Printing Industry Commentary & Analysis

Integrating Impika: A Talk with Xerox’s Andrew Copley

Although the ink is barely dry on the deal that has made Impika a unit of Xerox, the acquirer believes that bringing its target into the fold will give it the major-player status in inkjet that it has been seeking.

The Folding Carton Sector, excerpts from 2012 PRIMIR Research

To help us introduce the various packaging sectors we asked PRIMIR if we could pull excerpts from their 2012 study that Karstedt Partners was commissioned to write titled Packaging: Evaluation of Vertical Markets & Key Applications.

Label and Packaging Security: Brand Protection Tools in Printing and Packaging

Billions of dollars a year are on the line for companies as they seek ways to ensure that the products sold with their logos and branding are authorized and authentic. The proliferation of counterfeiting requires brand owners and their converter/printer partners to work together to create a multi-layered protection plan so that their packaging and labels protect their brands and deter those trying to profit at their (and their reputation’s) expense.

Strategies for Niche Players

In my last article I discussed the Rule of Three and how it appears to be playing out in the print industry. This article will review those strategies.

Dscoop Executive Director Eric Hawkinson to Depart

In a move that is likely to cause a few ripples, Eric Hawkinson, who has been Executive Director of Dscoop, HP Indigo’s user group, will be departing to join Canon Solutions America, working for VP of Marketing Francis McMahon as Director of Marketing. Cary Sherburne speaks with several of the principals about this surprising move.

Loyalty Matters… And It’s Time to Make it Work!

Loyalty programs have always been about treating your best customers better, but today’s marketers want to court their customers, engage them, and track their behaviors. This article discusses some of today’s techniques for connecting with customers and keeping them engaged.

Wide-format Inkjet: Many Communities, One Process

Wide-format inkjet technology has become the “go to” technology for a number of traditional and non-traditional printing segments The purpose of this article is to define the differences between these segments, in general terms.

Interview with Steve Young of AICC

We recently had the opportunity to catch up with Steve Young, President of AICC, and asked him to share his thoughts around the mission of AICC, the role of AICC, and the opportunities and challenges facing their members.

Building Your Next Generation Sales Team

The behavioral competencies and skills that we must look for in the next generation sales professional are quite different from what we have focused on in the past. The ability to engage clients in dialogue to uncover and define challenges is of utmost importance. It is also important that sales professionals be great listeners; listening 80% of the time. However, as buyers we usually don’t experience that behavior. So what can we do to change that dynamic? I believe we can dramatically improve our success in selecting the right people as well as coaching those with the necessary behavioral competencies to become great engagers.

New X-Rite Pantone President Talks About Danaher, X-Rite Pantone Future Prospects

Following Tom Vacchiano’s departure as President of X-Rite Pantone, WhatTheyThink’s Senior Editor Cary Sherburne spoke with his successor, long-time Danaher veteran Ron Voigt, in this exclusive interview to learn more about Danaher business strategies and the future prospects of X-Rite Pantone under the Danaher banner.

Once you have built the trust and credibility, these deals are worth a lot, but it takes time to get there.

There are many relationships in business today. One that is often not given enough weight is your vendor relationship. In the past, this relationship could be adversarial. Today, cooperation is needed more than ever. Looking at how you can get more out of your vendor relations can have a large positive effect on your bottom line.

Interview with Kristi Ledbetter of TAPPI

We recently had the opportunity to catch-up with Kristi Ledbetter, the Converting Division Manager for Tappi, and had the opportunity to get an update on what is happening at Tappi.

Think Patented: Expanding Value-Added Services through Acquisitions

Think Patented has embarked on a transition strategy to improve its competitive edge in today’s turbulent market. The company is broadening the set of production tools that it uses, embracing value-added services, and refocusing itself on becoming a marketing services provider. This article provides an overview of Think Patented’s growth strategy, which includes a shift to value-added services as well as strategic acquisitions.

Countdown to the International Sign Expo

The International Sign Expo, coming up April 3–6 will feature more than 500 exhibitors, more than 40 educational sessions, and ample networking opportunities, all related to the “on-premise” signage industry.

