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When a customer tells you, “We went with another print provider because your price was too high,” what do you do?  Too many sellers drop their chin, kick the dirt, and lose even more pricing confidence. But here’s the truth: that moment is a goldmine of insight. Most sellers miss the chance to mine it. Recently, a client in the inkjet printing space shared with me that they’re facing a lot more competitive pressure in the past couple of months. They’ve been hearing “no” more, and they’ve been hearing that their “price is too high” more.  When I asked him if they’ve seen a drop in their win rate, he didn’t know.  (Are they paying more attention to the “no” more or are they truly hearing “no” more?  Is this the negativity bias at work?) If they really are hearing “no” more, we need to ask: Is price really the issue or is it just the easiest excuse? Customers indicate price as the reason for choosing a competitor as the easy way out.  It’s more expedient and more polite than telling you …

Let's be honest… print isn't what it used to be. It's better! In the past decade, we've seen inkjet technology evolve from a novelty to a powerhouse, now rivaling offset in quality, speed, and application diversity. But just as we’ve hit our stride with inkjet, another transformative force is knocking at the door: artificial intelligence (AI). When you combine the two, the real magic happens. Whether you're running a print shop or managing client campaigns, it's time to ask: Are we ready for the next leap forward? AI: The Brainpower Behind the Ink First, let's give Inkjet the recognition it deserves. Today's production inkjet presses are designed to meet modern market demands, including shorter runs, tighter turnarounds, personalization, and consistent quality across jobs. These presses are faster to set up, require less maintenance, and can handle a variety of substrates without sacrificing image fidelity. What used to be a conversation about "cost per piece" has shifted to a …

In the production inkjet world, it’s easy to get caught selling specs instead of solutions. Sellers often rattle off impressive features like press speeds, resolution stats, automation capabilities, believing that technical excellence will close the deal. But features aren’t value. Customers don’t buy specs; they buy outcomes. They’re not investing in print technology; they’re investing in achieving their business goals faster, easier, and with fewer headaches.  They care about what your capabilities can do for them , not just what your press can do in theory. If you want to win more business at higher prices, make the critical shift from feature selling to value selling.  It’s not about how fast your press runs or how detailed your resolution is; it’s about how reliably you can hit their in-home dates, how flexibly you can manage last-minute data changes, and how much you can boost their ROI. The fastest, sharpest, most technically capable press in the world is meaningless if the …

As the book publishing landscape continues to evolve, print remains vital—especially when powered by digital printing. According to NAPCO Research’s latest report, Book Printing Trends: The Next Chapter , production inkjet technology is driving a quiet revolution in how books are printed, distributed, and personalized across the supply chain. From Offset to Agile Inkjet Traditionally defined by high-volume offset printing, book manufacturing is now prioritizing flexibility, shorter runs, and sustainability. Production inkjet is central to this shift. The report cites IT Strategies data showing that 25% of book pages were printed using inkjet in 2022—a figure projected to grow to 39% by 2028. Inkjet’s scalability and ability to print in smaller batches without sacrificing quality make it an ideal solution for today’s publishing demands. With features like faster speeds, high-resolution output, and compatibility with standard substrates, inkjet presses—both webfed and sheetfed …

Matt Iseman, thINK Ahead 2025 Keynote Speaker Get ready to be inspired! thINK is thrilled to announce that Matt Iseman, host of the four-time Emmy-nominated American Ninja Warrior , will keynote at thINK Ahead 2025. Matt's personal journey as a cancer survivor and his advocacy for the Arthritis Foundation and American Cancer Society embody resilience and a powerful, positive spirit. Prepare for an engaging and inspiring session as Matt shares his unique blend of comedy and motivational insights to help you rethink how you tackle obstacles. “Securing Matt Iseman as our keynote speaker adds an exciting dimension. His dynamic personality and message of overcoming challenges with strength and humor will be a fantastic complement to the robust educational sessions and engaging activities we have in store for our Canon inkjet customers in Boca Raton. We look forward to the energy and inspiration he will bring to our community,” said Pete Studer, Impact CEO and thINK Board President. …