Sales & Profits are the lifeblood of any company. It doesn’t matter how good your product or service is… If you can’t sell it for a profit, you can’t survive.
Nick Devine, The Global Expert On Sales… Profit… And Cashflow Strategies For Printers, Teaches What It Takes To Sell Print
For A Profit In This Market
Nick Devine knows your audience is desperate to find new sales and new customers. They want strategies that differentiate their business from the competition so they are not just fighting it out on price. They want quality customers who value what they do and are willing to pay for it. They want to be able to show their salespeople how to sell without constantly discounting.
Printers are worried right now. 85% of printers are experiencing flat or declining sales. They are fearful of the impact a declining print market will have on their business. They are worried about continual downward pressure on pricing. And they are frustrated with the impact the recession has had on their business.
Nick’s presentation/s will move and inspire your audience with practical things they can do that cause sales to increase.
The 4 Customers Models
Why most printers are stuck on Models 1 & 2 and the long-term impact this has on sales and profits. Why Model 3 is a false god and what to do about it. And how to get to Customer Model 4 where you no longer worry about the competition and you finally become a value-added partner for your clients.
Print 2.0
If the original print sales model was all about great printed products and quality service, Print 2.0 is all about customers. This is what Nick refers to as ‘Customer Centric’ selling. It’s radically different to the way print is traditionally sold and produces radically different results. If printers want to move away from the commodity world of ‘Quote & Hope’ selling, they will eventually have to embrace Print 2.0.
Breakthrough To Profits
Talk to most printers in today’s market and you’ll hear some of the following: “No matter what I say, most customers end up buying on price. Prospects don’t want to see sales people… we can’t even get them to return a phone call. Customers aren’t interested in the value I bring, they only want cheap print. You have to discount the price to win new business. How can I grow my printing company… when the market for print is shrinking?”
Breakthrough To Profits will give printers practical answers to these issues. Your audience will be able to return to their office after your conference with actions they can take that will result in an increase in sales.
Prospect.ology
The best cure for shrinking sales is an avalanche of new customers. There’s nothing like a steady stream of new business to cure an ailing profit and loss statement. In fact… if printers don’t have a system for continually bringing in a stream of new customers… their business just won’t survive. Statistics show that the average company loses up to 50% of its clients every five years.
And the problem for most printers is they are struggling to get a new prospect to even return a phone call. In Prospect.ology Nick show your audience how to create a flood of new customers with no cold calling… no additional marketing spend… and no ‘smiling and dialing’ on the phone.
The Art Of Profit
How to identify the single biggest constraint that is limiting most printers’ ability to grow their company. Once you understand what that constraint is… you can manages your resources around breaking it… so you create additional sales and profits within your existing resources.
“Entertaining And Inspiring… One Of The Highest Scored Industry Speakers We Have Ever Had”
"The BAPC used Nick Devine at its annual Conference in 2009. The event, held over a weekend, has a mixed audience of both suppliers to the graphics industry and print business owners from both large and modestly-sized organizations.
In addition to noting the brief Nick carried out his own specific research and even went as far as organizing a survey before the event in order to be assured that from the audience’s perspective his presentation would be truly relevant.
That indeed was the case, the presentation was factual, entertaining and inspiring -delegates were enthralled and certainly motivated as was indicated by the evaluation forms submitted. He was one of the highest scored industry speakers we have ever had.
Nick is easy to work with and his understanding of not only our issues as organizers but the requirements of the audience helped ensure that this was one of the best events we have ever put together.
The BAPC has no hesitation in recommending him as a conference speaker."
- Sidney Bobb
Chairman, British Association for Print and Communication
“Our Highest Rated Conference Speaker”
"Nick first presented for the IPIA at a Conference we had arranged in January 2009. We discussed the brief beforehand and he not only stuck to the brief but enhanced it enormously. He held the audiences’ attention and they clearly became engaged with his topic as there were many questions for him afterwards. Nick was our top rated speaker at the conference because of the quality of his content and the skill with which he presented it.
Nick has been a regular speaker at our events ever since and continues to surprise me with his ability to deliver fresh and engaging subject matter."
