February 2012 - Wide-format inkjet

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Ontario: (905) 795-2610 Quebec: (514) 608-6447 Alberta: (403) 723-0223 British Columbia: (604) 464-0267 Nova Scotia: (902) 832-3243 Newfoundland: (709) 363-1429

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INCREASE YOUR PRODUCTIVITY

PRINT SMART, PRINT WITH CONFIDENCE.

New Products

Productivity Solutions

Dye-Sublimation

Supplies, Inks & Media

Grand Format

RollsRoller Flatbed Applicator Refurbished & Demo Equipment

BN-20 Desktop Printer/Cutter

Entry Level or 2nd Machine

55” Cold Laminators / MountersSave Time, Increase Quality!

Dye Sub, or SolventProduce Fabric Banners, Backdrops, Displays, Table Covers and more. Dye Sub, or SolventSolvent

Dramatically Improve Productivity!Produce 25+ sheets/hr

See it on

FSC Substrate Cutter

55” & 65” Flatbed MounterAvailable lengths: 8ft, 10ft, 12ft

Alta 99 Print unattended or over-night and increase productivity.

LEF-12 Benchtop UV Flatbed Printer

Kala Calender DS6760” Heat Press

All Graphic Supplieso�ers a wide range ofconsumables, includinginks, media, cut vinyls,laminates, software,heat transfer & more.

Mimaki JV33-160 or RolandVS-540/640 Sublimation Printers

Mimaki JV5-320128” Grand Format Printer

Roland AJ-1000102” Grand Format Printer

Mimaki JV33/JV34-260104” Grand Format Printer

LEJ-640 UV LED Hybrid Flatbed Printer

VS-300/420/540/640 Printer/Cutter

JV33-130/160 Printer

CJV30-130/160 Printer/Cutter UJF-3042 Benchtop UV Flatbed Printer

JV33-260 / JV34-260 Printer

Laminators Trimmers Take-up Units

+Lease for $799/mo.

Includes bulk ink system.

Save Money without Sacri�cing Quality

All Graphic Supplies also carries a wide range Refurbished equipment.

All Refurbished equipment includes a comprehensive warranty. Our refurbished equipment inventory is updated often, so be sure to check our used equipment page at: http://www.allgraphicsupplies.com

www.allgraphicsupplies.com

Stay up-to-date with us on

All Graphic Supplies“Your Partner in the Evolution of Digital Imaging”

Ontario: (905) 795-2610 Quebec: (514) 608-6447 Alberta: (403) 723-0223 British Columbia: (604) 464-0267 Nova Scotia: (902) 832-3243 Newfoundland: (709) 363-1429

New Lower

Prices

PrintsSilver

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INCREASE YOUR PRODUCTIVITY Opinions expressed in this magazine are not necessarily intend-

ed to reflect those of this publisher.

Graphic Arts Magazine accepts no responsibility or liability for

claims made for any product or service reported on or advertised

in this issue. Graphic Arts Magazine also reserves the right to

limit liability for omissions and errors to a printed correction in

the next issue.

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We acknowledge the financial support of the Government of Canada through the Canada Periodical Fund (CPF) for our pub-lishing activites.

GRAPHIC ARTS MAGAZINEwould like to thank our contributing writers:Diana Brown • Tony Curcio • Natalia GilewiczMartin Habekost • Peter Muir • Myrna PenneyKelley Robertson • Kristen Read • Anita Windisman

2012 EDITORIAL BOARDErnie BardoczDanny Ionescu, HPEvan Cambray, SpicersSteve Klaric, Heidelberg CanadaJana Lucatch, Magnum Fine Commercial PrintingGeorge Mazzaferro, RP Graphics GroupBrian O’Leary, Kwik KopyAngus Pady, Digital SolutionsPaul Tasker, Spicers

GRAPHIC ARTS MAGAZINEis published ten times per year by B.K.L.K Inc.72 Main St.Mount Albert, ON L0G 1M0Phone: 905-473-9111 Fax: 905-830-9345Outside Toronto: 1-877-513-3999e-mail: [email protected]

Submission deadlines are as follows:February 14 for March 2012March 14 for February 2012Publications Mail Agreement No. 40029380Return undeliverable Canadian addresses to:Graphic Arts Magazine, 72 Main St.Mount Albert, ON L0G 1M0email: [email protected]

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When making submissions, please forward to the following email addresses:

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17 Wide-format inkjet: Is it the future

of the print industry? . . . . . . . . . . . . . . . . . . . . . . . . . . . Martin Habekost

xxxx

26 The rise of short run & variable data printing. . . . . . . . . Diana Brown

xxxx

30 Social Media 101 for Print Shop Owners: Part II . . . . Anita Windisman

xxxx

32 Making print undead . . . . . . . . . . . . . . . . . . . . . . . . . . . . Myrna Penney

xxxx

36 How to create a killer sales proposal. . . . . . . . . . . . . . Kelley Robertson

xxxx

40 Novelty printing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Diana Brown

xxxx

46 Helping you help your customers . . . . . . . . . . . . . . . . . . . Peter Muir

Strategy planning (continued)

7 Installations and investments

44 List of advertisers

45 Classifi ed

Publisher: Joe Mulcahy Associate Editors: Natalia Gilewicz Kristen Read Copy Editor: Paul Phillips Senior writer: Tony Curcio Columnist: Diana Brown Production Manager: Genevieve Doucette Account Managers: Maureen O’Sullivan Sandy Lee Tim Mulcahy Classified Manager: Bruce MacLean Creative Director: George Dedopoulos CTP supplied by: Sina Printing Paper: SNZ Trading Inc. Printing: Sina Printing

February 2012

Wide-format inkjet

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There’s been a lot of negativity in the trade media lately. It seems that every time there’s one story about a bankruptcy or even a re-structuring, that particular story overrides all other positive articles. In the consumer media, it seems that every time there’s a feature about a new electronic gadget, that it’s invariably accompanied by articles forecasting the demise of some sector of the print industry.

The fact is that the printing industry in Canada continues to be one of the largest sectors of our economy. Our own fed-eral government has called it one of most important “drivers” of our economy, employing over 274,000 people and adding billions of dollars each year to our economy.

Yes, we’ve had some printing companies closing their doors recently. But what about the hundreds of print entrepreneurs who’ve re-invented themselves, expanded and/or ventured successfully into new markets such as digital, wide-format or variable printing? And what about the countless equipment manufacturers who’ve done everything possible in their power to be genuine partners with their printer clients as they move forward together?

In this issue, I’m happy to see so many positive stories from our industry that overshadow some of the bad news – Sina’s expan-sion in Markham, Konica Minolta receiving two awards, Kitchener’s Peter Cober named Printer of the Year while his company thrives, U.S.-based 4over’s initial success in Missis-sauga, Xerox helping its customers and the environment with a new recycling program, the PIA celebrating 125 years, the DIA

celebrating its 25th anniversary, and several recent installa-tions of new equipment at growing print shops across the country.

Even in the United States, Semper International (the leading placement fi rm for skilled help in the U.S. printing and graphic arts industry) insists that the printing industry is on the road to recovery. Its surveys indicate that: “the number of companies planning to hire is fi nally increasing. Companies are doing more with less…”

With drupa on the horizon, I’m going to end with the words of new drupa President Bernhard Schreier: “What is emerging is a pattern that may surprise some people. This is, that despite ebooks, tablet PCs, Facebook & Co., the volume of printed material is increasing continually worldwide. Today, more is being printed than ever before… the ongoing combination of printed and electronic media… this is where the future lies.”

I fi rmly believe that the shops and hard-working people in this vibrant industry are not going anywhere – and rest assured, neither are we!

As always, stay positive and keep focussed.

Joe Mulcahy

Joe Mulcahy

Publisher, Graphic Arts Magazine

[email protected]

The future of the wide format print-ing market looks very bright. With the worldwide retail value of UV print output forecasted to grow at the rate of 13% to almost 10 billion dollars by 2014, can your business afford to miss out? Now is the time to take advantage of these valuable profit streams by providing your clients wide format solutions in-house. No more costly outsourcing and a lot more control over quality and delivery. Your customers will value the convenience and the efficiency of dealing with one reliable source for

all their needs. And when it’s time to shop for the right printers for the job, so will you. Count on FUJIFILM to be your reliable, one-stop, wide format print partner. We offer a wide range of solvent roll-to-roll and hi res mid-range UV printers, plus the world’s fastest and most productive UV flatbed presses. With a migration path specifically designed to help you meet all future business growth, you can always scale up your equipment when you actually need it. At FUJIFILM we support every one of our products with Canada’s largest

technical service team and training specialists – giving you intelligentcolour management and applications support every step of the way. This comprehensive support pack-age will be combined with a variety of innovative, business partnering programs. All tailored to help you service your customers much more efficiently and ultimately improve your very own profitability.Are you ready to bring it home?

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The future of the wide format print-ing market looks very bright. With the worldwide retail value of UV print output forecasted to grow at the rate of 13% to almost 10 billion dollars by 2014, can your business afford to miss out? Now is the time to take advantage of these valuable profit streams by providing your clients wide format solutions in-house. No more costly outsourcing and a lot more control over quality and delivery. Your customers will value the convenience and the efficiency of dealing with one reliable source for

all their needs. And when it’s time to shop for the right printers for the job, so will you. Count on FUJIFILM to be your reliable, one-stop, wide format print partner. We offer a wide range of solvent roll-to-roll and hi res mid-range UV printers, plus the world’s fastest and most productive UV flatbed presses. With a migration path specifically designed to help you meet all future business growth, you can always scale up your equipment when you actually need it. At FUJIFILM we support every one of our products with Canada’s largest

technical service team and training specialists – giving you intelligentcolour management and applications support every step of the way. This comprehensive support pack-age will be combined with a variety of innovative, business partnering programs. All tailored to help you service your customers much more efficiently and ultimately improve your very own profitability.Are you ready to bring it home?

IT’S A BIG, WIDE WORLD OUT THERE

WE CAN HELP YOU BRING IT IN-HOUSE.

fujifilm.ca/display

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JOB NAME: FUJIFILM “WIDE FORMAT SOLUTIONS” full page ad for GRAPHIC ARTS MAGAZINE

START DATE: Friday August 5, 2011FINAL DATE: Thursday August 11, 2011FLAT SIZE: 8.5”w X 11”hBLEED SIZE: 8.75”w X 11.25”h

DESIGNER: FRANK GUIDOCOPY WRITER: FRANK GUIDO

THIS ARTWORK HAS BEEN CREATED AT 100% of FINAL SIZE

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Pushing the envelope for you! Pushing the envelope for you!


Like a dandelionWe are less than four months away from Drupa and the atmosphere in the graphic arts industry seems to be quite mixed. There has been considerable bad news recently with companies downsizing, restructuring, or shutting their doors completely. At the same time, others are investing in new technology and generally everyone seems to be excited about Drupa! If you broadly observe the landscape you may notice that the companies who are currently succeeding are mid-sized, or they are large companies working in smaller teams. If we think of organizations as teams, this inherently makes sense; there is a sweet spot for the number of players you want and need. The hope is that the restructuring cur-rently taking place will return the playing fi eld to an optimal number of resources needed to “win the game”.

Some of the issues facing our industry seem to be the busi-ness model used. The typical graphic arts company operates hierarchically, with a top-down structure. It is very diffi cult to innovate within the confi nes of this model because the people making decisions about resources can be a bottle-neck. I recently visited a successful large company who takes a diff erent approach. They implement the hub-and-spoke business model. A derivative of the IT world, this is where the central (hub) maintains strategic control and oper-ations are pushed to business units (spokes). Resource allocation is important here; the hub must make funds avail-

able to spokes so that innovation can occur locally. An even more interesting model is the Dandelion (or multiple hub-and-spoke), where each spoke also has an additional center of it’s own. This is a common model to very large multination-als (like HP for example) who have the resources to operate the spokes almost autonomously from one another. There are of course drawbacks to this approach, such as doubling up of resources. Nevertheless, it seems that one key learn-ing opportunity we have in print is taking ideas to market much faster, and these types of models do this well. Remem-bering however that no matter how you structure your team, the players still have to be good at what they do.

In this issue we talk about wide-format inkjet technology. This is a great innova-tion in our industry; the question is, if you invest, what type of business model will you use to exploit the opportunities?

