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Last time, Dr. Joe explained why business development is rising as a critical function in print organizations. The nature of selling is changing just as the nature of print in the communications mix is changing. And no, cold-calling has nothing to do with Winter temperatures.
We have a choice how we react to mistakes/failures. This is an area where we can learn from the technology startup world. Mistakes are learning events; sometimes very expensive but invaluable learning opportunities which should be analyzed to get everything you can out of them. Learning from mistakes requires you to remove the moral mindset to your reaction and replace it with an economic mindset.
This new series by David L. Zwang focuses on the processes and products that can lead to the transformation of your current workflows and business to prepare you for the new challenges ahead. With this introductory article, David lays out the business drivers and some of the series topics. As the print industry and the marketplace as a whole continue their digital evolution, business process transformation becomes an increasingly critical success factor.
The rationale for adding social media services is very compelling. It's the new word-of-mouth machine that drives customer perceptions and purchasing decisions. This article outlines just a few examples of the new social media services that today's marketing service providers are offering to their customers.
New developments, and at least one new system, are opening up magnetic media to entire new applications for small- and wide-format printers and installers. Vehicle graphics is one burgeoning field, as is magnetic signage, and even entire wall coverings.
Zumbox, a digital postal mail service, recently announced that Chuck Teller, formerly of CatalogChoice.org and TrustedID, has joined the company with the objective of identifying new industries that can be served by digital postal mail and broadening the range of mail (documents) recipients can migrate to digital-only. Here's what he had to say to Senior Editor Cary Sherburne.
As companies look for ways to grow the digital printing portion of their business, they're finding multiple options. And this is great news. Every company is different. Not every company that adopts digital printing needs to become a marketing solutions provider.
WhatTheyThink's Senior Editor Cary Sherburne had the opportunity to visit Boston-based King Printing Co., Inc. recently and found an amazingly efficient manufacturing operation with a great family story behind it.
Hunkeler Innovationdays has become a tradition in the digital printing world. The organizers promise an even more exciting event in 2013, with visitors able to see live demonstrations of an impressive line-up of end-to-end multivendor digital solutions. The WhatTheyThink video team will be there to capture the action. Read more.
Although social media is clearly a vast space of infinite possibility for marketers and service providers, it is largely misunderstood, untapped, and unknown. Fortunately, there are great benefits for print service providers who can pioneer this area. This article explores the ways in which service providers are leveraging social networks to promote their businesses.
Effectively managing a team of sales professionals requires a well thought out and designed structure. Once your management system(s) are in place and the key performance indicators (KPI) are defined and communicated, management can focus on managing the system and coaching the people. Your goal should be to optimize the performance of each individual.
In Part One of this two-part column, Dr. Joe explains how the changing dynamics in the printing industry are dynamically changing the sales process. It used to be that a sales call didn't need to start with explaining print-everyone already knew what it was, and the needed it. Not so much today…successful businesses are increasingly turning to business development practices. This is much more than sales lead generation and that will be the topic of Part Two.
Technology can be used creatively to solve problems and create products that weren’t there before. Red Fluorescing Dry Ink from Kodak is one of those products that can do just that. And the judges for this year’s InterTech awards thought so too.
The print industry is facing a tectonic level change in the communication business. You have to chart a new course that takes these changes into consideration in order to remain competitive. There are many options; the only one that isn't viable is the status quo.
The Dscoop Print United event enabled owners, operators, sales personnel, and marketing professionals to exchange experiences with peers about HP Indigo equipment, applications, and related solutions. In this article, Barb Pellow discusses her participation in this event and explores the topics that were covered.
Since 1963 Tukaiz has built a $35 million, family-owned-and-operated marketing services production company. The philosophy has paid off with continued revenue growth. In fact, in 2011 Tukaiz achieved an impressive 8.3% revenue increase, earning the company a spot on a list of the 50 fastest growing companies in Chicago.
