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As a wholesale supplier, we understand that our customers prefer to market our products with their own brand. To do so is simple:
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Every now and then someone trying to sell me their product or service asks, “So – how’s the junk mail business?” Talk about not knowing your audience. I calmly and quietly say, “We call it direct mail.” I then sit back and enjoy watching as the realization hits that maybe they shouldn’t have called our product junk. READ MORE >> |
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I do not support eliminating Saturday as a day of delivery except as a last resort. I do support the Postmaster General (PMG) in his efforts to cut operational costs. He runs a tight ship operationally given all of their oversight constraints. USPS has polled their "customers" who are described as recipients of mail. About 80% do not object to eliminating Saturday, but I think their real customers are the mailers who pay the postage. READ MORE >> |
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Over the years, I’ve had to give many sales reps the bad news that they didn’t get the business they were trying to get. It’s always interesting to see their reaction. It really shows their character. READ MORE >> |
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I recommend opening the door by focusing on listening. Novice sales people struggle to keep silent. Given good open-ended questions, a prospect will reveal most of what you need to know about how your product and service solutions might fit. READ MORE >> |
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Sales reps: have you ever bugged me with one of these poor sales call tactics? READ MORE >> |
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Sales people call on me all the time. It’s amazing how bad some of them are. READ MORE >> |
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Or is it? Did the ancient Mayans really predict the end of time? I have a different theory. READ MORE >> |
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The 100th anniversary meeting of the Envelope Manufacturers Association included many helpful sessions about concerns facing our industry. One of the best presentations was given by Patrick Morrissey, senior director of sales at EFI, who talked about selling solutions rather than products. READ MORE >> |
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It has been nearly one year since the U.S. Senate introduced its Bill S.1789 – 21st Century Postal Service Act of 2012. The bill was passed by the Senate on April 25, 2012. The House Bill H.R. 2309 is a partisan bill sponsored by Congressmen Darrell Issa [R – CA] and Dennis Ross [R – FL]. It was reported out by House Committee on Oversight and Government Reform chairman Issa, but has gone no further toward House passage. Without a House postal bill there is nothing to confer a compromise bill with the Senate, and ultimately nothing for a President to sign. The House could vote to pass the Senate version of postal legislation, but there are very striking differences between the bills making such a vote unlikely to happen. READ MORE >> |
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In 1911, a group of business people from family-owned envelope manufacturers traveled by train to White Sulphur Springs, West Virginia, to create a national association for envelope manufacturers. They believed they could accomplish more by banding together than they could accomplish individually. What they created has lasted 100 years and is now EMA, the Envelope Manufacturers Association. READ MORE >> |