Australian Printer May 2020 by The Intermedia Group

MAY 2020

LEADING THE INDUSTRY FOR 70 YEARS IN PRINT | SPRINTER.COM.AU

Unrivalled speeds and service COVER: Omnigraphics installs EFI VUTEk 5r+

APâ&#x20AC;&#x2122;s 70 most influential people in print

Identifying areas to add value in print

Rediscovering the joy of printing with Cyber

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WIRO BINDING A binding method that is most commonly used in the production of calendars, notebooks and any document that is required to sit flat. Wires are available in a range of colours.

AUSTRALIA’S BEST TRADE PRINTER

CONTENTS

14-16

OMNIGRAPHICS INSTALLS THE EFI VUTEK 5R+ FOR BETTER SPEEDS, QUALITY AND SERVICE

May 2020 6-12

NEWS: AUSTRALIAN PRINTER’S COMPREHENSIVE INDUSTRY NEWS

14-16

UNRIVALLED SPEEDS WITH EFI: OMNIGRAPHICS INSTALLS THE EFI VUTEK 5R+ FOR BETTER PRODUCTION SPEEDS, QUALITY AND SERVICE

18-19 20-24

PEOPLE IN PRINT: CYBER’S MR HERBERT CHEONG AND BERNARD CHEONG ADDING VALUE IN PRINT: THOUGHT LEADERSHIP ON AREAS TO ADD VALUE IN PRINT  20 MBE PARRAMATTA  21 QUALITY PRESS  22 CMYKHUB  23 USQ ELLIPSIS MEDIA  24 MEZOGRAPHIC WOMEN IN PRINT: THE LADIES OF QLM LABEL MAKERS’ MELBOURNE FACILITY

Advertiser’s Index

KIERAN MAY: NOTHING IS SIMPLE

27-36

AP’S 70 MOST INFLUENTIAL PEOPLE IN PRINT: THE FIRST OF A TWO-PART SERIES

KIERAN MAY: NOTHING IS SIMPLE WHEN DEALING WITH COVID-19 LEGISLATION

39-42

HEIDELBERG NEWS ASIA PACIFIC: HEIDELBERG’S BIG ON PACKAGING

44-45

REAL MEDIA COLLECTIVE: HAVING THE ULTIMATE BUSINESS CONTINUITY PLAN

DAVE FELLMAN: RECIPES FOR SUCCESS

DEBORAH CORN: RESTRATEGISE YOUR RETURN TO NORMAL AFTER COVID-19

MEQA SMITH: IMPROVING EMPLOYEE PERFORMANCE IN A RECESSION

NSSN: TAILORING SMART SENSING SOLUTIONS FOR AUSTRALIAN PRINTERS

51-54

NEW PRESSES: AUSTRALIAN PRINTER’S COMPREHENSIVE COVERAGE OF THE NEWEST PRESSES LAUNCHED

PRINT DIARY: ALL OF THE BIGGEST UPCOMING EVENTS AND TRADESHOWS

58-70

CLASSIFIEDS: THE AUSTRALIAN PRINT INDUSTRY’S BIGGEST MARKETPLACE

To advertise call Carmen on 0410 582 450 or carmen@intermedia.com.au

ABC Copier Solutions �� 58 Agfa �� 47 All Clever Stuff �� 63 All Work Crane Services �� 60 Allkotes �� 13, 49, 66 Argus Business Brokers �� 58 Böttcher Australia �� 56 CTI Colour Printer �� 65 Currie Group �� 31 Cyber (Aust) ��OBC D & D Mailing �� 57 Dataflow Business Systems �� IBC Durst Oceania �� 25 EFI �� 17

4 | AUSTRALIAN PRINTER MAY 2020

PEOPLE IN PRINT: LEADERS OF CYBER

EH Manufacturing & Alltab �� 63 Envelope Print �� 58 Foxcil �� 5 Fujifilm �� 35 Gecko Sticker Signage �� 61 Graphfix Trade Solutions �� 70 Graphic Art Mart �� 47 Guru Labels �� 59,62 Heidelberg ��39-42 Hero Print �� 2,3 Hosking Trading �� 64,66 J W Graphics �� 62 Jetmark �� 11 Labelline �� 64

Lifhart �� 58 Magnet Express �� 60 MT Envelopes �� 64 National Auctions �� 68 Nettl Australia �� 55 Penrith Museum of Printing �� 58 Periodical Press �� 65 Print Focus �� 67 Ricoh �� 7 Screen �� 13 Smart Group Enterprises �� 63 Stewart Graphics �� 60 The Real Media Collective �� 43 Thexton Engineering �� 68

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NEWS

Editor’s Comment

Industry welcomes Australian Govt’s COVID-19 stimulus for businesses By Hafizah Osman

Everyone expected 2020 to be one of, if not the biggest year for print given that some highly-anticipated tradeshows were scheduled for the year. But, the coronavirus pandemic has put a stop to all of that. Trade shows got cancelled, businesses had to make alternative arrangements for staff to work remotely, and travel bans got put in place, limiting business efficiencies. But there is a silver lining to this period. Still deemed an essential service, print is expected to perform. The Australian Government has provided stimulus packages, for financial relief. PPE supply is in short demand, allowing for print businesses to tap into it. Increasing consumer demands for FMCG goods has enabled printing and packaging companies to step up. And having the industry band together in support shows the strength of what can be achieved. On behalf of all of us at AP, we hope you weather the storm and are staying safe.

The print and visual communications industry has welcomed the Australian Government’s COVID-19 stimulus package but says the industry itself should be making efforts to ensure stability and sustainability. The Federal Government unveiled a $130 billion wage support package, enabling employees that have been terminated, stood down or are working in a business that has suffered a minimum 30 per cent downturn from COVID-19 to be paid $1,500 a fortnight through their employer for the next six months. The Australian Government said the JobKeeper subsidy is about keeping employees working through the pandemic and means employers can benefit from having their staff on board even if they are forced to shutdown, or hibernate, while the crisis passes. Cactus Imaging general manager of operations Keith Ferrel said the move is a welcome initiative for employees and employers. “This payment (for six months) will give hope to a number of businesses and to a number of their employees

The industry has welcomed the Australian Government stimulus package

to hopefully see through the worst of the effects of this pandemic. With luck, in six months we will see the light at the end of the tunnel and the majority of printing industry jobs and businesses will survive,” Ferrel said. Kuhn Corp director Walter Kuhn said the stimulus is a good move for the industry, but is not a viable long-term solution for businesses. “The stimulus should be sufficient to tide the printing industry over but every operation is different so it will be up to each individual operation to assess their options in respect to this,” Kuhn said. Rawson Print director Lachlan Finch said the industry should look beyond

Managing Director James Wells 02 8586 6101 james@intermedia.com.au

Editor Hafizah Osman 0431 466 140 hosman@intermedia.com.au

National Sales Manager Carmen Ciappara 0410 582 450 carmen@proprint.com.au

Subscriptions (02) 9660 2113 subscriptions@intermedia.com.au Subscription rate (6 issues) Australia $79

Printed by Hero Print Alexandria, NSW, 2015

Mailed by D&D Mailing Services Wetherill Park, NSW, 2164

government support in dealing with any downturn associated with COVID-19. “It is a very difficult time and I don’t think we should rely on the governments to provide solutions for everything; they are doing a lot of work with banks and landlords to provide relief in these areas, so if all parties work together and provide genuine solutions for business, we will get through this and have the chance to rebuild,” Finch said. Digitalpress founder and director of sales Theo Pettaras said the industry should be working collaboratively. “The industry has to bounce back strongly to catch up. We all must stick together and support one another,” he said.

Design and Production Manager Carrie Tong 02 8586 6195 carrie@i-grafix.com

Australian Printer is published bi-monthly by Printer Media Group, registered in Australia ABN 47 628 473 334. This publication may not be reproduced or transmitted in any form in whole or in part without the written permission of the publishers. While every care has been taken in the preparation of this magazine, it is a condition of distribution that the publisher does not assume any responsibility or liability for any loss or damage which may result from any inaccuracy or omission in the publication.

6 | AUSTRALIAN PRINTER MAY 2020

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NEWS

News Corp suspends print of 60 papers

TRMC successful in COVID-19 postage relief negotiation with Aus Post

By Sheree Young

By Hafizah Osman

A rapid decline in advertising revenue has forced News Corp to suspend printing 60 community newspapers in NSW, Victoria, Queensland and South Australia from April 9. The newspapers, including Sydney’s Manly Daily and the Wentworth Courier, will continue to be published digitally. News Corp Australasia executive chairman Michael Miller said the decision to suspend printing was not taken lightly. “The suspension of our community print editions has been forced on us by the rapid decline in advertising revenues following the restrictions placed on real estate auctions and home inspections, the forced closure of event venues and dine-in restaurants in the wake of the coronavirus emergency,” Miller said. As part of the suspension, News Corp offers community title readers the opportunity to take up a free 28-day digital subscription offer for access to their local community titles online and access to the websites, apps and mobile sites of News’ metro mastheads. He said during the COVID-19 emergency, News Corp’s main priority is to preserve jobs and to best position its business to counter the crisis. “During this unprecedented time, it is imperative that we reduce costs while continuing to keep the community informed and doing all we can to retain jobs,” Miller mentioned.

The Real Media Collective (TRMC) has successfully negotiated with Australia Post to provide the printing industry with postage relief during the COVID-19 pandemic period. The temporary relief applies to Print Post mailing products and allows for a relaxation of minimum quantities and frequency of titles to allow for one-off print runs of publication specials and weight leniency credits, encouraging volume stability across print and mail during this period. TRMC has also tabled additional solutions across Promo Post and Sample Post with possible expanded discussions into Charity Mail.

TRMC’s Kellie Northwood has been negotiating with Australia Post for temporary postage relief

TRMC CEO Kellie Northwood said the organisation has been negotiating with Australia Post for temporary relief for its members and broader industry across Print Post products.

“Print Post is primarily used for magazines, periodicals and mail-order catalogues which our print and mailhouse partners process and lodge daily,” she said. “The current regulations include minimum volumes restrictions. However, we approached Australia Post to reduce these volume restrictions for the wider industry to benefit. “The solutions that we have worked through with Australia Post allows for companies to shift into quick onboarding of new subscribers, conversion of office subscribers to in-home subscriptions and more so as to maintain volumes, in addition to starting new one-off pieces that require smaller lodgement entry units.”

PVCA petitions to keep print in Australia By Hafizah Osman The Print and Visual Communications Association (PVCA), together with The Australian Manufacturing Workers’ Union (AMWU), and Marvel Bookbinding and Print Finishing, has called for all levels of government to immediately shift their printing to Australia. In support of this, PVCA launched an online industry petition, calling print and packaging industry members to e-sign the appeal. Printing businesses across the country are seeing a drastic reduction in work as a result of the collapse of the hospitality, tourism, and entertainment industries, PVCA CEO Andrew Macaulay said. “If the national cabinet, prime minister and state premiers can make sweeping

8 | AUSTRALIAN PRINTER MAY 2020

PVCA’s Andrew Macaulay calls for government to keep print locally

decisions to shut down private businesses, they can certainly give a directive to their own departments and operating entities to only procure from Australian SMEs,” he said. “For government to be spending taxpayer money in China on print today is reprehensible. Many of our members are looking at

either standing down their workforce, or reducing the hours that they work because there just aren’t enough print jobs coming in. “It is inexcusable that any taxpayer money is being spent overseas on products and services that Australian SMEs are ready, willing and available to supply government.”

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NEWS

Foxcil produces face shields to combat COVID-19 By Hafizah Osman

Foxcil has taken up the call by the Australian Government to manufacture PPE, and is now producing face shields. Branded as FacespacePPE, the design is a low cost, large volume solution. Foxcil managing director Roger Kirwan said the company wanted to meet the expected demand for face shields so reviewed what equipment it had and the supply chains it already has, resulting in the creation of an all PVC design. “The design is lightweight and very comfortable to wear, removing the need for foam inserts. The all PVC design also has no fabric or elastic, meaning easy disinfecting using disinfecting wipes,

Foxcil aims to meet the expected demand for face shields

making them multi-use and cutting down on unnecessary waste to landfill,” he said. Each shield is individually packed and sealed in a plastic LDPE bag with a security seal featuring a ‘Laava Smart Fingerprint’, allowing for individual identification of each mask, anti-counterfeiting protection, and assurance of being Australian made.

“Some solutions out there involving technologies such as 3D printing simply can’t provide the volumes required,” Kirwan added. “With this design, we are able to produce up to 60,000 face shields a week.” Foxcil has also partnered with Sydney Print Media in order to service any large volume requirements.

HP and partners deliver 3D printed solutions to battle COVID-19 By Hafizah Osman

HP and its global digital manufacturing community have mobilised their 3D printing capabilities to help deliver critical parts to hospitals worldwide to assist in the battle against the COVID-19 pandemic.

Example of FFP3 masks that HP has created with its partners using 3D printing capabilities

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More than 1,000 3D printed parts have already been delivered to hospitals worldwide. Initial applications being validated and finalised for industrial production include face masks, face shields, mask adjusters, nasal swabs, hands-free door openers, and respirator parts. Some of the first applications being validated and produced include hands-free door openers, mask adjusters and face shields, while applications in the testing and validation phase include field ventilators and FFP3 face masks. HP is also coordinating with government, health, and industry agencies worldwide to ensure a synchronised and effective approach. “HP and our digital manufacturing partners are working non-stop in the battle against this unprecedented virus. We are collaborating across borders and industries to identify the parts most in need, validate the designs, and begin 3D printing them,” HP president and CEO Enrique Lores said.

Guru Labels presses produce face shields By Hafizah Osman The students of the University of Newcastle are using Guru Labels’ GM machine and laser cutting technology to craft their own solutions that meet the overstretched demands for face masks in the fight against COVID-19. “[Our] presses are working outside of traditional business hours, producing items very different to the usual adhesives we have become renowned for nationwide,” the company said. “The University of Newcastle students are burning the candle working the night shift on Guru’s presses to get their new face shields out to meet overstretched demands at a time we so desperately need them.”

Jet Tech unveils new anti-microbial protective film By Hafizah Osman Jet Technologies has introduced a new antimicrobial protective film for use in various print and packaging applications. Named SteriLam, it is said to be safe and contain an invisible and odourless ingredient – Biomaster – which is based on silver-ion technology and inhibits the growth of microbes by up to 99.99 per cent. “SteriLam films can be used in a wide range of applications,” Jet Technologies director Jack Malki said.

AUSTRALIAN PRINTER MAY 2020 | 9

NEWS

Vale: Memjet’s Len Lauer By Hafizah Osman Memjet CEO and chairman Len Lauer passed away unexpectedly on April 13, at his home in La Jolla, California, at the age of 62. Lauer was named the CEO of Memjet in 2010 and assumed the role of chairman in 2012. Memjet group president of R&D and operations and board member Tony Duddy said during his tenure at Memjet, Lauer’s exceptional business acumen combined with his competitive spirit and strong family values drove his success. “On behalf of our board of directors and employees worldwide, we extend our deepest sympathies to Len’s family during this very difficult time. An outstanding leader, visionary, and champion for high-quality, innovative digital printing technology for all markets, Len was a tireless advocate for Memjet Technology, our employees, and for delivering beautiful precision to the OEM partnership communities we serve as and their customers,” Duddy said. “Most importantly, Len was a devoted husband, father, and friend. We all will miss his tremendous presence in our lives.” “Our family has always been inspired by Len’s passion for Memjet and the work of the Memjet team,” Len Lauer’s wife, Beth Lauer, said. Effective immediately, the board of directors has named seasoned print industry executive and Memjet board member Sunil Gupta, as the incoming CEO of Memjet.

