NAPLBizBuzz

TMC: Stop Time

It's keynote time. All things come to an end, and TMC 08 ends with Marshall Goldsmith, a keynoter back by popular demand. He's addressing industry leaders on, guess what, leadership. One of his key coaching techniques to teach leaders not what to do -- but what to stop. He picked it up from Peter Drucker.

One thought was on the quality of ideas versus commitment to making them succeed. Smart CEOs try to keep making things better, but sometimes by improving a person's idea by 5% can decrease his or her personal commitment to implementing the idea by double digits. Why? Because they don't look at it as their idea any more!

Print leaders come to TMC to share ideas, find some new things to do, and to Goldsmith's point, also stop some things. It's time to think and decide what works and what doesn't. What works for you?  And if it's several things, don't worry. Goldsmith recommends improving just one thing at a time. It's more than enough and usually makes a huge enough difference.

-- Rhona Bronson

TMC: Best Practices

Practice makes perfect. It can get you to Carnegie Hall and it can get you print customers. TMC is starting to wrap up with an overview by three printers on best practices, which by definition, don't happen overnight, but with alot of dedication and-- well, practice.

Rick Schildgen, CL Graphics (Crystal Lake, IL), uses consistent marketing to stay front of mind with customers.  As a result they tend to think the company's larger than it is, which doesn't hurt. One of his key tools is an annual "wow" package as well as monthly update written by him to clients.  In his updatek, he even writes about going to conferences like TMC, because customers like to know that he's staying up-to-date.

Bill Woods, Jr., EPI Companies (Kennesawk, GA), says his role as CEO is really to be chief cheerleader. He says it's his favorite role. Employees get caught up in fighting fires, but as the face of the company, he feels it's his job to show perspective and let them know that regardless of all the daily challenges, overall they are doing well.  He calls it "Damn It Control."

Bill Gilmer, Wordsprint (Wytheville, VA), talked about his company's incentive plan. Wordsprint is smaller, entrepreneurial site and he concentrates alot on sales. He doesn't look at labor as a variable expense. Like the tides, he's the gravitational pull for the numbers.  If he's out selling, guess what?  All sales efforts rise.

Other cool ideas:

1. Schildgen has a key supplier program and takes his suppliers to lunch, not the other way around.
2. Gilmer went out every afternoon in '06 to see customers. He says you get what you focus on and he focused on sales and  it grew by more than 20%.
3. Schildgen believes in giving back.  He looks to give 1% of sales to community service, some through in-kind services. He specializes in nonprofit markets and having a good heart helps endear him to them.

-- Rhona Bronson

TMC: Green Sales

You can spend an hour with Larissa Crum at TMC, or days with her at Management Institute in August.  One hour will convince you to spend the time with her in DC this summer.  But, here's the one hour gist, or at least a 2 minute piece of it.

There's no difference between sales management and going green. Why?  Sales responsibility is no different than any other type of responsible management.  The key issues are sustainability, chemistry, and knowing the landscape. Sales Stewardship so to speak.

1. Chemistry:  Your clients have got to like you. The chemistry has to be good.
2. Landscaping:  You can't be on a client's team if you don't understand their landscape (or playing field). Don't sell them shade plants (even if they have a shady spot) for their sunny patio particularly if they're planning a big garden party this weekend. In print terms: The client doesn't need a digital sales person, a fulfillment rep, and a database guru. They need one point person (the contractor) who can then bring in the specific team experts as needed.
3. Coaching:  A sales team like a sports team has star players. You can treat your players equitably or fairly. Larissa recommends fair over equitable. After all, would you pay the same for Eli Manning (NY Giants) as John Beck (Miami Dolphins)? If you wouldn't for a quarterback in football, why would you for a sales rep in printing?

Sales, by definition, is supposed to bring in revenue and profits, so if that isn't a green initiative, what is?

-- Rhona Bronson

TMC: W2P Biz Models

There's an ongoing controversy about the success of W2Print technology to gross sales or increased profitability.  Some claim that it increases sales and profitability. Others say no. The issue is really the biz model.  Some are simply procurement models which allows people another tool to order. But that doesn't necessarily result in either plus sales or profits.

Biz models that contain solutions to overcome pain points are the best way to increase sales and profits.

