Everything below is yours to correct. The parts we could not see from the outside
are the ones only you can answer, and those decide what we build.
Who we are talking to
Pioneer Press. Edmonton, Alberta, since 1894. Commercial print, wide format signage, promotional products and apparel under one roof, with print clients reordering online at web2.pioneerpressltd.com and promo shown through a catalogue at pioneerpressltd.com.
Charles: first real conversation. BookedMeeting (Dennis) booked it on 1 Sep; the Calendly answer
"Consistency and discipline" was typed by the setter, never read it back as Glenn's words. Glenn never
answered your 9 Sep email, and that email said "Wednesday": today is Thursday, do not mention it.
He is in Edmonton (Mountain time, 12:00 his time). Public records list him as Vice President; confirm his role and
whether the owner (Jim Edgar per their site) decides. print@ is a shared inbox: get his direct email before
you hang up. They run SAGE: we are an official SAGE supplier and never ask him to leave it. Never name the
platform we build on and never say we resell. Ask, and let HIM say the cost and the outcome.
01
What is your main challenge right now?
Whatever is on your mind. Start anywhere.
Something made today worth 30 minutes.
Charles: ask the first one, then stop talking. The second is the trigger: whatever made the VP of a
130-year-old printer take a call about stores and mockups is the pain he already feels. Write both word for word.
02
What we saw on pioneerpressltd.com
Public pages, read 24 September 2026. Correct anything that is wrong, the tiles are editable.
1894
the year Pioneer Press opened. Still family owned, 130 years later
3
web addresses a client can land on: your site, a PromoPlace copy of the catalogue, and the print portal
0
ways for a promo or apparel client to sign in and reorder. Your print clients already can
67% of business buyers now prefer to buy without talking to anyone.
Up from 61% a year earlier. If a client cannot order from you online at 9pm, they are not
waiting until morning. They order where they can.
Charles: open on what he did RIGHT: the print portal already lets clients sign in and reorder, and
1894 is a reputation nobody can buy. Then ask the 9pm question and let the silence work. The honest answer
is "they email and wait", and he has just described the gap himself: he already believes in online reorder,
he just never extended it to promo. Do NOT tell him his catalogue is hidden in a frame. Ask what a client
finds when they Google "custom polos Edmonton", and let him get there.
03
How the work runs today
Walk us through one order, from the first email to the box leaving the dock.
Suppliers you hold an account with, against everything else sitting in the feed.
Charles: ask which order or store software he uses BEFORE you demo anything, and listen for platform
names. "Streamline" makes him measure what he has against a standard. Hours x people x rate is his own cost
of doing it by hand: multiply it out loud with him, per year, then say plainly that it is not a cheque landing
in his account, it is what those hours buy instead.
The decoration question and the supplier question open this call. The SAGE catalogue is the raw
supplier feed, so it can show products from suppliers he holds no account with. Ask who decorates the apparel,
in house or a contractor, before you show the mockup tool. Ask, never tell.
04
Where the work comes from
Where the orders really come from, and who owns the client when they reorder.
Charles: this is the pain he may not know he has. Every reorder that arrives by phone or text lives in
one person's head, and it walks out the door the day that person changes job. A store per client is what turns
that into an account that stays. SPAX is the proof to reach for: per-employee ordering for a corporate client let them absorb another shop's account without adding staff. Ask, never state it, and let him answer the last question out loud.
05
How new business comes in
Month to month, and what happens when it does not.
Charles: slow months x the gap is his cost of an inconsistent pipeline, in his own dollars. "What have you
tried" tells you why he never fixed it: no time, bad software, a rep who left. That is the objection
you will hear later, so hear it now.
06
Where you want Pioneer Press to be
Twelve months from today, if this works.
Charles: this is the section that sells the outcome. Ask "worth" first, then "cost if nothing changes",
so the two numbers sit side by side in his head. Both go on the Master word for word (BG). If he
gives no number, ask "roughly: closer to ten thousand or a hundred thousand?"
07
What could your clients use?
Tick whatever your teams, schools and company clients would actually ask for.
08
Your competition
One question.
09
Which AI agent do you value the most?
We trained and run all of them. Pick what matters and we will show you that one live.
What we will show you now
Only what you picked. We will skip the rest.
10
What would you want in writing?
Pick the promise you would hold us to. Whatever you choose goes in the agreement.
What we will show you now
So they get everything they need too.
Word for word.
Charles: both, out loud, before you book. The first names the room we
are really selling to. The second surfaces the real objection while it is still cheap to answer.
11
Book 15 minutes for your tailored offer
We take everything above and build you something specific: your words, your colours, the promise
you picked, and a dated plan of what happens after you start. A few days is all we need.
Charles: book it before you hang up. No price today. If pushed: "I could
give you a number now and it would be a guess. Give me three days and I will give you one built
on what you just told me."
