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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.
Marketers across a variety of business segments are beginning to look at QR codes as a "silent salesperson" that can bring a competitive edge. This article provides examples of this trend within the automotive, retail, and real estate markets.
Scanning through industry publications that cover wide-format digital markets can be a daunting task for any company just approaching this area. The purpose of this article is to focus in on the center of the wide-format digital bulls-eye, and find out the markets and products that make up a majority of the money made using this technology.
With this sixteenth article of the series, David begins to look at companies and their 'future' production inkjet offerings and applications. In this article he looks at companies that were offset or electrophotography (EP), but are integrating inkjet into their product lines.
The Fuji J Press 720 was the only inkjet press to win an InterTech award for 2012. As with any piece of equipment the market and needs of the customer should dictate the piece of equipment. This press allows for an easy integration into the offset environment due to its hybrid nature and use of existing bindery equipment.
The month of October brings a brace of major trade shows for the printing industry; October 7–10 brings Graph Expo, as it always does, to McCormick Place in Chicago, while October 18–20 brings the annual SGIA Expo to the Las Vegas Convention Center. WhatTheyThink will be on the prowl at both shows with video, actual written reports, and more.
Repositioning a printing company involves making hard decisions about how the printing market is shifting to new and different media, developing the right product and services, and effectively communicating this transformation to customers and prospects. This article describes how Illinois-based Segerdahl group repositioned itself as SG360° to evolve with the market.
After 50+ years in the printing industry, and over a thousand articles, Andy's final article looks back to where it all began and looks forward to what the future may hold.
Heidelberg recently hosted a customer event at its North American Print & Packaging Technology Center in Atlanta for nearly 100 printing professionals and WhatTheyThink's Senior Editor Cary Sherburne was there. We spent an extra day with Heidelberg executives and product managers to gain more insight into what we saw at the event and at drupa as well as to discuss future strategies for Heidelberg in North America. Read more.
The process of assessing people for specific jobs is one of the most important tasks within an organization. Winning the talent war can impact all aspects of your business from sales, management effectiveness, client retention as well as product/service innovation.
In 1978, Gregory Muzzillo and a college friend founded Proforma because they saw an opportunity to start a business with no capital investment. Print distributors are independent agents that sell the services of printing firms. This article discusses how Proforma expanded its business and those of its customers by moving to a visionary franchise model.
Given present trends, the industry could be dominated by a relative handful of firms in a few years. Some companies can grow profitably into this new landscape. Others can make a safe exit before it fully unfolds. Each outcome demands a strategy-now.
Will inkjet ink prices come down? Sean Smyth of Digital Demand World, the publication for the digital print industry, looks at the current trends
The Fed took a look at the economy last week and panicked. In printing industry terms, they increased their run lengths and their page counts, and there's more money printing on the way. It's not much, just $1.4 trillion. What's a few billion dollars amongst friends?
Web-to-print has to become the set of tools that enable printers to be competitive on the web. This is a whole lot more than a B2B business card site. It requires us to rethink the way we shop for solutions and partners.
For the majority of its 65-year history, Bridgeport National Bindery (Agawam, MA) established its name by providing bookbinding. In 2003, Bridgeport began printing to satisfy the demand for single-run production. This article outlines how BNB has evolved its services to meet customers' changing needs.
In last week's feature, guest writer Dan Marx outlined five "essential truths" about wide-format printing, and in his introduction he mentioned that he's witnessed "a full-blown revolution: a complete movement away from old-school analog technology." Over the past several months, as I have spoken to equipment manufacturers and suppliers for these weekly features, as well as other analysts, one thing that always comes up is the fact that more and more traditional printing companies are expanding into wide-format printing
This white paper deals with some of the most immediately beneficial strategies that leaders can pursue in increasing their opportunities to survive and thrive. We show how to make an immediate impact and how to improve your long-term business fundamentals.
Dr. Joe explains last Friday's employment report, takes a look at employment in our industry, and explains why ad agency revenues are going up when everything else seems to be going down. Speaking of down, sit down before you read his comments about the latest recovery indicators. Yes, Dr. Doom seems to have infiltrated this column, again.
Optimizing the performance of your sales organization can be accomplished by great strategy and superior execution but if you don't begin with the best talent available, successfully executing your strategy will be comprised. And you won't be able to identify, recruit and select the best talent if you don't have a structured, effective set of processes in place.
