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Ross PrintMarketing : Blazing the Campaign Trail

June 2011 By Erik Cagle
Senior Editor
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Marketing Background

While the company began life as Ross Printing, Eric Ross himself entered the workforce with a marketing degree, and that soon became his point of differentiation among printers. He has built the firm to the $10 million sales plateau, backed by roughly 60 employees and a 40,000-square-foot facility. Ross considers his company to be a mid-sized performer, a standout amongst a backdrop of print and marketing purveyors that boast 100 or more workers on the high side and less than 20 at the lower end of the spectrum.

Ross PrintMarketing manufactures point-of-purchase items such as counter handouts, flyers and menus, along with distributed products including door hangers, freestanding inserts and coupon booklets. But its bread-and-butter offering is direct mail, all of which serves the franchise niche.

Ross would be quick to point out that his company isn't selling printing; it's peddling pizza and sandwiches, fitness programs, automotive services, health care and casual dining experiences."All of those things are what the (end user) is buying," he notes. "Print is just the tool, the vehicle."

But, what pointed Ross toward the franchise route? He says it all goes back to the concept of a medium-sized company being able to focus and target a specific market. In going after franchises with as many as 1,000 locations, the company was able to quickly attain its desired mass without locking horns with much larger concerns like Valassis.

"I can take the targeted segment of a particular franchise group and utilize the talents and capabilities of Ross PrintMarketing in a very specific area," its president explains. "Over time, we became a very dominant player in the markets that we chose."

While the printed product helps customers drive end users toward their respective businesses, the data manipulation and interpretation by Ross PrintMarketing provides the driving directions, so to speak. That store-level data provided by clients is used to help identify consumer buying patterns. The ROI analysis and response rates provided to customers are generated from customized programs devised by Ross' adept team of programmers.

The company has also aggressively enhanced its sheetfed press arsenal in recent years. An eight-color, 29˝ Heidelberg Speedmaster XL 75 hybrid sheetfed press with a CutStar roll sheeter and Prinect Inpress Control system was installed in 2008; in fact, it was the first installation in North America for that model. Ross PrintMarketing followed suit in 2010 with the acquisition of a four-color, 20˝ Speedmaster SM 52 equipped with Heidelberg's Anicolor inking unit technology that enables short runs. Ross also has Xerox Nuvera and iGen digital solutions.

"We deal in runs of hundreds of thousands, sometimes millions—significantly-sized projects," Ross points out. "We had a Harris M-110 with GMI color controls, but it wasn't enough. The marketplace was changing, and it now demands more and more different four-color images. We're still printing in the millions, but it might be 100,000 of this, 50,000 of that. So we needed a production platform that produced low waste and could do quick turnarounds from job to job.

Best of All Worlds

"The whole concept of the Speedmaster XL 75 came from wanting the efficiencies of a web press, but needing the Inpress color controls, the fast makereadies and the efficiencies that sheetfed technology gave us," Ross adds. "The XL 75 was the perfect balance for that.

"We also opted for the CutStar sheeter, which gave us the ability to buy paper more economically as roll stock. As we went from the web press, where it took about 2,000 cutoffs of paper to reach perfect color and register, the XL 75 achieves it after just 200 sheets."

Ross PrintMarketing took that philosophy to another level with the acquisition of the SM 52 with Anicolor, which only takes 20 sheets to attain optimal color and registration. "It's a powerful machine and Heidelberg has been a phenomenal partner," he notes.

As for future investments, custom programming will get plenty of attention in the short term. Ross also believes Android tablet technology could provide a powerful path to enhancing data collection and manipulation for marketing purposes. His goal for this year is to bring in 25 percent more new contracts compared to 2010.

What it all boils down to, from Ross PrintMarketing's point of view, is being a marketing partner for its clientele—a single-source provider for concept-to-mailbox direct mail solutions. But, don't interpret that to mean he views printing as a poor stepchild.

"Manufacturing matters," Ross concludes. "We wouldn't exist as a marketing company just to become some variation of an agency. The fact that we're a marketing company, with the strength of a manufacturing company, provides some really unique benefits to our customers." PI


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The graphic communications industry is facing some very serious challenges, but that doesn't mean there isn't still a lot of life and opportunity in our future. 

Competing for Print's Thriving Future focuses on how printers can create their own positive future by understanding and taking advantage of the emerging changes — the changes that are shaping the printing industry of today and tomorrow. 

Use the research, analysis, and forecasts in this book to: 
• Assess the changes taking place
• Understand the changes
• Design a plan to deal with the changes

Topics include: 
• Economic forces, life cycle, and competitive position
• Place in the national and global economies
• Industry structure, cost structure, and profitability trends
• Emerging market spaces--ancillary and print management services
• Competitive strategies, tactics, and business models
• Key practices of SuperPrinters
• Combating foreign competition
• Social network usage
• A ten-step process to survive and thrive Competing for Print’s Thriving Future

The graphic communications industry is facing some very serious challenges, but that doesn't mean there isn't still a lot of life and opportunity in our future. “Competing for Print's Thriving Future” focuses on how printers can create their own positive future by understanding and taking advantage of the  changes that...







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