There are over 1.8 million non-profit organizations in the U.S. And direct mail is still the favored medium for non-profits. In 2010 approximately 17% of the US bulk mail sent, roughly 11 billion pieces, was related to the non-profit sector.
There was no uncertainty about the election results, but there was plenty of whining about "uncertainty" for months and months prior to the election. Now that the election is over, is there really any less "uncertainty"? Why do executives get the big bucks? To make decisions when there's uncertainty, real uncertainty. Dr. Joe explains what's uncertain and what's not... at least we think he does. Guess you'll have to read it to be sure.
With this eighteenth and final article of the series, David looks backward and forward at Digital Print, its evolution and the many changes that will continue to come. These changes will continue to have a significant impact on the print industry and marketplace as it continues its digital evolution.
Richard Romano talks about UV printing from a technology standpoint, identifies where LED technology fits into the overall scheme of things, and looks to see what the future may hold for it.
On October 29, 2012, the U.S. Postal Service released its promotions calendar for 2013-offering discounts by integrating mail with mobile and emerging technologies. There is a clear drive to make print integral to the direct marketing mix by making it interactive. This article outlines the USPS's newest promotions and discusses what they mean for the industry.
Although predominantly known as a workflow company-"Fiery" is essentially synonymous with RIPing-EFI was demonstrating at SGIA a couple of weeks ago its prowess in developing wide-format hardware, with models on display that showcased two of the company's new technological developments.
Frank Steenburgh says one thing his long experience as a business-builder has taught him is that growing revenues and profit will always be more fun and rewarding than cutting costs. Read why.
Like many of our readers, Senior Editor Cary Sherburne is increasingly depending on a tablet computer for a growing array of activities. In this article, she talks about the business opportunities these devices offer for printers, and the tools provided by Adobe that make it easy to do.
Training and coaching are critical elements in the talent challenge. Whether you are focused on developing your current workforce to improve their overall performance or re-training them to prepare for your future strategies, a systematic approach is essential. As you struggle to attract and recruit the most talented individuals from multiple generations, you will repeatedly hear the question, "how will I be trained and coached so I can grow professionally?"
All consumers are different, and these differences drive purchasing behaviors. This article explores how savvy marketers are leveraging these differences to create direct-to-consumer communications that cater to individual preferences and characteristics.
Behind the many accolades SGIA has received is the undeniable fact that the specialty graphics industry in general, and the wide-format digital graphics industry in particular, is the current epicenter of today’s printing industry. The purpose of this article is to define why.
70 Strong At Graph Expo, AlphaGraphics and Its Franchisees Look Forward to Better Times Under New Ownership
AlphaGraphics franchise owners came en masse to Graph Expo 2012, where Art Coley, the president of the network, briefed WhatTheyThink on steps taken to revitalize the business centers and the company as whole.
Thanks to Ben Miyares of the Packaging Management Institute for bringing this absolutely unique Absolut Vodka packaging story to our attention. Four million bottles, each different. How did they do it? Read more.
With this seventeenth article of the series, David begins to look at companies and their 'future' production inkjet offerings and applications. In this article, he looks at KBA, its products and new role in the sheetfed inkjet space.
Richard Romano gives a walk through of SGIA Expo-held October 18-20 in Las Vegas- where every conceivable surface and object was printed on for his enjoyment.
NPES has commissioned The Economist Intelligence Unit (EIU) to produce an updated worldwide print forecast. WhatTheyThink's Senior Editor Cary Sherburne spoke with Ken Lane, Business Development Manager, Americas, Economist Intelligence Unit, an Economist Group Business, along with representatives from NPES, to learn more about what to expect from the forecast.
While the concept of TransPromo remains intriguing, many enterprises have found that it is not as simple as it seems in practice. This article discusses the evolution of transpromotional communications, citing a recent article by Matt Swain and Cary Sherburne entitled TransPromo Today: An Industry Perspective.
