Does Productivity Influence Profit? --Dickeson
The alternative to downsizing is to increase process value-added by increasing sales volume. Is cutting prices the only way to increase sales? No. Even lowering prices may not increase sales volume. Cutting prices is an effort to take market share from another printer. It generally provokes retaliation and a downward spiral of value-added margins, often with no volume increase at all.
That loss must be currently replaced to stay even in volume. Then we strive for an additional 10 percent sales volume to justify enhanced capacity resulting from increasing productivity. Seems we're caught in a deadly loop, aren't we?
All of this logic leads to the mergers, acquisitions and printing company attrition we continue to observe. Unfortunately, the track record of the merging and acquiring printers is singularly unimpressive per the share values of the publicly traded firms that have resulted. Commercial printing is primarily a relationship business, not a commodity production, with sets of complex culture paradigms that rarely mesh in an effort to achieve the magic "synergy."
This leaves us with the gloomy, but realistic, outlook that the editors of Business Week exposed so well in their cover story. Increased productivity is a painful, difficult and mixed blessing for the economy and for printers.
—Roger V. Dickeson
About the Author
Roger Dickeson is a printing productivity consultant based in Tucson, AZ. He can be reached via e-mail: firstname.lastname@example.org.