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June 2020 | Volume 23 | No. 5 | $7.95
PRINT CONSUMABLES UPDATE
THE ESSENTIAL 5: ACCESSIBILITY FOR INFORMATION AND COMMUNICATIONS
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MAGAZINE
Contents GRAPHIC ARTS June 2020 | Volume 23 | No. 5
Your perfect connection to the printing, graphic arts, sign and packaging industries
June 2020 | Volume 23 | No. 5 | $7.95
7
Accessibility for information and communications Essential 5 Series continues with a look at AODA standards Diana Varma
8 Protecting your print shop’s financial health
PRINT CONSUMABLES UPDATE
Suggestions on what to do in a time of crisis Richard Kouwenhoven
11 COVID-19 update Print industry news regarding the current pandemic Staff writers
13 Print consumables update
13
Print consumables update
Pressroom chemicals, substrates, inks, plates and more Tony Curcio
20 Direct mail and printed newsletters COVID-19: An opportunity to reach a captive audience Tony Curcio
22 Stop chasing people down Better ways to attract print buyers David Hultin
28 Quick start your lead-generation efforts
THE ESSENTIAL 5: ACCESSIBILITY FOR INFORMATION AND COMMUNICATIONS
Three proven steps to test and target new markets Joanne Gore
Accessibility for information and communications
7
20
28
Direct mail and printed newsletters
Quick start your leadgeneration efforts
For the
In every issue 12 18 23, 24 26 27
Print industry news Installations New products List of advertisers Classified
of print.
View from the publisher
Canadian printers and associations continue to help COVID-19 has changed everything – the way we work, conduct business and interact with our family. But it certainly hasn’t dampened the enthusiasm or resolve of people and organizations in this industry to do the right thing. It would be an understatement to say that witnessing their efforts makes me proud to part of this wonderful industry. All over Canada, printers are adapting by re-purposing their equipment and rolling out new products to support out frontline healthcare workers. Plus, many industry associations are offering webinars and other resources. Here are just a few recent efforts that caught my eye. • The Packaging Consortium (PAC) asked its members to submit their stories about how they’re contributing during the current pandemic. The responses from over 30 members were quite revealing and inspirational. • The Digital Imaging Association’s online webinar last month brought together experts to answer questions about COVID-19 issues affecting both employers and employees at printing and related companies. Here are a few takeaways.
for five days. The series will explore new technology, products, software and services from our leading suppliers. It will cover continuous webfed inkjet, sheetfed inkjet, inkjet for labels and packaging, essential inkjet software and paper and specialty media. Click here for more. Finally, RM Machinery (RMM) has opened its first Canadian office in Mississauga, Ontario, and chosen industry veteran Steve Klaric as its Canadian Regional Sales Manager. Steve brings over 30 years of experience in offset and digital printing to his new position. We congratulate him and wish him success moving forward. We’ll continue to keep you up to date with the news that affects you – including printing industry, governmental and COVID-19 developments. As always, stay positive, stay focused – and above all, stay safe. Joe Mulcahy Publisher, Graphic Arts Magazine joe@graphicartsmag.com
• Inkjet Insight announced its Inkjet Innovation Week that will begin on Monday, June 15, 2020 with one webinar each day
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Opinions expressed in this magazine are not necessarily intended to reflect those of this publisher. Graphic Arts Magazine accepts no responsibility or liability for claims made for any product or service reported on or advertised in this issue. Graphic Arts Magazine also reserves the right to limit liability for omissions and errors to a printed correction in the next issue. SUBSCRIBER’S NOTICE: From time to time we may rent our mailing list (names and addresses only) to select third parties whose products or services may be of interest to our readers. Please contact us should you wish to be excluded from these mailings using the contact information at the top.
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GRAPHIC ARTS MAGAZINE would like to thank our contributing writers: Tony Curcio • Joanne Gore • David Hultin • Richard Kouwenhoven • Diana Varma 2020 EDITORIAL BOARD Evan Cambray, Fastsigns of Markham and Richmond Hill Ray Fagan, Heidelberg Danny Ionescu, HP Steve Klaric, KBR Marg Macleod, Association Manager DIA Scott Morgan, Master of Digital Media Paul Tasker, Spicers Marc Raad, Significans Automation Serge Trajkovich, RRGR Inc. Gillian Mothersill, Ryerson University GCM
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Tony's Corner
In this pandemic, stupid is as stupid does "Never underestimate the power of stupid people in large groups." – George Carlin, American comedian and author I sometimes feel like Howard Beale from the 1976 movie "Network." Actor Peter Finch’s memorable performance was that of a news anchor who breaks down on national TV and rants: “I’m as mad as hell and I’m not going to take this anymore!” He then urges all viewers to open their windows and do the same. Those words still resonate today. No, I’m not encouraging people to protest the current stay-athome quarantine. I’m suggesting the polar opposite. I’m suggesting that we, the silent majority who are following social-distancing guidelines (and thus showing respect for the health of our fellow Canadians and ourselves) drown out the bellicose yells of the “yahoos” who think they know more than our healthcare experts, and therefore break COVID-19 guidelines. “Yahoos” was the exact word Premier Doug Ford used recently to describe a small group here in Ontario protesting the lockdown in front of his Queen’s Park office. This brings me to a group of a few thousand (yes, thousand) mostly younger “yahoos” who decided to party outdoors May 24 at Trinity Bellwoods Park just west of downtown Toronto (see photo). Toronto’s Medical Officer of Health called them “selfish and dangerous.” Well, I’m going add “stupid” to that.
It was like watching a group of spoiled kindergarten children refusing to go back to class after recess. Keep it up, and the next Trinity they’ll see will be the Holy Trinity! This behaviour is in stark contrast to our printing industry professionals – those who have quietly and steadfastly looked after their businesses, employees and families. For me, they’re following in the footsteps of our frontline healthcare workers who have shown us all the proper way to behave – and a special brand of compassion that’s uniquely Canadian. Keep up your fine work! Until next time, always remember that we’re here to help.
