Printing Industry Commentary & Analysis

Being More than a Printer Means Changing Perceptions!

Published August 14, 2014

Changing how you are perceived in the minds of your customers is one of the biggest challenges that print service providers face. This article provides a brief overview of the strategies that successful service providers are pursuing to bring more value to their customers.

GLS: What a Difference Three Decades Makes!

Published August 7, 2014

GLS, founded in 1984 as a small printing company, is now celebrating its third decade in business. This article provides a brief overview of how the company is remaining on the cutting edge by updating its services and making strategic acquisitions to further expand its offerings.

Game-Changers for the Printing Industry: Millennials and Generation Z

Published July 28, 2014

Digital marketing is relatively new on the scene, but there is no question that this form of communication is already making its mark. Perhaps the biggest single driver in today’s market is the cultural change that is taking place among end consumers. This article, which is part of a series discussing disruptive forces that are expected to impact the market, covers two increasingly influential demographics—Millennials and Generation Z consumers.

Game-Changers for the Printing Industry: Mobile (Part 2)

Published July 17, 2014

Mobile is a technology that is increasingly disrupting the role of traditional communications. Over the next few weeks, we’ll explore some of the disruptive forces that are expected to impact the market. This week’s article is the second in a two-part series exploring mobile. It covers augmented reality (AR).

Game-Changers for the Printing Industry: Mobile (Part 1)

Published July 10, 2014

Mobile is a technology that is increasingly disrupting the role of traditional communications. Over the next few weeks, we’ll explore some of the disruptive forces that are expected to impact the market. This week’s article is the first in a two-part series exploring mobile. It covers mobile barcodes and near-field communications (NFCs).

Game-Changers for the Printing Industry Part 2: 3D Printing

Published July 3, 2014

Once considered science fiction, the ability to do 3D printing—to produce objects on demand at relatively low cost—has become a reality. 3D printing is a game--changing technology and this article, part 2 of a series on disruptive technologies, explores its applications and opportunities.

Game-Changers for the Printing Industry: Wearable Technologies

Published June 26, 2014

As evidenced by the explosive, innovative changes that are occurring in today’s printing industry, creative destruction is clearly taking hold. Over the next few weeks, we’ll explore some of the disruptive forces that are expected to impact the market. This week’s article explores wearable technologies like Fitbit and Google Glass.

Vincent Printing: Changing with the Times

Published June 19, 2014

Branding is about getting your prospects to see you as a company that provides a solution to their problems. To be successful, you must demonstrate that you understand the needs and wants of your customers and prospects. This article explores how Vincent Printing is changing with the times to meet its clients’ evolving needs.

HP Highlights Digital Print for Packaging Applications at interpack

Published June 9, 2014

interpack, a once-every-three-years trade fair held in Düsseldorf, Germany, is like Pack Expo in Chicago—a huge show that’s heavy on packaging and packaging automation but light on digital printing (with the possible exception of coding and logistics labeling).

The Seven Habits of Highly Effective Digital Enterprises

Published May 29, 2014

McKinsey Insights and Publications recently published an article entitled The Seven Habits of Highly Effective Digital Enterprises. This article provides a brief overview of the insights from this article and also explores their particular relevance to the graphic communications market.

Building Your Sales Funnel: Awareness is Everything!

Published May 22, 2014

The order of the traditional sales funnel has typically been to discover a new opportunity, initiate communication, conduct fact finding, develop a solution, propose that solution, evaluate the solution, negotiate the details, create a purchase order, and maintain the account. This article explores how today’s empowered prospects have rendered this systematic approach obsolete.

Augmented Reality… A New Reality in 2014

Published May 15, 2014

Today’s hyper connected consumers are truly in control of the media that they consume. Today’s marketers must pursue media strategies that deliver holistic integrated communications to drive results. This article explores how printed communications are being combined with augmented reality to increase revenues and response rates.

What’s in a Name? Is it Time to Rethink Your Brand?

Published May 12, 2014

Although some companies only start looking at their brand image when things are not going well, successful firms are out in front of the market. This article discusses the importance of market dynamics and how they can be leveraged as key catalysts for change.

Sexton Printing: Being a Strategic Problem Solver

Published May 1, 2014

While growing your client base is important, a strategic focus is essential for growing your business and setting yourself apart from the competition. This article describes how Sexton Printing is taking a strategic focus in the face of today’s changing industry.

