November 2011

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19

50 Years of Printers A pictorial account of Canadian players, big and small, who drove the printing industry during humankind’s fastest changing decades

25

50 Years of Suppliers Highlighting some of the most influential technology and service providers who worked with thousands of printers to shape today’s Canadian printing landscape

Print

6

NEWS xpedx pulls out of Canada, Heidelberg expands in Shanghai, and 4over hires Tom Hogan as Plant Manager for its production facility in Mississauga

8

50 Years of Advertising From the age of Mad Men to today’s multimedia world, how advertising was used over the years to reach the printer’s attention

15

50 Years of Headlines Dozens of PrintAction headlines over five decades paint a picture of the technological and strategic issues that developed Canada’s printing industry

Digital Printing

Features

Data Services & List Management

CONTENTS Volume 50, Number 11

e-tools

Variable Imaging

Columns

12

TRISH WITKOWSKI 50 Years of Finishing Postpress experts discuss how we’ve come a long way (in the past 10 years)

14

PETER EBNER Print Sales in the 21st Century The new realities of printing sales when trying to land that big account

Archive

38

John A. Young Remembering John A. Young, Founder of Youngblood Publishing and PrintAction magazine

tel: 416.798.7557 email: info@andrewsdm.com 226 Industrial Parkway North, Aurora, ON Est. 1951

Resources 26 Services to the Trade Cover: Featuring the press operators of Delta Web, 1985

www.andrewsdm.com

37 Marketplace NOVEMBER 2011 • PRINTACTION • 3

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PERSPECTIVE B

L

A

C

K

(Other letters and colours available upon request.)

Fifty Years Strong

At we’ll go to the mat for our Customers!

MONTHLY SPECIAL! With every envelope or letterhead purchase, receive a set of free business cards – up to 2 colour, flat or raised, or full colour digital and 20% off your next purchase – any purchase.

905.738.1485 Debbie Martins ext. 11 debbie@blackiprint.com

www.blackiprint.com Frank Patriarca ext. 17 frankp@blackiprint.com

Frank Augurusa ext. 14 frank@blackiprint.com

The Canadian Printing Awards would like to thank the following sponsors GOLD SPONSORS

Supporting the future of printing in Canada PLATINUM SPONSOR

SILVER SPONSORS

he 1907 picture of Beauregard Press (below) is the oldest image we found of a Canadian printing company while sifting through thousands of pictures and magazine pages to compile this special issue celebrating the 50-year anniversary of Youngblood Publishing Limited, which owns PrintAction magazine.

The Beauregard picture shows the original print shop, founded in Ottawa by Georges Beauregard (far right). Interestingly, it also includes his great-grandson, Marc Beauregard (far left), who would eventually become President of the company. While Beauregard Press itself was dissolved in 2003, this 1907 picture speaks to an internal truth of Canada’s printing industry, which largely developed through the drive and perseverance of family-run businesses.

At the recent Canadian Printing Awards gala, held in midNovember and organized by PrintAction, several recipients spoke about how their companies began out of the family home. PrintAction magazine itself began operating out of the Agincourt, Ontario home of John A. Young (see page 38).

As you read through the pages of the special anniversary issue, try to take note of the many family generations who have helped drive Canadian printing for the past 50 years.

The second picture (right) shows the community of Parry Sound in Ontario burying a time capsule during their town’s 1987 centennial celebrations. Taurus Offset of Parry Sound included a copy of PrintAction magazine in their contribution to the time capsule, which – when it is reopened in 2087 – is meant to give future Parry Sound residents a glimpse of life in the 20th century.

Flipping through the pages of this issue should provide an equally interesting glimpse for just how much Canadian printing has changed over the past half Century.

T

TABLE WINE SPONSOR

Jon Robinson, Editor

Canada’s Graphic Communications Magazine.

Proudly published for two generations.

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, James Harvey, 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

Notice: PrintAction, Youngblood Publishing Limited, their staff, officers, directors and shareholders (hence known as the “Publisher”) assume no liability, obligations, or responsibility for claims arising from advertised products. The Publisher also reserves the right to limit liability for editorial errors, omissions and oversights to a printed correction in a subsequent issue.

Prepress, Printing: Sina Printing Paper: Flo Gloss Text (80lb) and Flo Matte Text (60lb) from Buntin Reid Youngblood Publishing Ltd. 610 Alden Rd., Suite 100, Markham, ON L3R 9Z1 We acknowledge the financial support of the Tel: 416.665.7333 • Fax: 416.665.7226 Government of Canada through the Canada Email: info@printaction.com • www.printaction.com Periodical Fund (CPF) towards our mailing costs.

Publications Mail Agreement Number 40010868 • ISSN 1481-9287 Return undeliverable Canadian addresses to subscriptions@printaction.com

4 • PRINTACTION • NOVEMBER 2011

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PRINT NEWS ANNAN & BIRD LITHOGRAPHERS, owned by Texas-based Consolidated Graphics, signed an agreement to purchase a large-format Heidelberg XL 162 press, which is geared toward the folding-carton and package-printing sectors.

Scheduled for a March 2012 installation into its Mississauga plant, Annan’s 6-colour XL 162, with coater, reaches a maximum run speed of 15,000 sheets per hour and is to include Heidelberg Prinect Inpress Control.

Consolidated Graphics purchased Annan & Bird in August 2006 to add to its North American presence across 26 states.

SAMANTHA MACKENZIE, a 22-year-old employee of a Kwik Kopy franchise based in Nova Scotia, represented Canada at the 8th annual International Abilympics in Seoul. She won her spot on Team Canada after capturing a Gold Medal in poster design at the 2011 Nova Scotia Skills Competition, held earlier in April.

Competing against 25 other people from around the globe, MacKenzie placed 7th at the quadrennial International Abilympics, designed to showcase the vocational skills of people with disabilities. MacKenzie suffers from agoraphobia. The event featured over 1,500 competitors from 52 countries. “It was an amazing experience. I was the youngest in my area of competition, but I just went in there and did my best – I’m happy with my result,” said MacKenzie.

TZVI EREZ, a former Toronto printer, has once again been arrested and accused of being behind a multi-million-dollar fraud scheme stretching back six years. He now faces 10 charges of fraud, with total losses of around $9 million. Erez, owner of E Graphix Ltd., was brought up on similar fraud charges in 2009, after being accused of bilking investors – mostly from Toronto’s Jewish community – of over $27 million. The Crown prosecuting the case dropped the charges in November of last year because of insufficient resources to proceed with the complex case. According to The Globe and Mail, Erez has again been accused of creating a ponzi scheme by promising large returns from lucrative brokering of large print jobs for blue-chip clients he did not have. Investors were promised 30 percent per annum on delivery. Erez then went on to use the money to recruit new investors and to fuel his gambling habits.

ROBERT KEANE, President and CEO of Vistaprint, reached an agreement to purchase Amsterdam-based Albumprinter for EUR60 million. Albumprinter has EUR38 million in revenues and 150 full-time employees. The deal is to be worth 5 million Euros more if Albumprinter meets “certain financial objectives” in its 2012 financial year. Vistaprint also announced its financial results for the company’s first quarter of 2012, which ended September 30. The company has seen its revenue increase to US$212.4 million, a growth of 25 percent over the same period in 2011.

HEIDELBERG officially opened the third construction phase at its Qingpu site near Shanghai, China. The completion of this phase extends the plant’s production area to 45,000 square metres – a threefold increase in a span space of just four years. The Qingpu plant has 400 employees and has been manufacturing small- and medium-format presses and folding machines for the Chinese market since 2005.

The company is now also producing presses for the 27.56 x 39.37-inch segment at Qingpu.

