John Kaufman

Once you have the customer’s disk in your hand, you are already losing money. The file is in the wrong format 80 percent of the time, and the disk often doesn’t include the original files and EPS images. This assertion was made by John Kaufman, segment marketing manager at Ricoh Americas Corp., in a recent issue of Ricoh’s Production Print News. Not everyone is your customer, Kaufman wrote. These one-and-done jobs are never profit makers, but profit breakers. You need customers who will help you achieve and sustain profit and growth. You need devoted customers who understand the value you bring to the