ProPrint October 2017

People Technology Business

www.proprint.com.au October 2017 $8.00

NEWS ANALYSIS

World’s only 64-inch LED UV Printer / Cutter Series One Graphic, Two Views

Four-layer printing: Colour, black, white, colour. Offers an enhanced print capability that allows designers to build layered transformative graphics for back-lit applications.

Front-lit View Day image: Front-lit

Fuji Xerox Investigative report lays bare culture of sales at any cost, company pays consequences BUSINESS FOCUS

(designed for day viewing).

Night image: Back-lit (designed for night viewing)

Back-lit View

Mail & Print Adding a mailing line to a print business can make real logical sense

SPECIAL PREVIEW

Mimaki Stand F6 The NEW UCJV300-160 model is the only 64-inch LED UV printer offering in-line cutting capability. Print and cut – or cut first then print – labels, decals, window clings, vehicle markings, etc., all on one unit. Flexible UV cure inks expand the possibilities for you to offer unique capabilities to keep you competitive.

PH: 02 8036 4500 www.mimakiaus.com.au

Visual Impact Expo 2017 Wide format world set to descend on Sydney as show looks to future ALSO INSIDE...

Comment: In paper we trust Downtime: Women in print Tech Guide: Wide format

THE A LIST

Andrew Cester CEO, Whirlwind

Nicolas Ficinus CEO, Data Direct Australia

Richard Herring CEO, APN Outdoor

Abbey Abougattas Co-Owner, Waratah Group

Tony Coleman Managing Director, Coleman's Printing

Lachlan Finch Co-Director, Rawson Graphics

Scott Hillberg CEO, Immij

Moody Abougattas Co-Owner, Waratah Group

Brendon Cook CEO, Ooh!

Wayne Finkelde Chief Executive, Pegasus Print

Tate Hone Co-Owner, Avon Graphics Trevor Hone Co-Owner, Avon Graphics

Matt Aitken COO, IVE

Alex Coulson General Manager, Hero Print

Kenneth Beck Director, Carbon8

Simon Crabtree CEO, Jossimo

David Bell Managing Director, Kwik Kopy

Rob Dallimore CEO, Worldwide Printing

Evan Foster National Director, Signarama

Rod Dawson Owner, Southern Colour

Denny Fox General Manager, JamesPrint

Geoff Hunt Managing Director, Momento Pro

Nick Debenham CEO, Fuji Xerox DMS

Arthur Frost Managing Director, Lamson Paragon

Greg Hywood CEO, Fairfax Media

Robert Black Print Educationalist, Holmsglen TAFE Simon Brennan Managing Director, Abaris

Ron Delia CEO, Amcor

John Bright Managing Director, Bright Print

Sam Dell'Aglio Director, Mr Moto Craig Dunsford Strategic Account Director, PMP

Cliff Brigstocke CEO, Blue Star

Mary Jo Fisher Director of Government Relations, PIAA

Kelvin Gage Chief Executive, Dominion Print Group Peter George CEO, PMP

John Duplock Director, Magnify Media

Karen Goldsmith General Manager, Visual Connections / Women in Print

David Budge Co-Founder, Aurora Labs

Wayne Eastaugh Managing Director, Marvel Bookbinding

Alan Goulburn Executive Chairman, Allkotes

Aldo Burcheri Director, Courtney Colour

Tom Eckersley CEO, Eckersley Group

Naresh Gulati CEO, Rooster IMC

Kerim El Gabaili CEO, one point

Sam Hanna CEO, Hannapak

Ahmed Fahour CEO, Australia Post

Michael Hannan Director, PMP

John Ferguson Owner, Ferguson's Print and Mail

Spencer Hast General Manager, Press Print

Keith Ferrell General Manager, Cactus Imaging

Warwick Hay Managing Director, IVE

John Bromfield Managing Director, LEP

Debbie Burgess Director, Bright Print Lorraine Cassin National Press Secretary, AMWU Richard Celarc CEO, Opus

Martin Hosking CEO, Redbubble Fred Humphrey Managing Director, DMM

Rodney James Managing Director, Insane Signs and Print Graham Jamieson General Manager, Picton Press Ben Jolly General Manager, Griffin Press Russell Kavnat Managing Director, Dashing Roger Kirwan Managing Director, Foxcil/Roller Poster Chris Krieger General Manager, Chameleon Walter Kuhn President, PIAA David Leach Chief Executive, Look Print Bob Lockley Group Director, Fairfax Media

Go to the website page to vote: www.proprint.com.au/power50-2017

Howard Long CEO, Offset Digital Rebecca Lowde CEO, Salmat Tom Lusch Owner, Platypus Graphics Andrew Macaulay CEO, PIAA Peter Mattick Chairman, Salmat Peter McKenzie Owner, Kwik Kopy North Sydney

Mark Shergill Owner, Focus

Michael Warshall CEO, Nulab

Melinda Shilling CEO, Jossimo

Glen Watson Managing Director, AFI

Wayne Sidwell CEO, Wellcom

Seth Watts CEO, Neo

Melanie Perkins CEO, Canva

Ian Smith General Manager, Advance Press

Shane Wildash Co-Director, Rawson Graphics

Theo Pettaras Owner, Digitalpress

Shane Soutar Owner, Adams Print

Anthony Pratt Executive Chairman, Visy

Nigel Spicer General Manager, Cactus Imaging

Ken Williams Managing Director, Excel Australia

Stuart Page Managing Director, Horizon Mike Palmer CEO, Dashing Craig Pearce CEO, Flying Colours

Tim Michaelides Managing Director, Complete Colour

Andrew Price Co-Director, Rawson Graphics

Adam Middleton CEO, Civic Media

Andrew Price CEO, HH Global Asia Pacific

Leo Moio Managing Director, Print Media Group

Simon Pugh CEO, QLM

Charmaine Moldrich CEO, Outdoor Media Association

Paul Richardson Managing Director, Lindsay Yates Group

Trent Nankervis Managing Director, CMYKhub

Phil Roden Managing Director, Rodenprint

Michael Nankervis CEO, OnPack Kellie Northwood CEO, ACA/Two Sides Joel Norton CEO, Kalido Daniel Ogle General Manager, Who Printing Phil Okil Managing Director, PMA Global Peter Orel CEO, Finsbury Green Paul O'Sullivan Managing Director, Labelmakers

SPONSORED BY

Clive Steele General Manager, Stream Solutions Kevin Stevens Partner, Press Print John Stewart Managing Director, SEMA Aaron Storer Owner, Conlay Press

John Wilson Owner, Dinkums Print Richard Wonders Chief Executive, Ergo Australia Luke Wooldridge President, LIA Jamie Xuereb Co-Owner, Mediapoint

Linda Sultman CEO, Signwave

Jason Xuereb Co-Owner, Mediapoint

Dean Rowland Director, Signwave

Anne-Marie Sutton General Manager, Hally Labels Group

Chris Zapris CEO, PMI

Cliff Royle Managing Director, Purple Press

Kirsten Taylor Co-Owner, Taylor'd Press

YOUR CHOICE

Daniel Sawan Owner, Print Media Michael Schulz Director, SOS Print and Media John Scott Co-Owner, Scott Print

Phil Taylor CEO, Franklin Web Clayton Trealor CEO, MBE Mike Tyquin Owner, goa Brian Tyquin Owner, Outdoor Systems

Geoff Selig Executive Chairman, IVE

Percy Vij CEO, Centrum Printing

Atish Shah Managing Director, Quality Press

John Wanless Managing Director, Bambra Press

The person or persons who you see as having had a major influence on the industry, or who has brought a significant innnovation, may not be on this list, but you can add any name onto the list online, and then vote for them: proprint.com.au/power50-2017

SALES TRAINING EVENT

Let me help you to increase your sales US printing sales guru Dave Fellman is coming back to Australia for print sales training, book your tickets

W

hat does it take to be successful in the modern print sales marketplace? The answer has to start with good, solid strategy, and that is what I am going to be presenting in my upcoming Australian one-day sales course.

I will help you to understand the best way to approach your most important sales challenges, from finding new customers to defending your old ones against any competition.

The programme will start with a conversation about value. I have done quite a bit of buyer-behavior research over the last couple of years, to identify what they perceive as value, and also what causes them pain. I think too many print salespeople focus on what they themselves view as value, for example, state-of-the-art equipment and a wide range of capabilities. It turns out that most print buyers could not care less, and what they do care about might surprise you.

From there, we will move on to discuss the printing sales cycle, which typically has five main stages; prospecting, quoting, the first few orders, the good times, and the

2 ProPrint October 2017

Dave Fellman

downhill stage. I will explain how to drive this cycle, rather than just riding it. That involves prospecting, handling the early-stages obstacles and objections, and the critical element of navigating away from price. You will learn how to accelerate the process of developing new customers, and how to delay the downhill stage.

One of the key ways of accelerating the development of new customers is to follow up efficiently and effectively on leads and inquiries, and hopefully you are getting lots of those from your Internet presence. I think we have all learned that a lead can be a long way from a sale, though, so I have dedicated a full segment of this program to that specific challenge.

Next we will return to the topic of value, but from a different perspective.

In this segment, I will explain how to get maximum value from every customer relationship. This is not about the value you bring to them, but rather about the value they have for you. We will be talking about protecting the value of what they are buying from you now, capturing the value of what they could be buying from you, and leveraging the value of influence, including testimonials and referrals.

If you have been reading my articles in Australian Printer over the years, you know that am all about practical, real-world strategy — but every once in a while, I like to talk about the theory behind it. I think you will enjoy the segment where I explain how some well-known scientific principles apply to the dynamics of printing sales. We

will also delve into the mathematics of modern selling.

The final segment of our program will cover time management and organisation — making the time to put some of this new and improved strategy to work. Before we get there, though, I am going to tell you about The Printing Sales DNA Project. This is a research study I conducted recently across North America, to determine what skills, attitudes and personality traits best position a salesperson for success.

This segment will provide you with a framework for self-evaluation, and possibly suggest some specific areas for self-improvement. You may not have the optimum printing sales DNA, but that does not mean that you cannot be enormously successful in the modern print sales marketplace.

If you attended one of my sales courses in 2014, or if you heard me speak on one of my other six previous visits to Australia, you will get a little bit of review in this program, plus a lot of new and updated material.

Two more things will be different about this year’s program. One is that each attendee will receive a recognised Certificate of Participation. That is a credit you can add to your business card and e-mail signature to reinforce your industry expertise. Each attendee will also receive a copy of Listen To The Dinosaur, my follow-up book to Sell More Printing. The leading publication for sales professionals in North America, has listed it as one of its 10 Best Books To Read. www.proprint.com.au

EVERYONE KNOWS HOW

TO PRINT, BUT NOT EVERYONE KNOWS HOW

TO SELL IT. IN JUST ONE DAY, DAVE FELLMAN WILL SHOW YOU HOW Don’t miss this value-packed one-day Sales Course. It will deliver the tools you need to sell in the modern print sales marketplace.

The real challenge is learning how to sell the solutions that new technology has opened up. US sales guru Dave Fellman is widely regarded as ‘an innovator in print sales strategy and technique’. If you’re a print salesperson, manager or owner of a printing company and you want to grow your sales – it is imperative that you attend.

Dave Fellman

MORE GREAT REASONS TO SIGN UP

Programme: 7 key concepts for printing sales success 1. Let’s talk about value!

What are the Top 10 factors print customers perceive as value, and what are the Top 10 factors they perceive as pain?

2. Are you driving the sales cycle, or just along for the ride?

How do you prospect, and how do you navigate away from price?

3. From a Lead to a Sale

What’s the most direct pathway from a lead to a sale?

4. The Art and Science (and Mathematics) of Modern Selling

How do scientific principles apply to the dynamics of printing sales, and where does individual selling style come in?

5. Be all about Customer Service and Customer Maximisation What is exceptional customer service, and how do you get maximum value from customers?

6. How do you stack up against the optimum Sales DNA?

What skills and attitudes best position printing, signage and promotional products salespeople for success?

7. Making the time to make all of this happen How do you prioritise, and how do you recognise - and ditch - time-wasting activities?

• All participants will receive a recognised Certificate of Participation PLUS a copy of Dave Fellman’s follow-up book to “Sell More Printing” worth $70 for FREE • Course fees including travel are 100% tax deductible

$249 LIMITED SEATS

Brisbane October 25 | Melbourne October 26 | Auckland October 31 | Sydney November 2

Register today at: australianprinter.com.au/fellman or e-mail pmgevents@i-grafix.com, phone +61 (02) 9806 9344

Brought to you by:

Endorsed by:

BOOK NOW and quote this Promo Code PSEEAR1 before October 11 for $50 Early Bird discount

Supported by:

PRINT & ONLINE GET THE BEST OF BOTH WORLDS!

+

Every magazine we produce gets an online version - FREE

1 2 3

EVERY OFFSET BOOKLET GETS ONE With every booklet or magazine you print with Heroprint, we produce an iMag and automatically send it to you.

THEY’RE INTERACTIVE Apart from being a fabulous online documentation of your job, online pages can be linked to advertiser websites, or any URL of your choosing.

Ideal for product catalogues and business directories.

THEY RETAIN CLIENTS So handy for your clients as an online back up to printed publications. Lock your clients into ordering through you.

AUSTRALIA’S BEST TRADE PRINTER

EDITOR’S LETTER WAYNE ROBINSON

Energy action needed Australian printers, and all other business owners, especially in manufacturing, can rightly expect their power supplies to be constant, reliable and within the realms of affordability, however it would seem that none of these remain in the givens folder any more.

Australia is one of the most resource rich countries on the planet, its advanced technology, relative lack of corruption, and work ethic should combine, as they always have done until now, to ensure that a basic prequisite of a developed country available affordable power - is one of the core foundations on which manufacturing, business and society is based.

However incredibly the nation, especially those on the East Coast, which is almost everyone, is now paying sky high power bills, with the prices set to soar futher, and is facing the prospect of periods of no power.

CONTENTS

Already last year the whole of South Australia spent a day without power, as its governments idealogical pursuit of renweable energy wrought its predictable outcome, and this year both SA and Victoria are predicted to likely suffer state wide outages, for much the same reason.

