Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

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

Thought Leadership Video Series

John Foley talks about added value services

Published on May 10, 2011

Printers can expand upon their current offerings with added value services such as mailing and warehouse fulfillment. John Foley, CEO of InterlinkOne has a background in added value services and offers his advice on how to approach bringing these services into their print house.

Cary Sherburne:  Hi, I’m Cary Sherburne, Senior Editor at WhatTheyThink.com and I'm here with John Foley who’s CEO Of interlinkONE.  And today we’re going to talk a little bit about an added-value services that printers can add such as mailing and fulfillment.

John Foley:  Right.

Cary:  And I know you got some background in that in other industries.  Maybe you can talk a little bit about how a printer can add those things into their business.

John: Well, fulfillment as an example was a very, I believe if you do it correctly you can be very profitable.  And what it does allow, it allows a printer to diversify beyond the transactional commodity-based printing.  A lot of folks actually do it today and when I first started in the industry, I’d go into a printer and say why don’t you get into fulfillment and I know that they were because I would see the racks and the people putting the kits together.  And they’d say, oh we do that as special projects.  But I think they’ve evolved a little bit to understand that fulfillment can be added on as their service and it’s actually a nice, another nice connection up into the marketing department because fulfillment is usually sold and managed at the marketing level not necessarily a procurement.  So then you can actually begin to tie those two together and offer more services.

Cary: Yeah, sort of like the sales kits that they need to get out for new product or training materials or all those things.

John: Right, sales kits and I’ve seen it not only in the print service providers **** but in implants as well.  They actually, they’ll do the whole from the printing side to the fulfillment.  We actually work with a financial services firm where a printer actually came in and did the facilities management on the print side and they used all of our software on the fulfillment and distribution, Pick Pack, shipping, all that stuff out the door.  So, again, that was a different scenario because it was an implant but the print service provider themselves could do the same thing.

Cary: And part of fulfillment would be putting things in the mail?

John: Okay, right, absolutely.  So mailing is just as important.  At this show here and OnDemand, again, we have a whole pavilion, right, on mailing and fulfillment and as you know maybe the mail volume’s going down but there’s still going to be mail.  And you need to do that efficiently and you can help your customer save money and you can make money while you’re doing it.

Cary: And even though our postal service is struggling quite a bit, they do have lots of great resources to help people really understand all of the rules and regulations and how to keep postage in line and so people should take advantage of that, right?

John: Right.  Well, these folks, these service providers, become experts at that and they can offer the value versus that company just putting it in the mail and it’s not presorted.  It costs more money if you’re going to send it First Class and it can help that print service provider transform even a little bit more into marketing services again.

Cary: Yes, I was talking with somebody yesterday who’s talking specifically about Europe but saying that 85% of the cost of a mail piece is in the stamp.

John: Wow.

Cary: So if you don’t optimize those postal costs, I mean.

John: Right. 

Cary: It’s just because they just keep going up; they’re not going to go down. 

John: Right, well, you know, and they’re trying everything they can from QR codes, another subject that we talk about a lot and they do have the people at the mailbox there they can actually help and I think, I see a lot of cohesion, is that the right word, with the print service community, with the mailing community, fulfillment. I mean I know a bunch of those guys and with the post office, they’re all, the Postmaster General trying to bring these groups together to provide a way to get through all this and to give the end users better services whether it be the enterprise and also people that are receiving the mail.

Cary: Yeah and the end users want that one stop shop anyway.

John: Right, right.

Cary: So.

John: Right, absolutely.

Cary: Great.  Thank you.

John: Okay, good to see you.

Cary: Nice to see you too.

Email Icon Email         

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: Engaging and Hiring Younger Workers Into the Printing Industry

Engaging and Hiring Younger Workers Into the Printing Industry

Published: December 13, 2017

Dr. Joe Webb talks to Gina Danner, CEO of NextPage, about a hiring story that demonstrates key issues with younger workers in our industry. They discuss key issues with how NextPage does outreach for hiring.

 

Video preview: The Advantages of Energy Curing Technologies for Package Printing

The Advantages of Energy Curing Technologies for Package Printing

Published: December 12, 2017

David Biro, Director of Paste Screen and Industrial Inks for Sun Chemical discusses the movement toward energy curing and the advantages associated with this type of curing for packaging applications. He also talks about some of the challenges associated with this kind of curing.

 

Video preview: How Digital Technologies are Impacting Package Printing with New Embellishment Tools

How Digital Technologies are Impacting Package Printing with New Embellishment Tools

Published: December 11, 2017

Jeff Peterson, President of FSEA, gives an overview of the association and how it serves members through their Odyssey show, magazine, and webinar events. He also discusses how new digital technologies like MGI and Scodix take specialty effects to the next level as well as a new study done in conjunction with Clemson University that showcases how end users tend to see embellished print first over standard package printing.

 

Video preview: Frank Flashback:  Marketing4Digital Report on Selling Digital Print to Specific Markets

Frank Flashback: Marketing4Digital Report on Selling Digital Print to Specific Markets

Published: December 8, 2017

Frank found a copy of a report from a decade ago on selling digital print to specific markets. It was called Marketing4Digital and distributed via the Digital Printing Council.

 

Video preview: How Investing in Workflow Can Help Your Bottomline

How Investing in Workflow Can Help Your Bottomline

Published: December 7, 2017

Pat McGrew, Director of Production Workflow Service at Keypoint Intelligence - InfoTrends, talks about how workflow is often underfunded in a printing operation and how proper investment and strategy can increase profits.

 

Video preview: SAi Drives Sign Making Demand Online using sign.com

SAi Drives Sign Making Demand Online using sign.com

Published: December 4, 2017

Dean Durhak, Product Manager at SAi talks about their FlexiSign Software and also sign.com, a consumer facing application that drives sign making demand online and routes jobs directly to the nearest production facility.

 

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