Visual Connections unveils its virtual trade show By Sheree Young

Visual Connections is hosting a free four-month long virtual trade show from May 31 to September 30, which will be open 24 hours a day. The announcement of The Print, Sign, Display & Graphics Virtual Trade show comes after the COVID-19 pandemic forced the postponement of the Visual Impact show which was scheduled to take place on the Gold Coast. Visual Connections said the show will feature videos, links, contacts and other options for exhibitors to showcase their products and services. It also said there will be a number of “Show Specials” to take

The virtual trade show will run from May 31 to September 30

advantage of the $150,000 Asset Write-Off scheme. Exhibitors booked in include: Avery Dennison; Ball & Doggett; Böttcher; Colour Graphic Services; Control Zone; Ecolease; Epson; Esko; Europoles; Eurotech; FujiFilm; Gravotech; Hexis; HP; Mimaki; Roland DG;

Screen; Sign to Badge Solutions; Starleaton; Trotec; and Visual Connections. Register to attend the free virtual trade show at exhibitions@ visualconnections.org.au and to secure a stand, please contact Peter Harper at 0418 267 952.

Frank Hilliard – a gentleman who would do anything for anyone By Sheree Young

The printing industry is mourning the sudden loss of Eastern Press owner Frank Hilliard, with the 72-year-old being remembered as a true gentleman. Hilliard recently passed away peacefully in Melbourne after a short illness leaving his wife Irene, family and colleagues at Eastern Press. As the sad news of his passing emerged, many from within the industry shared stories on their dealings with Hilliard over the years. John Doggett, of KW Doggett, described Hilliard as a “bloody good mate”. “Frank is one of the most genuine and generous men I’ve ever met. It is a shock for everyone, especially as he was

10 | AUSTRALIAN PRINTER MAY 2020

Frank Hilliard is remembered fondly by the industry

such a fit guy. He swam every day in the ocean all year and he rode his bike and walked his dog,” Doggett said. Richard Timson, head of sales at Heidelberg, described Hilliard as a wonderful and loyal customer, who was recognised as the owner of Australia’s 1000th Heidelberg Speedmaster 52 in 2007.

“He was always a really good and loyal customer of Heidelberg and he was very well loved and liked by everyone,” Timson said. Wayne Eastaugh, the owner of Marvel Bookbinding, has been a supplier and customer of Eastern Press since 1986 could not speak highly enough of Hilliard. “Frank’s word was his bond and he was that guy that you could trust what he said. He ran a very tight and honest business,” he said. Nick Waterman owns a number of businesses in partnership with Hilliard, including print management company Nichemark. “Frank was a wonderful and beautiful person and a gentleman,” Waterman said.

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NEWS: BUSINESS

PRINT STOCK WATCH: MAR 01 - MAY 01

ASX (AUD$)

Price

Change

Amcor

13.11

0.22  16.74

IVE

Year High

0.52 0.028  2.56

News Corp

13.90

0.19  22.74

0.71

0.06  3.87

oOh!media Ovato

0.007 0.001  0.077

Redbubble 0.74 0.01  2.08 110

100

MAY 2019

MAY 2020

MAY 2019

IVE

Year Low 9.87 0.24 13.10 0.55 0.007 0.40

MAY 2020

OOH!MEDIA

NYSE (US$)

Price

Change

Year High

Year Low

Adobe

328.99 15.89  386.74

255.13

Apple

268.37 8.56  327.85

170.27

Canon

20.22 0.43  30.12

Fujifilm

47.60

1.44  58.00

News Corp

8.62

0.40  15.36

7.88

Xerox

16.77 1.06  39.47

15.01

400

350

300

250

200

MAY 2019

MAY 2020

150

MAY 2019

ADOBE

DAX (EURO) Agfa

19.13 36.60

MAY 2020

APPLE

Price

Change

Year High

3.56 0.14  4.92

Year Low 2.90

Heidelberg 0.62 0.038  1.77 0.48 Koenig & Bauer 17.58 Metsa Board UPM

5.54

1.37  48.38

14.73

0.075  6.64

3.86

23.64 0.52  31.50

20.31

5.0

4.5

4.0

3.5

3.0

Quarantine your business from COVID-19: Pozitive

MAY 2019

MAY 2020

MAY 2019

AGFA

12 | AUSTRALIAN PRINTER MAY 2020

MAY 2020

UPM

Pozitive managing director Philip Trumble addresses uncertainty in the time of the coronavirus pandemic with a COVID-19 dedicated webinar

By Hafizah Osman In supporting print and visual communications businesses through the effects of COVID-19, Pozitive has released a webinar that provides industry guidance. Pozitive managing director Phil Trumble said with many businesses concerned about the state of the industry’s future, a united front is necessary to combat the effects of the COVID-19 pandemic. “It’s a global crisis that we’re facing at the moment. We are all in this together and as an industry, we need to all band together. The industry needs everybody to get through this together,” he said. “Most of our fears come from uncertainty and it’s been great that we’ve had lots of announcements from our government about stimulus and support for businesses, but that also raises a lot of questions; it certainly did for us and that caused me a lot of uncertainty and concerns.” During the webinar, Chan & Naylor business coach and trained accountant Anil Puri addressed 10 strategies to use in the current climate.

The first group of strategies was around leadership and having open communication. Puri said leaders need to set an example for their teams, customers and suppliers. “Don’t be too concerned about what you can’t control, but look for the opportunities. Focus on what you can do and opportunities will present themselves,” he said. “And don’t let people wonder about what’s going on. Communicate with your teams regularly and reassure them.” Other points he mentioned within this group were being aware of trigger points. The second part of his strategy was about protecting business profits. Puri advised businesses to review and cut costs where possible, negotiate staff cuts and other changes like reduced hours, focusing on return business, and continuing to market and sell. The third set of strategies were around managing cashflow. According to Puri, businesses should be looking at extending credit, tightening up credit processes and knowing a business’ numbers. The webinar is available at https:// pozitive.com.au/webinar/.

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AUSTRALIAN PRINTER MAY 2020 | 13

COVER FEATURE

(L-R) Nathan Sable (Omnigraphics), Antonio Crimi (EFI), Chris Coulston (EFI), Alex Bloch (EFI) and Gerard Mudford (Omnigraphics) with the EFI VUTEk 5r+

Unrivalled speeds with EFI First-time EFI customer, Omnigraphics Australia, has installed a new EFI VUTEk 5r+ boasting better production speeds and service standards

14 | AUSTRALIAN PRINTER MAY 2020

company that has in excess of 20 large format printers of various formats as well as 10 units of large format finishing equipment, Omnigraphics Australia is well-equipped with the tools necessary for the large format digital printing game. The company recently decided to further boost its production speeds with the installation of a new printer – the EFI VUTEk 5r+ superwide roll-to-roll LED printer – that has brought the business new gains. Omnigraphics Australia CEO Nathan Sable said the new printer, which is the first EFI installation for the company, has enabled the business to expand to new markets that it was unable to tap into previously, in addition to other benefits. “We are always looking to invest in state-of-the-art equipment best suited for our market and to maintain client

confidence that they are getting the best possible result available,” he said. “The EFI machine suited our needs perfectly and allowed us to deliver the best quality print at a more economical cost, and get our product to market faster. Given that the printer is LED, it has the added bonus of reduced power consumption. We know that we can rely on EFI to maintain the equipment and support us with upgrades as well as maintenance requirements.” Omnigraphics is one of Australia’s most diverse large format digital printing companies with two full-scale facilities located across the eastern seaboard of Australia. It specialises in Out of Home printing, which covers billboards, street furniture and transit, as well as retail and general signage. It also offers a one-stop-shop solution of design, print and installation.

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COVER FEATURE Some of Omnigraphics’ key markets include outdoor companies, national retail rollouts, expos and bespoke projects. It services industries such as advertising, retailers, signage companies, Out of Home companies and print management groups throughout the country. Across its two Australian facilities, it has about 90 staff specialising in various areas of large format print. “Most of our employees have been with the business for more than 10 years and everyone takes an extreme amount of pride in their work in coming up with new ways of printing and finishing our products,” Sable said. “We print on all sorts of different materials, making sure that we are expanding our knowledge. That is what we, as a business, pride ourselves on and the 5r+ has enabled us to explore more possibilities and ways to do just that.”

Opportunities from challenges Omnigraphics’ main challenge before the installation of the EFI VUTEk 5r+ was speed restrictions and having to slow down its existing machines to reach quality outputs. It changed its strategy to use different brands of equipment to achieve the best possible results. “We’ve changed our strategy to having platforms that best fit the required solution. Now that we’ve invested in a mixture of print machine manufacturers, it has made a huge difference to our production and for our customers,” Omnigraphics Australia production manager Gerard Mudford said. “We carried out research on all the wide format printers available in the market currently and based our decision on speed and quality for our business model, considering that this investment was predominately targeted at Out of Home billboards and general signage. “We shortlisted the machines which best suited our desired result and then proceeded to put them through their paces with rigorous testing. The outcome was that the EFI VUTEk 5r+ and its speed and output quality outperformed every other machine in the market for our applications. The EFI VUTEk 5r+ has replaced two printers that previously operated in this area of work, as well as allowing potential for new growth with the ability to double our capacity.

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EFI’s Antonio Crimi, Chris Coulston, and Alex Bloch get the EFI VUTEk 5r+ running

“The printer sits seamlessly with our other machines and has the capability to act as redundancy for many of our other machines with its versatility and ability to produce added volume.” Mudford also said the installation of the EFI VUTEk 5r+ has enabled business growth with productivity increasing, the ability to redirect staff to other areas, and reductions in overtime cost. This is all while printing higher quality billboards and signage at a faster speed, lowering operating costs and delivering products faster to its customers. “We’ve been able to step up production on all sorts of things; it’s improved everything for us,” he said. One of the features of the printer that captured Omnigraphics was its colourwhite-colour feature. This takes away the need for printing double-sided backlit. “We didn’t have the option of printing white before. Having that option has opened the door to new opportunities,” Mudford said. “The speed of colour-white-colour is comparable to printing double sided backlit banners, but it saves us from having to load and unload the machine and removes some risk of costly errors with alignment. The colour-white-colour process is so perfectly tuned that it’s almost set and forget. “With the two layers of colour being separated with a layer of white ink, this means that alignment of the two coloured layers is essential and the EFI VUTEk 5r+ does not miss a beat. “We’re producing higher volumes and higher quality at a reduced cost – in some cases, a speed increase of 300 per cent and at a better quality. “We regularly produce 40m x 10m roadside billboards. Previously, the print duration on these were about eight hours,

but with the VUTEk 5r+ we can now produce this in one and a half hours.” Colour intensity is another benefit that Mudford mentioned. “With the 5r+, the vibrancy of the colours is phenomenal as compared to any other printer in our market. When you look at our billboards on the freeways, the colours ‘pop’ and you know it has been printed on the 5r+,” he said. “Our customers are thrilled with the new look and quality of our banners, and how well they’re being produced now. Everyone raves about how vibrant the colours are.”

Stellar service levels The relationship between EFI and its customers does not stop at the sale; instead, that’s where it starts. EFI’s support team picks up on its customer centricity following the sale, delivering on service beyond just the installation process. Mudford commended EFI’s dedicated customer service team for making the process “easier and less stressful”. “The installation process, which started in 2019, to date has been one of the smoothest trust building exercises that we’ve had, especially starting fresh with another company after having a long-standing relationship with a business before,” he said. “The EFI service team has been willing to immediately come to our aid when we have a problem or any issue. The support team, especially Alex [Bloch], comes in and helps service the machine. Alex’s knowledge base of the printer is vast, so he educates us with tips and tricks on how we can best optimise the use of the machine. “EFI is also constantly developing new upgrades, which are available to us the moment they are ready for market.

AUSTRALIAN PRINTER MAY 2020 | 15

COVER FEATURE “EFI has gone above and beyond any service that I’ve experienced before.” EFI has four inkjet service staff in Australia, with all team members trained on multiple products and with years of print equipment service experience under their belts. The team – Chris Coulston, Alex Bloch, Antonio Crimi, and Jude Decruz – all operate autonomously and are selfmotivated to provide assistance to the customers, according to EFI Asia Pacific director of service Verne Cole. “Our objective is to provide quality, timely solutions to customer needs and wants to build value and long-term relationships through superior customer satisfaction, thereby fueling their business success,” Cole said. “A few years ago, EFI chose to move to a more direct model in Australia and

Taking performance, efficiency and quality to the extreme

EFI’s VUTEk 5r+ LED roll-to-roll printer THE EFI VUTEk 5r+ is a 5m LED rollto-roll printer with enhanced platform features that includes: • Newly developed white printing modes, with enhanced quality • A completely reengineered printing algorithm, including new printing point conditions, such as pulse, temperature, voltage and frequency • Redesigned platform chassis elements • New media handling accessories • New innovative optional features, like the Winder Motorised Air Shaft • Media weight of up to 400 kg • Media diameter of up to 50 cm • Up to 487 m2 per hour • Up to 7 colours plus optional white or optional clear • True resolution up to 1200 dpi • 18 print heads with 7pL UltraDrop Technology • 300 per cent better media utilisation • Ships with the EFI Fiery proServer Premium digital front end

16 | AUSTRALIAN PRINTER MAY 2020

in planning this move, we knew that our service team could and would provide a big step up in the level of quality and value of service provided directly to our customers because of the deep knowledge pool our regional team has and our commitment to customer satisfaction.”

EFI roll-to-roll specialist Alex Bloch

Bloch, based in Melbourne, has been instrumental in the installation and service of the 5r+ for Omnigraphics. “Alex attends to service calls, installs and provides phone support for Australia, and is the primary contact for EFI roll-toroll products for the region,” Cole said. “Chris, who is the EFI A/NZ service and escalation manager, assisted Omnigraphics in site inspections as well as power, air and environmental considerations. The EFI service team, led by Jude, then installed the printer. “After the install, Chris took ownership of the customer and managed and repaired any issues that came up for the next few months, making sure all issues were escalated and senior management had visibility of them. “The EFI applications team then trained the customer on how to operate the printer and for advanced Fiery XF colour management. Alex, in his role as the roll-to-roll specialist, made sure that the printer had all the latest software and hardware modes installed and that the customer had the latest Fiery updates and print modes available.” Bloch also provided advanced applications training and assistance on operating the printer with various medias. “After a short settling in period, the printer was operating with very few issues, which were taken care of by the service team,” Cole added. “We strive to provide the best customer experience and treat their needs individually. We create a long-lasting relationship with all of our customers and build on it by being responsive, knowledgeable, and a trusted source of information and assistance.”

