JOE DUNCAN Q&A — Outside Looking In

If printing is going to survive, it must be immersed in value to the customer segment that it is targeting. The selling model needs to be more attuned to what value a partner can add to fulfill the prospect’s needs. I do not see printing, as a standalone commodity, as a profitable venture in the U.S. in the foreseeable future. Find out where your prospects/customers need help, create a plan on how to integrate those services around your print platform and sell solutions, not print jobs.