Printers who let their hostility get the best of them are fools,

because printers who are likely to survive this recession and move successfully forward must find ways to reinvent their relationships with Print Brokers. Brokers hold the key to doubling or tripling your business without creating additional expense. The problem is that most printers don’t know what to do with print brokers. They aren’t part of the sales team and they aren’t customers either. What are they? Any attempt to pigeon hole them into either role will end in failure and frustration.

The first thing to do is embrace brokers and stop kicking them in the teeth.  I know this may not make sense to you. Some of you are going to accuse me of overreacting, after all your company doesn’t mistreat brokers — right? Some will say I’m whining, and some won’t consider the issue of print brokers at all. There are a lot of misguided printers who staunchly refuse to work with brokers. That might have been okay in the past, but it won’t serve you well in the future. You can’t afford to turn your back on sources of instant new business.

Haven’t you noticed how tough times are? Printing, particularly offset printing, has been besieged on all sides. I’m sure I don’t have to tell you how the pigheaded, self-serving banking industry has hurt all of us. Have you tried to get a loan lately? Nor do I have to explain about the impact of digital printing, foreign competition, and the Internet. You already know about these things. You are experiencing unprecedented cash flow problems and shrinking markets. Even your best customers have cut back with no real promise that they will ever be at former levels again.

I hear moaning from the Industry that good sales representatives are hard to find and that your sales people keep pressing for ever lower prices to make them competitive. You get upset and believe that they aren’t really trying. A really good sales rep can sell even under the most adverse circumstances — right? If you truly believe that why don’t you put on your salesman’s hat and find out for yourself? Maybe you did. Maybe you took a day, or a week, and went into the field. Maybe you proved to yourself that it isn’t so bad, but let me tell you, selling in this economy is like fighting an uphill battle day-after-day-after-day. It can wear down even the heartiest rep. Your sales team, is running on fumes, and another sales meeting, another motivational talk, and another seminar isn’t going to dramatically change anything.

What can you do? I would like you to take a moment, if you will, and consider re-vitalizing your sales efforts with the help of Print Brokers. Why Print Brokers, because they are FREE! Printers don’t have to house them, pay salaries, benefits, or reimbursements. That should be incentive enough. FREE, FREE, FREE — what’s better than that?

The problem is that most printers I’ve talked to either barely tolerate brokers, or despise them. Why? I think there are five main reasons for this:

1. Print Brokers own their own customer list. The printer doesn’t. Suppose a house sales rep brings in an account, since they were working on the company dime the customer technically belongs to the company. This isn’t true with brokers. In fact if you go after the broker’s customer it can lead to a nasty fight.
2. Print Brokers are legally a middle man. Printers fume if the broker can’t pay them because the customer didn’t pay the bill. On the other hand, how can you hold the broker responsible when they don’t receive the product? You don’t punish your in-house sales team like this. You must find a compromise. How difficult can it be to secure your interests in transactions without leaning on the party who is least likely to have the means to pay you? Think about it.
3. Print Brokers can take the print jobs to someone else if they want. Usually they move things around to save money, time, or be more convenient, but they don’t even have to have a reason, they can just do it.
4. Print Brokers are employed by their customers — not the printer. In the event of a disagreement the printer has little leverage over the broker. The broker knows which side his bread is buttered on  and is most likely to defend the customer’s point of view over the printer’s.
5. Print Brokers are not constrained by territories. Printers often feel threatened by brokers because they see their own customers as potentially vulnerable to the broker. Sales reps especially are very protective and guard, as they should, from any possible threat.

In my next post I will give printers some ideas that will allow them to work around the conflicts and make better broker relationships which will benefit both printer and print broker.

I was half-watching Stephen Colbert on television yesterday. It was his final show for this year. He spoke about the recession and at the top of his list of suffering industries was printing. Boing–he got my attention. Finally, the world has started to recognize how badly damaged we have been. In a way that is ironic, because printing created the Union and is the backbone of  history. And yet, when filling out a form or survey and the question is asked, “What industry are you in?” you won’t find printing. It’s like we no longer exist. I sometimes feel like Mr. Cellophane from the Broadway show Chicago. Hey world, printing is an industry. We do exist.

Printing, Publishing, and Observations

A friend called the other day. This is the same friend who introduced me to blogging almost a year ago. He said that my blog posts aren’t like other blogs. He finally figured out the difference, he says that I’m not writing traditional blogs, I’m more of a columnist.

Sometimes it is about the observations.

I’ve thought about it and believe he is on to something. My posts tend to be longer than what other bloggers do. I tackle subjects outside of my “stated purpose.” Maybe that is true, and perhaps the search engines get confused when they send out their crawly spider things, and they go back and report that my printing and publishing blog includes the economy, big business, and social injustice. It makes it hard to nail me down.

“Government of the people, by the people, and for the people.”

The last honest president?