Tony Curcio Editor, Graphic Arts Magazine tony@graphicartsmag.com
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6 | June 2020 | GRAPHIC ARTS MAGAZINE
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Column
The Essential 5: accessibility for information and communications The Accessibility for Ontarians with Disabilities Act (AODA) is province-wide legislation to make facets of daily life easier for all residents. The act helps companies identify and remove barriers for people with disabilities by the year 2025. All businesses in the province must adhere to and comply with the minimum standards laid out in the AODA. The AODA contains five standards: 1. Customer Service 2. Information and Communications 3. Employment 4. Transportation 5. Design of Public Spaces The Customer Service Standard applies to all businesses, while the remaining four standards may or may not apply to your specific business. Understanding the AODA is not only important for your own company’s compliance, but you can also be a valuable resource to assist your customers’ physical and digital communication efforts. Here are five resources to help you wrap your head around the Information and Communications Standard. 1. AccessForward [free AODA training] - Developed in partnership with the Government of Ontario, this website provides free courses to meet training requirements of the AODA. The website is well-designed (providing an excellent example of designing for web accessibility) and they suggest three steps in training: the Customer Service Standard training module, choosing up to four other training modules relevant to your specific business, and the training module on the Ontario Human Rights Code (how it works together with the AODA, how they are different, and ultimately why both are important). Here’s the best place to start: https://www. accessforward.ca
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2. Accessible Information and Communication: A Guide for Small Business [PDF] - This comprehensive 85-page PDF was developed by the not-for-profit organization Global Alliance for Accessible Technologies and Environments (GAATES). It includes step-by-step information addressing the who, what, why, where, when, and how of accessibility compliance as it relates to the AODA’s Information and Communications Standard. The most valuable parts of the guide are the checklists throughout. The guide helps businesses assess their current level of compliance and points to information regarding the AODA requirements, ‘possible strategies’, and ‘sample resources’ for each. The guide also provides timelines for compliance and sample Information and Communications Accessibility Plans. If you only look at one resource on this list, I suggest this one. https://tinyurl.com/accesssmallbiz 3. A Web for Everyone: Designing Accessible User Experiences by Sarah Horton and Whitney Quesenbery, 2013 [book] - This book is incredibly comprehensive and includes ‘personas’ to help identify and communicate solutions for all types of inclusive design scenarios. The authors identify eight diverse personas, whom they introduce at the beginning of the book, and then apply different design problems and solutions to these individuals throughout the book. For example, there’s Emily, a college student who has cerebral palsy and uses a wheelchair for transportation and computer for communication. There’s also Vishnu, who is an engineer with low vision due to glaucoma so he uses screen magnifiers and contrast adjustment. The authors have done an outstanding job creating and applying personas. Organizations
can learn a lot about training their own employees using similar personas. 4. AccessAbility: A Practical Handbook on Accessible Graphic Design [PDF] - Produced by The Association of Registered Graphic Designers of Ontario (RGD), this is the gold s t a n d a r d of a cce s s i b l e p r i n t design, including an overview of important typographic principles that aid in making document s more accessible. It’s beautifully laid out and enjoyable to read. https://tinyurl.com/accessprint 5. W 3C Web Accessibility Initiative [website] - What sets this website on accessible web design apart from similar websites is twofold: 1) the fact that it’s offered by web pioneers, the World Wide Web Consortium (W3C), led by Tim Berners-Lee (creator of the Internet!) and 2) its interactive, experiential approach. This website identifies and provides examples of important accessible web design principles and allows users to assess their own websites against accessible design standards. The website links to hundreds of tools and additional resources, making it an excellent hub of information for designing for accessibility on the web. https:// www.w3.org/WAI/ There are many high quality, free resources and if you feel like you have some catching up to do or you feel it’s time for an audit, these five are an excellent place to start. From me to you, here’s an essential (and accessible) high five! Diana Varma is an Instructor at the School of Graphic Communications Management at Ryerson University and the Owner of ON-SITE First Aid & CPR Training Group, a health & safety company that provides training to the Graphic Arts Industry.
GRAPHIC ARTS MAGAZINE | June 2020 | 7
Column
Protecting the financial health of your business in a time of crisis Overseeing the financial wellbeing of your business is never more important than during a time of crisis. Printing businesses across the country are facing unprecedented financial challenges due to the economic fallout of the COVID-19 pandemic. Careful management and follow-up of receivables, keeping customers and potential clients up to date about changes to your operations and policies, and working with regional and provincial industry associations to ensure consistent best practices, is now more important than ever. I have collected a few helpful comments and strategies from two industry leaders. Here, Bob Dale and Jamie Barbieri discuss how printing companies can protect themselves during a time when virtually every sector is facing serious economic strain.
to help. The reality is that in today’s business climate, owners and managers need to focus on their businesses and don’t have much time. So, short messages with precise and important information shared through social media and industry publications like Graphic Arts Magazine, are more critical now than ever. Cash and credit are two crucial topics right now. Since lenders are tightening credit, here are some strategies to consider: • Dispose of under-utilized fixed assets • Dispose of under-utilized leased equipment • Use newly-found space wisely, consolidate operations or even explore renting a portion of your plant • Engage additional investors • Investigate opportunities to merge With regards to credit, here are some important things to consider: • There are fewer healthy accounts now. The forced closures of businesses have changed everything. Even previously healthy companies can become a credit risk. So update your credit file carefully. • It’s totally fair to ask for a deposit on work ordered. This should at least cover the cost of materials, or be COD.
Bob Dale is a Partner at Connecting for Results. This Toronto-based consulting firm focuses on mergers and acquisitions, management strategies and executive recruiting. Another printing industry veteran, Gordon Griffiths, is his partner.
“We’ve been talking with print leaders from across Canada and together they recognize the need to change, especially at this difficult time. There are a number of topics to discuss, resources and best practices to share, and the CPIA leadership is working with a number of stakeholders
8 | June 2020 | GRAPHIC ARTS MAGAZINE
• Printers are not bankers. Many printers are being asked to wait 60, 90 or even 120 days for payment. Our suppliers are not extending these terms to us, and our employees can’t wait for their paycheques. Cash (flow) is king. • Suppliers are playing hardball – and so should we! If printers don’t pay on agreed terms, suppliers will cut us off. Normal terms are 30 days, and printers are entitled to interest if these terms aren’t met. Payment terms should be the same as print specs. We need to get serious about overdue accounts.”
Jamie Barbieri is President of the PDI Group, based in Kirkland, Quebec. Founded in 1970, the company is the largest independent sheetfed printer in the province and specializes in complete integrated print solutions – including prepress, offset and digital printing, web-to-print, fulfillment, direct mail and warehousing to clients across Canada and the U.S.
“The economic landscape of the printing industry has shown signs of improvement over the course of the last 10 years. That being said, the onset of the COVID-19 pandemic will definitely impact all printers in one way or another. Caution and vigilance have to be applied. As well, we must use sound decision-making in answering the demands that are currently being placed upon all of us. If we don’t do this, we risk losing the gains and progress we’ve been able to assemble over the years. As an industry, we need to take a hard look at how we will manage our terms, finances, and other conditions under which we conduct our businesses during this new reality. The pandemic affects us all – and it’s our duty to adapt and to protect ourselves going forward.” Richard Kouwenhoven is President and COO of Canadian sustainable printing leader Hemlock Printers in Burnaby, BC. He’s also the Chair of the Canadian Printing Industries Association (CPIA). For more information and to join this helpful industry association, please visit https://cpia-aci.ca/
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COVID-19 news and updates
PAC members contribute to their communities The Packaging Consortium (PAC) recently asked it members to reveal how they're contributing during the current pandemic. Below are just some of the wonderful altruistic efforts from PAC members: • Atlantic Packaging team facilitating donations to local food bank • BASF's Giving Campaign donating supplies to Cornwall frontline workers • Bayer's commitment during the coronavirus pandemic • Canadian Tire donated masks and scrubs to Markham Participation House • Cascades collaborates with partners to manufacture medical visors • Club Coffee fuelling essential workers • Coca-Cola Foundation coronavirus contributions • Crown Holdings CMbE collegues producing ventilator parts • Dare Foods supports food banks during COVID-19 • Dow commits $3 million to COVID-19 relief, producing hand sanitizer • Emballages Mitchel-Lincoln supporting local food banks and charities • Enterprises mobilize in response to the COVID-19 crisis • Flow Water keeping communities hydrated • GSK actions to support the global response to COVID-19 • Henkel launches comprehensive global solidarity program • HP 3D printing in support of COVID-19 containment efforts • Keurig Dr. Pepper takes action ad COVID-19 crisis continues • Klöckner Pentaplast fabricating face shields for local hospital • Help the Helpers: Lush scent-free soap • Nestle donating water to front-line workers in GTA • P&G Canada steps up to join COVID-19 relief efforts • TC Transcontinental donating gift bags to frontline workers • Tim Hortons: Proudly serving those who serve our communities • Walmart Canada provides 17 million meals to Food Banks Canada • Winpak helps front-line medical workers
ISA cancels its re-scheduled Sign Expo 2020 The International Sign Association (ISA) has cancelled its annual ISA International Sign Expo 2020 that had been rescheduled to August 22-25. ISA President and CEO Lori Anderson emphasized that the decision was a difficult one. “While we won’t be able to gather as a community in 2020,
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we’re jumping right in to focus on the ISA International Sign Expo 2021 in Las Vegas, Nevada at the Mandalay Bay Convention Center (date to be announced). Our role in providing information, education and opportunities to connect will continue. Thank you for being a part of the ISA community and we hope you and your loved ones are safe and well.” Lori Anderson
UV associations dismiss use of UV light on the human body Recent statements from U.S. President Donald Trump suggesting that ultraviolet (UV) light can be used on the human body to kill the COVID-19 virus have been totally dismissed by major industry associations. The International Ultraviolet Association (IUVA) and RadTech North America, released this statement (edited): “There are no protocols to permit the safe use of UV light directly on the human body at the wavelengths and exposures proven to kill viruses such as SARS-CoV-2. UV light under these conditions can also cause severe skin burns, skin cancer and eye damage. We strongly recommend that anyone using UV light to disinfect medical equipment, surfaces, or air in the context of COVID-19, use applications that are supported by sound scientific evidence, follow all recommended health and safety precautions, and avoid direct exposure of the body to the UV light.”
