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November 2010 Magazine
Web-to-print
GRAPHIC ARTS MAGAZINE is published ten times per year by B.K.L.K Inc. 72 Main St. Mount Albert, ON L0G 1M0 Phone: 905-473-9111 Fax: 905-473-6826 Outside Toronto: 1-877-513-3999 e-mail: info@graphicartsmag.com www.graphicartsmag.com Submission deadlines are as follows: November 16 for December 2010 / January 2011 January 18 for February 2010 Publications Mail Agreement No. 40029380 Return undeliverable Canadian addresses to: Graphic Arts Magazine, 72 Main St. Mount Albert, ON L0G 1M0 email: circ@graphicartsmag.com
17 Web-to-print . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Publisher: Joe Mulcahy Associate Editors: Natalia Gilewicz
John Zarwan
Benefits and things to consider when choosing a web-to-print solution
Kristen Read Copy Editor: Mandy Bayrami Senior writer: Tony Curcio Production Manager: Barb Vowles Account Managers: Maureen O’Sullivan Sandy Lee Tim Mulcahy Classified Manager: Bruce MacLean Creative Director: Javad Ahmadi AliveProStudios.com Layout: George Dedopoulos Cover: AliveProStudios.com CTP supplied by: Sina Printing Paper: SNZ Trading Inc. Printing: Sina Printing
26 Eighteen fatal negotiating mistakes that cost salespeople money . . . . . . . . . . . . . . . . . . . . . . . . .
GRAPHIC ARTS MAGAZINE would like to thank our contributing writers: Diana Brown • Peter Dulis • Natalia Gilewicz Andrea Mahoney • Tim Mitra • Kristen Read Kelley Robertson • Barry Siskind • John Zarwan
42 Graphic Arts’ IT Guy Q and A . . . . . . . . . . . . . . . . . . . . . . . . . .
2010 EDITORIAL BOARD
Javad Ahmadi, AliveProStudios.com Ernie Bardocz Danny Ionescu, HP Evan Cambray, Spicers Ken Harbin, Robert E. Thistle Ltd. Steve Klaric, Heidelberg Canada Jana Lucatch, Magnum Fine Commercial Printing George Mazzaferro, RP Graphics Group Brian O’Leary, Kwik Kopy Angus Pady, Digital Solutions Paul Tasker, Spicers
CMCA AUDITED
Opinions expressed in this magazine are not necessarily intended to reflect those of this publisher. Graphic Arts Magazine accepts no responsibility or liability for claims made for any product or service reported on or advertised in this issue. Graphic Arts Magazine also reserves the right to limit liability for omissions and errors to a printed correction in the next issue. SUBSCRIBER’S NOTICE: From time to time we may rent our mailing list (names and addresses only) to select third parties whose products or services may be of interest to our readers. Please contact us should you wish to be excluded from these mailings using the contact information at the top.
Kelley Robertson
Are you losing potential clients with these sales blunders?
28 For the record . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Kristen Read
This month: Steven Schnoll
32 Quantity vs. quality . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Barry Siskind Securing high-value leads
33 Graph Expo 2010: sights and highlights . . . . . . . . . . . . . . .
Kristen Read
Let the photos do the talking
38 Featured markets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Kristen Read
Printing plates and climate control systems Tim Mitra
VPN and DNS explained and social networking for your business
44 Large-format printers at Graph Expo 2010 . . . . . . . . . . . . .
Peter Dulis
New developments in large-format
48 Manufacturing musts with a web-to-print system . . .
Andrea Mahoney
Essentials to succeed and profit
52 My customer asked me . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diana Brown
How has photo booth technology changed?
8 Installations 30 .comments 50 List of advertisers 51 Classified When making submissions, please forward to the following email addresses: ADS ads@graphicartsmag.com NEWS news@graphicartsmag.com CLASSIFIED classified@graphicartsmag.com ARTICLES articles@graphicartsmag.com INSTALLATIONS installations@graphicartsmag.com SUBSCRIPTIONS circ@graphicartsmag.com
Ink cartridge refills for large format industrial printers 1-888-465-5777 sales@ink4u.ca
Joe Mulcahy
Publisher’s note We just returned from Graph Expo in Chicago. It was a very good show with a constant stream of visitors roaming the aisles and plenty of business transactions taking place. Agfa, Xerox, Konica Minolta, HP, Fujifilm, EFI and many others too numerous to mention, launched new products and showcased many innovations.
Unfortunately, the Quad Graphics plant in St. Jean, Québec will close December 31, but the company still plans to invest $23 million in Canada in 2011. As I’m writing this, today is municipal election day throughout Canada. It looks like we will have a fellow printer, Rob Ford, as our new mayor – so congratulations to him on his hardfought win.
HP unveiled its T350 Colour Inkjet Web. Xerox introduced its 550/560 Digital Colour Printer. Agfa added a roll-fed option to its Jeti 1224 UV Printer. Konica Minolta showcased its Bizhub C8000 Press. Fujifilm introduced its J Press 720 digital inkjet device for the first time in North America and EFI showcased its new entrylevel wide-format digital inkjet UV printer – the Rastek T1000.
If you receive a renewal form with your magazine, please fill it out and send it back to us. If you would like to receive our timely e-newsletter every week, please go to our website (www.graphicartsmag.com) and sign up. We’re looking forward to meeting you at Print World November 20 – 22 in Toronto. Please drop by booth 1213 and enter our lucky draw. You may be the one who walks away with a fabulous gift.
These impressive new devices represent just a glimpse of the creativity from some of our leading manufacturers. For a review of the show and some great photos, check Kristen Read’s report on page 33.
As always, stay positive and stay focused.
One thing that caught my eye at the Xerox booth was a Canadian innovation just introduced to the world – My Click 2 Print. It seems to me to be an inexpensive way for smaller shops to get into the web-to-print business and compete with companies like Vista Print.
Joe Mulcahy Publisher, Graphic Arts Magazine joe@graphicartsmag.com
Congratulations to Normand Richard, André Houde and Tony Karg, who were recently named new Board Members of CPISC.
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Natalia Gilewicz
What kind of information do you need? In this issue, we would like to try a unique approach to summarizing Graph Expo for you. I hope the previous month’s column gave you a good sense of the types of technologies to be showcased. This month, we’re giving you a taste of what the show actually looked like – a bit more visual. If you missed the show, perhaps you will feel you attended!
another added benefit. Managing a client’s information makes you a part of their process. When you are part of a process as opposed to just a quick, easy purchase, you enjoy the benefits of customer loyalty. Print is a tough market. In this type of market, I would seek stability in current business over new business. While it is important that sales grow, it is even more vital that they don’t fluctuate, as an uncertain cash flow can be detrimental to a small to mid-sized company.
It’s interesting how quickly technology has changed our industry. One of the improving areas is thinking like we are communicators of information, as opposed to just being printers. The trick is that information can, in fact, be quite complex. In October, we discussed Transpromo printing, where we can use technology to provide clients with information that improves their experience with printed statements — at the same time creating a revenue stream for the advertisers that participate. At Graph Expo, people were tweeting and sharing information in various ways; for example, QR codes flooded the backs of business cards to help digitize contact information. Increasingly, the challenge is helping clients move information to and from the various channels that people use to access it, be it Web, paper, or mobile means. The sooner you start thinking about how you can help your clients do this, the better.
There are many vendors as well as associations that can start to help you think about information. Recently, my colleague, Chris Smyth and I were able to speak at an Xplor event. Aside from being a great group of people, Xplor “is the worldwide association, of users and suppliers of the products and services that create, modify, and deliver customized information.� Now there is a great place to start thinking about information, and how to be a part of your customer’s process! Natalia Gilewicz is a full-time Assistant Professor in the School of Graphic Communications Management at Ryerson University. Her teaching concentration is in areas of prepress, typography, and layout. In her research, she studies e-print and its applications. Contact her at ngilewic@ryerson.ca
In addition to being beneficial to your customers, there is
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Print World November 20-22 Toronto, Ontario
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Installations & Investments
Milorad Dejanovic, Dave Greig and Neil Madden of Teldon Print Media with the new Polar 137 XT Cutting system from Heidelberg
George Henry from Ernest Green and Mr. Mark Idrees from Muiz, with the HP latex printer
Muiz Graphics
Teldon Print Media
Based in Mississauga, Muiz Graphics has just installed a new HP latex printer and a cutter from Graphtec. The new equipment was purchased through dealer Ernest Green & Son.
Located in Richmond, BC, Teldon Print Media has just installed a state-of-the-art Polar cutting system from Heidelberg. This machine can provide up to three times more output than a standard cutter, improving the company’s turnaround time, quality and cost-effectiveness.
Muiz Graphics has been serving the graphic arts industry for the past 30 years. The company offers services such as: brochures, books, business cards, envelopes, flyers, greeting cards, letterheads and more.
Teldon Print Media is western Canada’s largest independently-owned full service printer. The company offers digital, sheetfed and web printing, as well as in-house bindery, mail, distribution and fulfillment services.
EZ Trade Signs’ Nebeela Anjum, Ruby Nazir and Jay Nazir with the new Roland Soljet inkjet printer
The inner-workings of an Agfa :M-Press TIGER, a device that will soon be installed at Middleton Group in Markham, Ontario
Middleton Group
EZ Trade Signs EZ Trade Signs is a large format sign printer located in Toronto. The company has recently installed a Roland Soljet Pro 11 XJ 640 inkjet printer in its shop. In business for over 10 years, EZ Trade says: “Our goal is to provide quality signage at competitive price points. We produce all our signs in house and work with you to ensure your files will produce the best product.”
Middleton Group, located in Markham, Ontario, has just purchased Agfa’s :M-Press TIGER, a high-speed UV flatbed inkjet press. It can print up to 185 sheets per hour on substrates up to 65” x 104” in size. The company chose this press to offer increased print production and higher quality jobs. Middleton Group has been in the industry for over 55 years, and provides large format printing, creative concepts, and eye-catching retail fixtures and displays to leading brands in North America. “The :M-Press TIGER will provide us with exceptional quality and dramatically increase our print production output per shift. We are confident that the strength and power of the ‘TIGER’ will keep us on top!” said company president Rob Stratton.