What Job Does Web-to-Print Do for Your Customers?

Web-to-print is a product that should do a “job” for you and/or your customers. When you look at technology purchases through the lens of “jobs” you focus on what’s really important.

The Rule of Three

After What They Think published my article Survival of the Small and Mid-sized Printing Company in Today’s Chaotic Environment, Scott Johnson commented with some nice words and the question: Had I read the book The Rule of Three: Surviving and Thriving in Competitive Markets? I had not read it but out of curiosity I found it, bought it and read it.

Kodak’s Loss; Three Leaf Insights’ Gain

With pieces of Kodak being lopped off as it works to emerge from bankruptcy proceedings, some are taking root as new businesses. Senior Editor Cary Sherburne interviewed one of the founders of Three Leaf Insights, born out of the ashes of Kodak’s MarketMover Managed Campaign Services, as well as a print service provider and an end customer, to offer a view of how these services are likely to evolve after being shed by Kodak.

The Corrugated Packaging Sector, excerpts from PRIMIR Research

For the next few weeks we will be looking at the corrugated sector of packaging, which accounts for approximately $85 Billion in shipments globally and $24 Billion in North America.

The “New Kid” on the Block - CHINAPRINT

Having just returned from Beijing where I attended the International Media Week, patterned after the drupa format, I can tell you that the Chinese are no longer the student and could be considered the teacher.

What's the Good Word in Mergers and Acquisitions? Most of the Time, Ssshhh!

If silence is golden in most of the affairs of life, in M&A transactions, it’s pure platinum. Nothing assures a better outcome for a deal—or yields a worse one if it’s violated—than maintaining a policy of tight information control while negotiations are under way.

Universal Wilde: Success Starts with a Vision

Selling a product or service requires a vision. A vision is a picture of the future that we seek to create, described in the present tense, as if it were happening now. It shows where we want to go, and what we will be like when we get there. This article provides a brief profile of Universal Wilde, which has developed a vision for its business and is using this vision to power its growth.

Latex-Ink Wide-Format Graphics Printers Drive Market Growth

HP introduced its first latex-ink wide-format printer in 2008, targeting replacement of aggressive solvent printers. Since that time, HP has introduced multiple versions and the market has taken off a growth rates reflecting the beginnings of the aqueous WF industry back in 1992.

Transforming and Automating Workflows: It starts with a good business infrastructure Part 2

In this article, David continues the discussion of the business infrastructure by looking at some of the packaged MIS and ERP systems, and how they are structured, with an eye toward building a flexible platform with which to grow.

Managing the life cycle of the business

It is amazing to me how many of us get a “deer in headlights” reaction to changes going on around us. The leaders of a business can take a business on the downside of its life cycle and reinvent it and create something new causing it to grow again.

Your #1 Strategic Imperative: Build a Learning Organization

The greatest investment you can make in your business is to assure you living the example of a lifelong learner for your organization and then surround yourself with other lifelong learners.

Georgia's Colson Printing Adapts to a Changing Industry

New buying trends in the printing industry are driving Colson Printing to launch an extension of its website to enable 24/7 click ‘n print functionality for its clients. Expected to go live in the first half of 2013, the new website capabilities will enable Colson to broaden its market nationally and appeal to locals who prefer to order online.

Take a New Look at China’s Printing Industry

I recently returned from Beijing where I attended the International Media Week at which more than 20 overseas media representatives from the U.S., UK, Germany, Italy, Denmark, Russia, India, Korea, UAE, Myanmar, Indonesia, Malaysia, Philippines, China, Hong Kong, Taiwan and Macau spent their time learning about the great strides of the China printing industry and the upcoming CHINAPRINT.

What is coming in WhatTheyThink Labels & Packaging

With the launch of the Labels & Packaging section of WhatTheyThink now behind us, we wanted to give you a preview of upcoming topics and what to expect.

The Right Strategy is Essential to Building Your Business!

During Dscoop8, Barb Pellow moderated a panel entitled “Building a Strategic Marketing Plan.” She was joined by three service providers who have developed strategic marketing plans to transform their businesses. This article discusses best practices for thriving in the printing industry, even during tough economic times.

