Margie Dana

Margie Dana & John Zarwan Launch New Print Buyer Study: How Are Print Buyers Interacting with Their Print Providers?

BOSTON, MA and CHARLOTTETOWN, PEI Canada – March 22, 2016 — Margie Dana is teaming up once again with industry consultant and researcher John Zarwan to write a white paper for PRIMIR on how today’s print buyers interact with printers and other print providers. Are they inviting printers into early discussions as campaigns are developed, or do they contact printers once jobs have been specified? Are print buyers still the primary contact for printers within organizations that use print, or has this responsibility shifted to other departments?

“We wanted to understand how and when print buyers interact with their print partners. It will also mean we can compare the results with those of our last two print buyer studies (done in 2013 and 2014),” said Margie Dana.

Dana and Zarwan developed the online survey to focus on the key print-related responsibilities these customers have. For the first time, print providers are invited to participate, as Dana and Zarwan are keen to learn who printers target when they’re developing business, and with whom they ultimately develop relationships.

The team will publish their results in a white paper for PRIMIR and will offer a summary to those who take the survey and provide their contact information.

Print buyers, designers and marketers as well as printers, brokers and other print providers are eligible to take this survey.

The 2016 Print Customer Survey is accessible at https://www.surveymonkey.com/r/2016printcustomersurvey

About Margie Dana

Long regarded as a print buyer expert and trade writer, Margie Dana launched her new business in 2013 as a marketing communications strategist with a specialty in printing and print buying. She is a sought-after presenter at trade shows and conferences and still writes her popular Print Tips blog each week, as well as the newer blog: Everyday Content Tips for Everyday People. For more information, visit margiedana.com.

About John Zarwan

J Zarwan Partners works closely with a select number of companies, guiding them to develop and implement more effective and efficient business strategies. Their clients, which include commercial printing and packaging industry leaders, benefit from his extensive experience in addressing and managing change; market strategy and implementation; product planning and positioning; and market research. John Zarwan, founding partner, has been in the graphic arts, printing, and digital media industry for 30 years and is internationally recognized for his knowledge and insight on trends in the industry. He has spoken at major industry events and conferences around the world, and his articles on print markets and technology have appeared in various print and web journals. For more information, go to: www.johnzarwan.com.

About PRIMIR

PRIMIR is the premier market research association of the graphics communications industry. Members are from diverse segments of the industry and are foremost in their areas of specialty. For more information, go to www.npes.org/primirresearch/primir.aspx.

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Margie Dana

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John Zarwan

J Zarwan Partners

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New Print Buyer Report Indicates Buyers Would Welcome More Attention from the Paper Industry

BOSTON, MA and CHARLOTTETOWN, PEI Canada – January 12, 2015 – According to survey results released today and conducted by Margie Dana, printing industry expert, and industry consultant and researcher John Zarwan, most print buyers would like more help from the paper industry and desire more information about changes in the industry. In addition, they would welcome more educational information to help them in their roles as paper specifiers. The findings indicate that most buyers currently rely on their print partners for information about paper and the paper industry.

The 33-page report, which involved nearly 200 professional print buyers across the country, is called “Print Buyers & the Paper Industry: Who They Rely on, How They Source Paper, and Where They Get Their Information.” Data collected in this study reveal additional findings of interest to the industry. Some buyers report that they have difficulty specifying paper for digital print jobs, which is primarily due to the fact that different equipment has different paper requirements.

Other insight reveals that print buyers go to a wide variety of sources, both online and off, to gather paper information, and they would welcome more events and resources stemming from the paper industry and addressing their specific needs.

“This report suggests a tremendous opportunity for the paper industry as well as commercial and printers to work more closely together in educating and informing professional print buyers,” notes Zarwan.

The study suggests that print buyers get their professional paper education in a catch-as-catch-can manner; they rely on many sources for information on paper industry changes, and emphatically want more information directly from the paper industry. Dana adds, “Print buyers want more attention from the paper industry. They miss relationships they had with spec reps and are ready to embrace targeted educational efforts about commercial printing paper. It’s a challenge that, if met, will reap the paper industry major benefits. Since almost every print buyer specifies paper, there’s an enormous opportunity to serve them and influence their paper choices.”

