With the UK technically in recession after two successive quarters of falling GDP, including a worse-than expected fourth quarter of 2023 as household reined in Christmas expenditure in response to rising retail prices and borrowing costs, it doesn’t seem like the most optimistic time for commercial print, often seen as a bellwether of the economy.

But doom and gloom is very much not on the cards for the UK’s trade print sector, where investment continues and ambitious growth targets are still being set. The positive attitude is perhaps

best exemplified by Where The Trade Buys’ (WTTB) Gary Peeling, who says, ‘Fear can be paralysing for businesses and being afraid can have a knock-on effect on demand and growth.

‘Reacting less and acting more will be our watchwords, going forward; you can’t wait around for bad – or good – fortune, both come and go.’

Richard Campbell, the new MD at Northside Graphics, which runs the TradeDigitalPrint websites for UK and Ireland, sees it as more of the same. ‘The biggest challenge to our business is the same one as it’s always been, the macro environment, which is challenging in both of the markets in which we operate, UK and Ireland,’ he says.

‘Costs are going up and customer expectations also continue to grow. So we are doing what we have always done; keeping a keen eye on pricing to make sure our customers are getting really good value.’

A focus on value and competitive pricing is arguably business as usual for the competitive trade sector, but Tradeprint’s Anthony Rowell alludes to ‘pivotal issues’ affecting both printer and their customers:

‘The rapid development in both automation and digital printing methods demands that companies remain well-informed about technological progress to maintain their market edge. Additionally, ongoing disruptions in supply chains are impacting the availability and cost of essential materials.

‘This is further intensified by increasing environmental issues. The demand for sustainable and eco-credible printing solutions is escalating, driven by both regulatory bodies and consumer preferences. Moreover, there is a shift in customer expectations, with an emphasis on quicker delivery times, bespoke products, and superior quality at competitive rates.’

It’s also the case that the political maxim ‘never waste a good crisis’ applies here. Steve Wenlock at Flexpress notes that ‘every situation presents opportunities, as well as threats, so we just work harder to exploit whatever opportunities may be present’, while Mr Peeling agrees and summarises his call to action thus: ‘Don’t wait for the environment to be perfect, it never is’.

Why go trade?

That sounds like a pretty comprehensive description of the issues facing all printers, so what is the trade printers’ pitch? Do current circumstances merit altering the proposition, or merely strengthen existing reasons for looking outside your own factory to get things printed?

Mr Wenlock feels it bolsters the existing rationale, arguing, ‘Financial pressures and political uncertainty are making a lot of smaller printers ever more cautious about investing in expensive equipment to fulfil occasional orders. It makes far more sense, particularly now, to outsource to a capable and trustworthy trade printer that can produce what you need reliably and cost-effectively.’

Mr Campbell concurs, suggesting that this is already happening: ‘Our sales continue to grow on our trade sites, which indicates where the industry is going in terms of buying habits and the move to online. We see a growing number of printers choosing to use us rather than continue trying to produce the work themselves or get someone locally to produce it.’

An automated Müller Martini binding and trimming line supports book-of-one production at WTTB.

Macauley Hardeman of Route 1 adds, ‘We don’t believe these reasons for using a trade supplier will fundamentally change, although we are seeing an increasing number of partners focusing more on customer-facing aspects of their operations,’ suggesting that at least some printers are prioritising winning business over the act of producing it.

Mr Peeling backs that view too, saying, ‘Trade printers have always provided capabilities, solutions and expertise that would necessitate several years of internal development and significant capital investment for companies to establish [themselves].’ ‘The invaluable expertise we collectively bring to the table is pivotal. Through outsourcing, trade resellers can focus their time and effort on cultivating closer relationships with key customers and identifying project streams that yield optimal margins or demonstrate strong demand,’ he adds.

For Mr Rowell, it’s about understanding customers’ needs and motivations. ‘We recognise that print projects aren’t ‘widgets’– they have meaning and applications and are often an important driver to support our customers growth with a human touch,’ he says.

To back up their arguments and deliver what they promise, our trade printers are continuing to invest in a variety of directions. At Tradeprint this means technology – advanced printing techniques, automation and using AI to boost efficiency and quality – as well as expanding the range of services and product catalogue to include more customised products, self-serve design tools, an ‘amazing’ range of prepress and design options, plus a Resource Hub and sustainable solutions, according to Mr Rowell, who also points to the company’s buying strength as part of the Cimpress group. Direct connection with clients’ e-commerce via API is also offered, something that Solopress has also done, reducing transactional costs and admin overhead.

