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Recent Discussions

Gina Danner on Warren Werbitt Says “I Just Don’t Understand It”:
What neither seems to realize is that while they are doing this dance, company owners are making decisions about purchases. I'm hesitant to continue investing in our current print platform due to this dance. All they have done is allow me to invi
 

Bryan Gordon on Frank Makes Book(s):
Frank: Great video on typesetting in our era, and you complied some great books. Keep up the good work and keep these entertaining videos coming to us. -Bryan, old model 5 operator
 

Frank Romano on Frank Makes Book(s):
Carlos Your video made me cry. Preserving the history of printing is important. Thank you and all your colleagues. Frank
 

Carlos Silgado on Frank Makes Book(s):
It is so good you mentioned it, Frank. What a legacy! The Instituto Caro y Cuervo, a Colombian institute for linguistic research keeps running a typographic printing shop and museum. You may check it up at: https://youtu.be/phPK-h5k3DQ Regards, -
 

Frank Romano on Frank Makes Book(s):
It wasn't easy fighting off Eliot Ness and the Untouchables.
 

Greg Patt on Frank Makes Book(s):
A search for Frank's books on Amazon, among other links, produced this: Frank Romano et al., Petitioners, v. United States which produced this. https://www.law.cornell.edu/supremecourt/text/382/136 Were you a bootlegger in the old days Frank? :-
 

Greg Patt on Kodak and Uteco Are Excited to Announce the Successful Installation of the First UTECO Sapphire EVO Press Powered by KODAK Stream Inkjet Technology:
For us old iron sheetfed people all that metric translates to about a 23" x24" sheet @ over 14,000 sheets an hour. Pretty impressive
 

Mark Pomerantz on Warren Werbitt Says “I Just Don’t Understand It”:
Warren; love the video, no holding back on the passion! Who has more to say about the future of these two companies - customers, or investors? Not just Carl Icahn, but 3 investment firms (Vanguard, Blackrock, State Street) collectively own between
 

Warren Werbitt on Warren Werbitt Says “I Just Don’t Understand It”:
I didn't notice PI's ad. I guess great minds think alike. We all have the same concerns. I would like know before (if) they were to merge what they plan regarding the future of all equipment. Aside from that, If I was in the market right no
 

Pete Basiliere on Warren Werbitt Says “I Just Don’t Understand It”:
Ah, the irony. The video closes with a high quality print made on – wait for it – a Konica Minolta digital press. Last week’s _online_ article by Printing Impressions’ Mark Michelson about the proposed HP/Xerox merger featured an ad that blocke
 

Warren Werbitt on Warren Werbitt Says “I Just Don’t Understand It”:
Key point....listening to their customers. I won't call them out by name, but having dealt with both, one company is way better at it than the other.
 

Roger Gimbel on Warren Werbitt Says “I Just Don’t Understand It”:
Warren We have a much larger issue here! The commercial manufacturers are consolidating as the delivery standard communications of information moves from print to electronic devises. I do agree with you that certain specialized print is growing, ho
 

Warren Werbitt on Warren Werbitt Says “I Just Don’t Understand It”:
Mr. Maetterer, Great example.
 

Warren Werbitt on Warren Werbitt Says “I Just Don’t Understand It”:
Hi Greg Life cannot be only about money and Wall Street. The richer are getting richer and killing the man in the middle who is basically responsible for helping them get rich. Wall Street doesn't really care about any industry or the people in it.
 

Greg Patt on Warren Werbitt Says “I Just Don’t Understand It”:
I have to admit, I wasn't against the merger, but after your insights...I think I am different now! Thanks!
 

Robert Arena on Optimize the Print Software You Own:
Perhaps the software is not designed for the way people work. Since there seems to be substantial resistance which you often counter, perhaps there is something in that.
 

Gerhard Maertterer on Warren Werbitt Says “I Just Don’t Understand It”:
Ten years ago a pretty small company named Porsche (7 billion Euro turnover) started a takeover attempt against Volkswagen (95 billion Euro turnover at that time). Today Porsche is just one of 12 brands inside VW group ...
 

Kevin Karstedt on ColorKarma: Making it Easier for Designers and Producers to Communicate:
Great idea Shoshana... education is key... always easier to do it right than to fix it later... the industry really needs this.
 

David L. Zwang on The Future of Corrugated—Lots of Opportunity and Lots of Choices!:
Kevin... thanks for your help in pulling this together. I am looking forward to continuing this discussion leading up to drupa!
 

Kevin Karstedt on The Future of Corrugated—Lots of Opportunity and Lots of Choices!:
David, you are right, there is a lot of activity going on in the corrugated space around digital printing. Karstedt Partners has been involved in bringing actionable intelligence and information to those in the industry for a long time and one of the
 

Pat McGrew on Three Things to Stop Doing in 2020:
Bob! This is a great story!
 

Robert Godwin on Three Things to Stop Doing in 2020:
While the discussion on gamification so far has focused on sales, our print division has used gamification on the shop floor. I did a presentation at an Idealliance conference a few years ago. Here is the link. https://vimeo.com/216442691 The audio
 

Mark Myers on Three Things to Stop Doing in 2020:
I agree with you that customer value is not in the usual program, and that is why EstimatorCloud.com has that value added component in the customer profile and when the customer is selected if appropriately re-evaluates the pricing and can be set for
 

Robert Lindgren on Three Things to Stop Doing in 2020:
I agree with the need for consistency. However, consistency should not be with the printer's sales as a whole but consistency by customer recognizing that some customers regard their printer as a sole source and others are strict price buyers. Also,
 

Mark Myers on Three Things to Stop Doing in 2020:
I never liked the option where the salesperson adds what he wants to increase his commission... I always believed that you should have consistency with the customer as such we never offered 2 options the only option was the salesperson could cut the
 

Warren Werbitt on Warren Werbitt Says, “Happy New Year!”:
I try to do whatever it takes to deliver value :)
 

Pat McGrew on Three Things to Stop Doing in 2020:
Try two differnt compensation models and see if the gamification makes no difference, improves, or causes a decline in sales behaviour. Same as we do in marketing when we are trying to figure out what campaign message works.
 

Robert Lindgren on Three Things to Stop Doing in 2020:
Question: "What's a killer A/B test?"
 

Pat McGrew on Three Things to Stop Doing in 2020:
It would be a killer A/B test, wouldn't it?
 

Robert Lindgren on Three Things to Stop Doing in 2020:
I like the idea of sales reps having skin in the game, but I'm concerned that the 60/40 story discourages reps from getting the firm to full utilization which is the key to profit maximization. A better approach would be to base commission on contrib
 

David L. Zwang on drupa 2020 Packaging Preview: Actega EcoLeaf (aka Nano Metallography) Digital Metallization Ready for Prime Time:
thanks! trying to expand my vocabulary :-) They told me that they have currently tested printing the trigger image with Flexo, Flat and Rotary Screen and Inkjet. Not sure if that was all done in the competence center.. Will ask and report back
 

Pat McGrew on Three Things to Stop Doing in 2020:
Hi Mark! I always like the gamification approach to dealing with sales teams. Sounds like you found a way to codify it and market it!
 

Sean Smyth on drupa 2020 Packaging Preview: Actega EcoLeaf (aka Nano Metallography) Digital Metallization Ready for Prime Time:
Excellent use of the word "Quadrennial", Dave, we don't hear it enough! Is the process now using a digitally printed base material, or still flexo at their development centre? HNY Sean
 

Eric Vessels on Warren Werbitt Says, “Happy New Year!”:
Wait, you pick up the garbage too? Wow. Delivering max value!
 

