Corporate Brochures:
Are Yours Helping or Hurting Your Company?

How Good Are Your Company's Brochures?

Do you find yourself reluctant or even a tad apologetic when you hand out your company's brochure? Are you unhappy with it, but not sure why? If so, chances are you need a new brochure. But before you leap into that project, consider some of the points that follow. A little thought and planning now will go a long way in the creation of a brochure which both projects your corporate identity and image positively and is a brochure of which you can be proud.

Why Do You Even Need a Brochure?

A Good Brochure

A Good Brochure

A Good Brochure

Does Your Current Brochure Do All That?
No? Well, Change It.

A Bad Brochure Is Like Bad Breath.

When that happens, you will find you have done more than just waste your money and time. You have turned a prospect into a permanent no sale without even getting a chance to get in the door. If you saved a few hundred dollars on producing your brochure, was it worth it?

A badly done or cheap looking brochure reflects badly on you, your company and your products. Do not scrimp. A company which economizes on a brochure may also be seen as scrimping on its products.

Your Brochure Should Not

When companies try to combine these functions in a one piece all things to all people brochure, they often end up with a confusing, disorganized mess. You can be absolutely certain that if your brochure is difficult to read, it won't be. This could reflect a confused company to a prospect. Remember K.I.S.S.?

An acceptable combination of both types is often seen in a presentation folder. One pocket holds your corporate brochure, the other pocket holds special deals, sales sheets, price lists and the like.

Brochures Are Usually Used In Three Ways:

• Initially: as an introductory mailer. You may mass mail the brochure to sales leads and follow up later by phone.
• Secondarily: Your brochure should always be used as a leave behind at initial sales calls. Even when you have mailed out a copy in advance of a meeting, it is always a good idea to leave another copy as you finish up your sales call. It serves as a reminder that there is a solid, respectable company behind the sales rep who just left. And it certainly never hurts to have several copies of your brochure circulating in your prospect's office(s).
• Thirdly: A corporate brochure is essential to fulfil requests from potential clients for literature, either in response to an ad or a phone enquiry.

Do NOT Do This....

Brochures and advertising material are wasted sitting in your mail room. Get this material into your prospects' hands.

CHECK THE TRUNKS OF YOUR SALES REPS' CARS

How Do You Develop a Good Brochure?

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1. Learn from your competition. Before you start to develop a brochure for your company, review all your competitions' brochures. You'll be surprised at what you learn. Pick out the points and techniques that attract and sell you. It is easier to point to a brochure with the type of image you like than to verbalize it in briefing a creative person.

   The best way to learn about your industry is from your competition. You do you have their brochures, price sheets, promotional material, samples of their products, don't you? This is the first step.

2. Involve your Creative person from the start. Bring in a creative services person for a preliminary chat. Show him your competitors' material. Give him an idea of what you are trying to accomplish and a little company background.

   A skilled, creative person should be able to elicit from you all he needs to develop an initial rough concept, copy and layout. Work together to develop the brochure you need.

   We usually (but not always) will develop a rough at no charge on the understanding that we produce the work if it is accepted. We find this is actually very productive for all concerned.

3. Determine how much you can spend on your brochure? It's no good just telling your designer to develop some ideas unless you provide a realistic budget within which to work. You do not want to waste money, but neither do you want to produce some schlock just to save a little. That's penny wise and pound foolish. A good bench mark you could use is that your brochure should match or better the quality of the best competitive brochures.

   Set a budget that tends to hurt and than add 10%.Your brochure must reflect the quality your company sells. There is seldom profit in looking second rate.

4. Printing Budgets Setting up a reasonable printing budget is easy, if not painless. Call up a couple of printers and ask them, in general terms, what it will cost to print the type of brochure you have in mind, based on all artwork supplied. Usually they will be glad to assist. After all it could mean an order.

5. Pre-Press Budgets As a rule of thumb, use about 50% of the printing cost as a budget for your copy, design, type and final artwork. This percentage will be lower on larger printing jobs of course. Take heart. There is some consolation in the fact that your pre press costs are a one time item.

   After you get over the initial shock, fire up your spread sheet and set a realistic budget.

   For the best results, let your printer print but have your creative person do all the copy, design and related pre press work. Do NOT have your printer designing brochures. And no matter how good your receptionist is with her paint program, do not have amateurs creating your corporate material, unless of course you want to look amateur.