Fujifilm Energy Summer 2013

A MAGAZINE OF NEW IDEAS, DEVELOPMENTS AND SOLUTIONS

IN THIS ISSUE

HANDSHAKE DEAL Making work flow at Panaprint

THE SQUEEZE IS ON

How to successfully sell in an evolving market

VOL. 3, ISSUE 3

VOL. 3, ISSUE 3 • SUMMER 2013

4 8

Handshake Deal Work flowing at Panaprint with Fujifilm XMF

1

Sustainability

2

Product Spotlight

14

In The Zone

16

Let’s Be Clear....

10

15

The Squeeze Is On

Conversations with...

How to successfully sell in an evolving market

Marco Boer. VP, I.T. Strategies

Kristi Hubert Editor > khubert@prairiefirecommunications.com

A letter from Todd Zimmerman

ENERGY is published quarterly by FUJIFILM North America Corporation, Graphic Systems Division Copyright 2013 All rights reserved

Onset Q40i

Pressmen gain more control over legacy presses with InkZone

www.fujifilmgraphics.com

Tips & Tricks for using clear dry ink with the Xerox 800/1000

JOIN OUR MAILING LIST. SIGN UP HERE. WWW.FUJIFILMENERGY.COM

Stock: Sappi 100# Opus Dull Cover and 100# Opus Dull Text Inks: Toyo, Megami Conventional Metallic Ink Products (#7-877, #36-876, #31-871) Press: Komori LS 840 Plates: Fujifilm LH-PJ thermal plates Screening: Fujifilm Co-Res Screening Coatings: Coatings & Adhesives Soft Touch #1512D with 1740 Aziridine

A LETTER FROM TODD ZIMMERMAN

Sustainability ustainability has a very specific meaning to those of us in the graphic arts as well as to all of us at Fujifilm Graphic Systems Division.

Much like you, we find we are working toward many common goals building our business around our customers and continually investing our resources and our energy in developing meaningful, long standing relationships.

We have a genuine interest in supporting your growth and the desire to help you continually succeed and better your service offering as you deliver new solutions to your customers. We believe it is critical to help our customers develop new business in support of the markets they serve while opening new doors. That’s what drives our entire organization as we strive to deliver on our promise of new innovations and new technologies.

In a very similar way, we’re constantly looking for new ways to develop businesses, remain relevant in the market and take advantage of opportunities to open new markets. Standing still as the market changes and as our competitors circle around our customer base will not provide the long-term rewards we all want and need.

The technology and business benefits that come from innovative solutions and technologies are optimal when delivered as a complete solution – a solution that solves problems or meets a challenge standing in the way of progress, allowing for the opening of a new door or building a new relationship. You might say that relationships are truly the silver bullet to achieving sustainability.

The bridge between the product and the market is the customer.

Our latest issue of Energ y is yet another investment in our relationship with you. We continue to research the things we believe are relevant to you – items that can help you on the road to success. We are very proud of our cover article, “The Silver Bullet – The Art of Building Relationships.” While we know our industry is rooted in relationships, we are more committed than ever before. Despite our highly electronic world, we want to be closer to our community and we don’t want to get lost in cyberspace. It is about connecting, listening and investing – in you.

Our second feature, “The Squeeze is On; How to Successfully Sell in an Evolving Market,” provides some insight into the types of challenges and obstacles we are facing under current market conditions. We believe designing the right solution for the customer is a critical element of being successful; it is the basis for delivering value to our customers in an optimal way and enables the biggest benefit from new technology.

In large measure, combining these two elements is the heart of our strategy around sustainability. We will continually invest in and strive to serve both parts of the equation; developing new and innovative solutions while simultaneously investing in building long-term relationships with our customers. The proper solution design will allow us to deliver the most value in an optimal way, supporting both our interests as we face new challenges and open new doors together.

Warmest regards,

Todd Zimmerman Vice President and General Manager Fujifilm Graphic Systems Division ENERGY

1

PRODUCT SPOTLIGHT

» Ultra high-quality resolution on material up to 123” x 63” and up to 2” thick » Production capacity of 62 full-bed sheets per hour » Eco-friendly UV printing eliminates VOCs » Contains 168 print heads with more than 42,000 nozzles » Variable finish allows for customizable matte, satin or glossy prints

Fujifilm Debuts New Inca Onset Q40i

The Inca Onset family of flatbed inkjet presses has expanded with the addition of the new Q40i ultra high-quality flatbed UV inkjet printer. Developed to meet the demands for a higher quality device that can also print at rapid speeds, the Onset Q40i is capable of producing crisp images, fine lines, sharp text and smooth tonal gradations – all at 62 full-bed sheets per hour.