At WTTB, a 2024 goal is to overhaul the online pricing engine for ‘core’ categories, in order to enable customers to get an immediate price on most specifications of most key products. ‘First often secures the order, this new pricing engine will mean fewer delays waiting for a bespoke estimate,’ explains Mr Peeling.

Improving the user experience is also central to Northside’s plans, with both the UK and Ireland trade websites having recently been re-launched with a ‘completely different look and feel’, according to Mr Campbell. Further products recently added include labels on a roll, a bespoke products service and 13 same-day delivery products, with a ‘large pipeline’ of further new products to come in 2024.

The focus at Route 1 is very much on books, following the acquisition and integration of Kingsbury Press into the Wath-Upon-Dearne production site. ‘We’ve recently rolled out a significant expansion to our perfect bound book range, with new stock options and hardcover variants. Books will continue to be our main focus, so you can expect to see the introduction of additional binding types, innovative embellishment options, and much more throughout the year,’ confirms Mr Hardeman.

The South Yorkshire production capability will no doubt be bolstered by the addition of the company’s second Landa S10P B1 digital press, scheduled for the spring of 2024. Route 1 probably outscores just about everyone in terms of spend, too, with the Landa being part of a £5 million planned investment; further details of this are expected to be announced later in 2024.

Mr Wenlock says, ‘For us, it’s less about introducing new products and more about improving what we already do,’ but that still requires investment. He says £500,000 has already been spent this year, with a highlight being the purchase of a Duplo DuSense DDC8000 B2 digital embellishment press, which will enable ‘sensory spot UV and metallic foils to be applied to a greater range of products, ‘more cost-effectively and faster than ever’.

No drupa delay

It looks like the imminent drupa isn’t causing any delay to investment plans, though its influence on the market is undeniable. ‘We are always looking three to four years down the line, so drupa 2024 will probably not change our plans but may help to inform us better,’ opines Mr Campbell. Mr Rowell is enthusiastic about the return of the event, noting, ‘I think the anticipation of new technology announcements presented at the event will significantly shape future investment strategies in our amazing sector’.

At WTTB there’s no hanging around for possible announcements, it’s a case of buying available kit as and when it’s justified. Mr Peeling gives the example of Müller Martini PUR and case-binding equipment installed in September 2023, which he says supports one-book publication through to offset runs and operates with zero makeready thanks to the use of job barcodes in the trim area of the books.

Summarising the outlook, Route 1’s Mr Hardeman says, ‘We have entered 2024 with cautious optimism. No doubt there will be some big challenge that hits us all this year but the one thing we’re confident in is the amazing ability of UK businesses to adapt and make it work!’.

Tradeprint sees opportunities across the board, from direct mail to promotional and gift offerings to exhibition graphics, plus work that should arise from the expected general election, whenever it comes. ‘We think there’s some great opportunities for growth out there and we are super-determined to grow in a sustainable, profitable way,’ enthuses Mr Rowell.

Mr Campbell at Northside perhaps puts it most succinctly for everyone: ‘2024 is about continuing to do what we have always done while offering an even bigger range of products and services to our customers.’

If you’re not already using trade services to benefit from their equipment and expertise, it’s surely worth taking a look – there’s nothing to lose and potentially a lot to gain.

This article was first published in the February/March 2024 issue of Digital Printer, which you can read online here. 

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Available from 30 November 2023, and held in the Sustainability Training Room at Fespa UK’s HQ in South Yorkshire, the one-day courses are given by Jon Hutton, Fespa UK’s sustainability lead. They have been designed to either integrate a mixed group of businesses and provide them with the opportunity to network and share ideas, or are adapted specifically to focus on an individual supplier and their products.

Mr Hutton, a recognised figure, industry speaker and advocate for continual improvement of sustainability and the development of a circular economy, said, ‘With retail and consumer focus firmly fixed on the damaging environmental effects of manufacturing around the world, brand owners, print consumers, printers and suppliers are seeing the demand for being more environmentally aware.

‘Customers wanting to know the truth about the sustainability of supplier’s product’s is now high on the agenda, and the truth is often challenging, due to the complexity of graphics materials and the waste and recycling industries limitations. Forthcoming greenwashing regulations have added an extra layer to the whole topic of providing accurate information around the subject. This course will deliver answers to all these areas and give suppliers the confidence they need to address and navigate these subjects of their products and services,’ he added.

