Lucien Moons Travel life

2012-01-27T22:30:00.001+01:00

The title doesn’t imply that software CEO’s are Dummies; only that there is a need for a new type of “strategy framework” that produces more than words and which can be completed in a very short time. http://ow.ly/7IBT0

2012-01-06T21:30:00.001+01:00

2011-12-22T14:17:00.001+01:00

Innovative Ideas to Watch in 2012 - Michael Schrage - Harvard Business Review http://ping.fm/kUVa1

2011-12-02T22:25:00.001+01:00

How long does it take to check if your management team is pulling and pushing in the same direction? 10 minutes! In a series of 6 blog posts we will explain how you can check alignment in your management team in just 10 minutes http://ow.ly/7zxNF

2011-11-26T14:20:00.001+01:00

Get our White Paper “Destination Europe: A CEO’s Guide to Developing a Successful Channel Strategy” by giving us a Tweet! http://ow.ly/7gK1J

HP Scitex FB7600 - Building Your Digital Future

2011-11-21T12:05:00.001+01:00

2011-11-14T12:55:00.001+01:00

http://ow.ly/7qeJT 2011’s Notable Tech Starters (Tech Startup Entrepreneurs)

Business and Software Strategy for Globalisation

2011-11-05T14:43:00.000+01:00

Business and Software Strategy for Globalisation

HP 7600 MLkit SGIA USA

2011-10-18T13:43:00.000+02:00

Click on image to see SGIA booth Informations

http://www.sgia.org/vts/company/index.cfm?mbrno=95576

PVG Openhouse St Petersburg

2011-09-15T19:11:00.001+02:00

Creating Engaging Teams [Corporate Team Engagement Program]

2011-08-22T14:06:00.001+02:00

When there is a great team, people are happy to work for each other to get the best out of the team. And it is rather rare for people to leave their jobs, even when they are offered higher pay elsewhere.

It is best for initiatives to Creating an Engaging Team ™ ( look at this good video) to start a great partnership of a team of people.

The objectives highlight how teams are able to work closely together; striving towards a common goal.

With the programs that focus on Communication, Transformational Leadership Concept and Entrepreneurial Leadership Concept, Change, Team Development, Lead Without Title, the Creating Engaging Team concept is able to bring out the positive attitude and high motivation among people -- that is to be happy working together and bring out the best in the team.http://www.youtube.com/watch?v=vqKOohoP6X0

Output | Wide-format Print | Intelligence | Events | Eastern European printers to discuss industry future at FESPA-sponsored seminar

2011-08-22T12:02:00.000+02:00

Output | Wide-format Print | Intelligence | Events | Eastern European printers to discuss industry future at FESPA-sponsored seminar

Output | Talk Print! | Intelligence | Is it worth travelling abroad for trade fairs? Preparation is everything

2011-08-22T12:01:00.000+02:00

Output | Talk Print! | Intelligence | Is it worth travelling abroad for trade fairs? Preparation is everything

Corporate Blogging as “Touch Point” for Customers

2011-08-12T16:01:00.000+02:00

Corporate Blogging as “Touch Point” for Customers

Mobile Marketing Strategies: Why They Work

2011-08-12T15:54:00.000+02:00

Mobile Marketing Strategies: Why They Work

printers with engaging sales messages will create more powerful, profitable businesses.

2011-08-06T13:19:00.000+02:00

“This is how most printing companies look like to print buyers. How do you avoid this?”
“Hello, I’m from printer A. I offer great service, great quality and competitive prices. I was wondering if I could quote on any jobs for you.”

“Hello, I’m from printer B. I offer great service, great quality and competitive prices. I was wondering if I could quote on any jobs for you.”

“Hello, I’m from printer C. I offer great service, great quality and competitive prices. I was wondering if I could quote on any jobs for you.”

“Hello, I’m from printer D…..”

I think you know what printer D is going to say!
Yes printer D is going to say exactly the same as printer A.
And printer B.
And printer C.

And this means a print buyer will do one of two things. They will probably put the phone straight down. After all, this is the tenth identical call that they have received this week. But if the print buyer is feeling kind, they may give the printer a job to quote on.

But the printer for that job will be chosen on price only
Every printer is giving the same message. And most printers do deliver on service and quality. So the buyer has only one way to choose the printer. And that way is price.

If printers do not have an engaging sales message they will be fighting a price war. They will fail to create worthwhile client partnerships. They won’t have any control over their clients. And ultimately, most of these printers will go out of business.

Printers who have a sales message that engages clients will achieve far more. They will gain clients who want to partner with them. They will have more control over these clients. Ultimately, printers with engaging sales messages will create more powerful, profitable businesses.

So how do you create an engaging sales message? Here are three ways:

Make the sales message about the client, not you
Most clients aren’t interested in you. They aren’t interested in your modern presses. They aren’t interested in your company history.

But clients are interested in themselves. So the printer needs to have a message which relates to the client and their market sector. But the message also needs to understand the challenges that the market sector faces.

Make the sales message relate to the client’s problems
All clients face challenges in their business. But how do you, as a printer, help solve those challenges? If you can solve a problem for a client, they are very likely to talk to you.

Remember that the problem may not be what you think it is. The client problem is unlikely to be about the print itself. You need to understand the real challenges that the client faces. You might want to talk to your best clients about the challenges that they face.

But once you engage with the client and their problems, you still need to be different from the competition.

Create a unique selling point that is different to everyone else’s
Most printers rely on service, quality and price as their unique selling points. But these selling points are not unique: 98% of printers talk about these issues. Do you want to be part of the 98%?

To have an engaging sales message, you need to create a true point of difference in your business. And this point of difference must be relevant to the print buyer.

So can printers really sound different to each other?
I recently ran a course on sales messaging for printers. In the room were four printers with virtually the same presses. And three of them were also family owned. They all had very similar sales messages.

But by the end of the day, all of them sounded completely different. Each of the printers had created different target markets. They had worked out how they helped these target markets. And they had created a new message that would engage these markets.

It is easy for printers to sound very different to a print buyer.

But print buyers buy print, not solutions
Have a look at this article http://bit.ly/qAAHrW on why print buyers should not buy print. The article will give you a different insight into the mind of a print buyer. And you will see that the print buyer is actually buying something very different to some ink on a substrate.

When you realise what print buyers are buying, it is much easier to create a more engaging sales message.

