Leaders: More Than One Way to Get There
As we discussed in our previous post, some companies are “bucking the trend,” and are showing significant growth. They’re not waiting for the economy to give them a boost or for the competition to close their doors. They realize that opportunity is found on the right side of market redistribution. They also know that one cannot let their guard down—we’re in a constant battle for market share. And we’re not just battling other printers. We must also go against electronic alternatives to print, companies with advanced digital printing capabilities (whether they call themselves printers or not), printing management companies, and clients that decide to bring digital production in-house.
The NAPL State of the Industry Report, 11th Edition, which will be unveiled at the KBA booth during PRINT 13, kicks off our latest round of Leader research. As our industry continues to become something vastly different than what it was, Leaders realize that the creation of value has also changed. When we asked the following question: Has creating value changed over the past several years? Among companies NAPL identified as Leaders, 43.8% responded “yes;” among all other companies, only 27.2% did so.
Here’s how some leading companies describe why they’re valuable to their clients:
• “We help them make their goals, whatever they are.”
• “We want to make our clients successful; we care about their business. Offering ideas to help grow their business, i.e., marketing.”
• “Our ability to build custom applications and workflows based on their specific business rules.”
• “We provide solutions beyond print. We securely handle their data.”
Initial stages of the research reveal that Leaders are achieving success via vastly different business models, and are not companies of a particular size or equipment configuration—there isn’t a cookie-cutter approach for achieving success. But Leaders do share some common ground in that they see our industry differently—looking for new and better ways to disseminate information— and are always challenging the status quo. Be on the look out for more on our Leaders research in future posts and reports.
Andy Paparozzi Joe Vincenzino