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May / June 2018

CONNECTIONS May / June 2018 // Vol. 81 No. 3

A Magazine serving PINE Members

HIGHLIGHTS  Superior acquires trade binding division of HF Group  Does your printing organization have EI?  Meridian Printing is Joined by Barrington Printing


FOR THE HOME STRETCH Packaging materials, equipment and services to help you successfully complete your projects


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PORTLAND, ME 207.878.0007

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LONDONDERRY, NH 603.627.1320

WILLISTON, VT 800.697.5111

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Our customers depend on us for bindery finishing services that they can’t do themselves, have conflicting due dates, or are too big to be done in house—the jobs that need more human interaction, creativity and care. We’re a two-generation, family-run operation focused on personal service, attention to detail, and maintaining an experienced staff. It’s what keeps our customers coming back when they really need something done right. • 603.886.3889

CONNECTIONS May / June 2018 // Vol. 81 No. 3


A Magazine serving PINE Members

Data Privacy Liability: Key Considerations Provided by NorthStar Insurance

Does your printing organization have emotional 23  intelligence?

IN EACH ISSUE 4 News 32 Ask the Technical Experts 34 Calendar 36 Services Directory 40 Business Connections

By Sandy Hubbard


The Top Gun of Sales By Bill Farquharson

PRINTING Flagship Press, Inc. PAPER Printed on 80# Text & Cover EuroArt Plus Gloss

Provided by Lindenmeyr Munroe STAFF Christine Hagopian Publisher Brie Drummond Production Manager

Connections is the official member publication of Printing Industries of New England. Connections (publication No. 378-800) is published bi-monthly by PINE Service Corporation, 5 Crystal Pond Road, Southborough, MA 01772-1758, ISSN 0162-8771. Copyright 2018. All rights reserved. Periodical class postage paid at Southborough, MA and additional mailing offices. Contact PINE at 508-804-4100 with change of address requests. PINE Service Corporation does not assume and hereby disclaims any liability to any person for losses or damages caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident or any cause whatsoever.

ABOUT THE COVER View of Boston in Massachusetts from the Charles River bed on a sunny and warm spring day.

FROM THE PUBLISHER Do you ever have moments that make you smile and feel so full of pride? Our Industry Awards Gala, recently rose to the top of my proud moments. A crowd of 275, industry executives, sales reps, marketing teams and regional graphic arts students gathered at historic Mechanics Hall in Worcester, a wonder in its own right, to celebrate print! We honored the winners of the Awards of Excellence competition both companies and students. Design legend, Daniel Dejan of Sappi Fine Papers was honored as our Industry Influencer Award. Everyone had a momentous moment on the stage, with pictures and selfies galore! Congratulations to everyone!

Christine Hagopian President of PINE Follow PINE:

Thank you again to our generous sponsors: Heidelberg, Canon Solutions America, Komori, Kodak, Northstar Insurance Services, Partners Benefit Group/CBA Companies, Standard Finishing Systems, GPA, International Paper, Sappi Fine Paper, KOTA, Ricoh USA - Production Printing Division, Printer’s 401k, Scodix, Baldwin Technologies, Koenig & Bauer, National Braille Press, Nekoosa, Offtech New England, OPRSystems, Sheppard Envelope, Taylor Box Company, W+D, and Yupo Check out photos from the evening at You can view a list of the winners and also download a winner’s booklet. Start saving those unique and stunning jobs to enter by January, 25. This year we’re offering an early bird discount that begins with entries submitted September 28. You have to be in it to win it!



