Good business leaders spend a lot of time reflecting on the impact their business has on the marketplace. Great business leaders cultivate a specific mission, purpose and clear goals before they set out to uniquely –and profitably – meet client needs with their solutions.
At Fujifilm, we believe that defining your business by the people you will ultimately serve informs better decisions, focuses innovation on better solutions and creates a more successful business model. That said, to be a truly customer-centered business requires trust and strong relationships, which can be challenging to develop in today’s globalized, virtual marketplace – where human touchpoints are often absent from the buying experience.
This also increases the hard costs of acquiring new clients vs. investing in what we already have (i.e. existing pipeline and relative market share). Because customer (and employee) retention is much less expensive than customer acquisition, one might logically assume that we should devote the lion’s share of our time to retention and the development of devout followers.
However, as with most things in life: balance is critical.
What if we were to redefine acquisition as ‘outreach and development,’ and retention as ‘building strong relationships?’ Now the two paths don’t seem so far apart. The things you could do to attract new clients and staff, solidify your commitment to your mission, purpose and goals might be the very same things you would do to make your business and your brand a meaningful part of people’s lives. As the experience becomes more valuable and memorable, the level of
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intimacy between people and brand grows. These are not easy propositions. Defining yourself by who you serve and delivering an experience that makes others feel like part of a family takes passion and commitment. Our goal at Fujifilm is to support those who want to take the journey to deepen their relationship with their respective clients, communities and teams. We know it will be worth it.
Enjoy the latest issue of print illustrated. Our cover story, ‘In the Box,’ details how the best companies have embraced constraints to inspire creativity and achieve success. This is a wonderful take on how to incubate the marketing mind. Meanwhile, our second feature, ‘Patchwork,’ gets a bit more tactical by discussing the current state of the printing industry and the challenges faced by printers in managing their supply chain. Toss in a remarkable Q&A with Sabine Lenz on creatives are thinking about – plus some insight from Fujifilm clients who are making amazing strides in their growth plans – and this issue doesn’t disappoint!
All the best, Mark
02 04 06 10 14
INK SPOTS
Tactics, stats, and trends that matter
‘WE
The secret to Colorchrome’s success is in the relationships
Constraints breed creativity
PATCHWORK
Inspiring the future print generation
ENTERING THE GAME
How Acuity Prime UV Flatbed printer is helping expand the Keno Graphics’ playbook
ONE-ON-ONE WITH SABINE LENZ
print illustrated is published quarterly by FUJIFILM North America Corporation, Graphic Communication Division
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Creative and Editorial Direction
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Friedman Vice President of Marketing, FUJIFILM North America Corporation, Graphic Communication Division
Trust and strong relationships can be challenging to develop in today’s globalized, virtual marketplace – where human touchpoints are often absent from the buying experience.”
HubSpot’s 2022 State of Marketing Report includes data from interviews with over 1,600 marketers and discovered some emerging trends.
B2B BRANDS find inbound marketing + SEO to be more effective than B2C brands.
B2B BRANDS have seen better ROI from inbound marketing and SEO than B2C brands.
B2B BRANDS are more likely to use blogs, case studies, whitepapers, and interviews.
B2B MARKETERS find LinkedIn far more effective than B2C marketers.
B2B MARKETERS are more likely to prioritize SEO over brand partnership.
The Digital Printing Market size is projected to reach $43 billion by 2030, growing at a CAGR of 7.2% during the forecast period 2023-2030.
The desire for high-quality, cost-effective graphics along with environmental sustainability is expected to drive attention toward digital printing, more specifically UV-curable ink-based printing.
Dominance of Asia-Pacific Region: Geographically, Asia-Pacific (Digital Printing Market) is anticipated to grow at the fastest CAGR of 8.4% during the forecast period of 2023-2030. It is due to the increasing popularity of e-commerce-enabled packaged items. According to a report, by 2027, the user penetration of e-commerce would reach 72.9% in the region, which is definitely going to expand the Digital Printing Market opportunities.
Inkjet segment holds the largest market share @ 57.4%.
Dominance of the UV Curable Ink segment: Based on Ink Type, the UV Curable Ink Segment is anticipated to register the fastest CAGR of 7.6% during the forecast period of 2023-2030, owing to its durable color quality and reduced health hazard.
