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| October 2007 »
By now they've torn down the booths at GraphExpo, but the beat goes on as attendees go back to work trying to take what they've seen and make money with it. GraphExpo used to be all about the presses, but this year the focus was on new ways to communicate and drive business. Nobody was touting speeds and feeds. Everybody was talking about killer apps like photo books and invoices that double as promotional tools. Even after hours, at a watering hole called The Lodge, printers and vendors were talking about digital books and personalized direct mail --not the latest hardware. One guy profited so much in on demand publishing that he flies to and from GraphExpo in his own private plane. The profit power of thinking beyond the press is undeniable. That was clear everywhere from the Xerox Premier Partner Congress to the press conference where companies such as Quantum, Sylvan Learning, DME and AutoNation told their stories. Their focus, like GraphExpo's, was not on better ways to print. It was on new ways to communicate and grow profit. That's a pretty cool transformation for a show and an industry that used to be all about printing. For highlights of the show and customer thoughts - click here!
Ed Gala
Vice President
Corporate Marketing
Xerox
For most exhibitors on the digital side of the business, the message to attendees was applications equal results. Manufacturers and software companies are trying to helping printers answer the question of "How do I do it?" "How do I offer new products?" "How do I improve my workflow?" A focus on applications and results will follow.
This is a change from the previous line of finding what equipment has the best speeds and feeds to -- how can I put together the right bundle of service and solutions will it impact my business. Customers are listening - finally the cheerleading has worked. Service providers want to understand the new digital applications from the perspective of how can I do this. Dr. Joe Webb made a great point with his comment - (and I paraphrase) "Just because it is possible does not mean it is marketable." Printers have bought tons of gear and software thinking -- If we buy it they will come. And unlike Hollywood, they have realized the hard way, it is not true.
So, now they are digging in to answer "How can I use all the technology to position my company to grow and succeed." They have a big challenge because marketing is not a strength among printers and some (the smart ones) get that they can't just be printers anymore. They have to service the communication needs of their end-customers with solutions where print is only a component. If they don't, they will find they have new competition that understands this and knows how to market the possibility. So applications equal solutions equal results. And we all love results. Then we get to say
how we did it.
Lois Ritarossi
Sr. Consultant
lois@rogergimbel.com
Roger P. Gimbel & Associates is a worldwide consulting firm providing
digital solutions to print providers and organizations. We focus on
increasing profitability by leveraging cutting-edge digital technologies. We
are an organization professionals with years of experienced in sales,
marketing, technology, printing and distribution. With real world success
and a hands-on approach, our team of consultants providing sales training,
business development, seminars, variable data campaigns, and workflow
analysis.
For the past few years I have been preaching that we are in midst of a revolution. Specifically, I was referring to colored digital printing and how it has transformed direct marketing into an integrated, cross-media Variable Data Communications opportunity.
But technology sees things differently. A brief walk around Graph Expo’s Exhibit Hall is all it took for me realize that innovation was everywhere. There is no doubt about it, this is one revolution that will not be televised – it will be printed!
Alin Jacobs
DME
www.alinjacobs.com
 It was an incredible night for Xerox Premier Partners at the annual Printing Innovation with Xerox Imaging (PIXI) Awards at Chicago’s Lincoln Park Zoo, Sunday, Sept. 9. Nearly two-thirds of the awards went to Xerox Premier Partners – 19 of the 30 awards were bestowed upon 16 Xerox Premier Partners, including “Best of Show” to Pete Keiger Printing Company of Winston-Salem, N.C.
Keiger produced this sample book that showcases the variety of paper stocks, finishes and colors that can be produced on its Xerox iGen3 Digital Production Press. This book is a powerful sales and marketing tool aimed at its customers, demonstrating the breadth of the iGen3's capabilities, and getting designers to think about projects in new ways. Keiger also is showing the sample book to specialty paper manufacturers that want to demonstrate how paper stocks can be used on digital presses. So, in addition to showing samples of its work to customers, the book also could become a saleable product on its own.
Wow! What a great showing from this elite group of graphic communications services providers — once again proving that Xerox Premier Partners are the cream of the crop of the digital printing market. And the Xerox Premier Partners program continues to grow. The global network of vanguard digital print services providers now is 651 members strong, including 301 Premier Partners in Canada and the United States, up by 74 members so far this year – a 33 percent increase – proving the overwhelming demand among Xerox Graphic Communications Industry customers for a powerful global affinity program such as this.
For more information about the 2007 PIXI winners, please read the news release. Congratulations, Xerox Premier Partners! We’re proud of you, all.
Bob Wagner
Vice President, Creative Services Business and Premier Partners Program
Xerox
robert.wagner@xerox.com
From my perspective, as a consultant focusing on digital solutions, the show had a real sense of optimism. Optimism is a good thing for the industry. Is optimism contagious? Suppliers were optimistic about the number of people at their booths. Sales reps were optimistic about the types of customers planning for new equipment and software and solutions. And attendees were optimistic about their businesses and planning for the future.
This bodes well in the months ahead - that season many of us call the Pre-Drupa wait and see show. There were lots of new products and services announced. Many were considered small enhancements to existing products and people were asking what will be the big stuff that we will see at Drupa? Though, one thought among the sales reps in the trenches for large manufacturers is - "Will my customers make any large investments before Drupa?" "Can they stall for 8 months?"
