Printing News - January 2019 by WhatTheyThink

JANUARY/FEBRUARY 2019 14 F rustrating, Tedious, and Detail Oriented Print MIS Work 24 W elcome to 2019: The Beginning of the Next Chapter 26 S trategic Technology Stack for Production Inkjet

Profiting Through Trade Brokering Formulas and methods you need to know to boost your margins p.8 a magazine from

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VP, GROUP PUBLISHER Kelley Holmes kelley@whattheythink.com 772-579-7360 COO Adam Dewitz adam@whattheythink.com 612-424-5090 PRESIDENT Eric Vessels eric@whattheythink.com 740-417-3333 MANAGING EDITOR Richard Romano richard@whattheythink.com 518-290-6584 SENIOR EDITOR Cary Sherburne cary@whattheythink.com 603-430-5463 EDITOR Jessica Taylor jessica@whattheythink.com 321-626-2300 BUSINESS DEVELOPMENT Paul Zimmerman paul@whattheythink.com 973-727-1376 PRODUCTION EDITOR & MANAGER

Amy Hahn amy@whattheythink.com 612-719-0577

CONTRIBUTING WRITERS Tom Crouser Jennifer Matt Dave Fellman Jeff Steele John Giles Heidi Tolliver-Walker Elizabeth Gooding Deb Thompson Andy Gordon David Zwang CREATIVE SERVICES Bobbi Burow, CreativityTank LLC bobbi.burow@gmail.com SUBSCRIPTION SERVICE For change of address or subscription information, email: help@whattheythink.com Published by WTT Media, Inc. 2038 Ford Parkway #218, Saint Paul, MN 55116 ARTICLE REPRINTS

Please contact your account executive PrintingNews.com PrintingNews.com—the web portal representing content from Printing News, Wide-Format & Signage, and Inkjet’s Age—is devoted to delivering you timely news and multimedia content on a daily basis. Printing News (ISSN 2380-5056) (USPS 500-850) Volume 41, Number 11 is published ten times per year in January, March, April, May, June, August, September, October, November and December by WTT Media, LLC, at 2038 Ford Parkway #218, Saint Paul, MN 55116. Periodicals postage paid at Saint Paul, MN 55116 and additional mailing offices. POSTMASTER: Send address changes to Printing News, PO Box 3257, Northbrook, IL 60065-3257. Canada Post PM40612608. Return undeliverable Canadian addresses to: Printing News, PO Box 25542, London, ON N6C 6B2. Subscriptions: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S. $47 per year, $91 two year; Canada/Mexico $69 per year, $128 two year. All other countries $101 per year, $191 two year. All subscriptions payable in U.S. funds, drawn on U.S. bank. Canadian GST#842773848. Back issue $10 prepaid, if available. Printed in the USA. Copyright 2018 WTT Media, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recordings or any information storage or retrieval system, without permission from the publisher. WTT Media Inc. does not assume and herby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated. The publishers do not warrant, either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions offered by the authors of said articles.

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What Do Printing News and an Instagram Post Have in Common? They are both “print worthy.” Read on to find out more.

hree people were walking down the street in San Francisco. Two were Millennials, and one was checking her Instagram feed. Suddenly she came across an image so stunning, so beautiful, that she burst out, “That’s print worthy!” “I couldn’t believe it,” recalls Kelley Holmes, vice president and group publisher of What They Think Media, who was walking with her son, Ryan, and his Instagramming girlfriend at the time. “In this industry, we are so used to having to defend the value of print that her response really struck me. I thought, ‘Did she really just say that?’” As Holmes thought about it, it struck her how differently those of us in the industry see print and how the younger generation sees print. It is often so different . . . and the opposite of what we might think. “If you’ve been in the printing industry a long time, some of us feel that print isn’t what it used to be or that it is being attacked by other platforms,” she explains. “But to the younger generation, print is seen as the ideal. Any image can be digital, but if it’s incredible—truly

incredible—only then is it deemed worthy to be printed.” What does this have to do with Printing News? Everything. The content of Printing News is drawn from the published content of PrintingNews.com and WhatTheyThink.com. It’s the best of the best from the two websites the previous month. It is content so good that it is determined by the editorial team of What They Think Media to be “print worthy.” “Seeing print from the eyes of a Millennial reminds us how special print is,” says Holmes. “That’s the idea behind curating the content for Printing News. The printed version provides a platform that has real, lasting value . . . and not every piece can get in. It has to be ‘print worthy!’” To subscribe to the print version of Printing News, visit https://www. printingnews.com/subscribe. ■

Heidi Tolliver-Walker Contributing Writer WhatTheyThink - Printing News

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CONTENTS

JANUARY/FEBRUARY 2019

PRINTING NEWS 4 Editorial: Print Worthy COVER STORY

8 P rofiting Through Trade Brokering

58 Executive Q&A: Cognizant

18 C ase of Dealing with Cell Phones

Projects +148% Growth in Fashion Designer Jobs, Highlights the Future of Work

Departments

24 W elcome to 2019: The Beginning of the Next Chapter?

Printing Pulse

New Products

26 S trategic Technology Stack for Production Inkjet

35 I SA: Go Big, Go Bold, Go Further 36 W ide-Format 2019 What’s Next? 38 F latland: What’s New and What’s Next for Flatbed Wide-Format Printers 42 W ide Format 2018: What Kind of Day Has It Been?

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Clients “Direct Mail”

22 S elling Print Requires More Than Order Taking

WIDE-FORMAT & SIGNAGE NEWS

as the Plants

16 U nderstanding the Software Feature Request

34 W ant Higher Profits? Hire More Women

Workers as Much Protection 52 Inkit Changes the Way

32 W hat’s the Top Use for AR/ VR for Marketers?

50 RayWear Giving Marijuana

14 F rustrating, Tedious, and Detail Oriented Print MIS Work

20 M akerBot Method Bridges the Gap Between Desktop and Industrial 3D Printing

48 Big Opportunities for Small Design Houses

45 A re You Starting The New Year With Any Sales Momentum?

Printing News January/February 2019

4 Editorial

30 Watch List 35 Wide Format & Signage News 56

Classifieds/Supplier Directory

In the Know- Events Hunkeler Innovation Days

Feb 25-28

Techtextil North America

Feb 25-28

NPOA Print NPOA Print Owners Conference Feb 28 - Mar 2

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TRADE SERVICES

Profiting Through Tr a Almost every print shop brokers out some products and services. However, doing so profitably is not a given. To do well, you need to know the formulas and methods that can help boost your margins, and tips on working with a provider. 8

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Story by Jeffrey Steele

t helps to focus on why brokering out work makes sense in the first place. Greg Muzzillo, founder of Independence, Ohio based Proforma, said there are two sides to every printing business. “One key side is print production, the other key side is sales,” he said. “There are a number of printing companies out there today that are so busy and focused on the printing side of the business that they do not have time to focus on the sales side of the business, resulting in

shrinking sales, diminishing profits and loss of potential opportunities.” In order for printing companies - particularly those under $5 to $10 million in yearly sales – to thrive into the future, they must have two options, Muzzillo said. These are either a best-in-class, efficient lowcost printer, or the opportunity to become a distributor and eliminate most, if not all, equipment, focusing instead on becoming a great sales company. In the past, printing was an art form and a craft, he added. That’s WhatTheyThink - Printing News

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TRADE SERVICES

r ade Brokering changed. In today’s digital world, quality is assumed and a great deal of printing has become a commodity item. Most companies that only sell printing find themselves increasingly selling on price alone. “That’s a real challenge for smaller printers that cannot become the low-cost provider,” Muzzillo said. “The better option is to become a complete solutions provider selling not just printing, but also selling many other items their customers want, including promotional products, wearables and uniforms, WhatTheyThink - Printing News

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packaging, signs, banners, displays and much more.“ Proforma is a distributor whose tagline is “one source with infinite resources.” It’s an agency that does not charge the agency fees. When a customer asks Proforma for printing, the company doesn’t simply quote a price. It attempts to learn more about their project, and what other solutions it can provide for the project. “For example, if a company wants a mailer to promote attendance at a trade show, most printers would

quote the job and hope they win,” Muzzillo said. “At Proforma, we offer a total solution including helping with the booth, signs and banners, uniforms [for] booth workers, promotional giveaway items and more. In today’s world where the customer wants to buy more stuff from fewer suppliers, this is a very profitable approach.” Based on Muzzillo’s lengthy experience, there aren’t many customers looking for a new print service provider, given that printing is considered by many a commodity. But interestingly, all customers are looking for trending, new promotional ideas. “People love promotional items; they are easy door openers,” he added. “At the end of the day, I believe the best path forward for many small printers is to focus less on printing and more on becoming a distributor and a full service provider. At Proforma, we have a few members that are former printers that put their equipment behind them and became full-service solutions providers. They all said they should have made the change years ago.”

Boosting margins The most effective way to boost margins is to ensure there is value added to the solution or the process, said Beth Marston, vice president of sales at Navitor in North Mankato, Minn. “That value must be of benefit to Continue on page 12 Jeffrey Steele In addition to Printing News and Wide-Format and Signage, Jeffrey Steele’s articles have appeared more than 2,000 times in such publications as Barron’s, Chicago Tribune, and more.

January/February 2019 Printing News

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PRINTING PULSE Epson Certified Solution Center Now Open at Grimco in Los Angeles Grimco, in Los Angeles, has opened its Epson Certified Solution Center. The operational solution center showcases the comprehensive portfolio of Epson professional signage, textile and photographic print solutions, allowing Grimco to provide its customers the opportunity to view creative print applications, engage with product experts, participate in demonstrations and run test prints using their own files. This new Epson Certified Solution Center is located at Grimco’s offices in Long Beach, Calif. It will provide customers with an immersive experience, including: • Full suite of SureColor production equipment • Extensive print samples and applications • Comprehensive customer training opportunities In addition to regional Solution Centers, key customers are also able to visit the Epson Technology Center in Carson, Calif. The Epson Technology Center will showcase unique Epson printing solutions and applications, and provide a comprehensive, hands-on experience for customers and dealers with the full Epson wide-format printing portfolio.

www.printingnews.com/21040543

Campbell Business Machines Acquired by Central Business Systems Prosperity Plus Management Consulting, Inc. advised Darrell Campbell of Campbell Business Machines (CBM) in its sale to Central Business Systems (CBS). Headquartered in Belle, W.Va., CBM is a long-standing mailing and shipping systems dealership. The company has served West Virginia, as well as the counties in Kentucky and Ohio that border West Virginia, for 43 years. It sells and services products from Neopost, MBM, Martin Yale, Destroyit and others. For more than 70 years, CBS has been providing technology services to Kentucky, Indiana, Ohio and West Virginia businesses. It is the regional leader in total technology solutions. CBS is the best at helping customers save money on IT, printing and mailing costs while improving office processes to streamline productivity along the way.

www.printingnews.com/21039822 Roland DGA Corporation Appoints Andrew Oransky CEO Roland DGA, a leading provider of digital imaging and 3D devices for professionals, announced that Andrew Oransky has been appointed the company’s new CEO. Oransky has served as president, responsible for day-to-day operations at the Irvine, California-based company since 2016. In his expanded role as CEO, he will assume overall responsibility for company strategy and performance and will report directly to the board of directors at parent company Roland DG. Oransky assumes the CEO position during an exciting time for Roland.

www.printingnews.com/21039816

Strategic Outsourcing Partnership Helps ABG International Target Expansion ABG International has been partnered with PP Control & Automation for more than nine years and in that time has seen its turnover grow almost 50 percent. The expanding business has tapped into the West Midlandsbased firm’s expertise in connectivity to reduce lead times, and create the platform to scale up to producing 250 digital print finishing machines in 2018. “We operate in very similar ways, and once we had seen PP Control & Automation’s capabilities at its world class facility, we knew there were lots of synergies and a relationship to forge,” said Phil Robson, operations manager at ABG International. ABG and PP engineers took just six months to redesign the controls architecture into a new modular format. This gives the end customer a huge amount

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of flexibility when specifying the exact machine requirements they need, whilst ensuring ABG is able to select and configure modules in a manner that provides a bespoke solution to the user. The East Yorkshire business can now offer over 20 different configurations on its Digicon 3 platform. ABG International is the world leader in digital finishing equipment that produces high quality labels and packaging for 2500 customers across the world.

www.printingnews.com/21040712

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PRINTING PULSE Graphco and Standard Broaden Horizons in the Midwest Graphco was appointed an expanded territory for Standard Horizon Finishing Equipment in Illinois, Missouri and Kansas. The company has a long history with Standard and Horizon in Ohio, Kentucky, Western Pennsylvania and Indiana, dating to 1983, and has consistently been one of Standard’s strong service and sales dealerships. Within a few weeks of this change, a completely automated Horizon BQ470 & HT-80 perfect binding line was purchased by Independent Publishers Group. This system was followed up by a number of CRF-362 crease and fold units, a SmartSlitter, an RD-4055 rotary die cutter, and most recently Yorke Print Shoppe purchased the first StitchLiner Mark III Saddlestitcher, in the Chicago marketplace. Graphco is headquartered in Cleveland, Ohio, and opened their Schaumburg, Ill. branch office in 2014 to better reach customers in the Midwest, with primary focus on the popular RMGT offset presses. Derek Gordon is available for Standard Horizon finishing equipment sales consultations immediately. Technical service requirements will be handled from the Schaumburg office with the appointment of a 20+ year veteran Factory Trained Standard Horizon Technical Service Representative and the recent addition of another 25+ year industry veteran Technical Service Representative. Graphco also employs five additional Standard Horizon Factory Trained Technicians, so they are well positioned to protect new and existing Horizon investments in Illinois, Missouri, Kansas, Ohio, Indiana, Kentucky and Western Pennsylvania.

www.printingnews.com/21040799

Rollem Announces Two Installations of Their Jetstream Bi-Directional Slitting System Gulf Business Forms located in central Texas recently installed a refurbished Jetstream from Rollem International. The company opened in 1968 and continues to grow with multiple locations in Texas. They specialize in custom continuous and unit set forms. Gulf Business Forms products include business documents, financial printing, magnetic numbering, imprinting, coupon books, variable printing, pamphlets, booklets and digital printing. They will utilize the Jetstream for commercial work, by scoring on the Jetstream then going into an eight-page folder. United Data Tech in Brookfield, Wis. also installed a 24” bi-directional Jetstream slitting, scoring and perforating machine to improve the quality of their cutting and scoring. The Jetstream system maximizes productivity by performing high volume, fully automated trimming, slitting, scoring and perforating. The Jetstream works independently offline or in-line, directly with presses, coaters and folders.

www.printingnews.com/21040756 WhatTheyThink - Printing News

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Orbus Named Four Time “National Best and Brightest Companies to Work For” Winner Orbus Exhibit & Display Group, one of North America’s leading wholesale suppliers and manufacturers of display, exhibit, graphic and event solutions is excited to share that it has been named one of the “Best and Brightest Companies to Work For” in the Nation for the fourth consecutive year. For 2018, there were 512 winners named out of 2,400 nominations received. Each nominee is extensively evaluated on their approach and offerings for employees. Some of the criteria evaluated includes organizational initiatives, employee education and development programs, company communication practices, work-life balance initiatives and community initiatives. “A focus on employee satisfaction and growth is the true key to success. Orbus cares about its employees and the employees, in turn, care about Orbus,” said President and CEO Giles Douglas. “It is an honor to be recognized.” Orbus Exhibit & Display Group started with a three-person staff in 2001. It currently employs nearly 500 people with continued growth anticipated in various departments throughout 2019.

www.printingnews.com/21040697 January/February 2019 Printing News

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TRADE SERVICES Continued from page 9

our distributors or their customers, and usually translates into time saved or pain relieved,” she said. “Things like sales support and consulting as well as technology to streamline processes can translate into cost savings to share all around.” As a manufacturer, Navitor experiences supply chain pressures similar to those felt by the printers and distributors it serves. This year, Navitor has witnessed an uptick as a result of raw material increases due to a tight paper market and growing transportation costs to transport those raw materials throughout the supply. These were more aggressive than what Navitor has seen in the past, and as always, the company negotiated to minimize the impact to its customers. “Fortunately, investments in efficient equipment and improved technology enable us to keep rate increases at a minimum,” she said. “By optimizing our footprint and output, we can help our customers protect their margins.” One of the key components Navitor account executive Justin Kaus’ customers must understand is what their own end users are looking to achieve. “Once we understand that main pain point, we can leverage printing processes and manufacturing to give our distributors the products their end users need,” he said. “I mention leveraging the available printing processes as we have digital equipment that is likely more efficient than what many of our distributors may have on premise, which can enable a more competitive price that they may not be able to achieve themselves.”