Mark Myers on Three Things to Stop Doing in 2020:
Interesting conversation from multiple perspectives...Before I got into the software end of the printing business I owned a 106 man plant in South Florida that ran 24/7 and thoroughly understood the value of using all of the plant’s capacity to maxim
 

Howard Owen on Xerox Secures $24 Billion in Binding Financing Commitments for HP Acquisition:
Happy New Year HP customers! HP, please let us know that this Xerox cry for help is DOA.
 

Robert Lindgren on Three Things to Stop Doing in 2020:
Absolutely right! The concept is correct but the challenge is developing the management skills necessary to make it work. I'm familiar with a firm which has managed to drive utilization up to 24/7 using four crews on each press and producing amazing
 

Robert Godwin on Three Things to Stop Doing in 2020:
Robert, First, excellent discussion on a critical issue facing virtually every printer I have visited this year, from the 3-person family shop to 250 person 3-shift commercial plants. -Filling the 2nd (and 3rd shifts) with commodity products is a
 

Robert Lindgren on Three Things to Stop Doing in 2020:
I understand the concern about margin erosion. However the reality is that maximization of contribution is what counts. The traditional approach is to push for high prices but that is limited by what the customer is willing to pay. It also leads to d
 

Robert Godwin on Three Things to Stop Doing in 2020:
Robert, And that is the exact logic BPO's like Innerworkings use to negotiate pricing for their print buying clients. Margin erosion is the seed that sprouts commodity pricing. So I guess printers either do it to themselves (as you illustrated) or w
 

Robert Lindgren on Three Things to Stop Doing in 2020:
Pat McGrew: Estimating systems are a problem because they ignore the external reality of the market. They can be helped by using the printer's experience with getting orders (the hit ratio) to get pricing that will produce orders. Bob Godwin: Gene
 

Kevin Cushing on Kevin Cushing Provides an Alliance Franchise Brands Update:
Thanks Dr.Joe! We are all working through going "cold turkey" with your well deserved retirement. It's left a big hole in the "entertaining wisdom" category!
 

Robert Godwin on Three Things to Stop Doing in 2020:
Admittedly, when I worked with transactional salepeople that agreement was splitting the cost of the 'extra work' to make the job printable.But in the end, value added work wss not paid for. I cant do that at the grocery store or with my dentist. why
 

Pat McGrew on Three Things to Stop Doing in 2020:
Bob Godwin: You and I have had this conversation before. Interesting approach. Robert Lindgren: You bring up a good point about the estimating system. It's worth digging into how to fix that problem, or at least surface it!
 

Robert Lindgren on Three Things to Stop Doing in 2020:
There's no question that this draconian approach will eliminate "discounts." However it will also eliminate sales and contribution to overhead and thus profit at the end of the month. Isn't the problem that the estimating system ignores value to cust
 

Robert Godwin on Three Things to Stop Doing in 2020:
Pat, in regard to the the points you list: 1. Charge for all work you do for the client. If the salesperson accepted the work and says the client shouldn't be charged, deduct from the salesperson's commission.Watch issue evaporate, and profitabilit
 

Robert Lindgren on Three Things to Stop Doing in 2020:
The business reality is that "margin" (the difference between the cost sheet (calculated with BHRs and marked up materials) is an artificial number. Reality is contribution to overhead (the difference between what is actually spent to produce the jo
 

Elizabeth Gooding on Drive Your Business at the Mailbox: Learn How to Design Better Direct Mail:
Thanks Patrick. Glad you enjoyed the article. I'm always amazed at how few direct mailers send their own direct mail or collect metrics on the campaigns they support (although in fairness their clients don't always share.)
 

Pat McGrew on Three Things to Stop Doing in 2020:
Hi Robert! We are in agreement that discounts - no matter the flavor - should be treated as seriously as any other facet of the business (including that estimating system.... !) and must be tracked to ensure that margins aren't given away.
 

Patrick Whelan on Drive Your Business at the Mailbox: Learn How to Design Better Direct Mail:
All great suggestions. Walk the walk, lead by example, etc. If print and mail providers prioritize their own direct mail (and other) marketing efforts, the results will follow.
 

Robert Lindgren on Three Things to Stop Doing in 2020:
Discounts come in two flavors: one is a recognition that there was a problem with the job and we didn't deliver what we should have, the other is an adjustment of a "one size fits all" pricing policy coming out of the estimating software and solely f
 

Warren Werbitt on Warren Werbitt Says, “We Don’t Need to Be Policed”:
Hi Ray, your words or bang on. I only hope that we as an industry can come together and decide on a common environmental path to take, ie the the Sustainable Green Printing Partnership Program, which was developed by printers for printers and it cov
 

Warren Werbitt on Warren Werbitt Says, “We Don’t Need to Be Policed”:
Hi Marci, I really appreciate what you are saying. I was not aware of SGPPARTNERSHIP.ORG Which leads me to my next point. And that is if I am not aware, then there are many others like me and we should start working on getting this message out. M
 

Raymond Prince on Warren Werbitt Says, “We Don’t Need to Be Policed”:
Warren you are tight on target. The industry does not need FSC etc. Years ago when ISO was becoming the rage and GATF stepped up and offered to be the champion for the industry in certifying printers and even had 5 consultants certified the board of
 

Dave Hultin on Frank and the Future of the Printing Press (Part 1):
The video is awkwardly silent for me as well. Even so, there's still a lot of fascinating stuff going on in that video!
 

Greg Patt on Frank and the Future of the Printing Press (Part 1):
Thanks Mike! I must have been doing something wrong because no matter what I tried, I could not get the audio to work. :- (
 

Marci Kinter on Warren Werbitt Says, “We Don’t Need to Be Policed”:
Costs associated with FSC certification, as well as the point that it does not address all substrates used by the print industry, is the main reason why, in 2008, the Sustainable Green Printing Partnership Program, SGP, was launched. This is the onl
 

Mike Henning on Frank and the Future of the Printing Press (Part 1):
https://www.youtube.com/watch?v=fjOI0PqiFiM 1:24 into the video, and 2:50 If you do not want to watch the whole video :) Mike
 

Mark Myers on What is Your Print Business Differentiation?:
Vince Mallardi’s comments were brilliant in their perspective and comparisons... Years ago I hired Vince on a merger proposition and he was correct, I anticipated his input and perspective... Let me elucidate for a moment... I built a small 3 man sh
 

Jesse Trevino on Basic Personalization Isn’t Enough Anymore:
Interestingly, PPAI, the Promotional Products Association International, recently published a short article on the coming decline of personalization. "Brands may abandon their marketing personalization efforts in the coming years in the face of r
 

Joe Webb on Kevin Cushing Provides an Alliance Franchise Brands Update:
Great to see Kevin leading an organization where he can implement his idea in an insightful and often inspiring way. He's understood the opportunities from the ground up for a long time when others were befuddled by it all.
 

Vincent Mallardi on The “Orders of One” Industry:
Amazonian Julian! A great commentary and suggested plan for capitalizing on the "Order of One." I especially liked your use of the quaint old word "cobbling" in the context of data sharing. To those who read comments, I endorse Julian and District Ph
 

Warren Werbitt on Warren Werbitt Says, “We Don’t Need to Be Policed”:
What a morning 2 Scott's lol. Mr Wheeler, Well said.
 