Michael Peluso Chairman/ Clerk Shawmut Communications Group— Danvers, MA

Bruce Boyarsky Ocean State Book Binding — Providence, RI

Mark Sanderson SPC PRINT.INTEGRATED — North Springfield, VT

Dan Kennedy Vice Chairman Keno Graphic Services — Shelton, CT

Theresa Cloutier DMM, Inc. — Scarborough, ME

Rick Sands The Fenway Group — Boston, MA

Matthew Tardiff Secretary/Treasurer J.S. McCarthy — Augusta, ME

Peter Gardner Curry Printing — Westborough, MA

Zachary Schwartz Fusion Cross Media — Manchester, CT

Justin Pallis Immediate Past Chairman DS Graphics, Inc. — Lowell, MA

William Lorenz Boutwell, Owens & Co., — Fitchburg, MA

Dan Shedd Taylor Box Company — Warren, RI

Christine Hagopian President PINE — Southborough, MA

Lori Goodman Novak Northstar Pulp & Paper — Springfield, MA

Linda Smith Standard Modern Co. — New Bedford, MA

Paul Parisi HF Group – Acme Binding — Charlestown, MA

David Theriault Elite Envelope & Graphics — Randolph, MA

March / April 2018 // 3


Superior acquires trade binding division of HF Group Superior Packaging & Finishing has acquired the trade binding division of HF Group. Your trusted partner is now stronger and more capable than ever.
There will be an orderly ramp up of production at Superior during the trade binding transfer from Acmebinding, Charlestown to Braintree over the next 60-90 days. Paul Parisi will continue as a shareholder of HF Group, but operationally will be taking on the new assignment of managing the hardcover division for Superior. The Charlestown plant of HF Group will continue providing services for library binding and specialty hand binding under the management of John Parisi. Donny Charlebois, President of Superior, and Paul Parisi are excited about the potential of this collaboration. Mike Hill, formerly of Riverside Bindery and Manny Motto, of HF Group, will be joining the Superior team as we make the transition.

 Superior has completed a major investment in a zeromake- ready case binding line, 
3-knife trimmer, sewing machines, perfect binder, case makers and MIS systems to support the new work. Additional specialty equipment

from the Charlestown plant will be relocated to Braintree. HF Group’s expertise in case binding and sewn soft cover binding, added to Superior’s expertise in perfect binding, mechanical binding, die cutting, coating, and packaging, will create a one-stop solution with the world’s most efficient technology, lower overhead/cost, round the clock production and top quality. We believe this bold step will enable you to win more orders and grow your book business.

 Superior has a 180,000 SF facility with 150 trained staff and a wide array of machinery. Complementing the move of Acme’s trade binding staff to Superior’s Braintree facility is the addition of trained bindery operators hired from the recently-closed Quad book plant in Taunton. We have the equipment, experienced staff, and management team to handle your full range of work—delivered with art book quality. Our goal is to provide a range of services and competitive cost that will lead to more volume for all of us. We aim to be the best partner possible for our trade binding clients.

One of New England’s largest and most successful commercial printers, J.S. McCarthy, has upgraded its digital capabilities with the installation of a KODAK NEXPRESS ZX3300 Digital Color Press. With a big footprint in the offset world, J.S. McCarthy has been investing in digital print for over a decade. Its Connecticut facility was operating with an older NEXPRESS model alongside a competitor’s offset digital color press. When it came time to evaluate new options in the market to advance its digital capabilities J.S. McCarthy ended up choosing to upgrade to the NEXPRESS ZX3300 press. “We have always had a great experience with Kodak and our NEXPRESS press. The press service, reliability, and quality has served us well for many years, so we were excited when we began testing the NEXPRESS ZX3300 press and its potential to help us extend the range of applications we could offer our clients,” said Carmine Furci, Head of J.S. McCarthy Stamford Production. Since we have installed the press, it has exceeded our expectations. There is a marked improvement in the quality of the machine, especially with the high def inks and with the fifth unit and the light black, the quality jumped. The NEXPRESS press was good before, but it’s great now!” For J.S. McCarthy, expanding its digital capabilities is also aimed at moving up the value chain in the types of print products they can offer their

customers. The press’ ability to handle large sheet sizes (max up to 14 x 39.3”) opens new digital applications like sixpanel brochures, small format signage, shelf tags, packaging and much more. The flexibility the NEXPRESS press provides also means J.S. McCarthy can reduce the time and cost for certain types of jobs that were previously destined for offset. “In digital, given the capabilities that the NEXPRESS press provides, we can do more high-value work for our customers. The press really allows us to have a different kind of conversation with our clients about what’s possible, from the versatility of the stocks to the sizes it can print. From a reliability and quality standpoint, we can run a 13”x19” sheet and up to 14”x39” sheet with extremely high-quality output,” said Furci.

