PRINT MANAGER
Matthew Parker, director, Print & Procurement
Print managers have certainly played a role in developing the way in which some clients use printed collateral as well as improving supply chain process and efficiency. They have also forced suppliers that wish to deal with clients directly to develop more innovative service offerings. However, although there are some notable exceptions, the standards of procurement practised by many print managers are often low. Many do not develop strategic relationships with their suppliers, which does not impel the supply chain to invest, develop or improve. Customers, managers and printers all need to develop longer term vision and become less reactive if the industry is to move forward.

BUSINESS FORMS PRINTER
Simon Smode, group managing director, DCL Print
Yes, I believe print managers are good for the industry. Historically, many printers have concentrated on their production efficiencies rather than on sales and margins. This has left a gap that print management companies and print brokers have filled very effectively. We work with many print management companies and print brokers who are very responsible and a pleasure to deal with. However, we have on a number of occasions decided to stop trading with those who are only interested in driving prices downwards.

PRINT FINISHER
Reg Walwyk, managing director, Purfect Binding Company
If print picks up I think print managers will struggle to achieve the prices that they have been enjoying in the past few years. They are another link in the chain, and every link wants to create its own margin. I just don't know if they will continue to prosper if printers are in a better situation. While the industry is depressed they can buy it cheaper because printers are so desperate for work. But as soon as things pick up, the first thing printers are going to drop is the less profitable work.

PRINT MANAGER
Simon Biltcliffe, managing director, Webmart
Print management took away the need for a print buyer and it was they that had the relationship with the printers, it meant the customer had less hassle. Print managers are now realising that they can’t make money in print alone so they are trying to do everything else in order to make their margins. Unfortunately, print managers made their margins by screwing down suppliers into an unmanageable level. There was no equilibrium – the customer was happy, but the suppliers were not. It has been bad for print in that profitability has been hit, but hopefully it has been good because it made printers realise that they can’t simply sell print anymore.