jr.
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
2. Intro: John Foley, Jr.
• Grow Socially, Inc. – Support
Services I love Mar(H)keting!
– Online Marketing/Social Media
– Plan, Manage, Execute and Measure
• interlinkONE – Software (SAAS)
– Enterprise Marketing Management
Software
– Plan, build, manage, execute and
measure all marketing activities
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
3. Keep Your Phone On!
• Feel free to
Tweet, Post, Update, Email, take
notes, photos, and more!
@JohnFoleyJr
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
4. Accolades
• Jetsetter Status on FourSquare
• Ranked #12 as a Top CMO on Twitter in 2012
• 2nd runner up for this year’s B2B Twitterer of the Year
Award for the B2B “Boss Tweet” Personality Category
• One of the 50 most influential people in Sales Lead
Management by Sales Lead Management Association in
2012
• NAPL Soderstrom Society
• MFSA - Luke Kaiser Education Award
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
5. The Book
Strategies, Plans, Case
Studies Campaign Ideas, and
More.
A guide to help you grow
your business!
NewPathToProfit.com
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
6. Today’s Overview
• The Marketing Landscape Today and
Tomorrow
• Transforming Your Business and
Finding Your Place as a Marketing Services
Provider
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
7. Tomorrow’s Overview
• Using Social Media to Grow Your Business
• SEO: Help People Find Your Website
• Mobile: What You Need to Know and Do!
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
8. The Marketing Landscape:
Today and Tomorrow
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
9. Communications Today
• “Kitchen Table
Effect”
• Generational
Differences
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
10. Marketing Used to Be “Easier”!
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
11. Online & Mobile: Disrupters
www.yourwebsite.com
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
12. Inbound Marketing: Game-Changer
Social Media, Websites, SEO!
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
13. Social Media Statistics
850 Million Users on Facebook
250 Million Tweets Sent Per Day
60+ Hours of Video Uploaded
every minute
90 million users in 6 months
18 million users… and it’s addictive!
NOTE: As of April 2012
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
14. Mobile Devices Are Driving Changes
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
15. Smartphone Adoption
50% Smartphone Adoption
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
16. eBooks: As Common as Gerber
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
17. How Are These Changes
Affecting the
Print Industry?
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
18. US Commercial Printing to 2017
Source: Dr. Joe Webb via WhatTheyThink
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
19. State of the Industry: 2020
Source: Dr. Joe Webb via WhatTheyThink
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
20. Enough Charts.
Let’s Talk About
How YOU Can
Grow.
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
21. Transforming Your Business
and Finding Your Place as a
Marketing Services Provider
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
22. What We Will Cover
• What It Means to Diversify
• The Transformation Process
• Case Studies for Inspiration
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
23. Why Consider Transforming?
• Supply and Demand
• Declining Margins
• Communication
game has changed
• Become MORE valuable
• Move from Commodity to
Value-Driven
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
24. WHAT IT MEANS TO
DIVERSIFY
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
25. PSP vs. MSP: The Difference
PSP: Focused on Hardware and selling MSP: Focused on Solutions and selling a
transactions solution that meets customers
marketing needs
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
26. Of course….
• It Takes Time to
Successfully Diversify!
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
27. Assessment
Year 1 Year 2 Year 3
- Basic Mgmt.
Disciplines Additional Fully
- Business Plan MSP Developed
- Capabilities MSP
Print, Mailing, F
ulfillment
28. Delivering Marketing Communication
Business Plan programs,
- Resource Assessment •Marketing Programs
- Business Management •Email
•Webinars
Fulfillment •Training
Print •Kitting •Social
Print
•Digital
Mail
•Small Box •LinkedIn
•Commercial Mail
•Bulk •Literature •Facebook
•Offset
•Presort •Premiums •Twitter
•X,Y,Z
•X,Y,Z •Product •YouTube
Sales Process Redefined
Business
Assessment Business
Transformation
Education
Data Marketing
Fulfillment
Sales Management Communications
Assessment Marketing
Marketing Service Providers
Execution Education
•Seminars
•Classes
•Whitepapers, Articles,
•Webinars
29. Transformation Timeline
Year 1 Year 2 Year 3
Business/Marketing/Sales Process Redefined
Business >>>>>>>>>>>>>>>Transformation
Education
Business Capability additions: Fully Developed
Fundamentals Data Management -Brand
-Plans Multi-Channel Offerings -New marketing
-Positioning Executing integrated offerings
Dabble in some campaigns -Customer recognized
offerings: -Emails, PURLS, VDP, QR partner not vendor
-Purls Codes -New technology and/or
-Emails -Workforce training solution aware
-VDP -Technology to support
- Cross Media -FULL Campaign
Management
30. What’s involved in offering
marketing services?
