By Molly Joss February 19, 2003 -- Last fall, WhatTheyThink.com asked a group of print buyers to join in a round-table discussion by answering questions about how they do what they do. (See this report: Twelve Print Buyers: What They Think About Relationships.) The feature was so successful that we decided to repeat the process with three of the same print buyers who participated in that panel. Nancy Becker, Site Manager / Print Buyer for Cobalt Corp. Melinda Dossett, Alzheimer’s Association, Order Fulfillment David Galen, Print Production Manager, Countrywide Home Loans, Inc WTT: Everyone who listens to the news on a regular basis hearing conflicting reports about how well the economy is supposed to do this year. Now we’re all listening to serious news about the possibility of military action. How has all of this affected your job? Are you seeing increased or decreased demand for printed materials? Nancy Becker: We still need printed material to give our customers; that will not change. Last year, in the middle of a stagnant economy, my customers wanted to cut back on their printing. This year with a questionable economy I am asked to print, print, print; just print inexpensively. For my customers, gone are expensive brochures and in are digital color, inexpensive stocks and lets show our customers how much money we can save them. Melinda Dossett: Within the first year after 9/11, the Association saw a dramatic drop in demand for print materials. The past 4-6 months has maintained a steady increase and we are almost where we were before 9/11. I believe our demand will drop off again if we go to war. David Galen: My company is in the Home Loan Business and is predicting a flat to small growth year after seeing 80% growth last year. We are producing fewer materials per capita at a higher cost of production due to individual content. We are a Fortune 300 company employing over 25,000 people in the U.S. and over 30,000 worldwide. WTT: How much of your job is related to managing or creating digital content from the print material content? Do you see a move in your company towards a greater use of digital content, say, for Web sites? Nancy Becker: I am seeing a push for digital print and some of our newsletters will go online now instead of being printed and mailed. Melinda Dossett: Currently, we don’t have a lot print material digitally recreated for our Web site. But, we are definitely looking into these options and moving in that direction. David Galen: I am in a management roll and do not spend time on this function. Our buyers spend less than 10% of their time in management of this area. We have migrated to digital content for a majority of our communication pieces and will continue to do so when it becomes most beneficial. WTT: Last summer I asked what printers could do to create a better working relationship with you and your company. Tell us again what you think today on this topic. Nancy Becker: Help me look good is my answer again. Obviously, the more expensive the piece the more money the printer makes. Unfortunately, in today’s world, a printer is going to have find more inventive ways to make money. I can keep a printer busy with lots of jobs if they can find ways to bring the per piece cost down for my customers. Melinda Dossett: Be honest and respect my time. There has been a dramatic increase in cold sales calls from vendors across the board. I tend to listen more closely to vendors who quickly get to the point and recognize that they are intruding on my time (buying print is only a portion of my job: I’m the main liaison with our distribution center, I have administrative duties, account payable duties, and various Association committee duties). David Galen: On line reporting of current job status, work within a Quality Improvement Program designed to be a continuing improvement program and fostering the ability to do quality proofing on line. WTT: Do you plan to attend any conferences, trade shows or training programs in 2003? If so, what are they and what do you hope to learn from them? Nancy Becker: Technology! It’s as simple as that! Melinda Dossett: Most likely not. I wasn’t able to attend the Print Expo this past year (too much work and not enough time to get away) and I probably won’t be able to next year. It was the one print trade conference that I could take some time for. It’s in Chicago and so am I. David Galen: Shows like The Graphics Expo that demonstrate the latest in digital as well as press equipment. WTT: What are the big issues/challenges you will be facing in your job this year? Nancy Becker: Again, print lots of material, make it look great, but spend less money! Melinda Dossett: Keeping everything up and running and on time. Print buying is the least of my worries. David Galen: Convincing vendors to partner with us to allow us to help reduce their costs. Many (especially but not limited to) large companies buying print have systems, purchasing power and other areas they can assist in reducing costs and or increasing business with their top vendors, if they are truly open to this.