October 2011 - Graphics Canada 2011 preview by Graphic Arts Magazine

October 2011

Vol. 14 No. 8

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October 2011 Magazine

Graphics Canada preview b

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: 905-830-9345 Outside Toronto: 1-877-513-3999 e-mail: info@graphicartsmag.com www.graphicartsmag.com Submission deadlines are as follows: October 16 for November 2011 November 14 for December 2011 / January 2012 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 Joe Mulcahy Natalia Gilewicz Kristen Read Copy Editor: Mandy Bayrami Senior writer: Tony Curcio Columnist: Diana Brown Production Manager: Barb Vowles Account Managers: Maureen O’Sullivan Sandy Lee Tim Mulcahy Classified Manager: Bruce MacLean Creative Director: George Dedopoulos CTP supplied by: Sina Printing Paper: SNZ Trading Inc. Printing: Sina Printing Publisher: Associate Editors:

GRAPHIC ARTS MAGAZINE would like to thank our contributing writers: Diana Brown • Tony Curcio • George Dedopoulos Thomas Gagnon • Natalia Gilewicz Kristen Read • Kelley Robertson 2011 EDITORIAL BOARD

Ernie Bardocz Danny Ionescu, HP Evan Cambray, Spicers 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.

Graphics Canada 2011 show preview . . . . . . . . . . . . . . . . Tony Curcio Special features and selected booth highlights

Product Profile . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Diana Brown This month’s topic: Oﬀset presses

For the record . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Tony Curcio Torstar’s John Honderich

For your print information: Ink mixing . . . . . . . . . . . . . Thomas Gagnon Reproducing specialty colours cost-eﬀectively

Master the art of the follow-up . . . . . . . . . . . . . . . . . . . Kelley Robertson Five strategies to contacting prospective clients

The transition to becoming a Marketing Services Provider (MSP) . . . . . . . . . . . . . . . . . . . . . . . . . . . Tony Curcio A chat with John Foley Jr., Printing Survivor’s Keynote Speaker

Human resources 101 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Diana Brown Get creative to keep your staﬀ happy and productive

Report from Graph Expo . . . . . . . . . . . . . . . . . . . . . . George Dedopoulos Photos from the Graph Expo event in Chicago

Keynote Speaker Peter Muir will reveal how to implement Printing Survivor’s ideas . . . . . Tony Curcio A discussion with Printing Survivor’s “Closer”

Installations & Investments

List of advertisers

Classified

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. We acknowledge the financial support of the Government of Canada through the Canada Periodical Fund (CPF) for our publishing activites.

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

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Joe Mulcahy

View from the publisher You also shouldn’t miss the Graphics Canada Show November 10 – 12 at the Toronto International Centre. Please see our preview on page 17 and visit www.graphicscanada.com for more information. One of the new events at this year’s show will be the 2011 Postal Forum presented by the National Association of Major Mail Users. This two-day event covers a variety of topics including Canada Post’s Partner Program, how to improve accuracy, creative ways to incent mail, the role of mail in multimedia campaigns, and more.

It was indeed a pleasure meeting and chatting with many of you recently at Graph Expo in Chicago. From the comments I heard, the 2011 version of the printing industry’s annual showcase for the Americas was quite busy and very successful. Speaking of events, there are still tickets available for our Printing Survivor 2011 one-day event, October 13 in Toronto. I don’t need to tell you that it’s a different and challenging landscape out there as printers are moving into new areas such as social media, marketing, digital, wide-format and more. To help you navigate it, we’ve enlisted some of the industry’s most successful entrepreneurs as keynote speakers. They include:

Congratulations to Montreal’s Pazazz Printing for its recent award (in the books category) in Xerox’s Best-of-the-Best Program and to The Printing House for the 2011 launch of its ongoing Charitable Greeting Card Campaign, with 100 percent of proceeds going to five charities to help hungry children across Canada. Congratulations also to Isabelle Marcoux who was recently named chair of Transcontinental, to the Sustainable Green Printing Partnership who last month celebrated its third anniversary, and to St. Joseph Communications who recently signed an agreement with Canadian Geographic Magazine to oversee production and marketing. We wish them all continued success.

• John Foley Jr., CEO of interlinkONE and Grow Socially (and author of Business Transformation: A New Path to Profit for the Printing Industry) • Jay Mandarino, president and founder of C. J. Graphics Inc., whose company has won more awards than any other printer in North America • Arjun Basu, content director of Spafax, one of the world’s leading providers of custom marketing solutions • Peter Muir, president of Bizucate, a widely recognized company that helps printers with graphic communications workflows, process design, implementation and management.

Until next month, as always – stay positive and stay focused.

A special thanks to sponsors Konica Minolta, SNZ Trading, Green Dot Litho and Harris Mailing Services. Check out our features on John and Peter in advance of their Toronto appearances on pages 42 and 54. And call 1-877-513-3999 for more information on Survivor 2011. Tickets are $100 each and are still available on a first-come-first-served basis.

Joe Mulcahy Publisher, Graphic Arts Magazine joe@graphicartsmag.com

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Growth in stagnant markets imagine event tents, billboards, and even bathing suits. Another institution is creating watermarks on packaging that only appear when the package is twisted — an easy system to add some counterfeiting protection to a package. There were several presentations about printed electronics, which is another niche market, but beyond that there was also research in printed fuel cell technology. Aside from the environmental benefi ts, think about the marketing impact of generating energy through print.

September has come and gone. We hope that you had an opportunity to attend Graph Expo in Chicago, or have at least found it helpful to follow along in some other remote way. While some of our authors and staff were enjoying the show, I traveled east -- way east -- to Budapest, Hungary. I had an opportunity to present at the International Association of Research Organizations for the Information, Media and Graphic Arts Industries’ (IARIGAI) 38th annual research conference. This is an international event that gathers scientists to discuss advancements in print and media.

One business cannot be all things to all people. Printing fuel cells, fancy packages and fabric should not be attempted — at least not all at once! However, this is yet another reminder that investing in a niche can create new growth in an otherwise stagnant market. Do some research, talk to some engineer types, and see if there is something just waiting to be added to your otherwise-familiar repertoire of services.

It is difficult to look at the highly specialized, academic conference’s ideas and translate it into practise, but it is important to stretch concepts into opportunities. Incredibly, at this highly technical conference full of engineering superstars, this was not such hard work. For anyone who says that there are no opportunities left in print, you need to talk to one of these scientists! It’s likely that you are stuck thinking ‘ink on paper.’ Today’s reality, however, is that these consumables have the ability to take business to brand new places.

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

Here are a few examples of presentations full of opportunity and promise. A group of scientists is looking at ways to improve printing on fabrics, making them more fade resistant — I can

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Thursday, October 13, 2011 Le Jardin Conference & Event Centre, Vaughan, Ontario

Printing Survivor 2011 Be there – and grow your business! Printing Survivor 2011 town-hall-style event on Thursday, October 13

Discover:

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Peter Muir

Jay Mandarino

• How to create a business plan for your future • What markets you should target • What technology you need to offer marketing services • How you can make money from marketing services • How to motivate your sales team to sell marketing services • How to find the internal resources and staff to expand • Promotional activities to create new leads

Keynote speaker John Foley, Jr. (CEO of interlinkONE and Grow Socially and author of Business Transformation: A New Path to Profit for the Printing Industry) will present an in-depth look at the strategy, culture shifts and tactics needed to become a profitable marketing service provider. He will join Jay Mandarino, President and Founder of C. J. Graphics Inc., whose company has won more awards than any other printer in North America, Peter Muir from Bizucate, and Arjun Basu, Content Director of Spafax, one of the world’s leading providers of custom marketing solutions. We’re also proud to have Konica Minolta, SNZ Trading, Sina Printing, Green Dot Litho and Harris Mailing Services as our sponsors. Tickets are $100 each for the day’s event and are available on a first-comefirst-served basis. Go to www.graphicartsmag.com/survivor2011 or call tollfree 1-877-513-3999.

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Installations & Investments

Martin Lapointe, KBR sales stands with Mélissa Goulet, Imprimerie Contact co-owner; and André Goyette, Imprimerie Contact president in front of the new MGI Meteor DP60 PRO digital press.

Richard Juneau, account manager for Agfa Graphics, and Dave Allan, owner of Allan Graphics, with the new Agfa Avalon N4 CTP engine.

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Kingston, Ontario’s Allan Graphics has installed an Agfa Avalon N4 CTP engine and Apogee PlateMaker. The new equipment will make use of Agfa’s Azura TS Developer Free printing plates. In business since 1976, the company offers printed products “from business cards to annual reports and everything in between.”

KBR Graphics has recently installed a new MGI Meteor DP60 Pro digital press at Imprimerie Contact, a Montreal-based full-service print shop. The new press, which was installed earlier this year, is the first of its kind on the island of Montreal. The Meteor DP60 Pro is said to be the most versatile digital press in the graphics market.

Bryan Hall, display graphics sales specialist for Fujifilm’s Western Region (far left), stands with members of the Rhino Print Solutions team behind the new Fujifilm Acuity Advance.

Ryan Doyle, production manager, Reeve and Co., with the new HP Designjet L25500 Printert

REEVE AND COMPANY

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Kitchener, Ontario-based Reeve and Company has just invested in a new HP Designjet L25500 printer. The company is a provider of large format printing and display graphics delivers projects for customers like the University of Waterloo. The new printer was selected for its eco-friendliness, speed and quality.

A Fujifilm Acuity Advance printer has recently been installed at Rhino Print, a G7 Master Printer based in Richmond, BC. With its new Acuity, the company is now able to capture signage and display print applications from its traditional customers that would have otherwise been outsourced.

October 2011 | Graphic Arts Magazine

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News and comments TAGA announces 64th Annual Technical Conference

woodlands. PGAMA says that age, demographics and financial pressures are causing these landowners to sell or transfer land at an alarming rate, and an average of 4,000 acres of forest is being converted to development daily.

The TAGA conference showcases cutting-edge technology, engineering, science and innovation in the industry. Attendees will learn about innovations in digital, offset, packaging, workflow, materials and nanotechnology that will drastically impact the marketplace.

“In a world bombarded by electronic images and media,” continues Bearden, “many forget the value of print to our society. It contributes in economic, social and environmental ways that have not been clearly represented to the public. Print Grows Trees concentrates on the environmental, because the misconception that if we stop using print we’ll save trees, has had a critical impact on not only the print industry, but also on the private landowners who are the keepers of America’s trees. We just want people to make their communications’ decisions based on facts.”

The 64th Annual TAGA Technical Conference will take place March 18-21, 2012 at the Hyatt Regency Jacksonville-Riverfront Hotel in Jacksonville, Florida. “With keynotes from leading companies such as HP, EFI, and Quad/Graphics, outstanding technical papers from groups worldwide, and a variety of informative tutorial sessions, this is the conference for those that want to lead the industry,” says Mark Bohan, managing director, TAGA. “It is one of the critical meetings to attend for stimulating new ideas and strategies.” The event is also important to graphic arts students. It is the only international conference for the graphic arts that features technical papers on research straight from the laboratory, studies from the pressroom, and software and engineering systems papers. The TAGA conference is a major opportunity for graphic arts students to learn about the technology and research in their field of study. It takes $400 to support a student’s participation, and for this year’s conference TAGA has organized an “Adopt-a-Student” program. Companies and individuals can support a student’s participation in the event, visit www.taga.org for more details.

Visit printgrowstrees.org for facts about America’s forests and the paper printing industry.

And the Best-of-theBest Awards go to… Xerox established its “Best of the Best” Contest to recognize some of the most amazing and innovative applications being produced with Xerox digital production technology today. In this year’s contest, a Canadian business earned one of the Best of the Best awards: Montreal’s Pazazz printing company.

Print Grows Trees campaign launches in North America

A new consumer education campaign called Print Grows Trees claims to dispel the misconception that by using less print on paper, trees are saved. “Facts show that print on paper helps to grow trees and keep our forests from being sold for development,” states the organization’s website.

The contest is open to Xerox’s Premier Partners Global Network – a group of 730 leading printing companies in 48 countries. According to Xerox: “Each Premier Partner is an expert, among the most advanced in digital printing in their country.”

The campaign is sponsored by the Education Fund of Printing & Graphics Association MidAtlantic (PGAMA). The message behind the program is that by supporting print on paper, landowners are given the financial incentive they need to keep America’s woodlands safe from development and managed in a sustainable manner to contribute important ecosystem benefits such as water, wildlife and carbon sequestration.

Twenty-one printed products were chosen this year as “Best of the Best” winners, and among them was Pazazz for its entry in the books category. Pazazz produced the Canadian Architecture Edition catalogue, showcasing Canada’s leading engineers, designers and architects. Printed on a Xerox iGen4 digital press, “the catalog captured the rich colours and fine details of the architect’s bold, intricate designs,” according to the awards website. The winners of the contest were selected based on image quality and use of Xerox technology, and also on business results that the products generated.

“This is a pro-print message that helps consumers appreciate the renewable nature of paper from a new perspective,” says Steve Bearden, chairman of PGAMA and president of Linemark Printing of Upper Marlboro, Maryland. “The realization that the wood-for-paper equation actually allows landowners to grow more trees, and to manage woodlands in a more sustainable manner, is contrary to popular thinking, but it’s an important realization. When these woodlands start to vanish, they take with them all of the ecological benefits we’re basically getting for free. We have to support the landowners who continue to get those benefits.”

Pazazz now uses the 244-page catalogue as a marketing piece to show customers and prospects the quality that can be achieved with digital printing.

Print Grows Trees connects consumers to the private landowners who control almost 60 percent of America’s

October 2011 | Graphic Arts Magazine

Your perfect connection to the printing and graphic arts industry

$83,750 in scholarships awarded to graphic arts students

sands of dollars have been donated to the Fund as a result of the generosity of firms and individuals associated with the printing industries in Canada. The primary objective of the Fund is to attract the most talented young people available to the printing industry by providing financial assistance to them while they are enrolled in an approved graphic arts management or technical program. All scholarship applicants must be enrolled in or plan to be enrolled in a full-time two, three or four year approved program and exhibit a commitment to pursue a career in the printing industry.

The Canadian Printing Industries Scholarship Trust Fund has recently announced that a total of $83,750 in scholarship funding has been awarded to 60 students for the current school year. This is the highest amount awarded since 2003. Of that amount, $50,000 was awarded to 34 new students enrolled in their first year of study. The remaining $33,750 was provided to 27 continuing students already enrolled in the scholarship program.