Working with brokers Among tips useful to keep 12 Printing News January/February 2019

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in mind when working with a wholesale supplier, one of the most crucial is to grasp its own customers’ market strategies and hurdles. “It’s important our distributor customers know we understand they are entrusting us with their brand and reputation,” Marston

We make sure we understand their strategies and positioning in the marketplace overall, and of course their challenges with specific projects. Collaborating on a proposal upfront so both parties understand the end customers’ expectations is critical to success. said. “We make sure we understand their strategies and positioning in the marketplace overall, and of course their challenges with specific projects. Collaborating on a proposal upfront so both parties understand the end customers’ expectations is critical to success.

It also helps everyone from onboarding through execution.” Navitor offers the distributor the ability to be a single-source solution for its customers. That means “being able to bring an expanded breadth of print products to their customers that they may not be able to otherwise offer,” he said. “One of the areas where this single solution is visible is when we are working with brokers and we try to better understand what their customers are dealing with in the marketplace and what is being purchased for print products in that vertical. “We have built out several different vertical market sets that enable the broker to demonstrate the breadth of products in print they are capable of offering. The vertical market kits also give them some relevance upfront and demonstrate their understanding of potential needs. That tends to spur their end customer to go into their file cabinet, pull out all . . . print materials they’ve purchased in the past and opens a great dialogue on their current print needs.” Navitor can bring signage to the table, and can provide the distributor with vertical-specific products enabling them to sell more to particular customers, Kaus said. Navitor has learned a focus for many of its distributors is looking at their current book of business and determining what products they aren’t selling. Eighty percent of a distributor’s business might be within the promotional and apparel world. “And they should say, ‘Who are you purchasing your print from these days?’” Kaus added. “A lot of distributors are working with their customers to find out what they could be selling. That ‘what else’ is print.” Find article here PrintingNews.com/21043477 ■ WhatTheyThink - Printing News

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SOFTWARE & WORKFLOW

Frustrating, Tedious and Detail-Oriented

Print MIS Work

The topic of Print MIS software can be dangerous to bring up if you want to keep things low-key or drama-free. Most printers are really frustrated with their MIS. I’ve been working on customer-facing technology (web-to-print) my whole career—the Print MIS is by far the most important software tool you have in your business. Story by Jennifer Matt

ased on my informal, sporadic and not-welldocumented research, Jennifer Matt Jennifer Matt writes, speaks, and consults with printers worldwide who realize their ability to leverage software is critical to their success in the Information Age.

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the most common thing printers complain about in the print industry is their Print MIS software. I can’t mention all the things printers say about their Print MIS solutions because this is a family-friendly publication. The sheer amount of emotion expressed about Print MIS systems always surprises me. Could this one software solution set really be this frustrating? I started asking other businesses

outside the print industry about their ERP/MIS solutions and, sure enough, there is a similar frustration level. So, business owners are frustrated with the solutions they should rely on to run their businesses. What’s that got to do with “tedious, detail-oriented work” (from my article title)? A management system is simply a storage device for your business data. It then applies logic to that data to generate things like estimates, WhatTheyThink - Printing News

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SOFTWARE & WORKFLOW purchase orders and packing slips. The data belongs to you. The values decided upon and entered into the system for calculations belong to you. The software’s job is to accurately perform the calculations and run the algorithms while securely storing the data. A fully implemented Print MIS solution contains more stuff “owned” by the printer than “owned” by the software vendor. Can you see where I’m going with this? My new working theory about this whole topic of frustration with your Print MIS solution is that you haven’t taken ownership of your portion of the solution. Until you do, you will not be relieved of this high level of frustration. Buying a different Print MIS won’t solve it. Screaming at your current Print MIS vendor might feel

The software’s job is to accurately perform the calculations and run the algorithms while securely storing the data. like a good release, but it won’t solve it. Screaming at the people inside your company about why it doesn’t work the way you want it to won’t solve it. This is where the “tedious, detail-

oriented work” comes in. I should probably caveat the use of “tedious.” Some people love this work because it appeals to their sense of order and accuracy. It is in the trenches where hard work produces what I call “decision fatigue” pretty quickly in most normal human beings. Do we really have to enter accurate press speeds for all our paper stocks? Can’t we simply guess? You can guess, you can fudge every part of this project. Remember, the software is just looking for a valid number. It doesn’t care what it means to your business. So, this is what happens. Humans guess, humans fudge, humans simply import the garbage data they had in the last Print MIS into the new Print MIS because then we can check that Continue on page 55

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For more information, visit PrintingNews.com/10005202 WhatTheyThink - Printing News

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January/February 2019 Printing News

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SOFTWARE & WORKFLOW

Understanding the

Software Feature Request

Software is never done. It has to keep moving to stay compatible. It operates in business processes that keep changing. The consumer expectation of how fast and easy software can change is being set by some of the most valuable companies on the planet. Story by Jennifer Matt

hen you ship a print job, it’s a final product. If the customer wants a change, it’s called a “redo.” If you made a mistake; it’s called a “redo on your dime.” When you ship a software product and the customer wants a change, it’s a called a “feature request.” If software has a mistake “bug” it’s called a “bug fix,” and if it’s your custom software, you pay to fix it. If the bug is in commercial software, you report it, and it may or may not get fixed in a timely fashion—or ever at all. Software is nothing like print. The software feature request is a fascinating thing that I’ve spent way too long thinking about. As printers utilize both commercial software and build custom software throughout their businesses to differentiate their offerings by solving customer challenges, or 16 Printing News January/February 2019

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automate labor intensive steps in their workflows, the printer is both an entity that makes software feature requests to their vendors and receives feature requests from their clients. If you’re constantly accepting feature requests, is software ever done? No. Commercial software that you are either paying maintenance on or a monthly subscription fee on is never done because the business model you signed up for requires a continuing stream of value-exchange. You pay your monthly subscription and they keep improving the software. You pay your annual maintenance, they keep improving the software. Software doesn’t really have a choice but to keep moving. Any modern software has to keep doing some minimal adjustments to stay compatible with the technical environment it runs in. Web browsers keep updating, security is in constant

flux, and the business process the software performs in is not static. How many printers out there have held onto software packages until the bitter end, when you couldn’t even find old enough computers on eBay to run ancient operating systems?

The Printer as the Feature Requestor The commercial software running your print business (Print MIS, webto-print, pre-press automation) has a business behind it which employs a group of people to look after that software. There is support and sales, but behind the scenes are people who are planning the next releases, fixing the bugs and prioritizing the feature requests. I always like to say that buying software is like buying a train ticket where you believe in the direction and speed of its travel. As the software train moves, it solves additional challenges. That’s how I WhatTheyThink - Printing News

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SOFTWARE & WORKFLOW think printers should think about feature requests—they should be renamed “solve this challenge request.” Software is a powerful tool that can be used to solve problems. The software end-user isn’t typically the best person to decide how to solve something (suggest a feature); they are usually in a position to describe the challenge they are having (solve this challenge request). Here are five things that will make you a better “solve this challenge” requestor: 1. Clearly describe the problem you are having. Include who is having it (humans), what they are trying to accomplish and what obstacles they are encountering. 2. If this challenge is solved today using labor-intensive, offline methods, describe how its done today (without software). 3. Don’t suggest a solution. (I know it’s really hard because you think you know exactly how you want it solved.) Example: “We need a drag and drop solution to X.” Please don’t say that to anyone. I’m not saying to forget that idea. I’m saying don’t include it, because the people who built the software might just come up with a better way to solve it. Why is this a good idea? Their idea might be a configuration change, your idea might require professional services, customer development and cold hard cash out of your pocket. 4. Include a “why” in your description of the challenge. What results do you want to experience when this challenge is solved? 5. Tell the vendor that you are willing to adjust your workflow if necessary to solve the challenge. People workflows are a lot cheaper to adjust than software. Too many printers waste precious cash resources on software customization because they erroneously assume WhatTheyThink - Printing News

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they have to keep their people processes intact. Large companies have gone into bankruptcy because their SAP implementation went off the customization rails. Ask two question about your workflow: Does it create unique differentiation for your clients? Does it save tremendous amounts of time and labor that greatly decreases your costs? If the answer is no to both of these, then change the people processes to fit the software. It’s cheaper. What happens when the tables are turned and you as the printer are now receiving feature requests for a software product you provide to your clients?

The Printer as the Feature Request Receiver When printers buy software or build customer software, they often think about it in terms of print. “I purchased a software product that is done.” Then they deploy that software product to their clients who ask for feature requests. This makes many print sales people nervous because they aren’t comfortable with software. When people who aren’t comfortable with software get feature requests, they make a lot of expensive mistakes.

1. They say yes to every feature request—erroneously assuming the customer is right. They react as if a feature request or even a bug report is a failure like a misprinted job that needs to be redone at no cost. Software isn’t like print. Every software product has hundreds of known bugs. Larger ones have thousands of known bugs. Just because your customer asks doesn’t mean you have to do it. There are real costs to changing software. 2. They note the feature request without understanding

what it’s trying to solve . We worked with a printer whose customer was demanding 20+ very detailed custom reports from the Print MIS. When we asked what problem they were trying to solve, we recommended one custom query into the database that could be updated dynamically. This took about two hours to configure and exceeded their expectations. The 20+ reports would have cost the printer thousands of dollars in consultation fees. It is almost impossible for an end user of a software product to know enough about the challenge to select the optimal solution to a challenge. (It does happen but it’s the exception). 3. The printer is constantly frustrated because software feels like a moving target that never has a “done” stage. This is only getting worse. With multitenant applications, cloud hosting, software companies now have the infrastructure to constantly change their software. This is setting the expectation of all consumers that software changes are as easy as editing a white board. If you’ve paid for custom software, you know that isn’t true. Good software is expensive to build because it takes a team of highly qualified individuals to work in coordination. Think about it: good software is like hiring a team of doctors to collaborate on how to best solve your challenge. It’s getting easier due to the components you can license so you don’t have to start anything from scratch, but it still takes that premium labor to make it happen. Don’t treat software like print. It is a train ride, not a destination. Software is never done. Find this article at: PrintingNews. com/21043847 ■ January/February 2019 Printing News

1/18/19 11:02 AM

CONSULTANTS

Case of Dealing with

Cell Phones Story by Tom Crouser

ne thing has changed in the workplace, and that’s the proliferation of cell phones. Many ask, “What can be done about it?” My thought might not be what you’d expect. First ask, “Do you need to do something about it?” If so, here’s more. Implicit is that cell phones are bad, and people will misuse them. Certainly, some will as some will be habitually be late to work. However, it doesn’t mean you need a written rule to deal with it. Employees work at the direction of the employer. Assuming you are asking them to do tasks that are moral, legal and within their capabilities, then they should do them. So, ask them to do their job and limit cell phone

Tom Crouser Tom Crouser can be reached at tom@cprint.com for more information on how CPrint International can be of help to you in your business or call his cell (304) 541-3714.

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usage. You’ll be on solid ground. Usually, the real issue is that owners want a rule that workers will follow without having to enforce. However, like a law, rules do little good without enforcement. Here’s a straight-forward four-step process for confronting bad behavior, including misuse of cell phones. Don’t hint. State the problem. “You use your cell phone too much.” Step two is to ask, “What are you going to do about it?” Don’t put words in their mouth. Be quiet and wait for an answer. If they don’t give you an acceptable answer, then they have eliminated themselves from their job. “What? You’d fire them for a minor infraction?” No, I am not terminating anyone. They are self-eliminating. If using their cell phone or being timely is something I should enforce; then it is a condition of employment. However, rarely will termination occur. Most find a solution on their own, which is what you want them to do. By the way, most of us are reluctant to terminate because we do poorly at recruiting. If that’s the case, get a recruiting program, as it adds backbone to discipline. WhatTheyThink - Printing News

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CONSULTANTS

Again, state the problem; ask for a solution; and allow them to find one acceptable to you. The final step is to agree and expect performance. If they backslide, you’re into round two, and a further round of discipline is needed. Now, with the ability to confront bad behavior, let’s get back to cell phone abuse absent any “rule” to the contrary. The reaction of some faced with this situation would be to ban personal cell phones completely. Absent a state or local law to the contrary, it’s your right to do so. But let’s get real. Cell phones are ubiquitous. Banning them completely will hurt retention as well as recruiting.

a person operating equipment could present a safety hazard. That makes sense. You can also restrict cell phone usage to breaks and lunches, typically unless there’s an emergency. Understand, this is not one of those rules you should terminate people over unless egregious. Treat people as adults and they will respond as adults. Sometimes it’s necessary to answer the phone if it’s the baby-sitter or contractor. That’s okay. But don’t waste time. Communicate this and most will respect the concept. If they don’t? Handle it. Should the rule be written? Most attorneys say yes, and I agree. Verbal rules allow different interpretations. So, yes, I highly recommend policies be written into a set of employee guidelines containing this and other necessary issues. My experience is that it’s not going to happen for most in the industry. So, absent that, remember that any bad behavior may be confronted and stopped. It’s easier with employee guidelines, but it’s not a deal breaker. Find article here PrintingNews.com/ 21041511 ■

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INDUSTRIAL PRINTING

MakerBot Method Bridges the Gap Between Desktop and Industrial 3D Printing

MakerBot, a subsidiary of Stratasys, has two primary missions: Helping to innovate in STEM education to better prepare kids for the future, and to help companies bring product to market faster. It is in this latter category that today’s announcement of MakerBot Method falls. Senior Editor Cary Sherburne spoke with Forrest Leighton and Shawn Miely of MakerBot to learn more. Story by Cary Sherburne

n the world of product development, most products these days have both software and hardware components. Software developers have broadly adopted agile development strategies that have helped them reduce development time, but hardware developers often have a difficult time keeping up due to lack of the right tools. It’s that challenge that MakerBot addresses with its new Method 3D printer, which the company states bridges the gap between desktop and industrial 3D printers currently on the market. We spoke with Forrest Leighton, Vice President of Marketing, and Shawn Miely, Senior Manager of Segment Marketing, to learn more about this new product, its impact on the 3D market and its potential as a revenue generator for commercial printing firms looking to provide a broader range of services to customers. WhatTheyThink: Forrest, can Cary Sherburne Cary Sherburne is a well-known author, journalist and marketing consultant whose practice is focused on marketing communications strategies for the printing and publishing industries.