Here are three steps for you to start creating your new sales message
1)    Ban the words service, quality and price from your sales message. And, while you’re at it, bear in mind that the environment is also becoming a pretty standard message.
2)    Before going further with the sales message, talk to a good client. Understand their problems and how you help them.
3)    Look at the other printers that your client might use. Focus on what makes you different from these printers.

Remember, you need to sound different from the competition
And you certainly don’t want to end up sounding like print A.

Or print B. Or printer C.
Published in Matthew Parker's Blog

Top 10 IPad/iPhone Apps for Small Businesses

2011-08-02T19:33:00.000+02:00

Top 10 IPad/iPhone Apps for Small Businesses

Impact on E-commerce with the rise of Magento Commerce

2011-05-31T17:14:00.000+02:00

Impact on E-commerce with the rise of Magento Commerce

Facebook’s Security Issues

2011-05-25T02:09:00.000+02:00

Facebook’s Security Issues

Output | Talk Print! | Intelligence | The importance of training your staff

2011-05-19T22:38:00.000+02:00

Output | Talk Print! | Intelligence | The importance of training your staff

New Technologies: Threat or Opportunity?

2011-05-17T16:08:00.000+02:00

On May 16, 2011 by Jennifer Matt on the web and print.

Lets stop sugar coating it, this new platform for communicating is different than radio or TV, its operating on a different economy (digital economy) and it is going to change the print business forever. Embrace it to find the opportunities.

I’ve been hanging out at gatherings of printers lately, why do people insist on commenting about how someone in their family refuses to read books on a Kindle/iPad? Or they rant against the messages in e-mails, “do the right thing for the environment, don’t print this.”
What is this? Are we trying to sooth ourselves into believing that not only is there a whole host of new ways to communicate (other than print) but these methods are operating on a fundamentally different economic system (the digital economy).
I suggest we all start to speak more frankly. What’s the risk? The change will happen whether we embrace it or resist it. The print industry doesn’t have any control over the evolution of technology and networks that are enabling a communication revolution.
I believe resisting the change prevents us from maximizing the opportunities that exist during the transition. Admit it. The business of print is changing rapidly, as my father used to say, “If you’re not growing, you’re going out of business.”
It’s liberating to own up to the changes because it liberates us to make bold moves. Here are a couple suggestions.

Move 50% of your business online by the end of 2012
Launch at least (1) new 100% digital communication product in 2011
Hire at least (1) employee whose focus is marketing (online, social media, blogging, technology sales support).
Write the story of your business (past, present, future) – make sure your website tells that story and continues to update that story (blog) so that customers and prospects can get to know you online.

Global Web-to-Print Market is Projected to Reach $869 Million by 2017, According to a New Report by Global Industry Analysts, Inc.

2011-04-10T10:24:00.000+02:00

Global Web-to-Print Market is Projected to Reach $869 Million by 2017, According to a New Report by Global Industry Analysts, Inc.

To register for your FREE entry badge for FESPA Digital 2011 and FESPA Fabric 2011

2011-04-05T16:41:00.000+02:00

To register for your FREE entry badge for FESPA Digital 2011 and FESPA Fabric 2011 click on 'Register Now' and complete the registration form.

Admission to FESPA Digital 2011 and FESPA Fabric 2011 is FREE for pre-registered visitors. Visitors who have not pre-registered will have to pay an admission fee of €25 on arrival.

Register now

FourSquare’s Mystery 7 millionth User

2011-04-01T11:33:00.000+02:00

FourSquare’s Mystery 7 millionth User

Output | Talk Print! | Technology | 'Wider than ever range of digital solutions' from HP on display at FESPA

2011-03-26T10:50:00.000+01:00

Output | Talk Print! | Technology | 'Wider than ever range of digital solutions' from HP on display at FESPA

Output | Talk Print! | Intelligence | How do I convince my bank manager to lend me money? Tips on getting a loan

2011-03-26T00:12:00.000+01:00

Output | Talk Print! | Intelligence | How do I convince my bank manager to lend me money? Tips on getting a loan

Output | Talk Print! | Intelligence | How do I convince my bank manager to lend me money? Documents you will need

2011-03-26T00:10:00.000+01:00

Output | Talk Print! | Intelligence | How do I convince my bank manager to lend me money? Documents you will need

Indian firm promises global OOH planning platform

2011-01-21T14:45:00.000+01:00

An Indian company is claiming that its new planning and buying tool for out-of-home advertising will make devising OOH campaigns “as simple as Google AdWords”.

Web firm Double Spring launches the AdHome service next month, and is looking for local partners in major markets around the world.

“The service will be available soon in most of the big OOH markets – the U.S., Japan, India, Europe, Brazil and the Middle East. At this time we are focused on forging strategic partnerships with local companies in each region,” CEO Shuhaib Shariff was quoted as saying.

AdHome will allow planners to search the OOH media that it lists by demographic, ad format, location and price, as well as providing media owners with tools for inventory management and analytics.
While there have been many attempts to provide such platforms, both for digital OOH and for the broader out-of-home market, few if any have shared the geographical ambitions of AdHome.
adhome.com
doublespring.com

OOH:Seven deadly sins of content creation

2011-01-21T14:35:00.000+01:00

Content is recognised as one of the biggest challenges facing the digital out-of-home sector, yet problems with quality, affordability and availability have plagued the medium since its inception. Don Pierson – founder, president and COO of Flypaper Studio – takes a tour of the most serious pitfalls.

Content development is a passion of mine. I’m going on two decades of starting business in this space, and I’ve learned that there are a few major no-nos that haven’t changed. I’ve lived both sides of the client/provider relationship and have felt at first hand the frustrations of trying to create highly engaging content within the constraints imposed by budgets and time.

Because the digital-signage world is still young and the advent of highly-engaging Flash content even younger, there are many of us sinning out there without even knowing it. If we can’t solve the challenge of creating meaningful content that not only meets today’s standards but looks towards exceeding them, we’re essentially wasting time and money. It’s certainly never easy, and over time I’ve developed a list of the top sins committed when it comes to content creation.

 Sin 1: poor quality

When time and budget are tight it’s often quality that gets sacrificed. Remember, today’s visual standard is broadcast television and film. Effective solutions must provide high-quality and visual impact, with no exceptions.

Sin 2: unavailability

Downtime is a killer. Dead air (or a dead screen) is like throwing money out the window for your customer. If you don’t have engaging, ever-changing, and perhaps even interactive content on the screen at all times, you are losing eyeballs and money.  