2

ENERGY

Graphic display printers requiring exceptionally fine detail and fine text need the quality capabilities of the Q40i; those who desire faster output generally opt for the Onset S40i, which is capable of speeds up to 110 full-bed sheets per hour.

The fine detail is possible thanks to the Spectra QS10 print heads from FUJIFILM Dimatix, which jet droplets as small as 9 picoliters (compared to the 27-picoliter size on the Onset S40i model) to achieve the unprecedented high-quality resolution.

Like the other models in the Onset family, the Q40i features a full-bed print array, a choice of finishes, from low-glare satin to high-impact gloss, and a shuttling bed for maximum speed. It’s capable of printing on a wide variety of substrates (up to 2” thick) and has a maximum sheet size of 123.6” x 63”. As with the other devices in the Onset line, the Q40i features an optional 3/4 automation system, helping increase throughput by minimizing handling time.

The Inca Onset Q40i officially launched at FESPA 2013 in June and is available in both a four-color and six-color configuration. With the addition of these two new devices, there are 20 different configurations in the Inca Onset range, offering a variety of options in both productivity and quality. The Onset Q40i and the entire Inca Onset line of products are available exclusively from Fujifilm Graphic Systems Division.

CUSTOMER SPOTLIGHT: DUGGAL VISUAL SOLUTIONS “This device is the perfect blend of speed and image quality…and quality is everything around here,” explains Marc Lovci, vice president of business development for Duggal Visual Solutions, the first company in the world to install the Inca Onset Q40i.

Based in New York City, Duggal sits at the center of creativity and high fashion and works with more than a third of Forbes Magazine’s “Top 100 brands,” meaning Lovci has a very demanding clientele. “Our people are experts; we have a penchant for details. And our clients consider us trusted advisors in making their visions a reality,” he adds. “We’ve set the bar very high for ourselves.”

And there’s a history of setting the bar high at Duggal, both in terms of adopting new technologies and in what Duggal does with those technologies. In 1992, Duggal became the first company to completely wrap a building with a photographic-quality image when they covered The Limited on Madison Avenue prior to the “reveal” of the new store.

According to Lovci, the Q40i came at the right time, has the right quality and can work at the speeds his shop needs.

“Our clients really want the best and, more often than not, they need it yesterday. Truthfully, they can pick from a lot of print service providers with adequate equipment. But, our technicians are seasoned pros. They’re craftsmen in what they do with a machine and that’s why our clients come to us. They know we’re going to bring them the very latest technologies and very best service possible,” he says.

ENERGY

3

4

ENERGY

N

o matter how much the world changes, Rick Brown believes the art of selling still comes down to people buying from people. And Brown should know. As a regional manager overseeing half the country for Fujifilm, he is tasked with building and fostering the kind of relationships that endear themselves to the success of the company’s continual array of innovative products and services.

Brown is a road warrior, if you will, who believes that relationships rest at the core of any successful sales and marketing initiative. Call him old school, but Brown, Fujifilm’s director of the South Region, believes that building relationships is more than just connecting through LinkedIn and Facebook. And while he doesn’t follow any scientific approach in how he connects with each customer, he knows a model exists.

“I think you could say that how we build relationships today has become a lost art,” Brown says. “You can see it in the different approaches. When you are able to build a solid relationship with a customer, you have more traction. It’s harder when you go into a call and strictly want to do business. Without that relationship, it is harder to gain traction, let alone make a sale. So, yes, I believe having a good relationship with everybody you deal with is very, very important.”

“ When you are able to build a

solid relationship with a customer, you have more traction. Without that relationship, it becomes harder to gain traction, let alone make a sale.”

– Rick Brown, Director, South Region, Fujifilm Graphic Systems Division

ENERGY

5

THE SILVER BULLET

Twenty-one years in the business will give you that kind of perspective. He still remembers being tested some 18 years ago by one of his best customers, A g Press, a f u l l-ser v ice pr i nt i ng company in Manhattan, Kan. “They wanted to see if I was a person who was going to do what I said I would do, because so many sa lespeople simply don’t deliver on their words,” Brown reca l ls. “ Today, whenever they’re thinking about making a large purchase, they call and ask for my guidance. They treat me as a friend, as opposed to some guy who’s just trying to sell them something.”

Motivational speaker and author Robin Jay says the art of relationship building l ies in the fact that people prefer doing business with people they like.

