Continued Success of the Pressure Seal Mailing Process

Good morning,

Often I am asked “why” and “how” I manage to sell so many pressure seal systems and forms each year …year after year…..and my answer is typically the same…. it is a slam dunk ( it is basketball playoff time ) if a client is looking for actual process SAVINGS in both total procurement and processing time costs AND would like to earn a few “Green environment” points at the same time. It is truly one of the few “Green Initiatives” that a company can undertake without additional expense.

Even the USPS loves pressure seal…in fact it performed so well in their systems that they gave Pressure Seal mailers their own “stand alone” category. Simply stated….IT WORKS….IT SAVES DOLLARS and IT IS GREEN! That is a “three-peat” ( more basketball ) that is impossible to beat!

Some clients over the years have been “hesitant” to making the change….however, in over 25 years ( OK it is over 35 years …but that just sounds too long ) of selling pressure seal systems and products..I have NEVER had a client start to convert and not go thru with the conversion, nor have I ever seen one go to pressure seal and then revert back to the old “fold, stuff and mail” process.

The transition, while most think it is difficult, tends to be very fast and easy, as long as the documents are high quality and the appropriate pressure seal machine is purchased. Suncoast reps are all trained to provide both, and I will personally be involved in all Pressure Seal projects at Suncoast….just to insure that “seamless” process.

The documents are very versatile, and can be designed from a simple message document to checks and even direct mail with a return post card or even envelope. In the very near future we will announce a new machine that will allow “multiple pages” in a pressure seal document! More to come on that later…..

Pressure seal docs, when designed and produced properly, and printed and sealed on the appropriate systems, have exceptionally low jam and error rates, keeping the process running efficiently. Proper maintenance is required, primarily for simple wear and tear and / or toner build up, however, it is readily available and affordable. We offer entry-level machines under $ 2,900.00 !

Visit the Suncoast website and watch a Pressure Seal demo….it might be the answer for your growing business…. Economical, Green, Fast, Secure and versatile….

Till next time….
Euby

What? They are NOT returning your calls???

Just read a great article about Cold Calling ( one of my favorite pass-times….either by phone or my very favorite in person ) and the lack of response by Kelley Robertson….and I wanted to share a brief recap of it….as it is very good food for thought….

If they are NOT calling you back or taking your call…look to these six possible reason and analyze your approach….and of course take ACTION and PRACTICE to improve it!

1) Your voice mail is TOO long for ANYONE to really listen to….Real decision makers are BUSY…make it 15 seconds or less plus your call back info….total 30 seconds….REPEAT your call back info slowly….

2) Your message is too cryptic! ( or the reverse… to short and terse ) Add DETAILS…but remind yourself of # 1 above!

3) You leave the same voice mail message each time? Really? You are selling your “creative services” and you can’t come up with a different email? Have multiples and leave variations…..

4) You sound like everyone else? Be CREATIVE…they get dozens of messages a day…make your stand out before they hit DELETE!

5) You just “called” …you didn’t research….you don’t have a clue….about them or their company…but they DO about YOU…they know YOU DONT! DELETE!

6) Your product or service, as you presented it….does not interest them! Either you didn’t dp # 5 and you are calling the wrong company / person….or ….you are “couching” your sell in the wrong way….either way you are WASTING YOUR AND THEIR TIME!

What do these “sales blunders” cost you? your company?? the prospect??? ….BIG BUCKS…..

Prepare….Propose….PROFIT!
Till next time…get out there and SELL SOMETHING!

Euby

Your Corporate Apparel Decoration….There are alternatives to the usual Embroidery or Silkscreen !

Good Monday morning after what I hope was a long 4 th of July Independence Day celebration weekend for you !  The Euby family had a wonderful Holiday …and enjoyed having most of the family together for great food, drink and fireworks !  Yes…there may have been a few of the “SC Imports” fired off in front of my house…..but back to business….

For years we have offered the same two choices when a client asks for decorated shirts, hats etc…. Embroidery or Silk Screen?  However… there are several other alternatives in today’s market place!  You can have just about anything decorated today…with the minimum of one ( 1 ) in many cases…without paying a fortune for it !  

If you want to have that “difficult logo” or “hard to match color” on a garment …then Full Color Digital is just what the doctor ordered.  FCD can and will produce a broader spectrum of colors, allowing your complex and high color jobs to be spot on !  It is very versatile and has great color ….and will allow you to decorate different items and maintain that consistency of color and logo complexity between products.  

If you desire that “embroidered” higher end look, but are frustrated with the disadvantages and limitations of traditional embroidery.. there are other options.  Of course we all have known of  the heat seal patch and its higher quality output,  however, it really does not “look” as classy as embroidery…and simply does not hold up as long as traditional embroidery….but there is an another answer !   Indirect Embroidery is just what you have been waiting and searching for !  IDE is created a completely different way… front to back…top to bottom … that a head seal patch. The embroidery is actually “Debossed” into the apparel so it resembles traditional embroidery and still has the “staying” power that traditional embroidery offers.  Additional benefits are that the embroidery is created independently of the garments and applied as needed…reducing waste and allowing the embroidery to be applied in areas not accessible to traditional embroidery.

Direct to Garment is the “digital” version of Silk Screen printing.  DTG is not plagued with the same issues as Silk Screening when dealing with heavy ink coverage or difficult logos…..and there is not that “heavier area” feel with DTG that you sometimes get with heavy ink areas on Silk Screen products.  You can print front and back and sleeves…you can print almost anywyhere…..and you can do short runs very economically. 