Transcontinental cuts 30 jobs as it consolidates production in Montreal

The value of each scholarship is $1,250. Students exhibiting a high level of talent are eligible for a Warren Wilkins Prestige Scholarship with a value of $5000. The CPISTF Trustees announced that two such scholarships have been awarded to Christine MacCallum of Mississagua, Ontario; and Jessica Klein of Hanover, Ontario. Both students are attending Ryerson University’s School of Graphic Communications Management this year.

By late September, Transcontinental will transfer state-of-theart equipment from Transcontinental Litho Acme to Transcontinental Direct Montreal. Production teams from the two units will be combined at Transcontinental Direct Montreal, and the estimating, sales and marketing teams will be located at 85 Castelnau West in Montreal. The 30 jobs cut represent a nearly ten percent cut of the the total workforce. All will receive settlement packages and outplacement services to help them quickly find new jobs.

“There was an exceptional group of applicants once again this year and we are very pleased to be able to support 61 dedicated students in their pursuit of a career in the graphic communications industry,” says Don Gain, chairman of the Fund. “We are especially happy to be able to assist two very deserving and excellent students with Warren Wilkins Prestige Scholarships.”

Transcontinental’s Patrice Lacoste, senior vice-president, marketing products group is positive about the changes. “This new stage in the lives of Transcontinental Litho Acme and Transcontinental Direct Montreal fits in well with Transcontinental’s development plan. With this move, customers will have access to a fully integrated service offering, enhanced expertise and the increased synergies obtained by combining the best assets and people of our two facilities.”

The Canadian Printing Industries Scholarship Trust Fund was initiated in 1971 through the efforts of a group of visionary printing industry executives. Since then, hundreds of thou-

October 2011 | Graphic Arts Magazine

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Xerox announces two new digital print systems

are looking to apply that model into the workplace. Employers are recognizing the strengths of social networking and the positive effects it can have on productivity and creativity on the job.

Xerox 770 Digital Colour Press

Enterprise 2.0 is the name that was coined to describe how businesses can implement Web-based concepts in the office. Examples include internal wikis, microblogs and social networks. Forrester Research, a Massachusetts-based market research firm, has predicted that spending on Enterprise 2.0 would reach nearly $5-billion by 2013.

A key feature of this press is the Automated Colour Quality Suite, a set of tools that handle colour management tasks with minimal operator involvement. Xerox says this allows for more high-value, profitable applications to move quickly through the shop. The press prints on a range of stocks, including heavyweight, at speeds of 70 pages per minute.

According to a recent article on the subject by the Globe and Mail:

Xerox 700i Digital Colour Press

“Company-wide social networks are attractive because they offer employees a place to spontaneously share ideas and receive feedback. Employees are more engaged, especially those working in off-site locations. Such networks can also streamline operations and put an end to annoying, time-wasting and hardto-follow e-mail chains between large groups of employees.

The 700i Digital Colour Press updates the software and capabilities of the model 700 version. The press can also take on heavyweight stock capabilities, with flexibility for stocks up to 300 gsm. Some additional features can be found on both the Xerox 770 and 700i presses:

Unlike e-mail, enterprise social networks can store and keep detailed records of public exchanges between employees and track how ideas evolve. For instance, instead of e-mailing everyone in the company with a question, employees can seek answers on the network. Not only is that less intrusive than e-mail, but it also keeps a record of the response that others can reference in the future.”

- I nline finishing, including face-trimmed saddle-stitched booklets, catalogs, punched documents, tri-fold brochures and photo specialty products - Industry colour standards: the presses are able to accurately match the designer’s intent with optimal quality by achieving Fogra VPS certification.

Experts say that the key to the success of Enterprise 2.0 is commitment from top-level managers. Office-wide social networks need to become part of the corporate culture for the concept to take hold. However, when the gears start turning, the results of Enterprise 2.0 might be eye-opening. When implemented properly it could give businesses the ability to enhance collaboration, allow for a more cohesive way to exchange ideas, and streamline the way employees do business.

- S canning and copying: an automatic duplex copying and scanning feature offers 600 × 600 dpi capabilities

Could company-wide social networks signal the end of office email?

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People and events

People and events Tickets still available for Printing Survivor October 13 event in Toronto

Esko Artwork Roadshow rolls into Toronto Oct. 26

On Wednesday, October 26 from 9:00am to 4:00pm, Esko Artwork will be holding a full day of demonstrations at Ryerson University covering its latest products and enhancements. Topics will include:

Graphic Arts Magazine’s event, Printing Survivor 2011, focusing on valuable strategies for printers from those who continue to prosper, is set for Thursday, October 13, 2011 at Le Jardin Conference & Event Centre (Hwy 427 & Hwy 7) in Vaughan, Ontario. Keynote Speakers include:

• Exceeding demand in the sign and display markets • Web-enabled solutions for your project lifecycle • Colour my world • Packaging: Drive costs out; drive profi ts up • Start your automation engine – the new standard in MIS integration • A new horizon for Flexo Printing • A jaw-dropping 3D experience • ArtiosCAD, the world’s most popular structure design software

• John Foley Jr., CEO of interlinkONE and Grow Socially (and author of Business Transformation: A New Path to Profi t for the Printing Industry) • Jay Mandarino, president and founder of C. J. Graphics Inc., whose company has won more awards than any other printer in North America • Arjun Basu, content director of Spafax, one of the world’s leading providers of custom marketing solutions. • Peter Muir, president of Bizucate, a widely recognized company that helps printers with graphic communications workfl ows, process design, implementation and management.

Breakfast (8:00 am) and lunch (noon) will be provided. If you’re interested in attending, please register at http://esko. com/toronto.

A special thanks to sponsors Konica Minolta, SNZ Trading, Green Dot Litho and Harris Mailing Services.

Graphics Canada Trade Show looming

Time is running out!

It’s all happening at the Toronto International Centre, a short drive from Pearson International Airport. As in previous years, this show will actually consist of many shows. Yes, it will cover key industry technology – prepress, equipment, fi nishing, software, workfl ow, consumables, etc. – but also feature several hands-on areas devoted to specifi c emerging technologies. These include:

Tickets are $100 each for the day’s event and are available on a fi rst-come-fi rst-served basis. Go to www.graphicartsmag.com-survivor2011 or call toll-free: 1-877-513-3999. Thursday, October, 13, 2011 12:00 pm to 12:45 pm

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1:00 pm to 2:00 pm

Keynote Address followed by Q&A: John Foley Jr., CEO of interlinkONE and Grow Socially Transforming Your Business

2:00 pm to 2:30 pm

Panel Discussion – Diana Brown, John Foley Jr., Peter Muir

2:30 pm to 2:45 pm

Break

2:45 pm to 4:00 pm

Keynote Address followed by Q&A: Jay Mandarino, CEO of C.J. Graphics Inc

4:00 pm to 5:15 pm

Keynote Address followed by Q&A: Arjun Basu, Content Director at Spafax Is Print Still a Viable Option

5:15 pm to 6:15 pm

Dinner Sponsor Presentations and Networking Opportunities

6:15 pm to 6:30 pm

Master of Ceremonies

6:30 pm to 7:45 pm

Keynote Address followed by Q&A: Peter Muir, President of Bizucate Inc. Selling Marketing Services

7:45 pm

Closing Ceremonies and Networking Opportunities

October 2011 | Graphic Arts Magazine

• Wide Format & Sign Pavilion • Design City • Printing Sales Training Day (Thursday, Nov. 10, 8:00 am 5:30 pm) • Graphics Canada Software Theatre • Graphics Canada Seminars Series • The 2011 Postal Forum Information: Call Show Manager Dan Mustata at (416) 3852030 (danmustata@graphicscanada.com) or visit www. graphicscanada.com.

Tony Curcio ajg.curcio@gmail.com

www.graphicartsmag.com

Your perfect connection to the printing and graphic arts industry

Tech News

The technology so far only produces raw food, but ingredients so far have been soft foods such as pesto, cheese, chocolate, frosting, peanut butter and cookie dough. These items are placed into a print head and then pumped out, with a sort of syringe, into any form.

New printing technique creates possibility for invisibility cloaking technology

The Fab@Home website paints an interesting picture: After the sun rises and the alarm clock chimes, you roll out of bed to be greeted by a freshly printed breakfast from the dining app that syncs with your alarm clock. While at work, your pedometer tracks your fitness and energy expenditures, then coordinates with the dining app to portion your next Fab@Home printed meal, making diet and proper nutrition effortless. Following a hard day of work, you can simply come home, kick off your shoes, and relax while your Fab@Home prints a signature gourmet meal from the French Culinary Institute that you downloaded the night before.

According to a Technology Review published by MIT, researchers have developed a stamp-based printing method for generating metamaterials, a new class of materials that interact with light in ways not seen in nature. Experiments suggest that metamaterials could be used to produce light-bending “invisibility cloaks.” Research with metamaterials up until now has been difficult and time consuming. Slow, precise methods such as electron-beam lithography have typically been used to carve intricate nanoscale patterns into the layers of metals and other components that make up these materials, says the online report.

Instead of slaving away in a hot kitchen for your next dinner party, in the future you might just have to ask yourself… “What’s printing for dinner?”

When your printer becomes a weapon

Are enforceable gun bans a thing of the past? At popular 3D printer design sharing site Thingiverse, user King Ludd recently posted a file that will allow users to print a regulated part of a semi-automatic rifle themselves. According to the creator of the digital file: “For those unfamiliar with the American cult-of-the-firearm, an AR-15 is a popular semi-automatic rifle that can easily be purchased by well-behaved citizens in the United States. Enthusiasts are drawn to it because it is nicely engineered, reliable, versatile, highly modular, and good for many legitimate civilian uses.

Now, with the recent advancements made in the production process, big swatches of the light-bending cloaking material can be printed with a stamp. With the new method of production, scientists have been able to create sheets measuring 9cm per side — much larger than was previously possible.

The Lower Receiver is the frame that holds together all the other pieces of the firearm. In the States, all the other pieces can be purchased without a permit - over the counter or through the post. The Lower Receiver is the only part which requires a background check or any other kind of paperwork before purchase.

This new metamaterial bends light backwards, creating an “invisibility cloak.” It also has better optical properties than materials made using earlier, more complex methods.

Typically this part is made of aluminium. A rifle with a Lower Receiver made of plastic can be perfectly functional.”

How is it made? The report says:

This raises the question: At which point does your printer become a weapon, and how will it be regulated and enforced? Will printer manufacturers be forced to incorporate software that will prevent designs such as these to be printed—similarly to the way high-quality printers prevent currency from being duplicated? Will the responsibility be on the people who design and distribute the files, or would it be on the end of the chain when they weapons are finally printed out?

“The researchers started with the design for a metamaterial that others had produced a few years ago, using slower methods. They made a hard plastic stamp patterned with the grid stipulated by the design. Then they “inked” the stamp in an evaporation chamber by depositing several thin films: first a sacrificial layer, then layers of the metal and dielectric materials that make up the metamaterial. Finally, they set the stamp on a surface and chemically treated it to dissolve away the sacrificial layer, freeing the metamaterial from the stamp. The stamp was pulled away, leaving the metamaterial on the surface. Each stamp is reusable and inexpensive to make.” These metamaterials could also be used in other applications, such as superhigh-resolution microscopes and other optical devices.

Fresh cookies, hot off the… press!

Imagine a kitchen where a 3D printer can create your food for you. Perhaps that future is not so far-fetched. Researchers at the Cornell Creative Machines Lab are experimenting with edible “inks” and 3D printing. They expect that their printer “Fab@Home” could be the new “it” appliance for restaurants and home kitchens.

October 2011 | Graphic Arts Magazine

www.graphicartsmag.com

Tony Curcio

Graphics Canada 2011 show preview For more information, please call Show Manager Dan Mustata at (416) 385-2030 (danmustata@graphicscanada.com) or visit www. graphicscanada.com.

Graphics Canada, the national showcase for the graphic communications and printing industry in Canada, is set for November 10 – 12, 2011 at The International Centre in Toronto, Ontario. Following on the heels of Chicago’s Graph Expo extravaganza in September, the three-day event is Canada’s largest and longest-running Canadian printing industry trade show.

Wide Format & Sign Pavilion

This is an area of potential growth for many printers. Leading suppliers will showcase wide to super-wide format, sign and banner printing equipment, substrates, inks, media and related technology and accessories. The area is complemented by the Wide Format Presentation Theatre, a series of intensive seminars and training on wide-format technologies. Sessions are free for visitors and include: Wide-Format Inkjet Technology and Markets Overview; Inks & Materials for Wide-Format Inkjet Printing; Opportunities in Digital Textile Printing; Supercharge Your Large Format Printing Sales; Colour Management for Wide-Format Inkjet and Current and Future Developments in Inkjet Technology.

It’s a unique opportunity to show the graphics and print communities in Canada what makes you stand out from your competition. The show has also proven to be the ideal venue to meet, network with, inspire and persuade the largest Canadian gathering of graphic communications industry decision makers. And, as we all know, from placing a cold call to setting up an important meeting, accessing the real decision makers is often a key to success. As in previous years, this show will actually consist of many shows. Of course, it will cover all the key areas – pre-press, equipment, finishing, software, workflow, consumables, etc. – but it will also feature several hands-on areas devoted to specific emerging technologies. Here’s a glimpse of what you can expect and a look some of the show’s exhibitors at press time. If we had our way, we’d include every exhibitor.

October 2011 | Graphic Arts Magazine

Design City

Another popular attraction featuring paper mills, paper merchants, software vendors, commercial printers, design hardware/peripherals, etc. For more information visit www.designcityshow.com. Printing Sales Training Day (Thursday, Nov. 10, 8:00 am – 5:30 pm)

Your perfect connection to the printing and graphic arts industry

Tony Curcio

Trade shows

500 sq.ft./hr. and the :Jeti 3020 Titan, able to produce over 1,000 sq. ft./hr. with the flexibility of printing inline white, a field upgradable grand-format true flatbed printer featuring a maximum print area of 126” x 79” and the ability to deliver 1200 dpi for photo-realistic image quality – as well as demonstrations Agfa :Jeti 3020 Titan of its newest :Apogee workflow suite. The suite integrates four separate product groups into one comprehensive workflow with specific tools for every production need. (905) 361-6982. www.agfa.com.

An opportunity to build 21st-Century Printing Sales Skills and Attitudes. A full-day seminar for printing salespeople at any level, presented by Dave Fellman. Topics include How To Think Like A Winning Salesperson, Prospecting In The 21st Century, Time Management and Organization, Fact Finding, Opinion Finding and Opportunity Finding Questioning Skills, Preparing and Presenting Your Proposal, Negotiation Skills & Strategy, Goalsetting and Achievement, and how to Get All The Value From Every Customer. Registration is $149 and includes show admission.