The Grandest Printers of All

Today’s superwides, which are proliferating in terms of number of models on the market, boast much better image quality, resolution, speed, and versatility than their forebears.

Vegas Restaurant Goes High Tech

Recently I was in Las Vegas for PODi’s AppForum. Our team arrived on the weekend prior to the conference, which was at the Planet Hollywood. It was Sunday and time for lunch so five of us headed down to casino area where the restaurants are scattered about. Looking for a casual, inexpensive and quick lunch we settled on Burgr, a new restaurant owned by Gordon Ramsay, the chef from the TV show Hell’s Kitchen.

Big Changes at Mimeo.com

WhatTheyThink has become aware of a number of major changes at Mimeo.com over the last few months. With the recent decision by CEO Adam Slutsky to step down, Senior Editor Cary Sherburne talked with Co-Founder and new CEO John Delbridge to get the inside scoop.

What Role Do Your Sales Professionals Play?

The role that sales professionals play within our organizations continues to evolve. As clients demand more and technology changes the buying process, we need to rethink our pre-conceived paradigms regarding what we look for in top performing sales professionals, what their job is and how we will compensate them in the future.

Dscoop Launches Aggressive New Programs to Benefit Members

Dscoop, the Digital Solutions Cooperative, just held its 8th annual conference. The group, comprised primarily of HP Indigo and HP Scitex users in the graphic arts industry, has continued to add member value since its inception. At Dscoop8, which concluded last week in Nashville, Tennessee, Dscoop raised the bar once again with new member value.

HCMiller: In Its 2nd Century But Certainly Not Old and Stuffy!

How does a printing company with more than a century of history and success step out of the box and reinvent itself for another century of success? Hire the right people! WhatTheyThink Senior Editor Cary Sherburne spoke to industry veteran Tom Clifford to find out how he and his team have made a difference at HCMiller.

Contrary to Reports, Ferrostaal Continues to Operate in North America; Relationship with Ryobi Remains Intact

Rumors were circulating earlier this week about the reported closure of Ferrostaal Equipment Solutions North America Inc., but the facts don’t bear them out. WhatTheyThink has learned that the Houston, TX based print equipment and services provider remains in operation, albeit with a new president, a smaller staff, and a reduced portfolio.

Near Field Communications: Practical Value-Added Applications

First introduced nearly a decade ago, near field communications (NFC) technology is entering the consumer mass market. Statistics indicate that hundreds of millions of smartphones and portable personal information devices will be NFC-enabled in the near future, creating a tremendous opportunity for integration with print applications. This article provides examples of how NFC might take hold in tomorrow’s market.

Digital Wallcoverings Transform Interior Décor

The idea of printing materials that go on walls is not exactly new. Wallpaper, posters, murals, and other items have been printed by traditional technologies for decades, if not centuries.

WhatTheyThink on the Road Again at GOA and Dscoop

The tireless WhatTheyThink crew is on the road again. This time in both Orlando and Nashville attending Graphics of the Americas as well as Dscoop. Yes, simultaneously! How do they do it?

Tukaiz Continues Innovative Leadership for Business Growth

A recent press release from Tukaiz, an early adopter in color digital printing, caught the eye of Senior Editor Cary Sherburne. This interview with Frank Defino, Sr. and Frank Defino Jr. provides more “color” to the story!

Thought for Improving Your Purchasing

As companies continue to focus on cost reduction, it gets harder and harder to locate ways to accomplish this. Freight and recycled waste are two areas where you may still be able to find some savings.

WhatTheyThink Kicks Off Special Labels & Packaging Section

Welcome to the inaugural post for WhatTheyThink’s Labels & Packaging website. The folks at WTT and I have been speaking for quite some time on the need a version of WTT that focused on the needs of those in the packaging supply chain. I am honored to be the Managing Editor of this new endeavor and will strive to bring meaningful and timely content to those in the packaging supply chain who are looking for information and intelligence in order to do their jobs better.

Gotcha! Heading Off the Hassles of Inconvenient Truths in M&As

Sometimes, sheer embarrassment can kill a merger—the shock of suddenly having to account for issues that ought to have been dealt with earlier in the process. Privately held printing companies can be prone to the kinds of errors that embarrass sellers and thwart M&As.

