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Companies within in the printing industry have historically had a manufacturing mentality—they subscribe to the labor theory of value, which states that the value of a service is determined by the amount of labor that goes into production. Now, thousands of firms in a variety of industries are pricing their services according to the external value created—as perceived and determined by the client—rather than the internal costs incurred in generating services. This article explores the concept of value-based pricing and highlights some real-world examples of companies that are embracing this strategy.
Successful print companies have always been re-investing in their business to remain competitors. Up until now, that investment centered around production equipment and systems. Technology in the form of software will be a primary differentiator moving forward.
Management Information Systems (MIS) and Enterprise Resource Planning (ERP) solutions in the printing industry have the reputation of being inconsistent and extremely diverse. We led a recent study for PRIMIR to explore the typical features of MIS/ERP solutions purchased and to what extent they have been implemented and integrated into print shop workflows. The result provides insight for both commercial printers and MIS/ERP vendors into which capabilities are most important, what their shortcomings are and improvements that can be made.
Canned beer isn’t your daddy’s tinny-tasting brew. As microbreweries move small-batch production from bottles to cans, it opens up opportunities for short-run can decoration.
Having a list of addresses simply isn’t enough in this modern age. Modern marketers are obligated to create an easy path to purchase, especially in an age where brick-and-mortar stores must compete with easy online purchases. This article explores how Geoservices tools can guide people to products by defining clear targeted areas for marketing campaigns.
Software is the toolset that enables you to solve the business challenges required to win the print that results from them. Your sales process is going to look like software as the main dish with print as a side dish.
Digital embellishment was a hot topic at drupa 2016, and more companies are entering the fray. We came across JetFX at an event earlier this year and were intrigued by their approach. Read more about JetFX approach to foiling, spot varnishing, embossing, and high end digital holograms.
When personalizing marketing communications, it’s easy to default to demographic targeting, which tends to be straightforward and easy to understand. But lifestyle targeting crosses demographic lines and offers new levels of opportunity that can be explored.
What’s new? You should say “print,” because so many of the media decision-makers have not had noteworthy experiences with the medium. Selling what you know can actually be dangerous, because you need to know what your client and prospect know, first. Only then can you have a chance at relevance. Print is actually a baby, and reference to its glorious past diminishes the many new offerings and tactics that can involve printed materials and specialties in meeting the challenges and objectives of communicators.
Print service providers that are currently supporting the customer communications outsourcing market are taking a number of approaches when it comes to navigating from a print-focused core competency to true omni-channel offerings. This article cites recent InfoTrends research to explore how providers are reacting to declining volumes and evolving customer needs.
Every person in your business solves challenges every day with the tools they have at their disposal and the tools they are comfortable deploying. There is a rich set of intellectual property buried there which can be retrieved by listening and understanding how humans looks for ways to build trusted systems.
When it comes to targeting customers, most marketers think about demographic data, such as age, income, gender, and lifestyle. A recent white paper from AccuData lists some less common demographics that may be easily overlooked but that can add a richer dimension to your marketing.
In this article, Sean Smyth – Print Consultant with Smithers Pira examines the results of a new report that looks at the growth of Digital Print for Packaging to 2022. This report breaks down the projected growth by packaging application, and shows some surprising results.
Helping customers navigate complex and constantly changing postal regulations has historically been a vital value-added service for commercial printers. The various rules and regulations regarding signage today provide an opportunity for sign printers.
Savvy service providers are merging online and offline technologies to compound the effectiveness of their campaigns. This article discusses how IP targeting is being used to add value to today’s direct mail campaigns.
According to the USPS, consumers’ “mail behavior” generally falls into one of four categories: sorters, scanners, weak habits, or skimmers. Each category has a different generational makeup, and it may not be what you expect. Knowing what category your customers tend to fall into can help you develop mail that resonates.