Graphics Canada Software Theatre

Some topics as of press time: Adobe CS5 Design Workflow; Creating 3D Video and Animation in Photoshop CS5; Working with Camera RAW in Photoshop CS5; Touchup Tricks in Photoshop CS5; Creating Rich Interactive Documents in InDesign CS5; New Creative Tools in Illustrator CS5; Automating Text Formatting with InDesign CS5; Fast and Easy Text Effects in InDesign CS5; Working with Long Documents and E-Publishing; Applying Industry Standard Layout Rules in InDesign CS5 and Photoshop CS5 Studio Techniques Using Layers.

All Graphic Supplies (Booth 2108) will showcase several new products including the Roland LEJ-640 64” UV LED Printer, Roland LEF-12 12” x 11” flatbed industrial printer and New Roland BN-20 20” printer/cutter with silver metallic ink. All Graphic Supplies will also show the Rolls Roller Mounter aimed at high production shops to enhance productivity. All Graphic Supplies has been in business since 1992 and has branches in Coquitlam, British Columbia; Calgary, Alberta; Halifax, Nova Scotia, Laval, Quebec and in Trinidad, Caribbean. The company offers the complete range of Roland & Mimaki printers, cutters, service, accessories as well as a full spectrum of media, ink, accessories and training. 1-800501-4451. www.allgraphicsupplies.com.

Graphics Canada Seminars Series

Some topics as of press time: Inkjet Technology, Development and Growth of QR Codes; Is Your Company Print Ready?; Implementing the National Skill Standards in your Workplace; Technology vs Marketing, Where do I invest?; Greening the Printing Industry, Lessons from Local Leaders; Web-to-Print; Networking in the 21st Century, Integrating online communications and print; Digital Marketing for Printers; Preparing a Workforce for the Future; Google Apps as a Print Trade Collaboration Tool; PDF/VT File Formats, Creating Flawless Files that are Print-Ready; Social Media for Printers; and What It Really Means To Be A Marketing Services Provider. The 2011 Postal Forum© (Presented by NAMMU, the National Association of Major Mail Users) features free presentations to increase knowledge, understanding and share best practices. Postal industry experts will be on site leading sessions that include time for questions and interaction. Topics include: POCAD: Improve Your Accuracy, Improve Your Results; VAM (Value Add Mailer) – Canada Post Partner; The Five Best Ways to Incent Mail Use – What’s on Your Wish List?; Mail Works: Mail Performs in a Multi-Media Campaign; and The Mail Clinic: The Mail Docs are at Your Service. Other features and events include the Canadian Printing Awards, Pac Print Canada Showcase, Print Automation Day, inDesign and ePub Seminars, Managed Print Services-COPA Center, the Ryerson-OPIA Industry Reception and more.

Show exhibitors

ATS-Tanner US-2000 AD Banding Machine

4over, Inc. (Booth 3517) is North America’s largest trade printer, with locations in California, Ohio, Texas, Florida, New Jersey, Chicago, Arizona and soon in Toronto, Ontario. It has over 400,000 sq. ft. of production facilities housing some of the industry’s most sophisticated hardware. Streamlined fulfillment systems allow 4over to consistently deliver low prices and the highest print quality. The company is also able to print and ship print orders faster than ever before! Stop by its booth to learn about 4over’s innovative line of new products first-hand! 1-877-782-2737. www.4over.com.

Avanti (Booth 1012) will showcase its industry-leading Print MIS and Digital Print Workfl ow Automation solutions that help print shops automate all facets of their business. In business for over 26 years, Avanti’s solutions are the most open in the industry, JDF certifi ed, fully integrated and extend from Webto-Print through to production and billing. Avanti continues its investment in open standards and the integration of both software and equipment. Leveraging another JDF certifi cation for Print MIS to Prepress, Avanti will be demonstrating a new integration into Ultimate Technographics that helps printers develop “zero touch” workfl ows. Avanti has also

Agfa Graphics (Booth 3607) will be showcasing an assortment of solutions from its comprehensive portfolio of products and professional services for the prepress, inkjet and display graphics segments. This includes live demonstrations of Agfa’s Anapurna, the Jeti 1224 HDC FTR with production speeds of

October 2011 | Graphic Arts Magazine

ATS-Tanner Banding Systems Inc. (Booth 1038) is a Switzerlandbased world leader in banding solutions, offering everything from banding machines for simple bundling tasks to integrated, fully automated solutions that blend seamlessly into the most complex of production workflows. The company’s machines are the epitome of traditional Swiss precision and innovative engineering. ATS will display the new generation of its US-2000 AD Ultra Sonic banding equipment. ATS-Tanner technicians will demonstrate the advantages of its many options and guide you through the helpful features that make it so incredibly easy to use. They’ll also be available to answer your questions. Call Martin Reist, ATS-Tanner National Sales Manager for Canada at (905) 815-9999. www.ats-tanner.ca.

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expanded its API (Application Programming Interface) library and will be launching two new services at the show: Avanti ‘CRM Automated Lead Management,’ which helps printers streamline the lead management process and ‘Automated Proof Tracking,’ which significantly speeds up print proof approval and turnaround time. 1-800-482-2908. www.avantisystems.com. Bard Business Solutions Inc. (Booth 2519), a leading solutions provider for customized database needs since 1995, will showcase its innovative software products. The Graphics Manager is management software for the printing industry, including trade, commercial and offset printers. Bard provides solutions for accurate processing of information using PC or Macintosh technology through the implementation of customized databases. Enter data once and use it many times. Error-prone paper processes are eliminated through seamless integrated connectivity. The company’s management software products are designed specifically for the printing industry. Organize and manage your complete shop process from one program, ensure that nothing “falls between the cracks,” keep in touch with clients and attract new business. Work better and smarter as a team and eliminate duplicate efforts and lost time by sharing information. (416) 410-2273. www.bardsolutions.com Canadian Metal-Ad Corp. (Booth 3113) will be showcasing its expertise as specialists in the on-site repair of damaged plates, blankets, impression cylinders, CI drums and rollers of all types. CMC utilizes a unique precision metal deposition process that is completely mobile. The company’s highly trained technicians employ refined finishing techniques and are able to permanently repair cylinders on press without the need for any large-scale equipment or major press disassembly. CMC has over 22 years’ experience in cylinder repairs and provides in-house and on-site services that can meet customers’ maintenance and scheduling needs. CMC is ISO 9001-2008 certified, reinforcing its Quality Standards. (905) 459-6457. www.metalad.ca. Central Die Supplies Inc. (Booth 3111) is a leading supply and distribution company of high quality in-line finishing products for offset presses. Its fine products serve the Canadian steel rule diemaking, diecutting (converting), boxmaking, printing and business forms manufacturing markets. With several field representatives who travel the country from coast to coast and wellstocked offices in Montreal and Toronto, Central is ready to meet virtually all its customers’ needs. All orders with items in stock are delivered or shipped the same day or the following day. 1-866-6830999. www.centraldie.com. Deco Labels & Packaging (Booth 3212) will be highlighting its pressure-sensitive labels, short-run narrow web flexible packaging, and InFoMax promotional products, all available to the North American market. Deco supplies many CPG companies with pressure-sensitive labels, helping them build their brands and moving products from shelf to shopping carts. InFoMax extended information labels promote your product with cross-marketing, contests, scratch & win, recipes and multi-language copy. The company is 1SO 9001, GMP and Six Sigma certified (and in the process of being HACCP certified), meeting the most stringent safety regulations of the food industry. Booth visitors can pick up a free sample of InFoMax Jelly Beans. (416) 2477878. www.decolabels.com.

October 2011 | Graphic Arts Magazine

Your perfect connection to the printing and graphic arts industry

Tony Curcio

Trade shows

portfolio of proofing media. Standard Proofing Paper – Production and CrystalClear Film – Adhesive are designed to meet the demands of proofing houses, design shops, ad agencies, and businesses that produce colour match proofs, prototypes and mock-ups. The CrystalClear Film – Adhesive is designed to work with the Stylus Pro WT7900 for prototypes and mock-ups applied to a bottle or box. The Standard Proofing Paper – Production is a GRACoL SWOP Grade 1 compliant production proofing paper. 1-800-GOEPSON. www.epson.ca.

Dixie Reproductions, Inc. (Booth 1281) has been serving the Graphic Arts Industry since 1972 and will be showcasing its experience, strength and service in the sheetfed offset field as it continues to provide complete turnkey equipment solutions and installations for its customers – including shipping to anywhere in the world! Its 20,000-sq.-ft. plant is located in Springfield, Tennessee. Dixie prides itself in doing anything that needs to be done to a printing press, including cleaning, painting, reconditioning, cylinder removal and repair and packing containers for overseas shipment. Its 50-point press inspection ensures that its customers are completely aware of the condition of the press they are purchasing., furthering the company’s goal of providing its customers with the best service in the industry. (615) 382-6311. www.dixiepresses.com.

Ernest Green & Son Ltd. (Booth 1270) will be displaying an array of printing technologies and equipment focusing on the HP FB500 UV series printer, HP Latex Printing technology (including the LX850 and L25500), HP Designjet printers and the Oki Label Printer. Its digital finishing and software services will centre on Esko workflow, the iXL 24 i-Cut cutting system and the Graphtec Cutting systems. This digital technology will help its customers deal with shorter runs and specialized work while its wide-format printing services will meet the increased demand in the out-of-home advertising market. The company also plans on having cross-country representation from EGS at its booth – so customers from coast to coast can deal with their local EGS representation. (905) 629-8999. www. ernestgreen.com.

DocketManager (Booth 3525) will be giving live demonstrations of its innovative web-based job tracking system, the DocketManager, that makes it incredibly easy to get organized and increase profits. You’re always connected to DocketManager as long as you have an Internet connection. It lets users manage databases of customers, schedule traditional mailing or email marketing campaigns, create quotes, place orders and follow jobs/dockets through the workflow, always knowing the job status.

Esko Artwork (Booth 3906). The print world is no longer solely dedicated to 2D projects. Esko Artwork will show you very distinct, multidimensional reasons why it’s preferred by commercial, packaging and sign & display printers for 3D design and production. Esko Artwork is also giving away 3D graphic materials and explaining what they do. Highlights include Suite 10 print and packaging pre-production software featuring Studio, a unique set of tools for 3D packaging design. ArtiosCAD 7.7 is the most recent version of the world’s most popular structural software for packaging design. Also on display is i-cut Suite, pre-production software for digital printers and/or digital finishing systems users. Different modules provide extraordinary efficiency and productivity, regardless of the type, source and variety of incoming job information. (937) 535-6060. www.esko.com.

You can track sales, control receivables, generate status reports, monitor and maintain inventory levels, schedule and record maintenance routines. You can also create individual stores for your clients so they can re-order items online. The system is smartphone-ready and tablet-ready. (519) 237-3454. www.docketmanager.ca.

Durst Image Technology U.S. (Booth 1046), a world-class manufacturer of professional wide-format and grand-format digital UV inkjet printers for today’s imaging industry will be showcasing it superior technology with the orientation to its customer’s needs. Durst products are designed for performance, reliability and longevity – offering printers the highest print quality, productivity and efficiency. This includes the industry-leading Rho family of UV inkjet printers: the Rho 1000, Rho 900, Rho 800HS, Rho 800 Presto, Rho 750HS, Rho 500R, Rho 320R and the Rhotex 320. Learn more about Durst products and discover new business opportunities at its booth. 1-888480-3588. www.durstus.com.

Fujifilm Canada Inc. (Booth 1200) will be highlighting a range of solutions to get you back on the “Road to Profitability” with its breakthrough in UV-LED inkjet printing technology, the Acuity LED 1600 wide-format inkjet printer. It incorporates an innovative, patent-pending LED-UV ink curing system, comes with 8 colours standard, uses specialized Fujifilm fast-curing UV inks, and allows printing of white or clear ink in a single pass. Using the new FUJIFILM Dimatix Q-Class grayscale printheads, the printer is capable of achieving true 1200 × 1200 dpi resolution. Another solution, The Acuity Advance HS UV flatbed printer offers photographic quality printing at speeds of 430 sq. ft./hr. – 85% faster than previous Acuity Advance printers.

Epson Canada (Booth 1280) will be showcasing the new Epson Stylus Pro WT7900 Deisgner Edition which now includes an industry-leading EFI eXpress WT software RIP. This system is engineered to deliver extremely high-resolution packaging mock-ups for graphic design firms, creative agencies and brand owners. Users will be able to print both colour and white ink directly on clear or metallic media, as well as colour accurate CMYK comps, proofs, mock-ups, and prototypes. Also being introduced are the newest additions to Epson’s robust

Fujifilm Acuity LED 1600 October 2011 | Graphic Arts Magazine

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An express mode allows speeds over 700 sq. ft./hr., giving printers unmatched performance for the price. The Acuity HS provides precise registration and edge-to-edge printing that saves time, labour, and material. The roll media option makes it a cost-effective UV roll solution for printing onto flexible materials. 1-800-263-5018. www.fujifilm.ca. GBC Canada (Booth 1290) has been a market leader in binding and lamination for over 60 years. With a complete line of binding, laminating, shredding machines, supplies and Custom made products, GBC helps customers enhance, present, protect and preserve their documents. GBC will be highlighting its latest product improvement, The Magna Punch 2.0 – a true innovation. GBC is also proud to announce a recent partGBC Magnapunch nership with Canon and can now offer a complete range of large-format printing and finishing solutions to the Graphics market. www.gbcconnect.com/canada. Heidelberg Canada (Booth 3000) will feature its Speedmaster XL 145 and Speedmaster XL 162 that have taken quality and productivity to new heights in the VLF print segment for both short-run and long-run printing. Booth visitors will also learn how the Varimatrix series of die cutters and the Diana series of folding carton gluers are creating more sophisticated and more economical packaging products; how wide and super-wide format inkjet printers from EFI can create opportunities for more business; how digital print from Ricoh can be integrated to create a highly flexible print shop; how flexographic plates from Kodak and Asahi can improve print reproduction and make less of an impact on the environment; how Saphira and K+E printing inks can bring stability to the pressroom, and how Saphira Coatings, manufactured by Heidelberg, can set your print apart from the rest. Get up to speed on Heidelberg’s developments in colour management, web-to-print and business management, and experience the company’s innovative HEI Flexibility – an intelligent combination of offset and digital printing to produce top quality print products in the most profitable way possible, regardless of run length. www.ca.heidelberg.com.

