Which end’s up?

March 8, 2012

ImageI came across this odd photo of a school bus in Google Images and felt like it was fairly representative of life during these past months . . . completely impossible to figure out which end should be up.

Actually Poor Richard was very surprised to see that some random readers still encounter this blog from time to time. I began this effort years ago with the intent of providing humor and occasional entertaining messages of relevance to Poor Richard’s business, an A__ha_ra_hi_s franchise. (I still can’t post the name in the blog, in abject fear of provoking the ire of Saruman in his minions, who reside in Orthanc, the ivory tower located in Utah or thereabouts.  But wait, that’s another story altogether, isn’t it?)

For the past few months, I’ve been following my mother’s admonition: if you don’t have something good to say, don’t say anything at all.  To assert that the printing business has changed is not just an understatement, it’s an offense against the obvious.  It would be lovely to offer that we’ve charted a new course and are off to grand adventures with a revitalized business.  Alas, that is not reality.  We have tried about everything with our little business in our little town, and very little has worked.  Today, we are struggling with a very small staff, battling deteriorating volumes and prices, losing lots of money, and praying for miracles.

The topsy-turvy bus is actually a good image for this post and these times.  The idealism of past years could be represented by the upside-down wheels on top.  We’re still driving the bottom half, which is anchored to the ground by gravity; but I’m wondering how long the tires and the engine will hold out.


Rumination

October 22, 2010

Sometimes we get too busy to ask the why questions.  We just swallow all that’s in front of us, without digesting, and go on along with the whatever that we have to deal with at the time.

I like Chik-fil-A.  There’s a lot to be said for cows and they do make great chicken sandwich advocates. There might also be something in their digestive systems that’s worthy of investigation. Rumination . . . chewing the cud. Cow’s swallow it first, then chew it up later before finally digesting it.

“Gross” would be the response of my 14 year old daughter, Madeline; and she may well be right.  After the grass is consumed, why bring it back up for re-examination? Even if there’s something to be learned, the whole process seems just a little . . . ummmh, nauseating?

Nonetheless, here we go . . .

Poor Richard’s Printshop (formerly something like Gralphagraphics before the franchise became incensed at his blog) has been reasonably busy since late August. At least, it feels busy because there are only a few of us to get the work out the doors and we’re all working very hard. I’m very thankful for this and appreciative especially of the customers who have stuck with us through all of  the “recent unpleasantness.”

It’s a little hard to put my finger on it, but there’s something about the work we’re getting that’s just different.  As an example, we printed 50 football program books this week just in time for the last game of the regular season. Football programs used to be a big deal . . . large saddle stitched booklets with lots of ads printed in decent runs in time for the first game of the season. This one was thrown together as an afterthought, perhaps to keep the businesses who purchased ads from asking for their money back?

Two weeks ago, we printed a very nice invitation for a health care customer.  Expensive paper, process color, good press run, scored and folded, tabbed 3 times to meet USPS specs and mailed at the very last minute, probably a week later than optimum to reach the target audience.

We have an end of the fiscal year audit booklet in-house for a municipality whose fiscal year ended June 30. We thought the book was due by September 30. It’s been stuck in our hold bin for over 2 weeks, waiting on revisions from the customer.

And then there are the envelopes printed for a communications company in a hurry, that have been sitting on the shelf waiting for pickup since October 5; the business card design for the new company that had their grand opening scheduled for October 11; and the display board and banner stand that actually did get designed, proofed, completed and shipped in 5 working days, thanks to UPS Second Day Air and our very good tradeshow exhibit supplier.

Actually, it’s not hard to identify what’s happening at all. It’s busy, but it’s not normal and Poor Richard’s stomach is a little upset.  We are reacting to our customers’ lack of planning and in some cases we’re getting burned and in some cases they’re getting burned, which is worse. (It’s worse mainly because we might take the blame.)

Our customers are firing before they aim. This is probably better for us than when they don’t fire at all, but I think there might be a better way.  It’s something to ruminate about . . .


Treading Carefully

March 21, 2010

Danger Minefield signPoor Richard has  never strolled through a minefield, but he can imagine what it must be like.  It seems a good analogy for the experience of hanging on to a printing business these last 18 months. There have been days and weeks when explosions were occurring all around and it seemed the end was near. On other days, the sun was shining and everything appeared almost normal until the detonation 20 feet away and flying shrapnel brought reality into sharp focus. The last couple of weeks have been like that.

