What the Heidelberg and Unisource Partnership Means for Printers

PI: What would you consider to be the target size print shop for this new offering?

DUNN: I don't know if we've really defined that, but we have a pretty good profile as to the dominance of volume that we get. If we look at our 33,000 customers, about 1,100 represent almost 70 percent of our total business. Some of the overlay that I see with Unisource is that they kind of mirror one another, and that these printers require a lot of paper. That certainly will be one sweet spot, but we also see opportunity through Printers Advantage and other programs focused on the smaller shops.