Sales Compensation Study!

Printer’s Plan Sponsors New Study

18% Off on Just-Released
Outside Sales Compensation Study*

2015-16SalesRepCover2A brand new 88-page report detailing compensation practices for outside sales representatives in the printing industry has just been released. Printing firms who participated in the original industry survey were notified by email on March 21, 2016 and received a PDF of the entire report.

This Study is not for everyone – This special report involved a lot more time and effort and thus the higher retail price. If you’re a small firm and with no plans to hire an outside sales rep then you probably don’t need this study. Continue reading

Profits & SPE Correlation

The comments below were written on April 26th and forwarded to the PrintOwners List Serv, but they never appeared on the list, because unbeknownst to me at the time I had been removed from the list a couple of hours prior.

Nonetheless, I consider SPE to be one of the most important ratios to track in the printing industry so I decided to post the following. It is indeed unfortunate, that too many printers tend to either ignore, avoid, gloss-over or rationalize their sales per employee (SPE) numbers when compared to others.

So here is the post that never made it to the list serv: (See interesting chart at end of post.) For those unfamiliar with this ratio, it is calculated taking gross annual sales (excluding postage income) and dividing that by the total number of employees, including all working owners/partners.

“As a general rule, truly profitable printers in this industry become and remain very profitable not by charging significantly more or less for their product, but rather by producing those products far more efficiently. Efficiency and levels of productivity can be easily and quickly measured by SPE or Sales Per Employee….. Continue reading

FREE Workers’ Comp Survey!

This Survey Now Closed…

MANY PRINTERS IN THE SAME STATE
OFTEN 
PAY VASTLY DIFFERENT
WORKERS’ COMP RATES

Dear Fellow Printer,

We have publishing key industry surveys on pricing, financial ratios, wages, mailing and even signs for almost 30 years. However, those days may be drawing to a close. Despite what we consider to be more than adequate marketing and advertising surrounding these surveys, we are faced with a growing challenge – getting folks like yourself to take the time to complete these surveys.

An end of an era? – This current survey that we are trying to promote is a case in point. if we do not improve our response rate on this survey it is quite possible that we will have reached the end of an era and we may suspend our research efforts. Continue reading

Business Climate Survey Results

BusinessClimateNewsletter-2QP Consulting, Inc. has just released the results of its 1st Quarter Business Climate Results.

All firms participating in the survey were sent a private email with a link to download the confidential PDF Report.

If you did not receive an email it may be because you never provided a proper address. If you believe you did provide the necessary information, please contact us at johnstewart@quickconsultant.com  and we will provide you with the proper link.

FREE Download – If you would like to download this 3-page PDF please click here.

Download FREE Summary

Complete Study Now on Sale… (see below)

Executive Summary of 2016 Study
Now Available for Free Download

2016SalesExecSumCoverThinking about purchasing this just-released study on compensation practices but would like to first take a glimpse of what this study actually contains? No problem – QP Consulting has prepared one of its popular “executive summaries” highlighting key findings of this new report. No, it doesn’t reveal everything, but it certainly provides more than enough data, charts and graphs to help you make that final purchasing decision.

For a limited time, the complete study (retail price $285) is available for only $233, an 18% Discount. Visit the bookstore to place your order. Offer expires May 16, 2016.

Continue reading

Ryan Sauers Praises New Study

Popular Speaker & Consultant
Praises New Compensation Report

“John Stewart of QP Consulting has done an amazing job of compiling data that will help printing companies (of all sizes) as it comes to their salesperson analysis, staffing and compensation. The research process (in this report) is valid and reliable and provides (up to date 2016) information. It is packed full of relevant information yet is easy to follow and can be (sorted and used) in a multitude of ways.

Ryan Sauers

“Quite frankly, the price of this report (based on the extensive data that it contains) could easily be priced much higher. The price is a bargain. As I have spent my career working in the print and related industries in owning companies and later consulting with them (focus on sales) across the country, I found this report incredibly beneficial. It is one I wish I would have had years ago. This report contains the answers to questions I am often asked by print company owners. The process of hiring a salesperson in this industry is a tough endeavor. Thus, we may be (overpaying or underpaying a salesperson) and wondering what their compensation package should look like. Continue reading

Upcoming Surveys Report

Pricing & Financial Ratios Prove Most Popular

First, a big “thank you” to all of you who participated in our “quickie” survey about surveys. We were one shy of reaching the 200 mark in terms of respondents to the survey we conducted March 10-11, 1016.