“It’s important that we are aware that people have choices,” Jay says. “We have choices and we no longer have to do business with companies or people we don’t like. And while building relationships might not be a lost art, the ways in which we build relationships are certainly different today.”

In fact, in an increasingly evolving tech nolog ica l world, Jay bel ieves people have to work harder to build relationships than ever before. “While technology is changing the way we connect, it’s still as important as ever that we continue to connect and work at building relationships. Unfortunately, client contact is not ‘one size fits all.’

There is no formula that is good for everyone in every business. It’s about l istening to your clients and then

meeting their needs. We all know what it’s like to deal with a company that’s outstanding. And we know which ones we never want to deal with again. It’s about being in the relationship with your customers for the long haul.”

Building your brand In the relationship building game, it’s all about making your service match your message. “You can’t just claim that you listen to your customers if you aren’t responding to their needs appropriately,” Jay says. “Look at what your branding message says about your company. Why should a company choose you and how can you make it easier for them to think of you and your business the next time they need whatever it is you’re selling?”

Jay says that building a relationship and building a brand are not one in the same, but that the two are very similar and what a customer experiences in a personal relationship is attributed to the brand as well. “Customers want to buy whatever you’re selling. Remember, the relationship between your brand and your customers is precious and it must be respected. It is a relationship unto itself. When done correctly, the relationships you build personally will also help you build your brand. When your customers and clients are happy, they will become evangelists for you and your brand.”

You want proof? Brown remembers the best thing a customer ever said to him. “It was something that sticks with you. He said, ‘We buy from you because of you.’”

“When building a

relationship, you’re giving your best to convince someone that they should be curious about you and what you have to offer.”

– Tammy Trombley, Co-owner, Master Color Printing

You are who you say you are….

The best customer relationships are evident in the results they produce. If your customers are happy, they are buying you, your products and your services. Tammy Trombley, who co-owns Master Color Printing in Roseville, Calif., along with her husband, Brian, knows that success lies in more than just putting ink on paper.

The foundation for the full-service printer’s mission statement is helping its customers meet their communications goals. And that starts with relationships.

“Without a relationship, you’re just

“While technology is changing the way we connect,

it’s still as important as ever that we continue to connect and work at building relationships.”

– Motivational Speaker and Author Robin Jay

6

ENERGY

another person who transparently wants something,” Trombley says. “When you’re in a relationship, there is a raw opportunity to give selflessly. When building a relationship, you’re giving your best to convince someone that they should be curious about you and what you have to offer. That takes time, lots of giving and no taking.”

Like any form of art, the keys to success are paying attention to the details, patience and, most importantly, creativity. Trombley believes those qualities get lost when people try to build relationships electronically.

“Things get lost through e-mail, Facebook and other emotionless communication tools; there’s no human connection. I still send handwritten notes and leave sappy voice mails. Sincerity is always present in your voice. Taking the time to stand out is a good first step in getting people to hear you.”

Trombley says if you want to win at the relationship game, you must master the arts of listening, following through and being gracious and let the real you shine through.

“Being honest is the most crucial, but you also build value through storytelling and in relating to your clients on real details.”

Dr. Terry W. Loe, director of the Center for Professional Selling at Kennesaw State University in Kennesaw, Ga., believes that more than anything, the connection between the buyer and seller – that relationship – comes down to having a purpose.

“A company must understand its true purpose – beyond profit – and what value it adds to its customers and business partners,” Loe says. “Having purpose and a culture that understands that purpose will drive relationships with customers.

A corporate culture that understands and truly believes in what it is doing to aid its customers will be more diligent in delivering value in communicating that value, and in communicating that it actually cares about the interests of its customers; not because a slick marketing package has been put together, but because the company – and the person – truly cares about its customers.”

Tommy Spaulding has built his career on building and fostering relationships. Through The Spaulding Companies, a national leadership development, consulting and speaking organization, he travels the world dissecting the ins and outs of how relationships work.

Spaulding thinks of relationships in terms of a five-floor building – the deeper and more meaningful a relationship, the higher the floor it resides on. Spaulding shares the essence of his teachings, “The Five Floors of Relationships.”

This is the penthouse of relationships – a union that goes beyond anything discussed in Dale Carnegie’s How to Win Friends & Influence People. On this floor, vulnerability, authenticity, trust and loyalty are off the charts. They are relationships based on an intuitive understanding of each other’s needs, even those that aren’t necessarily expressed. We literally “feel” another person’s state of mind. It’s a relationship based more on giving than on getting. Here, we become confidants, advisers and partners in helping the other person achieve his greatest potential.

