Printing's Alive

In this episode of Printing's Alive, Warren Werbitt and Paul Gardner explore Nuance.Ink's rebranding journey from AlphaGraphics. They discuss the early days of Dscoop, Rastar’s acquisition by Transcontinental, and Xerox’s current challenges. The conversation touches on outsourcing, selling digital embellishments, and transitioning from offset to digital print sales. They also navigate OEM and dealer relationships, print equipment deals, and service contract evolution. Emphasizing print's vital role in everyday life, they highlight the importance of addressing customer pain points and attracting young talent to the industry.

(0:00) Introduction and Nuance Inc. rebranding from AlphaGraphics

(1:22) New branding, mission, and reasons for leaving AlphaGraphics

(4:39) Preparing for rebranding and second-generation ownership

(6:08) Early days of Dscoop and Rastar’s acquisition by Transcontinental

(10:07) Xerox’s current state and industry challenges

(14:33) Customer demand and solving pain points

(17:48) Creating conversations with customers

(20:50) Selling embellishments and Nuance Inc.’s future plans

(24:08) Importance of outsourcing in print

(26:39) Challenges of selling digital embellishments

(30:12) Leading companies in the embellishment market

(35:26) Transitioning from offset to digital print sales

(38:11) Reading and understanding print equipment contracts

(41:12) Negotiating with OEMs and timing purchases

(42:09) Large format printing equipment and applications

(45:18) Evolution of service contracts in the print industry

(46:51) Experiences with HP Indigo and service contracts

(48:02) Relationship with HP and dealer ecosystem

(50:03) Navigating OEM and dealer relationships

(53:06) Negotiating the best deals for print equipment

(55:04) Strategies for selling embellishment machines

(59:25) Importance of print in everyday life

(1:01:10) Attracting and mentoring young talent in print

(1:02:33) Closing remarks and industry insights

In this episode of Printing's Alive, Warren Werbitt and Bill Farquharson dive into the intricacies of sales and marketing in the print industry. They discuss the importance of persistence in sales, the value of personal connections, and the role of LinkedIn profiles in effective marketing strategies. Bill shares insights on cold calling, solving business needs, and engaging young employees. The conversation explores modern sales trends, including leveraging AI for lead generation and communication. They also address common mistakes printers make today and the excitement surrounding the future of print. The episode wraps up with free sales tips and resources from Bill.

(0:00) Introduction, guest welcome, and Warren's sales experience

(1:59) Bill's advice on cold calling, marketing, and LinkedIn profiles

(5:21) Warren's persistence and stories of unexpected outcomes

(8:34) Valuing your services and handling customer inquiries

(11:06) Follow-ups and basic courtesies in sales

(15:24) Salespeople, LinkedIn profiles, and effective marketing strategies

(20:59) Engaging young employees in marketing

(22:14) Modern marketing and sales trends

(25:18) Solving business needs, not just selling products

(27:16) Challenges and strategies in sales training and retention

(31:12) Innovative follow-up techniques and client engagement

(33:06) Revisiting old clients and maximizing existing relationships

(37:24) Evolution of sales roles and responsibilities

(41:37) Leveraging AI in sales and marketing

(43:06) AI enhancing authenticity, efficiency, and communication

(45:02) Practical AI applications for sales lead generation and process improvement

(47:17) Importance of personal connections in sales

(48:52) Biggest mistakes printers make in selling today

(50:20) Excitement about the future of print

(51:16) Importance of samples and creative marketing ideas

(52:03) Free sales tips and resources from Bill Farquharson

(53:22) Closing thoughts and contact information for Warren and Bill

In this episode of Printing's Alive, Warren Werbitt and Paul Stead discuss Paul's journey with ASL and his involvement with venture capital, focusing on ConnectPrint. They explore the dynamics between OEMs and dealers in sales, the benefits of dealer networks, and experiences with Xerox Premier Partners. The conversation delves into the integration of Touch7 software and third-party solutions, as well as the Young People in Print initiative in the UK. They emphasize engaging youth in print companies and marketing strategies, highlighting the industry's obsession with equipment. The episode also addresses the importance of persistence in sales, the challenges of modern cold calling, and the value of direct communication.

