Margie Dana

By Margie Dana

One of the best things about working in this field is meeting new people. When I produce events or get invited to speak for a group or trade association, it’s something I most look forward to. Listening to other peoples’ stories. Learning what got them into the print business. Uncovering other passions in their lives.

Often, people new to the field will contact me and ask to meet. Depending on my schedule and how much I suspect someone just wants to pick my brain, I might agree. Lately, I dig deeper into these requests to weed out the latter. Time is precious.

What was it about that one email last month, from a brand new sales rep who asked to meet? Maybe it was the sincerity of his words, or the fact that he works for a commercial printer that has my utmost respect (and has also, BTW, supported PBI).

Whatever the reason, I’m glad I said yes. On a warm spring day, I had lunch with a young man who was accompanied by his wife. They were in town for a friend’s wedding. The time spent with them was a delight and a half.

He’d asked to take me to lunch to learn whatever I could teach him, because when he Googled “print buyers,” my name popped up. There was nothing slick or sales-y about him. He was Grade A Genuine and thoroughly excited about his new adventure we’ll call The Print Industry.

As our salads and sandwiches came, we talked about the big trends in printing and print buying, who his Competition is (big “C” as in not other commercial printers), the importance of learning about all modes of media, and the challenges and opportunities of a young man in printing.

In my 20+ years in this field, I’ve rarely been this impressed with other newcomers to the field. His background is in business. He was clearly bright and motivated to succeed. And he was all sponge; that is, he absorbed every bit of conversation we had and every name I dropped into the discussion, whether it was a person, a book, a website, or an event.

His wife was as excited for him in his new career as he was. He was a quick learner. He typed in notes to himself on his smartphone as we chatted. “He’s always been this way,” she said proudly, “filled with ideas on how to make things happen.”

I believed her.

After our hour-long lunch in a suburban diner, we said our goodbyes and parted ways, having promised to keep in touch.

Back at the office, I knew I’d seen the new face of the print industry. His name is Matt. He’s a tad over 30. He has no background in print, but he has this much going for him (and more):

He was hired by a company president who saw the potential that I saw.
He is eager to learn and committed to do so.
He is smart enough to be reaching out to people in the field who might be of help to him as he learns the ropes and grows his client base.
He knows how Gen X and Gen Y people like to do business.
He loves what he knows about printing already.
He exudes excitement.
He’ll travel far out of his way to learn.
His business background will serve him extremely well.
He’s a natural networker.
Whatever the opposite of ‘sluggish’ is? He’s that.
He doesn’t seem to be a person who’s OK with just being OK in his career. He seems programmed to excel.

Maybe the next generation of print executives won’t have ink in their blood. Maybe they’ll be businesspeople who see print in a whole different way. It’s wonderful to meet someone who brings a new background and new hope to this industry.

My money’s on Matt (and, by the way, on Larry Williams and Josh Blair – two other young sales reps who are on my radar). Do you have a Matt on your sales team? You should.

©2011 Margie Dana. All rights reserved. Your comments are encouraged. You’re free to forward this email to friends and colleagues. However, no part of this column may be reprinted without permission from the author. Comments?

Bob Craft, Sr.

May 31, 2011 at 2:50 pm

When someone so loaded with print info like Margie gets excited about a new way to succeed in this industry, I’m very interested!

There is something about bright people that turns me on too, Margie. They are interested in us older folks and run, not walk, into the future which is more interesting than the printing world as I see it today …spelled “price only”.

You need deep pockets to hire a “Matt”.

I tried it in 2006 and 2007 with a “Matt” type named David Long. David is a handsome, bright, middle aged ex-architect, with graphic design ability, computer savvy, well read, business management experienced, friendly, interesting, U.C. grad, straight, clean habit background with outstanding desire to sell printing.
Had lots of leads but couldn’t make enough money so he quit and took a job with
David Torme, a high end marketing and graphic designer here in Mill Valley. After a year there he went to work in Men’s sales with Kohl’s Department Store for low pay but appreciates their company medical plan. Whatta waste for a very capable “Matt” type.

This recession truly took a super young man away from us. If we could afford paying him $50,000.00 a year we would have a fine investment, Margie. The rest of our commission only sales staff would not like that.

I sure appreciate your excitement in your new friend “Matt’, and hope he can satisfy clients to become a great marketing and sales person, Margie. Plus, here’s hoping you are very happy with your new marketing plans. You deserve so much success, Margie!

Respectfully,
Bob Craft, Sr….President (83 years old and planning on retirement this year).

Margie

June 02, 2011 at 2:55 pm

Thanks, Bob! So you’re 83 and still working in print – now THAT’s a cause for celebration :). I was so excited about this Matt, I had to share it. I don’t know that I agree about the need to have deep pockets, though. Seems to me many young professionals are willing to learn the ropes of a new business and work their way up, proving themselves along the way. Senior-level pros command higher salaries, don’t they?

Don’t get me wrong: am not suggesting we go “out with the old” and “in with the new,” but knowing there are incoming professionals to this great industry, who are excited and willing to learn, makes me very hopeful and energetic.

Happy retirement, Bob!

Mark Ravida

June 02, 2011 at 5:12 pm

I must admit the only reason I started to read your article is because of the name Matt. I honestly thought you were speaking of our President Matt Mallet here at Broudy Printing in Pittsburgh until you mentioned married which our Matt is not. Needless to say he is exactly the person you speak of and we are excited to have him at the helm. We are also very fortunate he does have ink in his blood because he is the 3rd generation.

I have been in the industry for 33 years and at times have my doubts about our future, Matt with his enthusiasm and willingness to learn pared with his knowledge gives me great hope. Thank you for the article Margie.

Margie Dana

June 02, 2011 at 9:24 pm

You’re so welcome, Mark. Glad to know you already have a Matt. Hope he knows how he’s perceived! The message I hope readers take away is, as you put it, “enthusiasm and willingness to learn” are two dynamite qualities in our industry…or any, for that matter.

PS: Now that I’ve hooked you on this one column – can I assume you’ll keep reading my Tips, Mark!!!! Hint hint. 🙂 Thanks for your note.
- Mark Ravida
  
  June 03, 2011 at 10:45 am
  
  It’s always difficult for co-workers to understand and take advise from someone younger and there will always be individuals who challenge it. Creating discussion and drawing amicable solutions in the workplace help strenghen the company. Having confidence in yourself, a high regard for your co-workers and respect for those in authority over you make you a better person.
  
  PS: You bet, enjoy the day!