In Part One of this two-part column, Dr. Joe explains how the changing dynamics in the printing industry are dynamically changing the sales process. It used to be that a sales call didn't need to start with explaining print-everyone already knew what it was, and the needed it. Not so much today…successful businesses are increasingly turning to business development practices. This is much more than sales lead generation and that will be the topic of Part Two.
Technology can be used creatively to solve problems and create products that weren’t there before. Red Fluorescing Dry Ink from Kodak is one of those products that can do just that. And the judges for this year’s InterTech awards thought so too.
The print industry is facing a tectonic level change in the communication business. You have to chart a new course that takes these changes into consideration in order to remain competitive. There are many options; the only one that isn't viable is the status quo.
The Dscoop Print United event enabled owners, operators, sales personnel, and marketing professionals to exchange experiences with peers about HP Indigo equipment, applications, and related solutions. In this article, Barb Pellow discusses her participation in this event and explores the topics that were covered.
Since 1963 Tukaiz has built a $35 million, family-owned-and-operated marketing services production company. The philosophy has paid off with continued revenue growth. In fact, in 2011 Tukaiz achieved an impressive 8.3% revenue increase, earning the company a spot on a list of the 50 fastest growing companies in Chicago.
There are over 1.8 million non-profit organizations in the U.S. And direct mail is still the favored medium for non-profits. In 2010 approximately 17% of the US bulk mail sent, roughly 11 billion pieces, was related to the non-profit sector.
There was no uncertainty about the election results, but there was plenty of whining about "uncertainty" for months and months prior to the election. Now that the election is over, is there really any less "uncertainty"? Why do executives get the big bucks? To make decisions when there's uncertainty, real uncertainty. Dr. Joe explains what's uncertain and what's not... at least we think he does. Guess you'll have to read it to be sure.
With this eighteenth and final article of the series, David looks backward and forward at Digital Print, its evolution and the many changes that will continue to come. These changes will continue to have a significant impact on the print industry and marketplace as it continues its digital evolution.
On October 29, 2012, the U.S. Postal Service released its promotions calendar for 2013-offering discounts by integrating mail with mobile and emerging technologies. There is a clear drive to make print integral to the direct marketing mix by making it interactive. This article outlines the USPS's newest promotions and discusses what they mean for the industry.
Although predominantly known as a workflow company-"Fiery" is essentially synonymous with RIPing-EFI was demonstrating at SGIA a couple of weeks ago its prowess in developing wide-format hardware, with models on display that showcased two of the company's new technological developments.
Like many of our readers, Senior Editor Cary Sherburne is increasingly depending on a tablet computer for a growing array of activities. In this article, she talks about the business opportunities these devices offer for printers, and the tools provided by Adobe that make it easy to do.
Training and coaching are critical elements in the talent challenge. Whether you are focused on developing your current workforce to improve their overall performance or re-training them to prepare for your future strategies, a systematic approach is essential. As you struggle to attract and recruit the most talented individuals from multiple generations, you will repeatedly hear the question, "how will I be trained and coached so I can grow professionally?"
All consumers are different, and these differences drive purchasing behaviors. This article explores how savvy marketers are leveraging these differences to create direct-to-consumer communications that cater to individual preferences and characteristics.
Behind the many accolades SGIA has received is the undeniable fact that the specialty graphics industry in general, and the wide-format digital graphics industry in particular, is the current epicenter of today’s printing industry. The purpose of this article is to define why.
AlphaGraphics franchise owners came en masse to Graph Expo 2012, where Art Coley, the president of the network, briefed WhatTheyThink on steps taken to revitalize the business centers and the company as whole.
Thanks to Ben Miyares of the Packaging Management Institute for bringing this absolutely unique Absolut Vodka packaging story to our attention. Four million bottles, each different. How did they do it? Read more.
With this seventeenth article of the series, David begins to look at companies and their 'future' production inkjet offerings and applications. In this article, he looks at KBA, its products and new role in the sheetfed inkjet space.