(0:00) Introduction and catching up with Paul Steed

(1:35) Paul's experience with ASL and VC involvement

(3:21) ConnectPrint venture details

(5:07) OEMs vs. dealers in sales

(7:33) Experience with Xerox Premier Partners

(10:25) Benefits of dealer networks

(12:26) Discussion on Fuji, Xerox, and Sharp machines

(15:13) Touch7 software and color quality

(18:16) OEMs and third-party software integration

(20:06) Young People in Print initiative in the UK

(21:55) Engaging young people in print companies

(27:31) Print companies and marketing strategies

(30:41) The obsession with equipment in the print industry

(32:14) Empowering young people in marketing

(38:36) Importance of attending and participating in industry shows

(39:55) The lack of follow-up in online sales

(41:01) Promoting Warren Werbitt's book and the importance of signed copies

(42:26) LinkedIn presence and its impact on sales

(43:47) Importance of honesty and directness in business

(44:05) Challenges of modern cold calling

(46:52) The power of persistence in sales

(48:15) Personal touch vs email in business communication

(49:03) Navigating competitive pricing in print industry

(51:15) The importance of direct communication in sales

(53:06) Reflecting on sportsmanship and entitlement

(55:20) Respecting referees and the value of achievements

(56:09) Recap and wrap up

(57:22) Sponsor: Kinect Printer

(57:51) Sponsor: Printwhisper Shop

In this episode of Printing's Alive, Warren Werbitt and Jeff Bauer explore print embellishments and the challenges of finding local printers with these capabilities. Jeff shares his journey with technologies like Scodix and MGI, and the struggle of contacting OEM representatives. They discuss Takitful's role in bridging industry gaps and the importance of showcasing embellishments to clients. The conversation covers USPS discounts for embellished mail, Jeff's transition from web to print, and the need to educate end users and salespeople. The episode wraps up with insights on networking and presenting new print techniques to clients.

(0:00) Introduction and Jeff Bauer's background

(0:30) El Nino weather and its impact

(0:46) Jeff's passion for print embellishments and technology

(2:00) Struggles finding local printers with embellishment capabilities

(2:33) Learning about Skodix, MGI, and industry options

(3:29) Difficulty contacting OEM reps and industry response times

(5:51) Discovery and impact of Tactifull

(6:58) Seeing samples to understand embellishment capabilities

(9:12) Critique of OEMs' response times and industry implications

(17:23) Showcasing embellishments to clients

(22:30) Comparing embellishment samples to paper company samples

(25:05) Jeff's client sectors: nonprofit and education

(25:16) USPS discounts for embellished direct mail

(27:27) Approaching designers for embellished direct mail

(28:17) Jeff Bauer's journey from web to print

(30:31) Technological advancements in print

(32:47) Educating end users and salespeople

(34:04) Tactifull connecting printers, OEMs, and designers

(35:32) Tactifull's designer sessions and resources

(37:22) Urgency in customer service from OEMs and printers

(39:23) Presenting new print techniques to clients

(41:37) The significance of unique business cards

(43:09) Open houses for showcasing print equipment

(44:10) Jeff Bauer's location and networking

(45:41) Final thoughts and call to action

In this episode of Printing's Alive, Warren Werbitt and Matt Wolff explore the dynamic landscape of ticketing, from the evolution of Ticket Time Machine to the impacts of digital tickets and COVID-19. They discuss the nostalgia of physical tickets and the challenges around exclusive digital ticketing policies, proposing solutions for offering printed tickets. The conversation touches on the market for collectible tickets and the sentimental versus monetary value of collections. They also address industry practices, scalping issues, and legal aspects like Ontario's anti-reselling law. The episode delves into mental health in the print industry, the dual role of AI in support, and the importance of laughter and personal growth through comedy and improv.