MACKENZIE PRINTERY AND NEWSPAPER MUSEUM received a donation of a Heidelberg T platen press from Nick Howard of Howard Graphic Equipment. The Heidelberg T platen, which established Heidelberg in the press-making world, began production in 1914. Howard's donated T Platen, with a 10x15-inch format, was made in 1974 and then imported to a distributor (Sears Company) in Canada. Howard had owned the fully reconditioned press since 1984. The Printery Museum is located in Queenston, Ontario, in the home of the 19th Century editor William Lyon Mackenzie and is Canada's largest working printing museum.

NELSON GENTILETTI is to become Chief Financial Officer for Montreal-based Transcontinental Inc. He succeeds Benoît Huard, who has been Transcontinental’s CFO since March 2006 and will leave the company at its next shareholders meeting in February 2012. Gentiletti most recently served as Chief Operating Officer at tour operator Transat AT, since 2002, while also gaining previous experience as VP and CFO at both Unican Security Systems and BCE Emergis. He is a member of the Canadian Institute of Chartered Accountants, and sits on the Board of Directors of Groupe Sportscene, KnowledegeOne and St. Mary’s Hospital Foundation.

FILIP BUYSE, most recently the President and CEO of Prism Group, which develops Management Information Systems, becomes General Manager of EFI’s Digital StoreFront and PrintSmith operations. Prism was acquired by EFI in August 2011. This is a new position created by EFI for Buyse, who becomes responsible for the overall global vision, business development, messaging and management of these two software product lines. Buyse previously served in senior sales positions with companies like Creo Americas, Printcafe and Heidelberg’s Web Press division.

STAN TRANTER, Agfa Account Manager for Quebec, and Serge Robillard, Prepress Manager of Elopak Canada, oversaw the installation of an Agfa :Avalon N8-22E computer-to-plate system at Elopak’s Saint-Léonard, Quebec, location.

Generating approximately €780 million in net sales at the completion of its most recent fiscal year, Elopak is a global packaging company with a presence in over 40 countries. The company specializes in the production of cartonbased packaging for non-carbonated and liquid food products. The Agfa :Avalon will be driven by Agfa’s :Apogee Platemaker software and image Energy Elite plates.

CANOPY presented its inaugural Ancient Forest Friendly (AFF) Awards, designed to recognize companies taking meaningful action to protect the world’s forests through the use of environmentally progressive papers. AFF Gold winners included: 1984 Printing, Cottage Life magazine, ecojot, Éditions de Villers, iGiveCards, Mountain Equipment Co‐op, MultiMondes, Saul Good Gift, Quill & Quire, and Watershed Sentinel. AFF Conservation supporter awards went to Scholastic Canada and Transcontinental.

SOLISCO PRINTERS of Scott, Quebec, purchased two Screen PlateRite Ultima 36000 VLF platesetters through Fujifilm Canada. The acquisition also includes a multi-year commitment from Solisco to use Fujifilm’s LH-PJ plates and FLH-Z processing technology – across the entire Solisco group. In November, Solisco, which describes itself as one of the largest privately owned printers in North America (around 500 employees), broke ground on a building expansion to accommodate a new 32-page Goss web press.

6 • PRINTACTION • NOVEMBER 2011

XPEDX, self described as the world’s largest distributor of printing papers, graphic supplies and equipment by revenue and volume, announced plans to close all Canadian locations by the end of 2011. Based in Ohio, as the distribution arm of International Paper, xpedx established a Canadian presence more than four years ago, taking control of a 150,000square-foot plant in Brampton, Ontario. In 2009, xpedx acquired Gould Paper to expand its presence in Western Canada, with distribution centres in Vancouver, Calgary and Edmonton. The company cited a challenging printing climate in Canada relative to its “solid customer base” in the U.S. and Mexico.

BOB MCCREA becomes manroland Inc.’s Regional Sales Manager for Toronto and Canada’s western provinces. McCrea will be responsible for sheetfed sales in the greater Toronto metropolitan area, as well as the provinces of Manitoba, Saskatchewan, Alberta and British Columbia.

McCrea is a Canadian printing industry sales veteran, serving more than 25 years as a Senior Sales Representative and as National Manager for remarketed equipment.

RP GRAPHICS GROUP purchased a new Komori GL-6-40 with tower coater, which is scheduled for a January 2012 installation at the company’s 50,000-square-foot plant in Mississauga. RP Graphics – led by George Mazzaferro and Brian Auty – also equipped its new 6-colour, 40-inch press, purchased through K-North Inc., with Komori’s H-UV drying system, which is designed with a single lamp mounted in the delivery. The new GL-6-40 features closed-loop register, XY colour control, and fully automatic plate loaders. RP Graphics has purchased four Komori presses over the past decade, while also investing in toner, large-format inkjet, fulfillment and finishing.

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including Kingston, Belleville, Brockville, Smiths Falls and Ottawa – a total of 500,000 households a week. Torstar also increased its ownership in the Metro newspaper operation, which it jointly owns with Metro International.

After the $51.5 million deal, Torstar now owns 90 percent of the free daily chain, which publishes in Toronto, Vancouver, Ottawa, Calgary, Edmonton, Winnipeg and London.

LEN KNIGHT of Emerson Clarke Printing; Catharine Reed, Sales Representative with Coast Paper Graphic Systems; and Ely Ross, Emerson Clarke press operator, celebrate the installation of Canada’s first Kodak NexPress SX3300. The new toner press, purchased through Coast Paper (a division of PaperlinX Canada), is integrated with an optional long sheet feeder, which allows for working with a 14 x 26-inch sheet, while the standard feeder works with a size of 14 x 20.47 inches. Emerson Clarke’s NexPress is fitted with Kodak’s Print Genius image processing and a fifth imaging unit.

NORMAND LIMOGES, President of Contact Image, added to his Montreal company’s large-format printing capabilities with the installation of a HP Scitex LX800 system, which runs HP’s odour-free Latex Ink technology.

The new LX800, purchased back in May 2011, joins an HP Scitex FB500 flatbed for printing on rigid medias. Describing itself as the first Montreal-based company to produce quality image sublimation on fabric, Contact Image has been focusing on large-format production for more than 30 years.

CANADIAN PRINTING AWARDS celebrated the accomplishments of domestic printing leaders in mid-November. (A full report will be available in PrintAction’s December issue.) Over 60 awards were handed out to the following companies: Ambrosi Printers, Anstey Book Binding, Cascades Fine Papers, C.J. Graphics, Colour Innovations, Farnell Packaging, Flash Reproductions, Goldrich Printpak, Hemlock, Kempenfelt, Lowe-Martin, manroland, MET Fine Printers, Netpak, Parker Pad, Pazazz Printing, Promoflex, Rhino Print, Specialties Graphic, St. Joseph, Sun Chemical, Symcor ISS, Thunderbird Press, and Webcom. Special individual awards were presented to Tony Gagliano (Printing Leader of the Year), Jay Mandarino (Community Leader of the Year), and Earle O’Born (John A. Young Lifetime Achievement Award).

4OVER announced the appointment of Tom Hogan as Plant Manager for its first production facility in Mississauga, Ontario, which the trade-printer scheduled for a December 5 startup. Hogan previously held senior production roles in various sectors, including newspaper production, plastic-card manufacturing, sheetfed offset and bindery. He played a key role in the production of The Globe and Mail newspaper with outsourcing production to Interweb Ontario. Hogan was also involved with the start-up and development of Transcontinental Metropolitain, which produces La Presse newspaper in Montreal.