Building a local presence EFI Asia Pacific sales vice-president Rodd Harrison said Australia is one of the company’s key markets within the region and represents well over 100 printer installations out of about 500 that it has in Asia Pacific in total. “So, this is, and always will be a key market for us in Asia Pacific. Our goal is to be the supplier of choice, partner of choice and the employer of choice in the industry, and we will only get there by continuing to bring to market innovative products and, then, delighting our customers,” Harrison said. “We have also, in recent times, invested heavily in our talent pool in Asia Pacific. Relocating a talent like Alex Bloch from Israel to Melbourne is just one good example of how we have brought in talent from other regions to bolster an already strong team, and it shows our commitment to the market and our customers.”

Leading EFI in Asia Pacific is its vice-president of sales Rodd Harrison

Harrison added that EFI’s clients are aware of the value such moves result in. “This is clearly impacting our customers positively and they’re delighted with the results they are achieving with our solutions, in the real world of the production environment, where it matters. Getting work out faster, more cost efficiently, and without compromising quality is really where the rubber hits the road,” he said.

Delivering for the future Moving forward, Sable said Omnigraphics continues its quest for expansion in the large format digital print industry, whilst still supporting its existing clients. “Through our allied companies, we have an increased network that will ensure we reach our goals. We continue our research and investment into new technology so that we can invest in equipment to stay at the forefront of the industry,” he added.

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OWN THE FUTURE.

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LET US BE THE FUEL

Nothing herein should be construed as a warranty in addition to the express warranty statement provided with EFI products and services. EFI, FabriVU, Fiery, the Fiery logo, and VUTEk are trademarks of Electronics For Imaging, Inc. and/or its wholly owned subsidiaries in the U.S. and/or certain other countries. ©2020 Electronics For Imaging, Inc. All rights reserved.

PEOPLE IN PRINT

Rediscovering the joy of printing Heading up the Cyber business: Mr Herbert Cheong (l) and Bernard Cheong (r)

Passion is the driving force that is propelling Cyber to success in a challenging industry

n a period of consolidation and printers marking the end of their roads, Cyber has managed to not only keep afloat but also thrive and grow beyond what it was once. The company, that was started in 1976, has grown in leaps and bounds – from being just a start-up in Singapore to now becoming one of the largest printing distributors in the Asia-Pacific region. Cyber chairman Mr Herbert Cheong, one of the pillars of the company, saw the company through its establishment in Singapore, followed by an expansion into other countries including Australia and New Zealand, Vietnam, Malaysia, Indonesia, Thailand, outer Mongolia, Sri Lanka, Maldives, Cambodia, Myanmar and Laos. He said the company is still committed to keeping in tune with the needs of the printing industry, and in working together towards a common goal of keeping print alive through times of change.

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“We’re facing what some call the ‘sunset industries’ where printers are ending their operations. But the problem is, these printers have got all the wrong machines. So, the tools for printing is very important in staying relevant in the industry,” he said. “Many presses that printers use are past their use-by dates and they’re hesitant to refresh their inventory with new machines that have features that the market demands.” Mr Herbert said only when printers understand the benefits of having newer machines can they experience efficiencies in their business. “For example, we approached one of our printers to get a new machine. He initially refused, but after much convincing bought a press from us,” he said. “Now, that one machine is doing the work of four of his other machines and he has since bought another five of our other newer models. So, we don’t need

to be facing a sunset industry if printers keep themselves updated with the latest in printing technology.” Cyber Australia managing director Bernard Cheong, who oversees the business on the Pacific side of the Tasman, said it’s not a matter of the age of the kit, but how the kit is equipped. “You can buy today a press that is already dated. But it is too slow and cumbersome to operate in today’s economy,” Bernard mentioned. “Today’s machines need to enable immediate delivery with LED quick drying capabilities, have perfecting functionalities, have the capacity for four or eight colours depending on the job, and be automated.”

Passion is key

According to Mr Herbert, passion for printing is the underlying requirement to remain relevant in the industry. “We have been in this business for more than 40 years. In the beginning,

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PEOPLE IN PRINT we made plenty of profit – we used to sell one machine a day. In the first eight years of the business, we sold 1000 presses. But now that growth, as all businesses go through, has plateaued and it’s the passion that drives us,” he said. Bernard mentioned that the need to constantly evolve is also another reason that Cyber has remained relevant. “We never sit still. We now represent Ryobi in 13 major countries, mostly within Asia-Pacific and have worked with the business for more than 40 years. We get involved in things like product development, and are much in tune with each other. We want to continue building on that partnership,” he said. “We also work very closely with our users to make sure we do what we can to improve productivity and efficiency. Workflow and processes have to be right as there is no room for mistakes. All businesses should also watch their bottom lines. “What equipment you use is actually secondary; you should look at the bottom line of your business and pick the right machine to improve your bottom line. That’s why business owners are easier to have conversations with than business managers as they’re more interested in bottom lines and make the necessary decisions to evolve. “If you don’t make your bottom lines, you lose your passion.” Moving forward, Mr Herbert said the company will keep working on its strengths and adding value to the industry. He added that the packaging space is flourishing and Cyber is aiming to make its mark in it. “We cannot deny that commercial printing is plateauing and that the packaging area is growing. So, we want to increase our play in this area,” he said. “We are not resistant to change, and neither should our industry be. We have to do what it takes to keep moving forward in the industry and evolution is a key part of that process.” Bernard added that the function of printing itself has changed. “In the early days, printing was considered a craft. Today, it is a commodity. But when you bring the craft back, that is when you bring the margins back. There is no margin left in commodity anymore – your commodity is the same as everyone else in the market,” he said.

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Branching out into other Cheong family businesses Being in print distribution isn’t the only business that the Cheong family is involved in. Their other investments include a candy business, Hudson’s, that was in operation since 1899. The family bought the business five years ago. “The owner of this candy factory was diagnosed with cancer and his children were not interested in taking on the business. So, he put up the business for sale and we bought it,” Mr Herbert said. “For us, it’s about having a business besides what we do on a daily basis. “We’re not deviating or getting out of the printing business; we’re adding in and confectionery is ever-growing and is an evergreen market so it sparked our interest.” Mr Herbert and Bernard are also bringing to market some robotic devices as well. They recently launched a robotic cart business named Thouzer and robotic wheelchair business named Garoo, both

“But when you bring the craft back in what you do, you’re creating something different and this will result in a closer bind between you and your clients. If you think there isn’t a market for craft

manufactured by Doog Inc. Both solutions function as human-assist technology, with “follow-me” functionality. Using wide-angle sensors, the solutions automatically follow the operator and can track the target within a 10m circumference. Thouzer is already in use by DHL. “This new generation of robots are designed to work alongside people, not people-free areas. They use Lidar technology, which are laser-guided solutions,” Bernard said. Mr Herbert said the brand Cyber is quite fitting for these robotic solutions. “The meaning of Cyber is the study of communications and control. What we’re bringing to market is communication equipment. At the same time, the machine is being controlled,” he said. “Robots are going to take over the mundane work that people don’t have to do. In printing, for example, there is a lot of work that is manual. What Thouzer allows is the ability to replace this work with robots so that people can focus their efforts on more important and less mundane work.”

or something different, consider it again. That is what may differentiate you in the market and position you in a space where there aren’t any competitors and result in you being a market leader.”

Supporting the industry’s ever changing requirements is one of the pillars of Cyber

AUSTRALIAN PRINTER MAY 2020 | 19

ADDING VALUE IN PRINT

Having a strong SPECIALITY PLAY For MBE Parramatta, adding value in print involves having the latest technologies that enables the business to offer its customers speciality solutions MBE Parramatta owner Charles Batt

he print market at the moment is reminiscent of the period between Christmas and New Year. A couple of segments are very strong because they either have a specific business need, or because they have a customer set that increases spending when their leisure time increases. Most of my business customers have currently gone into forced hibernation, but in this instance, because of the impact of the coronavirus pandemic, we don’t know when that will end. This market revolution has happened over six weeks, and no-one has seen anything like it before. However, if we look backwards from the start of the year, there has been a dramatic shift in printing and finishing that has changed the market in so many positive ways. For MBE Parramatta, adding value in print lies in constantly upgrading ourselves with new technology to allow us to stand out from the crowd, offer something completely different and exciting to our customers, and be in the best position to leverage the value add for customer satisfaction and retention. We constantly focus on our ability to use a wide array of specialty colours to dramatically increase our ability to add value to digital print. In-house, my ‘main game’ is tonerbased cut-sheet printing. My journey with Fuji Xerox over several years started with the ColorPress 1000. In the blink of an eye, that was taken out and replaced with

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the ColorPress 1000i which increased print quality. Then, at PrintEx19, I upgraded yet again to the new Iridesse Production Press, which is the new standard for colour with 6 toner stations, amongst other features. When we talk to prospective new customers, particularly in the marketing and communications segment of the market, being able to demonstrate the specialty colours, finishes and brilliant print quality makes us stand out from our competitors. These are customers who are wanting the ‘wow factor’ in their printed pieces. Beyond print, the range of specialty stocks, specialty coatings, forme cutting and embellishments available ensure we have an almost endless array of ideas to work with. One of the obvious challenges to this is the investment required to enter

BEING ABLE TO REINVENT YOUR OWN BUSINESS... IS ONE OF THE BEST WAYS OF FUTURE-PROOFING.

these markets. New technology and specialty colour toners aren’t cheap. But I deliberately used the word ‘investment’ instead of ‘expense’ because the value that can be added to printed solutions brings its own rewards, and the reason to invest is to get a suitable return on that investment. For people wanting to test the water before diving in, the best choice is to outsource the jobs first until you can build your business case to invest. In any market, the winner is often the innovator. If a printer keeps offering only the same tired solutions it has always offered, at some stage, the higher margin customers are going to go somewhere else for something new. Being able to reinvent your own business, and stepping up into new and interesting markets is one of the best ways of future-proofing the business. Businesses that do not have a value-add strategy should, depending on their situation, upgrade to new equipment that allows them to offer more value-added products for their customers. If that’s not possible, look to partner with a printer or trade printer that has already made that move. We can be sure that the future of print will constantly involve better image quality, a wider range of stocks, more specialty colour options, a wide array of embellishment, and finishing options that are either built into presses or available near-line at affordable prices for smaller printers.

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ADDING VALUE IN PRINT

Customising to

INDIVIDUAL NEEDS Quality Press stresses upon the importance of knowing the needs of a customer to be able to tailor a solution to their individual needs Quality Press director Atish Shah

s nations, governments, businesses, and the world population navigate through the effects of the COVID-19 pandemic, as the old adage goes, the print market is the first to decline as we have experienced in the past few weeks. However, we are confident that it will be one of the early ones to recover as most countries, including Australia, start to wind back the many restrictions that are currently in place as the pandemic is brought under control. Apart from the changes resulting from the pandemic, in the past few years, we have seen a saturation of sheet digital printers. Hence, there seems to be a consolidation of the smaller digital outfits in recent times, as the growth rate in this area has been diminishing fast. Consolidation and diversification of offset printers, over the past several years, is starting to pay dividends as the market decline in this sector over the past decade appears to flat line for now. With capacity not increasing and diversification of offerings, most printers now have the ability to maintain steady revenue streams. Adding value in print is important; however, the buying habits of the market have changed. Buyers’ budgets are much more restricted than before and as a result, it is getting more and more challenging for printers to sell value-added print.

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In saying that, even in this climate, there are opportunities to value-add in areas that include kitting, warehousing, logistics, and distribution. But the first step in determining where to value-add lies in knowing the needs of your buyer. Going into any new area will present challenges. As such, printers will have to do their own due diligence and do their homework carefully to come up with a ‘soft approach’ that will ensure a better chance of success. Over the years, our business has diversified into many areas of print and this, together with working closely with our clients to understand their needs, has

UNLESS THEY HAVE A NICHE CAPTURED MARKET, THE LONG-TERM SURVIVAL CHANCES OF BUSINESSES WITHOUT A VALUE-ADD STRATEGY ARE SLIM.

resulted in us offering end-to-end solutions that further strengthens our relationships with these clients. As an example, we produced offset posters for a national retail chain in the past. With the addition of our large format division, we have now given our client the option to produce custom posters of various sizes, decals, shelf talkers, wobblers, etc. that can be tailor made for each branch. We also provide a kitting and shipping service. Adding value protects your margins which have traditionally been eroding very fast. Adopting new technology early has also helped provide Quality Press with an edge in the Western Australia print market. In a competitive environment, you need to stay one step ahead. We adopted CTP early and we started our own digital division in 2006. As our customers’ requirements change, we need to be flexible and ready to adapt. Early adopters get the benefits of new solutions before the rest catch up. Unless they have a niche captured market, the long-term survival chances of businesses without a value-add strategy are slim. Smaller printers that can’t afford to have a value-add strategy should partner with third party suppliers to sell value-add to their existing and potential new clients and accomplish their goals. Moving forward, printers should look into using social media platforms and other online tools to generate engagement with a younger, more digitally-savvy generation of print users to drive print and add value.

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ADDING VALUE IN PRINT

Creating a wholesome

OFFERING Adding value doesn’t necessarily end at having the newest of technologies but rather, a wholesome strategy for the end user as well

ith the COVID-19 pandemic’s effects being far reaching, every business is under stress and facing challenges at the moment. But if we look at the print landscape without taking COVID-19 into factor, over the past few years, the dollar value increase per job has decreased, meaning a lot of jobs are being done, but in smaller quantities. On the other hand, the quality of print has improved drastically. So, we’re seeing a return on better print, as opposed to just commodity print. This is not to devalue general printing as it is still extremely relevant, though this change in work mix has been noticed. With all print, we need to be more engaged with the use of it. Being a trade-only manufacturer, we print for other printers and resellers. Our business has invested in technology and equipment so that we can produce solutions for other resellers. We’re trying to create longevity in our industry and change the mindset of people having to be manufacturers and making products themselves, to selling and servicing customers that they know and love. This is not to take away investing in equipment for you to manufacture. But for businesses to consider the return on that investment, they need to have the right equipment based on what they do. Buying high capacity equipment and thinking this will be the driver of work coming to you is a false economy. A part of our goal as a business is to train

22 | AUSTRALIAN PRINTER MAY 2020

not only in products that we do, but educate our printers and resellers on ways they can communicate better with their clients via print, to keep them relevant in a market that is constantly changing. We’ve taken a two-pronged approach to this communication coaching and selling a product mix: 1. Sell what a product means to someone – it’s all about feeling and emotion; it’s not just about selling the product itself. We train them to identify the emotional attachment that print has with that person and what that printed piece is going to be doing for them. This creates a ‘want’ instead of a ‘need’. 2. How to use the product to create business continuity – identifying their other options, which is cross-selling, and why these options might be better for them to include, keeping in mind what they want to achieve. At CMYKhub, not only have we invested in some state-of-theart machinery that enables digital embellishing, laminates, and being able to order in huge volumes, our customers get the benefit of our buying power and the ability to share that investment, and our knowledge transfer and support. Our biggest investment is our staff, and their ability to add value. Culture is a huge value-add in any business. Better value print involves more customised, tailored solutions that involve touch and feel like new velvet laminates, Scodix, and raised metal embellishing,

CMYKhub national sales director Paul Norton

which are visually more impactful as well. The technology we invested in evokes touch; print as a general product is touchbased, and we bring it to the next level by evoking an emotional connection. Whilst digital platforms have a vital place in business and how we communicate, print will resurge post COVID-19, as consumers have a new-found appreciation for the tactile nature of things. Sometimes, customers don’t exactly know what they want so we want our resellers to be able to add value by opening up their eyes to other solutions that address a more wholesome need. This then creates trust. If you help them grow their business, your ability to do more business with them will grow. Price is always compared when this hasn’t happened. Businesses that don’t have a value-add strategy should be looking closely into what they’re doing now, draw a circle around that and don’t expect that to change. If you do what you’ve always done, you’ll get the same results as before. People are looking for more now so you need to be addressing their wants, building trust, confidence, and ultimately, rapport. For smaller businesses that don’t have the capacity to make larger investments, they can still value-add by partnering with businesses like CMYKhub. But the key here is to understand a buyer’s business, why they do what they do, how they’re going to help customers, and having the right product for them. The value is your ability to do this well.

