Welcome to this quarter’s issue of Print Illustrated, where we are excited to present our cover story, “The Catch.” The piece delves into the importance of investing in customer strategies, a critical element for thriving in the competitive landscape of commercial printing. However, while we emphasize the significance of investing in our businesses and customers, it’s equally crucial to reflect on another vital investment that often goes overlooked—our own personal growth and education.
In the hustle and bustle of running a business, we tend to prioritize external investments over our internal development. Yet, the most successful leaders and innovators share a common trait: a relentless commitment to their own learning and growth. They understand that to stay ahead of the curve and drive their businesses forward, they must continuously expand their knowledge, acquire new skills, and most importantly, listen to others.
and being open to new perspectives. Listening to the insights and experiences of others can offer fresh ideas and spark innovation, leading to breakthroughs that might otherwise remain undiscovered.
To remain relevant and successful, we must commit to a journey of lifelong learning and continuous improvement.”
The best of the best never stop learning. They understand that personal and professional growth are intertwined, and by enriching themselves, they inevitably enrich their businesses. In our beloved print industry, staying static is not an option. To remain relevant and successful, we must commit to a journey of lifelong learning and continuous improvement.
So, as you read through this issue, I encourage you to reflect on your own growth journey. What new skills can you acquire? What perspectives can you gain from your peers and industry leaders? Remember, the path to enrichment is paved with curiosity, learning, and a willingness to listen.
Thank you for being a part of the Fujifilm community.
Investing in ongoing education doesn’t just mean attending workshops or earning certifications, though these are valuable. It also encompasses reading extensively, engaging in thoughtful discussions,
SCREENING
All the best, Mark Friedman Vice President of Marketing, FUJIFILM North America Corporation, Graphic Communication Division
Fujifilm 175 line Co-Res Screening
INK SPOTS
Tactics, stats, and trends that matter
FUJIFILM SCORES
BIG AT DRUPA 2024
THE CATCH
Innovative strategies for acquiring clients
NEXT...
What a future printer looks like GRACE PRINTING & MAILING
ONE-ON-ONE WITH ERWIN DRIEVER VP of Technology for Cober Solutions 02 04 06 10 14
How the Revoria PressTM PC1120 is creating new revenue opportunities for Grace Printing
print illustrated is published quarterly by FUJIFILM North America Corporation, Graphic Communication Division Copyright 2024
All rights reserved Managing Editor Maree Joyce, FUJIFILM
Creative and Editorial Direction Conduit, Inc. conduit-inc.com PRESS
PLATES
Fujifilm SUPERIA LH-PL thermal plates
INKS/COATING
Outside cover prints 4/c process HUV ink plus overall Gloss Aqueous Coating.
Inside cover and body prints 4/c process HUV ink plus overall Satin Aqueous Coating.
INK SPOTS
Tactics, stats and trends that matter
ON THE RISE
B2B Sales and Marketing Trends
B2B sales and marketing are being transformed by technological advancements and shifting customer expectations. AI and machine learning are integral, offering insights, automating tasks, and enhancing personalization. Hybrid sales models, blending remote and in-person interactions, are on the rise, with AI-driven sales enablement platforms boosting effectiveness.
B2B SALES TRENDS
Artificial Intelligence (AI) and Machine Learning
〉 AI and machine learning provide valuable insights, automate routine tasks, and enhance personalization.
〉 AI-powered algorithms help analyze data, predict customer behavior, and offer personalized recommendations.
〉 39% of B2B organizations use AI chatbots for lead generation 3
Hybrid Sales Models
〉 Combining remote and in-person interactions, hybrid sales models are becoming more prevalent.
〉 Hybrid sales reps are more likely to exceed goals compared to those using a single method.1 2
Sales Enablement Platforms
〉 AI-driven platforms provide tools and resources for more effective selling.
〉 Organizations with sales enablement platforms achieve higher win rates on forecasted deals 1 3
Focus on Efficiency
〉 Sales teams are prioritizing efficiency, often through AI to automate administrative tasks and streamline operations 1
Account-Based Marketing (ABM)
〉 ABM continues to gain prominence, allowing for personalized and targeted outreach to key decision-makers.
〉 Aligning sales and marketing efforts enhances conversion rates and customer satisfaction.3
B2B MARKETING TRENDS
Personalization
〉 Enhancing customer experience through personalized content, email campaigns, and product recommendations.
