Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Print 2017     Production Inkjet Tools & Resources     Industrial Print Analysis     European Coverage     Conversations on Print Podcast

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: PGSF Launches New Campaign to Inform Student about Careers in Graphic Communications

PGSF Launches New Campaign to Inform Student about Careers in Graphic Communications

Published: September 21, 2017

The Print and Graphics Scholarship Foundation (PGSF) has launched a new campaign that includes a poster and brochures that show students various career paths in graphic communications. Dr. Joe Webb talks with John Berthelsen, VP of Development about the campaign. Watch to learn more about how you can get involved.

 

Video preview: Quality Tape and Labels Sees Dynamic Growth in Digital Label, Flexible and Shrink Sleeve Printing

Quality Tape and Labels Sees Dynamic Growth in Digital Label, Flexible and Shrink Sleeve Printing

Published: September 20, 2017

Rob Daniels, President of Quality Tape and Labels, joins Senior Editor Cary Sherburne to talk about how a traditional fourth-generation flexo business got into the digital business. With zero digital business 10 years ago, the company now is producing more than 14 million impressions per month on three HP Indigo presses.

 

Video preview: Zwang on Advancements Across Toner and Inkjet Digital Printing

Zwang on Advancements Across Toner and Inkjet Digital Printing

Published: September 19, 2017

David Zwang provides his perspective on digital printing technologies from toner-based machines to production inkjet. The show marked the mainstreaming of expanded color capabilities in toner such as white inks and fluorescent inks. On the production inkjet side there are number of emerging next generation platforms to consider.

 

Video preview: Print 17:

Print 17: "best show in recent years" but "our work is not done"

Published: September 18, 2017

WhatTheyThink sat down with NPES President Thayer Long at the end of Print 17 to talk about what worked with the changes to the Print show and the evolution of graphic communication trade shows in the US.

 

Video preview: Random Automation at Print 17

Random Automation at Print 17

Published: September 15, 2017

On day 3 of Print 17 Frank Romano pitched the most random idea for a show floor tour video. Frank said, "I want to do something that has never been done before." We said sure. Next time, we'll ask more questions.

 

Video preview: Frank Visits KBA

Frank Visits KBA

Published: September 15, 2017

Eric Frank of KBA brought us up to date on KBA. The company celebrates its 200th anniversary this year. Frederick Koenig invented the first steam-driven cylinder press for the London Times and his company continues to innovate after two centuries.

 

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