In March, online print manager Webmart ran the first of a series of free workshops on effective print procurement, with the support of government organisation Business Link. The workshops  included a variety of topics relating to print procurement.

Webmart managing director Simon Biltcliffe said: “On the one hand, a technical understanding is important to be able to understand printers’ capabilities, strengths and weaknesses, but that alone is not enough. Procurement tools such as preferred supplier lists, supplier selection criteria, tenders and online purchasing platforms are very useful to print buyers and can be used in different situations.”

The importance of supply chain relationships was discussed: “Print procurement is not very effective when squeezing your supply chain for your own benefit. It is a win-win thing. By making sure the right supplier is used for the right print job, buyers can achieve savings while the winning suppliers can invest in technology, which will benefit the buyer. It is a healthy approach that makes sense for long-term success,” said Biltcliffe.

Then came a discussion of how the industry operates and how market dynamics impact on buying processes. Findings from Printelligence, the market research on print procurement methods, were presented. “As in most industries, benchmarking best practices is important not only because it demonstrates which procurement methods are widely used, but also which circumstances they may suit best.  There is no single best procurement method for buying print – it is a mixture of tools, approaches and relationships to suit a given set of circumstances.”

The workshop then covered account management issues, supplier relationships, as well as point-of-sale print. “When buying from partner-suppliers, it is important to be honest, and communicate effectively, explaining what you expect for each job, as well as giving your suppliers feedback on their performance. Approaching the supply chain with honesty means you should expect the same honesty from your suppliers; open communications will build trust in your relationships.”

Information on colour, proofing, and colour standards focussed on issues buyers should be aware of to ensure their brand consistency and print quality. Biltcliffe said: “Print quality and brand consistency are paramount, so a basic understanding of technical elements, colour and proofing in particular can really help buyers feel more confident in print buying.”

Biltcliffe also discussed the dynamics of the marketplace that impact on buying print, providing practical examples from experience. “Buyers should be aware of the issues their print supply chain faces; issues such as the need for investment, balancing capacity and ensuring cash-flow. This helps make more informed decisions, particularly in choosing the right procurement methods.” But is keeping up with all the changes in the print industry worth the pain for buyers? “Print knowledge tends towards infinity,” said Biltcliffe. “Each time I visit a printer, I learn something new. Each time a client speaks to one of the Webmarteers, they learn something new, and so on. It is impossible to know everything about print, but it is essential that you know everything you need to.”

More information on the ongoing Effective Print Procurement courses can be found online at www.webmartuk.com/training, where buyers can also register to receive updates on upcoming events.

The session condensed:
? Print quality and brand consistency are paramount so a basic understanding of technical elements, in particular colour and proofing, can really help buyers feel more confident
? Buying print is a mixture of tools, approaches and relationships that suit a given set of circumstances. As in most industries, establishing best practices is important not only because it demonstrates which procurement methods are widely used, but also which circumstances they may suit best
? Print knowledge tends towards infinity. It is impossible to know everything about print, but it is essential that you know everything you need to