〉 Personalization is critical for engaging target audiences and making content more relevant.4
Influencer Marketing
〉 Leveraging industry influencers to raise brand awareness and build credibility.
〉 Influencer marketing includes tactics like guest blogging, social media content, webinars, and product endorsements 4 5
Ethical Data Collection and Privacy
〉 Focusing on transparent data collection methods and compliance with data protection regulations.
〉 Ethical data collection helps maintain trust with customers. 4
AI and Automation
〉 AI and automation enhance productivity, enable hyperpersonalization, and improve sales processes.
〉 These technologies help optimize marketing campaigns and provide deeper insights into customer behavior.3 4
Value-Based Bidding
〉 A strategic approach to digital advertising that optimizes bids based on the perceived value and potential ROI.
〉 This method aligns advertising efforts with brand values and resonates more deeply with conscious consumers.4
Podcasts
〉 Investing in podcasts to showcase thought leadership and address industry-specific trends and challenges.
〉 Effective podcasts require a well-selected listener base and relevant content.4
SOURCES
1 - Hubspot: HubSpot’s 2024 State of Sales Report: How 1400+ Pros Will Navigate AI & Other Trends, https:// blog.hubspot.com/sales/hubspot-salesstrategy-report
2 - The Future of Commerce: B2B sales 2024: 5 trends that will help sellers overcome the odds, https://www.thefuture-of-commerce.com/2023/12/18/ b2b-sales-2024-trends/
3 - Draup: Future of B2B Sales: 8 HighImpact Trends to Watch For in 2024, https://draup.com/sales/blog/future-ofb2b-sales-8-high-impact-trends-to-wa…
4 - Clutch: 6 B2B Marketing Trends for 2024, https://clutch.co/resources/b2bmarketing-trends-2024
5 - Salesforce: Top Sales Trends for 2024 — and Beyond, https://www. salesforce.com/blog/ sales-trends/
FUJIFILM SCORES BIG AT DRUPA 2024
Drupa, often hailed as the pinnacle event for the print industry, returned after an eight-year hiatus, drawing exhibitors and visitors from around the globe.
Fujifilm showcased its innovative solutions and garnered significant attention. Their presence at Drupa 2024 was marked by new product unveilings, strategic insights, and an emphasis on sustainability and digital transformation.
Why Drupa is the Pinnacle Event
Hidetoshi Kino, General Manager of the Graphic Communication Division at Fujifilm, emphasized Drupa’s unique value: “Each manufacturer exhibits information about their new products at Drupa. In addition, information about products still in development is also exhibited, so the value of Drupa is being able to see the future of the printing industry.”
That same sentiment was echoed by Kevin Jenner, European Marketing
Manager at FUJIFILM Corporation
WFIJ System Business Headquarters, who noted, “It’s the global focal point for print and in Europe certainly dominates our thinking years out from the actual date. I think print companies hold back investment knowing that suppliers bring their big new releases to this show.”
Drupa’s role as a global event is crucial, providing Fujifilm and other exhibitors with a platform to reach an international audience. Kino
highlighted, “At Drupa, we can provide information about all of our solutions in a consistent manner to people all over the world, with the actual machines in front of them. I think this was an opportunity for customers all over the world to see our solutions that can provide valuable printed materials from inkjet, toner, WFIJ, and analog printing at the lowest possible cost, with a focus on XMF workflow.”
Innovative Solutions and Future Vision
Fujifilm’s vision for the future of print was prominently displayed at the booth. Kino detailed their advancements: “I think it’s a solution development for inkjet roll printing technology. Roll printing technology can reduce costs by automating processes. The JPress 1160CFG can achieve high-quality printing without slowing down the speed thanks to paper stabilizer technology.”
Additionally, the FP790 showcased Fujifilm’s ability to print short runs of flexible packaging, a previously challenging task.
Jenner elaborated on the wide-format segment: “We have an ongoing aim to bring print solutions to market based on a portfolio of systems covering roll, rigid, and hybrid. All machines have/will have a solid industrial build quality with long life high performing printheads and find the sweet spot between speed, quality, and price.”
