Issue No. 6

October 2008

At InfoPrint Solutions Company, our purpose is to help you increase revenue and decrease costs with comprehensive solutions to complex print and output challenges.

Taking the lead on TransPromo

TransPromo is about brand building, up selling, cross selling, customer loyalty and multi-channel marketing; All are ways you can add value to existing communications. Because of InfoPrint's Solutions expertise, we are taking a TransPromo leadership role in venues such as the CMO Council, the TransPromo Summit and other industry events that are described below. At DMA and GRAPH EXPO, for example, you can "meet the experts" in sessions like "TransPromo - The art and science of putting a pilot program in place," "Is IT really the hurdle when it comes to implementing TransPromo?" and "What is the 'right' TransPromo data strategy?"

In this issue you can also read about our new products, developed to help you, our valued customer. For instance, read about our new fast, compact multi-form printer, as well as new software to help you track, control and recover printing costs. And learn how you can save up to 25% of end-user print costs with the free Preo Printelligence print study.

Please register for future issues of InfoPrint Insights:

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In This Issue:

News
New product: InfoPrint 4247-Z03 impact printer – faster and smaller >
New product: Preo Printelligence™ – decrease print costs by up 25% >
New product: InfoPrint Productivity Tracker – obtain performance data about your print environment >
Solutions: Taking the lead on TransPromo >
Events
TransPromo Summit focuses on revenue and cost reduction >
DMA brings together the best marketers in the world >
Graph Expo 2008 – there's still time to request a free pass >
Join us at other upcoming events! >
Solutions
Automated Document Factory >
Direct Mail >
Optimization >
Print On Demand >
Productivity Solutions Suite >
TransPromo >
Partnerships
Spotlight on Data Sales – multi-location hardware rollout specialists >
Solutions Specials
"Beneath the Ink" Podcast on TransPromo >
10 Minutes With…Lee Gallagher, InfoPrint's Manager, Direct Marketing Solutions >

New! InfoPrint 4247-Z03 impact printer – faster and smaller

The InfoPrint 4247-Z03 is the fastest, smallest InfoPrint multi-form printer, so you can boost productivity or fulfill a printing need even when space is tight. With print speeds up to 1,100 cps¹, and durable metal covers, the InfoPrint 4247-Z03 is built to deliver outstanding performance in the most demanding environments.

Optional dual front paper paths and heavy-duty 6-pin tractors with motion sensors provide easy forms loading and reliable paper movement to support a wide range of multi-form printing. The complimentary Remote Printer Management Utility simplifies set up, configuration and use. With an impressive functional lifetime, low per-page costs, and worry-free operation, impact printers from InfoPrint Solutions Company continue to deliver business value that laser printers simply cannot match. When reliability is paramount, or when the cost of printing is a concern, the InfoPrint 4247-Z03 is ready to support core business needs and protect the bottom line.

Learn more >

New! Preo Printelligence™ – decrease print costs by up 25%

Save money and paper, one page at a time! Preo Printelligence can help you control and recover costs at the desktop level and support sustainability programs. You can discover your true cost of print, educate users and change employee print behavior – the key to long-term savings.

Preo Printelligence, which works in Windows environments, is available in three ways:

 1. A free, downloadable print study (no software to install).
 2. A subscription-based, hosted print management system.
 3. A turnkey solution that you can buy and host yourself.

For more information, contact your InfoPrint Solutions partner.

Download the study
Contact us >

New! InfoPrint Productivity Tracker – obtain performance data about your print environment

To drive out cost from your print operation, you need to know what's happening. Answer frequently asked production questions with InfoPrint Productivity Tracker Version 2.1, which provides insights into printer performance and operator and shift activities. Use Productivity Tracker with InfoPrint 4100, InfoPrint 4000 and InfoPrint 5000 systems in Windows® XP environments to help you:

• Improve workload balance
• Expedite problem determination
• Track operational standards
• Create and save custom reports
• Organize production data in a database for long-term analysis
• Develop a strategy for future productivity enhancements

Learn more >

Solutions: Taking the lead on TransPromo

Learn more about the power of TransPromo to help you accomplish measurable results such as increased revenue and customer retention. InfoPrint Solutions is taking a leadership role in educating the marketplace:

• Discover how we're collaborating with the CMO Council Leadership Committee, Council Audit and Faculty Committee on pilots, research and more.
  Learn more >
  
  
• Assess your TransPromo opportunity with our ROI calculator.
  Learn more >
  
  
• See why TransPromo is gaining traction.
  View a webcast >
  
  
• Visit PrecisionPromotion.org to read about customer-centered research.
  Precision Promotion

TransPromo Summit focuses on revenue and cost reduction

InfoPrint Solutions Company sponsored and participated in the key TransPromo event of the year, the InfoTrends TransPromo Summit, held in New York City on August 13-14, 2008. TransPromo is gaining traction as a way to increase revenue and reduce cost, but we keep hearing the question, "How do we get started?"

