As you read through Printing Industries of America’s 2012 Forecast Part 1: Trends and Tactics, it becomes evident that there are many new challenges facing printers, but also, many new tactics to overcoming them. One of these challenges is the effects of the rise of Internet and e-media. The real culprit, however, is that today’s consumers are more demanding than ever. In an age where the most sought after goods and services are just a click away, business must redirect their focus to being more than just printers. Today, printers need to take effective steps to improve their customers’ ROI and transition to being total service providers. According to Printing Industries of America’s 2012 Forecast Part 1: Trends and Tactics, contributor Jack Miller, Principle Consultant for Market-Intel, LLC, printers are now in business to serve the customer.  They must evolve beyond the idea that they are a company that “puts ink on paper” and focus on “helping their customers improve their ROI on their marketing communications.”  For a successful customer-centered business, follow these top practices: Evolve into a “marketing services provider” or “solutions partner” Longer sales cycle, more loyalty Opportunity for cross selling Content delivery vs. multiple channels Focus on consumer retention more than acquisition Growth with existing customers: offer a broader range of services Balance—not putting too many eggs in one basket Integrate social media and search engine marketing into the mix Print as ink on paper, Miller predicts, will continue to play an important part in the media mix. The name of the game is adaptation. Printers must evolve and embrace new technologies and these value-added services to overcome a changing environment. Printing industries of America offers many publications to serve printers.  For a comprehensive look into the future of print, check out our Forecast Part 1:Trends and Tactics from The Magazine. It looks at many facets of the printing industry– from politics to prepress and from economics to print markets– and how they will be affected in the future.  Follow Printing Industries of America on Facebook, Twitter, LinkedIn, and, now, Google+ for updates. PIA Blog Opt-Out: ...

This article was contributed by Ed Gleeson, Director of Economic & Market Research, Printing Industries of America.   In 2011 we started off the year with fears of a double-dip recession, but much of those fears have subsided as the U.S. economy gained some momentum ending with fourth-quarter growth of 3.0%. Real GDP increased by 1.7% in 2011, and the printing industry–like the U.S. economy– experienced growth, but at lower levels than 2010. According to our Fourth Quarter Print Market Survey of over 250 survey printers, sales increased by 3.9%. Taking into account the number of firms that went out of business during the year, we estimate that total industry sales increased by 0.35% in 2011 to $145.1 billion from $144.6 billion. According to the U.S. Census Bureau, 2011 print shipments declined 0.47%. Since the beginning of the year, both our survey panel and the U.S. Census Bureau reported print sales weakening. Most reported industry growth is from companies with more than 100 employees. On average their sales increased by 5.1%, while smaller firms reported sales declining. Digital toner-based and ancillary service sales were the main drivers of industry growth in 2011. Digital toner-based sales increased 8.5% and ancillary services increased 4.7%. Weighted average* conventional print sales increased by 1.4%, while non-weighted sales declined by 0.6%. Larger firms’ conventional print sales increased by 2.9% while smaller firms’ sales continued to decline. Since larger firms account for a larger percent of total industry sales, their answers receive a larger weight and pull up the industry average. In 2011 our panel reported prices declining slightly by 1.1%. According to the Bureau of Labor Statistics’ Producer Price Index for the printing industry, prices increase by 1.8% in 2011. Smaller firms with 1 to 19 employees were the only segment in our panel that reported increasing prices in 2011, an increase of 1.2%. How did your company perform compared to the industry average in terms of percent change in total firm sales, conventional print sales, digital print sales, and ancillary services sales? Were you able to pass along price increases to your customers or, like our panel, did average prices decline? In the Fourth Quarter Print Market Update, available soon at www.printing.org/store/38806, you can compare your firm’s performance to the competition. The following are some of the main benchmarks available for comparison in the report: Percent change in year-end sales Sales expectations for 2012 Printing prices, profitability Material and labor costs Employment and employment expectations Capital spending and access to credit. We further segment the results so you can compare your company to companies of a similar size, in the same region, and using the same primary printing process. We recommend you compare...