Evaluating software is not a math problem, please don’t count the number of features and award the deal to the highest score. Print software must solve your challenges, in the order of importance to your business.
Hearst, Gatehouse, Lee, Ogden, Phillips and Adams stir up the local newspaper business; Sandy Alexander acquires Designers’ Press; tuck-ins abound and more in the June 2017 – Mergers, Acquisitions & Restructuring in the Printing, Packaging & Related Industries.
The economy is sluggish on the positive side, and it would be grand if commercial printing would be the same. Recent printing shipments trends are a concern as the industry continues to reshape itself in response to a dynamic communications marketplace that is seems to re-create itself daily. One Midwest printer lands a big contract for signage… but of the kind that a third wave of media change mandates.
The Bobst Group and Radex formed a new company, Mouvent, to spearhead its digital printing strategy and has announced two production inkjet system for labels and textiles.
The Fed has been so reticent about raising rates, and in the process, rates for the 10-year US Treasury actually were negative in February. No, that’s not market rates, that’s the 10-year rate less the year-to-year Consumer Price Index. Since that time, the rate calculated in this manner has moved up 80 basis points. The rate peaked in September 2015 and it’s been down since then. The Fed is having problems making the decision to raise rates, and often announced more rates in a future period but increasing rates at a slower pace. They have a target inflation rate of 2% (which means you lose about 25% of your savings over 10 years on a compounded basis). If you believe that the inflation rate is calculated in a manner that makes it seem lower than it actually is, then the Fed’s desire to see inflation at the 2% rate before they start pushing interest rates higher may be be difficult to reach or sustain. That means long term rates will stay artificially low (on purpose) for a longer period of time than most experts expect.
85% of people will open mail if it “looks interesting.” But what makes mail “interesting”? While we tend to talk about the elements of direct mail in isolation, the reality is, it’s not one element or the other—but a combination of elements whose results are multiplicative rather than additive—that make mail interesting. It’s important to get that combination right.
Senior Editor Cary Sherburne recently spoke with Xerox executive Jacob Aizikowitz about his new role as head of the new Xerox Software Products Group to learn more about how the new Xerox is bringing together its diverse software development efforts.
A number of very large and profitable companies got their start by focusing on specific market segments, and the same is true for some service providers. Aiming your marketing efforts at a target market can offer a number of benefits. This article focuses on those benefits and outlines the steps that print service providers should take to get started with a targeted marketing approach.
Too many online order entry tools are discounted because the printer fails to see the value from their customer’s perspective. Don’t let your competitors use your customer experience to replace you.
Even with AR/VR on the rise, QR Codes are still very much an important and functional tool for marketers. This blog takes a look at three recent and well-crafted uses of QR Codes.
What’s the future of the paper business? One company has a bright vision of its future and is making the requisite changes to get there. Senior Editor Cary Sherburne spoke with Mark Odgers, Director, Packaging Grades at Sappi North America, to get more details.
Prices tell us a lot about how media is changing and what’s ahead. It’s funny – the categories that are growing the most are the ones where prices are dropping. That’s strange. But media preference surveys can be misleading because they can assure media producers of the love of the marketplace, and divert their strategic attention to competitors impinging on that affection. What does Mary Meeker know? A trade association executive says she’s biased. That’s okay. Dr. Joe has different data.
People seem to move around a lot in our industry, and sometimes it is hard to keep track. In this edition of “Where Are They Now?” we share Wim Maes’ thoughts on his new gig at Summa NV.
Customer Experience (CX) is the product of an interaction between an organization and a customer over the duration of their relationship. This interaction is made up of three parts: the customer journey, the brand touchpoints the customer interacts with, and the environments the customer experiences (including digital environment) during the engagement. This article explores why the customer experience should be a top priority for marketers.
Every software tool sets out to solve a set of problems, all too often the problem is never defined because the sales process focuses on solutions, benefits, and features. Take the time to understand the problem print software solves and most importantly whether you have that problem!
