News
Printers not yet seeing web-to-print benefits
Printers must change their mindset in order to get the most out of web-to-print, software developer RedTie has warned.
The company, which has launched a new support package on stand 447 at Total Print! Expo, as well as a managed service, is spearheading a drive to educate printers on how to successfully sell web-to-print to their customers.
Managing director Marian Stefani said: “The fundamental reason why web-to-print hasn’t been adopted as much as it should have been is because the systems are too complicated, they’re expensive to run and printers aren’t seeing the ROI.”
She added that too many in the industry thought of web-to-print as the ‘Holy Grail’, rather than as a service that can help reduce client costs and increase the profitability on all jobs.
RedTie is bringing together all its expertise in a package called the Business Builder Kit, which includes training, case studies, seminars and sales support.
“We’re trying to change the conversations printers are having with their customers. Where people are failing, it’s because they don’t have the resources to support the system,” said Stefani.
Red Tie's stand at TPE 2008
Comments
Matthew Parker - 20 October 2008
I couldn't agree more: printers need to change their outlook on selling print. There is a huge focus on price only by buyers and sellers which commoditises print. When printers start selling solutions then the focus can move away from the unit price and towards the total cost of acquisition for the client. I'm not saying that this approach will work in all relationships, but a gradual shift in how print is sold, with sales people starting to guide clients more, could make a big difference to printers' profits. I believe that the main problem is in changing the mindset of sales people.
Matthew Parker
www.printandprocurement.com
Daniel Levi - 21 October 2008
The greatest challenge is explaining this to sales people, who are usually lacking industry knowledge. If the guy at the front doesn't know whats going on how are things ever to change in this industry?
Kelvin Bell - 21 October 2008
From my experience I have to disagree, printers are now adopting web2print at an increasing rate and have been doing so for some time. We support over 200 printers who use our solutions to manage their client's expectations from stationery to marketing items. Many printers have sat back and watched the coming and going of solutions providers within this market over the past few years and have naturally been hesitant \(remember printchannel.com?). They are even asking the right questions as in, does the web2print provider have a sustainable business model? Are they independent or owned by another printer/competitor \(do you want a competitor seeing your clients orders!)? Even worse are they Venture Capital backed \(in this economic climate)? What is the entry level and how can we achieve ROI? Where does the system reside \(hosted) and how are they protected if that company should get into financial difficulty? How hard is the system to use for the client and their staff?
We are doing our best to be fair the market with entry solutions starting from £99, but don't just look at RedTie or Vpress, check as many as you can out and see what they have to offer your business. If printers need to ask questions then it should cost nothing to so do!
That is my bit, my hangover from the Print Awards is coming back.
Kelvin – Vpress.co.uk – solutions from £99 with no catches.
Daniel Levi - 23 October 2008
Shameless self promotion Kelvin, good on you!
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