Cup-a-Joe

We have all heard the phrase that if you’re a leopard you can’t change your spots — and that might be a true for many in our industry.  The idea of becoming a marketing services provider or embracing internet solutions is not necessarily nirvana – no matter what all the industry gurus are saying.

First, let’s understand that not everyone can, or should be, a marketing services provider.  If you bleed PMS 200 and are a tech geek, you will NEVER become a marketing guru; regardless of what the sellers of equipment, or association types are declaring.

Second, you can not ignore the fact that there are more competitors than ever in the print landscape.  And I’m not talking about your former sales rep who moved down the street with “his” accounts and a “deal” from the press manufacturer.  Your competition is the Internet; print brokers (and firms like Innerworkings); big box stores (Staples, Office Depot) and your suppliers (UPS, FedEx Office, Xerox, Ikon/Ricoh, Apple, etc.).

Once you understand these two issues; you have two options.  The first option is find a customer base that does not need a high-tech touch, or needs a marketing expert.  They are out there – but are presently being served by other printers.  What is your strategy going to be to take their business?  And cheaper pricing is a losing proposition.  If you don’t have a strategy or are not willing to take the time to create AND execute the strategy, then look at option #2.  Get out of the business.  That does not mean liquidation – your company has customers and sales which should be of value to another company.  You may not get what you think your business is worth, but it will be more than if you were to just close the doors and walk away.  If you need information on valuation, or need to speak to a M&A expert, drop me an email.

For the individual who thinks they can become a tiger rather than a leopard, there are opportunities in this changing landscape.  For those who just like their spots, there are opportunities as well.

We’ve all heard the stories and anecdotal information about the dismal prospects of our industry.  Throw on top the economic and political climate and one is left to wonder – what future is there? read more »

In a recent blog, I touched on the issue of BHR’s and some of their weaknesses.  I received some excellent comments on the need for “knowing your costs,” which is essential to good management.  Yet blindly establishing pricing on BHRs (which may or may not be accurate) is a quick trip to “dead printer walking.”  Here’s an article of interest written by Gerry Michael with Carlson Advisors.  It was published in the Printing Industries of America’s PIFE newsletter.

Earlier this year, Dr. Joe Webb was our featured speaker in Dallas/Fort Worth and Kansas City.  His message was not an easy one to hear – the industry is never going to be what it used to be and we can not wait for “things to get better.”  His message at manroland’s 9^th annual Joe Webb briefing at Graph Expo was not gentle, but Webb was very forthcoming that there will be plenty of opportunities for those who are willing to break away from the herd.   In the past, the herd was comprised of wild mustangs, which had plenty of open range and opportunities.  Today’s herd is now comprised of lemmings headed towards a very un-timely end.  Which one are you? Lemming or Mustang?  I think the choice is easy – but the execution will be a bit more difficult.

A month or so ago, Joe Webb wrote an article where he covered all sorts of topics (when doesn’t he?), but here’s a tidbit that got my attention.  Especially in light of the industry’s trade associations working on “Value of Print” campaigns (including PIA MidAmerica). read more »

It’s time to get connected.  OK, I’ll admit it.  In my world, Social Media has not been #1 on the priority list.  I use LinkedIn several times a week and my Facebook page might get a visit every other week, and up to now, I refused to Tweet.  Well, maybe it’s time to rethink these topics.

It is becoming apparent to this old fogey that getting connected (networking) is becoming more and more important in the industry we call printing.  Why?  The people we need to be speaking to – or getting to know are no longer just “printers.”  It’s about mailers.  It’s about marketers.  It’s about online competitors.  It’s about foreign (no that doesn’t mean Illinois) competitors.  It’s about supplier/manufacturers who are also competitors.  How do we stay up with this new world?  Use the new technologies and find ways to expand our horizons.  We can no longer just hang around with folks who look like us.  We gotta spread our wings.  Tweet. Tweet.

So, I’m off to check Google Plus — more to come.

My last posting covered the Administration’s proposal (or attempt) to provide goodies on one hand, while dishing out “other” stuff with the other.  Well, it really hit the fan on Thursday with the announcement by the National Labor Relations Board (NLRB) which will require mandated postings in the shop/office explaining employee rights for collective bargaining (unionization). read more »

The administration announced today that it was proposing changes to regulations which would provide savings of over $10 Billion (over five years) to small business.  Wow, that got my attention, but I started looking for the “hook.” read more »

I just read this factoid.  Per SmartTrend News Watch, the top five publicly held companies in our industry which have the most potential for earnings growth are:  Deluxe Checks, RR Donnelley, Consolidated Graphics, Cenveo, and InnerWorkings.  Who had the top potential?  InnerWorkings.  Now let me ask a Sesame Street question — who doesn’t look like the others?  Who’s not really a manufacturer — yet is considered a printer?  What does this portend for the industry?

This past week has reminded me why too much government and large bureaucracies can be bad.  The Texas Comptroller has recently taken a position on the state’s relatively new Franchise Tax law (it’s really a gross margin tax) which could be extremely detrimental to our industry.  For the sake of brevity, I’ll spare you the details, but the net affect could be a 1% tax on postage – paid by the mail service provider.

And if that wasn’t bad enough, it was brought to my attention that the folks at FSC are going to require that anyone adopting the FSC Chain of Custody standard, as of 2012, must declare that the firm is not directly or indirectly in violation of the ILO Core Conventions (among other things).  In a nutshell, companies will have to state their support of collective bargaining.  Hmmmm.  Does anyone live in the real world any more?  Maybe  it’s time to call it a week and go home.  Say good night Gracie.