Natalia Gilewicz

Natalia Gilewicz is a full-time Assistant Professor in the

School of Graphic Communications Management at

Ryerson University. Her teaching concentration is in

areas of prepress, typography, and layout. In her

research, she studies e-print and its applications.

Contact her at [email protected]

February 2012 | Graphic Arts Magazine 7 Your perfect connection to the printing and graphic arts industry

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BL LITHO BL Litho, a Montreal-area commercial and digital print-er, has recently invested in a Fujifi lm XMF workfl ow. The latest Adobe PDF Print Engine is incorporated into the XMF, providing multiple viewing options including 3D simulation, with enhanced handling and approval process. BL Litho chose the XMF workfl ow from Fujifi lm for some of its unique productivity boosting features. The company’s prepress department is reportedly very pleased with the new investment.

Renee Therrien, sales manager; Ghislain Vanasse, technical advisor; and Sophie Dumberry, prepress manager

Installations & Investments

IMPRIMERIE PUBLIDIFFUSION Imprimerie Publidiff usion has recently installed a High-water Cobra II CTP device at its Windsor, QC-based facility. Purchased through Nustream Graphic, the solu-tion also included a Maya plate processor and Harlequin RIP. The Cobra II processes 30 plates per hour at up to 2540dpi resolution. For more than 40 years, Imprimerie Publidiff usion has printed the weekly newspaper l’Étincelle for the Windsor, QC region.

Alexis Aubre, sales representative at Nustream Graphic; Claude Frénette, owner of Imprimerie Publidiff usion; and Julien Kervedez, integrator at Nustream Graphic.

UNIVERSITY OF REGINA Saskatchewan’s University of Regina Printing shop pro-vides on-site service to faculty, students and outside business clients. The shop prints brochures, postcards and marketing materials. Recently, a Kodak NexPress SE2500 was installed at the university, expanding its range of services. “With the Kodak NexPress, we can now handle our own larger print jobs, which will improve our productivity because of the increased fl ex-ibility of our operations,” said Judy Peace, manager of the University Printing Services shop.

The University of Regina Printing Services shop recently installed its fi rst Kodak NexPress SE2500 Press. Pictured from left to right: Rita Matt, Mark Sexton, Dianne Olmstead and Judy Peace.

CASCADES BOXBOARD Cascades Boxboard is Western Canada’s leading fold-ing paperboard box manufacturer, serving the region for the past 26 years. The company, based in Winnipeg, has recently purchased a new Polar 115X cutter and a Polar LW1200-6 stack lift through Heidelberg Canada.


Installations & Investments

GROUPE GUÉRIN Groupe Guérin in Montreal, Quebec has recently installed an Agfa Avalon N8-22S computer to plate sys-tem with an :Apogee Manage workfl ow using :Apogee Impose. They are also running chem-free Azura TS plates through their Avalon, enabling them to achieve Greenworks certifi cation.

FASTAR PRINTING Fastar Printing, a Toronto-based print shop, has recent-ly installed a glue binding machine from Hans Gronhi Canada. “This new perfect binding machine increases my capacity to meet customer demands for high quality binding,” says the company’s owner, Anthony. “It helps me to open a new market, so that we become a real one-stop printer.”

Anthony, owner of Fastar Printing, and Mr. Lu, engineering manager for Hans Gronhi Canada, with the new perfect binding machine

Standing with the cutter are Richard Adolphe (operator) and Bruce Dubeck (cell supervisor)

José Macédo, art director at Groupe Guérin, and Stan Trant-er, Agfa account manager, with the new CTP system.

Your perfect connection to the printing and graphic arts industry

Kodak fi les for bankruptcy protectionAfter reports circulated for weeks about the dire fi nancial situation at Kodak, the company announced in mid-January that it has sought out bankruptcy protection. In Chapter 11 documents fi led at the US Bank-ruptcy Court in Manhattan, Kodak listed assets of $5.1 billion and debt of $6.8 billion.

“The board of directors and the entire senior management team unanimously believe that this is a necessary step and the right thing to do for the future of Kodak,” says

Kodak chairman and CEO Antonio M. Perez.

In recent months the seriousness of Kodak’s fi nancial situation has become apparent, with the company scrambling to sell off its digital patents to raise some last-minute capital. However these eff orts were not enough, it seems, to keep one of Amer-ica’s best-known companies afl oat.

The 130-year-old photographic fi lm pioneer has managed to secure a $950 million, 18-month credit facility from Citigroup. The loan may give Kodak the time it needs to fi nd remaining buyers for some of its 1,100 patents, and to restructure its organization while continuing to pay its 17,000 workers.

The Globe and Mail said: “Kodak once dominated its industry […] but it failed to embrace more modern technologies quickly enough, such as the digital camera – ironically, a product it even invented.”

In the last 15 years, Kodak’s market value has plummeted from $31 billion down to $150 million. Since 2003 Kodak has closed 13 manufacturing plants and 130 processing laboratories, and cut its workforce by 47,000.

“In recent years, Chief Executive Perez has steered Kodak’s focus more toward consumer and commercial printers,” noted an article in the Vancouver Sun. “But that failed to restore annu-al profi tability, something Kodak has not seen since 2007, or arrest a cash drain that has made it diffi cult for Kodak to meet its substantial pension and other benefi ts obligations to its work-ers and retirees.”

Prior to the news of bankruptcy proceedings, Kodak announced it would restructure the company internally in the hope that this would “increase productivity, reduce cost, and accelerate its digital transformation.”

The company says the new structure is designed to advance its transformation into a digital company that delivers sustainable profi tability and creates value for its stakeholders. The changes are eff ective from January 1, 2012.

Under the new structure, Kodak has reduced its number of business segments from three to two: the Commercial Segment and the Consumer Segment. These will replace the current Graphic Communications Group (GCG), which provides digital printing equipment, consumables and software to the publish-

ing and commercial printing industries; the Consumer Digital Imaging Group (CDG), which helps consumers capture and print images; and the Film, Photofi nishing and Entertainment Group (FPEG), which represents the company’s traditional fi lm and photographic paper products.

The Commercial and Consumer Segments will both report into a newly created Chief Operating Offi ce. This will be led by Phil-ip Faraci, who will continue to serve as Kodak’s President and COO, as well as Laura Quatela, who was recently named President and COO of Kodak — alongside Faraci. The Commer-cial Segment and the company’s sales and regional operations will be Faraci’s focus, while Quatela will focus on the Consumer Segment and certain corporate functions. Both individuals will report to Mr. Perez.

“As we complete Kodak’s transformation into a digital company, our future markets will be very diff erent from our past, and we need to organize ourselves in keeping with that evolution,” Perez said. “This new structure simplifi es the organization, focuses it more precisely on our consumer and commercial customers, and puts the right people in place to capitalize fully on the tremendous technological capabilities of Kodak.”

The Commercial Segment will include all of GCG (Graphic Com-munications Group) plus two product lines currently in FPEG — Entertainment Imaging and Commercial Film. The Consumer Segment will include all of GDG plus three FPEG product lines — Paper & Output Systems, Event Imaging Solutions, the Con-sumer Film and the Intellectual Property business.

Continued Perez, “These business structure changes also allow us to allocate resources more productively, continue to signifi cantly reduce administrative costs, and improve effi -ciency. We are confi dent that these changes will support our eff orts to make the most of our opportunities.”

PIA celebrates 125 yearsPrinting Industries of America, which formed in 1887, has recently announced that 2012 marks its 125th anniversary as an association. To celebrate the milestone, the organization is launching a new logo and webpage.

“It’s important to look at our history to not only see what we’ve accomplished, but to learn from our past,” said Michael Makin, CEO of PIA. “This association has grown and evolved over the years to nurture printers as they’ve embraced change in the industry, and we’re excited to look back and explore our rich hist-ory. That’s certainly a lot of information to glean from the past 125 years.”

The PIA as we know it today got its start in Chicago in 1887. A three-day convention was held in Apollo Hall to help assuage the industry’s competition and labour problems, and the event drew printers from all over. Then known as United Typothetae of America, the association defi ned a mission that it still carries to this day: “exchanging information and assisting each other where necessary.”

The PIA’s new webpage will highlight not only the history of the organization but also the future of print and Printing Industries. Video and audio pieces featuring industry experts will be


News and comments

Kristen Read


developed to capture their view of print’s past and its future. Check it out here: printing.org/125years

Celebrations will take place throughout the year, including one at PIA’s booth at Graph Expo 2012.

HP acquires Hifl exHewlett-Packard has announced the acquisi-tion of Hifl ex, a well-known software solutions provider. Founded in 1991, Hifl ex specializes in web-to-print and MIS solutions for printing com-panies. The company will continue to service its current customers following the acquisition.

“HP wants to break the tradition barriers of how and where business customers print, making it easy for them to produce custom or personal-ized materials anywhere, anytime,” said Vyomesh Joshi, EVP of HP’s Imaging and Print-ing Group. “Hifl ex’s technology provides a

powerful platform to deliver on this goal as part of our overall cloud printing strategy.”

The announcement on HP’s website notes:

Technologies from Hifl ex will enable continued innovation across HP’s imaging and printing off erings and will extend the company’s portfolio of cloud-based technologies and solutions. HP also remains committed to supporting a broad range of partner solu-tions, giving customers maximum choice and fl exibility.

PaperlinX to operate exclusively in Canada as Spicers

PaperlinX has announced that all operations in Canada will trade under the Spicers name. Previous-ly, PaperlinX had operated in Canada under multiple brands including Spicers, Coast Paper, Roll-O-Vert and UpLinX Pre Media Solutions.

With this decision, the three oper-ating companies in Toronto (Spicers, Coast Paper and Roll-O-

Vert) will be consolidated into a single business unit within their current distribution centre in Vaughan, Ontario.

“We look forward to fully executing this positive transition for our businesses. Meeting our strategic priorities within Canada relies on a value proposition that must prove relevant to the industry as well as building a simple structure that makes us easier to do business with,” said Cory Turner, president of PaperlinX Canada. “While we have made signifi cant progress in this regard, we would not fully meet this commitment to the market without the creation of a uni-fi ed structure dedicated to one single message.”

PaperlinX Canada is a distributor of paper, graphic arts, sign and display and industrial packaging equipment and consumables, as well as pre-media solutions.

An announcement from the company states that the intention is to complete this transition within the fi rst quarter of 2012.

Management changes at Standard FinishingStandard Finishing Systems, a well-known supplier of print fi nishing equipment, has recently announced four key management chan-ges at the company. Standard says the realignment of its management team will “better align the company for continued growth.”

Mark Hunt has been named as the new Director of Strategic Allian-

ces. He will work with the sales team to strengthen and expand relationships with partners, suppliers, channels and key customers. He will also manage key product development and go-to-market projects. Hunt has served in various marketing positions since joining Standard in 1991.

Don Dubuque, who has been with Standard since 1998, is taking on full responsibility for the marketing team as Senior Marketing Manager. He will oversee all marketing related activities including outbound communications, lead generation and events.

Paul Steinke will transition into the role of National Account Man-ager, providing individualized sales attention to key accounts. Steinke’s addition to the national account team, alongside existing National Account Manager Bruce Beiderman, will allow the com-pany to eff ectively serve more accounts.

Dan Desmond has been promoted to Business Manager, VIVA Inspection and KAS Mailing Systems. Since joining Standard in 1991, he has held diverse management positions in service, sales and marketing.

In addition to the management changes at the company, Standard has also hired Jack Mathews as Business Manager, Offi ce Produc-tion Systems. He will facilitate the sale of the Standard reprographic and entry-level fi nishing systems portfolio through dealer chan-nels. He served most recently as a sales manager for Baumfolder, and has over 20 years of graphic arts industry experience.

“These changes come at the right time with the right people, as our company evolves along with the print industry,” said David Reny, Executive VP. “Mark, Don, Paul and Dan have each played a strong professional role shaping Standard’s business, and Jack is a wel-come addition. We look forward to this team making high-impact contributions as they assume new responsibilities.”

News from manroland in Germany: company to split, many jobs lost“Our shared goal was to place the company in the hands of investors who are interested in its long-term, independent continuation,” said insolvency administrator Werner Schneider after the creditors’ committee meeting in Augsburg, Germany. Negotia-tions have been under heavy time pressure in order to have a solution in place before preliminary insolvency proceedings end on January 31.

manroland is the biggest manufacturer of newspaper printing machines, however, orders fell by 50 percent between 2006 and 2010. In December, the company fi led for insolvency.