This floor typically houses people such as mentors, good friends, close colleagues and people you care about in your job or industry. It’s about sharing emotions and feelings, and having the ability to work through conflict.

On this floor, people develop an emotional comfort level that goes beyond facts and information. Instead of resting on conversations, we begin sharing opinions and feelings.

It’s not uncommon to feel safe enough to exchange competing viewpoints. In business, positional authority remains the primary guiding force on this floor. Our position requires us to say what we think, rather than just present data, because our opinions can help shape decisions.

These relationships are where we begin sharing more information, albeit very basic information. Unfortunately, many of us have friends we think of as “close,” whom, in reality, are only on the second floor. We seldom reveal things to them about ourselves that would make us vulnerable or open; we seldom take emotional risks. We would never count on them for help, or for a big favor.

Most relationships start here. We meet. We exchange business cards. It typically involves a transactional exchange. We need something specific from the other person. After we get what we want, we move on. We engage in dozens of first-floor relationships every day. But all too often, we allow our relationships to stay there. If people aren’t essential to our jobs or our daily lives, we don’t make the effort to get to know them better.

ENERGY

7

CUSTOMER SPOTLIGHT

The city of Macon, Ga., sits about 85 miles south of Atlanta; close enough that residents can enjoy the perks of a big city, yet far enough away that they haven’t succumbed to a metropolitan way of life. In Macon, aptly dubbed the “Heart of Georgia,” a handshake is as good as a man’s word. There’s no better guarantee and there’s no better way to do business.

From its beginnings in 1973 as a four-man printing company, Panaprint has grown to become one of the leading privately owned printers in the Southeast. With 90 employees, Panaprint fills a 150,000-square-foot facility that contains two web presses and one 8-color sheetfed press, digital printing, saddle-stitchers, a perfect binder, in-house mailing, fulfillment services, shipping and receiving, an award-winning design team and dedicated customer service.

The company specializes in publication printing and produces thousands of pages each month.

With that much information and the sheer number of files coming over the company’s FTP, a smooth workf low is crucial. Additionally, each month Panaprint produces publications from locations all across the Southeast and that means that remote capabilities were an absolute necessity when it came time to reevaluate the company’s workflow solution.

“Because we have such a large remote base, we wanted to make sure whatever we used was

8

ENERGY

“With Fujifilm, everything was

here and all of our employees were able to learn directly from the Fujifilm technicians.”

– Jerry Axtell, Prepress Manager, Panaprint

going to be robust and stout enough to handle that,” says Jerry Axtell, prepress manager at Panaprint. (Large is right; Panaprint currently has nearly 400 customers and 650 users that require remote capabilities.)

“We received a quote from our previous workflow provider to move us to a virtual platform and we also requested a quote from Fujifilm to switch to XMF,” Axtell says. “While Fujifilm was less expensive, price isn’t everything.

They were also able to provide us with additional capabilities and features that we really wanted and needed, not to mention consolidate things down from 15 servers to just three, and that’s why we opted to go with XMF.” With the remote component of XMF Workflow, Panaprint i s now able t o of fe r it s geographically-broad customer base the ability to drive the print production process more d irect ly. Via t he Internet,

The following month, Panaprint implemented the remote capabilities portion of the workflow. “Our IT department worked closely with Fujifilm’s technical team to make sure all of our customers were set up and would be able to easily transfer and review files,” Axtell says.

After implementing the workflow pieces, the Panaprint/Fujifilm team shifted their focus to G7® certification and the addition of Fujifilm’s ColorPath Sync Ink Optimization (iO), a color management tool that creates high-quality device link profiles.

Owner Wanzie Collins (right) and Prepress Manager Jerry Axtell led the team that implemented Fujifilm’s XMF Workflow solution at Panaprint in Macon, Ga. Fujifilm’s XMF Workflow allowed Panaprint to take more than 400 customers online and give them remote ability to upload, review and approve jobs.

Panaprint’s customers can easily upload, proof and approve jobs, which helps to streamline the job and save time for both Panaprint and their customers. Additionally, it can all be done from a tablet and, hence, virtually anywhere.

Times are changing Panaprint began the switch to Fujifilm’s XMF workflow earlier this year, starting with implementation of VM Ware (Virtual Memory platform) and followed by XMF Workflow, XMF Remote and finally Fujifilm ColorPath® Sync™ color management pieces.