Macon, Georgia is no business Mecca. It is a sleepy southern town that has had better days and hopefully will have better days again. Macon has been a good place for a business like the printshop behind the red awnings on Poplar Street (name withheld to avoid the wrath of the franchise).  Over the last decade plus, we’ve enjoyed good customers, wonderful friends, and mostly amicable competition with the other printers in town.

For our company and for our competitors, business as usual ended abruptly in November of 2008. The stock market crashed, our customers contracted and folded, and sales plummeted.  Monthly newsletters went digital; nevermore to return. Businesses decided that they could do without printing. Our friendly bankers, once eager to finance new equipment purchases, now wouldn’t return phone calls. Yet we hung on and tried to do what we could, hoping and praying for better days.

An interview in the PrintCEO blog tells the sad story of the demise of Alonzo Printing, a midsized California operation that seemed to be doing everything right. The owner, Jim Duffy, describes the heady days of 2007 with new equipment investments, diversification into digital printing, and the difficulties of turning a marketing vision into reality.  Jim didn’t have to step on a mine.  His bank detonated it for him.

In our sleepy southern town, we were all holding on until just a couple of weeks ago. Sure, a couple of small printers have closed, but they were operating with 30 year old systems.  Two weeks ago, one of our better competitors announced that they were suspending their production operations and would continue as a print broker. Last week, a promising short run book printer literally disappear overnight.  The mines are exploding all around us.

Our little company is treading very carefully. Like Alonzo printing, we made new equipment purchases when times were better. Some of these have not played out well. Equipment vendors, banks and even the franchise, once seen as allies, now look more like the enemy. The path through the minefield is complicated and dangerous and there is no lack of diversions that could cause a misstep.

Poor Richard is convinced that one of these is the whole “marketing services” concept. In the PrintCEO interview, Jim Duffy makes the following comment:

We marketed Alonzo, and from a pure marketing perspective, it was just a dream. And yet, it was another issue of not having the right people to make it really come to life. Then we reached the point where we couldn’t hire the right people. That’s how you get caught in the spiral.

You do need to market yourself; you need to do it in a way that’s going to be meaningful for your clients.

The last sentence is telling. Printers are not viewed by our customers as “marketers.” That is the realm of advertising agencies. With due respect and apologies to our agency customers, printers are not “pie in the sky” folks. We don’t do well with concept. Coming up with concepts that work requires a lot of time and creativity that a short-staffed printing company doesn’t have.

Printing companies do a very good job with details, with implementation.  If “marketing service provider” means that we have to dream up the marketing concepts for our customers, we’re in trouble. If it means that we implement and measure marketing “campaigns” using the new tools that are available to us, then perhaps we can provide our customers with something that is of value, that is meaningful.

Poor Richard is not certain what it will take for some of us to make it out of the minefield, nor is he certain that the printshop on Poplar Street won’t be blown to smithereens during the debacle. I hold to the hope that there will be a need for companies like mine that “do stuff,” that are competent at producing and implementing.

There is a certain sense of desperation that naturally occurs when one strolls the path through a minefield. Traveling the path requires care, tenacity, and not a small bit of prayer. There is also the possibility that the trail will eventually lead to un-mined pastures that allow more flexibility to move around and maybe some better possibilities for small businesses like mine. Poor Richard is really looking forward to the other side of the minefield.


The Recurring Full Moon Phenomena

March 3, 2010

The stuff that dogs howl about

It’s been a while. I’ve been out of sorts with nothing good to say, so I’ve ignored the blog altogether. After a couple of good months at the end of 2009, Poor Richard fell back into panic mode as business disintegrated at the printshop behind the red awnings on Poplar Street. January 2010 was bleak. I had just begun a serious study of biblical eschatology when the last day of February rolled around and all of our customers woke up at the same time.

I’m thinking it’s the moon. I’ve written about this before (see Poor Richard’s post The Full Moon). Last time, I discussed the deleterious effects of  minute changes in the force of gravity on machines and those who operate them. This time, I’d like to consider the tidal effect on the minds of the folks who visit our Gralpharaphics “business center.” (The franchise, who shall nevermore be named in this blog, became disenchanted with printshops a year or two ago and decided that we would henceforth become “business centers.”)

The moon was full on February 28th and the orders came rolling in. All of the work that our customers had decided they didn’t need in January and the first 27 days of February, they now needed immediately on March 1st.  It’s not that the tight deadlines are all that unusual, but there were small oddities about several of the orders. Just for entertainment, Poor Richard is pleased to provide you with a few snippets from the past couple of days:

“I gave you my business card as a .jpg. What do you mean you can’t blow it up into a 24 x 36 poster?”