Standout Innovations and Future Focus
One of the standout innovations at Drupa was Fujifilm’s AQUAFUZE ink technology. Kino noted, “Various manufacturers have been trying to develop water-based UV technology for many years but have not been able to achieve it. It is an ink technology that covers all aspects, including productivity, quality, environmental friendliness, and safety.” This breakthrough is poised to significantly impact the future of print technology.
Jenner also highlighted the theme of sustainability at Drupa, noting, “The emerging theme was sustainability –audibly less noise, less printing, less heavy machinery in action, less use of media.”
Addressing Industry Challenges
Fujifilm is addressing the top challenges for printers through a comprehensive
approach. Kino explained, “The challenge for printers is to continually provide added value to printed materials. Our product lineup provides solutions that provide added value to clients and printers and reduce printer costs while taking a bird’s-eye view of the entire printing flow.”
In the wide format sector, Jenner pointed out Fujifilm’s focus on productivity and automation: “Our biggest wide format customers in the world are looking for higher productivity so we introduced a single pass system for sign and display in collaboration with Barberan–the HS Series. At the mid productivity level it’s about automation of hybrid machinery where manpower can no longer keep up.”
Fujifilm’s experience at Drupa 2024 highlighted their commitment to innovation, sustainability, and addressing the evolving needs of the print industry. Their new solutions and technologies not only demonstrated their leadership but also set the stage for future advancements in print.
the catch
INNOVATIVE STRATEGIES FOR ACQUIRING CLIENTS
n one of the many innovative ways O’Neil Printing likes to fish for clients, the printer created a unique and engaging marketing piece that was sure to do the trick. The interactive acrylic stylized cactus, which can be used for a desk or office, came in a branded cactus box that required simple assembly. That last part added to the element of fun and engagement the Phoenix printer was hoping to catch. Inside the box, it included a link encouraging recipients to post their assembled cacti on social media.
When we host educational events, whether virtual or onsite, we are always able to develop a few opportunities and create new business for Allied.”
— Elly Chichester, CMO, Allied Printing Company
The innovative approach, which it even showcased at two industry trade shows, generated tons of interest and resulted in substantial amounts of new business. Justin Ahrens, one of the designers of the piece, says the cactus not only served as a memorable and conversationstarting giveaway, but also helped O’Neil Printing talk about the potential of using it for social media hits through user-generated content.
“At the shows, attendees were intrigued by the unique design and the interactive nature of the cactus,” says Ahrens, a longtime industry branding expert, and Chief Creative Officer for both O’Neil Printing and O’N Creative Agency. “Many visitors to our booth took photos and shared them on their social media accounts, using our branded hashtag. This organic social media exposure increased our visibility and attracted potential clients who were impressed by our creativity and attention to detail.”
Ahrens believes that the heart of your most effective marketing ideas should be a truly multilevel and multichannel approach.
“Foundationally, as a print company, you must be able to convey the value of your services in today’s market. To do this, we must integrate the latest technology and approaches when highlighting our print services; otherwise, our efforts do not have as much impact.”
For O’Neil Printing, one of its most impactful activities has been targeted direct mail efforts to a select group of top-tier clients, followed up with a personal visit, video or call. The efforts, if done effectively and efficiently, can lead to engaging conversations and project opportunities. Instead of sending pieces to everyone on its list, focusing on engaged and aligned clients has resulted in a tremendous ROI. The O’Neil/ O’N Creative Agency approach is centered on using marketing automation, social media and email in conjunction with any of its efforts.
“The impact of something personalized and tactile is significant as it cuts through the digital wall of over-messaging that we all experience daily,” Ahrens says. “By selecting specific clients and personalizing our outreach, we achieve higher engagement and better results.”
In addition, co-branded events and collaborations with local events and causes have been very successful for O’Neil. The events, which allow it to showcase its full set of capabilities while building community and mutual support, not only enhance visibility, but also create a strong emotional connection with its audience, building its reputation locally as well as nationally, depending on the event or cause.
Ahrens says the combination of targeted direct mail, personalized follow-ups, digital integration and community engagement is the cornerstone of its effective marketing strategy. “This multichannel approach ensures that we remain relevant and impactful in an increasingly digital world.”
Be smart. Think smart. Act smart.
Last fall, Allied Printing Company held an artificial intelligence (AI) workshop focusing on strategies to incorporate AI in print and direct mail. As a follow-up, the Ferndale, Michigan, printer, targeted direct mail, and ondemand fulfillment services provider, is planning a webinar to discuss PQRs versus mail tracking.