In this article, David looks beyond the hardware at prepress, and how new developments will play a significant role in driving the growth of digital packaging production. This is not surprising, since we have been here before in other areas of the industry.
QR codes are great for “making print interactive,” but in today’s high-data marketing environment, they also have a more important purpose: making print measurable.
Highlights from Target Marketing’s annual Market Mix Trends report, including trends in direct mail (both personalized and traditional), FSIs, email, online search, and mobile.
Industrial revolutions are momentous events, and many historians agree that there have been three to date. Interconnected digital technology might be triggering the fourth revolution, and this article explores the actions that printers should take to remain at the forefront of Industry 4.0.
How is the United States Postal Service perceived by key members of the mailing supply chain? A recent Idealliance study lays it all out, the good, the bad and the ugly. While there is certainly room for improvement, and it is unclear what the USPS response to this study will be, be sure to read to the end for a view of what mail and communications would be like if the USPS wasn’t functioning as well as it is!
Last month, I attended EskoWorld for the first time. This was the 26th EskoWorld, so I am a little slow on the uptake. But the event was well worth attending and had quite a different feel from other user groups I have attended.
Your print business runs on software, more and more of that software is being delivered via the cloud where resources can be precisely controlled and scaling (both up and down) is configurable in real-time. Kodak’s flagship workflow product – PRINERGY Workflow is no exception to taking advantage of what cloud computing can do to a printer’s production workflow.
In this podcast we talk to Susan Moore about the various roles Susan has had in the printing industry: supplies sales, printing business owner, MIS platform provider. We talk about becoming a data-driven company and how MIS transitions are hard but they create a great opportunity to restructure your business model and to transition to today's world.
Global franchise system owner of Mail Boxes Etc. acquires US-based printing franchise system PostNet, Standard buys Epic, ICV Partners moves upstream with LeadingResponse, and more.
Sadly, the industry lost one of its loyal behind-the-scenes advocates, Kip Smythe. His coordination of efforts involving industry research, statistics, standards, trade, and others, was appreciated by everyone who worked alongside him. Dr. Joe has a special remembrance.
US commercial printing shipments and profits are in a pattern that suggests another re-set of media communications strategy is underway. The national employment data looked great on the outside, but were disturbing on the inside… again. The latest publishing revenues suggest that content’s kingship status is not what everyone thinks it is.
QR Codes have been trending. What does a deeper dive into online search data tell us about interest in QR Code adoption and usage? What market categories show the greatest curiosity? Here’s a look at what Google Trends has to say.
Printing and mailing customer communications, statements, and bills is a critical business process that can benefit from outsourcing. This article explores how BMS Technologies is capitalizing on the transaction document outsourcing services opportunity by supporting its customers’ ever-changing needs and investing in inkjet technology.
Buy, implement, build – software is part of your everyday business life now. It is the primary tool of all businesses.
Overall Equipment Effectiveness (OEE) can be used to both measure your production efficiency, as well as use it as a tool for making equipment purchasing decision.
Show Me the Money: Why Strategic Buyer Financial Disclosure Is Normal in Printing Industry M&A and What to Do About It
In the world of strategic M&A among privately-owned print, mail and graphics communications companies, seller due diligence into the buyer is a common practice.
Wide-format and specialty and specialty printing are where a lot of the action is today. But expanding into these new areas is not without its pitfalls. Here are some worth avoiding.
Augmented Reality has the potential to open a world of possibilities for brand owners who are seeking to drive an immersive consumer interaction with their products. When applied to packaging, the digital information is visible through mobile or tablet devices and is enabled by an app. Customers are becoming more receptive to AR, and this article explores how brand owners are leveraging packaging to integrate the technology into the customer experience.
Making good software is like building a nice home, it takes multiple resources who are coordinated to deliver on your needs. The more a printer understands the software process, the better they will be at managing it for internal projects or influencing the software roadmap of their vendors.