Awards & Engraving

January '17

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18 • A&E JANUARY 2017 by Richard Korbyl LASER ENGRAVING APPLICATIONS With companies amalgamating all the time, you can simply lose a client just because the new buyer feels more comfortable with their previous vendor and not because of how you have per- formed in the past. You can lose a client because they cease to operate and go out of business. The economic climate may have your clients cutting back their purchases. But for the purpose of this article, I want to share a story of a customer whom we lost for a totally different reason. T here are some hard truths in any business, including the laser engraving business. One of these truths, regardless of how well your business operates, is that you are going to eventually lose clients. In business terminology, this is known as attrition. Attrition can be a direct result of your company offering poor quality, inadequate services, having high prices, having a poor location, or a wide variety of other reasons. Sometimes You Lose Them, Sometimes You Don't GAINING CLIENTS AND LOSING CLIENTS ALL IMAGES COURTESY RICHARD KORBYL A box full of previously laser marked CerMark graphics, which the customer performed unsuccessfully using their own CO 2 . A grid pattern is drawn out on some scrap plastic, allowing the laser operator a quick and functional method of synchronizing serial numbers.

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