Printing Industry Commentary & Analysis

Print Catalogs Are Back this Holiday Season… And for Good Reason!

Published December 17, 2015

The print medium is returning as an important marketing and sales tool. This holiday season, firms like Bloomingdales, Nordstrom, and Saks Fifth Avenue are sending more targeted and specialized catalogs. This article cites InfoTrends’ recent research to explore how catalogs are cutting through the clutter in today’s digital world.

Gelato: It Could Sweeten Your Business and Make You Mobile!

Published December 2, 2015

Henrik Müller-Hansen, Gelato’s Founder and CEO, had a vision for democratizing the world of printing. This article provides an overview of the Gelato Group’s offerings and explores how these solutions can make a difference in today’s mobile world.

From Challenger Sale to Challenger Customer: An Expanded Perspective on B2B Selling

Published November 12, 2015

Following on the success of their 2012 book entitled The Challenger Sale: Taking Control of the Customer Conversation, authors Matthew Dixon and Brent Adamson have published a new book entitled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. This article outlines ideas from the new book and explores how winning the right types of customers can enable salespeople to do their jobs more effectively.

Omni-Channel Communications: Delivering the Customer Experience

Published October 29, 2015

Consumers have all channels turned on and they are in control of how they gather information, obtain advice from friends and family in their social networks, and complete transactions with suppliers. This article cites recent research from InfoTrends to explore the role that service providers can play in delivering an omni-channel experience.

The Xerox Premier Partner Congress: Your Network at Work!

Published October 15, 2015

The 2015 Xerox Premier Partners Congress (October 6-7 in Prague, Czech Republic) explored how the power of networking can be put to work. This article highlights just a few of the positive experiences that attendees and business partners enjoyed at this year’s event.

Mobile is at the Heart of the Customer Experience!

Published October 1, 2015

Mobile technology can interact with the consumer at the most contextually relevant time and location possible. Mobile can and will work when it is used properly. This article discusses the fundamentals of creating a true customer experience and explores how Target Stores created an effective mobile campaign for the 2014 holiday season.

The Customer Experience (CX) Factor: It’s Time to Get in the Game!

Published September 24, 2015

By improving the customer experience, businesses can drive value, reduce cost, and build a competitive advantage in the marketplace. Customers are seeking partners that deliver solutions beyond simple variable data, pURLs, and customized landing pages. The article explores how businesses can gain a competitive advantage by delivering an improved customer experience.

Mobile First: Mobile Technology Is Changing Consumer Behaviors

Published September 10, 2015

Mobile facilitates new thinking because its capabilities and tools enable marketers to transform why, when, where, and how audience members engage with their brands. This article explores how mobile technology is changing consumer behaviors and creating new opportunities for highly interactive engagement.

Stepping Up to the Data Challenge… What’s Your Role? (Part 2)

Published September 3, 2015

Data offers businesses new opportunities to better understand their customers through a limitless number of sources, including purchasing behaviors, interactions, demographics, and history. Last week’s article discussed the challenges that marketers face in today’s data-driven world, and this one explores the strategies that Innovairre is pursuing to help clients effectively use data.

Stepping Up to the Data Challenge… What’s Your Role?

Published August 27, 2015

Corporations are increasingly relying on data to learn about customers, invest in new products and services, adjust sales and marketing activities, and assess new market opportunities. This article discusses the challenges that marketers face in today’s data-driven world.

The Pathway to Profitability: How Value-added Services can Contribute to Business Growth

Published August 13, 2015

To remain competitive in today’s transitional market, printers are embracing the importance of adding value. This article leverages InfoTrends’ research to explore how value-added services can contribute to business growth.

Reinventing Business: Making the Move to Digital Packaging

Published August 6, 2015

According to Josh Linkner’s book entitled The Road to Reinvention: How to Drive Disruption and Accelerate Transformation, some leaders freeze instead of acting because they are concerned about the consequences of change. This article explores how McBattas disrupted the status quo and reinvented itself with digital folding cartons.

Tukaiz: The Evolution Continues With Launch of Creative Division

Published July 30, 2015

Earlier this month, Chicago-based Tukaiz announced the opening of its in-house boutique creative division known as agenz. Highlighting points from a recent Rick Webb book, this article explores how today’s businesses can make the transition to offering agency-oriented services.

