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Recent Discussions

John Braceland on The Promise of Process Free Plates:
I manage a purchasing cooperative called Graphic Arts Alliance. We have a number of Members that use Sonora plates from Kodak with good results. Since I don't have a shop I don't have any 1st hand experience with the plates. But based on our Members
 

Hank Holman on The Promise of Process Free Plates:
We are about to try the Sonora processless Kodak plates and so far all I have been able to find out is how great the plates are for the pre-press department and the environment,what I haven't been able to find is what if any residual effects these pl
 

Maeghan Nicholson on Warren Werbitt Says, "Everything Is Printed!" :
We made a fashion show dress out of print! https://www.suttle-straus.com/news/suttle-straus-creative-team-walks-the-runway-in-ready-to-wear-paper-fashion-show
 

Gordon Pritchard on Frank Romano and the Desktop Publishing Revolution:
I wonder if he included “Set and Send”? This bit of software enabled graphic designer to use their MAC or Lisa and Microsoft Word to set galley type on a Compugraphic. The one column wide galley type cost $15 a foot and eliminated the need to mark up
 

Vahaaj Khan on Premier Graphics Adds Two New HP PageWide Web Presses, Tripling Inkjet Color Capacity:
Incredible story. Kudos to Cesar, Sean and the entire Premier family of professionals. Vahaaj Khan
 

Peter Kincaid on Label Traxx Completes Integration with HP PrintOS Job Costing Tool:
Very cool Ken congratulations!
 

Justin Bailey on Industrial Inkjet Gets RIPPED:
Global Graphics Software is the originator of the core Harlequin RIP used in our industrial inkjet offering. This means that we have 100% control over the roadmap of our technology and can make changes for a customer without being dependent upon any
 

Robert Godwin on What’s In a Name? Printing!:
@Adam Yes, and that is a preview. Assuming that trade shows and the informative and educational tracks that are part of the program should be documented; a post event documentation is appropriate. Wouldn't hurt to have statistical data on demographic
 

Warren Werbitt on What’s In a Name? Printing!:
Hi Frank, I couldn't agree more with you. We are in the printing business and we should always be printing a show guide. I love my phone & technology, but guess what, when the battery dies, I'm lost. With PRINT that never happens. I will always
 

Adam Dewitz on What’s In a Name? Printing!:
@Robert my idea of a yearbook is more inline with the yearbooks NFL teams put out each year. They come out at the beginning of the season and include a directory of players, interviews, commentary on strategy, and other content about the season.
 

Robert Godwin on What’s In a Name? Printing!:
Adam, A directory is pre-event. A yearbook as I understand, is post-event. Interesting idea if topics of value and persons of interest were in attendence. The static cost for a yearbook is an economic plus; a website can be a dollar vampire over t
 

Adam Dewitz on What’s In a Name? Printing!:
Instead of an old school directory how about something along the lines of yearbook which would include: listings/map of exhibitors, commentary and analysis about the show, industry trends, and other facts and figures all in a cool design using the la
 

Gordon Pritchard on What’s In a Name? Printing!:
It's in my kitchen drawer. ;-) But is that really the point? With digital, information tends to disappear over time either because the websites are no longer supported by their originators, or their search function doesn't, or , in time because of
 

Robert Godwin on What’s In a Name? Printing!:
Gordon, What have you done wth all your Yellow Pages directories???
 

Gordon Pritchard on What’s In a Name? Printing!:
Robert Godwin wrote “Other than pure nostalgia, what practical use is it.” Yeah, who needs history other than history teachers? LOL
 

Robert Godwin on What’s In a Name? Printing!:
How many of the companies in the 1972 directory still exist? Frankly (SIC) it would likely read more as an obituary. Other than pure nostalgia, what practical use is it. The longevity of such directories is the same as the distance to the recycle
 

Robert Lindgren on Do Reviews Annoy Your Salespeople?:
Gina...Since the rep gets the total from both high and low, aren't they getting the "value of the account?" If you wouldn't mind, I'm intrigued by your commission method. Could you share the details with me? bob.lindgren815@gmail.com
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Gina! If you find that magic bullet, share!
 

