Press Release : Dolphin Worxs celebrates 21 years of global footprint in July with product giveaways and discounts.

Way back in 1994, a young man had an idea.

He was working at a printing company, whilst completing his University studies. And he thought to himself, there has got to be a better way to do print quoting.

So he created it, a windows based costing program, written for printing, from inside the printing industry. It was Dolphin, and the man was Tobie van Dyk

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Know thy costs, know thy client

blogIn a previous post, we briefly discussed what pricing on value is, and touched on why you should be pricing on value and not direct cost.

This post will dig down a little more into the 2 things you need to know before you start pricing on value.

The first is your cost of manufacture. It seems a bit counter-intuitive, and quite a few MIS and production software providers will tell you that super accurate costing in your quotes doesn’t matter. That’s because they either can’t do it, or they can’t do it at a price that works for a quick print shop. And you end up thinking –  “If I’m selling on value, then I’m going to be way above my costs anyway, so close enough is good enough”

The truth couldn’t be a starker contrast:

 

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What is value-based selling ?

There’s a major shift taking place in the world of Print, as many small print shops expand out their business into value-based selling, and evolving into marketing specialists.

This is a good thing, short run print jobs are in fact a speciality custom manufactured good. Selling on price, and constant undercutting  has led to many printers either going under, or even worse , staying afloat long enough to seriously hamper the market for those who would do well otherwise.

It takes a massive mind shift to move away from a “Cost plus Markup” mentality. If you’re the kind of person ( like me) where 1+1 =2 , it’s hard wrap your brain around the concept that when selling on value 1+1 =3, or even 4 or 5 if you’re in the right part of town.

The truth is, it’s not hoodoo vooodo, or thumb sucking. The pricing is based on factors that multiply, rather than add to the price.

Here are the broad strokes, and we’ll dig down into them in future posts.

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