Printers can rapidly create hyper-personalized, short-run applications
Direct mail companies launch new group to discuss best practices for printing sustainably
Directory of services and technologies for Canada’s printing and imaging industries
Second-generation Minuteman Press franchisees recount what it is like to operate an essential business during the pandemic
Kudos to our leaders
ARobert Dale, COO of Connecting for Results, wins the 2021 Community Leader of the Year Award.
few weeks ago, I emceed the 15th Annual Canadian Printing Awards Gala, produced by PrintAction and parent company Annex Business Media. Even though it was virtual, it was heartening to be among Canadian printers and cheer fellow industry members as they won awards for their outstanding work this past year.
The Canadian Printing Awards Gala honours projects, designs, companies and individuals pursuing print excellence and innovation. Congratulations to all award recipients.
John A. Young Lifetime Achievement Award
The John A. Young Lifetime Achievement Award is presented to someone who has made significant, pioneering contributions to Canadian printing over their career.
The 2021 Lifetime Achievement Award recipient is Gordon A. Griffiths, president of Connecting for Results. Over his 50+ years in the printing industry, Griffiths has led a number of Canadian and international printing companies to overcome challenges and achieve significant success.
According to his nominator and business partner, Robert Dale, “Griffiths is sought after to lead major print industry firms. His strength is to assemble and energize management and staff to understand the business challenges, determine what needs to be done to ‘right the ship’ and be successful.”
Community Leader of the Year
The Community Leader of the Year award recognizes an individual whose philanthropic development has a positive, lasting effect on both the printing industry, in terms of leading by example, and the community.
The 2021 Community Leader of the Year Award is presented to Robert Dale, COO, Connecting for Results.
Dale has a long history of bringing young people into the graphic arts industry. His first initiative was in the late nineties when he launched the industry insights program, which was designed to show school students potential career opportunities in the graphic arts.
Earlier this year, Dale launched Print Wisdom, a career mentoring initiative for Ryerson University students. Print Wisdom connects seasoned profession-
als in the graphic arts industry with students in the graphic communications Management program at Ryerson university. The program aims to smoothen the transitions from university to workplace.
Emerging Leader of the Year
The Emerging Leader of the Year (Under 35) Award is presented to an inspiring young leader, aged 35 or younger, in Canada’s printing industry.
The 2021 Emerging Leader of the Year Award is presented to Brett Hueston, vice-president of sales & development, AE Graphics Group.
Printing Leader of the Year
The 2021 Printing Leader of the Year is Len Larose, CEO, PBI/ Printing by Innovation. According to his nominators and employees, Dale Smith, Guido Mossutto, Brad Harrison, Mark Lillies and Marie Butler, “the leadership of Len Larose has guided PBI, the employees and customers through the most challenging times we have ever experienced during the pandemic.”
Larose also supports many organizations, such as Community Care of West Niagara, Habitat for Humanity Waterloo Regio, Worldwide Forest Conservation and Hope of Life International. He is very hands-on and can often be seen working on the production floor or alongside the graphic design team creating ‘outside the box’ marketing materials.
Thank you, sponsors & judges
Congratulations to all the Canadian Printing Awards winners. I thank Heidelberg, Veritiv, Delphax Solutions, Canada Post, Spicers and Sun Chemical for sponsoring this year’s Canadian Printing Awards program and for their commitment to printing excellence.
I also want to thank our 2021 judging panel. They spent a full day analyzing and ranking the entries through a blind scoring system. A huge thanks to all of you.
If you had registered for the gala but missed it, you can still catch it on-demand at https://pheedloop.com/CPA/ site/home.
Reader Service
2021 |
NITHYA CALEB Editor ncaleb@annexbusinessmedia.com
Print and digital subscription inquiries or changes, please contact
Barbara Adelt, Audience Development Manager
Tel: 416-510-5184
Fax: 416-510-6875
Email: badelt@annexbusinessmedia.com
Mail: 111 Gordon Baker Rd., Suite 400, Toronto, ON M2H 3R1
Bob Dale, Nicole Morrison, Nick Howard, Ian Howard and Treena Hein
Media Sales Manager
Kim Barton kbarton@annexbusinessmedia.com 416-510-5246
Media Designer
Lisa Zambri lzambri@annexbusinessmedia.com
Account Coordinator Alice Chen achen@annexbusinessmedia.com 416-510-5217
VP/Group Publisher
Diane Kleer dkleer@annexbusinessmedia.com
COO Scott Jamieson sjamieson@annexbusinessmedia.com
Subscription rates
For a 1 year
subscription (10 issues): Canada — $43.00 +Tax Canada 2 year — $70.50 +Tax United States —$98.00
Other foreign —$191.00
All prices in CAD funds
Mailing address
Annex Business Media 111 Gordon Baker Rd., Suite 400, Toronto, ON M2H 3R1 Tel: 416-442-5600 Fax: 416-442-2230
Occasionally, PrintAction will mail information on behalf of industry related groups whose products and services we believe could be of interest to you. If you prefer not to receive this information, please contact our Audience Development in any of the four ways listed above.
Annex Business Media Privacy Officer Privacy@annexbusinessmedia.com 800-668-2384
PrintAction is printed by Annex Business Media Printing on Creator Gloss 80lb text and Creator Silk 70lb text available from Spicers Canada.
ISSN 1481 9287
Mail Agreement No. 40065710
60, No. 8 printaction.com
CALENDAR
Konica Minolta’s AccurioJet KM-1e LED UV Inkjet Press has been accredited by INGEDE, the International Association of the Deinking Industry, for the deinking of uncoated paper printed on the system, thus enabling such papers to go into the recycling process.
“Our VOC-free AccurioJet KM1e UV ink formulation coupled with deinkability allows us to help our clients create value for their customers and the environment,” said Mario Mottillo, president, Konica Minolta Business Solutions (Canada).
Mediatech and Brad Noel join forces. After serving the Montreal area with product printing media and equipment for 25 years, Mediatech is expanding into Ontario. The Ontario team will be led by Brad Noel.
This year, in place of the Annual Blueline Ranking, Canopy offers an amended update on the 2019 top-performing printers in North America. Canopy is not using their usual colour-coded ink drops to indicate how a printer has ranked. Instead, ink drops are used to represent recent actions taken for leadership on sustainability and forest conservation, which continue to build on the positions earned in the 2019 Blueline Ranking.
Printers with the most ink drops took action to improve their current sourcing while
increasing the amount of recycled or next-gen content in their paper and packaging.
Eight Ryerson University (Toronto) students along with 17 others earn the 2021 Printing United Alliance Scholarship. The program grants a total of $50,000 in educational assistance to graphic communications students for the 2021-22 academic year. Students receiving the scholarship are attending a Printing United Alliance Educational Member college or university full time, and are committed to pursuing a career in graphic communications, printing technology or printing management. Recipients must maintain a cumulative 3.0 grade point average or higher on a 4.0 scale.
Ricoh USA, Inc., announces a new subscription pricing model for its Avanti Slingshot
Print management information system (MIS) and business workflow management platform. The new model provides customers access to the platform at a lower price and serves as an alternative to traditional financing or leasing.
Fedrigoni Spa acquires Acucote, Inc., a company headquartered in Graham, N.C., and develops, manufactures and distributes self-adhesive materials.
With this third acquisition in 18 months, Fedrigoni strengthens its position as the third global player for self-adhesive materials.”
Kodak has acquired the service and parts assets of Southern Lithoplate, Inc., thus complementing the strategic alliance formed with SLP in December 2020.
Southern Lithoplate’s strong customer support and expertise within the newspaper sector and Kodak’s products and technology will now be fully integrated under Kodak’s print solutions. Kodak’s service and support team will provide a comprehensive plan for Southern Lithoplate’s customer base, offering a range of service options to meet a variety of business requirements.