The NPTA

This study was supported by NPTA, the National Paper Trade Association, who was committed to learning more about how the industry might better serve print buyers today. “This reports clearly shows how paper selection decisions are made and who has influence in the process. A must-read for anyone in the paper supply chain,” said Sean Samet, Executive Vice President, NPTA.

Report Dynamics

The report is now available for $99 at https://margiedana.com/store/reports/.

Dana and Zarwan’s 2013 report “The New Print Buyers,” which discusses the changing role, responsibilities, and needs of print buyers, is also available for $99. Both reports can be purchased together at the discounted price of $149.

Margie Dana

About Margie Dana

Long regarded as a print buyer expert and trade writer, Margie Dana launched her new business in 2013 as a marketing communications strategist with a specialty in printing and print buying. She ghostblogs for her clients, writes newsletters, web sites and other marketing materials, and still publishes her popular Print Tips blog each week. For details on her services and to sign up for Print Tips, visit margiedana.com.

John Zarwan

About John Zarwan

J Zarwan Partners works closely with a select number of companies, guiding them to develop and implement more effective and efficient business strategies. Their clients, which include commercial printing and packaging industry leaders, benefit from his extensive experience in addressing and managing change; market strategy and implementation; product planning and positioning; and market research. John Zarwan, founding partner, has been in the graphic arts, printing, and digital media industry for 30 years and is internationally recognized for his knowledge and insight on trends in the industry. He has spoken at major industry events and conferences around the world, and his articles on print markets and technology have appeared in various print and web journals. For more information, go to: www.johnzarwan.com.

For More Information

Margie Dana

Margiedana.com

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John Zarwan

J Zarwan Partners

E: http://www.johnzarwan.com/contact.htm

Margie Dana & John Zarwan Launch New Study: How Do Print Buyers Work with the Paper Industry?

BOSTON, MA and CHARLOTTETOWN, PEI Canada – July 23, 2014 — Margie Dana is teaming up once again with industry consultant and researcher John Zarwan to develop a profile of how today’s print buyers purchase paper for commercial printing. Having surveyed hundreds of professional print buyers across the country in 2013 for their report on The New Print Buyers, they are now taking a look at buyers’ relationship with the paper industry.

NPTA, the National Paper Trade Association, is a sponsor of this study.

“This study and the information we receive will allow us to better understand how the end user is sourcing and making decisions about paper at a deeper level than we have had before,” said Travis M. Mlakar, NPTA Chair and President of The Millcraft Group. “The depth of knowledge contained the report will be valuable to ALL NPTA members.”

Dana and Zarwan developed the online survey to focus on how today’s print buyers source their paper. How many of them buy paper directly? How many have programs set up with their printers, mills or merchants? Where do print buyers learn about trends in paper? On whom do they most rely for paper insights and intelligence?

The team will collect and analyze the data over the next two months and write the final report, which will be available for sale from their web sites and from other partners.

“We’ve been wondering where print buyers get most of their information about paper, and whether they feel that the paper industry is providing what they need to do their jobs well,” said Dana. “This study should shine a light on this issue – as well as many others. John and I are excited about our second study and thankful for NPTA’s support as the association representing the paper distribution channel.”

NPTA members will receive a copy of the report as part of their membership.

Print buyers, designers and marketers are eligible to participate in this short survey; printers, brokers and other service providers are not.

Survey participants will be eligible to win one of five complimentary tickets to NPTA’s Paper School this September 30^th at Graph Expo in Chicago.

Paper School is a half-day program that teaches the most important topics in paper and provides each attendee with a strong foundation of knowledge to build on. Five classroom sessions will be taught by paper industry experts from top paper mills. Paper School attendees will also receive complimentary access to the Graph Expo show floor.

The Print Buyer & Paper Survey is accessible to those who are eligible at this link.

About Margie Dana

Long regarded as a print buyer expert and trade writer, Margie Dana launched her new business in 2013 as a marketing communications strategist with a specialty in printing and print buying. She is a sought-after presenter at trade shows and conferences and still writes her popular Print Tips blog each week. For details on her services and to sign up for her weekly blog, visit margiedana.com.