-- Howie Fenton

TMC: Marketing Games

CMOs, chief marketing officers,  average very short career spans.  So, if printers think they have problems marketing, imagine the life of a marketing person!  One has to wonder if CMOs can't seem to get it right or find career stability, how can printing sales reps?

According to Peter Winters of The Winters Group, that's exactly what's supposed to happen.  In his session "Big Ticket Selling to the CMO" he advises printers to become marketing partners and discover where a client fits on the Big Marketing gameboard before trying to sell him or her anything.

The takeaway is that in today's world clients such a bank executives, publishers, and others are facing their own challenges and don't know where to turn. Winters suggests that you make the sales call and put yourself in the chain but not by providing solutions -- at least not at first.  Rather than boast about your great applications (read VDP,PURL or whatever you've got that's hot), first find out the marketing problem the client's facing.  Only then do you even have a chance at being part of the solution, preferably longer-term.

P.S. I've been the Marketing head of a publishing operation. In 10 years (apparently a long, and hardy marketing career), a few printers did try to call on me.  Mostly, I'd refer them to Purchasing or our Ad Agency because I wasn't buying printing.  I was buying media reach.  Our agency was buying the brochures. Well, I guess that was Winters point afterall.  Don't sell what the CMO isn't buying.

You can't be in the game if you don't know what game the CMO is playing, or what's considered a home run for the CMO with his or her superiors.  For too many CMOs the game's over fast and printers never even get a chance to be considered part of the team.

-- Rhona Bronson

TMC: VDP

In an earlier seminar, Thomas Carroll of RR Donnelley noted that he thinks the printing industry has doctors beat in terms of acronyms. VDP is one of them.

InfoTrends' Barb Pellow led a panel that included:

Steve Ebanks – Partner, Xerographic Digital Printing, Orlando, FL

Tom Mercier – President/CEO, Bloomington Offset Process Inc., Bloomington, IL

Walter Payne – President, Image/Mark Business Services, Gastonia, NC

There are as many questions as answers, but InfoTrends is reporting that companies with digital platforms are averaging healthy annual revenue growth. Some key points that came out of it:

1. Judgment is required – by client and campaign – as to whether discretely charge for all services or use some activities (particularly the first out-of-the-box effort) as loss leaders. None of the three, specifically, yet charge for data archiving.
2. Sales involves calling on marketing or brand management. Often marketing departments are not fully aware or informed of 1-to-1 or on demand print collateral capabilities.
3. It's now a requirement for printers aka marketing service providers to cultivate and research the customer vertical industry requirements to the point of attending association meetings where the marketers and professionals gather.
4. Problem solving usually extends to fulfillment and mailing. Mailing implies inhouse Postal expertise. Client databases are rough and require hygiene, cleaning up, especially at first. Client education can include regular attendance at sales meetings, internal training aids and tools to make adoption (particularly by retailers or field sales people) easy and susceptible of enthusiastic reception.

Bob Whitton -- Research & Engineering Council of NAPL

TMC: At Will or At Risk

Afternoon breakout sessions were packed full, which is quite a testament to the pull of a TMC topic after two days and after-lunch.  I sat in one on employment law, and the conversation was lively, to the point, and helpful.

Here's one tidbit:  At -will employment only works for anyone not in a protected category of any sort. Since many employees are either over 40, belong to a minority, or have even a "perceived" rather than real disability, At -will may not be viable at all.

If you need employment advice, NAPL has contracted with Fox Rothschild (Philadelphia, PA) for free labor and employee relations phone consultation for members only.  It's not unlimited, but it can point you in the right direction. For more info, call Melanie Martin-Iuso at NAPL 1-800-642-6275, ext 6318.

-- Rhona Bronson

TMC: Phone Philosophy

Do you remember the old phone marketing campaign "Reach out and touch someone"?  Turns out they were ahead of their time.  According to Jim Mikol, Executive Vice President of Leo Burnett ad agency (Chicago,IL), touchpoints are the KEY measurement tool for ad agencies, marketing campaigns and print.

Clients are looking for ROI every which way but up, and just giving out deliverability rates, drop percentages, households reached doesn't cut it any more.  The key is ACTION. Do you, the services you provide, the products you produce inspire your client's customers to take action?  Only then do you have a satisfied customer of your own.

How does a littler guy do it?  That was one of the questions from the audience. The answer?  Get partners. Talk to clients and get clear on the action they want. Find the services you need to expand your offering to client.

