Intellective Solutions

Put In Some Math into Your Training

Most agree that data-driven, personalized print is not only feasible but drives better results than traditional static print communications.  Consequently, for commercial printers, there exists an emerging opportunity for new customers and revenue streams driven by direct mail solutions.

Who will drive the bus?

Who Will Drive the Direct Mail Bus

The key question now will be who will take the lead in informing and attracting customers to direct mail. Will Commercial Printers, Marketing Services Providers, Digital Agencies or Data Management Companies meet with customers and explain the value of direct mail as part of an overall marketing mix? Or, will new decision and supplier models change the way we have traditionally created and marketed direct mail campaigns

Print Award Competition

We continually find that many direct salespeople struggle when it comes to helping customers make financial and operational decisions. If salespeople fail to perform, this may be the cause.

In response to this problem, some larger companies provide finance-dedicated specialists to assist salespeople to create Return on Investment (ROI), lease versus buy, payback, break-even and cash flow analysis. We have also seen a plethora of financial apps to help salespeople with mathematical and business calculations. This is an expensive solution that does not address a more fundamental issue.

Customers Want and Need Help

In complex sales involving technology and/or services, it is vital for direct salespeople to have the business and finance acumen to help justify big ticket purchases or leases. Customers expect it. A financial and operational decision is always part of the buying process. Knowing the technology, product, the customer and the market is not enough