In this episode of Printing's Alive, Warren Werbitt sits down with Jamie McLennan to explore his journey from commodity selling to strategic selling in the print industry. They discuss the challenges of print pricing, managing customer expectations, and the importance of building strong customer relationships. Jamie shares insights on training newcomers, embracing new technologies, and the evolution from DMR to Invoke. The conversation touches on the significance of self-marketing, the relevance of 'premium' in print, and trends in paper quality. They delve into the future of print with AI integration, industry challenges, and strategies for engaging younger generations. The episode concludes with a focus on sustainability and the ongoing relevance of print.

(0:00) Introduction and Jamie McLennan's background

(1:06) Shifting from commodity selling to strategic selling

(2:26) Building and maintaining strong customer relationships

(4:42) Print pricing challenges and managing customer expectations

(7:02) Assessing print quotes and vendor credibility

(10:48) Training newcomers and fostering industry knowledge

(11:20) Invoke's customer service philosophy

(14:35) Evolution from DMR to Invoke

(15:38) Embracing new technologies and innovative practices

(17:22) Marketing and brand reinforcement at Invoke

(20:30) Self-marketing and its importance for printers

(21:26) The meaning and relevance of 'premium' in print

(23:04) Trends in paper quality and specifications

(25:08) Pricing strategies and effective customer negotiations

(26:40) Balancing order-taking with strategic thinking

(28:41) Competing with large retail print services

(30:41) Direct mail marketing: advantages for printers

(34:48) The future of print with AI integration

(39:04) Industry challenges and advice for print businesses

(41:49) Bringing younger generations into the print industry

(43:20) Collaborating and sharing strategies with competitors

(44:50) Leveraging social media and modern marketing

(45:49) The ongoing importance of print in everyday life

(47:56) Sustainability and shaping the narrative around print

(49:47) Promoting print to younger generations and addressing negativity

(52:24) Closing thoughts and call to action

In this episode of Printing's Alive, Warren Werbitt and Josh Fineman dive into the origins and philosophy of the Be More Mensch group. They explore what it means to be a "Mensch," focusing on personal growth, integrity, and evolving roles of men. The conversation covers accepting help, community impact, and balancing responsibilities with self-care. They discuss cultural backgrounds, societal pressures, and integrating masculine and feminine aspects. Touching on the emotional impact of movies and meditation benefits, the episode highlights compassion, mental resilience, and technology's influence on mental health, encouraging listeners to seek help and use community resources.

(0:00) Introduction and origins of Be More Mensch group

(1:31) What it means to be a "Mensch"

(2:21) Integrity and personal growth

(3:34) Friendship, connection, and men's evolving roles

(9:22) Accepting help and vulnerability

(11:02) Be More Mensch community gatherings

(17:03) Ripple effects on personal lives

(20:27) Cultural and religious backgrounds

(26:19) Societal expectations and pressures

(27:24) Balancing responsibilities and self-care

(29:12) Reevaluating needs and wants

(30:02) Integrating masculine and feminine aspects

(32:09) Emotional impact of movies

(34:15) Meditation and breathing benefits

(35:05) Group participant testimonials

(39:23) Growing compassion and empathy

(41:53) Community and self-awareness

(46:20) Power of laughter and positive messaging

(49:18) Reflections on life and death

(52:55) Mental resilience strategies

(54:40) Technology’s effect on mental health

(55:20) Encouragement for seeking help

(56:28) Community support and resources

(57:01) Final thoughts and wrap-up

In this episode of Printing's Alive, Warren Werbitt chats with Bettylyn Krafft about her journey in the print industry and the impact of the Phoenix Challenge. They discuss differences between high school and college competitions, workforce development challenges, and student engagement. Bettylyn highlights the Phoenix Challenge's unique education program and the importance of industry involvement. They explore creating connections for workforce development, contributions from suppliers, and engaging students with hands-on demonstrations. The episode wraps up with success stories, addressing misconceptions about print, and a call to involve young people in the industry.