Gina Danner on Do Reviews Annoy Your Salespeople?:
I have been pondering commission plans of late. One of the challenges is that print sales commissions plans haven't changed while everything in the industry has. And sad to admit, I'm just as guilty as everyone else. I would love to pay on the "v
 

Nick Gawreluk on It's Not You, It's Me. Stop Getting Dumped by the Millennial Workforce:
Thank you, Fern, Chuck and Dave, for the feedback! I appreciate hearing your thoughts on the series and without a doubt, the consensus is that we need to keep the conversations on this topic ongoing. Stay tuned for more content in the future!
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Thanks Robert.
 

Robert Lindgren on Do Reviews Annoy Your Salespeople?:
Chris's comment is right on point. My experience is that most commission plans are a percentage of gross sales but frequently with a significant reduction in the event of "discounting" which is exactly the wrong approach. Commission based on contribu
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Chris! Very interesting question. I don't know of anyone who has done that research. Does anyone else?
 

Chris Lynn on Do Reviews Annoy Your Salespeople?:
Useful discussion! Gina says “my goal is to sell services that maximize my plant”. I suggest that this really means “maximize contribution to my fixed costs” , which would be consistent with a goal of increasing net profit. One of the points at issu
 

Robert Lindgren on Why Should I Buy From You?:
Right on! The printer's focus shouldn't be on the glories of the 6/c 40, it should be on helping the customer increase their sales and profits. That requires an understanding of the customer's business usually acquired by attentive and inquisitive li
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Thanks Gina!
 

Gina Danner on Do Reviews Annoy Your Salespeople?:
"If the printer is focused on selling only what they can produce, they are sentencing themselves to be just another choice among many." -- This is shortsighted view... NextPage carries about 8% of our total sales as outside buys. Those may be produc
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
That is an interesting view, Robert. Not one I completely agree with. I've seen many models work. The original point of the article was that in assessments I often encounter salespeople who do not know what the company they work for can produce, so t
 

Robert Lindgren on Do Reviews Annoy Your Salespeople?:
The problem with traditional estimating is that it does include "all costs." Not only the actual expenditures (materials, production wages, commissions, etc.) but a whole host of necessarily arbitrary allocations of everything from the receptionist's
 

Warren Werbitt on Warren Werbitt Says, “You Need to Get to drupa!”:
Thanks Pat, appreciate that. I will for sure be dropping by drupaDNA in HALL 7.
 

Warren Werbitt on Warren Werbitt Says, “You Need to Get to drupa!”:
Hey Tim, Thanks for that info. Maybe by making it really easy for someone to go, will get a few people off their rumps and across the pond for some good learning and beer.
 

Pat McGrew on Warren Werbitt Says, “You Need to Get to drupa!”:
For first-timers, this is an excellent approach to maximize the value. Don't forget to come by the drupaDNA space in Hall 7. There is a full educational program, including end-to-end workflow demos, and a peek into the future technologies we'll all b
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Gina! I love your strategic list. It's a match to the one we recommend. It sounds like you have this thing handled!
 

Gina Danner on Do Reviews Annoy Your Salespeople?:
Fascinating conversation... Estimating should be seen as itemizing ALL COSTS, not determining sales price. Too often PSPs aren't able to fully articulate or KNOW their. Discounting should be done for strategic reasons. --Fill under utilized ca
 

Eddy Hagen on Lessons from Resonate’s “State of the Consumer” Report:
Interesting! And true. With just one remark: these seem to look like 'higher end' consumers. Let's not forget that a lot of people are not part of that segment. And also for people on a tight budget print can play an important role. Maybe not pers
 

Tim Freeman on Warren Werbitt Says, “You Need to Get to drupa!”:
If you are considering drupa this year, take a look at the program put together by Printing Industries Alliance. drupa runs from June 16 to June 26, 2020 in Dusseldorf, Germany. Inkjet printing will, once again, dominate this year’s show with hig
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Interesting view.
 