Printing as the largest manufacturing industry is the front line of the crisis Printing as the largest manufacturing industry left in Australia is in the front line of the power crisis, with no power there is no print, and no revenue. Clients will have to look elsewhere, either overseas or to the cheap but ineffective electronic communication channels. Jobs will be lost, businesses will close.

The PIAA has been pressing Canberra hard on this issue, there are some encouraging results, with the

Nationals having just voted against continuing subsidies for renewables, which means the federal government cannot now continue with it.

The energy crisis is clearly a failure of government policy, at both state and federal level. How can it be that there is energy for export, but not for domestic consumption, how can it be that overseas markets pay less for their Australian genereated energy than Australians do, how can it be that Australian businesses may go to the wall leaving overseas businesses to pick up the pieces?

Thankfully now at least the prime minister has woken up to the issue, which has apparently been brewing for several years. What can printers do - get in touch with your MPs today, state and federal, convey the urgency of the situation, tell them jobs may go as a result, tell them business pays for everything, don't let up until they have got the message.

NEWS ANALYSIS

p 35

28-29 Fuji Xerox

8-12 Update The monthly round-up of all the major news from Australian print

A rundown of what happened at Fuji Xerox Australia and NZ and what it means for the company

14-16 Monthly debrief

BUSINESS FOCUS

Recap of all the major developments published on proprint.com.au since the last issue of ProPrint

30-34 Mail and Insert

18 ProPrint Online

Adding a mailing and inserting operation to a print enterprise can help your business

What has been causing our readers to hit the keyboard this month

VISUAL IMPACT

20 Comment: Kirgan

36-37 Preview

Kirgan discusses how the mechanism for the marriage equality vote highlights the power of print

What you can find during the wide format Visual Impact Expo

TECHNOLOGY GUIDE

20 Comment: Romano

38-46 Wide Format

Romano says in print change is always a constant

22 Comment: Gettler

Ahead of Visual Impact, ProPrint looks at a dozen of the latest wide format print systems

Gettler says marketing plans have to be based on concrete analysis

POSTSCRIPT

22 Reader Response

24-26 Downtime

56 Print's Past, Diary, Q&A

What do our readers think about the recent ASX results and the positive results achieved?

Check out pictures from the Sydney leg of the Women in Print breakfast and LIA high speed dinner

Douglas Printing director Chris Smith tells us his favourite season and what his perfect weekend looks like

6 ProPrint October 2017

p 56

www.proprint.com.au

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Foil Stamping Embossing SOUTH

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37 Deniso n St., Wollon gong 2500 Tel: (02) 4224 7474 Fax: (02) 4224 57 Junction 7444 St., Tel: (02) 4423 Nowra 2541 3111 Fax: (02) 4421 0107

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To advertise in the next edition, contact Carmen carmen@proprint.com.au; or call 0410 582 450

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UPDATE

Nationals vote to remove renewable subsidies Junior Coalition partner the Nationals have voted to remove all subsidies from renewable energy, a move the PIAA welcomes. The vote was made at the National Party’s federal conference in Canberra.

According to BAEeconomics a research consultancy, renewable energy sources are set to receive subsidies of $2.8bn a year until 2030. However the Australian Energy Market Operator is predicting a 1000 megawatt energy shortfall in 2022 once Australia’s coal plants shut down.

For the past year, the PIAA has been discussing with various MPs including Jo sh Fr y d en b er g M i n i s t er f or Environment and Energy, about the energy crisis facing Australia which has seen some printers paying nearly triple on their bill.

Andrew Macaulay PIAA, CEO, says it is refreshing to see a political party making policy in the interest of the manufacturing industry and economy.

“Policy that is based in sound economics that understands supply and demands. Policy that understands you cannot interfere with supply without the price being affected. It is time the government acts to ensure reliable supply of cost effective energy to Australia.

“It is inexcusable that a resource rich nation like Australia that South

Energy crisis: Getting attention from the government

Australia has the most expensive electricity in the world, New South Wales, Queensland and Victoria also rate amongst some of the most expensive countries globally. There is no reason for this other than the failure of government. It is good to see the Nationals have recognised this.”

Macaulay has been in Canberra discussing the energy crisis with various MPs and senators, saying they are starting to take the issue seriously.

Macaulay says there is progress when it comes to both sides taking the issue seriously, “We were pleased with where the debate at parliament level is going.

Both sides are taking serious, real interest in both sides of government, recognise print and packaging sectors as significant manufacturing industries are heavily impacted.”

Macaulay says, “We had an extensive

series of meetings with the minister Josh Frydenberg, commencing with government back benchers, cross benchers and senators. We met with some members of the opposition, the printing and packaging association is getting broad support of the back bench of government and cross benchers for the reform of the electricity market.

“The pressure that is coming on to the Prime Minister and Frydenberg is coming from government backbenchers to seek a real need for energy market reform and immediate improvement in cost supply. We have been asked to continue representation on behalf of the ministry and to continue.”

Macaulay says although there is a push for using coal, the issue the PIAA is concerned about is reliability of power whether that comes from coal or sustainable sources.

“Energy is being used from renewable sustainable sources now, both sides of parliament want sustainable electricity.

We are supporting that, we are seeking for there to be a more reliable supply that is affordable to the industry. This is not just electricity this is gas, many printers use gas for heatset and it is at a considerable cost.”

Energy is the number one topic in business at present, with the prime minister involved trying to secure supply.

MADE AN IMPRESSION INDUSTRIAL PRINT New report says opportunities abounding in sector tipped to double in five years LIGHTNING SOURCE Melbourne arm of on demand book printer to get one of 24 new HP inkjet webs PRO-PAC Packaging outfit signs $177m deal to get into flexibles market with acquisition of IPG STUDIO LABELS Adelaide printer installs Nilpeter flexo press to take on digital

UPS & DOWNS PLATE PRICES Rising materials costs forcing Kodak to hike plate prices by 9 per cent, others may follow

8 ProPrint October 2017

Press Print’s Port Melbourne premises were buzzing as close to 200 people gathered for an Open House event to celebrate the company’s latest investment, Australia’s first HP Indigo 12000 digital press, installed

by Currie Group. The Open House event introduced the company’s creative and corporate clients to HP’s new flagship B2 press in action and, for some, was also the first opportunity to witness the mix of production technologies Press Print employs to create its high-end print solutions. Founded in 2010 by Kevin Stevens, Press Print has already built an enviable reputation for the kind of creative and highly customised print and finishing which most printers would put firmly in the too hard basket. It is now in its fourth up-sized premises, and with some 16 staff and two additional partners, and the new HP Indigo. www.proprint.com.au

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UPDATE PRINT BY NUMBERS

$2.8bn Subsidies to renewable energy sector now dropped following National Party vote p8

24 Number of HP high speed web digital presses signed for by global book printer Lightning Source p10

$10m Golden goodbye given by Auspost to print’s favourite CEO Ahmed Fahour p12

28.5% Fall in the value of magazine advertising in August compared to last (Olympic) year p16

1959 Year that ProPrint columnist and Emeritus Professor Frank Romano entered the print industry p20

3000 Pieces an hour that can be processed on the Pitney Bowes fold and insert Relay p30-34

12 Number of wide format printers in the ProPrint Tech Guide p38-46

4 Number of locations for the Dave Fellman Sales Training Day p56 10 ProPrint October 2017

Industrial print to rise 67%: Report

by Athina Mallis

A report by industry researchers Smithers Pira says the industrial and functional printing applications doubled in the last five years, up $39bn from $37.2bn in 2012 to $76.9bn, and will continue to see strong further growth to an estimated value of $114.8bn in 2022, growing at an average CAGR 8 per cent.

It says that new digital printing systems will provide real opportunities for commercial printers to enter the market, which it says does not require a high skill set.

Applications included in its definition of industrial print include décor and laminates; ceramics; electronics, including displays and photovoltaics; glass; aerospace and automotive; biomedical; promotional and miscellaneous items; 3D printing; and inkjet printed textiles.

The report says that while some of this market is closed, with some large manufacturers developing proprietary methods as part of their manufacturing processes, the growth provides many opportunities for print companies to diversify, and for equipment manufacturers and ink providers to move into new markets.

Sean Smyth, author of the report says, “Suppliers have developed new equipment that widens the applications, with new inks, coatings and functional fluids

Digital printing: Providing opportunities for industrial print

providing new properties of flexibility, adhesion and durability, together with novel capabilities in electronics and biomedical to provide specific actions.

While analogue printing methods – gravure, flexo, litho, screen, pad printing and foiling – are widely used, there is strong growth in digital methods, with new inkjet inks and fluids opening many new opportunities.

“These markets do not use paper or paperboard substrates, but rather plastic, film, glass, wood, metal, ceramics, textiles, laminates and composite materials are involved. In the case of 3D printing there are plastics and metals, with some composites.”

Asia is the largest region for industrial printing, reflecting the concentration of manufacturing there, with large printing companies supplying electronics and environment materials.

HP inks mega deal with Lightning Source Global print on demand company Lightning Source has penned a multimillion dollar deal with HP, with HP delivering 24 new HP PageWide T240 HD colour and mono digital web presses to five sites in three continents, including its Melbourne operation.

It is not known how many of the digit a l pr inters w ill be coming to Melbourne. US based Lightning Source operates a print on demand business model, it opened its Melbourne operation five years ago, it is the world’s biggest digital book print and distribution operation.

The book industry in Australia is well on the way to digital transition, with Opus running a fleet of digital presses and Griffin Press last year creating what is described as the world’s most advanced book printing facility with its new end to end digital book manufacturing facility.

Both Opus and Griffin have reason to be wary of Lightning Source, which has global buying and dsitribution power.

The 24 press deal is the biggest ever

In a mega deal: Lightning Source and HP

signed by HP. It says with its new fleet of HP PageWide Web Presses, Lightning Source will be able to produce highquality inkjet colour and monochrome printing on coated stock, deliver faster printing at speeds of up to 500 feet a minute, and offer digital productivity and volume growth to their publishing clients all over the world.

Shawn Morin, CEO and president of Lightning Source parent Ingram Content Group says, “Our mission is all about helping content reach its destination, while providing our customers with the highest print quality, speed and proficient printer models. By adding HP’s PageWide Web Presses to our global facilities, we will be able to serve our customers with even more options.” www.proprint.com.au

UPDATE FX NZ to sue former execs over scandal

NSW bans fees on energy bills

Fuji Xerox New Zealand is issuing lawsuits against several former senior execut ives follow ing t he $450m ‘inappropriate accounting’ scandal that has rocked the company on both sides of the Tasman.

The execs are un-named as yet, but the list is unlikely to not include the socalled Mr A, cited by the independent Fujifilm report into the business as the prime protagonist in the scandal, and named by New Zealand MP Winston Peters as Neil Whittaker. Speaking to ProPrint last month in when he was Australia to apologise to its staff the Fuji Xerox president Hiroshi Kurihara said legal advice was being taken following publication of the damning investigative report, which laid bare a culture of sales at any cost created under Whittaker’s tenure.

Now Fuji Xerox New Zealand, Fuji Xerox Finance, and parent shareholder, Fuji Xerox Asia Pacific, have filed civil proceedings in the High Court at Auckland against ‘former senior executives’ of Fuji Xerox New Zealand.

Isamu Sekine, Fuji Xerox Asia Pacific president and chief executive officer says, “Fuji Xerox New Zealand is committed to running its business in a principled way and will continue to lead the market in the delivery of print.”

by Athina Mallis

NSW Premier Glady Berejiklian revealed energy suppliers are no longer allowed to bill customers for receiving paper bills, with Kellie Northwood, CEO, Keep Me Posted saying this is a powerful step forward for consumers.

The banning of fees for paper bills represents a tremendous victory for the Keep Me Posted Campaign, which is part of the Two Sides campaign.

It is also good news for printers who saw a serious revenue stream almost wiped out when the big banks, telcos and utilities switched to internet billing and started charging for paper fees, under the guise of environmental protection but really in order to save themselves money.

The banning of fees for bills comes in a series of measures included in the new energy bill relief package, which also includes increasing rebates and granting discounts on equipment upgrades for households and small businesses, the package also includes the end of ‘unnecessary charges’.

Don Harwin, Energy and Utilities Minister says energy retailers will be forced to scrap early termination fees, paper bill fees and fees for paying over the counter at Australia Post Northwood says, “We praise the NSW

Banning fees on bills: NSW government

state government for their leadership.

Australian consumers’ voice has been heard and the NSW government has acted quickly to tackle unfair fees.”

The launch of the energy bill relief package came after the Consumer Affairs Forum held in Melbourne which saw the federal and state ministers for consumer affairs announcing that Commonwealth Treasury would undertake regulatory assessment of fees for paper billing.

In the lead up to the forum, Keep Me Posted had met with NSW Consumer Affairs Minister Matt Kean to raise awareness of the many and complex impacts of paper billing fees on consumers, particularly the most vulnerable members of the community.

Federal Minister for Small Business Michael McCormack says consumers should not be penalised for choosing paper bills, following a Consumer Affairs Forum in Melbourne.

McCormack says, “Consumers – including the elderly and disadvantaged – who do not have access to technology to receive digital bills should not be penalised and asked to pay exorbitant fees for each bill they receive.”

Keep Me Posted has also welcomed the outcome of the Consumer Affairs Forum.

HH Global adds wide format to Australia

AusPost hands Fahour $10.8m goodbye

by Athina Mallis

Outgoing AusPost CEO Ahmed Fahour will be leaving his post with an astounding remuneration package of $10.8m, much to the chagrin of the print and mail industry.

Fahour resigned following national outcry when AusPost was forced to reveal his salary, which came in at a base of $4.6m plus $1.3m bonus, meaning he was the country’s highest paid civil servant, earning five times that of the head of the RBA, and ten times that of the prime minister.

However the taxpayers’ largesse to the controversial CEO will continue with his leaving package from AusPost, which will see Fahour will receive some $8.7m in bonuses taking his leaving cheque to a stratospheric $10.8m.