Sin 3: choppy/broken display

Broken content is just as bad as dead air. If your content does not display correctly, no-one is going to pay attention. Reliable playout is a must. Flypaper relies on Flash as a proven delivery medium for this reason.  

Sin 4: content fatigue

The digital-signage industry is especially at risk of this one. Content fatigue sets in quickly if the content is boring and repetitive. You need to constantly refresh the content your viewers see, and make it interactive whenever possible. Or vary your approach to creating your content. That way viewers don’t feel like they’re watching the same thing over and over and over and…

Sin 5: spending too much

Digital-signage content creation cannot be an expensive proposition any more, especially given the amount of content that needs to be created to meet the challenge of delivering fresh and updated material at all times. Meeting this need has always been in conflict with sin number one, providing quality content. Inexpensive always meant settling for inferior quality. (With Flypaper, though, you don’t have to settle any more.)

Sin 6: missing deadlines

Late delivery of new or updated content affects your reputation and your company’s. With digital signage, missing a fast deadline can mean lost sales and branding opportunities. Here’s another need that’s always been in conflict with providing quality content – rapid production also meant settling for inferior quality.

Sin 7: no measurable return on investment

Digital-signage content that is created for visual aesthetics without a purpose is good for the fine-art world, but does not work in business. If the results cannot be measured to provide a justifiable return on investment, you are setting yourself up to fail your clients. Analytics and measurement are the keys to business communications.

www.flypaper.com

Happy, happy Christmas,

2010-12-24T13:38:00.000+01:00

Happy, happy Christmas, that can win us back to the delusions of our childish days; that can recall to the old man the pleasures of his youth; that can transport the sailor and the traveller, thousands of miles away, back to his own fire-side and his quiet home! ~Charles Dickens, The Pickwick Papers, 1836

For me Home it is the house from the rock where this picture was made.

Your TBA Consultant. We deliver the IT European SMB market to you.Trusted Business Advisor.

2010-12-16T15:58:00.000+01:00

Lucien Moons and Pierre Mercier

Collectively, the US and Canada account for 58%* of the global $1.3 trillion IT industry. Of this $750 billion in purchases, $320 billion worth is sold to businesses through 85,000 Reseller** organizations; about $300 billion worth of this is purchased by what we define as SMBs, with $240 billion flowing through Resellers.

We define SMBs from an IT Channel perspective. Companies with less then 10 employees tend to purchase IT products from the superstores, or online using price as the primary criteria in product selection. Larger enterprises that have a CIO as part of the management team, use Resellers as a source for purchasing IT products at a low price.

Between the really small companies and the large enterprises, are the 10 million evasive, hard to reach SMBs with about 10 to 500 employees. Vendors sell products, whereas SMBs need technology-based solutions – solutions that give them a strategic advantage in the daily operation of their business, as well as help reduce costs and increase revenues. Much in the same as enterprises depend on their CIOs, Resellers create a symbiotic relationship with SMBs whereby, instead of being viewed as a supplier, they have become a Trusted Business Advisor (TBA).

Trusted Business Advisors

TBAs provide SMBs with recommendations on what solutions they require and then determine what they need, purchase the technology on their behalf, install it, ensure system integration, train employees and provide 7x24x365 service and support to keep the technology up and running. Simultaneously, TBAs refresh and update the technology.

SMBs do not want to know how the products work or why; they just want someone they trust to make sure they have the technology-based solutions they need. TBAs very effectively replace the FUD factor (fear, uncertainty and doubt) with a comfort zone.

The only effective way to reach, service and support SMBs is via their Trusted Business Advisors. TBK core competence is delivering the SMB marketplace to Vendors. We do this by reaching, educating, enabling, motivating and ensuring TBAs have the business knowledge, tools and vehicles required to effectively reach and service SMBs.

Since 1980, we have developed and implemented cost-effective, strategic, go-to-market programs for 350 IT companies. This experience has allowed us to accumulate a wealth of intellectual channel marketing knowledge in direct, channel, hybrid, retail, etail, managed services and SaaS go-to-market models.

We leverage our relationships, experience and knowledge on how to reach, recruit, engage, motivate, educate, enable and collaborate with TBAs to help Vendors enhance their channel relationships and increase their sales.

Using a systematic process, we provide Vendors with the structure, experience and contacts required to:

Define channel objectives
Evaluate current channel marketing expenditures
Perform a SWOT, gap and needs analysis
Position, segment, target and profile customers, resellers and distributors
Develop a customized, strategic, complete end-to-end channel marketing plan based on the Channel Sales Cycle: recruiting and engaging, enabling, collaborating with and maintaining strong relationships with appropriate Channel Partners to help them build their business and yours
Align objectives and audiences with distributor-funded and corporate marketing programs
Define parameters and criteria for evaluation of current activities and ongoing performance measurement
Implement partner recruitment, engagement, education and motivation programs
Create and execute all channel marketing programs, including: launch strategies and rollouts; Channel product seeding, awareness and branding programs, demand creation and lead generation programs; partner and/or customer retention programs; etc.
TBK and Computer Profile Channel Enablement Program:
1. VAR Recruitment
2. VAR Training
3. VAR Enablement
4. End-User Leads
5. End-User Marketing
6. Measure performance and track back results to ROI based on individual program components and/or back to the performance of specific partners

*All statistics quoted are best estimates developed by TBK based on a combination of research, industry knowledge and extrapolation.

**References to Resellers include VARs, System Integrators and System Builders. Retailers and etailers are not included.

Five big tech innovations coming in the next five years: IBM

2010-12-16T15:26:00.000+01:00

As we turn the calendar to the next year -- and decade -- IBM is unveiling its fifth annual "Next Five in Five," its perspective on five innovations it believes will change how people work, live and play over the next five years. Several years ago, when mobile phones were purely for voice, IBM projected the strong uptake of mobile devices and smart phones and 'carrying your business in your pocket.' That's all with us now. So bearing that in mind, what do IBM's soothsayers predict now is in our future?

Batteries will Breathe Air to Power our Devices

This means that batteries in electronic devices will be smaller, lighter and last 10 times longer than they do today.

"In looking at the history of battery improvements, we've seen about 7% improvement on a year to year basis, and that clearly doesn't match demand," said Don Campbell, Chief Technology Officer for Business Analytics at IBM. "We've been very seriously working on all aspects of the technology to get better performance. For certain batteries, carrying a device around all day, that simple motion of walking around with the device can be leveraged to bring energy back.

