Eastman Kodak

Imitation Breeds Success Variable data has won many converts in the design and marketing communities, but the selling cycle for prospects typically still involves an education process. The easiest way to sell this marketing approach is to show a potential user how a competitor is exploiting the technique to its advantage. If there is a prospect for which variable data should be a “no brainer” it is the company that sells through a decentralized network of sales reps, dealers or agents who will benefit from being able to order smaller quantities of marketing materials that they can customize and personalize for their prospects. Even

FROM THE workflow and business standpoints, there’s becoming less of a need to make a distinction between digital and offset printing. New tools are bringing together the formally divided file processing paths, and digital devices are becoming standard equipment for more offset shops. With concerns about quality largely assuaged, it’s all becoming just printing under one service umbrella. The one exception is variable data printing, which remains somewhat of a special case from a production standpoint due to the processing required to integrate content from databases. The market that Western Graphics, St. Paul, MN, is targeting with all of its services (digital or offset)

LET’S BE honest, selling digital printing to your customers can be a daunting proposition. More often than not, it falls upon you to be the one to enlighten buyers about the virtues of variable data printing. Who better to budge them out of their static ways? That’s all copasetic. Given the relative nascent state of variable data digital work, it behooves printers to leverage the educational tools and programs being offered by high-end digital color press manufacturers to help them not only sell more printing, but also educate print buyers on why they should consider the merits of personalization. Virtually all of the manufacturers

IT’S NOT that ‘digital’ is an unsavory term around the pressroom at Perfect Printing of Moorestown, NJ. But when their salespeople call upon potential customers, some more choice words are used. “We don’t sell the digital,” notes Joe Olivo, president of Perfect Printing. “We tell customers we can offer improved turnaround times, improved finishing capabilities and even an improved array of products.” Olivo might not be selling digital, but his family owned company recently bought the digital. Perfect Printing acquired Blaze Digital Printing of nearby Lumberton, NJ—a fledgling provider of on-demand booklets that boasted a staff of veteran digital experts. The deal closed the

SEWICKLEY, PA—February 16, 2007— Excitement builds for the 2007 Presidents Conference scheduled for March 4–8 in Arizona. The great program and winter chill have heated up registrations as the deadline nears. In addition to the quality speaker line-up including Michael Brandwein (Leadership in the Crossroads) and Marcus Nicolls (Creating Accountability in Organizations), PIA/GATF announced additional value-added elements. With 21 sessions and 8 roundtables planned, the attendees can customize their educational experience to their company needs. With mergers and acquisitions in the headline each week, attendees can catch a rare first-hand account of the issues playing out with private equity partners in the printing industry. Also,

ROCHESTER, NY—With a plan to focus more intently on commercial printing and consumer photography, Eastman Kodak announced it would let 3,000 more employees go as part of the three-year restructuring program that will conclude by the end of 2007 with roughly 30,000 layoffs. Kodak sought to reduce payroll further to accommodate the January sale of its health imaging unit for $2.35 billion. The company also took a leap into the home ink-jet printer market earlier this week. The company expects its target business model to yield gross profit margins of 28 percent to 29 percent, with earnings from operations equal to 8 percent to 9 percent

ONE WORD that would best describe Stuart, FL-based Southeastern Printing is unique. Located along Florida’s “Treasure Coast,” the ISO 9001-certified company boasts the full range of printing services expected from a commercial printer, and some that might surprise those not familiar with the firm. “In recent years, I’ve been invited to cocktail parties where the invitation read that the attire was ‘casual elegance,’ ” explains Don Mader, Southeastern Printing’s 35-year-old president. “Even though the phrase is a bit paradoxical, I feel it represents how our company is perceived in our marketplace. We want to be known as a company that is fun to

G.F. Puhl Co. Building New Facility GALLATIN, TN—Construction is underway on a new 51,000-square-foot office and manufacturing complex for G.F. Puhl Co. Gregg Puhl, president, states that the new facility will improve manufacturing capacity and capability, and give additional storage space while providing a better work environment for office, technical service and manufacturing staffs. Puhl engineers and manufactures trim collection systems for the printing industry, folding carton corrugated box manufacturers and document destruction companies. The move is expected to be completed in the spring. 10-Color Perfector with Double Coaters Showcased ALLEN, TX—Sheetfed and web offset printer ColorDynamics and Komori America executives hosted

CHICAGO—01/30/07—Rider Dickerson, a Chicago-area print services company since 1903, is pleased to announce its move to an 85,000 square foot facility, the December 2006 delivery of one of the fastest and most efficient sheet-fed presses on the market, the Heidelberg XL-105, and the addition of MatchPrint Virtual Proofing to its services. Positioned for Growth: New Location, Larger Facility In March 2007, Rider Dickerson is moving from its present location in Chicago to a larger facility in Bellwood, IL, just west of downtown. The 85,000-square-foot facility is conveniently located near the city as well as near airports and expressways. “The move is exciting—our new location is just

“JDF Experience Parc” and “JDF Experience Theater” to be Part of Expanded drupa Innovation Parc DÜSSELDORF, GERMANY—January 24, 2007—The International Cooperation for the Integration of Processes in Prepress, Press, and Postpress (CIP4) and Messe Düsseldorf announced the JDF experience parc at drupa 2008. At drupa 2004 approximately 50 exhibitors demonstrated JDF-enabled systems and software, most for the very first time. For many, drupa 2004 was the “JDF drupa”, heralding the introduction of JDF-enabled process automation for the printing industry. Since 2004, JDF has moved past the initial hype and speculation to become a core technology for competitive printers around the world. At