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

Cliff Hollingsworth of Consolidated Graphics on Migration from Offset to Digital

Published on September 9, 2011

Vice President of Workflow Systems for Consolidated Graphics Cliff Hollingsworth focuses on the local operating level for migrating from offset to digital and highlights an example of reaching that goal.

I’m Cliff Hollingsworth, Vice President of Workflow Systems at Consolidated Graphics.  

Regarding the question of offset to digital, I guess migration was the question.  Yeah, honestly, the pundits like to talk about their view, their world view.  I think really what it comes down to is that at the local operating company level, what is the vision of the actual… of the President of that company?  I’ll give you an example, Keys Printing in Greeneville, South Carolina, the President of that company, his name is Joe Mabry, he came to me in 2003, and his vision in 2003 was to have his… have 50 percent of his revenue be from digital, which you know, this is 2011 now and he’s approaching 50 percent.  So we didn’t get the five-year… he wanted it in five years, but he didn’t quite get the five year vision, but we got an eight-year vision.  

And being in the business and the business management part of print, if you do digital production well, you know what the margins are.  And so if 50 percent of your business in a $13 million company is coming from digital, you can kind of do the math and go, wow, that’s pretty astounding numbers.  And then, you have… as long as your mix is right, as long as your offset business is doing what it needs to do from the metric you’ve given it, letting the digital business grow as a priority will help you achieve those goals, but you have to have stated goals to have the migration.  

I think if you’re just taking work from the pressroom, the offset pressroom, putting it into digital, that doesn’t necessarily mean you’re having success.  I think the other thing that makes it successful, I would rather not even take work from the pressroom if I could avoid it because all that does, all you’re doing is being transactional.  As a program sales rep, I want to go out and find those annuities, bring them into digital.  Those types of things that continue to give and give and give because ultimately I think we all know, we all say it anyway that offset is going to continue to decline, if that’s the case that means if all we’re doing is taking work from the offset room to the digital room, all that business is going to decline as well.  

It takes too much effort in the digital space to take a transactional job through the process usually.  And I think with zero touch being to goal, those programs and annuities is really where you’re going to make your money.  Now, the sale cycle is longer and you may have to take some of those transactional jobs just keep your face in front of the client, but that doesn’t mean that that’s your goal.  

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