And, while a new workflow can represent a significant change for a print shop’s operations, the Panaprint team was ready. “Everybody in this company– every employee, every single person– was on board for this change,” says Wanzie Collins, Panaprint’s owner.

“Fujifilm’s team worked very closely with ours, they knew what we were trying to accomplish and we implemented our new system component by component. It was one of the smoothest transitions I’ve seen.”

The transition involved extensive on-site training at Panaprint, which included devising a schedule that encompassed both first and second shifts so everyone could be trained. “Fujifilm’s techs worked one-on-one for a full week with both of our shifts and that was really a huge help,” Axtell says. “With other companies, we sent one or two of our employees to a training class at a demo facility. While the information was good, it was difficult to come back and implement the training in the real world as well as train the rest of our team. With Fujifilm, everything was here and all of our employees were able to learn directly from the Fujifilm technicians.”

As part of the G7 process, Fujifilm certified both of Panaprint’s web presses as well as its 8-color sheetfed press. Additionally, Panaprint implemented G7 for its Epson proofer with Fujifilm’s ColorPath Sync DLP (device link profile) and will use the same solution to color manage the company’s new Xerox 1000 Color Press (also from Fujifilm), tying together proofing, offset printing and their digital work. “We’ve been running to G7 standards for some time, but it’s nice to have the certification and it’s certainly something that will help us increase the marketing efforts around our printing capabilities,” Collins says. “And Fujifilm’s Sync iO has made it easier and quicker for our pressmen to get up to color, and that’s resulted in quicker makeready time and a savings of paper.”

“Everybody in this company

– every employee, every single person – was on board for this change.... It was one of the smoothest transitions I’ve seen.”

– Jerry Axtell, Prepress Manager, Panaprint

“I wish we’d have been able to implement ink optimization years ago,” adds Axtell. “Not only does it help us save on ink, but we’re also getting up to color faster, there’s less dry time and, because we’ve lowered the CMY and increased the black, we’re seeing a much better gray balance.”

“Jerry (Axtell) has a lot of responsibility and a lot of deadlines to meet, so my job is to give him the very best tools I can to do the job,” Collins adds. “As a business owner, I look at the partnerships we have and, of course, reevaluate them from time to time. Many of them have been in place for a long time. But, things change.

They have changed and our needs have changed, and we looked around and found that Fujifilm was able to be a true partner for us. They’ve brought us some important options and some new technology and that’s helped our business. I value that.”

ENERGY

9

10

ENERGY

How to successfully sell in an evolving market The squeeze is on. The print solutions market is condensing. And too often, print solutions providers are responding with short-term strategies, says Steve Tumminello, vice president of KM Media Group, a marketing services provider and printer located in Clifton, N.J.

ENERGY

11

THE SQUEEZE IS ON

“I have found that it’s become much more price sensitive,” Tumminello says. “People are scrambling to get more business or keep their machines running by dropping their prices, and that has been a big factor in the market change. I think that’s why we’re seeing a lot of people merging, or going out of business, because that’s not a sustainable approach.”

It doesn’t have to be that way. Energ y spoke with sales and industry experts, as well as print buyers themselves, on how businesses can succeed – and grow – amid an evolving market.

Making the most of their time Success in sales in the current environment depends less on what you sell, and rather more on how you sell, says author and speaker Andy Paul. “It’s based on how you sell, rather than what you’re selling, that you’re able to build trust, as well as your ability to present a compelling reason for the customer to buy from you.”

Sellers who are able to help customers make more productive use of the limited time they have to invest in evaluating and making purchase decisions about new products and services are going to be rewarded with orders, Paul says. Fortunately, the ways to do that are all under the control of the salesperson. In his book “Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales,” Paul offers several questions sales reps can use to evaluate their approach: • “How responsive are you to your customers?”

• “How quickly and completely do you respond to their questions?”

• “What sort of service are you providing?”

12

ENERGY

f you’re a seller, and you’re able to “ Iprovide something that translates to ROI for the customer during your time together, then they’re going to give you more time to sell.

– Author and Speaker Andy Paul

”

Customers are demanding responsiveness, because their customers are doing the same. One experienced print buyer/ marketing project manager says time frames have gotten much more critical with the wholesale adoption of technology, the instant gratification of e-mail and the Internet. Her clients demand more immediacy than ever before. Thus, she needs the same from her suppliers. “The instant gratification of electronic communications has really shortened my time frames and made buying and managing projects a lot more challenging,” she says.

While it’s a challenge, it’s also an incredible opportunity to provide value. “People are busy,” Paul says. “They make decisions about how they are going to allocate slices of their time based on which uses of their time provide the most return on investment.