About John Zarwan

J Zarwan Partners works closely with a select number of companies, guiding them to develop and implement more effective and efficient business strategies. Their clients, which include commercial printing and packaging industry leaders, benefit from his extensive experience in addressing and managing change; market strategy and implementation; product planning and positioning; and market research. John Zarwan, founding partner, has been in the graphic arts, printing, and digital media industry for 30 years and is internationally recognized for his knowledge and insight on trends in the industry. He has spoken at major industry events and conferences around the world, and his articles on print markets and technology have appeared in various print and web journals. For more information, go to: www.johnzarwan.com.

About NPTA

The National Paper Trade Association, founded in 1903, is the association for the $50-billion-plus paper distribution channel. The mission of NPTA is to actively support the success of member firms through the delivery of networking, education, advocacy and industry trends focused on the health of the paper distribution channel. For more information about NPTA, visit www.goNPTA.com.

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Margie Dana

Margiedana.com

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John Zarwan

J Zarwan Partners

E: http://www.johnzarwan.com/contact.htm

Vickie Crews-Anderson

NPTA

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New Print Buyer Report Indicates Print Budgets Still Growing; Print Buyers’ Role More Diffuse, Expanding into Marketing

BOSTON, MA and CHARLOTTETOWN, PEI Canada – October 17, 2013 — Margie Dana, widely known as the founder of Print Buyers International who recently launched a new marketing communications business, has teamed up with industry consultant and researcher John Zarwan to develop a profile of today’s new print buyers. Having surveyed hundreds of professional print buyers across the country, today they released the results in a 40-page report titled “The New Print Buyers: Who They Are, What They Want and What You Should Do.” The report is now available as a PDF online ($99.00). For more information or to purchase the report, go to https://margiedana.com/store/reports/.

According to the report, many companies and agencies are not only continuing to purchase printing, but they are also increasing their annual budgets. “This is an opportunity for commercial printers,” notes Zarwan, “but only if they continue to market to them.” The report also identified several growing needs that in large part are still unmet. “While print buyers increasingly want their printer to offer online ordering, few print buyers currently use web-to-print services. The traditional commercial printer is also being called upon to be more than just a printer. An overwhelming percentage of print buyers want their print provider to offer more than ‘just print’. Printers need to realize that 20% of print buyers today have less than 10 years of experience in that role and are seeking faster, cheaper, and better ways to communicate with their client bases. Print, though still valuable, is just one tool in the communications arsenal.”

Dana adds, “Today, print buying is becoming much more diffuse. Most of the buyers we surveyed are not responsible for all purchases of print within their organization, regardless of their role. Print buying is still primarily found in the purchasing or procurement departments of companies [mentioned by nearly half of all respondents], though marketing’s role in print buying is increasingly important. Print buying is not generally done in a vacuum within the buyer’s organization, as buyers regularly interact with multiple departments. All buyers who seek help go to the graphics department within their organizations, while purchasing managers prefer to seek help from marketing departments.”

The report delves into the make-up, attitudes,work habits, and changing expectations of today's print decision maker, addressing such issues as:
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What other roles Print Buyers play within the organization;
The value of closer relationships with marketing departments;
What other corporate units are involved in sourcing print; and
What non-print-related services are now in demand

Report Dynamics

The role of print—and the print buyer—is changing. Print buyers now may have other, sometimes more important, responsibilities. To understand these changes, Margie Dana teamed up with consultant John Zarwan to develop a profile of the New Print Buyers. They surveyed 315 print buying and marketing professionals in corporations and creative agencies across in the U.S. and Canada to find out how their print buying practices and behaviors may have changed.

This report is now available online for $99. A site license is available for $1000. The report can be purchased at https://margiedana.com/store/reports/.

About Margie Dana

Long regarded as a print buyer expert and trade writer, Margie Dana launched her new business in 2013 as a marketing communications strategist with a specialty in printing and print buying. She is a sought-after presenter at trade shows and conferences and still writes her popular Print Tips newsletter each week. For details on her services and to sign up for Print Tips, visit margiedana.com.

About John Zarwan

J Zarwan Partners works closely with a select number of companies, guiding them to develop and implement more effective and efficient business strategies. Their clients, which include commercial printing and packaging industry leaders, benefit from his extensive experience in addressing and managing change; market strategy and implementation; product planning and positioning; and market research. John Zarwan, founding partner, has been in the graphic arts, printing, and digital media industry for 30 years and is internationally recognized for his knowledge and insight on trends in the industry. He has spoken at major industry events and conferences around the world, and his articles on print markets and technology have appeared in various print and web journals. For more information, go to: www.johnzarwan.com.

