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Print Entrepreneurs Drive Change

With so much consolidation in the industry, a lot of talented sales reps could someday find themselves without jobs. Whenever a direct-selling plant closes, the reps are just as soon let go as the pressmen and CSRs. This is entirely speculation on my part, but what’s to prevent them from starting their own distributorships?

The two characteristics that successful distributors share in common are expertise in problem-solving and entrepreneurial drive. As much of the industry transforms, these traits are constants. The next generation of distributors will find ways to meet their customers’ needs—as marketing consultants, document management experts, low-cost product suppliers—but as long as they’re still part of this industry, they’ll be anchored in printing.

I’ve invented a name for this elite group: Printrepreneurs. There’s a marked difference between the innovative companies in our segment—the ones reinventing themselves—and the ones stuck in the past. Printrepreneurs are excited, optimistic and energized about the state of the industry. They’re not afraid of change, and they’re flexible enough to evolve with their customers’ changing needs.

This is Print Solutions’ annual State of the Industry issue. Beginning on page 22, we offer an overview of what the future may hold. Learn about the seven successful strategies distributors use to reinvent themselves. This issue also features profiles of distributors and their takes on the upcoming year. We peer further into the future with a feature on the next generation of print industry employees, “Trailblazers Pass the Torch.” Find out what it takes to attract and retain a younger generation to your business on page 40.

Strategic sourcing is the single most important advantage that distributors offer when compared to their direct-selling counterparts. The freedom to source jobs to the most qualified printers allows distributors to manage complex programs that others can’t.

Unfortunately, the sourcing process at many distributorships is anything but strategic. It’s not uncommon for companies to maintain a database with hundreds, even thousands of printers that they’ve used only a handful of times, perhaps in response to limited-time offers or temporary discounts.

Without sacrificing the freedom that comes from using different printers, distributors can and should streamline their vendor lists, particularly as it relates to commodity items that they sell. We take up this topic in “Time to Reduce Your Vendor List,” on page 8.

Andy Brown
Managing Editor
abrown@PSDA.org