Messe Düsseldorf created a bit of a stir when it announced it was considering moving to a 3-year show cycle starting in 2015. WhatTheyThink's Senior Editor Cary Sherburne reached out to a few drupa stakeholders to get their opinions.
With drupa and Graph Expo under our respective belts, Ipex is looming on the horizon scheduled for London, March 26th through April 2nd. WhatTheyThink Senior Editor Cary Sherburne spoke with Trevor Crawford, Director of the Print + Media Group for Informa Exhibitions during his recent visit to Chicago.
All the News from Lake Ontario: Kodak and Xerox Offer Updates on Their Strategic Plans at Graph Expo ()
At Graph Expo, both presented status reports: Kodak, on continuing to manage its emergence from bankruptcy; Xerox, on maintaining its commitment to graphics as the company shifts increasingly towards services.
For printers seeking to acquire another company or to be acquired by one, the options are straightforward. Where does your business fit in the M&A planning matrix?
You know you should worry when Dr. Joe uses phrases like "simultaneous critical mass." Then we find out that he thinks that data talks to him. His frugal ways are evident as he delights in the prospect of free broadband. Then there are boats and planes, too. It might be worth reading to make sure the next wave of innovation to hit the market is not one that means "goodbye" for your business.
During Graph Expo, I had the pleasure of meeting with Benny Landa to learn more about the progress of Landa Nanographic Printing since it took many of the headlines at drupa 2012. We also discussed other initiatives Mr. Landa has underway in Landa Labs, which has the tagline "Big Things from Small Particles."
Being busy does not equate to delivering results. We are so caught up in the culture of busy we forget to reflect on why we're doing what we do and how it contributes to the results we seek.
According to research conducted by the Corporate Executive Board (CEB) Sales Executive Council (SEC), the Internet has changed the way that customers buy. Customers no longer want suppliers-they want business partners that can show real value by providing business problems.
This week, today, to be precise, the annual SGIA Expo kicks off at the Las Vegas Convention Center and runs October 18–20. There is a tendency in pre- and post-trade show coverage to recite a litany of vendors, products, and specifications, but one of the important things to understand about the wide-format market is that it is all about applications.
Graph Expo 2012 was quite a different show than previous years, for a lot of reasons that our Senior Editor, Cary Sherburne, discusses in this article.
Dr. Joe is focused on denial but not in a myopic way. That may make sense once you dig into the column. Or like a lot of his columns, it may drive you to muttering all day. CNN claims that the USPS is being bailed out by election spending. That is, if you believe a decrease is an increase. And much more…
At Graph Expo 2012, WhatTheyThink livecast a speakers series live from the show floor. The WhatTheyThink.com Speaker Series, designed as a "show within a show," featured engaging discussions with industry experts, end-users and seasoned professionals moderated by the editors of WhatTheyThink.com.
In the July/August Edition of the Harvard Business Review, Matthew Dixon published an article entitled The End of Solution Sales. Customers no longer need suppliers because they can find out a great deal of information on their own. This article discusses the concept of "insight selling," which involves bringing value to customers that can't be found on the Internet.
The "Great Communicator" Wows 'em in the Windy City with Something Very Tiny-and Potentially Very Huge
Nobody else could have made as persuasive a case for an as-yet unproven technology as Benny Landa did at Graph Expo when he captivated a crowd with his vision of nanographic printing.
If you listen closely, you can hear the new, quieter sound of Graph Expo. It's easier on the ears, and it makes for a much improved trade show experience.
The interview component of the hiring process is often the weakest link in winning the talent war. Too frequently the interviewee is better prepared for the interview than the interviewer. One of the greatest challenges that senior executives face is to build a team of talented employees; and getting the interview component of this process right is critical.
The web-to-print market is fragmented and hard to determine clear leadership or market share. EFI's acquisition of OPS consolidates the market (slightly). EFI's market share will grow, their product offering will be more comprehensive, and OPS will benefit from EFI's well developed channel partnerships.