It’s Marketing’s job to influence that 57 percent of the market opportunity before Sales contact, to position your company as a thought-leader and to make sure that customers don’t get locked into a requirements definition that locks you out of the sale. Since the majority of that process occurs on the web – or from colleague’s referrals based on what they have seen on the web, how you talk about your services online makes a big difference in potential sales success.
I read an interesting article today on Printing Impressions’ Digital Printing center which surveyed in-plant managers on their purchasing processes. The article prompted managers to reflect on what they wish they had done during the purchasing process of digital color presses. Benefits from digital color presses are abundant: the ability to finish jobs quicker (and cheaper), the… Read More »
When do two seemingly similar-sounding service offerings present completely different business models? When comparing Managed Print Services to Print Management Services. These sound the same, and in a certain situations can be used interchangeably, however the industry definitions are quite distinct and different. Managed Print Services (aka; MPS), Managed Document Services, Enterprise Printing Services, or… Read More »
Over the past few years, discussions surrounding how legal paper sourcing decisions are made by print buyers have received less and less attention from the press. This doesn’t mean that the issue has melted away; it merely means normalization of the process has relegated it to the board room and to the senate committee. However… Read More »
It’s no secret that proprietary technology powers the printing industry. Over the years, there have been several significant milestones that work toward “opening up” systems that power printing, such as the introduction and adoption of JDF & JMF, the standardization of PDF, and the growing presence of open interfaces to connect disparate systems together. Despite… Read More »
Many organizations find themselves with a single source supply of one or more raw materials, components, products, or services. It is not hard to understand why. With single sourcing, you manage one known contact point, have lower purchasing administration costs, and quicker decision cycles. There is an assumption that the purchased item or service will… Read More »
Recently, the Forest Stewardship Council released their revised FSC-DIR-40-004 document, containing a series of advice notes which every certified printer (and converter, and merchant, and broker) “should have” received through their certifying body (CB). Included in this document is Advice Note ADVICE-40-004-03 which deals with the ability for printers to FSC-Label certain classifications of paper.… Read More »
For as long as I can remember this debate and internal struggle has taken place in companies with multiple production sites, or those with a headquarters operation and remote production. Who should own the purchasing function? The pros and cons of both scenarios are substantial. The following are a few of the most common points… Read More »
Paper manufacturing is a key part of the environmental life-cycle of papermaking because it uses raw materials and resources including fiber, energy, and water, and also generates emissions to air, water and landfills. The operational “eco-efficiency” of pulp and paper mills varies from one site to the next, based on local regulations and how mills have used best-available-techniques. The age of the mill and the amount of investments made to upgrade technology and equipment will often drive environmental performance. For example, final mill effluent quality and chemical use can be influenced by bleaching method used
The environmental impacts of forestry and pulp and paper operations have been extensively investigated, reported and in certain cases exaggerated and dramatized for maximum impact, including images of clear-cut areas of forest, mill sites emitting wastewater and air emissions. But, there is a positive side to communicate as well. More paper buyers are now evaluating the environmental and social responsibility of their paper suppliers to minimize risks and develop business relationships with producers who are engaged in sustainability. Below are some basic tips that help define “sustainable paper” based on procurement policies I have had the opportunity to review and key guidance documents such as the WBCSD / WRI Guide on Sustainable Procurement of Wood and Paper-based Products.