Fahour’s $10.8m is more than double the $5m estimates that were stated before the remuneration report was released. His time at AusPost was marked by a severe decline in the letters business volumes and service, and large price rises, and the constant restatements of accounts, some 49 times.

His replacement, Christine Holgate, former Blackmores CEO, will be earning $1.37m plus the potential to earn another $1.37m in repayments, a fifth of Fahour’s $5.6m.

Major international print management outfit HH Global is launching into the wide format market, with Australia the first location for its Signage and Viscom programme, ahead of its planned expansion into other markets in the APAC region.

Mike Brennan, Signage and Viscom programme manager at HH Global says printers who want to get on the list of approved suppliers can contact HH Global manager for the area Alex McClelland.

The entry of HH Global – led in this region by Andrew Price, the man who built Stream Solutions into the country’s biggest print manager before he left to take on Paperlinx – into the Australian sign and display sector will cause significant ripples in the market.

The HH Global programme will focus on five main categories; traditional, architectural, vehicle wrapping, digital screens, and POS. HH Global says the addressable market size for this segment is estimated to be approximately $266m in 2017, with growth potential reaching $437m in five years time, 2022.

Andrew Price, CEO, HH Global Asia Pacific says, “As the leader in the 12 ProPrint October 2017

HH Global CEO Asia Pacific: Andrew Price

marketing execution industry, we must constantly evolve our offering to accommodate the ever-changing needs of our clients.

The introduction of our Signage and Viscom program allows us to address a growing demand from both existing and potential clients to provide support in this space. We are excited to launch the program and are confident that this will bring a lot of business opportunities to both HH Global, and to our clients.”

HH Global says as the signage and viscom market continues to gain relevance with retailers and corporates alike, the importance of getting it right in this space is becoming increasingly significant as brands seek to differentiate themselves.

With the introduction of the signage and visual communication program as a part of HH Global’s core service offering, the company will be able to drive that value through their expertise, proven processes, and technology.

HH Global was established in 1991 and says it is an independent marketing execution partner to myriad brands in 34 countries. With more than $500million in spend under management, HH Global says it maintains a razor-sharp focus on cost and quality.

www.proprint.com.au

UPDATE AUGUST - SEPTEMBER TIMELINE

Monthly debrief Recapping the major developments since your last issue. Stories are breaking every day at HARD CASE BINDING www.proprint.com.au

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SA LIA NAMES GRADUATE OF THE YEAR The South Australian branch of the LIA awarded Chloe Rudd from Print DNA its graduate of the year for 2017. Gordon Wilson, state president, SA LIA says, “The standard of this year’s nominees was exceptionally high, with the judges commenting on how difficult the final decision had been. It took us an unprecedented two or so hours to reach our final decision. Our industry should be incredibly proud of the calibre of apprentices we are attracting.”

30 august IVE AND PMP DOMINATE ACA The 26th annual Catalogue Association (ACA) Awards saw 734 guests attend a glittering ceremony, with IVE Group owned Franklin Web and PMP taking out the top awards. Franklin Web won Judges Choice Award, PMP took out the Catalogue Retailer of the Year up to 3.5m for its Myer Remember When catalogue and Catalogue Retailer of the year up to 1.5m for its David Jones AW17 Brand Book 2. Other printers that received recognition on the evening were Printgraphics for the Nali catalogue New Australian Design Catalogue in the Home category for Furniture, Bedding and Manchester; Finsbury Green for the Officeworks Little ones now have a bigger and better range to learn with in the B2C category Office Supplies; and Rawson Print Co for Defence Housing Australia’s Arkadia in the B2C category Real Estate and Property.

31 august ENTRIES OPEN FOR KONICA MINOLTA AWARDS Entries for the Konica Minolta National Specialised Print Awards (NSPA) are now open, with judging to occur in November. Konica Minolta says these awards recognise customers that achieve excellence in print with the help of a Konica Minolta digital press system.

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There is not enough young people willing to take up and commit to apprenticeships

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Registered users get access to premium content 14 ProPrint October 2017

PIAA CALLS FOR APPRENTICE SUPPORT The PIAA is asking the government to address the perception of apprenticeships and the understanding of how significant and important they can be. Paul Mitchell, workplace relations manager at the PIAA represented the industry at a Business Services Advisory Group meeting convened by the Victorian Skills Commissioner. The purpose of the meeting was to update and consult with industry representatives on the Victorian vocational education system. Industry groups ranging from financial services, real estate, information and technology, waste management, music and entertainment, graphic arts and printing were represented. Mitchell told the commissioner, “A number of Printing Industries members want to take on apprentices, yet it is often a case of there not being the supply of young people willing to take up and commit to apprenticeships. About a dozen or more of our members in recent times have contacted me saying that their advertisements for apprentices are just not being answered. There’s a problem in the perception and awareness of how significant and important an apprenticeship can be in someone’s early life and career.”

30 august SALMAT PROFITS UP AS REVENUE SLIPS Salmat has recorded a full year revenue of $435.3m, down 3.4 per cent from the prior year, bit with its underlying EBITDA coming in at $22.8m, up 16.3 per cent from the prior year. Salmat says its revenue of $435.3m is down $15.5m from prior year as new business growth did not fully replace expired contracts. The products and services rationalisation undertaken during the business transformation accounted for more than $13.7m in discontinued revenue.

While discretionary spend and volumes reduced in some markets, increased spend by existing clients boosted contact centre revenue in particular. When it comes to replacing expired contracts Rebecca Lowde, CEO at Salmat says, “We need to fill the gaps by growing new business and also growing our business with existing clients. We are implementing a number of initiatives to make this happen and have also recently boosted our business development teams to help us achieve this.

Earnings are on the right track. Underlying EBITDA has grown steadily each year for the past three years and EBITDA as a percentage of revenue has also grown. We are now also generating cash.

These are all positive indicators.”

www.proprint.com.au

UPDATE

Steady growth in core business books and book line products

07 september

OPUS REVENUE DROPS, PROFIT GROWS National print group Opus half year results saw its revenue drop 6 per cent from the prior year from $42m to $39.6m, however its profit after tax grew 7 per cent from $3m to $3.2m. Its EBITDA stayed the same coming in at $5.2m, its earnings per share came in at 3.37 cents with a fully franked dividend of 1 cent per share. The company says debt free position and strong cash flow has it eyeing acquisitions to enable it to meet the challenges of the market.

Profit before tax of the core business increased from $4.3m in half-year ended 2016 to $4.5m in half-year ended 2017 which reflects the enhancement of productivity after the divestment decision made in the prior year. Opus says it had a steady growth in profit before tax recorded in its core business, book and book-like printing in the niche markets within Australia. There was continued efforts for ongoing operational efficiency of the core Publishing Services business and strong cash flow generation enabling acquisition of selected speciality assets.

PACKAGING BODY APPOINTS NEW CEO The Australian Packaging Covenant Organisation (ACPO) has appointed its interim CEO and former COO, Brooke Donnelly as its new CEO. Connolly has held the position of interim CEO for the past three months and prior to this was APCO’s COO. ACPO says she was selected due to her in-depth knowledge of the organisation and its strategic goals, coupled with her long career and leadership roles in the packaging, waste and recycling industries and not-for-profit sectors.

Donnelly says, “For many APCO members, the sustainability journey begins with compliance. While this is a crucial first step, my goal as the new CEO is to help members to achieve broad organisational and cost efficiencies through more strategic initiatives. This will help us to reduce environmental impacts for the benefit of the community and government.”

06 september

04 september REDBUBBLE LOSSES SLOW AS GROWTH SURGES Online personalised print marketplace Redbubble sees its EBITDA loss at $8.1m, which is 24.8 per cent better that year’s result of $10.7m, and its revenue of $141m up 23 per cent from $114.6m up 30 per cent on constant currency basis. Martin Hosking, CEO at Redbubble says, “At a time when many companies, including consumer retail businesses and even some e-commerce, are struggling to find growth, Redbubble is showing top-line and gross profit growth over 30 per cent on a constant currency basis. Based on current trends, and as we previously stated, we expect top-line growth through FY18 to be comparable to that achieved on a constant currency basis during FY17, and that we will move into EBITDA profitability late in FY18.”

Redbubble was founded by three friends in Melbourne ten years ago. It is an online portal that allows designers to upload their work, then enables consumers to choose designs for personalised items then organises the print and delivery.

www.proprint.com.au

18 september

05 september

DIGITAL PIONEER HEADING DSCOOP ROADSHOW Local HP Indigo community Dscoop is hosting an ANZ roadshow at the end of October, named The Dollar is in the Data, with Bill Weiners, president of US company Digital Lizard as keynote speaker. Digital Lizard is a digital printer with three offices in the United States including Las Vegas where Weiner is based. It has a fleet of digital HP Indigo presses and finishing equipment, and calls itself one of the fastest growing companies in the digital print industry. Kelvin Gage, CEO, Dscoop and CEO of Dominion Print Group says says, “A number of Aussies who travelled to Dscoop last year in Phoenix, Arizona did a site tour of Digital Lizard in Vegas, every year Dscoop has an international conference in America, and some Aussies plan a site tour in the USA. We went to Digital Lizard in Las Vegas and we were so impressed with what Weiners had to say about how he uses data to drive print especially in casinos but also healthcare, insurance and other industries.

We decided we wanted to bring him out to Australia so we could learn more.”

PRO-PAC IN $177M MERGER Packaging company Pro-Pac has signed a share sale agreement with the Integrated Packaging Group (IPG) worth $117.5m.

Shareholders are to vote at the end of October with the date of completion to be November 6. Pro-Pac says it is poised to become the preeminent flexible and industrial packaging manufacturer and distributer in Australia following the merger. The merger will be funded through a combination of $60m Pro-Pac shares issued to the vendors, a $54.8m fully underwriter equity raising $70m from a new debt facility. Grant Harrod, CEO, Pro-Pac says, “The combination of Pro-Pac and IPG provides many exciting opportunities in the growing Australian flexibles packaging market. Pro-Pac’s expanded capacity to manufacture and distribute high quality products will delight our customer base and provide us with a one-stop-shop offering.”

11 september MERGE PRINT AND MAIL REBRANDED TO MARKIS Brisbane print and mailing house Merge Print and Mail has rebranded to Markis, with owner Mark Prosser wanting to do more than print and mail. Prosser says, “I wanted to get print and mail out of the business name so I can be available or have options for growth in other areas.

Even though print and mail is good for me, a lot of businesses are transitioning out of the print and mail names, so I am following along.” He chose the name Markis as it was odd and could get customers interested, “It is hard to try and get a domain name that contains five to six letters that small, having that weirdness about it might get people to ask questions.

I like the idea because eventually Markis will be something I will do for promotional stuff for example: mark is mailing, mark is printing.” Prosser is still in the process of rebranding with the soft launch underway, he just wants to add more products to the website with his new W2P software, he says, “I have invested in a W2P platform and I am currently working with that.”

I wanted to get print and mail out of the name so I can be available for growth in other areas

October 2017 ProPrint 15

UPDATE SEPTEMBER TIMELINE 19 september 18 september STUDIO LABEL BUYS NILPETER PRESS Adelaide label company Studio Labels has invested in a Nilpeter FA-4 flexo label press, its third press to compete with digital. In addition to increased capacity, the FA-4 adds inline flatbed foiling and embossing with the FP-4 and QC-Die value-adding units.

Miguel Alemao, CEO at Studio Press says he had a number of reasons for investing in the FA-4 press, “First we are looking to increase capacity and to increase efficiency.

The press had something different in capabilities. It comes with a flatback which is different to what we offer. The other reason is the local service is based in Adelaide to look after us, and it is similar in term of efficiencies waste, combining abilities with the flatpack and local services. We are expanding our capacity, We need to improve overall efficiencies as part of a five year business plan.”

AUGUST PRINT AD REVENUE PLUNGES Newspapers have suffered a 32.7 per cent drop in print advertising revenue in the month of August compared to the previous year, with magazine ad revenue also down, by a whopping 28.5 per cent. Print did not suffer alone, digital newspaper spend was down by 35.4 per cent, and digital magazine ad spend fell by 23.5 per cent. According to SMI, the major declines were primarily due to the Rio Olympics and the 2016 Census. Total estimated ad spend across all channels for the month was down 12.1 per cent, to $526.5m.

Outdoor media agency ad spend dipped by 5.8 per cent. Radio spend was down by 14 per cent, while TV fell by 6.1 per cent. A representative for the SMI says the only months this year where there has been year on year advertising revenue growth was January and March. Australian publishing behemoths Fairfax and News Corp both suffered losses in their half year.

19 september

First we are looking to increase capacity and improve efficiency

NEW $10 NOTE IN CIRCULATION The Reserve Bank of Australia (RBA) will be releasing the new $10 bank note tomorrow with 200 million units to be put into circulation, printed by Note Printing Australia, a subsidiary of the RBA. Note Printing Australia uses the new KBA-NotaSys presses and has the older KBA Giori presses on site as well. Philip Lowe, governor of the RBA says, “The new notes contain the same world-leading security features as the new $5 note, including a clear top-to-bottom window, and a tactile feature so that it can be recognised by vision-impaired members of the community.” The new tactile feature is made of raised bumps, which will vary in number on each denomination. The new $5 has one bump on each of the long edges of the banknote next to the top-tobottom window. The new $10 will have two bumps on each of the long edges.

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Registered users get access to premium content 16 ProPrint October 2017

21 september CANON HOSTING INNOVATION DAYS Canon Australia will be hosting wide format innovation days around Australia showcasing its newest wide format printer the Océ Colorado 1640. The Wide Format Innovation Days showcase takes Canon’s suite of professional print capabilities to businesses around the country. The exhibit brings together professional printers, as well as product and industry experts, to inspire, discuss and share ideas to reimagine Australia’s printing industry.

Canon says it is also a great opportunity to see firsthand the latest technologies from Canon in action. The events will showcase the new Océ Colorado 1640’s UVgel technology. Canon says the Colorado is designed to deliver unprecedented productivity and reduce ink consumption by up to 40 per cent.

20 september

KODAK RAISING PLATE PRICES 9 PER CENT Kodak will be raising prices of all of its offset printing plates by 9 per cent, due to significant increases in costs for raw materials, likely before the end of year.

