Government Printers Meet in New Orleans
Debbie Pavletich, Graphic Services Manager at Briggs & Stratton, detailed some of the challenges in-plants face from executives who think they can save money by outsourcing. She advised managers to calculate their budgeted hourly rates and their financial contribution, and always have this information ready.
Insourcing printing from outside the organization can help in-plants overcome outsourcing attempts, she said, because it brings in revenue (something an outsourcing provider would not do). To overcome outsourcing threats, Pavletich urged managers to understand their competition in the commercial sector and know who they are contacting within the organization. Do whatever it takes to satisfy customers' needs, she said, even if it falls outside standard print production.
"Find ways to build relationships," she said, such as joining teams and sitting in on meetings.
The Recession Can Help You
Greg Cholmondeley, In-plant Segment Marketing Manager for Ricoh Americas, offered a unique perspective on how an in-plant can use the economic meltdown to its advantage. Organizations are focused on saving money right now, he said—which is exactly what the in-plant is doing. Report on the savings you bring and the profit you generate, he said. Tell customers how much you saved them last month; this will get them thinking about other jobs they can send you to save even more.
During a recession, he noted, people are more open to doing things differently to save money. This is the time to meet with customers, explain your shared priorities and tell them what your in-plant can do to help them succeed.
Achieving strategic relevance with the parent organization should be every in-plant's goal, and Xerox's Ed Danielczyk offered some advice on how to go about it. As PSO World Wide Industry Marketing Manager, he has visited in-plants all around the world. His recent trip to Asia showed him that in-plants everywhere face the same challenges, including proving their value. He offered these five steps to success:
Bob has served as editor of In-plant Impressions since October of 1994. Prior to that he served for three years as managing editor of Printing Impressions, a commercial printing publication. Mr. Neubauer is very active in the U.S. in-plant industry. He attends all the major in-plant conferences and has visited nearly 170 in-plant operations around the world. He has given presentations to numerous in-plant groups in the U.S., Canada and Australia, including the Association of College and University Printers and the In-plant Printing and Mailing Association. He also coordinates the annual In-Print contest, co-sponsored by IPMA and In-plant Impressions.