Size Does Matter in Buying Behavior
(Blog #11 in the ongoing series derived from a book Harris DeWese wrote several years ago—“A Year of Selling Profitably.” The book was written for printers to use as a guide in training their sales teams through a series of two-hour sessions over 48 weeks.)
Companies with sales of more than $100 million tend to be procedural. They have rules. They are bureaucratic and decision-making is delegated. They often have purchasing agents, perhaps even purchasing personnel who just specialize in graphic arts. Large companies are usually more price-sensitive and tend to view graphic arts as a commodity, but the runs are longer and their needs are substantial and more predictable.
- Categories:
- Business Management - Marketing/Sales
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.
