Creating High Marks

"The focus has changed from just providing a product to selling one that includes value-added features so that it meets all your application-specific needs, and providing the service to back it up," Nyberg added.

One such value-added feature is IIMAK's Clean Start, a printhead cleaner that is built in between the leader and the ribbon. "Even though printer OEMs recommend cleaning the printhead after every ribbon, we estimate only about 15 to 20 percent actually do," said Amy Schmitt, company marketing communications manager. "Clean Start encourages printhead cleaning by making it more convenient."