Emergence of Advanced Printing Techniques: 3D printing, sheet-fed digital printing and printed electronics are going to be key digital printing market trends. According to the Digital Printing market forecast, the 3D printing industry would grow by $7.5 billion between 2022 and 2024.
Demand for Print Security: According to a survey, 68% of the organizations have reported one or more print-related data losses that have caused severe disruptions of service. The reliance on printing demands a robust print-security infrastructure. This increasing demand for shielding against data breach issues is going to change the dynamics of the digital printing market opportunities in a positive manner.
Source: https://www.industryarc.com/Report/19310/digital-printing-market.html
What’s the reason behind your success? The question is easy to answer, until it isn’t. I always answer with a question: Where do I start? The quality of the work. The products we produce. The customer service we offer. Our people. Our customers. The relationships.
There is so much that goes into everything Colorchrome does every day. Every one of the 70 people we call our family will tell you that. For the past 40 years, we have created a culture that mirrors everything we stand for. And it has been like that from Day One.
I’m not sure there is a better testament than hearing a customer tell us, “We work for you.” That sentiment is ingrained in every relationship we build. We solve problems and we
make our customers happy. Do that every time and people will make you part of their team.
The commercial print industry is filled with intensive deadlines and continual change—a landscape where you must remain focused and passionate in every step you take. That strategy must be committed to your DNA and be in the people you hire, the vendors you choose and the work that you do.
Our focus is always going to be on the quality of work we do, the products we produce and the customer service we provide.”
Our focus is always going to be on the quality of work we do, the products we produce and the customer service we provide. When our customers bring us their best ideas, we must deliver our best effort—every time. I am proud to say that our default rate is under 1%. That means when we tell our customer we are going to do something, we do it—and we do it right. And in those times when something slides off course, we work together as a team to identify what happened, where and why it won’t happen again.
At the heart of every successful business is a team—from the top, down— that believes in the concept of getting better every single day. Every one of our employees train, teach and cross train. The entire Colorchrome team has a broad base of knowledge—a “next person up” mentality that keeps the momentum pushing forward.
Our customers not only expect that from us, but demand it. Creating, fostering and keeping these relationships rests at the very heart of who and what we are. Always staying ahead of the curve, we are equipped with the most innovative tools and technology, including the latest Latex, UV roll-to-roll and flatbed printers, scanners, finishing and custom framing equipment. And while most printers can offer two to three different ways to print a job, we can recommend 100-plus.
‘The Minolta Man’
My entry into the world of printing started early. The passion was handed down from my father, who gave me a 35mm camera at age 8. Growing into the craft, I ended up becoming one of the official photographers from my high school yearbook. They called me “The Minolta Man.”
By 1974, I was working on and off in a photo lab and part-time as a wedding
photographer while attending the University of Georgia. That early experience made me really appreciate the photographic printing industry. It’s what first got me thinking about owning my own business.
After taking a job with Meisel, one of the largest photo labs in the country, I absorbed everything I could about the industry, technology, and large-scale operations. In 1983, my wife, Betty, and I decided to take the leap with Colorchrome. What began as a small photo lab has morphed into one of the largest cutting-edge digital printing companies in the country, serving clients all over the world with the most innovative technologies and customer support to be found anywhere.
Today, our state-of-the-art production facility continues to grow. In the past five years, we have tripled our growth—even amidst the pandemic. Over the next five years, we believe we are on course to double that
growth. The family-owned business includes Betty, our CEO, and our son, Christian, COO, and a dedicated and diverse staff who are committed to sharing our vision.
All of us have worked hard to create a culture of quality, teamwork and service. These things combined provide the answer to that initial question: “What’s the reason behind your success?” When you expect to be the best, and walk that walk, the best follows.
For us, that means everything and everyone. It means, “We work for you.”
John Rhodes is co-founder and President of Colorchrome in Norcross, Georgia. Founded in 1983, Colorchrome is known by art consultants, designers, project managers and artists nationwide as the go-to printer and framer for hospitality, museums, corporations, trade shows and events.
Renowned French painter Oscar-Claude Monet used to force himself to repeatedly paint the way light broke on, between and around his subjects. Recognized as a key precursor to modernism, Monet would contrast color instead of light and dark, softening the edges in the process. His creative constraints helped transform the art world from representational to impressionist art.