Xaar has completed the acquisition of print systems and printbar specialist FFEI The deal will accelerate the company’s existing growth strategy and will enable Xaar to capture additional opportunities in vertically integrated solutions. FFEI is a manufacturer of industrial digital inkjet systems and digital life science technology with many years of experience in managing technical integration and engineering projects.
October 12-15, 2021
FESPA Global Print Expo 2021
Amsterdam, The Netherlands
October 20-21, 2021
Print & Digital Convention Düsseldorf, Germany
November 16-18, 2021
Xplor21: The Future of Customer Communications
St. Pete Beach, Fl.
February 21-24, 2022
Hunkeler Innovationdays Lucerne, Switzerland
May 31-June 03, 2022
FESPA Global Print Expo Messe Berlin, Germany
June 14-16, 2022
Amplify Print Minneapolis, Minn.
September 13-15, 2022
Labelexpo Americas 2022 Chicago, Ill.
MacDermid Graphics Solutions, a provider of flexographic platemaking and printing solutions, has announced plans for the Flexo Xperience Centre (FXC).
FXC is a partnership between MacDermid and SOMA, and is an expansion of their initial plans to install a SOMA Optima2 printing press at MacDermid’s facility in Atlanta, GA. The FXC will include multiple industry partners providing software, equipment and consumables.
This global centre will combine hands-on and virtual visits for a “one-stop-shop” for the package printing industry’s entire workflow.
Agfa North America and Mac Papers and Packaging sign an exclusive authorized reseller agreement to represent the Anapurna portfolio in the Southeastern United States. Mac Papers is one of the largest printing paper suppliers in the U.S .
Sustainable actions taken by North American printers.
Marco Nespolo, CEO of Fedrigoni Group
The Graphic Systems Division of Fujifilm North America appoints Ken Brown as global category specialist, labels and packaging, a newly created role. Brown will provide technical and business support to the Graphic Systems Division sales teams in addition to marketing, product management and senior leadership. Brown has held leadership roles in sales and product management, most recently managing the digital folding carton business as North America segment manager for HP.
Ricoh appoints Lauren Sallata as chief marketing officer of Ricoh North America. She brings more than 20 years of experience directing large organizations through digital marketing transformations, with a focus on increasing customer engagement via enhanced strategic communications. Sallata comes to Ricoh from Panasonic Corporation of North America, where she led the company’s marketing transformation plan.
Sandy Alexander, a provider of integrated multi-channel graphic communication solutions, has installed a new Speedmaster XL 106-8P with push-to-stop technology from Heidelberg at its Clifton, N.J., headquarters.
Andrew Schofield joins PrintLink as senior recruitment consultant and business development manager in Canada. Schofield possesses an extensive amount experience in the Canadian media, print and packaging industry. He is well known for his commitment to service and achieving stellar results in the talent acquisition process.
Bobst North America appoints Katie Graham as its new regional marketing and communications manager. Graham brings a passion for the printing and packaging industry with a track record of building marketing strategies that produce successful results in B2B environments. Graham has held marketing management roles with ownership of the strategy and execution of integrated marketing plans that include brand awareness building, lead generation and sales support.
The Carlson Print Group (CPG) invests in a new Scodix Ultra 6000 digital enhancement press. With addition of this press, CPG broadens its offering of high-end, tailored enhancement for new and existing clients.
Mark Andy names Shannon Stamberger as director of technology centre operations. In this role, Stamberger will continue to lead Mark Andy’s demo facility operations, providing world-class customer experience while also enhancing both in-person and virtual demonstration experiences. Additionally, Stamberger will drive the development of application testing and documentation across all product lines.
SwissQprint installed the 100th Nyala 3 flatbed printer in the U.S. at Tier One Communications (TOC), Portland. “We want to lead the specialty print market with UV grand format printing and best-in-class solutions and equipment,” said Fawnda Shahalami, CEO/ president, TOC.
Tripping over the obvious
The role of print in modernizing society
By Nick Howard
Printing industry annals are filled with tales of major inventions benefiting all of mankind. For instance, take the story of Francis E. Okie. Born in 1880 in Delaware County, Pa., Okie entered the printing ink business in the 19th century. He owned a shop at 124 Kenton Street in Philadelphia. At first, the F.E. Okie Co. specialized in lampblack inks. These inks derived their black pigments from the burning soot of mineral oils. The pigments were slow to produce, and the messy soot created a filthy environment.
Unhealthy conditions
After the First World War, there was fierce competition and slim profits in the ink business. Okie’s ink company wasn’t an exception. A company in the business of beveling glass for mirrors and tables shared space with Okie. Grinding and sanding glass meant the shop was always encapsulated in a massive cloud of dust. On one visit, Okie learned the owner wanted to sell out, probably due to the unhealthy working conditions. That’s when a lightning bolt of an idea struck Okie. Why couldn’t these dry-grinding materials of garnet and flint be made waterproof and used in combination with a liquid to keep down the grinding dust? Why, indeed! Okie started to experiment with waterproof adhesives that could be applied to a paper with a sprinkling of garnet laid onto the sticky surface. Garnet proved a poor abrasive and the right glue formulation was elusive, but Okie soldiered on, experimenting with a variety of materials until one day he went searching for a better supplier of grit.
On a frigid January in 1920, a letter arrived at the offices of a fledgling abrasives firm in St. Paul, Minn. Established in 1902, the company
was in the business of mining and selling all sorts of abrasives, including sandpaper. Okie had actually written to the Minnesota Mining & Manufacturing Company (3M) to enquire if he could receive samples of their minerals.
The breakthrough
Francis E. Okie was born in 1880 in Delaware County, Pa.
The request intrigued 3M enough to meet Okie. In Philadelphia, the Minnesotans studied Okie’s breakthrough. 3M also learned Okie had received a sample batch of wet sandpaper from a 3M competitor, but they never bothered to ask why he wanted it. In 1921, a deal was struck between the two, and 3M would soon have its second major product, now with its own brand: “Wetordry”. This was a perfect fit for 3M as they were already supplying flint, emery and garnet papers. Wetordry would take the world by storm. Every automotive body shop and metal polisher jumped at the chance to use a waterproof paper that didn’t clog and reduced dangerous dust in the workplace.
The rich history of 3M was built on an off-chance letter from an ink manufacturer. As a result, 3M
would earn billions of dollars. Decided his invention offered higher rewards than blending lamp-black inks, Okie closed his business and moved to 3M’s headquarters in Minnesota. He worked at 3M until retiring in 1930 to devote himself to writing religious poetry. He lived a long life, passing away in 1975 at the age of 95.
Had Okie not had the glassworks next door, who knows if 3M would have had the opportunity to build on Okie’s innovation with thousands of more inventions—many in the graphic arts—and become a symbol of American ingenuity?
Today, 3M is a USD32-billion business manufacturing 60,000 products worldwide. Okie, the inkmaker in Philadelphia with creepy ads, has left his indelible stamp on 3M’s success.
Ink producer Francis E. Okie played a major role in the invention of the Wetordry sandpaper.
Direct mail pieces with embellishments are more attractive than a printed card with just text.
GROW BUSINESS WITH VDP
Printers can rapidly create hyper-personalized, short-run applications
By Treena Hein
Those who follow printing trends already know variable data printing (VDP) is on the rise, but in terms of figuring out its full potential, “most of the industry is not there yet,” as Jay Mandarino, president and CEO of CJ Graphics, explains.
Variable data printing is just as it sounds. It’s variable in terms of hyper-personalized, fast, small-batch applications, and it involves data (the more, the better).