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ADDING VALUE IN PRINT

Finding unique areas of

VALUE-ADD COVID-19 may have changed some of the more recent market outlooks, but having a value-add strategy will help with long-term business continuity

USQ Ellipsis Media director Rob Keanalley

rior to COVID-19, there appeared to be a steady growth in customised, shortto medium-run content that was more regionally focused or individualised to the target markets within the print landscape in Australia. This has been enabled through the improvement and affordability of high quality digital production technology in the A2 space. There is still plenty of work for the big A1 offset presses; however, businesses are competing more heavily for this business and so can’t afford to invest heavily in all areas to meet market needs. Most of the contraction in the print industry within Australia seems to be in areas such as newspapers and associated products, with marketing materials, short- to medium-run publications and specialised products growing in demand. As the national market shifts to this landscape but with a focus on customisation, and regionally focused content, the ability to value-add will protect margins, enhance customer relationships and demonstrate that as an industry, we are adapting to the changing needs of our customers. Margins continue to get squeezed through competition at the big end of town, so adding value through things like embellishment, and spot UV are increasingly becoming ways in which businesses can add value to the customer, add margin, and also protect their

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client relationships if these value-add options aren’t as widely offered amongst competitors. Otherwise, value-add comes in the form of additional services such as document storage and management, highly specialised assets, and even 3D printing. Value can also be found in collaboration, increasing the services or products provided through trusted partnerships. For USQ Ellipsis Media, we focus on being a value-added business having invested in a full colour binder jet 3D printer and 3D modelling service, the A2 sized Jet Press, which is a commercial ink jet digital press, and enhancing our bindery fleet of assets. What we haven’t done is invest in additional offset print capability as this already exists in our local market and we didn’t want to compete for this market, eroding margins through competition. It means that the businesses we partner with can offer greater value to their customers through our assets and services. The key to long-term profitability in print is collaboration and partnership. It has driven our investment choices as we strive to not duplicate capability in our local market, but enhance it with assets others don’t possess. However, challenges lie in return on investment, lead times in developing an expertise in a value-add area and building the trusted reputation to be a collaborator of choice. For example, our 3D Print capability took three years to perfect the quality, output and reliability.

Some printers are well setup and established to weather the storm of changing customer needs and market direction. COVID-19 has negatively impacted businesses that relied heavily on events and the related print material associated with those, while label printers are experiencing strong demand and can increase margins accordingly. So, there is no one-size-fits all strategy that can be applied to every business. Generally, printers should find a niche to play in, be it an asset or capability that few possess and become a trusted partner in a larger network of printers, or develop a value add that utilises a key resource you already have. Current events have made the future very hard to predict; Business may never return to how it was conducted previously, and we may see a hybrid future where technology plays a greater part in events. This can open up plenty of opportunity for new ways to market or develop individualised content from online experiences that is then printed and mailed directly to customers. In government and some education sectors, working from home may continue to occur in a greater degree and that may increase opportunity for online portals to trusted print providers that can produce and mail out large documents or other print material. Printers should be open to new opportunity and collaboration will certainly help with business continuity.

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ADDING VALUE IN PRINT

Bringing it IN-HOUSE To offer value-add, businesses need to bring some services inhouse, or partner with companies that have the experience Mezographic director Frank Mezo

he current print landscape is very different to what we expected – COVID-19 has caused disruption to many businesses and this resulted in the end of March and April looking bleak. Many point-of-sale (POS) orders were cancelled for many printers after the Australian Government’s announcement of the operation of essential businesses only. Most of wide format is based on POS and with the closure of a lot of retail, it has definitely affected the market. But on the flipside, there was an influx of social distancing work. This did help ease the pain to keep business running. I do expect a strong bounce back with the easing of restrictions. From a more general outlook of the industry, the environmental considerations of print materials is now a significant issue. Consumer demands are changing and people are looking for alternatives to plastics, and the use of materials that are more environmentally-friendly. For print businesses, this means that they will have to now seek alternatives from what was traditionally used and need to be conscious of what suppliers are offering. I also see a shift towards fabric light boxes from solid boards for advertising. This is especially the case in Europe and is happening more so here in Australia. Having an understanding of the changes in the marketplace will enable businesses to determine areas in which they can add value. If businesses can offer an add-on, they become more profitable.

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Adding value to print should go hand-in-hand with a company’s business continuity plan as they should be looking for ways to lower costs and make more margin. It’s not only about adding revenue but it’s also about increasing margins on existing orders. More increasingly, finishings are in demand. So, this is an area they can add value in if they bring it in-house. Having it in-house will enable them to offer things like forme-cutting, banner sewing, or embellishments and offer clients a more wholesome offering. For instance, with our 3D displays, Mezographic offers a design service where we produce artwork in a 3D-format that can be viewed from every angle before going to a mock-up stage – we add the client’s artwork onto it and they can have a real view of how the product will look. This means we’ve created an end-to-end value-add offering, from design to end of campaign.

ADDING VALUE... SHOULD GO HAND-IN-HAND WITH A BUSINESS CONTINUITY PLAN.

A great starting point will be to do some research when it comes to picking out equipment. Making the wrong decisions with new equipment can be disastrous. I’ve seen people buy machinery based on specs on a brochure or what a sales person tells them and they’ve ended up not fully satisfied with the equipment. It’s important for businesses to see the machinery in action before they buy it and have it do what it’s supposed to do. Some of the things I look for when purchasing equipment is quality and speed, the price of consumables, and maintenance requirements for the machinery. In today’s marketplace, you need to deliver on quality to meet the expectations of customers, and speed to be able to compete in the marketplace. It’s no good having something that looks fantastic, but is economically unviable to produce work from. Printers that can’t afford to purchase new equipment and bring services in-house should consider outsourcing them until the numbers make sense to bring it in-house – this means you’re offering the client the option at the very least. Looking towards the next three to five years, businesses should look to offer environmentally-friendly alternatives and ways clients can recycle end-products easily. Building solutions around that is key. This will give businesses the differentiation that they require in the print market.

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WOMEN IN PRINT

At QLM’s Melbourne facility: (l-r) Kate McIlvena, Mandy Milgate, Haylea Robinson, Jeanine Sheppard, Jo Forbes-Salmon and Jacqueline DePietro

A combined effort:

QLM Label Makers

LM Label Makers has grown to become one of Asia Pacific’s leading label manufacturers, utilising modern printing, converting technology and a skilled professional team to provide printing excellence. And a part of that excellence is its women-led digital team based in its Melbourne facility. All of the women within the team – Jacqueline DePietro, Jeanine Sheppard, Kate McIlvena, Mandy Milgate, Haylea Robinson, and Jo Forbes-Salmon, amongst a few other female staff, work together within this facility, supplying to customers nationally. DePietro has been the company’s Melbourne state sales manager and has been working in the label industry for 20 years and with QLM for 13 years. Her role encompasses, managing the Victorian sales team to meet targets, building new business relationships, nurturing and growing existing accounts, key account management, business development, customer retention and solution selling. “It is rewarding to work within a team where all roles within the industry are represented – from sales, marketing, production, warehousing, through to design and machine operators, and not just in a role that traditionally a woman would hold,” DePietro said. “But to survive in a male-dominated industry, you need ‘tough skin’ and be determined to be heard. There once were stereotypical attitudes and beliefs about women’s leadership abilities and the kind of role they would fulfil. “Thankfully, this attitude has now changed and women are now being judged by their merits and strengths, not by their gender.” Sheppard, who is the production planning manager at the facility, schedules production in the factory for best efficiencies. She has been at QLM for 18 months and in the industry since 1989. “I work in a small, tight knit group. I enjoy building and working with teams that are built on personal responsibility and respect,” Sheppard said. “There are times when I’ve worked for companies that have not been as receptive to women as they are to the men in similar levels but we have a great mix of both males and females at QLM Melbourne, which leads to great diversity. “It’s very gratifying to see more and more young women coming through in our industry, particularly in the more historically male roles, such as printing and dispatch. There is a great deal more equality in the industry now than there was 30 years ago. I hope that it will continue to evolve and improve.” McIlvena has worked at QLM for 15 months, and is now in the packing and despatch department. She has been in the industry since graduating high school. She was an apprentice screen printer before moving into despatch.

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“My responsibility relies at the end of the chain, so I am the last person to look at our jobs before they leave the factory. I ensure jobs are followed as per instructions and always ask questions to be double sure of things,” she said. “I don’t mind working in a male-dominated industry. Over the past 10 years, the vibe towards females in the industry has definitely improved in the print industry. “And working in a female-strong team at QLM is great! It’s so amazing to see so many women working all these machines, and we can’t forget the fantastic women in the office roles as well.” As for Milgate, she has been in the print industry for over ten years, with her career at QLM commencing eight months ago. “My role at the QLM Group involves digital finishing, applying varnishes, foil, and laminate, along with die cutting of various labels,” Milgate said. “At QLM, I look up to all my female peers. Each and every one of them bring a unique quality about themselves, and together we make a great team. Working in a female-strong team, it’s a great feeling to be appreciated, and a great opportunity to display our level of professionalism. “The females are amazing at QLM, and it’s proven that we can successfully achieve anything in a typically male-dominated trade.” Robinson has been at QLM for 15 months and first started in the print industry back in 2009. Her role at QLM is pre-press, with responsibilities consisting of artwork proofing, stepping of artwork, and ensuring that the artwork is set up correctly for various types of finishings. “Since starting at QLM in Melbourne, I have expanded my knowledge and confidence in the vast range of different printing methods within the print industry,” Robinson said. “I look up to Jeanine (Sheppard), whose organisational skills are unmatched. Not only that but she is also very helpful in providing assistance where needed and always supports everyone in the team to do their best. “We definitely need more women in print to give these types of opportunities in the industry a go.” And Forbes-Salmon, who has been in the company’s marketing team, has been at QLM for five years, starting her career in print with the company. “QLM took a chance on me five years ago when I was looking for a career change. I had no experience in print, but I have loved learning about it as I go,” Forbes-Salmon mentioned. “Working in a male-dominated industry feels tricky at times. It’s easy to question my opinions or understanding when I am the only woman in the room. “However, the mentorship and guidance I have received from the team around me has taught me to trust in my abilities. “It’s an honour to work with such amazing women in Melbourne and across the QLM Group, but the strength of our team comes from the fact that everyone is equally respected, regardless of gender. My advice to other women in the industry is to not be afraid to speak up and take every opportunity that arises as a learning opportunity.”

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70 MOST INFLUENTIAL PEOPLE IN PRINT PROUD SPONSOR

T H E F I R S T O F A 2- PA RT A P 70 T H A N N I V E R SA RY COVERAGE OF AUSTRALIAN PRINT PIONEERS

70TH ANNIVERSARY

AP’s 70 Most Influe Aldo Burcheri, Courtney Colour

Burcheri is known in the industry as a person with a hands-on approach to business relations and decision making. Having worked at Courtney Colour as its director and owner for more than a decade, he made his way up the ranks – from being an art director in 2001 to now holding a senior account management position – just within a few years. Burcheri was nominated for adopting a young, innovative approach that has aided in the success and longevity of his company. His passion for print and his desire to never stay still is said to have inspired all of his employees and is infectious for his customers. According to his nomination, he turned an offset business into a digital business successfully and was the pioneer for the HP Indigo technology “when no one else would go near it”.

Angus Scott, Lithographic Institute of Australia (LIA)

Scott started his career in 1965 with then Coates Brothers Inks in Melbourne. Progressing within the group in various roles, he later took on the position of sales manager with Bingham Coates Rollers NSW. In 1980, he became a director with Art Roller Coverings. Scott is currently the sole director of Ace Rollers & Mistbit, the latter involved with research projects and the manufacture and sales of highly specialised Intaglio Inks. In addition, he works a few days a week for GSB Chemical Co, which supplies consumable press chemistry. Scott has also held positions with JPE, in addition to being president of GAMMA, committee member of SWUG, member of Press Gang, past federal president of LIA, life member of LIA, and he is also the current LIA NSW state president.

Arthur Frost, The Lamson Group

Frost started off from humble beginnings, sleeping on the floor of a laundry in Paddington in his teenage years before landing a role at Lamson Paragon in 1966. But, he looked further afield when Canadian interests took over the company and renamed it Moore Paragon. He then bought a small subsidiary and built that up by printing ticketing, which pioneered his development of printing magnetic stripe ticketing in Australia. In 1990, Lamson Paragon was trading again, with Frost leading the charge. It started off as a business form supplier, which evolved into a cheque printing business, ChequeMates, (now run by his son Rodney). Frost, now aged 75, has been recognised with multiple awards, including the PIAA Legend of Print Award in 2016.

Ben Carroll, Velflex and Vicon Transfers

Carroll is CEO and owner of Velflex and Vicon Transfers. In his early 20s, Carroll took a gamble that digital would be the next big thing in garment printing and was motivated to start his first business, Velflex, supplying heat transfer vinyl, printers, and heat presses to the market. Fourteen years later, he not only grew from a team of one to 20, but also created his second business, Vicon Transfers, and developed UltraColour transfer technology. UltraColour is an Australian-first transfer solution that took Carroll about two years of trial and error to perfect; it combines screen printing and digital printing. Carroll was nominated for having the energy and drive for quality and product innovation, and for always sharing his knowledge of heat transfer even with non-customers.

Bruno Turcato and Craig Heckenberg, Epson Australia

Turcato initially joined Epson Australia as financial controller before being promoted to general manager, and eventually the first non-Japanese managing director of any Epson subsidiary in 2003. The company now occupies several dominant positions in multiple printing market categories as a result of his efforts with the business over 30 years. As for Heckenberg, he has risen through the ranks with Epson Australia over 19 years, most recently as its managing director. The business has seen incredible growth under his stewardship, in addition the launch of new, successful businesses within the company.

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PROUD SPONSOR

ntial People in Print Collie Coleman, Colemans Printing Alice Springs

Coleman was in Darwin when the first Japanese bombs fell in February 1942. Soon after, he joined the Royal Australian Navy in Brisbane. He returned to Darwin when he was discharged in 1946. In 1949, Coleman started his own printing business, Colemans Printing. The company was set up underneath his house, which is still the site for the business. He also founded The Northern Territory News Services – the first edition of the paper named the Northern Territory News was released in February 1952. The Northern Territory news was later taken over by Swan Brewery in 1960. Coleman was nominated for being the forefather and icon of the dynasty he started in Darwin with the Northern Territory News as well as the Colemans Printing dynasty, which is now in its third generation.

