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Within the great majority of companies today, the practice of sales as a business discipline has become at best ineffective - and in many cases flat-out obsolete.
Coming off of a press conference extravaganza at drupa, WhatTheyThink’s Senior Editor Cary Sherburne challenges Graph Expo exhibitors to change the press conference game. (And feature more customers in their booths!)
Earlier in 2012, Mike Moniteiro published a book entitled Design is a Job. Although this book is targeted toward the design community, its lessons also resonate with organizations that are attempting to add marketing services to their offerings. In this article, Barb Pellow describes how service-oriented businesses can leverage the principles in this book to become marketing service providers.
With drupa behind us, Senior Editor Cary Sherburne takes a retrospective look at this landmark drupa and dubs it the “Hybrid drupa.” What does she mean by that? It’s more than print engines! Read on …
Inkjet printing will grow from a $33.4 billion market in 2011 to $67.3 billion in 2017, according to new research from Smithers Pira. Dr. Sean Smyth, consultant at Smithers Pira, provides an overview of the latest trends in inkjet printing, including developments from drupa.
Organizations have reduced staff due to a drop in sales and the recession. How is purchasing structured in your organization? Now is the time to review your structure, personnel and process for purchasing in your organization and set your objectives.
With the technologies now available, book manufacturers can respond to critical market trends and support the increased need for digital book manufacturing. This article provides a brief overview of the changes that are occurring in the book printing/publishing market and explores how companies like Webcom are facilitating these changes.
Looking back over what appears to be a very successful drupa one can see all the new announcements in both analog and digital printing and hopefully can put them into context.
The vocabulary of print is changing. Our language in the printing industry is now beset with many new concepts and technologies. We need a common lexicon to help define and communicate.
“We need to be in the outcome business, not the output business,” said a printing executive at drupa. “They trust you,” said a senior spokesman for a vendor about the underlying strength of printer-customer relationships. Both presentations were rich in insights about the state of print markets and the prospects that printers will discover in them.
Dr. Joe is frequently asked questions at conferences, webinars, and by e-mail from around the world that sometimes turn into columns. This week, as a result of some of those questions, he explains why confusion is good, misconceptions start with ourselves, not others; how digital natives affect the workforce; and other matters. And then, there are those seemingly innocent news items that he puts into a different context. That Dr. Joe... he makes your head hurt sometimes.
Back home from drupa 2012 and preparing to write some insightful articles about the show, the announcements and what it means for our industry over the next four years, so watch for those. Hint of what’s to come: for me, this was the Hybrid drupa. But first I wanted to offer some special recognition from a journalist’s perspective.
In 1985, Peter Drucker published a book entitled Innovation and Entrepreneurship. Although Drucker’s book is nearly 30 years old, its lessons remain relevant. In this article, Barb Pellow discusses how Tukaiz, a supplier of quality marketing communication products and services, is putting Drucker’s principles of Innovation and Entrepreneurship into practice.
Inking the merger of two printing companies is the formality that signals the beginning of the hard part: implementation. Methodical planning and careful communication can go a long way toward smoothing the transition.
You've heard it many times from many quarters: “Half of all workers don't pay taxes.” Dr. Joe has gotten tired of hearing this and offers a different perspective. He explores who actually pays taxes, why what you commonly hear about taxes is always out of context, and how the benefits of tax avoidance are immediate, predictable, and risk-free. That's exactly what the economy does not need. Everyone will find something to dislike in this column.
Chicago-based InnerWorkings, a print procurement and management company, reported on May 3 record first quarter 2012 financial results. CEO Eric Belcher briefly talked with WhatTheyThink about his company, waste and duplication in printing, and offered some business advice.
The cutting and creasing of carton board to create the physical form of a package has historically been a bottleneck. While the graphical elements of a package can be created, approved, and printed in hours or days, cutting and creasing can add weeks to the process. Highcon addressed this issue head-on with the introduction of its Euclid production-speed digital cutting and creasing machine at drupa 2012.
In this article of the series, David shares some observations on drupa, a look at some of the inkjet announcements, potential implications, and offerings.
What were the principal take-aways from drupa 2012? What was new and exciting in the exhibit halls? Where is the industry headed? We’re sifting our notebooks for the answers. In the meantime, here are some broad observations about the character and “feel” of the show.
While most of the attention at drupa has been concentrated on the subject of B2 sheet fed inkjet presses, and also on the impact of Benny Landa’s new Nanographic Printing Process, there has been another major development that has stayed somewhat under the radar.
Catch up on the latest information, videos and exclusive reports about Landa's nanographic printing platform.
UV curing technology is seeing increased use in the printing industry, primarily for inks and coatings. UV lamps are a high performance component of the drying system. Proper maintenance as well as shopping around for sources can help you get the most from these systems.
In this article of the series, David takes an initial look at some of inkjet announcements, potential implications, and offerings???
Originally founded as a traditional offset printer, Prime Group has evolved into a provider of value-added items such as personalized products and cross-media marketing services. This article provides an overview of how Prime Group transformed itself into one of the U.K.’s leading providers of customized and personalized specialty items.
Much of the activity at KBA’s stand in Hall 16 at drupa will center upon packaging, an application in which the company has always claimed a competitive edge. At drupa, KBA will reassert the claim with systems it describes as engineered to meet today’s highest-priority requirements in packaging production.
As we rapidly approach drupa 2012, WhatTheyThink Senior Editor Cary Sherburne talked with Jeff Jacobson, president, Xerox Global Graphic Communications, to find out what Xerox is up to and what we can expect to see at drupa and beyond.
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.