While document finishing may not have the appeal of an eye-catching design element or the rhythm of a running press, it is a key element in the success of almost every print job.

Are there ways to use your finishing capabilities to improve sales or provide added value to your customers. According to the some of the industry’s leading vendors, the answer is an unequivocal yes.

“Those with a full bindery department can steer customers towards more expensive, value added, bindery options such as wire-o, or plastic coil, or more economical products such as perfect bound books,” says David Spiel of Spiel & Associates. “The printer with his own bindery department has more control and a bigger profit margin as well as quicker turnaround times.”

Richard Trapilo of C.P. Bourg agrees. “Generally speaking, if a printer’s bindery can handle both digital and offset print, short runs, occasional or constant ‘books of one’ profitably, then they are in good position to use the bindery to help drive business and profits,” he says.

For printers who are looking for a potential niche market, Kent Dalzell of FastBind USA has a bit of advice. “There is so much information about the growth and opportunity in the photo book and photo album sector, that many commercial printers see the potential and want to also sell into the photography and photo book market,” he points out.

“As commercial printers transition to the newer digital printing technologies, the print quality meets or exceeds the consumer’s expectation for photo books. So by adding in-house finishing of customized hard covers and perfect binding or mounted albums, they can now meet this market’s expectation for the packaging, such as larger book formats,” Dalzell notes.

“Today, it is most important to leverage your finishing capabilities and connect your customers with specific products you offer. For example, ‘24 hour service on business cards’ or ‘customized business forms at great prices,’” adds Rollem International’s Larry Corwin. “To satisfy the offer you are making, it is vitally important to have the correct finishing equipment that allows for fast, reliable, and economic production.”