Matthew is the founding director of Profitable Print Relationships...having trained in archaeology. After this, moving to the print industry seemed a natural step!
He has had over twenty years’ experience in the print sector.
Amongst other roles, he's headed up print purchasing at Future Publishing, one of the UK’s leading consumer magazine publishers. At Future, he achieved significant reductions on a multi-million pound spend every year.
But he's not just worked at the big companies.
He has worked as a print specialist at many different companies of all sizes and from many market sectors, including in agency and marketing environments and tiny publishing companies.
This gives him a wide experience of the variety of company cultures. And he knows what they are looking for from their print suppliers.
There's also the experience of working on projects in sectors other than print. This means that he has great experience of how the best supplier relationships work in other industries.
How do you educate an audience of printers about what the buyer needs?
Many print conferences offer excellent speakers from the print industry. They also have inspirational speakers from outside the industry. But it can be hard to find buyers who tell it like it really is.
It can be harder still to find buyers who are experienced speakers.
Matthew is a regular keynote speaker at print events. His aim is to show print companies the buyer’s view. But he also gives printers practical actionable advice on how they can improve their engagement with buyers.
He creates lively sessions that are designed to appeal to different learning styles. It is not unusual to find Matthew with a travel pillow or a fluffy elk. But these props all have a serious purpose in helping the learning experience.
Why did he start Profitable Print Relationships?
Simply because he's seen so many printers struggling. Selling print becomes harder and harder every year. But it is much easier if you understand what goes on in the buyer’s mind. Matthew can give you that understanding.
He can tell you exactly how print companies could have made better relationships when they worked with him. And can show you how they could have received more work and achieved higher profits.
"I passionately believe that the print industry is a great industry
I want to do what I can to help it stay great. I have had a huge sense of achievement from working in the industry over the years. And I’ve really enjoyed working with some good people.
I still love working with print people every day."
When not talking print he's a keen mountain trekker too, loves music and enjoys cooking. He's even written a novel!
Talk content includes:
Various subjects related to sales and marketing, including:
• How To Stop Print Buyers Choosing On Price
• Price anchoring
• How to make sales using social media
• How to increase sales – three simple tactics
Most talks can be adapted for sessions between 30 and 60 minutes. Some are also available as interactive learning sessions.
Hear highlights of Matthew's talk on 'Does you sales message pass the print buyers test?'
How To Stop Print Buyers Choosing On Price – note that this is Print Industry specific
Fuji-Xerox, Canon, Konica Minolta, HP, Elanders, Where The Trade Buys, BPIF, Dscoop, FESPA, The Print Show, IPEX, The Publishing Show.
What the Clients Say:
“Without a doubt your presentation was one of the best I have seen”
Initially I was concerned how you would get your western cultural message across here in Singapore. However, the feedback that I have received has been that you have managed to not only grab the attention of the audience but really stimulate some new thinking.
Through your speaking skills you have challenged many of our customers to look at their businesses and how they do business with not just buyers, but their customers in general.
Your presentation skills are outstanding, and you get your message(s) over in such an interesting and engaging manner.
I would have no hesitation in recommending Matthew as a keynote speaker. However, his skills and understanding of business are so broad that it would be a real waste just to think of Matthew as a keynote speaker.
Tony Gruenke - Business Development Manager, Fuji Xerox
For the first time, the audience got an in-depth view of how a professional print buyer reacts to how proposals are presented
Matthew’s presentation opened up the eyes and minds of many of the participants at our PrintSea 2013 conference.
Particularly useful was the part where Matthew described how he, as a print buyer, experienced the way printers presented them selves.
Matthew is a person with a lot of experience. He is able to engage the audience. He speaks with a clear and uncomplicated message.
I am happy to recommend Matthew because his experience is relevant for the graphic industry. I am happy to have people like him to educate and give in-depth information to a fast changing industry.
Bjørn Frantsen, Customer & Channel Marketing Professional, Canon Norge AS
See highlights from Matthew's talk 'Using pain to sell print'