Continuous-Feed Inkjet Paper Options Continue to Ramp Up
This value proposition can be a difficult sell in a commodity-oriented environment, but at Canon Solutions America, Marketing Director Kris Albee reports that their clients do indeed get a premium price per page. Albee adds that "many of our customers have figured out the value proposition: in 2012 75 percent of all customers bought a second press within 12 months." Domtar's Ann Rieser, director of market development, echoes the importance of the value proposition, and explains that "inkjet is a different sell; it requires consultative selling."
Jack Miller is founder and Principal Consultant at Market-Intell LLC, offering Need to Know™ market intelligence in paper, print and packaging. Previously, he was senior consultant, North America, with Pira International.
Known as the Paper Guru, Jack is the former director of Market Intelligence with Domtar, where he also held positions as regional sales manager, territory sales manager and product manager. He has presented at On Demand, RISI’s Global Outlook, PRIMIR, SustainCom World and at various IntertechPira conferences. Jack has written for Printing Impressions, Canadian Printer, Paper 360, PaperTree Letter and Package Printing, along with publishing a monthly e-newsletter, MarketIntellibits.
He holds a Bachelor of Arts degree in Economics from The College of the Holy Cross and has done graduate studies in Statistics and Finance.