At the creditors’ committee meeting, an amicable solution was reached. Here are some details:

Augsburg Facility (webfed printing systems):

manroland is selling its Augsburg web press facility to L. Possehl & Co., a family-owned manufacturing conglomerate based in north-ern Germany. Bloomberg News reports that Platinum Equity, a Los Angeles-based buyout fi rm, had submitted a bid for all of man-roland’s units. However, Possehl was faster and had already held negotiations with worker representatives. Approximately 1,500 of 2,200 workers will be able to keep their jobs at the Augsburg location.

Off enbach Facility (sheetfed printing systems):

The off set facility at Off enbach will be restructured in the course of




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a management buyout in cooperation with an unnamed investor. Shanghai Electric Group Co., which – according to Bloomberg News – was also reportedly interested in buying all of manroland, may now still be interested in bidding for the Off enbach plant. Out of 1,760 employees, only about 750 will keep their jobs.

Plauen Facility (manufacturing & assembly):

The factory in Plauen will be outsourced as a new company, initially to be taken over by manroland management and Schneider. Sev-eral companies have said they are interested in the site, according to Schneider. The assembly operations in Plauen will be supported by supply contracts from Augsburg, and Possehl may still be inter-ested in taking over this site as well. 290 positions from its 680-strong workforce will remain at the company.

All parties to the creditors’ committee meeting agreed to remain silent on the purchase price for the company.

CPIA elects new Chairman & BoardIn early December, the Canadian Printing Industries Association (CPIA) announced a new Chairman of the Board: Sandy Stephens. He was elected at the Association’s Annual Meeting which took place on November 30, 2011.

The CPIA, which began in 1939, is the national voice of Canada’s $9 billion printing sector. It serves as the collective body to repre-sent the interests of its member fi rms for policy formation, regulation and legislation. Mr. Stephens has served on the CPIA Board of Directors since 2003, most recently as Government Aff airs Chairman. He will continue to hold this position on the new Board.

Stephens is a graduate of Ryerson’s GCM program and began working in the industry in 1986. He joined Informco in 1988 and became partner in the business in 1999.

The announcement from the CPIA says:

“Mr. Stephens is a strong supporter of a national association representing our industry at the feder-al level and believes that the power of the entire industry working in concert with eff ective regional representation is necessary for the success of our industry associations. Having served on the Board of the Business Documents and Systems Association, for-merly the Canadian Business Forms Association, from 2000-2008 he understands the distinct diff erences that exist within the printing sector.”

Also elected as members of the Board of Directors are:

Secretary-Treasurer - Jamie Barbieri, PDI Inc., Kirkland QC

Director at Large - Kevin Deveau, Ariva, Dartmouth NS

Kevin Henderson of Unicom Graphics will represent the PGIA in Calgary. Daryl Breckner of Globe Printers will represent the SGAIA in Saskatchewan. Jeff Ekstein of Willow Printing Group will repre-sent the PIA. Don Robinson of Heidelberg will serve as supplier representative.

Three directors are departing their positions at the CPIA:

- Curwin Friesen, president and CEO of Friesens in Altona, MB (served since 2002)

- Louise Kralka, VP of Sales & Marketing at PDI Inc. in Kirkland QC (served since 2007)

- Daryl Schaff er, who represented the SGAIA in Saskatchewan (served several terms)


Sina Printing expands, installs new Heidelberg 10-colour Less than two decades ago, Markham Ontario’s Sina Printing had a basic two-colour press with a small storefront. Today the com-pany boasts 7 high-end presses, full bindery and more than 65 dedicated staff. At press time, Sina was busy expanding into a new 55,000-sq.-ft. facility on Steelcase Road East in Markham and was also adding a new Heidelberg CX 6-Colour Press (plus aqueous coater) to its impressive equipment repertoire. “We’re continuing our expansion to better serve our existing customers, to offer more to potential clients and to take our service and qual-ity to an entirely new level,” says Sina’s Mike Meshkati. “I expect we’ll be settled in by the end of February.”

Konica Minolta receives two awards from BLIMississauga-based Konica Minolta Business Solutions (Canada), Ltd. has been named by BLI (Buyers Laboratory Inc., a leading independent testing authority) as a 2012 Line of the Year Award winner for the company’s bizhub MFP (Multi-functional Printer) line. Konica Minolta also won BLI’s 2012 Document Imaging Solu-tions Line of the Year Award based on the company’s exceptional solutions’ portfolio. “Expanding the bizhub product line and fur-ther building on our complementary solutions technology is one

of the most important initiatives at Konica Minolta as we continue to address the growing needs of our customer base,” said Boris Kluck, Senior Director, Marketing & Sales Operations. “The Line of the Year Awards from BLI are further proof of our ongoing suc-cess in these key areas, particularly the first-ever Solutions Line of the Year Award,” he added.

Peter Cober named Printer of the Year Congratulations to Peter Cober, President of Cober Evolving Solutions of Kitchener, Ontario for being named 2011 Printer of the Year by Graphic Monthly Canada. The award is given annu-ally to a Canadian printer who has either changed the industry dramatically or contributed to the betterment of the industry as a whole. In June of 2000, his com-pany moved to a 43,000-sq.-ft. facility and more recently relocated to an 80,000-sq.-ft. site. “Extensive rebranding from Cober Printing after 95 years, to Cober Evolving Solutions, reflected our ever-changing client offerings to forge long-term relationships,” says Cober. “Finding different, more efficient ways for companies to communi-cate has been a big part of our continued growth and success.” The company was founded in 1916 by Vernon L. Cober who printed flyers in his home for his own grocery store.

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Cyndie Crysler retires Cyndie Crysler, who spent 25 years with Muller Martini Canada, has retired. She has been in the industry since the 1970’s. “I worked for Heidelberg, Canadian Fine Colour, Compugraphic, Muller Mar-tini and Linotype, to name a few,” she said. “In l994, I went to work for Muller Martini selling finishing equipment. My first territory was in the East, the Atlantic provinces and Newfoundland. I then took on Ottawa and finally ended my career looking

after B.C. and Alberta. I was fortunate to have worked in an industry filled with wonderful people doing a job I loved. I love the graphic arts industry and always will,” she added.

4over off to a flying start in Canada 4over Inc., North America’s largest trade printer, had an excel-lent Canadian debut in Mississauga, Ontario. Production began ahead of its scheduled Dec. 5, 2011 opening with its first 100% Canadian order printed and shipped three days earlier on Dec. 2. “I took photos following the entire process,” said Tom Hogan, Mississauga Plant Manager. “It was special – like documenting a newborn. Our crew was a little nervous but really pumped. Above all, we were extremely cautious of all the production details. You could see the pride oozing out of everyone.” In addition to printing, management is full steam ahead with hir-ing, training and other development activities. “After only a week of production, we saw huge growth in Canadian account sign-ups,” said Zarik Megerdician, CEO. “We’re humbled by this kind of support and are working double time to accommo-date deadlines.” 4over’s trade website, trade.4over.com, is also up and running with a huge line of products, Canada-specific shopping cart in CAD, shipping calculator, quick turnarounds and more. The company is offering free delivery service in the nearby GTA area.

New Ryerson scholarship honours George Hurley

C.J. Graphics of Toronto has established a scholarship fund for students at Ryerson Uni-versity (in Graphic Communications Management) in memory of the late George Rodway Hurley, the company’s former V.P. “George was the most unselfish and kindest person one could ever know,” said C.J. Graph-ics’ President Jay Mandarino. “He became my business partner and brought with him a great team that worked with him for almost 20 years. George was instrumental in starting our Digital

Division. He was the perfect business partner as well as the ideal friend. At our annual Employee Staff Awards, we also established an Ambassador Award that will now be named in his honour,” he said.

DIA celebrates 25 years, names new PresidentThis year marks the 25th Anniversary of the Digital Imaging Association (DIA). Founded in 1987 as the Ontario PrePress Association (OPPA), its mission has always been to edu-cate its members on the newest technologies and best business practices in the fast-paced world of digital imaging. The new President of the DIA’s Board of Directors will be Jason Hamilton of PaperlinX Canada. The DIA’s next special event will be a panel discussion exploring how paper mills are responding to current market conditions and will examine the benefits and drawbacks of mills selling directly to major consumers. Event date is Wed., Feb. 15, 7 pm to 8:30 pm at Spicers (200 Galcat Dr. in Vaughan, Ontario) with refreshments served from 6 to 7 pm. To attend e-mail: [email protected] or call (416) 482-2223.

Xerox launches new mobile scanner and Canadian recycling programXerox Corp. recently announced the industry’s first battery-powered mobile scanner that uses Wi-Fi to wirelessly transmit JPG images and multi-page PDF files from the scan-ner to computers, mobile phones, tablets and the cloud. The device is also small at 2”x2.75”x11.5.” More information: www.xerox.com. Also, Xerox Canada has announced a new waste prevention program. Its customers no longer need to deliver recyclables to Canada Post locations, but can visit the Green World Alliance website to arrange for convenient pick-up of waste materials by Purolator at no extra cost. The new recycling program is an extension of Xerox’s Green World Alliance (GWA) Program. More information: www.xerox.ca.

Brett Kisiloski named Sales Manager at PDS - Pressdown Services Inc. Now responsible for all Canadian sales, Kisiloski comes from a strong sales background and will add fresh ideas to the printing and digital indus-try. The vision of PDS, says the company, is to bring the most innova-tive and varied line of digital equipment available to its customers, while always keeping the best in qual-ity as a pre-requisite. Brett is looking forward to personally meeting as many customers as possible.

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(L-R) Marika, Rick and Mary Ann Sato with Chloe Vera.

Tony Curcio

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Team 4over at the 2011 Graphics Canada Show. (L to R): Armond Sarkisian, Varaz Gharakhanian, Aurailia Arnold, Tom Hogan, Jose Valencia, Rafi Majnonian, Jed Weber, Martin Bambanian, Yiannis Lykogiannis


Tech and design news

Apple is reinventing the textbookApple today announced iBooks 2 for iPad, featuring iBooks textbooks. This offers iPad users fullscreen text-books with interactive animations, diagrams, photos, and videos. Edu-cational book publishers McGraw-Hill and Pearson are on board with the product, offering their titles on the iBookstore.

“iBooks textbooks can be kept up to date, don’t weigh down a backpack and never have to be returned” states the news release from Apple.

The new iBooks 2 app is available starting today as a free down-load from the App Store. Most textbooks on the iBookstore are priced at $14.99 or less.

From Apple: The iBooks 2 app will let students learn about the solar system or the physics of a skyscraper with amazing new interactive textbooks that come to life with just a tap or swipe of the finger. With its fast, fluid navigation, easy highlighting and note-taking, searching and definitions, plus lesson reviews and study cards, the new iBooks 2 app lets students study and learn in more efficient and effective ways than ever before.

Also announced today iBooks Author, which lets anyone with a Mac create iBooks textbooks, cookbooks, history books, and pic-ture books. Users can publish them to Apple’s iBookstore. Authors and publishers of any size can start creating with Apple-designed templates that feature a wide variety of page layouts. iBooks Author lets users also add their own text and images by dragging and dropping. Movies, interactive photo galleries, Key-note presentations and 3D objects can also be added.

“Education is deep in Apple’s DNA and iPad may be our most exciting education product yet,” says Philip Schiller, Apple’s sen-ior VP of Worldwide Marketing. “With 1.5 million iPads already in use in education institutions, including over 1,000 one-to-one deployments, iPad is rapidly being adopted by schools across the US and around the world. Now with iBooks 2 for iPad, students have a more dynamic, engaging and truly interactive way to read and learn, using the device they already love.”

Jobs lost at Ottawa printer due to Canada’s new high-tech banknotesBack in June, Canadians heard the news about new high-tech polymer bills making their way into wallets this year. But unfortu-nately for one Ottawa banknote printer, the bills are so durable and long lasting that there is much less demand for reprinting, resulting in dramatic layoffs at the company.

BA International, a 145-year-old Ottawa printing company, announced in late 2011 that it plans to lay off most of its employ-ees by the end of this year. The company produces currency, including bank notes, and currently employes 190 people.