“My last printer closed down. I had been doing this business with him for a while and he wasn’t charging me much. I was hoping that you’d be less expensive.”

“No, the order for 10,000 rack cards went to another shop; but we need you to donate 1,000 posters. Is that a problem?”

“All of their salespeople quit. They decided not to do the mailout because there wouldn’t be anyone to respond to the leads.”

It’s not quite the Twilight Zone, but things are a little bizarre. I answered the phone at lunchtime on Friday. “Do you do raffle tickets?” queried the voice on the line.

“Yes, ma’am, we’ve been known to,” I responded.

“Well, how much do they cost?” said the voice. Even with the sure knowledge that I could not be seen through the telephone, Poor Richard made a conscious effort not to roll my eyes and began to launch into his memorized series of questions regarding quantity, size, paper, numbering, perforations, etc.; only to be interrupted in mid sentence:

“My baby’s in a pageant, and I just need some raffle tickets.”

What kind of person raffles off their baby in a pageant?

We delivered 5000 sets of a stapled document to a customer on Friday – 4 sheets, 2 sides, stapled. This morning they called and said that they had counted the order and were 25 sets short. Poor Richard found it peculiar that anyone would actually take the time to count 5000 sets of copies and also a little dubious that they were short. The job is simple and familiar. We send the file to the big black and white machine manufactured by the nearly palindromatic company that begins and ends with X. The quantity is specified in the print job. The machine prints and staples, the documents are boxed and delivered. The machine log indicates that 5005 copies were produced. Poor Richard is certain that the missing 30 copies were transported into a parallel universe.

About the poster sized business card . . .  we printed it. When we explained that it would not print clearly at 24 x 36, we were instructed to repeat it as many times as possible on a 24 x 36 board. We printed it 90 times with a pretty blue background on a nice piece of foamcore for the customer to put on an easel.

It may be the full moon, or  perhaps terrorists have injected hallucinogenic drugs into the water supply in Macon. Poor Richard isn’t sure, but he’s happy to be busy even if the orders are a little odd.

Isn’t life grand?


Opening Pandora’s box

January 3, 2010

It’s been a while since Poor Richard has written about proofing (see Just Do It . . . I Trust You!). At the printshop behind the red awnings on Poplar Street, we generally follow Poor Richard’s Rule #1: Proof Everything. When we fail to follow Rule #1, it is usually because the owner decides to make an exception, allows one of our customers to convince him that they do not need a proof, and gets totally burned in the process because something goes awry or does not meet the customer’s expectations.

If the CIA was really intelligent, they would store all of their Top Secret, classified, very sensitive documents in the basements of printshops across this great nation. Because we see so much text come past our eyes, printers don’t really read much of it.  At Gralpharaphics (name changed to protect the delicate sensitivity of the franchise), we used to do internal proofs of hard copy prints for much of what went through the shop. We were looking for low resolution graphics and the general composition of each piece ; whether it would fold correctly and if there were font errors.  Today, for much of what we print, preflight software will indicate many of the technical errors and our internal proofing process is focused more on how the piece will finish (through bindery) than the general composition. In short, we don’t read for context and we don’t always catch spelling errors.

The phone call of the month for December was from a customer that had discovered a typo in a brochure we had printed for them . . . in September. In fact, it was an exact repeat of the same job printed for them about a year before.  And that job was a redesign of a file that came to us in .pdf format sometimes shortly after Adobe Acrobat was invented, opening the possibility that the misspelling could potentially be over a decade old.  Naturally, the customer wanted the job reprinted . . . for free.

We checked the proofs. Sure enough, there was the typo buried plain as day right in the middle of a long paragraph in the center panel of the inside of the brochure. It stood out dramatically in 11 point Times New Roman; so evident that the customer missed it totally when they signed off on the proof.

Who has the responsibility? Proofs do place the onus of responsibility for the final appearance and accuracy of each printed piece on the customer. This is customary in the printing trade and spelled out clearly in the proof policy that our shop sends with every proof.  While some customers may see this as a catch, printers consider it a necessity. Even if we could completely check everything we print for absolute accuracy, this would not compensate for the vagaries of syntax, composition or customer taste. There have been many occasions where Poor Richard or one of my associates has corrected grammar or spelling only to have it uncorrected by the customer. Likewise, the design or composition of many of the projects we print may be more pleasing to our customer than to our unrefined tastes.  This really is the critical point for most printers: the project must meet the approval of the customer. The signed proof signifies that it does.