November 2010 | Graphic Arts Magazine
The company offers banners, A-Frame spinners, corporate signage, posters, vehicle graphics and more. EZ Trade can print for both interior and exterior applications. Substrates range from vinyl, coroplast, foamcore, gatorboard, PVC, styrene, metal, wood and even magnetic.
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Graphic Arts Magazine
Ryerson “Lit Up the Night” in Toronto’s Nuit Blanche festival
“Must-See-’Em” winners announced
On Saturday, October 2, The Graph Expo “Must-See-Em” winners were announced at the show’s Executive Outlook conference. The awards were given to the top 20 most compelling products at Graph Expo this year. Winners are determined by a panel of industry experts.
Nuit Blanche is an annual sunset-to-sunrise celebration of contemporary art in downtown Toronto. This year, Ryerson’s Faculty of Communication and Design participated with a multiple video installation at the GCM building called “Light Up the Night: At Different Angles.”
Software Agfa Graphics – Apogee Impose (Imposition for Apogee 7) Color-Logic – Process Metallic Color System EskoArtwork – i-cut Suite interlinkOne – QReate And Track Pitney Bowes – Transpromo Portal
The multimedia installation took the audience on a tour through the history of communication and the evolution of different informational technologies – examining their impact on society. An accompanying timeline of significant milestones provided different perspectives on communication. Each viewer could reflect on how information technology has changed the way we communicate, as well as the implications this may have on our future.
Presses Presstek – 75DI Eastman Kodak – Prosper S10 Imprinting System with Process Colour
Offset Plates
This independent project, put on by several GCM students and faculty members, was featured at the Heidelberg Centre at 125 Bond Street. Nuit Blanche is completely free and took place this year on October 2. More than 130 artistic destinations were on display all over downtown Toronto in galleries, museums, parks, and many other unexpected places.
Agfa Graphics – Amigo TS Eastman Kodak – Trillian SP Thermal Plate Epson America – Stylus Pro 7900 CTP system
Digital Presses Fujifilm – Digital Inkjet J Press 720 Hewlett Packard – Indigo 7500 Toner Press Konica Minolta – buzhub Press C8000 Xerox – Color 1000 Toner Press Eastman Kodak – Prosper 5000XL Press Screen – Truepress Jet520ZZ
Wide-format Presses Agfa Graphics – Jeti 1224 HDC FTR EFI – VUTEk GS3200 Hewlett-Packard – Scitex LX800
Postpress Muller Martini – SigmaLine Digital Finishing
Newspapers feature comics inked in pink for a good cause
RIM unveils tablet computer
When you turned to the comics section of your newspaper last month, you might have been surprised to find that the ink was all pink. Since October was Breast Cancer Awareness Month, newspapers and comic artists combined forces to support the cause. More than 50 popular comics were printed in pink last month.
After much rumour and speculation, tech giant RIM has released its take on the tablet computer. Called the BlackBerry PlayBook, the 7-inch tablet runs on a completely new operating system called QNX. It also offers 1080p HD video support, USB connectivity and two HD cameras (front and back).
“Nearly everyone has a connection to this heart-wrenching disease, and we felt it was important to make a powerful statement to help support for Breast Cancer Awareness Month,” Brendan Burford of King Features Syndicate told the Toronto Star. “We could think of no better way to do that than by turning the funny pages pink.”
A competitive product to the iPad, the PlayBook has many of the features that critics said were lacking on Apple’s tablet. “You will be able to run two screens at the same time,” said RIM CEO Michael Lazaridis at the company’s conference in San Francisco. “It’s an amplified view of what’s already on your BlackBerry.”
Participating strips were displayed in newspapers and also at the website www.comicsgopink.com. This was the first year that this initiative took place. Visitors to the site can see the comics and choose to donate to several breast cancer organizations.
The PlayBook is set to launch early next year. Its cost wasn’t announced, but analysts expect it will be priced comparatively to the iPad.
November 2010 | Graphic Arts Magazine
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Your perfect connection to the printing and graphic arts industry
B E U P T O D AT E
News and comments
Your perfect connection to the printing and graphic arts industry
collaboration and productivity across teams in today’s dynamic business environments.
Printing mistake on lottery tickets costs OLG $6 million
Earlier last month, it was revealed that the Ontario Lottery and Gaming Corporation (OLG) failed to print the word “estimated” on some tickets for a June draw. This costly mistake could see six Ontario residents become instant millionaires.
There are several new features in Adobe Reader X that may change or improve the way typical print workflows and proofing collaboration processes are shaped. Firstly, commenting is now available with sticky notes and highlighter tools available to all users. As well, safer viewing of PDFs is now possible with new “Protected Mode” security capabilities. Another exciting development is that PDF access has been expanded to include mobile devices with the free Adobe Reader X for Android, Windows Phone 7 and Blackberry Tablet OS.
What happened is this: the tickets, with a jackpot of $50 million, should have included the line, “plus an estimated 55 Maxmillions.” However, the line: “Plus 55 Maxmillions” was all that appeared, according to a recent Globe & Mail article. Due to lower ticket sales than expected, the OLG only drew 49 sets of numbers. The lottery didn’t select the 55 winners as it had claimed, leaving six people out of a possible prize. The mistake has led to the launch of a class-action lawsuit by one of the ticket-holders. As a result, the OLG has set aside $6 million to be awarded in another draw later this year. Unfortunately for those who bought tickets for the original draw, the six winners won’t be selected from that group since many threw their non-winning tickets away.
“Today, more than ever, people need to communicate and collaborate reliably and professionally with people outside their organization,” said Kevin M. Lynch, vice-president and GM of Acrobat, Digital Enterprise Solutions Group, Adobe. “Acrobat X is a response to this dynamic – to drive more fluid collaboration and to create richer experiences in today’s fastpaced, complex business environments.”
Adobe unveils Acrobat X
Adobe has recently revealed its Acrobat X software family of products. The company says that this release will allow users to innovate and create higher quality content, driving tighter
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November 2010 | Graphic Arts Magazine
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Take your business to new heights. Demand for colour is up. Way up. To turn this growing demand into profit, you may want to expand your digital capabilities and surpass your customers’ expectations. We’ve already helped countless print service providers do just that—and we can help you, too. How? By offering you the broadest portfolio of digital colour presses along with integrated workflow and business development tools and support. Everything you need to soar above the competition. 1-800-ASK-XEROX xerox.ca/printing
© 2010 Xerox Corporation. All rights reserved. Xerox®, Xerox and Design® and Ready For Real Business are trademarks of Xerox Corporation in the United States and/or other countries. Xerox Canada Ltd. is the licensee of all the trademarks.
Your perfect connection to the printing and graphic arts industry
Google is bringing history’s most important documents to your computer screen
In a recent release, Adobe listed the features that are new in Acrobat X: • Automate routine, multi-step tasks with new guided actions and easily share them with co-workers and collaborators, reducing the burden of training.
An upcoming $3.5 million collaboration between Google’s R&D department and the Israel Antiquities Authorities will see space-age technology used to produce the clearest digitized renderings of the Dead Sea Scrolls ever made – and bring them to the public for free.
• C hange how users view, think and interact with content and its context with PDF Portfolios using new layouts, visual themes and colour palettes. • M aximize the power of Adobe Photoshop and Adobe Acrobat to easily create dynamic communications with the new Acrobat X Suite. Quickly capture, edit and combine digital content right from the desktop.
• Streamline the process for large organizations to deploy, configure and manage updates and conform to ISO standards, in both Adobe Reader X and Acrobat X.
Dating back to the third century B.C., the Dead Sea Scrolls have survived millennia, and contain some of the oldest-known biblical texts in existence. The manuscripts are made of parchment and papyrus scrolls and were discovered between 1947 and 1956. In total, there are over 30,000 fragments that contain writing in Hebrew, Greek and Aramaic. Part of the texts include the oldest surviving copy of the Ten Commandments. Currently they are kept in Jerusalem, in dark, climate-controlled storage chambers. These are the same conditions that have allowed them to be preserved for thousands of years. Within a few months, however, you’ll be able to see these historic documents on your computer screen at home, for free.
• Display the most commonly used tools all in one pane with the updated user interface.
“Imagine a world where everybody with an Internet connection is able to access the most important works of human history,” said Google’s Israel R&D director, Yossi Mattias at a recent press conference.
The estimated price list (in USD) is as follows:
The Israel Antiquities Authorities will use multi-spectral imaging technology developed by NASA to render high-res images of the texts. Google will then step in and place the images online in a searchable database. Translations and other scholarly tools will also be made available to the public. The first images will reportedly hit the Web in the next few months, with the project set to be completed within five years.
• Increase productivity across the organization with new Microsoft SharePoint integration. Check-in, check-out PDF files for reviewing and editing shared documents.
Acrobat X Standard = $299 Acrobat X Pro = $449 Acrobat X Suite = $1199
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November 2010 | Graphic Arts Magazine
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AGFA GRAPHICS
Looking Ahead? We can help. Our philosophy is simple: if you succeed, we succeed. That’s why we’ve invested in innovative technologies like our :Anapurna line of UV-curable inkjet systems :M Press Tiger and most recently :Jeti high performance systems. So whether you want photo-quality results on a variety of media or high-speed printing options, Agfa has an inkjet system to meet your business needs. Plus these engines are robustly engineered and maintain affordable cost of ownership. Today, Agfa’s portfolio of inkjet solutions will help your business get ahead and stay ahead. Stay Ahead. With Agfa Graphics.
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November 2010 | Graphic Arts Magazine
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Your perfect connection to the printing and graphic arts industry
Your perfect connection to the printing and graphic arts industry
member, representing an industry supplier. Tony became senior director of Business Development & Marketing, Graphics at Fujifilm Canada in Mississauga, Ontario in 2004 after serving as product marketing manager at Fuji Graphic Systems Canada Inc. Tony is a 22-year veteran of the industry having worked in sheetfed printing prior to joining Fujifilm.
CPISC brings in new board members
The Canadian Printing Industries Sector Council (CPISC) has just announced the appointment of three new board members to its team of dedicated leaders from the printing and graphic communications industry.