Its Munich-based parent company, Gieseke & Devrient, released a statement explaining the plans for restructuring: “As a result of changing conditions in the local Canadian bank note market, BA International will cease printing bank notes for the Canadian and international market at the end of 2012. [...] The introduction of

polymer bank notes in Canada significant-ly changes the local bank note market. Given that these notes are expected to last longer, the requirement to reprint bank notes is expected to drop from 2013 onwards.”

The CBC reports in a recent article that both the Bank of Can-ada and BA International have confirmed that they are working together to save 30 to 40 jobs at the company in Ottawa. The plan would include BA International performing additional services for the Bank of Canada.

Heidelberg to unveil 18,000-sph press at drupa showdrupa is still a couple of months off yet, but some exciting news has popped up about what Heidelberg will be showing off at the 14-day event. The company will unveil its Speedmaster XL 105 press - which will feature speeds of 18,000 sheets per hour in perfecting mode.

Heidelberg says the press is aimed at printers who want to achieve lean production. “One Pass Productivity - once through the press is all it takes - coupled with maximum automation and optimum ease of use leads to cost-effective production and boosts competitiveness,” reads a news release from the company.

This faster press is boasting a productivity boost by up to 20 per-cent compared to the 15,000 sph Speedmaster XL 105-P. The company says the new model gives customers the opportunity to either ramp up production capacity without increasing personnel costs, or to streamline their existing machine park while retaining the same capacity levels for lower costs.

“The new Speedmaster XL 105 with a speed of 18,000 sheets per hour in perfecting mode is our response to market calls for lean production,” says Stephan Plenz, Member of the Management Board responsible for Heidelberg equipment. “We offer our cus-tomers precisely coordinated processes and products that deliver maximum productivity and can be integrated seamlessly into their workflow. Numerous discussions enabled us to identify aspects that give customers in this segment a further competitive edge and thus to develop an optimum solution.”

The press will be exhibited in the section of the drupa stand devoted to advertising printing under the banner of “HEI Produc-tivity.” Delivery of the first presses from series production is scheduled for July 2012.

Kristen Read

Wide-format inkjetIs it the future of the print industry?


Introduction and short technological overviewWide-format inkjet printing has been available for some time, but it seems that recently this print technology is making more and more in-roads into print shops. This might be due to the fact that the technology has improved in the last few years and has become more stable and more affordable. Before I talk about wide-format inkjet printing, a brief intro-duction into the different print technologies used on a wide-format printer is in order. There are two different types of inkjet technologies available that can be used inside a wide-format inkjet printer.

One of them is the thermal inkjet technology (TIJ), which is based on a micro heating element in the print head. When heat is applied to the ink, a bubble forms and forces the ink out of the nozzle. Sometimes thermal inkjet is also called bubble jet. Due to the nature of this inkjet technology the ink is most likely water-based and the ink has to be able to with-stand the stress of the short super-heating that occurs in the print head. The ink can get heated for a very short period of time up to 300ºC. This means that the materials used in the ink need to be able to withstand this kind of thermal stress.

The other technology is the piezo-crystal based technology. In this type of inkjet an electric pulse is applied to the piezo-crystal and it changes its shape. This creates a pressure inside the print head which forces the ink out of the nozzle. There are many different types of piezo-crystal based inkjet

print heads available. The type of designs used for these inkjet heads are: push/piston, bend, squeeze, shear and shared-wall shear. The name of the design implies what the piezo crystal will do in order to force the ink out of the noz-zle. Since there is no heat involved in this type of technology piezo-based printheads can be used with a wide variety of ink types. This includes water-based, solvent-based and UV curable inks and also includes special inks like opaque white and metallic inks. Today this is the more widely used tech-nology, since a wide variety of inks can be printed.

Another inkjet technology that can be used is the so-called continuos inkjet (CIJ). With this technology a constant stream of inkjet droplets is produced from the print head. An elec-trical charge can be applied to the ink. When the charged ink passes through an electrostatic field the charge of the field determines if the inkjet droplet fall into the gutter or onto the substrate. This type of technology is not used on wide-for-mat inkjet printers, since it can use up quite a large amount of ink.

One of the latest developments uses so-called MEMS-tech-nology. MEMS stands for microelectromechanical system and is used in printheads that are needed to achieve higher print resolution. These type of printheads are used more and more in single-pass printers, where an array of printheads is used across the width of the printer and applies the ink onto the substrate once. There is no back-and-forth traversing of the printhead assembly and so-called interweaving is used to achieve a high-quality print.

Martin Habekost

Inkjet inks for wide-format printingFor wide-format and super-wide format inkjet printers it is important to know what type of ink system is being used with the printer. One might wonder why this is important. It is important since no ink can be used for all types of applica-tions and substrates. There are solvent-based inks that can be used on a variety of substrates, but these inks require a good ventilation system in the print shop to remove the emitted VOC’s. In order to move away from harmful solvents the so-called eco-solvent inks were developed. These inks are quite often glycol-based, which is derived from mineral oil. The eco-part of these inks stem from the fact there is less need for forced venti-lation to remove harmful airborne substances. The substrate needs to be warmed up to become receptive for these inks and the solvent needs to be removed as well to achieve proper drying.

Water-based inks are another possibility for inkjet inks. Since it is necessary to remove the water from them after printing, either the media gets heated and/or forced air is applied to the media to remove the water, so the ink will be dry. Prints made with solvent- or water-based inks quite often require a lamination so the prints can be handled rather quickly and also extend the fade-resistance of these prints in an outdoor application. One might say, “well then, use UV-curable inks. The inks are almost instantly dry and the prints can be handled rather quickly. Quite often the prints are dur-able enough for an outdoor application where resistance to sunlight and weather is required.”

This answer is only partially correct. UV inkjet ink does adhere to many diff erent substrates but not all of them. Cer-tain substrates still need a corona-type pre-treatment or coating to make it receptive to this type of ink. The media also needs some kind of heat application during the print pro-cess to soften up certain type of plastic materials so they become receptive to the ink. With UV-curable inks there is always some curing after the initial print phase. This might lead to possible odour generation if the printed material is rolled up right away after printing.

Usually, UV-curable inkjet inks are cured (aka dried) using a mercury-vapour UV lamp that can be part of the scanning print head assembly or is built stationary into the machine and the media passes under the lamp array. One of the latest technological advancements in this area is the UV-LED tech-nology. This technology use small but powerful LED’s that emit the required UV rays. Their advantage is that the LEDs do not consume as much power as a conventional mercury-vapour lamp. The LEDs also do not get very hot, so they can be closer to the printed substrate. UV-curable inks made for use with mercury-vapour lamps cannot be used with UV-LED equipped printers.

This is due to the nature of the emitted UV spectrum. Mer-cury-vapour lamps emit a broader UV spectrum with some peaks in the 200 nm range of the 200 to 400 nm UV spec-trum. UV-LEDs emit only a very narrow band of UV light, which is more towards to middle of the UV spectrum. The photoinitiators in the UV ink, that are needed to start the cur-ing process have be tuned for this diff erent type of UV spectrum. Since this technology is still being developed and is not as widely used as mercury-vapour UV curing, the photoinitiators used for LED curing are more expensive and therefore make the ink also more expensive. One still has to take into consideration that a mercury-vapour UV curing sys-

tem is drawing a lot more electrical power that a UV-LED system. You need to do the calculation which system will cost you more to operate and how do the cost of the consumables play an overall role.

The latest developments in the inkjet ink fi eld are the latex inks and resin-based inks. Both ink systems use water as the main ingredient but the carrier for the pigments is either latex- or resin-based. Inkjet printers using these types of inks also need heaters built into the printer, so the media becomes receptive for the ink and the ink also dries properly. HP just introduced their new and improved latex inks. According to HP, these inks outperform eco-solvent inks in regard to fade-resistance and other properties. It is also said that a wide variety of substrates can be used with these new latex inks. Since the inks are water-based there is no need for extra ventilation to remove any harmful substances emanating from the printer.

Various reports on the internet suggest that there will be some quite interesting developments happening very shortly and they will be shown at Drupa 2012.

DRUPA 2012, the inkjet DRUPA, again?This leads me to my next segment. Drupa 2008 was touted as the inkjet Drupa. Many companies showed their advance-ments in inkjet technologies, but many products that were shown at the 2008 Drupa never really made it into the marketplace or did not fare very well. The upcoming Drupa will show the advancements that have been made and that inkjet will deliver on promises made in the past. It will be interesting to see what kind of developments have happened in this market segment.

What classifi es a printer to be a wide-format printer? Wide-format printing seems to encompass any inkjet printer that can print on substrate up to 2.5m in width and super-wide printers are those that are capable of printing onto substrates up to 5m in width. The ink and inkjet head tech-nologies diff er from manufacturer to manufacturer and each of the wide-format or super-wide printers cater to certain market segments.

Wide-format printing at Graphics Canada 2011At the Graphics Canada trade show I spoke to a few suppliers and manufacturers of wide-format inkjet printers. It seems


Wid

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Martin Habekost

inks that can be used on a variety of substrates, but these

Many companies showed their advancements in inkjet technologies, but

many products that were shown at the 2008 Drupa never really made it into the marketplace or did

not fare very well

that the ability to also print in white greatly enhances the capabilities of the inkjet printer and what types of jobs can be printed. Back-lit displays are certainly one of the applications for this type of technology, but so are wide-format banners. The only restriction for printing a banner is the width of the machine, since the possible length is only determined by how much material is on the substrate roll.

Almost every manufacturer of wide-format inkjet printers emphasized the ability to print on both fl at as well as rolled up substrates. These are called hybrid machines. All the wide-format inkjet printers that I saw on display used UV-curable inkjet inks. Interestingly enough none of the exhibitors had set up special ventilation for their machines. This is some-thing worth looking into if a print shop decides to install one of these printers. I mention this since some people are (with-out knowing it) sensitive to the typical smell of UV-inks and some people might become sensitized to the chemistry used in UV-inks. This sensitization can range from skin rashes to severe allergic reactions. It is possible that some wide-format inkjet printers have a ventilation system built into the housing and that any air that is being vented passes through an acti-vated charcoal fi lter that will eliminate any odours and harmful substances. Any ventilation requirements need to be checked with the manufacturer of the inkjet printer that you would like to purchase and install in your print shop.

Some of the wide-format inkjet printers used 5 colours (CMYK + White) and others used up to 10 colours (CMYK, lc, lm, lk,

white, +2). Some machine are able to add orange and violet or orange and green to the range of printable colours, so the colour gamut of the inkjet printer gets larger and more spe-cial and corporate colours can be printed.

The drop volume ranges from 8 pl (picolitres) up to 40 pl. This does not mean that the inkjet printer that uses a higher drop volume prints with lesser quality. The drop volume depends on the quality mode that is being used (draft, quality and high quality), but also the size of the print that is being produced and its viewing distance. A very large banner is usually not looked at from a short distance, but from a great distance. If you look at a very large banner up close you can see all the printed dots. Although this might remind some of a Roy Lich-tenstein piece, it is not intended to be viewed like this.

Print speed is also something that one needs to look at. The Agfa :Jeti 3020 Titan printer that was shown at the trade show impressed me with its fast printing speed. Other com-panies also have products that can print fast. When making a decision what kind of wide-format inkjet printer you would like to purchase for your print shop you need to take into con-sideration the capabilities of the printer, the types of inks that can be used with this printer, the speed of the printer, the market you are going after and what are the costs of the con-sumables that are required to keep the printer operational.

There is one wide-format printer from Durst that can have three diff erent rolls of substrate on it. This means that you can

print three diff erent jobs at the same time! Repre-sentatives from Durst also said that a scenario like this means that the three rolls of unprinted sub-strate can be loaded into the printer before the operator leaves for the night and that the job can be printed overnight. When the operator comes in the next morning the jobs are done and can be processed further. If there are any malfunctions overnight, the system can be set up to send you a text message to alert you to what went wrong or

what needs the operator’s attention.

In my opinion a clear indication that wide-format inkjet is a technology that is here to stay if a company like Heidelberg teams up with EFI/Vutek and shows wide-format printers at the trade show. Various types of machine were on display and the capabilities to print on various substrates was shown. The large Heidelberg banner hanging at the booth was print-


www.graphicartsmag.comwww.graphicartsmag.com

what needs the operator’s attention.

