In this episode of Printing's Alive, Warren Werbitt and Paul Gardner explore Nuance.Ink's rebranding journey from AlphaGraphics. They discuss the early days of Dscoop, Rastar’s acquisition by Transcontinental, and Xerox’s current challenges. The conversation touches on outsourcing, selling digital embellishments, and transitioning from offset to digital print sales. They also navigate OEM and dealer relationships, print equipment deals, and service contract evolution. Emphasizing print's vital role in everyday life, they highlight the importance of addressing customer pain points and attracting young talent to the industry.

00:00 Welcome and Guest Intro

00:40 Nuance Ink Rebrand

02:03 Why Leave AlphaGraphics

03:53 Building a Growth Brand

05:58 Dscoop Memories

07:10 RASTAR Rise and Fall

10:07 Xerox Direction Shift

14:29 Customers Still Buying Print

15:30 Sales Conversation Tactics

20:50 Embellishments and Partners

24:12 Investing in People

25:06 Plan Before You Buy

30:04 ColorLogic and OEMs

32:56 Selling ColorLogic Right

34:30 Training Beyond Hardware

35:02 Sales Fear of Digital

36:48 Contracts and AI Review

38:56 Quarter End Negotiations

42:10 Large Format Showrooming

44:34 Service Contract Rant

46:52 Indigo and HP Reality

48:52 Dealers Versus Direct

51:44 Due Diligence Lessons

59:41 Why Print Matters

01:01:11 Mentor the Next Gen

01:02:25 Final Thanks and Signoff

To listen to the audio version of this podcast, click here.

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