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you start by reminding us about MakerBot’s mission and history? Forrest Leighton: Sure. As we have discussed before, MakerBot, established in 2009 and now a subsidiary of Stratasys, has two primary missions: to help with innovation in STEM education in order to better prepare kids for the future, and to help companies bring product to market faster. We created a breakthrough in desktop 3D printing with the introduction of our Cupcake printer in 2009, the first desktop 3D printer. And now we are introducing a brand-new 3D printing category for the professional market that we are calling Performance 3D printing. WTT: How do you distinguish Performance 3D printing from other classes of 3D printing? FL: On the one side, you have desktop 3D printers that are extremely accessible and easy to use. On the other side, you have industrial 3D printers that deliver a level of precision and reliability you can’t get from desktop printers. But they are not accessible. Not only are they costly, with prices in excess of $20,000, but they are typically behind closed doors or installed in a service bureau environment. There is a gap between desktop and industrial that Performance 3D bridges. It offers precision, reliability and accessibility. We took industrial printing, and with

Forrest Leighton

support from our parent company, Stratasys, brought it downstream with MakerBot Method. WTT: That brings up the question of price point. FL: As I mentioned, entry-level industrial 3D printers start at $20,000 and go up from there. We will come to market at one-third of the firstyear cost of a low-end industrial 3D printer, starting at $6,499, with a form factor and level of usability never seen before. WTT: What types of materials is Method able to use? FL: We describe this as a platform, not a standalone product. That means that it will continue to evolve over time. At the outset, we are introducing four materials. It is a dual-extrusion device, able to print the model and support material. Initially available, will be MakerBot Tough, which is equivalent to ABS, PLA and PVA, which is the support material. These WhatTheyThink - Printing News

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INDUSTRIAL PRINTING are precision materials, and we have invested thousands of hours in their development and certification. Our primary interest is to create a good user experience. WTT: And if users want to try other materials? MakerBot Extruders FL: We have a category of specialty materials. These are materials that have been tested and validated, but not at the same level as our Precision materials. People also need these materials, and we don’t the environment and the experience want to make them wait. PETG is the of the 3D printer. There are three first in that category to be released. primary features that make this an We have a roadmap laid out, and you industrial-class printer. can expect more to come. 1. It has an ultra-rigid metal WTT: Tell us a little more about the frame made of machined and support material. extruded aluminum. Many FL: This is an amazing material, desktop printers have frames and a very important aspect of made of plastic or other Method. It is a water-soluble materials that lack rigidity. material that gives users unrestricted The issue with that when you geometrical capabilities, not restricted are using an extrusion-based by the problems of the past. Once system is that you have a heavy the part is printed, it can be placed gantry moving back and forth in a bucket of water, and the material at the top on the X/Y axis. This dissolves away, leaving a perfect part. makes it top-heavy and can There is no need for harsh solvents flex the printer, which leads or manual labor to remove the to inconsistencies where each breakaway parts, and the final part layer of material is laid down. has a smooth, unmarred surface. You need to control that for WTT: Shawn, perhaps you could measurably accurate parts. help us with a deeper dive into the Desktop printers typically technology, including what makes judge print quality by layer this unique from the desktop printers resolution—the thickness MakerBot is known for. Shawn Miely Shawn Miely: Sure. We started development on Method two years ago, in collaboration with our parent company, Stratasys. We learned a great deal from them about how to get industrial performance and accuracy down to where users can design in CAD, print and snap fit pieces together without having to go back and make significant alterations to the CAD file. It comes down to controlling every aspect of WhatTheyThink - Printing News

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of each printed layer—but they don’t talk about the dimensional accuracy of the printed part. We have a ±0.2 mm dimensional part accuracy. No desktop can do that. 2. Method has a circulating heated chamber, which is big in the industrial space, compared to desktops that have either no heat control at all or a heated build plate in an attempt to mimic a controlled environment. The heated build plate makes it easier for the part to stick to the surface, and you get a nice, flat first layer. But as you get farther away from the heat, the part starts to warp, and tolerances get out of whack. Method has two circulating heaters on either side of the extruders, Continue on page 54

Method has a circulating heated chamber

January/February 2019 Printing News

1/17/19 11:10 PM

CONSULTANTS

Selling Print Requires More Than Order Taking

Successful printers require a sales team that can dig in and learn about their customers’ business processes that involve print. When you understand the business process that print is involved in, you get the opportunity to solve other challenges and create more value for your customers. Story by Jennifer Matt

rinted communication is always part of a larger business process. If you print for retail stores, the print is part of their retail marketing business process. If you print enrollment packages for the healthcare industry, the print is part of their enrollment business process. If you print labels for a brewery, the print is a critical part of their supply chain. Successful print sales people engage with their customers to understand the business process that surrounds the print, because that gives the printer the opportunity to work more strategically with their customers. What if you have a print sales team that can only talk about print? This is a challenge faced by almost every printer we engage with. The customer’s expectations have outrun the current print sales team’s skill set. The customer wants solutions to their data challenges, their fulfillment challenges, the ability to track effectiveness of their printed communication and their ability to accurately track waste and obsolescence. Basically, the customer wants you to solve multiple challenges before and after the print. Surprise, surprise: most of the customer’s challenges are best solved by the combination of strategic thinking and software. In a recent 22 Printing News January/February 2019

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seven-figure recurring print program sale, I tracked the percentage of time the topic of conversation was about the printed materials and the amount of time dedicated to data management and reporting. The split was 10 percent about print and 90 percent about the strategic approach to using technology to solve the other business challenges. The 10 percent spent on the print was almost entirely about how the printer intended to optimize the recurring print runs of highly personalized materials (so even that was strategic in nature). Why are customers so responsive to strategic thinking and additional business process improvements from printers? My theory is that we are in the middle of a serious delusion; companies continue to expect more results out of fewer people. Everywhere I engage with printers’ customers, the feeling of “overwhelm” is palpable. Individuals are asked to accomplish impossible amounts of work, so their response is to find creative ways to get that work done. What would you do if you were in a marketing organization that was expected to achieve results that should take 20 people, and you currently have a staff of 10? You would get your vendors to do a lot more for you, even if it costs you a little more money. This is a great opportunity, but it

requires a print sales team with skills beyond print. I think the most important skill for a sales person to be effective in this environment is natural curiosity. When you are genuinely curious, it makes it easy for you to probe around lots of different business processes with an authentic desire to listen and learn. Curious people want to learn. Curious people know how to listen. Curious people don’t interrupt. When you’re curious, your focus is on learning from others—not pontificating about what you know (a common bug in the sales profession). The challenge here is that we interview sales people and judge them mostly on their ability to sell (which means talking). A strategic sales person is a listener and a great author of open-ended questions. When your priority is to learn about the customer’s business process, you cannot be the one talking. Think about your current sales team, then think about the customers they are engaging with. Ask yourself one serious question: How much does your sales team really know about the business processes of your customers? This is a great start to managing your sales team to be active and lifelong learners. This is not an age thing; this is a behavioral pattern that can be changed under the right conditions. Find article here PrintingNews.com/21043480 ■ WhatTheyThink - Printing News

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LABELS & PACKAGING

Welcome to 2019:

2019

The Beginning of the Next Chapter? 2019 has all the potential to become a pivotal year in print and packaging. It is a Hunkeler Innovation Days year and the leadup year to drupa 2020…and available technology is maturing. Strap yourselves in for an exciting year! Story by David Zwang

echnological development in the print and packaging industry is usually measured in “drupa years,” a measurement based on the quadrennial event that provides those with exciting new technology— and sometimes even “shippable products”—a platform to present their wares to the global community. Hunkeler Innovation Days (HID) is the biennial event that shows print technology integrated with finishing into full-line production solutions. However, in the years between these events, lots of other innovation still goes on. In fact, component modularization and increased inter-vendor cooperation have allowed some of these developments to move from being driven by the hardware manufacturers to the service providers, bringing even more innovation to the market. Component modularization, as we have discussed before, can be seen at a fairly granular level with the DuraLink inkjet technology from Memjet. DuraLink, and its predecessor, VersaPass technology, have provided an opportunity for many printing equipment manufacturers and even service providers to develop new and bespoke solutions, sometimes in a fairly quick timeframe. We have covered this in the past; however, the results of these efforts have finally started to show up as deliverable

David Zwang David Zwang specializes in process analysis, and strategic development of firms involved publishing and packaging across the globe. Contact him at david@zwang.com

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production products. These include products from some of their early adopters like Xante, Colordyne, Afina and Trojan, to mention a few. However, now that the new DuraLink technology is becoming available, many old and new adopters include Canon Océ, Heidelberg, Rigoli, Konica Minolta and MGI (with their exciting new AlphaJET Industrial Print Factory product, which we will cover in greater detail in a future article). We can expect to see many new and unique products utilizing the Memjet printhead technology to make their introductions this year. The production inkjet products and many more that don’t use Memjet technology, like those from Mouvent, are expected to finally become deliverable products, with many directed at the growing Label and Packaging market. Inter-vendor cooperation will continue as well. Last year, we covered some interesting L&P solutions like the Canon Océ Labelstream 4000, combining technology from Canon, Edale and FFEI; and the Sapphire EVO, developed jointly by UTECO and Kodak, for flexible packaging. I would expect this type of cooperation in product development across the industry to continue this year and lead up to drupa 2020. I would also expect an increase in service provider and manufacturer cooperative development, like the inkjet and flexo hybrid folding carton platform, which created a bespoke solution to service the needs of Zumbiel Packaging. Of course, we can’t help but mention Landa (remember them?). While they seem to have been relatively quiet of late, they have actually been delivering their S10 sheetfed presses directed at folding carton printing, although we haven’t heard anything further on the rollfed W10. WhatTheyThink - Printing News

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LABELS & PACKAGING Komori will install the Impremia NS40, their “Landa inside” version, in the first half of this year in California. Heidelberg has been delivering their digital Primefire 106 in addition to their offset and flexo line of products, as we covered late last year. We also expect to see more solutions released this year to address the corrugated market, joining the EFI Nozomi C18000 and the HP PageWide C500. Most of these newer solutions will most likely be targeting the much larger and growing “top liner” market currently covered by flexo production and digital solutions like those from HP Scitex digital and others. Speaking of flexo, there has been a lot of development. This includes hybrid digital/flexo presses that are either single-vendor developed, like those from MarkAndy, or jointly developed, like Fujifilm/FFEI, Canon and others, although flexo has seen incredible growth on its own as well. A lot of this has to do with the introduction of digital controls and integrated digital finishing, but a lot of it is also driven by new technologies from companies like Esko and the Kodak Flexcel plate technology, which have raised the bar on flexo quality. For those who may have missed it, the Kodak Flexographic and Packaging division has been acquired by Montagu Private Equity LLP of the UK. This should allow the influx of capital necessary to take the Flexcel Ultra and the other related flexographic technology to a much wider market. We are already seeing many flexo equipment and software developers introducing new products, which in turn are facilitating more and higher-quality products to be printed using flexo technology. A great example is the Bobst Digital Flexo press. Based around the REVO project, developed with nine partners, this new sevencolor (CMYKOGV) flexo press is capable of achieving 100 percent of the Pantone extended color gamut. It’s not the first time we have seen extended color gamut production, but this implementation is with a flexo press, and not just any flexo press. This press is designed for “short-run” production using a press that Bobst developed that allows a complete plate change between two different jobs with one button in less than three minutes. Of course, all of this technology is exciting, and while we can expect to see lots of new product releases this year, getting the most out of those products can only be achieved with an efficient workflow. The good news is that with or without the IoT (Internet of Things), it looks like “complete” workflow automation may finally begin to get the attention it deserves in providing service providers the true “link” to optimize production and integrate client and partner communications, going beyond the engine-forward model of production. WhatTheyThink - Printing News

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2019 really does have all the potential to become a pivotal year in both packaging and commercial print. There are many new products in the pipeline that aren’t ready for primetime or even announcement... yet. In the leadup to drupa 2020, we will continue to provide you with the latest relevant information to help you cut through the noise and allow you to focus on developments that can provide you with the most value to your business. Strap yourselves in for an exciting year!

More to Come… I would like to address your interests and concerns in future articles as it relates to the manufacturing of print, packaging and labels, and how, if at all, it drives Industry 4.0. If you have any interesting examples of hybrid and bespoke manufacturing, I am anxious to hear about them. Please feel free to contact me at david@zwang.com with any questions, suggestions or examples of interesting applications. Find article here PrintingNews.com/21043482 ■

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1/17/19 10:57 PM

DIGITAL & INKJET

Strategic Technology Stack for Production Inkjet Andy Gordon Andy Gordon is a well-known advocate for the advancement and transformation of the printing industry with a passion for business strategy, market and application trends, technology positioning, and market research.

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WhatTheyThink - Printing News

1/21/19 7:18 AM

DIGITAL & INKJET Story by Andy Gordon

recently listened to Stephen J. Dubner interview Ford Motor Company’s CEO, Jim Hackett, on NPR’s “Freakonomics” (episode 357). The question posed was: Can an industrial giant become a tech darling? Hackett talked about Ford’s efforts to respond to market changes, turn the business around and remake itself into a technology company. It’s a fascinating story of an industrial business in transition and its preparations for the future. A fundamental aspect of this transition is the development of a new technology stack, focusing on transportation and mobility, utilizing software, the cloud, robotics and artificial intelligence to ultimately solve major transportation problems and reduce friction in people’s lives. One thing that stood out was his discussion about the disruptive nature of technology to industries and the need to embrace transformation or be routed out by competition who understand Moore’s Law and plan for advancements. Ford’s Hackett, discussed how Tesla is a disruptor to the auto industry, because a rocket scientist looked at the industry from a different perspective. Tesla developed a new platform based on electric-only engines, madeto-order manufacturing, direct sales, mobile technicians who make house calls and a supercharger network where drivers can fully charge their vehicles for free. Hackett makes this point to illustrate that either change will come from within the industry or from outside influences. The print industry is painfully aware of this reality. But while the print industry hyper-focuses on offering more non-print services, it must also be aware of the changes happening further upstream at the board level of its customers and their corporate strategy. Then I read that Quad/Graphics was buying a creative agency, Periscope. I’m pretty sure that most people in the printing industry are tired of hearing about the need to focus on horizontal efficiencies, vertical market solutions and evolving into specialized services businesses. For the most part, we have seen many smart companies make the transition, and there are examples of businesses where you can barely tell that they offer print in their marketing collateral. Yet print is still an important core offering. Are these transformations enough? Quad/Graphic’s announcement may seem like another transformation into a marketing service provider, but we also must note the dramatic changes occurring in the agency business and their bitter battles with strategic consultancies muscling their way into their core businesses. It’s a fight for the higher value opportunities associated with core customer business functions. Not only are these companies staffed with the best and brightest, but they are building service and technology platforms based on best practices and WhatTheyThink - Printing News

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demonstrating their thought leadership through impressive research activities. I’m certain that Quad/Graphics recognizes this battle and doesn’t want to lose out. So where will the innovation come from that transforms the printing industry, and how will it serve customer requirements? What role will technology, and specifically inkjet, play in supporting that transformation? The graphic below illustrates the role service providers play in supporting important business functions within their customers.