The Power of Personalization: Get Data and Get Going!

Published July 23, 2015

Today’s marketers are seeking partners that can help them deliver the right message at the right time, while also delivering the most effective data strategies to ensure that offers are not dead on arrival. This article explores how print service providers can capitalize on this opportunity by building data expertise.

OneTouchPoint: Delivering on the Promise of Customer Intimacy

Published July 9, 2015

Without leaving their homes or offices, individuals can assess and evaluate an array of products and services. The most successful firms understand that the lifetime value of a customer is more important than the value of the initial transaction. This article explores how Kohler Co. partnered with OneTouch Point to stand out from the competition and maximize the value of long-term customer relationships.

What’s Your Digital Quotient?

Published June 25, 2015

According to McKinsey & Company, following the leader can be dangerous to your future profitability. This article explores four steps for optimizing performance in today’s digital world, and also discusses the importance of developing a digital quotient.

The Dscoop Community Tradition Continues: Dscoop Open in Dublin, Ireland

Published June 11, 2015

At the Dscoop Open event (June 3-5 at the Convention Center in Dublin, Ireland), solutions partners shared their perspectives on how to make a “hole in one” with digital printing. This article provides a brief overview of the event’s highlights.

Reinvention: Centered on the Customer

Published May 14, 2015

During the 2015 Inkjet Summit, service providers acknowledged that much of the innovation in their markets was done in collaboration with customers and driven by the dynamic changes in the clients’ specific businesses. This article explores how inkjet technology is delivering key advantages to transactional printing, direct mail marketing, and publication printing applications.

Access Direct: Reinventing Business with Inkjet Technology

Published May 7, 2015

During the 2015 Inkjet Summit, a number of innovators acknowledged the need to leverage emerging technologies to profitably accelerate business growth. This article explores how Access Direct has reinvented itself as a leader in data management, variable messaging, and inkjet printing. It also demonstrates how Access Direct’s actions parallel the advice given in Josh Linkner’s book entitled The Road to Reinvention: How to Drive Disruption and Accelerate Transformation.

Symeta: Selling Inkjet, Delivering Value

Published April 30, 2015

In what is perceived as a commodity-oriented marketplace, print sales reps struggle to maintain a proper balance between features and benefits. This article explores how Symeta (Brussels, Belgium) has transformed its business with strong sales and marketing and a value-based approach to communications.

Transformation: Are You Taking the Right Steps to Change?

Published April 23, 2015

Service providers of all sizes are constantly talking about the need to transform their businesses from commodity-oriented organizations to marketing and communication service specialists. A recent article from McKinsey & Company details six steps for driving revenue and margin improvements, and these steps are discussed in this piece.

Reinventing Your Business: It’s about Telling Your Story!

Published April 9, 2015

Because of new and emerging technologies, today’s business owners face a whole new set of challenges. According to Josh Linkner’s book entitled The Road to Reinvention, the way that you position your company and communicate to your various audiences and target markets is a critical component of transforming your business. This article highlights real-world examples of how the art of storytelling can help accelerate businesses transformation.

Is it Time to Reinvent Your Business? Can You Afford NOT To?

Published April 2, 2015

The relentless pace of change is exacerbating the challenges that business owners face today. According to Josh Linkner’s book entitled The Road to Reinvention, leading companies are disrupting the status quo to achieve growth and economic gain. This article explores how businesses can take Linkner’s advice to avoid losing ground.

Sales and Marketing: An Investment, Not an Expense!

Published March 26, 2015

Proactive sales and marketing investments are vital to growing and driving business results. Citing research from McKinsey and Company, this article explores strategies for building superior marketing and sales capabilities.

Trends to Watch in 2015: Building the Right Infrastructure for Success

Published March 12, 2015

Infrastructure includes the basic physical and organizational components that contribute to the success of an organization in terms of the sale and delivery of products, services, and solutions. This article is part of a series exploring trends worth watching in the printing industry. It explores the infrastructure investments that are critical for success in today’s market.

