Leading the Pack
Meister pointed to several other challenges distributors will likely face when selling wide format products, including lack of product knowledge or training, unsustainable mark-ups, and deals involving more than three parties. "If a distributor pursues a sale that involves a reseller, the chances of failure go way up and the chances of making a profit go way down," he noted. But the biggest challenge? Not thinking big enough. "This sounds simple but is a constant issue," Meister said. "Trade printers are geared up for volume business. While the whole world of large format digital is about speed, on-demand, fast turns and low quantities, the reality is that the capital equipment needed to sustain those services is large and won't sustain small jobs or one-offs for most shops."