Avoiding the Flat
While sales may be slow, flatbed printer manufacturers find new roads to success.
For customers interested in HP Scitex products, the HP “Expand Your Possibilities Program” offers several incentives. “It gives customers the opportunity to own the latest, highest-performance technology in the industry with big savings,” said Barbiero. Other financial offers include special financing offers such as 0% financing for lease or ownership plans, pay as you grow plans with low initial payments and an “acquire now, pay later” promotion with no payments for the first 90 days.
In addition to financial incentives, HP also offers free education and consulting to help its customers. “The value of these offers is up to thousands of dollars in free consulting and training,” said Barbiero. “Specific offers include free Business Consultation and ROI analysis for HP Large-format Commercial Production Printers; the HP Learning Center, which offers free, instructor-led classes designed to help large-format printing companies succeed; HP’s THRIVE campaign and free eBook: ‘9 Steps to Achieving Market Success;’ and last but not least, HP’s environmental program, which offers free shipping for recycling of ink cartridges. Additionally, HP’s Planet Partners program also offers free recycling for banner media.”
One of the advantages that print providers who carry flatbed printers have is the versatility of the products. “By leveraging features such as white ink, the ability to print multiple boards with different images and roll-to-roll options, PSPs can expand their offering to customers, maintain high productivity and increase their flexibility to meet end-customer needs,” said Barbiero. To take full advantage of this versatility and see positive business results, she said it is essential that PSPs educate their sales force, so that they are equipped to promote flatbed capabilities. Letting end-customers know about additional capabilities can help PSPs capture additional components of their printing needs where they may not have been playing already.
Barbiero reports that UV-flatbed technologies have opened the door to a wide variety of new applications. “From unique POP displays, event graphics and new design applications, such as printing directly to glass, wood, ceramic, and more, there are many ways PSPs can grow in niche segments by offering their customers innovative applications with a quick turnaround time,” she said.
Océ Observations
Océ North America customers are being more diligent in selecting products that represent the best value, reliability, and versatility, according to Randy Paar, the company’s Display Graphics Product Manager, adding that proven products from established companies are a safer bet. “Customers want to know that a strong company is behind the printers on which so many of their livelihoods depend,” said Paar. “Customers are also looking towards printer vendors for more help in developing applications knowledge, so they may further their own businesses.”
To help their customers through the tough times Paar said Océ has offered special promotional pricing packages, plus more favorable financing options such as step leases. “We have also started providing training to our newer customers to be able to quick-start their new business opportunities once they buy a printer,” he said.
Paar also said that it is important print providers do what they do best…sell printing. “They should explore what type of products they can produce with their equipment to provide better returns,” he said. “For example, printing ceiling tiles, tabletops, custom furnishings, etc.—these can be sold at a premium to maximize profitability. Print providers should consider taking more of a short-run manufacturing approach. The sky’s the limit!”
EFI VUTEk Value
In April, EFI announced the EFI Stimulus Package, financing program for its VUTEk line of superwide printers. The EFI Stimulus Package helps qualified print service providers grow their businesses and protect their cash flows. The program provides for zero out-of-pocket costs for the first six months of ownership followed by 50 percent off of the normal lease payments for the next six months on new qualifying printer purchases dramatically lowering the first full year cost of ownership This new program is expected to boost businesses’ abilities to expand their product portfolios and reach larger revenue-generating customer bases with minimal impact on cash flow for the first year of ownership.
