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Together we are stronger
A year ago the market felt like is was in meltdown. Fortunately that hasn't happened for the majority but there are an increasing number of casualties as the low margins and unstable debtors take their toll.
It is interesting to see that Las Barrow and his team at Augustus Martin have recognised the need to co-operate with companies across Europe to provide a resource that is capable of dealing with the largest trans-national contracts. The joint venture known as PoP Europe is probably the first of other such collaborations. Being members of prism and consequently Fespa has undoubtedly assisted in this alliance.
As an association we are doing our best to stimulate discussion between companies in the industry. There is always an initial wariness by all parties but once it is recognised there are synergies that can be exploited the barriers come down and a positive dialogue ensues.
By working together to provide a greater range of services to the end customer it is possible to eliminate the middle men who are slicing the profit off the job. Sometimes they collapse and take their print service providers with them.
You have to ask why middle men have taken a hold in the PoS industry? They did so because there was a need. Print service providers were originally unwilling or unable to present their companies and services in the way clients required. This opened the door for well organised intermediaries to step in and offer a total service to print buyers.
In the past print buyers were often experts in the subject, talking the language of print. Now these sector specialists have been largely replaced by procurement people whose main aim is to reduce the purchase price without understanding the longer term cost. Fortunately many print service providers have recognised their shortcomings and are now offering complete solutions. Co-operating with other providers in a mutually beneficial alliance has to be the future.
If you want to set up relationships with other companies in your field, talk to prism. We can facilitate relationships that can only be good for you and the industry.
Fespa 2010 (22 to 26 June 2010, Messe Munich, Germany) is fast approaching and this exhibition's continuing success demonstrates that events are seen as stepping stones to help us through the most challenging economic times we have ever experienced.
Fespa has not been unscathed. Civil uprising in Thailand for Fespa Asia, terrorist attacks in Mumbai prior to Fespa India and, to add insult to injury, swine flu before and during Fespa Mexico. In spite of this the organisation is prospering with an extremely successful Fespa Digital in Amsterdam.
For those unaware prism is closely associated with Fespa, the association is actually a shareholder in Fespa Limited. This means it does not pay dividends to shareholders but invests the profits back into the company and the industry via projects and other activities. An example is the recent update of the Planet Friendly Guide. The guide, only available to members, is an invaluable tool for developing strategies to increase performance and profitability by using improved environmental practice.
Another example is the UK Pavilion at Fespa 2010 where prism members will be able to secure advantageous prices for shell schemes. This will allow members to consider a presence at this prestigious exhibition without the price being prohibitive. This is for suppliers and printers who are looking to set up alliances in Europe and elsewhere. Remember together we are stronger.