Robert Lindgren on Do Reviews Annoy Your Salespeople?:
I think that the printer should realize that the estimate is an arbitrary number that's really unrelated to the firm's profit. Profit is achieved by maximizing contribution to overhead (sales less materials, factory wages and commission). This is usu
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
I understand your point of view. I haven't found a bias against discounts... which may be my lack of experience. However what I find in almost every company I walk into is that when salespeople control the discounts they are overused. We don't have t
 

Robert Lindgren on Do Reviews Annoy Your Salespeople?:
Pat...My concern about discounts being a "business decision" is that too many printers starve themselves for volume and underutilize capacity by being biased against discounts. I believe that the principle should be "charge as much as the customer wi
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Hi Robert. Customer needs that are a mismatch for capabilities are a business challenge that can be met in three ways. Walk away from the business, try to build the capability on the fly or find a partner. Each has consequences. I see what you are
 

Dave Hultin on It's Not You, It's Me. Stop Getting Dumped by the Millennial Workforce:
This is a very important message you've shared in these videos, Nick ... thanks for sharing! (We're in the process of implementing an internship program, so this message is very timely!)
 

Robert Lindgren on Do Reviews Annoy Your Salespeople?:
Pat...I agree that the rep must understand the current capabilities but the customer's needs are paramount. If discounting is bad is a matter of the facts. For the average printer, the actual expenditure (materials, production wages, commission)
 

Chuck Werninger on It's Not You, It's Me. Stop Getting Dumped by the Millennial Workforce:
I really enjoyed this whole series, Nick, thank you. There are so many owners of successful, long-standing companies who are unclear about their succession plan...what a great chance for both owners and millennials to carve out an opportunity to defi
 

Pat McGrew on Do Reviews Annoy Your Salespeople?:
Robert! Thank you for the comment. I would challenge the idea that it's the goal. It is essential that the salespeople understand the capabilities to be able to map it to what their customers want and need. Too many salespeople are selling the capabi
 

Robert Lindgren on Do Reviews Annoy Your Salespeople?:
"Are the sales people selling what your are capable of printing?" The problem with this goal is that it is focused on the printer, not the customer. Wouldn't it be better to meet the customer's needs even they require buy-outs? Wouldn't the sale rep
 

Fern Peterson on It's Not You, It's Me. Stop Getting Dumped by the Millennial Workforce:
So well done, Nick! You nailed it.
 

Nick Gawreluk on Millennial Print Evangelist Speaks Out on Finding, Attracting, and Keeping Young Talent:
@Chuck, thank you for the comment. All the best with the potential new hire! Another key point not mentioned in the video is the variety of departments and diverse skillsets needed throughout a printing company. I imagine this would be an attracti
 

Werner Rebsamen on Frank Doesn’t Cut the Apron Strings:
Frank - I have given my son a similar T-shirt for Christmas. It's a great company, funny topics.
 

Chuck Werninger on Millennial Print Evangelist Speaks Out on Finding, Attracting, and Keeping Young Talent:
I really like this video, Nick and appreciate your work helping us. I'm hoping we can hire one or more of our recent HS grads to join our team, what a testimonial that would be. Any other ideas are really appreciated!
 

Chuck Werninger on Mission Possible? The Guide to Attracting Young People into the World of Print:
Very helpful and I think you're dead-on, Nick. We're all worried about the future of our industry so I know we appreciate your insights!
 

Nick Gawreluk on Mission Possible? The Guide to Attracting Young People into the World of Print:
I appreciate all the feedback! @John, thank you for the encouragement. @Bruce, you are exactly right. The perks of working at Blurb are also very noteworthy for others looking for examples of benefits outside of a title and salary. Birthdays
 

Greg Patt on What Will AR Headsets Mean to Print Service Providers?:
First - I agree, the Hololens dedicated headset technology is heads and tails above phone . devices but we use cheap headset slip-ins for phones all the time for VR and 3D stereo. Couldn't this work? Second, as a print provider - It is hard to fin
 

Kelley Holmes on Warren Werbitt Says “Excited People Follow Excited Leadership”:
I LOVE Print too! Great message... Printers need to become better marketers. Thanks.
 

