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. (Special Pricing Offer extended to July 15, 2016.) Continue reading

New Digital Pricing Survey Just Launched – Deadline July 18th!

Why Pay $195 or More For This New Study
When You Can Receive It For Free by
Completing* This Key Industry Survey

2016-17DigitalCover-sm NEWPacked with the latest data on pricing digital printing services – This soon-to-be-released study will provide you with the very latest data for pricing products such as booklets, newsletters, flat sheets, business cards, digitally printed envelopes, as well as meter clicks, copier ratings, mark-up practices and discounting methods currently being used in use in our industry.

Best news yet is that this study will be yours absolutely free if you complete our on-line survey and submit it by our July 18, 2016 deadline.

*Deadline for submitting survey is July 18, 2016. Continue reading

Printing & Politics – A QP Poll

The One Question We Forgot to Ask!

It looks like we may have set a record of sorts with our most recent survey titled, “Printing & Politics – Your Choice for President.” More than 270 printers responded within 48 hours, the largest number of responses to a survey in the past four years.

“More than 270 printers responded within 48 hours, the largest number of responses to a survey in the past four years.”

Unfortunately, after the survey “hit the streets,” and we were already processing the results, it suddenly dawned on us, especially after seeing the early trends, there was one question we wished we had asked but didn’t. We’ll let you know what that question was near the end of this survey. Continue reading

Selling is All About Price!

Ryan Sauers – Our Guest Columnist

OK, I Will Say It: Sales is ALL About Price

By Ryan T. Sauers

Ryan SauersYou see this article title and know it is true. Many of you tell me this from all across the country. Today, sales is quite simple. It all comes down to who has the lowest price, right? If you get your pricing tight/right, than you have a chance of winning/earning some business, right? If you cannot do this, then buyers will not consider you. Simply said, it is all about price these days. Are you feeling better about your sales now?

Not so fast, there is something else I need to mention…

The goal was to get your attention as we have the attention span of a goldfish. And this attention span is about six seconds. Friends, this “all about price “statement is absolutely and unequivocally false. If you are selling on price and this is the only/main thing that Continue reading

Hot Off The Press – New Workers’ Compensation Report

WorkersCompPg1Workers’ Compensation rates vary dramatically according to a special 11-page report just-released by QP Consulting, Inc. However, contrary to popular opinion, owners still have options, to control or even lower annual premiums.

The new industry report includes a number of charts and graphs, including a special table detailing 35 states and the most common codes and NCCI rates per $100 for the four major classifications available in the printing industry – Clerical, Sales, Printing and Delivery. 

Our Latest Publication allows printers to check a special table and compare how employees working for other printers in their own state are being classified, as well as the range of rates being paid. Continue reading

Profit Leaders vs. Laggards

Leaders vs. Laggards in the Printing Industry I’ve been actively involved in the printing industry since the early 1970s, so I guess you would definitely consider me an “old-timer.”  Although relatively old in terms of physical age, I believe I am younger than most in the industry in terms of…

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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

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