NPES has commissioned The Economist Intelligence Unit (EIU) to produce an updated worldwide print forecast. WhatTheyThink's Senior Editor Cary Sherburne spoke with Ken Lane, Business Development Manager, Americas, Economist Intelligence Unit, an Economist Group Business, along with representatives from NPES, to learn more about what to expect from the forecast.
While the concept of TransPromo remains intriguing, many enterprises have found that it is not as simple as it seems in practice. This article discusses the evolution of transpromotional communications, citing a recent article by Matt Swain and Cary Sherburne entitled TransPromo Today: An Industry Perspective.
Messe Düsseldorf created a bit of a stir when it announced it was considering moving to a 3-year show cycle starting in 2015. WhatTheyThink's Senior Editor Cary Sherburne reached out to a few drupa stakeholders to get their opinions.
With drupa and Graph Expo under our respective belts, Ipex is looming on the horizon scheduled for London, March 26th through April 2nd. WhatTheyThink Senior Editor Cary Sherburne spoke with Trevor Crawford, Director of the Print + Media Group for Informa Exhibitions during his recent visit to Chicago.
At Graph Expo, both presented status reports: Kodak, on continuing to manage its emergence from bankruptcy; Xerox, on maintaining its commitment to graphics as the company shifts increasingly towards services.
You know you should worry when Dr. Joe uses phrases like "simultaneous critical mass." Then we find out that he thinks that data talks to him. His frugal ways are evident as he delights in the prospect of free broadband. Then there are boats and planes, too. It might be worth reading to make sure the next wave of innovation to hit the market is not one that means "goodbye" for your business.
During Graph Expo, I had the pleasure of meeting with Benny Landa to learn more about the progress of Landa Nanographic Printing since it took many of the headlines at drupa 2012. We also discussed other initiatives Mr. Landa has underway in Landa Labs, which has the tagline "Big Things from Small Particles."
According to research conducted by the Corporate Executive Board (CEB) Sales Executive Council (SEC), the Internet has changed the way that customers buy. Customers no longer want suppliers-they want business partners that can show real value by providing business problems.
This week, today, to be precise, the annual SGIA Expo kicks off at the Las Vegas Convention Center and runs October 18–20. There is a tendency in pre- and post-trade show coverage to recite a litany of vendors, products, and specifications, but one of the important things to understand about the wide-format market is that it is all about applications.
Dr. Joe is focused on denial but not in a myopic way. That may make sense once you dig into the column. Or like a lot of his columns, it may drive you to muttering all day. CNN claims that the USPS is being bailed out by election spending. That is, if you believe a decrease is an increase. And much more…
At Graph Expo 2012, WhatTheyThink livecast a speakers series live from the show floor. The WhatTheyThink.com Speaker Series, designed as a "show within a show," featured engaging discussions with industry experts, end-users and seasoned professionals moderated by the editors of WhatTheyThink.com.
In the July/August Edition of the Harvard Business Review, Matthew Dixon published an article entitled The End of Solution Sales. Customers no longer need suppliers because they can find out a great deal of information on their own. This article discusses the concept of "insight selling," which involves bringing value to customers that can't be found on the Internet.
The interview component of the hiring process is often the weakest link in winning the talent war. Too frequently the interviewee is better prepared for the interview than the interviewer. One of the greatest challenges that senior executives face is to build a team of talented employees; and getting the interview component of this process right is critical.
The web-to-print market is fragmented and hard to determine clear leadership or market share. EFI's acquisition of OPS consolidates the market (slightly). EFI's market share will grow, their product offering will be more comprehensive, and OPS will benefit from EFI's well developed channel partnerships.
Marketers across a variety of business segments are beginning to look at QR codes as a "silent salesperson" that can bring a competitive edge. This article provides examples of this trend within the automotive, retail, and real estate markets.
Scanning through industry publications that cover wide-format digital markets can be a daunting task for any company just approaching this area. The purpose of this article is to focus in on the center of the wide-format digital bulls-eye, and find out the markets and products that make up a majority of the money made using this technology.