...wide-format inkjet printing will be

taking business away from screen-printing

companies. One might ask oneself why would

that be?

Dr. Martin Habekost is an assistant professor at the

School of Graphic Communications Management,

Ryerson University. He teaches off set print technology.

Martin has worked in the ink industry in Germany and

Canada for 10 years and has a degree in chemistry. He

can be reached at [email protected]

ed on a printer that was five meters wide. Some might say that something similar hap-pened in the past with the Nexpress venture, but I think Heidelberg has learned from its mistakes.

Quite a few company repre-sentatives mentioned that wide-format inkjet printing will be taking business away from screen-printing com-panies. One might ask oneself why would that be? Let’s take the example of a four colour back-lit display. For this job not only are sten-cils required for the process colours, but also for the opaque white, that is usually applied on the back of the process colours, so the light from the light source is dif-fused and can not be seen from the viewers standpoint.

The next issue with this job being done using screen-printing technology is accurate registration between the various print stations. Also the size of the printed sheet is determined by the maximum size that can be used on that type of screen-printing equipment. With a wide-format inkjet printer many of these issues disappear. The plastic-type substrate can be either be a sheet or come from a roll and all four colours plus white can be printed at once.

There are even different ways to apply to opaque white, as it was shown at the Heidelberg EFI/Vutek booth. This is not possible with the screen-printing process. Depending on the size of the back-lit display it can be possible to print more than one display at the same time and it is also possible to do variations of the same display depending on the local market and language requirements.

A screen-printing company printing the same job what have to manufacture different stencils for all the various jobs around the same back-lit display, driving up the cost of the final product. With a wide-format inkjet printer these type of jobs can be done in more price-conscious fashion and repeat-able quality can be delivered to the customer. Wide-format inkjet printing allows also to produce low quantity runs at decent costs. The same job done with a screen-printing press would cost more, since the same stencils need to be made for 10 or 100 copies.

Don’t forget that most of the work done on wide-format inkjet printers is done in relation to signage.

Is wide-format inkjet printing the future of the printing industry? This is a question that is like asking if we will be driving flying cars 20 years from now or will they be powered by something other than fossil fuels. The future of the printing industry has become very unpredictable. Many new technologies are being developed in all areas of the industry, many of which we are currently not aware. Technologies like the iPad are very disruptive and who knows what will be developed in this area. Children who are currently growing up with these kind of technologies have a very different approach to them than those who still remember 14.4k or 28.8k connection speeds

to the Internet. Some time ago I read an article in the Globe and Mail about people who are developing children’s books for the iPad. The books are not just recreations of the printed versions, but are being developed to use the interactivity that the iPad can provide. Children that read a book like to think of it as an iPad that does not work. Disruptive technologies will always emerge and pose challenges to the print industry. The challenge is that it is necessary to react to them faster and faster.

What does that mean for a print company? The answer is obvious and I am probably repeating what many of you know already. You cannot stay in business by just offering print ser-vices alone. You have to diversify your business and offer many different services to your customers. There is no golden rule of what you should or should not do. You have to find out what kind of market you can serve what is the equipment that you need to do so, and if you can not offer all those services yourself you need to partner with a company or a few com-panies that will enable you to offer a well-rounded set of services to your customers, while your customers deal only with you as the solution provider.

Wide-format and super-wide-format inkjet printing is part of the future for the printing industry. It will not replace current print technologies, but it is part of the services print compan-ies can offer to their clients. Wide-format inkjet printing will take business away from screen-printing companies as I out-lined above and this was mentioned by a few of companies that were displaying wide-format inkjet printers at the Graph-ics Canada 2011 trade show.

Wide-format inkjet printing can be used to print vehicle wraps, outdoor signage and banners etc. It is no problem to print unique, one-off, products with a wide-format inkjet print-er. Wide-format inkjet printing is and will be a part of the future of the printing industry.


Wid

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In recent years, there has been a significant industry-wide shift towards short run digital and variable data printing (VDP), as technological advancements have increased quality, speed and integration into existing workflows. Pro-jects that were once manufactured using traditional offset equipment in large volumes can now be cost-effectively printed in smaller batches, reducing waste and upfront expenditures. VDP and the ability to connect with a very narrow market are turning traditional mass marketing upside down. Mass customization is now the name of the game and it can increase the overall effectiveness of a campaign.

Variable Data Printing Variable data printing is appearing more and more in our daily lives, as demonstrated by the increasing number of per-sonalized direct mail pieces arriving to our homes. The improved quality of digital printing, as well as the increased capabilities of variable data software and output devices enable continued growth in this segment of our industry. If executed in a compelling way, variable data printing increas-es relevancy, response, leads, loyalty and ultimately, return on investment.

Variable data printing can be so much more personalized than simply inserting someone’s name or address into a dir-ect mail piece. Understanding consumer patterns and using market segmentation to insert variable data provides the opportunity to connect with individuals and affect buying behaviour. Valued variable data printed pieces are relevant and personal to the consumer. Without these two factors, it can be argued that a direct mail campaign is ineffective.

For example, images within a marketing piece can be changed based on buying preferences. Coupons and offer-

ings can be tailored towards the recipient’s buying behaviour. Calls to action can appeal to a consumer’s preferred com-munication channel (direct them to a website or phone number, for example.) The ultimate goal is to get a response from the recipient, as well as encourage repeat purchases.

Although the outcome of VDP sounds intriguing, it is import-ant to know where to start. The first step to creating a compelling advanced variable data print campaign is to have lots of accurate and detailed consumer data. The data needs to be standardized throughout the database and it needs to be cleansed and complete. The old saying “garbage in, gar-bage out” applies to variable data campaigns. If you are not starting with an accurate and complete data set, the final product will not be accurate or complete. A great database allows one to segment their market in various ways to create strong campaigns that are highly targeted and resonate with their audience. Customers could be segmented a number of different ways including buying behaviour, geographic loca-tion, or similar industries, for example. In very complex variable data print projects there could be hundreds or even thousands of variables in a single printed piece that could be comprised of text, charts, data, graphs, images and/or offers. This type of advanced VDP takes more data, planning and resources, however the high response rates speak for themselves.

Dimensional Printing for Variable Data and Short RunThe rise of short run digital printing is due, in part, to innova-tions in digital technology, including processes such as dimensional printing. Dimensional printing is the ability to print raised images using a digital press. Kodak’s Dimension-al Clear Dry Ink adds tactility and texture to an otherwise flat

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Diana Brown

The rise of short run & variable data printing



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digitally printed piece. This technology raises the bar for digital printing output capabilities, as well as overall produc-tion efficiency.

The Kodak NexPress is equipped with a fifth imaging unit, which allows for a standard 4-colour printing process with the addition of clear raised image areas. These clear areas have the look and feel of a raised spot UV varnish, without the added logistical process, fixed set up costs or static nature of traditionally spot coated processes. For short run digital pro-jects this saves time, resources and ultimately the cost to manufacture a product that can compete with traditionally printed and coated pieces.

This advanced technology from Kodak is creating new profit opportunities and new revenue streams for digital printers. Small digital print shops that would normally be poorly suited to take on work with spot coating (because of expensive off-line static systems that require lots of volume) can now offer this service. Whether it is a direct mail piece, cover products, business cards or invitations, the Kodak NexPress and Dimensional Clear Dry Ink can provide value-added printing opportunities.

From a design and branding perspective, a one-off or short run printed product can be created with the same look and feel as its offset counterpart. This translates to innovation in digital book cover production, whereby Advanced Reading Copies (ARC’s) can use the same design and the resulting same look and feel as the final offset printed version. There-fore, spot coating on digitally printed pieces is now an economically viable option for publishers.

Additionally, books from manufacturers like Lightning Source are fantastic because a single copy can be printed for a sin-gle ordering customer, however, the look and feel of many of Lightning Source’s cover options are limited and will likely dif-fer from the original printing. If Lightning Source and similar companies introduced this digital printing capability into their repertoire of cover finishes, designers and book publishers could have more creative freedom with the final cover. Addi-tionally, greater product consistency can be achieved over a variety of printing processes at the various life stages of a printed book.

One of the great features of Kodak’s Dimensional Clear Dry Ink is its simplicity of use from the front to back end of the workflow. In the design stage, a fifth colour is created to rep-resent the areas where the Dimensional Clear Dry Ink will be applied. The fifth colour can be created in Adobe Illustrator, Photoshop or InDesign, just as a spot colour would be estab-lished for conventional spot coating methods. The clear ink is then heated and cured in the fusing system and the result is an ink film that is up to 28 microns thick.

Other benefits to this dimensional printing technology include its child and food safe approvals in European Food Pack-aging regulations. In addition, printed pieces from the Kodak NexPress (including Dimensional Clear Dry Ink) do not give off VOC’s, do not require additional de-inking and are there-fore easily recyclable.

As the technology advances, there is also an opportunity to use dimensional printing to aid the visually impaired. The cur-rent process to transpose a document into Braille involves specialized embossing equipment and very few books are available in Braille because of the relatively low demand and the high cost of manufacturing. Although current dimension-al printing technology is not yet capable of printing thick enough ink (create high enough dots) to use as an alternate to traditional Braille production, the future possibilities are intriguing. Dimensional printing has the potential to create affordable one-off or short run copies of a document or book and these Braille counterparts could also be lighter and more compact, with increased durability.

It is exciting to conceptualize future applications of short run and variable data printing. Based on historical facts and cur-rent trends, our industry is likely to continue moving in the one-to-short-run direction and the opportunities for use are expansive.

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Diana Brown

Diana Brown is the Owner of ON-SITE First Aid & CPR

Training Group, a health & safety company who

provides training to the Graphic Arts industry.

diana@onsitefi rstaid.ca


In my last article, I provided a definition of social networking and how it can benefit printers. But knowing how and where to participate in social media can be a little intimidating because of the numerous options available.

For those starting out with social media, I advise you to start with one tool and get to know it well before trying out the others. Without a doubt, the first place to start to create a social media presence for yourself is on LinkedIn. With over 135 mil-lion members, it is the largest social network for business professionals online and the best place by far where you can put your professional self forward. Last month I provided tips about how to optimize your profile. This month, I’m offering advice about how you can increase your personal visibility on LinkedIn.

Connect with People You KnowIf I ask you how you get new customers, you’ll probably tell me that it’s through a combination of attending business events, being active in your community and getting your satisfied cus-tomers to talk about you. In other words, being social, right? Similarly, you have to have to be “social” on LinkedIn. After all, what’s why it’s called social media! The first thing you are going to do now that you have created your online profile is to start adding connections. Don’t just invite anyone, though. Be sure to add people you know such as customers, suppliers, pros-pects, and other business owners. Since you are exposing your network to your connections, there has to be an element of trust. Once you are on LinkedIn, you’ll also start to get invita-tions from people you don’t know, so click on “ignore” button which is a way of not accepting an invitation. Lastly, when you send out invitations, ensure that you personalize it with a short note, reminding your contact how you know them and why you’d like to connect with them.

Share a Status UpdateNow that you have added people in your network, feel free to share an “update” with them. What are appropriate updates? First of all, keep in mind who your target audience is and share something that will not only be of interest to them, but also showcase your expertise in printing. An appropriate update would be to share an online article, along with a sentence explaining why it’s interesting or informative. Another sugges-tion would be to provide a useful tip about printing, binding or database management – again whatever your specialty is. One more idea is to let your network know what type of business events you will be attending. If you’re going to a trade show or conference, post it and ask “Who else is going?” so as to solicit a response from your contacts. It’s one thing to share, but never over share! Keep all of your updates strictly about busi-ness. Personal updates about your family or social life are not appropriate on LinkedIn. Be positive, never use profanity and post no more than once a day because LinkedIn is not a “chatty” social network like some of the others. Remember that

every update you make will leave people with an impression of you, so be sure to make it a good one.

Comment on Others’ Status UpdatesMonitor the activity and status updates of your network. If you notice that one of your contacts has changed jobs, then send them a note of congratulations. If someone posts a question in their update, then try to answer it. When someone indicates that they are attending an event that you are also going to, do let them know that you will also be attending and suggest meeting them in person. Pay particular attention to the articles and updates shared by your prospects, because that will be an indication of the business issues or news that’s important to them.