(0:00) Introduction and welcoming Betty Lynn Kraft

(2:10) Betty Lynn Kraft's journey in the print industry

(3:52) Evolution and impact of the Phoenix Challenge

(5:35) High school vs. college competitions

(7:45) Challenges and solutions in workforce development

(9:38) Educational paths and student engagement

(11:59) Unique aspects of the Phoenix Challenge education program

(15:55) Importance of industry involvement in education

(17:51) Creating connections and pathways for workforce development

(19:06) Major supporters and contributions from suppliers

(23:06) Challenges in involving converters in educational programs

(26:08) Engaging students with hands-on print demonstrations

(28:19) The importance of tactile and merit badge learning experiences

(31:28) Support from industry partners like Salem One

(34:18) The misconception of print being dead

(36:18) Success stories and alumni group creation

(44:06) Collaboration with industry foundations and associations

(47:49) Volunteer-driven efforts and financial challenges

(51:35) Raising funds for high school competitions

(54:34) Importance of engaging young people in the industry

(55:52) Suggestion to seek funding from equity funds

(56:14) Closing remarks and call to action

In this episode of Printing's Alive, Warren Werbitt chats with Dharminder Biharie about his journey in imaging technology, starting at Xerox. They discuss marketing mistakes, the shift to direct mail, and the impact of handwritten letters. Dharminder shares insights from a rubber company case study, exploring sales letter psychology versus metrics-based marketing. They cover AI's effect on marketing, outsourcing sales challenges, and the importance of follow-ups in direct mail. The episode highlights educating young marketers on print's potential, tackling digital fatigue, and innovative business card designs, ending with a call to action.

(0:00) Guest introduction and background

(1:16) Darminder's fascination with imaging technology

(2:28) Career journey and insights from Xerox

(4:32) Major marketing mistakes and business model design

(7:05) Challenges in the print industry

(9:15) Transition to sales letters and direct mail

(13:14) Case study: Rubber manufacturing company

(15:05) The power of handwritten letters and humor in sales

(22:03) Results from companies using sales letters

(26:27) Sales psychology vs. metrics marketing

(28:06) Digital marketing as competitor inspiration

(29:22) Stealth marketing with direct mail

(31:00) AI's impact on marketing data

(32:18) Challenges with outsourced sales agents

(33:04) Effectiveness of handwritten sales letters and thank you notes

(37:33) Creating engaging and effective sales letters

(42:21) Importance of follow-up in direct mail campaigns

(52:31) Challenges and misconceptions about big data and AI

(53:34) The role of context in data interpretation and sales

(54:49) Customizing AI for effective marketing communication

(55:14) Educating young marketers about print potential

(57:23) Digital fatigue and return to print marketing

(59:33) Encouragement to try direct mail and offer of free support

(1:03:28) Innovative business card design and its impact

(1:04:24) Real-life success story of simple marketing tactics

(1:06:01) Conclusion and audience call to action

In this episode of Printing's Alive, Warren Werbitt and Kelvin Gage discuss their journeys in the printing industry, focusing on Kelvin's path from starting his business to selling it to Australia's largest print company. They delve into the complexities of deciding to sell, involving external help, and negotiating while maintaining leverage and secrecy. The conversation addresses emotional and family considerations, financial discipline, and business readiness. Kelvin shares insights on creating win-win acquisition deals, managing staff reactions, and the emotional aftermath of selling. They also explore challenges working for the acquiring company, offering advice for potential sellers, and balancing outsourcing with new equipment investments.