“We are fortunate to have such an engaged Board of Directors,� said Jeff Ekstein, co-chair of CPISC and president and CEO of Willow Printing Group Ltd. “Our sincerest appreciation is extended to our retiring board members, Michel Cliche, Brian Ellis and Nicole Desloges.�
“The addition of these new members complements our Board’s diverse skill sets and specializations, ensuring we have the best available resources as we move forward with our new strategic plan,� said Duncan Brown, co-chair of CPISC and national director of CEP Graphical Communications, Energy and Paperworkers Union of Canada.
Print World: new exclusive panel discussion
A special panel discussion called “How to Win the War on Print� has just been added to the lineup for the Print World show, taking place from November 20-22 at Toronto’s Direct Energy Centre. Several high-profile speakers are slated to participate.
Normand Richard joins the CPISC Board of Directors as an employer director. Normand is vice-president of human resources within the print sector of Transcontinental in Vaughan, Ontario. Prior to joining Transcontinental in 2002, Normand was director of Human Resources and Organizational Development at Domtar. He holds a Bachelor’s degree in Psychology, Business and Human Resources, and a Master’s degree in Project Management.
Panelists include John Williams, CEO of Domtar; Brian Reid, president of Transcontinental Printing; Perry Nixdorf, vice president of operations at The Globe and Mail national newspaper; and Frank Romano, world-renowned industry expert.
AndrÊ Houde joins the CPISC Board of Directors as an exofficio member, representing a provincial sector council. AndrÊ is a market developer at Marquis Imprimeur in Montreal, Quebec and has also been a member of the ComitÊ sectoriel de main d’œuvre des communications graphiques du QuÊbec (CSMO) since 2003, receiving the CSMO Award of Excellence in 2010.
In the special panel, these key players will outline their prescriptions for fighting the so-called war on print, particularly on the electronic and environmental fronts. They will dig into the ways print can fight back, promote its strengths and stay relevant, and outline how their companies are mounting a strong offense.
Tony Karg joins the CPISC Board of Directors as an ex-officio
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Eco News
SunChips scraps the noisy biodegradable bag
In April 2009, Frito Lay announced that it would use 100 percent compostable bags for its SunChips brand. A good idea and a step in the right direction? Yes. However, anyone who bought these chips knows that though the packaging is ecofriendly, its noise pollution is what’s causing a lot of problems.
Meet the UK’s new ecofriendly meat packaging
UK grocery chain Waitrose is making advancements in packaging to become more eco-friendly. Its new style of “snip and slide” packs for meat will remove 90 tonnes of plastic waste from consumers’ garbage bins every year. Minced and diced meat will be the first products to be re-packaged.
The packaging is so loud that the average snacking consumer can’t hear a movie or even a conversation while this bag is in the room. The problem boils down to the materials’ molecular structure, which makes it more rigid and “crinkly” – for lack of a more scientific term. Despite the amount of publicity from Frito Lay that accompanied the product’s launch, it has increasingly received negative attention on sites like YouTube and Facebook for the noise it creates. So much, in fact, that sales of the chips have reportedly dropped 11 percent in the past year.
The packs can be easily snipped open and the contents slid into a pan, saving time in the kitchen as well as space in your garbage bins. Using “flow pack” technology, already used for foods such as bagged salads and potato chips, the packs are robust yet lightweight enough to withstand other items being placed on top of them in the shopping cart.
As a result, the makers of SunChips have announced that as of the end of October, five of the six flavours of the chips will be sold in traditional plastic bags. Only the “original” flavour will continue to use the compostable bags. The company says it is continuing to look for more environmentally-friendly packaging options for the future.
Waitrose has 231 shops in England, Scotland and Wales. Company meat buyer Andy Boulton said “Waitrose is committed to reducing waste and we have listened to our customers who wanted a practical solution to help achieve this. These packs are more slim-line which gives shoppers more room in their shopping bags, fridge and when stored in the freezer. And with the added benefit of cutting waste in half but at no extra cost. I predict that this style of packaging will be a real hit.”
KFC wins Greener Package Award for side dish container
Famous food chain Kentucky Fried Chicken has recently won an award for its reusable side dish container - said to be the first in the fast food business. The Greener Package Award is given to 8 winners based on packaging sustainability.
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The award-winning side container features a clear bowl with a red lid embossed with a “reusable” message. The lid is leakresistant and provides a secure fit, keeping food fresh. The container requires 25% less energy to produce, and reduces the shipping cube by 14%. “Through research, we found that consumers prefer reusable containers because it gives them control of how the item is reused or disposed of after purchase,” said Susan Miles, KFC engineering manager. “Our research also showed that 60 percent of consumers keep a reusable container for at least six weeks.” The introduction of the container is just one element of a larger packaging initiative that KFC is undertaking. Paper serving boxes are also replacing plastic plates as part of KFC’s plan to reduce its use of nonrenewable resources and to eventually eliminate foam packaging from its restaurants.
“ML System means reliability and the lowest operating costs”
“We believe this is the first meaningful introduction of reusable food containers in the fast food industry,” said Megan Isaac, senior marketing manager for KFC. “By the end of this year, KFC U.S. will reduce foam packaging use by 62 percent and reduce total plastic use by 17 percent.” These reusable containers are expected to be available nationally by early 2011.
November 2010 | Graphic Arts Magazine
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John Zarwan
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Virtually everyone with access to a computer has bought something on the Internet, from travel to clothes to books. According to Industry Canada, Canadian individuals and businesses bought more than $62 billion worth of goods and services online in 2007,
November 2010 | Graphic Arts Magazine
the last year for which statistics are available. Nearly half of Canadian businesses – and two-thirds of printing companies – made online purchases. U.S.-based researcher, eMarketer, estimates that about six percent of Canadian retail sales occur online.
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John Zarwan
We b - t o - p r i n t
Even in the printing industry, online purchases of photos and photo books are not only common, but the primary method.
actions, despite the success of photo books and Internet-only companies such as Vistaprint and Mimeo.com.
The concept of selling (or buying) print over the Internet is not new either. Nearly 25 years ago, industry technologist and consultant, Henry Freedman filed a patent entitled “Automated Printing Control System,” (U.S. Patent No. 4,839,829), a pioneering invention allowing for sending printing job specifications and receiving price quotes over telecommunications networks. Fifteen years later, around the turn of the century, amidst the “dot com” boom, there was a big fuss as “e-commerce” companies flooded the printing industry with tools for Web-enabled print ordering and collaboration. While those
Defining web-to-print
The term web-to-print itself also causes some confusion. It replaced “e-commerce,” but it does not have to include payment. We’re told that it is best or only for consumer-oriented business, or for large enterprises with private-branded websites, and that it’s good for simple print production, like business cards. We’re also told that web-to-print has to have a variable component, and thus requires digital presses, but that you can use it with offset too. And with more than 100
Printers that do not sell over the Internet (2006 Survey) Prefer to maintain current business model
65%
Goods do not lend themselves to Internet transactions
46%
Cost of development and maintenance is too high
43%
Lack of skilled employees
43 %
Customers are not ready
24%
Security concerns
20%
Suppliers not ready
18%
Uncertain about benefits
17% *
*2004 data (Source: Statistics Canada)
vendors offering web-to-print solutions, each different, is it any wonder that people are confused?
systems frustrated and confused just about everyone, and many companies fizzled with the bust, Web-enablement of the print business should be, as John Parsons says, “a nobrainer by now, just as telephones and faxes have become.”
These are some of the better definitions of the term, all of which are accurate in their own way and describe the many different aspects of web-to-print.
The importance of web-to-print is such that it was ranked number five among the Graph Expo Must See ‘em Technology Dozen. Complete web-to-print capability is slowly but surely reducing the amount of human intervention required to produce a printing job. It was ranked as the fifth most important survival technology. It is more than just an up-to-date communication tool – it is the automation of print from customer inquiry to the pressroom. The completeness and way in which web-to-print is implemented is becoming a competitive tool in many print markets.
“A commercial prepress process that bridges the gap between digital content online and commercial print production. This process allows a client to create, edit and approve online templates during the prepress phase as well as upload their own unique content as part of an automated print production process.” Steve McWilliam, Avanti Systems “A set of software tools specialized for print-enabling e-commerce.” Jennifer Matt, Web2Print Experts and WhatTheyThink.com
As Jennifer Matt writes in her blog, thewebandprint.com, “Your customers are asking for online options, they […]want to transact with you in a more convenient way (saves them time). FTP and e-mail were better than phone calls and mailing disks, but they are now considered manual/high touch interactions.”
“The term web-to-print is an inaccurate terminology. Web Portal reflects a better description of what many interactive sites are doing. Yes, a storefront for ordering print is one aspect, but other items often included […] the ability to access digital assets, data lists, promotional items, sending files and much more. Web portals have to be gateways for commerce, not just to take a print order.” Steve Schnoll, Schnoll Media Consulting
So why are so few printers implementing selling over the Internet? Some of it, no doubt, is the legacy of those dot com days, which often left a bad taste among printing companies. The Industry Canada survey of Canadian business’ use of the Internet provides additional insights (see table above). Two of the biggest reasons are a preference for maintaining the current business model – though this might have changed since the last survey – and the cost of implementation. There is also a belief that print does not lend itself to Internet trans-
November 2010 | Graphic Arts Magazine
“Web-to-print is an online process that enables two or more parties to facilitate a print-related transaction such as ordering, designing, submitting, proofing, tracking, transferring, or quoting.” Slava Apel, Amazing Print
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John Zarwan
We b - t o - p r i n t “Whatever name is used, a web-to-print solution is typically a suite of technologies, services and production capabilities that automate the processes of ordering, producing and fulfilling orders of marketing collateral documents and other marketing materials. The centerpiece of a web-to-print solution is an online catalog containing marketing documents and other marketing materials. Web-to-print solutions also enable users to customize marketing materials easily and in fairly extensive ways.” David Dodd, Point Balance
ness to the Internet, opening the door to added revenue and growth. It reduces ordering time, improving the customer experience and increases satisfaction and retention. Every printer should consider it as it takes significant time, effort and cost out of the ordering process, which leads to an increase in print volume.”
“Web-to-print can be defined as a browser-based software application that facilitates commerce, collaboration and/or customer service interaction between those who buy print products and those who sell them.” InfoTrends, The Ultimate Guide to Web-to-Print
E-commerce or print procurement
Web-to-print components
As these definitions imply, web-to-print offerings include a variety of categories of functions: Commonly known as storefronts or portals, most web-to-print systems include some type of component for ordering print. These could include ad hoc uploading of files, with or without preflighting, ordering from pre-defined templates, or a simple Q&A that helps define the print job. It does not have to include the ability to pay for the transaction.