GEORGE HURLEY, Senior Vice President and Partner at C.J. Graphics, passed away in October after a battle with cancer. Hurley joined C.J. Graphics in 2004 having 21 years of experience in the graphic communications industry. He leaves behind his wife Sylvia and four children. His passions were golf, travel and live music. Jay Mandarino, President of C.J. Graphics, is establishing a scholarship fund with Ryerson University’s Graphic Communications Management program in memory of his late business partner.

ROGER BLANCHETTE, President of Quadriscan, and Martin Lapointe, KBR Sales Representative, oversaw the installation of a Standard/Horizon BQ-470 PUR perfect binder at Quadriscan’s Montreal plant. Purchased through KBR Graphics, the BQ-370 is a fully automated four-clamp machine that can produce up to 1,350 perfect bound books per hour at up to 2.5 inches thick.

RYERSON’s Graphic Communications Management program celebrated their academic achievements with the presentation of 42 scholarships supported by the Canadian Printing Industries Scholarship Trust Fund. The awards night, held in Toronto on November 2, was highlighted by the receipt of two $5,000 Warren Wilkins Prestige Scholarships to students Christine MacCallum of Mississauga and Jessica Klein of Hanover, Ontario. As well, fourth-year GCM student Andrew Wong received the prestigious $10,000 FFTA Rossini First Place Scholarship. The 40 remaining scholarship winners received $1,250 each.

TORSTAR subsidiary Metroland Media Group has acquired Smiths Falls, Ontario-based Performance Printing for a sum of $22.5 million.

Performance Printing is a commercial printer as well as a newspaper publisher of several Eastern Ontario publications under the EMC brand. EMC serves 27 communities in Ontario

DEJONG PRINTING purchased a new 29-inch, 6colour Komori Lithrone SX629C, with tower coater and extended delivery, for its Edmonton facility. The 24 x 29-inch sheetfed press (Series 45), purchased through K-North Inc., is also equipped with automation features like Komori’s KHS-AI system, fully automatic

RICHARD FORDHAM, Pressroom Manager of KT Web Printing, receives his prize from PrintAction Associate Publisher, Stephen Longmire, in the magazine’s business-card draw held in early November at Graphics Canada 2011.

plate changers and Automatic Make Ready (AMR). DeJong Printing has also installed a new Kodak NexPress to boost its toner-based production capabilities. The new sheetfed press will be DeJong Printing’s third Komori installed over the past seven years.

CANADIAN PRINTING INDUSTRIES SECTOR COUNCIL (CPISC) released a statement from its Co-chairs, Duncan Brown and Jeff Ekstein, that Canada’s Federal government is to begin phasing out core funding and some elements of project funding to sector councils. This phasing-out period, under the government’s Human Resources and Skills Development Canada arm, leads up to a March 31, 2013, deadline. CPISC plans to transition from a research-based organization into one that offers products, services and resources to the printing industry, while also generating revenue. CPISC also appointed Gillian Mothersill to its Board of Directors. She replaces retiring board member Willem Sijpheer.

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50 Years of

Advertising From the age of Mad Men to today’s multimedia world, advertising has always been about capturing attention. The following pages highlight how a printer’s attention was captured through advertising which appeared in PrintAction over the years.

September, 1963

April, 1964

January, 1965

May, 1973 April, 1976

September, 1975

May, 1972

December, 1979 April, 1979

March, 1973 October, 1974

8 • PRINTACTION • NOVEMBER 2011

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October, 1985 April, 1983 June, 1985

February, 1984

March, 1992

December, 1985 July, 1986 December, 1992

July, 1992

May, 1993

October, 1993

April, 1993 10 • PRINTACTION • NOVEMBER 2011

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November, 1994

February, 1997

December, 1994 January, 1996

April, 1999

March, 1998

October, 1998

October 2001

December, 2001

November, 2008 NOVEMBER 2011 • PRINTACTION • 11

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TRISH WITKOWSKI

50 Years of Finishing: We’ve come a long way (in the past 10 years)

W

hen I got this assignment, I didn’t want to embark on a research project – I personally have not been in the industry for 50 years (15 is more like it), and I didn’t

want to draw any conclusions based solely on my experiences and interactions, or on a rigid timeline of events. After all, it’s a big industry full of diverse products and deliverables, and print finishing covers such a broad range of services that no one person’s or company’s experiences could really wrap up 50 years and tie it with a bow.

As a result, I decided to reach out to some industry leaders on both the manufacturing side and the finishing services side to get their opinions on what the past 50 years of finishing looked like to them, and what they felt the future would hold. Their responses to my four questions were intriguing and varied, but there was one common thread: The majority agreed that the most notable advancements in postpress occurred since the turn of the current century. This is not to say that nothing happened between 1960 and 2000, but the general consensus is that the industry had to recognize the potential of postpress – the potential for it to help or hinder a print production workflow – and for that to happen, prepress and printing had to be optimized. This, more than anything, has emphasized the need for speed in postpress. Well, it took a long time, and now that technology has caught up, postpress is en fuego.

Q:

In your opinion, what has been the biggest change in print finishing over the past 50 years, and why?

“We started to see revolutionary changes in postpress technology between 2000 and 2005, based largely on advances in the pressroom, where net output speeds were much higher and the technology driving down makeready times on press opened the door for postpress vendors to keep up the pace. As run lengths and job turnaround times grew shorter, the industry focused on makeready reductions, faster running speeds, and better delivery systems, as well as improved finishing quality, higher net output, labour savings, and postpress automation. In light of these developments, customers began to realize that they had neglected their bindery/postpress operations, such that they needed to invest in postpress to meet the challenges of the market. Postpress was finally recognized as a profit centre.”

– Steven Calov, Postpress Product Manager, Heidelberg USA “Workflow in the past was how many operators were dedicated to the front, middle and the end to get the job done. Today, quality can be achieved with more consistency even without the quality control of the operator. The workflow of today is how many human touch points can be eliminated by automated technologies.”

– Si Nguyen, National Business Development, Duplo “Automation has been a powerfully disruptive technology in changing print finishing operations. Automation has allowed for quick changeovers for shorter runs, allowing accurate postpress makereadies to be performed in a fraction of the time it used to take with older analogue equipment. The on-board intelligence of this new breed of automated equipment has also put professional quality finishing in the hands of shops that do not have highly skilled operators.

– Mark Hunt, Director of Marketing, Standard Finishing Systems “There were three major technology changes in printing’s 50-year history, letterpress to offset, and now to digital. As these technologies commercialized greater demand was placed on finishing process, in respect to order fill time, complexity of jobs and required skills, and length of runs. With order fill time, for example, letterpress was a lengthy process, offset is fast, and digital is instant. Also, the trade finisher has been diminished – now printers must finish in-house, and increasingly in-line with digital print.”

– Gary Hughes, President, Muller Martini Canada “Automation in the bindery. For the longest time, the bindery was the last process to be automated in a printing plant. However, what began the process of automating the bindery was when vendors started to build the capabilities into their equipment to start taking pre-setting information like what the presses are capable of doing.

This came about when CIP4 was introduced to the market.”

– Don Stitt, Product Manager, Postpress Commercial & Packaging, Heidelberg Canada

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Q:

Do you think the industry is finally seeing the value of investing in new print finishing technologies?

“If a printer has previously invested in newer automated presses, then they will see the value of investing in new finishing technologies as well.

With the margins being so tight today, throwing additional labour to finish a job no longer makes sense. And in a lot of cases, run lengths are so short now that no operator can set-up a machine, whether it be a cutter, saddlestitcher or a folding machine, as quickly as an automated machine. It’s all about getting the job on and off as quickly as possible today.”

– Don Stitt “In today’s offset and digital postpress, there’s no question that customers see the value in investment.