“Using information from various databases, sometimes up to 20 pieces of data per individual,” explains Mandarino, “we can personalize direct mail with text and images
specific to a person’s interests, change the image depending on the province and so on. The beauty is that nowadays, sourcing of images is very affordable.”
Mandarino also explains that since people are spending a lot of time at home due to the pandemic, “they like opening their mail, and the use of direct mail has increased. People are also computer fatigued. [With VDP], you have to be careful about the data and make sure it’s accurate, but there is huge potential and new opportunities for printers.”
Jeff Zellmer, vice-president of global sales & strategy at Eastman Kodak, echoes this perspective.
“Today, variable data printing is a key
component of the marketing mix,” he says. “Lately, variable data printing is enhanced by the trend toward ‘programmatic print,’ which combines online and print channels in a way that can substantially improve the marketing ROI.”
However, at this point in time, some in the industry don’t understand the ROI potential of VDP, according to Rob Gradishar, director of production and industrial print (western region) at Konica Minolta Canada. That is, some companies may be reluctant to pay the costs of acquiring a potential customer database. Gradishar reports there is exponential growth in postcard-type VDP marketing materials, and less growth in enveloped pieces.
In terms of who is getting into VDP, he says it could be a marketing company that has acquired printing capabilities or a printer who is getting into marketing. “There’s also the collaboration model with a marketing firm working with a printing company,” Gradishar notes. “They both bring their skill sets to the table and offer things to customers that they could not offer before.”
Eleanor Rafter, Canada Post’s director of Smartmail Marketing Channels, reports her organization has recently seen an increase in VDP interest. Over the last six months or so, she and her team members have had about five or six conversations about variable datat printing with various industry members. They’ve mostly been with U.S. companies looking to connect with Canadian printers who can offer VDP services for their clients. These companies want to harness data gathered from e-commerce transactions and from
When it’s personally addressed to them, 87 per cent of Canadian consumers open their mail.
their customer relationship management systems. Rafter notes that mail, in comparison to other marketing channels, stands out because of its physicality. She adds that “when it’s personally addressed to them, 87 per cent of Canadian consumers open their mail.”
Extra effort
– Jeff Zellmer
Beyond personalization, consumers are also attracted to VDP materials with embellishments—‘fancy’ items that give the impression the sender went above and beyond. “We’re human; we like to touch and feel,” says Mandarino, “so if the piece of mail has a foil stamp or gloss UV or digital gloss foil with emboss, we don’t
A perfume box with raised varnish and foil.
want to throw it away. If the piece stands out and clearly demonstrates the sender has put some effort and expense into it, we feel like keeping it and giving it a close look.”
From a custom laser die-cut envelope to a multiple foil-stamp, embossed finished, or printing images on the envelope, solid ink on the flap and textured paper, so much is possible. “It’s endless,” he says, “and the costs of these embellishments have come down significantly.”
Beyond flat mail
VDP is also playing an important role in packaging production, reports Zellmer. “Brands are looking
to personalization or versioning to create greater engagement with the consumer,” he says. “With VDP, enabled by innovative digital technology, packaging designers can realize eye-catching creative concepts for improved shelf appeal.VDP makes it easy to add security features, such as serialized codes for supply chain tracking, or regional regulatory content. Similarly, variable design and marketing elements such as variable codes for lottery or gaming campaigns and ‘connected’ or ‘smart’ packaging applications can be integrated into packaging designs.”
These ‘smart’ applications include augmented reality and person-
A mailed invitation card that was produced with the help of variable data printing.
al URL (purl) applications. Gradishar gives the example of receiving something in the mail or seeing a poster in a store, “and when you hover your phone in picture mode over the image, a personalized coupon based on your buying history pops up.”
Gradishar adds that package printing can also extend into company promotions or enabling companies to offer fast, on-demand customization of gifts. For example, a box of perfume with raised varnish and foil to display a loved one’s name, the date and an anniversary inscription. To many of us, the package would be as valuable as the gift itself.
Digital mindset
In looking for printing partners to execute VDP, businesses and advertising agencies need those with a ‘digital’ mindset and who are up-todate with the latest developments in martech (marketing technology), says Rafter. “We have a Smartmail Marketing program that includes over 200 printers who meet certain criteria,” she says, “and the main objective of the program is to connect them with marketing firms or companies who want to create and execute a direct-mail campaign. We also offer training and research results to our partners.”
Looking at the big picture, Sophie DeLadurantaye, Canada Post’s data lead, explains VDP can be competitive with other marketing channels if companies have the technical and data expertise to meet marketers’ expectations for speed, relevance and effectiveness. This is all about anchoring VDP to the right data signals communicated in real-time between systems.
We can personalize direct mail with text and images specific to a person – Jay Mandarino
Indeed, speed to market, has been one of the challenges of direct mail, according to DeLadurantaye. However, she says, “VDP now enables thousands of unique, hyper-personalized pieces to be produced and mailed out at the speed of mass production to reach the right customer, at the right time, with the right message.”
Trigger mail
Kopel in St. Hubert, Que., is a Canada Post SmartMail ‘Expert Partner’ and a past ‘Expert Partner’ award winner. The company exemplifies the digital mindset that’s needed to
exploit the potential of VDP. Kopel has a strong focus on ‘trigger mails,’ where the VDP order is completed and mailed a day after client confirmation. They also offer flexible formats in order to meet each customer’s needs.
This next-day mailing (minimum quantity guarantee per day) applies, of course, to variable data printing orders without special die-cut or finishing. In terms of who is ordering trigger mail, Kopel’s business development director Josée
Ruest says most of their customers are in the banking, insurance and telecommunications sectors.
“The volume of orders is very high,” she reports. “It seems like since the start of the pandemic, companies aren’t sure where they are going with their marketing, and it seems that there are a lot at the companies doing direct mail at the last minute. However, some have automated their orders because they have done the research and they know what timing is best to
reach their customers, whether that’s every day, two weeks or three months.” Of course, content on the printed piece can always be updated.
As a VDP printer getting lots of orders, Kopel advises those companies who wish to try variable data printing to go ahead and start with a small project. They can add other communications down the road.
“This type of marketing works,” Ruest assures. “You don’t want to lose business to your competitors because you don’t feel ready.”
VDP enables printers to integrate ‘smart’ packaging applications like QR codes into design. A personalized champagne box.
Printers and marketers sometimes use up to 20 types of data per individual to personalize direct mail.
PHOTO
VDP materials with embellishments are appealing to consumers.
The Sustainable Mail Group was launched in order to start a discussion and inspire research and action about sustainable business practices in the printing industry.
STEWARDS OF ENVIRONMENT
Direct mail companies launch new group to discuss best practices for printing sustainably
By Ian Howard
In July 2021, a group of companies specializing in printed mail launched the Sustainable Mail Group (SMG). Their mission is “to be stewards of the environment, working within the direct mail industry to offer continuous thought leadership and sustainable solutions that meet consumer demand for responsible mail.”
SMG has 90 members including Canada Post, Lowe-Martin, Direct Response Media Group (DRMG), Domtar, Marketing Kitchen and other companies involved in the production and distribution of printed mail.
Ward Griffin, CEO, Lowe-Martin, is SMG’s board chair.
Stéphane Dagenais, region manager, Canada–Printing & Publishing Papers, Domtar is the vice-chair. Jennifer Davey, account director at Marketing Kitchen is the board treasurer/secretary. Jennifer Bradbury, president & COO at DRMG, Eleanor Rafter, director of partnership strategy and relationship at Canada Post, and Richard Kouwenhoven, president and COO of Hemlock Printers, round out the SMG board.