Warren Werbitt on Warren Werbitt Says, “We Don’t Need to Be Policed”:
I appreciate you watching the videos. I am even happier that this topic seems to have hit a nerve with people. My personal email has been rocking this morning. Please go to my linkedin post and share it with a comment. Let's get this going and save
 

Scott Wheeler on Warren Werbitt Says, “We Don’t Need to Be Policed”:
The concept of needing an auditor to prove that a printer doesn't switch stocks on a customer makes no sense. Any printer swapping out stocks isn't going to be in business very long.
 

Vincent Mallardi on What is Your Print Business Differentiation?:
Just waking up at 6:00 am (in Hawaii), I see an article on differentiation and a pie chart showing that only 60% of printers responding to a survey plan to be profitable this year! Even a Kona coffee buzz can't make the chart look good - except of co
 

Scott Williams on Warren Werbitt Says, “We Don’t Need to Be Policed”:
Couldn't agree more Warren. When a local printer used the FSC logo (that wasn't certified and never has been)and we reported it to FSC their response was that they don't get into the legalities and use of their logo. I guess they don't need policing
 

Patrick Whelan on What is Your Print Business Differentiation?:
Sorry for the typos!
 

Patrick Whelan on What is Your Print Business Differentiation?:
More great insight from Jennifer Matt! I would add; Good product, price and service are the customers minimum expectation. Everyone premisses it. The customers perception is your reality. Differentiate with thought leading, customer centric conte
 

Dave Hultin on Frank and the Future of the Printing Press (Part 1):
Mike, would you consider making that video publicly available? Perhaps drop a youtube link into the comments?
 

Mike Henning on Frank and the Future of the Printing Press (Part 1):
Greg, I would be happy to send you some video if you would like it Mike
 

Robert Godwin on Sourcing Top Talent in Tight Labor Markets:
After numerous experiences and encounters with print focused recuiters, the most common ask by an employer is for sales people with a portable book of clients. This is always a suspicious request because I have personally been recruited on X ternms,
 

Robert Lindgren on Commercial Printing: Consolidation or Regional Expansion? —November 2019 M&A Activity:
I suspect that consolidation will continue to dominate as the synergism available from plants in multiple locations is limited compared to that realized by consolidation of multiple facilities in a single location. More interesting might be remote sa
 

Heidi Tolliver-Walker on Do Consumers Love QR Codes and Just Don’t Know It?:
Here in the U.S., we are also seeing QR Codes being used more and more for non-marketing applications, like payments at the Walmart checkout or ticketing. At some point, you would assume that people would make the connection between the QR Codes they
 

Eddy Hagen on Do Consumers Love QR Codes and Just Don’t Know It?:
In Belgium we use QR-codes all the time: they are part of making online and mobile payments. So everybody who has done online, mobile payments knows that it's more than just ugly, weird black squares. And this morning there was an interesting applic
 

Greg Patt on Frank and the Future of the Printing Press (Part 1):
Frank, let's see some video of sheets coming off, so we can just get a feel for the speed. Some closeups of finished sheets and some video of the computerized front end, all the things we would look at if we were there!
 

Abhay Sharma on Alwan’s Elie Khoury on Extended Color Gamuts:
Elie, great interview and thank you for providing great EG products - Alwan ToolBox and ColorHub. You have a single page EG target that is easy and convenient to use, with CMYK-OGV sections - nice, coherent and non-complicated approach (and very accu
 

Robert Lindgren on The Print Customer’s Narrative:
Outstanding article! It's remarkably easy to overlook the difficulties customers have with dealing with us until we lose them as a customer. A valuable exercise is use a trusted friend to pose as a prospect. Have them call your firm and see how their
 

Nidhi Agrawal on Selling Print vs. Selling Web-to-Print Software:
I think assissting customers initially to setup their digital assests or artwork in your web-to-print can help overcome the initial resistance from customers. Once all their digital assets are configured, the convenince takes over any other benefit a
 

Dharminder Biharie on Digital Print Output to Grow 65% over Next 10 Years, According to New Smithers Strategic Forecast:
I have a healthy skeptical mindset when I see promising growth rates. First of all, it is not technology (inkjet) that will drive growth. It is the right business model and social and economic behavior. I can’s see anywhere what the impact of Generat
 

Gerhard Maertterer on Do Consumers Love QR Codes and Just Don’t Know It?:
Let's see it from a historical point of view. The first QR-Code in Germany was published by newspaper "WELT" on Nov. 9th, 2007. That exactly was the day, when Apple launched the iPhone in Germany. Nobody had a device to scan that code at that time. T
 

Timothy Baechle on Color Management: Gandhi, Pop Music, the Human Psyche, and Resolve:
Thanks very much, Rich. My best to you and your family and a very Happy Thanksgiving.
 

Richard Cline on Color Management: Gandhi, Pop Music, the Human Psyche, and Resolve:
Great writing Tim. Very well written for the community of print and packaging. Begin with the end in mind and the clear communication is needed by everyone involved. Thanks for share your knowledge with the print community. Have safe travels my frien
 

Gordon Pritchard on Do Consumers Love QR Codes and Just Don’t Know It?:
If the Tinyurl doesn't work try this: http://whattheythink.com/video/98412-xante-introduces-infomark-alternative-qr-codes/?utm_source=newsletter1&utm_medium=email&utm_campaign=daily
 

Gordon Pritchard on Do Consumers Love QR Codes and Just Don’t Know It?:
And it looks like there's a contender to replace the failing/failed QR code - "InfoMark" from Xanté - "a simple digital link to quickly access audio, video, PDF, and any other digital content from a printed piece using a desktop computer, smartphone,
 

Mark Hunt on Hear from Tom O'Brien, the "Poster Child" for Business Diversification:
So refreshing to listen to Tom discuss how his business has evolved in adjacent markets. He's one of the most broad-minded and innovative thinkers in our industry. Fearless early adopters like Tom disrupt segments and create new opportunities for the
 

Robert Godwin on Selling Print vs. Selling Web-to-Print Software:
Putting a product in the W2P system wouldn't make it a commodity. It would already be a commodity and therefore belongs in an online order system.
 

Robert Lindgren on Selling Print vs. Selling Web-to-Print Software:
Isn't the challenge about the type of print product being sold? If it's repetitive with occasional copy change (business cards, stationery, etc.) W2P is a perfect fit and helps lock in the customer. If the project is high value, creative it's not lik
 

Robert Godwin on Selling Print vs. Selling Web-to-Print Software:
Jenn- A couple points you raise are super important and I want to emphasize them: 1. Salespeople’s resistance to W2P solutions is one of power. A salesperson’s portfolio is their 'book' which should be interpreted as their customer relationship. Sa
 

Gordon Pritchard on Do Consumers Love QR Codes and Just Don’t Know It?:
@ Joe Casey - You managed to spam the thread. @ Marc Johnson - You're at the wrong part of the alphabet - the thread is about QR rather than AR codes. BTW - the 19 Crimes Wine AR didn't appear to work in Canada so it became an off putting experience
 

Lois Ritarossi on Transformation Is Not Always What You Plan…:
Thanks for the succinct update and summary.
 

