Posts tagged: Printing

How is Your Firm Getting Into the Solution?

Sheryne Glicksman
 Jan 12, 2018

In Q4 of 2017, we surveyed 179 IT decision-makers within the indirect channels for office equipment deployed across the United States. Respondents included office equipment dealers (OED) and IT resellers. For this survey, we used revenue ranges to define the size of establishment. Those with annual revenue of less than $10 million were grouped as small OED and IT Resellers while large OED and IT resellers have revenues of at least $10 million.

It’s Time to Get Inside the Solution
Software is on average only 11% of total revenues. As you can see from the chart below, software is a higher percentage of sales among the large IT resellers (17% of total revenue). What can you do to increase your software revenues? Based on our last two dealer surveys, we know that solutions selling has been a growth priority for dealers in our channel for the past two years. So why is this number not increasing faster, and what are you doing differently this year to change your strategy? What’s working well for you, and what can you improve on? The software solutions that you market to your customers are the tools needed to effect change within an organization. It’s not about the name of the software solution. It’s all about how the software solution tool can help improve something that is challenging to your customer. What stories have you told to help your customers realize you understand their pain? How educated are your sales reps on how these tools help customers in specific ways?

Figure 1. What is the percentage of revenue for the following areas of your business?

Revenue Growth Areas

Workflow & business process solutions, managed IT services, security service and mobility were noted as the top four areas for revenue growth. Workflow and business process solutions are intended to help companies be more efficient and eliminate manual processes. Are you speaking to your customers about their frustrations around manual processes? The software tools available to eliminate these frustrations are the catalyst for change. Are you developing your own managed IT division or partnering with an expert in managed IT? When it comes to security, are you having discussions around security infrastructure, ransomware, and security around print behaviors? These discussions will certainly lead you down the path of making recommendations to alleviate your customers security challenges. Our forecasts show that mobile print is expected to grow to a $118 million-dollar business by 2020. How are you planning to capture some of this revenue?

Figure 2. What areas do you see the greatest opportunity for revenue growth in next 3 years?

Leverage Your Partners

How do you message your expertise to potential customers? What vertical markets have brought you success? If these are areas of growth for your establishment, how will you align sales and marketing efforts to reflect these new focus areas? What areas are part of your strategic initiatives this year? Technical sales support, more education and training, sales enablement and data analytic tools all ranked at some level of importance for our survey respondents. When it comes to sales enablement tools and data analytics, this got me thinking about all the tools each of you have access to in our channel ecosystem. Are you leveraging all the information in these tools? Bringing data to life is real. I believe we all want immediate insights into data that help drive business decisions. We want the data up to the minute, in real time, in motion. We also want it simple to understand so we can act on it. We can help you improve your software revenues. Contact me today for a complimentary executive briefing to discuss how #icanhelpbringyourdatatolife

Fuji Xerox Iridesse – Two specialty colours is better than one

Ralf Schlozer
 Dec 6, 2017

Less than a year ago, InfoTrends published a multi-client study: “Beyond CMYK: The Use of Special Effects in Digital Printing”. Not only did we find that many printers voiced a strong interest in specialty colours and the desire to have several effects as an option, they also indicated that having two specialty colour stations in the press is their preferred option.

Less than a year later, Fuji Xerox launched the Iridesse Production Press at the Fuji Xerox Premier Partner Conference on the 14th of November in Bangkok for the Asia Pacific market.

For the first time in dry toner production printing, a print engine has been equipped to print six-colours, adding two colour channels to complement process colour print with different specialty colours, including metallic, in a single pass. The Iridesse houses up to two additional specialty toners of gold, silver, clear and white, in addition to standard cyan, magenta, yellow and black. One specialty colour is in front of the CMYK units and one behind, therefore the Iridesse can underprint with one specialty colour, and overprint with another (or the same) in one pass.

Fuji Xerox also revamped toners. CMYK toners are made of Super EA Eco toner, which is Fuji Xerox’s smallest particle size toner to date, citing a particle size of 5 micron for the colour toner. The Super EA Eco toner is able to fuse quickly at a low temperature, and is able to evenly transfer six layers of toners. Another patented improvement is flat metal flakes being embedded into the metallic toner particles. The flat metallic flakes should improve the shininess of metallic prints, and some improvement over the gold toner of the Color 1000i can be noticed – although digital metallic print remains far less shiny than foiling or the like.