Let’s take a look…
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
32. Pick Your Audience: Choose your target audience.
Pick A Channel: Choose which channel would be the most effective way to contact your audience.
Repeat: Repeat the
cycle for more effect.
Pick A Media: Choose which media would be the most effective way to contact your audience.
Response Channel: Give your audience a way to respond.
Measure: Marketing
Reports & Dashboards
automatically generated.
Lead Database:
All responses collect in one database.
Real Time, Centralized, Online, Qualified.
Lead Response
Distribution Fulfillment:
Sales
Reports Kitting, Email, Electronic
, VDP, POD, Mail, ect.
33. Sample, Multi-Channel Campaign
Measuring Response Rates
March Seminar
Email SMS / Text Print
Direct Mail
Invitation Email Invitation Text
Invitation
Email vs. Text vs. Print
PURL
Reply Text
PURL
Call Center
Measuring Subject Lines
/ Response Page / Response Page
22% You’re Invited!
- Week Follow-Up -
6% Win a FREE gift!
Reminder Direct 47% Check out our March Seminar
Reminder Email Reminder Text
Mailer
25% Are you interested in attending?
PURL PURL
Reply Text Call Center
/ Response Page / Response Page
34. Marketing Services: Example
• Japanese company, no presence in US
• No prospecting database
• Fully-integrated multi-channel approach
• www.sunchlorellausa.com
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
35. The Approach
Multi-Channel, Media, Response Campaign
• Direct Mail
• Email
• Website
• Social Networks
• Banner Ads
• Magazine Ads
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
37. Boomers (35-55)
Touch points to gather information
The 20 something’s and drive to website or shopping
cart A Seniors (55+)
20-34 Touch points to gather information
Touch points to gather information B and drive to website or shopping
and drive to website or shopping cart
cart
C
Visitors who purchased.
Visitors who left.
E-Commerce
D C B A Web Site A B C D
Drive back to
website or shopping
card through
medias
39. Implementation Steps
• Embrace Integrated Multi Channel Marketing
• Demonstrate you understand customer’s problems…
and can solve them
• Work with marketing, establish that relationship
• Show examples/industry studies of success in
integrated marketing
• Do your research on marketing websites
• Practice what you preach
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
40. Additional Help – Free White Paper!
http://ilink.me/HolyGrail
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
41. What’s Next?
Now that we know what
diversifying looks like…
… how do we actually
transform?
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
42. THE TRANSFORMATION
PROCESS
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
43. Before You Move Forward…
To change,
you must
have a Plan!
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
44. Change in Messaging
• External: Website and
Collateral
• Internal: Mission
Statement
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
45. Change in Sales
• Solutions vs.
Commodities
• Resources, Demos,
Toolkit
• Questions and
Listening
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
Photo Credit
46. Change in Resources
Marketing support!
Database
Management
Website Development
Mobile Applications
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
Photo Credit
47. Change / Increase Self-Promotional Efforts
Bring your offerings to market
Speak volumes of VALUE
Eat your own dog food
Walk the Talk
Practice what you preach
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
48. Create your
Strategy, Busines
s Plan, &
Infrastructure
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
49. The Strategy
• Business Plan
• Marketing Plan
• Sales Plan
• Financial Plan
• Organizational Needs
• Measure
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
50. Crucial Components of a Business Plan
• Executive Summary
• Business Section
• Market Analysis
• Marketing
• Sales
• Financial
• Management
• Human Resources
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
51. Organizational Structure
• Management and
personnel
• Administrative
organization
• Contingency planning
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
52. Risk Management
• What could
prevent you from
reaching your goals
& what are you
going to do
mitigate them?
• Do you have
enough Capital?