Steve Falk, president of Prime Data, is the chair of SMG’s communications committee. I spoke to him about the goals of the new group as well as the potential of direct mail.
Pressing issues
SMG was created to start a discussion and inspire research and action to address sustainability questions in the printing industry, as the lasting effects of global warming are becoming increasingly apparent.
“When coming out of the pandemic, we want to at least responsibly look at ways of reporting on how the industry creates greenhouse gas emissions, addresses its environmental impact and offer some creative, responsible and balanced solutions,” said Falk.
Further, the print industry has to deal with the damage caused by pandemic-induced economic shutdowns as well as find ways to stop the steady decline in the commercial printing sector.
“This group is trying to not only recover from a drop in overall print use, which is quite substantial, but also trying to comeback with some best practices for printing sustainably,” explained Falk.
SMG is also seeking to revitalize the industry, and bring talented individuals and companies together in order to reimagine the Canadian printing industry, especially the production of direct mail.
Direct mail
Direct mail is an effective marketing tool. According to statistics by Canada Post, direct mail has a 20 per cent higher motivation response than digital media. Consumers pay 39 per cent more attention to campaigns that integrate direct and digital mail than single-medium campaigns.
“There are people who know that direct mail works. Real estate agents,
The Sustainable Mail Group (SMG) was launched in July 2021.
home service providers, restaurants and fast food chains continue to use it because it’s a great way to get in front of people with regular tear-off coupons that are good for a limited time period. It motivates people to come back,” said Falk.
Direct mail helps create reoccurring customers, as it enables brands to ‘remind’ customers about their services and products.
Nevertheless, direct mail is often overlooked by marketers. As Falk explains, the cost of direct mail, new digital channels and a hard-tounderstand ROI are hindering the industry’s growth.
Steve Falk
“Advertisers have diverse channels to choose from for their marketing campaigns. Print is one of the more expensive forms. Print campaigns take longer to implement and the results are not always available immediately,” said Falk. “Therefore, it’s been challenging to justify print budgets when marketing to advertisers.”
The printing system
On the bright side, technology is enabling printers to personalize direct mail, which makes it more
The Sustainable Mail Group was created to start a discussion, inspire research and action to address sustainability questions in the printing industry.
appealing for targeted advertisement campaigns. In his company, Falk uses the Delphax Elan sheetfed, colour inkjet press.
“We are able to hyper-personalize neighbourhood mailings. Instead of the whole country getting one flyer, we could alternate offers. It basically transfers the best of digital advertisements onto the print medium,” Falk said.
This flexibility allows for direct mail to be catered to specific individuals. As Falk explained, the inkjet technology has brought flexibility into what was mostly a stagnate medium. “With inkjet technology, you can basically on-the-fly variable print just the right amount of mail for each town,” said Falk.
He revealed that some recent campaigns did find success in markets that printing typically doesn’t touch. “We are seeing success with marketers who aren’t traditional mail users,” said Falk.
For instance, e-commerce companies that typically promote directly to customers with digital channels are now adopting direct mail effectively.
Also, some B2B marketers find print an effective way to boost e-mail and phone marketing now that e-mail is so overcrowded and universally filtered.
Plans for SMG
SMG’s immediate focus is on expanding membership. “We are looking for an expanded group that would include more mail users, such as bankers and marketing professionals,” said Falk. If you want to join the group, visit www. sustainablemailgroup.ca, and hit the “Join Free” link.You can also get more information and regular updates on sustainability issues by joining the Sustainable Mail Group on LinkedIn.
The Return of Excellence
For years, Mitsubishi set the superior technology standard for Canadian printers. Today, RM Machinery returns that innovation to Canada, but with an even higher standard: Ryobi Mitsubishi Graphic Technology (RMGT).
Serving the US market for nearly a decade, RM Machinery (RMM) proudly brings our expertise to Canada’s printing industry. We deliver the highest quality sheetfed o set, digital inkjet, and flexo printing presses by partnering with the finest manufacturers in the industry.
RMM is the premier distributor in Canada for Mitsubishi, RMGT, and Miyakoshi printing presses; Böttcher rollers, blankets, and chemistry; Standard Horizon finishing systems; GEW UV curing systems and TOYO inks.
We are stable, local, and o er the best-in-class technology. We maintain an ample supply of parts, and for as long as you own one of our supported presses, you are guaranteed ongoing service and support programs that are among the best in the industry.
RM Machinery Inc.
905-238-9797 • 1-855-RMGT-123
5250 Satellite Drive, Unit 9 Mississauga, ON L4W 5G5 www.rmmc.ca
BUYERS GUIDE 2021/2022
Directory of services and technologies for Canada’s printing and imaging industries
2
23E2 DIGITAL MARKETING 647-349-2332 23e2.com/marketing-agency
6683 rue Jean-Talon E., Suite 233, Montréal QC H1S 0A5
T: 514-733-0198
E: angelo@mgmachinery.com
W: www.mgmcanadagroup.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Rollem International
1650 S. Lewis St. Anaheim CA 92805
T: 714-935-9130
E: info@rollemusa.com
W: www.rollemusa.com
Zünd
5068 West Ashland Way, Franklin WI 53132
T: 414-433-0700
E: infous@zund.com
W: www.zund.com
DRILLING MACHINES
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Rollem International
1650 S. Lewis St. Anaheim CA 92805
T: 714-935-9130
E: info@rollemusa.com
W: www.rollemusa.com
FOILING AND EMBOSSING EQUIPMENT
Arrow Systems, Inc.
2440 Jerauld Ave.
Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com W: www.arrsys.com
Cassco Machines
37 Prince Andrew Pl., Toronto ON M3C 2H2
T: 416-445-6262
E: kthuro@casscomachines.com
W: www.casscomachines.com
CMD Insight Ltd.
34 Restwell Cres. Toronto ON M2K 2A3
T: 647-997-6262
E: info@cmdinsight.com
W: www.cmdinsight.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Rollem International 1650 S. Lewis St. Anaheim CA 92805
T: 714-935-9130
E: info@rollemusa.com
W: www.rollemusa.com
FOLDING MACHINES
Baumer hhs Corp. 10570 Success Lane Dayton OH 45458
T: 937-886-3160
E: sales@hhsamerica.com
W: www.baumerhhs.com
G&K Vijuk International 715 Church Rd., Elmhurst IL 60126
T: 630-530-2203
E: info@guk-vijuk.com
W: www.guk-vijuk.com
LIPI GRAPHICS & PRINT 11 Carleton Place Brampton ON L6T 3Z4
T: 647-853-0202
E: lipi.graphics@yahoo.ca
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
LAMINATING EQUIPMENT
Arrow Systems, Inc. 2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Spicers Canada
200 Galcat Dr., Vaughan ON L4L 0B9
T: 877-790-2335
E: info@spicers.ca
W: www.spicers.ca
See our ad on page 23
PAPER CUTTERS
Arrow Systems, Inc. 2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Rollem International 1650 S. Lewis St. Anaheim CA 92805
T: 714-935-9130
E: info@rollemusa.com
W: www.rollemusa.com
PERFORATING, SCORING & SLITTING UNITS
Arrow Systems, Inc. 2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
PDS - Print Digital Solutions 5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Rollem International 1650 S. Lewis St. Anaheim CA 92805
T: 714-935-9130
E: info@rollemusa.com
W: www.rollemusa.com
USED EQUIPMENT DEALERSBINDERY
GR Printing Equipment
65 Lorenville Dr., Brampton ON L6X 3A5
T: 416-824-0236
E: gr_trade@hotmail.com
See our ad on page 28
MGM Canada Inc.
