Increase Sales Through Marketing Webinar Series Continues Nov. 5 with 'Executive Selling, Peer-to-Peer'
By now, you're probably familiar with Alex Goldfayn's live, interactive webinars focused on increasing your sales through powerful marketing. Each webinar is free to PSDA members and features rich learning material, interaction, questions and periodic role plays among you, your peers and colleagues, and Goldfayn.
The webinar series is titled How to Grow Sales with Marketing because its entire purpose is to grow your business.
The next webinar in this series, Executive Selling, Peer-to-Peer, takes place Nov. 5 at noon ET / 11 a.m. CT / 10 a.m. MT / 9 a.m. PT.
The best relationships and biggest deals come from executive relationships. That is, between owners, GMs, VPs and their corresponding peers on the client side. This webinar will teach you how to go about establishing, building and nurturing these relationships, as well as turning them into high-revenue projects.
Read more and register.
Save the Date: PSDA's 2014 CEO Summit
The 2014 CEO Summit will take place Feb. 10-12, 2014, at the Hyatt Regency Coconut Point in Bonita Springs, Fla. This annual event brings together member company owners and executives for two days of learning, networking and idea sharing. Please mark your calendar and prepare to join us.
Registration will launch soon and program details will be available in the coming months.
"The opportunity to collaborate with some of the most successful people in our industry keeps me coming back. The topics discussed and materials presented all focused on how the challenges in our business can be turned into real opportunity. Attendance at this conference is more important now than ever."
– Karl Heerdegen, The Northstar Group Inc.
"The CEO Summit is characterized by great thinking about our collective businesses. Whether it is informal encounters during ample networking breaks or very high-quality presentations from people we might not otherwise access, the program is top-shelf. All the speakers and attendees were happy to share their perspectives. Our 'takeaways' from the conference are extremely valuable and are being implemented. The personnel insights alone from our PSDA service partner were worth the price of admission."
– Greg Board, DocuMedia Group
CFC Print Solutions Relocates, Triples Building Size
PSDA member CFC Print Solutions, of Grand Prairie, Texas, recently relocated its national print facility to a new, state-of-the-art, 42,000-square-foot building nearly tripling in size its previous square footage.
“We've grown incredibly over the past five years and are now processing 1,000-plus small quantity orders per week,” said Tommy Gillis, managing member and senior partner at CFC Print Solutions. “We had to make the move to a larger facility in order to realize continued growth and maintain service. The new facility will allow us to expand our digital footprint and add new equipment to our production room. We are committed to developing new cutting-edge services and products for our customers; this facility will allow that to happen.”
CFC Print Solutions was recognized by Inc. magazine in 2012 as one of the 500 fastest growing independently owned companies in the United States — and the only printing company to make the prestigious list in 2012.
Ennis Signs Agreement to Acquire Folder Express
PSDA member Ennis, Inc., recently executed a definitive agreement to acquire the assets of Folder Express from Wright Printing Company of Omaha, Neb. The closing is subject to the completion of normal pre-closing items. Folder Express will continue to operate at its current location in Omaha, Neb.
The business generated approximately $20 million a year in sales during the most recent calendar year and will continue to operate under the Folder Express brand name.
Keith Walters, chairman, CEO and president of Ennis, commented: “We are very pleased to add Folder Express to the Ennis family of brands. With our other folder operations in Michigan and California, this expands our geographic presence as well as significantly [increases] our sales in folder products. Although these products are sold through our normal sales channel of independent distributors, Folder Express' go-to-market strategy is differentiated from our other folder operations, bringing many new customers. Overall, we feel very excited to bring the Folder Express brand to our existing distributor channel while delivering Folder Express customers access to the entire Ennis network.”
WebbMason Launches Cross-Channel Marketing Automation Platform
PSDA member WebbMason, an integrated marketing solutions and services company headquartered in suburban Baltimore, recently introduced MarketingBench 2.0, a marketing automation solution for the creation, sourcing, deployment and measurement of integrated marketing programs. MarketingBench 2.0 fills a void in first-generation marketing automation products: the ability to centrally manage print collateral, promotional items and event promotion in addition to digital marketing. MarketingBench 2.0 is delivered as a software-as-a-service (SaaS) application for easy deployment and rapid scalability.