This article is written by Mark Bohan, Vice President, Technology and Research at Printing Industries of America. As has been true for some time, the printing industry is in the throes of changes. The business models are changing with transition of content between different media, while technology innovations are positively impacting the manner in which printed material is produced. It is critical to be aware of these technology changes and the ways in which they will impact your business. Here are my top picks on what technologies you need to be aware of: (watch for this year’s InterTechTM Technology Awards to highlight advances in these areas) Automated workflows Automated workflows are going through a new renaissance with the introduction of new specifications so files can handle complex variable data and then process them through the facility in the most efficient manner possible. This applies irrespective of the printing process. Increasingly, companies will try to “touch” a file as few times as possible. Production inkjet technology This technology is taking inkjet printing to a whole new marketplace, and we are seeing new capabilities monthly, if not weekly. Because this is so new, there will be many business and technical questions and challenges in its implementation. Wide format inkjet Wide format inkjet printing continues to expand in use, and is gradually eroding the use of screen printing for signage, point-of-purchase displays, and other uses. Single-pass ink jet is the most exciting development in this area, promising to revolutionize the speed and cost of producing wide-format graphics. Marketing metrics Marketing dollars are continually being challenged, and there is push to show value for the spend that occurs. To help with this there are many new technologies that can link print to other media, such as Web or mobile, including technologies such as QR codes and augmented reality. These can then be used to engage the consumer and provide hard analytics back about the effectiveness and touch points in campaigns. Paper and board packaging There will always be the need to have packaging material for the merchandise we buy! It continues to be a strong area in lithographic and flexo printing, both from the printer’s perspective, as well as those of the suppliers. There is also an increase in inkjet technologies for packaging. Color measurement and management Color science is continually developing to more accurately reflect what humans see. This is leading to the introduction of new color measurement instrumentation and management solutions to meet reproduction challenges. Solutions are continually made easier to use in order to broaden their application, and we are seeing the increased use of RGB workflows and Device Link Profiles to help with color management. Digital technologies The use of digital...

It is survival of the fittest in the tumultuous financial market today. Proper planning, current knowledge, and ability to make timely decisions are more important than ever. Printing Industries of America hosts the annual Printing Industry Financial Executives (PIFE) Conference April 1–3, 2012, in St. Louis, MO in conjunction with the Continuous Improvement Conference. The PIFE Conference is a roadmap that allows you to assess your priorities, create an effective plan for your future, and monitor your improvement. It also provides you the unique chance to network with your peers.  As a V.P. of Finance, Controller, COO, or CFO, you will hear speakers from some of the top financial firms in the country provide you with the tools and resources to not only survive in today’s financial market, but to thrive. Here is a sampling of what these leaders will be presenting at the 2012 PIFE Conference: Learn new tax law and compliance so you can receive the benefits and credits available to make the best business decisions. (Amelia Beckmann, CPA, Principal, LarsonAllen LLP and Timothy O’Shaughnessy, Principal, Tax, LarsonAllen LLP) Execute initiatives with effective performance management and accountability standards using sound benchmarking and key economic metrics to improve the likelihood of success. (Mel Enger, President, Carlson Advisors) Gain an insight into your employer fiduciary responsibilities as they pertain to your 401(k) plan. (John J. Moynihan, President, Diversified Financial Advosors, LLC) One of the most beneficial aspects of the PIFE Conference is networking with other industry professionals. Past participants of the conference, like Gregory J. Dooley, Chief Financial Officer, HM Graphics, Inc., have not only learned many cost-saving strategies but also made valuable connections with their peers.  “It is helpful to get to know people in similar financial situations. When you run into an issue in the future, you can call on them to see how they overcame it and apply [the same method] to your own business.” “By failing to prepare, you are preparing to fail.” Benjamin Franklin knew a lot about financial success. Plan now for tomorrow’s financial success. Seize the opportunity to learn from the experts and from your peers. Use this knowledge to achieve your own financial prosperit Leave a commen below or join the discussion on LinkedIn to start networking before the conference! PIA Blog Opt-Out: ...

