By Rob Ens & Morten B. Reitoft

My name is Rob Ens. My company is ENS Innovation, and I am a connector of people to people and people to solutions. In my business, I help niche manufacturers connect with resellers to generate new revenue opportunities.

Morten B. Reitoft: Your LinkedIn profile, you write "leader in Innovative Digital Solutions," which lead me to several questions... what does "innovative" imply? Is Digital critical in that context? And what does "leader" means to you? And all questions are open, not provocative. Still, I am curious as Innovative could be any solution being innovative, and I wondered if Digital has a specific impact on your work?

Rob Ens: In my view, an innovator has a 360-degree view, someone not afraid of exiting the comfort zone to find a new path. Innovation is key to surviving change; it is a way to differentiate yourself from others. Digital innovation has been an integral part of my entire career and continues with ENS Innovation.

My career began at HP, where cultural and technical innovation surrounded me. By the time I joined Fujifilm in the '90s, I had recognized patterns of change that would soon affect the printing industry. Benny Landa once said, "If it can go digital, it will go digital." Much of the recent changes in print have involved replacing an analog process with a digital one. For example, the analog process of imaging film was first replaced by digitally imaging film, followed by imaging direct to plate. This, in turn, paved the way for direct to press imaging.

All these transitions were utterly predictable. For the printer, these changes meant greater efficiency and increased flexibility. For the suppliers, it meant a frantic search to replace lost revenue streams. I live in the world between the two.

The leadership question is interesting. For me, it's about thought leadership, a place where experience, curiosity, and contemplation come together, away from the daily stresses of our work life.

Morten B. Reitoft: You have worked with Konica-Minolta - How was that? What did you do?

Rob Ens: I spent nine years at Konica Minolta in Product Management following my tenure at Fujifilm. For me, it was similar to the transition experienced between HP and Fujifilm, where I took experiences from one company and used them in the next. The change was on the horizon, and the patterns were apparent. I was able to work with 3rd party vendors to promote new business opportunities.

Konica Minolta Canada was the first in the world to take on the entire MGI product line. This decision enabled us to lead in the digital embellishment supply business and prepare a workforce to manage other industrial print products like wide format. This was a big step for a company known for selling photocopiers.

So, in answer to your question, how was it for me - it was fast-paced, invigorating, innovative, and fun to lead the way. Today, I am helping Steve Allen (owner) and Chris Harrington (Dir. of Sales) of Graphic Whizard expand their product offering into new markets. Graphic Whizard distributes products throughout North America.

Morten B. Reitoft: Let's talk about the future. As you have worked with technology for years and in relation to customers, how aligned do you find PSPs with what's possible in the market technically?

Rob Ens: A big question, Morten!

PSP's (Print Service Providers) face unprecedented challenges, and I suspect many are overwhelmed. A business may be flourishing for those servicing growth segments, but they still face supply chain and labor issues. For those servicing declining print segments (office print, for example), the situation is more critical, and they will need to either downsize or find new revenue opportunities. Are they aligned with what's possible in the market technically? I think it depends very much on who they are listening to.

The silver lining in the COVID cloud is an abundance of good (online) information available and many industry veterans willing to help. A network of advisors, as opposed to one, is a good start. Read, listen and study trends. Do your market research before making big decisions, but certainly prepare for big decisions to be made as change often requires pivoting.
After 30 years in this business, I've never asked so many questions. Below are a few people that I've learned from:

Cary Sherburne, Benny Landa, Frank Romano, Morten Reitoft, Dominique Sutherland, Warren Werbitt, Christine Yardley, Steve Falk, Erik Holdo, Nigel Cliffe, Ray Stasieczko, Doreen Harvey, Robb Carmichael, Gee Ranasinha, Kevin Karstedt, Jeff Wettersten, Trish Witkowski, Deborah Corn, and Debbie McKeegan, to name a few.

Morten B. Reitoft: And on the same topic - do you know of technically first-movers that need a shout-out, and in case yes, would it make sense in your mind to feature that company on INKISH?

Rob Ens: I hesitate to endorse specific vendors as I am vendor neutral. However, I suggest some great people for good commentary on specific market verticals. Most of them would come from the above group.

I like you follow traditional company's that often go unnoticed yet are thriving - Bobst and Hunkeler.