To get the most out of TransPromo, you need marketing analytics, campaign management tools, document design/composition capabilities, document production and response management to measure ROI. It can be daunting to pull together everything on your own. That's why InfoPrint Solutions developed a TransPromo Practice – the first of its kind. We've done a lot of the legwork for you by bringing together industry-leading companies such as SAS for marketing analytics and Prinova for campaign management that complement our production printing solutions.

Start thinking about how you want to improve market share, reduce cost or improve customer satisfaction! Then set up a meeting with one of our TransPromo consultants who can share industry best practices and help you develop a roadmap.

Learn more >
Contact us >

DMA brings together the best marketers in the world

Be sure to stop by Booth #753, October 12-14, 2008, in Las Vegas, Nevada. We're showcasing TransPromo – the hottest new direct marketing strategy that can help you retain customers, increase revenue and reduce marketing costs. Personalization – across all the channels through which you reach your customers – can transform your campaigns and drive compelling results.

Talk to our experts and our partners about the value of TransPromo to help develop new sources of revenue, enable 1:1 marketing, strength brand identity and support sustainability initiatives.

Sign up for a free Meet the Experts session. Topics include:

• "TransPromo - The art and science of putting a pilot program in place"
• "Is IT really the hurdle when it comes to implementing TransPromo?
• "What is the 'right' TransPromo data strategy?"

Register for DMA '08

Graph Expo 2008 – there's still time to request a free pass

There's nothing like GRAPH EXPO, the most comprehensive prepress, printing, package printing, converting, mailing and fulfillment, and digital equipment trade show and conference in the Americas. Be sure to visit us in Booth #2274, October 26-29, 2008 at McCormick Place in Chicago, Illinois.

We're rolling out TransPromo, Print on Demand and Automated Document Factory solutions. Discover the InfoPrint difference that can help your business migrate to digital, be more profitable, lower total cost of print, optimize postal spend, support compliance requirements, and more.

Register for an exhibits-only pass, compliments of InfoPrint, by October 10th. This pass will enable you to enter the Exhibit Hall free of charge on all four days of the show. For more information, please visit the GRAPH EXPO Web site. We look forward to seeing you in Chicago!

Sign up for a free Meet the Experts session. Topics include:

• "TransPromo - The art and science of putting a pilot program in place"
• "Is IT really the hurdle when it comes to implementing TransPromo?
• "What is the 'right' TransPromo data strategy?"

Join us at other upcoming events:

On Demand Russia, November 18-21, 2008, Sokolniki Culture and Exhibition Center in Moscow.

InfoPrint's focus at the event will be on TransPromo and we will be demo-ing the InfoPrint 4100, InfoPrint cutsheet machines along with Workgroup and RFID products.

Learn more

INTERQUEST Montreal Digital Printing Forum, October 2, 2008, Montreal, Canada.

Hosted for the first time in Montreal, Canada, the Forum is entirely focused on trends & opportunities with digital production printing—from books and manuals to direct mail and transactional printing and transpromo. This exciting new event, in which InfoPrint Canada is a sponsor, builds upon the recent success of digital printing seminars in Paris and New York City, focuses on industry trends and opportunities with digital production printing, and is expected to attract up to 200 people in the book printing and transactional and direct mail printing industries. InfoPrint representatives Shaun Clare and Khoa Tran will be attending and demonstrating InfoPrint's key solutions to customers. Attendees will learn about digital book manufacturing, transactional printing, direct mail, market trends and forecasts, applications, opportunities -- and more!

Learn more

INTERQUEST Government Forum, November 5, 2008, Washington, DC.

For the third consecutive year, INTERQUEST is offering a special seminar on the current state and the future of digital printing in the government market. InfoPrint is a platinum sponsor of this year's InterQuest Government Forum.

Learn more

Vision Events Print & Imaging Summit, December 3-5, 2008, Bonita Springs, Florida.

Formerly called the Gartner Print & Imaging Summit. InfoPrint representatives will be speaking in two conference sessions.

Learn more

Hunkeler Innovation Days 2009, February 16-19, 2009, Lucerne, Switzerland.

Learn More

OnDemand 2009, March 31-April 2, 2009, Philadelphia, Pennsylvania.

Learn More

National Postal Forum 2009, May 17-20, 2009, Washington, DC.

Learn More

Print '09, September 11-16, 2009, Chicago, Illinois.

Learn More

Automated Document Factory (ADF)

Solve three common challenges – postal optimization, mailroom integrity and output management.

Learn more >
Direct Mail

Get the hardware, software and management tools to help you maintain a competitive edge – through exceptional print quality on varied media at a low cost.

