The purpose of this brief talk is to pass on to you some of that knowledge for whenever you’re in the market to purchase printed products, whatever your budget, so that you can avoid some of the common pitfalls that are out there for the unwary.

Questions to ask your printer

Are they really printers or just farmers?

Most printers cannot afford the high capital cost of all the equipment needed and so they farm out some element of the printing or finishing. With the result that the service they offer is only as good as the weakest link. That is the reason why so many printers can only offer a verbal assurance of their service. You can sort the farmers from the printers by asking whether they will guarantee the turnaround time for your job in writing and what they will compensate you if they’re ever late.

Some printers are only a shop front and they farm everything out to any printer around who has spare capacity. These farmers are called print brokers. Be doubly aware because there are few guarantees with this arrangement least of all consistent quality.

Will you be able to read the small print?

Leaflets from that bloke your brother knows or that little shop on the high street are as good as those from a professional company? Wrong! – They may sound the same but its like comparing apples with whales. Only the biggest printers can afford high definition repro equipment. This means your photos and text will be printed so clearly that you’ll even be able to read the small print! Ask to see samples of their work.

Is their pricing transparent?

Some companies take the trouble to work out the prices of all of their products to make them transparent and make it easy for customers to obtain an instant quote. Beware companies that ask you to email them or fill in a form or take more than a few minutes to get back to you. Check whether the product you want is VAT exempt. It has been known that some printers accidentally charge VAT on brochures, leaflets, booklets…

Are they environmentally responsible?

Does your printer use paper from well managed forests? Do their products carry the Forest Stewardship Council (FSC) logo? Do they use recycled materials? Recycled paper is better for the environment than virgin paper since it diverts waste from landfill and is less damaging to the environment than the manufacture of virgin paper. See www.wrap.org.uk Are they accredited with the international environmental standard ISO 14001 which means an independent auditor keeps an eye on their environmental objectives and the progress they make. Do they commit to other green initiatives like The Tree Appeal? Or are they long on words but short on action?

Are they a one stop shop or one product shop?

Can they give you ideas on how best to promote your business? Can you make a truly informed choice or are you forced to buy from a limited range? How many products do they offer or are they limited by the size of their presses or the absence of key equipment? For example can they create eye-catching effects like shaping, laminating, varnishing? Can they offer unusual products like scratch cards, calendars, pens, keyrings, printed and embroidered clothing and other promotional goods? Can you see samples?

Will you be left carrying the baby if your artwork is less than perfect?

Does your printer understand design? Will they give you advice on how best to present your artwork so that it prints as you expect it to? Will they check your artwork if you don’t know how to? Do they know how to spell stationery? Will they take responsibility for how your artwork prints? What happens if it all goes wrong? Will you be left with 10,000 illegible leaflets?

How easy is it to order/reorder?

Can you get a quote on line, order on line, upload your files on line, pay on line and check the status of your order on line? Can you get access to all your old files on line?

Does your printer even archive your files and if so for how long? A month? A year?

Does your printer offer easy to use templates for printed materials you use on a regular basis like business stationery, leaflets, booklets, posters so that your marketing collateral is always consistent? Or is your printer old school and only offers an over the counter service during office opening hours?

Caveat emptor!

Martin Goodall printing.com 180412

At WPA we pride ourselves on the high levels of service we offer to all our customers. Your health is of the utmost importance. Our customer service department is based in the UK and we have over 85 local offices across the UK.

Other benefits to joining WPA:

• Freedom of choice – You can be treated at over 650 hospitals the UK, this gives you the freedom to choose when, where and by whom you are treated.
• No penalties for claiming – No higher premiums because you make a claim.
• WPA’s unique Shared Responsibility concept of coinsurance offers even greater flexibility on your premium.
• A high quality ‘active’ Employee Assistance Programme (EAP) comes as standard with all our company funded PMI, NHS Top-Up and Dental plans – providing great value and confidence.
• ‘Easy joining’ terms for companies with over 10 employees, as well as online technology that provides easy seamless and paperless instant administration such as P11D reports.

For more information about WPA’s health plans and service please contact Tim Chappell (Account Manager for Anna Russell – Appointed Representative of WPA)

Telephone 07739 643 569. 01258 861835
Address: Rosemary Cottage, High Street, Child Okeford, DT11 8EJ
Website: http://www.wpa.org.uk/annarussell
LinkedIn: http://www.linkedin.com/profile/view?id=3333318&trk=tab_pro
Facebook: http://www.facebook.com/tim.wpa
Twitter: http://twitter.com/timjchappell

WPA is authorised and regulated by the Financial Services Authority. 12067

But the most memorable part had to be Dean Sharp’s ten minute presentation about his business, Sharp Events especially the demonstration at the end by his very lovely assistant Paula Fry from Impact Signs and Print, who showed just how much fun can be had when Dean organises your event for you. I believe that the picture will tell the story far better than I can – so thank you Paula and Dean for your permission to show the photograph on the website

With 28 referrals passed, it was another great meeting and we are very much looking forward to the fun we might have in next weeks ten minute slot too.

We also enjoyed an excellent education session from Frank Stevens of Bear Bookeeping who was a fantastic stand-in at the last minute when our scheduled presenter wasn’t able to make the meeting.  He asked us the question ‘what is it that makes eBay so successfuly?’