A unique feature of the Iridesse is being able to print hues of metallic tones in one pass, by printing silver or gold first and overprinting it with CMYK. Other toner printers would need multi-pass printing, and in offset printing each of the metallic hues would need to be mixed first. This can reduce the effort drastically in hitting metallic effects beyond plain silver or gold. The press supports metallic colours found in colour catalogues such as Pantone Metallic and Pantone Premium Metallic. By using these colour swatches, the operator can reproduce colours similar to Pantone metallic colours by simply designating the colour codes. Also, since the press offers more hues than found in the Pantone swatches, Fuji Xerox has a range of predefined metallic colours on top.

Print sample showing metallic overprinted with CMYK

 

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IPEX 2017 – feeling the pulse

Ralf Schlozer
 Nov 2, 2017

Many print industry pundits will still eagerly remember IPEX as the second most important trade show for the graphic arts industry. Held at mid-term between two drupa trade shows, IPEX was the show to kick the tyres of new products that just reached the market after being previewed at drupa as technology demo.

That held true until IPEX 2014, when the show essentially imploded. Most major exhibitors pulled out leading to a much smaller footprint with 15,000 m², down from 50,000 m² in 2010. Declining margins in the printing industry did take their toll, with exhibitors questioning the return for a costly trade show presence. The show’s move to London did not help IPEX either. The hope of addressing new overseas visitors failed, and UK printers shunned the travel into central London. Although plans for IPEX 2018 to take place from 19 to 24 March 2018 at the Excel, London were announced, everybody expected this to be the end of IPEX.

As a bit of a surprise came the announcement of IPEX 2017, back again in Birmingham. The timing for autumn 2017 was set as the drupa organisers were still aiming for a three-year cycle, so that IPEX would again fall in the middle between two drupa shows. Certainly, the return of IPEX was not on the big scale it once had. IPEX 2017 occupied just parts of one hall of the NEC exhibition centre, instead of 11 of them in 2010, with ample space left to squeeze in more booths. Most equipment vendors did not join the IPEX bandwagon in 2017 either, with Ricoh being the only major digital print equipment manufacturer exhibiting. Other vendors were present via dealers or driving finishing equipment in the booths of finishing equipment vendors. It is noteworthy that finishing vendors did contribute most to the footprint of the show, complemented by software and supplies vendors.

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Happy Birthday KBA (now rebranded to Koenig & Bauer)

Ralf Schlozer
 Sep 27, 2017

The oldest press manufacturer celebrated its 200th anniversary on the 21st of September 2017 at the founding site in Würzburg, Germany.

In November 1814, the first newspaper was printed utilising machine power, using a steam-powered press invented by Friedrich Koenig for The London Times. Not willing to grant exclusivity rights for the printing press to The Times, Koenig relocated to Germany and found a new factory site in a disused monastery in the Bavarian town of Würzburg. In 1817 the company was finally founded by Koenig, as the world’s first printing press factory. To this day the company is partially family owned and is headed by Claus Bolza-Schünemann. He assumed a leadership role in the company in 1989, as the sixth generation of the family to lead the company.

In contrast to the other major German offset press manufacturers, Koenig & Bauer stayed profitable in most years since 2000. Through organic growth and acquisitions a revenue high of around €1.7 billion was reached in 2006 and 2007. In the aftermath of the financial crisis and within two years revenues dropped by 40% and hovered just above the €1 billion mark since, with a slight upward trend recently. More consequently than other press manufacturers, Koenig & Bauer exited unprofitable markets and focussed on new areas. For example, the once leading web offset press business has been scaled down a lot as demand and prices (and profits) plummeted. Koenig & Bauer is also active in many niches that larger offset press companies were not able to address profitably. This includes presses for currency printing (almost all are Koenig & Bauer built), presses for metal print, glass and container print as well as the largest format sheet-fed offset presses.

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The Landa Digital Press – It Is Here and Printing

Ralf Schlozer
 Sep 13, 2017

September the 12th and coinciding with Print 17 Landa Digital Printing invited selected prospects and press/analysts to their VIP event in Israel, to witness the first Landa Press to go into operation at the Israeli packaging printer Graphica Bezalel.