- Andrew Pearce
CEO, Independent Print Industry Association
“One Of The Most Successful Show Features Ipex Has Ever Done… Audiences Flocked To The Printers’ Profit Zone”
"Nick Devine has been first class to work with. Our 2 companies spend a year working together to develop a concept he originated, called Printers Profit Zone. We made this into a main feature at Ipex 2010.
In the run up to Ipex he arranged a Global Print Survey to uncover the needs of our audience. The quality of his content and seminar programme delivered at Printers’ Profit Zone was unrivalled. He really got ‘under the skin’ of the market and tailored made a programme to the global printers needs.
Audiences flocked to the Printers’ Profit Zone and it was fair to say that this has been one of the most successful show features Ipex has ever done. There was regular standing room only attendance.
I would not hesitate to work with Nick again. His expertise brings a fresh and innovative perspective on the traditional seminar programme and ability to engage with the print community."
- Nick Craig Waller
Marketing Director, Ipex 2010
“Excellent to see such a well-grounded and informative presentation.”
- Samantha Versemann
“I received some excellent ideas from your presentation. I did pick up one of those Large Customers this past year, but truly didn’t analyze what all went into it. Thanks for the inspiration.”
- Charlie Guinn
“Great ideas to advance the company culture from product to Customer level 4. Should be compulsory for print companies trying to get out of the pack.”
- Don Woolman
“This exactly addresses the broken selling processes we have. Luckily our competition has these same problems, so now we have an opportunity to leapfrog them!”
- Wayne
“Thank you Nick for simplifying an approach to increased sales and profits.”
- Jeff Campbell
“Never heard of you before but it’s refreshing to hear from someone who seems to love what he is doing and who walks the talk. Most business people, both inside and outside of print, should have a quick listen to what you are saying. Kind regards.”
- John Miles
“The most important thing I got out of the presentation is setting 90 days goals. Never thought about this concept!”
- Karla
“I found this presentation very useful and educational on areas of solution selling. The points made help refresh and reiterated some of the points required to have a successful customer/prospect first meeting. So many times initial meetings never results in a second and your ideas I got today will help.”
- Seth Ebarra
“I’m one of those that either said dumb things or stumbled around when trying to network, so I appreciate the concise way you have outlined the networking processes. Can’t wait to try it out.”
- Doug Miller
“Once again a very insightful presentation. It has motivated me to do the homework and be customer centric in my next meeting with an existing customer who is currently just price driven.”
- Vaughn Coleman
“A great presentation and well worth the time spent listening and painfully nodding my head.”
- Glen Nemeroff
“Your presentation is right on. Thanks. I will have a company meeting to present your thoughts on increasing quality customers.”
- Dick Royston, Color Pages
“I enjoyed your pyramid approach, it took my ABC analysis to a new level and presented in such a way that my sales people can really understand and more importantly, take action!”
- Ian
“The Pyramid model is very much true, as are many of the things that Nick teaches or reminds us that we really already know. Implementation is key to making any plan work, BUT do remember to walk the walk after you’ve talked the talk. The results of focusing on larger clients take longer to process and require a thorough approach. There are no second chances with the big guys, so ensure that you have the technical abilities to match the ambition, or at the very least you can source them sharpish!”
- Jeff Rasmussen
“Interesting concept, I do like the first class treatment of the top 20% and know in fact it works.”
- Jim Stiles
“Excellent presentation with a good solution for expanding our business can’t wait to get started.”
- Richard Sevigny
“Love Prospect.Ology! From today, I am going to start work on my company’s referral and joint venture program. I will keep you posted on the outcome. Thank you.”
- Jacqui Womersley
“The presentation on Prospect.Ology was excellent. Some of the salespeople at our company have grown their own sales through some of these ideas, but I never considered a systematic approach. It also solidifies your relationships and gives you the chance to hear about other opportunities that may not be widely announced.”
- Jill
“As with all great ideas the principles are really simple. We have used some of these ideas with limited success, having listened to your presentation I believe we must do more with this approach.”
- Rob Harris
Once again Nick, You hit the ball out of the park !!! Great Information.
Hiram O. Russell
WOW! Your presentation was outstanding. I will make this presentation the center piece of our annual business review meeting in December. Thanks again.