Of course the answer was similar to that which makes BNI so successful as an international networking organisation; it’s the system they employ which allows buyers to leave feedback for the sellers they have bought from.  These are in effect referrals and testimonials and those that do well are being shown to be good business owners on a regular basis by their users.  Other people will do business with them simply because their feedback is so good, in other words they can be trusted to do the job they were being paid to do.

We also heard from Matt Cook at Fish Face Events in our 10 minute member slot.  We were let into many secrets including the one that Matt is one of the judges for seafood on the Taste of the West awards. Matt has worked in Michelin starred restuarants and trained with Marco Pierre White.  Currently his most pressing need is for new staff for his brand new restaurant which will be opening in Dorchester very soon – anyone who knows anyone looking for a job in Dorchester should get in touch and we’ll put them in touch with Matt.

The reality is that it costs between 6 and 12 times as much to sell a product and/.or service to a new client as it does to an existing client. The sad thing is their existing clients are normally overlooked.

We work with clients on strategies and through the use of email marketing to ensure that your existing clients either have ALL of your product and services, and/or know about ALL of your products and services and have had the opportunity to PURCHASE all of your products and services!

We WILL and CAN make a significant difference to the ‘bottom line’ of any business. FACT!

• Website: http://D2integrated.co.uk
• Email: richardlock@d2integrated.co.uk
• Telephone: 0787 0467 171 

How about approaching friends, relatives, organisations, social contacts or anyone in the local geographic area if they have a business and you know they are looking for more clients and referrals.  If you are nervous about asking people to come along why not use one of these three techniques to make the invitation:

• Ask a third party to make the invitation for you, someone who has been to BNI themselves but is unable to join but believes that is a great way to get new business
• You could send an email instead of making a telephone call if that feels a bit like ‘cold calling’
• Or you could send a text message, particularly if you know the person/business is advertising because if they are advertising they are clearly looking for more business.

The trick is to listen or watch out for anyone or any business saying that they are looking for more clients.

We also heard from Chris Scriven of Bluebird Care who explained what sets their home care packages out from the rest.  He explained how home care for the elderly or for the physically disabled adult can be a much more cost effective and preferable solution to moving into a care home for many people.  With all clients able to book in anything from a 15 minute visit each day to perhaps check that medication has been taken up to 24 hour, 7 day a week permanent care, there will be an option to suit almost any situation.

Finally, four visitors, two written testimonials and two spoken testimonials, 17 referrals and £5,000 in the the ‘thank you for the business box’ it was another great week at BNI Casterbridge in Dorchester.

According to Dominic who works with leaders across the globe, helping them to improve their leadership abilities, the key to both happiness and great business lies in two truths:

The first is to use your gifts and the second is to be altruistic (which is the true meaning behind the BNI philosophy of Givers Gain) that is doing things without hope or expectation of reward or gain.

However, to truly use both of these you have to listen and really hear what people are saying to you and listening in this sense is not just about hearing what they are saying, it’s about understanding the emotional content of what they are saying and the support they are looking for.

As Dominic pointed out, when both of these truths combine they create enormous value in terms of both trust for you and your services and your reputation grows which as we all know creates huge advantages for both referrals and negotiation.

Nick’s presentation gave us a great insight into how his business, FreeFly Multimedia has developed over the years and he gave us a fantastic slideshow and commentary of just a tiny sample of the award winning photography he can provide for both weddings and commercial organisations.

Being just a photographer however wasn’t quite enough and he was able to show how he has used the advice that Dominic gave in the education slot to great effect as he teaches people how to use their DSLR cameras through his own teaching and learning website. If you are interested in learning how to make the most of a new digital SLR camera then you really should take a look at his site http://www.atpmembers.com

He also went to suggest that this has very clear implications for member 60 seconds as well encouraging us to be more careful with our precious education slots by using the formula that we say ‘who we are, what we do and what value we add to our customers’.

As a direct result of Jon’s education slot a few members actively changed their one minute presentations to take advantage of his suggestions and encouragement – that’s the mark of a great piece of education, so thanks Jon.

We were also delighted to welcome a brand new member to the Chapter too – Richard Lock.  Hopefully we’ll be seeing the profile for his business – D2 Integrated – on the website very soon.

Our ten minute member education slot was filled by Ben Howells of Sands and Associates. Ben is the Chapter mortgage advisor and was very clear about the clients he would like to work with as well as making it clear that he had no fee to the client; the fact that he can source across the entire mortgage market because he is independent and that his goal is to help people get into their dream home.

Finally, with 5 visitors, 40 referrals passed and thank you for the business this week totalling £13,820 it was a fantastic meeting and I’m very much looking forward to next week too.

What’s that I here from above
with a click and a clack
and a great big sack
down through the chimney
came Linda with a referral pack

Hand these out she cried
I don’t know if there’ll be snow
But fill them out
and spout about someone you know

Come sit by the embers with the BNI members
this could be the beginning of many happy Decembers
Be part of the flock and don’t watch the clock
time will tell if jobs prevail.

Services we provide
Refurbishment the best that cannot be denied
we have done it for years
without any tears
just listen to our customers cheers

So never fear CCS is here
to serve this chapter
and leave you all in rapture
remember us to all
don’t delay that call

Thanks to Martin Cull of Cull Contracting Services for this latest addition to our poetry corner

Pete and his team are thorough, conscientious and give great support and advice whenever you need it. You don’t have to ask, if there is something he feels you should know he will be proactive and ensure you get that information as soon as possible.
I have recommended Pete to several people now and will be continuing to do so in the future. I trust him with my accounts and I trust him with my friends, colleagues and clients as well.