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Dear Occupant, We Are Raising The Bar!

If you are old enough to remember receiving direct mail addressed to “Dear Occupant,” you will certainly remember the astonishment and wonder when you received your first piece of “personalized mail” – Dear (insert your name here).
Over time the level of text personalization increased to include things like the company you worked for, the city you lived in, etc., and we all felt connected in some way. We were not just an “occupant” but an individual.

That was the late 80‘s, early 90’s if I recall correctly.

Today, receive a piece of personalized mail and you are typically less than impressed. In fact, you probably may even ignore it unless it is something out of the ordinary, like your name spelled in the sand on a beach, or in the clouds against a blue sky. There is still a WOW factor to the innovative use of personalization. However personalization and the WOW factor have to be relevant. A catchy piece, plus a good offer to the right person, equals a winner for the Brand.

In 1999 Harry Quadracci of Quad Graphics wrote, “We are in the Age of Advertising. Baby Boomers, now in their peak spending years, have a lot of buying power, and there’s going to be a lot of advertising to get that dollar. The best way to harness that buying power will be through properly promoting the brand… and the most effective media for brand promotion will continue to be ink on paper. It’s The Brand, Stupid, it’s The Brand!”

Mr.Quadracci was right in 1999 and remains so today, “it is the brand” and the decision makers of the brands who require results. Sending out 100,000 pieces of direct mail to “Dear (insert your name here), hoping 2-3% produce results is no longer what the brands are looking for or need. Sending out 50,000 innovative pieces, to the right people with the right offer drives double digit results. If you are a printer I am not saying you need to be a “marketeer” – but you do need to understand what your customers may ask you to print. (Everyone familiar with augmented reality?)

So as a printer, what is interactive print? (I personally believe it could be the Renaissance of direct mail) What do the brands need? How can you be part of the opportunity?

There is a great deal of opportunity for those who get it. To get it you need to reach out to different places and spheres of influences.

I invite you to add Xplor to your sphere of influences and join us for Xploration 14, March 25-27th in Orlando Florida.

Visit http://xplor.org/upcoming-events/2014-annual-conference

RR Donnelley Buys Consolidated – Survival or Growth?


Early in my career I fantasized about the possibility that 100% of the businesses in the world, their economic output and profits were all the efforts of one person. Seems a bit farfetched but I always deemed it plausible.

Some of the United States most influential industrialists like Andrew Carnegie and Rockefeller had that dream, although those dreams were eventually dashed by anti-monopoly laws.

The Monopoly of Print?

When I heard of the acquisition of Consolidated Graphics by RR Donnelley I certainly was not surprised. Donnelley with a $3.26 billion dollar market cap acquiring a smaller entity with a $617 million dollar market cap. Each company has very respectable “revenue per employee” numbers in a very competitive market with $182,188 and  $197,919, Consolidated having the edge.

A quick look at their websites reveals complementary technologies and product offerings.  Both companies have lots of locations with Donnelley being more “global” with about 40 overseas locations.  A great fit.

Survival or Growth?

So what is RR Donnelley buying? Customers, technology, unique products, people resources or a corporate culture? Maybe all of the above. I am sure there are many that are simply saying it is part of the natural evolution happening in the industry of consolidation due to a shrinking market.  From the outside it certainly looks like this might be the case.

Appears to be the old “survival growth strategy” when a larger company in a declining market buys up smaller companies. Larger company experiences incremental growth and the industry goes on to fight another day. (Remember microfiche and the Anacomp buying spree?)

Not playing monopoly … Just smart business

My guess, is that RR Donnelley is not playing monopoly with the acquisition but is catapulting their evolution as “distributors” of information. It is about content and the delivery of that content utilizing a variety of channels that are instigated by print.

If you look at their websites there certainly is overlap but there are also plenty of differences which represent opportunity and growth. These two forward thinking companies are simply engaging in smart business and are well positioned for the future.  (Kind of like owning both Boardwalk and Park Place)

Survival, growth, monopoly or smart business. What are your thoughts?

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A Printer Who Won’t Take An Order

Many of my blogs talk about the future of print and the other opportunities that may be out there for the “masters of ink” to grow and expand their business. I came across something that is a bit on the fringe but it is print per se and has an unlimited number of applications.

While doing some research on printing technologies I came across hydrographic printing, also known as water transfer printing. Never heard of the process, maybe you have, but it did peak my interest and so I spent a bit more time checking it out.

Video here: http://www.youtube.com/watch?v=ADq96RGRf00

Now the icing on the cake. I go to the Hydra Imaging website and right across the page it says “Until we fit our present contracts, we will not be taking any new orders.” WHAT?????

I am thinking there has to be an opportunity here. What are your thoughts?

By the way, here is the website that is not taking orders:  http://www.hydroimaging.com/index.html

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