Packaging Brief: Highcon Update

As the digital transformation of the packaging industry continues to present new challenges and opportunities for both brand owners and converters, WhatTheyThink Senior Editor checked in with Aviv Ratzman, CEO of Highcon, to see what progress the company has made relative to Euclid, its market entry for laser die cutting and creasing. Read more.

Move Over, QR Codes… Near Field Communications are Just around the Corner!

NFC is set of technology standards designed to enable short-range, "contactless" communication among phones, as well as other types of targets. Very few of today’s smartphones include embedded NFC technology, but this is expected to change over the next couple of years as more phones with the technology become available and marketers look to integrate NFC into their marketing efforts.

Lessons from a Wide-Format Veteran

Having navigated the wide-format digital printing world for more than 20 years, Lynn Krinsky, president of Stella Color (Seattle, WA), knows a thing or two about growing and prospering in this innovative and competitive area.

Buying Print Software: A How To Guide

Too many mistakes (big ones) are being made in our industry around software purchases at a time when nobody can afford expensive mistakes. Virtually all of these mistakes are preventable.

To B2 or Not To B2? Sandy Alexander Says ‘Yes’ in Its Beta Test of an HP Indigo 10000 Digital Press

Many in the industry are still speculating about where B2-format digital presses fit into the scope of commercial print production. Sandy Alexander is weighing the merits of B2 digital printing for itself by beta-testing one of the most advanced examples of the technology.

WhatTheyThink Labels & Packaging: An Interview with Randy Davidson

I thought it appropriate for the first post to WhatTheyThink Labels & Packaging to be an interview with the founder of WhatTheyThink.com, Randy Davidson to get his thoughts on the new venture. So on a snowy Saturday morning with a fresh cup of coffee in front of me, Randy and I had a chat.

Making a Pitch to the Printers of the Future

The printing industry is undergoing rapid changes. How do you discuss the industry and its future with high school students who are considering various careers? Coming up with a pitch provided a lot of food for thought and speculation about our future.

Ipex Redux: UK-Based Trade Show Gets A New Digital Direction for 2014

No trade show has taken more lumps lately than Ipex, the quadrennial print and graphic media expo in the UK. But its owner has declared that when Ipex opens for a six-day run in London on March 24, 2014, it will be a new show with a sharper focus and greater value for exhibitors and attendees alike.

Web-to-Print Isn’t an Option Anymore… It’s a Necessity!

Industry pundits have long been discussing the value of Web-to-Print. Firms that have developed easy-to-use Web-based services are successful because customers of all sizes are seeking convenience. This article uses data from a recent InfoTrends study to show how Web-to-print has become an essential ingredient when serving the enterprise market.

Wide Format Graphics Printing: The Numbers Speak Loud and Clear for those with the First Mover Advantage

Wide format graphics ink jet printing is entering its second decade of commercialization and is belatedly being discovered by commercial print-service-providers. The ubiquitous availability of wide format output at the consumer level is opening the door to promote wide format graphics print as an alternative to traditional advertising for small businesses.

Transforming and Automating Workflows: It starts with a good infrastructure Part 1

This new series by David L. Zwang focuses on the processes and products that can lead to the transformation of your current workflows and business, to prepare you for the new challenges ahead. This series runs once a month over the course of the year, with the first article appearing in January 2013. Zwang looks at process transformation and automation, and the steps you need to take to be successful. He will also look at some of the current product offerings and how they are being, or could be, used to help you transform your business and strengthen your customer relationships.

Technology’s Impact on Attracting, Recruiting and Hiring a Competent Workforce

Technology is driving changes in all aspects of our business; the way we manufacture, the way we go to market, the way we engage our clients as well as our employees. So why not expand the use of technology to the way we attract, recruit, hire and on-board our next generation work force?

Offset – Technology for the Future of USA’s Printing!

Please excuse this article coming after my retirement last year and my statement that you had seen my last article. I am taking the opportunity given to me by Randy Davidson to write the occasional guest editorial if I see a subject that I feel needs my own ‘unique’ take.

