Category: Business Development

Growth and New Markets: The 2014 Inkjet Summit

Jim Hamilton
Apr 11, 2014

nGage’s Inkjet Summit is in its second year and it has grown to around 90 end-user attendees and 39 sponsor companies. The concept is relatively simple: find prospective buyers of high-speed inkjet equipment, pay their way to a resort location, and sit them down in front of the sponsors for case study presentations and one-on-one meetings. This assures that the level of knowledge and experience of the average attendee is very impressive. They have done their research and have a good idea of what they need. Not all of the attendees, though, are first-time buyers. Those looking to purchase a second (or third, or fourth) device were also in attendance. They make up a significant portion of the audience and have hands-on familiarity with inkjet technology.

Similar to the first-time buyer/experienced user split, another split was particularly noticeable Read more »

Breaking the Mold at Dscoop9: Education, Collaboration, and Community

Barb Pellow
Mar 18, 2014

Earlier this month, I had the opportunity to participate in Dscoop9 in Orlando, Florida. I got to see more than 2,000 print professionals and over 100 business partners focus on the conference directive of “breaking the mold.” According to Chris Petro, Dscoop’s Chairman and the President and CEO of GlobalSoft Digital Solutions, attendees visited from 33 countries around the world. In addition, 30% of print service providers were first-time attendees.

Education was a critical area of emphasis at Dscoop9, and the Dscoop University portal was officially unveiled at this year’s event. John Tenwinkel, Director of Dscoop University, states, “Dscoop University is designed to provide industry-leading personalized education to help users enhance their corporate strategies and grow their businesses. This blended learning environment offers 24/7 access to training, on-demand content, live-streaming and downloadable resources, and in-person courses. The content is tailored to various job functions, including business owners, sales and marketing, and operations. Dscoop University is designed to ensure that educational opportunities don’t end with the conference.”

Read more »

Canon Says, “Let’s Start a Production Digital Print User Group”

Jim Hamilton
Feb 20, 2014

Probably the most interesting news item to come out of the recent Canon Solutions America (CSA) briefing was CSA’s announcement that it was forming a user group steering committee, and that it hoped to have its first convention in 2015. The focus of this user group will be production digital print.

Keep in mind that two of the most successful user events in the production digital print space—Dscoop (a cooperative of HP Graphic Arts users) and EFI Connect (the annual EFI worldwide users’ conference)—have been gaining more traction in recent years. That CSA would consider creating a group for its own production digital print users should come as no surprise, particularly with Francis McMahon on board. McMahon, Vice President of Marketing for CSA’s Production Print Solutions division, played an integral role in getting Dscoop off the ground many years ago when he was the Director of Marketing for HP’s Graphic Solutions Business. In addition, CSA’s hiring of Dscoop Executive Director Eric Hawkinson in 2013 should have tipped us all off; it makes sense that Canon would use Hawkinson’s skills to start an initiative like this.

CSA’s Eric Hawkinson with Customer Panel

Exactly what form (or what name) the user group will take has yet to be determined. Read more »

A Review of 2013 Corporate Greeting Cards

Jim Hamilton
Jan 22, 2014

This is the fourth year that I’ve done a video blog review of all the corporate greeting cards I received during the holiday season. This year’s collection includes InfoTrends’ own corporate greeting card, which was printed this year at the Museum of Printing in North Andover, Massachusetts.

If you have an interesting greeting card you’d like to send me, my address is Jim Hamilton, 97 Libbey Industrial Parkway, Suite 300, Weymouth, Massachusetts 02189, USA

If you’d like to see the previous videos, here are the links:

See the link below for my 2013 rant on one of the most insincere holiday e-cards I’ve ever received: How Much Is ‘Free’ Worth?

EFI Fiery to Drive Landa Digital Presses

Kaspar Roos

Big news from the EFI Connect show in Las Vegas: EFI and Landa have formed a strategic relationship to use Fiery technology as Digital Front-End/RIP for Landa’s digital presses; both for the continuous feed and cut-sheet devices. From the moment Landa showed its new presses for the first time at drupa 2012, there has always been much speculation about who Landa would choose as a DFE partner and what RIP technology would be suitable enough to drive digital presses that can run 12,000 B1 sheets per hour at 1200 DPI.

Guy Gecht and Benny Landa - who paid an unexpected visit - announcing a strategic partnership at EFI Connect 2014

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Canon Looks to Maintain Base with Eye Towards the Future – Dex Imaging Opening Canon Only Branches?