Robert Lindgren on The Carpeted Area of Your Print Business:
First rate list of areas for real improvement in every business!
 

Dave Reichardt on RIT Hosts Printing Industry Scientists:
Are there any plans to live stream this event or record it for those of us not able to make it to Rochester?
 

Fern Peterson on Mission Possible? The Guide to Attracting Young People into the World of Print:
You're right on, Nick! If anyone is interested in learning what the FuturePrint alliance of Print/Visual Communications leaders in Minnesota are doing to address this very critical issue, I'd be happy to share.
 

Jeff White on “In Spirit, I Am Always with EFI”:
Nice to hear what Guy is up to and his plans for the future.
 

Bruce Watermann on Mission Possible? The Guide to Attracting Young People into the World of Print:
Great post Nick! Digital natives do and will continue to value print as a quality upgrade to a digital display. As printers we need to have that quality message threaded through and through our organizations. And that does indeed include how we treat
 

Gordon Pritchard on Idealliance® Launches Lighting and Proof to Press Kit—Dealing with Metamerism Failures and Substrate Adjusted CRPC Profiles for Non-Standard OBA Levels:
This article may benefit from some judicious editing. For example: it alternates between stating "proof to press match" and "press to proof match". These terms do not mean the same thing and are not interchangeable. Also the term "match" is a rathe
 

John Berthelsen on Mission Possible? The Guide to Attracting Young People into the World of Print:
Another great message from one of our industry’s own millennial warriors. Great job Nick.
 

Nick Gawreluk on Millennial Print Evangelist Speaks Out on Finding, Attracting, and Keeping Young Talent:
Thank you everyone for the comments! @Kevin, I appreciate you taking the time to write in. Keep an eye out for the upcoming two videos in the series. @John, long time no see! The PGSF Directory of Schools document mentioned is a great resource
 

Maeghan Nicholson on Worzalla Turns to Community for Naming Its New Printing Press:
Boaty McBoatface!
 

Werner Rebsamen on Frank Gets Real (Estate):
Chicago Tribune - when I did visit in the 1990's with a group of other Graphic Arts experts, we admired the many women being employed operating their presses. An observation I shared with my students at RIT. The trends to downsize newspaper producti
 

Cliff Hollingsworth on Millennial Print Evangelist Speaks Out on Finding, Attracting, and Keeping Young Talent:
Nick, this is a great perspective! As a member of the "getting ready to retire in a few years" group, I need to hear what you have to say. As a business coach, this is the type of advice and guidance that I need. Looking forward to the next video.
 

Luther Erlund on RBP Is Pleased to Announce a New President:
Ernest (and Mark) First and foremost, Thank you for your service to our country and freedom. Ernest, thank you for your continued service in the Reserves. All continued success to you at RBP to use all your skills, knowledge and passion for excellen
 

Chris Lynn on Solving Print Business Challenges with Software:
Dead right Jennifer. Shortly before he died, Dr Eli Goldratt (of Theory of Constraints fame) gave a talk that I attended on using technology to overcome business constraints. His key point was that, when new technologies are introduced to overcome a
 

Werner Rebsamen on Millennial Print Evangelist Speaks Out on Finding, Attracting, and Keeping Young Talent:
Great Job Nick, very informative. I can look back to a 65 year long career as a Master Bookbinder / Print Finishing expert and loved it! Especially the 26 years teaching at RIT. Still have many contacts with former students who, after many years, st
 

Jennifer Matt on Solving Print Business Challenges with Software:
I thought I would get some response to this article from product managers - these are the people who control the roadmaps of software solutions. They are constantly juggling what to spend the precious development time on. They can't speak to every cu
 

Cory Sawatzki on Solving Print Business Challenges with Software:
Great article Jennifer. Maybe the service desk software should add a field simply called "Business Challenge" that only shows up if "Bug" is not checked.
 