Approximately 96% of our survey respondents indicated they had participated in at least one major industry survey in the past five years. Far more encouraging, however, was the fact that 39% (78 firms) had completed 3-4 surveys during that time frame, with an additional 36% (72 firms) indicating they had participated in five or more surveys during that period.

Rating Surveys
Rating of Surveys
– We first asked survey respondents how they rated the overall value of surveys and subsequent studies that have been published by QP Consulting, Inc. and the results were overwhelmingly positive with 84% of all respondents telling us they believe the studies we’ve published have been either “Extremely Valuable” or “Very Valuable.” Continue reading

2016 Business Climate Survey

RESULTS OF QP CONSULTING SURVEY…

Printers Continue to Report
Mixed Results

By John Stewart, President, QP Consulting, Inc.

Approximately 18 months ago (August 2014) we conducted a survey on behalf of NPOA titled, titled, “Down to Earth, No Punches Pulled” – a general business climate survey. In August of 2014, approximately 28% of owners reported that sales were down either moderately or significantly. Move ahead 18 months and we find that number has improved, but only modestly! Today, approximately 20% of respondents are still reporting that their sales continue to be down.

Unfortunately however, as you can see from the chart below, the percentage of firms reporting to us that sales are “pretty flat” has actually increased from the 28% reported in 2014 to 35% in Feb. 2016. That means that approximately 55% of our industry is still struggling to some degree and telling us that their sales are either “down” or “flat” as we head into the remainder of 2016. image001

Continue reading

QP Consulting Posts Latest Printing & Politics Survey

If we could only get these kinds of response rates to our major industry surveys dealing with sales, profitability and pricing of various products we would be ecstatic, especially when you can get more than 200 responses in less than three days!

Anyway, here is a link to the complete results of our survey. However, so as not to keep you in suspense, we are providing a graph below depicting the results to Question #10, where we asked:

“Based upon your personal political
inclinations at the present time, who would
you
most be inclined to vote for if the
elections were being held in the next 7 days?”

Printing and politics graph

New 2016-17 Financial Goal Sheet – It’s Free!

QP_FinancialModel_2016-17

We developed this Financial Goal sheet a number years ago based upon a template we found in another industry. As you know, the printing industry was one of the first industries in the U.S. to actually collect and share financial ratios for operating a profitable printing businesses. I have authored, along with my good friend Larry Hunt, more than 16 Financial Benchmarking Studies, and the data presented on this goal sheet is based upon these financial benchmark studies.

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“Are my labor costs too high,” asks client

I recently received a call from a former client. He and I have been corresponding on and off for many years since my first visit to his firm back in 2003. His firm is located in the far northwest. “John, I was going over my ratios the other day and noticed that my total payroll ratio is almost 31% and that seems much higher than it should be. Do you have any suggestions?”

Yes, under normal circumstances, 31% for total payroll costs, assuming all other financial ratios for the company were typical and average for the industry, would be high, but not in this case. Based on additional data he provided, Bob (not his real name) told me they had just finished their best year ever in 2015 with sales of $1.6 million. “My manager earned $105,000 last year and he is very happy. He and his wife just bought a house, and their first child is on the way, and he couldn’t be happier. The rest of my employees are also being paid well above average wages, especially for this market area,” Bob added. Continue reading

2013-14 Bindery Services Study

THE 2013-2014 BINDERY SERVICES PRICING STUDY

2012-13BinderyCover_Final_rev-sm2013-2014 BINDERY SERVICES PRICING STUDY This brand new, 140+ page study, published by NPOA and QP Consulting, Inc., and co-sponsored by Printer’s Plan and EFI, is the most comprehensive study of pricing for bindery services and products ever published in the printing industry. To view the bindery services covered in this study, please check here to view the Table of Contents.This just-released study, sold with a 100% Money-back guarantee if you are not totally satisifed, is available either as a tape-bound report or as a PDF. Continue reading