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
53. Financial Plan
• The investment budget
• Statistical data (ratios)
• ROI
• Financial projections
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
55. Marketing Calendar
Create Announce on
Send out Post, Link back Announce & Mail -Monthly
flyers to to website on website Newsletter
clients
Comment on Connect with Share event
Keynote Email
event’s article on
Speakers on eNewsletter
page
(Announce)
Share event Tell colleagues Join in on
Announce Expo Event
article on you’re event’s hashtag
booth # with 8AM-6PM
attending
video post
Share speaking Enter new Friend new
Send thank presentation contacts on
Follow-Up contacts in
you cards on
Post Pictures CRM
56. Marketing Resources: Needs
• Plan then EXECUTE
– Secret (You need a resource to
do this! End of Story!)
• Create Content through:
– Writing
– Video
– Audio
– Presentations
• Conversational
• Mobile/Social
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
57. Mobile Opportunities
• QR Codes
• Mobile:
• Websites
• Landing Pages
• Surveys
• Registrations
• Online Profiles
• Resumes
• And more!
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
58. Sales Resources: Needs
• Willingness to embrace change!
• Solution-selling vs. Transactional-based
• Not completely afraid of social media
• But know this… it’s not for everyone
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
59. IT Resources: Needs
• Ability to manage data (Excel, CSV, Access)
• HTML/Web Development Experience
• Basic Understanding of Web Security
• Not Afraid to Communicate with Sales
& Marketing
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
60. Key Steps to Success
• Plan, Plan, Plan Set Expectations
Constantly Review
• Get Marketing Expertise
on your Staff Self-Promote
• Get Close with Customers Measure
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
61. CASE STUDIES FOR
INSPIRATION
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
62. Examples for Inspiration
Company How They Did It
• K/P Corporation • What they Talked About
• Universal / Wilde • Their Positioning
• Westamerica • Solution Selling
• Rescigno's • Re-branding
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
63. K/P Corporation
• 80+ Years of Business
• Has Expanded Across the U.S.
• Extremely focusing on marketing services
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
68. Key Takeaway
“Be prepared to manage the whole
campaign, from end-to-end”
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
69. Universal / Wilde
• $150 million+ in Annual Revenue
• Growing Percentage from Digital Services
• Not a stranger to M & A
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
70. Changed Position, Brand and Messaging
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
72. Success Story
Variable Data
Print/Mail
Personalized 3
Mailings
PURLs & Landing
Pages Allowed for
Auto-Updates
Increased Retention
of 401K customers
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
73. Key Takeaway
“Extensively promote the value-added
benefits that you can offer your
clients”
“Be there from ‘Thought to
Distribution’”
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
74. Westamerica
• Founded in 1970
• Has Focused on Developing Partnerships
• Today: “a single source for personalized
communications and marketing solutions”
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
75. Westamerica: Partnerships
• Digital Printing equipment
– Co-branded with a nearby company
• Direct Marketing firm
– Creative Services
– Pre-packaged solutions
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
77. Key Takeaway
“Establishing partnerships can grow
(and save) your business”
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
78. Let's Learn Together!
NEXT: Rescigno’s Marketing
Connections
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
79. The Problem
• Mailer in the Red Ocean like most
• No new strategic business plan
• Wrong human resources to deliver
• Lack of Marketing & Sales plan
• Brand and message wrong
• Tactical approach in social
• Non engaging or interactive website
• Bought an HP Indigo (and no plan for selling
1to1 plus)
• And the beat goes on …
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
80. Rescigno’s Mailing Solutions
• No consistent branding
• Cluttered homepage
• No blog
• No consistent flow
• Hard to navigate
• Minimal functionality
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
82. The Solution
Rewrite of business plan
Financials – pricing, all resource requirements
Marketing plan
Sales Plan
SWOT
New Brand and Message
Extreme Makeover based on plan
Walk the Talk
Oh yeah! They still service and sell print and
mail!
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
83. Website Change
• Professional
• Showcases Value
• Promotes New Services
• Social Friendly
• Blog & YouTube Integration
• User Friendly
• Easy Navigation
• Form Integration
84. Social Networking Change
LinkedIn
Facebook
Twitter
YouTube
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
85. The Results
“Compared to last year at this same time, we
are up 16% in sales. That 16% increase in YTD
activity is now allowing us to begin to think
about doing more than simply surviving.”