Below are some of my ideas for featuring:

Presses: I am still following Landa and MGI. The ink technology with Landa and the frictionless press with AlphaJet (MGI) intrigue me.

Mail Business: Steve Falk (Prime Data) and Dominique Sutherland (Canada Post) continue to be on the cutting edge of Personalized Mail marketing campaigns. I listen to both.

Fashion Fabric/Textile: Debbie McKeegan is an excellent resource for Fashion Fabric. On the vendor side, I like to dialogue with Ernesto Propesi (who manages EFI Reggiani) and Seiji Nakashima of KM (until he recently moved away from textile). My interest is that this is a predominantly analog world, ripe for conversion to digital. Digital solves many problems, from environmental impact to the short run and on-demand fabric. Holding it back is inexpensive labor in third-world countries that are not regulated by environmental controls. Consumers still like affordable goods, but that may change with the next generation of environmentally conscious consumers.

Packaging (general): Kevin Karstedt and Jeff Wettersten are kings of packaging statistics, and they consistently predict growth. This is a world where commercial printers are just beginning, and they need to come at it with a good dose of humility. Kevin and Jeff are great resources they can tap.

Packaging Technology (high volume) driven by brand owners: I follow PackSmart, a very innovative, successful company making printing equipment for the big brand owners (editor - Rob Ens mentions some great companies that we aren't sure can be mentioned, sorry guys!). Derek Dlugosh-Ostap is the owner that I speak with. He can design and distribute short-run packaging equipment for commercial printers. Having worked for CREO in a past life, he understands both worlds. He'd be a great interview.

Out of the box thinkers: Ray Stasieczko (I am getting him to present at the Crown Pub). He addresses the elephant in the room that few want to talk about - the decline of office print and the threat this poses to the dealer channel.

Success Story: One of the most unique and successful printing businesses that I have encountered in Canada is a book publisher in the small town of Altona, Manitoba, called Friesens. It has endured a generation of change and thrived. It is also employee-owned, which I believe has contributed to its survival. Friesen's print books have an extensive North American clientele, with yearbooks being a big seller. They would be worth doing a story on.…and so much more

Morten B. Reitoft: If I say "minimally viable solution," - what do you think? I am asking since this is the differentiator between innovation and disruption, or what do you think?

Rob Ens: The term disruption is often associated with the negative outcome; however, it can also catalyze positive change. Early adopters reap the benefit of being first out of the gate, but risks are numerous. This path is not for the faint of heart (or the empty wallet). The other position is to follow market changes with proven innovative technology. I have serviced both successfully, but the more common is the latter.

I prefer the term innovation - something new and inventive.

The term "Minimally viable solution" is safe. Minimal speaks of a low bar. Viable, however, speaks of being proven. The position is not game-changing, but It is safe. Perhaps this is a starting point.

Morten B. Reitoft: As a leader working with Innovative Digital Solutions, where do you find inspiration yourself?

Rob Ens: INKISH (lol). (editor blushing)

I look for thought provokers on all fronts. It doesn't take much to figure out who might be worth following. Once I find myself polarizing, I look for an opposing view. I argue a lot with myself, testing these divergent views.

Among the publications, I always like what Cary Sherborne writes. I also read your articles, Morten (editor blushing again). I have insiders on the manufacturing front that are more than gracious to answer my questions. My most recent thought provoker has been Ray Stasieczko.
One of my good finds during COVID has been the Crown Pub. It has marketers, suppliers, and printers all on the same forum. It's a place where opposing views are welcome, creating excellent collaborative dialogue (inevitable with The Print Whisperer and Robert Godwin as regulars). I can be found there every Thursday.

Morten B. Reitoft: Where do you see yourself in the next years?

Rob Ens: Believe it or not, profit (although nice) is not a key motivator. Building community is. Maybe I am returning to my Mennonite roots! I am also a problem solver. Where I can introduce people to each other to make life better, I will do that. I can propose solutions that help people navigate change; I will continue to do that. Boredom is a foreign concept to me, so I will continue to pursue my love of music, sport, and invention to balance things out.

Lastly, I enjoy writing. I want to complete a book I started years ago called "The Mennonite Explorer." It's a personal journey of discovery through the jungles of West Guinea.
Probably not what you expected.

Morten B. Reitoft: Is the Sky the limit?

Rob Ens: Yes, the question is, where will our wings carry us.

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