Trends to Watch in 2015: The Innovative Use of Technology

Published March 5, 2015

In his book entitled Innovation and Entrepreneurship, Peter F. Drucker states that an entrepreneur “always searches for change, responds to it, and exploits it as an opportunity.” This article explores the ways in which entrepreneurs and service providers can leverage existing technologies to successfully innovate.

Trends to Watch in 2015: Wearables (Really!)

Published February 26, 2015

Although wearable technologies are still in the early adopter phase, the power of connectivity is driving change at an unprecedented rate. With the information available from wearables, marketers will be able to understand context and generate much more relevant messages. This article is part of a series exploring trends worth watching in the printing industry.

Trends to Watch in 2015: Will This Be the Year of Marketing Automation?

Published February 12, 2015

Marketing personnel will be more accountable than ever before for generating sales results. Marketing automation software can dramatically increase leads and profit, and it also provides a greater return on investment in relation to conventional marketing platforms. This article is part of a series exploring trends worth watching in the printing industry.

Trends to Watch in 2015: Delivering an Interactive Customer Experience

Published February 5, 2015

At the heart of nearly differentiation strategy are techniques for enhancing the overall customer experience. By improving the customer experience, organizations hope to increase customer satisfaction and boost loyalty. This article is part of a series exploring trends worth watching in the printing industry.

Trends to Watch in 2015: The Domination of Mobile Technology

Published January 29, 2015

PCs are expected to become secondary to smartphones and tablets for a significant share of consumers. This trend is driving marketers to focus on mobile application development. This article is the second in a series exploring trends worth watching in the printing industry.

Trends to Watch in 2015: Data Analytics and Micro-Targeting

Published January 22, 2015

To thrive in today’s environment, service providers must connect strategy, capabilities, technology, and specific initiatives. Print and marketing service providers who are willing to embrace change can drive profitable business growth. This article is the first in a series exploring trends worth watching in the printing industry.

Innovairre: Rebranding Done Right!

Published January 8, 2015

In today’s world, the introduction of new offerings is not always enough; rebranding is sometimes required to truly respond to changing market dynamics. This article explores how Qdmh has rebranded itself as Innovairre.

Ho, Ho, Ho… Christmas Catalogs Go Mobile!

Published December 18, 2014

eMarketer estimates that worldwide smartphone users will surpass 2 billion by 2016, so it is no wonder that retailers of all sizes are making it easy for on-the-go consumers to link to catalogs with mobile applications. This article explores how retailers are integrating mobile to accelerate the purchasing process.

Ho, Ho, Ho… Greeting Cards on the Go!

Published December 11, 2014

This holiday season, greeting cards are taking on a whole new dimension. This article explores how tried-and-true greeting cards are becoming more innovative with the inclusion of interactive elements.

Ho, Ho, Ho… Mobile Barcodes on the Go!

Published December 4, 2014

Today’s consumers have truly embraced a number of new channels, and the penetration rate is something that marketers couldn’t have even imagined a decade ago. The holiday season is here, and this article explores how retailers are embedding mobile technology into their holiday campaigns.

Accelerating Growth through Strategic Acquisitions

Published November 20, 2014

While hard work is always a key ingredient for successful business growth, printers of all sizes are pursuing strategic mergers and acquisitions as a mechanism to further strengthen their businesses. While growth through acquisition was once considered the domain of large enterprises, companies of all sizes are now discovering that they can gain access to new printing technologies or services by acquiring or merging with another company. This article explores how First Edge Solutions has achieved business expansion through strategic acquisitions and partnerships.

SG360°: Helping Customers Handle the Data Challenge

Published November 13, 2014

Research confirms that there is a growing disconnect between what marketers want and need from their data and what they are actually getting. This article discusses some of the challenges that today’s marketers are facing and explores how SG360° is taking a different approach to improve its clients’ marketing efforts.

Top Challenges When Executing Personalized Communications/Campaigns

Published November 13, 2014

InfoTrends’ study entitled Understanding Vertical Markets: Enterprise Communication Requirements surveyed over 1,000 enterprise executives. When asked about the top data challenges that they faced related to executing personalized campaigns, respondents highlighted tracking responses, understanding response drivers, and analyzing and mining data.

