Day4_15

GraphExpo_ShowDaily_September_28_2016

Produce a Quote in Just Minutes with arifi Q Core A late Monday product demonstration delivered in the intimate confi nes of the arifi Q booth (618) had GRAPH EXPO 16 show-goers fascinated by effi ciency gains delivered by the company’s product. The laborious process of producing print quotes, which can take days, can be reduced to just minutes with arifi Q Core. So reports Robert Moore, North American Market Manager for the company, founded at a print shop in Sweden. The business model for arifiQ (the correct pronunciation of arifi Q rhymes with terrifi c) involves only a fl at monthly fee, and no start-up fee. Pricing is based on production capacity, an unlimited number of users are permitted, and there is a onemonth cancellation that permits users to step away if not satisfi ed. Arifi Q supports digital, offset, wide-format, sheet or web, commercial printers, in-plants, multi-site operations, and indeed any platform. As noted by arifi Q Founder and CEO Stefan Karlsson, 30% of printing jobs are won by the fi rst printer to provide a quote. That means if print reps are fi rst in and can provide a very timely quote as well, their odds of winning the job are much increased. Quotes can be created on the spot for print buyers. “I can walk away with the business or know what I need to do to get the business,” Moore said. “The turn time is expedited from days to 10 minutes and is done while the print rep sits with the client. I’m not waiting four or fi ve days. I’m spending more time with the client, reducing my windshield time and becoming more productive.” Continued Moore, “Printers spend half a million dollars on some presses, then find they don’t really know how to sell the output those presses can produce. This gives the printer the capability of selling what they just spent half a million dollars to do, at a small fraction of the cost.” The product arifiQ Core can be extended with add-on modules for MIS functionality, and options such as the arifi Q Gang- Run Optimizer. Using the arifi Q SPL, integration with other applications and multi-process solutions such as MIS/ Robert Moore, North American Market Manager , arifi Q, wows the crowd at the product demo. ERP, as well as automated and traditional workfl ow, are easily confi gured. Want to Sell More Print? Think Baseball Bill Farquharson took the dais Monday afternoon at the Idealliance Solutions Theater (Booth 1009) to discuss his approach to an age-old problem: How to sell more print. For many print reps wanting to boost sales, his approach may prove to be a real home run. Several months ago, Farquharson was in the midst of coaching a legacy salesperson when he suddenly thought of a great analogy for the steps involved in converting a prospect into a customer. “Think of it as a baseball diamond, I said,” recalled Farquharson, a Duxbury, MA-based partner with Ideadvisors. “Think of third base. On third base are the orders you’re going to close in 30 days. On second base are the opportunities you’ve identifi ed. Now let’s skip to those at bat. These are the people you’re calling on right now. You take accounts you’ve called on but haven’t yet gotten over the course of few weeks, and put them on fi rst base.” You want to write down the accounts occupying each of the bases, as well as those at bat, on a regular basis, Farquharson said. Look to keep them fairly balanced. If there are many more accounts on third than on second and fi rst, you may be in fi ne shape in the near term, but not so much down the line. Similarly, if there aren’t many at third, but quite a few at second and fi rst, you could suffer famine before enjoying a feast. Take these assessments in threemonth groupings, Farquharson urged. That eliminates the worry that you may be cannibalizing from August and October to achieve a really great September. Use the baseball model to also determine whether you need help in any particular area. Will improving your fortunes depend on better prospecting, better sales closing, or some other skill area? Often, the quality of prospects isn’t the issue. Instead, it’s knowing what to do with those prospects once you get them, Farquharson says. “Dale Carnegie said, ‘You can get what you want by fi nding out what the other guy wants and helping him get it,’” he noted, adding that a long-time acquaintance has another way to say it: “We help our customers fi nd their customers.” One of the best questions you can ask,” Farquharson continued, “is ‘How’s your business?’ Everyone wants to talk about their own business. That’s the prospecting piece: What to say, what to do, and where to go for the research. The secret sauce is diligence. I’ve never met a diligent failure. They succeed almost in spite of themselves.” Getting people on second base is about learning about the company, industry, and individual. Getting them from second to third is about giving them the opportunity and showing them price. Moving them from third to home is about negotiating, rising above objections, and closing. “Every week, your sales rep and sales manager should be checking the list of who’s on base and at bat and updating it,” Farquharson said in conclusion. Exploring the Unique Power of LED UV Printing When Hans Ulland stepped to the dais for a press conference Monday afternoon, it was to address a topic very familiar to him: the rapid growth of UV LED curing, an industry led by Ulland’s company, Air Motions Systems Inc. (AMS) of River Falls, WI. AMS (Booth 2825) is number one in the world in high-power LED-UV systems. The company’s powerful LED-UV systems generate mega-high, uniform intensities at the greatest optical working ranges and format sizes. As a result, LED-based curing has become very much a reality in today’s print media industry. So dominant is the company’s leadership that if you were to add up the worldwide installations of all of AMS’s rivals, that number would not even come close to AMS LED units installed. The growth of the market has much to do with UV LED effi ciency advancements, many pioneered by AMS. As Ulland noted in the conference, UV LED effi ciency gains are astonishing. Effi ciency grew more than eightfold between 2008 and 2014. Ulland expects effi ciency gains to top out around 2018. Meantime, the power curve of UV LED, also a key factor in its growing acceptance, has grown tenfold over a similar time period. The overall growth of the UV LED market is being propelled by a number of segments. The most signifi cant growth catalyst has been the graphic arts segment, Ulland told the audience. And while other emerging markets are intrigued by UV LED, “We started as a graphic arts company, and we’re going to stay in graphic arts,” he said. For quite a while coatings were what Ulland called “the big bugaboo” preventing UV LED from taking off. Thin coatings were no problem, but typical UV coatings are “big and thick,” Ulland said. That led to changes that solved original problems, but in turn generated steep price increases for UV LED coatings. In the last year, however, advancements have helped make possible UV LED coatings that are far more price competitive. The most telling statement on UV LED growth has been the stellar return on investment the technology affords. “We’ve had people come back to us with ROI of half a million dollars in a year, moving from conventional systems,” Ulland said. Offi cial Show Daily | PrintingNews.com GRAPH EXPO 16 | September 28, 2016 | 15


GraphExpo_ShowDaily_September_28_2016
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