Suzi Ward, managing director of Fespa UK, said, ‘Suppliers are in a unique position to offer change; they have a responsibility, and now opportunity, to educate themselves and their customers in sustainability and best practices. We look at the lifecycle analysis of products with them to not only consider material options, but also waste and end-of-campaign. They will attain the knowledge to look at what the client currently has in place and confidently discuss environment impacts.’

The supplier course is relevant to business owners, managers and sales teams. It focuses on the four key product categories that are widely used throughout print, signage and graphics, looking at disposal options for paper and board, ridged plastic, flexible plastic and self-adhesive materials.

Courses will be delivered from 10am to 3pm and will include lunch and an opportunity to network and share ideas.

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Attracting well over 100 delegates to the event at Coventry’s Manufacturing Technology Centre, the conference programme was supported by a mini expo of print suppliers and sponsors, covering everything from finance to finishing, MIS to digital presses, and trade printers to carbon footprinters.

Opening the morning were presentations from Lance Hill of Eight Days A Week Print Solutions and Anthony Rowell of Tradeprint. Mr Hill provided detailed numerical insights into sales, net profits, margin and headcount, with all bar margins showing steady growth since 2016. He also revealed the rapid growth of sister business Eight Plus, launched in March 2022 and reaching nearly £6 million turnover in 10 months, perhaps epitomising his advice to ‘never take your foot off the gas’.

Mr Rowell explained Tradeprint’s history from an online order form and eBay store to the business bought in 2015 by Cimpress. In response to the challenges across the industry, the company expanded marketing, filled gaps in its range but also sought to improve its offer to its historic print reseller base through the introduction of Tradeprint Pro and to simplify purchasing for less experienced buyers. This also aimed to address issues in prepress that growing volumes were creating, while the importance of sustainability – both morally and financially – was also emphasised.

Delegates then heard from Elizabeth Bowerman of specialist academic and educational security printer Stephen Austin. Recapping the role of significant women in print from 1477 onward, and her own roles in the industry since 1991, Ms Bowerman then turned to the more contemporary topic of AI as part of her theme of embracing innovation and adapting to change. She pointed out that AI or other software-driven processes are already in use within print in a number of contexts, but said that it doesn’t help on its own but has a cumulative effect when applied across workflow, production processes, customer service, delivery and accounts. She also noted that it cannot replace ‘people you can trust’.

Be prepared

A panel discussion aimed to answer the question ‘is there a formula for business growth that can be identified, or is it just down to being in the right place at the right time?’. Graeme Smith, current IPIA chair, Lucy Swanston of Nutshell Creative Services, Sarah Kilcoyne-Guilliam of Kingsbury Press (now part of Bluetree Group), Adam Short of The Imaging Centre and Jamie Nelson of Compass Business Finance, gave their views and fielded questions from the audience on timing, financing, people and company culture. Whilst all acknowledged that luck does play a part, knowledge of both the printers’ in-house capabilities and customer needs are necessary preparation to seize opportunities; collaboration was also suggested as part of mutual support.

Rob Finnie of Nettl outlined the company’s progress in reacting to internet and print trends through the early 2000s and showed how the business had adapted from printing.com days, noting how previously separate roles within the franchise’s customer businesses had converged and now overlap and suggesting that supporting web, SEO and other online activity had actually led to more print being sold than when it was the only product.

Mike Hughes of direct mail house Latcham provided a candid history, starting from the days of Mail Marketing Bristol, a business run by his grandmother in the middle of the previous century, and logging the high and lows of various launches, mergers and demergers since. The influence of regulation and decisions by major players such as Royal Mail on the businesses was very apparent. As well as a rolling quarterly review and 18–24 months planning, his top tip was ‘who is more important than how’, advocating a ‘consciously incompetent’ approach in which leadership recognises that it doesn’t have all the answers, as well as the time, effort and spend that is required to break into a new market.

Rounding off the day was Simon Cooper of Solopress who complemented his arguments for a ‘trust and empowerment’ management style with a set of detailed charts and data points that not only showed increased employee satisfaction but also improved metrics on productivity – by a number of measures – plus fewer complaints and reprints.

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Matthew Ruff, chair of the IPIA Events Subcommittee commented, ‘The theme for this year’s event encapsulates an issue that is at the very top of business leaders’ minds across the UK print industry: with so many obstacles to growth present in the market – ever-rising running costs, the legacy of significant market disruption, unstable demand and rapidly changing routes to market – how can I grow my business?

