Farquharson/Tedesco on Business Development: Mimic How the Octopus Adapts

Like BNB, Challenge Machinery, a western Michigan-based manufacturer of postpress equipment, has done well during the past few years by diving headfirst into the on-demand segment of the commercial printing industry.

As the digital/on-demand market has expanded, Challenge Machinery has developed lines of cutters, trimmers and other postpress equipment geared toward the needs of traditional and non-traditional printers. In the past few years, Challenge Machinery has developed and launched a new line of trimmers that plugs an on-demand market need for instant, automatic makereadies, including on-the-fly book size changes. By meeting the rapidly evolving demands of today's digital market, Challenge has prospered, while many other machinery companies are barely staying afloat.