CMO Elly Chichester says Allied has found that when it starts talking about new tactics, clients want to understand how it can help them take advantage of the tactics. “It’s a perfect opportunity for our team to propose new solutions and potentially solve a business problem. When we host educational events, whether virtual or onsite, we are always able to develop a few opportunities and create new business for Allied.”
While being a B2B marketer can pose its share of unique challenges, one of the more effective strategies Allied uses to market its business is industry education. It seeks opportunities to educate its clients on up-and-coming industry trends, or topics that generate a lot of interest and discussion.
In what continues to be an everevolving print and digital landscape, keeping your customers in step with every new trend, strategy or change is imperative. Take digital. Like any printer today, Allied sees challenges in the digital landscape.
Using AI to laser-focus your marketing data and target audience will be, if it isn’t already, the baseline requirement for future customer acquisition deployment.”
First, technology is changing rapidly, which means new applications and tools, and continual efforts to stay ahead of the competition. For Allied, it is a matter of successfully marketing its services, and then executing similar strategies for its clients.
Data privacy and security also are primary concerns. Allied is SOC2 certified, which means it has a rigorous security infrastructure. But Chichester says staying knowledgeable about different privacy and security regulations (globally) is a concern. “Consumers’ inboxes are inundated every day with hundreds of emails, and online they’re targeted relentlessly by digital marketers trying to break through the digital clutter and deliver their messages. This makes the challenge of creating compelling and relevant content a priority.”
Another challenge is balancing the data and analytics it has (and wants to leverage) with its target audience’s privacy. For example, when Allied conducts email campaigns, its sales team is notified when one of their contacts engages with a message immediately. “There’s a fine line between following up in a timely manner and engaging in a time and manner that makes the interaction uncomfortable,” Chichester says.
In the battle to refine its marketing and data analytics strategies, the fight is never-ending. Right now, Allied is using data analytics in a campaign where it went through a lookalike exercise to identify primary targets for print and direct mail. This resulted in the creation of a prospect list. It currently is in the process of reaching out to the prospects, understanding their business and offering solutions to common pain points in their industry. “We’ve started to see
some traction with onboarding new accounts and brought on two large agency accounts recently through this process,” Chichester says.
AI and the road ahead
Looking ahead, the road will be full of companies looking to AI to drive print marketing in many regards. This will include creative development, data analytics and metrics reporting, business reporting and trend analysis, and operational automation.
“Using AI to laser-focus your marketing data and target audience will be, if it isn’t already, the baseline requirement for future customer acquisition deployment,” Ahrens says.
Ahren’s advice for AI and the road ahead:
〉 A ssemble a small team to explore areas of your business where AI can be incorporated. Start small and begin exploring. The key is to start ASAP.
〉 Educate your team. As you move into this new era, ensure your team understands AI and its applications.
〉 Create processes and legal outlines. Ensure you implement AI properly and ethically by establishing clear processes and legal guidelines.
In a time when innovative strategies to customer acquisition are reshaping today’s competitive landscape, finding new avenues to reel in and retain clients will remain a top priority on every to-do list. By leveraging cutting-edge technologies and personalized marketing approaches, companies can land whales, stay ahead of the curve, and build lasting customer relationships.
Next... WHAT A FUTURE PRINTER LOOKS LIKE
IoT (Internet
of Things). AI (artificial
intelligence). Sustainability.
The new realms of commercial printing are (and have been) bouncing in every direction. The question, as it so often pertains to commercial printers, is which ones are they willing to catch?
At a glance, the global commercial printing market was valued at $494.53 billion (USD) in 2023, and is anticipated to grow at a compound annual growth rate (CAGR) of 3.0% from 2024 to 2030, according to Grand View Research. The numbers are driven by growth in areas like packaging, promotional products, marketing services, design services, digital printing, direct mail marketing, signage, wide-format printing and web-to-print systems.
But where is the future of print heading? Here’s a snapshot of the trends buzzing through the industry:
AI and Print
Like many other printers, Dayna Neumann believes AI will be the next step in the technological advancement of printing. Already driving innovation in myriad aspects of the printing process, it joins machine learning, data analytics and robotics as the wave of future.