Back to the problem of the month. Another of Poor Richard’s rules that falls pretty near the top of the list (like #2 maybe) is this: Customers are important. These days, they’re also pretty darn hard to come by.  We understood the customer’s problem and offered to help them with the reprint.  Mind you, this is not customary practice among printers. Margins are very tight in our business and printing at cost is spinning the wheels at best and at worst a missed opportunity for profitable use of time and equipment. Nonetheless, customers are important. We offered to make the correction and reprint at a discount.

After the correction was made, the competent Gralpharaphics team followed Poor Richard’s Rule #1 and sent the customer a final proof for approval. At least, we thought that it was final. The proof was returned with a request for another change.  Technically, this request crossed the fine line between correction and revision, but the change requested was minor and we chose not to sweat it. That’s when we opened Pandora’s box. We made the revision and sent another proof.

The proof response came back with a Microsoft Word file attached. We were now well beyond correction and decidedly in the realm of revision.   Poor Richard tried not to reach the conclusion that the customer’s stated need — to correct a typo — might not have been their actual objective. Without questioning the customer’s motives, we explained that the discount had been offered to help with a correction. The scope of the revisions requested had essentially changed the project from a reprint to something like creating a new brochure.  We would have to charge for the additional layout and prepress time incurred for the changes.

There are times when Poor Richard is able to predict the future before it even happens. I could see this spinning out of control even without a crystal ball. The conversation was polite, the customer didn’t really understand, and the project was placed on (permanent) hold.  Chances are that we lost a customer. Bummer. Not good.

Because we’re a small business in a small market, we’ve never had the luxury of dealing only with professional “print buyers;” folks whose expectations are to some extent shaped by their understanding of and interest in the art of printing. We have had the privilege of working with some very nice folks, many of whom wanted to learn a little about print as we produced their projects. I think that there was a general appreciation among our customers of the value of the tangible product we created and of the work that went into it; but now this appreciation may be fading.

The last 18 months of struggle have brought a sea change to the printing industry and to local printers like the shop on Poplar Street.  While we continue to compete with one another for business, we also compete against a host of other choices for communication. Increasingly, our customers’ expectations are molded by the other choices. It’s no problem to correct a typo on a web page. It doesn’t require a reprint. The fact is that we have fewer customers who are interested in print and they are much less willing to deal with the complexities involved.  Price and speed have become more important and many customers are actually less concerned with quality than ever before. To paraphrase Robert Heinlein, “they don’t want it good, they want it Wednesday.”

This presents a real challenge to folks like Poor Richard. The old rules of printing (like proof policies) seem necessary to me. It is important to do things right and because almost all of the projects we produce are essentially custom made, there has to be some understanding between printers and our customers.  We can’t sell labels produced for Jim Bob’s BBQ Sauce to his competitor Billy Bob.  If Jim Bob doesn’t want the labels, they’re trash.

How do we adapt? As our customers become increasingly less patient with the print process, it is tempting to just bend the rules and take our chances.  Waive the proofs, forget the rules, just print it and hope it’s right. Throw Pandora’s box wide open.

If we do that, how long will it take for the snakes inside to bite us?


The View from My Window

October 25, 2009

The view from my window is sometimes entertaining and sometimes thought provoking. Here’s what I see when I look out from under the red awnings at the printshop on Poplar Street (brand name omitted to protect the delicate sensibilities of the franchise):

The Poplar Street Park Congregation

The Poplar Street Park Congregation

At Gralpharaphics, we call them the Poplar Park Congregation. Their membership ebbs and flows with the weather and the economy. Lately, it’s been growing. It’s not that Poor Richard really minds the congregation that much most of the time.  It’s a public park and they have a right to be there. And they’ve been there or somewhere else downtown for a long time. My dad, who has worked in downtown Macon for over 70 years, knows many of them by name. They are loud, profane, occasionally drunken, and mostly harmless to others; if not to themselves.

There is an occasional preacher. There are frequent arguments and brief fistfights. If an event is upcoming, the Macon Police Department will clear them out for a day or so.  When the event is over, they come back. My customers have learned to always park on our side of the street to avoid jeers, comments, and requests for money. The money is used to buy a beverages in brown paper sacks from the Poplar Mart, the foodstore on the other side of the street that sells beer by the bottle.