6683 rue Jean-Talon E., Suite 233, Montréal QC H1S 0A5
T: 514-733-0198
E: angelo@mgmachinery.com
W: www.mgmcanadagroup.com
2. ONGOING INVESTMENT IN SUPERIOR TECHNOLOGY — Die crease without a die, then fold and even glue all on the same machine, up to 30 pt.
3. INTEGRATED MODULAR UNITS — Combined in-line finishing: crease, fold, glue, tipping, envelope inserting, ink jetting (Duplex), clip seal (3 sides), mail prep.
4. SAVE ON POSTAGE COSTS —As a Certified Canada Post Direct Marketing Specialist, we get contract pricing reductions.
5. RETURN MAIL PRODUCTS — Customized “Return Mailers” created in-line with “U” or “BOXshape” remoistenable glue, time perfed applications and envelope formation. 6. MINI-BOOKLETS — We can saddle-stitch and trim 2-up booklets in-line to the size of a business card. No need to trim off-line, or do 2 passes.
7. HIGH SPEED EQUIPMENT — High speed Tipping, Folding, Saddle-stitching and soft folding ensuring on time delivery.
EQUIPMENT
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
PREPRESS EQUIPMENT & SOFTWARE
BUSINESS MANAGEMENT SOFTWARE
Bard Business Solutions Inc.
P.O. Box 106 Steeles Ave. W. PO, Toronto ON M3J 0H9
T: 416-410-2273
E: info@bardsolutions.com
W: www.bardsolutions.com
Flagship Software Ltd.
1-2 Vata Court Aurora ON L4G 4B6
T: 416-410-6357
E: sales@flagshipsoftware.com
W: www.flagshipsoftware.com
Significans Automation Inc.
1982 Kerns Rd.,
Burlington ON L7P 3A5
T: 877-463-4465
E: sales@significans.com
W: www.significans.com
COLOUR MANAGEMENT
Arrow Systems, Inc.
2440 Jerauld Ave.
Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
GMG Americas
120 Industrial Park Rd. Hingham MA 02043
T: 781-740-4077
E: infoamericas@gmgcolor.com
W: www.gmgcolor.com
HYBRID Software
Eight Neshaminy Interplex, Ste. 111, Trevose PA 19053
T: 215-550-6243
E: info@hybridsoftware.com
W: www.hybridsoftware.com
Significans Automation Inc.
1982 Kerns Rd., Burlington ON L7P 3A5
T: 877-463-4465
E: sales@significans.com
W: www.significans.com
Spicers Canada
200 Galcat Dr., Vaughan ON L4L 0B9
T: 877-790-2335
E: info@spicers.ca
W: www.spicers.ca
See our ad on page 23
COMPUTER HARDWARE & SUPPLIES
MoneyMonk Digital
280 Wellesley St. E., Unit 3207, Toronto, ON M4X 1G7
Divine Menu Covers 219 Norseman St., Toronto ON M8Z 2R5
T: 416-253-5849
E: info@divinemenucovers.com
W: www.divinemenucovers.com
Marquis Book Printing
2700 rue Rachel Est, Montreal QC H2H 1S7
T: 855-566-1937
E: info@marquisbookprinting.com
W: www.marquisbook.com
See our ad on page 22
Mi5 Print & Digital
1550 Caterpillar Rd. Mississauga ON L4X 1E7
T: 905-848-1550
E: beautifulprint@mi5print.com
W: www.mi5print.com
Multi Bookbinding
2112 av de la Transmission, Shawinigan QC G9N 8N8
T: 647-547-1975
E: estimating@MultiBookbinding.com
W: www.multibookbinding.com
PACIFIC BINDERY
8328 Riverbend Crt. Burnaby BC V3N 5C9
T: 604-528-9882
E: clarsen@pacificbindery.com
W: www.pacificbindery.com
Print and Signs.ca
17 Colborne St. E., Unit 101 Orillia ON L3V 1T4
T: 705-327-5152
E: info@georgianbayprinters.com
W: www.printandsigns.ca
PRINT2GO
28 Dundas St. E., Unit 1 & 2 Mississauga ON L5A 1W2
T: 905-949-5837
E: support@print2go.ca
W: www.print2go.com
See our ad on page 32
RS Superior Bindery Services Inc.
1800 Ironstone Manor, Unit 3 Pickering ON L1W 3J9
T: 866-827-0220
E: info@rssuperior.com
W: www.rssuperior.com
See our ad on page 27
The Copy Connection
205 Torbay Rd., Unit 2, Markham ON L3R 3W4
T: 416-502-9100
E: sales@thecopyconnection.com
W: www.thecopyconnection.com
Torpedo Marketing Inc.
67 Rainbow Creek Dr., Unit 2, Vaughan ON L4H 0A6
T: 905-795-0930
E: info@torpedomarketing.ca
W: www.torpedomarketing.ca
West Star Printing Ltd.
10 North Queen St. Etobicoke ON M8Z 2C5
T: 888-674-0266
E: fayaz@west-star.com
W: www.west-star.com
ECO-FRIENDLY INKS AND COATINGS
Committed to formulating high performance products that have minimal impact on the environment , INX does so without sacrifi cing machine, processing, and end-use product performance.
• Natural-based High Renewable Content Inks
• Monolayer Systems for Lightweight Packaging
• Washable Packaging Inks that Enable Recycling
• Low Migration Inks and Coatings
Leading the way with advanced inks to match virtually every OEM printer and print head type , with an unsurpassed Global Dealer Network offering full technical support.
• Eco Solvent
• Aqueous • UV Curable
• Liquid Laminates
• Bulk Ink Delivery
www.triangleINX.com
PRODUCTION SERVICES
York Bindery Services Ltd.
455 Milner Ave., Units 4-6
Toronto ON M1B 2K4
T: 416-609-8878
E: hitesh@yorkbindery.com
W: hitesh@yorkbindery.com
See our ad on page 34
COATINGS
Arrow Systems, Inc.
2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
Belmont Press Ltd.
5 Bodrington Crt. Markham ON L6G 1A6
T: 800-334-5150
E: info@belmontpressltd.com
W: www.belmontpressltd.com
Best Deal Graphics & Printing
30 Production Dr. Scarborough ON M1H 2X8
T: 866-719-3339
E: bdprint@bdprint.ca
W: www.bdprint.com
Marquis Book Printing
2700 rue Rachel Est, Montreal QC H2H 1S7
T: 855-566-1937
E: info@marquisbookprinting.com
W: www.marquisbook.com
See our ad on page 22
Mi5 Print & Digital 1550 Caterpillar Rd. Mississauga ON L4X 1E7
T: 905-848-1550
E: beautifulprint@mi5print.com
W: www.mi5print.com
COLLATING/INSERTING
Canadian Screen Print
60 Copernicus Blvd., Brantford ON N3P 1K5
T: 519-771-8868
E: canadianscreenprint@outlook. com
W: https://canadianscreenprint. com/
Marquis Book Printing
2700 rue Rachel Est, Montreal QC H2H 1S7
T: 855-566-1937
E: info@marquisbookprinting.com
W: www.marquisbook.com
See our ad on page 22
Mi5 Print & Digital 1550 Caterpillar Rd. Mississauga ON L4X 1E7
T: 905-848-1550
E: beautifulprint@mi5print.com
W: www.mi5print.com
PACIFIC BINDERY
8328 Riverbend Crt. Burnaby BC V3N 5C9
T: 604-528-9882
E: clarsen@pacificbindery.com
W: www.pacificbindery.com
The Copy Connection
205 Torbay Rd., Unit 2, Markham ON L3R 3W4
T: 416-502-9100
E: sales@thecopyconnection.com
W: www.thecopyconnection.com
Torpedo Marketing Inc.