Craig Burgess, Custom Printing Southern Highlands

Burgess has been in the print profession since he was 17 years of age. After finishing his apprenticeship, he worked in all avenues of print to fully understand the industry. These included running GTO machines, digital machines, and bindery machines. Burgess was nominated for being an all-rounded thought leader that leads by being a perfectionist. Now at the age of 45, he has moved away from a print management role to owning his own print company and putting his print knowledge to work. His peers commend his passion for print and say he is “a generous man who makes working with him lots of fun”. He also prides himself to doing all he can to keep print, and his passion for print, alive.

Dr David Cooke, Konica Minolta Business Solutions Australia

Dr Cooke first entered the IT industry in 1980, joined Konica Minolta in 2005 and was appointed as the first non-Japanese managing director of Konica Minolta Australia in 2013. He is now chair (stepping down in July) and managing director of Konica Minolta Business Solutions Australia. Dr Cooke is also the chair of UN Global Compact Network Australia, which promotes the UN Sustainable Development Goals to business and is also the chair of the UNSW Australian Human Rights Institute Advisory Board. Supported by Dr Cooke, Konica Minolta was awarded the first Freedom Award ever presented to business by Anti-Slavery Australia in 2017 and in 2018, was awarded the Human Rights Award in the business category by the Australian Human Rights Commission.

Debbie Burgess, Bright Print Group

Burgess is the joint managing director of Bright Print Group, a third-generation family business, and Twenty-20 Bindery Pty Ltd. She is now in her 31st year with Bright Print Group. Together with her brother, John Bright, they have grown and transformed the Bright Print Group into one of Australia’s most highly awarded and certified print and related services companies. A graduate of the Institute of Company Directors, Burgess has sat on numerous industry and community boards over the last 20 years including steering committees for workers’ compensation and Workcover reforms. In 2016, she was awarded the Western Sydney University’s Women of the West Award for her contribution to business in Western Sydney, along with her philanthropic work.

Des Williamson, Frank Daniels Pty Ltd.

Printing has been Williamson’s life passion and he joined the industry as an apprentice at Colortype Press in hand and machine composing. In 1966, he joined Frank Daniels as a sales representative and gained a greater knowledge of fine colour printing. He was rewarded for his efforts by being appointed general manager of the company at 32 years of age. Frank Daniels participated in PICA from its inception and annual reports were its speciality. With Williamson’s guidance, it won many gold, silver and bronze awards locally and nationally, and achieved the International Sappi Award as Australasian Region Printer of the Year in 2001. His services have continued even after his retirement some 16 years ago. He served a further six years as a judge and chairman of WA PICA.

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70TH ANNIVERSARY

AP’s 70 Most Influential People in Print Don and Geoff Elliott and Noel Boltwood, Agency Printing

Don Elliot was the co-owner of Agency Printing, alongside Geoff Elliott and Noel Boltwood. The company was one of the first businesses that specialised in publication printing using Heidelberg ‘long perfectors’, modern Screen prepress systems, and selected bindery equipment from Stahl/Heidelberg, Polar and Müller Martini. The business was known across Australia for its speed and efficiency. Described by the suppliers as a modern, showroom-like company, the suppliers brought a large number of groups from A/NZ and Asia, to demonstrate how automation works between prepress, press and bindery. It was later bought by Pacific Print Group (GEON), to become one of its ‘flagship’ companies. Don Elliott was also the founder of leading Australian print industry publication ProPrint.

Dudley, Mike and Phon Scott, Scott Print

Dudley’s print journey started when he worked with his father Phon Scott, who founded Service Printing Co in 1930. Keen to run his own business and utilise the experience he gained from his early years working at Service Print, Dudley purchased Peter Neale Printing in 1979 and renamed it to Scott Print (which is now in its 90th year). Dudley’s brother Mike joined him a few years later and together, they have grown a successful print business. The Scott brothers are well-known as leaders and innovators that are constantly at the cuttingedge of technology and innovation, and have won multiple awards over the years.

Emmanuel Buhagiar, Imagination Graphics

Buhagiar was nominated for always investing in the latest print technology and having a great understanding of the current market trends. He is said to be very passionate about the industry and has successfully grown his business through hard work, determination and perseverance, no matter what is thrown his way. The industry has commended Buhagiar for his mindset in servicing his customers as professionally and proficiently as possible, and keeping them top of mind. By investing in the latest technology, his clients have said that he is able to successfully service the industry and external clients to meet their high standards. Through a number of acquisitions, Buhagiar is also known for taking a relatively small business and growing it to a thriving entity under his strong leadership.

Frank Hilliard, Eastern Press

Hilliard passed away peacefully recently in Melbourne after a short illness leaving his wife Irene, family and colleagues at Eastern Press behind. But Hilliard is remembered fondly by many in the industry and was nominated for not only his professionalism but also his kind nature towards his staff and industry peers. Hilliard had a reputation as a loyal and well-liked customer who held true to his word. He has been described by his peers as honest and hardworking, and as a “gentleman who would do anything for anyone”. His staff remember him for being a hard worker and someone that cared deeply about his business. Hilliard was recognised in 2007 for being the owner of the 1000th Heidelberg Speedmaster 52 in Australia.

Frank Mezo, Mezographic

Large format print is the passion for Mezo, and the advancement in technology from screen-printing to digital print has been his journey. From printing t-shirts in his father’s garage in the ‘80s to the purchase of his latest printer (a Durst P5), as the founder and director of Mezographic, the printing industry has been his focus for the past 32 years. Mezo was nominated for being an innovation-driven “gutsy entrepreneur” that prides himself on providing excellent project outcomes. Surpassing customer requirements are the source of his job satisfaction and inspiration. Mezo also often encourages his team to come up with creative solutions and do the near impossible within stipulated timelines.

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70TH ANNIVERSARY

AP’s 70 Most Influe Frank Ure, Kenthurst Printing Machinery Sales

Ure entered the print industry when he commenced an apprenticeship with printing engineering company, Dolphin and Hannan. In 1971, he worked at Seligson and Clare as a trained service engineer for a rewarding eight years on all Heidelberg printing machinery. In 1979, he started his own printing engineering company, servicing Heidelberg machines and relocating printing companies’ machinery with the former’s trucks, crane and moving equipment. Clients of Kenthurst Printing Machinery Sales remember doing business with Ure, saying that they enjoyed the “great social times” at the Kenthurst shed. In 2001, the business relocated to new premises at Vineyard with a large range of reconditioned multi-colour presses, guillotines and folding machines.

Gordon, Geoff and Paul Selig, IVE

With over 30 years’ experience in the marketing communications sector Geoff was managing director of IVE prior to moving into the role of executive chairman following the company’s listing on the ASX in December 2015. Paul moved into the print and marketing communications sector over 25 years ago. He has been a director of the company since 2012 and appointed to IVE Group Limited on its incorporation in 2015. Geoff and Paul (pictured) come from a print family. Their grandfather, Oscar Selig, set up IVE, while their father, Gordon, spearheaded the company’s move into commercial printing.

Mr Herbert Cheong, Cyber

Like many successful enterprises, Cyber was built from scratch. For more than three decades and with a proven and extremely successful business philosophy since its establishment in Singapore in 1976, Mr Herbert Cheong has taken the business to great heights since the company’s humble beginnings. More recently, alongside his sons John, Paul and Bernard Cheong, he has built Cyber as an Asia-Pacific brand and has launched the business outside of its Singapore headquarters. As the chairman of Cyber, Mr Herbert Cheong was nominated for his humble nature and great business acumen in the print industry. His forward-thinking has been talked about often within the industry and he is known for taking calculated risks – he has also invested in two other businesses outside of printing.

Ian and Neil Mackay, Clark and Mackay

Clark & Mackay was started in 1928 by John Mackay. In 1945, Ian Mackay (John’s son) joined the business and became a letterpress printer. He worked in the business for 55 years and was known as a person of great temperament. Ian’s son Neil then joined the business in 1964. To date, he has been an influential member of Clark & Mackay, leading the business into the future. Neil is respected in the industry and was nominated for his good relationship with his peers and clients. Neil has also embraced all facets by moving with the times. He is said to have a similar attitude to his father of delivering quality work.

James Rodden, Rodden Graphics

Born in Glasgow, Rodden started his career when he completed a five-year apprenticeship as a marine engineer and completed four years of studies in mechanical engineering. He commenced work in production engineering in Germany, then worked and trained in the US as a product manager in the microfilm industry and later introduced these products into Europe. In 1990, Rodden joined the German company Arsoma where he was trained by Sigfried & Dieter Arabin in the various applications of labels. After Gallus purchased Arsoma in 1992, he was offered the opportunity to move to Australia in 1995 to set up Gallus Australia in Melbourne. After 22 years as managing director of Gallus Australia, he started up his own company, Rodden Graphics, in 2018.

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PROUD SPONSOR

ntial People in Print John Spira, Diamond Press

Spira has had a noteworthy career since starting his own printing business at the age of 20. He is known in the industry for bringing some of the latest printing, binding, and pre-press equipment into Australia in the late ‘80s and early ‘90s. Spira was nominated for demonstrating commercial acumen with a wide network of businesses at Diamond Press. He was also responsible for bringing the concept of full colour real estate magazines to Australia. In the early ‘90s, he published the Eastern Express in Sydney’s Eastern Suburbs (which was bought out by the Wentworth Courier). In 1998, Diamond Press was nominated as an official printer for the 2000 Olympic Games. His contributions towards print were recognised by being awarded the Paul Harris Fellowship by Rotary.

Keith Ferrel, Cactus Imaging

Ferrel was nominated for being a “legend in the print industry”. As co-founder of Cactus Imaging, he pioneered large format digital print in A/NZ and India. He was one of the first in the world to adopt digital print. Also known for experimenting with new technology, Ferrel has led Cactus Imaging to be known and respected all over the world in the large format area. Ferrel often speaks at international print shows and is globally recognised as a leader in his field. He has also been awarded the Fespa World Printer of the year in 2014 and sits on the Dscoop Global Board as well as the Dscoop APJ Board and the Fespa Australia Boards. Ferrel is an innovator in print and is said by many to have relished the opportunities for change and growth within the print industry.

Kevin Pidgeon, Lithocraft

Pidgeon started work in 1964 as a trainee salesman for Peacock Bros and after being trained in the office, went out on the road as a successful salesman for the business. He then went on to work overseas for a number of years, including printing in South Africa as a salesperson (he also drove for a safari company as a driver courier) before returning to Peacock Bros in Australia in the late 1960s. A year later, he joined Lithocraft as a salesman where he helped then-owner Ian Morley grow the business. Pidgeon went on to become a 50 per cent owner in 1980 with Morley and in 1993, Nick O’Sullivan joined the company and is now a 50 per cent owner with Pidgeon in the business. Pidgeon has been with Lithocraft for 50 years and was nominated for his passion for customer service.

Michael Warshall, Nulab Group

Warshall was an award-winning photo printer who sold his company, Nulab Group – which he founded in 1980 – to HC Pro in 2017 when he semi-retired after 48 years at the helm. Nulab Group received recognition as the most awarded digital printer of the past decade at the 2017 National Print Awards, amongst other accolades. Warshall established Nulab by installing new HP Indigo technology and has worked alongside scientists and physicists at HP Indigo to develop a new LLK ink, enabling the Indigo presses to produce prints of superior quality to the traditional silver halide technology. After selling Nulab, he joined forces with his friend Vittorio Natoli to launch Emotion Wedding Photography and Picturemaker Printing, a wedding photography business, in January 2019.

Mitchell Mulligan, Böttcher Australia

Mulligan established the Australian division of the Felix Böttcher GmbH & KG, Germany in 1998 from a zero base and has built it from the ground up over more than 20 years to its current position as one of the market leaders. Since then, he has established a manufacturing site in Sydney and branches in Melbourne and Queensland. Mulligan also serves as the president of Visual Connections, collaboratively working with stakeholders on the developments of the association. He has also backed Man Anchor, a movement created by Steven Gamble that supports mental well-being. Mulligan was nominated for his natural leadership and is respected in the industry for being a professional manager and team player who puts the team outcome before personal accolades.

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70TH ANNIVERSARY

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AP’s 70 Most Influential People in Print Neil Mulveney, Champion Press

Mulveney installed the first Harris M110, 5-colour narrow web offset press in the southern hemisphere of Australia. He then installed the second one, in a purpose-built building. Mulveney was instrumental in Champion Press being the first company to use ‘scratch and sniff’ supplied by 3M and ‘scratch and see’, and that was 1985. He also built the business by developing inline finishing products. Now in his 90s, Mulveney is known for being open-minded to new innovation and adapting the latest technologies within his business. In more recent times, the company has opted to build its own equipment, instead of depending on expensive American add-on equipment. This has resulted in him driving a successful business and one that is able to make a clear return on investments.

Nick Waterman, Nichemark

Waterman has been in the print industry since the late 1970s. He started off his career as an estimator at Twin Press. He then worked on the factory floor making punch cards and continuous business forms, which have since been replaced by print management. He then worked at one of the first digital printers in Victoria, a business named Colour Solutions. Waterman also worked in print management at Computer Resources. He later went into business with Frank Hilliard, owning a number of businesses together including Nichemark (which started in 2001) and a boxing supply manufacturing business. Waterman has been in these businesses for the last 20 years and was nominated for being conscientious, having a positive outlook in the industry, and his jovial personality.

Paul Freeman, E-Bisglobal

Freeman entered the print space when he joined a new venture with John Heathcote Printing as marketing manager and at the age of 38, became a managing director. In 1990, he fulfilled his dream of starting his own business, which began its life as a small print brokerage firm in his hometown north of Sydney. His first business, Off & Running Print Management, then evolved to E-Bisprint in response to the emergence of e-Commerce and the development of web-2-print applications in 1997. The company later morphed from being a print manager into a managed services provider. Freeman is now the executive chairman of E-Bisglobal, a company that focuses on customised procurement solutions and print management for government agencies.

Peter Harper, Visual Communications

Harper is a knowledgeable industry member who has been in the sign, print and engraving industry for 47 years. Moreso in the engraving and personalisation industry at the start, he owned a supplier company, which he sold 30 years ago. This company is still going under the name of Gravotech. Harper was one of four industry leaders that 35 years ago, created the then Sign Suppliers Association, which later changed its name to the Visual Industries Suppliers Association (VISA). It then merged with GAMMA six years ago, to create Visual Connections Australia. Harper is now the CEO of Visual Connections Australia. VISA had an industry magazine known as Visual Impact magazine and a trade show called Visual Impact as well, both of which Harper now runs.

Peter Sage, Pressology

Sage has transitioned through continuous forms of web printing, in particular narrow web flexo. Since completing his five-year apprenticeship in 1970 in Letterpress and Gravure at the Herald Gravure Printers in Melbourne (now Bunnings Hawthorn), he has kept his desire for print alive and still looks to new innovations. Sage is best known for being the Australian agent for the Mark Andy narrow web label presses. He was also president of The Label & Tag Association of Victoria, and sat on the national board for years. Sage was also instrumental in establishing the LATMA Label Printing Awards. This allowed for entries to be submitted into the World Label Awards and as a consequence, he became a judge on that panel and enabled Australia to gain recognition on a world stage.

