Changing Times - The Quote & Print perspective

Printers face a tough challenge in adapting to the shifting customer demands and technology increases of a rapidly changing industry. Mark Whitmarsh (pictured), industry consultant and long time user of Quote and Print software, offers printers advice on what they can do to fight the battle and keep up with the changing times.


There's a battle outside and it is ragin'
It'll soon shake your windows and rattle your walls
For the times they are a-changin'.

These are lines from Bob Dylan's famous song and I would suggest that you all take the time to get hold of the words and have a read of them without the music in the background. Think about them in respect to your business.

There would be very few print companies in Australia today that have not felt the impacts of “the battle” and “the changing times”. Print companies battle against decreasing margins, lessening profits and the rising costs of keeping up with technology. Which technology do they go with? William Gates III (Bills Gates-Microsoft) wrote in his autobiography that business will change more in the next 10 years than it has in the last 50 years, and all because of digital technology.

This is a changing market place: a shrinking market place where meeting customers' demand and expectations, quick turnaround times and a shortage of skilled staff is a reality. I could mention another half dozen more issues that impact your business but you already know them. Get used to the rationalization, acquisitions, mergers and insolvency for these are more of “the changing times”, which are already happening in Europe and America.

There are many print owners who believe “the battle” is lost, being conquered or acquired would be a blessing in disguise for some, but again they are further crushed and disappointed when they realize their “blood, sweat and tears” is not worth as much as they thought.

Fortifying your fortress of print

So for those ready to stand and fight and protect their fortress there are some basic things you need to get in order. Look at your Business Plan and ask yourself whether it is relevant to “the changing times”. Do you have clear goals and objectives defined and will the strategies presently in place be effective? Does your company have direction? Most importantly, ensure that others within your organization understand where you want to go and what you want to achieve.

If you are going to war make sure your army is following you!

What is your Market Segmentation? Who are your customers? Where do they come from? How do you get more? What's your market niche? Can you develop a market niche? Who are your competitors? Do you have a Marketing Plan? If you don't have a Marketing Plan then develop one real quick!

I am absolutely amazed by the number of print companies who do not have a Business Plan or Marketing Plan down on paper as a formal business document. If you only have these in your head then you are not serious about your business.

Each morning before you put the key in the front door and open up do you know what amount of revenue you need to generate to cover your operating costs? If you don't you are in a minefield, so tread carefully. Call upon the services of an expert (your Accountant) to develop a solid Financial Plan for your business. Get a fix on your cost. Put in place budgets and stick to them otherwise you are back in the minefield. Review on a regular basis the hourly rates for your machines and labour costs. There is a Chinese proverb that say's something along the lines of “know yourself and you will win all wars”.

These are business basics that you can use, they can be simple or involved depending on your organization. They are principles of business management, they are taught at Universities, TAFE and learning Colleges throughout Australia and the world.

A serious MIS solution

Once you have these basics get yourself a serious Management Information System. For example, if a company has Quote & Print as their MIS, I could walk in off the street with no prior knowledge of the organization, get on their system and within 10 minutes I can tell the directors of that company more about their business than they most likely know. That is how powerful and immediate this system is.

I do not believe you can run a print company in these times effectively and efficiently without a serious MIS. You need your information now! At the press of a button you can have the “full story”! What I mean by a “serious” MIS is one that your business can go “somewhere with”, one that will grow and evolve with your business and not one that restricts and holds your business back. Importantly in business in these times you need to be creative, innovative and be able to sell yourself, make sure you are unique. You will not stop what is happening so you better prepare for it.

The line it is drawn
The curse it is cast
The slow one now
Will later be fast
As the present now
Will later be past
The order is
Rapidly fadin'.
And the first one now
Will later be last
For the times they are a-changin'.

Mark Whitmarsh is a long-time South Australian-based Quote & Print User who, with his consulting business, has had the opportunity to review previous and current business practices.