If you’re a seller, and you’re able to provide something that translates to ROI for the customer during your time together, then they’re going to give you more time to sell.”

Expertise Tumminello says he’s made it a priority to not only be responsive, but also to get involved in projects from the beginning, so he’s able to make suggestions or corrections at the beginning of the project and better determine what a customer is looking to achieve.

“I’m also looking for ways to add value, by providing paper samples, or mailing suggestions,” Tumminello says. “A lot of the customers aren’t versed on the postal regulations, so I get involved and add value that way. I’ll make a suggestion, such as, ‘Let’s rotate this mailing panel and we’ll save X amount of dollars....’ Staying on top of that kind of stuff is important. They don’t have time, nor do they want to get involved in it. It’s the extras; it’s the service you provide that separates you.”

A Director of Print Production for a New York City ad agency told us she was looking at a print solutions provider’s equipment and capabilities, its expertise and ability to offer solutions to problems. “I don’t want steak. I want a premium product,” she says. “I need you to make me look like a hero...every time.”

She says the needs have changed in that the demand for printing has evolved. “When we do require printing, it is usually much more impactful, therefore requiring special skills to bring the printed piece over the top. Skill sets in the staff have changed overall. Brand focus has guided us toward executing more for prep and file delivery of creative; whereas the art of knowing how to print has not had full opportunity to flourish. Since I cannot spread myself too thin, I look to my print partners to assist in collaborating and educating my creatives and producers with me.”

Mary Ann Fong, assistant director, Temple University Creative Services, says her department is doing less print, and spending more time and money on improved Web presence.

“Since our internal print and Web departments are presently separate, we are still in the process of establishing marketing goals that integrate print and Web effectively,” she says. “This has frustrated our solutions providers who had hoped to partner with us more quickly on multi-channel marketing projects.

crucial for a salesperson [to] “It’s find some way to convince me they

are genuinely interested in helping me as much as they are interested in growing their business.

– Mary Ann Fong, Assistant Director, Temple University Creative Service

”

I understand that elsewhere in the marketplace many print procurement decisions are now located with administrators who a.) know very little about the printing process, and b.) buy solely on price.”

Fong believes this is a great opportunity for print salespeople to add value by taking the lead in helping their clients produce quality products and educating them along the way. For these buyers, she says print procurement is often just one of many job functions, so providing this assistance can forge deeply loyal relationships.

Building your business If you make the most of your customer’s time, and deliver expertise they can’t find elsewhere, chances are you’ll not only retain their business, but also grow it through their networks.

With cold calling and other traditional methods tapering off, building your business through existing relationships is critical.

“Right now, our best prospects are coming via referrals,” Tumminello says. “They are coming by doing good jobs for our current customers, who might have a friend in the industry who will recommend us, or they move to another job and they take us with them.”

“Buying doughnuts doesn’t work anymore,” Fong says.

“Sending an e-mail or leaving a voice mail and asking if we have anything to quote doesn’t work anymore. We need genuine partners who are prepared to demonstrate that they will work for our business and add value to the relationship.”

Customers must be shown the impact, not a list of features.

They need to see beyond the transaction and into a mutually beneficial partnership. “It’s crucial for a salesperson [to] find some way to convince me they are genuinely interested in helping me as much as they are interested in growing their business,” Fong says. “It’s not something that can be faked.”

ENERGY

13

PRODUCT SPOTLIGHT

Pressmen gain more control over legacy presses with InkZone For many printing companies, digital workflow stops when the plate’s imaged. The press may have some digital controls, but there’s still a gap between the prepress workflow and the controls in the pressroom, meaning pressmen are unable to leverage prepress output data to preset ink keys. While this may seem like a small gap in the workflow, it’s a significant opportunity for savings, increased efficiencies and better quality.

Digital Information’s InkZone fills that gap. InkZone is an intelligent, JDF-enabled solution for closing the prepress-topress workflow gap. Independent of all press manufacturers, InkZone features dedicated interfaces, a unique method to make a network connection to almost any press console – even on older offset presses.

JDF-supported ink key presetting

InkZone is based on JDF technology and is fully compliant with both global workflows and international standards. The DI-Plot software sends ink coverage values in the form of JDF files to InkZone for conversion to values for presetting the ink keys and ductor rollers. The InkZone hardware components send this data via network and in the specific format required by the press console.

An alternative to plate scanners

In many printing facilities, preset values for ink zones still are generated using plate scanners.

