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Following the acquisition of GMC Software Technology by Neopost last summer, long-time Chairman and CEO Dr. René Müller has ceded the CEO position to Henri Dura, retaining the position of President of the Board for the time being. Senior Editor Cary Sherburne spoke with Dura to learn more about his background, the status of the integration process post-acquisition, and his strategic view of the future.
SMBs have a wide range of communication needs, including corporate identity, marketing collateral, direct marketing, point-of-sales materials, transactional documents, and publications. This article cites recent InfoTrends research to uncover the priorities and challenges for SMBs, and also discusses how QuantumDigital can make a difference for small businesses.
I caught up with Jay Willie, Executive Director of the Independent Carton Group (ICG) just before he struck out for one of the groups quarterly meetings. The ICG has an interesting business model and long history.
In October of 2012, Presstek announced the completion of its sale to American Industrial Partners Capital Fund, taking the company private. WhatTheyThink has learned that the company is in the process of undergoing a significant restructuring. Senior Editor Cary Sherburne spoke with David Savage, Presstek’s new CEO, to get the details.
The Las Vegas Strip is home to many things that you’d be hard-pressed find anywhere else—and, generally, that’s a good thing.
Senior Editor has been having ongoing conversations with Adobe’s Lynly Schambers-Lenox, Group Product Marketing Manager, Digital Publishing, about the impact adoption of digital publishing is having on magazinepublishers, especially for users of Adobe’s Digital Publishing Suite. In this article, Schambers-Lenox shares new data that is beginning to show real results in revenue, advertising and subscribership for publishers.
Business-to-business commerce may not be getting the headlines in the print industry, yet across all industries in the US it’s nearly twice the size of the business-to-consumer market. It’s vital that printers understand the B2B opportunity and not confuse it with jumping into a price war with retailers online.
Last month, WhatTheyThink’s Senior Editor Cary Sherburne joined a group of journalists, industry analysts and customers for a visit to Canon’s Poing Customer Experience Center located on the outskirts of Munich, Germany.
The role of the Sales Leader is to manage your system and coach your people. They must provide Structure, Support and Accountability for your sales program and as you continue your journey towards re-inventing your business, this function will take on much greater significance. Adhering to unsuccessful, past practices will only hold back your efforts as you continue to recruit, hire and develop your next generation sales team.
Recent technological investments suggests that technology leaders are expecting augmented reality (AR) to play a much larger role in how consumers access various types of content. This article provides just a few AR examples that have recently hit the headlines.
IT Strategies has just completed its 19th wide-format graphics inkjet forecast, wrapping up nearly two decades’ worth of experience into a single large Excel spreadsheet. The trends year-over-year aren’t surprising. Growth continues.
David continues the discussion, now focusing on the production infrastructure by looking at the role of the DFE (Digital Front End, aka RIP), and how that has changed as a result of digital press technology and the changing demands of the marketplace. In keeping with the series theme, he looks at it with an eye toward building a flexible platform upon which to grow.
In one of his first official acts since his election as pontiff, Pope Francis has unveiled a radically new strategy for proselytizing to the world: he’ll carry on the work of St. Peter through an international network of printing companies he intends the Church to acquire.
There has been much chaos and confusion in our industry in the past two decades. According to every credible source, collective industry sales are declining. Offset printing, which rode a 60 year wave of process dominance, has been declining since 2007. Digital print sales, as well as a variety of ancillary services, are growing but not fast enough to stem the tide of total industry revenue decline.
All customers are not alike; they have different demographic profiles, income levels, business requirements, and lifestyle choices. Marketers understand that they cannot ignore these differences, and they are creating customer communications that position their products and services to cater to individual preferences and characteristics. This article leverages recent research that highlights the importance of personalized messaging.
We have been previewing ISA’s International Sign Expo 2013. A fortnight ago, we looked at the educational opportunities to be had, and this week we will look at but the merest handful of the offerings on the show floor.