Join a GroupThere are over 800,000 groups on LinkedIn, so you are bound to find one that is of interest to you and relevant your business interests. Start by joining printing related groups, to network with others in your industry. More important though, join groups where you think that your prospects are. If your shop specializes in direct mail, then join a group where marketers are discussing the topic. Before you join a group though, check out the “Group Statistics” to determine whether the membership profile is right for you in terms of location, and function or sen-iority of its participants. Once you are a group member, be sure to share your knowledge and respond thoughtfully to discus-sion topics. It’s not appropriate to post blatant promotional messages about your company.

Answer a QuestionNothing demonstrates your expertise better than answering a question. In the “Answers” section on LinkedIn be sure to type in key words related to the services you provide and then see if there are any questions that you can respond to. Also keep your eye open for those questions that ask for referrals to sup-pliers. When I typed in “large format printing” I noticed that someone asked the following question “Can someone suggest a good large format printer in Ottawa?” Is that a possible lead for the right printer? You bet!

Be mindful that all of your actions on LinkedIn are visible (unless you turn them off), so ensure that the impression you leave with your network is a positive one.

In my next article, I will provide an overview of how you can set up a free Company Page on LinkedIn. In the meantime, get social on LinkedIn. See you online!

Ma

rke

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Anita Windisman

Anita Windisman is the President of One of a Kind

Marketing where the philosophy is building business

relationships one at a time through social media. The

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sales teams and business professionals.

[email protected]

Social Media 101for Print Shop Owners: Part II



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On Wednesday, December 1, 2011 nearly 100 people repre-senting a cross section of our industry came together for the Digital Imaging Association’s traditional Christmas Lunch and Annual General Meeting at the Boulevard Club in Toronto.

Jason Hamilton, the DIA’s President, took care of AGM business and introduced the 2012 Board of Directors:

Officers: Past President Rebecca Buffi, Xerox; President Jason Hamilton, PaperlinX; 1st Vice President Myrna Penny, M&BP Services; 2nd Vice President Ed Rooney, Lowe Martin; Secre-tary/Treasurer Mark Norlock, Kodak Canada

Directors: Jana Lucatch, Magnum Fine Commercial Printing; Mauro Masatti, Heidelberg; Brad McDonald, Presstek; Mike Mil-lard, Ellis Packaging; George Sittlinger, Maracle Press; Dino Sinnathurai, Kempenfelt Group; Paul Tarvydas, Elliptica Soft-ware; Ruby Thomas, Harmony Printing; Bob Weller, Transcontinental PLM; Director Emeritus, Karl Schmed, Global Colour

Jason thanked industry sponsors for their support of the Digital Imaging Association’s goals:

Platinum Sponsors: Konica Minolta, PaperlinX, Xerox

Gold Sponsors: Ricoh

Bronze Sponsors: Heidelberg, Graphics Canada Trade Shows

Print is not deadDIA attendees were treated to some good news – there are 3 main reasons why a career in print is not dead. Keynote speak-er Phil Barrett, Senior Director, Digital Marketing, for Research

in Motion (RIM) shared his views on integrated marketing. Phil is a true integrated marketer, working both with online and offline channels – even though he believes that print is only “undead” when it includes a call to action to a web site, text message, phone number, or something really cool like an augmented reality code.

But, he said, print is dead – “I read about it in the print media!” With that statement Barrett shared facts, figures and videos demonstrating that print isn’t going anywhere soon – it’s just changing, evolving – and remaining relevant.

The internet experience is also evolvingBarrett shared statistics from Comstat that track the amount time Canadians spend on different media. The internet is num-ber 3 at 26%. Readership of newspapers and magazine has dropped slightly over the past year, but not near as much as other media choices. As marketers, as publishers, as print folk, said Barrett, we need to figure out how we can integrate this internet/interweb thing into what we do day to day – to stay relevant. Comstat statistics show Canada with the highest penetration in the world for people going on line, enabled by technology that provides fast and easy access.

It’s not just about the internet as you’ve always thought about it. It’s not just about laptop desktop computers – it’s also about the phone. The phone has transitioned from making and receiv-ing calls to the mid ‘90s when it also became an email device with the advent of the Blackberry Smartphone. Then—Steve Jobs figured out that the Smartphone could be more than just a message device. It could also be a way to browse the internet,

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Myrna Penney

Making print undead

ADVERTORIAL

You’ve heard the scenario before. A small error, a dash, an extra space, a missing period, an extra character, a misspelled word or a slight colour variation in a logo finds its way into your final proof unnoticed. The printing is delivered and the client insists that he/she shouldn’t have to pay – even if all client approvals were signed-off along the way! What do you do?

One innovative company, Global Vision Inc., has been breaking ground in this area worldwide, especially in the pharmaceutical and packaging industry where 100% accuracy is not only essen-tial, it’s a legal pre-requisite.

Now, printers and graphic designers are also reaping the benefits of Global Vision’s technologies. These solutions guarantee accura-cy for the entire lifecycle of any design project and provide peace of mind, as well as unprecedented savings in approval time (often as high as 90%) and reworks. Let’s examine three unique solutions specifically designed for printers and graphic designers.

1. Automated File Inspection Software – Digital-Page™Digital-Page™ automatically com-pares electronic graphics files (PDF, JPEG, TIFF, BMP, etc.) in seconds. It helps pre-press departments in-crease accuracy dramatically while reducing inspection time. It quickly detects missing text and graphics, incorrect fonts and text sizes, errone-

ous bar codes (with a built-in barcode reader), as well as any colour deviations. BENEFITS:• Instant PDF revision comparisons• Much faster than manual proofreading• Pinpoints differences in seconds rather than hours• Faster than other available basic technologies• Error Identification Panel neatly presents and categorizes deviations• Inspects all languages including English, French, Spanish,

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2. Print Inspection Systems – ScanTVS™Global Vision’s ScanTVS™ system performs complete inspections of proofs, labels, cartons and nested press sheets for both printed items and electronic files. You can quickly compare an approved artwork file to a scanned image and identify any differences. Print defects such as broken text, missing elements and colour dispari-ties are all detected automatically – ensuring total product packag-ing security as well as quality. You can quickly and reliably com-pare PDF files to other PDF’s, scanned files to other scans and PDFs to scans. The BarProof™ module also supports decoding and verification of linear and 2D barcodes including data matrix codes. This remarkable technology is an ideal addition to any in-line system since it validates against the customer proof and not another printed component. By comparison, it’s also less expen-sive and easier to implement.

BENEFITS:• Total accuracy in all artwork files, proofs and press sheets

• Avoid time-consuming reprints

• Inspect and compare files instantly

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scanners are available for small to large-format packaging• Easily generates a job report with comments

3. Automated Typesetting Inspection Software – Docu-Proof™ Enterprise

Docu-Proof™ Enterprise reads and compares any copy in any lay-out at 1000 characters per second. The software guarantees that all typeset text has not changed and that spelling, even in PDFs, is correct. It reads in any language (including Braille) and compiles a comprehensive list of content changes including deleted and in-serted text, changed text, font differences including bold, italic, size and color changes. Clients can now feel secure that their con-tent has not changed when it was transferred into a new design.

BENEFITS:• Compare text in virtually any language• Find changes in fonts styles, differences in font sizes, deleted

text, inserted text, changed text, spelling and location• Inspect and compare unlike files (e.g. PDF to Word)• Check the entire document or just one section within a docu-

ment in 2-3 seconds• Ensure day-to-day accuracy of packaging components, con-

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ferences• Medical Dictionary and Spell Check for your pharmaceutical

clients along with the capability of building customized diction-aries for other clients

• Remote deployment and management of users results in re-duced IT maintenance and administration costs

When accuracy is essential, when time is at a premium and when costs must be controlled, there’s only one company that has the entire end-to-end suite of industry-leading automated proofread-ing technologies – Global Vision Inc.

More information: [email protected] or call 1-514-624-4422.

Global Vision: Your creative workflow just got incredibly faster, 100% accurate and less expensive!From initial text to final printed product, when there is zero tolerance for errors, Global Vision’s sophisticated, breakthrough automated proofreading solutions drastically reduce approval times, catch the smallest of mistakes with pixel precision, and most of all, cut costs. The technology can turn hours of proofreading time into seconds.


download apps, check the weather, get directions, take pic-tures, -- connecting with the non-digital world as well as with the digital world. Barrett advised DIA listeners that this is a more important thing to understand than what is happening on line today.

A couple of years ago, mobile evolved once more. Steve Jobs (again) completely changed how we perceived mobile with the advent of the tablet. Connectivity and access were expanded beyond anything we had seen before. This, Barrett said, has huge implications to the marketing industry -- and he cited just some examples of how everything is shifting to mobile. But, wait for it – Barrett does connect this to the incremental value proposition for print providers.

Repurposing web sitesTake a look at any web site on your Smartphone or tablet. Is it a downsized version of what you could view on your laptop or desktop? How do you feel about that?

Barrett defined an opportunity – developing web sites for mobile. He told the DIA audience that the worst thing compan-ies can do is to take their desktop based web site and shrink it down for phones or tablets. You can help your clients with the mobile experience. As you have done with past media based transitions, you can now assist your customers in developing something that will work robustly in the mobile media space.

Much of printing done today is for retail: end-caps, flyers, sign-age, etc. Mobile enables a call to action. If signage gives shoppers something to do, something that will provide more information, they are more interested, which hopefully trans-lates to faster buying decisions. The speed of this call to action is something new to marketers, something that should be maximized.

Stats show that soon 50% of consumers will be carrying Smart-phones, using them for finding stores, comparing prices, and gathering information about products while in the store. Again, a profound implication for the printing-- or better named -- com-munications industry.

Barrett said to create a rich and engaging experience – web sites rather than apps. Barrett believes this is the future. It is costly to develop apps for multiple platforms, and also more time consuming for people to download an app vs. going to a web site to gather information on the fly.

Here is another example Barrett shared. The Toronto Star released something they call a “webapp”. Everyone is so fixat-ed on apps vs. browser-based web sites that they were afraid to call it what is really is – a cool web site that is an incredible and immersive printing experience on a tablet.

Print – the undeadBarrett shared three reasons why print is not dead – if it is inter-active and smart.

1. The first reason print is not dead, Barrett told the DIA audi-ence, is that it is the vehicle for QR codes. He showed video examples of clicking on printed QR codes with a Smartphone, demonstrating good and bad uses of the integrated technolo-gies. Another video showed 37 different print applications of QR codes on a variety of substrates including the typical sign-age, print ads, addendums to magazine articles; and the atypical on clothing, food, and even tattoos! While all of these uses are plausible, there are also lots of ways to mess it up, cautioned Barrett. For instance, you could make the code too small and therefore hard to read with the Smartphone camera; you could make it really hard to reach up to and scan; you could neglect to create a compelling reason for people to stop and scan your QR code. But a major issue is to be sure the QR code

takes the person to a viable web site, landing page or video – it has to go to a continuing and engaging experi-ence. Also, there should be a call to action. No call to action equals fail-ure. And do not link the QR code to your desktop web site; this equals a broken experience.

2. The second rea-son print is not dead, is that it can be a vehicle for AR codes (augmented reality), where something interactive happens on your screen that augments what you’re looking at. Barrett showed another video to com-municate the experience with AR codes used effectively in printed books by taking the reader to a video. Barrett made the bold statement that he thinks this is the best thing to happen to books since the printing press. He stated, though, that AR tech-nology is still in limited use, partly because it cannot yet be viewed on mobile devices. Also, it is very expensive. However, augmented reality is very effective for practical applications. One such practical example Barrett showed the DIA audience was a Lego box containing pieces to make a three dimensional end product. While the picture on the box was very representa-tive, the video showed a 3-dimensional, rotating finished product. This in-store experience did prove to be a powerful selling mechanism for Lego.

3. The third reason print is not dead, is that it can enable NFC capture. Near Field Communication allows for simplified trans-actions, data exchange – and wireless connections. Using an NFC enabled Smartphone, you tap on the printed NFC code with your smartphone to quickly go to an expanded experi-ence. This could be printed on a poster or in a magazine advertising, for example, a movie. Tapping the NFC code down-loads a movie preview. Or a tap on a restaurant ad downloads a discount coupon. Blackberry phones are NFC enabled. There are apps for other Smartphones, but by this time next year you will be hard-pressed to find a Smartphone that is not NFC enabled. And, said Barrett, NFC codes will replace QR codes for close-proximity applications. NFC’s ease of access will ultimately usurp the QR code for all but codes printed on loca-tions that can only be accessed by camera capture.