J.S. McCarthy Expands Digital Print Business with KODAK NEXPRESS ZX3300 Digital Color Press



Meridian Printing is Joined by Barrington Printing A new team is born as Meridian Printing enhances its industry-leading commercial printing offering with Barrington Printing Meridian Printing, a Rhode Island based premiere quality printing company, is being joined by Barrington Printing, a family owned and operated full-service commercial printing and mailing company. With this union, Meridian will enhance its industry leading digital and offset commercial printing, and its innovative technologies that bring software as a service [SaaS] to your printing experience, making it faster and increasing value. With the addition of Barrington Printing’s experience and services, Meridian will now also be able to provide in-house mail services, and fulfillment and kitting. These additions will allow Meridian to better service its nationwide, high-profile and wide-ranging client base in commercial, schools and universities, and the museum and gallery markets. “We are excited to have Barrington Printing join the Meridian family,”

said Meridian Printing owner, Bob Nangle. “Barrington Printing has a spotless reputation in the industry and brings a host of offerings that enhance Meridian’s services.” Meridian Printing and Barrington Printing bring to the table nearly 80 combined years of growth on parallel but separate paths. Since being founded in 1978, Meridian has garnered numerous industry awards that include the prestigious Benjamin Franklin and Sappi North American Printer of the Year awards. They have also serviced high-profile clients that include RISD, The Smithsonian Institution, Fidelity Investments, The Hinckley Company, and Mitchells|Richards. Meridian Printing and Barrington Printing are now one—creating a powerful and remarkable firm, unparalleled in the North East printing industry. “As a family business, since our inception in 1981, Keith and I are

incredibly proud and excited to join forces with Meridian Printing,” said Barrington Printing founder, Barry Couto. “They are true leaders in the field with unmatched technology and superior quality.”

About Meridian Printing Meridian Printing is a Rhode Island based premiere printing company servicing a nationwide high-profile client base in commercial, schools and universities, and the museum and gallery markets. Meridian is committed to sustaining the environment as well as giving their customers the opportunity to exercise corporate responsibility. Meridian is the only printer in RI to be using Wind Power and the only printer in Southern New England to be both Wind Power Certified and FSC Certified.

left to right: Steven Lee, Meridian Printing; Barry Couto, Barrington Printing; Keith Couto, Barrington Printing; Bob Nangle, Meridian Printing. May / June 2018 // 5


Awards of Excellence winners announced Industry Influencer Award, continuous membership recognition The 11th Annual Awards of Excellence were held last month in Worcester, MA at the historic Mechanics Hall. More than 250 industry leaders from across New England attended the event that recognized the very best print of 2017 with Pinnacle (Best of Category), Award of Recognition, Award of Merit and specialty awards. The complete list of winners is as follows: Abbott-Action, Inc. - Pinnacle, Award of Recognition, 2 Awards of Merit. The Allied Group - 2 Pinnacles, Award of Recognition, 6 Awards of Merit. The Artcraft Company, Inc. - 3 Pinnacles, 4 Awards of Recognition, Award of Merit. Boutwell, Owens & Co., Inc. 2 Pinnacles, 2 Awards of Recognition, 2 Awards of Merit. CompuMail Corp. - 2 Pinnacles, 2 Awards of Recognition, Award of Merit. Dion Label Printing - Pinnacle. DMM, Inc. - Pinnacle. DS Graphics, Inc. - People’s Choice, 4 Pinnacles, 11 Awards of Recognition, 2 Awards of Merit. Echo Communications, Inc. - Award of Recognition, Award of Merit. Essex Printing Company - 2 Pinnacles, 4 Awards of Recognition, Award of Merit. Flagship Press, Inc. - Pinnacle, 2 Awards of Recognition, 7 Awards of Merit. The Harty Press, Inc. - Pinnacle. HF Group ACMEBinding - Pinnacle, Award of Recognition, Award of Merit. Howard Printing, Inc. - 2 Pinnacles, Award of Recognition, 2 Awards of Merit. HPGprint - 2 Pinnacles, Award of Recognition. J.S. McCarthy Printers - Best of Show, Best Offset Piece, Judge’s Choice Award, Most Creative Use of Paper, 12 Pinnacles, 6 Awards of Recognition, Award of Merit. Keno Graphic Services Pinnacle, Award of Recognition. L. Brown & Sons Printing, Inc. - 2 Pinnacles, Award of Recognition, Award of Merit. Lane Press, Inc. - 3 Pinnacles, 5 Awards of Recognition, 3 Awards of Merit. Marketing Solutions Unlimited, LLC - Pinnacle. 6 // PINE CONNECTIONS