Like many other local companies, Pel Hughes was affected by Hurricane Katrina. In the aftermath of the hurricane, the company transformed itself from a traditional commercial printer into a marketing service provider. This article outlines the services that Pel Hughes offers its customers and also explores its success with "Drip Marketing" campaigns.
Dan Marx, Vice President Markets & Technologies, SGIA, draws out some "essential truths"-real kernels of wisdom-that can benefit any company looking to enter wide-format or grow their existing efforts in this area.
Food packaging safety is become a more prominent area in the United States. Insuring that chemicals and odors do not penetrate the package is of great importance to the end customer. Sun Chemical has designed a system of products and procedures to do this.
Caslon, the management company of PODi, the digital printing initiative, recently analyzed PODi case studies in the financial services industry to determine if there are common challenges and interesting solutions for those challenges.
Senior Editor Cary Sherburne recently had the opportunity to visit two X-Rite and PANTONE locations, in Grand Rapids MI and Tewksbury MA, respectively, including hands-on with X-Rite instrumentation, a tour of the manufacturing floor, discussions with software engineers, and time with the company’s CEO Tom Vacchiano.
Ricoh recently made a significant investment in PTI Marketing Technologies. Barb Pellow interviewed two company executives to garner a better understanding of the implications of this transaction.
In last week’s feature, we spoke about flatbed wide-format printers, and remarked that one of their big selling points was that they could print on a bewildering variety of materials—increasing the number of applications that creative shops could develop, the more niches shops could carve out for themselves, and the better they could serve their clients.
The effectiveness of your recruiting, hiring and promoting strategies has a definitive impact on revenue and profit streams. In a time of industry transformation, when high performing employees are required, it is even more critical that you examine and re-engineer the processes you use to hire talented sales professionals.
With price pressure and volume reductions being forecast for print, the industry it is on the lookout for new opportunities. Adding electronic capability has been on the horizon for many years. After a hiatus instigated by the global slowdown, there are encouraging examples of how print might evolve to create new high-value print products.
Visit to HP “Experience Center” Finds the Graphic Solutions Business Unit in “Business as Usual” Mode
Recent news from HP has been turbulent, raising questions about the status of the company’s graphics business. Some light was shed last week at a customer event at HP’s Graphic Arts Experience Center.
In approaching integration, businesses must consider scope and scale, choose between internal versus external execution, and address the associated technical issues to ensure an effective end-result. Given the complexity of the systems integration process and the systems that need to work together, printers may need to seek systems partners rather than walking away from opportunities. This article covers strategies for success when utilizing external systems integration resources.
Since the advent of the wide-format printing market in the late 1980s/early 1990s, the vast majority of the output devices on the market have been rollfed devices, printing on flexible substrates like paper or canvas that unfurled into the device, rather like a web press. The finished graphic was then often mounted onto a rigid material for display, installation, or other end use.
Andy gives his take on why he thinks Heidelberg has made the decision to withdrawl from Ipex 2014
Don't be uncertain about the risks of reading Dr. Joe's column about risk and uncertainty. It's not often he gets to use the word “actuarial” in a column about printing. Everyone thinks they know what ROI means, but just one little letter makes a big difference.
With this fifteenth article of the series, David begins to look at companies and their ‘future’ production inkjet offerings and applications. In this article he looks at Komori, its products and apparently new role in the sheetfed inkjet space.
Who do we respect most in business? The individuals or companies who talk the best game or the individuals or companies who execute?
Although awareness and adoption of QR Codes and other mobile response technologies is growing, there are a number of challenges associated with driving audience interaction and adoption. Best practices are coming to light as companies continue to utilize QR Codes more effectively, leaving little room for excuses when delivering a poor experience to the target audience. Conducting rigorous testing before launching a campaign will help create a great experience that generates results.
This week, we’re going to take a step back from our look at the nuts and bolts of wide-format printing technology and look at the industry and the economy from “20,000 feet”—and hopefully not have a William Shatner-esque experience.
A pent-up eagerness for deals makes it all the more important for those venturing back into the M&A marketplace as sellers to be clear about why they should sell—and why buyers should want to acquire them.
Dr. Joe's glad he didn't buy Facebook stock, and explains why the company's stock price matters little to media decision-makers. And then there's the magazine circulation thing. Why is everyone so surprised that it's down? Yet again he rails about inflation, but at least he has some fresh new inflation multipliers to annoy company controllers and CFOs
Savvy businesses know that they can build a loyal customer base by providing extraordinary value-added customer service. This article references recent industry research to describe how print service providers can improve loyalty by becoming strategically important to their customers.