Phil Barrett concluded his presentation by stating that print it not dead. In fact, he said, “print is a really exciting place to be now if you incorporate some of the things we talked about today.”

Prize drawsThe afternoon concluded with a draw for prizes contributed by Transcontinental Printing, Heidelberg Canada and the DIA.

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Myrna Penney

Jason Hamilton and Phil Barrett



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The vast majority of sales proposals I have read during my career miss the mark. They either do not address the key issues that the prospect is facing or they fail to demon-strate how the prospect will benefit from buying the seller’s solution.

If you need to create proposals here are a few ways to make yours stand out from the competition’s.

Open with a situation summaryOne of the oldest and still most effective sales techniques is to summarize your understanding of the other person’s situa-tion before launching into a sales presentation (aka sales pitch) and this is the best way to open your sales proposal.

The very first paragraph in your document should highlight or summary your prospect’s situation. What is their problem? What are they trying to achieve? What they experiencing or going through right now?

This single paragraph grabs your prospect’s attention because it speaks directly to the problems or challenges they want to fix, resolve or remedy.

Key objectivesThe next component of the proposal should contain four to six bullet points that outline the customer’s key objectives. In other words, what do they want to accomplish or achieve?

The value to the companyOnce again, this is a list of several bullet points that describe the value of achieving those objectives. It can be an increase in sales, higher customer loyalty, faster time to market, reduc-tion in expenses, improvement in morale, etc.

The key to developing this page is to ask the right questions during your sales conversation(s). Essentially, you ask the other person questions that uncover the answers to these areas. And you take their comments and insert them into the proposal.

All of this information is placed on the first page of the pro-posal and you will notice that it focuses strictly on the customer, not you, your company or your product, service or

solution. This is the fastest way to grab their attention and demonstrate your understanding of their needs and issues.

After that, the remaining pages outline what you will do to help the customer achieve the objectives listed on the first page.

Don’t be fooled by how easy this sounds...Many sales proposals open with a page or two (or sometimes three!) describing the seller’s company. And it can be tough to wean yourself from this addiction.

However, every piece of information you include in a propos-al MUST be interesting and relevant to the person reading it. You seldom, if ever, need to include every single feature or aspect about your solution.

Finally, make it easier to read by adding headings and includ-ing white space. A five page, single-spaced proposal written in a 10-point font is not easy to read which means many people will skim through it, or worse, flip to the last page to see how much it costs.

I recall receiving a proposal from one company that spanned 24 pages.

Twenty-four pages!

Who has time to read that much information?!?

Certainly, there are exceptions for complex solutions but generally speaking, the shorter your sales proposal, the bet-ter. I have never had a prospect say, “Your proposal was too short, Kelley. That’s why we can’t consider you.”

Changing your approach and creating a sales proposal as outlined here will help you stand out from the other people who also submitted a proposal for consideration.

Sa

les

Kelley Robertson

© 2011 Kelley Robertson, All rights reserved. Kelley

Robertson, professional speaker

www.kelleyrobertson.com

905.633.7750

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HP’s large and wide-format technologies are game changers in the printing industry. With a more effi -cient workfl ow, new applications to support businesses and the benefi ts of Latex technology, HP continues to give customers a competitive edge and increase their growth opportunities. HP’s Scitex and Designjet printers produce results with exceptional speed, reliability and ease of use while lowering the impact of printing on the environment.

HP Designjet Z6200 Photo PrinterPrint servers providers can boost productivity with the HP Designjet Z6200. With turnaround print speeds up to 140 square meters/hour, users will see high quality results at fast speeds. The Printer offers top photo qual-ity like backlit signs and POP displays. In addition, HP Vivid Photo Inks offer remarkable black and white image quality.

One company cur-rently using the HP Designjet Z6200 printer is Photobook Canada (Photo-book.com). “The HP Designjet Z6200 printer allows us to produce a large vol-ume of photo book covers at a high quality output,” says Charlene Cal-laghan, managing director, Photobook Canada. The printer has helped Photo-

book Canada produce bulk orders for a variety of clients, including non-pro� t organizations, corporations, profes-sional photographers and Canadian Fashion Week. “The printer is fast, ef� cient, and our customers are extremely pleased with the end result. In addition, it allows us to produce all of our work in-house,” adds Callaghan.

HP Latex TechnologyThe HP Designjet L28500 Printer and the HP Designjet L26500 Printer are new product offerings from HP and demonstrate the expansion of the Latex portfolio. Both units are ideal for the growing soft-signage market, high-impact point-of-purchase displays, bus shelters, vehicle graphics and more. They print on a broad range of materials, including vinyl, paper, � lm, fabrics and low-cost uncoated options. Both units feature water-based HP 792 Latex Designjet Ink, which produce odourless prints and rich blacks and glossy results on banners,

self-adhesive vinyl and across of variety of substrates.

HP Latex inks offer versatility to users. From durable outdoor signage to odourless indoor displays, print-ing with Latex inks on both coated and uncoated media will enable high-speed, productive printing. In addition, HP Latex inks are developed with HP Thermal Inkjet printheads. These provide high quality and productivity, without requir-ing daily manual cleaning of printheads.

HP Latex Inks are water-based and offer important advantages over eco-solvent/low-solvent inks used in large format and industrial inkjet printing.

HP EcoSolutions Trained Printing Company programHP’s EcoSolutions Trained Printing Company program was created to ensure that Latex printer customers receive maximum bene� t from the environmental attrib-utes of Latex printers. The program is comprised of free, downloadable training modules, and demonstrates to users that Latex printers are a competitive advantage for PSP’s looking to differentiate their business. The pro-gram provides successful trainees with a personalized certi� cate that they can use for promotional purposes moving forward.

HP Latex UniversityHP’s recently launched Latex University trains PSPs to successfully produce a wide range of outdoor and indoor wide-format graphics applications with valuable training materials, signage application workshops and informa-tive webinars on HP Latex technologies. The program responds to the growth of HP Latex technologies due to their production of durable, high-quality output on a range of media.

HP’s Latex University gives PSPs online access to indus-try experts, specialized content application guides and ad-hoc face to face education events in order to help them gain a competitive edge, market their green cre-dentials and attain an understanding of the advantages of HP Latex technologies.

HP helps print service providers increase growth opportunities

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HP Scitex LX850 PrinterHP Latex printing provides durable outdoor and indoor application versatility and sharp, vivid image quality in addition to reducing the impact of printing on the environment. The HP Scitex LX850 printer delivers max-imum versatility and productivity with multiple work� ow features, including dual-roll, roll-to-free fall and roll-to-collector handling and an ink collector.

The printer allows customers to accelerate their large for-mat work� ows and expand application versatility with a built-in ink collector for fabric printing. The printer produ-ces high image quality on a range of media including economical and uncoated substrates. The printer use HP LX610 Latex Scitex inks which produce eye-catching images on banners and self-adhesive vinyl.

The HP Scitex LX850 printer features automatic print-head testing and servicing systems to reduce manual maintenance and enable reliable unattended printing

HP Latex technologies have helped PrismTech Graphics, located in Burnaby, British Columbia, meet their custom-er’s environmental standards. “The HP Scitex LX850 has enabled our company to meet the needs of environment-ally cautious customer in British Columbia and increase our product offerings,” says Lane Beaton, PrismTech Graphics. “With the HP Scitex LX850 printer, we produce banner stands, posters, banners and point of purchase displays for a variety of clients. The installation has opened the way for printing on unique textile substrates and fabrics such as carpet.” In addition, the printer has helped PrismTech Graphics shift from screen to digital printing which has improved their consistency and ef� -ciency. “Since installing the printer, the quality of our print jobs and speed of operations have increased and our level of wastage and project costs have lowered.”

HP Scitex FB7500 PrinterThe HP Scitex FB7500 printer is designed to produce quality results every time. With a competitive total cost per sheet for production runs and the ability to elevate digital capabilities, the FB7500 printer will help increase productivity with an automated and ef� cient work� ow.

Montreal-based Vivimar Creations Inc.’s installation of the HP Scitex FB7500 printer allows them to offer clients exceptional quality with fast turnaround times. Vivimar’s clients include major retailers, large manufacturers, res-taurants, sports franchises, municipalities and outdoor-indoor advertising companies.

“The FB7500 printer enables us to ful� ll shorter to medium runs, minimize waste and be more environment-ally responsible,” says Michel Moatti, Co-Owner of Montreal-based Vivimar Creations Inc. “We can meet our clients’ needs for creative and customized solutions for promotional and marketing campaigns.”

Vivimar specializes in providing large format digital and screen-printing solutions, including custom signage, point-of-sale, bus shelters, subway platforms, banners, stickers and conceptual displays.

HP Scitex FB500 PrinterThe HP Scitex FB500 printer allows PSPs to speed up the delivery of orders, load media simultaneously, and print on a variety of applications including rigid and � ex-ible media.

Alberta-based Displayco specialized in business to busi-ness tradeshows and point of sales promotions. Displayco’s recently installed HP Scitex FB500 printer helped them meet customer demands in the area.

“Investing in an HP Scitex FB500 Printer has allowed us to increase turnaround,” said Cameron Wheatley, Art Dir-ector, Displayco. “We have expanded our horizons and can use materials such as glass, carpet, wood and a host of other � nishes.”

In addition, the printer prints at various speeds, up to to 37 m2/hr (398 ft2/hr), creating a combination of fast speeds and high quality.

HP Scitex FB7500 Printer

HP Scitex FB500

HP Scitex LX850 Printer


When you hear the term “novelty printing,” you probably think of corporate logos on pens and “World’s Best Boss” mugs. Yes, it is true that lots of promotional products are considered to be “novelty printing”, but this category can be so much more creative than that. I am pleased to set the record straight and show you examples of clever and innovative novelty printed products. Many of these prod-ucts do not only cater to one’s sense of sight, but to all five senses: sight, touch, taste, smell and sound. Let’s explore five examples of novelty printed products that interact with each of the senses.

Novelty Printing Through the 5 SensesSIGHT: Seed Paper

Seed paper, like varieties available at Botanical Paperworks (www.botanicalpaperworks.com), is an innovative paper tech-nology whereby seeds are embodied within handmade paper products. Once the paper is used for its intended purpose (business cards, promotional items, wedding initiations, etc.) it can be planted and watered to produce new life. The paper

itself is handmade from post-consumer waste, and once its expected life as a printed product is over, all that remains are beautiful flowers, herbs or vegetables. It is a sustainable pro-cess that leaves behind no waste. The paper products sold by Botanical Paperworks can be passed through a home inkjet printer, increasing opportunities for consumer end use.

TOUCH: Personalized Flip Books

Personalized flipbooks are amazing little keepsakes that cap-ture favourite memories. There are several online printers who provide this service and create customized, variable data flipbooks. Customers simply upload a short video they want to capture and image stills are extracted, printed and bound into book format. The price is right too, with some flip-books selling for under $15 (like the ones at flipclips – www.flipclips.com).