These materials that are driving the plate prices higher include aluminium, chemicals and packaging materials. Details of the pricing and when it will come into effect will be announced in the next month or so. Kodak supplies around a third of Australia’s printing plates. Kodak says it is continuing to improve productivity and efficiencies to help offset these marketplace dynamics, but the magnitude of the materials cost impact has made it necessary to increase plate prices. Robert Mollee, business manager print system division, Kodak Australia says, “At this point in time the company is looking at restructuring which is currently under review. There is not a definite date set for the price rise. We are having to review our business as well.”

21 september FOCUS ACQUIRES ST GEORGE GRAPHICS Focus Print Group has acquired Sydney based St George Graphics and Printers as its owner, Terry Bouggas, moves to concentrate on his wine exporting business. The acquisition - the latest in a long line by Focus owner Mark Shergill - is expected to be finalised by November 15.

Bouggas says, “I have got another business exporting wine to China, I have been running this business for 10 years, and it has turned into a huge monster, so I do not have time for print anymore.” Bouggas will though still be available to customers for technical advice. He says most of the staff at the print business – 13 employees and two directors – have gone over to Focus Print Group, with Bouggas selling all equipment and the Kingsgrove premises.

Bouggas has owned and operated the company for 30 years. His son Anthony is moving over to Focus. “I am selling equipment separately, although at the moment we are still running the press to provide extra capacity at Focus.” Focus says the acquisition brings fresh new talent to the Focus team including Anthony Bouggas who is continuing to work with clients.

www.proprint.com.au

UPDATE

ONLINE

THE PROPRINT ONLINE POLL

Are you planning to attend Sydney Visual Impact?

Only if they have interesting vendors 4%

social media

LinkedIn

If I’m free 5%

www.proprint.com.au/LinkedIn » Members 2,673 NOTABLE POSTS: » Life Long Learning - ‘Learn To Grow’ the real secret of future success in our industry. – By Danny Moloney

Yes 33% No 58%

Twitter

www.twitter.com/proprint » Followers 3,600

Doesn’t affect me either way 4% Some companies do, some don’t 16% Not really no 44%

Do the full year results give you hope for the next financial year?

» Likes 1,437

TOP POSTS » ProPrint: PMP takes hits with

merger costs » Lee Dunn: Where’s my money » ProPrint: Mediapoint settled in

new premises earned Lads, wishing you continued success

Web comments www.proprint.com.au

They should be doing more for printers than just using our services 8%

No 2%

I don’t care 12%

Yes 78%

Get involved. Have your say. Join the debate. Vote now.

This week’s poll is up on the proprint.com.au homepage.

18 ProPrint October 2017

Facebook

www.facebook.com/ProPrintAustralia

» Tom Dickson: Well done and well

Yes they do 36%

Do you think the government should be hiring local printers to do their printing?

NOTABLE MENTIONS AND RETWEETS » @patmcgrew: Great news! Francois Martin speaker for Ipex » @konicaminoltahr: Proud to work with @BCNAPinkLady as a Tier 1 charity partner. Still a few annual luncheons the @officialbsrf run and the Vic ride to go! » @BGC_Print_Meda: NSW bans fees on energy bills. About time too

» Web comments That’s still just the tip of the Iceberg, I would say. What they did to SME Printers, with predatory leasing practices during these years, is a huge group-action law-suit that has been sitting in the wings for years.

This report may well be the exact vindication of reckless behaviour required to prove that Fuji Xerox staff were willing to make sales at any cost, have the SME default, re-lease the equipment and never account for it on the books. - Commenter DigitalPro12 on Report reveals full Fuji Xerox horrors » A The numbers look good at face value but my God they have taken on an enormous amount of debt and diluted their share registry to make those numbers. Growth through aquisition isn’t a bad thing, but as a former shareholder i’d prefer it was funded out of free cash, not leverage. There’s little chance of price improvement in most of the business. - Commenter Inky Mcfee on IVE profits up by 23 per cent www.proprint.com.au

vv

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UPDATE COMMENT

In paper we trust BADEN KIRGAN

O

ne of the peculiar aspects of Australia’s democracy is how we vote. We are quite the outlier – we vote on Saturdays, not during the week; we vote using the preferential system, not first past the post; it is compulsory to vote, not a choice made only by ideologues and dedicated civilians; and most relevant for us printers, we use pencil and paper.

The USA, which has used various forms of electronic voting for decades, is struggling with how to avoid a repeat of the hacking of its voting systems by Russia in 2016. I follow the discussions online, and occasionally someone (often an Australian) will let them know we function pretty well with pencil and paper. The standard response is horror that any western democracy could use such an archaic method.

But we do it because it works. And despite what the nutbags on the right say, it is pretty hard to cheat. Electronic voting on the other hand is open to rorting by anyone with access to the internet.

ElectionsNSW, the body that oversees elections in the premier state, quietly

The mechanism for the marriage equality vote highlights the unrivalled and ongoing power of print

trialled online voting in the last two NSW state elections. I do not know how many people have taken it up, but my guess is events like the last Census, the ATO’s website problems, and the US elections, have probably put off any kind of major rollout for a decade.

Which is why, when it came time for this awful survey on marriage equality we are currently enduring, the method chosen was good old pen and paper. The only innovation, if you can call it that, is that this is an entirely postal ballot, something we have not done before.

First off let me congratulate Fuji Xerox Document Solutions for both winning the job and getting it done.

Knowing how much work goes into a million plus mailout, the numbers behind this 16 million run job had me questioning if we had enough paper in the country to do it.

There is no doubt this a great feather in the FXDMS cap. That being said, I cannot help but think it would have been nice to see the job go to an Australian company like BlueStar.

Once Turnbull decided on a postal survey to get around his failure to get a plebiscite through parliament, there was a lot of talk about how old-fashioned a nd redunda nt a ma il out was.

Politicians were posting video instructions showing millennials how to post a letter. It was that bad.

But what that kind of attitude failed to appreciate was the trust people put in the paper ballot. People trust a paper ballot because we know it works.

Yes there have been some problems with deliveries, but I can recall less than five having shown up in the media, and five out of sixteen million is pretty bloody good.

And yes there have been instances of people flashing their barcodes on social media. Again, no real chance of that stuffing up the vote.

What is also interesting is the reaction to some of the non-print campaigning methods. The Yes campaign has generated negative publicity by sending SMS messages to millions of randomly generated mobile numbers. I have long advised clients against this – while paper in the letterbox is fine, people find unsolicited messages on their phones intrusive and annoying. And while most of the controversy surrounding the SMS campaign was confected by the Nopes and their boosters, that sense of unsolicited texts being too much is very real.

So get your envelope, vote your conscience, trust in the ballot and take comfort that when the country wants to have its say, at least for today and the forseeable future, it is a case of in paper we trust.

Baden Kirgan is managing director of Jeffries Printing Services

Change is constant

W

hen I entered the printing industry in 1959, it was the end of the era of constancy.

Hot metal typesetting and letterpress printing had been more or less constant over decades.

If you needed more capacity, you acquired another letterpress press.

But offset litho and phototypesetting were slowly entering the market. The 1960s through the 1980s were turbulent times for printers, but by the time the smoke cleared, film-based production dominated. If you needed more capacity, it was simple, you acquired another offset press.

But another era of change began on the desktop as personal computers and software created desktop publishing. It allowed graphic designers to go directly to

20 ProPrint October 2017

film with type and graphics. Within five years, the multi-billion dollar typesetting business was gone. With computer-toplate technology, generation of camera and film-stripping professionals disappeared.

Offset press automation reduced staffing levels. Users of older offset press technology are now finding a shortage of skilled press operators.

In the 1990s, the internet became a thing. Content that had been disseminated in print, went on-screen. Within a decade, half the printing companies in North America were gone.

Also in the 1990s, we saw digital colour printing for the first time. As offset had challenged letterpress, so digital challenged offset. But even within the world of digital, we began to see inkjet

challenge toner. Today, inkjet printing is expanding from smaller machines to bigger machines. B1 and B2 inkjet presses are now becoming available.

Roll-fed inkjet presses abound. Flatbed inkjet can print on virtually any substrate.

Printers today live on the horns of a dilemma: acquire a new offset press or a digital press - and what kind of digital press. There is no easy answer because one cannot determine where the market is going, because print buying habits are also not constant. We know that paper-based communication is growing very slowly, if at all.

It is probable that the future of print may involve non-paper products—printing on plastic, board, textiles, glass, metal, and other arcane substrates. You may scoff at this, but remember, change is constant. www.proprint.com.au

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UPDATE COMMENT reader reaction

Were you surprised that the majority of ASX listed print businesses had positive results in the annual report just released?

Wayne Finkelde, CEO, Pegasus Print I was not surprised by the majority of ASX listed companies making money this year. Although we continue to see consolidation throughout our industry, and especially in the web space of the past 12 months, I believe the majority of ASX listed companies related to the print industry are now well placed and have weathered enough storms to know where they are heading and what they need to do for now and the future. The abilty of the majority of these businesses to access funds is far greater than most in our sector and therefore can leverage growth, opportunities and synergies to return a profit. The majority of them have a very low debt to revenue ratio which is what you need at this time and I believe the future may be challenging for the ones that do not.

Mark Prosser, owner, Markis

LEON GETTLER

Clear, concise, convincing Gettler says marketing plans have to be based concrete analysis

I

t is impossible to create a good plan without understanding customers, the competition and the market. These insights are critical and you can only create a powerful plan if you have a solid business plan. Marketing plans are built around three foundation stones: goals and objectives, strategic initiatives, and tactics. Every marketing plan needs these three sections, even short plans of just a page or so. If it is any longer, people will not read it, and any document that is too large is hard to change, something that could be disastrous in a fluid market.

Every marketing plan should identify the customer being targeted, defining their demographic profile (for age, gender), psychographic profile (eg their interests) and their precise wants and needs as they relate to the products and services on offer. It should also have the USP unique selling proposition, the pricing and positioning strategy, and the distribution plan.

Every marketing plan needs to be based on business objectives and extensive research. It also needs to profile the target market and identify the ideal customer.

Working through the maze: Marketing plans

Marketing plans are driven by three main components: •How will you communicate with your customers and get to know them even better?

•How will you entice them to keep coming back?

•How do you give a sense of investment in what your business is doing?

And there has to be a website.

It is important to get everyone involved in creating the plan. All the players in the company should see the plan. Most companies keep their marketing plans private for one of two reasons. First, they’re too skimpy and management would be embarrassed to have them see the light of day. Number two is they are solid and packed with information which would make them valuable to the competition. The bottom line: no company can do a marketing plan without getting many people involved. No matter what their size, they need feedback from all parts of the business. That means finance, manufacturing, personnel, supply and of course, the marketing department.

These key people can provide realistic input on what’s achievable and how the printer’s goals can be reached. And also, they can provide insights on any potential, as-yetunrealised marketing opportunities.

It is an indicator of a constantly evolving and innovative businesses.

Historically print has always been an industry that can adapt very quickly to change. The print business, especially the top end of town can move relatively quickly to meet the challenges of the sector. This positive result mirrors the hard working and dedicated teams around Australia, from the small family businesses who work long hours to meet client expectations to the IT professionals building custom online platforms for print clients. We all understand print is an important and cost-effective means of communication. The print industry will continue to innovate and provide innovative solutions far into the future. And yes, we should be paid more for what we do.

22 ProPrint October 2017

www.proprint.com.au

UPDATE DOWNTIME

Women in Print Breakfast

WE WANT YOUR STORIES Any special dates coming up?

Are you celebrating any milestones?

Planning an industry function?

Anyone raising money for a charity?

If you have something that fits the bill, please email in to make sure it gets a write-up on ‘Downtime’.

More than 100 women gathered at the Establishment Ballroom in Sydney to network with fellow printers. Bernadette Schwerdt was the morning’s guest speaker, sharing how to engage with an audience in working situations.

Email wayne@proprint.com.au or call (02) 9806 9344

2

1

4

3

5

6 1. Carmen Ciappara, PMG, with Kirsten Taylor, Taylor’d Press 2. Michelle Macread, Ricky Richards and Julie Hadfield, Control Zone 3. Women at the breakfast 4. Bernadette Schwerdt speaking to the audience 5. (l-r) Dinah Marabong, Aimee Mather, Margaret Barker and Leanne Green, all Lamsons Group 6. (l-r) Amandine Dnon, PIAA; Ali Quantaince, PIAA; Rochelle Langeveld, PIAA

24 ProPrint October 2017

www.proprint.com.au

DOWNTIME UPDATE

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2

3

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5 1. (l-r) Trang Lee, Avis and Laura Gray, Avis 2. (l-r) Alena Jaad, Wendy Oxley, Que Nhi Makar, Rita Smith, Kaitlyn Durgali, Stacey Veis, all Ball & Doggett 3. (l-r) Edel Somers, Dashing Group; Rachel Davies, Dashing Group; Jo Sandford, Freerange 4. (l-r) Rachel Alcorn, Superior Safety; Terry-Ann McCall, RT Screen Printing; Keiko Kurma, Corban and Blair; Katherine Pengill, Corban and Blair 5. Networking at Women In Print 6. Karen Goldsmith, Visual Connections and Kirsten Taylor, Taylor’d Press

6 www.proprint.com.au

October 2017 ProPrint 25

UPDATE DOWNTIME

LIA High Speed Inkjet Dinner The NSW branch of the LIA met up at Carnarvon Golf Club, to hear from Owen Moster from HP, Rob Mollee from Kodak, Henryk Kraszewski of Ricoh, and Konica Minolta’s David Cascarino on the latest developments and applications on high speed inkjet web printing systems.

