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GraphExpo_ShowDaily_September_28_2016

Technology Developments in Industrial Print Provide Dealers Expanded Opportunities for Growth Technology developments and an expanding array of new printing applications in industrial printing provide the independent dealer channel opportunities to revitalize their business. That was the central takeaway at The Cannata Report’s co-located event at GRAPH EXPO 16 titled, Dealer Opportunities and Strategies for Expansion in Industrial Printing, held Tuesday. “Industrial printing is the leading growth and profi t opportunity for dealers in the world of print,” said Frank Cannata, Analyst, President, and Editor-in-Chief. “The timing is perfect as the leading tier one manufacturers Canon (Booth 1500), Konica Minolta (Booth 1801), and Ricoh (Booth 2035) either have launched or will begin providing commercial print products this year.” Steve Urmano, Director of Wide Format, InfoTrends, delivered a keynote presentation that made a strong case for dealers to enter the industrial space, citing a number of industry growth drivers. (L to R) Scott Cullen, Managing Editor, The Cannata Report; Steve Urmano, Director of Wide Format, InfoTrends; Frank Cannata, President and Editor-in-Chief, The Cannata Report; and, CJ Cannata, EVP, Publisher, The Cannata Report hosted a session showcasing industrial print as a viable growth position. According to Urmano, dealers must constantly assess new technologies, their regional market needs, and their own capabilities to ensure success in their new enterprise in the industrial print arena. Also participating on the panel was Fred Carollo, VP, Everbank Commercial Finance, who detailed customized fi nancing solutions that make entry into the industrial print space an achievable enterprise for all dealers. Dave Perrotta, Director, Business Manager, AMETEK Electronic Systems Protection (ESP), presented an overview of how dealers can use an industrial protection portfolio to protect mission critical industrial print solutions. GRAPH EXPO 16: Sal Sheikh, VP Marketing, Large Format Division , Canon Solutions America PrintingNews.com/12262582 GRAPH EXPO 16: Kevin Kern, Senior Vice President, Business Intelligence Services and Product Planning, Konica Minolta PrintingNews.com/12262620 GRAPH EXPO 16: Stephen Sakumoto, VP/GM, Graphics Solutions Business, Americas, HP PrintingNews.com/12262617 GRAPH EXPO 16: Michael Makin, CEO, PIA PrintingNews.com/12262615 GRAPH EXPO 16: Guy Gecht, CEO, EFI PrintingNews.com/12262599 GRAPH EXPO 16: Mal Baboyian, Chairman, NPES PrintingNews.com/12262613 The New Roll of Paper It’s been said that paper is the fi fth color, which is why substrates are a crucial element in today’s printing workfl ows. Paper is also, as Printerverse (Booth 701) doyenne Deborah Corn insisted, a “technology,” and Monday’s “Succeed with Substrates” panel discussion explored the “new roll of paper,” as it were. “It’s far more than a sheet of paper,” said John Crumbaugh, Media and Ink Product Marketing Manager, Canon Solutions America (Booth 1500). “Inkjet is creating a new demand for paper, and we are working with paper mills to make sure that they know what our customers are asking for.” The challenge for paper mills is that customers are asking for two diametrically opposed things simultaneously: very inexpensive paper on the one hand, and high-quality paper for high-value applications on the other. “It’s a great time to be a paper engineer,” said Adam Missel, a paper engineer for Domtar who is working with Xerox (Booth 1625). Mills are offering more choices to paper customers, and the choice of paper can be a productivity issue. “The ability for a paper to run on a particular print technology defi nes productivity,” said Missel. As a result, printing equipment manufacturers have been working with paper mills to develop databases of compatible media. “We’re working with original equipment manufacturers and going through substrate testing,” said Craig Surette, Toner Fusion Market Director, GPA Specialty Substrate Solutions (Booth 2940). “So we have these databases available. As a manufacturer of paper, we have to keep up with customers.” Equipment manufacturers also have to keep up with what customers want to print and print on—and it’s not just press manufacturers. Finishing equipment vendors also need to ensure that printed materials can be fi nished without mangling printed sheets. An equipment compatibility list is thus essential. “If you’re bringing in Xerox equipment, we have a list of media that is guaranteed to work,” said Missel, who develops substrates that are compatible with Xerox. Andy Paparozzi Addresses Must-Dos to Survive and Thrive When GRAPH EXPO 16 a t t endees walk into a venue that’s normally half fi lled with audience members, and fi nd every seat is taken, there can be but one explanation: Andy Paparozzi is about to grab a mike and launch an inspirational talk. That was the case Tuesday afternoon at Idealliance Solutions Show Booth (1009), when Paparozzi, Chief Economist with Idealliance, educated show-goers about “Must-Dos to Survive and Thrive.” There are 40 such must-dos, and Paparozzi presented fi ve. The fi rst was “Taming the Future by Reading Weak Signals.” The future reveals itself in weak signals. What trends, developments, and issues are we hearing about but not yet experiencing? The second is the “Opportunity Evaluation Matrix.” It’s not lack of opportunity, but failure to learn which opportunity is best for us, that trips up companies, Paparozzi says. The third is “What We Really Should Be Asking Clients.” What’s the one thing we do better than anyone else you do business with? What’s the most recent example of exceeding your expectations? How do you fi nd a business like ours on Google? “We think we know these answers, but let’s fi nd out for sure,” Paparozzi says. The fourth is “Customer Effort Score.” Increasing customer retention by 5% grows profi ts by 25% to 95%, Paparozzi says. Finally, there’s “Employee Incentive Programs.” Author Bob Nelson says you can reward employees in ways that cost nothing but are worth a million bucks. Offi cial Show Daily | PrintingNews.com GRAPH EXPO 16 | September 28, 2016 | 49


GraphExpo_ShowDaily_September_28_2016
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