Value Pricing
Your digital print solution must create real value for your customer. But how do you prove it will positively impact their sales performance and deliver clear ROI? Once you have convinced them, how do you improve your own profit margins by capturing a fair share of the value created?
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Nurture-Loyalty campaigns are about motivating customer commitment for future purchases and cross-selling activities. The Value Calculator considers anticipated sales value of leads based on established purchase behavior, as described by your client.
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By creating an attractive, affordable package for relevant messaging, variable data printing significantly increases leads for your client's sales team. The challenge for print service providers is to quantify this benefit for their clients. If you can measure the value, your sale is halfway home.
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The benefits of variable data printing are not always apparent, especially to traditional print buyers who tend to focus on price alone. Your challenge is to quantify the bottom-line benefits you will be providing, and Caslon’s Direct Order Value Calculator will help your client understand the true sales potential of a relevant marketing campaign. The calculator lets you present realistic financial benefits of personalized print and creates a real incentive to work with your company.
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The challenge for print service providers is to convincingly convey the benefits of electronic collateral management to clients and especially to marketing departments. Caslon’s Collateral Management Value Calculator explains the cost savings that are possible, as well as the potential revenue enhancements. This Value Calculator will be your most persuasive argument for getting clients to adopt electronic collateral management via customized, on-demand printing.
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By creating an attractive, affordable package for relevant messaging, variable data printing significantly increases leads for your client's sales team. The challenge for print service providers is to quantify this benefit for their clients. If you can measure the value, your sale is halfway home.
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 Most printers use cost-plus pricing, fondly known as "the path to financial mediocrity."
This presentation from the 2008 AppForum explores how to determine the true value of solutions to customers and how to build pricing from that information. Market-based pricing is also covered - even your conventional print jobs should be priced for optimum profit. |
 This online training module reviews Value Pricing strategies that are a key part of Caslon’s Strategic Solution Sales (S3) Process. Value pricing focuses on the value the user sees as a result of a digital print solution as opposed to the cost of the printing. |
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Highly personalized campaigns take more effort and cost to prepare, execute and analyze than run of the mill short run color jobs. Delivering these services takes real expertise and costs real money, but often service providers are too quick to give the services away as they hope to capture the value in the printing element of the campaign. Free to all |
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