1

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3

5

4 6

1. (l-r) Angus Scott, LIA; Tony Fisher; Glyn Scott; James Cryor; Steve Ford, Fuji Xerox Asia Pacific; Steve Packam, DIC 2. Scott Leivre, Bottcher and Ian Byrne, Pegras 3. Luke Wooldridge, Kodak and Robert Mollee, Kodak 4. (l-r) Rob Mollee, Kodak; David Cascarino, Konica Minolta; Henryk Kraszewski, Ricoh; Stuart Collins, Fuji Xerox 5. (l-r) Steve Fisher, Fuji Xerox; Taggart Neumanas, Ricoh; Stuart Collins, Fuji Xerox; Jack Starnawski, Fuji Xerox; Garry Gray, Fuji Xerox 6. (l-r) Jamie Campos, Blue Star Direct; Brett Williamson, Blue Star Direct; Rob Mollee, Kodak; James Norman, Blue Star

26 ProPrint October 2017

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FOCUS ANALYSIS

Report reveals Fuji Xerox dysfunction Consequences of the sales at any cost culture that was previously prevalent at the ANZ branches have rocked the business

By Wayne Robinson

T

he local arm of a global corporation run as a fiefdom, massive salaries and humungous commissions paid to top staff, including family members, fabricated sales, made up monthly numbers, and a silencing of those questioning the recording of figures, compounded by a head office in Tokyo that was focused on its own issues and dazzled by the booked sales results, and who at best ignored repeated warnings, then promoted those it now says were responsible – these are just some of the revelations of the newly released full no holds barred investigative report commissioned by Fuji Xerox parent Fujifilm into the Fuji Xerox Australian and New Zealand businesses.

The translated 356 page report is the full version of the 89 page report released three months ago, and is damning expose, holding nothing back as it examines the consequences of what it says was a ‘sales at any cost’ culture developed in the period of former CEO Neil Whittaker.

The independent investigative report reads as an epic tale of a giant corporation with its eye off the ball, outwitted for several years by a dominant personality and fabricated numbers in far off markets – namely New Zealand and latterly Australia.

Stand out revelations include 70 per cent of Kiwi contracts having inappropriate revenue accounting, $30m of sales in 2015 simply made up, 28 ProPrint October 2017

salaries – even before huge commissions were added – triple the industry average, with the top salesman earning an eye watering $1.1m a year, of which $800,000 was incentives payments, and the son of the CEO earning $740,000 a year, of which more than half $420,000 was incentives. Losses to shareholder equity were $230m in New Zealand and $121m in Australia, after revenue was overstated by $450m.

The investigative report says the problem began with managed service agreements (MSAs) in New Zealand which had variable pricing but were accounted for as upfront revenue. The report alleges there followed a litany of abuses including recording fictitious sales, recording sales twice, recording promos and giveaways as sales, and selling clients new contracts even at the beginning of existing contracts, just to record extra revenue.

The report says that inappropriate revenue recording became so prevalent that it was a constant practice in New Zealand, and occurred in 70 per cent of all contracts through a six year period.

It says that by 2015 some 30 per cent of New Zealand recorded revenue was inappropriately recorded, and of this

almost $30m was simply fictitious.

Fuji Xerox is now having to write off a whopping $450m from its accounts for what it says are accounting irregularities, that took place during the period Neil Whittaker was CEO of the company in first New Zealand then Australia.

Fuji Xerox parent Fujifilm, which commissioned the report and has annual global revenue of around $26bn, has been forced to delay its annual report and accounts while it unwraps the accounting.

The report says that Fuji Xerox ignored repeated warning of possible frauds occurring, covered up some of the accounting irregularities, and did not provide appropriate governance.

The issue became too big to ignore when the deputy president at head office in Tokyo received an email from a Fuji Xerox New Zealand whistleblower, writing under the pseudonym Tony Night, on July 8 2015, two months after Whittaker was promoted from New Zealand to run the Australia business. The email spelled out in details specific cases of inappropriate accounting practices involving the use of inflated target volumes for the MSAs. www.proprint.com.au

ANALYSIS FOCUS

Head office seems to have been locked in a cultural straightjacket, with the deputy president – one of several senior directors since sacked – unwilling to tell the president there was a problem.

The report reveals some senior management in the Fuji Xerox Australia and New Zealand businesses hit targets by bringing revenue forward, simply did not recognise losses, and just made up the numbers in the monthly accounts. Then to cover up what were missing millions it counted asset sales as revenue.

It says that under the time of the main actor, the so called Mr A - named

by New Zealand MP Winston Peters as Neil Whittaker – steps were taken to restructure the local arm to give power to the sales department, by weakening the financial and legal departments. It says he ‘applied pressure to dissenters and created an atmosphere where opposition was impossible’.

The report says at the same time as the accounts were being manipulated Tokyo was focused on its stagnating domestic sales, and ignored repeated warnings over the behaviour in its ANZ markets, and rather was entranced by what appeared to be stellar results www.proprint.com.au

Winning sales: but at what cost

there. It says warning bells were sounding in Tokyo as early as 2009, but were ignored. The report says that as late as 2015 the company was in denial that there were any serious issues, and that the company president was told there were no problems.

Describing some of the dynamics that enabled the abuses to occur the report says, “Control functions were not effective and transparency was lacking because the reporting lines to the parent company and others in the group were all limited to Mr A, centralising the flow of information.

“In such a situation, and given the lack of effective supervision of Mr A it was easy for the execution of business

by Mr A to run out of control.”

The report also says that in pursuit of sales credit checking was minimal, clients with shaky foundations were okayed as good for credit, with credit checks taking place in less than one in ten companies.

The fall out from the scandal is immense and ongoing. Several of the Fuji Xerox top directors in Japan have been shown the door, including four of the five senior executives - the chairman, deputy president, deputy vice president, and senior vice president – with the rest all taking a 20 per cent pay cut. Its auditors were sacked, sales have dipped and the company is in voluntary suspension from selling to New Zealand government bodies amidst a fraud investigation over the $55m it got from government bodies.

Following an unannounced audit from regional HQ in Singapore Neil Whittaker, at the time CEO of Australia, resigned, and his top salesman Dean Murray left at the same time, with several of the most senior Aussie staff including chief financial officer Devlin Bell and chief people officer Beth Winchester going shortly after. Murray – known for his extravagant taste in cars – fervently denies any wrongdoing. A number of long time senior staff in the production print division including national sales manager Mick Gillies and Sue Trelfo subsequently left the company.

As in the first report the full report does not name names, it refers to Mr A throughout. Neil Whittaker received a $1m payoff when he resigned.

The report also says ‘business development manager E’ was on a $1.1m annual salary, with some $800,000 of that incentives-based remuneration. The person in question is similarly not named.

The report says that five of the nine sales executives Whittaker brought over to Australia with him from New Zealand were on salaries way in excess of the local pay scales. At the time this salary differential was widely known to be a cause of major discord in the Australian company.

In addition the report revealed that the son of Mr A had an annual salary of $740,000, which included bonuses of $420,000. Other revelations included regular $1000+ lunches, the use of company credit card for personal cash, and family trips on $43,000 of company money.

Fuji Xerox New Zealand is now in the process of issuing lawsuits against several former senior executives following the $450m ‘inappropriate accounting’ scandal that has rocked the company on both sides of the Tasman.

The execs are un-named as yet, but the list is unlikely to not include Mr A, aka Neil Whittaker, with other former senior staff now likely to be thinking of a retirement in penury as Fuji Xerox seeks to claw back what it can of its $350m, and make an example of the miscreants to save some face at least.

Fuji Xerox to its credit has been transparent in its investigation, going so far as to publish the report, all 356pp, in English. Speaking to ProPrint when he was in Australia to apologise to staff here the Fuji Xerox president president Hiroshi Kurihara said the company has now taken all steps to ensure that its governance is watertight, and has created a new position of chairman of Fuji Xerox Australia, whose main role will be to ensure compliance. That chairman is about to arrive at Fuji Xerox in Australia, and is long time company man Hirokazu Komaki.

In addition its accounting and audit operations is being merged with those at Fujifilm , and legal departments will also be integrated.

Hiroshi told ProPrint that Fuji Xerox customers including commercial printers have not and will not be paying more as a result of the scandal.

Sunil Gupta, brought in as CEO in Australia following Whittaker’s departure says, “The issue is now behind us. We have corrected our procedures and processes, and put systems in place to make sure this is no longer part of our business. Ethics and integrity are the foundation of our business. Our focus now is on our customers. Fuji Xerox is now a solutions and services business. We have positioned the company to enable our customers to be those who benefit from the digital disruption. We are focused on helping our customers significantly improve their performance and productivity, and so their profitability.”

Commercial printers represent around a third of the Fuji Xerox business. It remains the market leader in Australia. Gupta says, “We are driving forward with innovation that will see our customers at the forefront of the market in existing and emerging opportunities. The graphic communications sector is our priority number one.” PP October 2017 ProPrint 29

FOCUS MAIL & PRINT

Good mail for printers Adding a mailing and inserting operation to a print enterprise appears a logical extension of the value proposition a print business can offer its customers

By Peter Kohn

I

f you print, you should mail.

It makes sense. After all, as a print provider, you already have the customers, the skill level to operate mail and insert systems is not high, the investment cost, at least to get started, is not high, and for the customer, it means one less supplier to deal with, cutting back office costs and times, and creating production efficiencies, as the inserts are not moved from the printer to the mail house.

Australia Post requires that there is a minimum print run and the letters are sorted and batched by postcode.

Of course electronic communications has for many years now been taking ever increasing bites out of the mail pie, as marketers turned to non-traditional channels, first email, then SMS, then a plethora of electronic and electronic/print hybrid solutions to get their advertising message out.

Yet printed mail has hung tough, and its portents in Australia are up again following a change at the helm of Australia Post. There is optimism in the industry that the departure of Ahmed Fahour as CEO rounds off an era during which printers’ best interests were not being met by the national carrier. With new CEO Christine Holgate taking up the reins from October 1, hopes are high that the cost structure of sending direct mail will be more favourable again.

If this is the case, it could well encourage some printers to invest in a

30 ProPrint October 2017

mailing and insert line, pitching for the business of existing print customers who might be grappling with imperfect inhouse mailing solutions in their own businesses, and who would be interested in mailing as a value-add from their printer.

And it could spur some of the larger mail-and-insert operators in the industry to remain, or even expand their mail handling services.

Vendors of the technology are quick to point out the benefits to a print operation of controlling this vital aspect of the communications mix, rather than leaving it on someone else’s table or outsourcing it.

As Grish Rewal, director of information processing specialist at Absolute Electronics, has pointed out to ProPrint, mailing and insertion lines are a natural leverage of a commercial print business’s core offerings of prepress, print and finishing. For example, the printer might already be producing the forms and other stationery, he argues, so adding mailing services is low-hanging fruit.

New page for printed mail, says PIAA Printing Industries Association of Australia (PIAA), CEO, Andrew Macaulay sees mailing and inserting as a part of the industry that still packs plenty of value. He says, “The sector is a valuable part of the commercial cycle.

Mailing and inserting can be a profitable sector for those participants who have invested in efficient technology, and who have adapted their business model to suit changing consumer patterns.

“So long as Australia Post does not price the sector out of existence, or reduce service levels to a point where reliability is questioned, then there are sections of the retail sector that place particular value on mailing and inserting,” he tells ProPrint.

Macaulay sees the fulfilment end, carried out by Australia Post, as the largest negative impost currently, saying “Incidences of delayed delivery, compounded by rising postal rates, have resulted in customers changing to digital, or moving their inserting and www.proprint.com.au

MAIL & PRINT FOCUS forefront of innovation in this sector, and we hope to see this intellectual knowledge contributing to Australia Post, revitalising its core business. Mail is part of our economy, and we stand ready to assist Christine.”

Invest to save, urges Pitney Bowes

mailing support overseas. It is ironic that some elements of the mailing and inserting business can be provided competitively from China, partly due to the costs imposed by Australia Post.

Empirical evidence supports the value of mail in the commercial sector, and, perhaps counter-intuitively, evidence suggests that mail is more effective for transactions than digital for the younger consumer.”

He believes that in Australia at present, mailers and inserters are investing in more efficient plant and processes, lowering handling costs, and ensuring end-to-end accountability.

“This requires a business to have access to capital, and have the freedom or ability to change. We are seeing some exciting examples of this in Melbourne and Sydney.”

No conversation about Australia Post’s impact on the printing industry is complete without examining the impact of the policies introduced by former Australia Post CEO Ahmed Fahour, who gave the impression that he was anti-mail. Macaulay anticipates www.proprint.com.au

a strong working dialogue with his successor, Christine Holgate, who left her post as CEO of Blackmores to take up the role as chief of the national postal corporation.

When her appointment was announced in June, Australia Post’s chairman John Stanhope told media he saw Holgate’s business philosophy as ‘a perfect fit for Australia Post. She is a firm believer that businesses must perform commercially, but also serve the community. And that’s entirely consistent with our objectives as a community-based business that has both commercial objectives and community service standards to uphold’.

Macaulay firmly believes Australia Post and the printing industry can work together in a win-win framework under the new CEO. He says, “Printing Industries looks forward to Christine Holgate commencing. We aim to have a positive dialogue, and seek public/ private sector collaboration between our members and Australia Post. Many of our members have been at the

Asked about his views on what both newcomers and established mail providers should do in the face of declining volumes of printed mail, Stephen Darracott, country manager and director, Pitney Bowes ANZ, offers an upbeat analysis, “When we talk to our clients, they cite their mailing and inserting operations as a competitive advantage over just offering printing services. Mail volumes are declining overall, but when it comes to business communication, there are several industries that are relying on mail outreach campaigns more now than just a year ago,” he says.

“These are addressed mail campaigns with colour envelopes, personalisation and greater openability rates. Businesses get a valuable place in the mailbox of prospective clients along with other critical mail such as bills.

That is strong real estate to capture,” says Darracott.

“Offering printing, folding, inserting and mailing services can help save your clients time and money that they need to spend on building their business and talking to their own clients. We see folding, inserting and mailing services as a critical part of growing your print business in a challenging environment for printers.”

Darracott says that in the current climate, with ever-tightening print margins, printers should not be thinking that they can afford to grow without mail. “With so many businesses having to do more with less, printers who offer full mail campaigns are offering to save their clients time, manpower and money. Personalised messages in a mailbox and then in a potential customer’s hand - not buried in an email inbox - are effective.”

