Signware, Inc., Vancouver, BC


"Customers don’t buy large format digital printers for the fun of it, they buy them because of an immediate need or future requirement."

This point of view is what drives Signware’s commitment to customer satisfaction.

"Our goal is to continually monitor what customers need and more importantly, what they require, to make buying decisions," quotes Dave Pusey, President. After eighteen years in business, customer need and Signware’s ability to deliver has spelled success for the company.

"Our customers are in the business of meeting their clients’ needs and making money, and the solutions we provide them are designed to do both. This fact dictates several mandatory areas of reseller competency to be successful over the long haul:"

• Product Knowledge - We know the equipment we sell inside and out. We can install it, operate it, trouble shoot it and fix it. We are the customer’s first line of defense and it is our goal not to let problems escalate beyond our dedicated service team."
  
  
• Solution Selling - Integration, ease-of-use, reliability and quality of output - theses are all excellent ways to address the customer’s total solution expectation, not just the printer component. If you are not willing to understand your customer’s business and be a partner to them, your relationship will be short lived. We have customers we’ve served for eighteen years. Some have bought six generations of printers from us and continue to do so. We have profited from these relationships along the way, and so have our customers."
  
  
• Education - People are information hounds. We dedicate a lot of resources just assembling information and making it accessible to current and potential customers. As an example, Signware created a special sub-Web site designed to disseminate Mutoh product information at www.getmutoh.com. We also publish an annual hard copy catalog of available products and give seminars on topics such as Understanding Color. There are a number of customer prospects out there who are too busy running their businesses to learn everything about the products prior to making a purchase, our job is to be their resource by first learning their requirements. Then we give them the proper counsel and advice to ensure they get the right products."
  
  
• Deliver At The Speed Of Business - We pride ourselves on being able to deliver, install and train customers on their schedule. The reality of this business is most customers don’t buy until they have to. This translates into required productivity ASAP."