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  • Delivering Value to Graphic Communications

    , Vice President, Solutions and Product Planning

    Gavin Jordan-Smith

    Vice President
    Solutions and Product Planning


    Gavin Jordan-Smith is responsible for developing the strategic direction to grow Konica Minolta’s solutions business in graphic communications, general office and vertical markets, including oversight of software planning, vertical market strategy, engineering and production print business planning and software development. In his spare time, he enjoys many activities, from hurling tennis rackets with deadly accuracy at small moving objects or jumping off a bridge with a thick elastic rubber band tied to his ankles.

     

    I am often asked, “Can Konica Minolta claim market leadership in the production space?” While the analysts might still be deciding who the leaders are, I believe the facts are in our favor. The success of the bizhub PRESS C8000 propelled us to a leadership position in the mid-market production print segment and our product road map will help expand that into the upmarket segments. Our growing solution portfolio sets us apart by helping commercial printers drive efficiencies and expand business opportunities. As proof, we are the ONLY equipment manufacturer that is gaining in market share and in gross revenue. I believe we are leaders in this space and GRAPH EXPO 14 is the perfect time to demonstrate it.

    As we prepare for the biggest graphics communication trade show of the year, it’s the perfect time to showcase the value Konica Minolta’s EnvisionIT Production portfolio provides customers.

    It’s also the perfect time to step back and look at the challenges the industry faces. Simply put, many graphic communication groups and printers are experiencing a massive shift in their business model and services play. While consolidation has slowed down, printers are still going out of business. Depending on the industry report (and who is sponsoring it), analysts and industry experts say that real value in the industry is delivered from the equipment manufacturer, solutions and the printer. While the reports may favor different aspects of the industry, it is important to weigh them alongside our own business research and insights.

    For me, it can all be boiled down to three main ingredients: Technology, Solutions and Services. From a sales perspective, delivering customer value becomes easy once you have all the ingredients. The difficulty is in the execution.

    At Konica Minolta, our value is not only in the hardware, solutions and services we offer, but how we build trust with our customers. To execute successfully in this competitive market, we have developed a deep understanding of how the graphic communications industry is evolving and continuously work to identify the needs of customers across the industry. By serving as trusted partners, we can help our customers with one or all three of the ingredients needed for success (technology, solutions and service). By offering all three, the Konica Minolta sales proposition moves beyond price to offer a recipe for success and growth.

    Over the next few weeks, I will expand on the trends in the graphics communications market and will discuss how Konica Minolta’s Production Print strategy not only provides value to customers today but will also grow with them in this dynamic marketplace.

    If you’re headed to Graph Expo 14 from September 28 – October 1 in Chicago, visit Konica Minolta booth #1231 and join us in “The Winner’s Circle” to see our wide range of solutions and meet the #10 Konica Minolta Chevrolet Corvette Dallara DP race team.

    Join the conversation @gjordansmith and connect.

    September 17, 2014

    Customer Experience, Leadership, Solutions, Strategy, Technology, Thought Leaders

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