That said, they continue to grapple with some fundamental questions regarding capital investments. For example, when is it time to invest? What do we need to invest in? What is the ROI? What are the trends and how long will they last? While we acknowledge these concerns and recognize the strain on capital investment budgets, we still see opportunities for customers to invest in the valuable technologies that will help them become more efficient and increase their profit margins.”

– Steven Calov

Q:

“The value is measured in lower labour costs per job, as printers do more short-run jobs per day and cannot afford long changeover times. Having control over end-to-end job quality and schedules is another benefit. Some progressive printers are reaping further benefit from integrated workflows that allow job set-up data to be sent directly to the finishing device.”

– Mark Hunt “I have personally done quite a few one-on-one interviews with Duplo users and they all provide similar answers when asked if their investment in an automated bindery improved their production.

Most answered they don’t know why it took them this long to make such a no-brainer decision.”

– Si Nguyen “If you can determine that there is a big enough market to give a reasonable ROI, you should by all means invest. Trade shops with many, many customers are better able to invest in specialized equipment than a printer with limited salespeople and number of customers.”

– Jack Rickard, President, Rickard Bindery

Is there a single advancement or turning point in print finishing that changed the game and set the foundation for where we are today?

“One of the odd factors that seems to be affecting, or can be seen as a turning point, is the need for easier operation of the finishing equipment to adapt to a workforce that does not come from the typical offset printing and finishing background.

The migration of short-run printing from local, small, commercial establishments to companies that are Internet-driven to accept, create and ship orders without any human conversation or contact is replacing the traditional short run markets.”

– Mark Pellman, Director of Sales and Marketing, BAUMFOLDER “The single advancement or turning point in the last 50 years has been the development of the encoder and controllers that allow for precise positioning of personalization, glue, attachments, back gauge position, et cetera.”

– Jack Rickard

“The two biggest game changers are: 1) digital flatbed printing on board, which greatly reduces the need for mounting litho sheets to board; and 2) the addition of coating systems on printing presses has killed off-line UV coating.”

– Marty Anson, President, Bindagraphics “We don’t see a specific turning point, but there has been a gradual shift in the balance between long and short runs. More short runs have created more demand for the the quick set-up technology that is needed to address this new job mix.”

– Mark Hunt “We saw the biggest changes at drupa 2004 and 2008, with the introduction of cutting, folding and stitching technologies that had the ability to store and recall job parameters, as well as to integrate to the digital world.”

– Steven Calov

“At any given time, I believe the majority of printers do NOT see the value in investing in new print finishing technology. It really is the 80/20 rule at work. Although this is not a scientific study, my opinion is based on our interactions with nearly 18,000 prospective customers over the course of 10 years. When asked if they are ready to invest in solving a particular finishing problem, whatever that happens to be, the majority – roughly 80 percent – always say something like ‘not yet’ or ‘we’re going to wait and see how sales go.’ The other 20 percent will take decisive action and make an investment – whether with us or another vendor – with the goal of either solving the specific problem or of improving finishing operations in general, even if no previous problem existed.”

– Andre Palko, Technifold USA “No – not the average printer, but an increasing number of customers who are growing see finishing as the value-added opportunity to meet their customers’ demands. As technology automates printing and finishing quality, speed to market becomes a differentiation opportunity. Today’s print consumers demand that smaller jobs are finished in a fraction of the time, with increasing complexity.

It is increasingly being realized that yesterday’s technology, although cheap, cannot meet the digital-media-oriented customer’s expectations.”

– Gary Hughes

Q:

Where do you think print finishing is going, where are the opportunities?

“Print finishing will, or even better, has to adapt to the new digital inkjet printing systems, which is unquestionably the future in the printing industry.”

– Hartmut Sohn, Product Group Manager, Digital Solutions, MBO “There will always be long runs, but we are transitioning to a print economy that is heavily influenced by more frequent, shorter runs.

We expect the next stage may well be a more pronounced transition from analogue output to digital print on demand. This could present significant opportunities to re-think the conventional press-to-bindery workflow. As larger format cut-sheet and roll-fed inkjet presses start to rival offset quality, different in-line finishing options may start to make more sense.”

– Mark Hunt Continued on page 36

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PETER EBNER

Print Sales in the 21st Century s it ever tough out there! If you were to sit down and think about today’s printsales environment, you might conclude why going after new business is a complete waste of time. All of the good accounts are already taken and the salespeople who own prime accounts are servicing them to death.

Your chances of stealing one of these prime accounts from the competition are probably just a little better then zero. But, if by some chance you are of the belief that there is opportunity in print sales, just pick up the phone, contact a few new accounts, and hear them say: “We’re not interested. We’re happy with our supplier.”

This should quickly bring you back to reality. Or better still, save yourself the pain of hearing rejection by just waiting a few days until your cold-call desire passes.

Over the years, I have seen thousands of salespeople use this technique successfully.

The demoralizing affect that prospecting new clients can have on our ego is a conundrum, because, in reality, the real damage is not done by the prospect who refuses to see us, but rather by the prospect who agrees to an appointment. It is down-

I

right cruel how these prospects mislead us into believing how they are interested in our services when in fact the only reason that they agreed to an appointment is so they can watch us cringe as they unleash their best, rehearsed objections.

Anyone who has been selling print for more than a day understands how most prospects that agree to see us are just wasting our time. They have no intention of giving us an order and even the best presentation cannot change their mind.

After all, they are already getting everything they could ever want: great quality, excellent service, fast delivery and very competitive pricing. To gain a competitive edge, some salespeople take things one step further by topping off their presentation with an irresistible gift – like the always-in-demand notepad (imprinted with the printer’s name, of course), which the prospect can proudly display on his $2,000 oak desk. And does the prospect respond to our sincerity by placing the order? No, they toy with us, leave us hanging, by saying, “Let me think it over and I’ll get back to you.”

Now the strangest thing of all is that we

have heard this objection a thousand times before, so we know it is a lie – prospects rarely, if ever, call back. Yet we still hold on to a flicker of hope that maybe – just maybe – this prospect is different, that within the next few days the phone will ring and an order will be placed. Even those few prospects who do get back to us, however, only do so to torment us even more. You can almost hear them snicker as they say “I just wanted to thank you for the quote and to let you know that your quote was $20 too high.” Hogwash – our quote wasn’t too high; in fact we have the best prices in town and our lack of profits prove it.

Opportunity is everywhere

Although the above scenario may seem overly pessimistic, it is an accurate reflection of how most salespeople view print sales in the 21st century. Yet opportunities abound, even if most of us fail to recognize them because the majority of opportunities are hidden. They are disguised as obstacles and problems. Here are four examples of what I mean: q When a prospect tells you that they have decided to switch from print to Web-based marketing, do you see this as affirmation that print is on the decline or do you view this as an excellent opportunity to grow your sales by showing the prospect how QR codes and PURLS can drive customers to a Website. w When you contact a new prospect and they say, “I’m not interested. We’ve been dealing with the same printer for the past five years and we’re happy with his service,” do you see this response as confirmation for why print sales are getting more and more difficult every day? Or does your face light up with enthusiasm because you view this objection as a great opportunity. After all, a prospect who has been dealing with the same printer for an extended period of time is probably unaware of the wonderful changes that have transpired in the industry, so this could be an easy sell. e When your prospects says that your quote is too high; do you get frustrated by their penny-pinching attitude; do you blame your estimator for over pricing the job or do you view this objection as confirmation that the prospect is ready to buy. You now have a great opportunity to justify your higher price or to show the prospect how to keep the job on budget. r If you discover that your prospect is under contract with another printer, do you throw in the towel or do you view this as an opportunity to build a relationship during the term of the contract. So that when the contract expires you will be perfectly positioned to grab the deal.