Heidelberg Varimatrix 105 CS

October 2011 | Graphic Arts Magazine

Your perfect connection to the printing and graphic arts industry

Tony Curcio

Trade shows

Metafix Inc. (Booth 1016) has designed, manufactured, installed and serviced it’s liquid industrial waste compliance and process management systems since 1988. It offers custom solutions to re-purpose waste, comply with municipal sewer bylaws, and monitor the complete process online. The show will be the Canadian launch if its new online “Taking Control of Conductivity” service that demonstrates how to manage Fountain Solution online. The company recently discovered an aspect of Fountain Solution previously unrecognized. With the Metafix online Fountain Solution Control system (FSC), conductivity, pH, temperature, water and fountain solution concentrate volumes are all monitored and managed live during the press run. Adjustments can be made automatically in order to keep Fountain Solution within a programmed set of parameters, thus optimizing consistency, printing efficiency, colour management, improving quality and reducing costs. Along with FSC, Metafix will introduce its new and improved website complete with helpful industry resources, customer service tools and social media community outreach. 1-800-667-8921 Ext. 266. www. metafix.com.

Insource (Booth 3605), the mailing technology specialist, will feature solutions from Kirk Rudy, KAS Paper Systems, Astro Machines and WD Direct Marketing Solutions. Rather than just selling machines, the company evaluates current practices, processes and existing technologies to develop a detailed audit and approach of how to transition your business vision into action. Insource staff will discuss this approach with you. Its segments of specialization include direct mail, transactional mail, printers, binderies, card manufacturers/processors and horizontal applications of Intelligent Camera Systems. Insource is a full-service provider of solutions, equipment, service and parts across Canada with knowledgeable, experienced personnel in British Columbia, Ontario and Quebec. (905) 709-3344. www.insourcecorp.ca. Jasdi Magnetics (Canada) Co. Ltd. (Booth 4115) will be showcasing its entire line of Flexible Magnets products and Magnetic Paper for digital printing as well as its Table Top Die Cutter. The company manufactures and distributes flexible magnetic rolls, sheets and specialty products to markets in every Province in Canada as well as the Yukon and N.W.T., and has been producing magnet material since 1981 for markets around the globe. Additional services include custom cutting, laminating, re-rolling different length rolls and sheeting – whatever it takes to meet the customer’s requirements. And because it manufactures its own materials, costs are kept significantly lower. 1-877-885-2734. www.jasdimagnetics.com.

Müller Martini Canada Inc. (Booth 3207) will display a number of industry-leading products led by its VSOP (Variable Sleeve Off set Printing) press for label and packaging printing, with remarkable sleeve technology that allows print sizes to be changed easily without having to remove entire inserts. Also leading the way is its fully-automated Sigma Trimmer that delivers commercial quality book trimming for the digital market. It’s the only fully-automated, true one-off 3-knife trimmer in today’s market. This ultra-efficient digital book trimming system boasts zero make-ready for optimal one-off book production. Also, Muller Martini is introducing its MMServices, an Operational Improvement Program that features 7 areas of service designed to support installation training and maintenance of its products to maximize client profitability. (905) 660-9595. www.mullermartinicdn.com.

KBR Graphics Canada (Booth 3230) KBR has been a major force in making Canadian printers more productive for over 35 years. Its customers range from small printers to large multinational corporations and provincial and federal governments. Its factory-trained technical team is renowned for its expertise and commitment to service. The recent addition of the new MGI Meteor DP8700 XL Multi-Substrate Digital Press is turning a lot of heads and will be showcased as well as the Standard/Horizon BQ-270, Standard/Horizon Vac system with HOF – SPF 200A and FC 200 A, MBM Aerocut, Drylam, Spielsterling Digipunch, Spielsterling Coilmaster Jr. and Oki Pro 510 DW Color Web. 1-800-3611498. www.kbrgraphics.com. Konica Minolta Business Solutions, Canada (Booth 1260) will feature its bizhub PRESS C8000, the first digital press to receive the IDEAlliance Digital Press Certification which sets the standards for excellence in Colourimetric Accuracy, Uniformity, Repeatability, Durability and Registration. Its bizhub PRESS series deliver all of this while also providing versatility and efficiency. In addition to the C8000, Konica Minolta will have the C70hc and the C6000L on display. The C70hc incorporates innovative High Chroma toner technology enabling it to produce a wider colour gamut than typical 4-colour devices in the marketplace – producing output with colours that pop, text that grabs you and images that practically leap off the page, says the company. The C6000L is an ideal entry-level print production solution for CRDs and print providers. (905) 890-5171 Ext. 2259. www.konicaminolta.ca.

Müller Martini VSOP Web Offset Press Multiple Pakfold Business Forms (Booth 2613) will showcase its 3 divisions (Business Forms, Short Run and Label) that together provide one-stop shopping for trade printers for business documents and label products. Multiple Pakfold Business Forms offers medium to long-run forms and snapsets, plus specialty products such as MP LaserCard, form/label combinations, wrap-around books, register forms, 6-colour UV and more. MP Short Run handles short-run quantities of forms, snapsets and cheques with 4-day turnaround. The company is also known as “cheque experts” in the industry. MP Label, its new label division, provides a wide range of label products at extremely competitive prices and can handle up to 6 colours with a maximum size of 11” X 22”. It has over 500 dies in stock. ISO Registered and FSC Certified, Multiple Pakfold also provides complete art services and full bindery capabilities with new in-house folding, automated padding and high-speed shrinkwrapping. Ask about its $29 art special. www.multiple.com.

Konica Minolta bizhub PRESS C8000

October 2011 | Graphic Arts Magazine

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Productivity Solutions

Tony Curcio

Trade shows

waterless printing technology. It can print up to 10,000 fullsize sheets (or 20,000 letter-sized pages) per hour and has a maximum sheet size of 20.47” x 14.76” (520mm x 375mm) and a minimum sheet size of 4.33” x 3.94” (110mm x 100mm). (603) 595-7000, Ext 3599.

North American Euro Products inc. (Booth 2200) was created in 1999 to facilitate the entry of selected European companies without a significant presence in the North American market – such as Neolt, Diatechnologies, Normandy Coating, Kala, etc. The company will be exhibiting the complete line of Kala Laminators & Display Systems as well as the full line of Neolt trimmers. It will also showcase the latest Aqueous & Solvent Media from Diatechnologies. 1-877-739-6237. www.naeponline.com.

www.presstek.com. Printers Parts & Equipment (Booth 2100) will be showcasing a wide range of equipment such as its new PPE-480UV machine, auto feed creasing machine, perfect binding machine and large format printing machines – plus a huge selection of parts, supplies and consumables for the graphic communications industry. PP&E now offers online shopping with special discount offers and new items added every day. (416) 752-4488. www.printersparts.com

Océ-Canada Inc. (Booth 2408), a Canon company, will debut its newest flatbed printer, the much anticipated Arizona 360 GT. The ProCut 2500L will also be on site with scheduled demonstrations taking place to showcase the complete workflow using the Onyx Océ Arizona 360 GT software. On the production printing side, Océ and Canon products will be showcased using Prisma workflow software. Booth Visitors can also enter a draw to win an exciting prize each day of the show. Océ is one of the leading providers office printing and copying systems, high-speed digital production printers and wide-format printing systems for both technical documentation and colour display graphics. Last year Océ joined the Canon Group of companies, creating a global leader in the printing industry. Canon develops, manufactures and markets an expanding portfolio of copying machines, printers, cameras, optical and other products that meet a diverse range of customer needs. www.oce.com. www.canon.com.

PrintLink (Both 1239) is North America’s leading professional placement firm serving the Printing and Graphic Communications Industry with permanent placement for senior and middle management, hands-on and technical-related positions. The company offers a high standard of professionalism, personal attention and confidentiality to both employers and job-seekers. An active member of the DIA and OPIA, it keeps informed on new initiatives in the industry and is able to provide the managerial and hands-on expertise for new technologies on a continuing basis. Learn how PrintLink can network your value. 1-877-413-2600 (Canada, toll-free). www. printlink.com. Ricoh Canada (Booth 1240) will be featuring its Pro C651EX & Pro C751EX, two production systems designed to deliver outstanding output quality and image definition with exceptionally accurate front-to-back registration – something many production professionals are taking a hard second look at. The Ricoh booth will also be focusing on key workflow Ricoh Pro C751EX solutions and applications geared towards the print-for-pay businesses as well as CRD/ Corporate in-plant environments. From black and white to colour to wide-format printing, Ricoh’s comprehensive equipment and services are designed specifically to help organizations achieve business process improvements while driving costs down. www.ricoh.ca.

PDS Pressdown Services Inc. (Booth 3101) has been providing print, copy and digital shops with quality equipment and supplies as well as dependable equipment after-sale servicing and support since 1984. The company will be showcasing “all things digital.” Its DigiExpress 4-colour Envelope Press will impress visitors by demonstrating the speed and vibrant Pressdown DigiExpress 364 colour that it’s capable of. Also displayed will be Triumph Cutters, UV coaters, bookbinding, Glunz Platewriter Metal Computer-to-Plate and perfect binding. 1-800-608-4506. www.pressdown.net. Presstek, Inc. (Booth 1250) plans to feature the Presstek 52DI-AC digital off set press. The 52DI-AC effectively delivers high quality, fast turnaround, short-run colour printing on a wide range of stocks from 0.0016” to 0.024” thick (.04mm to .6mm), often at less than 1¢ per page! The highly automated 52cm press goes from digital file to sellable sheet in 10 minutes. The integrated aqueous coater with anilox metering supports both flood and spot coating. The press supports 300-lpi and FM screening, 10-minute job-to-job turnover (including on-press, chemistry-free plate imaging) and a small environmental footprint. Print quality is Presstek 52DI-AC also enhanced by

October 2011 | Graphic Arts Magazine

RISO Canada, Inc. (Booth 3524) will showcase the ComColor series from RISO, Inc. that prints up to 150 colour ppm (pages per month) for half the operating costs of comparable toner-based printers. Capable of up to 500,000 ppm and ENERGY STAR qualifi ed, these production-grade printers require virtually no operator training, are The Riso ComColor 9050

www.graphicartsmag.com

Sherwood Printers now has in-house

Scratch &Win Capabilities We are celebrating the arrival of our Brand New

Heidelberg Speedmaster Five colour press with Coater

• Achieve customer’s loyalty • Promote your business with low cost Scratch/Win Foil • Short run quantities. Can be as low as 100 pcs. • Capable of applying any shape or size Scratch/Win Foil to printed items from business card to letter size • Sherwood Printers can produce the entire project from concept to finish.

ta re de o m r o ail f Call or Em

240 Brunel Road, Mississauga, Ontario L4Z 1T5 Tel: 905.501.1296 • Fax: 905.949.1021 E-mail: info@sherwoodprinters.com • www.sherwoodprinters.com

ils

Tony Curcio

Trade shows

60 years in November with a cake cutting Saturday, Nov. 12, 2011 at 1 pm – and you’re invited. 1-800-668-6055. www.printfinishing.com.

extremely economical and consume minimal electricity. An optional 40 ppm scanner and multifunction fi nisher further increase capabilities. The ComColor models (9050, 7050, 7010, 3050, and 3010) are the fastest, leanest, toughest, greenest inkjet printers available today, according to the company. The RISO MZ1090 two-colour, single-pass digital duplicator combines high-speed 150 ppm two-colour printing with true 600 × 600 dpi imaging and printing capabilities. Capable of 600,000 ppm, ENERGY STAR qualifi ed, enhanced workfl ow, etc. 1-800-667-7476, Ext. 222. us.riso.com. Blog: www.risoprinter.com

The DFS Group (Booth 1277) has been an industry leader for over 25 years in providing print brokers and resellers with the broadest range of quality business products and services in Canada – virtually every business document your customers will ever need. DFS will showcase its forms, cheques, labels, stationery, full-colour custom printing and much more, as well as highlighting the many benefits of becoming an Authorized DFS dealer. DFS offers its dealers competitive pricing with significant margin opportunities. Its ‘Grow and Manage your Business’ approach, with the right pricing, tools, marketing and product support, assists resellers in passing along significantly more value to their customers. 1-800-490-6327. www.dfsgroup.ca.

Sinalite.com/Sina Printing Inc. (Booth 1000) will show you why it’s one of the industry’s most cost-efficient and high-quality trade printers with several high-end offset and digital presses, full bindery services, a 60,000-sq.-ft. facility and more than 50 staff. Sina’s consultanting team is among the most experienced in the printing industry and can help you avoid costly pitfalls that you might overlook. If you have a tight budget, they’ll create a strategic plan to reduce your costs, whatever the project. Result? You’ll minimize the cost of stock, printing, binding and fulfillment services, while maximizing the impact of your printing, advertising and marketing. Also showcased will be Sinalite.com. In today’s world of immediacy – text messages, IM, Twitter and high-speed Internet – clients expect their printing almost instantly. SinaLite.com helps printers meet deadlines that are on the edge of unrealistic. Expect the quickest print possible with easy online ordering, superior quality, precise finishing and above all, better margins. 1-866-8992499. www.sinaprinting.com. www.sinalite.com.

The Drafting Clinic Canada Ltd. (Booth 2318) delivers class-leading wide-format integrated imaging and display solutions for design and commercial graphics markets. It will feature products from leading manufacturers such as Canon, Contex, Seiko Teriostar and Mark Bric. Wide-format colour printers for indoor and outdoor applications – scan, copy and print with amazing speed and quality. Flexible display systems can be presented virtually anywhere on materials ranging from banner, photo, art, vinyl, technical and fabric medias. Be sure to check out the Clinic’s Hybrid Wide-Format Copy, Scan, Print, Email MFP solutions, with packages from $149 per month. The company’s account managers will be there to discuss your customized requirements. (905) 564-1300. www.dccltd.ca.

Sinclair Computer Forms (Booth 1279) is a trade-only, FSC Certified print manufacturer located in Hamilton, Ontario in the center of the Golden Horseshoe. With 25 years’ experience, Sinclair has become an acknowledged industry leader in Canada, offering its clients valuable expertise as well as fine products. The company takes great pride in delivering quality work while offering the best service at extremely competitive rates. Sinclair will showcase more than just its comprehensive range of snap sets, continuous forms, cheques and cut sheets. They’ll also be featuring Sinclair’s complete direct mail services, full graphic design and prepress, CTP technology, prompt-pay discount, no-hassle guarantee and other services designed to boost your bottom line. 1-800-263-4847. www.sinclairforms.on.ca.

