What’s at the top of your Christmas wish list this year?
To survive the company do, without having to do any HR reviews whilst half-cut.
What trend (business or technology) do you think 2016 will be remembered for?
People starting to network more and build business on relationships.
What do you think will represent the single biggest opportunity for printers in 2017 and why?
Combining data and production in a smart way – once the penny drops that it’s about outcome, not output, then, as Arthur Daley once said: "the world is our lobster".
What do you think will represent the single biggest threat for printers in 2017 and why?
Commoditisation – as too many printers still do not understand the concept of ‘value added’. They think people buy on price only and therefore sell that way.
What’s the one thing that the industry should do more of, or do better, in 2017?
Look at their business models. There is no use trying to hold back the tide by trying to convince people that print is as important as ever. What they should learn to do better is to convince clients how together they can help them achieve their goals.
What was your biggest disappointment in 2016?
The slow pace of implementing new technology with clients. We know how brilliant the future is going to be, and we are aware of the benefits it can bring. But the speed of uptake and acceptance is so much slower than we predicted.
What was your highlight of 2016?
Our families being proud of us for our growth and success.
What are your hopes for 2017?
That the huge investment we have made in people, software, equipment and premises in 2016 will start to generate the return we have been gearing up for.
What was the best piece of advice you have ever been given?
Listen very carefully because, if you do, your customers will tell you how to sell to them.
What was the most important thing that you learnt in 2016?
Not to assume that our team know what we are saying to them until we have checked to ensure understanding.
What if anything will you do differently in 2017?
Identify the return to the client before doing any quote.
What was the best Christmas present you ever received?
Last year, Simon (our MD) bought me a tailored handmade suit and shirt to make sure I looked brilliant in front of our clients. That suited and booted look still goes a long way in business.
Are you making any New Year's resolutions? If so, what?
A written plan for everything, and lay off the mince pies, as they give me wind.
