As part of L&NW Label Insights, we recently had the luxury of sitting down with LaMourie to discuss how Domino is preparing its clients to thrive in the digital printing market. Domino has put together a host of programs and workshops designed to promote a seamless entry into this trendy space.
Our mission as a team is to provide our customers with top notch training, tools and support so that they can be as successful as possible with our technology. It sounds cliché, but the success of our customers drives our success as a business and allows us to develop more products to better meet market needs.
We looked at the industry and talked to our customers, and it seemed like even though every manufacturer offers some level of training, parts were still missing. With that in mind, we looked beyond the machine and reflected on the entire process, or “ecosystem,” of digital production. Succeeding in digital (and printing in general) requires efficiency not only in the shop floor, but in all the activities that take place before and after printing and converting.
The learning curve can vary greatly depending on the customer’s experience with digital, experience with inkjet, and the overall mindset when it comes to onboarding new ones. equipment. We have a little less control over some of these things – like state of mind – so we focus on areas where we have expertise and where we have identified a need based on conversations with the client.
The digital experience can be useful, but not all digital technologies work the same, so we encourage customers to take advantage of their digital experience without making assumptions about what they already know. For example, about 50% of our customers already had a digital press (excluding table units). About half of them were inkjet, the other half being toner. That leaves about 50% without any digital experience. In theory, these customers should need support the most. For them, we offer an Introductory Digital Workshop that reviews digital technology, inkjet technology, basic workflow, and file preparation.
For customers with previous digital experience, we focus on the differences between what they have and what they get with inkjet. It may involve conversations about file preparation, color management, estimation, etc.
It depends on the technology. Unlike toner devices which operate on a bill-per-click model, our pricing model is based on actual usage. So you pay for the ink you use, not for pictures or images.
This can present some challenges in estimating, because for inkjet, the most accurate estimates come from an analysis of the actual work of art. Our DFE calculates a very precise estimate of ink consumption for each file it processes. Unfortunately, appraisers don’t always have access to the artwork at the appraisal stage.
This is where our estimate workshop can really help customers define their consumable usage based not only on the tasks they have already performed on their Domino, but also any existing tasks they have in-house. and for which they already have illustrations. From this, we can generate ink MSI numbers, identify outliers, and even provide options to reduce ink consumption in many cases.
In addition to consumable analysis, we have labor cost assessment tools that we use internally to help customers justify press costs at the pre-sale stage. We often use them as a benchmark against estimating tools that a client already has. Some of our customers have an estimation component in their MIS system, but many choose to use simple spreadsheets.
Either way, we can do a comparison to look for major discrepancies between our costing model and theirs, and dig deeper if things are significantly out of alignment.
First of all, each technology has its strengths and weaknesses, be it flexo, toner, inkjet, etc. A technology that relies on transferring an image from one surface to another will work very differently from inkjet, where the process is completely non-contact, and in the case of narrow web labels, in a single pass. We are fortunate to have a demonstration facility north of Chicago that is truly state of the art. We are constantly testing media and working with substrate manufacturers to identify the best performing media. We then publish a list of recommended media and share it with customers and prospects. It gives them a good place to start.
Beyond that, during on-site training and scale-up, we make sure customers understand how to assess new media. That way they can test new media the same way we do in the demo room without waiting for us to update the list. It all depends on which levers to operate and when, and the impact of these levers on your output.
Again, as cliché as it sounds, the success of our customers is our success. If we can get customers to use their press in the most efficient and profitable way, everyone benefits. The point is, regardless of the technological differences, digital presses have more similarities than differences, and the similarities will only increase over time. This is why we believe that global business support functions are essential.
Crafting the device is really only half the battle. The rest lies in the support and advisory functions that make any installation a success. This is where the digital solutions program shines and it is what separates a true partner from a simple manufacturer. We have created workshops to address the topics that we think are the most important and useful for converters.
The workshops we offer include introduction to digital printing, color management, customer sales training, and estimation and workflow.
Here is a brief description of each:
- Introduction to digital printing: If your business is new to digital printing or you are bringing file preparation / prepress in-house for the first time, this training workshop is designed to help you increase efficiency, increase uptime and earn more money. .
- Color management: Getting consistent, repeatable, industry-standard colors on a new digital press often requires print time your store can’t afford to give up. Let the Domino Digital Solutions team help you increase your uptime by training your team in color management.
- Customer sales training: You will receive the tools you need to understand how the Domino digital press will help you sell more, build and expand your customer base, deliver more value to your customers, and increase your bottom line.
- Estimation and Workflow: Domino lets you do more and get more with our Estimation and Workflow training workshop. Understanding the impact of various production costs is essential to building a successful digital business.
Of course, all of these workshops can be customized according to the customer’s needs.
To learn more, visit the Domino website or contact LaMourie directly by email or by phone at 847-596-4888.