Procurement hierarchy based on Maslow’s Theory, starting with basic business needs [providing goods and services on time, with quality, and at a competitive cost], risk minimization [have backup plan so product or service isn’t disrupted when catastrophe occurs], value / stakeholder satisfaction [elimination of waste, increasing profit, minimal supplier issues], breakthrough innovations [streamline of design workflow allowing new products to market sooner], key relationships [win-win, ideal supplier relationship], based on Maslow’s Theory. Let us know your thoughts.
Archive for the ‘Management’ Category
- Content/Asset library: Maintain a single source library where all images are stored. These images have the latest corrections. This is critical since many times the client uses an image and during the proofing process requests corrections. The master content library should be updated with the corrected image, when approved.
- Profile press: Confirm that each printer periodically is verifying/adjusting their proofs to represent what each press will reproduce.
- Color Proofs: Review hard proofs in a viewing booth with original art. Only review soft proofs on a calibrated [daily] monitor. Before utilizing soft proofs, have each printer verify their profiled presses/hard proofs are verified on the customers soft proof monitor. When viewing soft proofs use original art when available. Concerns using soft proofs include; how will spot varnishes, coatings or other finishing operations be confirmed that they align and trap properly? How will intricate folds be verified and confirm that images align when there are no hard proofs?
- Viewing Booth: If color is critical, confirm that the viewing booth is correct and lighting is calibrated and at the correct temperature. [It takes 10 to 20 minutes for 5000k lamps to achieve correct temperature]
- Printers Bars: Request six  consecutive full press sheets from each press sign off. Confirm that the press is not slurring, doubling, and the ink density for each color is correct.
- Original art: Available as a reference when reviewing proofs or press sheets.
- PMS Books: Confirm age of PMS book. The older and the more a PMS book is utilized the less accurate it becomes because light will denigrate the ink/colors. The other problem with PMS books is they are manufactured and with any process there can be variation between books. If certain PMS colors are important it is best to provide ink drawdowns.
- Ink Drawdowns: Corporate colors are associated to a PMS color, however many times when ink drawdowns are provided via the printer they need to be adjusted to match the clients color and labeled accordingly, e.g. PMS 123 ABC. To ensure all printers start with the same color, send ink drawdowns, along with wet ink samples, for the substrate being printed.
- Stock: Have all printers printing on the same substrate. The color of the substrate can change the color being reproduced.
- Process Builds of PMS: Consistently use the same process builds, since one project may be built using several software programs and each may build PMS colors out of process differently. Your company may also want to adjust the standard tint build to improve the color reproduction.
- Wet Samples: When ink drawdowns are approved a small container of the ink used for the drawdown is filed for future use. Wet samples don’t deteriorate as quickly as ink drawdowns or PMS books.
If I can assist with any questions, an audit or consulting project, in regards to printing or purchasing, please contact me via e-mail at email@example.com.
Color is everywhere we look today. Whether you are watching television, on your computer, you are outside, or reading printing, color is everywhere. Those in the printing industry know the importance of good color reproduction and the obstacles or limitations faced in that reproduction and the viewing of that reproduction.
“Color or colour (see spelling differences) is the visual perceptual property corresponding in humans to the categories called red, blue, yellow, green and others. Color derives from the spectrum of light (distribution of light power versus wavelength) interacting in the eye with the spectral sensitivities of the light receptors. Color categories and physical specifications of color are also associated with objects, materials, light sources, etc., based on their physical properties such as light absorption, reflection, or emission spectra. By defining a color space, colors can be identified numerically by their coordinates.” http://en.wikipedia.org/wiki/Color
Some of the obstacles or limitations faced in color reproduction or viewing are:
– Physical limitations
- Color Blindness
- Stray light
- Light reflections
- Ambient Light
- Fluctuation in room Lighting
- Color temperature
– Equipment or process capabilities
- LED, LCD
- Color temperature
- Lithography, digital printers, etc.
If there are color issues, hopefully the physical limitations of those reviewing color have been tested and reviewed. The following web links illustrate what color-challenged individuals see.
Have you taken a color test? Try one or all of the following tests to see if there are any challenges you have seeing color.
The Ishihara Color Test for Color Blindness
FM100 Hue Test by X-Rite [Farnsworth Munsell]
Color Arrangement Test
The Daltonien Test
Sales representatives have a tough job especially in the printing industry. Traditional printing is shrinking for many reasons: the economy, reduced government requirements, the internet, digital and in-office print devices to name a few. Even though there are fewer printers today than before the last economic down turn, there is still plenty of print competition. For sales representative to differentiate from the competition be a solution to the procurement.
What a SOLUTION sales representative should do;
- Listens – Buyers know their company and its needs and should listen to what they say in order to see how their company can fill that need.
- Answers – Answer the questions you are asked. The buyer needs to verify that your company can provide the services you would be quoting.
- Asks – Develop insightful questions for the buyer to order gain better insight in how their company can be a solution.
- Provides – Furnish what has been requested.
- Is conscientious – Take care of all aspects of a project.
- Shares – Knowledge and other sources the buyer could use.
- Has integrity – When a commitment has been made, follow through with it.