(0:00) Introduction and Matt Wolf's background

(1:27) The roller coaster of business ownership

(2:40) Ticket Time Machine and the evolution of ticketing

(3:28) Impact of digital tickets and COVID-19

(4:54) The value and nostalgia of physical tickets

(6:26) Issues with exclusive digital ticketing policies

(8:15) Potential solutions for offering printed tickets

(10:02) The market for collectible and rare tickets

(12:24) Sentimental vs. monetary value of ticket collections

(14:10) The challenges of getting physical tickets at events

(16:19) Business opportunities in printing commemorative tickets

(20:03) Ticketmaster, Live Nation, and industry practices

(21:16) Ontario's law against ticket reselling above face value

(22:28) The problem with bots and scalpers in ticket sales

(23:17) The Savannah Bananas' approach to ticket scalping

(24:45) John Mayer's impact on Dead and Company

(26:29) Challenges of replacing iconic band members

(28:22) The importance of varying concert setlists

(30:01) Difficulties in business networking

(34:26) The impact of mental health on personal and professional life

(41:20) Mental health initiatives in the print industry

(43:24) The universality of mental health challenges

(44:36) The dual nature of AI in mental health support

(45:57) The impact of phone usage on social interactions

(46:31) The benefits of breathing exercises for stress relief

(47:03) The balance of good and bad in people

(51:07) The current political climate and civil discourse

(53:29) The influence of loud voices in public debates

(55:47) Personal reflections on being a good person

(57:19) The importance of laughter and comedy in life

(58:28) Pickleball experience and spreading joy

(1:00:31) The value of improv and comedy for personal growth

(1:03:15) Potential

In this episode of Printing's Alive, Warren Werbitt and Jay Busselle discuss the evolving challenges in the print industry, focusing on engaging youth and the impact of figures like Gary Vee. They explore bridging communication gaps, adapting to technological changes, and promoting a positive industry culture. The conversation covers innovative technologies like Nova Glue and Felix Gluer, and the importance of company identity. They also delve into leadership, mentorship, integrating new salespeople, and the role of AI in marketing. The episode concludes with insights on fostering connections and the importance of humor in business.

(0:00) Introduction, guest welcome, and print industry challenges

(2:00) Importance of youth and influence of Gary Vee

(4:26) Communication gaps and adapting to technology changes

(10:01) Value of student engagement

(13:33) Promoting a positive industry culture

(17:13) Company identity and culture

(19:21) Issues with industry-sponsored content

(23:08) Promoting print through apparel

(23:45) Leadership, company culture, and innovation

(24:13) Innovative gluing technology: Nova Glue and Felix Gluer

(26:42) Consulting and the value of advice

(28:52) Knowledge sharing and mentorship

(30:20) Team spirit and mentorship in print

(36:33) Integrating new salespeople

(41:01) Embracing change in print and apparel

(43:01) The power of marketing and memorable promotions

(46:01) Building relationships through shared activities

(47:02) The limitations and role of AI in marketing

(48:02) Impact of personalized business cards

(51:02) Fostering connections through personal interests

(54:21) The importance of humor and light-heartedness

(55:12) Lessons from dog walking and human interactions

(57:02) Closing remarks and call to action

In this episode of Printing's Alive, Warren Werbitt and Ben Glazier explore the intersection of print, design, and space exploration. Ben discusses his journey from Xerox connections to designing iconic stamps for Stephen Hawking and NASA, including ones that landed on the moon. They cover the creative process, approval challenges, and collaborations with figures like Nicole Stott. The discussion includes the evolution of stamp usage, digital printing, and printers' roles in client education. Ben highlights the importance of engaging design education and UV printing's potential. The episode wraps up with insights on balancing passion projects with professional work.

(0:00) Introduction and guest background

(1:04) Connection through Xerox and previous podcast

(1:40) Designing and presenting Stephen Hawking stamps

(2:37) Work with the Stephen Hawking Foundation and Isle of Man Government

(4:31) Meeting Stephen Hawking and continued collaboration with Lucy Hawking

(8:03) Designing stamps for NASA and moon landing anniversaries

(10:05) Getting into stamp design through the Worshipful Company of Boyers

(13:46) Approval process for stamp designs

(16:36) Stamps landing on the moon with Chris Stott's mission

(17:18) Collaboration with NASA astronaut Nicole Stott

(19:11) Recent stamp set "Oceans to the Stars"

(21:42) Philosophical discussion on the overview effect

(22:33) Displaying stamp designs at Piccadilly Circus

(24:12) Transition from design to space projects

(25:46) Designing stamps for the RAF anniversary

(28:38) Evolution and future of stamp usage

(30:38) Digital printing and customized stamps

(32:50) Effectiveness of hand-addressed marketing

(35:02) Experience at NASA's Mission Control

(39:22) Encouraging students to challenge design briefs

(44:08) Importance of engaging teaching in design education

(45:44) Current trends in print embellishments

(49:22) Importance of engaging designers in print

(51:53) Printers' role in educating clients

(54:27) Expanding creative possibilities with UV printing

(57:10) Collaboration between printers and designers

(1:02:07) Passion projects and work-life balance

(1:06:17) Inspiration from the space industry

(1:07:27) Embracing new skills and adaptability in print

(1:08:17) Final words: Challenge the brief and have fun

In this episode of Printing's Alive, Warren Werbitt is joined by Erik Norman from swissQprint to discuss the company's new facility and their decision to expand amid economic challenges. They delve into the importance of sustainability, critiquing FSC certification and emphasizing LEED certification. The conversation covers managing costs, delivering client value, and enhancing printing with textures and varnish. Erik shares insights on overcoming legacy thinking, engaging young employees, and the impact of young leadership. They also explore building a positive work culture, managing tariffs, and addressing mental health in the industry. The episode concludes with a call for open dialogue and empathy among printers.