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70TH ANNIVERSARY

AP’s 70 Most Influential People in Print Richard Downie, Kosdown Printing

Downie started Kosdown Printing in late 1981, and having been in operation for almost 40 years, is still working. In his early 80s, Downie was nominated for being the leader of a successfully Australian owned and operated business since the beginning. Outlasting many other businesses and now in its third generation of operation, Downie is known for being an impartial leader that has willingly imparted (and is still imparting) his knowledge, advice and memories of his life in print to his staff, clients and suppliers. He is said to be an inspiration to all who know him and that his core values and beliefs have never wavered regardless of changes happening within the industry. He is also said to be a “true gentleman who is loyal and trustworthy to the bone”.

Richard Timson, Heidelberg Australia

Timson was nominated for his efforts in the industry and his more than 20-year tenure with Heidelberg. He built Heidelberg Australia to what it is today and has been a visionary in leading his team. Timson has been in print for 42 years and went from being an engineer to a managing director within this timeframe. He started off his career at WA Currie and Co under Bill and David Currie, where he spent nearly 10 years in roles from being a mechanical apprentice through to equipment sales. He was then headhunted by Seligson & Clare (now Heidelberg) and started off as an equipment salesman in the company before moving up the ranks. Timson is known in the industry as a dedicated leader that sees businesses through changes over time, technical evolution and natural consolidation.

Robert McMillan, McMillan Print Group

JS McMillan Printing began with Stewart McMillan (Robert’s father) who was a solo operator. Robert began his career at the age of 14, serving his apprenticeship as a letterpress and lithographic printer at Kenmure Press (Offset Alpine). From there, he joined his father and brother in the family business. With a desire to expand it, they went on to acquire about 30 companies. Investigating new horizons also led to McMillan being instrumental in pioneering in the printer-led model of print management. He then saw further expansion opportunities to utilise the internet. His daughter, Julie-Anne, then joined the business and they forged ahead in the eCommerce space. The company continued its growth with McMillan at the helm until its acquisition by Blue Star.

Wayne Eastaugh, Marvel Bookbinding

Eastaugh commenced his apprenticeship in 1974 in the craft of hand bookbinding at W. Flattley & Sons in Carlton. Having finished a four-year apprenticeship within three years, he was quickly promoted to factory manager. When the business was sold to M & M Binders in 1986, Eastaugh was encouraged by his then boss, Ken Wolfe, to take the plunge and invest in a small operation called Marvel Bookbinding. Over the past 34 years, Eastaugh has navigated through changes in the industry and grown the business to what it is today. Eastaugh was nominated for his loyalty and strong customer and supplier relationships and having the perseverance to educate not only his son, Richard, to take up the reins 14 years ago but also all that were willing to learn.

William (Bill) and David Currie, Currie Group

Currie & Southward Printers Engineers was established in 1949 to deliver engineering maintenance services to Melbourne printers. In 1955, the late William (Bill) Currie took sole control of the company and under his direction it flourished to become Currie & Company. Today, Currie Group, under the management of David Currie, has maintained its focus on delivering stellar technical service and support, while distributing quality equipment and consumables. Both gentlemen were nominated for being strong supporters of the print and visual communications industry and the professional associations that they have built.

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OP-ED

Nothing is as

simple T

he Federal Government has reached out with help to help businesses through the COVID-19 pandemic. “I’m from the Government and we are here to help. And here is some free money to help you,” they say. Yes, there is a strong element of the COVID-19 stimulus packages referenced in the above. By now many hardworking and devastated business owners will have been severely disadvantaged, believing they couldn’t access support measures. What does that tell us? Simply that nothing is as easy as it seems. There is rarely, if ever, a simple process. Allow me to explain. Let’s continue to reference the COVID-19 stimulus packages. It could easily be any government announcement. Our politicians, well-meaning and self-serving alike, decided the crisis was so severe and the impact so devastating on employers and employees, they simply had to do something. “Give them money, that always works,” they say. “You beauty, I’ll expect the cash tomorrow,” we say. “We love it,” says the tax office. “But thanks for the ‘hospital pass’. We’ll bend over backwards to make this happen, but it’s all new to us. We haven’t seen the legislation. We need time to digest the information, design processes so that everybody who should get paid, gets paid. Oh, and of course we have to modify our systems.” But credit where credit is due. While it is fair to say that not everybody is happy, our politicians and those who have the job to get the money out there, have done a sterling job.

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There is never a simple process when dealing with legislation and regulations even when trying to help businesses through the COVID-19 pandemic

The Federal Government has reached out with aid, but there is a process to follow

Of course, when you run a business you are on the pointy end. And when you’re under stress, detail doesn’t mean much. You just want and need the money. You and your employees need certainty. And quickly. But, there is always a process. And because COVID-19 was thrust upon us, the rules and the understanding of the intent changed almost daily. The implementation process required changes to a multitude of systems and despite all the will in the world, they could not be addressed, announced and implemented at one time unless they said one thing today only to change their story tomorrow. Or we could wait three or four weeks for an announcement. They decided to make appropriate announcements as each step of the process was understood and agreed. Human nature often demands impatience. Well-meaning advisers were quick to communicate with their desperate clients and decisions were taken based on incomplete information. Sometimes those decisions involved testing the limits of legality. It was clear from the outset that the Australian Tax Office (ATO) was charged with implementing the measures, and that Tax Professionals (BAS agents and tax agents) would be the conduit for

advice and recommendations in relation to those measures. Their professional associations worked with the regulators to make sure that as far as possible, the intent of the scheme, was honoured. Unqualified and poorly informed advisers, unfortunately including some tax professionals, un-caringly lead unsuspecting business owners up the garden path, often with unjustifiably high fees. And because incomplete information was provided, some clearly illegal decisions will result in later scrutiny by the ATO. So, what’s the lesson here? With all the will in the world, there is no simple process. Free money does not appear in bank accounts overnight. Information provided by ill-informed advisers and wellmeaning friends often leads to the wrong conclusion and unnecessary stress. Caring tax professionals make it their business to help you and your business get everything you deserve. Their job is to keep up with changes in legislation and entitlements which are administered by the ATO. And their professional associations and the Tax Practitioners Board make sure they do. Nothing is as simple as it seems. There is never a simple process when dealing with legislation and regulations. There is of course always an easier path.

Kieran May has worked as a management consultant with various businesses over the last 10 years. He previously sat on the national board and governing council of Printing Industries Association of Australia (PIAA) for 12 years.

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Heidelberg News Asia Pacific

Heidelbergâ&#x20AC;&#x2122;s BIG ON Packaging

May 2020

6_AZ-HD-Nachrichten_drupa_Hauptmotiv_216x292_IsoCV2_300_EN.indd 1

HEIDELBERG NEWS

Heidelberg’s BIG ON Packaging Packaging producers throughout the world are achieving some of the highest volumes of production with Heidelberg equipment.

WORLD With more than 120 billion Euros of packaging printing produced annually, Heidelberg has a major role in the production of this work with its equipment designed for packaging printing. Breakdown of producers • Major groups: 10 per cent • Independents: 65 per cent • Commercial: 25 per cent Over the past five years, there has been considerable consolidation within the packaging industry, with a number of major packaging companies scouring the world and buying up independent packaging businesses. In Australia and New Zealand, we have seen local packaging companies being purchased by companies such as Graphic Packaging and Westrock.

High productivity and efficiency of manufacturing facilities. are essential in meeting the For example, the Mayr-Melnhof demands of the end customer. Group has some 45 plants in 18 countries around the world, It is not unusual to see a duplicating the equipment of printing machine produce up each of the plants. to seven million impressions per month. The benefits of this for their major customers is the To achieve these impressive production of identical quality numbers, the equipment has standards in each country. to be technologically advanced as well as extremely reliable. Heidelberg has the range of equipment to deliver these impressive numbers. The Heidelberg Speedmaster XL 106 is still the market leader in the field of packaging and is supported by the Speedmaster CX 102 as well as the extremely popular Speedmaster CD 102. Even the half size Speedmaster XL 75 plays a major part in packaging printing. Combining the Speedmaster with logistics provides a very powerful, virtually nonstop production tool.

These major groups have the capabilities to invest and equip manufacturing plants with the most modern and highly Mirror imaging plants productive equipment available Key to the success of most in the world. major groups is the replication 40 Heidelberg News Asia Pacific

Asia Pacific

Some of the largest and most sophisticated packaging is produced in Asia, particularly in countries like Japan. Combining UV with foiling and metallic stocks has enabled the Japanese to create some of the most exquisite packaging in the world. Asian countries such as China, Vietnam, Thailand, Malaysia, Indonesia and the Philippines are seen as opportunities for the larger packaging groups to set up plants. This is because of lower labor costs in these countires and the need to meet high volumes of production. www.heidelberg.com/au

HEIDELBERG NEWS

Wide range of products and functions provide high efficiency With 42 per cent market share in packaging machines, Heidelberg leads the way with technology, innovation and productivity to enable and aid the customers of today and tomorrow in achieving their demands. Speedmaster XL 106/XL 75

The Speedmaster XL 106 at 18,000 sheets per hour is the flagship of the Heidelberg sheetfed offset presses. Fast makeready features such as Autonomous printing, Inpress register and colour control, colour boost, automatic plate loading, inspection control as well as many other features make life easier for the press operator.

Speedmaster CX 102

The Speedmaster CX 102 at 16,500 sheets per hour has become an extremely popular press for customers who want similar technology and still need high levels of productivity.

Speedmaster CD 102

The Speedmaster CD 102 at 15,000 sheets per hour is still the best-selling press in the world. It is reliable, with an increased level of technology to meet the latest demands of our customers.

www.heidelberg.com/au

Heidelberg News Asia Pacific 41

HEIDELBERG NEWS

Supported by Prinect workflow Prinect makes smart production possible. As a central platform, Prinect seamlessly integrates all the steps involved in print production into consistent processes. From the customer contact through to production, the finished product, and billing. Whether your company is small or large, whether commercial, packaging or label printing – Prinect is the right solution.

CtP – Suprasetter From the simple hand loaded device, right through to the fully automatic pallet loader, the Heidelberg Suprasetter is the most versatile CtP in the world having sold thousands of units worldwide. Our laser technology has been developed exclusively for the Suprasetter family. Suprasetter is leading the way not just in the quality of their imaging, but also their reliability and availability. Their integration into the Prinect print shop workflow guarantees the correct delivery of all orderrelated data.

42 Heidelberg News Asia Pacific

Die Cutter – Masterwork

High Speed Cutter – Polar

No packaging facility is complete without the ability to die-cut or fold boxes. Heidelberg, in partnership with Masterwork, has developed equipment to meet the onerous demands of the packaging market.

POLAR high-speed cutters meet the highest demands regarding quality, efficiency and durability. The high-speed cutter can be employed both as an individual machine or as the centre of an automatic cutting system for processing paper, paperboard, cardboard or plastics.

Through continuous development and innovation MK Masterwork has quickly established itself internationally as the second largest supplier of Postpress packaging equipment in the world. Sold and supported by the Heidelberg network, customers can be satisfied that the right equipment is recommended to meet the production demands of our customers.

POLAR-Mohr has linked diverse tasks, such as jogging, buffering, loading, cutting, transporting or unloading to automated and networked systems. The POLAR systems concept provides a tailored solution for any production requirement. Heidelberg Graphic Equipment Ltd. Unit 4/ 19-23 Geddes Street Mulgrave, Victoria 3170, Australia www.heidelberg.com/au www.heidelberg.com/au

The Real Media Collective is bringing the industry together to support, share knowledge and position ourselves for the future road ahead. Join us for our ‘Re-build Together’ series with subject matter experts to gain valuable insights into our future - an industry coming together to rebuild.

O n e C o l l e c t i v e I n d u s t r y.

PLATINUM SUPPORTER

INDUSTRY PARTNERS

Each webinar will focus on key pillars: •

Industrial and Workplace Relations

•

Finance and cash-flow management in a crisis

•

Mental wellness

•

Print marketing from ground zero

•

Financial literacy and more.

SUPPORTERS

Register yourselves, your teams, your suppliers. These sessions are open for the betterment of all. Together we stand. REGISTER NOW therealmediacollective.com.au/rebuildtogether

REAL MEDIA COLLECTIVE

The RMC ‘Re-Build Together’ series aims to help businesses build a business continuity plan as we navigate through a post COVID-19 world

Rebuild Together: the ultimate business continuity plan

ith life feeling split into three stages – pre-COVID-19, COVID-19 and now just slightly after the pandemic, there is a light blinking in the distance – post-COVID-19. But how do we prepare as an industry to go beyond? The Real Media Collective is up and ready to launch a seminar series, ‘Rebuild Together’. We explore what it’s about and who’s speaking about what. Pre-COVID-19 seems a lifetime ago, a parallel and surreal world. In the preCOVID-19 world we asked members what they needed most and the overwhelming reply was ‘our print community back’. This included networking and engagement, sharing knowledge, learning and growing together; you asked, and we listened. And so, we developed a roadshow project to host events across each city inviting our members and broader

44 | AUSTRALIAN PRINTER MAY 2020

community to come, share, learn, as well as grow. Then COVID-19 arrived like a tsunami and events, networking, sponsorship and enthusiasm seemed something entirely out of reach. However, the RMC did not sway and persevered with a revised model. We picked up the phone, reached out to our supplier membership and asked if they would support a series to help rebuild the industry. Not one hesitated and I applaud them all. The fortitude and passion of this industry never ceases to amaze me. Businesses like Ball & Doggett, Flint Group CPS, Fuji Xerox Australia, Media Super, Starleaton and Visual Connections all offered support to the seminar series, which begin with webinars and concludes with events across the nation at the end of the year. And to navigate through postCOVID-19, we have launched our

‘Rebuild Together’ series. Fuji Xerox Australia has announced that it is a proud platinum sponsor of the ‘Rebuild Together’ programme. Fuji Xerox Australia graphic communications services marketing head Bruce Murphy said, “the objectives of the series boldly align with our own charter, to build a long-term successful and sustainable print industry through innovative and transformative solutions. “We are excited to partner with The Real Media Collective in this inaugural event facilitating strategic outcomes through the sharing and networking of knowledge amongst our customers and peers as we all work together in strength.” The webinar series kicks off this month (6 May through to 24 June) with the first keynote presenter being the newly appointed GM – IR, Policy and Governance at the RMC, Charles Watson,

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Like a tsunami, the coronavirus has impacted many businesses, but a business continuity plan is necessary to navigate through a post COVID-19 world

providing a summary and discussion ensuring the industry is well established across industrial and workplace relations. “Our members have been working hard to prepare and we’ve provided a lot of materials to support them. However, this provides an opportunity to summarise and re-check what we need to have completed and also what we need to work through in the coming weeks and months ahead for our businesses and our staff. Having question time at the end will also assist with specific questions and clarifications,” Watson said. Week two brings in well-known ‘intergalactic print ambassador’, Deborah Corn, from Print Media Centr. Corn spoke at PrintEx last year to much applause as she works across the world training print companies and their teams on how to promote, sell and grow their ‘printerverses’.