"We are also looking at ways to take ionization out of the air chemically, to take advantage of what's in our atmosphere," Campbell said. "We have some ways to go there. Eventually, a battery that never runs out is the goal, but if we get 10 times the life we do today, this will still change how we use these devices."

You'll Beam up your Friends in 3-D

No, it's not quite Star Trek time, but with the rapid advancement in 3-D technology IBM says you'll soon be able to interact with your friends through 3-D holograms -- in real time -- from your phone.

"Some of these trends are already starting in the consumer space," Campbell said. "3D TVs are becoming a potentially popular item. And the addition of holographic technology, which would eliminate the need for special glasses, will change the adoption rate."

Holographic technology involves the reproduction of the splitting and scattering of light to represent a 3D image.

"You can see that light from different angles, move your point of view, get a much more natural feel from the perspective of what you are looking at," Campbell said. "From an enterprise data perspective, it's adding a third dimension of data without having other data items get in the way. We are attuned to looking at information in 3D, and when we can turn that on for people, they get a lot of value back."

3D Projection in this format is likely to come out of tabletop devices, as what you see in 3D appears on TOP of the event, not instead of it. For straight commercial applications, Campbell said to look for this in interactive kiosks -- "kiosks with 3D navigation capabilities rather than an awkward projection into 2D, which is what we look at today."

Computers will help energize your city

The philosophy here is already apparent in IBM Smarter Planet initiatives, but there's more to come, Campbell said, specifically energy being harnessed from computer heat, then used to heat and cool buildings.

"In the data center, 50% of the energy is cooling the data center, and a lot of that heat is just lost to us," Campbell said. "A micro approach to passing water across the chip, pulling heat out of the chip and instead of getting rid of it, capturing, extracting and repurposing it, can lead to something as simple as driving a coffee maker in the lunch room, or as massive as heating a building in winter."

You won't need to be a Scientist to Save the Planet

People are walking sensors, and in five years, sensors in your phone, car, wallet and even your Tweets will collect data that give scientists a real-time picture of your environment. A whole class of "citizen scientists" will emerge, using simple sensors that already exist to create massive data sets for research.

"We have all kinds of ways now of putting in place a sensor that will collect information," Campbell said. "People carry devices with GPS chips, motion detectors, accelerometers, that can shut down hard drives about to crash. If we can leverage that to learn other things about our environment, we can really gain an advantage."

Campbell doesn't think privacy issues would become an issue here.

"People would agree to be part of this, and wouldn't give up any personal information," he said. 'The law now requires mobile devices to be able to communicate GPS location in emergencies, and this is no different than that."

Your commute will be personalized

This one sounds like GPS, but it goes much further, combining predictive analytics with real-time travel route information to recommend better ways to get to your destination.

"GPS tells me how to get from my home to the office, and traffic conditions, but what it doesn't do is predict for me based on all kinds of other things what things might be like as my commute commences," Campbell said. "For instance, it could predict how many parking spots in nearby garages are likely to be available when I arrive, so I know where to go first. And it might consider, if there is an event or a major disruption, if I should just take public transit, and redirect me to a drop -off place if that's the case."

Campbell said the limit of GPS is that it's not personalized.

"If you add more personalization and data sources, I think these devices can be much smarter," he said. "I'm happy to have GPS tell me how everyone should get from my place to work but what I would really like is to know MY information based on my preferences."

In summing up the philosophy behind the projections, Campbell said that predictive analytics is critically important in understanding how we use data in various firms, both structured and unstructured.

"Long gone are the days where we just collected information and spewed it back out into decision making reports," he said. "We need to understand how people communicate, using both trusted and untrusted sources, and distil it all down."

By Mark Cox

Simpsons Group Extends it Digital Services with New HP Scitex FB7500 Printer

2010-12-09T13:55:00.000+01:00

HP today announced that Simpson Group has invested in an HP Scitex FB7500 Printer to offer a short-run, high-quality, quick turnaround digital service for point of purchase (POP) and point of sale (POS) applications.

Simpson Group was established in 1972 as a conventional screen printer. It operates from two productions sites, its head office, based in Washington, Tyne and Wear and Heathrow, Middlesex, where it installed its new HP Scitex FB7500 Printer. Simpson Group specialises in the design and production of high-quality, branded in-store adverting for well-known retailers.

Offering its customers a range of screen, lithographic and digital capabilities, the company decided to purchase its new equipment after establishing that up to fifty percent of the jobs it was producing on its conventional equipment were ideally suited to digital production, with limited runs of between 150 to 250 copies.

The HP Scitex FB7500 offers high application versatility with its ability to print on both flexible and rigid media. Offering a combination of adaptability and high-productivity it also has a range of features designed to maximise throughput. Its three quarter automation and the highly accurate and intuitive loading mechanism provide the productivity and efficiency needed to complete jobs quickly.

“We first invested in a digital printer eight years ago and since then we have seen the technology develop and mature as a robust industrial tool,” said Mark Simpson, chairman, Simpson Group. “With our FB7500 there are no compromises on quality. With the printer’s high levels of automation, we are able to get instant feedback, ensuring that colour consistency is easy to achieve. Other benefits to our customers include, fewer wasted prints – compared to conventional printing and streamlining our workflow by eliminating the lengthy process of plate-making for quicker turnaround times on short-runs.”

FESPA's World Wide Survey on digital printing

2010-12-08T09:49:00.000+01:00

FESPA's World Wide Survey 3, in partnership with InfoTrends is a detailed report highlighting the dynamics and trends within the wide format printing industry.

The report was conducted by participants from over 30 different countries between February and March 2010.

The World Wide Survey Report is available to all FESPA Association Members free of charge in a number of different languages; alternatively if you are not a member of your local FESPA Association the report can be purchased for €2,000.

To download a copy of the executive summary please click here

or ask info at
info@fespa.com

Published in FESPA Publications

Another Attack on the Use of Solvents?

2010-12-08T09:29:00.000+01:00

There is a concerted effort on behalf of the European Union (EU) and other nations to reduce the level of greenhouse gases (GHG) that are emitted into the environment as it is believed that GHGs have a major adverse impact upon climate change. One of the major classes of substances included within the scope of GHGs is volatile organic chemicals (VOCs). Typically solvents, obviously excluding water, used within the printing industry in inks, cleaners, thinners and retarders are VOCs.