In his view, printing, folding, inserting and mailing for a client means the ability to save precious financial resources. Firstly, because they do not have to buy expensive printer ink, and secondly, because they do not have to pre-purchase and store thousands of colour-printed or pre-paid postage envelopes to make it cost efficient. But there are other savings too – such as in human resources, because they do not have to invest in hours of manual labour, physically folding mail and stuffing envelopes.

And there is the saving in time, because they do not have to wait in line at the post office.

Continued on page 32 October 2017 ProPrint 31

FOCUS MAIL & PRINT Continued from page 31

“It is better to have your message on a prospective client’s kitchen counter than buried in their email inbox with little visibility,” Darracott reminds us.

“Existing customers are a great place to start when you roll out full campaigns.

The machines are easy to use, and can fully process many pieces of mail in a short amount of time, and the initial investment is reasonable.

“This investment can also be spread out via a tailor-made lease plan to maintain business-critical cash flow.

Additionally, offering finished mail pieces means extra security because the machine does all of the work. With printed barcode features, human hands do not have to touch the pages once they enter the folder. Fully-finished and sealed envelopes are just gathered at the end of the process.”

Exactly what equipment is needed?

“If you already have a cost-effective, high-quality printer, we recommend a folder, inserter and a mail meter,” advises Darracott. “Size and cost of the machine is based on the volume of letters you expect to be printing and mailing. Larger machines can process more mail at a faster speed.”

And what is the best way for a print provider to sell printed mail and insertion services to their customers?

“Our clients find speaking to their existing customers about the savings is the most effective way to reach them,” he suggests. “Offering to quote a full campaign to customers just asking for print services can often sway the customer once they discover the savings involved in a full campaign.”

Of course, there is the challenge of navigating your printed mail through the post office. Darracott has the following advice: “Australia Post requires a folding and inserting system to line up the name and address information of a document into a window-faced envelope and for that envelope to be sealed. Our systems do this task effortlessly. For mailing services, all that Australia Post requires is your Australia Post account number for a postage meter.”

Pitney Bowes ANZ has the 32 ProPrint October 2017

Pitney Bowes Relay 8000

technology to meet these requirements, says Darracott. In addition to its Riso printers, Pitney Bowes offers a full suite of folding and inserting products that can help print houses maximise their revenue.

The machines are based on volume, mail-piece integrity and speed. “You can start small with the Relay1000 or go up to the Relay 3000 which can process 3,000 pieces an hour. We have models that can feed and collate up to seven documents into either wallet or pocket envelopes automatically and process up to 3,600 C4/C5 mail pieces an hour, while also having the capability of processing DL slips, CD packs, booklets, catalogues, magazines, cards and reply envelopes. We also offer dedicated folding solutions.”

Pitney Bowes postage meters range from the DM100 desktop mailing system to the full-colour SendPro-P Series which can also track and record inbound mail and parcels, process up to 180 letters a minute and print personalised envelopes in full colour.

The SendPro-P 3000 is PB’s most powerful SendPro solution and has automatic feeding and the Weigh-onthe-way feature which processes up to 200 letters per minute of mixed-sized mail and 300 letters per minute of likesized mail.

For us and our clients, I believe having all services under the one roof certainly makes a difference.”

Kevin Finlay, production manager, iPrintplus, Perth

Neopost has it mailed

Neopost Australia offers a range of equipment to streamline the mailing and insertion process, including accurate weighing of mail pieces, rapid opening of envelopes and efficient sorting and archiving of businesscritical information.

The vendor emphasises it is the first in the global Neopost group to offer the Neopost IX series, which provides intuitive navigation and clear displays,

encompassing a broad range of mail types, regardless of size and weight, via automated processing.

Neopost’s DS-200 folder-inserter is a high-volume application with an advanced modular design. The DS-200 letter inserting machine provides highspeed performance and can process up to 4,800 envelopes per hour and, says Neopost, and its high loading capacity matches its speed.

Software products include the OMS200 output management software, which enables barcodes and OMR marks; the OMS-500 system, which offers multi-channel document management for digital and print, and the FlexMail 4 solution that comes with pre-sort modules to sort mail and produce output that complies with mailing regulations to get maximum postage discounts and fast and accurate delivery.

Neopost’s mailing solutions are integrated with its Riso ComColor series of inkjet printers that generate cutsheet inkjet at up to 150ppm, and are able to print a 1,000-page document in seven minutes.

Neopost is launching a new folder inserter aimed directly at commercial printers who want to add mailing to their in-house portfolio. As everyday communications move towards multimedia digital systems, physical mail becomes more targeted, more personalised and more valuable. The DS-600i from Neopost has been designed to maximise ease of use, efficiency and accuracy in the ever changing mailing market.

Neopost says the modular design, high-capacity feeders, intuitive touchscreen operation and output processing options mean there is a configuration to suit the needs of every organisation.

The company says that when combined with Neopost Output Management and Mailroom Management software, it ensures that the quality and integrity of outgoing mail has never been easier to manage.

Continued on page 34 www.proprint.com.au

Make your mark with inkjet.

We’ve partnered with RISO to bring you the innovative ComColor® GD series printers, designed to meet the demands of both direct mail and transactional printing.

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For more information on how the RISO GD can improve your cost per copy, call 13 23 63 or visit pitneybowes.com/au/new-riso-gd.

FOCUS MAIL & PRINT Continued from page 32

Neopost says the DS-600i has been developed with production mail in mind. The new DS-600i has the capability to collate, fold, insert, inkjet address and meter mail at speeds of 6,000 per hour and, says the company, has a wider capability than just folding and inserting. The modular system will also gather loose leaf sheets up to 72 pages, and will process booklets up to 6mm thick, to a final pack thickness of 10mm. In addition it can work with a wide range of materials.

Peter Goulter, national sales manager, Mailing Solutions at Neopost says, “For commercial printers, mailing

Opportunity: Gary Avery (left) and Peter Goulter from Neopost with the new DS-600i envelope folder inserter

offers a new revenue stream. And while mailing volumes in transactional mail is declining, the number of short run jobs for promotional mailings is increasing. The DS600i is designed for monthly volumes of 300,000; makeready is automated and takes just a minute or two compared with 30 minutes for comparative systems.

Ccommercial printers can now bring mailing in-house and offer an end to end solution for their clients, as well as having full control over production schedules and costs.”

All the studies show that targeted mail has an unrivalled cut-through rate with consumers, and that more businesses and organisations are turning to addressed mail to communicate effectively with their markets. The DS-600i will enable commercial printers to exploit that opportunity.”

The DS-600i has modular design, high-capacity feeders, intuitive TouchScreen operation and output processing options, which the company says means there is a configuration to suit the needs of every printer. It can be combined with Neopost Output Management and Mailroom Management software packages,

ensuring, says Neopost, that the quality and integrity of outgoing mail has never been easier.

Neopost says folding and inserting hardware is only one piece of the puzzle in a comprehensive offering for printers wanting to maximise mail as a channel.

It says multi-channel communication is key to end-to-end coverage, and says it can be easily delivered by its OMS-500 software and closed loop integrity from Aims (automated insertion management system) which augments physical mail delivery capability and enhances reach as a one-stop shop.

Neopost says OMS-500 Output Management Software can compose documents from a data file, quickly manipulate a ready to print PDF or split input for delivery by mail, SMS, email or web. Rapid job build functionality means PDFs can be optimised for postage discounts in just minutes.

Aims bridges the gap between input print file and physical mail produced on the inserting system. Each mail piece is verified against the source data ensuring output integrity is maintained. Mail piece status is logged continuously in an audit log. PP

Complete solution at Perth’s iPrintplus A Perth digital print company, which has invested heavily in printing and bindery equipment, and in online ordering technology, is now leveraging capacity on its presses to drive new business through mailing and insertion services.

Co-owners of iPrintplus, Marvi Douglas and Lorena De Pellegrin, saw mailing as a natural adjunct for their company, which has a ready supply of printed business cards, promotional flyers, training manuals, self-published books, annual reports, prospectuses and gift cards to feed into its mailing platform.

At its Osborne Park facility, state-of-theart mailing equipment and software offers customers a complete turnkey solution, production manager Kevin Finlay tells ProPrint, with services including envelopes, direct-mail postcards, plastic wrapped catalogues and newsletters.

With printing, binding and mailing capacity all under one roof, the WA printer offers time saving with integrated processes that provide printing, binding and mailing all at the same time. The company’s barcoding and sorting services allow its customers to reap the maximum discounts on offer from Australia Post.

“We were one of the first digital print shops in Perth to install their own mailing machines,” says Finlay, “and initially it was difficult to get our clients involved. Once we had proven ourselves, the work input increased and we began to upgrade the type of machinery required to make the 34 ProPrint October 2017

process easier and quicker. Choosing the right machinery for what you want to achieve takes time but once you get it right, it all flows relatively smoothly.”

For iPrintplus that included an envelope laser printer, an envelope inserter and a plastic wrapper to help it cope with the amount of work being handled. In addition to its laser printer from Pitney Bowes, it acquired a Kas Mailmaster 465 envelope inserter, which handles DL to C4 envelopes, inserting at speeds of up to 6,000 completed envelopes per hour. The Mailmaster’s insert stations can handle a wide variety of material, including single sheets, card, reply envelopes, pre-folded items, stapled sets, CDs, plastic cards, and booklets.

Quantities of items fed from an insert station can be pre-selected and the feed can automatically be set to switch from one station to another when it runs low. The company also has a Bell & Howell envelope dumb-inserter.

Its iMM i6 compact plastic wrapper from International Mailroom Machines, a new UK manufacturer of polywrapping solutions, provides fast, efficient wrapping, says Finlay. With a top operating speed of 7,000 packs per hour, the iMM i6-series has boosted productivity at iPrintPlus through its simple, rapid changeovers between jobs, and can handle pack sizes up to A3 in size and 50mm in thickness.

Automatic settings for the wrapping unit are displayed on a large colour touch

screen. Memory for jobs and copy/edit are also prized functions. The i6 series even has a ‘learn’ function where the operator puts one set on the track and the solution measures the pack and saves the job.

To integrate these devices, Finlay says iPrintplus uses XMPIE software for personalised cross-media data management.

Australia Post requirements include placement of jobs in either tubs or trays, with job details printed on tags. So iPrintPlus has Visa Print software for on-demand and pre-printed labels. It also has software from DataTools, providing functions such as address cleansing, standard and extended barcodes, and DPID appending. DPID (Delivery Point Identifier) is a randomly generated, eight-digit number which is allocated for every new address added to a source address database.

Finlay says that at iPrintplus, respect for its customers’ deadlines is a key selling point. “It’s the best way to sell to customers. Our quality of service and dedication to deadlines, especially when it comes to NOM (notice of meeting) and annual reports, is well known, but in reality all the work gets treated with the same service.

“For us and our clients, I believe having all services under the one roof certainly makes a difference. Our clients find dealing with just one supplier for all their needs is certainly a great idea.” www.proprint.com.au

October 2017

ProPrint

TECHNOLOGY GUIDE Wide format printers

l l l

A dozen of the latest wide format print solutions Roll-to-roll, flatbed, hybrid, print and cut Special preview Visual Impact Expo 2017

EXHIBITION VISUAL IMPACT

Wide format looks to future Returning the vibrant setting of Sydney’s Darling Harbour, Visual Impact Image Expo 2017 is focusing on what is ahead

W

hile we all concentrate on the needs of today, an important element of any business in the print, sign, graphics and display industry is to look to the future.

It is especially poignant, given that the industry has changed so much in such a short period of time. So it is of great benefit that the exhibitors, seminars, workshops and demonstrations of Visual Impact Sydney will be future focused.

So with this in mind much of the new technology on display at Visual Impact Sydney 2017 will not only show what print-service-providers can do now but, what they can achieve in the future. The industry got a good look at the future earlier this year at PacPrint, but that insight will be extended even further with advances in modular print systems, software, LED technology, 3D print and materials and substrates which will all be on show in Sydney.

Looking to the future is not just about what exciting new things can be created with the latest printer or media.

It is also about addressing the changes that will be affecting business in the months and years to come. It is no secret that the cost of doing business – especially production costs – is going to escalate. That is why looking at new technology that is faster, more efficient, requires less power or may even be autonomous, is future-proofing your business.

Looking to the future also means future proofing the industry, that there

36 ProPrint October 2017

is enough of the next generation coming through to continue to grow and diversify print, signage and visual communication. Visual Impact Sydney 2017 will seek to inspire the next generation through a number of different workshops, demonstrations and the Re-Engineering Australia (REA) F1 in schools program that will be held during the show.

The REA F1 in schools programme engages more than 40,000 high school students in Australia, and delivers industry-standard technology into schools which is made available to a further 300,000 students outside the programme. As part of the programme students will visit Visual Impact Sydney 2017, where they will design, print and apply graphics to their F1 vehicles, with prizes awarded for the best work. It is a great way to introduce the next generation to the industry, showing them the diversity and advanced technology that is used on a daily basis whilst giving them a fun, hands-on experience with print technology and materials.

There will also be plenty of workshops and events for current professionals with vehicle graphics applications workshops, LED demonstrations, sublimation training and interactive laser engraving displays all showing what can be done now and into the future. The revamped seminars and workshops held at Visual Impact shows have added new life to the events. Topics and displays are now well in tune with the needs of the current print, sign and graphics professionals and have been well attended in recent years.

If you are looking to the future then you won’t want to miss the networking opportunities that Visual Impact Sydney 2017 will provide. Previous shows have paid big dividends for exhibitors and guests. Simple conversations have led to major sales contracts being signed. That’s the great thing about the show, when you enter the hall you just never know who you will meet, what exciting idea will catch your eye, or what the may unfold with regards potential future work. www.proprint.com.au

VISUAL IMPACT EXHIBITION

Education is essential for the future, that is why Visual Impact Sydney will play host to a terrific seminar and workshop programs that all manner of attendees can participate in.

For students, Graphic Art Mart is hosting a free Vehicle and Graphic Training workshop that is designed to introduce participants to the basics in vehicle wrapping applications and provide hands-on experience with wrapping techniques and tools. The workshop will be held every hour in the morning for approximately 30-40 minutes in duration.