Although the ink is barely dry on the deal that has made Impika a unit of Xerox, the acquirer believes that bringing its target into the fold will give it the major-player status in inkjet that it has been seeking.
To help us introduce the various packaging sectors we asked PRIMIR if we could pull excerpts from their 2012 study that Karstedt Partners was commissioned to write titled Packaging: Evaluation of Vertical Markets & Key Applications.
Billions of dollars a year are on the line for companies as they seek ways to ensure that the products sold with their logos and branding are authorized and authentic. The proliferation of counterfeiting requires brand owners and their converter/printer partners to work together to create a multi-layered protection plan so that their packaging and labels protect their brands and deter those trying to profit at their (and their reputation’s) expense.
In my last article I discussed the Rule of Three and how it appears to be playing out in the print industry. This article will review those strategies.
In a move that is likely to cause a few ripples, Eric Hawkinson, who has been Executive Director of Dscoop, HP Indigo’s user group, will be departing to join Canon Solutions America, working for VP of Marketing Francis McMahon as Director of Marketing. Cary Sherburne speaks with several of the principals about this surprising move.
Loyalty programs have always been about treating your best customers better, but today’s marketers want to court their customers, engage them, and track their behaviors. This article discusses some of today’s techniques for connecting with customers and keeping them engaged.
Wide-format inkjet technology has become the “go to” technology for a number of traditional and non-traditional printing segments The purpose of this article is to define the differences between these segments, in general terms.
We recently had the opportunity to catch up with Steve Young, President of AICC, and asked him to share his thoughts around the mission of AICC, the role of AICC, and the opportunities and challenges facing their members.
The behavioral competencies and skills that we must look for in the next generation sales professional are quite different from what we have focused on in the past. The ability to engage clients in dialogue to uncover and define challenges is of utmost importance. It is also important that sales professionals be great listeners; listening 80% of the time. However, as buyers we usually don’t experience that behavior. So what can we do to change that dynamic? I believe we can dramatically improve our success in selecting the right people as well as coaching those with the necessary behavioral competencies to become great engagers.
Following Tom Vacchiano’s departure as President of X-Rite Pantone, WhatTheyThink’s Senior Editor Cary Sherburne spoke with his successor, long-time Danaher veteran Ron Voigt, in this exclusive interview to learn more about Danaher business strategies and the future prospects of X-Rite Pantone under the Danaher banner.
Once you have built the trust and credibility, these deals are worth a lot, but it takes time to get there. ()
There are many relationships in business today. One that is often not given enough weight is your vendor relationship. In the past, this relationship could be adversarial. Today, cooperation is needed more than ever. Looking at how you can get more out of your vendor relations can have a large positive effect on your bottom line.
We recently had the opportunity to catch-up with Kristi Ledbetter, the Converting Division Manager for Tappi, and had the opportunity to get an update on what is happening at Tappi.
Think Patented has embarked on a transition strategy to improve its competitive edge in today’s turbulent market. The company is broadening the set of production tools that it uses, embracing value-added services, and refocusing itself on becoming a marketing services provider. This article provides an overview of Think Patented’s growth strategy, which includes a shift to value-added services as well as strategic acquisitions.
The International Sign Expo, coming up April 3–6 will feature more than 500 exhibitors, more than 40 educational sessions, and ample networking opportunities, all related to the “on-premise” signage industry.
Web-to-print is a product that should do a “job” for you and/or your customers. When you look at technology purchases through the lens of “jobs” you focus on what’s really important.
After What They Think published my article Survival of the Small and Mid-sized Printing Company in Today’s Chaotic Environment, Scott Johnson commented with some nice words and the question: Had I read the book The Rule of Three: Surviving and Thriving in Competitive Markets? I had not read it but out of curiosity I found it, bought it and read it.
With pieces of Kodak being lopped off as it works to emerge from bankruptcy proceedings, some are taking root as new businesses. Senior Editor Cary Sherburne interviewed one of the founders of Three Leaf Insights, born out of the ashes of Kodak’s MarketMover Managed Campaign Services, as well as a print service provider and an end customer, to offer a view of how these services are likely to evolve after being shed by Kodak.