The Printing Klub (Booth 2627), as one of Toronto’s newest trade printers, will showcase its services for magazines, catalogues, brochures, annual reports, books, presentation folders, office stationery, flyers, posters, postcards, calendars, promotional materials and more. Specialists in design, prepress and a host of trade printing services means you have a variety of deadline-sensitive, cost-eﬃcient choices on how your client’s projects can be produced. Its all-inclusive facility boasts printing and advanced bindery as well as packaging all under one roof – plus the latest in digital printing technology that enables you to produce quality 4-colour projects in a fraction of the time required for conventional printing, and, in smaller quantities, at a fraction of the cost. (416) 930-7098. www.theprintingklub.ca.

Sydney R. Stone (Booths 3600 & 3601). Since 1951, Sydney R. Stone has specialized in supplying finishing equipment and supplies to the Canadian printing industry and is now an industry leader. It’ll be featuring new equipment from Duplo, Morgana, EBA, Challenge, Triumph, Akiles and Bostitch as well as a full range of reconditioned equipment in full operation. Pre-owned equipment provides a more affordable option for clients and the company currently maintains one of the largest inventories of reconditioned, small-format finishing equipment. Product launches at the show include the NEW Morgana DocuFold Pro combining the powerful folding capabilities of the Morgana Major but with the latest SmartScreen technology as well as the NEW Duplo DC 10/20 Collating Tower, an affordable heavy-duty suction collating solution designed for both offset and digitally-printed applications. Sydney Stone will be celebrating Morgana DocuFold Pro

October 2011 | Graphic Arts Magazine

Unigraph International Inc. (Booth 3132), Canada’s leading supplier of quality pressroom chemistry, will highlight its more than 300 products, tell you how to arrange for a free 30-minute technical seminar in your own shop and outline the many benefits of becoming a Unigraph Dealer. Some members of its recently-formed Product, Printing and Technical Information (PPTI) Committee will be available to discuss silicone, solvent and specialty products, plates, fountain solution and alcohol replacement, press equipment and UV coating,

Unigraph International Booth

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No Nee www.graphicartsmag.com

conveyor system for continuous feeding and cutting of rolled media, vinyl, paper, banner, etc. The Zund colour camera system can cut or crease any shape and see registration marks through premask. This permits throughcutting or kisscutting of premasked rolls of graphics after premasking. Large display graphics, POPs, boxes, shelf talkers and banner stands are just a few examples of what can be produced using innovative Zund digital diecutting systems. (416) 578-4696. www.zund.com.

inks, paper, rollers, blankets and more. You can also pick up helpful Unigraph publications including its Product Information Guides, Pressroom Troubleshooting Guide, Pressroom Problem-Solving Poster, Maintenance Program booklet for Rollers and Blankets, pH-Conductivity Guide, InfoGraph news bulletins and InfoTech technical information sheets. For more than 26 years, Unigraph has been helping printers reduce costly downtime and improve print quality with its exceptional line of pressroom chemicals, experienced technical support and publications. 1-800-996-9918. www.unigraphinternational.com.

Just Call for

Unisource Canada, Inc. (Booth 3121) will be showcasing its comprehensive array of products and services as Canada’s national supplier of wide-format printing equipment, media, inks and service for the photographic, photofinishing, sign making, screen printing, digital printing, technical design, architectural, engineering, construction, industrial design, government and educational markets. From the company’s eCommerce platform to its ongoing sustainability practices, innovation is the underlying current within the Unisource corporate culture. The company is fully committed to customer success, to the quality of its products, services and solutions. Its clients benefit from Unisource’s industry expertise, best-inclass solutions and huge brand selection. 1-800-387-3776. www.unisource.ca.

Pushing the envelope for YOU

Vertex Graphic and Business Equipment (Booth 3908) will be showing the unique Duplo GRAPHIC & BUSINESS EQUIPMENT digital duplicators featuring airfeed technology. These duplicators reduce costs because there is no click charge. Vertex is also the exclusive distributor for Morgana in British Columbia and will be working in conjunction with Sydney R. Stone. Its quality lines for Western Canada include Duplo, Challenge, Xante, Rollem, Baum (including the Baum print), Mitsubishi Imaging, Deluxe Stitcher, Astro and Kompac. The company provides one-stop supplies and service, sales and support for print, copy, bindery and office-based businesses. (604) 875-6700. www.vertexequipment.com.

FALL IS HERE L’A So is our NEW Catalogue

Xerox Canada Ltd. (Booth 1220) will feature a wide range of print applications spanning the industry’s broadest portfolio of market-leading digital production technology. Showcased will be the new Xerox 770 Digital Color Press, ColorPress 1000, Color 560 Printer and other Xerox monochrome and colour print engines. The combination of new application opportunities combined with specialized substrates, production workflow automation tools and business development resources, make Xerox not only a market leader, but also a market maker. Its end-to-end solutions are both seamless to integrate and productive to operate. Xerox is there every step of the way helping printers delight your customers, produce more jobs, reduce your costs and grow your business. (416) 733-6490. www.xerox.com/driveprofit.

2 locations to serve you!

Xerox 770 Digital Colour Press

Zund Canada (Booth 1064) will be exhibiting the new Zund G3, an exceptionally fast way to throughcut, kisscut, shapecut, squarecut, crease, perforate or rout, roll and rigid materials up to 2 inches thick without the purchase of a custom die. It has a

October 2011 | Graphic Arts Magazine

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Your perfect connection to the printing and graphic arts industry

D V

E R T O

Digital Edge

From a small three-person shop to seven-figure sales in just two and a half years! In an industry of wafer-thin offset margins and printers entering digital, wide-format and marketing services markets just to survive, Digital Edge Print & Media Services of Mississauga has seemingly emerged from nowhere to quickly become an industry leader, especially in variable data. If you had to sum up its remarkable success in just one word, it would be “accountability.”

come to this point without his help and knowledge. He has been our key supplier and our go-to person any time we want to take our mailing capabilities to the next level,” he adds. “Finally, we all work as a team here and we take enormous pride in our work – so our employees’ dedication is undoubtedly another major reason for our ongoing success.”

Insource: A valuable partner

As he sits in his office, now located in a modern 15,000-sq.-ft. facility in Mississauga (he and his staff of about 30 moved there on April 28 of last year), even Bob Shea, Digital Edge Print & Media Services’ President, is often amazed at how far his company has come in such a relatively short time. A veteran of the printing wars, he started in the business with his father and brother when he was a teenager over three decades ago. Today his company is arguably one of the fastest-growing printers in Canada.

When it comes to new equipment, Shea turned to Tim Wakefield of Insource – not just for machinery such as inserters, inkjets and tabbers, but a strategic plan for future growth. Wakefield’s partnership approach to the Canadian mailing marketplace also reflects Shea’s partnering approach with his own customers – both continue to earn referrals and repeat business from existing clients. “It began with Insource providing Digital Edge a basic tabbing machine to satisfy its immediate needs,” says Wakefield. “But after walking through their shop, I sat down with management and asked where the company wanted to be in a few years – what its vision and goals were. As a team, I was soon assessing the company’s current processes and existing technologies and was able to facilitate a plan for future growth.”

“I know it sounds clichéd and repetitious, but we’ve achieved our success by maintaining the highest possible quality of printing while giving exceptional service to our customers,” he says. “But more than that, our entire team is fully accountable. By that I mean many things. First, we answer all calls personally and promptly and we return all phone calls the same day. That goes for all e-mails we receive as well – they all get returned right away or on the same day, regardless of who calls us.

In a nutshell, it has been Wakefield’s proven ability to accurately evaluate his clients’ requirements that has made Insource unique. “We’re not just a machine reseller, we’re strategic partners,” says Wakefield. This proven expertise has given Insource exclusive selling rights with some of the world’s leading manufacturers – and in the process has transformed the company into a solutionsbased consulting enterprise as well as a vendor of high-end mailing technology.

“Second, we plunged into digital in a big way – with machinery, software and some of the industry’s best digital and data specialists led by my partner, Creative Director and our Vice President Jason Farmer. Third, because of this expertise, we quickly became more and more sophisticated and efficient in variable data. Our philosophy in this market, once again, was total accountability. While many providers in this business seem to accept the standard that as high as 5% of a client’s targeted mail will end up as waste or spoilage, we absolutely, absolutely refuse to,” Shea insists. “Our approach is, and always will be, 100% in, 100% out.”

The other obvious attribute shared by both companies, as Bob Shea puts it quite emphatically…..“we don’t lie. We tell our clients up front what the costs are and keep them informed every step of the way. If problems occur, we tell them – but we always stand behind our products. Our uncompromising honesty and integrity has resulted in referrals which, in turn, has resulted in acquiring some very large clients.”

Today, Digital Edge mails approximately 1.5 million meticulously prepared and targeted pieces per week with varying degrees of variable data included. So when you consider this high volume, it’s no wonder that Shea shudders at the mere thought of any of his clients accepting the loss of literally thousands of pieces – especially when just one direct mail piece could lead to a possible sale.

Wakefield’s echoes those sentiments. Our business philosophy is to understand the needs of our prospects and provide value-added solutions that will improve our clients’ position in the marketplace. “I always advise our partners that Insource is here to help them out of a commodity market and guide them into becoming a value-added partner with their customers. Digital Edge has been a prime example of that philosophy at work.”

“Fourth, and a huge part of our success, has been our partnership with Insource and its President, Tim Wakefield,” Shea says. “It’s safe to say that we could have not

October 2011 | Graphic Arts Magazine

www.graphicartsmag.com

Teaming up for success. Left to right are Digital Edge’s Vice President and Creative Director Jason Farmer, President Bob Shea and Insource President Tim Wakefi eld

The real “edge” in Digital Edge

$100 cheques for a client,” they point out.

Today, Digital Edge provides its direct-mail customers with some meticulous and cost-efficient variable data services. In fact, the company has managed to achieve an unheard-of 99.5% accuracy – and when you’re dealing with 1.5 million pieces a week, that’s eliminating a huge amount of waste. This is direct mail taken to an all-new level. The accuracy is due in part to Intelligent Read & Print and other high-end automation features of the machines provided by Insource. Intelligent camera systems can now track and verify the progress of each mailing piece during every step of the production process and immediately relay information to adjust the run if problems occur. When you combine this technology with superb digital inkjet printing and modified inserting, tabbing and folding features, the result is unprecedented accuracy – and down the road, a new level of customer satisfaction. In fact, Digital Edge recently purchased a mailing house of its own to ensure a smoother workflow and more control over customer service.

Digital Edge’s high level of accuracy also encompasses proper updating of databases. This data management includes the ability to do all the standard sorting and address correction for addressed and unaddressed mailings to get the best possible rate from USPS/Canada Post, as well as more complex data management needed for today’s highly personalized one-to-one colour pieces they produce. Gone are the days of black-only variable. As you can see, it’s more complicated that most printers think. All the more reason to have your services managed professionally if you’re thinking of adding variable data mailing to your current services’ mix.

Everything under one roof Digital Edge’s “accountability” benchmark also extends to its other services such as its state-of-the-art prepress and graphic design, high-quality colour offset, digital and large-format printing (featuring colour posters up to 5 ft. wide by 150 ft. long), finishing and binding. In other words, with a full range of services all under one roof, the company can guide you through any project from concept to final printed product. The latest CTP technology plus a full range of presses (from 2-colour duplicators to 40-inch, 8-colour units) with inline AQ coating facilitate this. Many advertising agencies and designers also partner with Digital Edge and their clients are reaping the benefits both from a budget and quality standpoint.

Digital Edge then, can accommodate the simplest of targeted mailing pieces to the most complicated – such as fully personalized letters and cards matched and inserted into personalized envelopes, with personalized post-it notes tipped on inline, all with complete tracking through each step. Each unit, however, can be used for a single function or can be connected seamlessly to produce more sophisticated mailers. For Shea and Wakefield, the overall equation is simple – even one spoiled mailing piece is unacceptable. So (pardon the cliché), they keep pushing the envelope! “Just imagine if we were mailing out

October 2011 | Graphic Arts Magazine

More information: Digital Edge Print & Media Services Ltd. (905) 829-8900. www.digitaledgeservices.ca. Insource: (905) 709-3344. www.insourcecorp.ca.

Your perfect connection to the printing and graphic arts industry

Diana Brown

Product Profile

Product Profile This month’s topic: Offset presses

manroland’s ROLAND 700 Drive sheetfed off set press

Direct

There are many challenges facing off set printers in today’s increasingly competitive and digitized marketplace. These obstacles include economic challenges, raw material challenges, and challenges in sustaining a consistent level of demand for off set work.

blanket cylinders must be washed anyway and the plates are being changed simultaneously, it’s as if no time has to be allocated to plate changes at all; enabling “zero time” plate changes. As a result, this press is especially effi cient at performing short run jobs (as few as 500 impressions).

Although off set technology is often seen as a stagnant printing process, it is important to shine a spotlight on those manufacturers who are innovating off set machinery with the goal of increasing bottom line profi tability for printers. Equipment enhancements and technology advancements in off set equipment (such as inline modules, press speed enhancements and more effi cient plate mounting systems) can enable faster makeready and changeovers, thereby increasing the profi tability of a given job.

In addition to the obvious benefits of performing multiple functions at once, the Direct Drive system also has an electronic print length adjustment, eliminating the need to change plate packing during a changeover, as the press operator can control this from the console. In a press release from manroland, the company makes the announcement that Pittsburgh’s largest independent commercial printer, Knepper Press, has added the ROLAND 700 to their repertoire of machinery and capabilities. “Where makeready issues continue to kill other printers on short-run jobs, with the ROLAND 700 we’ll be better positioned to bring more to our bottom line. It’s an ideal fit between our digital and conventional presses, and meets our expanding client base’s needs nicely,” explains Bill Knepper, chairman of Knepper Press.

