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Heidelberg Appoints Dr. Mark Bohan as Director of Prinect and CtP

Posted Wednesday, August 24, 2016 by Jules VanSant.

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PRESS RELEASE Heidelberg USA is pleased to announce the appointment of Dr. Mark Bohan as Director of Prinect and CtP. Bohan joined Heidelberg last November as a Business Consultant. In his new role, Bohan will report directly to Andy Rae, Senior Vice President of Equipment and Marketing.

“Based on Mark’s broad industry and consulting experience, and Prinect being the complete business process control workflow, it makes perfect sense to bring the two together,” said Rae. “With the most productive equipment, and the only end-to-end workflow system in the industry, Mark and his team are looking forward to delivering a high degree of customer benefit and satisfaction with Prinect.”

Dr. Mark Bohan brings 25 years of experience in the graphic communications industry. Prior to joining Heidelberg, he served for 11 years as Vice President, Technology and Research at Printing Industries of America, the world’s largest graphic arts trade association. Throughout his experience, Bohan has established a deep understanding of the business and technology drivers for companies through consulting and research, driving revenue growth.

“Heidelberg has unique, proven solutions with Prinect providing the framework for process automation and fact-based decision making,” said Dr. Bohan. “As we move forward, I am excited about the new developments and continual improvement as we implement company-wide solutions that will impact the commercial positioning of our customers.”

The Next Level — Industry 4.0

Prinect received much praise at drupa as Heidelberg’s front-to-back business process system, streamlining everything from receipt of customer file and the presetting of equipment through to full production data analysis to ensure cost rates are correct and maintained. Prinect brings that analysis full circle by minimizing touch points and automating processes.

“With print becoming increasingly industrialized, printers are taking production, business analytics and decision making to the next level,” said Dr. Bohan. “To achieve such levels of output, you need a fully connected and integrated manufacturing workflow, with software being the foundation and core of a successful business operation.”

Under the banner of Industry 4.0, Heidelberg has shown that the most productive, efficient and accurately monitored businesses earn the highest profit margins. For printer’s today, knowing the true costs of production and true potential output capacity is paramount to driving business results.

“With our industry leading solutions in MIS, CtP, production workflow and color management, the focus is to deliver true business benefits to customers who invest in process workflow,” said Rae. “These benefits are closely aligned to maximizing production output, minimizing the cost of production per 1000 sheets and improving users’ experience of technical software.”

For more information about Heidelberg and its focus on Industry 4.0,check out this article.

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Lawton Printing Services Opens Possibilities With New Equipment

Posted Wednesday, August 24, 2016 by Jules VanSant.

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Digital press leapfrogs Northwest businesses into the future

Lawton Printing Services opens possibilities with new equipment

SPOKANE, WASHINGTON, August 23, 2016 – Printing options in the Pacific Northwest just got an upgrade. It’s comparable to the leap from landlines to smart phones.

Businesses will have a new printing option that is faster, higher quality, and more flexible. Lawton Printing Services has invested in a new HP Indigo 10000 Digital Press—the only commercial press of its kind in the Pacific Northwest.

Creating more options for customers

The large digital press allows customers a range of new options—most notably the ability to print larger projects at smaller quantities. Currently, most digital presses limit the size of projects to 11” x 17”. Anything bigger requires offset printing, which usually involves large quantities to be cost effective.

“It’s the way of the future,” says Laura Lawton, President of Lawton Printing Services. “Customers want customized, smaller print jobs but with the flexibility of a larger press.”“We’re very excited to be the first commercial printer in the Northwest to have this press.” says Lawton. Not even larger Northwest markets like Portland or Seattle offer this option to customers. The nearest commercial printer with this capability is in Salt Lake City.

Lawton will have this equipment up and running early this fall.

Customers can enjoy these benefits from the HP Indigo 10000 Digital Press:

More options – For the first time, the press makes it possible to print larger applications digitally. The 20” x 29” sheet size fits projects like pocket folders, six-page brochures, posters,large lay-flat books—products that used to be dependent on an offset printing process. The press can handle everything from small quantity print runs to personalized mass mailings, and it is compatible with over 2,500 papers and other substrates.

Faster turnaround – The high-speed press can print 4,500 sheets per hour—that means over 2million sheets per month. It delivers at 2.5 times the productivity of any digital, sheet-fed press on the market today.

Higher quality – The press offers not only a 4-color process (like other digital presses), but also a special Pantone matching system. Its print quality matches or exceeds offset, allowing the two to be used interchangeably.

An environmentally friendly option – Because the press is digital, it requires less waste to dial in the color. It also has new energy efficient technology and automates the process of getting a project to press, decreasing materials used in the process.