67 Rainbow Creek Dr., Unit 2, Vaughan ON L4H 0A6
T: 905-795-0930
E: info@torpedomarketing.ca
W: www.torpedomarketing.ca
DIE CUTTING
Arrow Systems, Inc.
2440 Jerauld Ave.
Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
ASL Print FX
1 Royal Gate Blvd., Unit A Vaughan ON L4L 8Z7
T: 800-263-2368
E: reachout@aslprintfx.com
W: www.aslprintfx.com
Belmont Press Ltd.
5 Bodrington Crt. Markham ON L6G 1A6
T: 800-334-5150
E: info@belmontpressltd.com
W: www.belmontpressltd.com
Canadian Printing Resources Inc.
230 Eddystone Ave., Toronto ON M3N 1H7
T: 416-740-3388
E: sales@canadianprintingresources.com
W: www.canadianprintingresources.com
Canadian Screen Print
60 Copernicus Blvd., Brantford ON N3P 1K5
T: 519-771-8868
E: canadianscreenprint@outlook.com
W: https://canadianscreenprint.com
Marquis Book Printing
2700 rue Rachel Est, Montreal QC H2H 1S7
T: 855-566-1937
E: info@marquisbookprinting.com
W: www.marquisbook.com
See our ad on page 22
Mi5 Print & Digital
1550 Caterpillar Rd. Mississauga ON L4X 1E7
T: 905-848-1550
E: beautifulprint@mi5print.com
W: www.mi5print.com
Multi Graphics Print & Litho 1020 Matheson Blvd. E., Unit 4, Mississauga ON L4W 4J9
T: 905-624-7277
E: multigraphics@mgprint.ca
W: www.mgprint.ca
PRINT2GO
28 Dundas St. E., Unit 1 & 2 Mississauga ON L5A 1W2
T: 905-949-5837
E: support@print2go.ca
W: www.print2go.com
See our ad on page 32
RS Superior Bindery Services Inc. 1800 Ironstone Manor, Unit 3 Pickering ON L1W 3J9
T: 866-827-0220
E: info@rssuperior.com
W: www.rssuperior.com
See our ad on page 27
DIRECT MAIL S ERVICES
AIIM - Avant Imaging & Integrated Media Inc.
205 Industrial Pkwy., N. Aurora ON L4G 4C4
T: 416-798-7110
E: help@aiim.com
W: www.aiim.com
See our ad on page 29
Canadian Printing Resources Inc.
230 Eddystone Ave., Toronto ON M3N 1H7
T: 416-740-3388
E: sales@canadianprintingresources.com
W: www.canadianprintingresources.com
DM Graphics Inc.
168 Niagara Trail, Georgetown ON L7G 0H4
T: 416-520-2149
E: info@dmgraphics.ca
W: http://dmgraphics.ca
Innovative Response Marketing Inc. 4020A Sladeview Cres., Unit 5, Mississauga ON L5L 6B1
T: 905-826-1411
E: mstephens@innovativeresponse.ca
W: www.innovativeresponse.ca
Lowe-Martin Group, The 6006 Kestrel Rd. Mississauga ON L5T 1S8
7895 Tranmere Dr., Suite 202 Mississauga ON L5S 1V9
T: 905-405-0288
E: info@baking.ca
W: www.baking.ca
Digital Imaging Association 1370 Don Mills Rd., Suite 300, Toronto ON M3B 3N7
T: 416-254-4941
E: marg@digitalimagingassociation.com
W: www.digitalimagingassociation.com
TRAINING
Arrow Systems, Inc. 2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
Spicers Canada
200 Galcat Dr., Vaughan ON L4L 0B9
T: 877-790-2335
E: info@spicers.ca
W: www.spicers.ca
See our ad on page 23
BUSINESS SERVICES
APPRAISALS
Connecting For Results Inc.
43 Lacewood Cr., Toronto ON M3A 2Z3
T: 416-347-0587
E: info@connectingforresults.com
W: https://connectingforresults.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6 Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
CONSULTING SERVICES
Connecting For Results Inc.
43 Lacewood Cr., Toronto ON M3A 2Z3
T: 416-347-0587
E: info@connectingforresults.com
W: https://connectingforresults.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
SUPPORT SERVICES
Spicers Canada
200 Galcat Dr., Vaughan ON L4L 0B9
T: 877-790-2335
E: info@spicers.ca
W: www.spicers.ca
See our ad on page 23
FINANCING/LEASING
EquiBank Financial Services Inc.
c/o Heidelberg Canada Graphic Equipment Ltd
5900 Keaton Cres., Mississauga ON L5R 3K2
T: 416-768-8021
E: jim_hughes@rogers.com
W: www.equibankfinancial.com
Newcap Leasing Inc.
222 Norfinch Dr. Toronto ON M3N 1Y5
T: 416-645-0286
E: info@newcapleasing.com
W: www.newcapleasing.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
PRINT BROKERS
Duchess Sales Ltd.
230 Eddystone Ave., Suite 205 Toronto ON M3N 1H7
T: 416-740-7161
E: gerry@duchesssales.ca
W: www.duchesssales.ca
Elite Printing and Design Inc.
11 Huntwood Court, Ottawa ON K1V 0R3
T: 613-260-9666
E: dean.eliteprinting@gmail.com
W: www.eliteprintdesign.com
Ideal Printing Company, The 250 Ferrand Dr., Suite 1001 North York ON M3C 3G8
T: 416-565-3783
E: smiller@idealprinting.com
W: www.idealprinting.com
Imprimerie A D Litho Inc.
455 rue Deslaurier, Montréal QC H4N 1W2
T: 514-382-2311
E: info@adlitho.com
InfoCOM Management Inc.
1170 Birchmount Rd., Scarborough ON M1P 5E3
T: 905-624-4636
E: info@infocommanagement.com
W: www.infocommanagement.com
J.R. Shooter Inc.
100 Downing Blvd., Thornhill ON L4J 7N4
T: 905-305-8452
E: shop@jrshooter.com
W: www.jrshooter.com
LetterPerfect Printing
2262 Josephine St., Sudbury ON P3A 2N2
T: 705-524-1927
E: letterpe@vianet.ca
W: www.letterperfectprinting.ca
NOVIN Design & Print
180 West Beaver Creek Rd. Richmond Hill ON L4B 1B4
T: 647-429-2299
E: info@novin.ca
W: www.novin.ca
VinJo Media
20 Mississauga Valley Blvd., Mississauga ON L5A 3S1
T: 647-297-3022
E: vinodjohn@vinjomedia.com
W: www.vinjomedia.com
EQUIPMENT RELATED SERVICES
ELECTRIC SERVICES
Baumer Inc.
4046 Mainway Dr. Burlington ON L7M 4B9
T: 905-335-8444
E: jquigley@baumerelectric.ca
EQUIPMENT SERVICE & REPAIR
Arrow Systems, Inc.
2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Spicers Canada
200 Galcat Dr., Vaughan ON L4L 0B9
T: 877-790-2335
E: info@spicers.ca
W: www.spicers.ca
See our ad on page 23
INSTALLATIONS
Arrow Systems, Inc. 2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
Spicers Canada
200 Galcat Dr., Vaughan ON L4L 0B9
T: 877-790-2335
E: info@spicers.ca
W: www.spicers.ca
See our ad on page 23
MACHINE PARTS
Arrow Systems, Inc.
2440 Jerauld Ave. Niagara Falls NY 14305
T: 716-285-2974
E: shaan@arrsys.com
W: www.arrsys.com
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
PRESS REFURBISHMENT AND REPAIR
PDS - Print Digital Solutions
5230 Finch Ave. E., Unit 6, Toronto ON M1S 4Z9
T: 416-297-7996
E: sales@printdigitalsolutions.com
W: www.printdigitalsolutions.com
OTHER TRADE SERVICES
TRADE SHOW SERVICES
VinJo Media
20 Mississauga Valley Blvd., Mississauga ON L5A 3S1
T: 647-297-3022
E: vinodjohn@vinjomedia.com
W: www.vinjomedia.com
TRADE SHOWS
drupa@Messe Duesseldorf (Canada)
480 University Ave., Suite 1500, Toronto ON M5G 1V2
T: 416-598-1524
E: messeduesseldorf@germancamber.ca
W: drupa.com
CONNECTED AUTOMATION
KOMORI SPECIAL EDITION
B.C. PRESS CREATES NEW SALES RECORD
Second-generation Minuteman Press franchisees share insights on operating as an essential business during the pandemic
By PrintAction Staff
For Gord and Alisa Gelderman, no year was more challenging for their familyowned Minuteman Press franchise in Chilliwack, B.C., than 2020. At the same time, they were able to operate throughout the COVID-19 pandemic because printing was classified as an essential business. As a result, the Minuteman Press in Chilliwack was able to simply reach out and be there for their clients. By supporting other local businesses at such a critical time, Gord and Alisa were able to rebound from the initial onslaught of the once-in-a-lifetime pandemic and grow their sales significantly by the end of 2020.
Today, Gord and Alisa are proud members of the Minuteman Press International President’s Million-Dollar Circle for achieving yearly gross sales of at least $1 million. This is impressive since they achieved record sales for their 23year business despite the initial challenges of lockdowns last year.
“It means a lot to us that we have
Gord and Alisa Gelderman
been able to grow our business to this level.We had a significant dip in sales for a while in 2020 when the pandemic first hit, but were able to recoup and exceed those losses by the end of the year. Two things were key in this: Our great staff and the excellent position the franchise support from Minuteman Press International has put us in to help us adapt and grow,” explains Gord.
Henry. Gord and Alisa officially took over the business when Henry retired in 2016. The community ties they have built as a family business for 23 years have also been a huge help to continuing to thrive despite the pandemic. “Things have come full circle for Alisa, and I am so happy that we are still standing strong as a business and as a community, as we emerge from this together.”
have received high-demand for floor/ window decals and signs from all kinds of businesses, as well as disposable and takeout menus from restaurants. As we got closer to Christmas, we saw increased demand for promotional items, particularly custom branded apparel. A lot of companies wanted to do something extra for their employees and we had the services already in place to help in this regard.”
Print has also been vital to helping the community celebrate different milestones when physical gatherings have been limited. Gord says, “We put a lot of effort into a campaign to print personalized grad signs for kids who didn’t get to have a graduation (including our own daughter). The response was phenomenal! While each sign was custom and the whole project was time consuming, it brought many people to our shop that have never interacted with us before. It also promoted the ‘all in this together’ feeling that our community really needed at the time.”
Another way Minuteman Press in Chilliwack has been helping clients stay connected with their potential customers is through their direct mail services. Gord says, “We offer all types of marketing services including mailing, which we are doing more now than ever before. We also take a cross-media marketing approach to promote our own business, which is something we can help our clients do. We participate in the Minuteman Press International Internet Marketing program and have focused on increasing Google reviews for our business by simply asking our customers to review their experience with us.”
$1M
The Minuteman Press in Chilliwack beat all odds to earn a record annual gross sale of at least $1 million in 2020.
He also credits the renewed support and solidarity among the small business community for being able to grow during the pandemic.
Gord says, “There is just this sense of all of us helping each other out. At the beginning of the pandemic, we kept promoting ourselves as essential, reminding clients that we are still open and here to help. We made sure to let them know of our delivery and curbside pickup options, and we established a strong rapport by promoting and shopping local with other small businesses.”
Minuteman Press in Chilliwack has been operating since 1998 and was first operated by Alisa’s father
Print is essential
Two of the biggest keys to growth for Gord and Alisa are that print is an essential industry and that Minuteman Press in Chilliwack listens to their clients and fulfils their printing and marketing needs. Gord says, “Client responses have been overwhelmingly positive.We accommodate rush orders due to everchanging government COVID-19 policies, we have an excellent and fast graphic designer who has a pulse for what our clients need, and we try our best to design and print pretty much anything.”
He continues, “For example, we
Gord adds, “People come to us with a problem and we have the solutions waiting for them. The printing industry in general loves to help out others, even if it means staying late or coming in early to complete the order on time. We are also in a unique position, providing mostly to the business community. We have been able to use our social media accounts to promote other local businesses by highlighting the printing we do for them, which is just one example of how we take a crossmedia approach to marketing.”
Taking over the family business
Prior to buying the family business
The Minuteman Press in Chilliwack, B.C., credits its staff and the support from Minuteman Press International for successful print sales.
with Alisa in 2016, Gord was no stranger to the concept due to his previous employer. He explains, “I worked in a familyowned and operated automotive supply store for 22 years, starting while in high school. I held various roles over the years from delivery driver, shipper/receiver, parts person and eventually operations manager. I chose Minuteman Press in 2016 when my fatherin-law Henry was about to retire. I was always somewhat intrigued about the industry
and Alisa did work with him for the first few years until we began having children. We are happy with our decision and to continue the family tradition that Henry and Alisa started in 1998.”
Gord is also happy with the ongoing local support provided by Minuteman Press International.
He says, “The support from Minuteman Press has been great both locally and from world HQ. They have provided a lot of useful tools and tips to
help us through the government restrictions. Being part of the franchise family allowed us to build on each other’s creative sales and marketing ideas.”
“I’d like to congratulate Gord and Alisa on all of their well-earned success over the years including their impressive growth during the pandemic. They truly care about their community and show it by supporting other local businesses. Gord and Alisa have followed the Minuteman Press franchise system and have successfully adapted to meet the needs of their clients as businesses continue to reopen,” says Neil MacLeod, Minuteman Press International regional vice-president, Western Canada.
Advice for local businesses
As he looks back on his decision to become a business owner, Gord says, “Owning my
own business is hard work but it is satisfying to see the results. Previously, I worked hard for another company putting in long hours and caring deeply— now the hard work I put in is for something that is mine and for my family’s future. It is also rewarding to build relationships with other business owners through local organizations such as BNI.”
When asked what local businesses can do right now, Gord answers, “Local businesses would do well to focus on maintaining fantastic customer relationships. This can lead to bigger things later on. As restrictions are lifted in time, things will likely be a lot busier for most people and the time to prepare for that is right now.”
He concludes, “Focus on being positive and diversify your offerings as much as you can. Keep your customers happy and continue to build credibility in the market.”
The Minuteman Press in Chilliwack achieved more than $1 million in sales in 2020.
Marketing for print services
By Bob Dale and Nicole Morrison
ny list of leading Canadian com mercial print companies would include CJ Graphics, Hemlock Print ers, and PDI. CJ Graphics is made up of more than 30 com panies operating in one stateof-the-art facility on an 8-acre campus. It has won more awards than any other printing firm in North America, making it one of the industry’s most recognized companies.
Hemlock Printers is one of the largest and most recognized printing companies in North America, operating car bon-neutral from an 80,000-sf facility in Burnaby, B.C.
PDI is the largest independent sheet-fed printing company in Quebec, providing integrated print solutions.
We recently spoke to Jamie Barbieri, president of PDI, Jay Mandarino, president and CEO of CJ Graphics, and Richard Kouwenhoven, president and COO of Hemlock Printers, about successfully marketing their companies in today’s challenging environment.
Inspiration
All three industrt leaders mentioned Arthurs-Jones as an industry leader that they modelled their companies after. Mandarino shared Duncan McGregor was one of his mentors. Another mentor was Richard Kouwenhoven’s father Dick, who was an equally well-respected industry leader. Duncan has shared with us that he is very impressed with Mandarino’s accomplishments.