Why are they deemed as being hazardous to the environment? VOCs are environmentally significant mainly because of their role in the formation of photochemical smog in the lower atmosphere known as the troposphere (0 – 20 km above the earth).While in the stratosphere (20 – 50 km above the earth) VOCs react to destroy stratospheric ozone needed to shield the earth's surface from harmful ultra violet radiation. It is the breakdown of this UV shield that leads to global warming.

How have GHGs been controlled by the EU? There are two major directives; the Integrated Pollution Prevention and Control Directive (IPPC) and the Solvent Emissions Directive (SED). IPPC covers all forms of pollution, land, air and water and the massive range of industries from mining, energy, chemical production, waste management, poultry production and printing with a consumption of greater than 150 kilos per hour or 200 tonnes of VOCs per year. SED deals with specific industries that use VOCs and that covers printing where VOC consumption varies from 5 tonnes per year and upwards. Limits are set on the quantity of VOCs that can be released that in many cases requires abatement equipment to convert the VOCs to carbon dioxide and water. This equipment is expensive to purchase (up to €1,000,000) and requires technical expertise to run. Aside from rotary screen printing, sheet fed screen printing and all forms of digital printing are excluded. However, in some EU countries over zealous bureaucrats have invoked subsiduarity and included these printing processes into the VOC control mechanism. For those who may be unaware of the doctrine of subsiduarity it is means by which the Government of any EU state can include legislation that requires commerce or industry in that country to meet tighter rules than a prescribed EU directive; colloquially known as “gold plating.”

By the 2009 Copenhagen Accord world-wide Governments including the EU re-affirmed their commitment to reducing GHGs by 20% the 1990 emission by 2020. This level would not be reached with the current IPPC and SED legislation. Tougher targets would be needed. How will the aspirations of the politicians be met? There will be an assault on private industries to reduce their emissions some under the guise of environmental taxes such as aircraft travel that will help to reduce the massive debts of many Governments who have squandered their resources (i.e. taxes you have paid) in the past. Another method will be to reduce the permitted VOC emission limits. Alternatively, enterprises not currently covered by IPPC and/or SED will be included either by the use of the subsiduarity rule or an update to the directives or possibly both. Without a different method for dealing with VOCs, any of these approaches are likely to have an adverse impact upon the printer.

What is likely to happen? It has started. Currently the EU has combined the IPPC and SED with another five directives; this is known as the Industrial Emissions Directive and was approved by the EU Parliament in July 2010. To quote an official EU press release: “Stricter limits will apply for air pollution for example, although Member States will have some flexibility to extend deadlines for power plants or waive the rules for other installations in special cases.” However, since the newer Eastern European member countries have been allowed a derogation on their coal fired power stations it will be private industry that will have to make up the shortfall in emission reductions. The stricter emissions will come into effect 2016.

How can the printer circumvent this problem? The answer lies in the use of technology. Since the SED was introduced in the 1990s inks using UV technology, water-based products, very low VOC level compositions or combinations of these have been developed that can be used on virtually any substrate thus removing the need for high VOC products. Agreed they are often more expensive to purchase, the curing/drying equipment can be costly but nothing like as crippling as the abatement equipment that could be needed if stricter VOC control rules are introduced. There are techniques available to reduce the use of VOCs in the cleaning processes. Often this approach leads to a more efficient process and reduced costs.

By Paul Machin's

"In the hectic business life that is printing keeping up to date with health, safety and environmental issues is a time-consuming activity that frequently disappears from the "to do list."
Producing a monthly blog to inform busy printers of the important topics associated with H S & E was considered as being a useful tool to overcome this potential deficiency."

Business will get more social in 2011, IDC says

2010-12-07T15:41:00.000+01:00

Major vendors also expected to scoop up small social software vendors - An opportunity for quality lead generation?

By Sharon Gaudin

December 6, 2010 03:10 PM ET

Computerworld - Businesses will increasingly turn to social networking tools in 2011, but there will be fewer social platforms for companies to choose from, according to predictions from IT research firm IDC.

If that's the case, social and collaboration platforms will gain significantly more momentum next year.
Business-focused platforms won't be the only ones seeing a spike in business. IDC noted that many small and medium-sized businesses will turn to social networks such as Facebook to "establish a free online presence that improves their ability to acquire, engage, and retain customers without the hassle and cost of setting up a traditional Web site."
These expectations for 2011 come from IDC's "Top 10 Predictions 2011" report, which was released late last week.
Frank Gens, chief analyst with IDC, said in the report that social networking is one of the technologies that will move beyond early adopter status and will mature into a mainstream platform in the coming year.
Among Gens' predictions is that Jive Software Inc. , will have an IPO in the coming year. Jive is an enterprise 2.0 service that uses Facebook-like social networking tools, such as updates, people search and communication channels, and applies them to the corporate world.
Gens also predicts that major vendors such as Oracle, SAP, Microsoft, Hewlett Packard, Cisco Systems and IBM will be looking to buy up socially focused businesses to either jump into the social/collaboration space or to beef up their current offerings.
Gens went to so far as to predict that 30% of the players in the social software market will be swallowed up by other companies in 2011.
Dan Olds, an analyst with The Gabriel Consulting Group, also said there will be a lot of acquisitions of social networking companies this year. But he added that the market will shrink partly because companies that have been testing the social waters will fail and fall away.
"It won't be a huge year for social networking but a bigger year than 2010," Olds said. "The economy, as a whole, will definitely be a factor, holding the market back a bit. If the economy recovers, then, yeah, it might be a huge year."

TBK Consult selects ValuePerform as strategy analysis tool

2010-12-02T16:07:00.000+01:00

HP T300 Color Inkjet Web Press Technology Overview

2010-11-15T15:45:00.000+01:00

From Information to Intelligence: Evaluate, Execute and Evolve

2010-11-07T12:24:00.000+01:00

Making strategic or fact based decisions using the organizations information continues to be inspirational for many. In the last few years we’ve all struggled with the overwhelming volumes of data or information we have available to us when making decisions. How can we move the pendulum from the use of information to intelligence being inherent in our systems and processes?

At the same time many still struggle with foundational business intelligence and performance management, while others believe that analytics is the thing that will save their organization.

Organizations are looking for agility rather than big bang BI projects. It is time to Evaluate, Execute and Evolve the theory and practice of BI, IM, analytics and PM. Organizations need to adopt a balanced approach to prioritize business needs with their BI and PM strategy, and understand the technology, processes, and skills required to help your organization transition from Information to Intelligence.