Facts on COVID-19 transmission via paper and cardboard surfaces Two Sides North America, an industry association proactively promoting the sustainability of print and paper, has revealed guidance from the world’s leading health organizations – including the World Health Organization (WHO), The Journal of Hospital Infection, and the National Institute of Allergy and Infectious Diseases. The facts suggest that the risk of COVID-19 transmission from surfaces is relatively low. According to the WHO: “The likelihood of an infected person contaminating commercial goods is low, and the risk of catching the virus that causes COVID-19 from a package is also low.” The most recent scientific research found that of plastic, stainless steel and cardboard, the virus lasted the longest on plastic (up to 72 hours) and the shortest on cardboard (up to 24 hours). That time is reduced even more when a surface is exposed to air. Plus, the printing process itself will also decrease the potency of any virus.
GRAPHIC ARTS MAGAZINE | June 2020 | 11
Print Industry News
Newly merged SGIA and PIA becomes PRINTING United Alliance The Specialty Graphic Imaging Association (SGIA – Fairfax, VA) and the Printing Industries of America (PIA – Warrendale, PA), which merged May 1, 2020, have released their new organization’s name: PRINTING United Alliance (Wexford, PA). “In this time of consolidation, printer members and the supplier community at large are looking for a unified solution to the challenges they face in this era of rapid change,” said Scott Crosby, Chairman of the Board. “The new association will become the place to find answers for everything related to printing. It’s a great honour and privilege for me to serve the industry as we look forward to a new beginning.”
Feds extend Emergency Wage Subsidy to end of August Prime Minister Justin Trudeau’s Emergency Wage Subsidy program has been extended beyond its June 6, 2020 deadline to August 29 to encourage more employers to rehire staff. At press time, employers have applied for the 75% wage subsidy for over two million Canadian workers. The subsidy is on the first $58,700 of an employee’s salary, providing up to $847 a week per employee. The overall aim is to encourage employers to keep as many staff on the payroll as possible, while at the same time re-hiring workers laid off due to COVID-19.
Klaric joins RM Machinery as it expands into Canada RM Machinery (RMM) has opened its first Canadian office in Mississauga, Ontario, and Steve Klaric, formerly of KBR Graphics in Laval, Quebec, has been appointed its Canadian Regional Sales Manager. He brings over 30 years of experience in offset and digital printing to his new position. The New Jerseybased press and bindery equipment specialist also becomes the exclusive distributor of sheetfed offset presses manufactured by RYOBI MHI Graphic Technology, commercial web and newspaper presses manufactured by Mitsubishi Heavy Industries, and digital inkjet label and book presses manufactured by Miyakoshi. RMM also supplies parts and service for the existing Mitsubishi press base in Canada and the United States. Steve Klaric
Inkjet Insight webinars to examine advances in production inkjet Inkjet Insight, a leading source of unbiased information on production inkjet, has announced Inkjet Innovation Week beginning June 15, 2020. This online series of in-depth webinars, linked to detailed product data, will explore new
12 | June 2020 | GRAPHIC ARTS MAGAZINE
technology, products, software and services from leading industry suppliers. It’ll bring together experts with hands-on experience in inkjet print quality analysis, workflow and product design. All presentations begin at 1 pm EST and include: • Monday, June 15: Driving Innovation in Web-Fed Inkjet Systems • Tuesday, June 16: Opening New Markets with Sheet-Fed Inkjet Innovations • Wednesday, June 17: Packaging 2020 - Inkjet Drivers and Innovations • Thursday, June 18: Essential Software for Inkjet Innovators • Friday, June 19: Innovation Foundations: Inkjet Paper and Specialty Media If you can't join the webinars live, please register to be notified about the on-demand archives. For more information visit https://inkjetinsight.com/.
San Francisco Design Week 2020 goes online The 14th Annual San Francisco Design Week (SFDW), which attracts 60,000 visitors annually from around the world, is returning this year as the first regional virtual design festival. The online-only program will take place June 15-25, celebrating with the theme Intentional Distortions (which is now more relevant than ever). Highlights include expert talks, webinars, web conferences, and virtual tours with leading designers in multiple disciplines – from user experience, interactive design, VR experiences and virtual art, to branding, architecture, interior design, fashion and more. New this year will be the event’s first annual Product Showcase, highlighting innovative products, including those from start-up companies. For more information please visit https:// sfdesignweek.org
Screen expands into new Technology Center OEM Screen Americas (Rolling Meadows, IL) will be relocating this Fall to a larger North American headquarters in Elk Grove Village, IL, about 20 miles northwest of Chicago. The Screen Technology Center will be housed in a newly constructed, state-of-the-art technology park and will include an equipmentstaging and shipping depot, increased office space, and a Customer Experience Center. Established in California in 1967 as Dainippon Screen USA (a division of Kyoto, Japan-based Screen Graphic Solutions), the company has experienced An artist’s rendering of consistent, year-over-year growth in Screen Americas’ new the past decade. headquarters.
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Cover Story
Print consumables update Paper, ink, plates, blankets, pressroom chemicals – at the end of your printing day, it’s all about managing these traditional costs while maintaining on-press performance, print quality and overall productivity. Yes, consumables do indeed “consume” – a great deal of your profits. It’s as if your primary press is bellowing every day: “feed me, feed me.” Let’s briefly review these necessities and examine how OEMs (original equipment manufacturers) are cutting the cost of consumables, improving their efficiency, and therefore adding more overall value to your operation.
Pressroom chemicals Pressroom chemicals are essential to the efficient running of any offset press. These can include fountain solutions and additives, roller and blanket washes, silicones, roller deglazers, alcohol replacements, specialty products and more. A common problem, according to Canadian pressroom chemical leader Unigraph International of Delson, Quebec, is that regular press maintenance checks are often overlooked. These can affect ink/water balance, drying times, colour consistency and the ability to have repeatable, predictable on-press results. At the end of your production day, however, the bottom line should also involve another too often overlooked factor – the final cost per printed page.
Mike Thibault (left), VP of Technical Services at Unigraph International, with Unigraph President John Thibault.
“Specializing exclusively in pressroom chemistry for nearly 40 years, our message has been basically the same – never buy consumables, especially pressroom
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chemicals, based solely on a lower up-front price,” said Mike Thibault, Vice President of Technical Services at Unigraph. “You must have a guarantee of on-press performance. For example, in some cases, just changing to a better fountain solution or alcohol replacement can lower a printer’s ink bill by at least 5% at the end of the year, while also reducing paper waste.” Corporately, Unigraph has kept every employee on its payroll despite the pandemic. But it did have to make adjustments. “Myself and two other technical reps were spending two weeks a month supporting our customers in the U.S.,” Thibault said. “When that had to stop, we reverted to tech support over the phone and with Facetime. We reached out to our clients and dealers and held technical webinars via GoToMeeting. We also partnered with other suppliers such as plate and ink manufacturers, and conducted seminars together. Finally, we are extremely proud that the Thibault family has been serving the print community for almost 100 years. Our grandfather Wilbert Thibault was a stone polisher in the early 1920s. It’s a privilege to serve this great industry.” While COVID-19 adversely affected its sales in April, Unigraph rebounded quickly and is still making progress in Canada and the U.S. after expanding its production facility four years ago. “We secured our raw material supply chain with our suppliers,” said Unigraph President John Thibault. “This has enabled us to maintain full production, albeit with new health and safety protocols in place. Also, a high percentage of our customer base fell into the essential services category – such pharmaceutical, food packaging, medical and label beverages. This helped alleviate the slowdown in other markets that we serve. Overall, our continued success in the U.S.
continues through our established dealer network who are doing a fantastic job.”
The company has even added to its line of fountain solutions by rolling out two new products to accommodate the growing variety of ink technologies. Uni Lithofount 2020 is a two-part fountain solution specifically formulated for UV/ HUV/LED inks as well as conventional inks. Uni Lithofount One is a one-step fountain solution introduced last year with tremendous success. The result was a much cleaner water system able to print huge solids while keeping reverse type exceptionally clean.
Printing plates
The three big players in this space are Agfa, Kodak and Fujifilm, who were forced to increase their prices 9% to 10% in 2018 due mainly to the escalating prices of raw materials (i.e. aluminum) and higher labour costs. However, the newest entry into this market in early April was Verico Technology’s Zahara Elite Waterless Plate for newspapers, sheetfed, narrow-web label, security printing and CD/DVD applications. The drop-in plate requires no exposure
GRAPHIC ARTS MAGAZINE | June 2020 | 13
Cover Story
adjustments, is 100% chemical-free, and uses only water for cleanout. Users simply expose, rinse and print. Not surprisingly, plates do represent a substantial cost. However, by simply placing more attention on proper plate cleaning, exercising caution when demounting, and meticulously identifying when a plate is becoming worn, savings can really add up. Realize too that each plate has different emulsion and plategraining characteristics that can affect ink/water balance, tone reproduction, dot gain, run life, handling, paper waste and overall print performance. So do your homework and find out the average processing time of a plate before you buy. Will you be able to run more jobs with it? Can last-minute changes and rush jobs be accommodated? Will it fit seamlessly into your prepress workflow? Your best bet is to discuss your needs with your supplier, then investigate other options. I’d be remiss if I didn’t mention one of the current technology leaders (and Green Leaf Award Winner) in the processfree plate arena. Kodak’s Sonora Plates go straight from the imager to the press with no processing step in between. This streamlines platemaking, reduces waste, improves productivity and saves money. In almost all cases, a printer’s current press set-ups, sequences, inks, fountain solutions and blankets can be used successfully. Sonora also works with integrated and non-integrated, conventional and continuous dampening systems, and with automatic start-up sequences.
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Printing blankets
You already know that these items can make or break a print run. The most important advance in printing blankets in recent years has been the gradual rollout of Landa Nanographic printing presses. Their use of specially treated blankets utilizes breakthrough technology to ensure an optimal image – including the full image transfer to the paper, the prevention of any ink residues, and a smooth and stable blanket motion. Their design enables the transfer of NanoInk ink drops to the various substrates without leaving a trace on the blanket. This ensures that the full image is transferred without any distortions and, most importantly, that the blanket remains completely clean and ready to receive the next image. The estimated life of these blankets is about 500,000 sheets. I’d also like to call out Heidelberg’s MC05V rubber printing blanket for Heidelberg Speedmaster sheeted presses, that utilizes a solvent-free rubber laminating process. The MC05V uses closed-cell, ThermaSphere compressible layer and carcass technology that give the blanket longer life via improved shock absorption and faster recovery. Its ground and polished printing surface ensures
exact gauge control, plus excellent ink transfer and sheet release. This results in exceptional print quality and dot gain control for smooth and even ink laydown, resulting in fuller solids and cleaner halftones. Finally, I should also mention Vancouver’s Enviro Image Solutions (EIS). Through its low-cost blanket-rejuvenation program, printers can reuse their blankets up to 12 times. That’s also great for our environment because a press that uses only 20 blankets a month is still putting over 1,000 lbs. of rubber waste annually into landfill.
Substrates
Today, graphic papers (particularly newsprint, coated and uncoated papers) are being squeezed out by digitization. In fact, 2015 saw worldwide demand for paper decline for the first time in our history – and that fall continues to this day. We’re also seeing machine conversions for packaging and specialty papers. Despite these trends, the paper and forest-products industry as a whole is now growing, albeit very slowly, while other products are filling the gap. For example, demand for packaging, tissues and paper for hygiene products is on the rise worldwide. Bottom line: the paper and forest-products industry is
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Cover Story not disappearing. But it is indeed changing and currently experiencing the most substantial transformation in decades. Unfortunately, this is having a negative impact on the profitability of many paper suppliers. Not surprisingly, commercial printers continue to look for guarantees when it comes to a substrate’s runability, printability, shade, smoothness – anything that might affect production, overall workflow and image quality. Ergo, many leading press manufacturers have gone to great lengths to certify or recommend certain substrates for maximum on-press performance. And there are literally thousands of choices out there, especially for inkjet. However, we’ve also seen an increase in the use of specialty and synthetic substrates. For printers who deal in small runs, these specialty substrates can differentiate you from your competitors. These papers are often lightweight with high opacity, and can play a unique role in packaging, printing and industrial printing. Generally speaking, synthetic papers combine the versatility of traditional paper with the durability of plastic, which makes them ideal for outdoor applications. They can be environmentally friendly, waterproof, more durable than traditional papers, flexible, foldable and can even hold colours well regardless of the printing process used.
Inks and toner
toner options are becoming more specialized, especially for wide-format inkjet and textile printing. The most disruptive technology here is still Landa Nanography that utilizes tiny ink pigments that absorb much more light than traditional inks. These ultra-small Landa NanoInk pigments form a very thin layer of ink and allow digital printing at very high speeds on ordinary untreated paper stocks, and on just about any plastic packaging film or label stock. The final images are abrasion-resistant and scratch-resistant – and the overall ink savings are quite substantial. Also important in this space is software and technology that control the amount of ink used for any given print project. Agfa’s wide-format inkjet printers are a leader in this area, utilizing an extremely low ink laydown that can result in major cost savings without sacrificing print quality. Also key in reducing ink waste are devices such as ink dispensers, ink levellers, agitators, fountain liners and dosing equipment, which have proven their worth over the years. In the end, it’s all about cutting costs by reducing consumable and substrate waste while maintaining optimal print quality. As far as in-plants, the trend to high-yield toner cartridges and more cost-effective inkjet printers continues. In general, inkjet technology produces much less waste, consumes much less energy and produces up to 90% less carbon dioxide than laser printers. Plus, the overall inkjet market is still growing at a CAGR of 10.2% up to and including this year.
printing industry that will also include consumables. With a visit from one of its specialists and an assessment of your printing and prepress processes, this program can save up to 30% on ink and paper, up to 50% on waste, and up to 90% on water. It accomplishes this though its hardware, software and consumables innovations. Here are some components of Agfa’s ECO³ program. Agfa’s software packages, PressTune and InkTune, add value by reducing costs, in prepress and pressroom environments, while improving print quality and productivity. PressTune ensures colour matching to specifications and colour consistency throughout a run. It allows printers to track, manage and improve press and operator performance, thus reducing makeready times by up to 40%. InkTune fine-tunes press settings to increase profitability. It can reduce ink consumption by up to 30%, improve colour stability, image quality and consistency, and lead to faster printing speeds and drying times. Agfa has also developed a Value Calculator that compares its products with competitive systems – including hardware, software and consumables. The technology takes into account water and energy consumption, developer or gum use, labour, maintenance, waste-disposal costs, amount of plate remakes, first sellable sheet, and so on. Agfa launched its SPIR@L technology in June of 2019. This new screening technology replaced traditional dots with alternative shapes to improve print
Major OEMs continue to add more value
For commercial printers, two emerging trends today are an increase in flexographic printing inks and the shift towards environment-friendly inks – such as water-based products that have less toxic effects compared to conventional printing inks. Also, as more sophisticated presses emerge, inks and
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Across our industry, major OEMs are going to unprecedented lengths to make sure that their consumables are compatible, effective on press, costefficient, and continue to add value to your business as they roll out new technology. Here are two leaders in this area.
Agfa Graphics ECO³ program Economy, Ecology and Extra Convenience – or ECO³ in short. These are the key benefits that will characterize Agfa’s next-generation of innovations for the
quality and reduce production costs. Due to the shape of the screen, image slur or smaller CtP imaging artifacts become invisible. The new screen avoids colour contamination in the blue range, yielding higher quality reproduction. Because of the nature of the dot shape, the ink layer is also reduced, which positively impacts drying time or energy consumption, while reducing total ink costs. Finally, SPIR@L requires no hardware additions to existing presses or workflow set-ups.
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Cover Story
Soon after SPIR@L, in October of 2019, Agfa introduced its Eclipse processfree printing plate that eliminated the need for a processor using chemicals, thus reducing prepress costs. But it distinguished itself from other processfree plates because it was “just as easy to use as a conventional plate.” In addition, said Agfa, Eclipse was the only processfree plate to provide stable image contrast that allows for a quick visual inspection that lasts, even after one week. The new plate is up to five times more scratchresistant than competitive plates, which means worry-free loading, storing, transporting or mounting, resulting in greater productivity. Moving forward, Agfa will continue to roll out technology that includes its ECO³ benefits.
Heidelberg’s Saphira Brand As we enter a dozen years of Saphira print consumables, the OEM reminds us that all Saphira products are optimized and tested specif ically for use on Heidelberg presses. Heidelberg also offers bespoke packages customized for a printer’s specific needs from one single, trusted source. In short, Saphira consumables’ packages help maximize press performance to achieve consistent, repeatable print quality while cutting costs. Heidelberg has also reported that over 2,300 clients worldwide are already using its Heidelberg Online Shop.
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“With our eShop, we offer easy access to all products, which is unique in the industry,” said Hans Huyghe, Head of Lifecycle Segment Consumables at Heidelberg. “Our customers can also choose between different packages that include plates, inks, coatings, blankets, rollers, pressroom chemicals, etc. In fact, Heidelberg is now one of the largest suppliers worldwide of consumables to print shops.”
Hans Huyghe, Head of Lifecycle Segment Consumables at Heidelberg.
Huyghe pointed out more compelling reasons why printers should choose Heidelberg consumables. “First, all our products are tested on the latest generation of our high-speed presses under real-life conditions in each major region (Germany, the U.S. and China), and in combination with other print consumables. Second, Heidelberg doesn’t use just one supplier. For example, we have a different supplier for LED inks than we have for conventional inks in one country. This enables us to offer the best products for each application in each country. And third, by using our machine data, we’re able to track any
malfunctions of consumables and/or machine settings. This inevitably results in improved print quality and productivity, repeatability and reduced waste sheets.” The OEM’s consumables are also tested and supported by Heidelberg application experts. “The expertise of our application specialists always ensures reliable results,” Huyghe added. “Our customers also benefit from Heidelberg's Vendor Managed Inventory (VMI) system. Basically, we assume control of the customer's stock so that he or she can concentrate more on selling print. For special applications, we offer a range of consumables specially developed to ensure optimum interaction with each other and with the presses.” Finally, last month Heidelberg introduced new print-site contract options (available as lifecycle agreements or subscriptions) to reduce costs and boost efficiency. They included a combination of services, software, performance consulting, training, equipment solutions – and consumables – in a single package with the aim of further improving overall performance. Plus, the Heidelberg subscription model under which customers no longer pay for the equipment they use, but for the number of sheets they produce, is now successfully established throughout the industry. And consumables are a key part of that growing model. Tony Curcio Editor, Graphic Arts Magazine tony@graphicartsmag.com
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Graphitek installs an AGFA Anapurna H2500i LED wide-format printer Graphitek (Victoriaville, Quebec), a leading commercial printer specializing in large-format products, completed the installation of an Anapurna H2500i LED wide-format printer from AGFA Graphics Canada (Mississauga, Ontario) earlier this year. This investment will allow her company to expand the services it offers, improve print quality, boost productivity, reduce ink and overall printing costs and continue to lead the market in the Victoriaville region. Founded in 2002 by Nathalie Castonguay, the company specializes in just about any form of large-format printed visual communications – including signage, portable and roll-up banners, tradeshow exhibits, POP outdoor and POS displays, garment printing, promotional item printing and much more. Distributed by Cobalt Graphics, with 11 locations across Canada, the Anapurna H2500i LED is a wide-format hybrid printer that can print 4-foot by 8-foot panels in landscape and 8-foot-wide rolls in 6 colours + white at an average speed of 500 square feet per hour. It’s ideal for sign shops, digital printers, photo labs and mid-size graphic screen printers that want to combine board and roll-to-roll projects. Its engine combines high quality with high productivity for outdoor and indoor, rigid and flexible wide-format projects. With an automatic board feeder, productivity is increased even more. Its white ink function creates possibilities for printing on transparent materials for
backlit applications or for printing white as a spot colour. The hybrid is fitted with air-cooled UV LED lights that save significant energy, costs and time. Due to their minimal energy output, these LED lights are also ideal for thin heat-sensitive materials and lead to faster operations as they can be switched on and off instantaneously.