For the next few weeks we will be looking at the corrugated sector of packaging, which accounts for approximately $85 Billion in shipments globally and $24 Billion in North America.
Having just returned from Beijing where I attended the International Media Week, patterned after the drupa format, I can tell you that the Chinese are no longer the student and could be considered the teacher.
If silence is golden in most of the affairs of life, in M&A transactions, it’s pure platinum. Nothing assures a better outcome for a deal—or yields a worse one if it’s violated—than maintaining a policy of tight information control while negotiations are under way.
Selling a product or service requires a vision. A vision is a picture of the future that we seek to create, described in the present tense, as if it were happening now. It shows where we want to go, and what we will be like when we get there. This article provides a brief profile of Universal Wilde, which has developed a vision for its business and is using this vision to power its growth.
HP introduced its first latex-ink wide-format printer in 2008, targeting replacement of aggressive solvent printers. Since that time, HP has introduced multiple versions and the market has taken off a growth rates reflecting the beginnings of the aqueous WF industry back in 1992.
In this article, David continues the discussion of the business infrastructure by looking at some of the packaged MIS and ERP systems, and how they are structured, with an eye toward building a flexible platform with which to grow.
It is amazing to me how many of us get a “deer in headlights” reaction to changes going on around us. The leaders of a business can take a business on the downside of its life cycle and reinvent it and create something new causing it to grow again.
The greatest investment you can make in your business is to assure you living the example of a lifelong learner for your organization and then surround yourself with other lifelong learners.
New buying trends in the printing industry are driving Colson Printing to launch an extension of its website to enable 24/7 click ‘n print functionality for its clients. Expected to go live in the first half of 2013, the new website capabilities will enable Colson to broaden its market nationally and appeal to locals who prefer to order online.
I recently returned from Beijing where I attended the International Media Week at which more than 20 overseas media representatives from the U.S., UK, Germany, Italy, Denmark, Russia, India, Korea, UAE, Myanmar, Indonesia, Malaysia, Philippines, China, Hong Kong, Taiwan and Macau spent their time learning about the great strides of the China printing industry and the upcoming CHINAPRINT.
With the launch of the Labels & Packaging section of WhatTheyThink now behind us, we wanted to give you a preview of upcoming topics and what to expect.
During Dscoop8, Barb Pellow moderated a panel entitled “Building a Strategic Marketing Plan.” She was joined by three service providers who have developed strategic marketing plans to transform their businesses. This article discusses best practices for thriving in the printing industry, even during tough economic times.
Today’s superwides, which are proliferating in terms of number of models on the market, boast much better image quality, resolution, speed, and versatility than their forebears.
Recently I was in Las Vegas for PODi’s AppForum. Our team arrived on the weekend prior to the conference, which was at the Planet Hollywood. It was Sunday and time for lunch so five of us headed down to casino area where the restaurants are scattered about. Looking for a casual, inexpensive and quick lunch we settled on Burgr, a new restaurant owned by Gordon Ramsay, the chef from the TV show Hell’s Kitchen.
WhatTheyThink has become aware of a number of major changes at Mimeo.com over the last few months. With the recent decision by CEO Adam Slutsky to step down, Senior Editor Cary Sherburne talked with Co-Founder and new CEO John Delbridge to get the inside scoop.
The role that sales professionals play within our organizations continues to evolve. As clients demand more and technology changes the buying process, we need to rethink our pre-conceived paradigms regarding what we look for in top performing sales professionals, what their job is and how we will compensate them in the future.
Dscoop, the Digital Solutions Cooperative, just held its 8th annual conference. The group, comprised primarily of HP Indigo and HP Scitex users in the graphic arts industry, has continued to add member value since its inception. At Dscoop8, which concluded last week in Nashville, Tennessee, Dscoop raised the bar once again with new member value.