Ron Rescigno
President
Rescigno’s Marketing
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
86. Action Items to Take from Case Studies
Soul Search
Business Plan Review
Marketing/Sales Plan
Find the Right Resources
Self Promotion
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
87. Final Takeaways
and Q & A
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
88. Final Takeaways
• Set
• Plan, Plan, Plan Expectations
• Get Marketing Expertise • Constantly
on Staff Review
• Self
• Get Close with Promote
Customers
• Measure
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
89. The Book
Strategies, Plans, Case
Studies Campaign
Ideas, and More.
A guide to help you
grow your business!
NewPathToProfit.com
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
90. The Book
Printers – Business
Transformation
Mailers, Fulfillment
providers– Business
Transformation
All Businesses –
Untethered
Communications
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
91. Q & A / Contact Me!:
http://ilink.me/JR
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
93. Learn More
► http://interlinkONE.com
► http://GrowSocially.com
► http://QReateAndTrack.com
► http://iFlyMobi.com
It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
94. It’s Time to Grow Your Business
John Foley, Jr.| Grow Socially 2012
Notes de l'éditeur
During this slide, you would talk about the beginning part of your book… where you have stories about how your wife, kids, Dad, etc. react to different medias.
Let’s talk for a second about one of the ways that Marketing and Communications has changed…. Certainly, it’s the web. Whether it’s our corporate website, social media pages, Google… these sites have changed everything we do. The way we search, the way we consume information, the way we communicate, the way we shop.800 Million Users on Facebook250 Million Tweets Sent Per Day36+ Hours of Video Uploaded to YouTube every minute (#2 search engine)50 million users on Google+ in 3 months
Let’s talk bit now about hardware is changing the worlds of marketing and communications…..The iPad… the iPhone… Kindle… Android devices… Windows Phones… and more.
Here’s another thing that will happen. All of the newer generations will grow up using these devices! Reading books and stories on iPads… navigating around a Smartphone….Yes, what do you think they’ll want to use when they get older, and eventually become consumers and business folk?
So.. If we allow this trend to continue.. What will things look like in 2020? The great Dr. Joe Webb helped put this slide together.
Print is not dead!You can diversify by offering Marketing ServicesDon’t avoid what you don’t understand - Learn! Knowledge is PowerRome wasn’t built in a day
The companies with biz models with high percentage of print revenues and high fixed assets are being hit the hardest I think
The biggest thing we can do is not just focus on one channel.Try to find the best ways to use eveything at our disposal. Don’t just get the business of printing the postcard, or sending the email.That one and done approach will not help anyone, you or the marketer.Find ways to develop cycles, solutions. Use cross-media approaches.If someone wants you to do a postcard, then recommend how effective it might be if an email is sent on the day a postcard is sent and that text message is sent thanking them for responding.Make sure people incorporate mulitple response mechanisms on their printed piece. Some might want to call, some might want go on the website, some might want to go on Facebook.
Value based solutionMulti-Channel Marketing CampaignsGoal-Driven with Expectations on ROICross-Media EffortsOne-Stop Shop for ReportingPersonalization, One-To-One
Seminar Printed piece with PURLThey respond to website - event registrationEmail non-responders with link to event registration siteEmail confirmationPrint seminar attendee packetsRegistration list & packets provided to clientPost seminar email evaluation web event formRoute leads to sales repsSeminar ROI reporting
10 times free book
And do me a favor don’t bring your solution provider to market with you. The solutions yes not the Company name. Our servcies offer you a way to reach the right custoemr in the right channel at the right time and drives inquiries to your business. We integrated saving time and money. We help you nurture the sales process with marketing solutions that work. Great response rates in the right response channel etc…
Are you simply adding new services to an existing portfolioof offerings, or are you starting up a new business under adifferent name?• Where will the staffing come from? What percentage ofyour current staff will transition to the new business, andwhat condition does that leave the existing business in froma staffing perspective?• Who will comprise your management team? At the risk ofsounding like a broken record, a marketing professionalshould be part of that core team. But you also need finance,human resources, sales, operations, etc. Will you leveragesome of those resources that are existing in the old businessto serve the new, gaining synergies from sister companies?
