The Secret of Selling Postpress

Heidelberg Postpress Inforum held in June.) "It simply means that we are becoming an output device for our customers."

The answer, Thornton reveals, is to offer more services on the back end after the paper is printed.

"We are no longer simply binding paper, but handling it," agrees Larry Tanowitz, Heidelberg USA's vice president of postpress. "As part of this change, bindery managers must stop looking at their department in terms of individual pieces and, instead, see it as a seamless system."