IMS, Inc.: A Role Model for Being Strategic

Published April 24, 2014

The importance of a strategic business approach is becoming increasingly common as today’s technology-charged environment demands rapid change from us all. This article pulls ideas from Erika Andersen’s book entitled Being Strategic and describes how IMS, Inc. is serving as a role model to the industry by performing true strategic thinking.

Being Strategic: It’s Time for Focus!

Published April 17, 2014

The concept of re-evaluating your strategic business plan often gets pushed to the wayside as you get caught up in the day-to-day operations of your business. Erika Andersen’s book entitled Being Strategic provides a step-by-step model that business owners can use to build out their strategies. This article provides an overview of the book’s key points of advice.

Pitch Perfect: Everyone Wants to be a Better Communicator!

Published April 10, 2014

Results are determined by our words as well as our actions. This article explores Bill McGowan’s book entitled Pitch Perfect: How to Say It Right the First Time, Every Time can help you achieve the results that you want. It also highlights the key principles for effective communication that are highlighted in the book.

Print-to-Mobile: An Interview with GTxcel CEO and President Peter Stilson

Published April 7, 2014

Reaching target audiences typically means connecting with these consumers on their desktops, laptops, tablets, and/or smartphones. This article explores how GTxcel is working with its customers to turn a printed document into a browser-based digital edition that can be enjoyed by readers on a desktop/laptop, tablet, smartphone, or any web-enabled device.

Mobile Trends in 2014: It’s Time for PSPs to Pay Attention!

Published March 27, 2014

The Forrester Report entitled Predictions 2014: Mobile Trends for Marketers offers advice that also applies to print service providers as they evolve their businesses and leverage cross-media communications. This article offers recommendations for reaching today’s on-the-go consumers.

Big Data…The Right Data!

Published March 20, 2014

“Big Data” is a buzz-phrase that is tempting marketers with the promise of increasing customer engagement. While big data is part of the solution, the real power lies in using the right data. This article discusses the data challenge that today’s marketers face and explores how service providers can help them embrace data to deliver a relevant message.

Breaking the Mold at Dscoop9: Education, Collaboration, and Community

Published March 13, 2014

Dscoop9 took place during March 6 – 8 in Orlando, Florida. This article describes how this year’s event emphasized Education, Collaboration, and Community to help promote business growth.

The Way You Do Anything is the Way You Do Everything: Great Lessons for the Printing Industry

Published March 10, 2014

Before you can hope to change your company’s fortunes, you must first change yourself. This article highlights advice from Suzanne Evans’ book entitled The Way You Do Anything is the Way You Do Everything and discusses how print service providers can use these insights to make better investment decisions.

More than Four Colors: Adding Value to Digital Print

Published February 27, 2014

Recent technological innovations have led to an expansion of capabilities in digital printing services. This article discusses the ways in which digital printing output can be moved beyond four colors so that print service providers can increase the value of their offerings.

The Drive for Better Use of Data to Build Loyalty in 2014

Published February 20, 2014

When effective, loyalty programs can bring significant business opportunities to marketers and service providers alike. This article discusses the new media technologies that enable a connection with customers, while also exploring how loyalty programs can be used to engage existing customers.

Is It Time to Specialize Your Sales Force?

Published February 14, 2014

In today’s market, you must align your sales organization with your overall business strategy while also accommodating the changing demands of your customer base. This article discusses how taking a specialist approach can help you meet these objectives.

You’re Embracing Change… But What Are Your Customers Looking For?

Published January 30, 2014

Marketing industry pundits have been analyzing today’s trends and are making recommendations about how to do things differently in the New Year. This article summarizes the insight that is being delivered to your customers and prospects from a variety of sources.

2014: It’s Time for Service Providers to Embrace Change (Part 3)

Published January 23, 2014

The communications world is changing, and printers of all sizes are realizing that it’s time to reposition their businesses. This article is the third in a three-part series on the top trends of 2014 that can help you grow revenues and profitability. It evaluates the options for transforming your business model.

