Hewlett-Packard

In the highly competitive production printing marketplace, it can be difficult to persuade customers to buy from you if there is a perception that you offer similar products to competitors, but with a higher price tag. Furthermore, trying to beat competitors on price alone is cutthroat, risky, and not recommended. This strategy attracts bargain-hunters who are all too ready to defect to competitors for a better deal.  

Service providers must focus on the real value that they are delivering to customers to attract and build a loyal customer base. There is a reason that people buy designer-label clothes and luxury cars... and that reason is perceived value! In this Webinar, you'll hear from experienced service providers about building a value-added pricing model. Topics to be discussed include:

• Pricing models for value-add
• Communicating your value proposition
• Bundled versus unbundled pricing
• Effective responses to customer "pricing objections"
• Creation of an effective proposal

By integrating four-color HP C500 inkjet imprinting stations into its existing direct-marketing production operations in Chalfont, PA, Vertis can now offer more cost-effective, high-volume color personalization solutions. Vertis and HP are working together to develop new direct-marketing programs

The in-line, off-line or near-line finishing debate is anything but a debate in the digital production arena, but it is interesting to note the configurations and the rationale behind them, as they vary from printer to printer.

Diversification has served UniGraphic Inc. well during arguably the most difficult economic period in the printing industry since the Great Depression. It is bullish on the future of all things large following the acquisition of two big-bodied inkjet printers.

With the fairgrounds spanning 19 halls, it’s simply not practical to cover all that the show had to offer. For a taste of the rest, the following are some of the key announcements made in other hot product categories, including bindy and finishing, digital plates, Web-to-print and wide-format printing.

There was a great deal of anticipation about Benny Landa and the debut of his Nanographic Printing process among the trade press and industry pundits leading up to drupa 2012. Throughout the show, Landa starred in five daily presentations within Landa Corp.’s 300-seat theater.

Commercial printer equipment installations and other news from Printing Impressions’ June 2012 edition, featuring J.S. McCarthy Printers and Precision Graphics of Oregon.

At the Xerox stand, Cirque do Soliel acrobats wowed the audience with astounding aerial moves several times a day on a raised, springboard-equipped stage. The first five minutes of Landa’s highly produced presentation on Nanography had skin-suit-clad performers doing a dance that didn’t have much to do with the topic at hand, but was still visually engaging.

It’s good to be back home and try to put all drupa 2012 had to offer into some kind of perspective. I’ll start where my drupa did, with the press conference of the ebullient and irrepressible showman Benny Landa and the rollout of Nanography.

Demand for HP’s new digital printing solutions significantly exceeded the company’s goals for all regions and product lines. Results included: orders from more than 200 customers across 55 countries; thousands of qualified sales leads; and record levels of booth attendees, with more presentations and live demonstrations than at any previous show.