Reciprocity Road · E-Commerce Committee

Print & POD Programs: Roundtable

Everything from the session in one place: the slides, the discovery questionnaire, the recording, and who to reach when you spot an opportunity.

November 18, 2026 · 11:00am CT

The deck

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Reciprocity Road · E-Commerce Committee

Print & POD Programs

Roundtable

How to spot, sell, and launch company-store print and print-on-demand programs. Where the opportunity is, and how it works.

Eric Granata · Moderator
Beth Marston · Navitor
Wayne Hughes · ROBYN
November 18, 2026
AGENDA

Today's session

What we'll cover

01

Glossary

Two terms, kept straight: web-to-print vs POD

02

Why print

The growth and the opportunity in your accounts

03

Web-to-print

Programs, storefronts, and how to pitch

04

POD

Low-minimum apparel & hard goods, on demand

05

Synthesis & Q&A

Which fits a client, plus your questions

SAME WORDS, DIFFERENT THING

Let's get the terms straight

Web-to-print isn't POD

Web-to-print

Templated / variable-data print collateral ordered through a company store. "Ink on paper."

Typical items

  • Business cards
  • Letterhead & forms
  • Folders & envelopes
  • Signage & collateral

POD (print-on-demand)

1-piece / low-minimum hard and soft goods and apparel, decorated on demand (DTG, embroidery), with no pre-decorated inventory.

Typical items

  • Branded apparel
  • Caps & bags
  • Drinkware & hard goods
  • One-off event kits

Both can live in the same company store, alongside stocked inventory.

The opportunity

Why print belongs in the store

Most of your clients already buy print. The opportunity is turning it into a repeatable program.

BY THE NUMBERS

Real opportunity

The numbers are already moving

Members embracing print are driving outsized growth, in an industry that's otherwise flat to low single digit.

+42%

2025 growth

Year over year, Reciprocity Road

+28%

2026 year-to-date

Pace of growth continues

$1 : $1

Print to promo

Spend for every promo dollar

WHY SELL PRINT

Five reasons

Why print is worth selling

01

Higher margins

Custom print tends to carry better margins than stock promo.

02

Differentiation

Stand apart from distributors who only sell swag.

03

Stickier accounts

Programs mean repeat orders and a deeper relationship.

04

Wider range

More categories to sell into the accounts you already have.

05

Brand delivery

Consistent, on-brand materials for the client every time.

SPOT THE OPPORTUNITY

Start with operations, not print

Questions that uncover print

Then standardize it, bundle it, and put reorders on a schedule.

1

What do you run out of every month?

2

What changes by location, department, or role?

3

What needs approval before it goes out?

4

Who orders this today, and how?

5

When you hire or open a location, what do they need?

Open discussion

Let's talk it through

Web-to-print, then POD, and your questions. Jump in anytime.

1 / 8

Use ← → arrow keys, the dots, or Fullscreen to present. Fullscreen fills your screen.

Take it with you

Resources & takeaways

Everything referenced in the session.

📋

Print discovery questionnaire

The questions to uncover print and POD opportunities in an existing account.

Download ↗
▶️

Session recording

The full roundtable, posted to the committee after November 18.

Available after the session
📈

Printing trends report

Navitor's buyer-behavior market and margin report, with the business case for print.

View report ↗

Quick reference

The two terms

Web-to-print

Templated / variable-data print collateral ordered through a company store. "Ink on paper."

  • Business cards, letterhead & forms
  • Folders & envelopes
  • Signage & collateral

POD (print-on-demand)

1-piece / low-minimum hard and soft goods and apparel, decorated on demand, with no pre-decorated inventory.

  • Branded apparel, caps & bags
  • Drinkware & hard goods
  • One-off event kits

Who to reach

Your next conversation

PromoPilot

Eric Granata

Technology and workflow · PromoPilot

Founder of PromoPilot, a no-code automation consultancy for print and promo distributors. He builds the storefronts, integrations, and workflow automation that move an order from the shopping cart through production and reorder.
egranata@promopilot.io

Navitor

Beth Marston

Vice President of Sales · Navitor

Vice President of Sales at Navitor. She helps B2B customers grow, leading a sales and marketing team that builds solutions around each customer's situation.
bamarston@navitor.com