April 7, 2006. Lexington, KY. -- In an exclusive free Webinar hosted by WhatTheyThink.com, the printing industry's leading source of news and information, WhatTheyThink Senior Editor Cary Sherburne conducted an educational briefing on the added value fulfillment services can bring to a printing business. Sherburne was joined by Eric Rountree, VP of Operations, New London Communications; and Dean Hanisko, CTO, Great Lakes Integrated, who both have implemented successful and profitable fulfillment services to augment their printing businesses. In a round-table format, Rountree and Hanisko shared their real-world results relative to fulfillment services. Nearly 200 senior printing executives from around the world registered for this event, which was sponsored by EFI. The audio of the Webinar and PDF of the presentation are available online at WhatTheyThink.com.
“The National Association of Printing Leadership, NAPL, says that commercial printers' delivery of value-added services, as a percentage of sales, will double in the next five years,” said Sherburne. “And consulting firm InfoTrends delineates the total—and often hidden—cost to the enterprise of printing. Often, as printers, we fail to think about what the enterprise does with the goods that we print and that means that we can miss the opportunity to capture some of that spend in the form of value added services. Warehousing and archiving, and fulfillment and distribution, account for a significant portion of those costs, and in fact, are more than double the cost of the printing itself. That is exactly why fulfillment services offers such a tremendous business growth opportunity.”
Both Hanisko and Rountree reported that about 19% of their total revenues were generated by fulfillment services, but about 40% of their revenues consist of the total revenue derived as a result of jobs they were able to bring in house because they offered fulfillment services. Rountree said, “By selling our fulfillment services capabilities, we are able to draw in significant additional business, including printing, without the need to focus heavily on the cost per piece of printed material.” Hanisko adds, “Fulfillment services not only pull through revenue for other parts of the business, but because our contracts generally extend for 36 months, this program-based work helps us ensure a stable revenue stream with fewer peaks and valleys.”
Both companies are growing at rates well above the industry average and have leveraged fulfillment services to build longer-term relationships with their customers.
Watch for more WhatTheyThink educational webinars through the balance of the year. A new webinar series hosted by www.OnDemandJournal.com will feature two April sessions:
? April 19, 2006: Creating a Winning VDP Workflow, sponsored by XMPie
? April 26, 2006: Reinventing Your Business with a Digital Workflow, sponsored by Presstek
All WhatTheyThink and OnDemandJournal webinars are scheduled for 2:00 PM Eastern.
EFI (www.efi.com) is the world leader in digital imaging and print management solutions for commercial and enterprise printing. EFI's award-winning technologies offer document management tools from creation to print, including high fidelity color and black and white Fiery print servers that can output up to 2000 ppm; VUTEk superwide format printing; powerful production workflow and print management information software solutions for increased performance and cost efficiency; and an array of business-critical enterprise and mobile printing solutions. EFI maintains 22 offices worldwide.
WhatTheyThink.com is the print and publishing industry's leading online community. The company offers a mixture of free and subscription-based content for industry executives. Additionally, WhatTheyThink.com provides a robust content syndication program serving related web sites.
About Cary Sherburne
Cary Sherburne is a well-known journalist, author and strategic marketing consultant working primarily with the printing and publishing industry. Prior to launching her consulting practice, Ms. Sherburne was the Vice President of Marketing Communications and Outsourcing Solutions at IKON Office Solutions. Her tenure in the printing and publishing industry has also included sales, marketing and management roles at InfoTrends/CAP Ventures, Xerox Corporation, Indigo America and Bitstream. She is a frequent speaker at industry events, a regular contributor to WhatTheyThink.com and has written three books, available through the National Association for Printing Leadership (www.napl.org). Sherburne can be reached at [email protected]