As part of L&NW Label Insights, we recently had the luxury of sitting down with LaMourie to discuss how Domino is preparing its customers to thrive in the digital print market. Domino has put together a host of programs and workshops designed to foster a seamless entry into this trending space.
Our mission as a team is to provide our customers with top-notch training, tools, and support so they can be as successful as possible with our technology. It sounds cliché, but the success of our customers drives our success as a company and allows us to develop more products to better meet market needs.
We looked at the industry and talked to our customers, and it seemed that while every manufacturer offered some level of training, there were still pieces missing. With that in mind, we looked beyond the machine and thought about the whole process, or “ecosystem,” of digital production. Success in digital (and printing in general) requires efficiency not just on the shop floor, but in all the activities that take place before and after the actual printing and converting.
The learning curve can vary greatly depending on a customer’s experience with digital, their experience with inkjet, and their general mindset when it comes to integrating new equipment. Some of these things – like mindset – that we have a little less control over, so we focus on areas where we have expertise and have identified a need based on conversations with the client. .
Digital experience can be helpful, but not all digital technologies work the same. So we encourage customers to leverage their digital experience without making assumptions about what they already know. For example, about 50% of our customers already had a digital press (excluding tabletop). About half of them were inkjet, the other half being toner. That leaves about 50% without any digital experience. In theory, these customers should need the most support. For them, we offer an introductory digital workshop that covers digital technology, inkjet technology, basic workflow and file preparation.
For customers with prior digital experience, we focus on the differences between what they have and what they get with inkjet. This may involve conversations about file preparation, color management, estimating, etc.
It depends on the technology. Unlike toner-based devices that operate on a pay-per-click model, our pricing model is based on actual usage. So you pay for the ink you use, not for footage or frames.
This can present some challenges in estimating because for inkjet, the most accurate estimates come from an analysis of the actual artwork. Our DFE calculates a very accurate estimate of ink usage for each file it processes. Unfortunately, appraisers do not always have access to the work at the appraisal stage.
This is where our estimating shop can really help customers dial in their consumables usage based on not just the jobs they’ve already run on their Domino, but any existing jobs they have in-house. and for which they already have illustrations. From there, we can generate ink MSI numbers, identify outliers, and even offer options to reduce ink consumption in many cases.
In addition to consumable analysis, we have job costing tools that we use internally to help customers justify press costs at the pre-sales stage. We often use them as a benchmark against the estimating tools a client already has. Some of our customers have an estimating component in their GIS system, but many choose to use simple spreadsheets.
Either way, we can do a comparison to look for major discrepancies between our costing model and theirs, and dig deeper if things don’t line up significantly.
First of all, each technology has its strengths and weaknesses, be it flexo, toner, inkjet, etc. A technology that relies on transferring an image from one surface to another will work very differently from inkjet, where the process is completely contactless, and in the case of narrow web labels, in a single pass. . We are fortunate to have a demonstration facility north of Chicago that is truly state of the art. We constantly test media and work with substrate manufacturers to identify the best performing media. We then publish a list of recommended media and share it with our customers and prospects. This gives them a good starting point.
Beyond that, during on-site training and ramp-up, we make sure clients understand how to assess new media. This way they can test out new media the same way we do in the demo room without waiting for us to update the list. It’s about knowing which levers to pull and when, and how those levers impact your production.
Again, as cliché as it sounds, our clients’ success is our success. If we can get customers to use their press in the most efficient and cost-effective way, everyone benefits. The fact is, technology differences aside, digital presses have more similarities than differences, and the similarities will only increase over time. That’s why we believe global business support functions are essential.
Making the device is really only half the battle. The rest is the support and advisory functions that make any installation successful. This is where the Digital Solutions program shines and is what distinguishes a true partner from a mere manufacturer. We have created workshops to address the topics that we believe are most important and useful for converters.
The workshops we offer include Introduction to Digital Printing, Color Management, Customer Sales Training, and Estimating and Workflow.
Here is a brief description of each:
- Introduction to digital printing: If your business is new to digital printing or you are integrating in-house file prep/prepress for the first time, this training workshop is designed to help you increase efficiency, increase uptime and earn more revenue. silver.
- Color management: Achieving consistent, repeatable industry-standard color on a new digital press often requires press time that your shop can’t afford to give up. Let the Domino Digital Solutions team help you increase your availability by training your team in color management.
- Customer sales training: You’ll receive the tools to understand how the Domino digital press will help you sell more, build and grow your customer base, deliver more value to your customers, and increase your profitability.
- Estimate and workflow: Domino makes it easier for you to do more and get more done with our estimating and workflow training workshop. Understanding the impact of different production costs is key to building a successful digital business.
Of course, all these workshops can be customized according to the client’s needs.
To learn more, visit Domino’s website or contact LaMourie directly by email or by phone at 847-596-4888.