These new technologies are now being adapted to traditional processes and implemented by a number of manufacturers, two of which will be featured today. manroland and Heidelberg’s off set innovations are truly world class.

manroland

Manroland’s ROLAND 700 Direct Drive sheetfed off set press enables printers to decrease makeready time by up to 60 percent by allowing a number of different tasks to be completed simultaneously. This 8-colour press with Direct Drive technology can perform three functions at once including blanket and impression cylinder washing, mounting plates and facilitating digital fi le transfer. All plates can be changed in less than one minute, no matter the press confi guration and for up to 12 units. However, because the impression and

October 2011 | Graphic Arts Magazine

Additionally, MetroMail (the UK’s largest direct mail production company) has recently purchased a ROLAND 700. Alan Purvis, managing director of MetroMail, has a very interesting perspective regarding the purchase of off set equipment in an increasingly digital world: “There is a perception in the market that a digital house buying a litho press is going against the grain. However, we believe hardware and software should be the vehicle for achieving strategy and not the drivers of it.” The key word to describe this unique press

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October 2011 | Graphic Arts Magazine

Your perfect connection to the printingwww.graphicartsmag.com and graphic arts industry

Diana Brown

Product Profile

offers Speedmaster XL 105 users the ability to take their current production performance to the next level. The Preset Plus Delivery is designed for the fast production speeds of this press and enables extremely reliable sheet delivery. Various stocks with varying weights and calipers are all handled expertly. Additionally, the DryStar 3000’s blast air works in conjunction with the Preset Plus Delivery to ensure excellent drying performance at high speeds. Heidelberg states that it is the “best possible drying performance for all applications.” Additional features on this state-of-the-art offset press include the AutoPlate XL plate changer, which mounts all plates simultaneously, thereby reducing makeready time and decreasing associated labour costs. These savings are maximized when working with shorter run jobs.

is “multi-tasker” and one that short-run printers can reap enormous competitive benefits. manroland’s range of inline modules enable value-added printing for offset printers, including inline coating systems. Process integration allows for innovative production solutions and creates a competitive edge in the over-populated sheetfed offset market. The ROLAND InlineCoater smart applies coating over conventional ink surfaces to create matte or gloss UV effects inline. The system is designed for occasional application of coating, whereby the last printing unit of ROLAND 700 presses can be interchanged between inking and coating. This system is designed for the printer who does not do enough coating work to justify the cost of an extended delivery coating unit. Therefore, this system offers increased flexibility for the printer to offer numerous production options without having to commit to expensive secondary systems. Additionally, manroland’s 700 Ultima flexible inline enhancement is also worth mentioning. The system employs single and double-sided coating modules inline and can also be used to apply opaque white or metallic effects coatings inline.

KBA

KBA’s Cortina newspaper press boasts state-of-the-art technology to decrease makeready time by automating manual tasks wherever possible. Part of this automation happens at the front-end of the printing workflow by automating press presets for startup. KBA’s PressNet automation system encompasses a number of smaller systems that comprise this workflow. Production scheduling and page configuration become a semi-automated task on the Cortina press through KBA EasyPlan. Presets for registration, web tension, dampening and temperature can all be programmed through KBA EasySet. Automated acceleration to production speed (KBA EasyStart), as well as automated deceleration (KBA EasyStop) is achieved at the touch of a single button. Lastly, a detailed summary and statistical report is made available after the job is finished, including information such as waste and speed diagrams (KBA EasyReport). This comprehensive front-end system enables increased productivity and helps printers gain a better understanding of their businesses to remain competitive.

There are a number of significant benefits to these systems that create greater bottom-line profitability, including reduced job turnaround times and reduced labour costs for combining up to three unique processes into one. Additionally, fewer logistical steps are required to move the job from a digital file to being shipped out the back door. Another important, and not so obvious benefit, is that less space is required for semifinished goods, as well as for additional production equipment and crews to run the equipment. One last significant benefit to manroland’s inline systems is reducing the risk of problems showing up during a second pass of a second process. Because printing and double-sided coating is all completed inline, all registration is checked at this stage so any issues are addressed immediately on the first pass without excess time and material waste.

It is clear that there is still a market for offset presses in today’s increasingly digital marketplace. It is also clear that printers must have a competitive advantage to contend. In order to stay competitive in the stagnant market of offset printing, you must learn to innovate using technology, adapt and discover ways not to become stagnant yourself.

Heidelberg

The Heidelberg Speedmaster XL 105 sheetfed offset press made its debut a few years ago, but still proves superiority in speed and efficiency. With production speeds of up to 18,000 sheets per hour this press is able to maintain stable sheet travel, which allows for consistent quality images. Heidelberg’s AirTransfer system guides each sheet from one printing unit to the next on a cushion of air. This technology enables stable sheet transfer throughout the press, even with very thin paper stock.

KBA’s Cortina newspaper press

Heidelberg’s Preset Plus Delivery, as well as DryStar 3000, Heidelberg Speedmaster XL 105

Diana Brown is the Owner of ON-SITE First Aid & CPR Training Group, a health & safety company who provides training to the Graphic Arts industry. diana@onsitefirstaid.ca

October 2011 | Graphic Arts Magazine

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“YOUR MAILING EXPERTS”

Providing full mailing services for Canada, U.S.A. and International destinations. We provide polybagging, inkjetting, labeling, laser printing, full lettershop, folding, clip sealing and specialized hand fulfillment. Our Staff is customer focused and professional. Serving the industry for over 40 years. We operate from a 25,000 square foot modern facility and we are here to help you. 817 Brock Road, Unit 1, Pickering, ON L1W 3L9 Tel: 905-420-1099 • Fax (905) 420-9878 Contact Stuart Sullivan for further information or your no obligation quote

October 2011 | Graphic Arts Magazine

Your perfect connection to the printing and graphic arts industry

Tony Curcio

For the record

John Honderich He is a member of the Order of Canada and the Order of Ontario, holds degrees in political science and law and is a hard-working family man. But for me (and most former Toronto Star employees), he personifies the newspaper’s long-standing editorial values of fairness through balanced journalism – and giving a voice to those in our society who simply have none. John Honderich was publisher of the Toronto Star from 1994 to 2004. We used to say that John “Bled Star Blue.” That passion was infectious. But more than that, John was the type of person who seemed to know every employee’s name and what he or she did. And while other Star executives have come and gone, John has remained a constant presence and guiding force as current Chair on Torstar’s (the parent company’s) Board of Directors. So who better to ask about the future of newspapers?

getting more and more information from them. More importantly, mobile readers now expect this type of service. Again, it’s up to us to adapt and fulfill these expectations – not just for our readers but for our advertisers. When our reporters go out into the field, we expect them to be digitally connected all the time to meet tighter deadlines. It’s really a constant, evolving and very necessary process.

How has Canada’s largest newspaper managed to stay on top in this challenging economy?

In the past few years I’ve noticed more “old-time” journalism – more Star exclusives, investigative reporting and uncovering injustices. Is this by design or are there just more scammers out there?

First and foremost, we have not and will never compromise on the editorial content creation in our newspaper. In fact, we are constantly trying to increase and improve our coverage. For example, we included the New York Times in our Sunday paper and it has been a resounding success with both readers and advertisers. Starweek Magazine at one point seemed to be sagging. So we improved the quality and added more detailed content, hoping that readers would recognize this and wouldn’t mind paying for better quality. The results have been beyond our expectations. Needless to say, we have also re-organized our newsroom and poured more resources into our online newspaper, thestar.com.

Did you know that the Star was started by printers? In 1892, Toronto was a city of 180,000 with six newspapers when a seventh daily “Paper for the People” suddenly appeared on its streets. Born on Nov. 3, 1892, The Evening Star had been created almost overnight by 21 printers and four teenage apprentices. Little did they realize that their new 4-page sheet would grow into Canada’s largest and most influential daily newspaper, The Toronto Star. Read more about this fascinating story by John’s father and former Star publisher, Beland Honderich, as well as a chronology at www.thestar.com/aboutus/history.

I don’t know if there is actually more fraud. What I can tell you is that investigative reporting has always been one of our strengths, often separating us from other newspapers, and we place a huge emphasis on it. In fact, we have about half a dozen veteran reporters writing exclusively on exposing these types of injustices in our society. In my opinion, their reports and exposés have been nothing short of remarkable. I believe our readers appreciate this. Not surprisingly, this has encouraged them to turn to us to report more fraud and scams.

What strategies do other newspapers need to employ to survive? The bottom line is that, to maintain competitiveness, newspapers must constantly adapt to changing technology. They must be as digitally advanced as possible and change with the expectations of their readers. Today, information on any platform is the name of the game. We realize this and will continue to be an important source of in-depth news – both printed and online. In fact, the majority of electronic media that have a relatively small newsroom staff, especially radio, actually get their news and other information from newspapers. It’s called “Rip & Read” and it’s been going on, it seems, forever. So in that regard, newspapers will always be viewed as the prime source of detailed hard news that people can trust.

Any other personal observations or comments? Without a doubt, these are challenging times for newspapers. However, ultimately, I believe that people will make their reading choices based on trust, quality and in-depth content. We have managed to maintain these ideals and this brand while continuing to adapt to changes that are exciting, and at the same time, very challenging. Tony Curcio ajg.curcio@gmail.com

Looking at how the internet has changed the way people receive information, what do you think the future of newspapers looks like? Hand-held devices are becoming more relevant as people are

October 2011 | Graphic Arts Magazine

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Thomas Gagnon

FYPI

For your print information: Ink mixing Although the Pantone Matching system has its weaknesses, it is used around the world to communicate colour. In recent years Pantone has come up with the Pantone GOE and the Pantone Plus system to overcome the weaknesses of the original Pantone Matching system.

Due to limitations of the achievable colour gamut of the standard process colour CMYK, designers will sometimes opt to use special premixed inks. These inks, which usually contain special colorants or additives, can be used to reproduce colours that are unobtainable through standard process colours. These colours could be corporate colours or a design element that highlights are certain aspect. Unfortunately, these specialty inks can often be very expensive, and in some cases they may be useless outside of the job for which they were purchased. Ink mixing, therefore, can be a cost effective way to reproduce colours that would normally only be available as pricey premixed inks, but mixing special colours in the pressroom can also have its traps.

There are many benefi ts to ink mixing beyond simple cost savings. The ability to match a custom colour, and then mix ink on the fl y can be used as a competitive advantage. Proficiency in ink mixing would be particularly useful for jobs with short turn around times that leave no time to order a premixed ink from an ink manufacturer. Ultimately, the decision to mix ink instead of purchasing it will depend on the circumstances and requirements of the job at hand. Purchased inks that come premixed will often reproduce colour more reliably than one mixed in-house, so if colour accuracy is of importance it might be worth the extra cost.

How does it work?

Many ink providers offer systems for matching custom colours. The level of automation and overall sophistication of these systems or pieces of equipment varies, but all of them are designed to create mixed inks that will produce the specific colour requested by your client when printed. Most of these automatic mixing systems work on the basis of the Pantone Matching System with its 14 base colours and provide already to use Pantone colour.

The difference between an acceptable print job and one that delights a customer often relies on the skill of the printer; therefore, any technique that improves a printer’s color-matching capability is worth evaluating.

About RYETAGA

If the special colour is not in the Pantone swatch book the print company has two options. The first one is try to mix the special colour themselves or send the colour swatch together with the paper that will be used on that specific job to their ink supplier and have them create a custom ink mix. With regards to ink mixing, it is also important to consider any special requirements for rub resistance, fade resistance, alkali resistance and laser resistance.

RYETAGA (Ryerson Technical Association of the Graphic Arts) is Ryerson University’s official Student Chapter of TAGA (Technical Association of the Graphic Arts). As Canada’s only TAGA student chapter, RYETAGA student members take part in every aspect of our journal production. We will be submitting our student journal publication to be competing at the TAGA Annual Technical Conference this March 2011. The TAGA conference provides industry and student members the opportunity to learn about the latest research and technology in the graphic arts industry, through seminars and networking. RYETAGA’s student journal publication will be competing to keep the Grand Prize, the Helmut Kipphan Cup for best overall student technical journal and Harvey Levenson Undergraduate Paper, won last year.

If you have sent a colour swatch to your ink supplier you will receive a printed swatch on the actual stock back, so it can shown to the designer or art director for approval. If necessary, adjustments can be made. The first pages of the Pantone book contain a disclaimer explaining why the chosen colour could look different on the job stock than it does on the swatch. Take your time and read this disclaimer. It explains the many factors that influence colour reproduction on press. Many people don’t know that the Pantone book is only a guide to colour, and not absolute colour. The next time a critical Pantone colour is chosen for a job, ask any staff involved in production to bring their Pantone book to a meeting and compare the same colour swatch. You will see slight differences—even though all books are printed exclusively by Pantone.

October 2011 | Graphic Arts Magazine

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KBR Graphics Canada Making Canadian printers more profitable for 35 years Throughout its history, KBR Graphics has consistently responded to industry challenges and opportunities by aligning itself with innovative manufacturers such KBA, MGI and Standard Horizon, amongst others. KBR has played a major role in assisting Canadian printers in achieving higher productivity and profitability for 35 years. Its customers range from small printers to large national corporations as well as provincial and federal governments. Its factory-trained technical team is renowned for its expertise and commitment to service. KBR Graphics’ ability to foresee industry trends allows them to bring solutions to their customers much sooner, which has long fuelled their competitiveness and growth together. So it’s not surprising that two of its latest installations in both Toronto and Montreal, plus its recent addition of the new MGI DP-8700 XL Multi Substrate Digital Press, are turning a lot of heads in the industry.

Another key decision in purchasing the machine was its ability to print on a variety of non-traditional substrates such as plastic, polyester, polycarbonate, polypropylene, PET, vinyl, synthetics, styrene, vinyl/static cling, canvas and magnets. “We print on a lot of synthetic plastics,” says Pauptit. “The Meteor’s competitors could not print on our substrates. That was a defining moment. It opened up new markets for us and gave us new options. We can now offer our customers new abilities.” Flash Reproductions also prides itself on being environmentally friendly. The new Meteor press contributes to these practices. “The toners are environmentally sound and we’ll be producing a lot less waste, which will contribute to our eco-friendly printing,” says Pauptit. “We’re a short-run specialty shop producing 100 pieces of this and 100 pieces of that. The Meteor will allow us to get up to colour much faster and reduce our makeready and waste.”

KBR helps Flash Reproductions score an Ontario first with MGI Meteor

“This was our first experience with KBR,” says Pauptit. “From our initial meeting, they totally understood what we wanted to bring to the market. They too come from a high-end offset background. It’s been great dealing with them throughout our consultations. We tend to choose our partners very well and, in this case with KBR, we made an excellent decision.”

It’s the first-of-its-kind press installed in the province of Ontario! The MGI Meteor DP 60 PRO XL Digital Press was installed recently by KBR at Flash Reproductions, an award-winning, full-service print shop in Toronto since 1969. “It’s exciting to be the first in our area to have a new digital press that offers so much,” says Flash Reproductions President Richard Pauptit. “The Meteor has a much better image quality than its competitors, is much more versatile with a larger sheet size, is much more favourable in its pricing and has no on-going click charges. It’s rare when you can offer your customers a ‘cheaper, faster, better’ alternative but the Meteor allows us to do just that.”