Both authors of this report are available to speak to audiences about their findings.

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Margie Dana

Margiedana.com

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John Zarwan

J Zarwan Partners

E: http://www.johnzarwan.com/contact.htm

Margie Dana & John Zarwan Launch New Survey: Profile of the New Print Buyer

CHESTNUT HILL, MA and CHARLOTTETOWN, PEI Canada — June 24, 2013 – The role of print in the marketing mix is changing. This coincides with a diffusion of responsibility for marketing and marketing decisions. As a result, print buying is changing. While many organizations still have “print buyers” whose primary—if not only—responsibility is purchasing print, increasingly it is not their primary function. In addition, print is purchased by other corporate professionals, such as marketers, for whom print is a small part of a larger project. How print is bought is also shifting. Print buyers are purchasing more print online, through internal corporate portals as well as directly with print providers.

What is it that these new print buyers want? Are they, in fact, interested in value-added services? And if so, which? What percentage of their time is spent on print-related activity? What other responsibilities do they typically have? How has their corporate print budget changed in the past three years – and what will happen to it during the next three?

Margie Dana, founder of Print Buyers International who recently launched her new business at

Margiedana.com, and John Zarwan of J Zarwan Partners propose to answer these and other questions through a quantitative survey of print buyers in the U.S. as well as Canada. The collected responses will be aggregated and studied in order to build a Profile of the New Print Buyer.

This is the second survey conducted by Margie Dana recently. Last December, she did a quantitative survey of print buyers to reveal Key Trends & Sourcing Practices. This new survey goes deeper, polling buyers about their industries, where they source print, their salary ranges, and if other units in their organizations also buy print, among other questions.

“I’ve seen more changes in print buying during the past three years than in my entire 25-year career,” noted Dana, “and this study will help inform both printers and print buyers. It’s incredibly difficult to get this kind of key data about print buyers. The buyers who already know about this new study are especially interested in discovering career trends we’ll identify.”

This survey is open to professionals who source commercial printing for their employers, including print buyers, production managers, graphic designers and print brokers. Print service providers are not eligible to participate.

Those who do qualify for this research project are invited to contact either Margie Dana () or John Zarwan ( http://www.johnzarwan.com/contact.htm) for a link to the survey. Participants are eligible to win a $75 Amazon gift card or a copy of the just-released Enfocus Connect YOU software, a $99 value.

About Margie Dana

Long regarded as a print buyer expert and trade writer, Margie Dana launched her new business in 2013 as a marketing communications strategist with a specialty in printing and print buying. She is a sought-after presenter at trade shows and conferences and still writes her popular Print Tips newsletter each week. For details on her services and to sign up for Print Tips, visit margiedana.com.

About John Zarwan

J Zarwan Partners works closely with a limited number of companies, including printers, in addressing and managing change; market strategy and implementation; product planning and positioning; and market research. John Zarwan, founding partner, has been in the graphic arts, printing, and digital media industry for 30 years and is internationally recognized for his knowledge and insight on trends in the industry. He has spoken at major industry events and conferences around the world and his articles on print markets and technology have appeared in various print and web journals.

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Margie Dana

Margiedana.com

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John Zarwan

J Zarwan Partners

E: http://www.johnzarwan.com/contact.htm

Margie Dana Launches New Business As Content Stylist

CHESTNUT HILL, MA — April 23, 2013 – With her sights set on helping companies promote their strengths and corporate personalities through carefully crafted content, Margie Dana has exited the event production business and started a new company at margiedana.com.

Since 2003, when she founded the local Boston Print Buyers association, followed by the Print Buyers International group, Margie has been committed to bridging the gap between print manufacturers and their customers. Her newest venture is an extension of this mission. As explained in this new video, Margie now focuses on content strategy services for companies who lack the resources to toot their own horn.

As a former print buyer, Margie is sensitive to the issues and motivations of professionals who source print. And as the founder of a major print buying association that held annual conferences for seven years, she is acutely aware of the challenges that this market faces as print and print buying continue to evolve. She will draw on all of her previous professional experience to help clients articulate the benefits of their products and services.