We’ve had occasional fun with the congregation. There was the time when beautiful wife was given plug-in air fresheners by a friend who works at a bath boutique in trendy North Macon (where the congregants dare not tread).  Thinking to improve the atmosphere at the printshop, beautiful wife plugged in one of her new acquisitions in the lobby of the printshop during a brief Saturday afternoon visit. What she didn’t know was that there was a reason the trendy boutique had decided to dispose of the air fresheners at a deep discount. It was the fragrance–“Aroma de French Bordello.”

None of the printshop crew had ever worked in a bordello and they found the perfumed aroma somewhat strong for their tastes. With burning eyes, they unplugged the air freshener and transferred it to an outlet in the middle of Poplar Street Park just as the congregation began to arrive for the day.  It made for an entertaining morning as we watched the members of the congregation try to identify the source of the noxious odor.  One of them finally noticed the plug-in on the column in the middle of the park, and on hands and knees stuck his nose directly above the source of the smell and began to sneeze. The air freshener was removed by one of his fellow congregants, pocketed presumably to take to a location where Aroma de French Bordello would be better appreciated.

Now to the thought provoking part. The Poplar Street Congregation is indicative of a problem that is not getting any better. Macon, our lovely city, didn’t fare too well in the press last week. Forbes magazine published a top 10 article and we made #7. We’re #7 in the list of the top 10 most impoverished metro areas in the nation. That’s not a statistic that does much for civic pride. For the purposes of this short blog entry, it’s not worthwhile to go into the details of the problem . . . high unemployment, low incomes, poor education, etc. Fill in the blanks or read the Forbes article.

The causes of the problem are tough to tackle. The symptoms are visible from my window – the Poplar Street Congregation is a segment of the population that doesn’t even fall into the ranks of the unemployed. They haven’t been employed and they’re not looking for work. Goodwill, the agency whose motto is “Building Lives, Families and Communities – One Job at a Time,” used to operate the store behind the congregants. It shut down three months ago.

It seems that the Macon of my lifetime has always been a town just on the edge of getting it together. There was a time in the 1960s and 70s when we were a music mecca for Soul musicians and Southern Rock bands. We have a great university (Mercer) in town, plus Wesleyan College and Macon State.  The cultural scene is really pretty amazing. As is the case in many small cities, real estate and development interests have been allowed to run unchecked, leaving areas of abandoned and decaying buildings in their wake. Before the Decession, Poor Richard was convinced that downtown was on the verge of a renaissance and that may yet be the case. There are still signs of life and a great organization (Newtown Macon) that is devoted to the restoration of the city center. But the view from my window is troublesome today.

It seems that because the causes of the problems are tough to tackle, we don’t try. It’s easier to argue, to blame political incompetence and the inability to make rational decisions on race, to pretend that North Macon is part of another city entirely, to put personal aggrandizement ahead of the best interests of the community. Or perhaps it’s easier to pretend that there are no problems, that it’s all a bed of roses. Poor Richard is  afraid that the smell is more like french bordello air freshener than roses.

The Forbes article indicates where we are as a community. It is a warning of where we might wind up. It’s time to get behind the positive efforts to change Macon’s  direction. The list is long:  improving public schools, keeping the museum district intact, developing the College Hill Corridor, consolidating the City and County governments, reducing the number and improving the quality of our city and county representatives. It’s not impossible, though. Poor Richard is an optimist –  I’m sure that there are many like me who don’t want any part of politics, but will be glad to pitch in and help if we can all work together.

I’d like to still be looking out of my downtown window in a couple of years, and I’d like to see a different scene. Instead of the Poplar Street congregation, I’d like to see shoppers and tourists enjoying the park with open stores and businesses behind them that employ people.  Instead of the Poplar Mart selling beer, there will be a new grocery store to serve all of the folks who are moving downtown. Grant’s Lounge will be open every night, featuring the best Indie bands, who all want to play in Macon. It could happen, couldn’t it?


Re-inventeration

September 6, 2009

Square-wheeled trike. Thanks to Jeff Atwood at www.codinghorror.com.

Square-wheeled trike. Thanks to Jeff Atwood at http://www.codinghorror.com.

If one happens to be a small business owner, especially if one happens to be the owner of a local printing company, the idea of re-inventing one’s business is probably pretty far up on the agenda these days. This is primarily because much of the business we all once enjoyed has suddenly just disappeared, as if by magic; or possibly due to the re-inventing of a much less cooperative economy.