Marc Johnson on Do Consumers Love QR Codes and Just Don’t Know It?:
A good case in point ... 19 Crimes Wines. How many of you have actually downloaded the app and done the AR experience? It's ABSOLUTELY COOL. Everyone I show it to (outside of print ... general consumers) is amazed. But nobody knows about it - how to
 

Joe Casey on Do Consumers Love QR Codes and Just Don’t Know It?:
Heidi, Gordon - Even a small response can be better than no response. If you are looking for responses from a smartphone-savvy audience, QR codes might be just the ticket. And for better results, try better QR codes that alert people to what they w
 

Marriott Winchester on Hybrid Software Announces New Leadership Team for North and South America:
Congratulations, Mike Agness and the entire Hybrid Software team. As a global customer of Hybrid, it is nice to see leadership promote from within and use their strong bench of talent. It ensures OUR continued success with a smooth and seamless
 

Joe McGinnis on Access Direct Mail Adopts High-speed Roll-Fed UV Inkjet, Expands Capabilities with Purchase of SCREEN’s Milestone 1,500th Truepress Jet520 Press:
Interesting that Screen doesn't mention Ricoh has sold approx. 80% of these IJ print engines...
 

Gordon Pritchard on Do Consumers Love QR Codes and Just Don’t Know It?:
@Heidi Tolliver-Walker That's my point exactly. I guess I wasn't clear. If you hadn't been standing at the exit much of the time to show the thousands of passersby how to use the QR codes you would have gotten zero response to them. And it's just n
 

Heidi Tolliver-Walker on Do Consumers Love QR Codes and Just Don’t Know It?:
What I experienced was hundreds of people, not one, being exposed to QR Codes for the first time, being shown how to use them, and responding to a positive experience. If it were one or two, I can see your point. But there were thousands of people wh
 

Gordon Pritchard on Do Consumers Love QR Codes and Just Don’t Know It?:
You've experienced that having a person standing beside a display containing a QR code and explaining to consumers how to use their smart phones to read the code enables them to have the QR code experience - 20 years after the tech's introduction. Ha
 

Heidi Tolliver-Walker on Do Consumers Love QR Codes and Just Don’t Know It?:
> Gordon, I'm simply writing from the perspective of watching thousands of people come through the exit of the corn maze and watching hundreds of them use a QR Code for the first time. I've written about QR Codes, read the data on QR Codes, and he
 

Marc Johnson on Do Consumers Love QR Codes and Just Don’t Know It?:
Gordo- absolutely correct :) First it was "people don't want to download an app" .... now it's "people don't know the camera app can do it." Talk to designers and brand marketers ... they HATE QR codes from an aesthetic point of view and want ima
 

Gordon Pritchard on Do Consumers Love QR Codes and Just Don’t Know It?:
Let’s see - after 20 some years since the development of modern QR codes the barrier to consumers not using them is that they don’t know they can read them with their smart phones? And I suppose that the absence of QR codes at print trade shows is th
 

John Henry on Global Graphics Acquires Prepress Workflow & RIP Developer Xitron, LLC:
I like this merger, hope they become a ture option to EFI in the digital front end for toner and inkjet print for pay segments.
 

John Henry on Print Industry M&A and Print Software:
As a user going though this for the 2nd time, PrintSmith now PrintersPlan it is not smooth and often does not benift the users for years if ever. Expect less inovation, longer tech support waits and more bugs in the short term (2-3 years) folowed sh
 

Sneh Choudhary on Do Consumers Love QR Codes and Just Don’t Know It?:
Heidi, this piece is extremely well thought out and well-written. All my conversations with marketers and business owners around QR Codes have also been extremely positive and the stats prove that QR Codes will become a powerful marketing strategy. A
 

Warren Werbitt on Warren Werbitt Says, “Forget the Past!”:
Hi Gerhard, You have a good eye & great taste. Cheers
 

Eric Vessels on Think Smart Finishing Showcases Automated Print Production:
The Smart Factory event in Kyoto was phenomenal and especially impressive being an inaugural event! Look forward to working with them as the event grows and matures. Great job!
 

Thayer Long on Transformation Affects Everyone—Time Is Not on Your Side!:
This is the crux of the matter isn't it? And also the so called convergence movement? We are still and industrial age industry which has too much capacity. And yet we still have a mindset that our way out of this is by racing to add more capacity in
 

Eduardo Holanda on Think Smart Finishing Showcases Automated Print Production:
It's a great job! Horizon brought to the present the innovations and the future of finishing in the printing industry.
 

Gerhard Maertterer on Warren Werbitt Says, “Forget the Past!”:
Hi Warren, And I love the way you are positioning german beer Radeberger in an American Print Show. Refreshing! :-) Cheers, Gerhard
 

Dharminder Biharie on Warren Werbitt Says, “Forget the Past!”:
Hey warren, I love the way you position print. It is not old, grey and in the past chit chat. But young fresh and dynamic! I am your supporter. PS: we need to Skype again...
 

Warren Werbitt on Warren Werbitt Says, “Everyone is Entitled to Make Money in Business”:
I would like to thank everyone who emailed me yesterday requesting my costing sheet. YOU MADE MY DAY. Thank you
 

Warren Werbitt on Warren Werbitt Says, “Everyone is Entitled to Make Money in Business”:
Hey Bob, I appreciate the comments. I really don't know why this is a problem for anyone. Costing is the 1st everyone should be doing, especially as they are spending big money on equipment.
 

Marco SAVELLI on Training vs. Learning with Print Software:
Great Information..thanks to share
 

Bob Dale on Warren Werbitt Says, “Everyone is Entitled to Make Money in Business”:
Wow! I wrote the Estimating column in The Graphic Monthly for over 10 years. In less than 10 minutes, Warren, summarized what I was saying for 10 years! Way to go Warren!
 

Eric Vessels on Around the Web: Terrifying Typeface. Edgy Analytics. Green Garments. Techy Teens. Expensive Eagles. Grotty Gifts. Candy Crushes.:
@Joe, my net feelies have been in steep decline since you retired. Time for any full sized candy bar.
 

Joe Webb on Around the Web: Terrifying Typeface. Edgy Analytics. Green Garments. Techy Teens. Expensive Eagles. Grotty Gifts. Candy Crushes.:
Thanks for the comment in the candy chart. I must advise you, however that the "100 GRAND" bar came to the market in 1964, and if correctly named today would be the "828.25 GRAND" bar. I think the is a fraud perpetrated on the industry, and someone s
 

Chris Lynn on Training vs. Learning with Print Software:
Jennifer, good distinction between training & learning. “No time to learn” is the same as saying “I have higher priorities “. Management’s job is to set the priorities by ensuring the users see WIIFM and by setting appropriate rewards. The teenage dr
 

HARVEY LEVENSON on Survey Looks at Adoption of Augmented Reality:
Heidi Tolliver-Walker’s Augmented Reality (AR) research results are right-on and consistent with the results of the following recent research exploring interest in Clickable Paper (an AR application) in two fields other than the printing industry. Th
 

Warren Werbitt on Warren Werbitt Says, “Forget What You're Used To!”:
Hey MJ, was great to see you as well. I really like the what Reality BLU is doing with AI. Everyone should check it out RealityBLU.com
 

John Henry on Training vs. Learning with Print Software:
Interesting and yes it tracks my experience
 

M.J. Anderson on Warren Werbitt Says, “Forget What You're Used To!”:
Great seeing you there hoss. Also agree with you. Printing United is the New Next Now for the industry!
 