They did it again! J.S. McCarthy Printers takes Best of Show. (l-r) Komori’s Marty Ford and Brian McMahon, J.S. McCarthy Printers’ Rick Tardiff, Matt Tardiff, Patty Tardiff, Michael Tardiff, Jon Tardiff and PINE Chairman of the Board Mike Peluso, Shawmut Communications Group. Penmor Lithographers - 3 Pinnacles, 4 Awards of Recognition, 8 Awards of Merit. Polaris Direct - Award of Recognition, 3 Awards of Merit. Puritan Press, Inc. - Best Digital Piece, Most Imaginative Design, 5 Pinnacles, 5 Awards of Recognition, 3 Awards of Merit. Qualprint- Pinnacle. Regal - Judge’s Choice Award. 2 Pinnacles, 2 Awards of Recognition, Award of Merit. Reynolds DeWalt - Award of Recognition. Shawmut Communications Group - Best Use of Substrate, 6 Pinnacles, 4 Awards of Recognition, 6 Awards of Merit. Sheppard Envelope Co. - Pinnacle, Award of Merit. SPC PRINT.INTEGRATED. - Best Use of Photography, 2 Pinnacles, 3 Awards of Recognition. Spectrum Print Plus - Pinnacle, Award of Merit. Standard Modern Company - Pinnacle. Superior Packaging and Finishing - 2 Pinnacles, Award of Recognition, Award of Merit. Taylor Box Company - Pinnacle. TigerPress - Award of Recognition, 2 Awards of Merit. Villanti Printers - 3 Pinnacles, Award of Recognition, Award of Merit. All Pinnacle award winners will be

entered into the Premier Print Awards, a national print competition.

Student Awards announced Now in it’s third year, our Student Awards competition the highest number of schools and entries to date. Students were awarded either a First, Second or Third Place award for their entries. This years winners are: Bristol-Plymouth Regional Technical School - First Place Central Connecticut State University - First Place, Second Place, 2 Third Place awards Diman Regional Technical Vocational High School - 2 First Place, 2 Second Place, 4 Third Place awards Essex Technical High School First Place, Second Place Greater Lowell Technical High School - 2 First Place, Second Place Joseph P. Keefe Technical High School - First Place, Second Place, Third Place Montachusett Regional Vocational Technical School - First Place, 2 Second Place, Third Place (Continued on page 18)

If you can print it, we can finish it... Plastics, all Paperboard, Laminated Sheets and more. Consider us your partner before you turn down a job because you don’t have the equipment or time. Globe Die Cutting finishes packaging for some of the largest printers and folding carton companies worldwide, whose customers are listed among the Fortune 500 in the cosmetic, pharmaceutical, and communications markets.

A third generation, family owned business, providing solutions to the packaging industry since 1962.

Globe has a 100,000 sq. ft. climate-controlled, state-of-the-art facility In House Services • Die Making • CAD

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Congrats Daniel!

(right) Marty Moran, East Regional Vice President, Heidelberg, presents Daniel Dejan, Sappi Fine Paper, with the Industry Influencer Award. Heidelberg has sponsored this award since its inception in 2003.