(0:00) Introduction and Warren’s early printing journey

(1:33) Kelvin Gage’s background and connection to Warren

(4:36) Kelvin’s entry into the printing business

(9:19) Growth and development of Kelvin’s company

(13:44) Deciding to sell the business

(18:01) Bringing in external help and accountants

(20:58) Negotiating with the largest print company in Australia

(22:47) Maintaining leverage and secrecy during negotiations

(25:44) Emotional and family considerations in selling

(27:13) Always being prepared for a potential sale

(30:40) Financial discipline and business readiness

(33:21) Business valuation and deal structures

(36:56) Creating win-win acquisition deals

(41:00) Selling the proprietary limited entity

(42:10) Informing staff and managing reactions

(45:01) Emotional aftermath of selling

(47:51) Staying on and earn-out clauses

(51:21) Understanding deal terms and transition

(54:30) Challenges working for the acquiring company

(55:57) Advice for those selling their business

(57:43) Knowing your customers and business focus

(59:02) Outsourcing versus new equipment decisions

(1:00:18) Offering guidance to others

(1:02:15) Sponsor: (Sponsor mention and closing remarks)

In this episode of Printing's Alive, Warren Werbitt is joined by Mark Stephenson from Fuji to delve into the intricacies of OEM partnerships, focusing on trust-building and decision-making. They discuss the challenges and improvements in OEM-printer relationships, marketing strategies, and the reality of supplier infrastructure. The conversation highlights support for small and medium printers, emphasizing sales transparency and customer relations. Mark shares career insights and discusses the industry's evolution, addressing aging and youth engagement. They also explore leadership challenges, the importance of listening to younger voices, and the benefits of trade shows. The episode concludes with a focus on fostering industry unity and a call to action.

(0:00) Introduction by Warren Werbitt and guest Mark Stevenson from Fuji

(1:39) OEM partnerships and trust building

(7:11) Decision-making and impact of quotas in OEMs

(14:02) Challenges and improvements in OEM-printer relationships

(18:00) Marketing strategies to promote print

(21:14) OEM contracts, negotiations, and biases

(23:37) Supplier infrastructure and industry promises vs. reality

(26:26) Support for small and medium printers and improving representative quality

(28:36) Sales transparency, honesty, and OEM customer relations

(34:11) Sales tactics and ensuring customer suitability

(39:00) Career insights and industry evolution with Mark Stevenson

(42:00) Addressing industry aging and engaging the youth

(50:15) Leadership challenges and the importance of listening to younger voices

(57:12) Celebrating success stories and benefits of trade shows

(1:02:04) Networking in the industry and the role of The Crown pub

(1:03:09) Fostering industry unity and a call to action

(1:04:48) Conclusion

In this episode of Printing's Alive, Warren Werbitt and Emma Farquharson explore AI's impact on the print industry, focusing on productivity, common mistakes, and industry readiness. They discuss generational and gender dynamics, emotional safety, and trust, while highlighting the importance of human connection in sales and collaboration. The conversation addresses hiring challenges, AI manipulation, and its influence on younger generations, emphasizing compassion and mentorship. They also stress the need for a unified print association and industry support. Future AI discussions and engaging young people in print are covered, concluding with closing remarks and appreciation.

(0:00) Introduction of guest Emma Farquharson and Overview of Shared Intel AI

(3:00) AI in Print: Productivity, Common Mistakes, and Industry Readiness

(10:38) Generational and Gender Dynamics in AI Adoption and Print Industry

(18:05) Emotional Safety, Trust, and Industry Culture

(22:37) Demographics and Collaboration in the Print Industry

(26:38) Hiring Challenges and Distrust Across Generations

(30:03) Human Connection in Sales and Experiences with ChatGPT

(33:08) AI Manipulation Tactics and Implementing Change

(37:18) Influences on Younger Generations and Compassion in Business

(42:22) Collaboration and Mentorship in the Print Industry

(49:09) Grassroots Movement and Engaging Industry Owners

(55:09) The Need for a Unified Print Association and Industry Support

(57:20) Industry Feedback, Aligning Goals, and Mission Statements

(59:26) Importance of Free Consultations and Encouraging Their Use

(1:00:54) Future AI Discussions and Engaging Young People in Print

(1:01:34) Closing Remarks and Appreciation

In this episode of Printing's Alive, Warren Werbitt chats with Josh, Mitch, and Max Kaneff about the history and future of Arkay Packaging. They discuss raising the next generation in a family business, the impact of technology and AI, and transitioning from commercial printing. Mitch shares insights on Arkay's legacy, while the family discusses adapting to customer demands and innovation in design. The conversation also covers customer education and Arkay's future, including expansion and process innovation. The episode wraps up with reflections on family business challenges and future podcast plans.