‘Rising to the Challenge will provide attendees with insights from print-service-providers and entrepreneurs that are successfully negotiating these hurdles – and which have not just identified growth opportunities – but are actively and successfully exploiting them.’

The speakers will include Lance Hill of Eight Days a Week Print Solutions, Anthony Rowell of Tradeprint, Elizabeth Bowerman of Stephen Austin, Pat Headley of Go Inspire and Mike Hughes of Latcham. More will be announced in the coming weeks.

The conference will also host a special interactive panel discussion entitled Business Growth – by luck or design? This will see an entrepreneurial panel of printers, agencies and finance experts discuss the question ‘is there a formula for business growth that can be identified? Or is it just down to being in the right place at the right time?’

A panel will also answer questions from the audience, providing views and expertise on what it takes to find opportunities and exploit them successfully. The panel will include Jamie Nelson of Compass Business Finance, Simon Cooper of Solopress, Lucy Swanston of Nutshell Creative, Anthony Thirlby of Culverlands Press, and Sarah Kilcoyne-Guilliam of Kingsbury Press.

The conference will also feature an Expo and Networking Hub, with networking opportunities throughout the day in between the talks, where print buyers, suppliers, manufacturers, and technology developers can mix and build new business prospects.

Tickets for IPIA/BAPC members are £85, while for non-members it’s £120, both inclusive of food and refreshments.

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The delegates met with a senior special advisor to the Prime Minister, who heard from participants on a range of areas where progress could be made to encourage growth in the print, paper and packaging industries, and how they in turn could assist UK economic expansion. These included energy costs and infrastructure development, material costs, recycling and the circular economy, technology innovation, export opportunities, the perception of print and paper, and the promotion of print’s positive contribution to culture and society.

The event follows on from an initial meeting at No 10 in April 2023 at which IPIA chair Charles Rogers made an initial case for the industry and his subsequent attendance at a business leaders’ reception at the beginning of June, hosted by the deputy prime minister Oliver Dowden. Both meetings were also attended by Puneet Gupta, joint CEO of PG Paper Company, who also formed part of the most recent delegation, along with commercial director Lyndsey James-Williams.

Mr Rogers commented on the most recent meeting, ‘Our presentation was clear, we are a huge part of the UK economy, and play a key role in every other industry and the health of our society – assist us and we will remain resilient and a key manufacturing asset for UK PLC.

‘This was an important day for our collective industries. The input was simply remarkable, and there was consistent messaging from both global corporations and SMEs.’

In addition to Mr Rogers, the delegation included of Brendan Perring of the IPIA, Lance Hill of Eight Days a Week Print Solutions, Anthony Rowell, managing director of Tradeprint, Jane Rixon of HP, Marine Kerivel-Brown of Duplo International, Sarah Kilcoyne-Guilliam of Kingsbury Press/Bluetree Group, Simon Cooper, managing director of Solopress, and Mike Hughes managing director at Latcham.

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The Printt model offers convenient local printing via an app which enables print customers working from home or anywhere else to place work online and have jobs delivered or to collect them from Ryman stores nationwide.

Aimed at printers with a retail presence or high street storefront, the new service allows printer participants to view available jobs placed through the Printt app and see their requirements. If an order is accepted, instructions are downloaded, the job printed and put into an envelope with a cover page ready for the customer to collect.

Sales and customer success director Anthony Rowell said, ‘We are really excited about this new service as it provides a new and innovative revenue stream to those print resellers with a retail footprint. The increased pressures of lockdown, and the continuing situation with Covid-19, mean this new service provides a safe and easy way to order and collect those important printed documents.

‘We believe this new service will help those print resellers gain all important footfall and lead to increased revenue from the profit-sharing print fulfilment model.’ 

Mr Rowell added that the Printt platform has over 200,000 customers and explained to Digital Printer that pricing is set with the printer in advance and then integrated into the app: ‘There is a revenue share after costs split between the retailer, Printt and Tradeprint – the majority of the margin sits with the reseller. Tradeprint’s margin is very small and we don’t see this as a significant revenue stream for us; we really hope that it’s something that will raise the profile locally for these resellers and increase footfall … we see it as an added value service at a time when our reseller customer base needs as much help and support as possible.’

Jobs are initially limited to  simplex or duplex A4, mono or colour, with no binding options; Mr Rowell says Tradeprint is working on a road map with Printt to add more products. 

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