In “The Strategic Press Decision,” I looked at the buying criteria of inkjet presses based on product and market strategies. I cautioned that a new press acquisition must be carefully considered based on the overall business strategy. Building on this theme, I encourage the industry to think about the role of an inkjet press as part of a broader strategic technology stack that positions the business for transformation and disruption. If you think about Moore’s Law, technology shifts are going to happen a lot more quickly than most expect, and either you get out in front of the change as a disruptor or face the risk of being among the disrupted. When devising your technology stack, naturally you will want to consider how to produce your product better, faster, cheaper. Your strategic vision should also be focused on the print consumer with the goal of enhancing customer experience through print and related services. Many transformational ideas for print have been imagined, tested and realized through digital print technology. However, there were also innovative ideas that didn’t go anywhere, in part because of cost and the lack of scalability. With production inkjet, that equation changes and should provide innovators and entrepreneurs the tools to be disruptive. The press must be part of a comprehensive technology stack that is nimble and can evolve as your innovation evolves. Find article here: PrintingNews.com/ 21040852 ■ January/February 2019 Printing News

1/21/19 7:19 AM

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Komori Corporation and Siegwerk launched their revolutionary high sensitivity K-Supply UV inks, setting new standards for consistent color print quality, versatility, hardness and eco-friendly performance. Komori Europe and Siegwerk have been successfully partnered since 2016, when the international manufacturer of printing presses selected Siegwerk, one of the leading global providers of printing inks for packaging applications and labels, as its European partner to manufacture high sensitivity “K-Supply UV inks” exclusively designed for Komori’s innovative H-UV/ LED system. Together, both are now successfully marketing the new inks in Europe, the Middle East and Africa (EMEA) and have already built up a strong market position across the region with a continuously growing customer base.

www.printingnews.com/21039143 X-Rite eXact Auto-Scan Measures Print Color Bars Faster and More Accurately Than Manual Scans X-Rite Incorporatedand Pantone LLC, announced the release of eXact Auto-Scan, a versatile scanning solution that provides press room flexibility for measuring color with spot, manual and automated scanning capabilities. With the push of a button, the eXact Auto-Scan minimizes human error when scanning to maximize speed, reduce rework and deliver a finished product that meets the tight tolerances customers require. The eXact Auto-Scan is part of the recently expanded eXact family, the industry benchmark for measuring color in print and packaging. The eXact Auto-Scan will be on display at the Color19 Conference, hosted by Printing Industries of America and SGIA, Jan. 12-15, 2019 in San Diego, Calif.

www.printingnews.com/21040751 Koenig & Bauer and Durst Phototechnik Agree to a 50/50 Joint Venture in Digital Printing To further advance the development of future-oriented digital printing solutions with added value for customers in the folding carton and corrugated printing markets, Koenig & Bauer AG and Durst Phototechnik AG, from Brixen/Italy, have agreed to pool their know-how and strengths in a 50/50 joint venture. A corresponding letter of intent has been signed by both companies. The planned joint venture is to be based in Germany and – subject to merger control approval – will assume responsibility for the development, integration, manufacturing and worldwide distribution of water-based, single-pass digital printing presses for folding carton and corrugated board. Ink and service business relating to the presses sold jointly through the global networks of the two parent companies is also to be handled by the joint venture.

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New Colter & Peterson SABER X-15 Paper Cutter Makes an Impression on San Diego Trade Printer When the numbers at Impressions in Ink started to slide a bit in 2017, Mark Olsiewski made some changes, like investing in new equipment. Six months after installing a new 37-inch SABER paper cutter from Colter & Peterson, he’s looking forward to more success in 2019. Located on San Diego’s north side, Impressions in Ink has provided services to Southern California’s ad agencies, print shops, graphic designers, print brokers and in-plant operations since 1983. Olsiewski says Impressions in Ink is the lone, full-time trade printer in San Diego, which plays a key role in his business strategy. “It’s why our turnaround time is so important,” he says. “Our customers know we are committed to deadlines and can turnaround work in two or three days. You need reliable equipment to do it consistently. Over time, we graduated from a one-color Heidelberg press to a two-color and then a four-color. We kept growing and now have a five-color Komori Lithrone 528. And the SABER is taking care of everything on the back end.” With a Microcut electronics package, Olsiewski is experiencing a bump in productivity with his new SABER X-15.

www.printingnews.com/21039812

▲ Rootree Expands Operations to

Supply Fully Compostable Flexible Packaging

Rootree, a Canadian provider of digitally printed flexible packaging, is expanding operations as it continues its mission to lead a global movement for greener packaging, including fully compostable flexible packaging. The Burlington, Ontario-based converting and packaging house is doubling its print capacity with the addition of a second HP Indigo 20000 Digital Press for flexible packaging. The higher capacity will support increasing demand for fully compostable flexible packaging using various technologies, including the HP Indigo Pack Ready Lamination Solution. Rootree’s compostable pouches use films which are 100 percent home-compostable. Their next move in the innovation of fully compostable pouches is to continue with the development and certification of homecompostable inks and adhesives. Rootree specializes in stand-up pouches, coffee bags, custom printed pouches and three side seal pouches, including flat and pillow pouches, with a goal to maintain high quality while minimizing environmental impact as much as possible.

www.printingnews.com/21039838

▲ Hop-Syn GO Synthetic Paper Now Recommended for Leading Digital Printers and LED Offset Presses

Hop Industries’ GO grade is now recommended for all leading digital LED inkjet printers and LED offset presses. Customers can use Hop-Syn GO for a variety of durable applications, which range from menus, ID cards, POP signs, retail tags, prime labels, book covers and much more. Hop-Syn GO is an environmentally-friendly, cost effective alternative to printing on other top-coated plastics or laminated paper substrates. Hop-Syn GO’s proprietary top coating provides a scuff-resistant surface that delivers excellent ink adhesion with the highest color resolution. Made from a combination of polypropylene and calcium carbonate, Hop-Syn GO’s pre-treated surface has been shown to eliminate or reduce static by more than 25 percent compared to printing on 100 percent solid plastics, such as polystyrene and rigid PVC. Hop-Syn GO’s thermally stable construction can withstand temperatures from -50F up to 220 without distortion. Its non-porous surface easily repels water, grease, oil and harsh chemicals, meeting the specific durability requirements widely expressed by digital print customers.

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WATCH LIST

Kodak’s Flexo Journey Zaki Ali, CTO of Kodak Flexographic Division talks to David Zwang about the journey of flexo and how Kodak has brought flexo platemaking to new heights. Find video here: www.printingnews.com/21035643

New York State Unified Court System Shield printed for SNL Check out a behind-the-scenes of how this sign was produced for “Saturday Night Live,” Printed on VUTEk, Die Cut on Zund Router. Find video here: www.printingnews.com/21035807

Fashion Futures Forum Watch highlights from the Fashion Futures Forum in partnership with The Industry Fashion, and how RFID technology plays a role in fast-fashion and e-commerce. Find video here: www.printingnews.com/21035818

Vanguard Pioneer Award: Mary Roddy on Xerox Irridesse Hear worldwide Product Manager Mary Roddy discuss the Irridesse Production Press, which earned @Xerox a RED HOT Vanguard Pioneer Award. Find video here: www.printingnews.com/21035838

3D Printing Molds for Illuminated Displays Watch how fast it takes to 3D print molds for thermoforming with Massivit 3D technology. Find video here: www.printingnews.com/21037018

TOP 6: Large Format Printers 2018 Depending on how much you’re willing to spend, a wide-format printer can be a useful tool for your at-home design business or professional print shop. Find video here: www.printingnews.com/21037783

BOBST CL 850D - Multi-technology laminator The BOBST CL 850D duplex multi-technology laminator was developed to increase both product quality and machine productivity for converters of flexible materials. Find video here: www.printingnews.com/21038269

Celebrating a Quarter-Century of Digital Color Printing Part 2: Indigo Frank celebrates the 25th anniversary of HP Indigo. Find video here: www.printingnews.com/21038273

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NEW Receding Card Stacker w/ Insignia6 Running 25-Up Cards Check out Rollem’s NEW receding card stacker, shown behind an Insignia6 die cutter. Find video here: www.printingnews.com/21038274

Sustainable Business Success Depends on Radical Innovation - Ken Garner, VP, APTech New and innovative approaches to business management are important in business success. Find video here: www.printingnews.com/21038725

Aqua d’or 3.2 Million Unique Water Bottle Campaign Enabled By HP | HP Indigo | HP See hoow HP Digital Print supports Danone´s Aqua d´or brand across the consumer journey. Find video here: www.printingnews.com/21038864

China-U.S. Relations May Be Going Over a Cliff, New America’s Sacks Says Discuss indictments accusing Chinese officials of coordinating a decade-long espionage campaign. Find video here: wwww.printingnews.com/21038876

Royal Printers Succeeds with Sustainability Royal Printers believes sustainability is good for them and their customers—and it’s working. Find video here: www.printingnews.com/21040077

60-second Super-Cool Fold of the Week #460 Trish Witkowski shares her super-cool folding samples and helpful production tips for a bold and oversized sliding mailer. Visit foldfactory.com for samples. Find video here: www.printingnews.com/21040760

Avery Dennison Identifying OEM Paint Vehicles with Justin Pate Justin Pate, from the Wrap Institute, goes over the proper procedures to check the OEM paint before an install and how to properly document non-OEM paint. Find video here: www.printingnews.com/21040833

ColorPainter Takes a Business to Market Leader Engin Kaplan, co-owner Green House Sign & Design, explains how the OKI Data ColorPainter helped them become the number-one print shop in San Diego. Find video here: www.printingnews.com/21040835

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MARKETING TECHNOLOGY

What’s the Top Use for

AR/VR for Marketers? Augmented reality (AR) and virtual reality (VR) are changing the way consumers interact with brands. But much of this technology is operating in the background. What is the current status of awareness and adoption of AR/VR and what does it mean for marketers? A survey from GlobalWebIndex provides some insight. Heidi Tolliver-Walker

Story by Heidi Tolliver-Walker

Heidi Tolliver-Walker has been a commercial and digital printing industry analyst, feature writer, and author for more than 20 years. Her industry commentary can be found in national printing publications, blogs, and marketing publications.

ugmented reality (AR) and virtual reality (VR) are powering the way consumers interact with brands. In fact, many consumers use them every day, even if they don’t realize it. For example, they use VR every time they load a 360-degree video on Facebook or use a SnapChat filter to perfect a selfie. But how does this use impact marketers? Does it mean that consumers are going to whip out their phones and scan a page in a catalog to create an engaging experience or interact with an in-store display? To determine consumers’ level of awareness and adoption of AR and VR, and

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MARKETING TECHNOLOGY ■■ 2 3% of consumers have actively engaged with VR. ■■ This rises to 30% of men, but drops to 16% of women. ■■ 29% of men and 17% of women have actively engaged with AR. “For both technologies, engagement is mainly clustered around the 16–34 age group,” notes Chris Buckle, technology writer for GlobalWebIndex, “and to a lesser extent the 35–44 age group, with figures tailing off significantly thereafter.”

provide insight into where they see their adoption being the most useful, GlobalWebIndex conducted a survey of consumers in the United States and United Kingdom. Here are some key findings: In terms of awareness: ■■ 90% of consumers are aware of VR. ■■ 5% are aware of AR. ■■ AR awareness is highest in the 16–44 age group (70–75%), but drops off among the older demographics. ■■ Awareness drops to 56% among 45–54-year-olds and 44% of 55-–64-year-olds. ■■ Men are much more aware of AR (71%) than women (59%). In terms of actual engagement, defined as using a VR headset or having experienced AR in the past month: WhatTheyThink - Printing News

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AR helps to bridge the gap, enabling consumers to see products in use, “try them on” virtually, and enable other product evaluations in a virtual environment. Overall, the study found that consumers see virtual reality primarily for entertainment and secondarily for education. For marketers, the opportunities are really in augmented reality. Next to gaming, consumers see the top use for AR as being in social media, which includes (primarily online) advertising, as a way of improving improved experiences. “More than a third of AR users believe that [AR’s] potential lies in the marketing and advertising industry,” writes Buckle. “This is a figure which will likely grow as ARenabled advertising is tied with other

technologies, such as location-based tools, and becomes increasingly accessible on social media platforms.” Thirty percent also see AR having strong potential in enhancing retail experiences, such as helping them research products. While consumers love to comparison shop online, GlobalWebIndex finds that they are also overwhelmed with too many options. AR helps to bridge the gap, enabling the consumers to see products in use, “try them on” virtually, and enable other product evaluations in a virtual environment. What does this look like on the ground? It looks like uses such as... ■■ Demonstrations of the products in use ■■ Testimonials from real users showing preference for one product over another ■■ Apps that allow users to try on, apply, or place products on their bodies or at home to envision how they will look. In fact, as I am writing this post, I am watching HGTV programming that uses product placement from Overstock.com. During the show, the actor just showed how shoppers could use their phones, using the Overstock.com app, to see how the products it sells, such as furniture or home décor, would actually look in place in their homes. Overstock didn’t use the term “augmented reality.” It just showed the actor using this benefit of shopping on its site. This is very different from the way AR is typically discussed in the printing industry, which has typically been more for entertainment or communicating a marketing message. But the data points are pretty clear— when it comes to consumers, it’s product selection, demonstration, and choice that may just win the day. Maybe we need to rethink how we think about AR. Find article here: PrintingNews.com/21041464 ■ January/February 2019 Printing News

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CONSULTANTS

Want Higher Profits?

Hire More Women

Research consistently shows that companies with gender-diverse leadership teams have significantly higher profits than those that without. The reason? Different approaches to hiring, problem-solving and relationship-building, all of which have positive benefits on the bottom line. Story by Heidi Tolliver-Walker

’ll be honest. When it comes to the gender discussion, I’m tuned out. I’ve always felt that men and women complemented each other in personal life and in business, and that’s enough for me. As for deeper discussion, it’s not something I’ve felt called to engage in. That’s why this particular topic surprised me— it grabbed me. I interviewed the female CEO of a thriving print company, and in discussing how her gender influenced her leadership, she commented that studies show that having a diverse leadership team actually results in a higher bottom line. Studies showed that? Really? You’ve got numbers? I looked it up, and it’s true. A study by DDI, for example, found that when women hold at least 30 percent of leadership roles, organizations are 1.4 times more likely to have sustained, profitable growth. According to an article in Fortune written by Tacy Byham, CEO of DDI, gender plays a particularly key role in the following areas:

When women hold at least 30 percent of leadership roles, organizations are 1.4 times more likely to have sustained, profitable growth.

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1. Hiring and promotion decisions 2. Tendency to seek out overlooked talent 3. Building knowledge through mentoring 4. Seeking “out of comfort zone” opportunities 5. Incorporation of more diverse perspectives Writes Byham: Take women’s beauty manufacturer L’Oréal. They added two more women to their board of directors in 2016, bringing the percentage of females on their board to 47 percent. Their 2017 annual report cited a sharp increase in net income—up 15.3 percent over the previous year. Is this a coincidence? But it’s not just DDI. A 2014 study from Gallup showed that, in a retail setting, for example, genderdiverse business units have 14 percent higher average comparable revenue than less diverse business units (5.24 percent vs. 4.58 percent). In the hospitality setting, gender-diverse business units have 19 percent higher average quarterly net profit ($16,296 vs. $13,702) than less diverse business units. Catalyst reports even higher numbers. As reported by Caroline Turner, principal of DifferenceWORKS, which helps companies improve bottom-line profits by creating a more diverse workforce, writing in the Huffington Post, “Catalyst research shows that companies with a higher percentage of women in executive positions have a 34 percent higher total return to shareholders than those that do not. Another Catalyst study found that companies with the most women directors outperform those with the least on return on invested capital by 26 percent.” I could go on, but you get the idea. It doesn’t matter where you pull the research, it shows the same pattern: gender diversity has a positive impact on the bottom line. Want to increase your revenues? Ensure you have diversity on your leadership team and throughout your company. It’s not a woman thing. It’s a numbers thing. Find article here: PrintingNews.com/21041451 ■ WhatTheyThink - Printing News

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JANUARY/FEBRUARY 2019

An edition of Printing News

20 M akerBot Method Bridges the Gap Between Desktop and Industrial 3D Printing 38 F latland: What’s New and What’s Next for Flatbed Wide-Format Printers 48 B ig Opportunities for Small Design Houses

What’s Next For Wide-Format in 2019? p.35

a magazine from

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WIDE-FORMAT & SIGNAGE

Go Big, Go Bold, Go Further Story by Lori Anderson

ften, we make decisions that seem insignificant at the time. But as each day passes, it becomes clear that the small action has led to something much bigger. On Jan. 11, ISA marked its 75th anniversary, an event that would not have been possible without a handful of electric sign manufacturers who came together to form the National Electric Sign Association. More than our name has changed. Then, NESA focused on electric signs—which was the bulk of the industry. Now, the industry is much more diverse, and ISA members provide solutions ranging from neon to LED, print to soft signage. Just imagine what life was like for the sign industry back in 1944. The country was at war still—with the end of World War II more than a year off. There were workforce and material shortages. The industry itself was undergoing significant upheaval, too. Sign painting and neon were giving way to electric and other more advanced options. Those innovations created opportunities— if a busy sign company owner could find the time to explore new business lines. Understanding where those founders were, we would have been able to forgive them if they had focused only on surviving the

Lori Anderson Lori Anderson is president & CEO of the International Sign Association (ISA) which serves the international on-premise signage and visual communications industry.