The ValuePerfom Intelligence and Information Management workshops will provide you with the knowledge you need to ensure that your organization meets these new requirements and becomes more competitive.

ValuePerform report

View more presentations from JensBohme.

5 rules to improve meetings - Related Stories - SmartBrief on ExecTech

2010-10-11T21:15:00.000+02:00

5 rules to improve meetings - Related Stories - SmartBrief on ExecTech

Business Transformation is the key to keep your company growing? But where to start?

2010-10-09T12:47:00.002+02:00

Engage your management team in a 360° Business Transformation strategy analysis; Challenge how they deploy your current strategy with witch success? Challenge your team in what should be the strategy changes, to keep growing the company both in sales but also in profit?

Example of 360° Business Transformation Strategy Analysis cession (click on link)

Business is transforming. Maybe it is time to review your company strategy with a 360° Business transformation seminar? Have a look at this tool and contact me if you believe your business need to grow faster and improve margins? If you have a question please use the ask a question box.(follow this link)(use the ask a question box)

Example of 360° Business Transformation Strategy report (call or email me for a live presentation)

Another great seminar to open roads to think what your future strategy should be?

The FESPA EMEA Summit Europe, Middle East and Africa Summit, 24 November 2010 in Istanbul, will deliver a series of high level, specific industry focussed sessions, providing critical information on vital issues, to inspire delegates to innovate their businesses in Europe, Middle East and Africa. A host of leading industry professionals and intellectuals have been invited to share their ideas and expertise on current and future trends, the challenges confronting the industry and opportunities that are as yet unexplored. The expert speakers will educate, encourage and stimulate delegates with a programme of business focussed topics designed to foster connections between all attendees.

The aim of this one-day event is to drive progress and encourage networking links across the EMEA and the industry. Themes will include: innovation, connection, and keeping up with the rapid pace of change of both the sector and the world – from technological advances, to changing customer psychology and needs.
FESPA’s expertise in running successful high quality summits for the imaging industry, teamed with insight from the industry professionals speaking at this unique event, means the EMEA Summit is set to be an imperative event for the road to recovery and future success.

Graphic Display World - Home

2010-10-06T14:38:00.000+02:00

Graphic Display World - Home

2010-10-02T16:40:00.001+02:00

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2010-09-28T23:45:00.001+02:00

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2010-09-27T23:45:00.001+02:00

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.63,000 signs for 147 stores: all in a month's work for Gardners and HP SmartStream Designer VDP solution.

2010-09-27T19:31:00.002+02:00

2010-09-27T15:10:00.001+02:00

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The decision to use digital or offset affect the profitability of runs

2010-09-26T10:08:00.000+02:00

Decide & Conquer

The decision to use digital or offset affects the profitability of a print run.

Part two of a two-part series

By Kim Crowley

Production output technology offers distinct advantages for the print service provider (PSP). The July/August issue of Digital Publishing Solutions featured From Offset to Digital, which focuses on the capabilities and benefits provided through the effective use of digital, direct imaging (DI), and offset printing. Offset produces long runs of high-speed, high-quality, static print. Digital offers zero makeready, the ability to add personalization, and an on demand print model.

The accessibility of capable print technologies provide choice to print providers as they adjust their business models for an industry in transition. Some invest in both offset and digital print capabilities, while others are limited to one technology. These investments are weighed based on a number of factors, including short- and long-term goals, application requirements, physical space, and total cost of ownership.

We conclude this series with perspectives on deciphering tipping points and print pricing. Determining which technology makes the most sense and what features customers are willing to pay for is based on a PSP’s primary concerns, ultimate goals, and available resources.

The Right Fit
Some PSPs are strictly analog or digital and many are hybrids. For all, there are occasions when incoming work is best suited for offset or digital production. PSPs offering both capabilities must determine which best suites the job.

With nearly 25 years servicing narrow and large format print customers in Manhattan, NY and beyond, Influence Graphics felt economic pressure following the events of 9/11. The company decided to weather the storm and rebuilt into a quality production powerhouse in midtown and Long Island City, NY. Today, the print provider relies on a range of equipment, including an Hewlett-Packard (HP) Indigo 5500 Digital Press, a two-color Heidelberg offset printing press, and a KBA 74 Karat DI press.

Ron Sizemore, partner, Influence Graphics, says the decision to use one technology over another varies by job. Sometimes it’s as simple as the application’s required sheet size. Often a job’s turnaround time is the first consideration. Approximately 75 percent of Influence Graphics’ jobs are delivered in 24 hours or less. Cost is a secondary factor. The shop decides whether a job is more cost effectively produced on one press versus the other based on the allotted time frame.

The selection of offset or digital also depends on the shop’s workload. Equipment is also a determining variable. A printer may be tied up or temporarily out of service, so a job might move to another running press. A printer’s ability to match a crucial color is another contributing factor.

Judging Run Length
Analog press investments reach into and above the million-dollar range. "There are a lot of expenses involved in getting an offset press up and running. For a press to run effectively, operators have to make plates; put the plate in the machine; stabilize the press by printing hundreds of sheets; and adjust color balance and ink levels. Because of the time involved in makeready on an offset press, the longer the run, the more efficient it is," explains Frank Drogo, research and development director, printing technology platforms, HP.

Longer runs sometimes cause complications. "With the KBA Karat our main limitation is run length. We find that if we try runs of more than 1,000 sheets we start to have problems keeping the plates at proper temperatures," states Sizemore. "We’ve found the niche job types and run lengths that fit the press and stay within those limits."

Shorter print runs are generally more cost effective on a digital press. Projects for direct mail, marketing collateral, TransPromo, and books drive the greatest page volume to digital. These presses are automated, and typically only require minor adjustments after the first page. "There’s no waste or makeready involved. When you’re talking a few hundred pieces it’s obvious that a digital press is more cost effective," adds Drogo.

Short run digital jobs typically fall between 100 to 1,000 pieces, but that number is changing. "Recently, we’ve seen the break-even point between offset versus digital printing rise from the traditional level of 1,500 to 2,000 pages to one approaching 3,000 to 4,000," says Forrest D. Leighton, director, product marketing, ISG Production Systems, Canon U.S.A., Inc.

Drogo explains that many customers find runs up to 5,000 to be economical on HP Indigo 7000 devices, while those ranging from 10,000 to 20,000 are possible with the T300 Color Inkjet Web Press. Runs over 50,000 are where offset comes into play.