Benefits
Even though Canadian printers may be somewhat hesitant to adopt full webto-print solutions, it is important to note that few printers in the Industry Canada survey mentioned “uncertainty about benefits” as an important barrier to adoption.
Marketing and brand management
These systems are typically configured for a single client. The templates and variations are limited to the requirements of the client and designed with their marketing department to ensure consistency. They usually offer centralized billing and reporting so that clients know who is using the system, how much is being spent and on what.
There are a number of significant benefits associated with web-to-print, however defined. An EDSF study, The Print e-Procurement Marketplace: 2007 Print Buyer Survey Results “found conclusively that e-procurement solutions offer tremendous benefits over traditional paper and email procurement processes.” Steve McWilliam, vice-president of Avanti Systems says it provides anytime/anywhere customer access to your print shop, reducing call volume to CSRs, faster client approvals through soft proofing and improves turnaround time. Barbara Willans, worldwide director of marketing, unified workflow, at Eastman Kodak, concurs, saying it takes cost out, maximizes productivity and profits.
Document and asset management
This is closely related to brand management. Customers can order reprints and manage inventory and fulfillment. It is important that this function ties into the MIS/ERP system.
Workflow automation
The name web-to-print implies a tight connection between the storefront and the production process. Few printers have achieved this (with some notable exceptions), and few systems enable it. “Lights out” automation may neither be appropriate for nor desired by every printer, but for others it is a goal to strive for. Not every web-to-print offering can be
It’s not just about costs, of course. XMPie Product Marketing Manager, John Arnsdorf says, “Web-to-print brings your busi-
November 2010 | Graphic Arts Magazine
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November 2010 | Graphic Arts Magazine
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Your perfect connection to the printing and graphic arts industry
John Zarwan
We b - t o - p r i n t
tightly linked to production and certainly not to every workflow system.
competitive advantage. The firm holds more than 40 patents. Its proprietary technologies fully automate the way orders are created, proofed and submitted. They are then sent Things to Consider seamlessly to one of three plants – Windsor, Ontario, NetherWhen choosing a web-to-print solution, you should ask yourlands and Australia – and routed to the appropriate offset or self a number of questions. digital production equipment. “Because we incur Perhaps most important, who is lower costs, we pass the savings onto our cusyour target audience? Will it be tomers so they can get high-quality printing, Remember, not all large businesses, small and even in small quantities, for low prices,” says of your jobs have medium ones, or consumers? B2B Nick Gosselin, public relations coordinator. and B2C require different features Without web-to-print, there would be no to be supported and functionality. If it’s B2B, will it Vistaprint. through your online be a private portal, with a unique site, and you do not configuration for each? Will you Blitzprint provide a catalogue of template Calgary-based Blitzprint has two divisions, have to price and offerings, allowing customers to commercial and a consumer-oriented book quote immediately, pick and choose, filling in key fields printing and publishing division. Owner Kevin nor even accept only? Will the customer provide Lanuke says the company has been using Printthe content in an ad hoc fashion, able’s Marcom Central for about five years. payment. not knowing the content until the Blitzprint currently only offers web-to-print to job is submitted? Will you provide selected commercial business customers, offerjob quotes and take payment online? ing a catalogue customized to the needs of each individual client. Blitzprint’s online customers range Equally important, you will need to decide a host of questions from one client with 22 divisions and more than 6,000 about integrating the web-to-print system with your producemployees (more than half of whom have signed onto their tion workflow, including design, preflighting, imposition and system) to smaller firms with only 20 employees. such. How do you plan to integrate the web-to-print system with your production and MIS systems? Do you want them to “Web-to-print is for everybody,” says Lanuke. However, he “talk” to each other? How automated would you like the proadds that it’s important to decide whether the client is a good cess to be? How much human intervention and control do you fit for web-to-print. “You need to pick and choose carefully,” want, in estimating, quoting, scheduling, production and he continues. “We always do a thorough needs assessbilling? Which of your production equipment will be ment. If the client is not a good fit for web-to-print, used for these jobs? Will you incorporate variable don’t bother.” Lanuke believes web-to-print information printing capabilities? doesn’t have to be limited to simple templatable jobs and is also appropriate for custom work. It is Remember, not all of your jobs have to be supported more a question of how important the offering is through your online site, and you do not have to to the client and their employees, according to price and quote immediately, nor even accept Lanuke. payment. Lanuke is pleased with his You will also need to decide system. “The real return whether to license the prodon investment comes with uct and host it yourself, or to the acquisition of larger clisubscribe to it as a Webents that Blitzprint would not based service; their “software otherwise be able to service as a solution” (SaaS). Some well. Doing the work for 22 suppliers only offer it one divisions of one company way; others give you a across Canada that choice. serves both the client and the printer well is Vistaprint possible with a wellThe “poster child” for invested system.” web-to-print is, of Lanuke says that printcourse, Vistaprint. The ers should not company was founded underestimate the as and continues to be costs associated with strictly an e-commerce implementing web-tooperation. Focused priprint. Even though marily on small Printable hosts the businesses and consumsoftware, “the process ers, it has grown requires investments in organically to $670 million people, time and money USD in sales for the 2010 fisto implement and maintain cal year, a 30 percent increase it well.” over 2009. Since its founding, Vistaprint has built its business Unlike many printers, Blitzprint around the Web. charges to get a customer up and running with a web-to-print, both an Vistaprint’s ordering and production sysinitial start-up and on-going annual mantem is home-grown and provides a key agement fee. It is not just the cost of the
November 2010 | Graphic Arts Magazine
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John Zarwan
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system, but the value and cost savings offered to the customer. Lanuke believes “the industry has an opportunity to acquire new revenue streams providing new technologies such as web-to-print that offer high value.”
have next to no mistakes,” he says. While Darling believes the process is best for repeatable work – real estate and auto dealerships are good examples – it does not matter whether the job is produced digitally or offset. “We don’t need proofs anymore. We keep track of jobs on our server. Everything is linked through hot folders. The order is placed automatically. If it’s a re-order with no changes, it can go directly to digital or press,” Darling says, according to established rules for whether the job should be digital or offset.
Although one would think that self-publishing books would be a natural for web-to-print, “there’s no web-to-print component in the book division,” says Lanuke. Currently, Blitzprint does not have e-commerce capability, in which a customer will be able to pay for the transaction online, nor is the catalogue tightly integrated with the company’s MIS and accounting system. Lanuke expects that the recently announced partnership between Printable and Avanti will, however, make it easier for that to occur. “The transition from corporate customers to a B2C and B2B model would be easy to do, but needs that e-commerce connection and seamless integration.”
Darling also says that one of the disadvantages of having a web-to-print system is they don’t have as much personal contact. “We do our own deliveries as a way to keep in touch.”
Dots & Pixels
Dots & Pixels has always been on the leading edge. The company, based in Mississauga, was founded in 1993 as a digital colour print provider – one of the first in Canada – and just five years later the company had its first web-to-print customer. Co-founder John Rogers, now retired, says, “As time progressed, we developed a number of good accounts with web-enabled applications.” In the early stages, the company had no method of payment but became e-commerce enabled in 2000. After their acquisition by NEBS (later acquired by Deluxe Corporation), which had more than 5,000 products and millions of customers in North America, Dots & Pixels ramped up to produce more than a 1,000 orders a day in Canada. “We built our system from the ground up. It is pretty much a lights-out operation. The key to the business is not the front-end, but the back end. You need to streamline the process.” The company’s system does everything from imposition to mailing and sorting. “Web-toprint is more than taking an order on the Web. It’s a way to manage and control a customer,” says Rogers. “It provides an opportunity to look at your customers differently. By means of streamlining the order management process [and] utilizing digital assets to give the greatest return on output,” he explains. “Once you have a customer, you don’t lose them, and you can grow the business by building and adding applications. There’s value in Web-enabled applications. It can be as complicated [and] detailed, or simple as you want.”
Track21 Graphix
Track21 Graphix is an 18-year old printer with 10 people, based in Mt. Carmel Ontario, northwest of London. They do a variety of printing ranging from general commercial, such as brochures, business cards and flyers, to displays, posters and banners. While most of the company’s customers are local businesses, web-to-print has allowed Track21 Graphix to expand beyond its immediate geography. Owner Mark Darling says that while many “people are still hesitant to order online, this year we’re getting more online than in the past. People seem to be more comfortable.”
“The great thing about e-enablement,” continues Rogers, “is the cost management implications.” By streamlining the process, the customer can eliminate administration management, people and time. “You’re not dealing with lower level purchasing people, but you can get to the CFO. Web-to-print is not just placing orders but also providing information management tools.”
Track21 started with an online storefront, but “found we couldn’t compete with Vistaprint.” Like Blitzprint, the company now focuses on corporate accounts. “It took a long time to get people on board. Once they are up and running, they either love it or don’t want to do it at all.” Darling says that once his customers are online, “it’s easy for new people to order.” They spend time setting up the customer site and making sure the terminology is consistent. That means, “we
November 2010 | Graphic Arts Magazine
John Zarwan is an independent consultant based in PEI. He works with companies on business development and profi t improvement. He can be reached through his website www.johnzarwan.com.
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Kelley Robertson
Sales
Eighteen fatal negotiating mistakes that cost salespeople money Most salespeople are required to negotiate with their prospects and customers. But let’s face it, today’s consumer and corporate buyer is much more aggressive when negotiating the terms of a sale. Unfortunately, many salespeople lack the same level of sophistication when negotiating with savvy purchasers. Here are 18 fatal mistakes that salespeople often make when they negotiate.
tate to tell a prospect that you need to check with your boss before you agree to a concession. This gives you wiggle room and allows you to appear that you are working on behalf of your customer. 12. Failing to plan. Failure to plan means planning to fail. Invest the time to plan your approach, the tactics you will use, the concessions you are prepared to make and what information you still need to negotiate the best possible outcome.
1. Believing that price is the primary reason people make a buying decision. Although price is a factor in every sale, it is seldom the motivating factor behind a person’s final decision.
