Printing Companies -What does a printer sell ___________________________________

Printing Companies -What does a printer sell? ___________________________________ -Who do they sell to (target groups)? ___________________________________ -What factors would they care about when deciding which printer to choose? ___________________________________ n Call Opening Questions: n Will you accept any size job from business cards to 4 -color booklets? Do you accept commercial accounts? Do you provide pick-up and delivery service? Overall, how would you rate you turnaround time? If a specific date is agreed upon with the client, do you guarantee the job will be completed on time? Do you offer a satisfaction guarantee? Do you offer advice and help with design, graphics, and layout ideas? Do you provide binding, stitching, collating, perforation, die-cutting services, etc. ? Do you provide “logo” design services? Do you design posters and banners? Do you also work with residential clients for services such as wedding invitations, or flyers? Do you provide PDF proofs via email? Do you have any testimonials or references? n n n Notes: ______________________________________________________________________________________________ ___________ n n. Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

Printing Companies Needs Analysis Questions: What are your most profitable/desirable types of jobs? (possible headline) _________________________________________ n What % of your jobs do these represent? What % would you like it to be? _______________________________________ n What other types of jobs do you handle? Would you like more of any of these type of jobs? (screen printing, advertising specialties, computerized labels, etc. headings) n _________________________________________________ How many employees do you have? How many jobs are they doing in a day/week ( avg)? _______________________________________ n How many more jobs (on average) could they handle in a day/week? (capacity) _________________________________________ n I know there is probably a pretty wide range, but what is the average worth for one job? (ROI) _________________________________________ n WHY is your printing company the best choice for someone? (subheadline) _________________________________________ n Has your employees gone through any type of apprenticeship or training? _________________________________________ n How far would you be willing to go for a job? (other directories/reach) _________________________________________ n What other ways do you try to promote your printing company now? (continuity of ad messages) _________________________________________ n What is the main theme of your other advertising? Do you have any copies of ads I could look at? ______________________ n Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions