May 2012 by PrintAction

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B2 Mania The race toward larger format digital production comes to a head at drupa, with more than a dozen new or prototype machines entering the fray

drupa Spotlight: New Devices of Electrophotography The newest dry and liquid toner machines from top vendors, plus Canadian market insight from HP’s Danny Ionescu and Ricoh’s Clive Buckley

NEWS Brodigan becomes CEO of Ricoh Americas, Quark extends an upgrade offer back to the 1990s, and MET Fine Printers boosts its craft with Larsen’s Bookbinding

CALENDAR June 2012 EskoWorld 2012 begins in New Orleans, PAC hosts its sixth-annual Sustainable Packaging Conference in Toronto, and BCPIA golfs at Morgan Creek

TRADESHOW drupa in Pictures Despite lower attendance figures than four years ago, the world’s printing technology suppliers came to Germany to display their visions for the future

Digital Printing

Features

Data Services & List Management

CONTENTS Volume 51, Number 5

e-tools

Variable Imaging

Columns

ANDREW TRIBUTE The New Liquid Toner Generation Looking past the continued innovations in inkjet, press makers Canon, Miyakoshi and Xeikon unveil their liquid prototypes

PETER EBNER ST x A = R Canada’s printing sales guru provides a formula, including strategy, technique and activity, to predict your sales success

Archive

May 1997 IBM’s Deep Blue defeats Garry Kasparov, the Confederate Bridge connects PEI to New Brunswick, and Heidelberg Prepress Technology is born

Resources 20 Services to the Trade Cover photo: Clive Chan (Maybe!)

29 Marketplace

www.andrewsdm.com tel: 416.798.7557 email: info@andrewsdm.com 226 Industrial Parkway North, Aurora, ON Est. 1951 MAY 2012 • PRINTACTION • 3

PERSPECTIVE

The Buffett Boost t has been around two years since the world of the printed newspaper appeared to be Iincrashing all around us, based largely on fallout from the United States banking crisis late-2008. Some of the most-powerful newspapers on the planet, including the likes

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• Field-tested, front counter, marketing strategies that drive sales

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of The New York Times and the San Francisco Chronicle, announced they were on life support. Indeed, many prominent newspapers and magazine titles have closed down over the past three years, pushed to the brink by the economic and demographic realities of online publishing. In May 2012, however, the newspaper world received an enormous vote of confidence from an 81-year-old man who is widely considered to be the most-successful investor of modern times. Warren Buffett, CEO of Berkshire Hathaway, shocked the investment community with his second significant newspaper publishing purchase in the past six months. In addition to his late-2011 move to acquire Omaha World-Herald Company for $200 million, Buffett just spent another $142 million to purchase 63 newspapers, including 29 dailies, from Virginia-based Media General. Three years earlier at Berkshire Hathaway’s annual meeting, when asked for his thoughts on newspapers, Buffett responded: “For most newspapers in the United States, we would not buy them at any price. They face the potential of unending losses.” Commenting on his May 17, 2012 purchase of Media General’s assets, Buffett said: “In towns and cities where there is a strong sense of community, there is no more important institution than the local paper. The many locales served by the newspapers we are acquiring fall firmly in this mold and we are delighted they have found a permanent home with Berkshire Hathaway.” Perhaps because of his change of heart, or in spite of it, reporters drummed up some catchy headlines and article leads about Buffett’s recent print moves, such as “Warren Buffett: A Budding Media Mogul?” and “So Warren Buffett likes newspapers again?” The latter title belongs to well-known analyst Jack Shafer, who writes, “[Buffett] buys when he sees value that others don’t.” Of course, most financial writers were baffled by Buffett’s renewed newspaper interests – Berkshire Hathaway, over several years, has invested more than $500 million to hold its current 23 percent stake in Washington Post Co. Others still feel Buffett’s moves are purely inspired by the financial mechanisms of loans, taxation and warrants. Forbes dubbed Buffett’s Media General purchase as the “Oddest Investment Ever.” However, for much of the printing industry, this Buffet boost to the newspaper market can be seen as a very positive sign – a short-term endorsement from the world’s thirdrichest person, a long-term investor. In March 2012, Forbes reported Buffett had a personal net worth of $44 billion. I believe it is a positive message to the printing industry, based largely on the fact that I also see newspapers as printing’s canary in a coalmine. Jack Shafer concludes his Reuters article by writing, “Buffett’s recent newspaper acquisitions don’t indicate the industry has returned to health. But if he starts selling, you’ll know that it’s dead.” Jon Robinson, Editor

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Editor Jon Robinson • 416.665.7333 ext. 30 • jon@printaction.com Associate Editor Clive Chan • 416.665.7333 ext. 25 • clive@printaction.com Contributing Writers Zac Bolan, Clint Bolte, Peter Ebner, Chris Fraser, Victoria Gaitskell, Dr. Martin Habekost, Nick Howard, Thad McIlroy, Gordon Pritchard, Josh Ramsbottom, Nicole Rycroft, Andrew Tribute, Trish Witkowski Publisher Sara Young • 416.665.7333 ext. 31 • sara@printaction.com Associate Publisher Stephen Longmire • 416.665.7333 ext. 26 • stephen@printaction.com Production Manager Anders Kohler • 416.665.7333 ext. 37 • anders@printaction.com Intern Tiffany Kay Garcia • 416.665.7333 ext. 34 • tiffany@printaction.com Advertising Sales Sara Young • 416.665.7333 ext. 31 • sara@printaction.com Stephen Longmire • 416.665.7333 ext. 26 • stephen@printaction.com Circulation ADPIC Subscription Services • 800.363.3261 • subscriptions@printaction.com PrintAction is published by Youngblood Publishing Limited and is Canada’s only national monthly publication serving the graphic arts industry. ISSN 1481-9287. Annual Subscriptions: Canada: $31.15 ($27.57 + $3.58 HST) United States: CN$69.99; Other Foreign: CN$139.99

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MARTIN BRODIGAN becomes Chairman and CEO of Ricoh Americas, after spending the past couple of years overseeing the company’s sales and service channels in the United States, Canada and Latin America. Based in West Caldwell, New Jersey, Ricoh Americas is part of Tokyo’s massive Ricoh Group, which operates in more than 200 countries and regions. In the financial year ending March 2012, Ricoh Group had worldwide sales of 1,903 billion yen (approximately $23 billion). Brodigan, who has spent the past 20 years with Ricoh, succeeds Kevin Togashi, who is taking on a new role within Ricoh Group in Japan. Most recently, Brodigan served as Executive VP and COO for Ricoh Americas. He has also served as Chief Financial Officer for Ricoh Americas for two years since 2010, while acting as President and CEO of Ricoh’s United States operations from 2007 to 2010.

JED SHEPPARD, President of National Graphic Solutions, added a new HP Scitex LX800 system to his production floor in Delta, British Columbia. Founded in 1993, National Graphic specializes in display production and installation programs, such as fleet graphics and wraps, signage and banners, on both a local and national level. The Scitex LX800, using HP’s Latex inking technology, is a 3.2-meter, 6-colour system with a top resolution of 1,200 x 1,200 dpi – based on 10,560 print-head nozzles jetting 12-picolitre drops of ink. TORAY INDUSTRIES began construction on a new printing-plate factory in the Czech Republic (Prostejov) to increase the production of its waterless CTP plates. The Japanese company expects the facility to be operational in early 2014, while fieldtesting of the products from the new plant is expected to begin in late 2013. Encompassing both coating and converting capabilities, the new Czech production facility is based on an investment of over $50 million, which is aimed at printers involved with newspaper and semicommercial production in Europe, the Middle East and North America. 6 • PRINTACTION • MAY 2012

TC MEDIA, a division of Transcontinental, acquired a majority stake in Torontobased Redux Media, an online advertising network. Redux Media delivers over 12billion impressions monthly to 80-million unique online visitors. It carries advertising across 2,500 Websites, aggregated into 15 categories, allowing advertisers to get their message across so-called “brandsafe” sites, meaning the message on those sites are aligned with the advertisers’ values. According to an industry report, Redux Media is the fastest growing adver- WARREN BUFFETT is investing US$142 miltising network for the Canadian market in lion to purchase 63 community newspapers from Virginia-based Media General. the past year, growing some 64 percent. Dubbed the “Oddest Investment Ever” by Forbes, the deal adds newspapers from the Eastern Seaboard to Berkshire Hathaway’s (Buffett’s company) media portfolio, which includes a 23 percent stake in Washington Post Co. Buffett also spent US$200 million to acquire the Omaha World Herald Company last November. “In towns and cities where there is a strong sense of community, there is no more important institution than the local paper,” said Buffett. “The many locales served by the newspapers we are acquiring fall firmly in this mold and we are XEROX RESEARCH CENTRE OF CANADA delighted they have found a permanent (XRCC), based in Mississauga, is the recip- home with Berkshire Hathaway.” ient of the 2012 Ontario Green Chemistry and Engineering Award, presented annually to one organization by the Chemical Institute of Canada. “Green chemistry and engineering is now a critical part of our materials design process,” said Paul Smith, Vice President, XRCC. “Our goal is to fully incorporate it in our everyday designs and processes so we can continue to deliver value to our customers through more sustainable and environmentally responsible materials. As chemists and engineers, we have great potential to impact the world in a positive way – this is something we take NIKOS KALLAS, President of MET Fine Printers, boosted the Vancouver’s comvery seriously at XRCC.” pany’s renowned craft-printing approach with the purchase of Larsen’s Bookbinding Ltd. located in nearby Richmond, British Columbia. “This move adds an unparalleled depth of expertise to our group,” said Mike Winteringham, COO at MET. “Larsen’s is a multi-generation bookbinder in the classic sense of the word.” To this end, Larsen’s was awarded a Master Book Binders Medal by the King of Denmark, King Frederik IV. The acquisition of Larsen’s expands MET’s inhouse binding capabilities with perfect WARREN WERBITT, Founder of Pazazz Print- binding, saddle stitching, traditional and ing, announced he is joining the IPN Global custom-case binding. Network, becoming the first Quebec-based commercial printer to do so. “Being part of MESSE DÜSSELDORF released final numbers a global network gives us access to more for its trade show, drupa 2012, which ran than 45 printing companies across 30 coun- from May 3 to 16 in Germany. In all, tries,” said Werbitt. “Our goal is to work to- 314,500 people from 130 countries atgether to manage worldwide accounts and tended, down 75,500 from 2008’s show. help companies maintain their corporate “This decrease does not come as a surprise branding.” Earlier, Pazazz and another IPN for us and the sector as a whole,” said Global company, J.F. Moore Communica- Werner Matthias Dornscheidt, CEO of tions of Toronto, announced they were the Messe. “In Germany alone the printing infirst Canadian companies to install X-Rite’s dustry lost some 3,900 companies with new eXact measurement system. Based on over 61,000 employees between 2000 and spectrophotometry, eXact, among other 2011. During the same time, more than features, aims to solve the challenges of 7,700 printing operations closed in the matching colours on papers treated with U.S. Against this backdrop it is not surprisOptical Brightening Agents. ing that fewer visitors came to drupa 2012.”

Photo: Asa Mathat, Fortune Live Media

PRINT NEWS ADOBE SYSTEMS released its CS6 suite of software, which includes a new subscription service. The service, known as Creative Cloud, costs $75 a month (or $50 per month with an annual membership, all prices in US$). Current CS3 to CS5.5 users are eligible for an introductory price of $30 per month. Creative Cloud users also get online storage and sharing capabilities, as well as ongoing updates and new products (such as Adobe Edge, a HTML5 development tool) as they are released. Of course, CS6 applications can be purchased the traditional way, with the Master Collection retailing for $2,599. The CS6 Design & Web Premium retails for $1,899 while the Design Standard suite goes for $1,299. Upgrade pricing starts at $275 for Design Standard, and goes up to $549 for the Master Collection for current CS5.5 users ($699 to $1,399 for CS3/CS4 users).

NORQUEST College’s Centre for Excellence in Print Media (CEPM) finished up a series of five lean manufacturing seminars across Western Canada (Edmonton, Calgary, Regina, Winnipeg and Vancouver), based on $77,500 in funding provided by the National Research Council Canada. More than 70 printing professionals from 35 companies attended the seminars, facilitated by CEPM Principal Josh Ramsbottom and printing expert Dr. Ken Macro. “I’ve studied various efficiency models and flavour-of-themonth business systems over the years, but none of those experiences came close to delivering the practical tools we were exposed to in CEPM’s lean seminar,” said Rick Kroeker, President of Calgary’s Little Rock Document Services Ltd. “I particularly appreciated how we can define and solve one small problem at a time. It helps keep tasks easily managed.” ALAN HALL becomes Regional Sales Director for Unisource Canada’s Printing Paper Business Unit in Western Canada. He is to specifically focus on Unisource’s activities in the provinces of Alberta and British Columbia. Hall joins Unisource with more than 32 years of industry experience, at both the distribution and mill levels. His appointment comes less than four weeks after Unisource announced the opening of a new 118,000square-foot facility in Edmonton. The new Edmonton facility is to replace a 25,000-square-foot building that, for the past 10 years, received most of its inventory from Unisource’s 250,000-squarefoot warehouse based in Calgary.

global community,” said Aida Greenbury, APP’s Managing Director of Sustainability. “We are taking account of critical issues raised in our dialogue with NGOs.”

NATALIE LARIVIÈRE leaves her position as President, TC Media, Transcontinental Inc. François Olivier, President and CEO of Transcontinental, takes over as the interim head of TC Media on June 29, 2012. Larivière was named President of the company’s Media Sector on August 7, 2006. She previously held the position of CEO of Quebecor Media’s Book Publishing Group. “Over the past six years, Natalie has piloted numerous projects that have enhanced the TC Media offering by creating magazines, integrating digital platforms, producing TV content and developing interactive marketing solutions for advertisers and consumers,” said Olivier.

EASTMAN KODAK CO., according to a Bloomberg News report, suffered a negative ruling after a two-year legal fight against Apple Inc. and Research In Motion Ltd. over a patent for digital image-preview technology. Thomas Pender, a U.S. International Trade Commission Judge, ruled

that RIM and Apple did not violate Kodak’s rights because the patent in question is not valid. According to the Bloomberg report, pointing to a bankruptcy court filing, Kodak contends that Apple owes it more than $1 billion in damages for infringement of this and other digital capture patents. Kodak publically announced plans to sell key components of its patent portfolio, as a means to help it through Chapter 11 bankruptcy protection, which the company filed for in January 2012.

SOMERVILLE GRAPHICS of Oakville, Ontario, received a Notice of Termination from its landlord, Realspace Management Group, for its leased production space in Oakville, Ontario. The company is no longer operating, after first opening up its doors in 1997. The commercial printing company’s equipment list includes two offset presses, a 4-colour Printmaster perfector and an 18-inch Quickmaster, as well as a Xerox 700 toner device and various small-format finishing technologies.

QUARK announced that its previous customers, going back to version 3, are eligible for an upgrade to QuarkXPress 9 for US$349. The non-upgrade price is $849. Likely targeting the recent release of Adobe Creative Suite 6, Gavin Drake, Vice President of Marketing at Quark says: “We release major versions of QuarkXPress about every two years and, unlike many other vendors, provide free, feature-rich updates regularly within release cycles.” Users with a valid, registered and activated serial number for any version of QuarkXPress are eligible for the offer. QuarkXPress 3 was first released in 1990. RYOBI and Kodak, following the drupa news of several offset-press makers partnering with inkjet-system manufacturers, announced plans to co-develop a hybrid sheetfed press system, which will employ Ryobi’s 750 series press and Kodak’s Prosper S5 imprinting system. The new hybrid press provides a single step of offset printing, inkjet printing, and an optional inline varnish station. The press will print at up to 10,000 B2 sheets per hour. ASIA PULP & PAPER GROUP of Jakarta, Indonesia, announced a series of new environmental policies based on the High Conservation Value (HCV) Forest approach, as well as its own commitments to a program called Seven Principles of Natural Forest Protection. APP plans to immediately implement its new HCVF policies, including the suspension of natural forest clearance in the Indonesian concessions it owns (effective June 1), while HCVF assessments are conducted. APP stated that it expects independent suppliers to comply with its request for HCVF assessments by December 31, 2014. “We are embarking on a bold program to ensure we can offer our customers products with the highest environmental and social integrity, and to ensure delivery of a shared vision for the

Sunday Presses Higher productivity. Lower costs. New opportunities. Step up to the most productive and agile presses available and open the door to new, more competitive web offset production possibilities.

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PRINT CALENDAR Sewickley is a residential suburb of Pittsburgh, Pennsylvania, a city largely built on the industrial revolution’s relentless thirst for steel. As demand subsided in the 1970s, the city’s population fell by half to its current level of around 300,000 people. Today there are no steel mills in the city, but it hosts over 1,600 technology companies, including startups. The city was also named Best Sports City by Sporting News magazine in 2009.

JUNE

One month from today, BCPIA hosts its annual golf tournament at the Morgan Creek Golf Club with a 12:30 pm shotgun start. The event includes dinner, green fees, and power cart with GPS yardage locator. $1,060 (foursome)* or $265* (individual)

Printing Industries of America, at its headquarters in Sewickley, Pennsylvania, begins its 2-day G7 Offset Operator Training Program, designed for hands-on implementation of the G7 specification (TR015), for equipment operators, managers and consultants. US$1,195

BCPIA holds a Website Optimization Workshop from 4:30 pm to 5:45 pm at Still Creek Press in Burnaby, BC. Presenter Kris Bovay, GM of Pacific Bindery Services, will share techniques for using LinkedIn to grow business. $60*

EskoWorld 2012 is held over the next four days at the Hilton Riverside in New Orleans for EskoArtwork users, including areas like packaging, labels and tags, commercial print, flexo, structural design, and colour management.

The Canadian Marketing Association hosts a Customer Retention Roundtable, starting at 8:00 am (St. Andrew’s Club in Toronto), to discuss how organizations can apply customer analytics to optimize retention programs. $90

The free HP Latex Open House series continues today in Calgary at the facility of distributor Proveer. The series then wraps up on June 21 in Burnaby, British Columbia, also being held at the local Proveer location.

The Mailing & Fulfillment Service Association (MFSA) hosts its annual conference at the Grove Park Inn Resort & Spa in Asheville, North Carolina, including sessions for printers to learn how to develop alternative revenue streams with existing and new clients.

PAC hosts its sixth-annual Sustainable Packaging Conference in cooperation with retail giant Walmart. In addition to Shelley Broader, Walmart Canada CEO, the Toronto event features speakers from Coca Cola, Johnson & Johnson, Kimberly Clark and the Sustainable Packaging Coalition. $50

Today is the early-bird deadline for attending this year’s PAC Conference in Ottawa, taking place September 28-30, which is being run under the theme of Creating Next Life Solutions: A World Without Packaging Waste.

Pricing listed at standard rates, with * denoting the availability of member or early-bird discounts. Photo: M. Bergman, Flickr

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PRINT TRADESHOW

drupa in Pictures Despite posting a significantly lower attendance figure than the most-recent show in 2008, drupa nevertheless delivered a technological glimpse of printing’s future, along with some of the people who will be part of the journey.

Hemlock’s Dick Kouwenhoven was on hand during the second day of the show

Xerox’ new iGen 150, which produces 150 letter-size pages per minute

Fujifilm’s concept JetPress W webfed inkjet press

Xerox CEO Ursula Burns converses with journalists along with Jeff Jacobson, the company’s newly minted head of Global Graphic Communications

Benny Landa with Heidelberg’s CEO Bernhard Schreier after the companies signed a development agreement

Heidelberg Canada’s Ray Fagan presents the company’s offerings in the world of package printing

A vintage KBA press shown in operation at the Museum for the Printing Arts Leipzig stand

HP’s T410 inkjet web press, capable of printing 140 million full-colour, letter-sized pages a month

Kodak’s Prosper 6000XL system, which has longer sheet travel to improve drying

A Komori demonstrator with the company’s 8-colour Lithrone G40P press, shown with the PQA-S inspection system

Heidelberg’s hall was decorated with used printing plates

Ryerson students and faculty tour Muller Martini’s stand

The result of its collaboration with Konica Minolta, one of Komori’s Impremia prototypes

Gallus’ hall-spanding ICS670 packaging press

HP’s Alon Bar-Sharny shows off new capabilities of the Indigo machines

The Landa booth was awash with visitors, seeking a glimpse at Benny Landa’s futuristic machines

Kodak’s Antonio Perez fields questions from journalists about the company’s future

Shinohara exhibited with Hans Gronhi for the first time after the later company acquired the former

TC Media’s Nicky Milner spotted on Landa’s booth

EFI’s Guy Gecht celebrates his customers’ innovations at a press conference

KBA’s Rapida 105 press, based on the company’s 106 platform

Polar’s stand in Hall 2

manroland Sheetfed North America President Michael Mugavero

Xeikon’s 8800 press shown with Hunkeler’s inline finishing

A unit from Goss’ massive Colorliner CPS press

Agfa North America’s Peter Wilkens

Presstek’s 75DI press was shown with five colours and an inline aqueous coater

Mimaki’s UV-LED inkjet wide format printer, fitted with fifth generation printheads and a white-ink option

Screen’s TruePress Jet SX, one of many B2 format inkjet presses at the show

Canadian visitors David Adsett (W H A Publications), Ross Benns (Rayment & Collins) and Todd Godin (Godin Productions) at Heidelberg’s booth

EFI VUTEk’s new HS100 Pro, which features the company’s new Orion OS

HP’s Simon Lewis beside the company’s new B2 Indigo 10000 press

Epson’s SurePress L-4033AW featuring white ink

Hebdo Litho’s Charles and Jim Allan checking out print’s history at a Gutenberg exhibit

Agfa’s :M-Press Leopard, shown with an auto board-loading option

Ricoh’s InfoPrint 5000 Volume Platform printing at over 722 feet per minute

Israel-based Scodix shows off its digital embosser by printing textured images of basketballs

Canon (with Océ), Xeikon and Ricoh’s booths battle for attention in Hall 8A

Spotted in drupa’s innovation park: Sina Printing’s Mike Meshkati

Kodak’s S-series imprinting system, soon to be mated to Ryobi’s 750 offset presses

ANDREW TRIBUTE

The New Liquid Toner Generation

hile most of the attention from drupa has been concentrating on the subject of B2 sheetfed inkjet presses, as well as the potential impact of Benny Landa’s new Nanographic Printing Presses, there is another major development that has largely flown under the radar. This is the arrival of a new generation of liquid toner-based digital printing technology. In electrophotographic (digital tonerbased) printing, most presses use dry toner. Of the mainstream presses in the market today, only HP Indigo uses liquid toner technology. The benefits of liquid toner are its ability to go very fast, plus its high quality of output. In the HP Indigo implementation, however, there are some limitations in terms of the environment and the manner in which it operates that ultimately restrict the press platform’s speed of operation. At drupa, held May 3 to 16 in Dusseldorf, there were announcements of new liquid toner press technologies that I feel

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will move digital printing technology forward in a way that I do not see HP Indigo going. These new technologies are from Océ, Xeikon and Miyakoshi. Of these, Xeikon and Miyakoshi were showing their future liquid toner implementations at drupa. I had the privilege of being invited, during drupa, to Océ’s facility in Poing, Germany, to see what the company is doing with liquid toner. The company has branded this technology as InfiniStream.

Océ decided not to show InfiniStream at drupa, as its market for the technology is the high-quality folding carton space. The company believes its strategy to go directly to the brand owners and large packaging printers was better than showing the product to the general commercial market. Xeikon is still in an early stage of development for its Trillium technology and only showed a limited demonstration of it at drupa. Miyakoshi showed its press that is

InfiniStream imaging engine

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Canon’s Océ InfiniStream press

co-developed with Ryobi. Both Océ and Xeikon are targeting late-2013 for first product installations. Getting any such timetable from Miyakoshi proved to be difficult, and the drupa demonstrations it on liquid toner provided me with little faith if or when the product would come to market. Liquid speeds and feeds

Before getting into any details on these new products, let me outline why liquid toner is so interesting. First and foremost, it may be the best technology for very high quality, high speed and environmental support. For high quality, one only has to look at the output of HP Indigo presses to see that liquid toner printing is the highest quality digital colour printing available. One can also look at HP Indigo to gauge the speed of digital technology. The fastest HP Indigo press engines run at a speed of two metres per second (120 metres per minute). That’s as fast as most early-stage cut-sheet inkjet presses, Continued on page 26

PETER EBNER

ST x A = R

A formula to accurately predict print sales success ales success has nothing to do with luck nor is it the domain of the socalled natural-born salesperson. Sales success is a measurable and repeatable process and the outcome can be accurately predicted by the formula ST x A = R; where S represents Strategy; T stands for Technique or selling skills; A represents Activity; and R equals Results. As the ST x A = R formula clearly shows sales consists of three separate components and a weakness in even one of these components will result in poor sales performance. For example, even the best strategy, supported by excellent technique will bring poor results unless accompanied by the right amount of activity. Likewise, a highly skilled (technique) and hardworking (activity) salesperson, will generate poor results unless their sales approach is strategic. So here is a short explanation of the three sales components and how to use them to maximize your earning potential.

where you are going and how to get there; otherwise you’ll just be groping in the dark; hoping to bump into that big account. Although we all understand the importance of goal setting, most of us do not know how to set them because we incorrectly believe that goals are results, when in fact goals must be viewed as activities. For example, all too often the goals we set sound something like this: “I want to increase my sales by 30 percent this year,” or “I want to increase my earnings by $2,000 a month,” or “I want to land two new accounts each month.” These statements are not goals, but rather dreams, because, although they tell us what we want to achieve, they do not tells us how we can achieve these results. Goal setting means outlining the daily activity that generates the desired results. Here are a few examples of what I mean:

• If you had the ability to close one out of every five new prospects, you would need to meet 20 new prospects each month. • And if it took you 10 cold calls to land one qualified appointment, you would need to make 200 new prospecting calls per month, or about 10 calls a day. Applying this prospecting activity to the ST x A = R formula, to realize such an increase in income means making 10 new prospecting calls a day. Anything less and you will not likely reach your goal. The lesson to be learned is that prospecting activity is not an arbitrary number. In other words, irrespective of your skill level, sporadic prospecting activity always brings poor sales results. As a general rule, the prospecting activity that leads to print sales success equates to landing two new appointments a day.

• If your objective is to increase earnings by $2,000 a month and your commis2. Sales Strategy sion is 10 percent, you would need to 1. Sales Activity As the ST x A = R formula clearly shows, increase your monthly sales by $20,000. prospecting activity is key to sales sucGoal setting is absolutely essential to sales success. As the old proverb reads, “You can’t • If your average new account spends cess, but unless accompanied by a strate$5,000 a year, you would need to land gic approach the most likely result is that get there if you don’t know where you are four new accounts each month. you’ll find yourself extremely busy, but going.” You must have a clear picture of

falling well short of your income potential. Here’s why: There is a limit to the number of accounts that you can manage and as a general rule most outside salespeople can only manage about 40 accounts. Which means that if your objective is to earn $100,000 a year; at 10 percent commission, you would need to generate $1 million in sales and, since you can only manage 40 accounts, each account would need to bring you $25,000 a year in sales. So unless you strategically identify and call on accounts that spend at least $2,000 a month on printing, the likelihood of you earning $100,000 a year is extremely slim. Furthermore, once you’ve reached your account management threshold, you cannot increase your earnings by increasing your account base, but rather by strategically replacing existing accounts with new accounts that have a higher annual print spend. Here’s another reason why strategy is a key predictor of sales success. When supported by the right activity, random cold calling can result in a substantial increase in sales, but a substantial increase in sales Continued on page 28

MAY 2012 • PRINTACTION • 15

The biggest trend at drupa this year was the proliferation of B2-format digital presses. Employing processes such as inkjet, dry toner and liquid toner, the pressmakers emphasize the increased utility of the 29-inch format, which allows for new applications of digital technologies, ranging from presentation folders to packaging. The following are machines which have been shown off in the past few weeks, ranging from concept engines to commercialized units.

A I N A M

FUJIFILM JETPRESS 720 TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed inkjet 1,200 x 1,200 dpi 4 2,700 sheets per hour (sph) simplex Self-proclaimed to be one of the few companies which has both its own inkjet head and ink development, Fujifilm also had a carton-printing and web-fed version of the JetPress on its drupa stand, based on the same Dimatix SAMBA technology.

SCREEN TRUEPRESS JET SX TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed inkjet 1,440 x 1,440 dpi 4 1,620 sph (810 sph duplex) Debuting at IPEX 2010, Screen’s TruePress Jet SX added board printing capabilities at drupa 2012 to entice packaging printers.

KOMORI IMPREMIA IS29 TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed inkjet 1,200 x 1,200 dpi 4 UV 3,300 sph simplex (1,650 sph duplex) Shown alongside a 20-inch webfed version, the machine is the result of its partnership with Konica Minolta.

KONICA MINOLTA KM-1 TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed inkjet 1,200 x 1,200 dpi 4 UV (up to 6 colours possible in the future) 3,300 sph simplex (1,650 sph duplex) Cited as a technology demonstration, Konica Minolta’s Katsuhisa Ida says the company will gauge the reactions of the market before committing to building a commercial device. Konica Minolta provided the inkjet head technology while Komori focused on the chassis and sheet handling capabilities.

MGI ALPHAJET TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed inkjet 1,200 x 1,200 dpi 6 UV (plus spot or flood UV coating) 3,000 sph (duplexing planned) MGI would not allow its AlphaJet to photographed by the public, but nevertheless had the machine on its stand, alongside a card-printing variant known as the JETcard.

LANDA S7 TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed inkjet 1,200 x 600 dpi 4-8 9,000-12,000 sph simplex (4,500-6,000 sph duplex) Also available in B3 (20.5"), B1 (41"), as well as webfed formats, Landa’s machines were the among the most discussed at drupa. The process employs a blanket, essentially becoming an inkjet offset press.

DELPHAX ELAN 500 TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed inkjet 1,600 x 1,600 dpi 4-6 500 letter pages per minute (duplexing available) Uses Memjet printhead technology, which has 70,000 nozzles per head firing drops as small as 1.1 picolitres.

IMPIKA IPRINT EXTREME TYPE RESOLUTION COLOURS SPEED REMARKS

Webfed inkjet 1,200 x 1,200 dpi 1-6 375m/min (duplexing available) France-based Impika has built its iPrint systems to be modular and scalable, with the eXtreme being the company’s flagship model. Impika introduced its HD inks at drupa, which allows its use on lower grade papers.

OCÉ INFINISTREAM TYPE RESOLUTION COLOURS SPEED REMARKS

Webfed inkjet Unknown 4 120m/min (14,000 B2 sheets per hour) simplex Demonstrated off-site from drupa at Océ’s facility in Poing, Germany, the InfiniStream (see “The New Liquid Toner Generation”, page 14) is a simplex product which promises offset quality on all substrates and can print up to B1 size.

XEIKON TRILLIUM TYPE RESOLUTION COLOURS SPEED REMARKS

Webfed liquid toner 1,200 x 1,200 dpi 4 colour units shown on concept press 60 metres per minute (aiming at over 100m/min) Shown only as a single unit in a darkened room, the Trillium uses High Viscosity Toner (HVT) technology formerly known as Quantum and claims to be 100 percent VOC free and completely de-inkable.

MIYAKOSHI 30NX-8000 TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed liquid toner 1,200 x 1,200 dpi 4 8,000 sph (plans for speeds of 10,000 sph) simplex A co-development with Ryobi that uses toner particles of just one to two microns big, a tenth of that of conventional toner. A Ryobi-branded version will also be released.

HP INDIGO 10000 TYPE RESOLUTION COLOURS SPEED REMARKS

Sheetfed liquid toner 2,438 x 2,438 dpi Up to 7 3,450 simplex sph (4,600 sph EPM) (duplexing available) HP’s new EPM mode foregoes the use of the black channel to increase performance while reducing click charges. The Indigo 20000 and 30000 were also introduced for flexible and folding-carton packaging, respectively.

New Devices of Electrophotography For the first time in several years, advances in electrophotographic presses – referred to varyingly as digital, dry toner or liquid toner machines – have grabbed some of the development spotlight from inkjet. This is primarily the result of HP unveiling a 29-inch format platform in its 10000 series, but new liquid toner technologies from the likes of Océ, Xeikon and Miyakoshi also promise a new digital horizon, while stalwarts like Canon, Kodak, Konica Minolta, Ricoh and Xerox continue to engineer better speeds and feeds.

Danny Ionescu Vice President, Sales & Marketing, HP Graphic Arts HP in March 2012 somewhat shocked the printing world, because of the heavy R&D commitment required to move electrophotography beyond the sub-20-inch format size, by introducing its new 29-inch Indigo press platform. Overshadowed by the new Indigo 10000 platform, which will eventually include a 29-inch machine for flexography (20000) and folding carton (30000) work, HP also expanded its Enhanced Productivity Mode (EPM) for three-colour channel production – equating to major cost savings for digital-press work. The EPM feature also highlights HP’s strategy to provide its existing install base with inexpensive press upgrades. PrintAction spoke with HP Canada’s Danny Ionescu to find out what these new Indigo initiatives mean for the commercial printer. We haven’t compromised in the image quality of our platform, so it uses the same secret sauce and DNA – or ElectroInk technology. A lot of the core principles of the technology are from our Indigo platform, so it’s proven out in the marketplace and the enhancements to be able to support that platform allows us to enter into a very different space. How significant – potentially disruptive – is HP’s introduction of a 29-inch format digital press to the commercial printing market?

Danny Ionescu: It’s significant. Clearly, the market has been demanding a larger image print size solution for quite some time, but it takes a tremendous amount of investment. Some of our competitors out there have introduced a 29-inch solution [with cutsheet inkjet presses], but it’s only a half of a solution if you can’t print both sides. Duplex was a non-negotiating component in the development of this 29-inch solution. It was either going to be a true change agent or a compromise solution.

What type of commercial printer – based on application – should be looking at the Indigo 10000?

Any commercial printer can look at this press. You can print 3.5 x 2 business cards, 6 x 9 postcards, 8.5 x 11 brochures, 5 x 5 or 8 x 5 flyers, 11 x 17 folding inserts. There are a lot of applications, but it really comes down to the amount of work that goes through

HP Indigo 7600

it. This is a pretty significant capital piece of equipment. Clearly, if you don’t have the work to justify the investment, then it doesn’t make sense. This press is designed to be a workhorse, just like any conventional offset press. Do you envision commercial printers with existing Indigos would also bring in the larger 29-inch format machine?

Absolutely – we have some customers, for example, who are producing books and need a larger format size to be able to accommodate that work. Our current 13 x 19 platform solution will not address it economically.

Can you describe HP’s R&D commitment with the 10000 series, after it appeared that toner or liquid toner presses would never reach a 29-inch format width?

We invested in excess of a billion dollars in the R&D on this platform [in addition to other recent Indigo upgrades like the 7600 and 5600 models]. Clearly, with respect to the Indigo technology, it’s of huge importance to HP. We’re very proud of the fact that we have a significant install base globally. Yes – the investment was huge, but we believe there is a truly significant market opportunity for this platform to play a very critical role in terms of assisting our printers with cost effective means of production. Are the folding issues associated with digital printing now complicated with the Indigo 10000’s larger format – running more jobs up on a sheet?

We have no concerns with respect to that. We are working with partners for finishing equipment. I actually saw this technology working in our labs three years ago. There has been a lot of development around specific areas because, along the way, we have had a lot of input from existing Indigo customers. We have a DPAC committee, which Peter Cober sits on, to talk about market trends and the evolution of print: What are some of the challenges, where are the opportunities – looking out into the future. The DPAC committee has been fully engaged in the development of our technology. When the Indigo 30000 is released, how much impact will it have on the folding-carton sector?

Huge. When I was in Israel with a customer, who is a conventional service provider in the packaging space, he saw the opportunity of the 30000. It opens up new doors for him. Obviously, we still have some work to do with finishing equipment. There are going to be more inline solutions developed and incorporated into the 20000 and 30000, because they need quick turnaround times to produce in a fluid motion. We’re already in this space, in areas such as the pharmaceutical industry, with the Indigo 6600. We have a lot of packaging solutions that we co-developed with customers such as Procter & Gamble. The high-quality output that Indigo provides is one of the key elements of our technology. Continued on page 20

18 • PRINTACTION • MAY 2012

Technologies Featured

Clive Buckley Solutions Manager, Production and Graphics Products, Ricoh Canada While Ricoh has been in the imaging business for 76 years, introducing many world firsts from specialized substrates and cameras to facsimiles and copiers, the Tokyo-based company began its serious push into production printing in 2004 with the purchase of Hitachi Printing Solutions. In 2007, Ricoh followed this move with a $725 million spend for IBM Printing Systems, before cementing its North American position in production printing with the 2008, $1.6 billion purchase of IKON Office Solutions. Ricoh has been quietly built one of the industry’s largest press portfolios, including newer toner systems like the Pro C901 Graphics Arts Edition and C751/C651, as well as its unique PxP toner and the recently released TotalFlow software suite. Ricoh’s rich portfolio – in both inkjet and toner – attracted the attention of Heidelberg with a 2011 distribution and development deal. To better understand the production push by Ricoh, PrintAction spoke with Clive Buckley of Ricoh Canada, which – with over 1,200 employees – is now one of this country’s largest printing technology suppliers. What accomplishments stand out for you since Ricoh’s major push into production printing?

What are some of the newest features of the Ricoh Pro C901 Graphic Arts Edition?

Clive Buckley: As far as Canada is concerned, we started [in 2009] with dedicated channels both on the service side of things as well as the sales – where we have a devoted team that focuses on production print. As far as accomplishments throughout this period, being able to get recognition that Ricoh is a top-tier player in production printing as it relates to tonerbased digital technology. It’s about brand recognition more than anything else, and that’s what we have really accomplished in a market that, as you know, is really focused on a couple of key players. And now Ricoh is top-tier player.

One big thing is the fact that it prints at 90 pages per minute, regardless of it being simplex or duplex. Another is the tight registration front to back, which is critical – especially for any business-card-type applications. We also have TCRU, or the Training Customer Replaceable Units, to address up time. We are willing to train a regular operator to replace critical components of the imaging system like the fusing unit.

What does Ricoh’s toner press portfolio look like today?

As a broad brand name within Ricoh, we have the Pro Series in both black-and-white and colour. From a colour perspective, we have a range from about 55 pages per minute all the way to 90 – this is all tonerbased digital technology. From a black-andwhite perspective, also within the Pro Series, the range starts at 90 and goes up to 135 pages per minute.

• Canon Océ InfiniStream

• Konica Minolta bizhub PRESS C1100

• HP Indigo 10000

• Miyakoshi (Ryobi) 30NX-8000

• HP Indigo 7600

• Ricoh C901 Graphic Arts Edition

• HP Indigo 5600

• Xeikon Trillium

• HP Indigo W7250

• Xeikon 8000 Series

• Kodak NexPress

• Xerox iGen 150

Xeikon 8000 Series In addition to its Trillium prototype, Xeikon used drupa 2012 to introduce its new Xeikon 8000 Series for the document-printing market – featuring models 8500, 8600 and 8800 – and the new 3030Plus press for label production. The current, entry-level Xeikon 5000, for lower volume direct mail and short-run commercial work, will be superseded by the 8500. Users of the Xeikon 6000 have an upgrade path to the new Xeikon 8600 platform, while Xeikon 8000 is to be replaced by the 8800 model. All 8000 Series models come equipped with Xeikon’s new Toner Optimization Mode (TOM), which, depending on the application, can reduce toner usage up to 50 percent. All 8000 Series models also feature the same LED-array imaging technology used in the current Xeikon 8800 press, which provides 1,200 dpi resolution and 4-bit per spot colour. Users who upgrade to the 8500 will gain a speed upgrade from 130 A4/137 letter-size pages per minute (ppm) to 160 A4/170 letter-size ppm. Users upgrading to the 8600 would see a speed upgrade from 160 A4/170 letter-size ppm to 195 A4/207 letter-size ppm. At drupa, Xeikon also launched its new 3030Plus, the fifth model in its Xeikon 3000 Series of label presses. The 3030Plus features a top speed of 15 metres per minute (49.2 feet per minute). It also utilizes LED-array imaging for 1,200dpi resolution, while handling stock weights ranging from 40 to 350 gsm, as well as transparent and opaque PET films. Xeikon 8000

What unique advantages does Pro C901 technology have over competing machines?

The PxP toner technology is one of the big advantages that we have to offer: Uniform toner particles that translate into impressive image quality. It is a wax-based toner, requiring no fusing oil, and that actually allows us to have a broad range of substrates, which is critical for the commercial print space. Fusing oil technology can act as a repellant, if you will, when putting down coatings. Wax-based toner adheres better to the substrate and allows you to apply any other coating to the substrate itself, based on the finishing requirements. Continued on page 21

Xeikon Trillium Introduced as a prototype at drupa, Xeikon’s new Trillium press – aimed at the document and commercial printing markets – is based on a liquid toner imaging system. Called High Viscosity Toner (HVT), the system is an emulsion of toner and carrier liquid with toner particles as small as two microns, which the company notes as being as much as four times smaller than the particle size of dry toners. The carrier liquid is also recycled in the printing process without evaporation, which allows Xeikon to claim that its toner system is VOC-free. The Trillium printing process consists of six steps: Charging, expose and erase, develop and clean, intermediate transfer, substrate transfer and, finally, fixation. The single Trillium unit at drupa hit a speed of 60 metres per minute, which is expected to reach over 100 metres per minute by the time of commercial launch. The first presses are expected to have a web width of around 22 inches and a 1,200-dpi resolution.

Konica Minolta bizhub PRESS C1100

Ricoh Pro C751EX

Introduced at drupa as a prototype machine, Konica Minolta’s bizhub PRESS C1100 is schedule for a late-2013 commercial launch. It is a similar machine to the company’s C8000 with more productivity. The C1100 reaches a top speed of 100 A4 pages per minute, while printing on media weights from 55 gsm to 350 gsm. The engine has a new design, with dropped paper trays, allowing it to feed 13,000 pages of 90-gsm weights. During drupa, Konica Minolta also released its new Printgroove JT Web 5 GO workflow, version 5, with two software modules: Printgroove JT Web 5 and Printgroove JT Man 5. The company announced plans to introduce a new host-based architecture for Printgroove JT Web 5 GO. The software includes new functions to carry out pre-flight, improved price calculation, variable VAT indication, multi-shop system and an online payment connector for Ogone.

Continued on page 24

MAY 2012 • PRINTACTION • 19

Danny Ionescu Continued from page 18

How much impact will the Indigo 20000 model have on flexible packaging?

We are taking a bold stand here and we basically want to communicate to the world that we are working on some very unique solutions to be able to challenge the conventional way of printing applications within both the folding carton and the flexible packaging markets. The feedback I got from the customers who came to Israel for the unveiling of those devices was, ‘You guys are onto something here – Can we partake on a beta program?’

of asterisks compromising the aspects of the solution. If you are a commercial printer having to make a capital investment decision, you really need to think it through: Are you going to make an investment with a company that has proven productivity in a platform? We believe the decision is pretty clear.

example, and you need true black, EPM is not going to be an option because you are essentially eliminating the black colour from the print. In the graphics space, for a general commercial printer, there are huge cost savings. We’re essentially removing a 1-colour cost from the production. Secondly, you’re

Why has HP stayed out of the rush to develop a B2-size, cut-sheet inkjet press?

We have a broad portfolio. With that broad portfolio, we need to make sure that we are focused in specific areas. For the inkjet press solution we have the T230, T300, T350 and the T400 series. We introduced one device back in 2008 and look at what we’ve done in the span of four years. We very much want to develop the direct-mail and bookpublishing segments and we believe the inkjet technology that we have introduced caters to that. With the sudden arrival of two different processes vying for 29-inch attention, what advantages does the Indigo 10000 present to a commercial printer relative to a cut-sheet inkjet press?

The versatility. You cannot bring a piece of technology to market and then have a bunch PRINTING EQUIPMENT

20 • PRINTACTION • MAY 2012

HP Indigo 10000

How can HP’s Enhanced Productivity Mode impact a commercial printer’s business?

EPM is part of our support for existing customers who currently have a 5500 Indigo, 7000 Indigo, or a 7500 Indigo. They will be able to upgrade their presses with the functionality of Enhanced Productivity Mode. This is a huge opportunity for print service providers to take a look at what they are printing, because EPM will be important in some areas and we will not recommend it for other areas. If you are in the photo-book space, for

increasing the productivity of the press by 33 percent – that’s huge – and essentially lowering the click charges by 12 percent. These are significant cost savings. How much are the new Indigo upgrades, which has become a clear strategic approach for HP?

If you’re a 5500 Indigo customer, you’ll be able to essentially upgrade to the 5600 platform for $25000. That would include the Enhance Productivity Mode functionality. We are also seeing some cost efficiencies in the upgrading

of that press. From a 5500 to a 5600, we are actually lowering our service charges. So we are actually passing our cost savings to our partners. We give them the opportunity to update their three-year-old digital press to the latest and greatest state-of-the-art. Can you describe HP’s new one-shot technology, which can also be part of an Indigo 5500 upgrade?

We are giving [printers] the opportunity to grow their revenue basket. This is what partnership is all about. If there is a way for us to help our existing customers upgrade their technology at a minimal cost, we will do that. When we developed the oneshot technology we had introduced a specific Indigo press – the Indigo S2000 – for that application. We have quite a few 2000s still operating in the Canadian marketplace, but it is a very unique press because it addresses a certain segment. If you’re a commercial printer, however, you aren’t really able to benefit from the S2000 beyond specialty printing on plastics and on various rigid substrates, doing things like lenticular. Today, if you’re a 5500 user, you’re upgrading it to a 5600 for just under $25000. That will be enough to give you the EPM functionality and the cost savings we already discussed. The one-shot upgrade is another $30,000. Which Indigo users can upgrade with the new embossing/de-bossing effects?

The special effects printing, embossing, is available on the 7000, 7500 and 7600. Essentially, if you’re an Indigo 7000 owner, you’ll Continued on page 22

Clive Buckley Continued from page 19

We have a better image quality when reproducing colour gradients, or skin tones, across the image. Because Ricoh’s toner particles are very uniform in shape and very small, this allows the toner to stay flat on the substrate rather than creating that piling effect in order to cover the sheet. Another key advantage of the Pro C901 is not loosing productivity regardless of the paperweight being used, which in some other technologies does not happen. The higher you go on the GSM scale, the productivity does not get compromised… whether you’re printing on 24 bond or 12-pt stock, the machine will perform at 90 sheets per minute. Beyond its wax base, what is a key differentiation for Ricoh’s PxP toner?

The one thing we did not cover before is that it has a low melting point, which translates into less heat being required internally, from a fusing perspective. A bigger result of that is lower energy consumption, which, in today’s world, we are all concerned about. This is certainly a part of how Ricoh is looking at developing products. What are some of the advantages with Ricoh’s new Pro C651 and C751 presses?

The Pro C651/751 takes advantage of some of the technology being use on the C901; and then takes it to the next level. It is still based on PxP technology, but the toner particles are a little bit smaller giving you slightly higher image quality. It uses VCSEL [Vertical Cavity Surface Emitting Laser] technology, which certainly is very important when it comes to registration and manipulation of the image, from front to back and side to side. From a price-point perspective, for commercial printers that are not necessarily looking to invest $100,000 and above, [Pro C651/751 systems] are little bit lower and yet provide the same image quality and performance that printers are looking for in a digital press. What are some of the key features in Ricoh’s new TotalFlow software?

We have four key components within the TotalFlow initiative, which is innovate, capture manage and produce. And the reason behind this is that we have business development services that address different parts of the workflow. As an offspring of the branding, there are two pieces of software that carry the TotalFlow name: MR (MakeReady) and TotalFlow PM (PrintManager). They’re both homegrown solutions developed by Ricoh in Japan. As the product evolves, it is pushed down to Ricoh Infoprint headquarters in Colorado – where they are very strong in software development. We currently have in our portfolio products from EFI, one specifically called PowerPress, and it’s very robust make-ready and printmanagement software. The TotalFlow MR and PM line of products is a little bit more entry level perhaps, for commercial printers who are looking for something more cost effective. How much interest are you seeing for Ricoh’s black-and-white devices?

Certainly colour is taking the spotlight, but there is quite a bit of application for blackand-white. It’s still very cost effective compared to colour. It can be mirrored alongside offset shells, if you will, and for the overall transactional-printing business black-andwhite dominates.

What are some of the newest black-and-white devices from Ricoh?

USED EQUIPMENT

The Pro 907 EX through 1357 EX series, which actually share some of the technologies we have in our most-current colour devices – and then broad inline finishing capabilities. What are commercial printers, who have been running toner presses for a number of years, looking for in a new-generation machine?

I think primarily being able to match – from an image quality perspective – what they are used to from a traditional offset press, which sets the standard for image quality. Also, that it integrates into their workflow and we do bring that with the C901 – compatibility with JDF. But more than just the equipment, I think being able to go outside the traditional substrates. This is becoming a focus specifically here in Canada, partnering with vendors that offer non-traditional substrates. An example would be substrates that cater to packaging applications, which, until this point, you could only do with an inkjet device. Now we bring that to toner presses, giving you flexibility to open up other avenues. How has the distribution partnership with Heidelberg helped Ricoh’s position in production printing?

Heidelberg carries a big name in the commercial print space and the fact that they have chosen our technology to further enhance their portfolio is a big thing for Ricoh as a whole. The Heidelberg arrangement originated from the U.S. Ricoh American corporation, our parent company. There is a slightly different agreement in Canada. For Ricoh Canada specifically, it’s something that is still on the way. It hasn’t been finalized completely, but it’s going to allow us to get an even larger market share because it’s the Ricoh brand going into customer locations. What is the most unrecognized Ricoh advantage for Canadian commercial printers?

Since 2007, Ricoh has made numerous acquisitions. The InfoPrint side of the business, which came from IBM, is probably the biggest acquisition and should be noted because it expands our offering into the continuous-feed colour inkjet market. I know commercial printers are very interested because it brings a lot of things like productivity and image-quality flexibility from a page-width perspective, because you’re talking about roll-red as opposed to cut-sheet. Also, the AFP IPDS data stream was developed by InfoPrint and that was part of the acquisition. Now we embed that genuine IPDS technology into our black-and-white devices and some of our colour devices where we have a specific AFP IPDS controller. What else is Ricoh doing specifically for the Canadian market?

We have established some brand new partnerships with other companies who market unique substrates that can be used within digital press technology, and specifically with Ricoh’s toner technology. It allows us to adhere to these substrates that are very unique and that opens people’s eyes to different avenues to expand their business. We’ve also established a partnership agreement, more from a reseller perspective, with a company in India, called Radix Web. They produce a very cost effective and powerful Saas solution. This is unique to Ricoh Canada, and we see that as a solution for some of our smaller print-for-pay customers. MAY 2012 • PRINTACTION • 21

DIGITAL EQUIPMENT

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Danny Ionescu Continued from page 20

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have to upgrade it to a 7500 and basically have to bring it up to a 7600. The upgrade to the 7600 will be $30000. On the 7500 platforms, the reduction of service fees are very significant. From total cost of ownership expenses, this is huge. How will HP’s recent purchase of Hiflex benefit commercial printers?

Hiflex is highly customizable, so if someone needs a very unique solution, that uses cloud infrastructure, basically HP can develop something à la Carte, specifically for them, whereas some other solutions we have are basically off-the-shelf. How will HP remedy the fact that many commercial printers have shied away from Hiflex because of its complexity and girth?

Just like many acquisitions that HP makes, the Hiflex solution is a diamond in the rough. We believe that the foundation of the platform is very unique. Think about Indigo, before HP acquired it: I think there was a similar response to what you just highlighted. Small companies can only take a product so far and, with the development dollars that HP can bring to the table, we have a very compelling solution with Hiflex. I think we’re going to be able to have a broader reach and a much easier time of being able to represent the technology in a format that will be easier to understand. How much does HP’s computing strength provide a unique advantage with printing Management Information Systems?

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TRADE FINISHING

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It all depends on what they want to do when they grow up. I don’t mean that in a negative way, but I mean it in a positive way. If you’re a print provider today, and that’s all you want to do, then that’s okay. But you need to set your sights on becoming the best that you can be when it comes to lean manufacturing – for those who want to expand their portfolio, but don’t have the means for setting up an infrastructure. And because technology is so fast paced, if you are not able to continuously invest and update servers – how you back up files and manage content – that might not be the right solution for you. But you can go into a cloud-computing infrastructure and you basically pay for things that you want from HP. How can you calm printers’ security fears of cloud-based computing?

I think it’s a valid concern. Hewitt-Packard company manages cloud-computing solutions for major banks. The money market, the New York Stock Exchange, operates under HP powered technology. FedEx’s infrastructure is all powered by HP.

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MAY 2012 • PRINTACTION • 23

DIGITAL PRINTING

drupa Spotlight Continued from page 19

Kodak NexPress At drupa, Kodak introduced enhancements for its NexPress platform, including new gold, pearlescent and neon-pink printing effects using the press’ fifth imaging unit. These effects can be further enhanced with use of the inline TEC Lighting UV coating system that now integrates with NexPress. Specifically for the NexPress SX platform, Kodak has introduced what it refers to as a “turbo mode” at 166 pages per minute, as well as a new 36-inch long-sheet option. Kodak also released version 3 of its NexPress Intelligent Calibration System. In the monochrome production space, at drupa, Kodak highlighted its Digimaster HD systems that will replace the current Digimaster EX series. The new Digimaster line includes the HD125, HD150 and HD300 models with rated speeds of 125 impressions per minute (ipm), 150 ipm and 300 ipm, respectively.

HP Indigo 10000 Introduced a few weeks before drupa, the B2-size Indigo 10000 press platform includes three models: the Indigo 10000 for commercial print; Indigo 20000 for flexible packaging work; and Indigo 30000 for folding carton. The 10000 press is currently in a beta-testing program with printers and scheduled for an early 2013 commercial release. The Indigo 10000 (750 x 530 millimeters/29.5 x 20.9 inches) prints 3,450 sheets per hour in standard production mode, and can provide a 33 percent faster throughput of 4,600 colour sheets per hour using HP Indigo’s Enhanced Productivity Mode (EPM) – knocking out the black ink channel. Scheduled for commercial availability in late 2013, the Indigo 20000 is a roll-to-roll press with a 30-inch media width and a 44-inch repeat length. With up to sevencolour printing, including white ink, the Indigo 20000 runs at 88.6 linear feet (27 linear metres) per minute in five-colour mode (full process colour plus white) and at 147.6 linear feet (45 linear metres) per minute when running in Enhanced Productivity Mode. An inline priming unit on the press is used for compatibility with most standard flexible packaging substrates from 10- to 250-microns thick. The sheetfed HP Indigo 30000 press features a 29.5 x 20.9-inch (750 x 530-mm) format size with up to seven colour channels. Designed for the folding carton space, the press can handle substrates of up to 24 point or carton stocks of up to 600-microns thick. The press reaches a top speed of up to 3,450 sheets per hour in regular four-colour process printing, or 4,600 sheets per hour in Enhanced Productivity Mode.

HP Indigo 7600 Introduced a few weeks before drupa, the new HP Indigo 7600 press – with a 13 x 19 inch format – is available as an upgrade for Indigo 7500 users. The new press has a top speed of 160 pages per minute (ppm) in HP’s new Enhanced Productivity Mode, which allows the company to describe it as the fastest 2-page electrophotographic press on the market. The Indigo 7600 also features an automated detection tool, called Enhanced Vision System, to find print defects while running at speed, as well as new features to produce raised print (simulating embossing) and textured effects. The 7600 – available as a 4-, 6- or 7-colour system – also features a new light-black ink channel for producing improved monochrome photo images. Compatible with more than 2,500 substrates, the press is rated to produce 4-million colour pages per month. The press also features a new Digital Front End in the scalable HP SmartStream Production Pro version 4.6.

HP Indigo 5600 Introduced a few weeks before drupa, the new HP Indigo 5600 – with a 13 x 19 inch format – is available as an upgrade for Indigo 5500 users. It features a top speed of 90 pages per minute in Enhanced Productivity Mode. It also reaches a monochrome speed of 272 ppm. The 5600, with up to seven ink stations, features a unique one-shot mode for printing on synthetic substrates, including PVC, PET, Teslin and PC. Designed for applications like high-security plastic cards and anticounterfeiting work, the new ElectroInk UV Red creates work that is only visible under UV light. The press, compatible with more than 2,500 certified substrates, is rated for a monthly duty cycle of over 2-million colour pages or 5-million monochrome pages per month – for medium-volume printers. HP also announced an expansion of its preferred Indigo media partners with companies like Sappi, Avery Dennison, Mitsubishi and ArjoWiggins Graphics.

HP Indigo W7250 Introduced a few weeks before drupa, the new HP Indigo W7250 reaches a top speed of 240 pages per minute (ppm) in standard mode and up to 320 ppm in Enhanced Productivity Mode for colour work. While producing monochrome, the press hits 480 ppm in standard mode and 960 ppm with Enhanced Productivity Mode. The web-fed W7250 press is designed for the one-pass processing of work in sectors like publishing, direct mail and trans-promotional. It works within a media range from 27-lb text to 110-lb cover, including coated, uncoated, and recycled stock. An inline priming unit allows for the use of various substrates. The press, featuring up to seven ink stations and a 13.4-inch web width, employs HP’s scalable SmartStream Production Pro server. 24 • PRINTACTION • MAY 2012

Ricoh Pro C901

BUSINESS FORMS

At drupa 2012, Ricoh continued to push enhancements into its flagship Pro C901 Graphic Arts Edition press, as well as its recently released Pro C751EX/C651EX models. The Pro C901 Graphic Arts Edition is rated for speeds of 90 A4 colour pages per minute in duplex mode, hitting a top resolution of 1,200 x 1,200 dpi. It includes a new paper path to work with media sizes of up to SRA3 and a maximum weight of 300 gsm, without losing speed. The latest version of the Ricoh Pro C901 Graphic Arts Edition features the company’s polymerized, chemical PxP toner, which equates to an oil-free imaging system for advantages like thinner laydown to match offset quality. The press also features Operator Replaceable Units for on-site maintenance and better uptime. Ricoh’s recently introduced Pro C751EX series is based on new Vertical Cavity Surface-Emitting Laser (VCSEL) imaging, which produces a 4,800dpi resolution, again using Ricoh’s new oil-free PxP toner. Rated for a monthly duty cycle of 180,000 pages, the C751EX works with paperweights of up to 300 gsm. It reaches a top speed of 75 pages per minute.

Xerox iGen 150 Introduced at drupa, the new iGen 150 press – effectively dropping the usual generation moniker like iGen3 and iGen4 – reaches a top speed of 150 pages per minute, which is a 25 percent speed increase over the next iGen model. This equates to an hourly production of around 3,000 26-inch oversized sheets per hour. The iGen 150 press features a new 2,400 x 2,400-dpi imaging system – the highest resolution of all iGen systems. The press also features an Auto Density Control System to detect and correct streaks, as well as Automated Color Maintenance to analyze colour and notify the operator when the press is ready. The iGen 150 handles a range of paper stocks like textured, translucent and heavy cover-weight papers. The press was to be made available in June for orders, with Xerox noting a U.S.-based list price of $722,000 for the base configuration. Xerox iGen 150

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Canon imagePRESS C7010VP First introduced in 2007, Canon’s imagePRESS line now includes several production strength engines including the current flagship model in the imagePRESS C7010VP. A key to the press, which produces a top resolution of up to 1,200 x 1,200-dpi (256 levels of greyscale), provides consistency when printing with a variety of substrates. The imagePRESS C7010VP, as well as the smaller imagePRESS C6010VP model, maintains engine speed regardless of media weight, ranging from 16-lb bond to 120-lb cover, while handling paper sizes of between 7.2 x 7.2 inches and 13 x 19.2 inches. It uses Canon’s oil-free V Toner, which helps to enable a lay-flat finish. A letter-sized sheet will print at 70 pages per minute on media weights of up to 110-lb cover (300 gsm). Users can also load media and toner and empty the waste toner bottle while the press is running. The imagePRESS C7010VP series features 2,000 sheet input as standard, with the ability to scale up to 10,000 sheets. In terms of finishing, modules for saddle-stitching, stapling, perfect binding, hole-punching, and in-line trimming can be integrated with any imagePRESS.

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Canon Océ InfiniStream One of the electrophotographic prototype machines introduced during the drupa timeframe, the roll-fed InfiniStream is a B2-format press (28-inch web width) that will employ liquid toner. Canon expects a commercial launch of the InfiniStream – targeted at the folding-carton market – to take place within 12 to 18 months, based on a simplex model. The InfiniStream prototype press, using a manroland paper transport system, aims to produce a similar ink layer thickness to offset. With the ability to run many offset sheets (up to 600 microns), the prototype press incorporates a heatless wet-inwet image transfer, based on four primary components: an inking system, imaging cylinder, rubber-coated blanket cylinder, and an LED bar. The InfiniStream is currently capable of producing up to 120 metres per minute in four colours, which equates to 14,000 B2 sheets or 7,200 B1 sheets per hour. Canon is targeting the press runs for between 5,000 to 10,000 sheets. The system utilizes PRISMAproduction software and, when launched, will also incorporate EskoArtwork workflow.

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Miyakoshi (Ryobi) 30NX-8000 Describing its prototype at drupa, Miyakoshi, in collaboration with Ryobi, was one of three imaging companies to announce plans of releasing a new liquid-toner press with a B2-size format. Miyakoshi, however, was unable to share many details on the status of the press, which is also based on LED imaging, suggesting it will be quite some time before it reaches market. According to the company, its liquid toner approach will be faster than traditional dry toner systems because it can lay down multiple colours in a single pass. The press is expected to reach a speed of around 8,000 B2-size sheets per hour (sph), while Miyakoshi believes its technology can approach the 10,000-sph mark. The prototype works with paper sizes from 16.14 x 11.42 inches up to 31.02 x 23.62 inches – along with a 30.11 x 22.83-inch maximum printing width. Miyakoshi describes the system with a current resolution of 1,200 x 1,200 dpi.

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but with much better quality and a wider choice of available substrates to run. This is the speed of the engine, however, not of the press. A limitation of the HP Indigo liquid toner (ElectroInk) technology is that it can only lay down one colour at a time, which means a four-colour press runs at a maximum of 30 metres per minute or 40 metres per minute in its unique three-colour Enhanced Productivity Mode (EPM). The HP technology also removes the carrier oil from the toner largely by heat and evaporation and this generates some potentially environmentally

harmful VOCs. There are also some difficulties in de-inking Indigo-produced paper for recycling. The Océ, Xeikon and Miyakoshi liquid toner processes can lay down multiple colours in one pass and can thus run much faster than HP Indigo presses. The speed of the Océ InfiniStream currently is 120 metres per minute in four colours. The Xeikon Trillium technology is already running at over 100 metres per second in its current testing phase. The Océ and Xeikon presses use very different approaches to separate the carrier oil from the toner in transferring it to the substrate, and they also use mineral oils rather than oils where VOCs are released under evaporation. Miyakoshi refuses to

talk about its system approach, but it appears to have similarities to Xeikon’s patented technology. The colour quality I have seen from the Océ InfiniStream is also exceptional and probably as good as that of HP Indigo. This new generation of liquid toner presses will open up major new market opportunities that inkjet technology is unlikely to reach. I believe that such presses will have a major impact on the market. Liquid applications and markets

So what exactly are these new liquid toner presses? The Océ InfiniStream is a packaging press. It is a web press that runs heavyweight stock. I saw it printing on 300-gsm gloss folding carton board. With its 28-inch wide web, running at 120 metres per minute, the technology can produce up to 14,000 B2-sized sheets per hour or it will do 7,200 B1 sheets per hour. It is a simplex only press, as required for the folding-carton market. As for its technological process, the Océ InfiniStream removes the toner carrier oil by both a blade and by a gas fired hot-air dryer. The dryer is also a heat recovery system that collects the removed oil and uses it to continue the hot-air fusing process. The implementation of the InfiniStream was one of the best product innovations I have seen and I feel that this will be a major success for Océ when it comes to market in the packaging space. It will not compete with Océ’s inkjet presses that are aimed at other markets. Trillium cannot yet be seen as a full working press, but Xeikon is indicating that the first units should be in the field by the end of next year. The first presses should be web-fed document systems for books and commercial printing. They should have a web width of around 22 inches (the same as Xeikon’s current 8000 Series presses), with high resolution (1,200 dpi at four bits) imaging running at a speed I expect to be over 100 metres per minute. Much of the Trillium technology is very similar to that of InfiniStream, apart from the way the toner oil is removed by what is referred to as a peeling process. Removing toner oil is one of the key parts of the liquid toner printing process, and in the case of both Océ and Xeikon is the key to how they can be so much faster than the HP Indigo implementations of liquid toner. In future years, I fully expect further Xeikon presses with a wider measure and operating with a greater range of applications. The Miyakoshi/Ryobi press is a B2 format sheetfed press with a stated speed of up to 8,000 B2 sheets per hour. Apart from seeing it operate very briefly in one of the worst demonstrations at drupa, at which no output samples were given out or shown, little more can be said about the technology at this time. Like most of the new announcements at drupa, you cannot purchase any of these presses as yet, or even the new HP Indigo 10000, 20000 or 30000 presses announced before drupa. I believe, however, that if a printer wants inkjet speeds plus higher quality output, then the new generation liquid toner machines may be the printing technology for your future. Andrew Tribute is the managing partner of U.K. consulting firm Attributes Associates.

26 • PRINTACTION • MAY 2012

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does not preclude a substantial increase in income. For example, you might feel proud of yourself if your prospecting activity landed 10 new accounts which generated an additional $50,000 in sales last month. Although you may have earned $5,000 in commission, if the $50,000 represents your new clientsâ&#x20AC;&#x2122; total annual print spend, then landing these accounts was in fact a waste of your time. Keep in mind that if you want to make money in print sales the objective is not to land a job, but rather to land an account that will have a positive effect on your annual earning and this requires a strategic approach to new business development. 3. Sales Technique

Although most salespeople agree that selling is a skill, few do anything about growing that skill. During a recent survey, I found that only about 20 percent of all salespeople take the time to improve their selling skills, while the rest just go about their business, hoping that things will miraculously get better; that the economy will pick up and drive their sales. The reality is that things will not get better; in fact, they are most likely to get worse. Printing has become a price-sensitive commodity; volumes continue to drop as more and more marketing dollars are redirected towards the Internet. Landing an appointment with a new prospect is more difficult than ever; and it seems everyone is happy with their existing suppliers. Yet in the midst of these challenges exists a credible opportunity to earn a sixfigure income. But to succeed in todayâ&#x20AC;&#x2122;s challenging business environment requires technique. The days when you could take a haphazard approach to print sales are dead and gone: selling skills have become a primary indicator of print sales success. For example, it does not matter how strategic your sales approach or how diligent your prospecting activity if you havenâ&#x20AC;&#x2122;t mastered the basic skills that allow you to: Deal with voicemail; eliminate price competition; close the prospect who says, â&#x20AC;&#x153;Let me think it over and Iâ&#x20AC;&#x2122;ll get back to you;â&#x20AC;? prevent the prospect from saying â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;m not interested, Iâ&#x20AC;&#x2122;m happy with my printer;â&#x20AC;? and identify the real decision makers. If you do not have the technique to deal with these basic issues, the ST x A = R formula predicts that you will generate poor results. While a lack of technique does not necessarily establish a path of total failure, it does mean that youâ&#x20AC;&#x2122;ll need to work a lot harder than necessary and that you are unlikely to earn a high income. Print sales is a measurable and repeatable process and your success hinges on three factors: strategy, technique and activity. So make sure that strategically you are calling on the right accounts; learn the skills and techniques that overcome common sales challenges; and get involved in the daily activity that leads to success â&#x20AC;&#x201C; and you will quickly become a sales STAR. Peter Ebner is a professional sales trainer and marketing consultant with over 25 years of experience. He is author of several books including Breaking the Print Sales Barrier. He can be reached at (905) 713-2274 or visit his website at www.EbnerSeminars.com.

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PARTNERSHIP OPPORTUNITY Established Markham sheet-fed plant with complete pre-press and bindery is seeking an individual to help us grow and become involved in all aspects of the company. Bring your existing clients, management skills and enthusiasm to build a better Trade Printing Operation. Goal oriented with a strong desire to become a partner / shareholder is essential. Contact sales@yorkgraphics.com for further info ____________________________________

FOR SALE Time for early retirement, this Toronto offset printing company was established in 1983. All equipment & accessories stock & supply inventory and very loyal clientele are for sale. Annual sales 200k approx. Call Joe at (416) 766-8519 ____________________________________

BILINGUAL CSR WANTED Fluent French-Canadian CSR required. Ideal would be to work in our Kingstonarea office, but work-from-home and part-time are possible. (Apr) Email resume to hr@asap-cheques.com ____________________________________

OTTAWA QUICK PRINT SHOP FOR SALE Great location in central Ottawa and motivated seller. All equipment included. Contact (613) 700-5269 or www.iprintdowntown.com ____________________________________ SOUTHERN ALBERTA PRINTING BUSINESSES FOR SALE Two printing business for sale. 1) Family business established in 1973. Approximately 600K annually. All equipment and inventory. 2) Family business since 1972. Approximately 850K annually. Room to grow! Both located in Southern Alberta. Join the migration! Email deloresm@shaw.ca ____________________________________

PREPRESS OPERATOR WANTED Lithocolor Services Ltd. seeks a prepress operator with experience or postsecondary education in a relevant field. Proficient knowledge in Adobe Creative Suite and impositions. Design/creative skills are an asset! Email resumes to dareen@lithoclr.com ____________________________________ PRINTING BUSINESS FOR SALE $1,300,000. All concrete building of 12,500 square feet with 24 parking spaces. 1,000 square feet with window; intersection with lots of traffic; VilleMarie Expressway (720) giving easy access to downtown in less than 5 minutes; 31 years in business; ability to sell the building or business; pictures: http://pictures.crmtl.com Email: lise.bleu@laposte.net or call (514) 523-2357 ____________________________________

HP INDIGO OPERATOR WANTED Colourtime Printing requires HP Indigo 5600 operator. Downtown Vancouver location. Previous experience required. Salary, benefits plus moving allowance. Contact John at (604) 682-8307 for further information or email opportunities@colourtime.com ____________________________________ FOR SALE 1997 Ryobi 3302M, 2-colour, 12.99" x 17.24", 30 million impressions, Kompac dampening, very good condition. Asking price $10,000 or best offer. Email: digicolour@gmail.com ____________________________________ P/T OFFSET GTO OPERATOR WANTED Seeking permanent part-time employee for printing firm in Toronto, ON to operate 5 colour offset GTO with UV. Must have minimum 5 years experience, and experience working with all substrates. Email resume to: info@acmedecal.com ____________________________________

OWNER RETIRING Ryobi 2 colour, AB Dick DPM2508, Polar 71 cutter/micro, Heidelberg 10x15 platen, Damark shrink wrap 12x16.5, Faltex folder, Bindfast perfect binder, Bostitch saddle stitcher, Eagle 65 laminator, 360 AB Dick with envelope feeder, 40-1K Plate maker and more. Well maintained. Call (416) 200-4188 ____________________________________ FOR SALE One Moll’s pocket folder gluer – $25K; One large format die cut press 65"x105" – $125K; One automatic mounting machine 65"x80" – $35K. Paul Yang (416) 567-1738 ____________________________________ FOR SALE Challenge Diamond 305, 35"W paper cutter, extra blade. Asking $2,600. NuArc 26-1k Mercury exposure system, extra 2/bulbs. Asking $900. Original owner. Both in excellent condition. Email tracy@cym.ca or call (905) 470-1022 ____________________________________

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