The Bindery—No Longer the Bottleneck of the Printers’ Workflow

Purchasing Behavior

With run-lengths dropping, customers must be able to justify a purchase with existing work and not count on new work that a piece of equipment may generate. Overall, in-depth interview respondents said they will wait until a piece of equipment is completely used up before bringing in something new. This means that for manufacturers, up-selling is key. While replacing some pieces of equipment, like guillotine cutters or folders, is rare, there are ample opportunities to sell material handling equipment and in-line add-ons such as scoring, perforating and inkjetting equipment.