Shortly after this installation, KBR was busy in the province of Quebec helping another shop, Quadriscan, become much more productive as well. KBR also helps Montreal’s Quadriscan boost output, quality and turnaround with Standard Horizon BQ-470 PUR Perfect Binder Montreal full-service commercial and book printer Quadriscan recently installed a new Standard Horizon BQ-470 PUR perfect binder from KBR. “The new BQ-470 perfect binder with PUR (Polyurethane Reactivate Adhesive) offers the best size, quality, and turnaround for our customers,” says Roger Blanchette, President of Quadriscan. “We used to send the work out before, but now we can keep it under our own roof, ensure high quality and provide faster turnaround. We’re able to streamline production for shorter runs to meet and often exceed deadlines. We’re proud of our excellent products and our customers love the new machine and the binding process.”

Pauptit recalls the “long, painstaking process” of evaluating digital presses in Rochester, Atlanta and Toronto using Flash’s different substrates, including synthetic plastic. “The Meteor’s sheet size is a huge plus for us,” he says. “All of the other digital presses were 13 x 19-inches, but the Meteor is 13 x 40-inches. We found that customers had to design around that smaller size. We’re now giving them a much larger range to work with. In the end, the other three competitors couldn’t hold a candle to the Meteor.” Quality was another must. “Quality is key for us,” says Pauptit. “We were seeking a digital press that brought something unbeatable to the table. The Meteor provides image quality that is second to none. We’ve been able to integrate it into our workflow and we’ve promoted one of our skilled offset press operators to the Meteor.”

October 2011 | Graphic Arts Magazine

The BQ-470 fully-automated, four-clamp perfect binder is easy to operate with minimal operator training required. It produces up to 1,350 perfect bound books per hour with four clamps that travel on a vertical elliptical track. It’s the latest in an expanding line of products that draw on Horizon’s core expertise in fin-

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ishing automation. The binder’s 10.4-inch LCD touch-screen provides stepper motor-controlled automation and the machine can bind books up to 2.5 inches thick. Its interchangeable glue tanks support both EVA and PUR adhesives.

It made its debut at Graphitec in Paris, France in June, its North American debut at Graph Expo in Chicago in September and will make its Canadian debut at Graphics Canada in Toronto in November. The Meteor DP8700 XL is the latest member of the Meteor family of 4-colour multi-substrate digital presses with worldwide installations in key markets such as commercial printing, in-plants, plastic card manufacturers, book printers, photo printers, governments, etc. Best of all, it includes new features designed to maximize production and optimize ease of operation including:

“Our new binder offers two huge advantages,” says Blanchette. “One is the perfect binding system that customers prefer for look and longevity. Customers cite its classic, professional look, versatility, printable spine, visual appeal and durability. The second advantage is the newer PUR adhesive that customers prefer for its lay-flat ability and its durability. PUR dries by absorption – moisture from the paper stock and the surrounding air aid in setting the adhesive. PUR adhesives set faster and require less backbone preparation, but cost a little more than other glues.”

• T he largest sheet size amongst production sheetfed digital (up to 13 x 40” in production, up to 13 x 47” via manual bypass). • Increased production speed. • Superior output quality at 3,600 dpi (8-bit printing) and more than 20 line-screen variations.

Blanchette believes that the PUR adhesive feature will drive additional customers to his business. “The PUR system is the best,” he says. “Customers will see it and adopt it. Often it takes longer for our high-end customers to switch to a new bookbinding capability. It takes six months or so for them to test it in the field and to conclude that it’s perfect for their product. Libraries are especially conservative. They don’t move quickly to new technology but they know quality. They are discovering the positive attributes of perfect binding and PUR.”

• New auto-adjusting offset feeder table that eliminates skew and keeps registration consistent. • New high-definition silicone-free dry toners (CMYK) with a smaller particle size using renewable and organic components. • E xpanded image area, with a width of 12.6” and up to 39.8” in length when utilizing super-format printing. • EnvelopExpress Pro® that increases production capabilities and improves job efficiency.

Blanchette was equally pleased with KBR Graphics. “They did a great job in helping us to purchase and install our perfect binder,” he says. “We were challenged early on in producing a small, 20-page book that we thought we would need to stitch and not be able to perfect bind. KBR Graphics stayed right with us, helping us through the challenge, and in the end, the customer was completely surprised and satisfied that we could produce a beautiful, thin, perfect-bound book for them.”

• Powerful Fiery® Pro80 System 9 RIP for maximum processing power and graphics’ management. • Monthly duty cycle of 600,000 A4 letter pages. More information: KBR Graphics Canada: 1-800-3611498. www.kbrgraphics.com. Be sure to visit the KBR booth (#3230) at the Graphics Canada show November 10-12 in Toronto, Ontario.

KBR adds new MGI Meteor DP8700 XL Multi-Substrate Digital Press

KBR’s MGI Meteor DP8700 XL Press

October 2011 | Graphic Arts Magazine

Your perfect connection to the printing and graphic arts industry

Kelley Robertson

Sales

Master the art of the follow-up ing decisions go into a holding pattern while your contact deals with internal politics, approval processes, and other projects on their plates. Although the buying decision may be a priority today, it can be pushed the bottom of the list tomorrow when your contact has a more pressing issue to deal with.

It’s a known fact that salespeople who consistently follow up generate higher sales than their colleagues who don’t. However, mastering the art of effective sales follow up is challenging. We have all encountered prospects who expressed interest in our product, service or offering. But after that initial conversation that person has gone AWOL. We leave a few voicemail messages and send a couple of emails but get no response. We don’t want to be perceived as a pest so we give up and move on to other opportunities.

That mean you need a well-thought-out plan of attack. Invest time to create a “keep-in-touch” campaign. Use a range of approaches and methods and you will increase the opportunity of connecting with your prospect. 4. Use a variety of methods. You can’t rely only on email or telephone to connect with busy prospects.

First, let’s examine why people don’t return your calls and emails.

You need to use a variety of tactics and methods, including texting and sending direct messages from social media platforms such as LinkedIn, Twitter and even Facebook.

They are simply too busy. That’s right. Decision makers are extremely busy; the average corporate executive has at least 40 hours of unfinished work on their desk at any given time so they seldom respond to anything that isn’t urgent or important. Here are five strategies you can use to improve your follow up process and increase the likelihood of reconnecting with your prospect.

Snail mail and courier are two methods that are underused in today’s technology-driven world and you can often connect with high-value prospects at industry conferences or networking events.

1. Deal with the right person

5. Become a resource for that person.

First and foremost, you must deal with the right person. That means talking to the key person(s) who are responsible for making that buying decision. If you are discussing the purchase with anyone other than the person who controls the budget or who owns that buying decision you are wasting your time.

For example, if you know that your prospect struggles with employee turnover, look for information that addresses this issue. You don’t have to be the expert; in fact, you will earn even more credibility if you aren’t because this demonstrates that you are in touch with their business challenges. If you’re going to call, make sure that each message adds some type of value.

2. Pre-arrange the follow-up.

How much is too much?

One powerful strategy is to pre-arrange the follow-up during every conversation. During an initial call you need to establish a day and time for a subsequent conversation. You can do this simply by saying, “It seems like we need to talk again. Does next Tuesday morning at 9:15 work for you?” Pinpointing a specific day and time is critical but most sales people say something like, “I’ll call you next Tuesday.”

One of the most frequently asked questions I get when discussing follow-up strategies with clients and sales people is, “How much is too much?” or “How many calls should I make?” There is no clear or definitive answer; however, here is my guiding rule. The larger the sales opportunity, the more follow up calls or contact points you need to make and you have to determine what a high-value sales opportunity is for your particular business.

This approach leaves the door open and forces the other person to actually look at their calendar and consider your request. Once you nail down a day and time, tell them that you will send them an Outlook invite and then send it…immediately after your call.

In my own sales training business, I will seldom try to reconnect with a prospect more than once or twice if the value of the sale is less than $500. However, I will make several attempts for sales that are worth several thousand dollars and I will be relentless in my follow up for a sales opportunity that has the potential to generate a five figure result.

When you call at the determined time you may get their voice mail so hang up and call back in a few minutes. If you still get voicemail, leave a message: “Mr. Jones, Kelley Robertson calling as promised. I suspect you got called away so I’ll give you a shout at 11:45.” In many cases, the other person will either return your call shortly or he or she will be available the second time you call.

Great follow up requires thought, effort and energy. However, the more consistent and effective you are at executing this, the more you will increase your sales.

3. Develop a plan.

You can’t simply keep calling a prospect and say, “Hi, it’s Kelley following up to see if you have made a decision yet.” That approach will get you nowhere…FAST! The key is to find ways to keep your name on your prospect’s radar. Here’s why. Many buy-

October 2011 | Graphic Arts Magazine

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Your perfect connection to the printing and graphic arts industry

Tony Curcio

Survivor 2011

The transition to becoming a Marketing Services Provider (MSP) Some also have run into trouble because they did not re-address their business plan.

A chat with John Foley Jr. in advance of his Toronto appearance as a Keynote Speaker at Printing Survivor 2011 I recently sat down with John Foley Jr., founder and CEO of interlinkONE and Grow Socially, to chat about current trends in the print industry, and what steps are necessary for a printer to get involved in multi-channel marketing.

Q: What does a printer need to consider when moving into this area?

Q: How do you define a marketing service provider (MSP)?

A: Realize that there will be battles. Some might be internal (from employees) and some might be external (an agency might start to view you as competition.) But, if you truly believe you can help your customers, then you will persevere.

A: An MSP participates in the more profitable marketing value chain (including print and other channels) by providing an array of services, from campaign inception to program execution. MSPs must also generate good data and relevant messaging via the right channel(s). They must realize know that success links to the creation of one-to-one communications based on a deep understanding of customers’ needs. Q: How many printers are MSPs today?

Q: How does a printer start?

A: From my daily interactions with printers of various sizes, there are many that successfully offer marketing services. Then, there is a sizeable group who knows that they need to transition, have taken some steps to do so, but have not yet completed them. Finally, there are others who have remained purely traditional printers.

A: Don’t simply take the details of an order over a phone and hang up. Start asking about the piece. Why are they printing it? What is its goal? Then after printing the piece, follow-up with the customer about its success. Introduce the fact that you, the MSP, can build, manage, execute and even measure his or her marketing efforts.

Q: What questions should printers ask if they want to become MSPs? A: Has the world of marketing and communications changed recently? Have my customers changed along with those changes? Are they using channels such as the web, social media, email, mobile, and others? Has my print business declined over the past years? Has volume from long-time customers decreased? Does my staff feel uneasy about our current state? Do I have people familiar with newer marketing technologies?

Q: What one big mistake do printers make?

Q: How can a printer be successful as a MSP? A: Here are some of the most crucial tactics:

A: Not starting with a strategic plan. If they don’t, they’ll start telling customers that they can help without actually knowing how to execute. The best way to solve this is to use marketing channels for their own self-promotion. This will also generate new leads for your sales team.

• Start living in the world of your customers. Subscribe to marketing magazines and newsletters. Attend marketing-focused webinars, conferences and trade shows. This will help you understand your customer’s challenges beyond the production of a printed piece. • Transform your team. You don’t need to hire an entire new staff, but you must get your current employees on board with the transition. You may need to hire someone with a marketing background. Your staff will need to change from selling commodity-based items to selling client-based solutions.

Q: What’s the advantage of a customer going with a MSP over a printer?

• Write the Business Plan and Marketing Plan. Create financial projections and identify possible resources. Q: Are printers currently finding it difficult to transition?

A: A MSP will be focused on providing solutions as opposed to just producing a printed piece. Thus, a marketing services provider will pay more attention to the overall campaign goals that the customer is trying to achieve.

A: There are some inspiring case studies of printers that have taken the correct steps. But some do have trouble. The biggest reason is that they don’t have the right resources (i.e. they don’t have any employees that care about or understand marketing).

October 2011 | Graphic Arts Magazine

“This is certainly a topic I’m very passionate about. I talk to printers about it every day. I’m especially looking forward to meeting many of you in person at the Printing Survivor Event in Toronto on October 13th. I promise that you will leave that event feeling satisfied and motivated, with plans and strategies that will help grow your business.”

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ExpoSystems

When perception is everything! For more than 4 decades, ExpoSystems Canada has been transforming exhibitor space, from the smallest 10’ x 10’ booth to huge aisle-dominant displays, into stunning visual masterpieces that attract show visitors and leave a lasting impression of quality and professionalism.

Development Manager, who has witnessed most of the changes first-hand. “When I started in this industry almost 23 years ago, a booth or display at a show used to consist of just a table, chair and draping,” he recalls. “Today, we can go from concept to final delivered product quickly, and the possibilities are as endless as a customer’s imagination.”

As you walk through the spacious 3,000-sq.-ft. showroom at ExpoSystems’ Scarborough, Ontario manufacturing facility, you quickly realize that the company’s slogan (ExpoSystems Canada: Making You Stand Out!) is a huge understatement. After more than 45 years in the industry, it’s not surprising what its team is now capable of accomplishing for clients in even the smallest of 10-ft. x 10-ft. booth space. From day one, the company has always pushed the limits of creativity in designing exhibits and displays for trade shows and consumer shows – and that includes innovations to lighting, graphics, printing, materials and an amazing array of structural options.

On any given day, you may find employees breathing life into everything from a simple retractable banner, pop-up or literature stand, to an elaborately designed booth with a decorative brick facade for a real estate company exhibit. As you continue your walk, it seems like you’re passing individual rooms designed by a professional interior decorator (then again, these folks are indeed professionals). You might even imagine what a show might resemble as every single booth was manufactured and designed by ExpoSystems.

The largest Canadian manufacturer

In only 5 years its President, Nigel Vance-Lousada, has literally transformed this Canadian-owned company into a recognized industry leader – and along the way ExpoSystems has won dozens of awards. The majority of its staff of about 35 has been with the company for more than 10 years, and Chris Waters, Distribution

ExpoSystems is the largest Canadian manufacturer of modular displays and exhibits, with products ranging from simple tabletop and portable displays to custommade modular booths. But what also separates ExpoSystems from its competitors are its graphics and comprehensive in-house services – from storage, rental, leasing and shipping to no-charge design and custom manufacturing, to all show logistical services and on-site support including internet hook-up, overhead signage, furniture and carpet rentals, electrical, booth installation and dismantling and so on. In other words, complete turnkey project management available anywhere in the world. ExpoSystems also boasts its own woodworking and metalworking shops and has a wide selection of environmentally friendly products. But possibly the best news of all is that its hardware comes with a full lifetime warranty. ExpoSystems has offices in Canada and the United States with an extensive dealer network serving most of North America. “We look upon ourselves as a partner and consultant in virtually every aspect of show displays, realizing that our customers’ success is our success,” says Waters. “So a lot of our business involves referrals from other satisfied clients.” Over the years, those clients have numbered in the thousands and today include names such as Dell, Olympus and Sirius Satellite Radio. “Yes, first and foremost, we are a manufacturer and take pride in handling virtually any custom request,” Waters adds. “But we are also specialists at repairing and refurbishing, whether the products are ours or not.” Its

October 2011 | Graphic Arts Magazine

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standard products (in addition to award-winning custommanufactured and designed booths) include retractable, tension and outdoor banner stands, panel systems, popup booths, tabletop displays, literature stands, poster frames, display accessories and more.