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Corn will explore how printers can jumpstart their businesses to get on the front foot and bring much needed sales through the door as marketers and print buyers prepare to re-launch into the new world, post-pandemic. Steven Gamble from Man Anchor is included in the line-up, with a Mental Wellness workshop that all are invited to attend – from business owners to

employees, press operators to sales reps – there is something for all to learn. The mental wellness webinar will provide individual mental health support such as understanding triggers and how to start the conversation with your colleagues. Gamble recently announced the ‘Communication with Care’ program, which is run online. And for those not familiar with Man Anchor or how to approach mental wellness across their businesses, the webinar offers an insight into his work. Superannuation is part of the Federal Government’s economic stimulus package and a webinar is scheduled to explore the how to as well as the pros and cons of withdrawing superannuation, in addition to how superannuation funds maintain their investments and how to protect individual superannuation. These sessions are much needed and I cannot thank our speakers and supporters enough for providing paper, technological solutions, their time, their expertise and more during this period. We are offering this to our members and the broader industry; that’s how critical we recognise these learnings are for us all to prosper beyond this pandemic. They are set up for everyone across all aspects of our industry, so please register and jump on to the sessions each week, ask questions or send me questions beforehand and we will make sure you get the best out of these sessions as we ‘Rebuild Together’ and march forward. ‘Rebuild Together. One Industry Collective.’ is the positioning line. The RMC is very clear in our focus – the industry will overcome this chapter and do so with our united strengths and collective minds. This series is about sharing ideas, expert speakers, suppliers and printers as one to forge the new future. More information about ‘Rebuild Together’ can be found on www.therealmediacollective.com.au/ rebuildtogether.

Kellie Northwood is the CEO of The Real Media Collective, an industry Association representing the paper, print, mail, publishing and distribution companies across Australia and New Zealand. Northwood also holds the executive director position for the Australasian Paper Industry Association (APIA). For more information contact: 03 9421 2296 or hello@thermc.com.au. www.therealmediacollective.com.au

AUSTRALIAN PRINTER MAY 2020 | 45

FELLMAN

Recipes for

success M

ost of the cooking at our house is done by me. That is partly because I work from home, while my wife is a school teacher with a fairly long daily commute. But it is also because I have some skills in the kitchen. My first career was in food service, and while I would never call myself a chef, I can cook pretty much anything you give me a recipe for.

The consistency business

Okay, that is all very interesting, but what does it have to do with printing? Simply this – when I worked in hotel and restaurant kitchens, I was in the consistency business. In other words, it is not enough to serve a great meal; you have to serve lots of great meals. Consistency – of quality and service – is as important in the restaurant business as it is in the printing business, and maybe even more so, because printing customers do not always see quality or service failures as life or death situations. In a restaurant, a quality failure can literally kill someone (okay, it is true that only a very small percentage of food poisoning victims actually die from it, but if you have ever had a serious case, you probably remember thinking you were going to). The key to consistent quality in the restaurant business has two parts. The first is to use quality ingredients. The second is to prepare them the same way every time – in other words, to follow the recipe! Yes, there is a trial-and-error stage in the development of a dish, but once the recipe is finalised, quality comes from consistency in preparation. So, is printing

46 | AUSTRALIAN PRINTER MAY 2020

There are many lessons that can be learnt from cooking, and some apply to print too, according to industry expert Dave Fellman

A key to success: Every print job has to end with a happy customer

any different? I tried this idea out on one of my clients recently and he felt that “quality ingredients” would be less of an issue in printing than in food preparation. “Paper is paper,” he said, “and ink is ink and toner is toner.” But think back on some of the quality failures you have experienced. Have there not been times when the paper or the ink or the toner was the problem? In the kitchen, there is plenty of opportunity to inspect the raw materials, right up to the moment they go into the preparation of the dish. Just yesterday morning I cracked an egg in my own kitchen that looked fine on the outside, but quickly identified itself as spoiled. Fortunately, I was well schooled back in my own restaurant days: Crack the shell; hold it upright; inspect the egg; and then, if you are satisfied with its quality, add it to the dish. You do not necessarily get the same opportunity with paper, ink and toner – especially if we are talking about a sealed ink or toner cartridge. But if you do not see a defect on the front end, you do have the opportunity to see its effect on the back end. Moral: If a meal is not right, do not serve it! (If a print job is not right, do not deliver it!)

Start to finish

Quality comes from consistency in preparation – from start to finish. That raises a question; where does a print job start? I think the answer is that it starts at the point where the specifications of the job are being transmitted from the buyer to the seller. That could be limited to the technical specifications (stock, colour, quantity, finished size, etc.) or it could also include the applications specifications (the purpose or objective of the printed piece). Either way, it is critically important that those specifications are accurately communicated. I have found that the vast majority of quality or services failures originate at this point, which means that unless someone picks up on a problem and corrects a miscommunication before the ink or the toner goes on the paper, the job is doomed right from the start. Now, where does a print job finish? It is not at the end of production or the point of delivery. It can only be at what we should call the point of known satisfaction. In other words, every print job has to end with a happy customer. Do you have a means of determining the happiness of your customers? If not, I submit that you are not following a recipe for success. In fact, you may be flirting with disaster.

Dave Fellman is the president of David Fellman & Associates, Raleigh, NC, US, a sales and marketing consulting firm serving numerous segments of the graphic arts industry. Contact Dave at dmf@davefellman.com. Visit his website at www.davefellman.com.

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TALES FROM THE PRINTERVERSE

Restrategise your return to normal

after COVID-19 If the quickest path through a jungle is behind an elephant, by comparison the quickest path to business reinvention is a global pandemic

earing everything down at this point in time provides a clear view of where you have been and provides an opportunity to plan the road ahead using what you have learned from the past to guide you. This is your moment for reinvention. We have learnt that print is an essential communications device for a society to function in a global pandemic. We have read amazing stories of print shops, industry vendors and suppliers creating and providing much needed COVID-19 protection and social distancing graphics to the world. That is an amazing reflection upon the ingenuity and spirit of the print industry and we should all feel proud to be part of it, but that good feeling will fade as quickly as the need for ‘wash your hands’ signage and focus needs to be on what print will be needed in the months to come to stay essential. If your recovery strategy is based on ‘getting back to normal’ you will miss out on this unique moment in time to evolve with the world. Here are three things to think about before you open your doors:

The cloud

If your business had to first create a system to work remotely when you needed to work remotely, now is the time to gather feedback, do research and make improvements so it can function optimally for employees and customers.

48 | AUSTRALIAN PRINTER MAY 2020

Restrategising through a global pandemic will give you the in-depth knowledge you require to make the right decisions for your business

If you had a system in place, get feedback from everyone currently using it – especially your customers – and make improvements. Develop best practices for remote working and continually educate your staff and customers on your process. It will become a differentiation you can sell on. No one will want to work with a supplier that doesn’t have a clear disaster plan in place after this.

Your staff

Tough love time – now is the time to clean house. It is a clean slate for everyone and ‘old’ relationships have value, but new ideas and energy will be priceless for your future. Look for hires outside of the industry to bring a fresh perspective – and by fresh I mean young. People who not only embrace technology but use it and can see more clearly how print can enhance, support or lead a digital marketing experience. Selling the same print to the same customers when business starts again shows you have learned nothing from the world living and shopping online these past months.

Your offerings

If your business was just starting now and could only sell three things after the lockdown is lifted, what would they be? How can you create unique packages/ service offerings for those items and automate and optimise the workflow process for less human touches and maximum profit? How can you market these items and find relevant customers who need your help? These aren’t rhetorical questions. I don’t have specific answers as each business will have unique opportunities, challenges and customer needs during the recovery. But focusing on what will be needed for recovery is the key.

We’re open for business

In a few weeks, months, or days from now, the world will open for business almost all at once. Don’t become a casuality of the coronavirus by striving to get back to ‘normal’ when this is over. Take the gift of time you have been given now to strategically relaunch your pandemic-prepared business with fresh ideas and opportunities to help customers relaunch theirs.

Deborah Corn has more than 25 years of experience working in advertising as a print producer. She is the Intergalactic Ambassador to The Printerverse at Print Media Centr, a Print Buyerologist, international speaker and blogger, host of Podcasts From The Printerverse, cultivator of Print Production Professionals, Head Girl in Charge at Girls Who Print, host of #PrintChat, the founder of International Print Day and the founder of #ProjectPeacock. SPRINTER.COM.AU

OP-ED

Improving performance in a recession

ith the economy heading towards a recession many businesses are operating on skeleton staffing which means that every employee needs to be doing more than would normally be expected just to keep things going. So how can you motivate your employees to perform in a truly productive way during this stressful and difficult time without investing in consultants or incentives you can’t afford? By going back to the fundamental truth that every business exists to create value for its customers. We often get caught up focusing on conversations about marketing tactics, technology advances, price competition or sales incentives that distract us from the real reason the business exists. When people on a team are each focusing on different things we waste time, waste resources and don’t get the results we want. In times of crisis every single day and every single dollar is a precious resource. No business can afford to have any member of the team focus energy on anything other than the most critical function – creating

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value for your customers. The most powerful way to do this is to get clear on a simple ‘strategic narrative’ that captures the story of the value your business exists to create for your customers. This can be shared with everyone on your team at every level. It works for a business with five employees the same way it does for a business with 500 employees. So how do you create a strategic narrative? Answer these questions and then create a simple story that pulls the answers together and can be shared with your team in a ‘story-like’ format. • Who is your customer? • What is the problem they have before they work with you?

• How are things better for them after they have worked with you? • What are they now able to do that they wouldn’t have been able to do if they didn’t work with you? • What is that worth to them? (tangible and intangible value) • How do you do what you do to deliver the result you offer? (your plan, process, model or guarantee) The best way to share your narrative will be via video message or video call, but also send it by email. This will create alignment in good times and in bad. As the great Peter Drucker said, “The task of leadership is to create an alignment of strengths so strong that it makes the system’s weaknesses irrelevant.”

To unlock profitability through emotional engagement in marketing and communications, Meqa Smith launched The Unforgettable Agency, which she currently heads as its strategist.

AUSTRALIAN PRINTER MAY 2020 | 49

NSSN

Smart sensing solutions may just be the answer to Australian printers’ woes as automation gets integrated with end of life recycling

Tailoring smart sensing solutions for Australian printers

mart sensing solutions tailored by expert researchers maximise control and automation capabilities in printing processes to reduce overall costs and environmental impact. NSW Smart Sensing Network (NSSN) development manager Dr Donald McCallum said smart sensing allows for precise and continuous measurement throughout the manufacturing cycle from production and distribution to deconstruction and recycling. “The real benefit of smart sensing is how it can add value to the printing processes by automating quality controls and rapid sensing of new materials that result in high quality printed products,” Dr McCallum said. In developing customised smart sensing solutions, scientists and engineers fuse multiple sensing techniques from areas such as optical sensing and surface chemistry alongside data analytics to enhance the manufacturing process. “We can expect that environmental controls will get more stringent as we understand more about toxins and chemistry in our industrial processes, but we should think of this as an opportunity,” he said. “Printing is closely aligned with packaging and big moves are being made with regards to the circular economy.” Australian universities have a longstanding reputation in helping industry partners with problem solving and overcoming complex challenges. “We can’t rely on all of the solutions to come out of Europe, Japan or the US,” Dr McCallum said. “Australian universities are local to us, and they very often have the solutions.” NSSN draws upon a broad pool of scientific expertise with application

50 | AUSTRALIAN PRINTER MAY 2020

Smart sensing solutions add value to printing processes using automation

across a range of industries and sectors. A consortium of nine leading research universities across NSW and ACT, the NSSN brings together expertise in academia, industry and government to position NSW and Australia as a global leader in smart sensing innovation. “There is an excellent understanding of printing processes within the research universities across NSW and ACT,” Dr McCallum said. PEGRAS managing partner Dr Stephanus Peters said significant progress has been made industry-wide in the sustainability space with great expansion in the use of environmentally friendly green chemistry and increasing focus on reducing environmental footprint. PEGRAS is a technical solutions consulting company operating in the associated fields of chemistry, print and packaging media, industrial equipment and related manufacturing sectors. “Universities and research institutes can help in many ways, be it environmental solutions, integrated technology developments, energy savings or personalised automatisations and Industry 4.0 access,” Dr Peters said. Dr Peters explained the printing industry has always concentrated on mass production of durable products that are ‘fit for purpose’ and cost optimised.

“Labels are designed to stick on bottles and not fall off or be damaged when in contact with liquids or in a refrigerator,” Dr Peters said. “There are several standards and legislations around this issue. Unfortunately, these rules are not optimised for end of life recycling or repurposing, and there is an obvious and urgent need to develop new ways to remove and deconstruct the labels.” PEGRAS, in collaboration with NSSN and several Australian universities, is looking for solutions to tackle some of these environmental problems. “We have to start with the environmental end in mind; this means at the product design stage. Selection of substrates that can be recycled and inks, coatings and adhesives that can be removed at the end of [product] life cycle for reuse in the circular economy model should be considered,” Dr Peters said. Many printing companies in Australia are SMBs which require new products and systems that fit individual needs. “Integrated technologies such as new innovated drying systems, energy-saving innovations and mixed printing processes can be developed,” Dr Peters said. “The printing industry is now a very complex production environment, and in collaboration with NSSN, can help solve complex challenges.”

NSSN development manager Dr Donald McCallum and PEGRAS managing partner Dr Stephanus Peters as interviewed by NSSN media and public relations officer Shahrzad Abbasi

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NEW PRESSES May 2020

Canon Production Printing Australia unveils new press

Heidelbergâ&#x20AC;&#x2122;s new Speedmaster boasts intelligence

HP Indigo unveils a raft of new Indigo technology

Epsonâ&#x20AC;&#x2122;s largeformat printers win Red Dot Award

NEW PRESSES

Epson’s large-format printers win Red Dot Design Award By Hafizah Osman

A range of Epson’s large format printers have taken home the recent Red Dot Award in the product design category. The printers, being the SureColor SC-P7560 and SureColor SC-P9560 in A/NZ won the award for being regarded as the industry standard in reproducing high-quality images in fine art, proofing, and photo laboratories. The Red Dot Design Award is recognised globally as one of the most prestigious awards in the design field. The printers won the award for degree of innovation, functionality, ergonomics, ecological compatibility, durability, and functional

Digitalpress installs new kit By Hafizah Osman Digitalpress has installed a new HP Indigo press and wide format printing equipment as it prepares itself for full capacity post COVID-19 pandemic. Digitalpress founder and director of sales Theo Pettaras said the company has installed its first HP Indigo kit as it is an important part of the company’s strategy to complement existing equipment. “It will be our flagship press. We want to offer a vast range of digital print options to customers of our existing Fuji Xerox Iridesse which

Epson’s SureColor SC-P9560 printer is one of the award-winning designs

operability of high-quality professional tools. This marks the fourth successive year that Epson products have been recognised in this award. The company’s

can print with any metallic pantone colour and a much longer sheet size. We also have the Konica Accurio Press so there is no shortage of press power,” he said. “The HP Indigo allows our customers to choose this press as an option particularly for uncoated work. Our existing agency and fashion clients will find this particularly beneficial.” The company has also installed wide format printing equipment, which includes a Fujifilm Acuity LED wide format printer and Kongsberg cutting table. “We have been in the wide format market for some time and with the new kit, we can produce a much wider range of innovative products and services,” Pettaras said.