-- Rhona Bronson

TMC: Culture Club

Every organization has a culture... what's yours? Is it a "Bobby Knight" culture with intense competition, loud admonishments and lashings in the public square, or is it more of a Jim Collins culture, where your people are your greatest asset and development and success go hand in hand? Have you identified and measured your culture lately? If not, the Organizational Culture Inventory is the way to go. This handy tool will tell you where you're at and what you need to do to improve your culture. You may be surprised by what you find. Contact me; I'll get you culturized!

-- Susan Reif  sreif@napl.org

TMC: War-ring Generations

Cary Grant is alive and well and masquerading around as RR Donnelley's Thomas Carroll. And, like Cary Grant, Carroll (who's thinner, but just as engaging) gets his message across with humor and a dash of debonair. What's his message?  If you want to attract and keep your employees, speak to them in their language, which is defined by their generation.

Since most printing company owners are either Traditionalists (WW II and Korea influenced) or Boomers (Vietnam influenced), they need to understand how GenX'ers and Millennials talk (Gulf War and 9-11 influenced). Carroll tells how he banned cell phones in the pressroom and likely put an entire generation of employees into dis-connect, but he knows enough about them to find other ways to attract and keep today's newest employees.

Want to keep a young employee longer than (OMG) 3 years?  Make them feel safe, wanted, connected and provide lots of life experiences.  After all, they're the kids of helicopter parents. They expect you to look out for them. 

-- Rhona Bronson

Going Green

Years ago, when we were all younger, Kermit the Frog lamented that it's difficult being green.  Today, Kermit wouldn't be so lonely, as he'd find alot of green company in the printing industry.  At TMC, three very different printers from very different regions discussed how they are being green. 

Warren Werbitt of Pazazz Printing (St.-Laurent, QC, Canada) and recently of You Tube fame, talked about the Marketing implications.  By having a full time marketing person on staff he got the attention of the local news.  Even though he wasn't the first in his area to be FSC certified, everyone believes he was and recognizes him as a green leader. Why?  Because he's the only one who has been featured in the news!

Speaking of marketing, you often hear about the 4Ps of marketing.  But, have you heard about the 3 P's of Being Green?  According to Russ Schoenherr of Lake County Press (Waukegan,IL) they are: Paper, Power and the Pressroom.

Howie Swerdloff of Sandy Alexander (Clifton, NJ) proved that New Jersey doesn't deserve its Soprano and Turnpike reputation as the company is one of the state's and nation's leaders in environmental compliance, having achieved ISO certification. 

But, even if you've made strides in Going Green, 2009 will present challenges.  Certification standards are changing, so make sure you're aware of what they're going to be.

-- Rhona Bronson

Managing Business Blood Pressure

If you ask Andy Paparozzi, NAPL's chief economist, what he thinks are the most valuable numbers in the industry, he'll likely respond "Performance Indicators."  But, if you don't trust an economist, and so few people do these days, how's about a peer printer?

Chuck Kinzer of Omaha Print (Omaha, NE) addressed the TMC group about how performance indicators let his company figure out where they stood relative to industry leaders and, at first, the picture wasn't the prettiest.  Even in years where they saw 10% sales growth, profitability suffered. The question was why.  Performance Indicators gave him the answer.

What are they?  In short, a series of measurements that lets company owner monitor their progress consistently over time. Within 2 years -- from 2005 to 2007 -- Omaha checked their numbers, shared them with employees and (lo and behold) saw the numbers rise. Not just any numbers -- the ones that mattered for the company's bottom line.

Want to learn more?  The best resource is Andy Paparozzi or Joe Vincenzino.  Check out their blog at www.naplbiztrends.org.  And, take any chance you get to interact with either of them.  It's no surprise that the feedback forms on Andy's speech came in quick and early and on a scale of 1-5, Andy got a bunch of tens!

-- Rhona Bronson

TMC: Is the Sky Falling?

How can printers discuss what to do in the coming year, without first taking a cold, hard look at reality?  That's why TMC opened with a compelling review of the State of the Industry by Andy Paparozzi, NAPL's Chief Economist. The picture wasn't pretty, but it wasn't all bleak either.  As Andy asked:  "Is the Sky Falling? "  And his answer was that though there's lots of blame to go around -- from The Fed to Moody's and everyone in between -- it's not yet Chicken Little time.

