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Pricing for standard printing jobs is typically a cost plus scenario, however when you are selling solutions you have the option to price based on value and then get your fair share of the value you create. You just need a way to figure out what the value is to your client we'll show you a simple tool for making that calculation.
As drupa prepares to open its doors to the public, I am wondering if two announcements in the past week may indicate a major change in the printing industry, and also a new lease of life for two of the leading offset press vendors.
Following the mid-April announcement by Mohawk about its reinvention plans, Senior Editor Cary Sherburne spoke with Thomas D. O’Connor, Jr., the company’s Chairman & CEO, to dig deeper.
There is no question that drupa 2012 will be an inkjet drupa, where inkjet technologies really begin to come into their own. But it will also be a “cloud computing” drupa. We have already seen a major announcement from Adobe, and many more companies are moving in that direction, including Xerox. Senior Editor Cary Sherburne talks with Xerox’s Deb Cantabene to find out more about the company’s cloud strategy.
We were invited as the guest of Océ to participate in their recent Direct Mail Summit in Boca Raton, Florida. The agenda was focused on understanding how to generate more direct mail business and included both Océ executives and industry experts.
KBA’s venture into digital printing with its new RotaJET 76 inkjet web press has origins in a market that the company knows well: high-volume offset web production.
In today’s economy, getting the most out of your marketing dollars requires a smarter and more creative approach. With a little bit of creativity, wide format providers can leverage public relations, innovative Websites, networking, customer education, and social media to reach customers and grow their businesses. This analysis provides five key strategies for promoting your business.
These days when print is so competitive, printers need to be able to utilize technology to make them stand out from their competition. Andy looks at a new screening technology that may save money, improve productivity and enhance quality.
Dr. Joe tells us what drupa and other trade shows mean to the new capital investment patterns of our industry. He thinks capital investments are becoming more tactical than strategic, more continuous than discrete. This is a problem, because “capex” often locks in a vision of media markets, making it harder to adjust to market changes. Just what we need: Dr. Joe having visions again.
When Xerox exhibits at drupa, its presence won’t be limited to stand A62 in hall 8b. Throughout the show, the company intends to maintain an equally high profile in the realm of social media as it attempts to viralize not just its own drupa experience but the pulse and the intelligence of the event as a whole.
In this WhatTheyThink exclusive, Senior Editor Cary Sherburne tells the story of DX Imaging, a DuPont/Xerox joint venture founded in 1987, that might have changed printing history.
Commercial printers and in-plants are adding large format capabilities, and many report that this move has enabled them to capture additional marketing dollars from new and existing customers. Large format is increasing in importance because it has become a key customer touchpoint for marketers of all sizes. This article takes a closer look at the wide format market opportunity.
In this Part Two of her pre-drupa overview, Senior Editor Cary Sherburne reviews some of the new digital presses visitors to drupa will be able to see. It is not, by any means, an exhaustive list … while this is being called the inkjet drupa redux, there are also very interesting announcements in the toner space as well.
WhatTheyThink profiled Vistaprint in January 2011and the company has made some notable acquisitions since then, so we are taking an updated look at what has been in development. Conclusion? Vistaprint is still charging ahead.
Every four years, the international printing community gathers at drupa and asks itself a question: How are we doing? The Koenig & Bauer Group (KBA) believes that if every vendor’s experience over the last few years had been as positive as its own, the collective answer would have to be: Never better.
High-Profile Industry Figure in Latest Role: Frank Steenburgh, a.k.a “DocuFrank,” Joins NDP as Partner
It would be impossible to speak for very long about the evolution of digital printing without bringing Frank Steenburgh’s name into the conversation.
In this 11th and final article of the series, David looks at how to make sense of and apply the information he has presented to make informed purchasing decisions.
Gearing up for drupa: Workflow news from Chili Publisher, Enfocus, Esko, HP, Kodak, Xeikon and X-Rite Pantone ()
March was a pre-drupa whirlwind for many of us journalist/industry analyst types. No one can attend all of the events, but it seemed like I had more than my share. I will be breaking my report up into three parts … the first will focus on the softer side—color management, workflow, etc. Stay tuned for additional information on new digital presses, finishing and more. Companies covered here: Chili Publisher, Enfocus, Esko, HP, Kodak, Xeikon and X-Rite Pantone
In just in the past few months, the print service operations at the University of North Carolina and Johns Hopkins University made headlines by shutting their doors. Printing is declining, so the volume of work has dropped. More and more of work is being done electronically. The small-run printing that most universities need is being completed with digital equipment, basically high-end digital copiers. In-plants need to change with the times if they hope to survive.
One of the key trends we are seeing today is the rise of the hybrid printing system. This is where a mix of printing technologies are used on a press or finishing system to allow for adding variable data to offset or flexo printed content.
A “perfect storm” of change has transformed the printing industry, and every traditional printing operation caught in it faces the same decision: either issue a Mayday and sell the boat, or do nothing and watch the ship sink.
In this tenth article of the series, David looks at Delphax, and its new production inkjet offerings and applications.
In February, Delphax Technologies announced it would be bringing to market a digital color print system powered by Memjet at drupa 2012. Industry watchers have been waiting to get more details on this sheet-fed device and the news is finally out. Senior Editor Cary Sherburne gets the details from Delphax’ Dieter Schilling.
Everyone is Talking about Integrating Social Media and Direct Marketing… SourceLink is Doing Something! ()
A presence in the virtual world is essential to any successful marketing plan, but organizations of all sizes are getting lost in social media. Service providers must decide how they plan to participate in this market. This article discusses how SourceLink’s TAG solution is harnessing the power of social media sharing.