2014: It’s Time for Service Providers to Embrace Change (Part 2)

Published January 16, 2014

Service providers must support their customers with strategies that integrate print, mobile, online, and social media. This article is the second in a three-part series on the top trends of 2014 that can help you grow revenues and profitability. It discusses the implementation of emerging technologies to effectively engage customers and showcases new capabilities/applications that can open new revenue streams for your business.

2014: It’s Time for Service Providers to Embrace Change (Part 1)

Published January 9, 2014

The most successful firms in today’s graphic communications market have taken strong traditional printing businesses with a solid customer base and evolved into multi-channel companies that are equally focused on print and integrated offerings. This article is the first in a three-part series on the top trends of 2014 that can help you grow revenues and profitability. It focuses on the opportunities that exist for service providers of all types and sizes.

It’s Time to Think about Print to Mobile!

Published December 12, 2013

Technological advances have drastically changed the way people consume information. Today’s businesses must facilitate the movement between print and mobile formats to add value to communication. This article highlights how Roberts Communications is supporting consumers in the move toward mobile channels while still supporting print.

One Chance to Make a Good First Impression

Published December 5, 2013

B2B customers are more connected than ever, and this brings increased opportunities to reach prospective buyers with relevant, targeted information when they need it. This article discusses three areas of focus for service providers that are striving to make a good first impression.

The Lean Startup: Lessons for a Print Service Provider

Published November 21, 2013

In today’s printing industry, uncertainty is the rule rather than the exception. Citing Eric Ries’ New York Times Bestseller entitled The Lean Startup, this article explores how print service providers can leverage the advice in this book.

A Focused Approach: The Key to Success for MSP Digital

Published November 14, 2013

Embracing a vertical market approach offers a number of benefits to the marketing and operations sides of a business. This article outlines the benefits of vertical marketing and explores how MSP Digital is profiting from this approach.

Making a Difference with QR Codes

Published November 7, 2013

A recent Scanbuy report indicates that mobile barcode marketing continues to attract a global crowd of consumers as well as leading brands. This article provides key takeaways from Scanbuy’s study and discusses the ways in which QR codes are being used to make a difference.

The Cross-Media Beat Goes On

Published October 31, 2013

Seismic shifts have left marketing executives in a very different landscape from what they faced just a few years ago. Savvy print service providers must assess how they can fit in the continuum of today’s more lucrative marketing value chain.

Social Media: Content Counts!

Published October 24, 2013

Companies of all types are increasing their budgets for blogs, whitepapers, videos, Webinars, and other types of content marketing campaigns. This article examines how service providers are using social media across a number of platforms to effectively share content and differentiate their businesses in the eyes of their customers.

Social Media: Building Relationships

Published October 17, 2013

Social networks, communities, blogs, forums, and friends/followers are useful from a brand-building and marketing perspective. This article explores some of the ways that print service providers are building out their business-to-business social strategies.

RICG Makes a Good B2B Web Presence a Reality

Published October 10, 2013

New York City-based RICG recently rebuilt its Website, and the company is clearly optimized to appeal to B2B marketing executives. This article covers the key areas that RICG addressed during its quest to make a good B2B Web presence a reality.

Selling: It’s More Than Showing Up!

Published October 3, 2013

A first sales call is a make-or-break situation that only happens once. Prospects expect sales people to show up PREPARED and understand their unique needs. This article offers practical steps to harness Internet resources to learn a prospect’s business, marketplace, and key pain points.

It’s Time to “Disrupt” Traditional Thinking

Published September 26, 2013

There is a lot of talk in the printing industry about transforming and changing business models based on new technologies. Luke Williams’s book Disrupt: Think the Unthinkable to Spark Transformation in Your Business offers a five-stage process for practicing the disruptive thinking needed to facilitate change. This article highlights key points in the book and real-world examples of printing firms disrupting the status quo.

Apple Holds Out on NFC Enablement in New iPhone

Published September 19, 2013

Apple unveiled its new flagship device, the iPhone 5S, along with a cheaper model. To the disappointment of many, the devices do not support NFC (near field communications). This article highlights NFC and the alternative Apple is pursing, wireless transmitters called beacons.

PRINT 13 Exceeds Expectations

Published September 12, 2013

PRINT 13 was held September 6-10 at McCormick Place in Chicago, IL. This article provides a brief overview of just some of the hardware and software announcements that greeted visitors on the show floor.