Here's what time it is:  Time to play Offense, not Defense.  Could it be that Andy comes from NAPL President's home state of NJ and is also reeling from the recent NY Giants win of the Superbowl?  No, Andy's not the sports fan Joe is.  Instead, Andy's been doing what Andy does -- seriously surveying the industry nationwide, and this is what he's found...

In every region and every printing business size category, the economy is the biggest concern.  This is the first time since Black Monday 1987 -- the first time in 21 years! -- that data has shown this broad concern throughout all sectors of the industry.  Here's what else he found:  Most printers are still playing defense not offense.  Perhaps there's a lesson here from our football Giants afterall.

-- Rhona Bronson

TMC: Do Not Mail

Ben Cooper of Williams & Jenson (Washington, DC) addressed the NAPL Board this morning on Do Not Mail issues.   It's easy to go glassy-eyed on legislative updates from Mail Moves America, but when you hear Ben talk, you quickly get a sense of the magnitude of the issue.  State by state, various advocacy and special interest groups are mobilizing to pass Do Not Mail legislation.  Think the problem is going away?  Think Ben's group is overreacting?  Think about this:

According to Cooper, in excess of 90% of consumers say they are in favor of Do Not Mail legislation.  Then, when educated about the broader ramifications of the pending laws, guess what?  90% are still in favor of the legislation. 

Cooper notes that 47% of everything printers print goes through the mail.  How would you feel if 47% of your business suddenly disappeared?  It's what happened to telemarketing centers, and consumers are happy with the results.  They have no reason to believe they'd be any more unhappy with results from Do Not Mail laws. 

Here's a rub:  If the laws pass, guess what's exempted?  Political advertising and nonprofit solicitations!  Gives special meaning to Pork or Special Interests, wouldn't ya say?  Long ago, people stopped trying to sell the Brooklyn Bridge, but there's still a bridge in Alaska I hear's for sale. Interested?  We'll be able to send you some mail about it, but not the next Patagonia catalog for dressing for success in Juno.

-- Rhona Bronson

TMC: Welcome Reception

TMC starts tonight with the First Timer, New Member and Welcoming receptions. The NAPL staff have been on site for a few days getting set up for all attendees.  As usual, the setup is flawless and the on-site team make it seem easy, but the conference has been a full year in preparation. As with everything else in life, if it looks flawless it took hours of practice and attention beforehand to make it so.

This morning the NAPL Board of Directors met and what an impressive bunch!  They are a diverse, involved and sharp group of industry leaders. They bring different points of view to the table, but here's one thing they seem to agree on:  The best way to learn is to hang out and get inspired by successful people.  TMC is one of the best places to do that, but the Board realizes that not everyone is inclined or can take the time and expense to come out to Orlando.  So, the question they are asking themselves is how to best facilitate involvement for everyone?  How can we best bring the NAPL experience, sense of community, and shared  knowledge base to you in the format you need it?   Let us know.  It's our mission to make it happen.

-- Rhona Bronson

On Demand: MindFireInc, Marketing's Missing Link - Adding Added Value for HP and Canon

I love it when technology's a verb - not a noun - adding real value, and that's what I saw when I stopped by the HP booth and met with Carrie Driscoll, Program Manager for MindFireInc.  While HP and Canon are focused on selling presses, MindFireInc, a strategic partner with both companies, is a solid added-value menu addition for these companies.  Licensing their web-based service (their flagship product is LookWho'sClicking) to printers, ad agencies and marketing firms, MindFireInc is a leading provider of personalized urls (one of the hottest new paths in 1:1 marketing) and VIP landing pages, with solutions that include web-based configuration, tracking, a reporting dashboard for customers, and more. With nearly half the users wanting a response channel online, MindFireInc gives them that.  And what I really liked (and what I think you will too) is how MindFireInc's web-based service can quickly, simply and easily capture customer data, support dialog, and measure results in real time. They're well worth a look at www.mindfireinc.com.

Richard S. Papale

On Demand: This Year's Busy-ness Buzzword - Can You Say "Marketing"?