Cost Considerations
It is difficult to put a definitive quantity or price tipping point in place to determine whether a job should be routed to an offset or digital press. "It is misleading to throw out numbers. Direct mail campaigns in the millions of impressions are produced digitally. Books or promotional materials are more likely to be in the hundreds or thousands when done on digital, but it depends on a lot of factors," says Jim Hamilton, group director, InfoTrends.

Canon’s Leighton agrees. "It is overly simplistic to say that if the job is static, it will be evaluated on run length and cost per page and where you end up on the break-even point determines which device to use."

The price per page a PSP is able to charge is broad. It is the result of many variables—from quantity to turnaround time, size, personalization, media, finishing, kitting, shipment location, and more. "The more value-added services such as data management, fulfillment, or multi-channel campaigns, the more latitude the PSP has in pricing," says David Davis, Director, INTERQUEST, Ltd.

A legitimate, blanket cost per page is elusive due to a myriad of project requirements. Costs to the PSP include service and consumables plans, click charges, and other variables. "In general, shorter runs demand a higher cost per sheet," says Brian Wolfenden, director of marketing communications, Presstek.

The Presstek 52DI and Presstek 34DI are rated for color printing runs of 500 to 20,000 and have no click charges or special paper requirements. Wolfenden says the average all-in cost-per-letter-size page, including service and consumables, works out to less than two cents on these devices.

Influence Graphics estimates pricing using a click cost figure of nine cents per press sheet side or .045 cents per letter size sheet. Their actual cost fluctuates based on overall click volume and dips as low as six cents per side or three cents per letter-size sheet. "We use the nine cents for estimating just so we are covered and to offset any cost associated with wasted prints. We include the service costs for the Indigo in our overhead calculations—as opposed to consumable costs—since it is the same whether the machine is running or not," says Sizemore.

The shop considers the size of the job, paper choice, finishing, turnaround, and other factors to determine a price for the customer. "It can range anywhere from thirty cents to three dollars a sheet. That’s the advantage of digital printing. If a customer needs a job fast and is willing to pay a premium we can accommodate them. If they have a smaller budget and more time, we work with them to keep costs down. It requires a constant juggling of the job queues but being flexible is really our specialty," he explains.

Wolfenden suggests that PSPs move away from charging by the sheet. "Look at the entire value of the job and whenever possible, bundle print with other services to take the focus off of cost per piece or sheet. Bidding the lowest possible cost per sheet is a quick way to go out of business," he says.

Tracy Yelencsics, VP, production segment and programs marketing, Xerox. agrees, "Instead of talking about cost per page or cost per printed sheet, PSPs change the discussion to cost per lead, especially on direct marketing campaigns, cross-media campaigns, and variable data jobs. They’re more focused on ROI."

Weighing Cost and Quality
Digital print quality has come a long way, and most agree that it is on par with offset. "When you look at digital versus offset, the quality discussion is almost nonexistent. The quality of high-end digital color presses compares to four-color offset. That includes resolution, color gamut, and media latitude," says Yelencsics.

Despite the advances of high-end digital production, print buyers may be willing to sacrifice quality to save money. For projects that don’t require a high-end look and feel, they may choose a lesser weight or lower quality stock or eliminate special effects with ink or finishing. "Even for offset printing, it’s clear that print buyers sometimes sacrifice quality by using a cheaper paper to save money," states Hamilton.

"Print buyers look at the marketing spend and the allocation of dollars. Like many providers in this space, Canon sees traditional marketing pieces heading online or to some alternative media. That’s if they are being done at all," says Leighton.

There is not much loss of print quality between toner-based digital, DI, and offset. Cost savings can be made—sometimes with a very slight quality sacrifice if at all—in choosing high-speed digital inkjet products or digital duplicators.

Alternative printing options include digital duplicators from Duplo, Ricoh, RISO, and Standard. "Digital duplicators use screen printing technology to produce a quality image very quickly and at a low cost," explains Raymond J. Bauer, product marketing manager, digital duplicator systems, Ricoh Americas Corporation.

The speed and cost per page of these units is attractive. They fit the needs of educational, religious, government, and transactional environments where there is less demand for high image resolution and color perfection. The quality is satisfactory for some customers, but the units may deliver lower text sharpness and occasional banding, and there are some substrate limitations.

A wide range of duplicators are available. Bauer explains that lower quality output units produce 300x300 dpi for small schools and faith-based groups where cost is the overriding factor. Mid-range models offer a good balance between cost and quality. High-end, production-rated devices offer output at up to 600x600 dpi to attract print-for-pay, central reproduction departments, as well as large faith-based groups, and school boards. Output speeds reach up to 135 pages per minute (ppm).

RISO also offers a cut-sheet inkjet solution with its ComColor devices, which run at 125 to 150 letter-sized ppm. They utilize inkjet technology to offer affordable color production printing with a small footprint. RISO provides an example of a FL-based quick printer that is able to sell ComColor prints for about 20 percent less than high-quality glossy toner-based output.

The decision to print to a device that outputs at a lower print resolution, or order cheaper paper is often based on the print buyer’s budget and the intended purpose of the application. The quality of the print piece should match the offer or communication to the recipient. Documents and forms with little or no graphics or planned for short term are examples of projects suited for this type of output.

The perceived quality of the print should also mirror the sender and its mission. "A government agency, for instance, is not usually going to send out a glossy high-end color mailing for fear of giving the appearance of squandering tax payer dollars," explains INTERQUEST’s Davis.

On the flip side, some print projects require a luxurious look and feel to effectively represent the brand or product. "A financial services company proposing to manage an individual’s retirement account is not going to send a low-quality mailing, just as one of their representatives would not show up to a client meeting wearing jeans and a tee-shirt," notes Davis.

A high-end print piece also has the potential to gain increased response. "Print buyers are more conscious of quality for direct mail pieces in an effort to break through the mailbox clutter," suggests Wolfenden.

Kevin Kern, senior VP, marketing, Konica Minolta Business Solutions U.S.A. Inc., notes that the Konica Minolta bizhub PRO C65hc uses an expensive pigment, but is a worthy investment for applications that require exceptional quality. "Think of what you can produce, and what customers are willing to pay," says Kern. Meanwhile, "Some print buyers just want it cheap and dirty."