Heidelberg is Now a “High Performance Center of Germany for Print Media Technology” As part of the global alliance WorldSkills International, one of the central tasks of WorldSkills Germany is to hold national professional competitions and to provide the best possible training for the winners for the “World Championships of Professions”. With this in mind, there are 20 state and federal performance centers for the different professional fields throughout Germany. The new center in Wiesloch-Walldorf is the only one in Germany for the field of print media technology. With its extensive machinery, the Print Media Center offers the best training opportunities for ambitious young printers up to the cut-off age of 22. The national championships for the profession of print media technologist with eight competitors traditionally take place at Heidelberg, the next one is in October. This year for the first time the German championships for digital and print media designers will also take place in Wiesloch-Walldorf. “Learning through Competition” as a didactic concept The winners qualify for the world championships held every two years and receive months of intensive training for this competition from Heidelberg in the new federal high performance center in training camps lasting several days. One of the focuses here is digital printing. “With this commitment, we are once again proving that we do a lot for the development of our industry and in this case for the promotion of young talent,” emphasizes Rainer Haus, Head of Human Resource Development at Heidelberg. The company also provides the equipment for the world championships held every two years. At the last competitions in 2017 in Abu Dhabi, around 1,300 participants from 78 countries spent four days competing in 60 different disciplines on the basis of project work. The next global competition will take place in 2019 in Kazan in Russia – the 45th event of its kind. The title of “High Performance Center of Germany” was officially awarded on Wednesday, 11 April 2018, at a small ceremony as part of a Campus Day for vocational schools. The certificate of appointment was awarded by Hubert Romer, CEO of WorldSkills Germany. “Heidelberger Druckmaschinen AG as our long-standing partner has more than fulfilled the requirements of a federal performance center,” he said.


Standard Hosts Finishing 360 Event June 6–7 Standard will host Finishing 360, a special event for New England customers at Standard’s National Demonstration and Training Center in Andover, MA on June 6 and 7. Print service providers are invited to visit Standard’s stateof-the-art demonstration center to see a comprehensive lineup of automated Horizon and Hunkeler solutions in action. Standard will be providing hands-on, personalized demonstrations specific to each company’s needs, as well as high level tours that provide an overview of Standard’s complete finishing line. Finishing 360 will give attendees a full circle view of the bindery to help them assess current workflow, evaluate new equipment, and realize the benefits of automation throughout the finishing process. Standard’s pre-owned equipment program will also be represented, offering visitors the chance to learn more about qualified trade-ins for credit toward the purchase of new equipment. The New England service team will also be on hand to provide details about Standard’s all-inclusive service program including parts, preventative maintenance, and on-site or remote technical support. Finishing 360 also welcomes PINE, Ultimate TechnoGraphics, Kocher+Bech, and digital press partners to help give attendees a wellrounded experience. Running live on the demonstration floor will be the latest

introductions in Horizon perfect binding, saddlestitching, and folding, as well as Hunkeler’s Generation 8 pre- and post-processing solutions. Additional offerings will include slitting/creasing, die cutting, bookletmaking, and continuous-feed print finishing solutions. Visitors can expect to see revolutionary features firsthand, including end-to-end automation, faster speeds, and higher productivity. The event will run from noon to 5 p.m. on Wednesday, June 6 and 10 a.m.–5 p.m. on Thursday, June 7. Lunch will be provided on both days from 12–2 p.m., along with light refreshments throughout the day. Finishing 360 has been designed to allow guests the flexibility to visit for just a couple of hours or for the entire day. Standard encourages advance registration by visiting finishing360. Pre-registered attendees will receive a special gift upon arrival. Standard Finishing Systems is based in Andover, Massachusetts and is a supplier of print finishing systems and paper handling equipment. For more information, call 877-404-4460 or visit the Standard website at www.

A Tradition of Customer Solutions Since 1919.

We Provide the Best Solutions for all your Printing Equipment Needs.

For Sales, Contact Massachusetts: Dick Berg | 617.212.6590

New, Reconditioned & Used Equipment Sales Special Supply & Service Contract Packages Available.