So it's the last day and I'm preparing in my a.m. war room - a lone table in the corner at one of the On Demand food courts (by the way, can someone save me the Google time and tell me who came up with the name "food court"?).  Boston has been the wonderful walking city it is (only place I can find Wasabi ice cream at J. C Licks on Newbury Street near the Trident Bookstore) and the weather has been kind, if you don't mind a bit of rain and a slap or two of wind.  I used to live here, so that's no big deal to me.  On Demand has been nicely attended - good people traffic - although I don't think it's as well attended by the international community as they hyped. Fudged figures to me but I could be wrong, as my continuous tale of the tape is just an eye view from the aisles.  Presentations and booth conversations have seemingly been dominated by technology and marketing (communications), the latter bridging with existing and new technologies to increase personalization and the relevancy of marketing communications to (monitor, quantify) maximize ROI. The new buzzword is not TransPromo, but seems to be "marketing."  Marketers have been pushing for the limelight and now they seem to have gotten what they've wanted, and now it's their time to step up the game.  This was evident in yesterday's keynotes: "Emerging Technologies and What to Expect in 2008" and "The Changing Marketing Mix: A Marketing Perspective." Top areas where marketers expect to spend in '08 include: email campaign management; CRM; marketing performance measurement; customer intelligence and analytics; search engine marketing; and sales and marketing integration.  With the exception of the last area, it's metrics, metrics, metrics.  Key items: improving your customer db for personalization and using digital, db-driven channels (email, web, contact centers) to get insight into what customers value to be able to execute relevant messaging. But here's a couple of interesting numbers from yesterday's marketing keynote, "...despite interest and increased efforts, 50% of marketers report having fair, poor or little knowledge of customers and 47% rate their companies data integration capabilities as deficient or needing improvement."  Stay tuned in '08 -- to answer the needs of customers, marketers are looking to seize the day (ROI) with new technologies and channels available for the capture of customer info so that they can dialog with "relevance" with individual consumers - creating marketing initiatives that are valued, which will be the way to increase ROI, or what I like to call metrical ROM (return on marketing).  It always was and always will be all about the customer - and two-way (not one- way) messaging, something called dialog, or what we netizens refer to as continuous conversation (relationship building) in a fast and flexible media world, is of max importance.

Richard S. Papale

On Demand: International Flavor and Buzzwords

International Flavor The World Is Flat author Thomas Friedman deliberated on the "networked" world, and On Demand's international delegates are testament to the "connected" world.  International printing delegations from China, Italy, Japan, and Russia (show organizers say that over 60 countries are represented here) are here this week. Senior execs from these different regions are joined with more than 10K printing pros and print service providers in discovering new strategies to find, attract, retain, and grow new business with digital technology. Hope they get a glimpse at NAPL's forthcoming publication, Digital Paths to Profit, which can help them with answers about integrating digital print technology into their workflow....On Demand Buzzwords Here are a few words filling the halls - web-to-print; variable data printing; multichannel marketing (mc is such a 60s retro term in this fast and flexible media world); marketing (spoken of as if it were born yesterday); TransPromo (see today's TransPromo blog entry); and I hear and see content management inserted in a few pockets of literature. Like to hear more about how printers can help publishers and professionals leverage (not manage) content outside of delivery, and while I'm on the topic of delivery, l'd like to hear more about protecting copyrights via e-distribution - that's a signifciant area for all. More to come.

Richard S. Papale

On Demand: Printers Are Breaking Out of the Shackles - Marketing is in the Vocabulary

Marketing.  Printers do understand it; they live it every day, so let's get beyond this, or better yet, maybe you should talk with John Foley, President/CEO of interlinkONE (innovative marketing solutions).  I just did.  While it's very easy to get lost in the tower of babel of the new generation marketing metalanguage (for example, the preceding nine words!), John Foley wouldn't let that happen. Marketing is toooooooo important to him.  And what's iron-clad cool is that John not only really understands marketing and delivers, he undertands the sales timeline, how to shorten it, and how to maximize full profit potential. With 12 years experience, and an impressive customer list, interlinkONE is a software company that provides web-based solutions to help print service providers expand their biz offerings to include a full range of end-to-end personalized marketing services. These folks roll up their sleeves.  I asked John what he thought about On Demand and he said that he's truly excited and encouraged that through the help of industry info disseminators, folks are beginning to understand technology, and it's a wonderful time in the print space to offer greater value and services from people like interlinkONE.  According to John, those who get it, get it, and are really moving forward.  If you're looking to break out of the shackles and increase print fulfillment and volume immediately, which in turn benefits your customers with increased responses, improved lead flow, reduced marketing expenses, and improved sales conversion rates, this may be the guy to call, or send a Dear John email.  He's got a track record of helping companies become marketing service providers.