Learn more >
Optimization

Lower total cost of print, simplify your output infrastructure, and improve operational efficiency – all more important than ever in a tough economy.

Learn more >
Print On Demand

Manage print-on-demand jobs without compromising quality, speed or cost. Transform the way you work.

Learn more >
Productivity Solutions Suite

Collect, compose and distribute critical documents faster with electronic forms, routing, distribution and archiving.

Learn more >
TransPromo

TransPromo combines personalized marketing messages with must-read statements, invoices, and other documents to help you accomplish two important, measurable results: increased revenue and retained customers.

Learn more >

Spotlight on Data Sales – multi-location hardware rollout specialists

To actualize its mission to 'do what is right for the customer,' Data Sales offers comprehensive solutions that involve IBM storage, InfoPrint printers and equipment lifecycle management. A majority of its clients are medium to large companies with multiple distribution centers and/or office locations. To meet the geographic challenge, Data Sales operates with 250,000 sq. ft. of warehouse space and seven over-the-road tractor trailer semi-trucks.

"Large hardware rollouts are one of our strengths," said Steve Nelson, Market Rep for Data Sales. "For example, we upgraded the printing solution in 138 stores of a large national retail chain across the West and Midwest. The company wanted to replace aging printers that had high rates of failure and high toner costs. We bundled InfoPrint workgroup printers – approximately eight per store, all with additional features and toner – and delivered them on our trucks. We even solved a pharmacy-specific printing challenge." Within 30 days, Data Sales trucks had completed the delivery to all 138 locations.

Based in Burnsville, Minnesota, Data Sales employs 110 people between its home office and its Phoenix, Arizona office. The company's bundled cutsheet, impact and thermal solutions typically involve hardware, maintenance, integration and leasing. For more information, visit DataSales.com or call 800-328-2730.

Data Sales

"Beneath the Ink" Podcast on TransPromo

"Beneath the Ink" is an InfoPrint informative series of interviews on hot topics in the printing industry. This issue's "Beneath the Ink" is a podcast by Mark Weishaar, InfoPrint Direct Marketing Practice Leader, who talks about TransPromo and its effect on the industry.

Listen to the podcast >

10 Minutes With…Lee Gallagher, InfoPrint's Manager, Direct Marketing Solutions

InfoPrint's "10 Minutes With…" is a series of short profiles of InfoPrint colleagues from around the world. This month's interview is with Lee Gallagher, Manager, Direct Marketing Solutions. Read more to learn about Lee's role at InfoPrint, his take on Direct Marketing and how TransPromo is changing the printing industry.

Q: How long have you been with InfoPrint Solutions Company and what is your current job?

Lee: I started with IBM in 1992, and moved over to IBM Printing Systems in 2002. I was in sales for the southern region until moving to Boulder in December to accept a new position as solutions manager. The goal was to have me "solution" what I had been successful selling in the field and replicate my success for InfoPrint.

Q: What are your responsibilities in this role?

Lee: Being the manager of TransPromo solutions is a great job. In fact, with the recent successes of our continuous form color devices, it matches up nicely with our new services team. I think our future is bright.

My role really has tentacles into all parts of the business, mainly to ensure we are coordinated and moving the company forward according to our TransPromo Solution Plan. Some of the areas I enjoy the most are working with my peers in education, marketing, software, services and hardware teams as we work together to transform our company from hardware selling to solving our customer problems.

Q: What did you do before?

Lee: I had a successful sales career at IBM. In fact, I have won every sales award that IBM offered during my tenure at IBM Global Services as well as IBM Printing Systems Division.

Q: As a long-time IBMer, what was your biggest challenge in transitioning to InfoPrint Solutions Company?

Lee: The transition was easy. I really enjoy the flatness of the InfoPrint organizational structures versus IBM's highly matrix managed teams. Everyone I work with really responds on what they view is best for our business. I think our biggest challenge is transitioning away from IBM and creating our own culture - taking the good things from our past, yet creating an even more awesome environment for our future.

Q: What are the best direct marketing solutions to reach today's more savvy, demanding customers, especially the younger generations who grew up with the Internet and other technological devices?

Lee: Great question. We follow the "iPod" generation quite closely and continue to have surveys which are strong indicators of their marketing preferences. Interestingly enough, our recent "zoomerang" survey tested the preferences of 18-35-year-olds for paper versus electronic delivery. The survey revealed that once they became the age to get a banking account and mortgage statements, they still preferred paper! That was quite a surprise for our team.