Apart from the additional labor required to handle the plates, scanning them can result in imprecise ink profiles due to weak contrast between the aluminum and the ink-bearing layer.

Additionally, subsequent adjustments of the zones can cost time and paper. Through the online transfer of bitmap files, the work-intensive detour via the plate scanner is eliminated.

In addition, InkZone always will refer back to first-generation data, meaning shorter set-up times and minimal start-up waste, a significant advantage as print runs get shorter and job changes become more frequent.

You got game?

Want to see what InkZone can do for your pressroom and how it can help minimize your efforts in getting up to color? Then play InkZone: The Game.

WWW.INKZONEGAME.COM

JDF technology

InkZone supports the transfer of preset data – also JDF-based – between prepress and press. Bitmap or CIP3 files accepted from the RIP and converted by DI-Plot into the Job Definition Format are then converted by InkZone into specific press signals for presetting the ink zones. The conversion function is fulfilled by InkZone also in the case of direct transfer of CIP4/JDF files from any JDF prepress workflow.

More productivity, greater efficiency

Data calculated for plate imaging provides the pressmen with reliable information for digitally presetting the ink zones. As a result, both productivity and quality increase, yielding quicker attainment of the correct ink feed, shorter start-up times, drastic savings in waste and 100 percent reproducibility with repeat orders.

14

ENERGY

T his a nim a t e d, int e ra c t i ve g a m e challenges you to set the correct ink key position on a press. A timekeeper keeps track of the precious minutes while players try to adjust the virtual press to yield the right color profile for each unit.

Q&A

Conversations with…

Marco Boer, VP, I.T. Strategies

Marco Boer is known for his knack of translating complex information and concepts into easily understandable formats. Today, the VP of the research consultancy, I.T. Strategies, is using his deep understanding of inkjet printing technology to help printers make inroads with wide format applications.

Define today’s wide format market?

The market recently hit its 20th anniversary. Demand for aqueous wide format inkjet printers is mature. It’s mostly become a replacement market, dominated by three manufacturers competing mainly in distribution and marketing budgets rather than in innovation, as befits a mature market. Eco-solvent and latex printers now form the heart of the market, as their acquisition prices – typically less than $35,000 – put them well within reach of most print service providers (PSPs). The innovation in wide format printing applications is occurring with UV-curable inkjet printers. UV ink’s ability to print on flexible and rigid substrates, with print quality starting to rival offset output quality, has made it the technology of choice for most high-volume screen printers looking to make their next capital investment.

cost within 18 months. That means with an investment $200,000 for a UV printer, a printer will need to generate about $45,000 per month in revenue – about 25 percent goes toward paying for the hardware if you plan to pay it off in 18 months. The rest goes toward media and ink.

Few take the 18-month finance option. Most lean toward 48 months or more. So, for 48 months, you would need to generate $16,600 in revenue per month to break-even. At $3/sq. ft. retail price for output, that means selling about 5,500 sq. ft./month. The average UV curable printer is capable of producing about two and a half times that volume.

“As a tool, wide format often is more simple to use than offset or screen technologies.“

Why does the wide format work?

The printers were first adapted by photo labs 20 years ago. What’s clear is that wide format inkjet remains on average two to three times more profitable than both screen and commercial offset printing. Of course, inkjet output is sold in smaller quantities, but that’s what enables print shops to sell it for a higher cost-per-squarefoot. Smaller quantities enable more frequent job orders and allow the end customer to respond faster to market changes, creating an overall higher value for all.

What features and benefits are driving interest?

The flexibility of the technology, the ability to print indoors and outdoors and, in the case of UV curable inks, flexible and rigid substrates have proven to be a tool for not just wide format graphics specialists, but also commercial printers. Today’s commercial printers are looking for new ways to generate profit, and are belatedly recognizing that many of their core customers often have a need for wide format graphics.

What ROI information helps printers make a decision?

The ROI figures are relatively easy to calculate. Since the fixed cost is the figure that matters on a monthly cost basis, most wide format printers should plan on being able to pay for the hardware investment

What would you tell printers who may be contemplating wide format?

Don’t wait for hardware prices to decline. Inevitably, the cost/performance equation improves, as with most technology. What’s not accounted for is the opportunity cost. With digital print, your sales force must adapt to selling value rather than selling volume.

The hidden cost? Waiting to invest. It also means your competitor may be months ahead of you in terms of learning how to sell the output. As a tool, wide format often is more simple to use than offset or screen technologies. It’s more of a manufacturing tool than an art, making the output less dependent on the operator. And the financial results are more dependent on the salesperson than ever before.