Re-inventeration, a new word which Poor Richard thinks he has just coined, is the process of re-inventing something.  Of course, the whole concept is preposterous.  If something is invented the first time, does it really make any sense to try to re-invent it?

And it’s complicated. Re-inventeration is frought with Catch-22 scenarios. For those who have not read Joseph Heller’s famous book, the Catch-22 was the ultimate bureaucratic boondoggle.  Catch-22 (the book) told the story of Yossarian, a WWII B-25 bombardier and his squadron, as they were forced to fly increasing numbers of bombing runs over Italy.  The squadron commander, Major Major, literally embodied the concept of Catch-22. It was possible to schedule an appointment with Major Major at any time; however, one could only actually see Major Major if he was not in.

Similarly, if one was deemed insane, it was possible to get discharged from the Air Corps. Because Yossarian’s desire for discharge was deemed very sane, his insane behavior was considered by his superiors as a natural expression of his  true sanity. Catch 22.

Not unlike Yossarian, Poor Richard is struggling with the Catch-22s of the re-inventeration process at his downtown Macon Gralpharaphics shop (name carefully disguised to protect the sensibilities of the franchise). The first Catch-22 is simply time.  Business is down, we’ve cut back on staff, and more time is spent working in the business than on the business.  Without more time to work on the business, we’ll never be able to grow the business back to a point where more folks can be hired to work in the business; relieving the requirement for the owner to fold brochures until 2 am and allowing him to use his brain once again.

The next and more worrisome set of  Catch(es)-22 have to do with scope, the literal definition of the business. Behind the red awnings on Poplar Street, we’re taking jobs that we probably wouldn’t have looked at a couple of years ago.  A lot of these are small and risky.  The risk is that the expense in time and effort to produce the small jobs will exceed the revenue that results. Catch 22. The potential benefit is a new customer who might actually bring us a profitable job one day. Poor Richard is not sure how this one is playing out.

The low hanging fruit has been picked. We’ve responded to economic pressure on mainstay product lines by adding more products. In our case, we’ve added wide format printing and reprographics to subsidize some of the losses in conventional offset printing.   These were natural additions – similar products and services to what we were already doing. They didn’t disrupt the production process much and they added little in the way of expense. Unfortunately, they did not add enough revenue to compensate for the decline in conventional printing; and these product lines are also facing economic and competitive pressures. Catch 22.

So what’s the next step? Poor Richard has written before (with misgivings) about the current buzz-phrase in the printing industry. The latest rage is for printing companies to become marketing service providers. (See Poor Richard’s post Measuring Value). Our little company  is moving in this direction slowly but steadily, unsure of all of the implications, but with a sense that it is inevitable – there just aren’t many other areas of opportunity left.

Becoming a marketing service provider is full of Catch(es)-22. First, the whole notion takes us out of the realm of producing tangible products and into the area of shaping content. We’re no longer working with machinery that prints, cuts or folds stuff; but rather with electronic means of communication and the disciplines that go along with them – CSS, XHTML, Purls and a bunch of other acronyms. The competitive cost of entry into this business is low relative to the cost of a new printing press, which means that the pressure to keep ahead of the technology curve will be steep. Worse, the marketing service provider notion requires a new skill set that takes time to learn.  In our case, that’s the owner’s time that is in very short supply. Catch 22.

Second, the whole idea of shaping content laps over into creating content.  Printing companies are pretty good at shaping. We do layout work, color correct photos, even occasionally light editing for our customers. This is different from creating the content, an area we have generally avoided because of time limitations and a focus on keeping the machines running.

It’s just a little too hopeful to think that we might make money only by implementing marketing services — integrated direct mail and e-mail campaigns, for example. Most of our customers simply lack the time and resources to develop the content for this kind of effort, so it appears inevitable that we will be required to do some development work for them if we want to sell the services.

Hopefully we can do this without stepping on the toes of our agency customers and triggering yet another Catch 22. Ideally, the agencies might find it helpful to use our shop to implement integrated direct mail and internet campaigns for their larger customers. Our challenge will be keeping the focus on implementation (and measurement) of specific marketing services without getting customers confused about what we can do (and want to do).

Creating content, even on a limited basis, is a big step for a small printing company; but it is still a lot different from the conceptual work that our agency customers do. We can make that statement, but will our customers understand it?  Another Catch-22.

Poor Richard supposes that re-inventeration, like change, is necessary and unavoidable; but he hopes he’s not re-inventing a square-wheeled tricycle.