Jennifer Matt on Training vs. Learning with Print Software:
Mike, Thank you. I was reading a book about deliberate practice that also says that the modern knowledge worker is losing their ability for real learning b/c they never have uninterrupted time and therefore can't focus long enough to learn. Our w
 

Mike Price on Training vs. Learning with Print Software:
Great comments. It is diificult to allocate time to learning and understanding.
 

Warren Werbitt on Shoshana Burgett Launches Colorkarma, A Resource for Designers:
Great idea Shoshana. I am super excited for you.
 

Robert Lindgren on How Are You Selling Web-to-Print?:
WTP is a key channel for print providers to use to reach customers. However, it is essential that access needs to be customer specific by requiring individual customer log-ins. This enables the WTP to focus on their needs making is use more efficient
 

Robert Lindgren on Promotional Products May Offer More Luxury Than You Think:
Good point. I continue to be amazed at the contribution to overhead that promotional products can make to a printer's overhead and therefore product.
 

Bob Dale on CJ Graphics Sweeps the Bennys:
Congratulations to Jay and the team at CJ Graphics! Thank you for your positive comments promoting the value of print and the value of the print associations, including PIA, affiliates and WTT! Your charitable work is amazing!
 

Timothy Baechle on Aligning the Supply Chain: Understanding the TC1617x (IT8.7/5) Characterization Target:
Abhay-- This actually has nothing to do with marketing at all, but everything to do with improving the characterization accuracy of a printing system, including the addition of 29 new gray patches.
 

Abhay Sharma on Aligning the Supply Chain: Understanding the TC1617x (IT8.7/5) Characterization Target:
Dear Tim 1) Great progress on the IT8 revision. Would you consider making this an American National Standard like ANSI IT8.7/4-2005 (R2010)? 2) You randomized all the patches, but not the G7 grayscale patches. Why not? This may be more related
 

Gina Danner on Hiring and Compensating Sales Personnel: Strategies for Success:
Many of Eve's points are dead on, and a few are more nuanced, at least in my experience. The hiring process today is on over-drive meaning it should be fast. The recruiting process should be ongoing. And, there is a difference. Yes we want to t
 

Paul Lattimore on CJ Graphics Sweeps the Bennys:
Way to go Jay and to the CJ Graphics team! Keep up the great work and innovating for your clients.
 

Robert Lindgren on Hiring and Compensating Sales Personnel: Strategies for Success:
I agree with Bill that the organization must deliver the work or the customers will be lost. However, I'm puzzled by Eva's failure to distinguish outside sales from other organizational roles. The successful sales rep has to face "no" on a daily basi
 

Bill Fotsch on Hiring and Compensating Sales Personnel: Strategies for Success:
If the goal is to drive increased revenue, hiring good sales talent is helpful. Having a customer centric organization is substantially more important. Let me explain. A sales person promises the world and gets several new customers. Operations d
 

Heidi Tolliver-Walker on What Are the Ethics Behind Direct Mail Trickery?:
Yesterday, I received three pieces of mail that I feel fall into this category. They all used fear and misleading tactics. FINAL NOTICE on something that looked like a bill. You're going to be contacted by our collections people. I don't remember the
 

Warren Werbitt on Warren Werbitt Says, “Forget the Past!”:
Anyone have a question for me? LOL
 

Kate Dunn on What Are the Ethics Behind Direct Mail Trickery?:
I think there is a distinction around was it meant to "trick" the recipient or was it meant to be funny. I have seen some direct mail pieces that are clearly trying to be funny as in Bloomingdog's Pet Salon or something along those lines. The design
 

Robert Godwin on Elegy for a Trade Show:
Last trade show I went to was the HOW conference at McCormick. No point in eulogizing PRINT. Best thing to happen to print is the pruning digital ad channels performed on an obese, out of touch industry. What remains is strong. The hoorahs for prin
 

Ray Cheydleur on What Are the Ethics Behind Direct Mail Trickery?:
I'm in total agreement that they will have lost my trust before I even read the rest of the message (which I won't). I've said this as well about the dozens of messages i get on my phone offering me healthcare or other services from - who responds to
 

Dennis Kelly on What Are the Ethics Behind Direct Mail Trickery?:
Heidi, I completely agree with your point here. Research shows that print and direct mail have higher levels of trust than digital channels. DM like this erodes this huge advantage, rather than accentuates it. In a bid for response metrics, marketers
 

Phillip Jones on Fujifilm Changing the Dynamics of Print, Debuting Innovative Inkjet Solutions at Printing United:
Awesome product lineup. FujiFilm is well prepared to help you transition into the exciting new digital and Inkjet marketplace. Great Products and Great Business Partners equals a winning combination!
 

Chuck Surprise on Elegy for a Trade Show:
PRINT was an interesting, informative destination for me from the mid-80s until my last show, 2001. PPA had scheduled a post-PRINT meeting, hosted by a Chicago member. I arrived from San Diego on the 10th to check meeting arrangements and confirm app
 

Dave Reynolds on Elegy for a Trade Show:
Correction, PRINT '97!
 

Dave Reynolds on Elegy for a Trade Show:
Frank, I always thought you would outlive print and you have, even if it's just the show ;) Thanks for the walk down memory lane. Even though PRINT started for me in '96, I'll never forget it because you introduced me to Chuck Geschke, co-founder
 

Craig Kevghas on Elegy for a Trade Show:
My first Graph Expo was not until 1987, but my memories of the event were many: Seeing Regrigerator Perry walking the aisles; Dealing with some the toughest unions in the nation during setups; Scitex giving away soccer balls that were everyw
 

Chuck Werninger on SPOTLIGHT: Cypress-Fairbanks Independent School District, Third-Largest School District in Texas, Installs an Océ ColorStream:
Well done, Derek and Steve! You guys are doing it right, welcome to the new frontier. I hope we can get together soon and collaborate on a project.
 

Frank Kanonik on Elegy for a Trade Show:
Joe, your mention of Print 80 brought back a lot of good memories. That was the first show I attended back in my GATF days. It was incredible to see all the iron running. You would get a mild buzz from all of the press solvents being used before
 

Stan Najmr on Elegy for a Trade Show:
The city boy felt out of place, Sitting in that cowboy space. His jeans weren't Wranglers, not even Lee, He spied the door and thought to flee. But then, like Homer, the sightless Greek, The poets started in to speak. The tales they told in eas
 

Mark Myers on Print Software ROI:
From Mark Myers CEO Estimator Cloud Jennifer, Like Corey Casler I to take a bit of umbrage with your perspective. Let’s start with your comment... “The one thing that is never mentioned in a print software sale is the amount of work your bus
 

Frank Romano on Elegy for a Trade Show:
But I had hair then!
 

Raymond Prince on Elegy for a Trade Show:
PRINT 19 was a good show in many ways - well organized, professional, great seminars and much information available. I have attended most of the Graph Expos and PRINT shows since 1968. I did see a lot of buying at the show. Yes it was smaller, the b
 

Noel Jeffrey on Elegy for a Trade Show:
Thank you Frank. PRINT served the industry well for many years and deserves to be honored with fond memories. Noel Jeffrey
 

Tim Murphy on Elegy for a Trade Show:
Frank - love the video ending at McCormick - we'll miss Chicago and big steaks. But it's always more about where we're going than where we've been. See you in Texas! “You can’t go back and change the beginning, but you can start where you are an
 

Gordon Pritchard on Elegy for a Trade Show:
To paraphrase the old refrain: “Print trade shows never die, they just fade away.”
 