Yes some will stall. There are few leaders in the print services arena. But many cannot wait and many will not wait. Hence, the sense of optimism at the show. Print and service providers know they need to act to make investments soon to improve their services and capabilities. Customers are demanding it. Competition is everywhere. Print service providers are keenly aware that they must work hard to keep their customers
and their customers are smarter about what is available. In Dr. Joe Webb's presentation on the future of print 2017, he noted and interesting statistic, the economy looks weak by several standard metrics, yet print profits are up for the first quarter in many. While one quarter is only one quarter, this is a solid reason to be optimistic about the industry. (See his column at Whattheythink.com for lots of good stats)
Lois Ritarossi
Sr. Consultant
lois@rogergimbel.com
Roger P. Gimbel & Associates is a worldwide consulting firm providing
digital solutions to print providers and organizations. We focus on
increasing profitability by leveraging cutting-edge digital technologies. We
are an organization professionals with years of experienced in sales,
marketing, technology, printing and distribution. With real world success
and a hands-on approach, our team of consultants providing sales training,
business development, seminars, variable data campaigns, and workflow
analysis.
As a first-timer at Graph Expo, I felt like a kid going to Disneyworld - and
Chicago did not disappoint! I walked the floor (and walked and walked...)
with the eyes of a print buyer, and was overwhelmed (in a GOOD way) by the
magnitude of the space and the equipment on display.
So much of what I saw was related to digital, or perhaps that's what I was
looking for. I can tell you this - every senior-level print customer I know
would have gained knowledge and insight at Graph Expo.
The first-ever print buyers conference during the show was also exciting,
and I'm honored to have chaired it. The buyers' panel made for a very
interactive discussion with the audience, and Peter Muir's high-energy
session on all the available media for communicating one's campaign was
chock full of ideas. Of course, Frank Romano's luncheon presentation on the
state of buying print today was on target and entertaining. The daylong
conference attracted senior-level print-buying professionals who wanted to
be kept "in the know" regarding new technologies. That fact doesn't surprise
me in the least: print buyers crave information that will help them be more
efficient, be innovative, and help their companies' leverage the latest
technologies.
Margie Dana
Print Buyers International
This year, I had the privilege of being a judge for the Xerox PIXI Awards and I have to say picking a "Best in Show" is a hard thing to do.
In the past I have been asked to judge print awards for other industry groups and after my first few I realized something—if all you’re really looking at is quality—most often it’s really good and it’s hard to stand out. There I would stand in a room with hundreds (one time it was thousands) of entries and we had to pick a winner and the task was daunting when it was only about quality. I found myself often thinking, “I wonder if this printed piece was successful at its intended use?” Was it to inform, influence a purchase, remind someone to visit, show thanks? If only I knew more about the outcome, it would help me feel differently about the piece I was reviewing.
When I had heard about the PIXI’s in 2004, what stands out most in my mind is the criteria for judging. Each entry is reviewed on the basis of four areas:
1.) Degree of Innovation
2.) Use of Digital Technology
3.) Business Effectiveness
4.) Overall Aesthetics
What made my decisions difficult for the 2007 PIXI Awards wasn’t only about the quality but how innovative, effective and relevant this piece was at driving someone’s business further—thanks to digital printing. Digital printing can enable an incredible story to be told. Marketers, designers, printers and partners all need to be willing to share the input on how to make it as effective and relevant as possible. The recipient may act more quickly…or more predictably and that can lead to a measurable and possibly repeatable approach.
Each entry told a story of the background behind the organizations, the intended purpose of the piece, and the outcome of the project. Reading the descriptions for each helped me to understand the story far beyond what I saw and that made all the difference.
Last night at the PIXI award Banquet at the Chicago Zoo, I had a chance to meet some of the winners and honorable mention companies. As I shook their hand to congratulate them, I thanked them for trying something innovative and sharing what they learned with the world. Everyone deserves an award when it comes to educating and motivating people to try something new. Will you enter the PIXI’s next year? You should!
Peter Muir
President, Bizucate, Inc.
 The PIXI awards, that is! Chicago’s Lincoln Park Zoo provided the backdrop for our annual PIXI awards – a chance to hand out honors to an incredibly talented group of innovators. Although the program has been around since 2001, I’ve had the pleasure of working on the PIXI awards for the last five years. Each year, I’m continually amazed at the level of strategic and creative work that our customers consistently deliver and the corners of the globe where this creativity comes in from!
This year’s competition attracted entries from around the world including entries from the Brazil, Canada, India, the Netherlands, Saudi Arabia and United States. In fact, this year marked the first time Xerox held one worldwide contest instead of separate regional contests. And, with more than 500 applications to choose from - the decision wasn’t easy! Just ask any of our judges - an impressive panel of industry leaders.
So, a bit of background on the PIXI’s. The annual PIXI Awards recognize excellence and innovation in digital printing applications around the world. This awards program spotlights true digital innovators—those who succeed in The New Business of Printing® by creating superior marketing and variable information communications, books, and manuals in black and white and color. It also recognizes the valuable and productive relationships established between clients, creatives and their printers.
Thanks to everyone for participating in this year’s event and program and, to our winners, “bravo!”
Click here to learn more about the PIXI winners including, “Best in Show,” Pete Keiger Printing!
Cindy Hamann
PIXI Awards Marketing Manager
Xerox Production Systems Group
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