By Elisha Kasinskas, RSA – Remember how your commercial and in-plant customer’s businesses were doing prior to March 2020? If they were like most commercial printers and in-plants, it was business as usual. Orders were flowing in, the shop floor was humming, life was good. Then things changed.

Did the downturn in business and changes in customer buying behavior brought on by the pandemic inspire your customers to alter their business models? After all, there was and still is little to be gained by sticking to the status quo. Even though printed output is picking up again, it is essential for print providers to remain proactive and find new ways to grow their business. Indeed, altering the business model means modifying the way they deliver services as well as diversifying into new products and services. Equally important is implementing new solutions for interacting with customers, including from a distance. As a reseller, your mission should be to help them identify ways to be profitable and grow in the new and unwelcome normal.

Diversify to Serve Evolving Customer Needs

Diversifying doesn’t mean abandoning the core business or core customers. Rather, it is identifying ways to better serve customers by providing different ways of communicating and interacting with them, or offering added services, which equates to added value. Your service to customers should still be a priority whether it is consulting with shops (and sometimes marketing departments) about how to address their challenges, offering updates and upgrades of current solutions, or proposing new solutions.

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SOURCE Rochester Software Associates