In her groundbreaking book, “Creativity from Constraints: The Psychology of Breakthrough,” psychologist and artist Patricia Stokes, PsyD., took a deep dive into the minds of famous creative artists like Monet to uncover the tenets behind their creative breakthroughs. What Stokes discovered was it is not boundless creative freedom that inspires new ideas, but self-imposed, well-considered constraints.
Constraints really become a focus on optimization— a way for you to use your limited resources to your best competitive advantage.”
– Ted Ford, CEO, Knepper PressConstraints, as Stokes and other thought leaders contend, help to provide focus and a creative challenge—a mindset that motivates people to search for and connect information from different sources. It is in these revelations that groundbreaking ideas for new products, services or business processes are found.
Located in New Berlin, Wisconsin, Push Solutions provides digital and offset printing, variable data, direct mail and finishing to a diverse client list. With years of knowledge and experience, Push’s emphasis is on providing the ultimate experience for its clients and partners—a promise that at any time can come with its share of limits and boundaries.
For example, when a client sought a custom printed and vac-formed tennis ball tube as a giveaway to promote its brand at a major tennis event, the Push team knew they were coming up against a compressed production timeline and lingering overseas scheduling issues, especially with the holidays looming. By asking questions and discussing alternative options, Push found a stock item it could custom brand in the timeline requested. The solution was eight times more cost-effective than a custom vacuum-formed product and hit the requested delivery need.
The deadline and supply chain situation is one that Push Senior Account Executive Chris Abraham says comes with the territory—a practicality that can turn up on any project, at any time. It is in these moments of constraint that creativity arises.
“I approach opportunities—such as problems or projects—with first a sense of gratefulness,” Abraham says. “I am trusted to provide my input or knowledge. Then, ask as many questions as possible to create the most targeted path toward
a solution as quickly as possible. These questions not only provide answers, but additional questions. The more dialog and information that is available, the more quickly I believe we can find a path to a solution. With the more focused deliverable, I can use the confined resources to provide a deliverable. I believe that finding the constraints can help me to work to streamline the creativity necessary to find a solution.”
Embracing the Cube of Creativity
American designer, architect and filmmaker Charles Eames once said that “creativity is the sum of all the constraints.” Truth be told, out-ofthe-box thinking does not work because all it provides is a bunch of ideas that nobody has the time, energy, resources or clarity to actually pursue. So while the concept of getting “out of the box” may
inspire ideas, too often they’re not ones you have the budget or time to invest in.
Best-selling author and keynote speaker Andrew Davis believes in that premise wholeheartedly. Davis, who has founded and sold a digital marketing agency, served as a producer for NBC and worked on “The Muppets,” spends his time these days teaching business leaders how to grow and transform their businesses with a process called “The Cube of Creativity.” The premise offers four simple constraints you can add to any initiative or project, which inspires better solutions faster.
Davis calls it “thinking inside the box,” as each side of the cube represents one of the constraints you need to add. “When you embrace all of your specific constraints—re -
Eliminate the unnecessary Stop all noncritical activity to maintain focus.
source constraints, time constraints, budget constraints and creative constraints—you can be very creative. I think constraints breed creativity by flipping all the obstacles into opportunities for solutions that work for you.”
By eliminating the unnecessary, Davis says you do not have time to take on anything new. “If you aren’t killing two projects every time, this is a very hard one. I struggle with this one myself, but the more clear you get about what you’re doing, the more effective you’ll be with the other stages in the four steps.”
When Ted Ford joined Knepper Press, the Clinton, Pennsylvania printer was a much smaller company surrounded by better known local competitors. From what Ford, who serves as CEO, saw, Knepper
needed to greatly increase its name recognition with regional print buyers.
which guests eagerly awaited the arrival of their invitations.
“Constraints are a part of our daily lives both on the business and personal sides, so you have to embrace them,” Ford says. “I view them as a given, so the better our company works within them versus how our competitors react to theirs, the more successful we will be. Constraints really become a focus on optimization—a way for you to use your limited resources to your best competitive advantage.”
Constrained by its budget and time to make it pay off, Ford decided to hold an annual open house. But this was not just any open house; this one would be an annual summer lobster fest with a memorable invitation. Buyers were encouraged to bring their spouses or friends. Eventually, the Knepper Press lobster fest became a community staple for
By staying focused on all the options around you, successful organizations can embrace situations quickly, establish constraints, assess resources and define clearer outcomes.
