What the Heidelberg and Unisource Partnership Means for Printers

We've learned on the consumables side, and are learning on the paper side, what buying decision processes are involved. To a great degree on the consumables side has been all about the supplier relationship. In the past it’s been the old buddy who shows up with the donuts and tickets to the ball game. Breaking through has been a challenge, and you have to do it delicately. But, bit by bit, it works by applying hard facts and figures to determine real performance of products. A printer can then see, for example, that by using this new washup solution, his waste is down 20 percent with little or no cost in making the change. That makes it a no-brainer decision. We have begun testing Unisource papers so we can jointly certify how this paper performs.