As for the future, I am going to refer to my favorite "trendster" - Faith Popcorn - for her vision of the 2008 climate. I encourage you to visit her site for inspiration. Here is my summary of her 2008 views:

Faith Popcorn's BrainReserve sees 2008 as a "transitional year," as a turbulent society seeks a new "core focus." Brands of yesterday which represented the old school marketing methods and image will be replaced with Liquid Brands or brands that constantly reinvent themselves. These liquid brands will take themselves out of the clutter, noise and overload, becoming more subtle and intimate as a way to get our attention; brands that whisper in our ears, so as to be heard above the roar of the mediascape…

This is a perfect fit for TransPromo as we incorporate key, educational, personal messages into "must read" documentation as we help our customers improve their customer communications.

Q: When you have spoken to industry leaders about changing and improving the customer experience, what do you tell them?

Lee: This is always a great customer conversation. Many times they are working on changing the customer experience, but do not know exactly what their customer needs or desires. My first point is: Make a connection with your customer! Make your marketing messages personal. Customers want to be acknowledged for their support and loyalty. This could be as simple as thanking them on their statement or even acknowledging their birthday with a special coupon! This helps in personalizing the experience. At a hotel, personal messages may be located on the key card holder or at check out on the folio, or the connection can be made at the mailbox when the customers gets a credit card statement.

My second point is to make your connection informational. Customers want to know more about the companies in which they conduct their business. Telling a "green" (environmental) story, sharing a company award or even providing messaging on how they can better use your product or service. I think the more consumers understand a company, the better able the company to understand their buying behaviors which leads me to my final point: Gather information and data that makes your messaging relevant and targeted.

This is the most difficult part of TransPromo since so few customers have good or complete data on their customers. Most have web hits, but few have results from their direct mail pieces or other multi-channel marketing efforts outside the web. Understanding who they are, what they may want to buy, and then marketing or educating to this need is the foundation of best of breed TransPromo.

Q: Tell us about TransPromo and what makes it so special?

Lee: Today, we are bombarded with all types of messaging. Industry analysts suggest up to 3,000 text, television, radio, web and many other messages hit us throughout the day. The trick is how to differentiate your message and drive the customer to some type of a call to action.

Now I would like to share with you why our TransPromo is special. Recently, many of our competitors have distributed press releases stating they are TransPromo solutions businesses. But if you look under the hood, they are doing what I call a "shop and drop". That is when you sell the printer, drop it in the location and move on to the next customer. Then you hope the customer comes back when they need a refresh.

We have a much different approach to the market. First, we are calling higher up in the organization and on the different lines of business. This continues to help us differentiate from the competition. In order to have these conversations, we had to assemble a team of core talents in marketing, data analytics and composition, enabling us to speak intelligently to their lines of business about their business issues, their marketing concerns and measurements. I am confident that the results will be positive for our company.

Additionally, we are leveraging these skills not only on the transaction statements, but on other "must read" customer documents which may not always be printed on "the big iron." This type of solution is more distributed and tied to retail, distribution and even hospitality. Our competition is not looking at these markets.

I receive many emails and press releases about the competition launching solution groups. Remember, this is easily said, but much harder to develop and implement since TransPromo is a complex sale which moves us from a hardware vendor to a strategic partner.

Q: You seem to love your job, but what do you like least about it and why?

Lee: TransPromo is an emerging technology and practice which is complex. I think at times, many would like the market to move into total adoption phase. This is coming, but we have some time yet. I believe we are ahead of the curve in our services and hardware – but most importantly in our mindset. We will become the premier TransPromo provider! I think this is evident with our recent work with the Chief Marketing Council. They are keenly excited to learn about TransPromo, and have put together a wonderful leadership team with household names like Disney, AT&T and many more for advisement. By December, we will be finalizing our joint report on TransPromo which will have our own case studies, return on investment (ROI), and research! Go to PrecisionPromotion.org for more information.

Precision Promotion
Q: You recently moved from Atlanta to Denver. What's the most significant difference you see in the two regions?

Lee: I am originally from upstate New York and always enjoyed the seasons. After working on my career and working in Atlanta for 16 years, I was ready for a change. So my partner (Paul), two dogs (Rocco and Romeo) and I loaded up the SUV and drove here for my new job. So far, we are enjoying the change, the seasons and our new friends. Of course, I do miss my Atlanta friends, but for me, this was one of my best moves!

Q: What is the one thing Denver has that Atlanta doesn't that surprised and/or delighted you?

Lee: Denver has a fascinating number of activities for everyone. I can always find something interesting to do on the weekends from hiking, going to the park to take in a free concert or hanging out at our community-run bookstore. Most importantly, most of these activities are within walking or "scooter-ing" distance from my house!

"Beneath the Ink" Podcast >
Data Sales
DMA '08
GRAPH EXPO
InfoPrint Productivity Tracker >
InfoPrint 4247-Z03 impact printer >
Precision Promotion
Preo Printelligence >
Preo print study
Transpromo >
TransPromo Summit 2008

1. Exact speed varies depending on document complexity, system configuration, software application, driver and printer state.