Martin Bailey on Solving Print Business Challenges with Software:
Speaking as a software product manager ... thank you! Understanding the real problem very often leads to a much better solution than leaping to a 'fix' without knowing what you're really changing.
 

Martin Bailey on Solving Print Business Challenges with Software:
Speaking as a software product manager ... thank you! Understanding the real problem very often leads to a much better solution than leaping to a 'fix' without knowing what you're really changing.
 

Cliff Hollingsworth on Solving Print Business Challenges with Software:
This article FINALLY addresses one of the major questions, if not THE major question, that has plagued the actual progress of PSP's trying to move effectively into the solution selling space. Thank you!!
 

Tatyana Zueva on OKI and Mimaki Engineering Conclude Exclusive International Sales Agreement for OKI Data’s Wide Format Inkjet Printers:
The natural question is Why it may be needed to Mimaki?
 

Wayne Lynn on For Phoenix’s Custom Graphix, It’s a Banner Day:
Mike, this is a cool, innovative business. Keep going, you're ahead of most of us!
 

Nidhi Agrawal on Purchasing a Web-to-Print Solution:
Right blog at the right time. It's the start of the year and ending of a decade that challenged the viability of print. And now everyone in the industry has to be ready for an overhaul because "either you grow or die a slow death". And none of the pr
 

John Berthelsen on Millennial Print Evangelist Speaks Out on Finding, Attracting, and Keeping Young Talent:
Great video Nick. Thanks for contributing this to the workforce discussion.
 

Kevin Cushing on Millennial Print Evangelist Speaks Out on Finding, Attracting, and Keeping Young Talent:
Great piece Nick! Thanks for framing up this important topic with actionable ideas.
 

Robert Godwin on Purchasing a Web-to-Print Solution:
Jen, "online ordering for B2B customers is the new differentiator." Yes, I love to pick out the gems in your articles, and the quoted sentence is one. Beyond convenience, business strives to reduce as much back office tasking as is possible. B2B sof
 

Mike Porter on Want More Donor Revenue? Write a Better Thank You Letter:
Great article Heidi. I'm sharing it with my print service provider clients.
 

Naresh Bordia on Purchasing a Web-to-Print Solution:
Right to the point and very well explained. This is the case with Printers already using multiple w2p & online platforms. Since 2008 we are offering Web-to-Print at OnPrintShop. Every Prospect we come across, when we ask what is the percentage
 

Mark Myers on Purchasing a Web-to-Print Solution:
Wow... We at Estimatorcloud.com have been preaching this for a long time... The problem with existing B2C solutions is that they are all geared specifically to the customers predetermined list of printing needs...So how about this... The cust
 

Trevor Cocks on Purchasing a Web-to-Print Solution:
Love it!... I've been banging on about this stuff for years. B2C is NOT a magic bullet, buying a B2C web solution is the easy bit, it's what happens next that is the hard (and expensive work). B2B is a logical step and adds value for you and yo
 

Joe Webb on Industry Icon Dick Vinocur Passes:
Be sure to visit Katherine O'Brien's marvelous tribute to "Merv" at LinkedIn https://www.linkedin.com/pulse/rip-dick-vinocor-journalist-sports-fan-babe-magnet-katherine-o-brien/?trackingId=iD0P4eNOnsPs6y7WT2flog%3D%3D I commented there. Dick wa
 

HARVEY LEVENSON on Industry Icon Dick Vinocur Passes:
An icon who I respected and admired. A "straight shooter" who always told you what he thought; no "beating around the bush." I liked that. And, a sense of humor unlike anyone else. I liked that too. I was a fan. I'll miss Dick Vinocur.
 

Frank Romano on Industry Icon Dick Vinocur Passes:
Dick was publisher of Graphic Arts Monthly and he and Michael ran the annual Vu/Point conference. Dick also edited the Footprints newsletter. At press conferences he would often ask the first question. He made the printing industry a much more intere
 

Patrick Whelan on Industry Icon Dick Vinocur Passes:
One of the all time greats. His stories were legendary and so was he. Rest peacefully Dick and condolences to his family.
 

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
 





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