Lastly …Special Effects…They are becoming more and more prevalent.  There is no longer any “rules” in decoration…. anything that looks good…GOES !   So go with a little SE !   The “Shiner the Better” !  Even the “bedazzled” look is gaining a foothold in the “corporate marketplace”….yes…BLING is not just for children any more !  More and more “dip dye” (light to dark colors ) are being used…and once you are there…why not add a little glitter !  There are all types of special effects now available…. glitter..holograms..reflective materials and even rhinestone.  

One word of caution however…. as you dive into these other processes…treat them with the care they deserve…PROOF them…and REPROOF if needed…do not “assume” anything ….you KNOW what happens when you do that !  Go ahead…give it a try….see what YOU can come up with!  

Till next time….Good Selling !

                                                                      Euby

Print is NOT dead…you just have to be creative……..

I keep hearing it…even from those in our own industry!  Talk about becoming part of your own problem…or should I say demise!??  There is a reason so many “printers” have gone out of business…they simply could never get past the “printing” part of the “Printed Communications” business.   Tunnel vision will get you “ran over by a train” every time….. Print is NOT dead…in fact…it is in the most exciting and vibrant ( and yes challenging ) time of its history!

Have you looked at “dimensional printing”?  Variable imaging has opened the door to unlimited ways to “connect” with clients with printed materials.  What about 3-D printing?  Isn’t that amazing?  Dead…far from it !

You just have to “think past print”…..and think “printed communications”…..Let’ go simple…let’s even go “back” to a basic… the Envelope…. boring?  out of date??   Past media ????   Really….?   We still need them…we still print them …but are we getting any “marketing bang” from those bucks anymore?

Let’s look at that simple, old, tired envelope and create a communication piece….that will get the recipients attention….. and SELL for us !  Market Review had a great piece earlier this year…and since Euby can’t say it any better himself…I will provide you the 12 points to creating a “client engaging envelope”  …. and of course …as always….your Suncoast Representatives will be more than happy to assist you with our creative team to develop your very own from these suggestions.

1)  Size….yes..it does matter….you may pay a little more in postage…but bigger is better….  2)  Shape…yes..the USPS has made it difficult but square or odd shapes get attention.   3)  Color…Color Sells…make it vibrant…make it sing to be seen !    4)  Texture…remember above… dimensional printing….if it “feels different” it will get attention….works with YOU…right?  It will work with everyone   5)  Tease…it’s ok….put a little “edgy” teaser on it …it really does not hurt and it catches the eye of some personalities…   6)  Variable & personalized information….we see many times the “open rates” when they are personalized to the receiptients….again…it works with you…right?    7)  Back Flaps ….add a call to action…why waste that space    8)  Back side….again..do not waste this space…put a teaser…or simply a faux rubber stamp…DO NOT BEND.  etc.   9 ) Window envelopes are not becoming more “opened” that closed envelopes…this trend has continued for several years now….run with it…we are not going back!   10)  Hot Spots …the corner the address area the postage area…tease toward those spots…as that is where the recipients eyes go ( within USPS regs of course )   11)  Corner Card Return address…THAT IS THE FIRST hot spot…most receipients look there to see if they are going to open it…based on who sent it.   AND THE BEST FOR LAST…….12)  Involvement Devices….Zip strips,  Labels, Peel off Stickers, re-positionable notes etc…..any think that creates the impulse to “interact” with the piece!

Give it a try…. what do you have to lose?  You will prove to yourself that “Print is alive and well”…… and that it will SELL !

Till next time…. have a very happy and SAFE 4 th of July !  Happy Independence Day !  Happy Birthday USA!  May God continue to bless!        Euby

From Bricks to Clicks…and back to Bricks! Ecommerce matures to physical stores…

Greetings from a soggy Saturday in Fort Lauderdale !

Something very interesting is happening the the “On-Line” stores recently and the trend is rapidly growing….

The On-Line retailers obviously to the brick and mortar stores to the web……and now the “web” is bringing them

back to physical retail operations!  Who Knew?   I just finished reading about this new trend in AdAge Digital!  A very interesting trend in the e-commerce industry…..and one that has been greatly “un-reported”!

When Warby Parker founder Niel B. wrote the business plan for  what is now one of the hottest e-commerce companies,  there was not any mention of physical stores.  But just two days into their launch in 2010 they were added….yes…48 hours into the business launch !  They were buried with requests for their popular “in home try-on” program.  Suddenly they realized that they needed some central location for many people to see, fell and touch their products…and yes…try them on….and shipping each single item to and from was proving overwhelming.  Solon they added “Pop up” stores, mobile truck stores and then yes…physicial brick and mortar locations.  The showrooms have proven tremendously successful.

This is no longer an unusual story anymore….Gap owned Piperlime …Bonobo’s Gide Shops have both added showrooms…and never intended to do so…..they are doing it because it is simply a “better customer experience” …. and most recently in a real surprise…the daily deal company “Living Social” has opened their first store with more planned in the future!

What they have all figured out is that the customer prefers  ( their first purchase specifically ) in a hands on, feel and touch ( or try-on ) enviroment…then they are more comfortable with the “re-orders” on-line.

Go figure…Customers PREFER a physical experience !  As Euby has evangelized for years….Sales is a RELATIONSHIP business…and being there in person is a much greater relationship experience than digital!   E-Commerce can complement the experience but it cannot replace it!

So the brick and mortar companies can complement their efforts with their on-line offers….and now we know of course that the “On Line Retailers” can complement their e-commerce business with a physical store.   From Bricks to Clicks and now back to Bricks !

Interesting how things work out …isn’t it?

Till next time…..     Euby