There's a world that separates senior-level, experienced print buyers from the novices. To me, the senior buyers are elite print buyers. They're the masters. I know them well.

They've made print production their career. They're expert negotiators. They are hugely influenced by equipment when sourcing print. They keep up with industry news and manufacturing capabilities. They'll make the trip to Chicago each fall to kick some tires at Graph Expo.

Elite buyers look for professional development, because they recognize the value of more education. Most have over 10 years' experience.

They recognize names like Frank Romano, Daniel Dejan, and Professor Abhay Sharma.

Here are 10 characteristics of elite print buyers:

Elite Print Buyers

1. Have 10 or more years of industry experience
2. Source by equipment (it's often step #1), using a printer's equipment list to guide them. (So equipment manufacturers should market to them directly,
   including press manufacturers.)
3. Insist on taking plant tours
4. Look for sound customer/press working relationships – more and more important to these buyers
5. Are concerned with how printers treat employees (social consciousness)
6. Are extremely strategic in their procurement policies
7. Recognize the value of professional education
8. Are more likely to recognize industry leaders & chief influencers by name
9. Have formed tight business relationships with preferred print providers
10. Are invested in developing additional business/communication skills to improve their career opportunities

© 2013 Margie Dana. All rights reserved.