Big Picture - May 2018 - 34

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The Supply Chain Is
Changing - Are You Ready?
Q&A with Ralph Giammarco, VP, S-One Labels & Packaging
Q. OVER THE PAST 20 YEARS, WE'VE SEEN THE PRINT
INDUSTRY CHANGE DRASTICALLY, ESPECIALLY WITH
THE ACCEPTANCE AND ADOPTION OF MORE DIGITAL
TECHNOLOGY. IS THIS TRANSITION STILL OCCURRING?
Most definitely. Not only have we seen technology transform what we consider "digital printing" in the wide-format,
décor, and most recently, flexible packaging printing
markets, but it also impacts every facet of how we do
business: how we communicate, make transactions, connect
resources - truly everything.
Q. WHAT DOES THAT MEAN FOR
DAY-TO-DAY BUSINESS?
In every way, companies need to adapt to the new flow of
business in which everyone - manufacturer, supplier, end
user, consumer - is demanding accurate, customized
messaging and products at lightning speed. Think about
how quickly you can obtain any information on any product
today. It's literally at your fingertips with your smartphone.
As market leaders, we need to be a step ahead by anticipating what everyone in the supply chain will need - and be
ready to fulfill those needs, be they specialty products,
education, or product performance feedback.

BIG PICTURE

May 2018

Q. WHY IS THIS HAPPENING NOW
IN THE PRINT INDUSTRY?
We're seeing a confluence of three major movements,
which includes digital technology, specialty chemistry,
and exploding print markets in the digital printing space,
like décor and flexible packaging. If the key players aren't
making moves to capitalize on these three movements,
they'll get left behind.

34

Q. CAN YOU GIVE EXAMPLES OF HOW THIS
IS PLAYING OUT?
Absolutely. One area we've been working in for a number
of years is coatings and primers for HP Indigo printing. The
large coating manufacturers make basic coatings - think:
chocolate and vanilla ice cream. But some customers need
specialty additives to achieve properties like custom gloss
or better adhesion to substrates - we think of it as the
chocolate chips or nuts in the ice cream. With Utopia Digital
Technologies, we're able to create those gourmet ice
creams, if you will, in smaller batches that the manufacturers
wouldn't be able to manage. Plus, we add faster turn-

arounds and exemplary technical support that a large
manufacturer doesn't always have the resources to provide.
Also in the HP Indigo world, we've recently added
flexible packaging mono-web and prelaminated films to our
portfolio that we can sell in very small amounts, creating a
full solution of products for HP Indigo users who haven't had
easy access before - with faster lead times, no minimum
orders, and the customer support they most definitely need.
Q. BUT WHY DON'T CUSTOMERS JUST BUY DIRECT
FROM THE MANUFACTURER?
In theory, it might seem like a good idea for manufacturers
and end users to deal direct, but in reality, they both lose a
lot. Manufacturers think they can charge more and work
faster. However, they don't have the ability to invest in the
customer service, people, and order handling while still
focusing on the innovation that got them where they are
today. On the end user side, while they may think it will cost
less, the lead times are longer, there's no customization
options, and they have to run down all their materials from
every individual manufacturer. And who has time for that?
This is why we prefer and have been fine-tuning the
"nexus" model for the past few decades. Working as the
connector between manufacturers and end users, we not
only supply the end user and help them discover the best
ways to use products, but we also provide an enhanced
feedback loop to the manufacturers, so they can keep
improving products.
Q. THAT WOULD SEEM TO BENEFIT EVERYONE
IN THE SUPPLY CHAIN, WOULDN'T IT?
The goal is to not only promote the manufacturers' products and find new and innovative ways to bring them to
market, but to also work closely with end users to help them
optimize the products and technology in new and exciting
ways. If we can act as that enhanced connection, we can
provide the customized information and supplies throughout the supply chain, in the fastest way possible.



Table of Contents for the Digital Edition of Big Picture - May 2018

Big Picture - May 2018
Contents
Insight
Wide Angle
Upfront
Extreme Vinyl
Business + Management
New Direction
Let’s Talk Industrial
R+D
Job Log
Big Picture - May 2018 - Intro
Big Picture - May 2018 - Big Picture - May 2018
Big Picture - May 2018 - Cover2
Big Picture - May 2018 - Contents
Big Picture - May 2018 - Insight
Big Picture - May 2018 - 3
Big Picture - May 2018 - Wide Angle
Big Picture - May 2018 - 5
Big Picture - May 2018 - Upfront
Big Picture - May 2018 - 7
Big Picture - May 2018 - 8
Big Picture - May 2018 - 9
Big Picture - May 2018 - 10
Big Picture - May 2018 - 11
Big Picture - May 2018 - 12
Big Picture - May 2018 - 13
Big Picture - May 2018 - 14
Big Picture - May 2018 - 15
Big Picture - May 2018 - Extreme Vinyl
Big Picture - May 2018 - 17
Big Picture - May 2018 - Business + Management
Big Picture - May 2018 - 19
Big Picture - May 2018 - New Direction
Big Picture - May 2018 - 21
Big Picture - May 2018 - 22
Big Picture - May 2018 - 23
Big Picture - May 2018 - 24
Big Picture - May 2018 - 25
Big Picture - May 2018 - 26
Big Picture - May 2018 - 27
Big Picture - May 2018 - Let’s Talk Industrial
Big Picture - May 2018 - 29
Big Picture - May 2018 - 30
Big Picture - May 2018 - 31
Big Picture - May 2018 - 32
Big Picture - May 2018 - 33
Big Picture - May 2018 - 34
Big Picture - May 2018 - 35
Big Picture - May 2018 - 36
Big Picture - May 2018 - 37
Big Picture - May 2018 - 38
Big Picture - May 2018 - 39
Big Picture - May 2018 - 40
Big Picture - May 2018 - 41
Big Picture - May 2018 - 42
Big Picture - May 2018 - 43
Big Picture - May 2018 - 44
Big Picture - May 2018 - 45
Big Picture - May 2018 - R+D
Big Picture - May 2018 - 47
Big Picture - May 2018 - 48
Big Picture - May 2018 - 49
Big Picture - May 2018 - 50
Big Picture - May 2018 - 51
Big Picture - May 2018 - 52
Big Picture - May 2018 - 53
Big Picture - May 2018 - 54
Big Picture - May 2018 - 55
Big Picture - May 2018 - Job Log
Big Picture - May 2018 - Cover3
Big Picture - May 2018 - Cover4
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