Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Hunkeler Innovationdays     Industrial Print Analysis     European Coverage     Production Inkjet Analysis

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: 12th Hunkeler Innovationdays Kicks Off with New Product Announcements

12th Hunkeler Innovationdays Kicks Off with New Product Announcements

Published: February 20, 2017

For a quarter of a century, Hunkeler Innovationdays has been a preferred venue for new product announcements, and 2017 is no exception. Hear what Hunkeler President and Innovationdays Project Director Stefan Hunkeler has to say about what to expect at this year's event, which is expected to draw nearly 7,000 visitors.

 

Video preview: Interview with Crit Driessen on Canon's Launch of the Océ ProStream

Interview with Crit Driessen on Canon's Launch of the Océ ProStream

Published: February 20, 2017

Crit Driessen, VP Strategy and Alliances at Canon Océ sat down Senior Editor David Zwang to talk about the launch of the Océ ProStream. The ProStream is a continuous feed production inkjet system targeting the mid-to-high volume commercial printing market. The device leverages Océ technology from its previous continuous feed systems as well as the its sheetfed Océ VarioPrint i300.

 

Video preview: Frank and Konica Minolta's Gavin Smith

Frank and Konica Minolta's Gavin Smith "Connect" on Book Cover Embellishment

Published: February 17, 2017

Frank talks to Gavin Smith of Konica, which distributed 800 copies of “The New Print Industry” book at EFI CONNECT Conference. We discuss the cover embellishment by MGI.

 

Video preview: Software Focus:  Staying on Main Street

Software Focus: Staying on Main Street

Published: February 16, 2017

What does "staying on Main Street" with your software product mean? It means using software for what it was intended to do and not trying to add features just because you can. Tight focus on both the development of software solutions and their use will keep everyone out of trouble.

 

Video preview: Clemson University: Contributing to the Printing Industry Talent Pool

Clemson University: Contributing to the Printing Industry Talent Pool

Published: February 15, 2017

Dr. Erica Walker, Lecturer in the Graphic Communications Department at Clemson University, talks with Senior Editor Cary Sherburne about the university's program and its contribution to attracting new talent to the printing industry. She emphasizes the importance of stressing print as an important element of multi-channel communications.

 

Video preview: Are you up to date on the latest M-Series and Viewing Standards?

Are you up to date on the latest M-Series and Viewing Standards?

Published: February 14, 2017

Ray Cheydleur, X-Rite's Printing & Imaging Portfolio Manager and Chairman of CGATS, provides an update on the most recent changes in the M-Series and viewing standards, and how they interact in terms of accurately and consistently measuring color, especially when optical brighteners are involved.

 

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