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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Compass Business Finance operates both as a broker and a finance company. Specialising in manufacturing, specifically in print and packaging, construction and precision engineering, its teams have ongoing relationships with a variety of funders.

‘I’m excited to be moving into a new phase of my career with Compass, it’s a perfect fit for me to broaden my horizons in the corporate space. It is an entrepreneurial and ambitious company, with a great team. Compass has a wide scope, a flexible approach to finance and I like their ethos,’ commented Mr Pocock, ‘I’d also like to thank Close Brothers for the support and opportunities I was afforded during my time there.’

Jamie Nelson, director of Compass Business Finance, said, ‘Jordan will be a fantastic asset to the team, his experience will allow him to hit the ground running and enable us to offer increased support to our markets. Compass has a relational approach to finance, enabling us to bring our customers the best possible solutions; Jordan is a natural fit.’

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It seems as if we have been living through one crisis after another – a pandemic, extreme heatwaves, drought due to climate change, inflation, political instability, war, and an energy crisis. But to panic is never good advice in any decision-making. To determine the new future of this industry, it is important to step back, reflect and look at the broader picture.

Right off the bat, eProductivity Software’s vice president of product management, Nick Benkovich, said, ‘The most obvious trend in growth areas for digital print is the emergence of digital. ‘Emergence of digital’ seems like a strange prediction, but 2023 will be for many the tipping point on digital printing and digital workflow. Multiple digital press vendors are now delivering presses that many of us only ever dreamt of. ‘Print differentiation will also continue to increase as the number of finishing options available to a buyer is at an all-time high and printers will take advantage of ‘increasing print differentiation’ through value-added services and finishing options.

These digital, paperless workflows that supports an average of 40% increase in number of jobs from five years ago, connected, automated with reduced human touch points from order acquisition to delivery to reduce cost of sales, production and billing will be the keys to profitable growth in 2023 and beyond.’ Phil McMullin, sales manager at Epson, predicts, ‘There are several global, technological and market factors that are, and will continue to be, shaping the large-format print sector in 2023 and beyond. Among them is the acceleration of digital transformation that supports hybrid and remote working while also driving greater automation in systems and solutions. Technologies such as artificial intelligence, the internet of things, virtual and augmented reality and cloud computing are all impacting connectivity, responsivity and flexibility.

‘Digital transformation is helping address another market trend set to dominate 2023 – a shortage in skilled workers. Employers are under pressure to ensure they are providing fulfilling, attractive careers in a nice working environment with the flexibility of hybrid work.’

Affirming this view is Jamie Nelson, director of Compass Business Finance: ‘Following the Autumn Statement, it’s clear that the country is set for a recessionary period, costs will continue to rise and businesses will need to keep innovating. Some may find the right opportunity to exit the market, whilst others will take the opportunity to invest. Mergers and acquisitions, as well as MBOs continue to take place at the same elevated rate they have been for the past two years, without sign of ceasing. Businesses should be thinking about cashflow, ensuring debts are structured as favourably as possible; efficiency, to keep energy, material and labour costs low; and sustainability, to protect their long-term future.

‘The skills shortage also needs addressing. Attracting and training young people to our industry is vitally important, not only can they help get the work done but they also bring a fresh perspective and new ideas to our businesses, helping to drive us forward.’ The energy crunch There has been a huge amount of instability in 2022, with businesses across every industry facing economic pressures due to the increasing cost of living and energy prices. The print industry is no exception with labour shortages adding additional pressures for many PSPs. Stuart Rising, head of commercial print at Canon UK, says, ‘In order for PSPs to ride the wave of financial pressures, choosing technology which is future-proofed, energy efficient and built to last has become a key consideration. With the economic challenges we have seen in 2022 set to persist next year, it is important that PSPs go a step further to offer the expertise and customer service that will help build their reliability credentials and develop long-term relationships with their customers.’

Isabella Jelinek, marketing manager at HP, adds, ‘We used to buy everything we wanted outright. But today, you can even rent your car with a subscription service. This shift from a transactional to a subscription-based, ‘everything as a service’ economy, is being driven by millennials, who like things easy, flexible and based on their actual usage. And we’re seeing new business models emerge that put the customer at the centre of a multichannel service experience that gives them customised solutions, continuous updates and a trusted relationship with their service provider. Marc Artigas Roig, sales director at Roland DG, shares similar views. ‘Today, all those associated with the printing industry are hitting the same iceberg – a challenging economic climate – and the need for cost-saving measures as businesses look to survive inflation. In this stead, we will see an accelerated shift in focus towards low energy consumption printers as businesses look to sustain growth in 2023. At Roland DG, we see UV printing continuing to grow in popularity next year.’

Sustainability isn’t going away There is increasing pressure from government and customers for every link in the manufacturing supply chain to progress its environmental capabilities and print will play a key role in the eco transformation. Sustainability is a keyword. But what does it actually mean to be sustainable in the printing industry? Are companies who claim to be sustainable doing the work to fulfil those claims? In fact, can the print industry, which essentially uses materials and creates something, become fully sustainable soon, or in the long run? Many believe 2023 will see companies ensuring their environmental, social, and governance (ESG) processes are central to their strategy. Here are the thoughts of Kevin O’Donnell, head of marketing at Xerox UK, who says, ‘ESG and sustainability will continue to be a big play for printers as clients set higher expectation on suppliers to have clear programmes and measurements in place that manage their carbon emissions, as well as their social impact in the communities in which they operate.