(0:00) Introduction and overview of Arcade Packaging's history

(1:34) Raising the next generation in a family business

(5:09) The role of technology and AI in packaging operations

(6:39) Transition challenges from commercial printing to packaging

(14:05) Mitch Kennen on Arcade Packaging's legacy and future

(17:32) The Kennen family's journey into the business

(23:40) Warren Werbitt's passion for print and sales philosophy

(25:34) Teaching dynamics in a family business

(28:27) Adapting to changes in customer demands

(30:08) The art of teaching customers and relationship-building

(34:00) Innovation in print and packaging design

(35:31) Internal training and education strategies

(39:17) The complexity of packaging and its structural aspects

(41:26) The vital role of customer education in packaging

(45:26) Arcade Packaging's future direction and succession planning

(47:42) Technological advancements in the packaging industry

(49:10) Arcade Packaging's expansion into new markets

(50:23) Emphasis on robotics and process innovation

(52:21) Reflections and challenges of a family business

(57:24) Closing remarks and future podcast plans

In this episode of Printing's Alive, Warren Werbitt chats with Erica Diamond about her entrepreneurial journey, emphasizing authenticity and confidence. They discuss competition, learning from failure, managing burnout, and building a personal brand. Erica shares her Barbie experience, post-sale life, and evolving views on success. Topics include social media's role, interpersonal skills, email marketing, advice for women in business, and the Thrive 360 framework. They also cover teaching children self-regulation, traits of high-performing women, and Erica's upcoming women's retreat. The episode wraps up with ways to connect with Erica and a call for listener feedback.

(0:00) Introduction and guest welcome

(0:22) Warren discusses Erika's background and early entrepreneurial days

(2:36) The importance of authenticity, confidence, and handling competition

(6:01) Discussing failure, learning, and managing burnout

(8:22) Building a personal brand and Erika's experience with Barbie

(12:04) Life after selling the company and Warren's passion for print

(19:01) The evolving meaning of success and the role of social media

(23:45) Interpersonal skills and current projects in public speaking

(25:22) Email marketing and advice for women in business

(28:22) The Thrive 360 framework and COVID-19's impact on well-being

(35:39) Teaching children self-regulation and traits of high-performing women

(40:16) The impact of social media on self-perception and upcoming women's retreat

(44:25) Connecting with Erica Diamond and closing remarks

(44:47) Call for listener feedback and future guests

In this episode of Printing's Alive, Warren Werbitt chats with Kim Woodin about her journey at Aurora Fastprint. They discuss the role of expos in staff development, the evolution of QR codes, and digital printing at Aurora Fastprint. Topics include overcoming COVID-19 challenges, business growth through networking, and web-to-print solutions with Shopify. They also cover employee engagement, print education, customer service, and company culture. Kim shares insights on financial strategies, technology adoption, and maintaining passion and production optimization in the print industry.

(0:00) Introduction of special guest Kim Wooden

(0:56) Kim Wooden's discovery and impact of Printwhisper Shop

(3:27) The value of industry expos for staff development

(7:03) QR codes and digital printing evolution at Aurora Fast Print

(11:02) Navigating challenges during COVID-19 and industry excitement

(16:32) Business growth through networking and community involvement

(21:09) Web-to-print solutions and Shopify experiences

(24:38) Sponsor: Company Name

(27:10) Enhancing employee engagement and promoting print education

(31:01) Shop operations, customer service, and company culture

(39:08) Financial strategies and learning from business mistakes

(42:15) Technology adoption and shop expansion plans

(45:05) Considerations for strategic planning and financial risks

(48:05) Leadership, culture, and utilizing industry resources

(51:09) Staff training, workflow management, and personalized marketing

(54:08) Maintaining passion in the print industry and optimizing production

(56:10) Final thoughts and closing remarks