Meet client needs
For marketing excellence, the first thing that everyone mentioned was their focus on customer requirements. Companies must understand the clients’ needs, so they can deliver specific solutions. In many cases, there would be a need to develop expertise, customize workflows and use specialized equipment to differentiate the company from competitors.
SUPERIOR TECHNOLOGY — Die crease without a die, then fold and even glue all on the same machine, up to
3. INTEGRATED MODULAR UNITS — Combined in-line finishing: crease, fold, glue, tipping, envelope inserting, ink jetting (Duplex), clip seal (3 sides), mail prep.
RETURN MAIL PRODUCTS — Customized “Return Mailers” created in-line with “U” or “BOX-shape” remoistenable glue, time perfed applications and envelope formation.
6. MINI-BOOKLETS — Saddle-stitch and trim 2-up booklets in-line to the size of a business card. No need to trim off-line, or do 2 passes.
7. HIGH SPEED EQUIPMENT — High speed Tipping, Folding, Saddle-stitching and soft folding ensuring on time delivery.
Richard Kouwenhoven
Jamie Barbieri
Jay Mandarino
Once you achieve an in-depth understanding of client needs, and demonstrate the ability to satisfy them, you can expand by offering other customers operating in the same space unique solutions. This could apply to several industries, such as financial, energy, beverage, food service and pharmaceuticals.
Companies must understand the clients’ needs, so they can deliver specific solutions.
Marketing tools
To get the message out, you can adopt traditional marketing tools such as:
• newsletters, brochures and samples to demonstrate quality or techniques ( i.e. high-quality bound books);
• press releases and various types of advertisements;
• lunch and learn sessions;
• customer surveys;
• plant tours;
• open house (or in CJ’s case, legendary holiday parties);
• sponsorships;
• quality competitions; and
• participation in trade shows.
There are additional channels that have proven to be effective such as:
• direct mail;
• social media marketing; and
• multi-channel marketing with QR codes, augmented reality and PURLs; and
• support for corporate social responsibility initiatives.
Relationship marketing challenges
While relationship marketing is important, it’s becoming more challenging for print providers, especially with large enterprise or government clients. Many
have formal processes and requirements to control the relationships with suppliers, and that lessens the impact of a personal relationship. In other organizations, as the corporations downsize staff, the remaining employees have a greater need to rely on fewer suppliers who have earned trust by demonstrating expertise, quality and superior customer service. The best scenario is when printers develop relationships with customers they ‘partner’ with for a common initiative or cause.
Quality is not the same differentiator as it once was. The industry has transitioned from a ‘craft-based’ one to ‘techbased’, with advance colour calibration, CTP and advanced and automated technologies. This has led companies like Hemlock to differentiate with sustainability and environmental initiatives. Hemlock, (as well as CJ and PDI) have received many environmental awards from PrintAction’s Canadian Printing Awards.
Prudent tech investments
As these companies have grown with their success, they also have a few things in common. All make smart investments in technology. It is important to have current technology, but
not necessary to be on the ‘bleeding’ edge of it. Second, all have developed capabilities to be a ‘one-stop shop’ with investments in pre- and post-press, wide-format, warehousing, kitting and distribution. This has been accomplished by developing internal capabilities and acquiring new ones.
One of the challenges companies face is developing a standard message and training the sales team to share that, especially with fewer tools than were available before the pandemic. Sales staff cannot make appointments to visit a client’s facility and show samples that demonstrate the good work they do.
Additionally, as sales staff progress in their careers, succession planning is critical to ensure there are qualified younger employees who are adept at social media engagement to also build customer relationships, support the good efforts of senior sales staff and carry the torch forward.
We wish to thank Barbieri, Mandarino and Kouwenhoven for sharing their insights with us.This is the sign of true industry leaders.
Bob Dale and Nicole Morrison are with Connecting for Results, Inc. They can be reached at info@connectingforresults.com.
Martin Habekost / Chair, School of Graphic Communications Management / Ryerson University
Dr. Martin Habekost was appointed chair of the School of Graphic Communications Management (GCM) at Ryerson University, Toronto, effective July 1, 2021. Habekost holds a PhD in analytical chemistry from Leibniz University in Hanover, Germany. After working for 10 years in various roles within the ink manufacturing industry, he joined GCM in 2005. He was named associate chair of the School in 2012. We spoke to him about his new role and plans for GCM.
How is Ryerson University’s GCM program unique from other printrelated programs?
MH: GCM is built on three pillars. These pillars are creativity and design; technology and innovation; and business and entrepreneurship. These three pillars make GCM’s program unique. Students take classes in relation to these three pillars, and these classes give them many opportunities after graduation. Another important aspect is the fantastic relations we have with industry and suppliers. Without their continuing and generous support, we would not be able to offer the current education in its depth and breadth to our students.
As the new school chair, what are your plans?
MH: I have a couple of plans for the School. There will be initiatives in the packaging area at both the graduate and undergraduate levels. These initiatives are in various planning and execution stages. Also, the School will continue to offer a modern and flexible curriculum to the students.
What is the state of the print industry today, in your opinion?
MH: The print industry is in a constant state of flux. Digital print technologies are making inroads into print businesses. Many short-run jobs will get printed on digital printers. Digital printing is evolving at a fast pace, and the print quality is improving with every new machine. Also, automation will play a larger role in the industry. With automation, it is possible to print short-run jobs in a
Digital printing is evolving at a fast pace, and the print quality is improving with every new machine.
profitable way using traditional print processes. However, the equipment needs to be relatively new, so all the new automation techniques can be implemented. The pandemic forced many businesses to invest in digital storefronts, so customers can order products online. This has changed the business model of many companies. Also, the pandemic has changed workspaces. Work from home will continue to be a part of the daily business when the pandemic is over.
One thing, though, print is definitely not dead. The pandemic showed how print businesses are able to adapt to changing customer requirements. Some businesses added new product lines that were tied to the pandemic.
How can the industry attract more young people?
MH: This is a tricky question. No one has been able to provide a comprehensive answer to that. Many young people probably think the industry involves working with heavy machinery and ink, and that is not an attractive image. The industry has to promote all the other job possibilities including creative ones.
Further, people who want to enter the industry would like to start with a competitive salary and be assured of growth opportunities. The salary that is being offered currently by some companies does not match the cost of living in Canada. This can be a turn-off for aspiring professionals.
What do you think is the most exciting thing about print?
MH: The most exciting thing about print is seeing how an idea that might have been sketched on a napkin or scrap paper becomes a beautiful printed, finished product. This is most evident in the annual Canadian Printing Awards organized by PrintAction. For a number of years, I was a member of this competition’s judging panel, and I was amazed and in awe of the submissions, especially the combination of colours, design, materials, binding and finishing. Creating unique pieces for every customer is what this industry is about; this makes it exciting.
Habekost’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.
ManufacturingJobsite.ca is Canada’s premier online job portal for the growing manufacturing sector. A laser focus on the right people across the country’s largest manufacturing media audience means you get the right applicants the first time. No more massive piles of unqualified applicants, just professional employers reaching qualified professionals.
Powered by the top manufacturing media brands in Canada, the reach to over 500,000 industry professionals on ManufacturingJobsite.ca is amplified by:
Website advertising to 185,000 qualified monthly site visitors
A comprehensive and magnifying reach across multiple associated job boards
Email promotion and job alerts to 131,000 industry emails using Canada’s largest CASL-compliant direct access to manufacturing professionals
Social media promotion to all brand networks on Facebook, Instagram, Twitter and LinkedIn