Confronting Reality About Margins --Dickeson

But, pricing is the great secret, isn't it? No. Pricing is way, way overplayed. It's compensation, materials waste and personal relationships in selling that are the keys to success in commercial printing. We're wasting far too much time and effort arriving at a price—budgeted hourly rates and all that malarkey. We must look for ways to reduce the number of people we're using to convert materials to finished product, from top to bottom of our businesses. That's a fundamental change we must make in our operating models.