Discussion

By Marco Boer on Sep 27, 2011

Cary, it occurs to me that most of the efforts are focused on reducing cost, becoming more efficient, etc. While that is very important, you can't save your way to growth. Perhaps the printer equipment and supplies manufacturers need to put some more feet on the street to help their customers sell the value of print - This falls outside of the traditional business model, and it has been a core focus of the trade organizations, but there is nothing like having someone you trust holding your hand and showing you how to do something new that your customers will pay a premium for.
Marco

By Joseph Manos on Sep 27, 2011

Great post Cary - spot on!

Marco I agree with your point as well.

One of the challenges PSP's face is that they continue to invest in technology that improves their processes and lowers their cost of production. While this is very important it doesn't help their customer or create new opportunities for revenue growth - which every PSP needs.

When the PSP embraces the changing world we live in and they begin to provide their customers with the new age solution available they will find new revenue opportunities.

All customers in today's world seek partners that offer them solutions to their problems and help them achieve their business objectives.

That's where the "real" growth of the industry will come from and thankfully our customers are participating in that growth as our partner.

By Joseph Manos on Sep 27, 2011

Great post Cary - spot on!

Marco I agree with your point as well.

One of the challenges PSP's face is that they continue to invest in technology that improves their processes and lowers their cost of production. While this is very important it doesn't help their customer or create new opportunities for revenue growth - which every PSP needs.

When the PSP embraces the changing world we live in and they begin to provide their customers with the new age solution available they will find new revenue opportunities.

All customers in today's world seek partners that offer them solutions to their problems and help them achieve their business objectives.

That's where the "real" growth of the industry will come from and thankfully our customers are participating in that growth as our partner.

By Cary Sherburne on Sep 27, 2011

Marco and Joe, thanks for your comments.

I agree also, but the infrastructure has to be in place first, or at least a plan for the infrastructure, to adapt to today's market realities. Many of the vendors do provide the kind of support that Marco speaks of (including PTI, if I am not mistaken!). Some comes bundled with purchases, others as fee services. These professional services are extremely valuable and printers should be taking advantage of them to grow the revenue side.

By PATRICK CAHUET on Sep 28, 2011

Dear Cary
I fully agree with your analysis and I congratulate you for its sharpness.
In France we are facing as well the following issues:
PSP do not know how to invest in software
Once they have finally chosen a solution, they are reluctant in paying services - consulting and training- for setting it up in place
MIS are most of the time used at 20% of their capabilities
W2P - MIS - prepress workflow is to me the biggest issue and THE Key factor for success. I'm not sure that this is understood by the PSPs...

Best Regards
Patrick Cahuet