I believe that finding the constraints can help me to work to streamline the creativity necessary to find a solution.”
– Chris Abraham, Senior Account Executive, Push Solutions
Late last summer, Master Printing & Mailing bought a new plant. While it was able to quickly execute the move and get its new press set up, the Master Printing team had to wait six months to get the press running. At the time, the supply chain issues spanning the globe hit the Berea, Ohio, high-quality printing and marketing solutions provider. It could not secure a new 800 amp electric panel to complete the upgrade of its building power from 240v to 480v.
Interestingly enough, Master Printing still does not have the panel it needs and is running the press on a 480v generator in what President & CEO Jeremy Dobos says is a very expensive proposition. To be fair, he admits the alternative—not having a running press—would be much worse. And while the arrival date of the new electric panel keeps getting pushed back, the Master team is confident it will happen.
KPMG data shows that six in 10 companies plan to invest in digital technology to bolster their supply chain processes, data synthesis and analysis capabilities.”
“That was the biggest supply chain challenge for us,” Dobos says. “The current supply chain situation seems to be getting better, at least in terms of raw materials (paper and ink) for printing. Most paper types are now readily available again and we just made a decision recently to reduce our inventory back down to normal levels. We stocked up last year and hoarded a little bit because of scarcity and uncertainty.”
According to a KPMG supply chain study, 71% of global companies highlight raw material costs as their No. 1 supply chain threat for 2023. To help steady the reins and create a blueprint for success in dealing with supply chain trends, KPMG recommends three overarching things companies should have in place, including:
1. Capability — A mature supply chain planning capability to always be a step ahead and ready to tackle supply chain risks and opportunities.
2. Agility — Making sure your supply chain is responsive and agile to manage the unexpected, and to deal with threats and disruptions appropriately, efficiently and profitably.
3. End-to-end forward-looking visibility — Having “control tower” visibility on key real-time indicators; being able to maneuver beyond your own business borders; and building real-time collaboration with your supply chain partners likely will be critical.
Dobos admits that it is a hard game without proper inventory tracking and controls, emphasizing printers must have a process/system for entering inventory into a management system and then properly exiting the inventory as it turns into finished goods.
“Smaller printing companies (under $1 million in sales) don’t usually do
inventory well and don’t usually have good systems in place to track it,” he says. “The lack of systems and of information about what you have on your floor impacts your bottom line. Smaller printers understand it intuitively, but don’t have formalized systems in place most of the time to capture the necessary information. As you grow, putting a good inventory system in place is an absolute must.”
Strategize. Revisit. Repeat. More than anything else, building stable supply relationships is critical, especially when you create relationships with vendors that are willing to go the extra mile for you. Still, it is important to not let “relationship creep” take over. That means continually checking on the status of your relationships and keeping your vendors honest by checking pricing from time to time to make sure it is in line with other vendors.
and by the time it was running full steam, the new mill was not able to deliver any stock to us. We were able to ensure we met the client’s needs because we had honest conversations with our trusted partners. Supplier relationships are critical because without the raw materials we don’t have a business.”
In late 2019, NextPage was looking at sourcing some critical stock with a new mill for an ongoing project. At the time, the Kansas City multi-channel marketing solutions and custom print provider service was going to save 5% on the stock. Owner and CEO Gina Danner says it was enough money to make a difference.
“The plan was to ease into the new mill over time,” Danner recalls.
“We started off with an allocation agreement of 90% from our existing relationships and 10% from the new relationship. The project was delayed,
While the process of supply chain management can appear to be a cookie-cutter approach from the outside, there are a multitude of steps printers can and should take to ensure their strategies—from the process, vendors and customers— are streamlined.
For starters, respect is a critical element with vendors, clients and the process. “The one good thing from the last couple years is that we have started having conversations with clients to ensure they understand that we aren’t making widgets,” Danner says. “We try to help them understand the ‘why’
Supplier relationships are critical because without the raw materials we don’t have a business.”
– Gina Danner, Owner/CEO, NextPage
behind the ‘what’ of the challenges we face every day in our business so that we can provide them with their critical communication items.”