Richard S. Papale

On Demand: TransPromo Promo...and a bit on Trans and Mobile Devices

There's so much promo about TransPromo that it seems like it's echoing throughout this show.   It's the new buzzword, that's for sure.  At least here.  But it's not really new; it's been around for years (as has the software and printing technology), especially used by credit card and utilities companies.  But it seems to have had a new life pumped into it as the word is running through the aisles of On Demand and within the industry at large.  While it simply means combining and incorporating promo content into transactional docs, what's really new is its potential for targeted messages, where you can get a response rate 20 times greater than a generic message. I visited with Ricoh/IBM (InfoPrint Solutions) and got a wealth of info on cross-selling and up-selling messages on commonly read everyday materials, like receipts, hotel statements, and loyalty program portfolios.  They seem to be at the head of the pack trying to help companies create focused communications. If you're interested, check out InfoPrint.com.  And oh, if you really want to learn something about large companies ridding inserts in favor of TransPromo and about TransPromo opportunity for printers, get on the net and look at what's happening with TransPromo via cross media in the mobile device space.  You'll be pleasantly surprised.

Richard S. Papale

On Demand: Some First Day Key Scribblings in the Margin You Should Know

"Make dust or eat dust." I heard that line awhile back and it couldn't be any truer than it is today. Although cost is always an important metric, as Infotrends reported here, and it's apparent as you weave in and out of the OnDemand booths, many are looking for more effective, multichannel ways to communicate with their prospects and existing customers (see my blog yesterday on Konica Minolta).  As noted in Charlie Pesko's Keynote address, State of the Industry Address: From Megatrends to Microtrends, and sundry supporting Infotrends docs, if service providers are going to keep up with changes in the graphic arts communications market, not only will they have to strive for greater efficiency, more importantly they MUST demonstrate their (industry) knowledge and (marketing) skills. They must extend themselves beyond print services to supply chain management, multichannel communication, and specific vertical markets.  With changes presenting growth opps and challenges to meet market needs, the emerging service opps for PSPs seem to be value-added services (especially mailing and fulfillment whose familiarity loans itself to an easier transition), web-to-print, content management (ah, this one is finally catching up to PSPs and PSPs are catching on to the immense revenue opps here), 1:1 variable data (personalization), and multichannel marketing campaigns (what I spoke of two years ago as building the intent to be able to dynamically message through print, digital and online media, or a relevant combination thereof; today tagged as new generation marketing/publishing - a vital area of product development for PSP's publishing customers).  As noted in presentations and reading here, deployment of these services requires major transformation of the business model, organization structure, and skillsets of service providers - something I consistently read about in reports generated by my colleagues and friends, NAPL's economists, Andy Paparozzi and Joe Vincenzino.  Yesterday, when thinking about this blog, I spoke with and swapped emails with a couple Infotrends folks and then took a look at their new multi-client study where they mentioned the top three future purchase items being: 1) color digital print hardware, 2) computers servers, and 3) network hardware.  Many respondents also noted plans to increase marketing efforts via the creation of more dynamic (frequency of content change - what I hammer into people's ears as the invaluable "delta" of relevance that will keep folks coming back) websites, increasing of personalization (which needs to be more sophisticated and parallel human behavior -something I learned from my days developing a dot com called Travelocity), e-mail blasts, and web-to-print technology.  Also mentioned in presentations here and bolstered by the multi-client study is improving overall efficiency by using Lean Six Sigma, right-sizing staff, investing in software and programming, creating an integrated workflow, and increasing focus on soft proofing.  See a pattern here?  Just look at how the language of tech and hard and software applications has and continues to permeate our industry, not unlike any other industry, to help us with sustainability and growth, to help businesses, as one respondent quoted "to offer lots of services under one roof and retain repeat business with 80% of your customers."  Business is indeed evolving, and it's quite evident at this event that smart commercial printers are embracing the changes and they are in the path or getting in the path to "make dust."