MarketingBench 2.0 is ideal for complex marketing ecosystems such as franchise operations, retail chains, field marketing organizations and partner marketing programs where ensuring timely fulfillment and brand consistency can be challenging. Cross-channel marketing is also essential to certain regulated industries such as health care and financial services where printed materials are required or highly desirable.
“The central principle of cross-channel marketing is engaging the customer through the right channel at the right time. First generation marketing automation solutions focus on digital channels — mainly email and social. MarketingBench 2.0 is truly multichannel and cross-channel,” said Doug Traxler, chief development officer and executive vice president of sales and marketing for WebbMason. “MarketingBench 2.0 automates the integration of physical marketing programs and assets such as direct mail, brochures and point-of-purchase displays, and digital marketing into a unified campaign.”
Two Sides US Announces Eco-graphic Challenge Winner
PSDA partner Two Sides U.S. recently announced that Lynette Maymi, a 34-year-old self-employed design professional from Pompano Beach, Fla., is the winner of the Two Sides Eco-graphic Challenge. The contest was initiated to develop an engaging infographic that clearly presents facts about the sustainability of print and paper. Maymi was awarded the $2,500 grand prize and will be acknowledged in all published versions of the eco-graphic.
“Two Sides reached out to the country's most creative talent to help us promote the sustainability of print and paper in a way that's fun and easy to understand, and Lynette certainly delivered,” said Two Sides US President Phil Riebel. “She created an ‘eco-graphic' that helps correct common misperceptions about the sustainability of printed communications, like the ones perpetuated by misleading environmental marketing claims that urge people to go paperless to protect the environment. We couldn't be more thrilled with her work.”
"I've always had an obsession with paper, so it was exciting to be able to illustrate the positive environmental practices of the paper industry,” she said. “As a new mom, environmental responsibility is an important subject to me. And helping people, especially students, receive accurate information is equally important. I am quite honored to have my design chosen by Two Sides to represent the facts and help bust some myths!"
A PDF version of the eco-graphic can be downloaded from the Two Sides US website.
Xeikon Installs Digital Press in Mexico
PSDA member Xeikon recently installed the latest Xeikon 3030 digital press at Cintas y Especialidades Impresas (CEI) in Mexico. Decisive arguments in the decision-making process were high quality, constant production speed and the capability to meet new customer and market requirements.
“At CEI, superb quality refers to 2400x3600 dpi print resolution, high light fastness, unique one-pass opaque white, FDA compliance for use with food, extensive use of color control and color management, all the way up to the use of several security features inside the labels. The digital technology has to match and preferably beat the conventional quality. That's what our Xeikon 3030 does,” said Jesus Ramirez, owner of CEI in Mexico.
CEI needed a full rotary printing solution constantly delivering high productivity independent of either the number of colors or the repeat length of the job. Their digital press had to at least match the company's conventional presses in terms of quality in order to make sense as an investment. Ramirez and his team found what they were looking for in the Xeikon 3030.
Unlike other digital presses, the Xeikon label production solution does not require either pre-coating of the standard substrates or selecting pre-coated hence more expensive materials. That is a straighforward benefit in times of cost reduction. It also broadens sourcing options, again improving cost efficiency.
WhatTheyThink (09/24/13) Weymans, Filip
The formula of longer print runs adding up to better prices is losing favor in the label printing sector, as a change in market requirements supports a wide spectrum of products increasingly customized to specific needs, said Xeikon's Filip Weymans. Online retailing has spawned a new market where customers expect a visually alluring product produced in low numbers and delivered quickly. For label printers, this entails the challenge of producing a higher number of different labels in shorter print runs without adding to the cost. New automation innovations can enhance the workflow, help reduce costs and enable new services.
A digital printing solution facilitates automation of the production process and boosts efficiency by merging the capabilities of the Internet with digital production methods, Weymans said. "The solution starts with a website interface where the print jobs and their specifications are collected and assigned," he said. "The next two components on the workflow chain are represented by a digital front-end which uses the job data to control a sophisticated digital printer and software." Employment of these features allows a printer to use the imposed labels to produce the profiles for the cutting contour onto a laser cutting system. "Finally, a digital label printer prints the labels in whatever format, shape and quantity are required onto a wide variety of self-adhesive materials," Weymans said. "A digitally controlled laser cutting system then finishes the production process."