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Diana Brown



1-888-739-0279 • [email protected] • www.highprintco.com

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SHEET FED PRESSES1984 KOMORI L425 BP 67 MM, MABEG FEEDER, KOMORIMATIC DAMPENING, BALDWIN RECIRCULATION SYSTEM, IR DRYER1989 HEIDELBERG 102 S+L SIX COLOR, ALCOLORCUTTERS2004PERFECTA 115 TVC GUILLOTINE, 45” W/ FACTORY COMPUTER. AIR TABLES, SAFETY LIGHTS, BAUMANN UNLOADER MODEL BA3, SPARE KNIFE, ALL MANUALS AND TOOLS1987 POLAR 115 EMC MON CUTTER, INFRARED RED SAFETY LIGHTS, AIR TABLES,1995 POLAR 115ED CUTTER, W, POLAR R-4 JOGGER, POLAR LIFT2001 WOHLENBERG (54”) PAPER CUTTER SYSTEM, BAUMANN PNEUMATIC RETRACTABLE SIDE-GAUGE, BAUMANN BFS-1 GRIPPER TRANSPORT SYSTEM, BAUMANN BA-3 UNLOADING SYSTEM (55” STACK HEIGHT), BAUMANN AUTOMATIC JOGGER W/AIR EXPULSION2006 WOHLENBERG CUT-TEC 155 (61”) PAPER CUTTER SYSTEM, WOHLENBERG TOUCH SCREEN DISPLAY & CIPS3 INTEGRATION, BAUMANN TOUCH BSB-6L (41 X 67”) AUTOMATIC JOGGER W/AIR EXPULSION ,BAUMANN NUP-100L PILE HOIST W/ AIR, BAUMANN BSB-6L & BFS-1 PREPARATION BAUMANN PNEUMATIC RETRACTABLE SIDE-GAUGES, BAUMANN BFS-1 GRIPPER TRANSPORT SYSTEM, BAUMANN BA-3 UNLOADING SYSTEM (55” STACK HEIGHT),BAUMANN APS AUTO WASTE REMOVAL SYSTEM, WOHLENBERG ASE RETRACTABLE AUTO WASTE REMOVAL SYSTEM, C & P COUNTING SCALE SYSTEM, ELECTROGRAPHIC WASTE CONVEYOR/INCLUDING 114” X 11.8” CROSS CONVEYOR, INCLINE WASTE CONVEYOR 108” X 11.8”SEYBOLD HYDRAULIC 85” GUILLOTINE CUTTER, MICROCUT COMPUTER, AIR TABLES1987 LAWSON 87: CUTTER, MICROCUT COMPUTER100” SEYBOLD CUTTER, MICROCUT COMPUTERLAWSON 110 ‘ MILL TRIMMER (CUTTER), LAWSON MCC COMPUTER, SAFETY LIGHTS,BINDERY2006 MBO 123 FOLDER 4/4/4, CONTINUOUS FEED, 2 RIGHT ANGLES, INCLUDING GATE FOLD, VERY GOOD CONDITION1994 STAHL FOLDER MODEL KC66 4KZ W/CONTINUOUS FEEDER & PCS100 BATCHCOUNTER, #48834 1994 A CONTINUOUS FEED “HIGH SPEED” SIGNATURE FOLDER – WITH ELECTRONIC MONITORING AND FAST SET CONTROLS. 26” X 45” MAXIMUM SHEETS, 4 BUCKLE PLATES IN PARALLEL SECTION1997 MULLER MARTIN PRESTO STITCHER, 4 POCKETS, COVER FEEDER, TRIMMER, BELT DELIVERY, 10+ HRS2005 BOURG COLLATOR 2 10 BIN TOWERS,STITCHER, FOLDER, SHEETER, STITCHER, FOLDER, SHEETERSULBY VACUUMATIC PAPER COUNTER

DIE CUTTERS

1981 GEITZ FSA 720 FOILER AND DIE CUTTER

BUSCH MODEL A, 7 X 7 DIE CUTTER

HEIDELBERG 10 X 15 WINDMILL

HEIDELBERG 28” CYLINDER DIE CUTTER HEIDELBERG SBG CYLINDER DIE CUTTER 22” X 30”

HEIDELBERG SBD 35” CYLINDER PRESS

HEIDELBERG SBG CYLINDER DIE CUTTER 30”

1996 BLUMER PB-18-1 LABEL HIGH DIE CUTTER, FEEDER, BELT CONVEYOR DELIVERY, COMPUTERIZED1994THOMSON 29”X 41”, THOMSON 28” X 41” CLAM SHELL DIE CUTTER

THOMSON 44 X 64 DIE CLAM SHELL DIE CUTTER

TITAN 22 X 35 CLAM SHELL DIE CUTTER

TITAN 40 X 64 CLAM SHELL DIR CUTTER

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2010/11 HEAVY DUTY DIE CUTTING AND EMBOSSING MACHINE 70''/120'' OR 177/305 CM EQUIPPED WITH TWO ELECTRO-MAGNETIC CLUTCH,PREPRESS

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TASTE: Edible Inks and Papers

Everyone loves a tasty piece of cake… even more so if they are eating a picture of their own face! Edible inks and papers are used mainly by the baking and confectionary industries for commercial use creating unique cake designs. The edible paper can be passed through an inkjet printer and it can be made of rice paper or, alternately, a sugar and starch com-bination. The ink consists of food colouring that dyes the edible paper in the same way that inkjet ink would be deposited onto a sheet of paper. Edible papers have very lit-tle flavour or texture, and are therefore perfect for this application as they almost “melt” into the icing on top of the cake. The resulting effect appears as though the image has been printed directly on the iced top of the cake. Any inkjet printer can be used to facilitate the printing of edible ink onto the edible paper, however the resolution of the output device must be taken into consideration when aiming for a high qual-ity end product.

SMELL: Canadian Tire’s Scentvertising

Here’s a new take on an old pro-cess! In a series of full-page Canadian home magazine adver-tisements, Canadian Tire harnessed the power of “scentver-tising”. They employed visually appealing ads, printed on tradition-al perfumed peel-back scent flaps, with aromas such as “freshly mowed grass” and “charcoal bar-beque”. On the back of the advertisements were coupons for products to get ready for spring. This clever ad provides an innova-tive sensory experience to get consumers excited about spring-related products at Canadian Tire.

SOUND: The Paper Record Player

Kelli Anderson is a Brooklyn-based designer and artist who works with a variety of media including photography, digital design and print. (She even has her own letterpress from 1919 housed in her apartment!) One of her recent projects is

“The Paper Rec-ord Player” and I had the pleasure of speaking with Kelli about this project.

“The Paper Rec-ord Player” is a feat of paper engineering that is not only func-tional, but also captivatingly beautiful. It was designed and created for a friend’s wedding invitation, where recipients received a neat-ly packaged booklet that, when opened, morphed into a self-contained record player made almost entirely of paper.

“Part of The Paper Record Player’s charm is the awkward, handmade feel. People feel like they can mess with it and use it with their hands.”

The record itself was a flexidisc (a thinner and cheaper alternative to vinyl records that were manufactured at Pirate Press in San Francisco), however the needle arm, turntable base and booklet structure are all comprised of paper. A sim-ple set of three instructions guided invitees to fold the paper record arm so that the (sewing) needle could make contact with the record at a 90-degree angle. Once the needle makes contact, the user then spins the record manually at 45 rpm to hear the song play. There is no speaker or added amplifier contained within the record player. The folded, thin paper arm facilitates vibration allowing the sound to be natur-ally amplified through this crafty device. All pages of this piece were simply sewn onto the cover stock, binding all components together.

The project took a period of four months to complete from original concept to the accomplishment of 200 printed and assembled copies. Lots of prototyping took place during this time and a few paper engineering-specific issues cropped up. One issue involved unwanted friction produced from manually spinning the disc on the inside back cover, thereby creating excess noise. Kelli’s clever solution was to laminate the back cover to reduce friction and therefore reduce the noise.

When Kelli was asked if she would venture into another paper engineering project, her response was a resounding, “Yes, absolutely! But I have to recover from The Paper Record Play-er first.”

Check out the record player in motion: http://bit.ly/ghRyow .

You can find Kelli on the web at www.kellianderson.com.

These and other innovations in novelty printing are exciting for the graphic communications industry and push the bound-aries of how we understand print to exist in our everyday lives. Whether you see printed matter on a page, feel it in the form of a print-on-demand flipbook, taste it in your birthday cake, smell it in a magazine or hear it in a wedding invitation, there are so many interesting ways to interact with printed pieces.

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Diana Brown

Diana Brown is the Owner of ON-SITE First Aid & CPR

Training Group, a health & safety company who

provides training to the Graphic Arts industry.

diana@onsitefi rstaid.ca



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Graphic Arts Magazine is looking for an intern for a twelve month position (possibly leading to a permanent position) to initiate and implement a research project to improve our magazine’s marketing strategies. Through a combination of new strategies and technologies, the applicant will better allow our company to target its marketing efforts. The successful applicant will generate leads from research results for the sales team to act upon.

Concurrently, the applicant will initiate and implement a similar project to attract and retain new subscriptions using social networks and other new technologies. Development of these two marketing projects will allow our company expand through increased revenue.

Applicants (Youth under 30 or Non-Youth over 30) will be graduates from a secondary/post secondary institution. Knowledge of the printing and associated industries would be beneficial. A good working knowledge of the internet and using social media is crucial.

If interested, send resume to: [email protected]

SALES ANd MARKETINg INTERN NEEdEd


Last issue we focused on the three key areas of a strategic business plan: corporate, financial and marketing. Let’s examine them in more detail.

Corporate information1. Description of your BusinessList what your business is about. Review a second time and edit as you think of more ideas. Consider where you have been, but always include where you want to go. You may want to consider additional products or services to delve deeper into existing cus-tomers, or new services and products to reach out to new markets. Then show it to others in your organization and make further chan-ges. Finally, share it with someone independent of your company and again, make changes if it helps strengthen your plan.

2. The MarketWhat are your primary target markets? Which ones are the most profitable? Consider who you have sold to – but also include who to reach out to as you move forward.

3. Competition and feasibilityWho are your competition and how have they managed to sur-vive and/or prosper? Don’t only consider those who directly compete, but also consider businesses that may compliment their core with similar services you offer. What do they do now that you can improve upon? What about competition from the business world and the way you communicate in general? Not all competition is easily identified and categorized.

4. LocationIs your location critical to the delivery of the product or service? Will you need to move? If it is not critical, how are you set up to work remotely? What can allow you to spread your reach? What will happen if you reach further? What if you do not?

5. ManagementHow experienced are they – and are they focused on your cor-porate goals as a team? How will they help one another to reach these goals? When do they get/take the time to look beyond the day-to-day business? Do you encourage them to identify ideas and opportunities beyond the usual places? What if you did?

6. PersonnelHow many do you need and what are their areas of expertise? What will you do to retain key employees and attract new ones that align with the organization’s direction?

7. Application and expected effect of loan or investmentWill you need more capital? How will it be used, how much will you need, will it be out of your own pocket and how long will it last? Do you have specific measurable goals in place to verify if the funding meets your needs?

8. SummaryShould define what you plan on doing, who you plan on doing it for, why you are doing it, how you are going to get it done and what it will look like as things progress. Do this last.

Financial informationList what you plan to do in the next 1-3 years. If you’re a start-up, this information will help you understand financial and time investments.

1. Sources and Application of Funds (describe funds needed and where it will come from)

2. Capital Equipment and Furniture3. Projected Balance Sheet4. Break-Even Analysis5. Projected Income Statements6. Cash Flow Projections7. Existing/New Business Specifics8. Supporting Documents

These do not need to be itemized down to the last dollar, but should reflect the time and effort you put into thinking about where you are, where you want to go, what it will take to get there (financially) and the payoff (profit). This is one of the most forgotten steps of strategy planning. Without it, your gut efforts to do the right thing can be wasted.

Marketing information1. Market research: Describe the type of market research need-

ed to identify current and future markets. Will you do the research yourself? Get help from inside your organization or from your customers? Consider outside opinions for a fresh perspective.

2. Target market: Who do you plan on going after, tomorrow, one year and three years from now?

3. Product/Service: What do you plan on offering customers? How will it benefit them? How will it change over time? What will you offer today and how will it be different a year from now or three years from now?

4. Competition: Who else is doing what you are doing? What will you do to differentiate yourself?

5. Mission statement: What is the business purpose?6. Marketing strategies: How will you identify and reach your

target audience?7. Pricing: How will you establish your price points? What is the

cost of doing business with you?8. Positioning: Where AND when will you find and interact with

your customers initially? Will there be an ongoing relationship?

9. Branding: What is the feeling someone is supposed to get the first time and every time they interact with your company?

10. Budget: How much will it cost to achieve your marketing goals? Without one, you cannot measure success.

11. Measurable marketing goals: Make sure they are SMART goals: specific, measurable, attainable, relevant and time bound.

12. Monitoring your efforts: How will you monitor your efforts to be able to evaluate your progress, identify successes and potential areas of improvement or change?

In the next issue, we’ll tell you what to do on a regular basis and look at some actual case histories of printers helping their cus-tomers grow their businesses.

Ma

rke

ting

Peter Muir

Peter Muir is President of Bizucate Inc. (www.bizucate.

com). His company specializes in improving corporate

business strategies, marketing, workfl ow, service, sales

and profi tability. [email protected]

Helping you help your customersStrategy planning (continued)

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