Be a part of history. Frank is seeking some of the font masters and paraphernalia of the old phototypesetting era. He knows there are a few oldtimers who read WhatTheyThink while drooling in their oatmeal. Film, glass, and plastic fonts are requested.
We are coping with unprecedented industry consolidation and declining print volumes. As the overall volume of print declines, printing companies are scrambling to find strategies to not only survive, but to grow revenue and margins.
Small and medium-sized businesses want the ability to extend their marketing efforts across two or more channels, but they don’t have the time or money to do it effectively by themselves. This article leverages recent survey results to describe the challenges that today’s SMBs are facing and discusses how companies like PULP are helping to address these issues.
We finally have got through the series of pre-drupa events and announcement press releases. So we now know a lot of what will be seen at the event. The following is a summary of some key products that will be shown in a few market segments.
In this ninth article of the series, David looks at how to make sense and apply the information we have presented to make relevant purchasing decisions.
Why has marketing been given such a long leash for so long or, in most cases, the only leash is the budget? Spend as you wish, hope it has a positive impact, and stop when the budget is gone. Marketers are good at pointing out their impact but when pressed, they typically can’t identify which part of their spend had the desired impact.
intomedia GmbH recognized an opportunity to harness the Web to drive online print ordering, improve communication workflows, and streamline production processes. This article discusses intomedia’s offerings and also offers examples of companies that are leveraging them.
In this exclusive WhatTheyThink interview, Senior Editor Cary Sherburne speaks with Roland Ortbach, just named as CEO of manroland web systems Inc. North America. Ortbach discusses the new organization, its relationship with the manroland sheetfed division and more.
Almost all the recent announcements, and certainly all the hype, in the digital printing market have involved high-speed inkjet printing. Little has been heard about the established form of digital printing, namely digital printing using electrophotographic (toner based) technology.
Dr. Joe tiptoes through the economic data, discusses the nature of efficiency and expansion, and then pontificates about channels that are not of the TV kind. Then he explains why a new high in a stock index is not what it seems. Did we really say tiptoe? Where are the tulips?
Print service providers can effectively position or re-position themselves for differentiation in today’s market. They can make their businesses stand out and effectively reach their target markets. This article explores how Philadelphia-based TGI has become a national leader in print and cross-media communications.
The past few weeks have seen many of the pieces of the drupa jigsaw drop into place as vendors define some of what they will introduce and offer in May. There are still a few announcements to come with HP and Xerox making their announcements soon.
We had a unique opportunity recently to get a look at the entire printing industry’s value chain by attending two separate events at O’Neil Data Systems new plant in Plano, Texas. First was HP’s First Look event, which previewed for their customers technology they will be officially in the next few weeks. Second was O’Neil Data Systems’ grand opening of their Plano facility, which gave us an opportunity to meet their customers as well.
Ever since he founded Geographics in 1976, Norvin Hagan hasn’t tried to purchase another company—until now. Read why he’s ready to complement organic growth with the kind that comes from a well planned and executed acquisition.
In this eighth article of the series, David looks at Memjet inkjet technology, and some OEM implementations and offerings to address specific production print applications.
Developing an understanding of industry dynamics can help service providers identify the right vertical market. Once the vertical market has been identified, the service provider must develop the right document and marketing solutions to meet clients’ needs. This article outlines the steps involved in taking a vertical market approach and also provides a relevant success story from the One to One Group.
Last week fourteen companies gave a preview of what they will bring to drupa 2012 during a series of media briefings at a conference center on the trade fair grounds of Messe Düsseldorf in Düsseldorf, Germany.
I had the opportunity to participate in an analyst briefing at Pantone in late February, and X-Rite President & CEO Tom Vacchiano took the time to speak with Senior Editor Cary Sherburne one-on-one with an update on X-Rite/Pantone strategy—where the company’s been and where it is going. Read more.
Printers are facing an increasing number of challenges due to rapid changes in the economy, technology and the marketplace. It is easy to get mired in viewing these changes as negative and the demise of an industry. However, for this article I will focus on the positive side of these changes.
With the industry suffering from a paralysis invoked by the economic crisis eyes will turn to drupa 2012 to see how the future will shape up.
FedEx Office recently announced that it would be accelerating investment in grand format printing services in selected centralized production centers to supplement its service offerings. The same release also reported that Boeing had selected FedEx Office as its print service provider of choice. WhatTheyThink Senior Editor Cary Sherburne talked to the company to learn more.
On February 2nd, Presstek announced the appointment of Stanley E. Freimuth as Chairman, President & CEO. Mr. Freimuth, who stepped into the role on February 13th, spent nearly 25 years with Fujifilm where he ultimately had responsibility for all Fujifilm U.S.A businesses. Senior Editor Cary Sherburne spoke with Freimuth about his reasons for taking on the role and his expectations for the firm and the market.
In 2003, Clay Christensen and Mike Raynor published a bestselling book entitled The Innovator's Solution: Creating and Sustaining Successful Growth. The authors discuss how established companies need to create disruptions rather than being destroyed by them. Businesses must turn innovative ideas into disruptive products and services that will lead to long-term profitable growth. This article outlines key strategies from the book and provides an example of a retailer that has taken action to generate growth.
By exhibiting as a group at drupa 2012, the members of the PrintCity Alliance hope to present a continuum of solutions that visitors will find well adapted to the new realities of the print marketplace. Previews of some of their show offerings are here.
As the number of printing services declines; the number of printing services increases. You read that correctly.
This series by David L. Zwang focuses on current production inkjet products and their application in the market today. This series will run every 3 weeks leading up to drupa 2012. In this seventh article of the series, David looks at Screen, its production inkjet offerings and applications.