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difficult war years. Instead, we look back in amazement, with gratitude for NESA founders’ foresight to come together as an association. The founders believed that they were stronger by tackling challenges head on, together. Because of that, and the investments of time they made to build NESA, the sign, graphics and visual communications industry continues to expand and innovate. We share a lot in common with those founders. Our individual companies compete fiercely on bids and projects—and we always will. But we will come together to work on issues that threaten the industry: workforce challenges, codes and regulations. Of course, we will come together to explore new products and ideas at ISA International Sign Expo. ISA Sign Expo 2019 will include celebrations marking ISA’s 75th anniversary, but it will not be an event solely focused on looking back. Instead, each inch of the tradeshow floor will provide an opportunity to look forward at new products and innovations to transform individual businesses and propel the industry forward. Educational sessions will help grow the workforce of the future. The ISA Elite, a networking and educational event for young professionals, will train some who will no doubt lead ISA into its 100th anniversary. On the tradeshow floor, we will see tried and true methods of communications—channel letters and print products—alongside the new ways of conveying a message: 3D printing, digital displays and the like. I hope you’ll plan to join us as we mark the 75th anniversary of ISA at ISA International Sign Expo, April 23-25 in Las Vegas. A pre-conference day will be April 22. Learn more at

www.signexpo.org. While ISA Sign Expo provides a prime opportunity for the sign, graphics and visual communications industry to come together to celebrate, ISA will mark 75 years throughout 2019. I’d like to ask you for a gift for ISA’s 75th anniversary: your time. Get involved in ISA or your ISA Affiliated Association. If you prefer a cash gift, consider a donation to the Sign Research Foundation (signresearch.org). SRF creates research that you can use now to transform your business while building the sign, graphics and visual communications industry. Talk about a win-win!

NESA founders saw value in building the sign, graphics and visual communications industry. They gave us a gift that has continued to grow and expand through the decades. It is up to us to be good stewards of their investment and to help grow the sign, graphics and visual communications industry of the future. It won’t be long before ISA hits the century mark. By then, there will be a new generation of leaders in place. Who knows what technologies they will explore and what problems they’ll confront. However, one thing remains sure: if we invest the time now to build upon the foundation laid by NESA’s founders, they will be prepared to meet those challenges head on. Find article here PrintingNews.com/21041497 ■ January/February 2019 Printing News

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WIDE-FORMAT & SIGNAGE

Wide-Format

What’s Next? Story by Richard Romano

couple of weeks ago, we looked back at wide-format in 2018. This week, let’s look ahead to 2019 and some of the wideformat trends we can expect.

All You Can Eat First of all, we can expect the Richard Romano Richard Romano has been writing about the graphic communications industry for 20 years. He is an industry analyst and author or co-author of more than half a dozen books.

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industry convergence of commercial, sign and display, industrial, packaging, specialty, textile, et al., to continue and accelerate. “Commercial printing” will increasingly be ink on virtually anything and everything, and shops will need to pick and choose the applications—the products—they want to produce. There will continue to be the danger of what we might call “choice fatigue”: there are so many potential printed products a shop can offer that deciding what to focus on can be like facing a really good buffet table. It all looks so good, but eating everything is obviously impractical (or at least inadvisable), so where do you start? A good place to

start whittling down the list of options is current customers. What kind of products do they need? Another good way to focus your offerings is to pursue what you particularly like or would find “cool” to produce. What gets you excited as a print provider? Or, conversely, identify what you specifically don’t want to offer.

All You Can Wear As we head into 2019 and toward 2020, one hot area will continue to be digital textile printing. This really heated up this year, and we have seen a plethora of new textile inks, dye- and pigment-based, that can print digitally on a greater variety of WhatTheyThink - Printing News

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WIDE-FORMAT & SIGNAGE natural and synthetic fabrics, especially without a lot of the often complex and environmentally harmful finishing processes like washing or steaming. Fast fashion will continue to be more the rule rather than the exception as brands seek to speed time to market, as well as offer shorter runs and the ability to personalize items. The good news is that it will help “reshore” all the textile production that had been offshored to Asia and elsewhere. Keep following Cary Sherburne’s Textiles page for the latest news in this fast-moving area. Textile printing is about more than garment and apparel; soft signage will continue to replace more rigid sign and display graphics.

All You Can Decorate Another fast moving area, as I pointed out in the previous feature, is environmental graphics, which is basically the intersection of sign/ display and décor. This application area will continue to grow, and will start to migrate to residential décor. I would not be surprised if new home construction increasingly utilizes digital imaging applications. Digital décor will also embrace what used to be industrial printing applications. Think about digitally printed “wood” flooring, as an example.

All You Can Package Digital packaging is also continuing to build out, especially in combination with retail graphics. Smaller businesses may be a better target market for digital package printing than bigname brands, since packaging has a much larger ecosystem associated with it that can erect fairly substantial barriers to entry. The same is true with industrial printing. The average commercial printer is not going to start printing custom dashboards for BMW. However, custom smartphone cases, golf balls or T-shirts for a customer’s sales conference, for example, are not WhatTheyThink - Printing News

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out of the realm of possibility. Another technology to keep an eye on is 3D printing. If you saw MakerBot’s announcement, they are launching a 3D printer that bridges the gap between desktop and industrial—and there are applications for commercial printers. We’ll keep our eyes on that throughout 2019.

All You Can Know In many ways, the wide-format printing technologies we have today are largely, if not mature, then certainly heading toward late adolescence. Getting these machines to print on whatever you want is not really the challenge any longer. The challenge now is to construct an efficient workflow to produce these specialty items profitably. Sure, it’s easy to print on a golf ball or any other kind of object. But how do you do it in an efficient and productive way? At the same time, understanding how to market and sell these new print products will also take on new dimensions. As shops explore these new applications, the most important aspect of them will be to know— really, intimately know—the substrates you’re printing on. What materials stick to what surface, and under what conditions? What adhesives are the best for a given surface and environmental conditions? How will colors look, and how might the environment in which the graphics are installed affect that color over the intended lifespan of the graphic? For example, a friend of mine owns a gym here in upstate New York and a couple of years ago, he had window graphics installed. Window graphics are best installed above 40°F (glass expands and contracts as the temperature changes)—but the local sign shop tried putting them on in February when it was below freezing. When the weather warmed, the

graphics started to peel off and had to be reprinted and reinstalled. The same applies—as it were—to inks. It’s common to hear people say, “with flatbed UV printers and inks you can print on virtually any surface.” And as a broad statement that’s true, but it’s not true that the exact same UV ink can be used on every kind of surface. Inks need to be formulated to print on different surfaces (glass vs. plastic vs. wood, for example), or at least given an adhesive assist by pre- or posttreatments. It’s kind of like textiles; different inks are needed to print on different fabrics. And while the Holy Grail is “one ink to rule them all,” we’re not there yet, in textiles or elsewhere. At any rate, it’s safe bet that “ink chemist” is going to be a highly lucrative field to be in for the foreseeable future.

All You Can Do With a lot of these new applications, the printer is involved with a job for a longer period of time than has been the case in the past. When you print brochures or postcards or statements, problems are (usually) immediately apparent and any required redos are done not long after the job is delivered. With applied graphics, décor, signage and these other kinds of applications, if they are printed on the wrong material or installed incorrectly, you may get a nasty phone call months after the job was finished. You may also find yourself needing to offer warranties with certain kinds of graphics, which is standard in the signage world. The good news is that you’re not on your own; substrate manufacturers or distributors are a great resource to help navigate these materials, because, as these new applications proliferate, having extremely detailed knowledge of substrates and surfaces will be today’s—and tomorrow’s— competitive advantage. Find article here PrintingNews.com/21040839 ■ January/February 2019 Printing News

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WIDE-FORMAT & SIGNAGE

Flatland: What’s New(s) and What’s Next for Flatbed Wide-Format Printers? It’s been nearly 20 years since the advent of the flatbed wide-format printer. They’ve come a long way, baby; what’s new with the technology and where do they go from here? Story by Richard Romano

here has scarcely been a product category that has so completely changed the printing landscape as the flatbed wide-format printer, especially one that prints using UV-curable ink. (It’s rare to find non-UV flatbeds, although HP did launch a Latex flatbed last year.) It’s been nearly 20 years since the Inca Eagle swooped down into the market and launched the product category. Where do flatbeds stand today, and what is the future likely to hold? And how can shops profitably add flatbed printing to their roster of services?

Basic Needs Over the years, flatbeds have evolved a slate of essential features, do-ordie functionality and capabilities. In addition to quality and speed as well as low cost of operation (“features”

The high-productivity Inca Onset X3 from Fujifilm features a robotic handling system, an example of automation applied to flatbed printing.

required by just about any printing equipment, really), the ability to print white ink has become crucial, while a roll-to-roll option is an important addition that expands a machine’s versatility. LED curing has largely supplanted traditional mercury vapor lamp curing. (EFI was one of the earliest adopters of LED UV curing for flatbed printing and virtually its entire fleet is LED. We will take a deep dive into the latest additions to the EFI flatbed—and textile—portfolio later this

At last fall’s SGIA Expo 2018, Ricoh launched the Ricoh Pro TF6250 which prints up to 4 x 8 feet and 4.3 inches thick. Although targeted at sign, graphics, and décor markets, i bvt also has industrial printing applications.

The EFI Pro 16h is a 64-inch LED UV hybrid inkjet printer.

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month when we cover EFI Connect.) As the range of applications that flatbeds can produce expands, an “essential” feature can be unique to each user. “Required features really depend on what type of applications a PSP predominantly produces today, but also what they see themselves producing in the future,” said Randy Paar, marketing manager, Display Graphics, Canon Solutions America. As flatbeds proliferate, especially among new users, making them easy to get up and running is also becoming important. “Features that enable easy use are the most important features of a flatbed printer,” said Becky McConnell, product marketing manager, Graphic Systems Division, Fujifilm North America Corporation. “A user interface that enables easy printing is key as print providers add digital printing capabilities to their business.” WhatTheyThink - Printing News

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WIDE-FORMAT & SIGNAGE Mimaki’s JFX200-2531 wide-format printer.

Last year, Durst launched its brand new P5 platform— and the flagship P5 250 HS—a built-from-the-ground-up flatbed printing system that boasts industrial productivity and print quality—and a 5-picoliter (pl) droplet size.

“You’ve got to have good frontto-back accuracy, whether you’re printing on full-sized boards or precut sheets,” said Dan Johansen, marketing manager, Wide Format Solutions, Ricoh. “Many customers who get into the flatbed game, especially customers who are new to it, may not have a flatbed cutter onsite, so they’re buying precut boards from their local sign supply shop. Often, they’re doing doublesided printing, and you need accuracy.” As flatbeds have become suitable for printing on all kinds of materials, and even 3D objects, the sticky issue (as it were) of ink adhesion must be addressed. While it’s often said that “flatbed UV printers can print on virtually anything,” the fact is that the same ink won’t print on every surface, or at least not without some kind of chemical assistance. “There are a lot of customers that are printing on everyday items like USB drives, smartphone cases and all kinds of different things,” said Michael Maxwell, senior product manager, Mimaki USA. “Some of the do-or-die flatbed features that have popped up as a result are the need for adhesion promotion. That’s become a very hot topic in the flatbed arena, because you could print on virtually anything, but you WhatTheyThink - Printing News

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can’t necessarily get the ink to stick to everything.” Mimaki introduced a primer several years ago to facilitate ink adhesion on troublesome surfaces and is now on its fourth or fifth generation of products that support that. With the expanding range of applications, you probably need to consider the maximum thickness a machine supports. “Most major flatbeds print on surfaces up to a couple of inches thick,” Johansen said. “Some people like the ability to print on even thicker materials.” Ricoh’s new flatbeds can print up to 4.3 inches thick. Some other units can go even up to eight inches if needed.

What About Automation? One topic that is common across all the disparate segments of the printing industry is automation. While it took a while for wide format to have the automation conversation, it has started in earnest—a result of the convergence of all these segments. “We’ve offered full automation for our equipment, but up until now there just hadn’t been that much demand for it,” said Larry D’Amico, director of sales, North America, Durst U.S. However, he added, “I see that has

changed in the last couple of years. People are starting to understand the labor costs associated with hand-feeding sheets and the benefits associated with complete automation. I see automation being a much more desirable option today than it was two or three years ago.” You are seeing more and more autoloading and unloading options for flatbeds and even robotic arms.

New Dimensions The improved accuracy and consistent ink placement of today’s flatbeds has also driven an interest in “layered” printing: repeatedly laying down layers of ink or varnish to build up textures or 3D effects. “We have seen a lot of interest in texture printing,” said Carmen Eicher, product manager, swissQprint. “Flatbed printers are perfectly suited for building up haptic effects because they are able to print layer by layer with the substrate staying perfectly in position.” “The registration capabilities of a true flatbed allow for ink to repeatedly lay down in the same location,” McConnell said. “This has enabled the trend of textured printing to bring some new offerings to the market. Whether it be to mock a surface feeling or appearance, the building of ink opens the door to January/February 2019 Printing News

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WIDE-FORMAT & SIGNAGE new, high-profit applications for print providers. As scanning technology continues to advance, I think we will continue to see opportunities with textured printing.” “The Anapurna FB2540i and Jeti Mira flatbed printers can create dimensional printing. Ink is layered and elevated in certain areas of the graphic to achieve a tactile or thick oil painting effect that grabs viewers’ attention,” said Bill Brouhle, senior application specialist, Agfa Graphics. “In combination with dimensional printing, the Jeti Mira can incorporate varnish which adds a spot of gloss to highlight a certain area of the graphic.” This layering of varnish in combination with Agfa’s 3D Lens Technology also allows for some cool lenticular effects, which I wrote about a few years ago.

Newest Industry The capabilities of flatbeds have also allowed the devices to find no small number of applications in various kinds of “industrial printing.” “There are increasingly more manufacturing types of applications and related customers that use the flatbed printer to apply graphics to something they manufacture and sell,” Paar said. “In other words, their business is about selling a product rather than selling printing. This could be anything from instrument gauges to custom decorative elements to furniture with printed woodgrain to resemble something far more expensive.” “We’re seeing a lot more wood decorating,” Maxwell said. “The home decor market is really pushing a lot of unique applications that haven’t traditionally been focused on flatbeds. Initially, flatbeds were very sign- and graphics-oriented products, but now we’re seeing a lot of adoption for posters and backlits. We’re seeing a lot of adoption in 40 Printing News January/February 2019

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One option for the swissQprint Impala 3 is Rob, a robot that loads and unloads the printer.

canvas printing, and a lot of the decorative items that you would see if you walked through a home décor shop like Michael’s or Hobby Lobby.” Some industrial applications may not be printable right out of the box, but manufacturers are finding requests for specialty industrial applications and developing unique solutions for individual clients. “We’re seeing a lot of interest in the luxury vinyl floor market right now, and I could see that being a fairly significant segment,” D’Amico said. “There are about five major players in United States and they are definitely looking [at digital printing]. There are some challenges in that application that may require a different ink for the process, but that’s probably the one industrial market I think that has some pretty serious potential that we’re looking at a close way.” “swissQprint has supplied a number of printers for industrial printing like membrane input devices, industrial signage, glass panels for interior decoration, furniture fronts, flooring, etc.,” Eicher said. “Industrial projects often involve adaptations of the machine to integrate it into the manufacturing process. Since swissQprint R&D and production are under one roof we are able to handle such special projects.” “We definitely have a lot of customers in the industrial printing category that are producing anything from watch faces to dial gauges for air pressure applications, petrochemical, those types of things,” Maxwell said. “Membranes, switches—we’re seeing a lot of customers that are

Smaller “benchtop” UV printers like the Mimaki UJF series can be used for industrial or specialty printing applications.

implementing these digital workflows. And the UJF is a big part of that because it has a small footprint, so it can easily be incorporated into their manufacturing line with very little space requirement.” We often think of “flatbeds” as large-scale units, but the category also includes table or benchtop UV printers units that can print on specialty items. Mimaki’s UJF series fall into this category. Roland also offers benchtop UV units in its VersaUV series (which also includes a 64-inch flatbed and 48-inch hybrid).

