In-plant customers represent a gateway to production print for MPS providers.
In the ever-evolving printing landscape, managed print services (MPS) providers must constantly find new avenues for growth and expansion. One particularly promising path is the world of production print, especially for MPS providers who already have established relationships with customers with in-plant operations. However, this transition isn’t as simple as adding new equipment to your portfolio. It requires a nuanced understanding of the unique ecosystem that in-plants inhabit within their organizations.
Understanding In-Plants: More Than Just Printing
At first glance, in-plants might seem like just another printing department, but they represent so much more. These operations frequently serve as the guardians of their organization’s brand, ensuring consistency across a wide spectrum of printed materials. From glossy brochures and banners to more mundane documents and even floor signs, in-plants are responsible for maintaining the visual identity that an organization presents to the world.
Key aspects of in-plant operations include the following:
- Brand guardianship: Ensuring all printed materials adhere to organizational brand standards
- Diverse output: Producing various materials, including documents, labels, and signs
- Complex workflows: Managing various applications, security requirements, and specialized equipment
- Financial scrutiny: Operating as break-even or cost centers, requiring comprehensive reporting
- Constant pressure: Addressing ongoing questions about quality, cost-effectiveness, and organizational value
This role, however, doesn’t come without its challenges. Many in-plant operations are under constant scrutiny, facing questions about their productivity, production quality, cost-effectiveness, and overall footprint within the organization. It’s a precarious position, one that requires them to justify their existence and value continually.
Key Considerations for MPS Providers
Any MPS provider targeting in-plants must understand these pressures. It’s not just about selling new equipment; it’s about becoming a partner to support these in-plants to navigate their challenges and enhance their value proposition within their organizations.
Consider the following questions when evaluating an in-plant opportunity:
- What types of products are they printing? (paper, specialty materials, etc.)
- What applications drive their workflows?
- What are their security requirements?
- Do they have additional software/hardware, such as postal pre-sorting or inserters, binders, and stitchers?
- What are their reporting needs?
- How do they handle cost allocation and departmental chargebacks?
The world of in-plants is far more diverse than many outsiders realize. Although some focus primarily on traditional paper-based printing, others might use specialized equipment, such as UV flatbed printers for creating signage or MICR (Magnetic Ink Character Recognition) printers to produce checks.
The Importance of a Thorough Assessment
Given this complex landscape, how can MPS providers successfully navigate their entry into in-plant relationships? The key lies in conducting thorough assessments that go beyond merely cataloging equipment and print volumes.
An assessment should include:
- Volume and variety: Understand the types and quantities of materials produced.
- Workflow analysis: Map the flow of print jobs through the organization.
- Financial tracking: Identify needs for cost allocation and charge-back systems.
- Integration requirements: Determine necessary connections with MIS (Management Information Systems) or invoicing systems.
- Job submission processes: Evaluate the potential for web-to-print or other submission portals.
- Software ecosystem: Assess current tools for composition, color management, and optimization.
In a production environment, you deal with significantly higher volumes and more diverse output than in typical office settings. You must understand not just what they’re printing but how those print jobs flow through their organization.
For instance, many in-plants must track costs and invoices back to specific departments. This might necessitate integration with MIS or invoicing systems. Others might benefit from implementing web-to-print portals to streamline job submissions. Identifying these needs and proposing solutions can position you as a valuable partner rather than just another equipment vendor.
Technical Considerations for Production Print
Of course, you’ll also face technical challenges. Production devices are more complex than their office counterparts, frequently requiring specialized knowledge of installation, service, and support.
Key technical areas include:
- Service capabilities: Ensure your team can install, service, and support production devices both remotely and on-site.
- Digital front ends (DFEs): Understand the role of DFEs in managing the printing process.
- Composition software: Familiarize yourself with image and document composition and optimization tools.
- Finishing equipment: Be prepared to integrate and support finishing equipment.
Final Thoughts
Expanding into production print and in-plants offers significant opportunities for MPS providers. However, success in this space requires more than just adding new equipment to your lineup. It demands a deep understanding of the unique challenges and requirements of production environments, coupled with the ability to provide tailored solutions that enhance productivity and improve operational efficiency and revenue. So, once again, we’ve arrived at the bottom of a steep learning curve, leading to a bright future ahead.
Building Your Production Print Expertise
Building this knowledge base takes time and effort. Here are some strategies to enhance your production print capabilities:
- Attend industry events like PRINTING United to stay current with hardware and software trends.
- Develop a dedicated production print group within your organization, bringing together expertise in IT, hardware, and software.
- Engage in discussions with your hardware partners about their support for dealerships in the production segment.
- Invest in training programs to upskill your team in production print technologies and workflows.
- Consider partnering with software vendors to broaden your solution offerings.