Landa made a big splash by announcing their nanography technology at drupa 2012. Almost everybody in the printing industry eagerly awaited to see the first installation. Without doubts, the start has been bumpy and the date of the first install has been moved several times, but that can be said about almost every piece of truly new technology in the graphic arts industry. Finally, the day arrived by shipping the first Landa S10 press to Grapica Bezalel in July 2017. After a month of installation, the press has been in operation for two weeks at the date of this event.

Landa S10 at Graphica Bezalel

Landa S10 at Graphica Bezalel

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HP Announces New PageWide Devices, Workflow Scanners & Solution Services @ Reinvent – World Partner Forum 2017

Barbara Richards
 Sep 11, 2017

HP Reinvent World Partner Forum is a reinvention of their annual global partner conference bringing together 1400+ global partners, including channel partners and system integrators. At the event, HP announced several new products and solution services.

New PageWide Devices

HP announced several new contractual and transactional PageWide printers and MFPs rounding up their 2017 spring product launch portfolio. The new products range in speeds from 45ppm up to 80ppm in general office mode and will feature the same low cost per page, best in class energy efficiency and full enterprise capabilities as the Spring launch  of LaserJet products. http://client.keypointintelligence.com/bliQ/InfoCenter/Document/Item/b275b875-af12-461a-b78b-adeb4737eac6

The A3 launch will be supported by the Smart Device Services Ecosystem (SDS), an “Internet of Things” (IoT) solutions toolset that funnels information via the cloud from devices to service partners aiming to lower service cost and provide more device up-time. Product availability is scheduled for this fall.

Figure 1 – New HP PageWide Printers & MFPs

pagewidedifference

Workflow Scanners

HP also announced the latest ScanJet portfolio of single function scanners, comprised of a wide range of products. The device groupings consist of Small Work Team, Document Management (Workgroup), and Document Management (Departmental). The newly announced Flow 8500fn2 Digital Sender boasts a fast 100ppm scan speed; 10,000 page a day duty cycle and HP technology such as WebJetAdmin, FutureSmart, EveryPage and HP scan software.  In addition to the 8500 fn2 Digital Sender, HP announces the new Flow N9120 fn2 A3 scanner.  At 120ppm scanning speeds, this device is suited towards sophisticated departmental scan and capture environments with needs for more volume and large page/document sizes.

HP Solution Services

In addition to the new product announcements, HP is introducing new compatible solutions to capitalize on the trends of “mobile,” everything as a service, “smart” devices, and security.   According to HP, their portfolio of new solution services will “reinvent the power of print” aimed at addressing customer’s path of work. With this in mind, HP announced several new innovations at Reinvent World Partner Forum 2017.

Figure 2 – New HP Solution Services

HPSolutionServices

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Epson Announces Partnership with Nuance and showcases new products at “Prism of Possibilities” NYC Event

Barbara Richards
 Jul 27, 2017

epsonlogo nuancelogo

Epson and Nuance form Strategic Partnership

On July 25th, Nuance Communications, Inc., and Seiko Epson Corporation announced a worldwide strategic partnership to enhance the Epson customer experience by providing Nuance document imaging solutions through Epson distributors and resellers. According to Epson, this new partnership brings together the low running costs, reduced intervention and environmental impact as well as the high reliability of their printers, with the ability to securely control and manage print and capture to enhance productivity, while reducing operating expenses for their customers. 

Under the new partnership, Epson will sell and distribute Nuance eCopy ShareScan and Equitrac Office/Express software on their family of inkjet MFPs including the high-speed WorkForce Enterprise WF-C20590 (launched in Spring 2017)http://client.keypointintelligence.com/bliQ/InfoCenter/Document/Item/52413605-84e7-47cd-9f6a-a5e10fb45b1d and LX -10000/7000 series of linehead technology for SMB and corporate workgroups.

In addition, Epson will also integrate the Nuance Omnipage SDK and Epson scanning applications for better OCR accuracy within document workflows and will bundle Nuance’s Power PDF software with a select line of Epson document scanners.

Nuance Solutions to be made available to Epson include:

Epson products Nuance products Nuance products Nuance products
WorkForce Enterprise/Pro Printers Equitrac Office Express Equitrac Express eCopy ShareScan
Document Scanners OmniPage Capture SDK PowerPDF

New DS-410 Document Scanner

At the event, Epson also announced a new commercial document scanner, the DS-410, complete with a 50-sheet automatic document feeder, duplex scanning and 26ppm/52 ipm scan speeds. It offers support for ISIS and TWAIN drivers for seamless integration into most document management software along with a three year limited warranty. According to Mark Pickard, Senior Product Manager of Scanners, the DS-410 is ideal for environments that require a fast and flexible document scanning solution that provides paper-intensive businesses an affordable solution to save, store and protect critical documents. The DS-410 is available today through select resellers and distributors nationwide at a MSRP of $379.