Digital Publishing Extending to Retail Catalogs and More According to Adobe Study

There has been lots of press about the struggles of traditional publishers in making the transition to a more digitally-enabled business model, but less attention has been paid to the impact of digital on catalogs and other retail-oriented pieces that typically have been produced in print. Printers take note: There is significant change coming your way if you are in the business of producing print for retail.

EFI’s CEO Guy Gecht Talks About Connect, Financial Results and the Rumor Mill

During EFI’s recent 2013 Connect user conference in Las Vegas, CEO Guy Gecht took time out to talk to Senior Editor Cary Sherburne, followed by a discussion after EFI released its financial results on January 24th.

2013 Really IS the Year of Print Plus!

Some marketers are taking funds out of their print budgets and investing in online, while others are cutting back on direct mail to focus on e-mail. In a recent InfoTrends study entitled Understanding Vertical Markets: Enterprise Communications Requirements, InfoTrends surveyed more than 1,000 enterprises with 500+ employees. The results confirmed that marketers are planning to shift more dollars to alternate media. This article discusses how print and digital channels will be linked for success in 2013.

Moving Pictures: Vehicle Wraps Take the Wide-Format Show On the Road

A walk down the street, a drive on the highway, or a trip on mass transit today provides ample opportunities to experience one of the hottest specialty graphics growth areas: vehicle graphics. From personal vehicles with custom graphics, to commercial vans and tractor-trailers, to buses, rail cars, and even planes, fleets of all kinds are becoming more picture-esque than ever.

Adobe Playing Leadership Role in Publishing Transformation

As the publishing market continues to seek ways to innovate and to take advantage of the opportunities extent in digital publications, Adobe continues to support their efforts with ongoing enhancements to its Digital Publishing Suite and a growing number of publications on board with the solution. And the executive editor of Fast Company magazine shares his thoughts on the digital transformation.

Citing Diminished Relevance of Traditional Trade Shows, Kodak to Bow Out of Most Events

Don’t look for exhibits by Eastman Kodak Co. at Print 13 in Chicago this year, at IPEX 14 in the U.K next year, or at most other graphic communications trade shows after that. In a statement published last Friday, the company announced it would significantly reduce its participation in conventional trade shows and turn to other means of engaging with its customers.

Digital Leaders Gathering in Las Vegas for AppForum 2013

Over the weekend, those blazing a virtual trail in the industry relative to digital printing and its applications will be blazing a different kind of trail on their way to Las Vegas to attend the 2013 PODi AppForum. WhatTheyThink will be there as a long time supporter of the event and here’s what to expect.

The True Cost of Business Communications

During the fourth quarter of 2012, InfoTrends published its most recent research on The True Cost of Business Communications. This report examined the entire document lifecycle for an array of different applications including manuals, brochures, sell-sheets, and presentations. This article provides a brief overview of the survey’s findings and explores strategies for success among service providers.

If You Were a Specialty Imager

Using information from a number of surveys conducted by SGIA during 2012, I’ve put together a snapshot of a “typical” specialty imaging company. While the specialty imaging industry is highly diverse, with lots of companies doing lots of things, it is both interesting and thought-provoking to create a typical company using trends and high points from the data we’ve received.

It's Not Just About Talent

As you attempt to execute your thoughtfully designed strategies, the greater the value your employees can add to your internal and external clients' lives, the easier it will be to differentiate your offering and gain a competitive advantage

Landa Does EFI Connect

For the last several conferences, a highlight at EFI Connect has been the fireside chat between CEO Guy Gecht and an industry luminary. This year’s “luminary” was Benny Landa, and the fireside chat was a highlight of the event. Read more EFI Connect highlights.

Web Strategy vs. Web Technology

There is no shortage of talk about web-to-print technologies; there is too little talk about printer’s online strategies. Printers can talk for hours about how this or that web technology has failed them or this or that technology is what made all the difference.

The Edge of Technology, the Color of Success

WhatTheyThink recently visited two German printing houses that provide an aspirational lesson for printers everywhere who want to know how far investments in production technologies can take growth-minded companies.