13. Not taking a time out to think. Important decisions are sometimes made without proper thought; often in the heat of the moment or in order to get the deal done. Taking the time to think about the implications can save you money and add critical profit dollars to your bottom line. And get a different perspective. I often talk to my business partner before making a final negotiating decision. This gives me a different perspective, and often, new ideas and strategies. Use your time out to review the deal with someone who is not attached to the outcome.
2. Failing to establish the value of their product, service or solution. Value is in the eyes of the beholder so determine what is important to each buyer or customer and position your product or service accordingly. 3. Immediately offering a discount to close the deal. Remember, price is seldom the primary reason people make buying decision. Avoid the temptation to drop your price unless you have first considered other options.
14. Not using silence as a negotiating strategy. I saw this in action when my wife spoke to a client on the telephone. Instead of immediately responding to the person’s request, she paused and remained silent. A few moments later, the client made a concession that added more money to the deal.
4. Not asking enough high-value questions. I’m still amazed how few salespeople take the time to ask great questions during the sales process, which makes it more difficult for them to effectively position their offering. 5. Being overconfident when entering the negotiations. Get your ego out of the picture. I have seen some sales go sideways because the seller was overconfident in his or her approach.
15. Not properly using written testimonials and endorsements. Assuming you have testimonials in place, I suggest arranging them into different categories so you can use the right testimonial at the right time.
6. Lack of confidence. This is usually a result of lack of negotiating skills, which is why it is important to practice negotiating as often as possible. It can also be caused when negotiating with someone who is perceived to have more power than you.
16. Giving in too soon. People appreciate what they have to work for. If you give in too soon, people will think that something is wrong with the product or that you are desperate for the sale.
7. Being unable to walk away. Too many sales people find themselves in the position of accepting an offer only to discover later that the deal actually cost them money. If the sale doesn’t make good business sense be prepared to walk away from it, regardless of the time you have invested.
17. Making concessions too quickly. When you make people wait before you concede to something, you increase the value of that concession and you subconsciously tell them that if they keep asking for concessions, the negotiating process will take longer.
8. Talking too much. I have watched dozens of salespeople negotiate with themselves because they talked too much. The best negotiators listen more than they talk. It will also give you a chance to watch the other person’s behaviour and body language. If the person looks down when asking for a discount, it indicates that he or she may be uncomfortable making that request.
18. Not using a variety of tactics and strategies. Great negotiators are well versed and they know how and when to use specific tactics such as the Flinch, Trade-off Principle, Nibble, etc. Avoid these errors and improve your results, your top-line sales and your bottom-line profits.
9. Failing to remain objective during the sales and negotiating process.
© 2010 Kelley Robertson, All rights reserved. Kelley Robertson, professional speaker www.kelleyrobertson.com 905.633.7750
10. Revealing any deadlines you’re working with. A tight deadline puts you under time pressure and a good negotiator will use this to grind out a better deal for themselves. 11. Neglecting to negotiate with limited authority. Don’t hesi-
November 2010 | Graphic Arts Magazine
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Your perfect connection to the printing and graphic arts industry
Kristen Read
For the record
For the record
Steven Schnoll This month, I had the opportunity to chat with consultant and print industry veteran Steven Schnoll, of Schnoll Media Consulting. I asked him about the iPad, what advice he has for printers and what we’ll see looking forward to 2011. Read on!
Let me give you an example. I’m involved in the Printing Industries of America Converge Conference in November. We mailed the brochure out September 24. I just heard from somebody that they just got it in the mail today. We constantly hear about the value proposition of direct mail. Let me just say, I do think personalized direct mail has definite benefits. We could have the most dramatic and fantastic, innovative mail piece, but if the mail stream is not helping us meet our needs… what is it worth?
What did you think of the recent Graph Expo show? What stood out to you and what kind of vibe did you feel on the show floor? I think trade shows and conferences are critical to the success of any business. It’s all about the networking and exposure you get. No matter who is there, it’s a better opportunity than you will ever get sitting in your office. This doesn’t seem to resonate with a lot of people. Sure, it’s great to see equipment but you can research that on the Internet. It’s the networking and the peer interaction that is so valuable that you can’t get anywhere else.
The Canadian and U.S. post offices are hurting – there is less and less in the mail stream. We live in a 24/7 world in which you can get any information you need, at any time, in any place. Delivering content is what’s important now. We have this iPad now, and it is creating an entirely new dimension. You also said in your presentation at Graph Expo that data is king, and analyzing data is what companies like Netflix, Amazon and Vistaprint are doing so well. How can the average printer with limited resources begin to step into this arena?
In terms of the feeling on the show floor, I got split reviews. Some people thought it was very positive. Their expectations may not have been overwhelmingly big, but they thought things were good. They saw a fair amount of people coming around to their booth and they got good exposure, especially the big guys right at the front. On the other hand, some of the smaller companies in the way back had problems with traffic – people just weren’t getting back there.
It’s very simple. Partner with someone. One of the biggest things that blows my mind is this: let’s say you take the average printer. They might not do perfect binding. They might not do foil stamping and die cutting either. So what do they do? They outsource it. They’ve been doing this for years – the concept is not new. What’s the matter with creating a database? It seems so foreign for some reason. Outsource this and start to partner with someone to analyze the data. Some of the more sophisticated companies who “get it” have done this, and have even eventually turned around and bought the companies they partnered with!
In your Executive Outlook presentation, you said: “The iPad is a game-changer.” Who should go out and buy one? Printers? And how can they use it to help their business? First, we need to look at not necessarily how it can help their business, but understand how the customer base is using a delivery vehicle like an iPad. Look at all the apps available – there are millions of them! Here’s an example: there are three key functions that I used to use hard paper for: newspapers, books and magazines. Now, I read those off my iPad. That pervasive game-change is going to continue. Look at all the companies with devices and tablets that are scheduled to come out before Christmas: Microsoft, HP, Toshiba, and so on. But what does that mean? It means people are going to depend more on tablets for receiving information than any other method.
November 2010 | Graphic Arts Magazine
What would your advice be for printers who are looking to make a capital investment decision? How can they position themselves for the future? The most important thing any printer can do is educate themselves on the new world of content development. If they can’t get a concept in their mind of how they have to reposition their business, they’re not going to make it. They need to understand that the paradigm of putting ink on paper is no longer a growth opportunity. They need to understand that
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For the record
they have been fantastic in delivering content traditionally – but it has just been using one dimension. They now have to look at it in a cross-media world. The ones who understand that this content must be delivered in multiple channels are the ones who have a great business future. Print is a commodity and anyone can buy it at the lowest price. But when you look at content delivery and data, I always say “the barrier to exit becomes almost impossible.” Clients can’t just pull out of it easily.
can sell wonderful reprints and make money the same way they used to do with litho. But this new inkjet dimension is high quality. We’re not in a CMYK world anymore. This is CMYK plus, and it is extremely powerful. Another thing we’re seeing more of is the web portal technology. Everything has to be integrated. We can’t just say, “we’re going to do inkjet” because what’s going to feed it is the data coming off of systems automatically. You recently spoke to students at Ryerson University. This question is for other students and young professionals out there. Over your career you have done a number of presentations. What is your advice on overcoming nerves and being a better public speaker?
How are people in print sales different today than they were a few decades ago? How have they had to change, and what can they do better? One of the problems is the terminology. If a person calls themselves a “print salesperson” he or she will have a tough time changing. This is a mantra I keep hearing over and over again: “I’m a print salesperson, I don’t know this new technology!” That is very disconcerting for an owner of a company who realizes he or she needs to change the business. My advice is this: go out and hire some young guy or girl who knows nothing about print – zero – and then train them on the new feelings in the industry about content and data. You don’t need to know anything about print to be successful in selling content.
Be yourself. Would the typical person have a problem talking to their friend? No. The best way to face public speaking is to talk to them like they are a group of friends. Whether it is 10 people or 500, you are talking to your friends, not enemies. Be familiar and colloquial in everything you do. Here’s an example: when I spoke at Ryerson in April, all the students sat in the back. Well, the speaker’s podium is at the front. So what did I do? I went to the back and spoke to them from there. I asked them their names and made them feel like they were friends, talking to them on their level.
As 2010 is drawing to a close, what do you think is in store for 2011? What are some of the hot technologies that we will start to pay attention to more?
Here’s my favourite question: when you were a kid, what did you want to be when you grew up?
We will see more innovation and more change. Those are going to be two key words. The technology that is going to continue to surface is inkjet. Kodak, HP, Océ, Ricoh, Fujifilm, Screen, Riso and more, all have inkjet written all over them because that’s where the future lies. Not on toner-based equipment. Xerox is also playing into it and I think we’ll see a major breakthrough from them soon. At Graph Expo, I looked at the quality of inkjet devices like the Kodak Prosper. The quality is excellent…superb! It’s only going to get better.
I wanted to be a social worker. I wanted to help people. My mother, of course, told me I had to be a lawyer or doctor. I actually went to law school and I have an MBA. I always say “I’m an overeducated printer.” I sold my printing company in 1998 and another software company shortly after that, but then I got totally bored. I wanted something to do. Consulting is a great thing to do because I can help people. Kristen Read kread@graphicartsmag.com
Giclée is something that we’re seeing more and more of, too. This is the process of making fine art prints from a digital source using inkjet. On wide-format inkjet devices, you will see even up to 12 colours – the gamut is incredible. Artists
November 2010 | Graphic Arts Magazine
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The latest activity at graphicartsmag.com
What’s hot? Check out the top 5 most read stories from graphicartsmag.com: mistake on lottery tickets 1 Printing costs OLG $6 million 2 RIM unveils tablet computer
set to “Light Up the Night” 3 Ryerson in Toronto’s Nuit Blanche festival scraps its noisy com4 SunChips postable product packaging is bringing history’s most 5 Google important documents to your computer screen
Talkback Topics - check out what the industry is saying about some of the latest news: Re: RIM unveils tablet computer “Any improvements to the iPad is welcomed. Hopefully the cameras will be at least 8 MP and it will have a minimum of two USB ports. If it has an SD card reader I’ll probably go into convulsions with joy.” -Daniel “If/when they include a camera I really hope they don’t go chasing megapixel numbers like they did on the iPhone 4. At the pixel level images look like absolute crap. They would have been much better leaving it at 3 MP. Image quality would actually improve and file size would be reduced.” -George
“Certainly promising! Ultimately, the consumer will have to make a choice between iOS tablet, Android tablet or RIM tablet.” -PrintOutlet Re: Printing mistake on lottery ticket costs OLG $6 million “So…I wonder what little guy got fired over this…As the fat cats still collect their big paycheques…” -Ted “Another big hooray for Premier McSlimy.” -Gary
We’d love to hear what you think. Feel free to leave your comments and opinions at graphicartsmag.com and don’t forget to vote on our weekly web polls!