Trotec will also be hosting a student workshop, Introduction and Laser basics. This session will introduce students to lasers including what is a laser beam and how a laser beam is generated. Practical demonstrations on a Trotec laser machine will highlight the relationship between power and speed plus show laser engraving and laser cutting.

Starleaton will have industry experts hosting a workshop addressing Colour Management Overview. In this www.proprint.com.au

Making an impact: Display print

workshop, Starleaton will look at components, terminology, monitor profiling, print profiling and workflow issues surrounding colour management.

For trade professionals, Trotec will be showing how to get the most out of your laser. This session will cover topics such as the benefits of the Speedy flexx technology, capabilities of JobControl Vision incorporating CO2 and fibre into print and cut. Plus, you can learn appropriate material processing using JobControl’s material database’s ability to Autofocus, multiple engraving and cutting tasks with varying focuses in a single job. Lean how to achieve perfect repeatability, waste minimisation and accurate job placement with JobControl’s wysiwyg features.

There will be a host of additional workshops and seminars run for both students and professionals throughout the course of the show.

Looking at new ideas and products is a good way to keep an open mind about the services your business could deliver down the track. Situations change, that is a fact of life. However, being prepared and having options greatly helps businesses deal with those changes.

That is why it is essential to see what is on offer, what is new, so that you can look to adapt your product and service offering should the need arise. It happens time and time again, businesses get caught out by change and react too slowly because they are not aware or, have no plan B. That is why attending Visual Impact Sydney 2017 should be a must do on your calendar, so you can look at potential new markets and directions for your business.

New Releases

The show’s sponsors are definitely looking to the future wit a host of new release products making their Australian debut.

Platinum sponsor Roland DG is excited to showcase products and applications across its extensive portfolio including digital wide format printers, cutters and integrated print and cut devices, UV benchtop printers, dye-sublimation solutions, engravers and more.

A key area on the stand will focus on emerging retail solutions, featuring Roland DG’s VersaUV LEF Series benchtop printers. Offering countless product personalisation possibilities, the LEF series helps businesses and their customers stand out from the crowd.

Roland DG will also continue its popular virtual reality experience, where visitors can take a virtual tour of the Roland DG factory in Japan, or see what it’s like to drive a lap in a Brad Jones Racing V8 Supercar.

This year, visitors to the Graphic Art Mart stand will be taken though a journey of fun, colour and interaction, as they are shown an extensive selection of solutions from Avery Dennison, Roland DG, Arlon, Aslan, CWT Worktools, Mimaki, Keencut, Sihl, Chemica, Soudal and an array of exciting new products on display for the first time.

Graphic Art Mart will be showcasing a comprehensive range of equipment workflow solutions for sign, display and textile. This includes eco-solvent Roland Print/Cut family; CWT Worktools flatbed mounting tables and linear cutters, Forte’s laminating solutions, Keencut’s cutting devices and a selection of heat press machines.

HP’s Latex printers will be shown alongside Neopost’s broad range of finishing options - demonstrating an end-to-end workflow. There will be a range of HP Latex devices on display, from entry level 1372mm wide HP Latex Print and Cut solutions through to a 3.2m-wide industrial HP Latex printer.

In addition to the HP Latex range, Neopost will be showcasing the HP PageWide XL 5000 printer, which prints up to 14 x A1 pages per minute in monochrome and full-colour.

Cutting-edge finishing solutions which include the Aristo flatbed cutting table, Graphtec FC8600 vinyl cutter and Neolam 1600 laminator will steal the show.

Alongside hardware solutions, HP and Neopost will be demonstrating several software solutions, including HP PrintOS, HP Signage Suite and the latest rip releases from Onyx and SAI. Mimaki Australia will be demonstrating the best of their tried and proven technology and their latest innovations. On display will be the new UCJV300-160 cut-and-print device provides more than a simple print and cut experience.

The company says it goes beyond extraordinary to deliver an inspiring range of applications and versatility.

Plus, the new UV printers including the UJFMKII series, JFX200 Series and the 3.2m wide UJV55-320. The JV400 series latex and CG-130SRIII print and cut bundle.

Apart from having a great time in one of the most vibrant places in Australia, attending Visual Impact Sydney 2017 is an investment in your future.

You will see new technology, meet new people, explore new ideas and best of all, come away with a much greater understanding of where the industry is heading and how you and your business can be a part of it.

For more information about Visual Impact Sydney 2017, please visit: www.visualimpact.org.au/ sydneyexhibition2017. PP October 2017 ProPrint 37

PRODUCT PORTFOLIO TECHNOLOGY GUIDE

Wide Format printers Just ahead of Visual Impact Proprint looks at a dozen of the latest wide format print systems on the market - roll to roll, flatbed and hybrid

AGFA ANAPURNA H3200I

The recently launched the Anapurna H3200i LED printer is a six-colour plus white platform which uses Konica 1024i print heads, enabling speeds up to 129sqm per hour and 1440dpi photorealistic quality.

This hybrid platform enables the user to print boards like Foamex, foam core, Aluminium composite, polypropylene and Acrylic, in sizes up to 3200mm wide by 3200 in length. Multiple boards can be placed across the printing width and a continuous feed option can be activated which in turn will increase productivity levels.

H3200i offers the user the capabilities of printing roll stock like SAV, paper, foils and PVC banner up to 3200mm wide. Agfa says Anapurna is an affordable device, and coupled with Agfa’s new1500 inking system the client has a greener solution due to the reduction in ozone levels.

Agfa says the curing solution offers adhesion to problematic heat sensitive substrates like coreflute and display card, while only using 1KW of power per module compared to traditional methods that draw approximately 4KW. Agfa’s LED curing system offers a minimum of 10,000+ hours of printing, whereas traditional UV mercury systems tend to need replacing after only 500 to 1000 hours. This makes the new solution cost effective.

Agfa’s build quality remains, as the Anapurna H3200i weighs in at an impressive 2.8 tonnes.

38 ProPrint October 2017

Agfa says Anapurna benefits many businesses, especially those who specialise in commercial, screen, signs, exhibition and POS markets. This style of device is also available in a 2500mm and 2050mm wide system.

Agfa Anapurna H3200i

CANON OCÉ COLORADO 1640

The launch of Canon’s new 64” roll-toroll printer at this year’s PacPrint - the Océ Colorado with disruptive Océ Uvgel ink technology - is designed says Canon to give printers unprecedented productivity.

Delivering high quality graphics at new speed levels, Canon says it can easily handle peak periods with fully automated media loading and multiple media rolls, taking unattended printing to the next level, with on the fly quality assurance and easy-to-use job

Canon Oce Colorado 1640

scheduling and alerts. It produces instant dry prints on a wide variety of coated and uncoated media. Canon says printers can cut their costs with the segment leading TCO of this new production printer.

Canon says the Océ Colorado 1640 sets new standards for breakthrough productivity, never seen before automation, superior image quality, a broad application range and lowest operational cost in its class.

The Océ Colorado 1640 printer is designed for both indoor and outdoor applications. It delivers a large colour gamut, similar to solvent inks, but combines this with the environmental benefits and safety profile of latex systems.

Continued on page 40

www.proprint.com.au

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PRODUCT PORTFOLIO Continued from page 38

DURST RHO 1312

Durst says the Rho 1312 hybrid UV printer has proven its profitability and convinced users to trust and invest in one or even multiple units. It says its R&D team’s determination to excel itself has led to a new development in strategic components of Durst’s proprietary hardware and software.

The outcome is Smart4, which boosts the Rho 1312 productivity further, with output exceeding 1,000 sqm per hour (330 boards an hour) in Two Pass (production mode) that equates to a doubling of the speed of the Rho 1312.

Matt Ashman, sales manager at Durst’s Australian supplier PES says, “It makes the Rho 1312 faster and more profitable than ever.”

Durst says versatility is the watchword, with printing at 1,000dpi across 2.5 m width, with both roll to roll and flat sheet hybrid configuration.

It also has the option to have double sided on both sheet and roll, as well as white ink option.

Ashman says that, as with any business, consumable costs and cost of production are a key part of the day to day running, that’s why Durst has worked hard developing algorithms to empower its users to save ink, with the new ink saver function. He says, “This enables ink savings from five per cent to as much as thirty five per cent depending on the job, and it is totally configurable, placing you in charge.

Furthermore, this machine can be run by one operator, using three quarters automation of feed and stack. This all adds up to a healthy ROI for a print business, and a quality of print second to none.”

The new Rho 1312 Plus will be added to the PES range as of September, and existing Durst customers will be able to

Durst Rho 1312

upgrade their existing Rho 1312 to the new version. Ashman says, “We have another two Plus’s to add to our range and to further enhance our customers profitability and quality.

“The new Durst Rho 512R Plus is again a further enhancement of the already popular Rho 512R (5m roll to roll UV printer). Adding a faster Boost speed to the Rho 512R was not an easy job, as the printer already delivers 350sqm per hour, this has been boosted to nearly 400sqm per hour, after many hours in the lab the technicians achieved their goal. Adding another resolution to the already high 800dpi was a must, and the result is a fine art mode of 1,200dpi - pin sharp across a five metre print.”

EFI

EFI Vutek LX Pro

EFI says that by increasing substrate flexibility, driving down operating costs and reducing environmental impacts the latest LED curing inkjet print technology continues to open doors to both expanded creative

applications and profit opportunities.

Advancements in EFI hybrid flatbed/ roll fed platform innovation and print head manufacturer technology, has now shifted the thinking about the relationship between quality modes and productivity, especially in terms of how they meet both customer demands and profitability.

EFI says that new four-colour print modes are changing the parameters related to quality expectations during high-speed production. These fourcolour print modes can now often be used for a majority of work, while the eight colour modes can be selected for when the highest image quality is paramount to the production of customer jobs. For example, the EFI Vutek LX3 Pro is a versatile 3.2 metre hybrid flatbed/roll-fed printer that prints on materials up to two inches thick, designed and built to take maximum advantage of this improvement in print quality, enabling high production throughput, higher volumes, and shorter lead times all the while continuing to maintain high image quality.

EFI says the LX3 Pro is not only capable of meeting the growing demands for higher quality with quicker turnaround times, but also offers the ability to print on new and substrates. It says this is combined with the lowest total cost of ownership in its class, eight colours plus white, as well as multilayer printing and resolutions of true 600 or 1000 dpi and 12pL grayscale print technology.

The company says it now enables print service providers to grow their business with high-value specialty substrates, while at the same time delivering greater image consistency/ quality, reduced waste, and lower energy costs. All of which translates into a more efficient, cost effective, and environmentally friendly print solution.

Continued on page 42

40 ProPrint October 2017

www.proprint.com.au

Fulfilment And Mail Processing

MARKETPLACE

We offer a full range of services in mailing and promotional packing and assembly.

Addressing and Mailing

PACK ONE & POST

Laser imaging Plastic Wrapping Envelope inserting Direct addressing (inkjet) Postage optimisation Postal barcode allocation

Assembly Presentation folder assembly Crashfolding Collating Eyeleting Drilling Covermounting Shrinkwrapping Mailpack assembly

Data Processing De duplication Barcode label printing Database set up

Fulfilment Response handling Data entry and reports Pack and dispatch From start to finish we can glue up your presentation folders, assemble your mailpack, optimize your data, allocate barcodes, inkjet address, insert envelope, plastic wrap or shrinkwrap and mail.

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Affordable Efficient Solutions www.proprint.com.au

July 2017 ProPrint 51

PRODUCT PORTFOLIO Continued from page 40

EPSON SURECOLOR SC-S80600

Epson says its signage and décor printers have been designed to produce superior output with faster, more efficient, and cost-effective operation.

The printers are compatible with an enhanced range of media including the full range of paper, canvas, film and vinyl substrates. According to Epson they produce images that are brighter, and more durable, have a higher gloss level and gamut range than competitors.

Epson says whether you are producing indoor POS or outdoor signage, back-lit displays or window decorations, banners or vehicle decals, wallpapers or floor finishes, posters or labels, its printers can do it. It offers a range of models to suit different production volumes and output requirements, all with easy loading, simple operation and reduced running costs.

The flagship Epson SureColor SC-S80600 is a 64 inch signage printer

42 ProPrint October 2017

that incorporates Epson’s latest PrecisionCore print head and UltraChrome Eco-Solvent ink technology. It produces durable prints that are bright and glossy with an unparalleled colour gamut. It is designed to produce premium quality output, using minimum ink, with simple operation, and fast job completion. Prints dry quickly and machines require minimum maintenance. Ink has a low odour to enable operation in a wide range of commercial, business and office environments.

Epson SureColor SC-S80600

FUJIFILM ACUITY LED 3200R

The Fujifilm Acuity LED 3200R has eight ink channels including white and a clear coat (available later in 2017). Its top speed is 110sqm an hour per hour in CMYK 2-pass only mode and in 4-colour mode, standard production is produced at six-pass 40sqm an hour.

Using all colours (CMYK + Lc,Lm, W) draft mode is 60sqm an hour per hour

Fujifilm Acuity LED 3200R

at four-pass and standard production is at 20sqm an hour per hour with twelve passes.

With the 3200R Backlit panel production is a particularly strong feature of the LED 3200R and there is even an on-board backlit display so actual viewing results can be proofassessed during production. In this mode, sixteen passes are deployed so colours remain saturated and vibrant, with a production speed of 7.5sqm an hour.

Fujifilm first introduced LED curing in the Acuity 1600 LED; approximately 900 units of the LED 1600 have been sold worldwide. Because LED UV uses lower energy and a different bandwidth of UV light, the inks used need to be matched to the spectrum. Fujifilm created the inkset for the 1600 and a new, more flexible Uvijet LF inkset for the 3200R. The addition of LF flexible inks opens up the soft signage sector for printing onto fabrics used for backlit panels, exhibition displays, teardrop outdoor banners and pull-up portable displays.

Another feature is the ability to print two rolls simultaneously. Two rolls of media, each variable up to 1.52 metres in width, can be loaded to print either the same or two different jobs, effectively creating three printers in one to increase the versatility of the LED 3200R. This dual roll capability is a production advantage when 1.52 metre production is at its peak and switching back to full 3200mm width is fast and easy. Two rip variations are available:ColorGate Production Suite 9, or Caldera’s V10.