With this sixteenth article of the series, David begins to look at companies and their 'future' production inkjet offerings and applications. In this article he looks at companies that were offset or electrophotography (EP), but are integrating inkjet into their product lines.
The Fuji J Press 720 was the only inkjet press to win an InterTech award for 2012. As with any piece of equipment the market and needs of the customer should dictate the piece of equipment. This press allows for an easy integration into the offset environment due to its hybrid nature and use of existing bindery equipment.
The month of October brings a brace of major trade shows for the printing industry; October 7–10 brings Graph Expo, as it always does, to McCormick Place in Chicago, while October 18–20 brings the annual SGIA Expo to the Las Vegas Convention Center. WhatTheyThink will be on the prowl at both shows with video, actual written reports, and more.
Repositioning a printing company involves making hard decisions about how the printing market is shifting to new and different media, developing the right product and services, and effectively communicating this transformation to customers and prospects. This article describes how Illinois-based Segerdahl group repositioned itself as SG360° to evolve with the market.
Heidelberg recently hosted a customer event at its North American Print & Packaging Technology Center in Atlanta for nearly 100 printing professionals and WhatTheyThink's Senior Editor Cary Sherburne was there. We spent an extra day with Heidelberg executives and product managers to gain more insight into what we saw at the event and at drupa as well as to discuss future strategies for Heidelberg in North America. Read more.
The process of assessing people for specific jobs is one of the most important tasks within an organization. Winning the talent war can impact all aspects of your business from sales, management effectiveness, client retention as well as product/service innovation.
In 1978, Gregory Muzzillo and a college friend founded Proforma because they saw an opportunity to start a business with no capital investment. Print distributors are independent agents that sell the services of printing firms. This article discusses how Proforma expanded its business and those of its customers by moving to a visionary franchise model.
Given present trends, the industry could be dominated by a relative handful of firms in a few years. Some companies can grow profitably into this new landscape. Others can make a safe exit before it fully unfolds. Each outcome demands a strategy-now.
The Fed took a look at the economy last week and panicked. In printing industry terms, they increased their run lengths and their page counts, and there's more money printing on the way. It's not much, just $1.4 trillion. What's a few billion dollars amongst friends?
Web-to-print has to become the set of tools that enable printers to be competitive on the web. This is a whole lot more than a B2B business card site. It requires us to rethink the way we shop for solutions and partners.
For the majority of its 65-year history, Bridgeport National Bindery (Agawam, MA) established its name by providing bookbinding. In 2003, Bridgeport began printing to satisfy the demand for single-run production. This article outlines how BNB has evolved its services to meet customers' changing needs.
In last week's feature, guest writer Dan Marx outlined five "essential truths" about wide-format printing, and in his introduction he mentioned that he's witnessed "a full-blown revolution: a complete movement away from old-school analog technology." Over the past several months, as I have spoken to equipment manufacturers and suppliers for these weekly features, as well as other analysts, one thing that always comes up is the fact that more and more traditional printing companies are expanding into wide-format printing
This white paper deals with some of the most immediately beneficial strategies that leaders can pursue in increasing their opportunities to survive and thrive. We show how to make an immediate impact and how to improve your long-term business fundamentals.
Dr. Joe explains last Friday's employment report, takes a look at employment in our industry, and explains why ad agency revenues are going up when everything else seems to be going down. Speaking of down, sit down before you read his comments about the latest recovery indicators. Yes, Dr. Doom seems to have infiltrated this column, again.
Optimizing the performance of your sales organization can be accomplished by great strategy and superior execution but if you don't begin with the best talent available, successfully executing your strategy will be comprised. And you won't be able to identify, recruit and select the best talent if you don't have a structured, effective set of processes in place.
Like many other local companies, Pel Hughes was affected by Hurricane Katrina. In the aftermath of the hurricane, the company transformed itself from a traditional commercial printer into a marketing service provider. This article outlines the services that Pel Hughes offers its customers and also explores its success with "Drip Marketing" campaigns.