“AI will accelerate everything,” says Neumann, Chief Sales and Marketing Officer for United Direct Solutions (UDS) in Louisville, Kentucky. “The more we know about consumer behavior and desires, the more critical it is to meet them where they are, both with their buying decisions and
interactions with brands. Print continues to have a place in the acquisition and education of consumers. Smart, targeted print can play a role in educating and acquiring new customers.”
Data and short print runs will break down the current barriers to entry for many creators... There is no limit to the amount of variables a brand can use in their print communication.”
— Dayna Neumann, Chief Sales and Marketing Officer, United Direct Solutions
Neumann says AI will permeate everything printers do. In the short term, print companies must examine AI implementations to streamline operational efficiencies. Leveraging AI in job tickets, machine learning, scheduling and job automation can quickly provide a competitive advantage. “From a user experience perspective, I think AI chattbots will continue to help
website visitors learn more about your services and submit estimate requests or get a real time estimate on the fly. User experience on storefronts or enterprise platforms will improve with AI as clients submit increasingly complex orders in a DIY setting.”
Mike Graff, CEO of Sandy Alexander in Clifton, New Jersey, says the groundwork for AI was established a while back when machine learning hit the mainstream. “Equipment that can predict service and/or failure have been around for years now. As for client-facing AI opportunities, the ability to target a prospect or client with relevant data and pairing it with one-to-one print technologies will make for a powerful combination. I think personalization and targeted messages are just beginning to have relevance.”
The Green Machine
Another topic that has long been in the buzz of print is sustainability, which is critical as both an element of efficiency in operations and as a marketing message. Graff says commercial printers have been aided along thanks to a number of significant advancements on the manufacturing and supply sides.
“Some are organic improvements, i.e. UV inks, and some are market driven by clients such as recycled papers and FSC certification,” Graff says. “Speed of make-readies and reduction of waste is front and center on printers’ and equipment manufacturers’ minds, too.”
Neumann says the most sustainable printing technologies are the ones that are useful to the recipient. Take VDP, which achieves this in most cases. Together, with sustainable materials, recycling programs and efficient production environments, UDS encourages its clients to make sure their data is clean so they don’t waste money and resources on the wrong recipients.
“Our recent investment in a continuous roll-fed digital press is supporting our efficient production workflow and keeping waste to a minimum,” Neumann says.
Data, data, and more data In a time when data and data analytics are everything, the more printers can find ways to integrate the process into the print workflow, the better. Neumann believes this will have a huge impact on the print packaging world.
“Data and short print runs will break down the current barriers to entry for many creators,” she says. “We’ve seen it with highly targeted mailing with variable images from the customer’s cart, or based on their search and interactions with the brand. We can serve them the right images of products and services that will match their interests. There is no limit to the amount of variables a brand can use in their print communication.”
Neumann says, from her experience, it is about using the data to inform the next piece and to use each channel for a specific goal. Using print to demonstrate to a consumer
that you are listening and paying color and print quality. Sustainability.
This is not a revolutionary industry; it is an evolutionary one. I think the speed and quality, and thereby the cost, of digital print will continue to improve.”
— Mike Graff, CEO, Sandy Alexander
“This is not a revolutionary industry; it is an evolutionary one,” he says. “I think the speed and quality, and thereby the cost, of digital print will continue to improve. Automation in the manufacturing side is a must as labor becomes more costly and scarcer.”
Neumann doesn’t believe that the collaboration between tech and print is new. “I view our tech and equipment teams as an integral part of our business. We encounter the issues and they are by our side to solve them. Some of our best successes are when we partner with our tech solutions people. his relationship is at the heart of automation as was previously mentioned.”
Moving forward, commercial printers will continue to seek the best, most viable options for their businesses and their customers. In the end, success comes down to an “it takes a village” mentality. “I think knowledge sharing is critical for all industries,” Graff says. “With continued M&A activity in the print industry, we can expect to see this trend on a grander scale. In order to succeed, the print industry has to embrace the changes coming, while tech companies should recognize the valuable access points that the print industry can offer. It’s a twoway street in terms of driving innovation.”
As the industry continues to evolve, the path to success—and survival—hinges on adapting to evolving technology. It also means acknowledging that whatever strengths print has, there are ways to innovate the path forward.