Continued on page 44

www.proprint.com.au

The road to success starts with advertising and partnering with a reputable brand.

November issue is now open for advertising.

CONTACT: Carmen Ciappara (02) 9833 4314; 0410 582 450 carmen@proprint.com.au

PRODUCT PORTFOLIO Continued from page 42

HP Latex 370

pull-up displays, banners and posters – optionally linking with e-commerce solutions for online payment. HP Applications Centre is free for customers with HP Latex printers, as well as selected HP Scitex and HP Designjet printers.

Finance options for the HP Latex 570 are available, making productive HP Latex printing even more affordable.

MIMAKI CJV150

HP LATEX 570

The HP Latex 570 is a 1.6m wide printer, using HP 871 Latex inks in 3-litre bulk ink cartridges. Prints are cured inside the printer and come out dry without the need for out-gassing, so they ready for finishing, dispatch or immediate application. According to HP instant-ready prints and indoor high-quality speeds of 23sqm an hour, means the HP Latex 570 enables printers to deliver fast results.

HP’s third generation Latex inks provide hard-solvent like scratch resistance on SAV and PVC banner, with the benefit of being water-based with a low environmental impact.

Achieving Greenguard Gold indoor air quality certification – even for full room wallcoverings – odourless inks, low VOC’s and no hazardous air pollutants, both operators and end customers appreciate the environmental appeal of HP Latex.

The new media loading and take-up system accepts heavy rolls up to 55kg –

44 ProPrint October 2017

and operate on an easy to use pivot mechanism which is also spindle-less.

Making loading a breeze, the electronic pinch rollers correct skew automatically, and can enable roll loads in under a minute.

Predictive supplies alerts allow greater levels of unattended operation, ensuring there is enough ink and media loaded to print the job. The free HP Latex Mobile app provides alerts via a mobile phone or tablet that inks or media are running low – and printers can even check that their job is printed and the current printer status – from anywhere in the world.

With the HP Applications Centre incorporating HP WallArt Suite and HP Signage Suite - printers can tap into the lucrative custom printed décor market, or add simple online design and ordering of common signage applications. HP Applications Centre can be integrated into an existing website, allowing end customers to create wallcoverings, canvas, decals,

Mimaki CJV 150 print and cut

With the cutting features in its CJV150 and CJV300 series, Mimaki says it is leading the way for print and cut devices. Mimaki is producing print and cut or cut and print all in one units that suit the growing market demands for this type of technology.

The kinds of technological advancements that Mimaki has brought to the sector have enabled signage and print companies to look beyond traditional applications and move into fresh markets and create new revenue streams.

In the past these products were seen as one dimensional items, producing signs and stickers. But now Mimaki is seeing its users producing many different applications including heat transfer items for apparel and promotional items.

Mimaki has seen the shift in applications and has designed features to suit the cross-sector markets. Brad Creighton, national sales and marketing manager, Mimaki explains, “Think about this. Heat transfer film can be thin and difficult to cut, especially once printed. Heavy saturation of ink can start to distort the film before the cutting process. To have the option to cut this material first then print in a production environment shows Mimaki’s forward thinking about industry awareness and the needs of the market. The Mimaki CJV150 Series high-speed, largeformat, solvent printer/cutter devices go beyond extraordinary to deliver a wide range of applications.”

Creighton says that specific Mimaki innovations target new capabilities for owners. He says, “For instance, ecoSolvent inks in a variety of colours, including silver; and advanced printing technologies, means you can produce anything in a single unit that fits your workflow.

“Also, precision cutting capability gives you the ability to deliver custom and short-run items such as labels, T-shirt transfers or package prototypes.

With the Mimaki CJV150 Series quality, colour fidelity and flexibility plus cutting capability you will go beyond the expected, to increase your business and deliver more than your customers can imagine.” www.proprint.com.au

PRODUCT PORTFOLIO

MUTOH VJ-1948WX

The VJ-1948WX, a 1.91m dye sublimation transfer printer targets volume production users and has production speeds of up to 125 sqm an hour. Set up options include a double CMYK configuration or, for those wanting to run high volume repeat patterns for yardage, as CMYK and four light colours including a light and a light, light black.

Scott Donkin, product manager, Mutoh says, “The VJ-1948WX can deliver these speeds and quality with the colour saturation that the customer needs. It is no use having lots of heads if a printer is running fast that it cannot put down enough ink.

“The VJ-1948WX achieves such an performance with the use of four, staggered eight-channel DX7 heads, set in a two by two array.”

High volume machines also need to handle production quantities of sublimation transfer paper and inks. With this in mind, Mutoh has optioned the printer with a 100kg-capable feed and take-up system as well as bulk ink bags.

The VJ-1948WX can print onto the kind of thin sublimation paper the industry likes to use.

Donkin explains, “Mutoh recognises the need to put down enough ink for the best coverage while avoiding cockling in the paper and we appreciate this can often be bit of a balancing act.

“Mutoh has designed the printer with pinch rollers that run continuously across the full media width but they can be raised and lowered individually to help minimise the effects of cockling.” www.proprint.com.au

Mutoh will demonstrate the new printer and other solutions on stand D16 at the Visual Impact.

Mutoh VJ-1948WX

ROLAND SOLJET EJ-640

For the established print business looking to expand production, the Soljet EJ-640 provides productivity, quality and profitability unrivalled by competitor models.

Designed to meet the needs of the busiest print shop, Roland says the EJ-640 large format digital printer for high quality, volume output of wall and vehicle wraps, posters, banners and indoor and outdoor signs. And with an integrated tri-heater system, advanced media handling, and high-capacity inks, the company says you can spend less time operating the printer and more time making money.

The EJ-640 is built for productivity, while maintaining Roland DG’s renowned image quality and reliability.

The rail and frame structure has been reinforced to enable precise ink droplet placement for vivid image quality even at higher speeds, and Roland VersaWorks Dual rip reproduces images with beautifully smooth gradations.

In addition to dual CMYK, a sevencolour ink configuration consisting of CMYK plus Light Cyan (Lc), Light Magenta (Lm), and Light Black (Lk) is available for enhanced reproduction of greyscale gradients, natural skin tones and photographic images.

A key feature of the EJ-640 is the low running costs, which Roland says will deliver significant savings to your business. With new high capacity 1-Litre Roland EJ inks that Roland says cost up to 35 per cent less than the competition, coupled with a five year Heads n All warranty, the EJ-640 allows users to maximise their profits without compromising on quality.

Roland Soljet EJ-640 Continued on page 46

October 2017 ProPrint 45

PRODUCT PORTFOLIO Continued from page 45

SCREEN W3200UV

COLORJET VERVE

Available from Jetmark, Verve is an advanced flatbed UV printer capable of printing on any rigid surface including ACP, Foam Board, Flute Board, Glass, and Ceramic. Flatbed ensures better print registration for higher quality prints on irregular shapes and uneven surface materials.

Colorjet Verve can print on almost any kind of surface, unlike conventional rigid capable printers that use friction or belt feed systems. This even includes irregular shaped or nonsquare items, heavy substrates and materials that have an uneven surface, such as wood. Colorjet Verve is also a solution for complex technical or industrial printing applications where accurate, repeatable print geometry is critical.

The white ink option enables printing on clear and dark surface

materials, opening up additional business opportunities.

There are two base models available, the VU-4112 and the VU-4124, with the latter capable of 720 x 720dpi print quality at 25 sqm an hour or 720 x 1440dpi print quality at 14.5 sqm an hour. For those in a fast-paced production environment there is a dual CMYK model which is capable of up-to 45 sqm an hour. All models have a large 2.5m x 1.65m bed and can handle media up to 100mm in thickness.

If you require a larger bed size or the flexibility of a roll-to-roll option then the Hybrid version. It can be installed with CMYK plus white, dual CMYK or dual CMYK plus two white.

Jetmark says there are low running cost on both the Verve Flatbed and Hybrid, with inks available at prices that will make volume uses more than happy and a value maintenance programme.

Colorjet Verve flatbed UV

Screen W3200UV

Built by Screen subsidiary company Inca Digital in the UK, the W3200UV has proved its worth in the AustraliaNew Zealand market, with 14 installations to date – the latest being dynamic Melbourne sign and display shop Mezographic.

Capable of up to 230 sqm an hour in Billboard mode, where images are viewed from distances of five metres or more; for sellable close-inspection commercial work, 150 sqm an hour is achievable. The 3200UV Mk II’s finest resolution is a 22-pass Superfine Photo mode for photo-realistic results, with ultra-smooth skin tones at 15 sqm an hour.

The seven-colour inkset is CMYK,Lc,Lm plus white and, by controlling the UV ink curing speed with the use of a shuttered system, matte, silk and gloss surface effects can be achieved from the same inkset.

Standard bed size is 3200mm x 1600mm, but a new option is a larger bed skin that boosts maximum size up to 3200 x 2000mm.

The bed of the W3200UV is ultra-flat and features retractable register pins with six-zoned vacuum areas for what Screen says is perfect registration of printed boards. Vacuum levels can be controlled to ensure lay-flat of lightweight materials and even boards that may be distorted and require heavier vacuum to hold down.

Made by Screen subsidiary Inca Digital in Cambridge, UK and with advanced Fujifilm Dimatix printheads, it benefits from 20 years of continuous R&D by the company that first introduced flatbed UV printing to the world, at Ipex 1998.

NEXT MONTH

The November is sue will feature the of ProPrint PostPress Techno annual logy Guide

46 ProPrint October 2017

www.proprint.com.au

For enquiries, please contact: Carmen Ciappara, National Sales Manager Direct: 02 9625 4434 or 0410 582 450 | Email: carmen@proprint.com.au SOUTH

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cm, Wt...... .....kg

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54 ProPrint October 2017

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MARKETPLACE

St M

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We Offer

nan c

e

Qual ity Work Sens ible PriceAt s

gemoney.com.au

Terry Dunn

Phone:

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Office:

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August 2017 ProPrint 49 October 55

POST SCRIPT Q&A Chris Smith

PRINT’S PAST

Director, Park Douglas Printing

Backyard factory

D

ad had built his first factory in the back yard bit by bit, he started with a Golding platen that he’d found on a tip somewhere that had a crack right through the structure, probably when it was being used and a forme had dropped out, smashed it.

Dad had it welded back together again and it was in business for the next twenty years. He gradually acquired a guillotine and all the other bits and pieces. I noticed the glue pot, the dead horse glue, smell out the district. It was good glue, it’s just that it was very smelly. And Dad finished up with a brand new Heidelberg, many years later. I think my brother was still using it at the time that he retired from the actual business. He still plays around doing a bit of small stuff now. He’s in his 70s. But Dad had three or four

Why did you get into printing?

My family owns (and I am now a partner in) a printing company, so I was brought up in and around the shop. Printing just made sense and has always been somewhat of an obsession of mine.

people working for him as a printer.

Dad eventually built his own factory.

The council found out that he was operating a business in the back yard and told him he had to close down immediately. So he rang one of his customers, and he was doing a big job for him at the time, who happened to be the next council, the next area to us, and said, “I can’t finish your job because I’ve had to close down.” So the council then rang our council and said “You can’t close him down, give him six months at least.” Which they did. And he realised that the thing to do was get a block of land and build a factory. He did that and he had a very good mate who was a linotyper, so he bought a second block of land and built the linotyper which he then paid off eventually so he was really independent with his own linotyper next door. Wendy Hocking

PRINT DIARY EVENT

LOCATION

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Visual Impact

Sydney

Oct 11-13

Digital Packaging Summit

Miami

Oct 23-25

Inkjet Conference

Düsseldorf

Oct 24-25

ProPrint PIAA Sales Training

Brisbane

Oct 25

ProPrint PIAA Sales Training

Melbourne

Oct 26

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Auckland

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Sydney

Nov 2

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Oct 31-Nov 3

Qld PICA, WA PICA

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Sydney

Nov 30

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Describe your perfect weekend Would definitely have to involve some good food, a few drinks in the company of good people.

Dream holiday destination?

Probably Cairns. It is a beautiful part of the world up there.

Three people alive or dead you would have dinner with Tricky one: Bob Hawke, Retired detective Ron Iddles, and comedian Sam Simmons If you didn’t work in print what would you be doing?

Not really sure to be honest. There are not too many other industries like ours, I don’t know if I would feel at home doing anything else.

Who would you like to be stuck on a desert island with?

Some days no one haha Favourite movie?

There’s a few but The Castle ranks fairly high.

Do you have a weird habit?

I am a nail biter The perfect weekend for Chris includes food, drinks and good people

Who would play you in a movie?

Richard Roxburgh, I would like to think I was that witty.

Go to coffee order?

Macchiato Favourite season?

Definitely summer What is something you are always asked?

Probably my age

Group Editor Wayne Robinson (02) 9806 9344, wayne@proprint.com.au News Reporter Athina Mallis (02) 9806 9344, athina@proprint.com.au Contributors Leon Gettler, Baden Kirgan, Peter Kohn, Frank Romano Design and Production Carrie Tong (02) 9806 9344, carrie@i-grafix.com; Miriam Lewis (02) 9806 9344, miriam@i-grafix.com National Sales Manager Carmen Ciappara (02) 9625 4434, carmen@proprint.com.au Group Publisher Brian Moore brian@i-grafix.com Managing Director Shankar Vishwanath Subscriptions (02) 9806 9344 subs@proprint.com.au Subscription rate (11 issues) Australia $69.95.

Printed by Hero Print, Alexandria, NSW. Mailed by Pack One and Post, Rockdale, NSW.

ProPrint is published monthly by Printer Magazines Group, registered in Australia ABN 25 927 113 642. 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.

56 ProPrint October 2017

www.proprint.com.au

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with all new orders • High Quality Cards or Labels • Matt or Gloss Coating • • Laser Printer & Signature Compatible • • Foil & Holographic Features • Custom Size Sheets • • NCR, Continuous Forms & Laser Forms (Large Runs are our Speciality) • Continuous Cheques, Stationery & Business Forms • Numbered Products including Multi-position & Complex Numbering • Security Printing & Laser Cheques • Consignment Note Books

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