Richard S. Papale

    

On Demand: Solid iGen3 Numbers from Xerox; Howie Fenton Security-Enabled Printing Tidbit

I wandered into the Xerox booth to get the latest numbers on the iGen3 Digital Production Presses and they're impressive, as I thought they would be.  So here they are.  With 126 Xerox customers worldwide now printing 1 million or more pages per month per machine on their iGen3 Digital Production Presses, Xerox is staying in the path to continue to help their customers boost their sales in the lucrative digital color printing market, where more pages mean more profit.  One customer has gone beyond 3 million pages in a single month on a single iGen3 press.  There are now more than 2000 iGen3 presses installed worldwide with 275 customers having installed two or more iGen3 presses to meet their increased demand for full-color jobs, such as marketing brochures, photo books, catalogs, personalized direct-mail pieces and invoices and statements that include customized marketing messages.  Aside from Xerox's iGen3 numbers, I had what seemed like a lunch break (blogging to the tune of a handful of chocolates) with Howie Fenton as my guest.  Howie was on the Security-Enabled Printing panel and shared with me that Kodak has mixed toner and varnish that can authenticate products.  Not sure, but I think the product is called Trace and it's available, but you'll have to check me on this faction.  It's a fairly new technology but as Howie said, "Can you imagine mixing this substance with toner on your digital press? It would automatically confirm whether or not the piece that was printed was authentic or not. This would immediately show you that the name brand product you are buying is legitimate and not a knockoff."  Amazing!  Hope to catch up with Howie tomorrow as he's on another panel - Super Efficiency: Enabling In-Plant Growth.

Richard S. Papale

On Demand: Quark Ups the Ante; Up Front + Personal with XMPie

Quark certainly isn't standing still!  Last week in Miami at the Graphics of the Americas Show, I asked the burning question of Quark, "Why is it that it seems like everyone is migrating to InDesign"?  Well, here at On Demand, Quark is stepping into the limelight. I just spoke with Julie Fouque, Corporate Communications Manager, and learned that at 4:00 today Quark will make a major announcement .  They are leveraging their existing desktop publishing, server and collaborative workflow expertise to launch a new enterprise solution in the emerging dynamic publishing market. While Quark was an innovator in the desktop publishing market, with changing demands, they are now looking to revolutionize publishing again for professionals (publishers) and marketing groups with their Dynamic Publishing Solution.  What's really revolutionary about what Quark is doing here?  It's in the cross media application - their move in this solution to publish to any channel (media).  This is large!  With Quark extending the benefits of advanced technologies across the publishing process, I hope they don't stop there and take the leap forward and address e-distribution and digital rights management to protect copyrights....I stopped by for a glimpse at XMPie and they have a full day-long schedule - 10:45 a.m. to 4:45 p.m. - of VDP, Cross Media Marketing and Personalized Web to Print demonstrations.  No more to be said there regarding what's under their microscope.   

Richard S. Papale

On Demand: Konica Minolta - Cool Guys Who Have Fun...and a Customer Having "Variable" Fun with KM Technology....and Mobile Blackberry Printing.

What can you say about a company that has its own band?  The CEO plays the ukelele; the director of logistics plays the drums; and the vice president of marketing and product planning plays the (rhythm) guitar.  But don't be fooled by this band of cool guys who have fun; they're also smart, socially conscious, and in the growth groove.  Aside from their new announcements that include: 1) the debut of bizhub PRO 2500P (rollout to market mid to late summer); 2) the intro of the perfect binder for the bizhub PRO 6500 Series; 3) the intro of the Advanced Version of IC-304 Print Controller - a CREO color server for the bizhub PRO 6500, and more, what is absolutely cool is that they invited and gave their press function over to a customer who, using KM technology, has nearly doubled his revenue! How? By communicating with customers differently - using personalized url technology that makes direct marketing interactive marketing. Everything is variable, as the customer is driven to a personalized website with their own personalized information; it's a place also where the customer can dialog (integrated relationship marketing) and share information (integrated viral marketing).  Hats off to KM on this "variable" ness customer success.  And here's another pearl of KM wisdom to pay attention to. If you get a chance, check out what KM is doing with Mobile Blackberry Technology, where, for the mobile executive, print CAN be ubiquitous! If you want to learn more, try Steve Pearl (I prefer Purl, but...) spearl@kmbs.konicaminolta.us

Richard S. Papale

   

