Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     January Economic Webinar     Printing Business Outlook 2017 Report     European Coverage     Production Inkjet Analysis

Forrest Leighton of Canon on Business Development

Published on January 12, 2010

Interviewer: Hi, Cary Sherburne and Senior Editor at WhatTheyThink.com and I'm here with Forrest Leighton who is a Senior Manager with Canon. Welcome.

 

Forrest Leighton: Oh, thank you.

 

Interviewer: And I'm sure you're happy to see that we're using a Canon camera?

 

Forrest Leighton: Well that's fantastic. Otherwise, I'd have to go.

 

Interviewer: I know. You know, we've been talking to a lot of the suppliers in the industry about what they're doing to help their customers, in terms of business development, especially in this economy, but in any economy really. So maybe you could talk to us a little bit about some of the business development and issues you have going on at Canon for your customers.

 

Forrest Leighton: Oh, great. Well thanks for having me. I appreciate it. From the business development sides, we think from the Canon perspective is that it's really important that we deliver more to our customers than just technology and especially in an economy like this. If we're not really helping them with their business and how we can propel it and how we can help them put the right marketing plan in place and really implement them, then we are not doing them a service that they need.

 

So from a business development side, we have our essential business builder program and one of the key things I want to highlight is that it's actual industry experts that do it.

 

Interviewer: Okay.

 

Forrest Leighton: It's not people that come in with a Canon hat, it's people that have done their whole -- spent their whole career doing this; folks like John Hamm and Steven Schnoll that are very well renowned in the industry. And they go in and they take a real core look at the business and what's going on and really it's a very neutral look at it and their idea is to give real tactical steps that the business can take to propel itself.

 

Interviewer: So it's not just like going in and saying, "Oh, you should be doing photo books." It's really looking at their business and saying, "What are the things that -- where are the niches that you can develop? How can you expand your own core competencies?"

 

Forrest Leighton: Right. And you know it's interesting, in our industry we are always talking about printers have to be marketing service providers. You can't be a printer, but there are still a lot of really good printers out there and they're not ready for cross-media sometimes.

 

Interviewer: Right.

 

Forrest Leighton: So it's a matter of adjusting to based on where they are. We had one example where one of the -- I think John actually went into one of the folks down in, I think it was, the southeast and their business was off significantly from the year before and they didn't know why. So it was really taking a fundamental look at the business, at who their customers were, what vertical markets they were focused on. The 80/20 rule: 80 percent of your business coming from 20 percent of your customers. Of that 20 percent what are the markets that they're hitting and then what are the applications that our digital printing can help to drive and help to bring more revenue for. So there are fundamental approaches to the business.

 

Interviewer: That's great. That's really important. Good work.

Email Icon Email         

 

 

 

Recent Videos

 

Video preview: What Color is Consistent?

What Color is Consistent?

Published: January 20, 2017

Color management works, and it has been available to designers and printers for more than 25 years. Why then do we still make mistakes in color reproduction? Shoshana Burgett of X-Rite Pantone notes that CM has to be understood as something more than calibrating a monitor. It is a set of steps, processes, and tools that must be in place across the entire production workflow, always with monitoring for continuous improvement. Designers who want color to be consistent in all the channels they are now responsible for can find the help they need in CM, Burgett says.

 

Video preview: Frank on Pre-VDP Personalized Direct Mail

Frank on Pre-VDP Personalized Direct Mail

Published: January 20, 2017

Frank Romano keeps EVERYTHING. This week he shares his collection of pre-VDP personalized direct mail when everyone was a winner. Direct marketers tried every trick to get you to open the envelope.

 

Video preview: The Challenges of Managing Color in a Global Supply Chain at Canadian Tire Retail

The Challenges of Managing Color in a Global Supply Chain at Canadian Tire Retail

Published: January 19, 2017

Angela Stone, Manager of Packaging Optimization at Canadian Tire Retail, is responsible for all of the private label packaging that is used for the wide range of products it offers. It covers all types of packaging, from folding carton to flexible to sewn-in labels. She talks about how she handles color management across this disparate array of packaging applications.

 

Video preview: What PDF 2.0 Will Mean for the Printing Industry

What PDF 2.0 Will Mean for the Printing Industry

Published: January 17, 2017

Mark Lewiecki, Senior Product Manager at Adobe, talks about PDF 2.0, now being developed through the International Standards Organization which has responsibility for the PDF standard. A key new attribute is the ability to put page-level media-specific information directly into the PDF file. The ISO is also defining the metadata as it relates to media, especial for variable data printing, and is incorporating CxF spectral data into the PDF file.

 

Video preview: Learn About Anti-Counterfeiting Measures in Packaging

Learn About Anti-Counterfeiting Measures in Packaging

Published: January 17, 2017

Christine Gallagher, Director of Commercialization at Sonoco Trident, a division of the $5.2 billion packaging organization Sonoco, comes from a brand owner background. She speaks about the latest trends in anti-counterfeiting in packaging and how Sonoco Trident controls anti-counterfeiting measures, including reporting, and next generation developments that empower consumers.

 

Video preview: Leveraging Standards and Specifications to Get to Great Color

Leveraging Standards and Specifications to Get to Great Color

Published: January 16, 2017

Don Hutcheson of HutchColor, one of the industry's most knowledgeable color experts, shares his thoughts on the latest developments in color management and the tools print service providers should have to be able to print to the numbers and deliver against customer color expectations. He explains how industry standards are driving more process control into the art and science of printing.

 

View More Videos

 

Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2017 WhatTheyThink. All Rights Reserved