Graphitek’s Vicky Bougie (left, Large-Format Operator) with President Nathalie Castonguay.
Jones Healthcare acquires Koenig & Bauer Rapida 106 Jones Healthcare Group (London, ON), a global market leader in advanced packaging and medication dispensing solutions, has made a major investment in an 8-colour, custom-built Koenig & Bauer Rapida 106 sheetfed offset press. The new press will increase the company’s production capacity and help drive speed-to-market “with unmatched quality and waste reduction” for its health and wellness, folding-carton clients. “As we move through the global pandemic, we remain a resilient organization that continues to invest in our business despite the uncertain marketplace – as well as a strong North American partner for organizations looking for near-shore and onshore suppliers,” said Ron Harris, President & CEO at Jones. “Our new press is just the first of our planned equipment investments through 2021 totaling $20 million – all of which deepen Jones Healthcare Group’s focus and service to wellness markets in support of our aggressive growth strategy,” he added.
The Rapida 106 will increase the company’s production capacity, flexibility and efficiency via highly automated technology plus speeds of up to 18,000 sheets per hour – while also accommodating the speed and high quality that the Group’s clients expect. The new press is scheduled to arrive later this summer and should be operational by October. The company has equipped the custom-built press with a state-of-the-art QualiTronic PDFCheck system for automatic, 100% inline inspection against client-supplied PDFs at high resolution, as well as Koenig & Bauer’s unique Sheet Ident system for consistent colour and quality control. Both features provide extensive reporting for clients and ensure their high-value packaging meets the rigorous standards of the health sector, while also maintaining important brand impact for consumers on store shelves. Koenig & Bauer Rapida 106 8-colour sheetfed offset press
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Column
COVID-19 providing a rare opportunity for printers to use direct mail and printed newsletters In previous articles, I’ve highlighted the enduring power and better response rates of printed direct mail marketing versus email-only campaigns, all backed by statistics from Canada Post and other recent research. According to several online searches, email newsletters can average click-through rates from .5% up to 1.6%. However, a printed direct-mail newsletter can generate a 3% to 5% response rate. To give you another comparison, Mailchimp pegs the average click-through rate for all emails across all industries at 2.62%. Statistics also show that emails have a small “opening window” that begins to plummet after the first hour of sending. Now, Two Sides North America (a proactive industry organization promoting the ongoing sustainability of print and paper) has identified a unique opportunity for printers to cut through the noise and make a huge impact with current and potential customers. “The continuing spread of COVID-19 and its tragic effects have left very little of the print world untouched,” it said. “The combination of an economic lockdown and staff either furloughed, laid off or working from home has completely transformed the industry landscape, with the majority of print companies reporting a significant decrease in order levels. There are, however, glimmers of light in the darkness. Many are seeing an opportunity for direct mail.”
Reach a captive audience With most people spending the majority of their days at home due to the current pandemic, being able to get a directmail piece or a printed newsletter directly into their hands, or simply to introduce yourself in a fun, informative and memorable way, is a huge advantage for any for any print shop – particularly at a time when possible customers are becoming tired of television and being online each and every day. “Offering
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something physical that communicates an appropriate message can be a powerful way to build a brand or ensure loyalty once this is all over,” Two Sides emphasized. “Direct mail will certainly have more attention now from people than it’s ever had in the past,” said Simon Biltcliffe, Chief Executive of marketing agency Webmart, in an interview with the UKbased online publication PrintWeek. “People are at home, and if something comes through their letterbox, they will look at it. Print will be a really strong medium for people to build their brand and awareness.” Two Sides added that, while TV has the reach, it remains a highly expensive option for many and lacks the targeting power of direct mail and even partially addressed mail. “Of course, right now many people are living their lives online, but the constant bombardment of online ads and content makes it difficult for any company to really cut though and engage a consumer or potential client. Done well, direct mail has the power to stop people in their tracks, grab their attention and compel them to take action. The physical nature of the medium also means that it’s likely to stay around in the home for longer – 17 days according to the Royal Mail study ‘The Private Life of Mail.’ What’s more, direct
mail has a perceived value and importance that virtual media simply doesn’t.”
Staying ahead of the curve In any crisis, marketing is usually the first budget to be slashed. But most marketing experts agree that continuing to communicate with customers and potential clients – via compelling and colourful printed newsletters or direct-mail pieces – is vital. Printers are no exception, especially when they can showcase their creativity, talent and product range in the very piece they create. Let your informative and engaging directmail ‘masterpiece’ reflect your shop’s professionalism. “The best time to market to people is when others are not,” said Robin Sumner, Managing Director of marketing agency Romax. “After the initial panic subsides and society accepts the ‘new normal’, then business will return swiftly – and those that have continued to promote during that time will be well ahead of the curve.” Finally, if you feel you don't have the time or the staff to create an engaging monthly newsletter, especially during this pandemic, we can help. Please see the next page. Tony Curcio Editor, Graphic Arts Magazine tony@graphicartsmag.com
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Column
Stop chasing people down Here’s an interesting thought for you: if someone is chasing you, is it your natural reaction to turn around and start running to them with open arms? Probably not. If you’re like most people, being chased means you’re going to kick it in high gear and high-tail it out of there!
A better way What if instead of chasing down prospects you could set them up to want to build a relationship with your brand and pursue you? Aren’t those the types of customers you’d want anyway? Dan Kennedy, author of Magnetic Marketing, makes this point beautifully when he says, “When you stop chasing, you no longer have to resort to gimmicks to set yourself apart from the pack of hungry competitors running alongside you – like slashing your prices, or grouponing specials – they are magnetically attracted to you. Attraction brings to you clients who are more committed and likely to remain with you over the long term. Another benefit is that customers who come to you through attraction are naturally inclined to remain with you and do business with you over and again.” Attracting clients rather than chasing them is not as difficult as it might seem, and it’s ultimately more natural and more effective. Here are a few ways to attract your audience and leave the chasing to the other guys.
Dangle the carrot To attract print buyers without chasing them down, you have to show you’re worth pursuing. That means using nothing more than the value you bring as the “bait” to reel them in. There’s a confidence required for this approach because instead of running after clients and trying to sell to them in desperation, you’re laying it all out there. You’re saying, “This is the kind of printer we are, this is the kind of value you can expect, here’s why we’re different and why you should print with us.” Prove yourself to be helpful and show
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them that you know what you’re talking about. Use website content tools such as case studies and blog posts. Better yet, send your own direct mail so they can see the quality of your printing right in their hands. The idea here is to provide prospects with anything that showcases your knowledge and expertise and proves to them beyond a shadow of a doubt that you’re the best printer for them.
Content is your entry point Once you have nailed down offering content, the next step in attracting people to your print business is to take that content anywhere your audience is likely to be. • Promote your latest case study via your social media channels. • Build an email drip campaign around your latest or best blog pieces. • Use your whitepaper as gated content. • Create digital ads that focus on your content being the initial value given, leaving prospects feeling the need to reciprocate with sales. This is why having consistent content is so valuable to your print business. It’s the entry point to get the attention of your audience and how you begin to build a trust relationship, so they’ll be comfortable buying from you.
Recommend complementary products Recommending other complementary products or services is another way you can provide value through your knowledge. You are offering ways to be helpful by providing that gentle nudge or reminder to add business cards to their letterhead or create a flyer to pair with their new banner. Whatever you suggest, remember that the objective is to be helpful. The product of that helpfulness equals more sales. It’s not more sales disguised as being more helpful. See the difference?