Generation Z: Changing Communications Forever

Published November 6, 2014

It is estimated that Generation Z—those born between 1994 and 2004—represents over 25% of the U.S. population. These individuals are rapidly coming into their own in terms of influence, consumption, and spending power. This article considers the ways in which businesses can reach these up-and-coming consumers.

Getting Ready for 2015: Helping Marketers Generate Leads

Published October 30, 2014

We live in an interesting time for lead generation marketing. With e-commerce and self-service sales, some companies don’t even need a sales force. They just need very effective lead generation marketing to help bring customers to them. This article highlights recent data and offers success strategies for service providers.

Xerox’s European Premier Partners Jump on the Innovation Bandwagon

Published October 23, 2014

There’s a quiet revolution happening in the printing industry. In an effort to jump-start innovation, printing companies are collaborating with vendors to apply new strategies, digital tools, and technologies. Xerox’s Premier Partner Congress in Madrid, Spain explored how market innovations continue to enhance print’s value as part of the overall communications mix.

Marketing is All About the Customer Journey!

Published October 16, 2014

In today’s ever-changing business world, CMOs are now responsible for forging a bond with new customers, retaining existing customers, and expanding the relationship with all customers. This article provides a brief discussion on the ways in which marketing executives are expected to shape the customer experience. It also offers insight on what service providers can do to deliver extra value to these executives.

Reinventing Your Business: It’s a Journey, Not a Destination

Published October 9, 2014

To breathe new life into their businesses, service providers must develop strategies that reflect the changes occurring in the graphic communications market. This article provides an overview of some of the strategies that industry players are using to transform their businesses.

Did Graph Expo Deliver ROI?

Published October 2, 2014

Some people wonder if there is still any value in meeting a customer or prospect on a trade show floor as opposed to an office environment. Following the completion of Graph Expo 2014, this article explores the value of trade shows in today’s sales and marketing ecosystem.

Becoming a David in a Goliath World

Published September 25, 2014

In the Biblical story of David and Goliath, David defeats the better-equipped and larger Goliath because he is able to transform his opponent’s advantages into disadvantages. This article applies that story to small print service providers and highlights the ways in which they can exploit the weaknesses of larger organizations.

Apple iPhone 6 with NFC: NOT Print Ready!

Published September 18, 2014

Apple recently announced the release of its iPhone 6. As many predicted, the device includes an NFC chip. The assumption was that Apple would offer tag-oriented capabilities with its iPhone 6 and iPhone 6 Plus, but this is not the case. For the time being, the NFC chip with the iPhone 6 cannot be used with anything other than Apple Pay. This article provides an overview of the new phone’s technology and the implications for service providers.

Analytics, KPIs, and Business Acumen: Keys to the MSP Business Transformation

Published September 11, 2014

Just being a printer is no longer enough. Today’s customers are seeking marketing service providers with a variety of skills. This article cites recent survey data from eMarketer and InfoTrends to explore the shortcomings that marketers see within their agencies and how service providers can fight back and become more valuable in the eyes of their customers.

CEO Perspectives from Forbes Insight and Implications for Printers

Published September 4, 2014

Last week, KPMG published a Forbes Insights report entitled Setting the Course for Growth: CEO Perspectives. The report provides a direct reflection of how all owners and executives—including those in the graphic communications industry—should be thinking about their businesses. This article outlines the key findings from the study.

Making the Transformation: Highlights from InfoTrends’ North American Production Print Study

Published August 28, 2014

Later this month, InfoTrends will release a new study that examines various industry segments and drivers for success among print service providers. This research uncovered five key factors for success in today’s transforming market. This document provides an overview of the findings from the survey and explores how successful service providers are bringing increased value to their customers.

Game-Changers for the Printing Industry: Beacons

Published August 21, 2014

We all know that mobile technology is prevalent in our day-to-day lives. Beacons are capturing the attention of technology junkies, retailers, and event planners alike. This article, which is part of a series discussing disruptive forces that are expected to impact the market, explores the effects that beacons are expected to have on retail shopping, tradeshows, and events.

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.

Articles by Barb Pellow