Building communities through content

Ms. Dana might be best known for her weekly email newsletter, “Margie’s Print Tips,” which she started in 1999 to promote her first business. That newsletter is still published every Monday and will be housed on the new web site. “If it weren’t for my Tips newsletter, I don’t think anybody in this industry would know me,” said Dana. “I’m living proof that content builds communities, and now I want to help companies build their own communities by providing and publishing great content both online and off.” She has also launched a new blog, “Margie on Marketing,” which will be regular musings about business marketing trends – the good, the bad, the ugly.

Goodbye event producer, hello content stylist

After years of producing successful annual conferences for print buyers, Margie is exiting the event production business. With a desire to get back to her first love of writing, she’s honoring her late mother who (along with many English teachers) encouraged her to “use her words.” Services include writing and editing content, ghostwriting (such as social media posts), public speaking, and private event design. Ms. Dana will also continue to do market research about print buying.

“Too many companies in this industry have zero resources for developing good content about their work and their accomplishments. I’ve been itching to help them for years – not only in words but also in videos, images and in-person participation at appropriate events. Content development has always come easily for me. I think of it as content styling – and I’m certain that I can help clients increase their visibility in the same way. ”

For details about this new business, visit margiedana.com, where you can also sign up for Margie’s Print Tips as well as her Margie on Marketing blog.

About Margiedana.com

Margie Dana launched her new business in 2013 as a content strategist with a specialty in printing and print buying. As comfortable working in social media as she is in traditional media, Margie’s on a mission to help clients build customer communities through carefully crafted content. For details on her services and to sign up for her newsletter and new marketing blog, visit margiedana.com or send an email to .

New Data on Print Buyers Shines Light on Trends

CHESTNUT HILL, MA — February 12, 2013 – Based on a survey conducted in December 2012 by Margie Dana of Print Buyers International, nearly 60% of print buyers say that color management is “Extremely Important” to them – but 61% report that they do not select printers based on certification in color management. This is among the key findings in a new research report written by Ms. Dana, which outlines several notable print buying trends.

A total of 162 print buying professionals participated in this survey. The report, entitled, “View from 30,000 Feet: Key Trends & Sourcing Practices,” is for sale as a 40-page PDF here.

The online survey asked 20 questions of those in charge of sourcing print for their companies. In addition to questions on color management, there are questions on the titles of buyers, the dollar amount of the printing budgets managed, whether the buyers are sourcing more digital vs. offset printing, and what value-added services print buyers prefer when choosing print partners.

Respondents were primarily senior-level print buyers with over 15 years of professional experience. They were not compensated for their participation. The data was collected anonymously.

In addition to including all data and charts, the final report includes comments by Ms. Dana, based on her extensive experience in this field. Long considered an expert in print buying, and a

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former print buyer herself. Ms. Dana’s conclusions and recommendations outline action steps for both printers and print customers.

“Uncovering and identifying current trends among print buyers has always been a major goal of mine,” said Dana. “I think some of the results will surprise printers. I want to conduct more surveys this year. Information about critical sourcing trends gets more important as the industry evolves.”

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research includes high marks from RIT Professor Emeritus Frank Romano, who wrote, “Margie Dana” and “print buyers” – they are synonymous. Her latest research report offers insight into the changing landscape of print and the people who manage print. The report combines both meaningful data and pertinent comments about the data.”

Timothy Freeman, President of Printing Industries Alliance, noted that “If you are trying to understand today’s print buyer, Margie Dana’s newest publication, “View From 30,000 Feet – Key Trends & Sourcing Practices,” is a must read! In addition to sharing a wealth of survey data, Margie adds her own expert analysis, drawing on years of experience as a print buyer, writer, blogger, speaker, and founder of Print Buyers International.

“There is no doubt that our industry continues to be challenged by enormous change – so, too, is our customers’ world. Margie’s “View From 30,000 Feet” will provide you with an unprecedented glimpse into this world along with concrete, actionable information that you can utilize in your sales and marketing efforts.”

The Table of Contents for this report can be viewed at this link here. The 40-page report is available for $99 at this link.

About Margie Dana

A former corporate print buyer who turned her passion for print into a consulting business and then an organization for print buyers, Margie Dana has been writing and speaking about print and print buyers for over 20 years. She is the author of three books and a columnist for Printing Impressions. Learn more at margiedana.com. You can reach her by phone at or email her at

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