Log In | Become a Member | Contact Us

Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     European Coverage     Production Inkjet Analysis

Willie Brennan of Custom Print Now Solutions on Partnering

Published on September 10, 2012

Willie Brennan of Custom Print Now Solutions speaks about how to leverage partners to diversify your business and shares a case study of a printer who needed to build a web-to-print solution for their number one customer.

Hi, it’s Willie Brennan with Custom Print Now Solutions. We build custom web to print solutions for different vertical markets. I'm here to talk today about partnering. If you’re a printer, a print service provider, broker, agency and looking for how you’re going to get into this fast growing, ever-changing technologically crazy, insane business, but you know you need to do it and do it fast or you feel like you’re going to fail we have a—I'm going to talk about a case study with a particular printer who came to us eight years ago and—well I'm sorry, five years ago to build their number one customer a web to print solution for at the time it was 500 dealers and now it’s over 3,000.

So the problem was that the customer needed—well first of all, he didn’t know where to start. He was referred to me from another printer friend. I've been in the printing business over 30 years, so in the Washington metropolitan area and when he asked his printer who can I get web to print solutions from they recommended us. They recommended me. So we went in and did an evaluation together with the client. We signed a teaming agreement knowing that first and foremost this is his client forever and forever that I'm coming in as a solution provider partner. However, there were going to be two companies involved. We were going to represent the technology and the customer service and the production management. He was going to manage the print fulfillment and so forth.

However, he could only handle part of the equation meaning he could handle the digital and the mailing. He couldn’t handle the signage. He couldn’t handle the stationery. He couldn’t handle the electronic delivery of other things and since then there is a lot he doesn’t do internally, ASI, apparel and promotional items and so forth, books on demand. So he can only handle so much. So it turned out to be probably the wisest decision he ever made in his life because he would have lost. He would have not been able to provide—the existing products at the time were just a catalog and a postcard and now we have over 600 templates, 40,000 images. I mean it’s huge. So I have to give him credit for having the trust. However, we knew in order for it to work we needed to sign a teaming agreement. We needed to be able to expand ourselves and grow. The big lesson here is there is so much to know and do with technology. It is all we do. All we do is web to print and it’s—I feel like it’s hard for me to keep up and our people to keep up with everything because everything changes. You’ve got the applications. You’ve got integration. You’ve got security. You’ve got credit card. It’s too much.

So I simply say to people going forward even with customers and well specifically talking to printers, if you haven’t done it yet, if you do, if you look at your customer base and you look at it and you go you know what, I have five customers that really need this, but you know what, they’re probably is not one solution that’s going to fit it all, so bringing in a company like us they can instantly go to their sales people, go out, talk to those customers, talk about the requirements, the need to bring us in, tell them what questions to ask and depending on the customer’s work schedule we’ll tell them how to—as far as with partnering we tell them how to sell it, solve the problem and how to source it, especially if—and help them position themselves because if they don’t do wide format and they only do certain things that we make that look totally seamless to the customer and their end customers.

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:

"We believe in the printed word"

Published: October 23, 2016

"We believe in the printed word". So declares Claus Bolza-Schünemann, president of KBA, as he reviews the state of the industry as a whole and his company's position within it. He says that the success of drupa 2016—an event he traveled the world to promote as chairman of its executive committee—proves that there is no longer any excuse for "whining and crying about how bad the industry is." He also discusses how KBA regained its strength and forward momentum after several tough years of post-recession restructuring.


Video preview: The Largest Printers in 1992. Where Are They Now?

The Largest Printers in 1992. Where Are They Now?

Published: October 21, 2016

Frank found a list of the largest printers from 1992. It documents the significant changes in the industry through merger, acquisition, and bankruptcy.


Video preview: To Inkjet Or Not? The thINK Conference helps in the decision process

To Inkjet Or Not? The thINK Conference helps in the decision process

Published: October 20, 2016

Jen Mitchell, Marketing Director at Harding Poorman, talks about the value of the thINK conference in terms of staying abreast of industry developments and being able to network with peers. The company has not yet invested in inkjet and views the thINK platform as an excellent part of the education and due diligence process.


Video preview: interlinkONE CEO John Foley Highlights Opportunities in the Association Market

interlinkONE CEO John Foley Highlights Opportunities in the Association Market

Published: October 19, 2016

John Foley, CEO of interlinkONE, talks with Senior Editor Cary Sherburne about the opportunities for printing firms in the association market, helping associations with strategic marketing plans, printed materials, multi-channel and more. "They are starving for this help," he says.


Video preview: thINK

thINK "Beyond the Box" in Production Inkjet

Published: October 18, 2016

Mark DeBoer, Director of Customer Experience at Darwill and thINK conference chair, talks about the maturation of the conversation about production inkjet "beyond the box." He sees more emphasis on data at the thINK conference, as an example, "stretching our imaginations as to what is possible with data." He also touches on the advances that have taken place in finishing for production inkjet.


Video preview: The Past, Present, and Future of thINK and Inkjet Technologies

The Past, Present, and Future of thINK and Inkjet Technologies

Published: October 16, 2016

Bob Radzis, Chief Customer Officer at SG360 and a founding member of the thINK community, discusses this year's conference and how he foresees a bright future ahead.


View More Videos


Become a Member

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

Copyright © 2016 WhatTheyThink. All Rights Reserved