Say What? A quick word with Mark Handford

What is the secret of Pureprint’s recent success?

The big thing for us is the stickiness of the clients created by our own team of software developers. We have done a lot of work on self service workflows to encourage clients to do this and so we can reduce 15 touch points down to four when everything is properly defined in the system.

Do you have the right technology?

I still think there’s some gain to be had when you step back and look at the business. Inkjet is part of the future, there’s no question. It’s a matter of when and with what product. With litho you can move from direct mail to packaging to a book. You can’t do that with inkjet.

How can you assist customers when paper is in short supply?

With the paper supply issues we have had to educate reports & accounts clients to order stock early. The result is many have ordered stock now that will be used in March. And have ordered more than they did last year because they understand the situation.

Where are the sale opportunities?

As a group we touch so many disciplines. We produce the reports & accounts for the AGM, but can also supply the banners and stands for the meeting. And Imprint had never before spoken to clients about brochures or direct mail.

You are leaner and fitter after lockdown. What now?

What we are looking for is growth, not simply for its own sake, but the right sort of growth. After Covid we have come back as a stronger team with the appetite for it.