GRACE PRINTING & MAILING
How
the REVORIA PRESSTM PC1120
is creating new revenue opportunities for Grace Printing
A family-owned Minority Business Enterprise (MBE), Grace Printing & Mailing has been servicing Chicago and its suburbs since 1992. Boasting a staff with more than 250 years of combined production management and printing industry experience, the Skokie, Illinois, printer handles books, brochures, banners, business cards, catalogs, direct mail, specialty finishes, die-cut products - about anything you can think of. Services include digital marketing solutions, printing, mailing, warehousing, promotional products and fulfillment.
Operating from its 50,000-squarefoot facility, the printer delivers direct mail and every door direct mail to USPS daily, as well as Sectional Center Facility (SCF) drop shipments all over the country. In an effort to go above and beyond for clients, Grace Printing & Mailing features in-house graphic design and prepress departments that not only produce new ads, brands and marketing materials from concept, but also go above and beyond supporting their clients making sure every design and art file is ready for press before it gets printed.
The Challenge
With a reputation based on family values and by keeping promises, Grace Printing is committed to putting its clients first, helping them to get their message out through multiple channels. Committed to keeping innovation at the forefront of its production process, CEO Titus Eapen and his team sat down to evaluate the best way to increase the efficiency, quality and effectiveness of his press process.
Among the challenges it was looking to tackle were cost-effective ways
to print metallic and wider color gamut and better PMS matching, as well as cost-effective in-line booklet with square back spine, high speed envelope printing and white ink.
With its laundry list in check, Grace Printing took a deep dive into three vendors, including Ricoh’s 5-color, Canon 4-color toner devices and FUJIFILM’s Revoria Press PC1120.
“The printing industry has evolved over the last decades and we are always looking for newer technologies that will be able to keep us at the forefront,” Eapen
says. “We wanted a machine that could give us versatility and ease of changeover between colors, married with the customer service needed to keep things moving forward.”
The
printing industry has evolved over the last decades and we are always looking for newer technologies that will be able to keep us at the forefront.”
— Titus Eapen, CEO, Grace Printing & Mailing
The Solution
After reviewing the pros and cons from each manufacturer, FUJIFILM’s Revoria PC1120 hit the mark with the Grace Printing team. The Revoria met each of the tenets Eapen and company had on their list, including the ability to print six colors, and the ability to print white base and then print full color again, and put a white or metallic ink on top.
Grace is not new to digital presses. But their existing fleet needed an
upgrade in order to keep up with production, quality and consistency demands of their team and their customers. And the FUJIFILM Revoria PC1120 delivers. “The majority of our digital toner work is now being transitioned from our Kodak Nexpress and other devices to the Revoria,” Eapen says. “The color consistency in digital toner printing is something you have to be all in on, and the Revoria is able to manage the consistency much better than other devices. In addition, there is less time for daily maintenance and ease of operation.”
The Results
As one of the first printers in the Midwest to enter the digital printing landscape, Grace Printing has long prided itself on updating and adding the technology needed to stay ahead of the competition. The FUJIFILM Revoria PC1120 is the next step in its promise to deliver on that promise. Today, the Revoria is helping print on clear material with white base and full color thereafter, and do short-run metallic (gold/silver), plus adding color to simulate any metallic ink.
AT A GLANCE
The Challenge
〉 Grace Printing sought innovative, efficient, and cost-effective printing solutions with vendors like Ricoh, Canon, and Fujifilm, emphasizing customer service and quality.
The Solution
〉 Grace Printing selected FUJIFILM’s Revoria PC1120 for its color consistency, efficiency, and advanced features, upgrading their digital press capabilities.
Grace is also tackling old challenges. The Revoria is helping Grace print a double hit of white ink on a 9x12 black envelope. “This was unheard of on a digital machine,” Eapen says. “Printing envelope itself was always a challenge and even if possible, it would take a lot of change over time. Printing white on a black substrate is difficult without double-hitting.
This solves the problem.”
Looking ahead, Eapen says Grace Printing & Mailing will continue to be a forerunner on what the technology world offers the print industry. “Our company is always looking to be at the forefront of technology and Fujifilm is a company where we go to learn. Its sales and support team is really good and treats us like partners for the long-term. That makes a difference.”
The Results
〉 Grace Printing enhances its digital printing prowess with FUJIFILM’s Revoria PC1120, pushing technological boundaries and innovation.