Promoting Profitability These days, selecting and installing a flatbed is easier, but running a flatbed profitably is a whole other matter. The same could be said for virtually any kind of printing, but the costs associated with flatbeds can be more substantial than for other kinds of wide-format printing, and certainly other kinds of commercial printing. One way of boosting profitability to get definitive numbers on costs. WhatTheyThink - Printing News

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WIDE-FORMAT & SIGNAGE That seems obvious, but, said Paar, “Surprisingly, we encounter many PSPs that don’t really know how much it is costing them to produce each of their jobs.” MIS and other software is beyond the scope of this story, but using software to determine what your costs actually are is an important part of flatbed profitability. Optimizing quality is also a way of ensuring that jobs remain profitable. To optimize quality, you have to optimize the production process. “A part of the installation is customizing the inkjet workflow from prepress file optimization, color management from trusted G7 Masters, to maximizing finishing and utilization of every square inch of the preferred substrates,” Brouhle said. “During training, there are substrate specific tips and tricks the color management specialists impart with the operators to make sure they can achieve the best results possible from their new investment.” “Simple things like waste can be the enemy of the PSP, and I think many battle with this on an ongoing basis, especially if they are keen to keep an eye on costs of goods,” Johansen said. “Waste can be a significant factor, and getting control of that can be critical, so workflow options that allow people to gang up work can be really important to minimize waste throughout, especially in an on-demand world.” Narrowing one’s focus is also a way of ensuring that your flatbed venture is a success. “Focusing on a particular application to begin with is kind of critical,” Maxwell said. “Don’t try to do a hundred different things all at once. Start small. Once you’ve got a focus on something, people are going to buy it, and it’s going to be really easy for you to turn a profit.” Then there is the fun part: the WhatTheyThink - Printing News

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creative aspect. “Continue to bring new ideas to existing and new clients,” McConnell said. “With a flatbed printer, the application potential is impressive, which gives print providers the opportunity to ‘wow’ brands and clients. Don’t be afraid to push clients and prospects to take advantage of the impressive substrates and applications that can take them to the next level.”

OK. OK. What’s Next? The holy trinity improvements— speed, price, quality—will no doubt continue. The biggest developments will likely be in ink development and other improvements and enhancements that make flatbeds suitable for even more applications. “Certainly the graphics market is familiar with the capabilities of flatbed printing, but other vertical markets— such as manufacturers—have still not discovered flatbed UV printing for their unique applications,” said CSA’s Paar. “I would expect flatbed printer manufacturers will begin to increasingly adapt their product designs to accommodate this new breed of customers.” “We believe we will see further integration into industrial printing applications with more production improvements, especially as more advancements in ink and printhead technologies are released,” said Agfa’s Brouhle. Which raises an interesting question: Will UV always be the dominant ink technology for flatbed printing? So far, no other ink technology has proven to be as versatile. You have to think that an aqueous ink that has all the quality and versatility of UV but is more environmentally friendly and safer to use would be the Holy Grail of inkjet development. Sure, such an ink may be the chemical equivalent of a

perpetual-motion machine, but you gotta believe that it’s an ink chemist’s dream. And Durst, for one, has been developing its aqueous Water Technology Inks for its packaging presses. But then much packaging has unique requirements ink-wise. “There’s an aqueous vs. UV debate and we offer both, so we sort of feel like we can be a little more unbiased,” said Durst’s D’Amico. “But we are finding some real interest on the aqueous capability that we offer around packaging. At the end of the day, can you pass the Swiss ordinance, can you pass the Nestle test, can you pass the Hershey test, and we pretty much have most of those qualifications today with the aqueous ink. That’s probably the important aspect to it if you’re doing any kind of food applications.” But one interesting development is that as flatbeds are used for new applications, they’re being installed in different kinds of environments, which can affect how they perform. “When you go into an industrial space, there’s a lot of airflow. Sometimes there are a lot of things moving around, and they’re creating drop placement inaccuracies,” said Mimaki’s Maxwell. “You’d see printers being incorporated into spaces with waterjets or plasma cutters, and those devices create particulates in the air which can contaminate the ink and produce adhesion issues.” Tweaking the design of the press— closing the casing up, for example— is a way of ensuring that a printer can actually function in the space in which it is installed. And of course--automation. “Automation will be a frontier that continues to be pushed as people are using wide format,” said Johansen. “Automation is going to be the key to seeing future growth in the platform.” Find article here: PrintingNews.com/ 21043486 ■ January/February 2019 Printing News

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Wide Format 2018:

What Kind of Day Has It Been? What were the big trends in wide-format and specialty printing in 2018? It’s been a year of convergence and while shops that were likely to transition to wide-format have largely done so, the applications that can be produced are constantly changing, as new materials and new inks hit the market.

Fingernails2Go, a fingernail-printing kiosk has you insert your finger(s) into the machine and it prints—using inks that are FDA- and EU-compliant for cosmetic use— digitally right on your digits. Can Toenails2Go be running far behind?

Story by Richard Romano

couple of months ago, I was asked if I was planning to attend the SEMA Show in Las Vegas. I was not—nor was I even familiar with it. And for good reason: SEMA is the Specialty Equipment Marketing Association or, specifically, “the premier automotive specialty products trade event in the world.” That’s a little beyond what we cover here (maybe WhatTheyDrive is in the offing for next year), but 42 Printing News January/February 2019

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I later discovered that there is actually a very good reason why someone would ask if I were going to an automotive specialty products show: it’s a prime venue for vehicle graphics installers to strut their stuff, as well as for substrate manufacturers to launch or showcase new wrapping films. What a long, strange trip it’s been to reach a point where print products launch at an automotive event. Print is everywhere! As I remarked in a recent news

feature about the announcement from ISA and Xplor, colocations— sometimes rather counterintuitive ones—are taking place on a much more frequent basis, and as the traditional print “silos” (I think we need a new term...) converge, print providers would do well to gain at least some familiarity with many different kinds of print applications. So it would not surprise me to someday see a colocation of the SEMA Show and the Sign Expo or WhatTheyThink - Printing News

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WIDE-FORMAT & SIGNAGE SGIA Expo, or perhaps InPrint and the U.S. Poultry & Egg Association, because direct printing on eggs is a thing. OK, that’s a bit of an exaggeration, but we’re all becoming strange bedfellows. Convergence is but one of the major trends that impacted the wideformat printing market in 2018. Let’s have a look at convergence, and run down a few others.

Sigh Low Convergence was really one of the big stories in wide-format, and in print in general, in 2018, the continuation of the recent trend toward the merging of the various once-discrete print segments—display, industrial, commercial, signage and even textiles. (I dug into it in more detail back in May.) It’s inkjet that has brought all this about. When the same equipment can print on virtually any material or surface, suddenly one print provider can potentially provide all of a customer’s print needs. A customer who may need business cards or brochures may also need signage or interior décor, retail graphics, packaging or even specialty items like T-shirts or pens. And vice versa. In the old days (five years ago?), they would have had to go to half a dozen different providers to get all their print needs fulfilled. Conceivably, they can now go to just one. There can be some practical limitations on what you can offer, but there are fewer and fewer technological limits on what kinds of products you can provide. (By the way, be sure to check out Heidi Tolliver-Walker’s feature, which adds some quantitative context to the discussion of opportunities in wideformat printing.)

The Printing of Things Sonny Curtis was wrong: it’s not love that’s all around, it’s print. I have mentioned in this space many times WhatTheyThink - Printing News

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all the different things that can be printed. Posters, banners, interior and exterior signage, flags, trade show graphics, retail/POP/POS displays, window graphics/clings, backlit graphics, wall graphics, wallpaper, interior décor, floor graphics, vehicle wraps/fleet graphics, T-shirts/ hoodies/yoga pants, caps, tote bags, apparel, sportswear/spiritwear, upholstery, pens, smartphone/tablet cases, golf balls, hockey pucks, water bottles/YETI cups, coffee mugs/cups, beer/soda cans, glassware/drinkware, awards—you name it. I often joke that it’s only a matter of time before someone develops an inkjet printer that can print on human flesh for digital tattooing, but we may be getting close: Fingernails2Go, a fingernail-printing kiosk originally conceived by Butch Baird. Tensator was brought on board to develop the hardware and software, and HP and Triton were tasked with developing the print engine. You insert your finger(s) into the machine and it prints—using inks that are FDA- and EU-compliant for cosmetic use— digitally right on your digits. (You can also batch-print artificial nails if the idea of sticking your hand in a machine creeps you out.) It uses a touchscreen and a complementary smartphone app with which you select the design(s) you want to print. When you’re ready to go, the app finds the printer, and voilà: decorated fingernails in seconds. There is also a very strong social media component to Fingernails2Go, with users, and it’s not just young girls. There are more than a few guys sharing their nail designs on Instagram. One top application is bachelor parties or wedding showers; the face of the bride- or groom-tobe is printed on party attendees’ fingernails. (Over time, the act of fingernail clipping or filing could get rather gruesome—or cathartic.)

Fingernails2Go is more popular overseas than in the U.S. For now. The point is, in what I call “The Printing of Things,” anything can be printed, relatively inexpensively, and relatively easily. There are business opportunities galore in a world where anything can be a specialty-printed object. The trick is to understand how to choose a specialty and then how go about selling it. There are opportunities virtually everywhere; one company I wrote about solely produces graphics for traveling carnivals (for all in tents and purposes...).

Are You Experienced? 2018 was the year that experiential graphics caught on, at least as a buzzword. Also called “environmental graphics,” experiential graphics can be thought of as the intersection of signage and décor, and includes floor and window graphics, as well as graphics applied to interior walls, wayfinding signage, decorative accents like graphics applied to elevator doors and, basically, graphics applied to virtually any surface. Experiential graphics have been thus far confined mostly to office spaces (although residential applications are emerging)—as businesses, associations or other organizations move into a new office, they choose to brand their interior space—and even their exterior space. I wrote at length last summer about the opportunities that many businesses have been having in experiential graphics, as well as how the sales and marketing approach can differ from traditional commercial or even wideformat printing. Restaurant graphics are also a hot application area, and print providers serving (as it were) restaurants have found that they don’t just handle the interior and exterior signage, but even small-format print like menus and other items. January/February 2019 Printing News

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WIDE-FORMAT & SIGNAGE But Soft! Over on our Textiles section, WhatTheyThink’s dedicated follower of (digital) fashion, Cary Sherburne, has been focusing on digital textile printing, fast fashion and the concept of the fashion microfactory, but textile printing is still a large and growing part of wide-format and display graphics. Soft signage is not a new trend, per se, but it continues to replace rigid materials for logistical reasons (it’s less cumbersome and less expensive to ship, for example) and PVC and other vinyls for environmental reasons. And when textile-based displays are mounted in SEG (silicone-edge graphics) frames and backlit, they can give the illusion of being rigid displays—and look really nice. Printing on textiles doesn’t have to stop with signage, although that is the application most analogous to more or less traditional wide-format printing. There can be opportunities in décor, furnishings/upholstery, even apparel. As Ryan McAbee points out in the Keypoint Intelligence – InfoTrends feature on the digital textile market, “The market is supported by a complex and well-established textile supply chain, and printers [known as ‘fabric finishers’ in industry speak] are only a very small component. For the most part, commercial printers are locked out of the existing supply chain. Commercial printers should therefore focus on more accessible textile segments that are similar to applications they already produce, such as textile-based sign and display graphics and direct-to-garment [DTG].” In many ways, the same caveat applies to many of these new “silos”—industrial printing and even packaging. There are whole ecosystems surrounding these print markets, and just as your average 44 Printing News January/February 2019

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commercial shop is not going to be printing custom dashboards for BMW, they’re also not likely to be doing Gucci’s fall collection. So the opportunities are to be found in using these printing technologies in ways that can be considered “commercial printing.”

But Software! If you have been to a trade show recently, you know that most of the action these days is happening in software. As you would imagine, the growing number of surfaces and substrates means nothing but headaches in the area of color management, so color software developers will continue to be the hardest working men and women in show business. At the same time, RIPs (although fewer and fewer people are calling them RIPs anymore) are becoming fullfeatured production control centers that are automating as much of the production process as possible. For wide-format, the emblematic example of automation is nesting optimization, or using software to automatically fit as many printed items on a single board, which is a great way to avoid wasting what can be expensive substrates. It’s also quicker than manually ganging items in Illustrator. All the data about how to extract the nested items when printed can be stored in the cutfile for the job and a cutting table can automatically cut out all the individual prints. Automation has been slow to come to wide format, and the last couple of years have at least broached the subject, even if wide-format and specialty printing are still largely manual processes, certainly compared to traditional commercial printing. (It’s a couple of years old, but I did a deep dive on “RIPs” for wide format over at Wide Format & Signage which has

some more background on the topic.) One topic that has emerged in recent years and dominated FESPA back in May was the concept of the “microfactory.” If you follow Cary’s features—and I strongly recommend you do—you know that a big part of digital textile printing is the microfactory, and while not exclusive to apparel production, it is becoming particularly entrenched there. Essentially, a microfactory is a system in which a consumer orders an item—a customized pair of yoga pants, for example—online, perhaps even uploads a design, and the item is manufactured on the spot, with the system shunting the file through all the stages of prepress and production, and the printed fabric sent to sewing and finishing and finally shipped. It’s a sell-produce-ship model, which is more streamlined than the usual produce-warehouse-sell (or hopeto-sell) model. As “The Printing of Things” continues, more items will be produced using the microfactory concept—which, when you get right down to it, is really just a highlyautomated web-to-print system.

Looking Ahead I’ll be keeping an eye on some things as we head into 2019. And maybe I should make plans to attend the SEMA Show next year. By the way, I am always on the lookout for unique wide-format and specialty graphics projects, as well as businesses that have successfully added these new product and service areas. If you have any interesting examples or stories you’d like to share with the WhatTheyThink readership, please feel free to contact me at richard@whattheythink.com. I’d love to hear from you! Find article here PrintingNews.com/21041500 ■

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WIDE-FORMAT & SIGNAGE

Are You Starting The New Year With Any Sales Momentum? Story by David M. Fellman

lthough 2018 was a good year for many printers, it was not a good year for everyone. And even within the realm of “good” there was a range from “slightly good” to “crazy good,” wasn’t there? Regardless of where you fell in that range, you have something else to worry about now – 2019! So let’s start thinking about making 2019 a really good year.

Sales Momentum The first thing you should think about is whether your sales trend is positive, negative or neutral. In other words, are you coming into the new year with any sales momentum? If you are, your primary sales and marketing challenge is to maintain that momentum. If you’re not, your challenge is to create some momentum. How do you do that? The best strategy is a combination of reconnecting with current customers and starting some balls rolling toward new customer development. If you haven’t had any “high level discussions” with your most Dave Fellman Dave Fellman is the president of David Fellman & Associates, a sales and marketing consulting firm serving numerous segments of the graphic arts industry. Contact him at dmf@davefellman.com .

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important current customers recently, it’s likely that this activity will identify some immediate opportunities for growth. If you couple that with a solid measure of prospecting and follow-up activity, you’ll be laying the foundation for another surge of new business a little further into the year as some of those prospects move through the consideration process and decide to give you a try. What do I mean by “high level discussion” with a current customer? Let’s define that as a conversation that’s not limited to what they’re buying in the present, but expanded to cover what they’ve bought from you in the past, and what they might be willing and/or able to buy from you in the future. This conversation is really about change; what’s changed or changing in their business, and what’s changed or changing in yours. “I’d like to ask you about your plans for 2019,” you might say, “especially as they concern your needs for printing (or any other service you provide.) Do you expect to purchase the same sort of things from us in the same sort of quantities as you have in the past? Are there new projects or products you anticipate needing printed support materials for? Can we also talk about things you’ve been buying from other printers, things you may not have known that we were capable of handling?” After asking about their needs, you should go on and tell them about any new capabilities you have added or plan to add, and

anything else that has changed or will be changing in your business. You may not have time to have this conversation with every one of your customers over the next four to six weeks, but I hope you’ll see the wisdom in making the time to have it with a certain group of customers. That group should include your “20/80’s” — the 20-orso-percent of your customers who probably represent 80-or-so-percent of your current sales volume — and it should also include all of the customers you think only buy a small percentage of their printing from you. In all likelihood, these “undersold” customers are the ones who provide you the greatest chance of an immediate boost in sales.

Compounding Power Beyond the strategy, the best advice I can give you is to act now. That’s how you get “compounding power” working for you. This is exactly the same effect you get from compounding interest; the earlier you start saving, the more you end up with in the end. Don’t wait until later in the year to start working at increasing sales and profits. It’s not that you won’t benefit from the effort whenever you start it. The bigger issue is that you’d be wasting months of compounding power by not starting now. A little positive momentum, generated early, could be the key to an epic 2019. Find article here PrintingNews.com/21040789 ■ January/February 2019 Printing News

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WIDE-FORMAT & SIGNAGE NEWS

Aleyant tFLOW Version 10 Adds Important New Capabilities Aleyant has announced Version 10 of Aleyant tFLOW, its powerful digital workflow automation and customer service solution for commercial, large format, label and specialty graphics businesses. A key enhancement in tFLOW Version 10 is that it can now run on the Linux operating system. This means that tFLOW can be configured for larger virtual machines with scalable and dynamic flexibility. In addition, tFLOW Version 10 includes: unified messaging, automated archiving, personal upload link, production queue information and an email log. “These are just a few of the enhancements tFLOW users will notice,” Owner Greg Salzman said. “We will continue to enhance tFLOW and other Aleyant solutions to increase their value, as well as continue our work with third-party integrations that help organizations build a complete and very productive workflow ecosystem.”

www.printingnews.com/21038022

Orbus Releases Over 30 New and Innovating Displays, New Edition of the Exhibitors Handbook & Updated Pricing Orbus Exhibit & Display Group is excited to announce the introduction of over 30 new innovative displays and enhancements to over 40 popular display products. This adds to Orbus’ already vast line of portable and modular displays featured in the 2019 edition of “The Exhibitors’ Handbook.” New and updated product categories include retractable and fabric banner stands, outdoor displays, Hopup Backlit, Embrace, Backlit Embrace, Formulate backlit kits and accessories, Modulate fabric displays and Hybrid Pro Modular Exhibit Kits.

www.printingnews.com/21039808 Kiian Digital’s Reactive Ink Debuts at Heimtextil 2019 Welcome to Digistar Bellagio JK Group will attend Heimtextil and showcase Kiian Digital’s Reactive inks designed for direct printing onto cotton and the other cellulosic fibers. Digistar Bellagio will be printed at the MS Printing Solutions booth (Hall 3.0 – Booth J61) by the JP4 EVO printing machine. Digistar Bellagio colors selection allows reproduction of the widest color gamut and offers outstanding bright and vivid colors.

www.printingnews.com/21037544

Expert Installers Justin Pate, John Duever Present Business Boot Camp for Wrap Professionals at ISA International Sign Expo 2019 Justin Pate of the Wrap Institute and John Duever of Vinyl Images & Design will help wrap professionals build their businesses for long-term success at the Business Boot Camp for Wrap Professionals by Avery Dennison. The event is part of the pre-conference at ISA International Sign Expo 2019. The day-long camp is designed for companies and freelancers at all skill levels. Abby Monnot, Avery Dennison’s senior global segment manager, automotive aftermarket and marketing manager, graphics, NA, said, “We are excited to partner with ISA in promoting our Avery Dennison Bootcamp class. We’ve had overwhelmingly positive feedback from shop owners and installers who have taken the class and look forward to helping more shops expand and grow their business.” Business Boot Camp is one of several Avery Dennison classes focused on building graphics installation and business skills. The Business Boot Camp for Wrap Professionals will be held Tuesday, April 23, at the Mandalay Bay Convention Center in Las Vegas. ISA International Sign Expo 2019 opens the next day, Wednesday, April 24, and runs through April 26.

www.printingnews.com/21040706

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WIDE-FORMAT & SIGNAGE NEWS INX Digital’s TRIANGLE HFB Wide Format Ink Advantages to Be Displayed at FASTSIGNS Convention

ONYX 18.5 Takes Print Production to the Next Level as the First RIP Solution With APPE 5.1 Onyx Graphics, Inc., has announced the global availability of ONYX 18.5 software, the latest version release of the company’s wide- and grand-format RIP software. ONYX 18.5 software builds upon the award-winning ONYX 18 version, making it the first wide-format RIP solution with Adobe PDF Print Engine 5.1 (APPE 5.1). With APPE 5.1, users benefit from the latest technological advancements for complete designto-print workflows including high impact color rendering, smoother edges for graphics, enhanced Unicode support; plus support for PDF 2.0 features such as blackpoint compensation, half-tone origin, special data for spot colors and page-level output intent. “ONYX 18.5 continues to lead the wide-format print industry with technological advancements that future-proof print service providers needing to differentiate themselves from their competition,” said Bryan Manwaring, Director of Product Marketing at Onyx Graphics. ONYX 18.5 also introduces new Quick Set application library management for improved automation, enhanced iccMAX compatibility with support for third-party files and new spot color tools for greater color accuracy and vibrancy. Coupled with new ColorCheck reports, ONYX 18.5 delivers industry-leading output that can literally be validated to print buyers.

www.printingnews.com/21038578

Finding an ink product that provides a competitive edge by impacting print quality and lowering costs per liter is a good New Year’s resolution. INX Digital (booth 448) made it an agenda item to check out for those attending the FASTSIGNS International Convention, Jan. 17-18 at the Orange County Convention Center in Orlando. INX showcased its high performance TRIANGLE HFB wide format inkjet inks, comparing printed side-by-side quality samples against HP’s 250 OEM ink. Known for its excellent adhesion and flexibility on a wide range of digital graphics medias, HFB is formulated to offer high chemical resistance and run cleaner than OEM inks. A wide color gamut with consistent repeatability also makes HFB an attractive choice - HFB offers four- and six-color solutions. Another benefit with converting to HFB inks is the outstanding Ink Train warranty INX offers.

www.printingnews.com/21040424

Idealliance Introduces “Step-by-Step: How To” Video Library Idealliance is proud to introduce the Idealliance Video Library, designed to provide short videos in a “How To” manner that will show a graphic communications professional the leading practices to overcome the most challenging issues in areas such as color control, process control, calibration, consistency, workflow and more. A global non-profit think tank with 12 strategically located offices around the world, Idealliance is the largest certifying body in the world for industry competencies, systems, materials and facilities and one of the world’s leading contributor to ISO standards. The Video Library is a free benefit with Idealliance membership. Each video uses on-screen expert tutorial plus screen share demos that provide step-by-step tips and instructions.

www.printingnews.com/21040699

Fuse Acquires Digital Hub to Expand its Powerful, Brand-Building Services Fuse is expanding its brandbuilding services by acquiring Digital Hub, LLC. The two Chicago-area companies are combining their print, digital, data and fulfillment expertise. “The Fuse team embraces the key fact that the best marketing solutions are a customized blend of digital and print technologies,” said Fuse President Scott Voris. “We are excited to have found Digital Hub, a company that shares our passion for this approach to helping our clients win.” A differentiator for Fuse in the print and digital marketing industry is its integration of advanced technology to enhance efficiency. For example, point of purchase (POP) display printing, which strengthens a company’s brand, creates a positive experience for impulse purchases, keeps products top of mind and increases market exposure.

www.printingnews.com/21036363 WhatTheyThink - Printing News

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TEXTILE & APPAREL

Big Opportunities for Small Design Houses On a recent visit to Miami, Senior Editor Cary Sherburne stopped by to visit Carla Llull at House of Llull Atelier, an apparel design and manufacturing operation focused on delivering high quality swimwear. House of Llull is celebrating its fifth anniversary. Story by Cary Sherburne

ive years ago, Carla Llull opened House of Llull Atelier, a full-fledged manufacturing company located in Miami with a vision of expanding the South Florida market and bringing production back to America. “It hasn’t always been easy,” she said, “but I have

a great team, and we have worked hard to get the business to where it is today.” House of Llull specializes in swimwear. They also design and manufacture activewear and some clothing. “For the most part,” Llull said, “we decided to specialize in swimwear. Manufacturing these items takes special skills. I’ve seen examples Carla Llull from House of Llull Atelier

Using a special cutting tool to cut through several layers of fabric.

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TEXTILE & APPAREL from other shops in the area that I felt didn’t meet my standards. Our standards are high, and we are sticking with what we do well.” Llull has a staff of 10 sewists, a cutter and a pattern maker. “We’ve equipped our factory with specialized tools that help us create exceptional quality in swimwear, including elastic metering devices and specialized needles on our sewing machines. This delivers perfectly smooth seams without the puckering you often see when elastic is metered by hand.”

“We have refined and formalized our process to deliver the best quality and consistency. We even have checklists for them that help us get to production faster. It’s a very visual process, because it’s a very visual business.” Over the years, Llull has created a handbook for customers that lays out the process the company uses, from concept through production, as well as expectations and responsibilities for both the brand and the factory. “Many of our clients come in with sketches or just ideas, and they really WhatTheyThink - Printing News

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Using a specialized sewing machine with elastic metering to create high quality swimwear

don’t know anything about how the manufacturing process works. We have refined and formalized our process to deliver the best quality and consistency. We even have checklists for them that help us get to production faster. It’s a very visual process, because it’s a very visual business.” When a client brings a sketch or idea in, Llull uses Adobe Illustrator to transform that idea into a technical flat, including measurements, colorways, strap sizes and placement. Once the client is satisfied with the technical description, they create the pattern, and then the sample, digitizing the file and using Gerber Technologies AccuMark to create the marker on the plotter. For small businesses like House of Llull, getting the word out to build the business can be difficult. “About 90 percent of our business comes from Instagram,” Llull said. “We do get some word of mouth, but surprisingly, Instagram has been our best way to gain visibility.”

Llull also partners with other Miami-based fashion businesses, such as Dzigners, that digitally prints fabric, with cross-referrals where it makes sense. “More of our clients are using digital printing,” she said. “Miami is not like New York or Los Angeles. It can be hard to find unique materials here, and materials are more expensive. Sometimes I have two or three different clients that come in with the same fabrics. When they learn they can digitally print the fabrics, they can truly unleash their creativity and design truly unique swimwear.” Llull wants to expand her marketing efforts and spend more time at industry events to keep her knowledge fresh. “There is so much happening, it can be hard to keep up. By going to conferences and networking with peers, I’m sure I will get lots of new ideas that can propel the business even further.” Find article here: PrintingNews.com/ 21040788 ■ January/February 2019 Printing News

1/17/19 9:09 PM

TEXTILE & APPAREL

RayWear Giving Marijuana Workers

as Much Protection as the Plants Senior Editor Cary Sherburne spoke with Daniel Jordan, founder of RayWear Clothing Company, who has made it his personal mission to provide clothing that will protect cannabis workers from the harsh environments in which they work. Story by Cary Sherburne

ayWear’s patent-pending fabrics claim to offer the most complete protection against the full radiation spectrum endured by today’s growers. Its gear provides up to 99 percent visible light radiation reduction, significant reduction in infrared (IR) radiation and it has a rating of 50+ UPF (ultraviolet protection factor), the highest rating any fabric can achieve. Daniel Jordan explains why he founded RayWear Clothing Company, why their products are different (and important) and what the future holds. WTT: Daniel, tell us a little about RayWear Clothing Company and why you founded it? DJ: Let me start with my personal story, which drove me to start this business. For my family, 2016 was an extremely difficult year. My grandmother lost her battle with cancer, and just months before she passed, both my father and grandfather were diagnosed with

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cancer. You don’t really understand the impact of cancer until it affects you personally. It changed everything for me. I was living in Las Vegas. I immediately packed my car and drove to San Diego where my family lives. At the time I was also in a partnership with a dermatologist. We were working to develop a specialized clothing line to protect workers from harmful light radiation, which we know causes cancer. That partnership didn’t work out, but I was able to take those ideas and bring them to fruition with RayWear Clothing Company. WTT: Why do you suppose this issue hasn’t been addressed before in the way you have approached it? DJ: As regulations relative to cannabis have evolved across the U.S. and around the globe, there has been great focus placed on the regulatory and financial aspects of the business, but the health and safety of workers has not received much attention. In part, this is due to the lack of scientific data and studies done showing these

Daniel Jordan, founder of RayWear Clothing Company

light sources – visible light, ultraviolet and IR – have a negative effect on humans. But we all understand how damaging extended exposure to sunlight can be. We also all understand the effects of extended exposure in a tanning bed. Neither one is smart; and although there haven’t been enough studies done on the long-term effects of extended exposure to grow lights, common sense would tell us to take precautions to protect ourselves. It took 50 years to learn that cigarettes were harmful. Let’s not make that mistake in cannabis. Unfortunately to date, big corporations involved in the cannabis industry are not yet focusing on employee health and workplace safety. Without effective pressure or regulation, businesses will simply wait. I don’t want to wait until these workers and their families have to go through something like what my family went through. We need to recognize the problem, and we need an effective solution – RayWear is that solution. WTT: What percentage of cannabis is cultivated under grow lights rather than outdoors? DJ: Most of the cultivation in the WhatTheyThink - Printing News

1/17/19 9:15 PM

TEXTILE & APPAREL

United States is moving indoors. WTT: How did you go about determining that this would be a good business? DJ: We spent a lot of time talking with dermatologists, radiation specialists and other medical doctors, and it was an eye opener. They all agreed that there was an inherent danger here, even though there is a lack of effective studies. WTT: There is some UV clothing available on the market. What makes yours different? DJ: As I stated, UV radiation is only part of the problem. Just because something is protecting you in one spectrum doesn’t mean it protects you from them all. That’s part of what we learned from our research and all the medical professionals we spoke with. We needed to find a fabric that could address all three – UV, visible and IR - and finding that was a real challenge. We had a lot of failures. But ultimately, we were able to find just the right fabric blend. It’s light and breathable, yet offers the highest level of protection currently available. WTT: How do you know it offers the right protection? DJ: We’ve had all our fabrics tested by an independent third-party laboratory. This lab is a global leader offering light testing services for over 50 years. Once I explained to them what we were doing and why, they were totally on board with assisting us. WTT: Once you found the fabric, what was next? DJ: We had to decide how to create and package the product WhatTheyThink - Printing News