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Your perfect connection to the printing and graphic arts industry
Barry Siskind
Trade shows
Quantity vs. quality Which would you rather have: 500 mediocre leads or 25-30 high-value leads? The answer is obvious and yet many exhibitors who attend trade shows try to talk to as many people as possible, then go back to the office with a fist full of business cards and say; “see what I accomplished.”
90 percent who are outside your area of interest, they will waste lots of time talking to people who will add little value to your strategic exhibit plan. Your training initiative should include setting clear, focused and measurable objectives for each of your booth staff. This should include a detailed description of the profile of those high-value contacts and the skills your staff need to do their job efficiently and effectively. The best tool you have at your disposal is the use of a pre-show/event briefing. This can be done on-site immediately prior to the show opening, online a few weeks prior to the show or as part of a sales meeting or conference call.
The cost of following up on all these business leads is enormous and it leaves your sales reps often disheartened with the number of rejections they receive. The solution is three-fold:
Set focused objectives
The success of your exhibit program hinges on your strategic approach. The first step is to focus your efforts on a single purpose. Clearly articulate what you want to achieve from your exhibit program. This objective helps you establish the metrics you will ultimately use to measure your success. But it is not enough to just say your objective is to collect high value unless you also clearly identify the profile of what a high-quality lead looks like. In a world filled with highly-specialized channels of communication, trying to be everything to everyone is faulty thinking.
Attempting to reach wellestablished goals without Attempting to reach giving people the right tools well-established is tantamount to disaster. An goals without giving NFL coach whose team is people the right playing in the Super Bowl assembles the team just tools is tantamount before game opening, to disaster. reviews the plays, the opponents and the field and then leaves the players with a final word of encouragement to excite their emotions so when the players enter the field, they are primed and pumped and ready to meet the challenge.
Select the right shows
Our profile discussion will help you select the right shows and events. Talk to the show organizer of the event you’re targeting and learn who the delegates are. This will be based on the previous year’s attendance, or perhaps those who have pre-registered for this year’s event. Look carefully and see if there is a match between the potential audience and the profile you have created. Will there be sufficient targeted people to justify your exhibit decision? All too often, exhibitors choose their shows by the sheer volume of attendees. The problem with this approach is the focus of this article: quantity versus quality.
Your Super Bowl is the next trade show your staff attends. The trick is to get focused on the right people, select the right shows and establish the game plan. You don’t want to get 100 touchdowns; two or three are often all that’s needed to win.
Train your staff on how to mine the show for high-value contacts
Barry Siskind is North America’s foremost trade and consumer show expert. He is author of “Powerful Exhibit Marketing.” Visit www.siskindtraining.com and learn how you can dramatically improve the bottom line at your next show.
Suppose you have chosen a show and upon in-depth investigation you discover that 10 percent of the expected audience fits your profile. If you don’t equip your staff with the necessary tools to differentiate the 10 percent you have identified from the
November 2010 | Graphic Arts Magazine
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Kristen Read
Trade shows
Graph Expo Early in the morning on Sunday, October 3, I perched with my camera on the second floor balcony of McCormick Place to watch as the show opened below. In the year that’s passed since Print 09, things haven’t exactly been easy in the print industry, which made me a little nervous to see what the vibe for this year’s show would be like. We’ve had ups and downs – that’s for certain. But, as I zoomed in on the rapidly gathering crowd, I could see eagerness, smiling faces and an excited group of people ready for the show to begin.
equipment all fired up and ready to go. As I walked down the seemingly-endless aisles, I couldn’t help but feel an overwhelming sense of positivity and spirit for print, from both exhibitors and attendees alike – and the show had hardly even begun. In the days that followed, the atmosphere was consistent. The crowds fluctuated up and down, of course, but everyone who came to the show looked excited to be there. There was something different that happened this year, too. A number of the exhibitors I talked with noticed it as well. Attendees seemed to be much more focused this time around, and rather than just coming to wander, they knew exactly what they were looking for and did their research ahead of time.
Then as the clock struck 10:00 a.m. and the flood gates opened – to the familiar “ping” sound of the badge scanners – I joined the masses to get my first look at the show floor. And what a show it was! With Xerox to your left and HP to your right, you were immediately met with bright lights and
November 2010 | Graphic Arts Magazine
sights and highlights
There were a couple of really neat trends that surfaced this year. A number of people had QR codes printed on the back of their business card! What a good idea. People with a smartphone can scan these codes, taking them directly to the person’s website or LinkedIn profile. There was also a real community going on via Twitter. There were thousands of tweets happening live from seminars, press conferences and from visitors to the show en masse who posted pictures, videos and updates live as it happened. By now, we’re sure you’ve been updated on the major news from the show. So, in this article, we would like to try something a little different. Rather than tell you about the event, we would like to show you what happened, and let the photos do the talking. Check out our picture gallery over the next few pages that will hopefully give you a good sense of the sights and highlights of Graph Expo 2010!
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Your perfect connection to the printing and graphic arts industry
Trade shows At HP’s booth, a demonstrator also showcased the Indigo 5500 to interested crowds. Agfa’s Steve Cutler, Chris Beighley and Steve Potthoff with the :Anapurna Afga’s LaToya Hodge and Eddie Camara with the “MustSee-’Em” award-winning :Jeti 1224 wide format printer
From manroland North America here is Michael Mugavero with Al Reijmer. The company presented its PRINTVALUE programs at the show, and even showcased a 3D-TV presentation at its booth! Hewlett-Packard’s Chris Morgan presents the company’s latest: HP’s T200 Colour Inkjet Web Press technology.
Steve Cookman did a great job of presenting the “Must-See-Em” award-winning J Press 720
Hans Gronhi’s Chris Speller with the company’s new GH524 fully automated 4-colour press Dr. Joe Webb spoke at the Xerox booth about the new rules in media and print
An audience member captures Dr. Joe’s QR code with his smart phone
Jay Lalonde, Tony Karg, Steve Cookman, Joe Furman, Michel theriault and Gordon Mackenzie of Fujifilm were proudly on hand to present the J Press 720
A mysterious and colourful tent concealed the company’s “MustSee-Em” award-winning bizhub Toner Press C8000
Avanti Systems’ Dave McGee, Patrick Bolan and John O’Donnell discuss their products with some curious Graph Expo attendees
November 2010 | Graphic Arts Magazine
Francis Tsui and Tom Oldfield of Xerox Canada presented a new solution from the company at Graph Expo called “MyClick2Print.” This web-to-print portal, designed for small and medium sized graphic communications businesses, makes it possible for users to create their own website. It also provides template-based business cards, marketing collaterals and phonebook printing application tools, as well as order tracking for customers to send in print jobs online. This innovative idea is the brainchild of Canadians at Xerox!
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Presenting the Xerox 550/650 printer is Bob Van Gieson, national marketing manager for Xerox Produciton Colour and Continuous Feed.
Konica Minolta’s booth also featured the Kodak Digimaster
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Trade shows
Frank Romano addressed the future of print and newspapers at Kodak’s K-Zone booth Presstek’s Eli Thomas, Stan Najmr and Dan Nichols present the new Presstek 75DI
A close-up of the Presstek 75DI’s printing units
At Graph Expo, Standard Finishing was celebrating 100 years in business. Congratulations Standard! What an achievement. At the booth in front of the popular Horizon BQ-470 bookbinder are: Michael Gullo, Dan Desmond, Don Dubuque and Jay Darcy from Standard; with Mark Susmark and Mike Stover from Accurate Printing Repair & Sales Inc. INX International’s Borpit Intawiwat, Jim Lambert, Steve Nigro, and Jay Larson, with the company’s CP100 series EVOLVE cylindrical printing innovation
With the device it is possible to print high-gloss colourful designs that really “pop,” on items like cans and water bottles
Carl Joachim, Ricoh’s vicepresident of Marketing, proudly presents the company’s Pro C720s Colour Production System.
The Canadian distributors of Screen products, Nustream Graphic’s Steve Daigle and Guy Potvin, stand with the Screen Truepress Jet model inkjet printer
At its booth, Kodak featured the massive Prosper 5000XL Press. Here is Eric Owen, worldwide vicepresident of sales, Digital Printing Solutions, with the exciting new high-speed continuous inkjet device.
Guy Gecht, EFI’s CEO, with models from a brief fashion show at the company’s press conference - all wearing dresses made out of printed textiles.
Exciting news from the MGI booth: it seems that there two of the company’s devices are heading to Canadian print shops! These pieces of equipment were sold through KBR Graphics - Canada’s distributor of MGI products. From Burlington, Ontario, Edge Imaging will soon add an MGI UVarnish coating system to its portfolio of products. Here we have Mike Watkinson from Edge Imaging, Raymond Pena of MGI, and Karl Belafi from KBR Graphics.
November 2010 | Graphic Arts Magazine
Canadians can look forward to seeing this innovative device soon, as it was announced that it will be featured at the Print World booth of Sydney Stone! Here are Dylan Westgate and Michael Steele of Sydney Stone - Canadian distributors of Duplo products.
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EFI presented its VUTEk GS5000r wide format printer at the show. The company also won a “Worth-aLook” award for its Rasktek T1000.
KBA’s Eric Frank and Chris Travis having fun at their booth’s bar!
Your perfect connection to the printing and graphic arts industry
Trade shows Paul England presented Oce’s “Press Go!” digital business model Muller Martini’s Carrington Hebert with the VSOP (Variable Sleeve Offset Printing) Press
The Xante team at their colourful booth!
CP Bourg showcased a number of finishing solutions at the show. Here is the company’s Richard Trapilo and Dick Bennett.