Risk reductionExit strategy
Product: This is the physical product or service offered to the customer. It also refers to any services or conveniences that are part of the offering. So while the actual, physical end product may be a printed piece or a cross-media campaign, the ancillary services wrapped around its delivery are equally—if not more—important. This includes consulting, data analysis and many other components we have already discussed.• Price: Pricing decisions need to take into account profit margins and probable competitive responses. Pricing needs to incorporate not just the printing, but the value-added and professional services accompanying the offer. In many cases, pricing these new services on a cost-plus basis is missing the boat because the market value is often higher than cost-plus. Value-based pricing is more appropriate.• Promotion: Promotion decisions are those related to communicating and selling to potential consumers. Promotion decisions involve advertising, public relations, events, seminars, direct mail, email, social media, etc. In other words, marketing your services.• Place: Place simply refers to how you will sell your products to your customers. What you are selling will directly influence your distribution model. Do you have a walk-up retail bricks-and-mortar storefront? What channels are you using? What does your direct sales force look like? What vertical markets are you going after? And how does your Web storefront play into the mix?
There is not a silver bullet – Rome was not built in a dayPlan, Plan, PlanTreat it as if you were starting a new businessCreate a Solid Business PlanGet Marketing Expertise on your StaffTake advantage of existing customer relationshipsExamine trends that are affecting the verticals you serveSet Expectations that the Transformation will happenConstantly review and update marketing strategiesIncrease your self-promotional effortsMeasure
They maintain a presence on social media channels.. .providing helpful content to their audience.
Success Story: Customer RetentionIssue:A leader in investment management was losing 401k revenue when managed 401k plans were terminated and customers opted for roll over into other companies plans.Objective:Retain revenue (after plans are terminated) by reaching out to ex-participants encouraging them to roll over their 401k directly into this customer's IRAs. The solution must be fast paced and able to process hundreds of plan terminations per year.Solution:Universal provided our customer with a web driven Variable Data Print / Mail solution designed specifically to meet the customer's needs. Our solution allows the customer to upload data, and job specific information to Universal's site to be used in personalizing a series of 3 waves of mailings to ex-participants in terminated 401k plans. This automated solution allows our customer to seamlessly pass information to Universal where Universal quickly processes that information for distribution of a series of mailings to market within minutes.Results:The customer has a verified process for reaching out to terminated 401k participants. The personalized mailings have increased retention of their 401k customers significantly
Doug’s wake-up call came on a tour of Napa, California. He says, “In the summer of 2009, I was on a wine tasting tour with my wife and six other couples. All of the others were quite a bit younger. Of course, the discussion turns to ‘what do you do,’ and I said I was a commercial printer. One of the younger folks said, ‘Oh, Doug, I just knew you would be in commercials. You are so funny!’ That was an ‘aha’ moment for me. I realized I needed to find a new way to describe what we do, especially with younger people.”
Grant researched and found three sources for digital output.Interestingly, one was a business two doors down that had three Xerox iGens. The firm had been focused on the real estate market, but when the economy crashed, so did their business. Grant established a joint marketing agreement, including placing a Westamerica Digital sign on the door. He says, “We interviewed top clients, who we assumed have always wanted to see and touch the equipment, about how they felt about our partnering in this way instead of buying the equipment ourselves. Unanimously, they told us that as long as we could meet their demands and they didn’t have to pay more, they were fine with the arrangement. That helped us get the toner-on-paper part of the solution done.”
Here’s one cool way that Westamerica will be promoting themselves… through this Lunch n Learn.Featuring guest speakers on topics that they want their customers and prospects to hear … on marketing, ROI, integration, data, and more… not just printing
Measurement, revising, repeating Develop a Vision and Business PlanDevelop the Organization ChartCreate a Marketing Strategy and PlanCreate Sales Strategy and PlanOperational PlanFinance – pro forma financial statementsEducate Internally and ExternallyConsistently Self-PromoteExecuteMeasure
There is not a silver bullet – Rome was not built in a dayPlan, Plan, PlanTreat it as if you were starting a new businessCreate a Solid Business PlanGet Marketing Expertise on your StaffTake advantage of existing customer relationshipsExamine trends that are affecting the verticals you serveSet Expectations that the Transformation will happenConstantly review and update marketing strategiesIncrease your self-promotional effortsMeasure