Vincent Mallardi on Elegy for a Trade Show:
Unlike Frank and Joe today, I did not attend nor reminisce over "the last PRINT Show" last week. It died over the last several years from lack of relevance and being held in Chicago. As with all things, there is a new show to replace it. Printing Uni
 

Joe Webb on Elegy for a Trade Show:
My first PRINT was a memorable one -- PRINT80 -- which had all manner of swirling trends of digital imaging, web offset, scanner, phototypesetting, and photographic materials and color proofing. The photo side was caught up in the silver crisis that
 

Jennifer Matt on Print Software ROI:
Corry, I bet you are right that "the work" is mentioned but nobody remembers it. All they remember is the "potential" this is why I feel so much empathy for the implementation team. The Sales team sells potential, the implementation teams have to
 

Corry Casler - PressWise on Print Software ROI:
“The one thing that is never mentioned in a print software sale is the amount of work your business, your team, and your leadership has to put forth in order to reap the potential.” I usually subscribe to your views Jennifer and the overall point
 

Marriott Winchester on Labelexpo Reports Largest, Most International Edition to Date:
I attended Labelexpo in Brussels this year and was very pleased to see the high level of investment and interest that the show company, exhibitors and attendees all experienced. It shows how strong and energized the packaging printing industry is tod
 

Thayer Long on IWCO Direct’s Executive Vice President Steve Myrvold Elected to 2020 APTech Board of Directors:
Welcome Steve and IWCO! We are already putting him to work today.
 

Thayer Long on Labelexpo Reports Largest, Most International Edition to Date:
I had the opportunity to attend and it really was a great event. They do a great job staying focused on certain areas, but also thoughtfully looking at adjacent markets. APTech is a partner with Tarsus on Brand Print Americas 2020, and we are excited
 

Martin Bailey on Goodbye, Chicago…Hello, New Normal:
To follow up on Chris' comment; I'm not seeing the vendors shipping the biggest presses (digital or offset) to trade shows these days, although many of the flexo presses are there because they're physically smaller. That's partly because the shows ar
 

HARVEY LEVENSON on Goodbye, Chicago…Hello, New Normal:
David, Excellent article. I saw this occurring well before the event took place. To be successful, the expo developers had better come up with new and creative approaches for OEMs to see value in investing and exhibiting, and for industry memb
 

Chris Lynn on Goodbye, Chicago…Hello, New Normal:
David, your mention of Seybold reminded me of a presentation Alan Darling gave at one of their events in the late 80s. "This is what you guys call a printer" he said to the assembled 4th Wave aficionados, showing a picture of an Apple LaserWriter. Ne
 

Robert Godwin on Warren Werbitt Says, “Be a Statistic!”:
Warren, Printing United Booth #8655 Nettl. Ask for Rob Finnie. Not me, but almost as good looking... See What nettl is doing to enhance the printer's presence in the plans of marketers and graphic designers.
 

David L. Zwang on Goodbye, Chicago…Hello, New Normal:
Andrew.. as someone who was studied in the sciences, one of the most important laws is "if there is a vacuum, it will be filled". Now that the vacuum has been created.. again....it's time to see how it will be filled.
 

Andrew Schipke on Goodbye, Chicago…Hello, New Normal:
David, I agree after attending the big Chicago print show since the 80’s that this years show had an element of sadness based on total turn out. I know in our pre-show marketing to our customers that many companies had decided to check out the Print
 

Warren Werbitt on Warren Werbitt Says, “Be a Statistic!”:
Thanks Frank!
 

Warren Werbitt on Warren Werbitt Says, “Be a Statistic!”:
Hi Robert, Glad to know you are going to 1 of the shows. It's more important to show up somewhere than not all. I will tell that I thought Chicago was pretty good. It have a smaller footprint this year, but the people there were doing a lot of
 

Warren Werbitt on Warren Werbitt Says, “Be a Statistic!”:
Hi Lois, Thanks for your note. I am happy to know that "Printing's Alive" is still revving people up :) Get them connected to www.whattheythink.com so they can watch the new ones every week and keep an eye on what else is happening. We need to
 

David Avery on Frank Talks to Daniel Dejan at PRINT 19:
And the financial people need to understand that its cost per response - not cost per eyeball. With targeting you can send fewer pieces and get more responses. Even though the cost per piece is higher, the cost per response is less.
 

Bruce Richardson on Koenig & Bauer Expands Into Corrugated:
Well done Mark! Good to see you at Print!
 

Heidi Tolliver-Walker on Gimmicks or No Gimmicks? The Challenge of Email:
Gimmicks drive me crazy, too. In particular, I can't stand the subject lines that imply that someone has spoken to me before. When I get those (and sometimes they are cleverly written enough that I actually wonder if they are genuine and open them),
 

John Zarwan on Card Business Pops Thanks to In-House HP Indigo Printing:
Interesting this. Just purchased two cards at a local store... also printed in Vietnam, much more elaborate, and half the price.
 

Robert Godwin on Warren Werbitt Says, “Be a Statistic!”:
As for which show to attend. We did a voice of the customer. Asked printers who have small to medium size output devices, typically owned by smaller shops, which are our market. 75% said Printing United addressed their needs better than Print 19. Cos
 

Frank Romano on Warren Werbitt Says, “Be a Statistic!”:
Welcome to the club.
 

Lois Lemon on Warren Werbitt Says, “Be a Statistic!”:
Hey Warren, We watched your quick video in my class as we prepare to go to 'Print19 in Chicago tomorrow! Thanks for getting Graphic and Printing Science Students at Western Michigan University revved up and ready to represent PRINT!! Lois Lemon Profe
 

Warren Werbitt on Warren Werbitt Says, “Be a Statistic!”:
I’m so excited todo this video series I had to be the 1st to comment. This will only work if you folks participate and ask me questions. So please do. Looking forward to the interaction.......I love printing, I F#*@ing love printing!!!
 

Maeghan Nicholson on Gimmicks or No Gimmicks? The Challenge of Email:
Best subject line I ever wrote, based on open rate: "Hello, it's me (not Adele)". Sometimes a surprising pop culture reference can work. Worst subject line I ever wrote: "Bad news". Got huge open rates, but also some hate mail when they opened it onl
 

Troy Edhlund on GMG Process and Software Solution for Color-Accurate Mock-Up Creation Wins Prestigious Global Industry Label Award for Innovation:
The portfolio of packaging substrates that GMG uses is called JetComp. www.jetcomps.com for more information
 

David L. Zwang on Labelexpo 2019 Kicks Off In Brussels:
And in answer to your questions. Expanded gamut is becoming a fairly standard feature in digital and even flexo. The Revo process is a great example of that.
 

David L. Zwang on Labelexpo 2019 Kicks Off In Brussels:
They are coming. Logistics issue
 

Gordon Pritchard on Labelexpo 2019 Kicks Off In Brussels:
It would be great if you could post some photos. Is there any focus on expanded gamut/fixed palette printing at the show?
 