Dan Marx, Vice President Markets & Technologies, SGIA, draws out some "essential truths"-real kernels of wisdom-that can benefit any company looking to enter wide-format or grow their existing efforts in this area.
Food packaging safety is become a more prominent area in the United States. Insuring that chemicals and odors do not penetrate the package is of great importance to the end customer. Sun Chemical has designed a system of products and procedures to do this.
Caslon, the management company of PODi, the digital printing initiative, recently analyzed PODi case studies in the financial services industry to determine if there are common challenges and interesting solutions for those challenges.
Senior Editor Cary Sherburne recently had the opportunity to visit two X-Rite and PANTONE locations, in Grand Rapids MI and Tewksbury MA, respectively, including hands-on with X-Rite instrumentation, a tour of the manufacturing floor, discussions with software engineers, and time with the company’s CEO Tom Vacchiano.
In last week’s feature, we spoke about flatbed wide-format printers, and remarked that one of their big selling points was that they could print on a bewildering variety of materials—increasing the number of applications that creative shops could develop, the more niches shops could carve out for themselves, and the better they could serve their clients.
The effectiveness of your recruiting, hiring and promoting strategies has a definitive impact on revenue and profit streams. In a time of industry transformation, when high performing employees are required, it is even more critical that you examine and re-engineer the processes you use to hire talented sales professionals.
With price pressure and volume reductions being forecast for print, the industry it is on the lookout for new opportunities. Adding electronic capability has been on the horizon for many years. After a hiatus instigated by the global slowdown, there are encouraging examples of how print might evolve to create new high-value print products.
In approaching integration, businesses must consider scope and scale, choose between internal versus external execution, and address the associated technical issues to ensure an effective end-result. Given the complexity of the systems integration process and the systems that need to work together, printers may need to seek systems partners rather than walking away from opportunities. This article covers strategies for success when utilizing external systems integration resources.
Since the advent of the wide-format printing market in the late 1980s/early 1990s, the vast majority of the output devices on the market have been rollfed devices, printing on flexible substrates like paper or canvas that unfurled into the device, rather like a web press. The finished graphic was then often mounted onto a rigid material for display, installation, or other end use.
Don't be uncertain about the risks of reading Dr. Joe's column about risk and uncertainty. It's not often he gets to use the word “actuarial” in a column about printing. Everyone thinks they know what ROI means, but just one little letter makes a big difference.
With this fifteenth article of the series, David begins to look at companies and their ‘future’ production inkjet offerings and applications. In this article he looks at Komori, its products and apparently new role in the sheetfed inkjet space.
Although awareness and adoption of QR Codes and other mobile response technologies is growing, there are a number of challenges associated with driving audience interaction and adoption. Best practices are coming to light as companies continue to utilize QR Codes more effectively, leaving little room for excuses when delivering a poor experience to the target audience. Conducting rigorous testing before launching a campaign will help create a great experience that generates results.
This week, we’re going to take a step back from our look at the nuts and bolts of wide-format printing technology and look at the industry and the economy from “20,000 feet”—and hopefully not have a William Shatner-esque experience.
A pent-up eagerness for deals makes it all the more important for those venturing back into the M&A marketplace as sellers to be clear about why they should sell—and why buyers should want to acquire them.
Dr. Joe's glad he didn't buy Facebook stock, and explains why the company's stock price matters little to media decision-makers. And then there's the magazine circulation thing. Why is everyone so surprised that it's down? Yet again he rails about inflation, but at least he has some fresh new inflation multipliers to annoy company controllers and CFOs
Savvy businesses know that they can build a loyal customer base by providing extraordinary value-added customer service. This article references recent industry research to describe how print service providers can improve loyalty by becoming strategically important to their customers.
The role of the sales person has dramatically changed and companies are struggling with how they recruit, hire, compensate, train and manage these essential employees. In order to address this challenge a systematic approach should be designed and implemented. In this series of articles we will address this challenge.