Maximizing the Retail Shopping Experience with Signage

Published September 5, 2013

Capturing consumers’ attention while they are in a store is critical, and this often involves blending signage with mobile technology. This article discusses some of the ways that today’s retailers are accomplishing this goal.

Engaging Consumers and Transforming Them into Brand Advocates

Published August 29, 2013

A number of tools and resources are emerging that help maximize social Web presence, including techniques for rewarding social influencers to promote products and services. This article discusses industry players that are driving customers to become powerful marketing assets.

The Customer Experience: Going to the Virtual Store

Published August 22, 2013

A number of savvy marketers have transformed large format signage in public locations into virtual shopping centers that are accessible to on-the-go travelers. This article discusses how retailers are leveraging QR codes to bring consumers the ultimate in shopping convenience.

This is the Dawning of the Age of Experience!

Published August 15, 2013

Consumers are changing the way that they interact with brands and how they ultimately buy. Service providers that have worked to add cross-media communications to their mix must now assess how they can help marketers deliver an engaging brand experience. This article cites recent research to show how emerging technologies can enhance the consumer experience.

CMO Challenges Create Opportunities for Service Providers

Published August 8, 2013

To be successful, service providers need to focus on the challenges that keep the world’s CMOs up at night, including the explosion of data, engaging with customers through social media, the proliferation of channels and devices, and changing consumer demographics. This article cites recent market research to discuss how savvy service providers are meeting the changing needs of today’s CMOs.

Content Marketing: Driving Profitable Customer Actions

Published August 1, 2013

Most print service providers are serving the business-to-business market space. These B2B marketers need to target specific audiences with significant sales cycles and price preferences. This article discusses how service providers are evaluating content marketing in their go-to-market strategies.

Snyder Printer: Meeting the Challenge of Change

Published July 25, 2013

In a rapidly changing industry, traditional printers must view the dynamics surrounding the offset-to-digital transition and new media as opportunities for much-needed growth. This article provides an overview of how Snyder Printer, Inc. leveraged digital color technology to improve its market opportunities.

Large Format Plays at PIP Printing in Peoria

Published July 18, 2013

Signage and wide format graphics have become an integral part of the marketing mix. This article highlights recent InfoTrends research and also explores how PIP Printing (Peoria, IL) is leveraging wide format to expand its own business opportunities.

Today’s TransPromo Realities

Published July 11, 2013

Marketers face the challenge of getting their messages out in a way that breaks through the clutter and encourages desired behaviors in recipients. Although TransPromo communications can address this challenge, adoption has been spotty to date. This article uses recent InfoTrends research to discuss the opportunities that TransPromo can bring in today’s market.

Are You Content-Rich? The Impact on B2B Decision-Making

Published June 27, 2013

In a world where content is king, service providers must assess how they are differentiating their businesses by offering valuable insight to clients and prospects. Service providers have a number of options for delivering content to clients, and this article discusses just a few.

Wide Format Graphics: A Critical Part of the Communications Mix

Published June 20, 2013

Signage is becoming an increasingly important marketing component for attracting on-the-go consumers. Wide format graphics represent a major opportunity for print service providers. This article explores how retailers can use wide format graphics to increase their marketing presence in today’s cross-media world.

Education: Building Your Own University

Published June 13, 2013

With today’s challenging economy and technological advances, graphic communications service providers continually need to reassess what they are doing and how they are doing it. This article provides recommendations on how to set up a “self university” for yourself, while simultaneously building the right infrastructure for your employees.

In-Plants Stay Competitive by Responding to Change

Published June 6, 2013

Today’s in-plants are continually re-inventing themselves to remain competitive. This article provides examples of a variety of organizations that are stepping up to today’s challenges by evaluating their offerings and making changes based on customers’ demands and market shifts.

Augmented Reality: Taking Hold with Practical Applications

Published May 30, 2013

Although a number of the initial AR marketing techniques have been a bit gimmicky, practical applications are beginning to emerge. This article provides some examples of how the technology is being effectively used today.

Gaining a Competitive Edge

Published May 23, 2013

The High-Velocity Edge, a reissued edition of five-time Shingo Prize winner Steven J. Spear’s book entitled Chasing the Rabbit, describes the things that set market-dominating companies apart. This article provides examples of companies that are leveraging critical success factors to set themselves apart from the competition.

