One on One — Ulrik Nygaard on Finishing

Do you think it’s possible any longer for a vendor to “go it alone” in the marketplace, or is it really necessary to be part of a more comprehensive solution?

Even the largest manufacturers on the finishing side have partnerships with other manufacturers to offer total solutions. That’s a good shortcut, to be able to offer those solutions to the end user. I think everybody needs to have, and probably already does have, some strategic alliances and partnerships where they combine their products with others and offer a total solution to the customer. Of course, on the distribution side, you have that going on all the time. A lot of our dealers sell presses, they sell cutters, sometimes from us and sometimes from another company. They sell folders, they sell binders, and not all of it comes from one vendor. So they go to the end user and say, here’s a total solution.