Hagop Tchamkertenian National Manager for Policy &
Government Affairs
Printing Industries Association of Australia
The CIPSA Special Category Forum
Buying Office Supplies and Print
Print Communications – the evolving dynamics
ContentsContents
Contemporary trading conditions
Main issues facing the printing industry
Key features of the print management models
An overview of the print procurement principles (PPP) for government
Section OneSection One
Contemporary economic conditions
Economic GrowthEconomic Growth
Comparative rates of growthComparative rates of growth
SalesSales
InvestmentInvestment
Business confidenceBusiness confidence
Capacity UtilisationCapacity Utilisation
Production BarriersProduction Barriers
Labour & FinanceLabour & Finance
Section TwoSection Two
Main Issues & Challenges
Main Issues & ChallengesMain Issues & Challenges
Economic sustainability • Constant pressure on
margins• Printed matter treated as a
“commodity”• Idle capacity encourages
price competition• The dilemma of a “mature
industry”
Main Issues & ChallengesMain Issues & Challenges
Environmental sustainability • Addressing misconceptions
about paper and print• Exposing the true
environmental cost of e-media• Domestic production delivers
lower carbon footprint
Main Issues & ChallengesMain Issues & Challenges
Globalisation• Printed matter being
traded on global market• Emergence of ‘China”• Who will replace China?
Main Issues & ChallengesMain Issues & Challenges
Technology• Both an enabler and
inhibiter • The Internet and the
proliferation of e-applications
• Cost of new technology
Main Issues & ChallengesMain Issues & Challenges
Succession planning• According to industry surveys
91 % of current owners plan to retire within a decade yet more than 70 % have no plans in place
• Critical issue for owners as without a plan the potential value of the business is at risk
Main Issues & ChallengesMain Issues & Challenges
Recruitment of labour• Despite its capital intensive
nature, significant number of people work in printing
• Poor industry image is affecting recruitment efforts
• In WA and QLD competing with resources sector
Section ThreeSection Three
Key features of the print management models
Key features of the print management modelsKey features of the print management models
Commercial printers• Focus on print, some have
expanded into other areas• Dominated by SME’s • Direct relationship with
clients ensures quality, delivers greater responsiveness
Key features of the print management modelsKey features of the print management models
Commercial printers• No middle man – one
margin• Volume driven and limited
product and service offerings
• Most are single site operations
Key features of the print management modelsKey features of the print management models
Hybrid model• Recent development• Offered by print groups• Clients offered in-house or
outsource production options
• Cap on in-house production facilitates outsourcing
Key features of the print management modelsKey features of the print management models
Hybrid model• Offers direct relationship for
business critical products• Establishment of procurement
structure• Suitable for sophisticated
high volume corporate clients• Time to implement
Key features of the print management modelsKey features of the print management models
Independent Print Manager • Emerged in the past decade• Use of panel of suppliers to
source lowest price• Outsource model, single point
of contact reduces complexity• Sources lowest price on the
day
Key features of the print management modelsKey features of the print management models
Independent Print Manager • Margin-on-margin cost
model• Supply base is contracting
especially after the GFC• Product quality and
consistency issues
The “PPP”The “PPP”
Printing Industries Print Procurement Principles (PPP) Formation of clusters
incorporating government departments/agencies who have similar print communication needs
The print spend of the “clusters” should be similar
The “PPP”The “PPP”
Supplier panels created based on printed product category and regional printing requirements
The Print Managers have access to both printing supplier panels depending on the nature of the work.
The “PPP”The “PPP” Work destined exclusively for
regional markets is allocated to the regional print supplier panel
Print procurement be based on the principle of value for money where a balance of quality, service, cost and turnaround is considered and not only on the cheapest tender/quote.
The “PPP”The “PPP” In selecting printing companies,
Governments should specify minimum standards pertaining to the use of critical issues such as labour, sustainability, product & service quality and general capability
Direct and ongoing relationships between purchasing managers & government departments and printing companies
SummarySummary Contemporary printing
conditions remain challenging Printing businesses need to
manage numerous issues Print buyers have the luxury of
choosing from a range of print management models
The “PPP” offers policy guideline for government buyers of print
Hagop TchamkertenianNational Manager for Policy &
Government Affairs
Hagop TchamkertenianNational Manager for Policy &
Government Affairs
[email protected]: 0414 953 271Ph: 02 8789 7361
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