What does the future hold for wide format?

The range of substrates this technology will be able to print on will continue to expand. This will coincide for retailers and consumers demanding more choice. Think of retail shop murals changing every three months as product lines change. Think of going beyond the mural to the use of fabrics for the creation of soft signage, even the product itself might be digitally printed. Decorative applications (coalescing with advertising) will become an important and growing part of the output.

For more insights on inkjet printing, you can reach Marco Boer at boer@it-strategies.com.

ENERGY

15

TIPS & TRICKS

Let’s be clear....

Tips & Tricks for using clear dry ink with the Xerox® 800/1000 Color Press The Xerox® 800/1000 Color Press has be-

color reproduction and a wide, vibrant color

come the chosen solution for many commercial

gamut. With clear dry ink, you can apply a

printers and, with its optional clear dry ink, is

clear effect, addressing specific areas of the

expanding digital capabilities more than ever.

piece or flooding the entire sheet, which

Digital printing with dry ink gives designers

allows you to:

more flexibility to produce pieces with true

he clear dry ink is fabulous! It “ Tgives us the ability to do much more than we could do before, and opens up a wide variety of creative effects. We’re very excited about the prospects for the clear dry ink, and our customers are as well.

”

Tom Brennan, Director of Operations for The Daniels Group

Spot Treatment

You can specify clear dry ink to print only in designated areas of a printed piece thereby drawing attention to that part of the design.

It can also provide additional visual interest by enhancing varied textures on a single printed surface.

16

ENERGY

Flood Coating

Flooding can have many benefits. It adds a soft finish to the piece, providing an even sheen that adds depth to photos and a smooth consistent look across an image.

» Highlight images for visual variety » Draw attention to a headline or variable text » Showcase photos, logos or variable images » Simulate pearlescent or metallic appearances » Apply digital watermarks for artistic effect or enhanced security » Improve print quality of textured stocks

Metallic

A layer of clear dry ink over PANTONE metallic colors simulated in CMYK can produce a metallic effect, making designs shine.

Watermark

Using clear dry ink is also an excellent solution for printing watermarks. These subtle, authenticating marks can provide notice for copyrighted materials or add a graphic element to discourage counterfeiting.

Watermarks can repeat across the entire page and are good options to reinforce a message or evoke a mood.

Why you should expect more from your paper and your paper company.

In these challenging times, you need more than just the highest quality paper competitively priced. You need a paper company that genuinely understands what you’re facing everyday and is constantly working to help you succeed now and in the future. That’s Sappi.

The Standard Sappi is committed to promoting the viability and relevancy of print. One of the ways we bring this commitment to life is with The Standard, our series on how to use print to create unique and compelling campaigns.

Growing the Future Sappi continues to make capital investments to ensure our paper mills are state-of-the-art and globally competitive. We’ve invested over $37 million in our paper machines this year alone.

e-Business Solutions From on-the-go mobile apps to our latest tool—echat, Sappi is at the forefront of making it easier for you to do business with us through a robust suite of eBusiness solutions.

eQ Providing videos, white papers, eQ blog, eQ Tool, and product benefits statements all to help you lead the conversation when it comes to paper and sustainability.

Printers of the Year Celebrating how your hard work is an art form and rewarding this work with much needed financial resources to strengthen your marketing and branding initiatives.

Digital Design Center Personalizing your marketing collateral to help you sell your unique digital printing capabilities.

Ideas that Matter Since its inception in 1999, 500 nonprofit projects have been funded with $12 million worldwide to causes that enhance our lives, our communities and our planet. This strategic initiative powerfully illustrates how print can promote social good.

Off Register It’s no surprise that printers love Sully.

He gets to say everything you guys are thinking. He gets “it”…because we get it.

For more information on any of these important initiatives, please contact your Sappi sales representative, or call 800.882.4332.

jpress720.com

J Press 720 – The Innovative High-Speed Sheetfed Inkjet Press • Offset quality at 1200 x 1200 dpi

THE FUTURE OF COMMERCIAL PRINTING

• Coated and uncoated papers • Virtually no makeready • Fujifilm’s new high-performance VIVIDIA ink

FUJIFILM J PRESS SERIES

J Press 720 - Sheetfed

J Press W - Web

J Press F - Folding Carton

FUJIFILM, EXPECT INNOVATION, VIVIDIA and JPRESS logo are trademarks of FUJIFILM Corporation and its affiliates. © 2013 FUJIFILM North America Corporation and its affiliates. All rights reserved.