Kyle Barron from GFI Innovations and Steve Presutto from Sun Chemical present their latest innovation - a precision spot colour ink dispenser. The Sun Chemical program allows you to mix exactly what you want when you need it, cutting back ink waste. This product is almost like a vending machine for spot colour ink!
November 2010 | Graphic Arts Magazine
Some of the team from Canon at their booth. The company displayed its new imagePROGRAF iPF825 five-color, large format printer at the show, among other devices.
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RISO’s Bob Raus and Ted Tsuchida at the company’s booth. RISO’s printer-duplicators are Energy Star certified and draw less electrical power than the average home hair dryer!
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Your perfect connection to the printing and graphic arts industry
Kristen Read
Featured markets
Featured Markets
This month’s topics: Printing Plates and Climate Control Systems PRINTING PLATES
Agfa :Amigo TS plates
Also at Graph Expo this year, Agfa debuted its :Amigo TS plates for the first time in North America. As a successor to the original :Amigo plates, the TS model can run up to 50 percent faster. Run lengths of up to 200,000 impressions are possible without baking. This plate is best suited for commercial printing applications on both sheetfed and web presses.
Back in the 1800s during the early days of offset lithography, limestone slabs were used as the original “printing plate.” Nowadays, printed images are transferred from a thin plate (usually aluminum or polyester), onto a blanket, and then to the substrate. Plates can also be made of metal, plastic, rubber or even paper, depending on the process used. These plates are attached to a press cylinder and are used to transfer the inked image that will appear on the printed material. In general, metal plates are more expensive, but they usually last longer and have greater accuracy. As run lengths are decreasing, the latest developments in plate-making increasingly revolve around ways to make the process more environmentally-friendly by reducing or eliminating the chemicals used in the imaging process. This section will take a closer look at some of the most recent developments in printing plate technology.
The :Amigo TS plates are eco-friendly due to the use of Agfa’s Thermofuse technology. During the exposure process, thermoplastic pearls absorb energy, melt and fuse together. They bond to the aluminum substrate. Unexposed areas are removed by washing the plate surface with a mild clean out solution – not a developer. Another important aspect about the TS plates is that they can be imaged on any suitable 830nm thermal plate setter and can tolerate fluctuations in laser energy with little or no effect on quality.
Epson DirectPlate technology
Kodak Trillian SP plates
Epson used Graph Expo as a launching pad for this new plate-making technology, designed for small and medium commercial print shops. Epson says the plates are part of a recent breakthrough in chemical engineering and plate coating, which allows them to be imaged with a standard Epson Stylus Pro printer. No special inks are required either – the process uses Epson’s standard UltraChrome HDR inks. The high-resolution aluminum plates can be used to produce up to 20,000 impressions at 175 lpi. The plate-making process is water-based, eliminating the hazardous chemicals often associated with traditional plate-making solutions. The company says that these plates are extremely smooth for superior water retention.
These plates from Kodak were revealed at IPEX this year and hit the market over the summer. Designed for commercial printers, publishers and offset package printers, Kodak says these plates aim to lower the cost of use for printers by using up to 70 percent less chemistry than previous systems – a significantly lower amount. They also eliminate the use of preheat and postbake ovens, even for long jobs in harsh c h e m i c a l environments. These plates have a proprietary negativeworking coating that You may remember seeing this fish at the Kodak booth if you provides high sensi- went to Graph Expo this year. It is made up of Kodak’s Trillian SP tivity, consistency, thermal plates! chemical resistance and durability without baking. And, 500,000 impressions for standard press conditions are possible. They are best suited for high-quality medium- to long-run sheetfed, heatset web and offset packaging applications. The fact that they use up to 70 percent less chemistry means that the cost of storage and disposal of these plates is less, and their impact on the environment is reduced.
Epson’s DirectPlates can be printed right from a standard Epson Stylus Pro printer
November 2010 | Graphic Arts Magazine
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Featured markets
HUMIDIFICATION SYSTEMS
Humidity: It’s all relative!
Controlling pressroom humidity is vital to the quality of the printed job. When humidity fluctuations occur, problems like paper curl and static are the result. This type of issue doesn’t just affect the look of the job – it also affects your press. Printers can’t run a press at top speed when the stock’s properties are affected by dampness or dryness. Paper jams can occur causing costly and time-consuming shut downs and repairs. A lot of printers don’t realize these types of issues stem from pressroom humidity since it is difficult to feel slight changes in the air. It’s important to really do your research when investing in a humidification system for your company. Some require a lot of energy and water, making your monthly overhead bills pretty steep. You should also make sure the system is hygienically safe since there is a risk of bacteria buildup anywhere there is standing water. This section discusses a couple of the key humidification suppliers in the industry.
Paper and machinery work together optimally at a relative humidity (RH) of 50-55 percent. The term “relative humidity” may be familiar, but many people don’t truly understand it. RH refers to the amount of water vapour in the air, divided by the amount of water vapour the air can hold. During the colder months of the year, the air is usually drier, or less humid. To avoid these slight changes, humidification systems are implemented to regulate the pressroom.
DRAABE
DRAABE offers several different types of humidification systems, depending on an individual company’s needs. The TurboFog is an example of a DRAABE product that would suit a printing environment. Its micro-fine atomization nozzles ensure that no expensive compressed air is used, which also reduces unwanted noise. Its stainless-steel build means it’s corrosion-resistant, and features a BioSafe germ elimination system for hygienic purposes.
ML SYSTEM
The humidification systems from ML are known for their low energy consumption and for being very hygienic. The Princess is an example of an ML System product that would suit a printing environment. They are high-pressure and require less power to operate than older, conventional steam machines. The water used is always treated to ensure bacteria and mold don’t build up – the water is never stagnant and is flushed every few seconds. ML System products are suited for both medium- and large-size printing companies.
November 2010 | Graphic Arts Magazine
Kristen Read kread@graphicartsmag.com
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Your perfect connection to the printing and graphic arts industry
Tim Mitra
Te c h n o l o g y
Graphic Arts’ IT Guy
Q and A
My company set up a VPN so I can connect to the office from home, but when I try to connect to the server, I cannot choose the server’s name and connect. Why is that?
ity purposes.) Your IT administrator can also set up a special file so your computer will always know the internal IP address. When you make a connection to a service, you may have to log in. The login prompt is like the doorman at an exclusive club. If you don’t provide the correct credentials, you will be denied entry. If you do present the correct username and password, you are granted access and can connect to your blog, or your bank or order that pizza that you had saved under your profile.
The fundamental problem you are describing is a common one and is experienced by many users under a lot of circumstances. Often when we connect to services on the Internet, we connect to them by entering a name, whether it’s a website, or sending e-mail or an app that posts our thoughts to Twitter. It seems to be magical somehow, but let me see if I can lift the curtain and explain the mystery.
So you may be told to connect to your company by the external IP address, which is unique to you company’s office. If it is possible, your IT administrator can add the VPN server to your domains DNS information so you can connect by name. In most cases, the information will be different than it is while you are in your office.
The Internet is a connection of machines and services, which are identified by an IP address and protocol, respectively. In all cases, these machines are waiting for you to make a connection. Users of the Internet prefer to use names to connect. In order to access a machine by name, your computer makes a connection and queries a Domain Name Server (DNS). The DNS server that your computer queries then begins asking other DNS servers around the world for the correct IP address that matches the name of the site or domain. Somewhere out there is a DNS that knows the whereabouts of the item you are looking for. If it does know, it sends the IP address back to your computer and makes the connection (in a manner of speaking).
There’s a lot of buzz lately about social networking and our company doesn’t want to be left behind. Should we set up a Facebook page or use Twitter, and how do we set it up? Social networking may be instrumental in the evolution of the Internet and may prove to be more beneficial to users and companies in the future. The answer to the question of your involvement is that it depends on your business and how you communicate with your clients.
DNS service is akin to how a receptionist works. When someone arrives at your office’s front desk by telephone or in person, he or she inquires with the receptionist about your location. The receptionist can direct him or her to your phone extension or to your office. The receptionist can also contact you, by phone, by shouting down the hallway or by going to you door to see if you are there. The receptionist can also tell the person “he’s at extension 101,” “he’s in room 2,” “he’s not taking calls,” or “I have no idea where he is.”
Social networking is about building a community and whether you should be involved depends on your brand, your market and whether your clients are going to follow you on social networks. You can start a Facebook fan page to communicate with Facebook users who sign up to follow you. Your success will depend on how often you put new information up. If you add news or a promotion frequently, then you may be successful. Keeping up takes effort like any kind of marketing. The important take away is that social networking is about creating a community around you, your products and services.
In the same manner, the DNS service resolves the name to the address and then connects you to the correct address – if it knows the location of the machine and if the service is available. If you’re using your computer remotely there may be no DNS server that knows the location of an internal office server, or the DNS server currently has the wrong address – so you will get a error if you connect and the address and protocol are unresolvable. (The DNS servers may never be told the actual addresses of your internal devices – for secur-
November 2010 | Graphic Arts Magazine
A. Timothy Mitra, BFA Application Developer and iT Guy iT Guy Technologies www.it-guy.com
42
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Digital
Largeformat printers
at Graph Expo 2010 Graph Expo just wrapped up in Chicago, and after walking around the show and speaking to customers, I’ve come to the conclusion that the need for print in the digital age is alive and well and innovating itself at a staggering rate. Customers were here in big numbers looking for new techniques and technologies that would continue to push the limits of what they can do with ink on paper, plastic, metal, wood, glass and many other substrates.
applications on the latest rigid and roll materials that demand more flexibility. The Anapurna M 2050’s productivity is achieved with its eight printheads for a total of 8,192 nozzles, which makes it ideal for all types of applications up to a maximum size of 9.8 feet by 6.5 feet and a 1.7-inch thickness on rigid media. It is ideally suited for high-resolution trade show graphics, POS displays, real estate signs, backlit signs, lenticular displays, high-resolution banners, ceramic tiles, wood and many more flatbed applications.
There were lots of new product announcements, but our focus was centered on the new large-format inkjet printers. Here are some of the exciting new developments from leading manufacturers.
