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SGIA Expo 2017: A Show of Possibilities

(October 2017) posted on Mon Oct 16, 2017

The question on our minds: ‘Is there anything we can’t do?’

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By Kiersten Feuchter

“A complaint about price is not a problem,” said David Fellman, president of David Fellman & Associates, during the pre-show session “Your Business: Prepare for Success.” “It’s an opportunity to tell people why they should buy from you.”

Industry-wide challenges were framed as possibilities at every turn. Challenge: inventory management. Opportunity: Move into e-commerce. Challenge: Customers know and care about how things are manufactured. Opportunity: Run your shop responsibly, and market it. The list goes on.

Efficiency Begets Opportunity
“That’s great,” you’re thinking, “but who has the time?” You have a business to run, and that’s why “workflow” was hot on the heels of “opportunity” as the most-uttered word of the week. We saw OEMs taking an interest in every step of production: There was a widespread emphasis on versatility, from hybrid machines to printer/cutters to automatic tool changers and more. Some decided to form smart partnerships and offer PSPs end-to-end integration. Brent Moncrief, Fujifilm VP of marketing and brand management, said, “Aligning with the right partners is becoming a source of competitive advantage.”

Nearly everyone spoke about data. Tom Trutna, owner of Big Ink, stressed its importance in the pre-show session “Your Business: Prepare for Success,” saying, “Nothing changes unless it is watched.” The phrase “adapt or die” has never felt truer, and you can’t adapt without knowledge.



Software and hardware manufacturers alike focused on the bidirectional flow of information. You can get info from prepress to the printer to the cutter? Great. What can you learn from that process? How can you communicate it to your CSRs and salespeople? If every piece of your business is in tune with the others, you’ll have the time to focus on those ideas and opportunities. Ask yourself: Did you get into business to push papers, or did you do it because you have a valuable idea?

Shop owners are often intimidated by the idea of automation, said PrintFactory CEO Eric Strik, but it doesn’t have to be a lights-out transformation. Simplifying even a few steps or removing a few touches can make all the difference. Einar Ek, Esko market manager, had an equally approachable message: “Work smarter.”

Get to Work
It’s almost impossible to sum up the impressions left on us by 500-plus exhibitors, but after sitting in 60 or so meetings, walking more than 90,000 steps, and drinking just a few cups of coffee, our editorial team is happy to report that Rothschild is right: Innovation is infectious. And this industry cares enough to innovate and push the boundaries every day. We saw print shop CEOs swapping ideas, OEMs partnering with one another to make a better product, and optimism at every angle. We left feeling invigorated by the thought that today’s customer is ever-more demanding, because that demand is an opportunity to please. To all of you holding on to a great idea, it’s time to put it into motion.

Read about the Women in Print Awards or check out more key takeaways from the 2017 SGIA Expo.

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