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Strategic Planning & Sales Tracks to Be Featured at Executive Leadership Summit

Dedicated sessions at the Jan. 19-21 conference in Las Vegas will help industry executives and sales leaders develop strategic plans and create sales systems for success in 2015 and beyond. East Rutherford, N.J. (December 18, 2014)―The AMSP/NAPL/NAQP Executive Leadership Summit, Jan. 19-21, 2015, at The Wynn-Las Vegas, will feature two unique tracks on Strategic Planning and Sales that will help graphic communications industry executives and sales leaders create strategic plans … Read More

“Old Power” vs. “New Power:” What Does This Mean to You?

I am fascinated by an article in the December 2014 issue of Harvard Business Review, “Understanding ‘New Power’” by Jeremy Heimans and Henry Tims, which suggests that the nature of power is shifting and that this reality represents a defining challenge today and in the future for society and business. The authors state that “Old Power” is based on consumption and rests on traditional structures; It is enabled by “what … Read More

The Progress Scorecard

It’s no secret that in our increasingly competitive, complex industry, we’re either getting better or we’re falling behind. We have to know where we are strong, why, and how to build on those strengths. And we have to know where we are weak, why, and how to aggressively correct those weaknesses. Creating a “progress scorecard” will help. Here’s how it works: • List essential functions such as client recruitment, retention, … Read More

Don’t Make the “Verizon” Sales Call!

Don’t Make the “Verizon” Sales Call! Close your eyes (um, figuratively, not literally. That would be dumb as you wouldn’t be able to read the blog and it would be awkward for both of us). Picture the Verizon Guy on the phone asking that ubiquitous question, “Can you hear me now?” In the early commercials, he’d pop up every where: “Can you hear me now?” “Can you hear me now?” … Read More

Mark Cuban and Print Shop Owners Score with Shark Tank – November 2014 M&A Activity

Digital Printing – Photobooks / Mobile Apps Less than a year after swimming with the sharks on the popular TV show Shark Tank in January 2014, husband-and-wife team and printing company owners, Julie and Brian Whiteman, sold their digital photobook app, GrooveBook, to Shutterfly for $14.5 million. When the Whiteman’s pitched their concept on the show, two of the “sharks” bowed out of the bidding because they were concerned that … Read More

Leadership, Marketing, and Strategic Management Experts Offer C-Suite Insights at AMSP/NAPL/NAQP Executive Leadership Summit

David Horsager, Wayne Peterson, and Chris Bondy join Andrew Paparozzi and Leo Raymond as general session presenters at the Jan. 19-21, 2015 conference in Las Vegas. East Rutherford, N.J. (December 8, 2014)―Leadership, marketing, and strategic management experts David Horsager, Wayne Peterson, and Chris Bondy will help graphic communications industry leaders get 2015 off to a great start as keynoters at the AMSP/NAPL/NAQP Executive Leadership Summit, Jan. 19-21, 2015, at The … Read More

You Are Here

Have you ever been lost? Not like in the middle of the woods lost, but lost trying to find your way to an unfamiliar destination such as a prospect’s office in a nearby city or state. In the era of the GPS, lost isn’t the way it once was, when you were forced to pull over, extricate an old map long squeezed into the glove compartment, and try to find …Read More


Today we received an email from our New York Chapter leader Jim Prendergast, regarding proposed legislation in New Jersey that would prohibit direct mail. “A NJ General Assembly member has introduced a bill to basically prohibit DIRECT MAIL. It’s a No Mail list idea and provides stiff penalties to companies who violate. Our industry, through DMA has had one in operation since 1971. I have responded and spoken to a …Read More

Get Your House in Order

Before you can even consider hiring a new sales rep, before you are wondering, “Where do I even look,” you need to make sure you have the proper foundation. That is, you want your company to be the kind of place that attracts talent. That means getting your house in order. At my upcoming session at the Executive Leadership Summit on January 19-21 in Las Vegas, we’ll break down the …Read More

Four Questions Leaders Ask

For nearly 15 years my AMSP/NAPL/NAQP colleagues and I have been studying some of our industry’s most successful companies. We’ve learned that their success isn’t attributable to doing things other companies can’t do, but rather to doing things that other companies don’t believe are important, never get around to doing, or don’t do very well. Regularly asking these four questions is an example: • What are we doing to hear … Read More