Another factor is to stay vigilant. Conduct monthly inventories no matter what the situation looks like. “One person is the recorder and one is the checker,” Dobos says. “Two-person integrity ensures that nothing is amiss. Ensure inventory is adjusted in the accounting system regularly, preferably monthly, or in real time if you can afford it.”
NextPage has implemented a strategy on maintenance items in which it ensures it has a solid “parts cabinet” for each functional area of the company, as parts continue to be a challenge for printers everywhere.
In addition, being flexible is paramount. Dedicate a staff representative to be your supply chain supervisor. “Pin the responsibility on
one person if you aren’t big enough to have a full-time person doing it,” Dobos says. “Consistently and systematically check on pricing and availability. A proactive approach means there won’t be any surprises, even in a downturn.”
supply chain processes, data synthesis and analysis capabilities.
One of the biggest and most vital areas for supply chain efficiency is technology. Over the past year, KPMG reports that cloud-based digital transformation will be a key trend to watch in 2023, as organizations seize technology as a strategy to streamline their processes. KPMG data shows that six in 10 companies plan to invest in digital technology to bolster their
“Ideally, organizations should have a seamless ordering entry to inventory system in place that basically runs the company,” Danner says. “That is the promise of the ERP systems. But you also are required to have strict adherence to material management. That means people who specifically receive and distribute raw materials. And an environment where staff cannot just go pull an extra 100/1000 sheets off the shelf because it was a hard makeready or they missed something. That is a level of overhead that most PSPs can’t justify. The key is to get as close to ideal as possible and then ensure frequent cycle counts.”
With supply chain disruption a seemingly permanent fixture, honing in on your strategy can be the difference between what you can and cannot do.
As you grow, putting a good inventory system in place is an absolute must.”
– Jeremy Dobos, President/CEO, Master Printing & Mailing
In 2020, right before the pandemic put a halt to everything and anything anyone had planned, Keno Graphics was looking to add a flatbed printer to its equipment portfolio. In the time between when the world stopped and things started shifting slowly back to some sense of normalcy, Dan and Bill Kennedy began researching which products and vendors could deliver. With no trade shows at that time, they could not conduct any side-by-side comparisons, so they delved into studying various industry sources, participating in peer group discussions and attending virtual demonstrations.
Once vendors were able to start hosting demonstrations again, Dan, President of the Shelton, Connecticut, full-service commercial printer and packaging company, headed out to begin live research on products that caught his eye. When Fujifilm offered to host Keno Graphics’ national peer group meeting in its Hanover Park,
Illinois, demonstration facility, Dan and his team became enamored with the equipment and customer service team fielding the questions.
“This is a new department for us, so we wanted to make sure we chose the right piece of equipment that could support the reputation our
company has earned for superior client service, quality and efficiency,” Dan says. “This can only be delivered using the best equipment along with the right craftsman.”
– Bill Kennedy, Co-founder & VPWith live events back on the books across the country, the Keno Graphics’ team knew it had to find the right piece of equipment to stay in stride, especially since the majority of its wide-format business is event driven. The printer was doing limited wide-format printing, producing off-roll prints and then
What sets us apart is our meticulous attention to detail and personalized customer service.”
mounting. Dan and his team decided to take the next step and invest in a wide-format printer that could take them to the next level. The Acuity Prime UV Flatbed printer hit the mark.
Part of the Acuity Prime Series, the flatbed printer sets the stage for cost-effective, versatile UV-LED flatbed print production, delivering the quality, speed and efficiency, and range of rigid and flexible media Keno Graphics needed.
The Acuity Prime UV also is supported by five dedicated vacuum zones tailored to common media sizes, which help reduce the amount of bed masking required and enables quick media changeover. The dedicated flatbed design ensures accurate registration for edge-to-edge printing and tiling of large layouts over multiple boards, even with multiple print passes.
In addition, Dan says the Acuity Prime UV is designed with the operator in mind. Thanks to a new and user-friendly GUI and easy clean printhead maintenance, the Keno Graphics’ team is able to spend less time on maintenance and more on printing. “The in-house capability the Acuity Prime affords allows us to say yes to most any client request.”