14 • PRINTACTION • NOVEMBER 2011

Success is usually preempted by a series of failures

Although most of us can see the benefit in turning obstacles and problems into opportunities, the fact remains that many of us have, at one time, tried this course of action and failed – and failure leads to atrophy. In other words, if our actions do not bring immediate and positive results, we often give up trying. However, the fact is that success is usually preempted by a series of failures, so if you allow failure to get you down you will never succeed. In fact, some of the greatest success stories are tales of persistence in the face of failure and rejection.

It took Edison 2,000 unsuccessful attempts to make a light bulb. Albert Einstein did not speak until he was four years old and did not read until age seven. The Beatles were rejected by Decca Label because someone there said “There is no future for groups with a line-up of three guitars and a drum.”

After Fred Astaire’s first screen test in 1933 the memo from the testing director of MGM read: “Can’t act! Slightly bald!

Can dance a little.” What would have happened to Edison if gave up after 1,999 attempts? Where would the Beatles be if they had listened to the experts at Decca Label?

Standing at the doorway to success

The truth is we never know how close we are to success. While some of us might be 10, 50 or 200 calls away from landing a million-dollar account, many of us are standing at the doorway to success, but because of past failures we refuse to reach out and grasp the opportunity.

Although print sales is a challenging career that is filled with failure and rejection, how you deal with these challenges is totally under your control. You can allow these challenges to deflate your ego and lead you to believe that print sales are on the decline or you can accept the fact that the next few years will present one of the best times in history to grow your sales.

The weak economy means that prospects are desperately looking for new and innovative ideas that will help them grow sales and gain market share and, as a printer, you are perfectly positioned to provide solutions to their business and marketing challenges. While volumes are down, printing in North America is still a $85 billion industry so there is no shortage of opportunity.

Peter Ebner is a professional sales trainer and marketing consultant with over 25 years of experience. He is author of 12 industry specific books and audio programs 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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50 Years of

Headlines A look back at the issues which concerned the printing industry over the past 50 years.

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PrintAction 11-2011 v8.0_PrintAction 12/06/11 2:29 AM Page 19

March 1952: Frank Brown of Chromo Litho

April 1972: Beland Honderich, Toronto Star President and Publisher

August 1971: Henry Armstrong, of Winnipeg’s Armstrong Instant Print, uses an Al Capone theme in his advertisements

November 1971: Frank Rolph, President of the powerful printing and publishing company Rolph-Clarke Stone

March 1972: Jack Youngberg, graduating class of Ryerson Graphic Arts Management and eventual owner of Somerset Graphics

September, 1972: Lyman Henderson, President of Davis & Henderson

May 1972: GAIA board: (seated L-R) James McLean, Donald O’Born, Robert Henderson, John McLaren, Wilbert Joyce, Lewis Ekstein, (standing L-R) Donald Kendall, Ross Sanderson, Jamies Ritchie, Fraser Torrie, Herbert Goldstein, W.E. Windsor, Donald Mclean

50 Years of

Printers

January 1975: William Hance, VP of Bridgens Ltd., receives Canada’s only Benny Award for the year from Miss P.I.A. ’74

The printing industry was at one point the sixth largest employment segment in Canada. The following pages highlight only a small portion of the players, big and small, who shaped the trade in humankind’s fastest changing decades.

August 1977: Scott McLaren purchases the typesetting firm Offset Makeup Ltd. from Don Thomas

June 1972: Discussing a 5-colour press sheet at Yorkville Press: Eli Ganho of Ganho Inks; Ian MacIntosh, Pressroom Supervisor; and Rod McGregor, President

February 1980: Dick Blockberger, President of Vancouver’s Broadway Printers, and operator Douglas Smith check over proofs

October 1977: Michael Hill is named Marketing Manager for the Graphics Group of Inmont Canada

November 1981: Bill Somerville, VP; John Mitchell (seated), Scanning Supervisor; and Ernie Herzig of Herzig-Somerville

December 1980: McLaren, Morris & Todd executives during a 6-colour Aurelia 700 press check: Al Philllips; John Morris, President; and Alan George, VP – with supplier Maurice Folan

March 1981: Bruce Howarth, Canadian typesetting pioneer and founder of Howarth & Smith, passes away

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May 1981: Howarth & Smith modernizes with a Linotron 606 phototypesetter: Linotype’s Al Flatman; George Whitton, President of Howarth; Robert Para, Sales Manager; and VP Don Gain

October1982: Don Cousens, Ontario MPP, and William Davis, Premier of Ontario, visit with Charles Cavell, President of Rolands Printing

February 1985: Checking a press sheet from Crook & Grant’s new Heidelberg MOFP: Hugh Grant, VP, Ron Crook, President, and pressman Frank McKay

Jerry Burgett of Muller Martini with Kalllen Graphics' Gerda Kallen, GM; Urs Kallen, President; and Andrew Burke

June 1988: Bill Ellis with Ellis Packaging’s new 5-colour Komori Lithrone 40 in Toronto

February 1989: Richard McCallum of Edmonton’s McCallum Printing

March 1983: Sheilagh Hickie, owner of the Kwik Kopy Franchise in Shipp Centre Toronto

June 1983: Jean Auty, President of Auty Printing in Mississauga

October 1985: Celebrating the install of a Fuji 6511 perfector: Ed Brausse of P.E. Printing Equipment and Jack Hazeltine, President of Vancouver’s Hazeltine Press

December 1985: Robert “Dutch” Holland and Paul Moreton inspect book jackets at Holland & Neil’s Mississauga plant

Pierre Peladeau, founder of Quebecor

Murray Herrington, owner of Accell Bindery, with a new Muller Martini Minuteman

Alberta’s Nisku Printers

November 1989 Dan Mothersill of Northern Telecom and Duncan McGregor of Arthurs-Jones celebrate their Mead Annual Report Award

November 1989: Jack Ellison of Agency Press and Frank Teskey, WEST Publisher, sign an agreement to produce The Globe & Mail’s new magazine, while pressman Rick Hundle and Brent Vance look on

August 1988: Celebrating CGI Network’s new 5-colour Miller CW68 perfecting press are Mario Giorgio, President of CGI; Ray Harrison, President of Miller Printing Equipment; and CGI VP Frank Giorgio

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April 1985: Completing Ashton-Potter’s purchase of a $2-million, 6-colour, 63-inch Miehle-Roland press: Sonny Kretchman, Sales Manager, Miehle, with Ashton-Potter’s Ken Morden, President, VP Hugh Ashton and VP Dennis Tindale

June 1985: MM&T President John Morris celebrates a plant expansion with Chris Haney, inventor of Trivial Pursuit, and Debbie Crane of Horn Abbot

November 1983: Bert Di Vincenzo, Supervisor of Lithography, Carlton Cards Ltd., celebrates the purchase of a Miller TP-104 with Peter Weiler

December 1985: Metroland enters the heatset web market: Plant Manager Rick More with head pressman Karran Singh

December 1985: Scarboroughbased Shorewood Packaging

November 1986: Paul Desmarchais, President of Enterprises Produlith, and VP Lionel Loiselle speak with Glenn Simkin, GM of Muller Martini Canada

February 1988: Celebrating a new Adast-Dominant 745P at Halifax’ Halcraft Printers: Brian Arkelian, Director, Halcraft; Ken Howard and Tony Roeding of Louson-Desonite; and Leo Arkelian, Halcraft President

August 1988: Barker Cambria installs a Miller perfector: VPs Ralph Passmore and John Piening; Larry Barker, President; and Graham Ford, VP