You’ll know you’re in the right place when you can look at the services you provide against the backdrop of your target market’s needs and say, “We’re not able to help them with [blank]. We need to either create a way ourselves to fill that need or we need to partner with someone else that can help.” Your mindset should be: see a need, fill a need. When your prospects and customers recognize that’s your mindset, you’ll start becoming the one who is chased.
Give them a reason to stay engaged with you Once they’ve fallen in love with your brand, you have to give them a reason to stick around. This means you need to continue making deposits into their “value bank” through helpful, educational, engaging content and your service and product delivery. One of the biggest mistakes printers can make here is to have a static website – as in, nothing ever changes. Once a prospect visits a static site, there is absolutely no reason to revisit the site because all of the content will be the same. If they have no reason to come back, why would they? To keep them engaged, regularly supply new content like tips and tricks pages, blog posts, whitepapers, affiliate links, and more. It’s time to stop chasing. It’s time to get your magnets out and start attracting your print buyers to you. Dave Hultin is the President and visionary behind Marketing Ideas For Printers. He’s on a mission to lead printers to success by providing powerfully innovative online ordering solutions and impossible-to-ignore content. If you’re looking to sell more printing and grow your business, follow him on LinkedIn: www.linkedin.com/in/davehultin
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New Products
High-production sheetfed colour presses
CAD production and wide-format printers
Ricoh USA’s Pro C5300s and Pro C5310s digital sheetfed production presses combine high-quality colour, powerful performance and a wide range of finishing options “at a more accessible price point.” They’re aimed at in-plants and agencies, and can deliver “professional-looking presentations, vibrant proofs and attractive, finished booklets,” said the OEM. Commercial and franchise printers can also use them as higher quality proofing devices that can accommodate specialty stocks, synthetics, envelopes and oversized sheet options. Finishing options include saddle-stitch booklets, course guides, marketing materials and high quality presentations. Both provide 2,400 x 4,800 dpi at up to 80 ppm. Built-in sensors aid front-toback registration on media up to 360 gsm. Each has a Smart Operation Panel that makes managing the many substrate options easier. An intuitive Paper Library can contain up to 1,000 preset or custom profiles. Trained Customer Replaceable Units (TCRUs) allow users to execute routine maintenance on their own schedule. Both the Ricoh Pro C 5 3 0 0 s an d C5310s are Energy Star Certif ied and carry an EPEAT Gold Rating. Ricoh Pro C5300s Sheetfed Colour Press
Epson has added three new SureColor T-Series Printers for entry- and mid-level CAD production, and general purpose wide-format graphics. For personal workspaces and home offices, the Epson SureColor T2170 24” desktop printer delivers high quality output “at an incredible value.” For small- to midsized workgroups, the 24” SureColor T3475 and the 36” SureColor T5475 deliver precise printing while providing “outstanding productivity” with new high-capacity 700 mL cartridges. Their Epson PrecisionCore MicroTFP print heads yield fine lines and exceptional details for client-ready technical output and corporate graphics for industries such as architecture, construction, engineering, graphic design and education. The T2170 produces an A1/D-sized print in under 43 seconds, and the T3475 and T5475 produce an A1/D-sized print in under 25 seconds. T-Series printers also feature UltraChrome XD2 pigment ink that dries instantly, yielding durable output that’s ideal for blueprints, line drawings and posters. A 4.3” colour LCD touchscreen and integrated wireless and Wi - Fi Direc t allow connectivity for printing directly from smar tphones and tablets. Epson SureColor T3475 (left) and T5475
A customized wallpaper ‘factory’ Canon Solutions’ UVgel Wallpaper Factory is an integration between the OEM’s Colorado printer series, UVgel technology, and finishing partner Fotoba. It’s ideal for automated production of customized wallpapers as a complete, end-to-end solution for new customers, and as an upgrade for current Colorado roll-to-roll, large-format clients. The modular workflow solution consists of a motorized Fotoba Jumbo Roll Media Loader (JRL) connected to the front of a Colorado Series Printer to automatically cut flexible media into custom sizes and lengths. With its embedded taping unit, print jobs can be as simple as "print, cut, rewind, and tape," allowing wallpaper rolls to be available for quick delivery. For regular print jobs, the two media drawers of the Colorado remain accessible. Its automated, unattended printing can be integrated into existing workflows due to the Colorado's open interface structure. UVgel technology delivers brilliant colours, even across multiple printers and at different times, and doesn’t require heat to dry, thus eliminating media distortion and virtually guaranteeing colour consistency with each print. Canon UVgel Wallpaper Factory
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Wide-format photorealistic output for signage Mimaki USA’s 64” ColorPainter M-64s Traffic Sign Printer, 64” ColorPainter M-64s Graphics Printer, and 104” H3-104s Grand-Format Printer, feature photorealistic quality and production print speeds, Dynamic Dot Printing Technology to control and optimize dot size and density, SX or 3MTM SX eco-solvent inks with extended-CMYK configuration options, and outdoor durability with comprehensive warranties with or without lamination, to support any application. Unique among the new series is the OEM’s Traffic Sign Printer, an application-specific model that can help prints expand their businesses to serve the continuous need for traffic, wayfinding and safety signage. It supports SX spot inks in seven approved traffic colours (red, green, blue, brown, black, yellow and orange). The printer also includes special media-handling features for thicker films designed for outdoor traffic signage, and can print directly onto a variety of retroreflective sheets. The printer comes with a 10 -year warranty. Mimaki M-64s Traffic Sign Printer
GRAPHIC ARTS MAGAZINE | June 2020 | 23
New Products
A roll-fed toner-based production printer
A fast kiss-cutter to automate label production
The Xeikon SX30000 roll-fed, toner-based, 5-colour digital colour production printer features Xeikon’s new SIRIUS technology that focuses on toner options, imaging and fusing technology, and media versatility. Competitively productive across a wide range of cutsheet and roll-fed applications, it has speeds of 98 fpm (404 A4 ppm), is 50% faster than its predecessors and faster than any other B2-sized digital printer on the market, said the OEM. The new printer can handle a wide variety of substrates, including synthetic media from 40 to 350 gsm, while maintaining increased productivity across weights. The SX30000 also accommodates a wide range of technical and specialty toners, including those used for security printing. The new printer utilizes Xeikon-produced eco-friendly toner and ‘green energy.’ It also features Xeikon’s new EkoFuse technology, a cooling drum that boosts quality and productivity, and inline cameras to better manage colour quality and consistency.
Intec Printing Solutions’ ColorCut LC600 on-demand digital sheet label cutter provides fully automatic cutting for digital print production. With no dies or set-up costs, users can cut any shape of label instantly. Ideal for unattended production, the LC600 combines reliable sheet feeding with instant job retrieval for fast and precise kiss-cut labels. It can cut mixed batches of label jobs and read a QR code to instantly recognize the associated cut file on every sheet on the fly. The feeder/ stacker can take up to 250 sheets of varied stacks of jobs and cut one after the other in a seamless flow and with accurate SmartMark registration every time. Its ColorCut Pro software applies an auto assigned (editable) QR code to each of the designs and saves the cutting file to a Job Library that can be automatically retrieved before cutting. The digital cutting head can cut at up to 960 mm per second, enabling users to produce from one to hundreds of sheets and thousands of labels quickly. A Dual Grip Feed System holds the media during cutting on both sides of the cutting head, enabling it to cut closer to the media edges than most other types of cutters.