ONE-ON-ONE WITH
ERWIN DRIEVER
Print Technology Expert Bullish on Future
Erwin Driever is an esteemed figure in the printing industry, renowned for his expertise and leadership in technology-driven solutions. As the Vice President of Technology at Cober Solutions in Ontario, Canada, Erwin spearheads the company’s IT operations, research, and development initiatives. With a robust background in Agile Project Management and strategic planning, Erwin brings a wealth of experience to his role, ensuring Cober Solutions remains at the forefront of innovation in print media communications. He shares his thoughts on the future of print and his view to the future.
How do you see the role of printers evolving in both consumer and business settings over the next decade?
Printers can and will have the opportunity to positively affect the success of customers in both consumer and business settings.
I believe that printers who have created a technologically advance company, implemented automation across the company and have a technologically savvy team of great communicators, will engage with customers in a manner more conducive to partnering than a traditional customer/supplier type of relationship. Success is dependent on complete and transparent
collaboration, fueled by current and new technologies, leading to the production of relevant and timely printed material.
In what ways could you see AI technologies being incorporated into printers, and how would they improve the user experience?
AI technologies are going to become increasingly important for printers. Effectively, it should be incorporated across the printer’s company wherever possible. Likely the easiest place to start with AI technologies would be marketing and communications, using tools to listen, understand and communicate to customers quickly with accurate
information gleaned directly from “live” estimating data, production data or other required information. AI technologies can be used with online submission tools or applications providing POD software to make it easier for consumers to create content and place orders with accurate information and correct specifications for the manufacturing process. It could be used to quickly create marketing content, “on the fly”, while ordering a product or multiple products. It could be used to automatically organize uploaded photos or content by date, for example, and flow the content across pages, as required.
In the internal workings of a printing company, AI technologies can have a positive impact in the efficiency of manufacturing, in places like scheduling, order batching, order ganging, order binning and shipping. Tying this together with the autonomous movement of material through a facility will be the advantage to printers to produce increased volumes of orders in shorter time frames, with less error and more control.
For printers, how do these technological advancements translate into improved operational efficiency and cost savings?
In short, these types of technological advancements, when implemented properly, can create efficient workflow processes that streamline the manufacturing of printed material, shorten the sales cycle, get consumer’s product to market faster and reduce overall costs. The gains and cost reductions are achieved by eliminating repetitive and timeconsuming tasks. Staff, particularly experienced staff, can now focus on what they do best, increasing their productivity, instead of interrupting the tasks that require their expertise to perform other mundane tasks.
What are the latest advancements in sustainable printing technologies, and how are they impacting the industry?
Sustainable printing technologies continue to be a hot topic of discussion. Many technologies are being introduced to support a sustainable model. One area of importance that may or may not be considered as a sustainable printing technology is workflow and process
automation. Automation throughout a facility can be used to significantly reduce waste during the process, which directly affects sustainability.
Success is dependent on complete and transparent collaboration, fueled by current and new technologies, leading to the production of relevant and timely printed material.”
One of the technologies we have found is a “Plate To Unit” system for offset presses, in combination with enhanced color control on the presses and press setup information transferring directly from a prepress system. There has been a 75% reduction in the number of sheets required for job make-ready, there has been an 85% reduction in makeready time and an 80% reduction in job changeover. All of that has led to a 70%-80% reduction in waste.
What do you envision as the next big breakthrough in printing technology?
The next big breakthrough in printing technology likely isn’t any “new”; rather it will be a major upgrade or enhancement to current printing technologies. I believe that traditional lithographic printing will completely disappear in the next 10 years or so. It will be replaced by some type of liquid toner-based system or inkjet press that can print a 40” x 28” sheet correctly, without any defects, +3X faster than currently available
machines today. I believe inkjet will take the lead in this regard and become the core printing technology.
In addition, I believe we will see significant breakthroughs in the equipment required for finishing the printed material, with the addition of a lot of automation for these devices, particularly in the cut sheet environment.
One other area of breakthrough will be the use of robotics and autonomous vehicles in a facility to replace or offload the mundane tasks of material and order handling and movement across a shop floor.
How important is collaboration between technology companies and printing manufacturers in driving innovation in the industry? Collaboration between technology companies and printing manufacturers is critical to driving innovation. It is the only way that technology companies can create the software and systems that best suit printing vendors and print manufacturers. Collaboration has been critical to our success and all of our primary suppliers have become partners in our business, creating success for everyone.
