Marchand--Focus In, Listen Up!

What major equipment, what additional services or new market is your company exploring? A review of customer needs would add considerable value to conventional cost-justification studies that take little notice of demand. What better place to begin than a focus group?

—Jacques Marchand

About the Author
Jacques Marchand may be phoned at (415) 357-2929. His firm, Marchand Marketing, provides strategic consulting services, positioning and marketing communications to help companies in the printing industry increase sales. E-mail may be sent to jmarchand@marchand.com. Information about the firm's work for clients is also available on its Web site, www.marchand.com.