January Hymn: Looking Backward and Forward

Richard looks at the printing shipment trends that happened over the previous year, and provides a bit of analysis.

What to Do and Where to Focus in 2013: Part 2

This two-part series shares Barb Pellow’s perspective on the top 10 trends that service providers should be thinking about as they plan for 2013. Part one focused on the areas where it is important to “stay the course” in terms of investing in digital print, and this second part explores the opportunities that are emerging from new media options.

Guest Commentary: Carl Gerhardt on the Newly-Formed NPOA

Carl Gerhardt, Chairman of the Allegra Network gives some of his initial and personal observations about the recently formed National Print Owners Association.

An Inside Look at Allegra Network’s Marketing Resource Center

Senior Editor Cary Sherburne recently had the opportunity to visit Allegra Network’s Marketing Resource Center, established more than two years ago to provide support to Allegra Network’s franchisees as they expand horizons into new business opportunities.

In Year-End Review, Heidelberger Druckmaschinen AG Sums Up and Looks Ahead

Still #1 in sheetfed, Heidelberger Druckmaschinen AG nevertheless is adjusting to a new place in an industry over which it used to loom larger. Its leaders outlined the company’s go-forward strategy in a year-end media briefing that hinted at significant change to come.

A Print Business Pro Takes the Long View of an Industry in Transition

In real estate, they say, it’s all about location, location, location. In business consulting, the triple crown is perspective, perspective, perspective. The most recent addition to the consulting team at New Direction Partners brings a long and multi-angled view of the printing industry to his new role as an architect of mergers and acquisitions within it.

Change in Management at HP Graphics Solutions Business

HP recently had a unpublicized change in management in its Graphic Arts business with the retirement of SVP Chris Morgan. Senior Editor Cary Sherburne spoke with Stephen Nigro, who has rejoined the group as Global Business Leader for Graphics Solutions and Inkjet.

What to Do and Where to Focus in 2013: Part 1

This two-part series shares Barb Pellow’s perspective on the top 10 trends that service providers should be thinking about as they plan for 2013. Part one focuses on the areas where it is important to “stay the course” in terms of investing in digital print, while part two will explore the opportunities that are emerging from new media options.

Is Print the True Green Technology?

In the spirit of New Year’s resolutions, becoming more “green” is one resolution that few can find fault with. Unfortunately, green printing is difficult, if not impossible, to clearly define.

Change Requires Leadership

Change management clearly requires talented leaders; frequently the managers on your team do not exhibit the leadership competencies that are required. Defining the critical leadership competencies required and the ability to predict who has those traits is a crucial process.

Transforming and Automating Workflows: Preparation is Paramount

In this article, David lays out the key steps necessary to prepare for a successful transformation. While it is important to look toward the final destination goal, without a map delineating the best path to achieve that goal, there are many more pitfalls along the way and unseen problems in the future.

National PrintOwners Association Launched

The 2006 merger of NAPL and NAQP has seen its share of naysayers and bumps in the road, but is a new industry association the answer? Find out why some former NAQP members think so.

The Four Attributes of Long-Term Successful Companies: VIABILITY

In “Survival of the Small to Mid-sized Printing Company in Today’s Chaotic Environment”, I talked about the four attributes of long-term successful companies, this article will address the first attribute – Viability

Wide Format Inkjet Graphics-Determining US Retail Pricing

I.T. Strategies surveyed Wide Format Print Converters and buyers in the US to gauge output-selling price for wide format printed output. They interviewed sellers and buyers of output produced on low-end, high-end, flat-bed and roll to roll printers, and all ink chemistries-UV, solvent, eco solvent, and latex to get a sense of current retail output prices.

Yes Virginia, there is a printing industry

The skeptics have all but writen us off The pundits call us a sunset industry Misguided marketers think electronic substitution replaces print But print will prevail

Specialty Graphics: Both Alive and Kicking

SGIA just released its Industry Pulse Benchmarking Report for the third quarter of 2012. The purpose of the report is to provide specialty imaging companies with information they can use to compare their business with the broader community.