Granted, it is an honor just to be nominated. But winning a coveted “Benny” Award at the Premier Print Awards is an undeniable accomplishment both professionally and personally. Not merely a statue to keep on your desk, the “Benny” can be a tool to propel your business, attract new clients, and motivate your employees.  We have been bestowing this award for more than 60 years, and this year can be your year to take your place among the elite. We have a sneak peek at winners’ success stories where they share their proven ways to capitalize on winning a Premier Print Award. In addition to receiving the “Benny” statuette at the Premier Print Awards and InterTechTM Technology Awards Gala in Chicago, Printing Industries of America will: Provide winners with a self-promotion kit that include a press release template, Premier Print Awards image, and complimentary ticket to the Gala. Announce the winners to the trade press. Publish the winners list in the Premier Print Awards Annual and on our website, www.printing.org You may think the party ends here, but the key to prolonging the afterglow of winning a “Benny” is to utilize promotion and benefits. 2011 Premier Print Award winner, Jim Mayes, owner of ColorCraft of Virginia in Sterling, VA says his customers “are pleased when their piece wins an award.” Additionally, his team is, “proud of their work, and an award on something that they produced gives them a sense of pride.”  Their win has enabled them to “promote ColorCraft as a high-end digital and ink jet printer.” Ms. Tonya Spiers of Knight Abby Printing and Direct Mail in Biloxi, MS, earned a “Benny” in the 2011 Premier Print Awards and has seen her sales grow as a direct result. She told us how she profited from her accomplishment: What has winning a “Benny” meant to you and your business? We are so proud and honored to be recognized as part of such an elite group. Our sales professionals have a photo of the “Benny” in with their brochures. It really opens up a dialog with customers.  Has the way customers and your competitors view your business changed since your win? We have never been recognized like that before, and we are now able to have that level of conversation with our customers. We stand out among some of the best people in the U.S. and the world. In the suffering economy, we can still create great digital work and great pieces. How did you utilize the press kit from Printing Industries of America? The press kit was very helpful. We published the press release in articles we send out to companies and to customers. It was also seen...

You may have heard that QR Codes are dead. But, like print, QR codes must evolve to meet demands. Many companies are incorporating QR codes in their marketing mix (along with similar tools like Google Goggles, a “visual search application for Android phones”). They are a valuable use for direct mail because they integrate print with the Internet.  Used effectively, they can be powerful tools that yield successful results in your marketing campaign and link your customers from printed material to the Web. What Is a QR Code? If you have not used QR codes, this Quick Response code is a URL that is converted into a specific matrix (or two-dimensional) barcode using QR code generators like Kawa or QR Stuff. Using a smart phone, customers download a barcode scanner application for Android, iPhone, or other smart phones, scan this barcode, and reach a website, a YouTube video, company home page, or a discount offer like USPS recently promoted. Are They Successful? QR codes can work in favor of the printing industry if they are used effectively.  A recent promotion from USPS is a great example. To help boost direct mail marketing, they offered a 3% discount off bulk mail shipping in July and August of 2011 to companies that incorporated QR codes into their direct mail. This smart move was not only a momentous push for mainstream QR code use, but also an encouragement for businesses to send printed mail. The USPS plans on offering a similar discount program in the summer of 2012. In a recent study from comScore, 6.2% of all mobile phone users, or over 14,000 people, used QR code scanners. The highest users were males between the ages of 18–34 with an annual income over $100,000. Printed magazines and newspapers and product packages were the items most frequently scanned by these users.  There are still some drawbacks, however, as many consumers are still not using QR codes because they are 1) unaware of how to use them or 2) do not have a smart phone or the application required to read them.  Further issues with QR code usage include location of the code and the destination site. If a customer cannot access a code either because it is on the side of a moving bus or another inconvenient location, he or she is not very likely to scan it. Seventy-two percent of consumers say they have seen a QR code, but nearly 30% do not know what it is according to an October 2011 survey from strategic marketing firm Russell Herder (from Marketing Charts.com). Also, if a customer does scan the code but does not find the desired or useful information, the use is...