On Demand: What's (Not) In A Name

We're about a 15 minutes away from the opening of the 2008 On Demand Conference ( I think that's the name of it) - the Daily is running one of those half one-way printed dailies with half the daily about On Demand Today and the other half printed upside down so you have to turn it upside down to continue reading (like a bilingual book) about AIIM Today.  I know what the show is about but ,ouch, is this naming convention (branding of this show) a tad confusing. But aside from what's in a name, I'm certainly looking forward to learning more about the latest and what's coming in digital printing, digital delivery and content management, and how these areas of interest will result in effectvieness, efficiencies and sales.  Yep, and mostly I want to hear more about digital ROI and the pursuit of full profit-potential from digital apps, printing and content management.  Like many, I'm too looking for the digital "return" - the payoffs from investments made or to be made.  So here we go because this show has always been A show for the industry in my one dot in the industry universe opinion, as it wrestles with and addresses the digital universe - the world we exist in today.  So aside from the usual software, scanners and other applicable announcements, I'll be wearing out my heels, sifting though the aisles to see and hear what key points I can glean from the state of the industry address from this tech/digital point of view; what apps Kodak is showcasing for growing digital print businesses; how Canon's imagePress technology will help grow digital business; and much more. 

By the way, I hope some day they'll do away with this name and brand this show for what is really is - which I'm about to experience over the next three days. More to come.

Richard S. Papale

GOA: Has Anyone Heard of PuzzleFlow?

Has anyone heard of PuzzleFlow (from Poland)?  I met with their CEO, Andrzej Czyz, who showed me a demonstration of native online PDF workflow, a cross-media application that may interest content developers and publishers.  It's not the workflow that will interest them, but that he may have an answer for encrypted e-distribution.  That's big stuff, if it really works.  Scoop is that he'll be showing his product around at drupa with the possibility of selling or licensing the application later this year. Word is that Asia's all over it.  Check it out at www.puzzflow.us

Richard S. Papale

GOA: OTView's New View -- Of Latin America

I bumped into a good acquaintance, Walt Marchant, president of OTView, and well, my question to Walt was, "What are you doing here?"  OTView produces OTPrint, as Walt says, "a production management software solution designed for the printing industry by the printing industry."  Actually, OTPrint is neat. It's a full-featured management suite providing all production aspects from estimating through order entry to shop floor data and post production cost auditing, and much more, but you'll have to saddled up with Walt on the much more.  Well, why is Walt here?  He filled me in on what he sees as an underserved Central and South American market and the inefficiencies of manual administration in their jobs (Walt's product is workflow, general production management and administration software).  And while he sells to the US and hasn't sold outside the US, Walt is seizing the opportunity at GOA to measure need and ability to serve the need and is very encouraged and thinks his company can bring the same efficiencies they've brought to many companies in the US to this new market (view).

Richard S. Papale

GOA: Cool, Cool. Cool - Two Reasons Why I Like 121 Digital Printing

121 Digital Printing in Miami is doing two things I like to survive and thrive in today's economy.  Dave Brody, president, convinced that printers like himself need to be able to serve broader, more diverse markets, recently acquired a FujiFilm Acuity HD 2504 wide-format digital printer -- the latest breakthrough in wide-format UV digital imaging technology.  Designed specifically for print applications requiring finely tuned, hi-rez images, the Acuity HD 2504 produces both rigid and flexible point-of-purchase signage that hold up visually, even close up.  As well, 121 has built a unique website where service providers, marketers and other printers not yet equipped to print specialty wide-format jobs, including lenticular, can go to get their jobs instantly priced, uploaded and produced by his company.  Really cool stuff.

Richard S. Papale

GOA: Want to Get "Jacked In" to Clues About Where Latin American Printers Are Focusing?

Here we are in the last day of GOA and a good one at that if you want to get jacked in to key clues and learn more about the focus of Latin American printers.  Artes Graficas and Conversion Magazine are holding conference sessions for attendees who speak Spanish.  So if wisdom is served accordingly here, these conference developers have done their homework and will offer up a menu of conference sessions that are strategically tied to the primary interest areas of the industry in Latin America.  What are their specials of the day tapping into market interest?  Session 1 is zeroing in on the state of digital workflow solutions and giving your company a competitive edge. The real focus here is on solutions, programs, and technologies for prepress and integrating them with offset, flexo or digital printing processes to improve overall workflow. Operative words there -- prepress, technology.  Session 2 is looking at principal technologies - now and developing - in the graphics arts industry.  See a pattern here?  Prepress, technology, prepress, technology, prepress.  And session 3 is a suppliers panel that's going unleash new product and technology announcements.  Now I wonder what these releases will say?  Yeah, right.  My take on it, good place to be if the poetry of prepress and tech toys are your daily bread.

Richard S. Papale