Marketing is Upbeat as the CMO Council Publishes The State of Marketing 2012

The CMO Council recently published The State of Marketing 2012: A Global and Multi-Regional Marketing Assessment. Findings indicate that marketers are positive as they head into 2013 with confidence in their roles and their business performance. This article highlights some of the report's findings as the New Year approaches.

Who Says Packaging is Not Going Digital?

HP recently announced that Hamburg, Germany, based RAKO Etiketten acquired five new HP Indigo WS6600 digital presses. This large investment caught the attention of Senior Editor Cary Sherburne, who spoke to RAKO about its investment, production platform and strategy moving forward.

Personal Print Job: Today's Web-to-print Automates Artwork Production

Developments in web-to-print are moving the industry toward automated artwork generation, says Sean Smyth of Digital Demand World, the publication for the digital print industry.

Business Development: Riding the New Sales Cycle

Last time, Dr. Joe explained why business development is rising as a critical function in print organizations. The nature of selling is changing just as the nature of print in the communications mix is changing. And no, cold-calling has nothing to do with Winter temperatures.

When Things Go (Sometimes Horribly) Wrong

We have a choice how we react to mistakes/failures. This is an area where we can learn from the technology startup world. Mistakes are learning events; sometimes very expensive but invaluable learning opportunities which should be analyzed to get everything you can out of them. Learning from mistakes requires you to remove the moral mindset to your reaction and replace it with an economic mindset.

Transforming and Automating Workflows: A Critical Success Factor

This new series by David L. Zwang focuses on the processes and products that can lead to the transformation of your current workflows and business to prepare you for the new challenges ahead. With this introductory article, David lays out the business drivers and some of the series topics. As the print industry and the marketplace as a whole continue their digital evolution, business process transformation becomes an increasingly critical success factor.

Social Media: The "Wild West" of the Marketing Opportunity (Part 2)

The rationale for adding social media services is very compelling. It's the new word-of-mouth machine that drives customer perceptions and purchasing decisions. This article outlines just a few examples of the new social media services that today's marketing service providers are offering to their customers.

Applications that Stick: Magnetic Media

New developments, and at least one new system, are opening up magnetic media to entire new applications for small- and wide-format printers and installers. Vehicle graphics is one burgeoning field, as is magnetic signage, and even entire wall coverings.

Zumbox Taking Digital Postal Mail to the Next Level

Zumbox, a digital postal mail service, recently announced that Chuck Teller, formerly of CatalogChoice.org and TrustedID, has joined the company with the objective of identifying new industries that can be served by digital postal mail and broadening the range of mail (documents) recipients can migrate to digital-only. Here's what he had to say to Senior Editor Cary Sherburne.

Many Different Paths To Success

As companies look for ways to grow the digital printing portion of their business, they're finding multiple options. And this is great news. Every company is different. Not every company that adopts digital printing needs to become a marketing solutions provider.

King Printing: An American Success Story

WhatTheyThink's Senior Editor Cary Sherburne had the opportunity to visit Boston-based King Printing Co., Inc. recently and found an amazingly efficient manufacturing operation with a great family story behind it.

Top-Flight Industry Professionals Gear up for Hunkeler Innovationdays

Hunkeler Innovationdays has become a tradition in the digital printing world. The organizers promise an even more exciting event in 2013, with visitors able to see live demonstrations of an impressive line-up of end-to-end multivendor digital solutions. The WhatTheyThink video team will be there to capture the action. Read more.

Social Media: The "Wild West" of the Marketing Opportunity (Part 1)

Although social media is clearly a vast space of infinite possibility for marketers and service providers, it is largely misunderstood, untapped, and unknown. Fortunately, there are great benefits for print service providers who can pioneer this area. This article explores the ways in which service providers are leveraging social networks to promote their businesses.

Managing Your Team of Business Developers

Effectively managing a team of sales professionals requires a well thought out and designed structure. Once your management system(s) are in place and the key performance indicators (KPI) are defined and communicated, management can focus on managing the system and coaching the people. Your goal should be to optimize the performance of each individual.

Business Development Is Not a Sales Lead Qualification Process

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.

Commentary & Analysis

Insight You Need. Analysis You Trust.