(0:00) Introduction and overview with Eric Norman from SwissQ Print

(1:14) SwissQ Print’s new facility and building decisions

(2:57) Economic challenges and choosing to expand

(4:39) LEED certification and sustainability focus

(5:02) Critique of FSC certification in printing

(6:44) Managing costs in the print industry

(8:22) Delivering value to clients

(10:08) Enhancing large format printing with textures and varnish

(13:20) SwissQ Print’s reliability and service approach

(19:26) Notable client projects and applications

(24:44) Overcoming legacy thinking in print

(25:48) Listening to and learning from younger generations

(27:02) Engaging young employees, especially on social media

(28:58) Impact of young leadership in the print sector

(30:20) Building a supportive and positive work culture

(31:57) Starting meetings with positive stories

(34:39) Eric Norman’s career path and joining SwissQ Print

(36:22) Managing the North American subsidiary

(40:25) Navigating tariffs and inventory management

(41:59) Identifying the right customers for SwissQ Print

(44:04) Common mistakes print buyers make

(45:09) Cost-saving measures and productivity impacts

(49:47) Addressing mental health in the print industry

(51:22) Closing thoughts and upcoming events

(52:15) Encouraging open dialogue among printers

(53:03) The importance of empathy and OEM support

(55:24) Final remarks and call to action

In this episode of Printing's Alive, Warren Werbitt and Lee Murphy dive into the fascinating world of signage. Lee shares his journey into the signage industry and the variety of projects at Access Signs. They explore the differences between the sign and print industries, discussing steps for obtaining business signage, including permit processes and common challenges. The conversation highlights the importance of signage for businesses, the impact of Chinese manufacturing, and memorable installation experiences. They also touch on automation, labor challenges post-COVID, and future trends in signage. The episode concludes with a discussion on the pride of creating impactful signs and the importance of customer feedback.

(0:10) Introduction and Lee Murphy’s background

(1:26) Types of signage projects at Access Signs

(2:41) Lee’s journey into the signage industry

(5:28) Sign industry vs. print industry

(6:21) Steps to obtain business signage

(8:10) Permit processes and common challenges

(11:29) Customer visits and project reassurance

(13:27) Receiving proper artwork files

(16:22) Planning and timeframes for signage projects

(17:10) Memorable and challenging sign projects

(21:01) More memorable and challenging projects

(23:33) Importance of signage for businesses

(27:08) Choosing the right sign company

(30:18) Impact of Chinese manufacturing on signage

(34:12) Customer engagement and sales follow-up

(37:08) Unusual and memorable installation experiences

(40:15) Costly mistakes and lessons learned

(41:45) Automation and software in the sign industry

(45:48) Labor challenges post-COVID

(49:38) Rising costs and industry impact

(50:08) Future trends and innovations in signage

(51:50) Collaboration with large format printing companies

(54:16) Signage and business visibility

(55:30) Brand promotion through signage

(56:15) Pride in creating signs and customer feedback

(57:17) Outro and call to action

In this episode of Printing's Alive, Warren Werbitt is joined by Bryce Poremba and Blake Peterson to delve into the diverse world of print. They discuss the scope and importance of the industry, addressing common misconceptions and the everyday impact of print. The episode highlights the challenges of an aging workforce and the need to attract young talent through engaging strategies and industry events. They explore opportunities presented by new technologies, the role of designers, and the importance of effective marketing. Emphasis is placed on mentorship, leadership, and collaboration among industry associations. The episode concludes with a positive outlook on the print industry's future and a call to involve young voices in shaping its direction.

(0:10) Episode and guest introductions

(3:20) The scope and importance of the print industry

(3:58) Common misconceptions about print

(5:24) Print Whisperer Shop mention

(6:39) Everyday impact of print

(7:12) Founding of NextGen Leaders Society

(10:15) Challenges: Aging workforce in print

(14:20) Bringing young people to industry events

(19:01) Strategies to attract young talent

(23:03) Print industry opportunities and new tech

(24:51) Shifting industry conversations

(25:16) Timely sample delivery

(27:26) Designers’ influence on print embellishment

(28:29) Leadership’s role in engaging young talent

(29:13) Marketing effectively to designers

(30:21) Early involvement from OEMs

(31:49) Mentorship and leadership in print

(33:10) Engaging youth via social media and video

(38:01) Vision for association growth

(41:01) Building a dedicated association website

(45:01) Encouraging independence from older generations

(46:16) Collaboration among industry associations

(46:36) Print Embellishment Conference overview

(47:58) Special events and networking at the conference

(49:16) Benefits of attending industry shows

(50:23) Investing in print employees

(51:00) Positive outlook for the print industry

(52:19) Encouraging youth involvement

(52:43) Inviting young voices to the podcast

(53:10) Closing remarks and call to action