Expo Profile leads the way

Chris Waters, Distribution Development Manager, ExpoSystems Displays and Exhibits

One of its most innovative and versatile industry-leading products, Expo Profile, is turning a lot of heads – literally! Expo Profile is a lightweight versatile modular system made from 85% recycled aluminum. These modular kit systems can be used to create an almost endless variety of exhibits, from simple counters and back walls to elaborate towers and enclosures. The systems come in a standard anodized finish and colours, and are also available in powder-coated finishes. It’s an excellent choice for cost-effectively adding a custom touch to any exhibit, and are compatible with most other similar systems. Easily and cost-efficiently reconfigured and expanded as exhibitor needs change, they can be assembled quickly and easily with just a torx wrench. As with all ExpoSystems-manufactured products, Expo Profile is covered under a lifetime warranty.

(in the Display Designers category) at this year’s event gala event held June 1st in Toronto. “We are delighted to once again be the recipient of the Consumer’s Choice Award. It’s truly an honour to be chosen by those who are so very important to us – consumers and businesses that use our products and services,” said Nigel Vance-Lousada, President. “We believe this award really sets us apart from our competition. I am proud of all employees at ExpoSystems who continually strive to exceed our customers’ expectations. We have a great team and we wouldn’t have won this award without their hard work and dedication.” The Consumer’s Choice Award has been recognizing and promoting business excellence since 1987. The winners are chosen by consumers and businesses surveyed across the country by Leger Marketing, an independent third-party research firm. Winning is based on opinions, expectations and perceptions of both consumers and businesses.

The Expo Profile modular display solution is a proprietary system that offers several advantages over other traditional systems currently on the market. These benefits include no-charge design and re-design service, set-up instructions (as with all ExpoSystems booths), free lock fittings, in-house cutting and bending, compatibility with other similar systems, modular design, unique Smart Kit options, no cutting fees or hidden charges and 85% recycled aluminum content.

ExpoSystems’ team also recently earned first place in the Firestone-sponsored image contest (for the best Indy Lights team presentation) with its customized teamwork display at the recent Long Beach Grand Prix. As a result, ExpoSystems race team displays are likely destined to become the standard amongst many of the teams in the Indy Car community.

A multiple award-winner ExpoSystems numerous awards, proudly displayed just inside its showroom entrance, are a testament to the hard work, meticulousness, creativity and dedicated service of its employees and management. The company has won the renowned Consumer’s Choice Award for the 6th consecutive year and was honoured with the award

October 2011 | Graphic Arts Magazine

More information: 1-800-263-3976 or visit www. exposystems.com or www.exposystems.us.

Your perfect connection to the printing and graphic arts industry

Diana Brown

Education

Human resources 101

are four generations all working together. They all have different perspectives. The employer needs to understand what is important to whom and shift as necessary.”

Human Resources Management (HRM) encompasses a range of activities to manage human capital, which is a company’s most important asset. Managing human resources encompasses everything from hiring to performance management and legal boundaries. HR professionals must wear a number of hats throughout their day including wellness expert, strategic decision maker and mediator.

Some employees may appreciate the option for compressed work weeks, working from home and daycare on-site. Others may appreciate tuition reimbursement for pursuing continuing education. Some may value buying shares of the business at a reduced rate, while others appreciate casual dress and ample vacation time.

Andrea Chan, human resources professional and HR consultant to the founding members of the Canadian Printing Industry Sector Council (CPISC), has a wealth of knowledge on the subject of HRM.

“If you know the environment to cater to, you can create that and retain talent,” says Andrea. “You really have to have a hard look at your people to see what they want.”

“One of the key issues is talent acquisition. People can’t find good people with the right skills. If you don’t have good people, you’re not going to be able to run a good company.”

Additionally, companies have to re-evaluate their working conditions all the time: “Everybody wants to work for a company who is deemed the best employer. This will help with attraction and retention.”

Today’s fast-paced and ever changing business landscape forces employers to fi nd new ways to attract and retain top talent. Organizations must offer a compelling reason to work for their company, above and beyond: “I will provide you with a steady paycheck.” Andrea explains that something that may be valuable to one employee may not be valuable to another. It is important to understand what motivates various individuals within an organization and then create a workplace that caters to their wants and needs.

Andrea also expressed the need to understand your place in the competitive landscape pertaining to HR: “Are we paying them right? Are the benefi ts and perks in place? Are we being competitive? Are we being fair in the marketplace? Are their managers motivated and know how to train their people?” Finally Andrea reminds us about what’s important to remember above all of the incentives, perks and benefi ts: “More than anything else, people want to be treated fairly.”

“Different generations of employees are all very different and have different wants and needs. In today’s workforce there

October 2011 | Graphic Arts Magazine

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October 2011 | Graphic Arts Magazine

Your perfect connection to the printing and graphic arts industry

Diana Brown

Education

In-Action Example

Top 10 Low Cost Employee Perks

1. Fun & Creative Staff Space: Why not have your staff room perform double duty? It can act as a place to heat up lunch, as well as a lounge, complete with bright wall art and comfy couches. 2. Bike Rack: Encourage eco-commuting! This will not only impress ecoconscious employees, but will also impress your eco-minded customers. 3. Flexible Work Hours: Time is our most valuable asset. Many successful companies are embracing the idea of “results-focused” work environments versus a 9 to 5 work week. The theory is that as long as the work gets done on time and to the best of the employee’s ability, the organization should not dictate how and when that work gets done. When employees feel that their time is being used effectively, they often feel much more satisfied with their work. 4. Company Brainstorming Sessions: Once a month, host a catered company pow-wow. Have open discussion and share stories and ideas from those within all levels of the organization. Make it a positive and inviting event and the ideas generated will undoubtedly outweigh the cost of lunch. 5. Start a Club: Why not start a book club or running club or movie lovers club? This doesn’t cost anything to implement and it shows employees that you value work/life balance. 6. Rewards and Recognition Program: Although there are a number of costly rewards and recognition programs available to employers, a simple recognition-focused meeting, lunch celebration or ceremony will make your employees more aware of how much you appreciate them (and can be just as effective as an expensive option). 7. Gaming Systems: Take a break with video games like Nintendo’s Wii gaming system and have a blast! Employees of all ages love to get involved in these laugh-out-loud games. Promote fun and creativity in the office by having your next meeting over a game of Wii golf. 8. Create a Scholarship Fund: Do you already have an employee profit sharing program in place? Why not incorporate a scholarship component, whereby a portion of the profit sharing funds is allocated to a scholarship to help send an employee’s child to school. This shows you have the employee’s greater well-being in mind and you’re helping foster a young mind. 9. Encourage Your Entire Team to “Think Marketing”: No one understands the ins and outs of your company better than front line employees. Why not hold a contest to help with future marketing campaigns? It’s free and it takes advantage of important intellectual capital within your organization because who knows… maybe Bob from accounting has a secret gift for writing great one-liners! 10. Multiplying Positivity: Why not create a “Wall of Positivity” to help your employees remind themselves why they love working for you. A simple bulletin board where employees are free to post feel-good customer stories and positive messages will go a long way to showcasing why you are an amazing company to work for. Hang the board in a central location so that current and prospective customers can see it too.

While not every business will be able to match the perks offered by large organizations, here is a look at what Google’s employees in Silicon Valley, California have to look forward to everyday, above and beyond their paycheck. For starters, Google employees have access to an on-site fitness facility, including swim-in-place swimming pools that boast on-duty lifeguards to keep everyone safe. Do you feel like your hair is getting too long? Not a problem! Head over to get a free haircut on-site when you have a few spare minutes. If you’re looking for some much needed downtime, head over to play some ping pong, billiards or video games with your colleagues. If you are feeling overworked and the games room isn’t enough, head over to the massage therapist. If you are feeling ill at work, doctors are available to see you. Innovation, creativity and lots of funding enable Google’s employee perks program to thrive. This type of program can (understandably) feel unattainable for small to medium-sized companies; however, with a little outside-of-the-box thinking and some hard work, it is possible for any company to implement some employee-retaining perks. Here are a few ideas to get you started…

Website Resource

The Canadian Printing Industries Sector Council www.cpisc-csic.ca The CPISC is a not-for-profit organization that addresses the issue of human resource and workforce development within the graphic arts industry in Canada. Their website contains a number of resources about HR and training, including the ‘HR Toolkit’ which contains information for small and medium sized printing companies to better understand HR. Topics include health & safety, skilled staff, setting goals, positive workplaces and planning and organizing. The toolkit also contains modifiable templates to assist with important HR functions.

Diana Brown is the Owner of ON-SITE First Aid & CPR Training Group, a health & safety company who provides training to the Graphic Arts industry. diana@onsitefirstaid.ca

October 2011 | Graphic Arts Magazine

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October 2011 | Graphic Arts Magazine

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October 2011 | Graphic Arts Magazine

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Your perfect connection to the printing and graphic arts industry

George Dedopoulos

Trade shows

Highlights from GRAPH EXPO 2011 contain music sharing, Schreier stated “everything that can go online will go online,” and how we as an industry are powerless to stop this. We must adapt to survive and instead of focusing on selling print we should ask “with what kind of technology can I make money?”

If there was any doubt about impact that digital has had in the printing industry, you wouldn’t have had to look much further than Heidelberg’s return to GRAPH EXPO on September 11 at McCormick Place in Chicago this year. After announcing details of its partnerships with EFI (Vutek) and Ricoh, Heidelberg CEO Bernhard Schreier demonstrated that the company does indeed understand the challenges and opportunities facing the industry as a whole.

This attitude was prevalent throughout the show with many exhibitors proving that there is a future for the industry, through strategic partnerships, technology and diversification. Here is a sample of what we saw at the show.

Much in the same way the music companies were unable to

For more photos from GRAPH EXPO 2011, check out graphicartsmag.com/events/graphexpo2011

Don Robinson, vice-president, sales, Richard M. Armstrong, president, Heidelberg Canada, and JeanFrancois Paquin, vice-president, eastern region with the VUTEk GS3200.

manroland was highlighting its ROLAND 700 HiPrint HS press through its well-designed and heavily-traficked booth.

Alex Esnaola, director of sales for Graphic Whizard demonstrating its equipment and showing off its new company logo.

Andrew Gunn and Terry Thompson from Xerox with the just-released Xerox 770 Digital Press.

Arthur Verwey of Xanté demonstrates its Excelagraphix 4200 injket printer, which will be the first to use the new Memjet print head.

Slava Apel, CEO of Amazing Print with his team, giving showgoers a sample of their webto-print solutions.

October 2011 | Graphic Arts Magazine

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Canadian Printing Equipment Ph.1 (800) 665-7450 www.canprintequip.ca October 2011 | Graphic Arts Magazine

Your perfect connection to the printing and graphic arts industry

Tony Curcio

Survivor 2011

Keynote Speaker Peter Muir will reveal how to implement Printing Survivor’s ideas “When considering whether to take the marketing/social media leap as part of your communications strategy, there are a number of factors printers can consider,” says Muir. “For starters, who will maintain those avenues, how will brand strength be reflected and leveraged and which particular services are most appropriate? Each of these is an essential part of the evaluation process and each can go to a much greater depth of analysis depending on the level of research required by a printing company.

On Oct. 13 at our Printing Survivor 2011 event, you’ll hear WHAT print providers could be doing to boost their businesses. Bizucate’s President Peter Muir, our “closer” for the event, will reveal HOW to put many of these great ideas and others into practice. Take some time off from working IN your business – and he’ll share with you how to work ON your business to make it more profitable. Since 2003, Bizucate Inc. has been delivering education, training, research, coaching and consulting in graphic communications and many other vertical industries. Its President, Peter Muir, has been involved in industry education and opportunity development for more than 15 years. He has multiple Bachelor’s Degrees and a Master’s Degree from the Rochester Institute of Technology. But more importantly, Peter has visited large, medium and small print shops in hundreds of locations around the world—from Atlanta to Vancouver and from Ireland to New Zealand. He’s listened, observed, shared and spoken to thousands of printers and business leaders helping them to see more productive and profitable business possibilities.

The overall goal is to help you create new customer relationships or strengthen existing ones. So clarify who is your ideal audience. Who are you hoping to reach, please, and support using social media and marketing? Then take a look at what kind of user demographics are available for the channels you’re considering,” he adds.

“What makes us unique is that we help spark your creativity,” says Muir. “Whether it’s through an energizing presentation or an engaging workshop, we help you build your business and your customer’s business as well. We create customized seminars, provide in-depth coaching and richly informative training, we develop progressive and profitable business strategies and solutions – all to help you differentiate yourself from your competition.” Muir’s expertise covers the spectrum of what a printer needs to know to take his or her business to the next level in this industry of never-ending change and rapid technological development. This includes individual coaching, multi-channel communications planning, instructional design methodologies, workshop facilitation, marketing and sales management, seminar planning and delivery, strategic consulting, training, engaging customer events – and, of course, keynote speaking at industry events such as Printing Survivor 2011.

The “Closer”

The most important question at the end of the day, according to Muir, will be: How will you take the ideas you discover at the Printing Survivor 2011 event and put them into practical operation when you return to your shop? To be successful, Muir feels you should focus on these 6 basic categories:

“I am more than familiar with the problems and challenges printers face today. Not only am I an entrepreneur in today’s business, but also, when I was in university, I chose to do 4-colour work on a 2-colour AB Dick with no registration system! It was absolutely crazy. But I simply considered it a learning experience. And we did get some sellable prints!”

October 2011 | Graphic Arts Magazine

1. Strategy 2. Product/Service offerings 3. Marketing 4. Sales 5. Workflow 6. Financing

“This event will be a learning experience for printers. My company, Bizucate, is widely recognized throughout the graphic communications industry and has been helping companies with their strategy planning, business workflows, process design, implementation and management for over a decade. I am indeed thrilled to be invited to this event and look forward to meeting you.”

“You’ll hear lots of workable ideas at this event. Sure, you may not agree with all of them or be able to implement them right away, but at least you’ll have a better knowledge of the options out there,” Muir says.

www.graphicartsmag.com

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