‘With energy costs and costs of services also rising, we’ll likely see printers lean towards the use of technology to rebalance. With this, I’d expect to see an increase in the use of automated and integrated workflows driven by AI which will enable companies to maintain levels of service while working to reduce costs. Warren Werbitt, print consultant at The Print Whisperer, said, ‘I’ve always maintained that everything is constantly evolving in life and in our industry. So when I think about printing trends, I think about the growth of digital inkjet, colour management, automation, print embellishments, targeted direct mail using variable data, and so on. All this will make our industry better, but printers must make a concerted effort to learn the new technology. ‘As far as predictions, I don’t have a crystal ball, but I believe that print is here to stay. I see large format growing – especially wayfinding and directional signage. Digital label printing and print embellishments are also on fire.’ Predictions and trends As usual for this time of the year, our collective minds start wandering to next year and thinking about what the future will hold for our businesses and the wider industry in general.

Lews Evans, product marketing manager at Vivid Laminating Technologies, said, ‘I predict that direct mail will continue to grow. For our industry in finishings, we’re going to be moving further into the personalisation age and more into an engagement age. Printed product needs to not just hold the attention more than digital, it also needs to be interactive. So if you are receiving something printed whether it’s a scratch card foil or a link with a QR code to win a prize via direct mail, it has to be within this new engagement age. ‘In digital print I’d like to see a link to wide format print with some unique projects in direct mail and packaging. They are the two that have grown a lot this year and will continue to grow throughout 2023. I think the low profit, high quantity products don’t even need to wait till next year as it’s clear it didn’t work.’

Ms Jelinek shared HP’s thoughts, ‘Online shopping has risen dramatically in the last few years. E-commerce is now mainstream, both globally and locally. And this growth is accelerating. Right now, 21% of all global sales are online, and that number is predicted to rise to 24.5% by 2025. Our customers know that they have to get on the bandwagon before it’s too late. Being online is no longer an option, it’s a necessity.

‘In recent years, sustainability has gone from being a ‘nice to have’ to a key purchasing driver. 81% of global consumers believe that companies should help to improve the environment And 85% of people say their purchasing behaviour has become more sustainable in the last five years. So, brands are reacting to this increased demand for sustainability, as well as to investors’ sustainability concerns and new regulatory requirements.’ SOS technical support manager Omran Anwar concluded, ‘We foresee continued growth in 2023 for large format, for flexible and especially rigid media. The sign and display market continues to grow, and unlike some of the more saturated print markets, there is room for it to grow further.

‘We are seeing a trend towards diversification: the modern printer is a ‘superprinter’ who can handle several processes under one roof to reduce outwork and exploit as many market niches as they can. So many of our customers who buy flatbed machines are doing so for the first time. ‘The cost can be daunting when taking the plunge into a new market, so the emphasis is on cost effective investment. It makes sense to look beyond ‘big name, high price’ equipment, and SOS have found flatbed machines which offer high quality and performance for a relatively low price point – Gibson is positioned as a premium brand, producing a range of flatbed and hybrid LED-UV printers.’ It’s clear that while we will continue as an industry to be presented with plenty of challenges, both unpredictable and foreseen, there will also be a range of solutions and ideas to help tackle them.

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Currently scheduled to run until 31 December 2021, RLS will make up to £10 million (the precise amount offered and the terms are at the discretion of participating lenders) available to businesses trading in the UK that would have been viable were it not for the pandemic, have been adversely impacted by the pandemic and are not currently in collective insolvency proceedings.

The maximum length of the facility depends on the type of finance applied for, currently up to 3 years for overdrafts and invoice finance facilities and up to 6 years for loans and asset finance facilities. Any company that is not a bank, building society, insurer, state-funded school or public sector body can apply for term loans or overdrafts of between £25,001 and £10 million or invoice or asset finance of between £1,000 and £10 million per business. No personal guarantees will be taken on facilities up to £250,000, and a borrower’s principal private residence cannot be taken as security.

Jamie Nelson, director of Compass Business Finance, explained that, ‘Our accreditation under the Recovery Loan Scheme will enable us to provide more businesses with the funding they need to move forward, whether we’re helping them restructure existing debts or providing the funding for much needed investments.

‘We are now better positioned to assist both larger groups of companies who previously only had access to CLBILS and those smaller companies who took Bounce Backs Loans but would benefit from further support.’

Compass Business Finance has previously collaborated with the British Business Bank to offer Regional Growth Funds, the Enterprise Finance Guarantee, and the Coronavirus Business Interruption Loan Scheme. It has been confirmed that businesses who have taken out a CBILS, CLBILS or BBLS facility are able to access the new scheme, subject to affordability.

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The loan terms are between two and five years with no upfront or early settlement fees, they are delivered via a faster and simplified application process, enabling loan decisions to typically be made within 24 hours.

To be eligible for one of these loans, businesses will need to meet the following criteria:

• UK-based business that’s been adversely affected by coronavirus
• Turnover of up to £45m
• 3 years of trading history
• Over 50% of turnover from trading activity
• Loan is for business purposes
• Loan primarily for trading in the UK  

‘New opportunities for business support are becoming available all the time, being able to offer loans that include the first 12-months capital and interest free is a major step forward,’ said director Jamie Nelson. ‘The changes in the application process are also a significant improvement, as this has been the cause of much pain to businesses to this point.’

Compass Business Finance is inviting applications with immediate effect.

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Over the past 26 years, Mr Bunker has worked in client management across the print, packaging, transport, construction and engineering sectors, whilst also leading several major projects. He has spent the majority of his career at Close Brothers Asset Finance, most recently as assistant managing director of the company’s print team. 

‘As the business continues to grow, it’s crucial that we have the right people and structure in place to both support the existing business and keep the momentum going into the future,’ said Mark Nelson. ‘David, and the wealth of experience he brings, is a key part of this.’

‘I have long held Compass in high regard and look forward to playing a significant part in the next stage of their growth,’ Mr Bunker added. ‘A key focus will be in continuing to develop their stakeholder relationships.’

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