Joining a family of printing servicesIn addition to the new digital press, Lawton Printing Services will continue to offer the same family of services its customers have come to expect, including:

• Offset printing

• Digital printing and marketing solutions

• Data-driven, targeted direct mail programs

• Mailing services

• Data management and list creation

• Integrated marketing including fulfillment, social media, events, email, web, measurement & analytics

• Marketing supply chain management

• Websites

• Promotional products

Since its start as a two-person family business in 1940, Lawton has evolved into a full-service printer. Over the last 76 years, the company has built its reputation on being a first-adopter of the technology its clients need.

“Client success depends on being on the cutting-edge,” says Lawton. “This press allows them to up their game and really bring their brand to life.”

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New CEO/President of WCP Solutions Announced

Posted Friday, August 5, 2016 by Jules VanSant.

alt text We are happy to pass along the news that Ed Allen of WCP Solutions has just been named President! Tom Groves, CEO/President of WCP Solutions shared these words with us:

The Board of WCP Solutions and I am pleased to announce the promotion of Ed Allen to the position of President effective January 1, 2017. Ed Allen has been the Division Manager for WCP Solutions’ Portland division for the past 3 years and brings 29 years of industry experience with him. Ed will report to me and I will remain the CEO reporting to the Board.Ed started in the paper industry in 1987 working in the warehouse and driving truck for G&G Paper and advancing into sales and management with Barber Ellis and eventually Spicers Paper until joining WCP in 2014. Ed’s background in distribution sales and management makes him well suited for this position.WCP Solutions is a third generation family owned company started in 1930 under the name West Coast Paper Co. in Seattle, Washington. Over the last 86 years the company has grown to operate 13 sales and distribution centers throughout the Pacific Northwest and Alaska. WCP Solutions represents the top national mills and manufacturers selling wholesale printing papers, janitorial, food service, packaging supplies and equipment.

Congratulations, Ed!

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Sales Compensation – Is It Time for a Change?

Posted Monday, August 1, 2016 by Linda Bishop, President of Thought Transformation.

Not sure about your sales plan? Take a read & consider purchasing the 2016 Sales Compensation Survey for just $250! It is the only industry specific / peer contribution report out there.


alt textIs your sales compensation program getting you the results you want? Does it help your company get new customers, win new opportunities, and maximize wallet share at existing accounts?

Does it motivate your team to sell bigger solutions, as well as daily transactions to keep your plant busy?

What about profitability? Does your compensation program encourage your team to maximize margins?

Sales compensation is supposed to motivate salespeople to perform. Programs have many forms including:

  • 100% commission
  • Draw against commission with a set commission rate, sliding commission rate, or as a percentage of value-add
  • Salary
  • Salary plus commission
  • Salary plus bonus

The majority of sales people in our industry work under the model where there is a draw against commission. This model works well under the following conditions:

  • The salespeople at your company are money-motivated and are spurred to action by the promise of financial rewards—which is rarer than many people want to believe
  • Sales cycles are relatively short (90 days or less to a sale)
  • The pool of potential buyers is large and can be accessed with reasonable effort
  • The dollar amount of the transaction justifies the amount of time a sales professional will have to invest to make the sale

Back in the 20th century, this system worked well in the printing industry. For one hundred years, printing was a growth market because customers dedicated significant amounts of their marketing budget to printed communications. Buyers had plenty of pain points, such as inconsistent quality, and frequently shopped for better partners. Back in the good old days, offset was king which meant the sales dollars generated by individual transaction were larger, too.

During the last two decades of the century, the Internet changed the world and digital marketing was born. When the country experienced a major recession in 2008, shrinking budgets prompted marketers to shifted money away from printing to lower cost solutions like email marketing. Forced to compete for smaller slices of a shrinking pie, printers improved quality and service, eliminating many traditional pain points. Digital printing technology also improved, causing marketers to make the switch, cannibalizing business and reducing run sizes.

As a result of all these upheavals, today’s salespeople operate under the following conditions:

  • It takes 60 to 120 days to get an initial meeting with the customer, and you have to work a much larger list of leads to consistently get meetings with prospects
  • Sales cycles range between 90 days to 18 months
  • Customers often want larger solutions requiring a team effort and taking months to construct, with no immediate payoff for the salesperson

No matter what compensation system you use, the question to ask is, “Does my pay plan ensure that my sales force is working hard enough and performing the right tasks to drive growth?”

The right tasks include:

  • Getting meetings with prospects
  • Converting prospects into customers
  • Getting and closing opportunities
  • Maintaining existing business
  • Penetrating accounts to expand wallet share
  • Providing business value to customers by selling bigger solutions

alt text Charles Darwin said, “It is not the strongest or the most intelligent who will survive, but those who can best manage change.” If you see weakness across a large segment of your sales force in critical areas, consider how changing the compensation plan could positively impact behavior and identify ways to improve.