I can’t help it. Maybe it is my maturity–I am sliding into senior citizenship quicker than I want to admit. After a certain age, you start realizing what you knew before, but only philosophically. You have seen enough, and experienced enough, to know that life isn’t fair. In my case, I truly know that life isn’t fair, but I haven’t given in. I still believe that it isn’t too late. I believe that if people gather in large enough numbers they can make the government listen. Is that naive? I suppose so, because millions of citizens contacted their representatives and the White House begging them to withhold TARP funds from ailing banks. Those millions had zero impact. For those financial institutions, the recession is over, and they can double their executive compensations, but for the rest of the country the recession they created continues. Mortgage foreclosures are still happening at an incredible rate. Is this “Government of the people, by the people, and for the people?” –Abraham Lincoln

We want it, but the government denies us.

We are still in the throes of health care reform. In survey after survey, the American public proved we overwhelmingly  support  the public option. The percentages range from 61% to 77%. The public option is a no-brainer. We want it. Why then do our representatives continue to insist that the public option is dead?

Do you smell the stink of sellout?

Let’s think about it–the citizens want it, congress doesn’t. Where is the disconnect? It stinks of sellout. Someone owns the congress lock stock and barrel, and it isn’t the citizenry–is it? I’m willing to bet everything I own that the final health care reform bill will do more to benefit the health insurance companies than the people. It’s just like the prescription drug plan. The government said it was for the old folks and it is, a little bit anyway, but the real winners were the pharmaceutical companies. It has made it possible for Senior citizens to pay the high drug prices with public money. How do the drug companies benefit? People who couldn’t pay for their medicines before, are now able to. They hit the jackpot and the pharmaceutical executives are smiling all the way to the bank with their bonus money, perks, and lavish lifestyles, while the rest of us are destined to pay more taxes. What, you don’t think you pay more taxes, you do, it is just deferred. It is called the national debt. Someday the piper will come calling, and then we’ll find out what deficit spending has really cost us.

The lucky ones are those who are gone before the collapse.

Like I said, I’m sliding rapidly into senior citizenship, and maybe, just maybe I won’t be around to witness the final collapse because of all this selfishness, greed, and foolishness.

80% living on 20% leftover’s

Déjà vu?

I learned just this year that the CIA (Central Intelligence Agency) publishes a report (link) on the Internet about the United States. I was reviewing the section on the economy that was updated on August 13, 2009. In the middle of the report is this statement, “Since 1975, practically all the gains in household income have gone to the top 20% of households.” Furthermore, “The onrush of technology largely explains the gradual development of a ‘two-tier labor market’ in which those at the bottom lack the education, and the professional/technical skills of those at the top and more and more, fail to get comparable pay raises, health insurance coverage, and other benefits.”

No middle class–no small business

For 34 years the American middle class has been steadily shrinking. Where will we be when the middle class is gone? Will we be safer, healthier, or wealthier? When you think about it, small business, the backbone of the American economy is in serious danger. As the split widens between the haves and the have nots, who will buy the products and services of small business? It won’t be the big corporations, that’s for sure. What will this country be like when the splitting stops and 20% of the population control 80% of the wealth, and 80% have to live on what’s left?

Americans slipping slowly down the drain

The CIA report also says, “Long-term problems include inadequate investment in economic infrastructure, rapidly rising medical and pension costs of an aging population, sizable trade a budget deficits, and stagnation of family income in the lower economic groups.”

Printers probably the first to go

Why do I bring this up? My career has been spent in the printing business. Most printing firms in the United States are small businesses. When the middle class is gone, and small business owners disappear, what will happen to printing? The answer is obvious.

How can government help turn the tide?

• Educational Needs. Provide educational opportunities to all citizens who want it. A college education shouldn’t create a lifetime burden of student loans. Free education would benefit us all.
• Health Care. Make sure all citizens have access to good health care. We have the most expensive health care in the world and some of the most unhealthy citizens. One reason is because care is delayed until the need is critical.
• Ban Lobbyists. Cut access of  corporate lobbyists and make sure they have only the same access to lawmakers as any other citizen. Our survival as a nation depends on fairness for all. Special interests cannot be allowed to rule. When special interests rule, the public loses.
• Regulate Compensation Packages. Create an Executive compensation commission to review and regulate public corporations. Companies who are vital to the national interest and deemed too big to fail have to be subjected to intense scrutiny. Just as the SEC requires annual reports, compensation must be examined and regulated if necessary, to protect our common interest.
• Recover Pension Funds. Create a collection mechanism to recover money from executives of corporations who raided or otherwise harmed vested pension programs. It is unconscionable that an employee be left penniless after working a lifetime for benefits, while the upper echelon retires comfortably.
• Banking Transparency. Make sure publicly held corporate executives cannot secrete their fortunes in secret accounts. Transparency in banking is necessary only for those who have the power to wreak havoc on the economy and cause recessions.

I know, some of these suggestions will strike some as being un-American. Maybe you are right, but when any sector has the power to harm the whole, it has to be considered a public threat. The demise of the middle class is a public threat and must be treated as such.