- Serves – Has a support team that works well together, pleasant, comprehensive, knowable, and timely.
What a PROBLEM sales representative will do;
- Argumentative – They try to tell the buyer what they need instead of providing solutions.
- Doesn’t follow through – Sales representatives give unfulfilled commitments.
- Stalks – After receiving a negative answer the Sales representative will keep calling, e-mailing, or mailing too frequently.
- Circumvents – Calling others in the company instead of working with through purchasing.
- Changes the agreed upon pricing behind the buyer’s back – If there are problems, they don’t tell the buyer.
- Charges – Add, or inflate charges which nickel and dime clients.
- Is dishonest – Make statements which are not true, such as “I’m about done with pricing” or “I have submitted pricing” when it hasn’t been.
- Negative – A frequently used word.
- Doesn’t share – Won’t give information requested by buyer.
- Only “ME” Statements – You can only get the product from me.
- Lacks respect – Walks into buyer’s office without calling and asking first.
- Divides and conquers – After bid has been awarded, shares lower pricing with other stakeholders.
- Lacks integrity – Requests to be included in Request for Proposal [RFP], and commits to participating through the first round of evaluation, and doesn’t.
Are your sales representatives a solution or a problem?
May I assist with any procurement or printing questions? I may be reached at firstname.lastname@example.org
Have you been somewhere and the print shop was neat but something was missing? I have. I need to take you back to a previous visit of that print shop. During this visit the shop floor was a mess and un-kept. Rags were lying around instead of put away neatly. The folder was used as a shelf instead of folding printing. A glue brush, still with glue, lay on a bunched up rag on a table. A mobile rack had rags in numerous areas, as well as an inked plate, and a kinked plate lying on another shelf.
Would you give printing to a print shop like that? You would be probably thinking, “will they be able to produce my job correctly, or will it be a mess like their shop?” I mentioned to key individuals associated with the print shop, how messy the shop floor was, along with other matters of concern. Fast forward in time to a meeting which a senior manager, from the messy shop, and I attended. We talked for a few minutes and the shops appearance came up in the discussion. The senior manager enthusiastically mentioned how the shop had been transformed and offered a tour.
I took the manager’s offer to tour the print shop. During the tour I could see that the shop looked much neater, however it was more of a white wash. A white wash per TheFreeDictionary is:” Concealment or palliation of flaws or failures.” The following are the reasons for my statement:
o No list of materials
o No location identifiers such as isles, shelving etc.
2. Press Room
o Crinkled plate was lying on a shelf
o Stacks of a previously completed job not thrown out
o Used ink knife was lying around, un-cleaned
o Rags were laying around
Do you believe I am being too harsh? Please tell me what your opinion is. Would you send your work there? Hopefully the manager has taken my comments and is the process of improving their facility. I look forward to seeing the improved transformation.
This blog is about what others are saying about the importance of a job bag, job ticket or work order. Please leave your comments.
Do you have passion? No, I am not talking about romance, but are you motivated or get excited by what you do? Is there a spring in your step when you finish a project successfully? Do your eyes light up when you talk about what you do or do you talk in a mono tone voice putting everyone asleep? Are you enthused to learn new and better ways to perform your job; or do you make excuses when explaining why improvement takes so much time?
The Free Dictionary defines passion as “Boundless enthusiasm” and “The object of such enthusiasm”. I had a meeting the other day, with a mid-level manager, who is responsible for printing. The meeting, at times, was awkward. The manager presented ideas, that in his/her opinion might possibly be potential ways might help the printing department. There was no firm commitment or direction in the manager’s voice; no excitement, motivation, or commitment in the presentation. Maybe the manager wanted me to tell him how he should run his department because trying to grasp a firm direction was like trying to catch a greased pig in a large pen. I noticed, however, that this tone changed when I asked the manager to share with me about his/her background. The manager’s tone changed as they shared his/her education and previous work experience in printing, giving a greater excitement in his/her speech.
To tell you the truth, a spot light turned on! Normally you see an image with a small light bulb showing the person had an AH HA moment! This pin pointed the key problem. To share more of the background, when I had talked with the CEO, there was an attitude of improvement and change. However, when I spoke to the workers there was a lack of dedication, and motivation for improvement change to name just two. In fact, when I talked and saw the results of the front line workers the first time it was infuriating. This organization has a huge dis-connect between the top management and the workers; however, taking the time to meet with the mid-level manager, it became clear. The mid-level manager had no passion, no love for what the organization produced and it transferred down to the workers under his/her leadership.
The CEO wanted to produce the best product; not the result ending in an inferior sub-standard product. CEO’s must have managers who have the same vision and passion for the organization to succeed. All the improvements and efforts to change the workers will be for not if the mid-level manager doesn’t care, neither will the workers.
One of my managers was James Gleason, who is a great example of what a mid-level manager should be. Jim had just been put in charge of Creative Services which was made up of procurement, print shop, designers, and account executives. He was a mid-level manager at The Phoenix insurance company. His background was that of a former Marine tank commander. Jim didn’t have a printing background, but he had passion, which resulted in a desire to learn about his new department and what it produced. Jim’s passion resulted in continuous improvement as well as greater responsibility.
Do you have passion?