Linda Bishop is the founder and president of Thought Transformation, a national sales and marketing consulting group. She is a subject matter expert on sales and marketing, writes regularly for Canvas magazine, and is a regular speaker at industry events. To drive revenue growth today, Linda believes companies must treat sales as a process, develop a core competency in business development, and provide marketing support for the sales team. She can be reached at lindabishop@thoughttransformation.com

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ACCESS FOR AMERICANS FACING THE DIGITAL DIVIDE - PIA Fights Rule 30e-3

Posted Thursday, July 14, 2016 by Jules VanSant.

alt text*From Lisbeth A. Lyons – VP, Government Affairs Printing Industries of America*

As Congress breaks for the presidential nominating conventions and summer campaigning, I wanted to provide an update on the status of PIA’s legislative effort to block the Securities & Exchange Commission (SEC) from implementing its proposed Rule 30e-3. This rule that would direct the agency to change its existing method of mailing certain printed financial information to investors – and instead essentially replace it with email instead. Many of you are familiar with the debate, so I will skip straight to the update. (For those who wish to review or learn more about this issue, please visit www.paperoptions.org.)



SEC
The SEC has yet to indicate a date certain when it will finalize and implement this rule. As such, PIA and its allies in the Coalition for Paper Options (CPO) continue to leverage opportunities to raise concerns before the SEC. This week, the SEC Investor Advisory Committee held a forum on proposed investor modernization rules, including Rule 30e-3. Linda Sherry, a representative of Consumer Action (which partners with PIA and CPO), presented arguments against the proposed rule. Linda’s message that SEC should NOT move forward with the rule was very effective and was certainly noted by the SEC. I’ve attached her statement. Also presenting viewpoints to the SEC was the Investment Company Institute (ICI), which supports going to an email delivery system, and Broadridge Financial Solutions. PIA will certainly highlight Linda’s statement with lawmakers on Capitol Hill as well.

House
CPO champion Representative Bruce Poliquin (R-ME) had initially sought to add an amendment to the Financial Services appropriations bill that would block the SEC from funding and implementing this rule. While he did achieve solid support on his policy position, the chairman of that subcommittee, Representative Ander Crenshaw (R-FL), remained opposed and, rather than risking a losing vote on the amendment that may have damaged further prospects, Poliquin eventually withdrew from this effort. However, he did engage in a colloquy (a formal, on-the-record discussion between lawmakers) with Chairman Crenshaw on the floor of the US House. During the colloquy, Chairman Crenshaw indicated he believed it was important to strike a balance between the interests of investors and the mutual fund companies before the SEC finalizes the new rule. This was a positive development for CPO and puts the Chairman on record in support of modifications to the rule. He promised to work with Poliquin and the SEC to get this resolved. This discussion will be carefully noted by leaders at the SEC. (The specific discussion between Reps. Poliquin and Crenshaw occurs at about the 6:22:45 mark in this video: http://www.c-span.org/video/?412290-2/us-house-legislative-business).

Senate
PIA and its allies achieved the most significant success in the Senate. The full Senate Appropriations Committee approved funding for the SEC that included a provision banning the expenditure of resources to implement its proposed Rule 30e-3. Senator John Boozman (R-AR), who serves as co-chairman of the Senate Paper & Packaging Caucus, championed the language for several weeks (even highlighting it during his remarks at PIA’s legislative conference in June). Under regular order, this appropriations bill would next be voted on by the full Senate and conferenced with the corresponding House appropriations bill. However, it is all but certain that the Financial Services & General Government bill (which funds the SEC) will be rolled into an omnibus-type package of multiple appropriations bills in September or, more likely, at the end of this year. It will be PIA’s goal to ensure the Boozman language is not stripped from the bill during a future floor vote AND to ensure that it is included in any final appropriations package approved by both the House and Senate. While the provision has a long way to go in the legislative process before it carries the force of law, it nevertheless sends a strong signal to the SEC that the full Senate Appropriations Committee stands squarely against their proposed rule.

Next Steps
CPO will utilize the August recess month for strategic planning on legislative and grassroots plans that can be implemented when Congress returns after Labor Day. In the meantime, interested PIA member companies should monitor www.paperoptions.org for updated information. PIA also encourages its member companies to follow CPO on Twitter (@PaperOptions) and to retweet the #SEC messages in order to create a larger voice in opposition to this rule. Finally, should member companies have an opportunity to attend a campaign or town hall event with Senators or Representatives, they are encouraged to let lawmakers know that this rule is of considerable concern to the paper and print industry.

Thank you, and please feel welcome to contact me with any questions or concerns related to this or other legislative issues. LL

*Lisbeth A. Lyons
VP, Government Affairs
Printing Industries of America
1001 G Street, NW, Suite 800
Washington, DC 20001
llyons@printing.org
PH: 202.627.6925
www.printing.org

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