Robert Godwin on Why Software is Challenging and Expensive:
I disagree with the premise of the title "Why software is challenging and Expensive. OK, I agree with the first part, and vehemently disagree with the second. Software is not expensive; mplemented appropriately it is a value. A printing press is ex
 

Jennifer Matt on Why Software is Challenging and Expensive:
Jeff, Chris Glon is one of my all time favorite people that I've worked with (2nd only to you of course ;-) Jen
 

Jeff White on Why Software is Challenging and Expensive:
Nice comments about Chris. I totally agree with everything you've said.
 

Henry Hunt on Frank Tours His Library:
Germany has its Mainz, thank God we have you Frank, revised my bucket list, it now has Haverhill MOP on it.
 

Graham Judd on Frank Tours His Library:
You just need Gutenberg Bible to complete the collection Frank. There must be a cheap second hand one floating around you could pick up for a steal ??
 

Craig Kevghas on Frank Tours His Library:
A fantsastic journey into the history of printing and communications... Great for corporate events and educational field trips as well. I learn something new every time I go.
 

robert godwin on Perspectives from Outside Your Print Business:
Jen, Not only is the 6-12 months’ time frame realistic, but so many print companies never use their MIS to its full effect. Two key causes I have witnessed are 1. The MIS was 'bundled' into an equipment sale as added value, and 2. When the MIS was
 

Wayne Lynn on The Real Source of Competitive Advantage:
Thanks Robert! I appreciate your comments. I guess I should have mentioned that, even if you get all the way through this process, you still need to exercise good judgment in implementing it...as always! :)
 

Robert Lindgren on The Real Source of Competitive Advantage:
Great article! However, if you've identified the opportunity and established that you have the people to realize it. You may very blow the opportunity with a cost driven pricing policy. Be definition, the kind of opportunity that you're looking for c
 

Jennifer Matt on Perspectives from Outside Your Print Business:
Gina, Thanks for saying the 6-12 months point (not a popular timeframe) as printers spend a lot of money on a new Print MIS, then a lot of money implementing it, then they have to wait for another few months to really feel relief. Patience is hard
 

Gina Danner on Perspectives from Outside Your Print Business:
Great perspective Jennifer. One of the key reasons to grow a company is that it requires new people and new opportunities. You are dead on related to the multitude of business decisions to be made in a print MIS system launch. It is also import
 

David Avery on Frank on Industry Predictions from the 90s:
I think I need to re-read my copy of Print 2020!!!!
 

Frank Steenburgh on Catherine Monson Recognized as a 2019 Most Admired CEO:
Congratulations. Well deserved recognition!
 

Cary Sherburne on Catherine Monson Recognized as a 2019 Most Admired CEO:
Congratulations, Catherine!!!
 

Muhd Yusuf on Frank Surfs the Victorian Internet:
Hi Frank, Greetings from Malaysia. Always love your contents, keep it coming. Inspired me to teach my students. Hope you have your own channel at Youtube. https://www.printechuitm.com/
 

Maeghan Nicholson on Small Business Goals, Challenges, and Marketing Tactics:
Heidi, we are on the same wavelength. I just published a blog on mixing social media with print this week! https://www.suttle-straus.com/blog/a-recipe-for-marketing-success-mixing-social-media-and-print
 

Greg Patt on Frank Surfs the Victorian Internet:
AT&T - Americn Telephone & TELEGRAPH
 

Abhay Sharma on New Ryerson University Study Evaluates Expanded Color Gamut Printing:
Dear Bob You and I teach/taught our students about dependent vs independent variables when plotting a graph. I had plotted Figure 5 and 6, the way you describe, then changed it! But now that you explain it so clearly, I have to agree with your obser
 

Robert Chung on New Ryerson University Study Evaluates Expanded Color Gamut Printing:
Abhay, I read your report with pleasure. I may be nitpicking -- the two axises in the CRF graph (Figure 5 and 6) in your report are transposed. To explain, we typically construct a Delta E histogram using the value (Delta E) as the x-axis and frequ
 

Vahaaj Khan on Gasch Printing Chooses HP PageWide T240 HD to Expand All-Digital Book Production Business:
Congratulations to Gasch Printing on this amazing acquisition. We wish Doug, Joe and the awesome folks at Gasch Printing, great success for many years to come. Thank you for your business. Vahaaj
 

Wayne Lynn on Small Business Goals, Challenges, and Marketing Tactics:
Heidi, this is great. Keep up the good work. This is very useful for the thoughtful small printing company owner.
 

Cary Sherburne on Web2Fabric™: Lessons Learned:
Jos, thank you for the kind words!
 

Jos Steutelings on Web2Fabric™: Lessons Learned:
As we at VIGC mention over and over again at our Online Print events #BOPE19 in Belgium and the Netherlands it's all about the right strategy and (online)marketing/sales. But often we see that web-to-print projects mainly focus on technology. Of cour
 

James Kohler on All the News That Fits:
Right on target Frank! I also get the NYT electronic but I do get the paper edition on Sunday. It is well worth the money. I Also get, in paper, USA Today but the news coverage has shrunk greatly and the paper gets "smaller" but the price goes up. I
 

Michael Josefowicz on All the News That Fits:
As usual Frank has it just right. My own little project is a magazine on Paper called SDG Digest. It is a copy of Readers Digest except the content is organized by the UN Sustainability Goals. For the last 2 years I have been consulting with people
 

Mike Cloghessy on Sustainability Today: Trying to Close the Loop:
At our in plant we try to source 100% recycled standard 8.5" X 11" 20# paper. It is getting more and more difficult each year. On the other side of the coin, in the abstract, we need virgin fiber papers in order to create the recycled sheet. There i
 

German Sacristan on Do You Know the Print Cost of Every Job that Goes out the Door?:
sorry for the typo, "we CAN control and try to reduce the cost....." ( no can't)
 

German Sacristan on Do You Know the Print Cost of Every Job that Goes out the Door?:
It is clear by everyone that the cost can't be ignored and it is what it is and happy to see so many comments in that respect. Now the real focus is on the value and therefore pricing (value drives the price, and more specifically value and differe
 

Thayer Long on All the News That Fits:
I think it was Warren Buffett who said in the future more businesses are going to act (or control) more media companies because they want to control the message. I agree with Frank's commentary, and I also think this trend is also unfortunately occur
 

Frank Romano on All the News That Fits:
Where I say US News I meant USA Today.
 

Axel Fischer on Sustainability Today: Trying to Close the Loop:
Richard, seems that this is as you state, unused or production waste, but no post consumer? To close the loop? The last ones doing post consumer in the US were Blue Heron and Alsip, but they all went out of business? We have the problem in Europe tha
 

Mark Myers on The Migrating Value Chain: Print Production to Software:
Robert... If you go to https://print-estimating.com I believe you will find your answer...
 

BILL RILEY on Do You Know the Print Cost of Every Job that Goes out the Door?:
Hi Robert, Defining the cost reality today is the same conundrum as answering the classic question of: how long is a piece of string? As you've noted in your articles and above, cost is many things, including contribution, and can become an exercis
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
Bill... What does cost reality mean? What is cost reality used for?
 

BILL RILEY on Do You Know the Print Cost of Every Job that Goes out the Door?:
Hi, lots of very interesting comments. We talk a lot with our clients about helping them to better understand their costs, and what elements impact their business the most. There is no perfect, one size fits all model. And, in fact firms have quite
 

Bruce Richardson on BST North America Appoints New President:
Congratulations Bob! A big move. Good luck.
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
AMEN!!!
 