Xeikon SX30000
Intec ColorCut LC600
Desktop UV flatbed for customized products Roland DGA’s compact VersaUV LEF2-300D UV Flatbed Printer is ideal for personalized and customized products and can support a height of up to 7.87 inches – making customization easy while enabling users to print text and full-colour graphics directly onto an even broader range of objects. It uses UV-LED lamps to instantly cure ink, making direct printing onto plastics, leather, wood, fabrics and other materials, simple. Users can add “ultrarealistic” graphics and simulated embossing to a wide variety of items such as smartphone cases, awards, souvenirs, giftware, leather goods, electronic devices and more. Features include a Start Timer Function that completes print head cleaning set-up and white ink circulation automatically by your designated start time. Its new cleaning system helps reduce ink consumption during maintenance. A Multiple Print Func tion allows users to print the same data again with the touch of a button, while a Printer Status Monitor can check the operating status of multiple printers in real time.
Offset image quality and production inkjet savings Canon USA’s varioPRINT iX-Series of advanced sheetfed inkjet press utilizes iQuariusiX technologies that combine the image quality of offset with the productivity and cost efficiency of production inkjet – to support customers with production volumes of one to 10 million letter images per month. Offering an average 94% uptime and virtually eliminating the need for daily calibration and maintenance, the series streamlines productivity and helps to improve overall running costs. Users can print up to 4,500 12” x 18” sph (or up to 312 letter images a minute) on a wide range of media, including offset-coated paper ranging from 90 gsm to 350 gsm, with 1,200 dpi resolution. This feature allows customers to produce high volumes of commercial print applications – from marketing collateral and premium direct mail, to catalogues, magazines and books. Nozzle Uniformity Control (NUC) technology uses an inline scanner to automatically check and align single nozzles during a production run to help eliminate streaks. Nozzle Activity Control (NAC) controls nozzle performance and supports automated corrections when needed. Availability is set for Q3 of 2020. Canon varioPRINT iX-Series
Roland VersaUV LEF2-300D
24 | June 2020 | GRAPHIC ARTS MAGAZINE
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Imagesetter and Processor with spare imagesetter and processor. Being used presently however converting to CTP. $750.00 ONO. Contact Tony at Print Shop Ltd. (709) 368-2561.
High Water Python 74-BV30-IEC Computerto-Plate Equipment with MIPR512 Computer System; S/N: PY612; Year 2009; Asking $2,500 • Tel.: (855) 729-0029
EMPLOYMENT OPPORTUNITY Printer’s Parts & Equipment, established 1973, is looking for a results-driven sales representative to actively seek out and engage customer prospects. PP&E has an extensive product line that makes it easy for representatives to perform and maximize revenues. Industry experience, and car is required to visit prospects and customers. Please apply in confidence to info@printersparts.com.
Printing Company For Sale Established in 1991, this established company is located in Northern BC. It serves its loyal client base by offering both offset and digital services. Business has low overhead and a huge potential for growth. Only reason for sale is due to the death of a part owner. For serious inquiries, please give us a call at 250-261-2469.
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FOR SALE Printing Company for Sale This established company is located in North Bay, Ontario. It serves a loyal client base by offering both 4 colour offset and digital services. Building and equipment included for a reasonable price. Staff would like to continue employment. Business has low overhead and the potential for growth. Reason for sale is owner retirement. Business has been in operation for over 50 years. For serious inquiries txt : 705–493-1045
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Column
Three steps to quick-start your lead-gen efforts Some companies, amidst uncertainty and restrictions brought on by COVID-19, redirected marketing dollars and efforts, put campaigns on hold, and halted their lead-gen efforts. Others used the opportunity to clean up their CRM (customer relationship management) contacts, polish their LinkedIn profiles, engage with prospects and influencers - and offer help.
the sale. CRMs house a treasure trove of customer data to fuel lead-gen efforts. Having insights to customer and prospect relationships aligned to sales funnels and pipelines makes it possible for marketers to plan, execute, and monitor their email marketing campaigns and get insights into the metrics to help improve the performance of future campaigns.
According to the 2020 Marketing & Sales Best Practices for Print Service Providers report, 62% of PSP’s experiencing declining revenue DO NOT support sales with lead-generation campaigns.
Nearly half of PSP respondents are not able to determine where in the sales process most opportunities stall or fail to move forward.
As we wander through the pandemic and slowly return to work, business leaders and owners around the world are wondering: “what comes next?” The features and benefits that your customers cared about a few months ago may no longer matter, and they probably aren’t looking to “buy now”. They may, however, be inclined to book a demo, fill out a customer satisfaction survey, or schedule a consultation. Sharing customer success stories, how-to guides, industry research, and virtual tours – as well as being available, helpful, and real – is the approach companies must now take. Understanding the behaviours of your current (and future) buying audience – and feeding them information that helps them make independent decisions about new solutions, trends and technologies – is the new normal. To quick-start your lead-gen efforts, take these three steps to test and target new markets, products and services.
1 – Pinpoint how you help Older Millennials, now approaching 40, remember a pre-internet world, whereas older Gen Z’s, who are in their early 20s and hitting the workforce, never knew life without the internet. With an innate ability to tune out marketing completely, this generation’s business buyers make their decisions by starting their research online and in groups. They rarely deal
28 | June 2020 | GRAPHIC ARTS MAGAZINE
with a salesperson until the later phases of their buying journey. When business re-opens, it will be more important than ever that prospects understand how you help them within the first five seconds of visiting your website. What you’re selling is not nearly as important as why it matters to the people who buy from you – especially now. Go to your website and look at your value proposition, calls to action and key messages. COVID-19 is a global human health crisis. Nothing good will come from the idea of profiting from it. Showcase how your solution helps people through this time, but choose your words wisely or you’ll come across as trying to make a quick buck. Knowing who you help – and how you help them – becomes more critical than ever.
2 – Target who you help A well-defined sales and marketing process reduces chaos and establishes scalable, repeatable activities for growth. When you can pinpoint what’s motivating your buyer, you can develop – and sell – solutions that help them achieve their goals. In order to do that, you need data that comes from a variety of sources, including your website, your CRM, and wherever conversations are taking place. Over 61% of respondents indicated they do not have a lead-gen follow-up process in place.
To generate new leads, marketers across all industries are capturing, distilling and presenting customer data – then automating how leads are generated, scored, nurtured and converted – from suspect to prospect to customer. They are then segmenting that data to fuel highly targeted quickstart campaigns.
3 – Engage with your audience quickly Studies have shown that campaigns that used a combination of print, email, social media and mobile applications had an average response rate of 9.5%, compared to 7.9% in campaigns that used email only. By running a quick-start campaign, featuring a highly optimized landing page, you can test targeted marketing campaigns, offers and content across vertical market segments, geographies and personas. Pinpoint how you help. Target and engage who you help. Use quick-start campaigns to test, measure and learn – and fast-track your lead-gen efforts. Joanne Gore is a B2B marketer who’s passionate about print and has spent the last three decades helping companies maximize their marketing and communications efforts. Founder of Joanne Gore Communications, she helps companies tell their story to a new generation of print and business buyers. Email: joanne@joannegorecommunications.com Follow her on Twitter: @joannegore121
Your CRM is home to your customer’s sales journey – before, during and after
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