David Ramos
Dec 12, 2013

I could have very well titled this “Industry Consolidation and the Ripple Effects” given the nature of the chess match being played out between two industry titans. Canon in one corner, looking to regain momentum (Canon’s loss of market share has been well documented with acquisitions of IKON Office Solutions to Ricoh – $1.62 billion, Global Imaging Solutions to Xerox – $1.5 billion and Danka to Konica Minolta – $240 million, couple this with the mixed result of their CBS Direct Operations the impact is measurable and the desire to win it back is understandable) and in the other corner, Konica Minolta, the current King of the independent dealer community.  Ask an independent dealer owner about what they like about partnering with Konica Minolta and why they have made such a surge in revenue and units, and the first answer is Rick Taylor and his leadership, what follows next from their mouths varies but it is typically like an evangelist giving testimony at a revival.

For those that do not know, Dex Imaging is one of the largest independent dealers in the United States with annual revenues approaching $150M (it’s probably safe to say will have superseded that mark by the close of 2013).  Their plan is to reach $250 million in annual revenue by 2016 and they have 26 locations in Florida, Tennessee, Maryland, Alabama and Mississippi.  They made two acquisitions in the Florida market, both announced in May of this year.  In the May press release announcing the acquisitions, Dex Imaging called itself the single largest- and fastest-growing independent dealer of Konica Minolta and Kyocera document imaging equipment in the U.S.

Dex Imaging Acquisitions 2013

1. TonerType, LLC
2. U.S. Imaging Solutions

Read more »

Konica Minolta Makes a Move – Continues with Acquisitions as a Business Strategy

David Ramos
Dec 10, 2013

Konica Minolta Business Solutions U.S.A., Inc. today announced that it has acquired CopySource Inc., a business solutions dealership headquartered in Coral Springs, Fla., to increase Konica Minolta’s reach in the southeast Florida.

In addition to today’s announcement, Florida has been a hotbed of acquisitions in the past 24 months from OEMs, Independent Dealers and IT firms all positioning for growth.

InfoTrends Channel Strategy Service Data

State of Florida Acquisitions - Click to Enlarge Image

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Toshiba LEAD – The Race to…wait for it…One Billion Dollars!

David Ramos
Nov 25, 2013

Revenue diversification and revenue growth as a corporate strategy to increase sales from new products and new markets is nothing new. Expanding into a new segment of an industry that a business is already in, or investing in a promising business outside of the scope of the existing business are solid avenues to diversification. What is so unique about Toshiba America Business Solutions is how they get there; with technology creation, innovation and a true brand agnostic approach.  Need proof they are serious?  25% of their core MFP product page is HP & Lexmark and almost their entire printer product page is NOT THEIR PRODUCT.  This is not the bait and switch of a Global Imaging Systems, where you are assured that yes, you will be able to continue carrying multiple product lines, only to make the non-Xerox line noncompetitive with high internal transfer costs making it difficult if not impossible to recommend products that compete with the core Xerox line. No, this group at Toshiba is different and the independent dealer channel should take notice.

Toshiba LEAD for the second consecutive year struck home a message of “Revenue Beyond Print”. Digital Signage and the Ellumina Digital Signage services along with Virtuoso digital signage displays, and LED signage for outdoor usage was eloquently showcased and created a very positive buzz among the independent dealers, Toshiba direct employees and end user attendees. Highlighted throughout the technology floor and general sessions were applications and content vs. hardware which made it easy for dealers and end users to envision the digital signage market opening as well as key vertical market opportunities were demonstrated.

 

Toshiba Digital Signage in Tesla Dadeland Showroom - Miami, Florida

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Ricoh Convergence 2013 – My First, Second and Third Take

David Ramos
Nov 3, 2013

With over 1,200 attendees and representation from 597 Ricoh dealerships, Convergence 2013 was Ricoh’s largest dealer event of all time. The executive team was very accessible and honest in their self-evaluation of where they have been, mistakes made along the way and creating specific plans for addressing the issues and growing the company.

Read more »

Ricoh Makes Strategic Investment in Print MIS Provider Avanti

Stephanie Pieruccini
Jul 11, 2013

Today, Ricoh announced that is has made a strategic investment in Avanti Systems, a leader in Print MIS for Commercial Printers and In-plants. According to Yasuhiko Hosoe, associate director and deputy general manager, Ricoh Production Printing Business Group, “The investment also speaks to our “imagine.change.” initiative – by enabling commercial and in-plant printers to streamline their businesses and seek efficiencies to lower costs, and improve their bottom line.” The deal reflects the demand for software solutions that help print service providers optimize their production capabilities through transparency and a need for digital equipment vendors to strengthen their relationship with these solutions. Read more »

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