Upon completion of preliminary information-gathering for a print job, the uploaded and approved labels are sorted according to size and material and then sent automatically to the front end. The new production job is automatically saved at this point, and then the printer verifies and finalizes the order with the client. "Then each individual label is 'ripped' (copied) and a printable bitmap file is generated for every label," Weymans said. "All the labels are now imposed onto a previously determined imposition layout. The aim is to organize the labels optimally, based on the material, to minimize substrate waste. Finally the print job is transmitted to a digital printing press which prints the labels."
MyPrintResource (10/01/13) Steele, Jeffrey
A growing market for shorter run lengths, increased need for differentiation via fragmentation, a push for reducing costs in printing and an increase in the use of digital print processes are affecting offset printing, said Roland Ortbach of manroland web systems. Despite these pressures, offset technology is difficult to match in terms of volume, cost to print, inline added value and flexibility. "The future looks good for offset, as it does for digital and, to some extent, for gravure," Ortbach said. Eastman Kodak's Brad Kruchten said the bulk of printed pages are still offset and will be for the foreseeable future. "We have such a large infrastructure built in the printing industry, success with new technologies will depend on how well they integrate with offset, as opposed to replacing offset," he said.
Ortbach said manroland has performance-sized its presses to fulfill market needs for less focus on high volume and more concentration on makeready, time reduction, flexibility and waste reduction and automation. "Due to the continuing lack of qualified press operators in many parts of the world, including the United States, we have automated many of the process steps in the press," he said. Manroland has continued to seek ways of cutting waste and boosting throughput through the use of smart systems and automation, Ortbach said. The company also has devised a digital finishing equipment line for the book publication and commercial markets in response to less demand for offset technology.
Ortbach said while electronic media is causing offset print to lose some market share, packaging is not an area marked by such erosion. "I think there will be very exciting opportunities and increased demand for packaging, for both high volume and specialty sides of that business," he said. "Printers who have fairly recent equipment say, 'Where else can I use my equipment?' Those who can modify their equipment at little expense are looking seriously at getting into this market, to make up for shrinking volumes in other markets."
Looking ahead, Kodak's Rich Rindo said offset print will need to distinguish itself in color and guarantee the process is as sustainable as possible. "The other part is that the offset printing press itself needs to be sustainable or environmentally friendly," he said. "We are focusing on what we can do to reduce the environmental impact of the prepress process, particularly in the preparation of the plate. We have had a breakthrough in the area of process-free offset plate."
Wide-Format Goes Mainstream at Print 13
WhatTheyThink (09/20/13) Romano, Richard
The Print 13 event was an opportunity for new wide-format printing technologies to be showcased. New wide-format products debuting at Print 13 included Canon Solutions America's Oce ColorWave 900, which features a print resolution of 1600 dpi and a delivery of 3.4 billion 1.2-picoliter ink droplets per second, for a quoted maximum output speed of 1,100 m2/hr.
Also making its U.S. debut at Print 13 was Hewlett-Packard's Latex 3000, a versatile industrial-scale 126-inch-wide high-volume printer, as well as the HP Designjet Z5400 PostScript ePrinter. The Z5400 is a two-roll, 44-inch-wide device designed for copy shops and small quick printers who need to print posters, photos, canvases, backlit prints, indoor signs, POS/POP displays, line drawings and maps. The device also boasts HP's Multi-Dimensional Smart Drop Placement Technology, which offers higher levels of color accuracy, allowing print service providers to accommodate customers who say "we want it amazing and we want it now," said Brandon Harrop with Express Imaging of Utah.
Other offerings besides the ColorWave 900 were promoted by several manufacturers as leveraging Memjet technology. Xante premiered its Excelagraphix 4200P, a digital package solution that is perfect for printing on foam and corrugated materials as a complement to a flexographic press. The 42-inch-wide printer prints up to 12 inches per second on media up to half an inch thick, and also is being advertised as ideal for variable-data printing. Meanwhile, Reprographic Technology's Vortex 4200 is a 42-inch Memjet-based inkjet printer that can print at speeds of up to 12 inches per second, or up to 9,168 square feet per hour. Applications the product is designed for include CAD, AEC, GIS and POS graphics.