Wayne Lynn on Do You Know the Print Cost of Every Job that Goes out the Door?:
I quit following this conversation for 4-5 days but I'm going to add one last bit of input. Price is at the core of the economics of the firm. It determines how fast we accumulate contribution dollars which determines how fast we cover overhead, i.e.
 

Richard Romano on Sustainability Today: Trying to Close the Loop:
Axel, thanks for the comment. Recycling and recyclability are absolutely an essential part of that loop or circular value chain, whether, as Ms. Yardley said, working with mills to reclaim and recycle unused printed product or—at the front end of the
 

Axel Fischer on Sustainability Today: Trying to Close the Loop:
Nice statements, but there are hardly any thoughts about recycling and recyclability. The paper value chain can only work if the end product CAN go back into the loop and WILL go back into the loop, so not only downcycling for packaging in China but
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
Deciding whether a static job is run offset or digital (assuming the specs make a choice possible) is simply a matter of comparing the amounts spent to do it either way. Spent means variable cost only. I don't understand what the cost of the machines
 

German Sacristan on Do You Know the Print Cost of Every Job that Goes out the Door?:
There are printers out there that have crossover points based on cost and send the job to offset vs digital. That to me makes sense. Other bigger printers with larger run lengths they use offset for all the static work and digital for variable print
 

Robert Arena on The Migrating Value Chain: Print Production to Software:
Jennifer, I truly enjoy your articles. I guess I have been looking in the wrong places for software. I have never seen functional software that only costs a few hundred dollars a month. One that serves the customer, the production facility, and accou
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
Agree. Prices come from customer value, not cost plus. However, fixed cost becomes relevant when considering a decision that would change it, e.g. buying a major piece of equipment, building a new plant, etc. Then it's not a matter of pricing but
 

Chris Lynn on Do You Know the Print Cost of Every Job that Goes out the Door?:
OK, we’re getting closer: we all agree that pricing should be based on customer value and not cost-plus. We also agree that every printer ought to understand all their costs - both fixed and variable. Where Robert and I differ from your position
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
I certainly agree that pricing should focus on value to the customer and how your product helps the customer differentiate themselves for their competitors. The central concept is that price is customer, not printer specific. Your discussion of th
 

German Sacristan on Do You Know the Print Cost of Every Job that Goes out the Door?:
Thanks for all the comments and sorry for the late response. - I talked about adding profit to the cost but did not say to add that profit based on the cost, in fact at the end of the article I speak about differentiation and value which is what d
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
The concern that you could marginalize yourself into bankruptcy implies that would reject a positive contribution to overhead because it wasn't enough. Having rejected it, you would be further away from overall profit that you were before. On the ot
 

John Zarwan on Do You Know the Print Cost of Every Job that Goes out the Door?:
Great to see this discussion. For each job (and press, and don't forget the customer), both contribution margin/cost and total allocated cost should be tracked. The problem with contribution margin is by ignoring fixed costs, you can marginal cost yo
 

Kevin Karstedt on The BoxMaker Chooses HP PageWide C500 Press to Deliver Digital Corrugated Packaging Solutions to Brands at Scale:
Congratulation to Richard and The BoxMaker Team... one heavily digital packaging organization.
 

Eddy Hagen on Frank on Industry Predictions from the 90s:
Very valid points Frank. The biggest influences (or often: dangers) come from outside the industry. You correctly mentioned the internet, mobile internet (on a userfriendly handheld device) was even more disruptive. Predicting where the industr
 

Muhd Yusuf on Frank on Industry Predictions from the 90s:
"...to look beyond where we are" (Romano, 2019)
 

Graham Judd on Frank on Industry Predictions from the 90s:
I remember around 1967, the foreman of our printing company (in New Zealand) saying "one day in the future you will take a pile of paper, zap it somehow from the top and it will print the whole pile right through from top to bottom". Looking back I t
 

Dennis Mason on Frank on Industry Predictions from the 90s:
Yogi Berra said it all: "It's tough to make predictions, especially about the future."
 

Raymond Prince on Frank on Industry Predictions from the 90s:
Predicting in this industry it difficult as it is in most industries. Keeping your eye on the pulse is easy. Talking with customers and attending the major trade shows and prowling all those little booths can open your eyes to what may be coming. Goo
 

Bryan Gordon on Frank on Industry Predictions from the 90s:
Frank, you are right, if you only use information from printing trade associations, you may not want to make big capital investments in your printing company. Talking to end users, possibly the marketing folks at larger companies that consume printe
 

Werner Rebsamen on Frank on Industry Predictions from the 90s:
Frank - great comments! 1978, you and I predicted the POD future, yet nobody did listen to us. That particular year, I presented such a prediction to a Binders convention in Colonial Williamsburg. The next year, 1979, the president of that organizati
 

Bryan Gordon on Frank Talks to Linotype Maintenance Specialist Dave Seat:
I love Frank's videos on printing history and this one with David Seat hit a cord with me. I started at an in-plant print shop in 1967 hand setting Guttenberg types, making bakelite matrixes and casting rubber printing plates for printing envelopes
 

Luther Erlund on Making Brutal Software Feature Decisions:
I would also argue that SFDC is equally as important for the profitability review. SFDC also provides customer service with a view of where the job is in the plant and can offer billing opportunities for services performed but not in the original qu
 

Frank Romano on Frank on Industry Predictions from the 90s:
Thank you and Happy Birthday
 

Cary Sherburne on Frank on Industry Predictions from the 90s:
Great recap, Frank! Your story about the Spontane was right on the mark. Going back even further, the same thing happened with the Xerox DocuTech ... printers said their customers would never accept the quality, yet it ultimately decimated b&w offset
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
Chris is making two great points 1. If you could price based on fully loaded cost, add the profit and then sell the job, every shop would have a large sign reading "work slow" as that would maximize revenue. 2. Using fully loaded machine cost t
 

Chris Lynn on Do You Know the Print Cost of Every Job that Goes out the Door?:
German, you have two fundamental misconceptions unfortunately shared by many in this industry: 1. You propose that pricing should be done on the basis of cost. ("Once the total print product cost has been calculated, organizations can add the prof
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
German Sacristan says, "I personally would not mind to pass on jobs that even though bring a contribution such contribution isn't enough to pay for my SG&As (sales,general and admin) I feel that the more I sell the more I loose if I can't cover my to
 

German Sacristan on Do You Know the Print Cost of Every Job that Goes out the Door?:
Thanks so much for your comments. I agree with John that true cost is hard to achieve because is based on sales estimations not actuals, but you have to start somehow. An extra job if it is within your estimations should not cost you more as yo
 

Chris Lynn on Do You Know the Print Cost of Every Job that Goes out the Door?:
Robert and Wayne (no relation) are right: cost allocation is futile and misleading. You need to find out what the value of your work is to each client and price according to that and not according to some internal accounting fiction. 'Throughput Acco
 

Wayne Lynn on Do You Know the Print Cost of Every Job that Goes out the Door?:
I agree with Robert. Contribution, if applied properly is reality. BHR's are useless. There is typically so much double counting of overhead costs when you compare summary cost reports to the P&L that it's toxic for your business. Some in the indust
 

Robert Lindgren on Do You Know the Print Cost of Every Job that Goes out the Door?:
The issue is what are "true" costs? The article assumes an approach which allocates every cost of the business to each unit of production. That implies that if we run another job, the building, the equipment become more expensive. Since that's clearl
 





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