Divide and Conquer
Lithexcel is a full service marketing and communication company in Albuquerque, NM. The PSP operates conventional offset, electrophotographic-based digital production presses, and dry ink inkjet equipment. Incoming work is divided among the equipment based on turnaround requirements, quality demands, and variability.

Lithexcel’s offset devices include a MAN Roland 500 with five-color plus aqueous coating, and three Heidelberg units. "Conventional offset presses are used for high-quality offset/lithographic prints and work that is static in nature with limitations, printing on mostly text and cover weights," explains Waleed Ashoo, president/CEO, Lithexcel.

Digital toner, full color devices at Lithexcel include a Xerox iGen 3 and Xerox iGen 4. This equipment is used for high-quality, short-run jobs that require variable text and images. The PSP is able to print on a variety of substrates such as synthetic papers, Mylar, acetate, PVC, plastic, and magnet sheets.

Lithexcel employs a RISO ComColor 9050 high-speed inkjet device and six HP monochrome inkjet printers. For book production, the shop utilizes a Kodak Ektajet printing system. Inkjet technology is used for printing direct mail projects that do not require high color fidelity.

Ashoo notes a few limitations of the inkjet technology. "Inkjet technology will not allow you to print on coated papers like the digital toner presses. And, because it’s inkjet, the colors and images are not necessarily vibrant," he states.

From Offset to Digital
Analog and digital presses each serve essential production needs. As PSPs look to invest in one or both technologies, they should consider current and future application requirements. Turnaround time, personalization, quantity, and finishing requirements are all key elements for deciding on the right press for a job.

"These technologies are all complementary, and most print businesses need a combination of them in play. Buying decisions are likely to be made based on the gaps that need to be filled in production portfolios," says Wolfenden.

As PSPs decide which device to output to or when to outsource, they need to account for much more than run length. "People try to simplify it down to 1,000 or less on digital, 1,001 on offset. That’s not quite right. There’s not a firm way to say yes or no to one technology. You have to look at what fits into the workflow of your shop and other projects in the pipeline," says Kern.

Read part one of this series, From Offest to Digital. dps

Want more information on print technologies? Click here to visit our Buyers' Guide!

Also, visit our special Target Chart segment for a comprehensive list of inkjet production presses.

Sep2010, DPS Magazine

2010-09-25T16:40:00.001+02:00

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2010-09-01T12:21:00.002+02:00

Wednesday September 29, 2010, 08:00AM CEST
Ends: Saturday October 02, 2010, 05:00PM CEST
Event Type: Other
Location: Belgrade Fair ground
Војводе Мишића
Параћин, Централна Србија 35250 RS

Meet me at the International exhibition for digital printing and signage in Bucharest

2010-09-01T12:19:00.000+02:00

Starts: Wednesday September 22, 2010, 08:00AM EEST
Ends: Saturday September 25, 2010, 05:00PM EEST
Event Type: Other
Location: Bucharest Hall
Strada Garlei
Bucharest, ROMANIA RO

2010-09-01T10:52:00.001+02:00

CA: Engagement with Prospects and Customers Throughout the Buying Cycle! Join me on this engaging event ! http://ow.ly/2xLzj

Join Online and learn Social Media for B2B: Lead Generator or Marketing Toy?

2010-08-31T18:25:00.000+02:00

A BrightTALK Channel

Lucien Moons Travel life

HP Scitex FB7600 - Building Your Digital Future

Business and Software Strategy for Globalisation

HP 7600 MLkit SGIA USA

PVG Openhouse St Petersburg

Creating Engaging Teams [Corporate Team Engagement Program]

Output | Wide-format Print | Intelligence | Events | Eastern European printers to discuss industry future at FESPA-sponsored seminar

Output | Talk Print! | Intelligence | Is it worth travelling abroad for trade fairs? Preparation is everything

Corporate Blogging as “Touch Point” for Customers

Mobile Marketing Strategies: Why They Work

printers with engaging sales messages will create more powerful, profitable businesses.

Top 10 IPad/iPhone Apps for Small Businesses

Impact on E-commerce with the rise of Magento Commerce

Facebook’s Security Issues

Output | Talk Print! | Intelligence | The importance of training your staff

New Technologies: Threat or Opportunity?

Global Web-to-Print Market is Projected to Reach $869 Million by 2017, According to a New Report by Global Industry Analysts, Inc.

To register for your FREE entry badge for FESPA Digital 2011 and FESPA Fabric 2011

FourSquare’s Mystery 7 millionth User

Output | Talk Print! | Technology | 'Wider than ever range of digital solutions' from HP on display at FESPA

Output | Talk Print! | Intelligence | How do I convince my bank manager to lend me money? Tips on getting a loan

Output | Talk Print! | Intelligence | How do I convince my bank manager to lend me money? Documents you will need

Indian firm promises global OOH planning platform

OOH:Seven deadly sins of content creation

Sin 1: poor quality

Sin 2: unavailability

Sin 3: choppy/broken display

Sin 4: content fatigue

Sin 5: spending too much

Sin 6: missing deadlines

Sin 7: no measurable return on investment

Happy, happy Christmas,

Your *TBA Consultant. We deliver the IT European SMB market to you.*Trusted Business Advisor.

Five big tech innovations coming in the next five years: IBM

Simpsons Group Extends it Digital Services with New HP Scitex FB7500 Printer

FESPA's World Wide Survey on digital printing

Another Attack on the Use of Solvents?

By Paul Machin's

Business will get more social in 2011, IDC says

Major vendors also expected to scoop up small social software vendors - An opportunity for quality lead generation?

TBK Consult selects ValuePerform as strategy analysis tool

HP T300 Color Inkjet Web Press Technology Overview

From Information to Intelligence: Evaluate, Execute and Evolve

5 rules to improve meetings - Related Stories - SmartBrief on ExecTech

Business Transformation is the key to keep your company growing? But where to start?

Graphic Display World - Home

.63,000 signs for 147 stores: all in a month's work for Gardners and HP SmartStream Designer VDP solution.

The decision to use digital or offset affect the profitability of runs

Cut travel Cost! Increase your customers visits! Grow your business!

If you want to know more about your contacts inside your in box? try rapportive!

Meet me at Graphima Belgrade Fair

Meet me at the International exhibition for digital printing and signage in Bucharest

Join Online and learn Social Media for B2B: Lead Generator or Marketing Toy?

 Sin 1: poor quality

Your TBA Consultant. We deliver the IT European SMB market to you.Trusted Business Advisor.