May 1989: Checking over Canada’s last print run of the $1 bill at Canadian Bank Note are Doug Arends, President; Shirley Arends, Corporate Secretary; Jack Kuiack, VP; and Sandra MacNeil, Press Examiner

March 1990: Delta Web President Doug Dempsey (centre) and GM Mark Paul (right) receive their 1989 Benny Award

A new Heidelberg press for Hewitt Ltd. of Montreal

October 1986: Don Annan of Annan & Sons Ltd. purchases a 5-colour Heidelberg SM 102FPP, with two perfecting units

November 1986: Dr. Wolfgan Zimmerman of Heidelberger Druckmachinen AG, presents Dick and John Kouwenhoven, owners of Hemlock Printers, with a gravure print of the city of Heidelberg

March 1988: Celebrating T.H. Best’s new hot and cold adhesive binder are John Springett, GM of Muller Martini; Kenneth Freek, T.H. Plant Manager; Dan Gage of Muller; Kirby Best, T.H. President; and Douglas Best, T.H. Best Chairman

Peter Lazanis, at the time, owner of Kwik Kopy’s most profitable Canadian franchise

Lowe Martin’s Don Griffin, President, and Bob Grey, General Manager, with their new Heidelberg 102 FPP + L

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Jim Niesen and Danny Follett

Peter Cober, President, and Tom Gural, VP, of Kitchener’s Cober Printing

August 1992: David Friesen of Altona-based D.W. Friesens

Carl Pauptit, founder of Toronto’s Flash Reproductions

Jerry Theoret, Frank Theoret and Paul Theoret of Battlefield Graphics

Industry stalwart Willy Cooper, who led the CPIA

December 1993: The staff and executives of PLM Group, including Dave Stuart (front row, wearing glasses) and Barry Pike (centre)

Joe Kotler, President of Moveable Type, with a new Kodak Imaging Workstation

Jay Mandarino, President and Founder of C.J. Graphics, Printers & Lithographers

February 1990: Norman Beange of Specialties Graphic Finishers

Najib Jamal and Andy Patel of Prodigy Graphics

September 1994: Gulam, Fayaz and Mohamed Jaffer of West-Star Printing

Gaetano Gagliano, Founder of St. Joseph Printing, and son Tony Gagliano

The staff of Niagara Falls-based Factor Forms

Rémi Marcoux, founder of Transcontinental Inc.

Harmony Printing’s Don Gain with former Ryerson GCM Chair, Mary Black

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1994: Celebrating Pazazz Printing's first major press investment, a 2-colour Komori: Warren Werbitt, Shawn Werbitt, Jacques Charbonneau and Donny Werbitt

Webcom founder Warren Wilkins with Ray Roper

Canada’s digital printing pioneers, John and Dave Rogers

The executive team of Toronto’s Colour Innovations, including President Matthew Alexander (centre)

Point-One Graphics’ Dennis and C.K. Low

John Greenhough, Chairman of Data Business Forms

The Transcontinental GTC executive team

Larry Chan, President of Beyond Digital Imaging

George Mazzafero, President of RP Graphics, teams up with Brian Auty, President of AutyGraph, to form RP Graphics Group

Pierre-Karl Péladeau, Charlie Cavell and Marc Reisch during the formation of Quebecor World

The staff of Toronto’s Moore Corporation

Solisco’s Jean Gregoire, President and founder, with Alain Jacques, VP

Industry stalwart Gord Griffiths The late Jim Rimmer, an internationally revered printer and typographer from Vancouver

Integria President Jamie Barbieri, who later formed one of Quebec’s largest commercial printing companies in PDI Group

Shawk’s Bob Cockerill (right)

George Kallas, founder of Vancouver’s Metropolitan Fine Printers, celebrates Benny Award wins

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May 1974: Eli Ganho works with drying additive at Ganho Printing Supplies

July 1975: Ed Pritchard, founding Chairman of the Canadian Graphic Arts Scholarship Trust Fund

November 1990: Bill Sears, Heidelberg Canada President, and Serge Ouellette, Heidelberg’s Eastern Division Manager

May 1982: Louson-Desonite signs a deal with Oxy-Dry: C.K. Bergthold, Oxy-Dry; Dave Willard, VP, Louson; Reg Johnson, Sales Manager, Louson; Dave Walker, President, Louson; and Arnold Sasseen, VP, Oxy-Dry

June 1988: Gary Cooper of Hoechst Canada recognizes the work of CFC Telesave’s Cecilia Verkley, who became the company’s first person to reach $1 million in sales

November 1984: Winfried Gleue, President of Hostmann-Steinberg Printing Inks, celebrates the opening of a new 26,000 square foot plant in Scarborough

November 1977: Celebrating an agreement for a series of Graphic Trade exhibitions: Dennis Lynch, Donald O’Born and Jim Annan

50 Years of

Suppliers Bill Munden and son check over some press sheets

October 1989: Ken Lunn, National Sales Manager for Compugraphic Canada, toasts to a new partnership with Agfa Canada President Paul Veithen

October 1981: John Davenport, President of Linotype Canada

Highlighting some of the most influential technology and service providers who worked with thousands of printers to help shape today’s Canadian printing landscape

Frank Wilson, who established Komori's first major distribution channel in Canada

Members of Heidelberg Canada’s technical staff, including Al Kershaw (centre)

Signing the Hall-Treck merger, which ultimately formed Mondrian-Hall, purchased by Unisource Canada in 2010

Industry pundit and Rochester Institute of Technology professor, Frank Romano

April 1990: Bill Howard, President of Howard Graphic Equipment, passes away in Toronto

December 1987: Dan Gage of Muller Martini signs a perfect-binder deal with Ben Chung, President of Aprinco Book Manufacturers

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PACKAGING PRINTING

August 1988: Walter Kitchen, the last family member to control Sinclair & Valentine, where he was President for 25 years, passes away in Toronto

November 1988: Howard Batten, President of Batten Graphics and Batten Gravure Cylinders

July 1985: McCutcheon Graphics becomes the Canadian distributor for Itek: (front row) Samer Reader, VP of Itek; J.E. McCutcheon, President of McCutcheon Graphics; Brian Jamieson of Reichhold; (back row) Richard Jacob of Itek and McCutcheon’s John Klugman

26 • PRINTACTION • NOVEMBER 2011

February 1981: Carm Stone takes control of distributor Sydney R. Stone after her husband passes away

February 1985: Ryerson’s Rye Goodyear and Crosfield Canada President, Stewart Gallagher, celebrate the donation of a Magnascan 460 for the school’s Photomechanical and Electronic Imaging Lab

Fred Simper of Simper Graphic Equipment

June 1988: Norman Reedman, President of Associated Graphic Systems in Aurora, Ontario

November 1988: Jim McLean, President of Cooper & Beatty and McLean Brothers

August 1989: Al Alexandruk of Winnipeg’s Prolific Graphics signs for a Komori Lithrone 646, with Ichiro Komori, President of Komori; Yuichi Okuni, President of newly opened Komori Canada; and Frank Wilson, Vice Chairman of Komori Canada

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USED EQUIPMENT

November 1986: Avanti Computer Systems founder, Dr. Richard Wallin

June 1988: Signing a marketing pact between AM International Canada and Robert E. Thistle Ltd.: Chester McGill, Marketing Manager for AM; Bob Richards, President of AM; and Bob Thistle, President of Robert E. Thistle

February 1972: Advisory board for Ryerson’s Graphic Arts Management (GAM) program: Jim Armstrong; R.B. Atkins, GAM Chairman; Robert Leith; E.L. Nicholson; W.A. Doogan; G.R. Gillies; E.C. Caldwell; and George Smith May 1998: Webcom President Warren Wilkins signs a deal for a second Normbinder with Dan Gage of Muller Martini

September 1989: Omni-Adast’s Kosta Lambakis, Account Manager, and Bill Lambakis, Sales Manager

August 1982: Jim Repestsky of H&R Litho and Bill Howard of Howard Graphic Equipment sign a distribution agreement for North America

October 1986: Bill Thibault, Quebecbased printing technology pioneer and founder of Commercial Litho Graining Ltd., passes away

August 1990: Ednah St. Pierre, President of J.B. Rolland Papers Ltd., who was with the company for 40 years, passes away

NOVEMBER 2011 • PRINTACTION • 27

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TRADE PRINTING

Pierre Gravel, PGE; Diane Klein, Coast Paper; Mike Kearney, Coast Paper; and Paul Shaw, Society of Scribes

Nick and Liana Howard of Howard Graphic Equipment

November 1986: Elizabeth Kerr, GM of McCutheon’s Electronic Publishing division and Product Specialist Thad McIlroy

KBR Graphics President Karl Belafi (kneeling, front) with his staff

Tony Karg of Fujifilm Canada

Don and Craig Black of Toronto’s Don Black Linecasting

Syd Stone, founder of Sydney R. Stone 28 • PRINTACTION • NOVEMBER 2011

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TRADE PRINTING

Michael Makin, President of the Canadian Printing Industries Association, who went on to lead the Printing Industries of America

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Richard Armstrong, President of Heidelberg Canada, with Bill Blair, former President of Heidelberg Canada

A retired Dave Walker, former President of Louson-Desonite, meets up with Michael Hill at Graphics Canada

David, Martin and Martin Groen Jr. of Target Bindery Services

David Marsh (far right), late owner of Sydney R. Stone, with his team

May 1986: Tim Upton at the drupa printing exhibition in Germany

David Leetham of Partners Prepress

NOVEMBER 2011 • PRINTACTION • 33

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Amos Michelson, CEO of Creo, announces the NGP Partnership shortly before Creo is sold to Kodak for $1 billion

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Canada / U.S.A. 110 Clara Street, Thorold, ON L2V 1K1 www.incarepair.com incarepair@yahoo.com Fax: (905) 227-6284 U.S.A.: MPO Box 793, Niagara Falls, NY 14302

Superior Service Progressive Technology FREE Daily pick up & delivery in the Western G.T.A. Visit www.petersdies.com to learn more!

34 • PRINTACTION • NOVEMBER 2011

Government Affairs Days: Jeff Ekstein, President of Willow Graphics, Pierre Boucher, President of CPIA, Jean Auty, and Bob Kadis

PrintAction 11-2011 v8.0_PrintAction 12/06/11 2:38 AM Page 35

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ML System a/s 5910-146 Greensboro Drive, Mississauga, ON, L5M 5Z6 T: 905.785.7531 E: jui@ml-system.com www.ml-system.com NOVEMBER 2011 â&#x20AC;˘ PRINTACTION â&#x20AC;˘ 35

PrintAction 11-2011 v8.0_PrintAction 12/06/11 2:38 AM Page 36

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Continued from page 13

Where do you think print finishing is going, where are the opportunities?

“With shorter more complex work, I think that print finishing is headed for even more specialized products and niche work to capture the interest of the consumer. This positions the trade shop ideally if it has focused on specialized offerings.”

– Jack Rickard “Standard stuff will go electronic.

Specialty stuff that is paper – that is still easier to use than electronic alternatives – is where the game will land. Photo books printed and bound for drugstore digital developers are an interesting possibility.

The electronic picture frames with rotating photos are not a good alternative.”

– Jeff Brewer, GBR “In this new environment, postpress solutions that add value, improve performance, ensure quality and reduce costs will rank high on any commercial printer’s list of must-have investments.

It will be interesting to see what the next 10 years will bring. Stay tuned!”

– Steven Calov “Print finishing is moving to lean, flexible manufacturing systems that are fully integrated into the entire print fulfillment process. In the digital, personalized advertising world, the book of one, completed in minutes, with no-error, finishing cannot be an afterthought, rather printers will have to start with finishing.”

– Gary Hughes “As long as there is printing, the product will need to be finished in some way or another. Where we see the opportunities for printers are with those who will be able to take full advantage of the automation in bindery equipment and produce finished goods which offer more value to the end user. As an example, today an automated folder is simply more than just a folder if equipped properly. Not only can you use it to fold, but you can also add in-line die cutting, gluing, et cetera.”

– Don Stitt

Positive future momentum

!

does do es Casebindi Casebinding Cas sebinding Specialties Graphic Graphic Finishers Finishers 9 946 46 W Warden ar den A Avenue venue TToronto, oron to, Ontario Ont ario M1L M1 L 4C9 4C 9 416 4 16 7 701 01 0 0111 111 / 8 888 88 7 798 98 8 8975 975 www www.specialtiesgraphics.com .s p e c ialti e s g r ap hi c s .c om 36 • PRINTACTION • NOVEMBER 2011

Although not all of the answers I received were optimistic, most were. I think there is a general feeling in the postpress arena that big things are happening. There is a real focus on automation, in-line and near-line finishing, modularity, and process efficiency. Some are diving right in, others are content to be spectators for now, but the innovation is there, the momentum is building and the timing is right. It’s all good.

Trish Witkowski is Chief Folding Fanatic at the online community foldfactory.com. An educator, author, speaker and award-winning designer, Trish has a specialized expertise in folding and is the creator of the FOLDRite system, and host of the popular weekly e-video, “60-second Super-cool FOLD of the WEEK.” Contact Trish at trish@foldfactory.com

PrintAction 11-2011 v8.0_PrintAction 12/06/11 2:39 AM Page 37

_______________________________________

PrintAction Marketplace is the most effective way to conduct industry-specific trade.

Whether it is excess equipment, employment offers or business opportunities, trust PrintAction to get your message read by the maximum number of relevant prospects.

Email: classifieds@printaction.com Tel: 416.665.7333 x37 _______________________________________

_______________________________________

PRODUCTION COORDINATOR NEEDED 5+ years experience. Must be able to manage high volumes of litho and digital print and respond well under deadline pressure.

Markham location.

Email resume to careers@parkerpad.com _______________________________________

FOR SALE Heidelberg Topsetter PT R 4000 2003 model serial # 012490015 including Tiff downloader Package Pentium 4 PC with monitor and keyboard, Enfocus Pitstop Harlequin Rip Navigator 8.1 plus itrap sw both with dongles. Selling price of $35,000.

Contact Terry at (647) 340 3311 _______________________________________

INSIDE ACCOUNT MANAGER REQUIRED Envelope manufacturer requires candidate with 2+ years relevant sales experience, success meeting sales goals and growing sales, knowledge of printing/converting required, experience with CRM ideal.

Email resume to hr.central@supremex.com _______________________________________ FOR SALE Owner Retiring: well-equipped small offset print shop with Heidelberg Printmaster, Polar Cutter 66, AB Dick 9810 with envelope feeder and accessories. 170K annual sales.

Phone: (905) 602-1212 or Email: Michelle.Nik@gmail.com _______________________________________ EMPLOYMENT WANTED Planning for success, by joining your printing/packaging company. I am a recent graphic arts grad specializing in packaging, who has printing ink running through our family. Looking for a position as a CSR or sales representative in the Metropolitan Toronto area preferably.

Call David at (647) 986-4660 or email david.ellis8@mohawkcollege.ca _______________________________________

FOR SALE 1972 Solna 225 press. Sheet size 18" x 25".

Stream feed and conventional dampening.