Dick Royston, Owner Color Page
This is great info that you are sharing. Thank you,
Michael
I enjoyed your presentation. I have always felt that although a high level of sales activity is important, the quality of the activity outweighs the numbers. For example, the quality of calls or face to face visits is more critical than the quantity for generating the best results. I usually do the 80/20 evaluation, and last year, for example, 13% of my customers produced 85% of my sales. I am interested in using your 50% formula. Thank you.
Katie Watts
Excellent presentation. The principals here will apply to most industries.
Tim O’Leary
Great presentation!! I think your strategy is right on. I have heard this strategy but never seen it presented this way. Great Job
Ed Tucker
Great Information. We all need a reminder of how to better run our business. We get in a rut…thanks for the information.
Darlene Johnson
Excellent! A great explanation and tool for all sales personnel for business analysis. I have used this philosophy in the past but have never seen it explained so well.
Tim Jones
Just Love Nick’s Stuff!
Jesse Rambo
Excellent Strategy! I will invite my co-workers to review this with me, and try to move forward with this line of thinking/selling.
Herb Collins
I have been so focused on selling anything to anyone in this economy that I forgot many of the principles that you discussed. In years past we did a similar analysis with great success but as our market and our offerings changed we have slipped. Thank you for the great ideas. I look forward to implementing this.
Tom Tucker
Very enlightening, makes perfect sense and will help me focus on making money for my top customers, and will help me focus on the correct customers.
Richard Rivera
Awesome presentation. I will from here on out change my sales focus for my two companies.
Nolan Pellerin
Thanks so much for sharing your thoughts! I am new to sales and have been struggling to get past the commodity aspect! Your thoughts about being out in front of the customer make a lot of sense to me!
Dan McCarthy
I found your presentation extremely informative and a strategic reminder to involve and evolve the print company closer to their customer.
Peter Lane
Another good presentation. I know this is where we want to be. We have made a few small steps along this route but need to be even more determined to reach the promised land.
Rob Harris
Right on target! I find selling at Customer Model 4 is where profit is at. Selling on price is for the beginner rep that doesn’t know how to consult on value-added services.
Kim Price
This presentation was very helpful in helping me plan my days in business plus personal.
Hiram O. Russell
It all seems common sense but many people fall for the reduction in costing without spending the time to consult with clients.
Garry Amy
GREAT presentation!!! You put into focus one of the greatest ideas I’ve heard in MANY years! I knew the economical slow down actually offers me “opportunities”. Thanks to you, NOW I know exactly where/how to direct my time and energy this year to the greatest advantage.
Philip Wilkinson
Common sense approach. We have used this strategy successfully, but have gotten distracted on other items. Thanks for the reminder. It will help us get back on course.
Dave Galloway
The Prospect.Ology was an excellent reinforcement to what every sales person should be doing. It is definitely worth the time to watch this video.
Ron Vanderpool
Inspiring, yet simple. Why didn’t I think of this earlier? And we are no longer battling each other because there really is enough business for all of us…
Bob Lippi
Great presentation. Have heard of both ideas before but have never acted on them. Your video however has provided me with a desire to progress both initiatives. Will let you know how I get on.
Tony Knuff
Very interesting presentation with lots of great ideas. Can’t wait to get started and pass this info onto our reps. Many thanks!!
Kath Morris
I appreciate the information you are giving. I find it has great value. I am starting out in this industry and have very few customers now so I need to try to find a way to prospect without using current customers.
ROBERT
Speed of trust! I like it! I do well in solutions sales because I readily engender trust over a few meetings. But qualified referrals do much the same with speed. Oh why didn’t I make that connection before?
Ken Dowling
It’s a fantastic presentation. Thank you for making this available to us.
00 44 (0)870 350 1450 
"The BAPC used Nick Devine at its annual Conference in 2009. The event, held over a weekend, has a mixed audience of both suppliers to the graphics industry and print business owners from both large and modestly-sized organizations. 
"Nick first presented for the IPIA at a Conference we had arranged in January 2009. We discussed the brief beforehand and he not only stuck to the brief but enhanced it enormously. He held the audiences’ attention and they clearly became engaged with his topic as there were many questions for him afterwards. Nick was our top rated speaker at the conference because of the quality of his content and the skill with which he presented it. 
"Nick Devine has been first class to work with. Our 2 companies spend a year working together to develop a concept he originated, called Printers Profit Zone. We made this into a main feature at Ipex 2010.