Postmaster General Said USPS in Midst of Financial Disaster
Multichannel Merchant (09/19/13)
The U.S. Postal Service needs greater flexibility across its businesses in order to return to profitability and remain financially sustainable, according to Postmaster General Patrick Donahoe. He recently told the Senate Committee on Homeland Security and Governmental Affairs that the Postal Service is in the midst of financial disaster. Donahoe called for legislation that would allow the Postal Service to move with speed and flexibility in the mailing and shipping marketplace and help it close a $20 billion budget gap by 2017. The Postal Service is at the point of considering price increases above the rate of inflation, he said. Donahoe said that the flexibility Congress gave the Postal Service in 2006 to better compete in the package delivery business worked, and he said that similar flexibility in other areas could lead to rapid growth as well. Moreover, he said the Postal Service's Five-Year Business Plan has achieved some great results, especially in consolidation of mail processing facilities, elimination of delivery routes, optimization of the retail network and generation of new revenue in the package business.
Digital Press Market Set for Big Growth
Labels & Labeling (09/13/13)
A new InfoTrends study said next-generation digital presses and brand owner trends will drive significant growth in the digital press market up to 2017. According to the study, label and packaging converters worldwide spent $201 million on new color digital label and packaging (CDLP) printing presses, and a 17.7 percent compound annual growth rate in digital press revenues is anticipated between 2012 and 2017.
A key feature of InfoTrends' projection is the advent of a new generation of higher-capacity CDLP presses, beginning in late 2013. Among these models will be B2 format presses with a wider web width than current color digital presses, and models designed to print packaging instead of only labels.
"Thanks to new equipment by HP Indigo, Fuji, Konica Minolta, Screen, Xeikon and others, color digital printing is about to become a more common tool for converting folding cartons and even flexible packaging," said InfoTrends' Bob Leahey. He said there are three megatrends expected to uphold the expansion of the CDLP press market. Target marketing, lean manufacturing and sustainability will all play a role in increasing use of digital printing in the packaging and label markets.
Forget 3-D Printing: Here Comes 4-D
Inc.com (09/09/13) Sherman, Erik
The world of manufacturing is starting to receive a jolt from 3-D printing, which is being used in prototyping and short-run products. The technology uses plastics, resins and even metal to create objects and parts, with electronic design files serving as the molds. However, a new version of the technology is being pursued in the laboratory, such as MIT's Self-Assembly Lab, and has drawn the interest of 3-D printer manufacturer Stratasys and old-line CAD vendor Autodesk. Combining 3-D printing with self-assembly technologies to create items flexibly, 4-D printing involves printing out a part and then watching it pull itself together. The new printing technology could potentially reduce the amount of labor needed in making products and perhaps the amount of time. Nonetheless, it is too early to determine what 4-D printing will mean for product design and businesses. Much more work and experimenting will be needed to understand the new technology, even when it is more developed.
MyPrintResource (09/23/13) Whitcher, Joann
Cross media or channel marketing requires appropriate management, planning, staff and technology if it is to yield success, and Steve McPhee with EFI's Online Print Solutions said the ability to offer full cross media solutions — direct mail, Quick Response Codes, email — is more or less a requirement now. "But a lot of printers try and then give up," he said. "They don't have the internal focus or the sales staff to do it effectively." EFI works with printers to help them understand cross media and how to sell it so that its clients succeed.
Navigating the internal dynamics of a large corporation can be a challenging proposition for traditional or novice print service providers. Essential for both the PSP and the customer he/she hopes to land is how the cross media campaign will be managed within the client's organization, and "who owns what, how monies are moved around and how these decisions are going to be made," said Luke Heffron with SG360º. Successful cross media campaigns require participation from the chief marketing officer, who should ideally function as the point person.
SG360º follows a two-step process to ensure a successful campaign. The first step is the establishment of a baseline of communications that shows where the client is and how they are using the different platforms. The second step involves plotting out a strategy for getting the client to where he wants to be. "The technology is getting there, but what's missing is how prepared the organizations are to execute the multi-platform strategy," Heffron said.
There is an opportunity for PSPs to exploit inherent in their clients' lack of preparedness, as their expert status would enable them to become the client's partner. "Data is the biggest part of any campaign; it's critical that PSPs understand the different parts of data," McPhee said. Ricoh's John Fulena said PSPs must follow a strategy "to track, analyze and report on campaigns back to the end user; this is where workflow with verification and automated document factories play an important role. Tracking digital content and being able to report on hit ratios and opened/read rates is also important."