All rollers in good shape. $5,000 O.B.O. Call Janice at 1-800-305-2044 ext. 26 or Email dl@dl-ads.com _______________________________________ FOR SALE Die cutter & foil stamper Heidelberg cylinder 22 x 30. Heidelberg Platten 13 x 18 foil stamper. Raising machine & UV rapid cure unit. Gibbson rotary business card cutter.

Call: (613) 724-8822 _______________________________________ LARGE FORMAT OPERATOR WANTED Large format operator wanted who is experienced in flatbed, roll to roll and CNC precision cutting. Knowledge of Onyx and CS5.

Email resume to careerinprint@gmail.com _______________________________________

COMPLETE 5 COLOUR OFFSET FACILITY AVAILABLE DUE TO MERGER 1998 Adast 755CPDI: 19”x25” 5 Colour, waterless dampening, inkflow console, perfecting 2+3, remote running register, ESS powder spray, IR dryer, Neslab, R&R , superblue, 10mm impressions . Spare parts, rollers, plates PLUS an entire skid of PMS inks! Maintenance history, excellent condition. Also, 2 colour facilities: 2 x AB Dick presses PLUS DPX Platemaker (12x18 & 14x20). Will not separate. Everything for $79,000. Bring best offers.

Email: offsetshopforsale@gmail.com _______________________________________ 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 _______________________________________

PRINT BROKERS & SALESPEOPLE WANTED!

FOR SALE AB Dick 9810 good condition Black newer model extra foam roller for solids with crestor dampening system and original moveable T51 Head.Nuarc metal plate exposure system. Plate punch, Ink Scale, Folder Profold Air fed in excellent condition.

Small table top jogger. Stapler. All inks and plates. Wood cabinet for plate storage. 2 Macs G4s, 1 Mac G5. GBC Cerlox electric punch as is and GBC celectric closer. Lot $7,500 or best offer.

Email nizar@printandpaper.com or call (416) 944-3940 _______________________________________

FREE OFFICE SPACE! Excellent opportunity to grow your print clientele at a centrally located print shop. Great support team of design, print production and admin. Restrictions apply.

Email for more information: sales@canadianprintingresources.com

PRESSPERSON & FEEDER NEEDED Experience on 29” Heidelberg CD and XL presses preferred. Markham area. Afternoon shift – Friday, Saturday and Sunday.

Email resumes to careers@parkerpad.com or fax 905-294-9595 _______________________________________

SALES REPRESENTATIVE WANTED

WANTED URGENTLY FOR EXPORT USED OFFSET PRESSES KORD 64, SORDZ,SM 74-2,KOMORI L-426

We Buy

Heidelberg K-Line/S-Line/ Speed master/ GTO/ MO Komori 1,2,4 or 5 colors & any sizes Adast 714/715/724/725 Mitsubishi any models Ryobi 2800CD/3200CD Itek 960/975/985 Hamada 500/600/700/800 Polar 72/82/90/92/107/115 CM Horizon-BQ 220/240/260/440/460 Any model surplus printing machines, paper cutters & bindery equipment.

IMMEDIATE DECISION We buy one piece/entire plant $$$$ TOP PRICES PAID $$$$

Buy & Sell Used Printing Equipment

Call: (416) 824-0236 (647) 835-6224

33 Denison Ave., Brampton, Ontario L6X 0H2 E-Mail: gr_trade@hotmail.com Tel/Fax: (905) 450-2748

SYDNEY STONE is a leading provider of finishing equipment to the Canadian printing marketplace. We are a company focused on providing a first class customer experience coupled with our industry leading product lines and top notch service department Sydney Stone provides a fantastic environment in which to work. We are looking to add another

full time sales person to our skilled sales team.

Candidates should have proven sales success, preferably with a background in selling to the digital or short run printing market place. Experience in selling finishing equipment or digital print devices would be relevant. Our sales people are fully supported by a company that will take care of your customers at every step.

If you are interested in a career sales job with a growing and exciting company that will support you and your customers, please email your resume to hr@printfinishing.com.

We thank all applicants for their interest however only those who have been selected for interviews will be contacted.

FOR SALE 1988 MBO T-67 Folder Complete with right angle and delivery also batch counter, refurbished with all new belts, new compressor.

OTHER FOLDERS FOR SALE

OTHER MACHINES

1999 STAHL TD-52 Folder Complete with right angle and VSA-M66 Stacker.

• Challenge Round Corner Machine • Challenge Heavy Duty 5 Hole Drill • Challenge 3 Hole Drill

1999 STAHL T-36 Folder Complete with delivery and continous feeder.

1988 MBO T-49 Pile Feeder Complete with right angle and delivery and MBO stacker.

320 Don Park Rd., Markham, ON L3R 1J4

(416) 580-0185 Paul@hdpressservices.com

NOVEMBER 2011 • PRINTACTION • 37

PrintAction 11-2011 v8.0_PrintAction 12/06/11 2:39 AM Page 38

JOHN A. YOUNG 1920 – 1991 Founder, PrintAction magazine

After returning from WWII, in which he served as a Desert Rat in Northwest Africa before joining Allied Forces in Italy, John A. Young and his new wife, Sybil, left England for new opportunities in Canada. John – known as a dapper gentleman, perhaps because of his close resemblance to the actor David Niven – was a natural in sales and stepped into the world of publishing by selling Encyclopedia Britannica door to door.

Despite some initial success, John was dissuaded by the prospect of continuing door-to-door sales through the Canadian winter.

Sybil, meanwhile, found a position at Maclean-Hunter’s Style magazine and heard about an entry-level sales position at one of the company’s 70 trade publications. John landed the job and sold advertising space for several of Maclean-Hunter’s magazines, including Canadian Printer and Publisher. He eventually became Associate Publisher of Electrical Contractor magazine.

After the Young family bought a house in the new suburb of Agincourt, Sybil continued to commute to Toronto by train, while John moved on to Southam Maclean Publications Ltd. in Don Mills.

Unable to convince Southam Group to compete against the leading graphic arts publication of the day, Canadian Printer and Publisher, John left Southam and, in 1961, founded Newfield Publications Ltd. out of his home, where he produced Applied Graphics and Materials magazine.

In 1969, the company name was changed to Youngblood Publishing Ltd., and Applied Graphics became PrintAction.

38 • PRINTACTION • NOVEMBER 2011

PrintAction 11-2011 v8.0_PrintAction 12/06/11 2:39 AM Page 39

ANDREW.

ANDREW RAKOVALIS

Distribution Supervisor – Toronto Ever wonder what happens after you place an order with our customer service team or click ‘submit’ when ordering online? Once our inside sales team checks availability of an item, Andrew and his operations team make sure it’s where the system says it is and that it gets to where it’s going on time. Ariva is not just a paper company. We are a leading provider of products and solutions that help organizations communicate and collaborate more effectively.

www.ArivaNow.com Print Action Magazine is printed on Sappi’s Flo Gloss and Flo Matte available exclusively from Ariva.

PrintAction 11-2011 v8.0_PrintAction 12/06/11 2:40 AM Page 40

www.manroland.us.com www.manroland.ca

Meet the game-changer.

The world makeready champion, ROLAND 700 DirectDrive For zero-time plate changes, nothing out-performs the ROLAND 700 DirectDrive press. With directly driven plate cylinders, all plates can be changed simultaneously and easily during the same time the impression and blanket cylinders are being washed. For even more speed, QuickChange modules allow you to automatically pre-select all makeready steps, and print length correction on-the-fly allows you to correct while the press is in operation. The ROLAND 700 DirectDriveâ&#x20AC;&#x2122;s speed, quality, and efficiency make it the bridge between offset and digital for short-run printing. Truly, changing the game.