Thought Leadership Counts!

Published May 16, 2013

Bruce H. Rogers and Russ Alan Prince co-authored a book entitled Profitable Brilliance: How Professional Service Firms Become Thought Leaders. This book identifies three key criteria for success in becoming a thought leader. This article provides examples of industry players that are already following this advice.

Making Investments in “Print Plus”

Published May 9, 2013

A combination of media types==online, mobile, social, and print—is critical to today’s overall communication process. Industry firms are playing a significant role in serving customers across all forms of communication. This article explores how print is being used in conjunction with other channels to improve communications with customers.

On Demand Marketing: It’s Here and Now!

Published May 2, 2013

Technology and consumer expectations related to communications will continue to force marketing experiences to evolve. This article explores how successful service providers are re-evaluating their services to help clients succeed in today’s “on demand” marketing era.

Personalization Goes Mainstream

Published April 25, 2013

To keep their products and services top-of-mind, marketers must offer highly personalized communications that are relevant to each recipient and communicated via the right channel. Personalization has finally gone mainstream, and marketers must consider individual needs and preferences to drive consumers to take action.

First Edge Solutions: Understanding Changing Communication Dynamics

Published April 18, 2013

Graphic communications service providers of all sizes need to “future-proof” their businesses in terms of services, solutions, and data capabilities to deliver relevant information and optimize customer service. This article discusses how First Edge Solutions has expanded its multi-channel communications to stay ahead of the competition.

QuantumDigital: Making Direct Mail Simple and Fast

Published April 12, 2013

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.

Augmented Reality: Practical Applications in Today’s Market

Published April 4, 2013

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.

Loyalty Matters… And It’s Time to Make it Work!

Published March 21, 2013

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.

Think Patented: Expanding Value-Added Services through Acquisitions

Published March 14, 2013

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.

Universal Wilde: Success Starts with a Vision

Published March 7, 2013

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.

The Right Strategy is Essential to Building Your Business!

Published February 28, 2013

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.

Near Field Communications: Practical Value-Added Applications

Published February 21, 2013

First introduced nearly a decade ago, near field communications (NFC) technology is entering the consumer mass market. Statistics indicate that hundreds of millions of smartphones and portable personal information devices will be NFC-enabled in the near future, creating a tremendous opportunity for integration with print applications. This article provides examples of how NFC might take hold in tomorrow’s market.

Web-to-Print Isn’t an Option Anymore… It’s a Necessity!

Published February 7, 2013

Industry pundits have long been discussing the value of Web-to-Print. Firms that have developed easy-to-use Web-based services are successful because customers of all sizes are seeking convenience. This article uses data from a recent InfoTrends study to show how Web-to-print has become an essential ingredient when serving the enterprise market.

2013 Really IS the Year of Print Plus!

Published January 31, 2013

Some marketers are taking funds out of their print budgets and investing in online, while others are cutting back on direct mail to focus on e-mail. In a recent InfoTrends study entitled Understanding Vertical Markets: Enterprise Communications Requirements, InfoTrends surveyed more than 1,000 enterprises with 500+ employees. The results confirmed that marketers are planning to shift more dollars to alternate media. This article discusses how print and digital channels will be linked for success in 2013.

The True Cost of Business Communications

Published January 24, 2013

During the fourth quarter of 2012, InfoTrends published its most recent research on The True Cost of Business Communications. This report examined the entire document lifecycle for an array of different applications including manuals, brochures, sell-sheets, and presentations. This article provides a brief overview of the survey’s findings and explores strategies for success among service providers.

What to Do and Where to Focus in 2013: Part 2

Published January 17, 2013

This two-part series shares Barb Pellow’s perspective on the top 10 trends that service providers should be thinking about as they plan for 2013. Part one focused on the areas where it is important to “stay the course” in terms of investing in digital print, and this second part explores the opportunities that are emerging from new media options.

What to Do and Where to Focus in 2013: Part 1

Published January 10, 2013

This two-part series shares Barb Pellow’s perspective on the top 10 trends that service providers should be thinking about as they plan for 2013. Part one focuses on the areas where it is important to “stay the course” in terms of investing in digital print, while part two will explore the opportunities that are emerging from new media options.

