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• Finding the right group of salespeople that can create
growth is our biggest challenge right now
• We are a small business and hiking up the minimum
wage has affected the way we run our business
Sales
It’s a positive picture our respondents paint of their sales.
Most reported higher sales in 2017 over 2016, and most
expect that performance to continue this year. Here’s hoping.
How did your sales in 2017 compare to 2016?
• We’re riding the wave of increased minimum wages,
increased taxes, increased utilities,....
We love technology and we
love grumbling about it
It’s a love-hate relationship with the technology. Everyone
loves equipment, but most respondents just wish it were
simpler, cost less, didn’t need to be replaced so often, and
worked seamlessly with other parts of their shop. Here’s a
sample from the responses:
When it comes to technology and equipment for your com-
pany, what is the biggest challenge you face?
25%
Higher
57%
Lower
18%
Flat
In 2018 do you expect your sales to be higher or lower than
2017?
• Fast-changing technology
27%
• The continual updating of software negates the
usefulness of new hardware in a very short time.
• Keeping up with change. Change seems to be hap-
pening quicker and quicker
Higher
63%
10%
Lower
Flat
• Lack of qualified people to do the job with the
technology and equipment
• I switched to digital printers, but the costs of toner
and drums is getting to be prohibitive. Keeping
costs down is my biggest challenge
What would you say to manufacturers about how to improve
technology and equipment in general?
• Make the equipment more durable, so it lasts long-
er. Reduce the operating costs
• Simplify. Make peripherals/hardware/equipment
communicate better cross-platform
• Take best practices from the retail world and build
them into your products
Investment holds steady
Investments in technology totaling up to 6% of sales is a pretty
standard industry figure. Our respondents don’t deviate much
from that, and a minority hopes to increase its outlay from 3%
to 6% over the next two years.
As a percentage of your annual sales, what has been your
average annual investment in equipment, hardware and
software over the last two years?
• Interf aces need to be more intuitive to new
employees, as many of the skills are disappearing
• Better support of existing products would gain
brand loyalty
• Ask us what we need. Then, don't just sell and
drop the box off; provide continuing training
• Don't be greedy with your prices, which prevents
some very creative people from being able to
afford it
@graphicarts
3% or less
12%
10%
32%
12%
3-6%
6-9%
9-12%
14%
20%
12-15%
More than 15%
GRAPHIC ARTS MAGAZINE | March 2018 | 21