Old World Craftsmanship, New World Expertise
Canadians are known for being down-to-earth and Glenmore
Printing in Vancouver is no exception. The print shop's success can
be explained by company manager Glenn Rowley's focus on service.
His motto is: "A well-advised customer has a large circle of
friends, while a poorly advised one knows half the city."
What's a typical Glenmore job?
Rowley: We combine quality with reliability and speed,
usually in short runs. We are also very dedicated and put a lot of
care into the details. Our main products are POS materials, so this
attitude is particularly important. After all, our advertisement
displays, posters, brochures or coupons are meant to entice
customers and stimulate them to buy.
Other print shops can do that, too. What's special about
Rowley: True. This alone doesn't distinguish us very
much. That's why we position ourselves as active problem solvers
and trustworthy "advisers." For us, it's not just about
meeting customer wishes in a reliable manner. We want to understand
our customers' goals and highlight the ideal solutions for them.
During project planning, we recommend suitable formats, papers or
production techniques, for example. We then guide our customers
just as intensively during the entire production process - in
prepress, during printing, as well as in postpress. Our clients can
always rely on two things - the old craftsmanship of our employees
and the newest technology from Heidelberg.
You intentionally don't do any self-promotion. Why not?
Rowley: We don't have to give ourselves a pat on the
back. Our numerous regular customers know what they value in us.
They're usually manufacturers like us. That fits well because we
speak the same language. With our large customers, for example
retail companies, we deal with marketing people or upper management
but just as often with production managers. We focus on the
basics - like making sure that inks dry quickly and that we
meet delivery deadlines. In this way, we contribute to our
customers' success and grow with them - slowly but steadily. Word
What is the decisive factor in winning customers?
Rowley: People want credibility. They want to know who
they are dealing with. References, therefore, are important. We
print for large, Canadian retailers or other well-known companies.
Our customers' recommendations help us, too, of course. We often
invite our customers to our print shop or show them that we have
the latest technology during the press check. The Speedmaster CD 74
five-color with extended coating unit has impressed a lot of
customers with its additional benefits.
How did the switch to the Speedmaster CD 74 change your
Rowley: We've become much faster thanks to the extended
coating unit. The sheets now come out of the machine dry, allowing
us to accept more orders with a very tight turnaround. With the CD
74, we can also print heavier materials for the packaging market.
That has opened up new orders for us because we can now deliver a
full-service. We also receive orders for presentation folders, for
example, since we can produce the complete package - inner pages
and folders - overnight with the CD 74. We've become a lot more
flexible in terms of market demands.
How did the orientation phase with the new press go?
Rowley: Familiarizing ourselves with the Speedmaster CD
74 went very smoothly since we already have several Speedmaster
52's in operation and our printers already more or less knew the
technology. After all, both presses basically share the same
platform. Added to that is the fact that we've been printing
20-inch sheets (50 x 70 centimeter) for 27 years already. We were
therefore able to profit from the new press' higher productivity
What drives you personally?
Rowley: The print shop is like a second family to me. So
I'm not just dedicated to my company with heart and soul for
financial reasons. It makes me happy to see how passionately my
employees go about their work while I take care of the strategic
planning. It's important to me that my people and their families
prosper, that they're doing well. A lot of my employees have
started families and purchased homes since they started working
here. That's what I'm proud of the most.
Over the course of its more than 150-year history, Heidelberg has
grown from a traditional printing press manufacturer to become the
world's largest solutions provider for the print media
industry. With its seamlessly integrated hardware and software
solutions, it has established a commanding lead over other market
players. Heidelberg is a one-stop supplier of everything from
prepress solutions to a wide range of products for printing and
finishing processes, relevant training and accompanying services. More