Canon iPF815 and iPF825
Canon used the Graph Expo show to announce two new large-format printers, the 5-colour (44-inch) imagePROGRAF iPF815 and iPF825 printers. These aqueous-based printers feature high-speed colour production with job accounting features. Both the imagePROGRAF iPF815 and iPF825 largeformat printers have been built for high-speed production of full-colour and monochrome output to meet the needs of the GIS; CAD; Architecture, Engineering, and Construction;
Agfa Anapurna M 2050
This year’s Graph Expo saw Agfa targeting the wide-format market with the 6-colour and white flatbed/roll-to-roll printer, the Anapurna M 2050. With a 96-inch width, this new UV-curable printer benefits from white ink printing and the company’s latest M-series G2 inks, which are designed for
November 2010 | Graphic Arts Magazine
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Reprographics; and other general office poster printing markets. Both models are capable of producing 120 23.4-inch by 33.1-inch colour plots per hour. The new printers can also be paired with an optional in-line 44-inch, 300-sheet capacity plain paper stacker to neatly stack collated sets for unattended printing and easier distribution. Furthermore, the imagePROGRAF iPF825 comes equipped with two media rolls supporting multiple media types and long print runs, while the imagePROGRAF iPF815 includes one roll unit. Pricing is $7395 and $9595 CDN. MSRP respectively.
applications. The T1000 offers white ink capabilities with no compromise in print speeds, with the ability to print in white at the same speed as CMYK.
Epson Pro 7890/9890
Epson announced the Epson Stylus Pro 7890 (24-inch) and 9890 (44-inch) for photographers and proofing professionals. These new printers combine 8-colour Epson UltraChrome K3 inks and Epson’s MicroPiezo TFP printhead to produce high-quality prints at speeds about twice as fast as their predecessors – the Epson Stylus Pro 7880 and 9880. Both models are available with an optional spectrophotometer. Epson also showed off the WT7900, a 24-inch aqueous-based white printing technology that was designed specifically for proofing flexographic and gravure print jobs that require the white.
Roland VersaUV
Roland was demonstrating its new series of VersaUV LED wide-format inkjet printer/cutters. The VersaUV’s ability to print on virtually any substrate, including clear media using white ink, simulate spot varnish, embossing and other textured effects, as well as cut complex shapes without setting up a die makes it the ideal printer for short-run labels and packaging prototypes. Offered in 54-inch and 30-inch models, the VersaUV’s low-heat LED lamps are compatible with substrates ranging from synthetic paper, polyester film and paper to vinyl, banner media, PET, leather, plastic, polycarbonates and paper boards. In addition to contour cutting, VersaUV perforates and creases graphics for a complete production solution all-in-one device.
EFI Rastek T1000 and H652
With so many different types of printers to choose from, taking time to do your research is critical. Don’t hesitate to email me with any questions you many have.
EFI introduced two new entry-level production wide-format digital inkjet UV printers, the Rastek H652 UV hybrid and the Rastek T1000 UV flatbed, aimed at production print shops. The Rastek T1000 flatbed has a three-zone, 52-inch by 98-inch vacuum table with the versatility to quickly and easily handle materials up two inches thick, including difficult-to-handle substrates that require superior holddown. With speeds up to 460 square feet per hour and grayscale print quality with resolution up to 1200 dpi, the T1000 is ideal for creating posters, point-of-purchase advertisements including lenticular, along with specialty industrial applications such as membrane switches and packaging
Peter Dulis Wide Format Printing Specialist Canon Canada pdulis@rogers.com
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2011
Andrea Mahoney
Te c h n o l o g y
Manufacturing musts with a web-to-print system If you have invested in a fully automated web-to-print solution with financial database, congratulations, all the points in this article should be covered by your system. If your web-to-print solution is more of an online order and delivery system, you will need to help out your manufacturing system.
and Photoshop with their product ID and name for use by customers. Embedding your company info in the xmp data of the file will identify it as yours. You can be creative by adding non-printing locked layers with instructions as well. This is only part of a solution here. A policy of rejecting jobs that fail an initial preflight for correction by the customer can be done. There are many preflight portals available such as Pitstop Connect, Flightcheck Online, etc.
The following items need to be part of a web-to-print solution for it to succeed and profit.
An automation tool for receiving from FTP, HTTP and performing file collecting and sorting
A production database
If you do not have a database controlling your production, you should get one. Excel spreadsheets and paper dockets cost you more money as volumes or short-run items increase. This database should include data for customers, orders and product IDs to provide the proper reports for production and invoicing. FileMakerPro, MSAccess, MySQL, MSSQL to name a few, are examples of where you want to start. It will become an important backbone of your manufacturing as it will reduce paperwork, which increases profits.
Automating cleanup and backup of FTP servers is a must and can be accomplished with entry-level software, like LightSWITCH from Enfocus. It can also handle HTTP downloads and sort files by product ID and collect them for group printing, cutting, folding etc. Move up to the next level with FullSWITCH and add plugins for preflight before press and notify prepress of problems that require manual intervention. The most money saving plugin from Alwan is CMYK Optimizer, which will convert the items in PDF files to CMYK and flatten them before going to press. More plugins for Imposition, Optimization and Adobe Creative Suites are available.
A fully organized listing of products offered with product ID (SKUS) applied
In order to automate manufacturing, you must have a product ID system to sort, prioritize and choose equipment. The product ID must be for a unique item. For example, Product 001 4 Page Brochure 4/4. This item can be automatically matched to a layout, a press, a cutting scheme, a folder and a box size. Stock and quantity are variable. By going through everything offered on your online system and categorizing it to a basic level, you are making the first step towards full automation.
You cannot realize the full potential of a fully automated system without a database to control manufacturing. You must also get a handle on your products and develop a Product ID listing for your database. Add to this a policy to return orders not complying to posted rules or using proper templates and reduce routine fixups that create order overhead and slow downs. Lastly, automation software tools running on a Mac or PC can control incoming files via FTP and HTTP, collect, sort, process and interact with the database.
A policy for allowing orders into the system
Andrea Mahoney designs and installs automated workflows for all types of printing professionals. Tribay, a workflow automation company, offers the tools, training and setup for successful automated workflows. Visit www.tribay.ca and/or email Andrea at andrea@tribay.ca.
If you allow customers to upload their own PDF files and are fixing everything before it goes to press, stop. There are many ways to get the right files the first time, starting with templates labeled with product ID â&#x20AC;&#x201C; see above. You can supply your own templates for items in Indesign, Quark, Illustrator
November 2010 | Graphic Arts Magazine
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Your perfect connection to the printing and graphic arts industry
Diana Brown
My customer asked me
My customer asked me
How has photo booth technology changed? Do you remember the days when your group of friends would pile into that tiny, uncomfortable photo booth at the mall and take four silly poses, ready in four minutes (that felt more like 10)? Wasn’t it magical?! Photo booths have a certain nostalgic appeal because of their time-honoured charm and the alluring nature of the photographs themselves (the bright flash seem to negate all visible flaws!).
In recent years, they have become a celebrity trend and a must-have party favour at big events like weddings and graduations. They are even making appearances at high-end restaurants and bars around the continent in an effort to attract customers. In the 1960s, Andy Warhol installed a photo booth in his factory for guests to enjoy. As most trends resurrect themselves, this celebrity “must-have” is no different. Quentin Tarantino installed a photo booth in his house five years ago and it stands as a permanent party gimmick for guests. Now before we delve too far into the photo booths of today, let’s take a look back at the history of this technology.
The old-fashioned nature of the photo booth is part of what makes it so great, but the photo booths of today are not the same as your grandmother remembers. These crowd-pleasing machines are making a comeback and have gone digital.
November 2010 | Graphic Arts Magazine
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November 2010 | Graphic Arts Magazine
53
Your perfect connection to the printing and graphic arts industry
My customer asked me Although the first photo booths as we know them today came to life in New York in the 1920s, as self-operating machines with a curtain and screen, the first “automated photography machine” was unveiled at the 1889 Exposition Universelle in Paris, France. The 1920s design was patented by Siberian immigrant, Anatol Josepho, who later sold his patent for $1,000,000 USD in 1927. This deal was so significant that it made the front page of the New York Times and skyrocketed the “Photomaton” to success. This old-fashioned “dip and dunk” processing technology, whereby the photo is literally dipped and dunked in various wet chemistry through a carousel-like mechanism, is the same principle as photo development processes in a dark room – except in a more compact environment. There is something marvelous about imagining an old-fashioned machine operating in this mechanical way.
think they would; they reproduce a photo that would typically print on photo paper, onto an adhesive photo paper instead to create a customized sticker. In this digital age, there are also new and engaging ways for customers to interact with their photo products. Not only can photo booths produce digital photographs in about 30 seconds, some can also send the photos to your mobile phone. On another digital note, if you’ve ever dreamed about owning your own vintage photo booth (guilty!) but your dream is sadly out of reach, there’s an app for that! Pocketbooth is the tiniest photo booth around and emulates the vintage glamour of traditional photo booths. The end result is a strip of four black-andwhite photos to share on your iPhone. The nature of photo booths is that they are spontaneous and fun at a relatively low cost, and, therefore, they hold a high perceived value for many. I remember a set of four black-and-white photo booth pictures of my dad and I from the 1980s. I’m sure that these photos were just something goofy my dad decided to do at the time and they only cost a dollar or two, but they are so much fun to look back on! The photos aren’t contrived or fixed in any way; the magic behind the photo booth is that the results are unplanned, unrehearsed and uninhibited.
The photo booths of today don’t look very different from their ancestors, however these machines are almost exclusively digital and, therefore, they operate very differently. For example, the “Apple Royale Photo Booth” uses a Sony digital camera and commercial-grade dye-sublimation printer to create studio quality prints. The unit is equipped with an LCD colour monitor that allows users to select various options via touchscreen. There is expanded versatility in the new digital equipment and, in some machines, the user can control the effects to the photo, much like you would apply effects to a digital image in Adobe Photoshop. The user can change the photo to black-andwhite or make the photographs appear as though they were sketched, for example. Unique borders can be added with some models, and postcards can be generated with others.
Photo booths are awesome!
Diana Brown is an account executive in the Trade Book Publishing division with Toronto-based book printer, Webcom Inc. diana.brown@webcomlink.com
Photo sticker booths are also making an impact and are hugely popular in Japan. These machines do exactly as you
November 2010 | Graphic Arts Magazine
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