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line. A lot of what you see in grow operations are in compliance with sanitation standards -- coveralls, scrubs, all those things are protecting the plant from the worker, not the worker from what can be a very harsh environment. We had to figure out how to best fit within those standards. I appreciate that the cultivation rooms are clean; they don’t want to bring in outside contaminants. Our gear needed to work in concert with what grow operations were already doing and not disturb it. We didn’t want to make scrubs and coveralls. We wanted to make garments better suited for our fabrics, garments that were appealing to the workers, which could easily and comfortably be worn under scrubs and coveralls if needed. WTT: So what are you making? DJ: Shirts, long and short-sleeved; pullovers and hoodies; as well as beanies and accessories like face guards and light radiation safety glasses. All our garments are made in America by American workers. Our clothing is designed and manufactured in California. WTT: Where do your designs come from? DJ: My original partner was a dermatologist with a clothing background, so that provided some great insight. Once I was on my own, I simply did things the way I wanted to. I knew what I liked and what I wanted to design from a user perspective. I went through my wardrobe and picked the items I liked. I took them to a manufacturer and together we created

the patterns. Plus, I also had a lot of conversations with growers about what they would and wouldn’t wear. That helped to guide me as we selected and designed the line. WTT: No pants? DJ: No. We get asked about that all the time. But our research shows that the significant potential risk area is above the waist, since most of the grow platforms are elevated. I don’t want growers wasting money on items that are not truly needed. WTT: What is your focus now? DJ: It’s been primarily an educational effort so far. Because of the lack of scientific data on this topic, we’ve needed to educate the market and its workers about the potential dangers. That’s been our primary focus. We go to a lot of conferences and conventions. I have grower friends that have skin cancer and others that don’t know why their eyes hurt. This is the educational challenge we have. It’s been two years of grinding, going to all the conventions to get us to where we are now. Sometimes I feel like a hip-hop rapper in the parking lot trying to sell CDs. As a small business owner, we don’t have a lot of resources. But with our online store now open, I will continue to educate the market. However now I’m also talking about our solutions. WTT: So what is your key message to the industry? DJ: The cannabis industry is the Wild West, and there is so much we still don’t know. It is a strange dichotomy with the industry advocating for the medical benefits of cannabis, but then not caring about the workers who grow the plants. To me that is disingenuous. Let’s make the safety of the person harvesting the plant as important as the plant itself. Growing is their passion; protecting them is ours. That’s our mission. Find article here: PrintingNews.com/21041504 ■ January/February 2019 Printing News

1/17/19 9:16 PM

PRINT FINISHING & MAILING

Inkit Changes the Way Clients “Direct Mail”

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PRINT FINISHING & MAILING This Minneapolis-based startup is changing the way retailers and others are thinking about direct mail. No batches. No minimums. Just programmatic direct mail generated by a trigger determined by the customer that puts the mailer into the queue in real time. Story by Heidi Tolliver-Walker

f you haven’t heard of Inkit, you will. This Minneapolis startup is changing the way its customers think about direct mail. Clients include Sotheby’s, Procter & Gamble, Bite Squad and ReMax, among others. Notable is that many of its customers, including Bite Squad and NatureBox, are online companies only. Founder of Inkit is Michael McCarthy, whose background is economics and investment banking. He got into the direct mail business because he, like his present Inkit customers, was doing a lot of digital marketing and not getting the results he wanted. He, like them, was bombarded with abandoned cart notifications, “we miss you” emails, and a myriad of other digital marketing efforts. Even the best digital campaigns were coming up short. McCarthy saw the value in direct mail but was frustrated by the length of time it took to get a direct mail piece turned around. “We were talking to a broker, and he gave us this 25-step guideline. I said, ‘This is what you need to do to get a campaign out?’ We just about had panic attack because, we thought, who’s ever going to do this stuff?” he recalls. “Meanwhile, we ran into these issues with order minimums and batch sizing issues.” Repeatedly, McCarthy heard from others who were running into the same problems. “Say you are Jordache,” he explains. “You have a customer who hasn’t ordered from you in a while. On day 30, you need to be able to reach that person in real time as soon as that event or action happens. How can you do that if you have order minimums and batch requirements? This person might go inactive on day 30, but you have to wait two to four weeks to order your direct mail.”

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Even with less than desirable results, he says, digital marketing is responsive and enables marketers to react in real time. For many, direct mail seems unrealistic. So McCarthy developed Inkit, a programmatic direct mail solution that automatically generates direct mail pieces based on a trigger or action determined by the customer. Say the marketer wants the system to be triggered when one of its customers unsubscribes from its email list or goes inactive on day 30. When the trigger occurs, the system automatically generates a personalized mailer that is put into the queue the same day. All of Inkit’s customers’ mailers flow into the same stream and are printed in the order they are received. Customers receive a bill monthly for the direct mail pieces they print. Inkit also integrates with omnichannel marketing solutions like Iterable, Drip, HubSpot and Sailthru. The company is growing like gangbusters, but in terms of specifics, McCarthy will only describe its growth as “fast.” “As we grow, we will put a lot of pressure on traditional printers because we are commoditizing and using technology to win customers,” he says. “Our value proposition is more efficient. It’s more intelligent. Some companies take 120 days to put a campaign together. We change that to real time. If I were R.R. Donnelley or Taylor Corp., I’d be concerned.” Inkit is part of a “modernization” of direct mail that includes integration with social media marketing and online retargeting that fundamentally reinvents direct mail. Like many other startups, Inkit changes the way marketers view and interact with mail. So pay attention. Find article here PrintingNews.com/ 21034361 ■ January/February 2019 Printing News

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INDUSTRIAL PRINTING Continued from page 21

blowing hot air across the part. Sensors keep it on temperature throughout the part printing. This keeps the whole part at an elevated temperature so it all cools at the same rate, resulting in a very precise part and a controlled outcome. 3. Finally, as we have discussed, we are introducing for the first time our PVA water-soluble support material. FL: PVA, by nature, while convenient, water-soluble and easy to clean up, also takes up humidity; in fact, it can absorb 9 percent water by weight. When it goes through extrusion, the water evaporates, and you get pops and bubbles, which will ruin dimensional accuracy. We control that by spooling the PVA on smart spools packed with desiccant. Method has dry-sealed material bays, so once the spools go in, there is a humidity sensor that controls the environment and allows us to maintain dimensional accuracy. It’s all about getting mechanical engineering type tolerances and doing that at speed. WTT: So that raises another question: How fast does it print? SM: Previously, we had a modular extruder design where extruders were magnetically attached. That makes it easy to swap out extruders. With the new performance extruders, they slot in and are tightly held in place by a locking carriage mount so there is no wobble and they can go faster while maintaining even higher precision. With the extruders themselves, there are two new features involved. First, there is a 19-to-1 gear ratio that is three times more powerful than the typical desktop gear pulling force. When pulling filament into the extruder, there is friction. By adding more 54 Printing News January/February 2019

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force, we can print faster because we can deliver the material faster to the hot end, enabling fast print without degraded quality. Secondly, we have a lengthened thermal core that is two to three times longer than a desktop and can melt more plastic than a typical desktop—the gears are driving the material in and the thermal core is melting it. When you have more plastic melted at once, it is harder to control the flow rate. Our engineers worked hard to control that. The result is that we print about two times faster than a typical desktop today. But due to the hardware capabilities, that will improve over the next couple months as we continue to speed-tune Method. WTT: Can you translate that into some type of metric? SM: Method can achieve a maximum flow rate of about 50 cubic millimeters per second. With the previous generation, we were running at about 15. The new gantry system has increased travel speeds on the X/Y axis of up to 500 mm per second; before, we were at 175. FL: Engineers can turn out a part overnight, and come back in the morning ready to work with a quality part, whereas in the past, they had to send it out, and that could take five days or more. This brings hardware product development cycles more in line with agile software development. WTT: When will Method be commercially available? FL: First quarter 2019 and we are already taking pre-orders online. WTT: At this price point, it sounds like it is a virtually risk-free investment and might be a good opportunity for commercial printers who are seeking new revenue streams. FL: Yes, it could provide them with the opportunity to act as a

service bureau. It is green-button simple to operate from the printing side. It’s WiFi connected, has a camera on board, and doesn’t necessitate the complexities of desktop 3D printer operation. How to calibrate, tweak for materials, control temperature, all of that is handled automatically. And loading filament is easy with directions on-screen. But it is designed for folks working in CAD software. The thing you don’t have to do is have a dedicated operator. But you do need someone on staff that has CAD experience. Just like in commercial print, where you need someone who can make adjustments to files, you need someone who can do that with CAD files, sort of like prepress for 3D printing. You can just send the file—it works with all major CAD software—but if there was something in the CAD file that needed to be adjusted and there is zero expertise on staff, that would be a stretch. WTT: Anything else you’d like to add before we close? FL: Yes. On the education side of our business, we created an online certification program that ensures teachers know how to use the printer and how to incorporate it into their curriculum. We have issued more than 2,000 certification licenses since we launched in Q2 of this year. We plan to do the same thing in the future for engineers. Most designers coming out of school now understand how to incorporate 3D printing into the design process, but for many folks already in the workforce, that can be a stretch. The certification program would work to address that. For the full press release: whattheythink. com/news/93003-makerbotlaunches-method-first-performance3d-printer/. Find article here: PrintingNews.com/21040787 ■ WhatTheyThink - Printing News

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SOFTWARE & WORKFLOW Continued from page 14

box off—DONE implementing new Print MIS—and get back to their fulltime job. Let’s walk through some of the most common complaints about Print MIS solutions and evaluate where the trouble resides.

I can’t get a trusted report out of my Print MIS. This is the number-one thing I hear from print business owners. We are living in a data-driven culture and they feel completely handicapped by the fact that they can’t trust the reports that are being generated by their Print MIS. Take a guess why this might be true. Do you think the software isn’t performing the calculations accurately? Or do you think the data in the system isn’t accurate or complete? The data is your responsibility. The software will perform the calculations on any valid data; it doesn’t know that a cost per sheet of $24 makes absolutely no sense. The report generation from a Print MIS can only report things in the Print MIS. If your purchasing person is buying paper via their favorite three-part NCR form and forgetting to put that purchase in the MIS because they have a backup in triplicate under their desk to reference—then that cost has no way of getting included in the report. Reports are the most valuable thing a Print MIS delivers. If your data sucks (is inaccurate, incomplete, hiding under someone’s desk) then your reports are essentially worthless.

I have to handicap every estimate because our Print MIS estimate is always wrong. An estimate is essentially the result of an algorithm (a process or set of rules to be followed in calculations or other problem-solving operations WhatTheyThink - Printing News

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typically performed by a computer). The algorithm applies these rules to values you input for all your costs. If you are handicapping every single estimate, your data is inaccurate. Getting your data right, then testing it on a bunch of real jobs is hard work. It requires running real jobs, looking at the outcomes, making adjustments and running them again. This iteration can be frustrating and very hard to predict how long it will take. Are you the kind of print owner that needs to have accuracy down to the penny? Assume more time is needed. Are you the kind

I have to end on a positive note. What happens when printers take real ownership of their Print MIS system? I’ve seen this happen in real life. These printers do crazy stuff like send automated reports to their customers on a regular basis directly from their Print MIS. Yes, they trust the data in their Print MIS solution so much they expose it to their customers directly. The owners at these printers know exactly what’s going on in their business at any time during the day (accurate WIP reports) and during the month (accurate

of printer who has no slack in your team’s schedule to do anything but get jobs out the door? Assume a lot more time is needed. I think you get my point: a Print MIS is only as good as the data that is put into it, the values it is using to perform calculations about your business. A Print MIS implementation resource from the software vendor can’t make decisions about your business’ costs or your business’ data (e.g. valid customers, payment methods, shipping options, etc.) This data belongs to your business; the people inside your business have to contribute this to the Print MIS implementation. In most Print MIS implementations, this either doesn’t get done at all or gets done very poorly.

revenue, costs, projections to date). The one other critical characteristic of these print businesses is a biggie: they are not afraid of scale. They have a foundation in place to grow because their Print MIS system runs their business; their people run the system. I’m 90 percent sure that quote should be attributed to Tim Flaman. When your system runs your business, you can add people and bring them up to speed quickly. When your people run your business, all the intellectual property about your business is in peoples’ heads. Those really important people are really busy, difficult to replace and very hard to scale because it’s taken them years of experience to do what they do. Find this article at: PrintingNews.com/21043602 ■ January/February 2019 Printing News

1/17/19 10:55 PM

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WhatTheyThink - Printing News

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January/February 2019 Printing News

1/22/19 8:14 AM

TEXTILE & APPAREL

Cognizant Projects +148% Growth in Fashion Designer Jobs

I was intrigued to read in a recent Axios newsletter that fashion designer jobs are expected to increase by +148 percemt, according to Cognizant, a technology and business services company. I reached out to Ben Pring, who runs the company’s Center for the Future of Work, to learn more. Story by Cary Sherburne

ognizant is a $16 billion technology and business services company founded about 25 years ago. Employing 260,000 people, the company runs IT and business processes for large banks, airlines, government and more, as well as offering consulting services that help clients think through the next waves of technology. The group Ben Pring runs is a corporate-level think tank comprised of a team of ex-tech industry analysts that are used to thinking about how technology will be adopted, grow and be optimized. One of its outputs are two interesting reports about jobs of the future: ■■ “ 21 Jobs of the future: A Guide to Getting – and Staying – Employed over the Next 10 Years” (November 2017) ■■ “ 21 More Jobs of the Future: A Guide to Getting and Staying Employed through 2029” (October 2018) Both include the roles and responsibilities for these new jobs, the kind of experience and education required, what the work is and how to prepare for it. Pring points out that popular media has stirred fears that as much as 50 percent of work will disappear as automation and artificial intelligence take hold. “We don’t think it’s of that scale,” he said. “We think it is more like 10 to 12 percent of today’s jobs will go 58 Printing News January/February 2019

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away over the next 10 years. But we also argue that these incredible technologies will, in fact, create more jobs than they take away. Net employment levels will be higher in 10 years than they are today.” The index developed by the Center to track both existing jobs and jobs of the future, includes fashion designer as one of those areas where new jobs will be created, with anticipated growth of 148 percent. From a historical perspective, “we’ve seen this movie before, this wave of replacement and then creation of jobs. If we had agreed with the Luddites 200 years ago at the beginning of the Industrial Revolution, we would have smashed the machines, and we wouldn’t be where we are today.”

You Could Be a Digital Tailor One of the future jobs in the fashion field—one which is actually developing now—that was identified in the original “21 Jobs” publication is Digital Tailor. Pring points out that 40 percent of online clothing orders are returned due to imperfect sizing and fit. The goal of the Digital Tailor is to reduce that number to zero. The Digital Tailor will work with customers to gather precise sizings and measurements to ensure that

clothes fit every time, working with them in their home or place of work. The service would also include a follow-up visit to the customer with the finished item to provide final fit and touch-up services. One solution that exists today is Nettelo, a smartphone app that enables consumers to obtain an accurate 3D digital model of their body. That would mean that phase one of the digital tailor could be done using Skype or a similar app, with the Ben Pring customer taking the initial measurements. “There is a tension between going down a pure automation/artificial intelligence route and the human interface,” Pring admits. “We believe a human is still wanted in the loop. We’ll have to wait and see if this thesis is proven.” If you are worried about the impact of automation and artificial intelligence on your job, or you are looking to advise your kids or grandkids about their future, I encourage you to visit the Center for the Future of Work and to read the book. There’s a wealth of information and insight there that makes the whole proposition much less scary and will help us as a society—and an industry—be better prepared for the future. Find article here: PrintingNews.com/21040801 ■ WhatTheyThink - Printing News

1/17/19 9:17 PM

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