Continued from page 24
nology. For some, this could be the fi rst printer purchase of the
company. For others, this is not only a new printer, but it could
also be the fi rst digital unit on their manufacturing fl oor. To put
your best work forward for your customers, establish a constant
relationship with your supplier to ensure you can get that daily
help that you may need.
What’s your fi nal answer?
While every company has its own needs, it is important to
stay ahead of the curve in the printing industry. Attend local
trade shows and get up close and personal with the equipment
beforehand. Talk one-on-one with the sales representatives
and ask why their printer is better than others. Reach out to
Continued from page 28
oversees the industry-leading State of the Industry Series, also
sponsored by Canon.
“Both our State of the Industry Report and Capital Investment
Report are not one-off projects, but ongoing research programs
based on carefully constructed panels of participants with
whom we build deep relationships, oft en over many years,” said
Paparozzi. “Th ey are very diff erent from surveys that just blast
questions to every name they can fi nd and hope someone
participates. Our relationships with our panel members
allow us to get below the surface to what’s really happening
in the industry, what concerns industry companies and
their management most, and what Idealliance can do to best
address those concerns.”
colleagues who already own the press you are most interested
in for an honest discussion about the positives and negatives
of the equipment’s features.
As printers and printing options advance, you must decide
what the investment is worth for your company. Exploring
options, that may even cost more, could lead to new opportunities
with new customers or tapping into up-and-coming
markets in your area fi rst. Keeping your business on the cutting
edge, and teaching your operators how to employ systems
appropriately, has potential to increase overall productivity
and profi tability. Just like buying that new car, research thoroughly
so you can choose wisely.
Companies may join the Capital Investment Research Program
panel at any time. Participants receive a free copy of the
full study and access to all research results. For information,
contact Andrew Paparozzi at apaparozzi@idealliance.org or
(703) 837-1062. To learn more about the full range of Idealliance
research, educational, certifi cation, and specifi cation programs,
visit www.idealliance.org or call (703) 837-1070.
Continued from page 29
Ah, but rule number two is to choose the one with the lowest
amount of cash out as it’s least risky. So, choose the one
with the lowest cost fi rst.
And that brings up rule number three. Choose the one with
the lowest cost and the fastest payback and, if that’s not clear,
do the one that appears to be closest.
Th at’s all there is to it. Yes, but I know you have some
“yeah butta” questions. We’ll deal with those in next month’s
column.
Continued from page 30
track record. Poof, no more pricing inferiority complex.
Pricing confi dence is the name of the game. Will you get every
order when you are priced higher than your competitors?
Nope. And that’s okay, because with the additional marginal
revenue from this pricing strategy, you’ll be making more
profi t with less eff ort. Stay tuned: Much more of this to come
in future columns.
For more information, visit PrintingNews.com/10004688
PrintingNewscom December 2017 Printing News 31
/www.idealliance.org
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