52 | AUSTRALIAN PRINTER MAY 2020

printers were also recognised for their second successive Red Dot: Best of Best Award. Epson Australia general manager of marketing Bruce Bealby said for the most part,

winning any award is good news for the company. “Some awards, like the Red Dot Design awards, are particularly welcomed at Epson because they embody, encapsulate and represent Epson’s ethos and values so accurately,” he said. “In fact, Epson’s new global president Yasunori Ogawa recently said his plan was to, ‘take the company forward with speed, flexibility and a fresh perspective’. He also said he, ‘intends to leverage the experience and knowledge of everyone at Epson and further enhance our unique technologies and monozukuri capability’ with our global network. There is a direct relationship between Epson’s plan and vision for the future.”

Canon Production Printing Australia unveils new series

Canon Production Printing’s new varioPRINT iX-series press

By Hafizah Osman Canon Production Printing Australia has announced its new varioPRINT iX-series, an advanced sheetfed inkjet press featuring iQuariusiX technology. Built for those with production volumes of 1-to-10 million A4 images per month, this new full spectrum press combines the image

quality and media range of offset or liquid toner systems, with the productivity and cost efficiency of inkjet. This latest addition to the Canon Production Printing Australia portfolio aims to produce over 9,000 SRA3 images per hour, or 320 A4 images per minute, on a wide range of media including offset coated paper from 90 to 350gsm.

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NEW PRESSES

Heidelberg’s newest Speedmaster boasts both intelligence as well as automation By Hafizah Osman

Heidelberg has launched its most intelligent and automated Speedmaster, with the new units now available. The units will house a completely redesigned Prinect Press Center generation, with the new Speedmaster Operating System delivering Push to Stop functionality and connection to the Prinect Cloud. Heidelberg said many new digital assistance systems, such as the Wash Assistant or Intellirun on the Wallscreen XL, turn the Prinect Press Center into a modern, attractive workstation, and allow the operator to continuously call on the machine’s performance potential. The hardware for the Speedmaster has evolved as well.

In addition to the larger 24-inch multi-touchscreen, the standard illuminant lighting to ISO 3664:2009 was converted to LED. And switching between standard illuminant D50 and D65 with and without UV is now done simply by pressing a button. “Following the success of Push to Stop at drupa 2016, we have invested a great deal in advancing the idea of the Smart Print Shop and in taking Push to Stop to a new level,” Heidelberg head of sheetfed product management Rainer Wolf said. “Software development, of course, plays a key role in this. Heidelberg, however, has also heavily invested in press technology, closing automation gaps, further optimising subprocesses, and developing new applications.

“Our new Speedmaster generation offers customers outstanding conditions to fully exploit the possibilities of modern as well as digital offset printing.” Heidelberg has also automated the dampening unit

of the Speedmaster XL 106 with the new Hycolor Pro and announced reduced washup time with the LotoTec inking rollers, extended washup systems, and intelligent washup programs, amongst other enhancements.

The completely redesigned Prinect Press Center generation now comes with the new Speedmaster Operating System

HP Indigo unveils a raft of new Indigo technology By Bruce Craig

HP has unveiled a new commercial digital printing fleet, new labels and packaging presses and AI-driven service and support for print service providers. The company said its new solutions set new industry benchmarks in productivity, print quality, and versatility to help print service providers stay ahead of changes.

The HP Indigo 100K Digital Press is designed for offset players to adopt highly productive, on-demand digital printing

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HP Indigo has announced its new generation, B2 commercial printing solution, the HP Indigo 100K Digital Press, now the company’s most productive B2 sheetfed solution in market. The first press in HP Indigo Series 5, the HP Indigo 100K is designed for offset players to adopt highly productive, on-demand digital printing. Currie Group, the distributor of HP Indigo technology in A/NZ, said the new product range points towards the future. Currie Group sales and marketing director Phillip Rennell said, “With this news, HP Indigo has continued to innovate and increased the ability to meet changing customer demands for our A/NZ customers.” The HP Indigo commercial portfolio also launched the new B2 HP Indigo 15K Digital Press, based on the successful HP Indigo 10000 platform. Aiming to grow the capabilities of commercial inkjet printing, the HP

PageWide T250 HD with HP Brilliant inks offers new versatility to expand application range with wider gamut printing on a broad range of papers. HP added that the five new HP Indigo commercial portfolio presses feature cross-platform innovations that reinvent general commercial printing. HP Indigo general manager Alon Bar-Shany said, “Our philosophy for success is grounded in two key principles – innovation and automation – and how they play together to build a profitable business for customers. Our new portfolio reflects a range of products that offer unprecedented productivity, as well as new levels of quality and versatility.” HP has also announced the HP Indigo V12 Digital Press, the new narrow web HP Indigo 6K and HP Indigo 8K digital presses for labels, the HP Indigo 25K for flexible packaging and labels, and sheetfed HP Indigo 35K and roll-to-B1 sheet HP Indigo 90K for folding cartons.

AUSTRALIAN PRINTER MAY 2020 | 53

NEW PRESSES

Xeikon releases CX300 high-end digital label press By Sheree Young Xeikon, a division of Flint Group, has released a new high-end label press. The CX300 330mm is based on Cheetah 2.0 technology to deliver versatility, productivity and quality to the label market. The full colour Xeikon CX300 has a production capacity of over 50,000 square metres per month in a single shift operation and is equipped with five print stations including CMYK and singlepass opaque white, with the capacity to also support colour gamut expansion, custom or security colours. The new press builds on the CX3 first generation Cheetah press and achieves the highest possible OEE (overall equipment effectiveness) to deliver higher productivity. The Xeikon CX300 can easily operate in a three-shift operation and still deliver high

value work. Strong, growing end-use markets such as food, pharmaceuticals and other markets using self-adhesive labels can be supported with the Xeikon CX300. The Cheetah toner incorporates the recently announced QB toner technology, making it even more future-proofed against upcoming legislation and regulatory requirements. Xeikon’s fleXflow process enables the Xeikon CX300 to produce flexible pouches, combining dry toner printing with thermal lamination to deliver a laminated construction with turnaround times never before possible, and increased sustainability driven by the fact that there is no solvent used during either printing or laminating. Xeikon fleXflow is driven by the Xeikon X-800 digital front end and includes an inline thermal lamination process.

Xeikon vice-president of marketing Filip Weymans said, “The Xeikon CX300 delivers exceptional application versatility, designed to achieve the highest possible OEE (Overall Equipment Effectiveness) and is even more productive than the very successful Xeikon CX3 first generation of Cheetah presses. “Today’s investments need to deliver results. Printing speed is an important factor, but combining that with a low OEE would not deliver

the value printers and label converters are looking for. With Cheetah 2.0 technology, we have focused on combining high production speeds with a high OEE, ultimately resulting in maximum sellable output. The Xeikon CX300 can be the cornerstone of digitising label manufacturing. We believe the Xeikon CX300 can be a valuable addition to any label shop floor and the spark that ignites a digitisation process that is unmatched in the industry.”

The Xeikon CX300 330mm is based on Cheetah 2.0 technology

Konica Minolta releases entry level MGI By Sheree Young The arrival of the entry-level MGI JetVarnish 3D One digital print embellishment press on Australian shores

is set to give printers a more affordable option to produce value-added 2D and 3D print work to help customers. Konica Minolta Australia has launched the press – which

The arrival of the entry-level MGI JetVarnish 3D One aims to give printers a more affordable option with value-added functionalities

54 | AUSTRALIAN PRINTER MAY 2020

can be used on a variety of applications including packaging, books, magazines, business cards, menus, photobooks and greeting cards – in Australia after it was initially shown at PRINTING United in October last year. The press is part of MGI’s JetVarnish range but has a smaller operational footprint and its affordable price makes it a more realistic proposition for printers of all sizes. It has also been designed to complement Konica Minolta’s AccurioPress and AccurioPrint digital print systems but can also operate individually. The MGI JV 3D One press can process up to 3500 A4 sheets per hour on a range of sheet sizes up to of 364 x 750mm.

Konica Minolta Australia general manager of production and industrial print Sue Threlfo said, “Konica Minolta and MGI work very closely to meet the needs of customers with the right solutions and products. The MGI JV 3D One will give all commercial printers access to an embellishment press, regardless of their size, offering them a way to differentiate themselves and stand out from competitors. “Rather than outsourcing embellishment printing, commercial printers can leverage the MGI JV 3D One to do embellishment in-house. Digital embellishment offers printers the opportunity to add value to the printed page.”

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Brayman Graphic Engineers Web site: www.thextoneng.com.au

Supplying spare parts and services to the printing industry since 1970

Same quality, same prompt service Thexton Engineering Kompac parts and stitching wire now handled by Australian Graphic Servicing Ph 03 9545 1400

Cutting and Impressions now made and sold by

GTO 46/52 and other Offset m/cs

For Cutting and Impression Jackets for Heidelberg Offset and Letterpress Machines + Ryobi and other machines Ring Keith at Thextons

T & GT Platen Hard jackets + all Heidelberg cylinder Jackets

www.braymangraphic.com.au

Log on todetails Contact

to check out what is left of our parts

erly Formman THEXTON ENGINEERING Pty Ltd Bray phic Ph Keith 03 9555 4753 Fax 03 9555 4753 Gra eers Email: thexton@thextoneng.com.au n Engi Web site: www.thextoneng.com.au

Also a range of Ink duct and wash-up blades

Kompac parts and stitching wire now handled by Australian Graphic Servicing Ph 03 9545 1400

Contact Keith Thexton Ph (03) 9555 4753 Fax (03) 9555 4753 Email: thexton@thextoneng.com.au Website: www.thextoneng.com.au

SPRINTER.COM.AU

AUSTRALIAN PRINTER MAY 2020 | 69

WE ARE OPEN FOR BUSINESS We just want to reach out and reassure all our valued customers, partners and colleagues that Dataflow Business Systems are fully operational and here to continue uninterupted production throughout this difficult time.

CONTINUOUS

FREE DIE

forms

with all new orders

LONG RUN

Laser

A.C.N. 134 989

343 A.B.N. 42 134

SAFETY AND

SERVICE ALL

XXXX A24 XXX8 203

Goods Type

THE WAY

FIRMLY PLEASE PRINT

Charge Sender

Sender State

Ph No.

Postcode

TEMP

Your Reference

TEMP

Description

State

of Goods

Items

Weight in kgs

L (cms) x W (cms) X

Chep

Loscam

Pal Del

Pal PU

Exchange

GOOD SUSPECTED INT. DAMAGE

U.N. No.

INSUFFICIENT PACKAGNG

HAZARDOUS GOODS

NAME:

CLASS / RISK

IBILITY

x H (cms) x Qty

JOB / QUOTE No.

NON RETUR NED CHEP & LOSCAM PALLET WILL BE CHARG S ED AT $75.00 EACH.

DANGEROUS AND

CORRECT SHIPPING

RECEIVED BY REGAL TRANS DAMAGED

CLIENT’S RESPONS

Terms: Strictly

SERVICE

MUST BE DECLARED

DELIVERY/O

WEIGHT

Time

Sender

PICK-UP Date DRIVER ............... I.D. ............. / .............

POSTCODE

ADDITIONAL DELIVERY

PRIORITY

/TIMESLOT ARRANGEMENT

INSTRUCTIONS

WE ARE NOT GENERAL COMMON CARRIERS / Please read TIMESLOT DATE terms and Conditions . FTL endorsed and incorporated overleaf.

TYPE OF SERVICE Please / ............. cross (X) box required

CHARGE RECEIVER

PICK-UP

K & S Freighters

TIME PICK-UP No.

of this consignment REQUIRED & 15 on reverse PALLET SERVICE to conditions 14 for pallets. Refer

note.

will not be responsible

REC’D FROM K

GIVEN TO K & S

PLEASE PRINT

not completed If this section is

Receiver

S1315001 S

TOTAL CHARGES

Pick-up Driver’s CHARGE Signature SENDER ........................

STATE

CHEP

POSTCODE

STATE

Party

POSTCODE

STATE A/C No.

QUANTITY

LOSCAM

CHARGE 3RD PARTY

VICES N OF GOODS/SER

CONTENTS/DESCRIPTIO

*S1315001*

Please do not mark this area

WHOLE Kgs

1 * 1 5 0 0 * S 1 3 cms (L)

cms (W)

cms (H)

No. OF UNITS

FIRMLY

Or Charge Third SENDER’S REF.

CONSIGNMENT NOTE

NF.

FUEL GST

ERS PTY LTD K & S FREIGHT S COMMON CARRIER WE ARE NOT

ONE OFF QUOTE No.

AMOUNT

FREIGHT PICK-UP/INF .

PACKAGING GROUP

Nett 7 Days

Subject to the terms and conditions of Rates and OF Services, if applicable, endorsed and incorporated A DIVISION overleaf and please accept the goods the described above carrier’s Proposal for delivery. 390 Consignor’s A.C.N. 007 544 (Sender’s) Signature ........................ printed on reverse of Carriage Date ........................ read Conditions ........................ Please ............. ............. / ............. / .............

Books & Sets

Cust. Collect

Purchase Order No.

Deliver

Postcode

Name

Transfer On

OFFICE COPY

Charge Receiver

Receiver

TOTALS

INSURANCE IS

A 2 4 2 0 3 8

Receiver

Ph No.

A/C Code

NOTE

SAMPLE *A2420 38*

Express

Chiller

Pick Up

CONS IGNM ENT

(3) box

General Freezer

Rec’d at Depot

Name

Chargeable Account

Consignment Note

989 343

160 Lakes Road, Hazelmere W.A. 6055 P.O. Box Tel: (08) 9376 78, Guildford W.A. 9600 6935 Email: mail@regal Fax: (08) 9376 9666 transport.com.au www.regaltransport.co Sender m.au

SENDER’S DECLARATIO PLEASE TICK

YES

Foodstuffs

Dangerous Goods If yes EPG & Shipping

Declaration required

submit for cartage I/We the Consignor hereon subject to the goods described and referred to the conditions endorsed this form and declare on the back of contains that if the consignment they have been dangerous goods by name and are in correctly declared for carriage. the proper condition

SENDER’S SIGNATURE

TOTAL

ERS ON CARRI NOT COMM printed on reverse WE ARE Condition s of Carriage Please read

326843 K&S

Group.indd

PLEASE PRINT

SURNAME

DATE

CARRIER’S SIGNATURE

PM 25/02/16 3:25

ORIG - RED 179

CARBONLESS BOOKS long and short run

INTEGRATED Cards and Labels

and Variable Data Printing

WE ALSO SPECIALISE IN...

NCR, Continuous Forms & Laser Forms (Large Runs are our Speciality) Numbered Products including Multi-position & Complex Numbering Continuous Cheques Stationery & Business Forms Security Printing Laser Cheques

T: (08) 9240 6244 E: reception@dataflowsystems.com.au W: dataflowsystems.com.au