Marketing is Upbeat as the CMO Council Publishes The State of Marketing 2012

Published December 13, 2012

The CMO Council recently published The State of Marketing 2012: A Global and Multi-Regional Marketing Assessment. Findings indicate that marketers are positive as they head into 2013 with confidence in their roles and their business performance. This article highlights some of the report's findings as the New Year approaches.

Social Media: The "Wild West" of the Marketing Opportunity (Part 2)

Published December 6, 2012

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.

Social Media: The "Wild West" of the Marketing Opportunity (Part 1)

Published November 29, 2012

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.

Print United Captivates Audience at Inaugural Dscoop EMEA Event

Published November 15, 2012

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.

In Case You Missed It… USPS is Driving Marketers to Make Print Interactive!

Published November 8, 2012

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.

VDP: The Market Matures and Becomes "Print Plus"

Published November 1, 2012

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.

TransPromo: Are the Stars Finally Aligned?

Published October 25, 2012

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.

Insight Selling – The New Game in Town (Part 2)

Published October 18, 2012

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.

Insight Selling – The New Game in Town

Published October 11, 2012

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.

Mobile Marketing and the Silent Salesperson

Published October 4, 2012

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.

SG360°: Taking Care of Business

Published September 27, 2012

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.

Proforma's New Business Model for Printers: Sell More, Print Less!

Published September 20, 2012

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.

From Bindery to Digital Books… Printing is Good Business for Bridgeport National Bindery

Published September 13, 2012

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.

Pel Hughes Rebuilds Itself as a Marketing Services Business

Published September 6, 2012

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.

Ricoh: Serious about Marketing Services

Published August 30, 2012

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.

The Outsourcing Equation for Software Integration

Published August 23, 2012

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.

Become Extraordinary by Building a Loyal Customer Base!

Published August 9, 2012

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.

Pitney Bowes and ORION Printing: Optimizing the Marketing Supply Chain for IPG

Published August 2, 2012

ORION Holdings and Pitney Bowes have launched a strategic partnership enabling ORION Holdings to create a new unit, ORION Printing. Through its partnership with Pitney Bowes, ORION Printing will focus on supplying print management solutions to IPG companies globally. This article discusses the actions that marketers can take to increase the efficiency of their processes for ordering, storing, and delivering marketing materials.

A Refresher Course: The Seven Habits of Highly Effective People

Published July 19, 2012

Author and businessman Stephen R. Covey recently passed away at the age of 79. This article highlights the key points from Covey’s 1989 bestseller entitled The Seven Habits of Highly Effective People and explains how these concepts remain relevant for today’s businesses.

High Speed Inkjet: Part of the Integrated Customer Experience at First Data

Published July 12, 2012

Ricoh Production Print Solutions LLC recently completed a large-scale implementation at First Data (Atlanta, GA). This article covers Barb Pellow’s interview with First Data executives as they discuss how the company is using print technology in a cross-media world.

Symcor: Being Strategic in Re-tooling Workflow

Published June 28, 2012

Erika Andersen’s book entitled Being Strategic: Plan for Success, Out-think Your Competitors, Stay Ahead of Change explains how to approach business in a strategic manner. This article highlights tips from the book and provides a real-world example of how Symcor is re-tooling its business to become more strategic.

Xerox CMO Christa Carone Discusses How to Engage Marketing Executives

Published June 21, 2012

Barb Pellow recently had the opportunity to interview Christa Carone, Chief Marketing Officer at Xerox. This article offers highlights from the interview, including key challenges that service providers face and how to address these challenges head-on.

NBS: Celebrating 40 Years of Adding Value for Customers

Published June 14, 2012

Celebrating its 40th anniversary this year, NBS started out as a data entry service provider. This article explores how the company transformed itself into a digital printing and mailing services expert by positioning for future growth.

IWCO Direct: Being Direct Works!

Published June 7, 2012

We hear a lot about companies transforming themselves into marketing services organizations, but IWCO Direct provides a great model for success. This article provides a brief overview of IWCO Direct’s history and explains how the company is taking an integrated approach to truly transform itself.

Marketing Services: How Much Should You Charge?

Published May 31, 2012

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.

Inkjet: Taking Care of Business at Webcom

Published May 24, 2012

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.

Articles by Barb Pellow