Digital postal mail system provider Zumbox recently announced that it had secured $10 million in Series C capital, bringing total capital raised to $28 million. What’s driving the interest on the part of investors? Senior Editor Cary Sherburne speaks with Zumbox to learn more.
ORION Holdings and Pitney Bowes have launched a strategic partnership enabling ORION Holdings to create a new unit, ORION Printing. Through its partnership with Pitney Bowes, ORION Printing will focus on supplying print management solutions to IPG companies globally. This article discusses the actions that marketers can take to increase the efficiency of their processes for ordering, storing, and delivering marketing materials.
Selling print is a commodity business. In search of higher margins, the mantra is to become a Solutions Provider, aka Marketing Services Provider. Unfortunately the terminology seems to take on many meanings and the message gets diluted.
Those new to wide-format printing—and even some veterans—often give short shrift to what happens to a print once it comes off press. In wide-format printing, however, the real added value is often in the finishing.
It may be possible to run a printing company without a formal plan, but buying or selling a printing company will be very difficult to bring off successfully without the help of a written roadmap. An acquisition plan is a vital navigation aid that guides the process and certifies the desirability of the deal.
Using advanced data management and cloud-based marketing tools, marketers can send trigger-based communications and create individual campaigns specifically designed to be sent to members of a defined target audience at precisely the right time. This article provides an overview of trigger-based marketing techniques and describes how small and medium-sized businesses are leveraging trigger-based marketing to improve their bottom lines.
Those of us used to traditional offset and digital printing rarely give the concept of white ink a second thought. After all, “white” is typically synonymous with the color of paper, so when we want something to be white, we design it with the absence of any color. (Tellingly, in Adobe InDesign, we select the color swatch labeled “Paper.”) There are situations, however, when—oxymoronic as it may seem—we need to specify the color white.
Last week the following significant announcement was made about the future of Heidelberg. Bernhard Schreier, CEO of Heidelberger Druckmaschinen AG (Heidelberg), will not be extending his management contract when it expires midyear 2013 and will be leaving the company at the end of 2012.
Steven Covey died recently. He helped people be more effective by helping them develop a set of Habits based on principles. Start with an end in mind and then create personal and interpersonal habits to help you get what you want effectively.
Senior Editor Cary Sherburne was recently the keynote speaker at ABIGRAF’s GEDIGI digital printing conference in São Paulo, Brazil, and spent time with Rodrigo Abreu, the holder of the International Master License for AlphaGraphics in Brazil. Read what Rodrigo has to say about printing in Brazil and some of the innovative actions he is taking to grow the business.
Author and businessman Stephen R. Covey recently passed away at the age of 79. This article highlights the key points from Covey’s 1989 bestseller entitled The Seven Habits of Highly Effective People and explains how these concepts remain relevant for today’s businesses.
The past five years have seen an increased discussion of, and emphasis on, the idea of “sustainability.” Sustainability can refer to many things, but one of the oft-discussed components of it is environmental sustainability. That is, what is the impact of a product or process on the environment, and what are the ways of reducing that impact?
Here Dr. Joe goes again, on another capacity rant. It's about two years since his last one, so we guess we should cut him some slack. This time he takes a slightly different look, or at least he says he did. You decide.
WhatTheyThink Senior Editor Cary Sherburne spoke with Dennis Amorosano, Sr. Director, Solutions Marketing & Business Support at Canon USA, to learn what Canon is doing in the Cloud/Mobility space in a wide-ranging discussion from the office and production into the Cloud.
WhatTheyThink is the global printing industry's leading independent media organization with both print and digital offerings, including WhatTheyThink.com, PrintingNews.com and WhatTheyThink magazine versioned with a Printing News and Wide-Format & Signage edition. Our mission is to provide cogent news and analysis about trends, technologies, operations, and events in all the markets that comprise today’s printing and sign industries including commercial, in-plant, mailing, finishing, sign, display, textile, industrial, finishing, labels, packaging, marketing technology, software and workflow.