Figure 1- Epson DS-410 Document Scanner

EpsonDS410

 

In addition to the new scanner and partnership announcement, Epson also showcased products from their commercial and enterprise divisions as well as new wearable technologies that will be available later this year.

 

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DSCOOP EMEA 2017 – setting the benchmark for user groups

Ralf Schlozer
 Jul 10, 2017

From June 7th to 9th Dscoop EMEA went into its 6th round at the Centre de Congres in Lyon. About 1,300 attendees from more than 45 countries joined the event.

HP went to great lengths to present the latest printing technology live and running to the attendees with four Indigo B2 devices printing at the site (two 12000, one 20000 and 30000), as well as the latest label presses shown in action – including an Indigo 8000 Digital Press. In addition HP shared some installation data, with currently 6,000 Indigo presses installed worldwide in commercial print and another 1,750 presses in label and packaging printing. This includes about 570 B2 engines. Large format latex printer installations amount to about 45,000 by June 2017, outnumbered by one million large format Deskjet devices installed. HP shared some information on the uptake of PrintOS as well and reported 5,560 registered users at 2,400 companies, with 1,700 of them using PrintOS weekly.

At the event HP announced some improvements to PrintOS: notably PrintBeat has a mobile edition now, which allows monitoring and benchmarking press performance from mobile devices. High definition imaging was presented at the event again and although it is set to go into field testing later this year, with general availability planned for 2018. Available now are several new screening options that will help in photo printing and high contrast images.

While pink fluorescent ElectroInk was introduced half a year ago, fluorescent yellow just became available to Indigo users. Fluorescent green and orange were shown at the event and are currently being field tested. Another new ElectroInk just introduced is “Light Light Black”, which is especially intended for smooth gradations in photo printing, underscoring that HP Indigo remains committed to be the leader in specialty colour choice. At drupa 2016 HP showcased more than a dozen of other specialty ElectroInks to gauge user interest – at Dscoop Lyon HP Indigo previewed some of these inks again: thermochromic ink (changes colour depending on temperature), heat seal (the glue is activated at high temperature) and release inks (e.g. for scratch cards), which are apparently moving closer to commercialisation. Additionally metallic ElectroInk was shown again, which should garner the biggest interest, but is likely to get a launch not sooner than 2018.

HP Technology Fair - with new EletroInk types

HP Technology Fair – with new EletroInk types

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Are You Ready To Get Your SBB On?

Sheryne Glicksman
 Jun 19, 2017

Our industry has officially adopted a new acronym called SBB and it’s here to stay! I believe SBB has the potential to be disruptive, in a positive way, in our market today. So, what exactly is SBB?

Managed Print

Before we define SBB, let’s go back to another acronym called MPS. Managed Print Services has evolved, changed, slowed down and started up again in the past five years. It has been defined, redefined, renamed, rebranded and relaunched. Regardless of how you define MPS or what you do with your program, you’ve probably had some challenges here. One of the challenges that many customers and dealers have with MPS is the ability to capture true output volume and track that volume on a regular basis. Read more »

For workflow, to scale or not to scale? That is the question!

Pat McGrew
 

It’s time to ask the question that is often missed in discussions about workflow – is the current workflow scalable? Scalable isn’t only a question of getting bigger; it is also a question of complexity. If your workflow was built to handle one type of job, like books or bills or bingo cards, and today you are handling magazines, direct marketing mailers, and posters, there may be a mismatch between your work and your workflow.

The mismatches often begin with how jobs are sold and onboarded. A common change in sales is the addition of a web-to-print solution to open your doors to a wider audience. When that addition happens, your scale of operation generally changes. Instead of sales coming in via relationships with your sales people, who know your capabilities, there are jobs coming in from customers who may not have paid attention to your website, and may not have followed your instructions. While most web-to-print solutions allow for rules-based interrogation of the incoming job, in many cases, contrary to how the systems are intended to work, someone in the shop is assigned to look at the jobs and determine if they can move into production. When you think about scalability, the more jobs that come in through a web-to-print application that require physical review, the less scalable that process becomes.

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