For example, Keno Graphics had a client with a product launch for AviClear, an FDA-approved energy device for the treatment of mild to severe acne. The client wanted its promotions to spotlight “clear.” The Keno Graphics team developed a concept that required printing double-sided on a thick acrylic material. The job called for a perfect two-sided registration, including white ink. It was a job that Kennedy says could only be done on the Acuity Prime. “The final product was perfect.”
And if the quality and preciseness of the Acuity Prime is not enough, Dan says that Fujifilm’s commitment to Keno Graphics’ success after the sale has been even more impressive than before the sale. “Service was an important part of our decision. Today’s graphics equipment demands great service to keep equipment running at peak performance and the Fujifilm team has been an outstanding vendor with regards to that.”
Keno Graphics was founded in 1990 by Dan and his brother, Bill, who serves as VP. With the addition of equipment like the Acuity Prime, the independently-owned, boutique, commercial printing and packaging company continues to invest in the leading edge automation, workflow processing and technologies driving the industry.
Its dedication to excellence is validated by the long-term employees and clients it has in the higher education, not-forprofit, packaging and medical industries. “What sets us apart is our meticulous attention to detail and personalized customer service,” Bill says. “That continues to deliver best-in-class results.”
Service was an important part of our decision. Today’s graphics equipment demands great service to keep equipment running at peak performance and the Fujifilm team has been an outstanding vendor with regards to that.”
– Dan Kennedy, Co-founder & President
Sabine Lenz created PaperSpecs to help other designers who are equally passionate about print. The self-proclaimed “ticked-off” perfectionist and her team are on a mission to provide graphic designers with the swatchbooks, resources, insights and tools they need to create innovative printed pieces that wow their clients. We sat down with her to talk about the trends defining the landscape and how you can embrace them to bolster your campaigns.
Tell us a little about yourself. Where does your passion about paper and print design come from?
I’ve been a graphic designer for more than 25 years. Throughout my career, I’ve always been drawn to the tactile quality of print design. There’s something special about holding a beautifully printed piece in your hands—one you can’t replicate digitally.
Over time, I realized that while I knew more than most, there was a lot I did not know about binding, about paper, about printing. And that there was a lot of misinformation out there. That led me to start PaperSpecs, THE resource for print creatives.
In today’s digital world, people desire tactile experiences despite their dependency on electronic devices. This is where print can really shine. While there are numerous trends I could talk about, one we should all embrace is the rise in the popularity of haptic effects on marketing materials, especially packaging. The use of substrate, printing techniques, and finishing techniques can provide a tangible and emotional connection with the product or brand.
To add a haptic experience to printed materials, classic finishes like linen and laid paper are making a comeback. Printing techniques such as letterpress
and engraving can also create a builtin haptic feel. Finishing techniques like embossing, debossing, and specialty coatings like sandpaper and leather textures offer even more options to enhance the tactile experience.
There is also the big, overarching trend to move toward more sustainable and eco-friendly printing practices, with designers and brands seeking papers and printing methods that minimize waste and environmental impact.
While digital marketing certainly has its advantages, print design still has lots of value when it comes to marketing. A well-designed print piece can be more memorable and impactful than a digital ad.”
Have you seen any cool innovations developing?
One is the still-evolving use of augmented reality (AR) in print design. With AR, designers can create pieces that come to life when viewed through a smartphone or tablet, adding an interactive element to printed materials. Another interesting development is the use of digital printing to create more personalized and customized pieces. This can be especially effective in marketing campaigns.
What role do you see print design playing in today’s marketing initiatives?
While digital marketing certainly has its advantages, print design still has lots of value when it comes to marketing. A well-designed print piece can be more memorable and impactful than a digital ad. It can be especially effective in creating a sense of connection or intimacy with the viewer.
Additionally, print materials can be used in more targeted or specialized campaigns such as direct mail or in-store promotions, where they can be more effective than broad digital campaigns.
First and foremost, make sure your print materials are well-designed and visually compelling. With so many digital distractions, you must create something that will really grab the viewer’s attention.
Additionally, be strategic about how you use print materials. Think carefully about the target audience and your
campaign goals. Don’t be afraid to experiment with new techniques or materials—there’s always room for innovation in print design.
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Six stations, ten colors.
Unlimited potential.
The Fujifilm Revoria Press™ PC1120 Digital Press: Redefining expectations.
Learn more at print-us.fujifilm.com.
