In the course of his 30-minute presentation, Desai examined three print firms: Prodon Enterprises, Seshaasai Business Forms, and Vistaprint. Desai said, “The three printing companies are diverse in every aspect – size, infrastructure, client profile, geographical markets.”

Mumbai-based Prodon is a commercial printer who produces“top-notch quality” print jobs and “the owner Jehangir Surti believes in making print products that would delight his customers.” Desai added, “Seshaasai specialises in cheque book printing and has market reach across the country. And Vistaprint is a global success story with its unique business model.”

Desai highlighted that although these companies are diverse in nature, one common factor behind their success is a customer-centric approach in every decision making.

Desai demonstrated how to study the historical financial data of their company to get a clear picture of the business and map customer data that will form the basis of business strategy.

“Mapping this data will help you identify the top contributors to your top-line and bottom-line. It will also let you identify the business segments that contribute the most to your profitability.”

“The next step is to perform R&D on the segments you are servicing and track you customers’ market by attending their industry tradeshows to figure out the trends. All these factors should be the basis of your next investment,” added Desai.