Connecticut & West of Worcester County: Jack Kemp | 860.883.5571

NH/VT/ME/RI/Worcester County, N. of Route 495: Tom Pelusi | 617.212.6525

We buy equipment & accept trade-ins.Contact: Rick Larsen | 978.642.2000 Ex:210

44 Concord Street


Wilmington, MA 01887






May / June 2018 // 9


Monadnock Paper Mills Announces Envi Wall Art™ Monadnock Paper Mills, Inc. (MPM), a family-owned manufacturer that delivers high-performance specialty papers for the technical, packaging and printing markets, introduces Envi Wall Art™. Envi Wall Art is a beautiful, matte canvas-embossed substrate designed for on-demand printing of fine art, photography, residential and commercial décor, and point-of-purchase signage.  Envi Wall Art provides a unique new revenue stream for photo labs, on-line custom decor portals and front-gate photographic print service providers (PSPs). Envi Wall Art, when properly scored, die-cut and folded, looks just like a quality canvas gallery wrap, without the fuss of a wood frame construction.  It is UV flatbed inkjet printable. It scores, die-cuts cleanly, and folds easily to create beautiful, sturdy, dimensional artwork. This canvas-like replacement for conventional gallery wrap may be printed, scored, die-cut and shipped flat, saving time and money in assembly and mailing.  The consumer can fold and hang their new artwork on the wall in less than a minute.  All the PSP needs is a UV flatbed printer, scoring and diecutting equipment. “Envi Wall Art is a great addition to our EnviPortfolio® of printing substrates,” said Richard Verney, Chairman and CEO of Monadnock.  “We are pleased to offer such a unique product to the printing industry.”


If you are a print service provider or value conscious brand looking to make a big impact with beautiful canvas artwork, contact Monadnock at for more details about Envi Wall Art.

About Monadnock Paper Mills Monadnock Paper Mills (MPM) provides and custom engineers a diverse range of products including technical/specialty papers, and premium printing and packaging papers for leading brands worldwide. The company’s ENVIPortfolio® of products features fiber-based solutions that replace plastic for uses such as gift cards and tags. Its technical papers are used in medical and pharmaceutical packaging, construction, interior design, manufacturing and other specialty applications and markets. Working as a true partner with its customers, Monadnock’s technical expertise and agility result in products that lead the market in innovation and quality. With a passion for the environment and ingenuity, Monadnock turns ideas into reality. For more information, visit the company’s website at, or connect via Twitter @MonadnockPaper, LinkedIn or Facebook.

FINISHING 360 Presentedby Locatedat10ConnectorRd.Andover,MA01810 Service



FINISHING 360will give attendees a full circle view of tod ay’s finishing techno logies for inkjet, digital, and offset ap p lications. We’ll help you assess your current wo rkflow, evaluate new eq uip ment, and realize the benefits o f automation in yo ur finishing p rocess. Featuring… Raffles & G iveaways All attendees will be eligible for exciting prizes raffled off daily. Pre-register for the event and receive a special gift upon your arrival. Make sure your colleagues register too.

Perso nalized & G ro up Demo s Get up close and personal with Standard Horizon and Hunkeler as you tour around our state-of-the-art demonstration floor! We’ll tailor the visit to your specific interests!

Lunch & Refreshments

Standard will be serving lunch on both days from 12-2pm. All are welcome! Light refreshments will also be provided continuously throughout the day.

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Ho rizo n AFV-566/TV-564 Dynamic Folder

Achieve new levels of production efficiency with this highly automated and dynamic folder featuring faster speeds and reduced set-up time!

H o rizo n Stitc hLiner Mark III Saddlestitcher

Features expanded booklet size and increased productivity up to 6,000 booklets/hour.


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JUNE 25-29, 2018

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EFI Strengthens Leadership Team with Three Key New Hires Electronics For Imaging, Inc. has completed three additions to its Silicon Valley-based senior leadership team. Gene Zamiska, the former senior vice president of finance, corporate controller and chief accountant for Verifone, is joining EFI™ as the company’s new chief accounting officer (CAO). Another veteran accounting executive, Mark Allred, has joined EFI as the company’s new vice president of corporate accounting. EFI has also hired Jill Norris, a long-time mobile industry tech leader, as its new chief information officer (CIO). Zamiska, who is a licensed CPA, comes to the CAO position with a long record of successful tech sector financial management and reporting. In the past two years in his executive role at Verifone, he led a team of more than 200 employees to direct the company’s reporting, SEC financial filings, accounting and Sarbanes-Oxley Section 404 compliance. Prior to that position, Zamiska held senior finance positions at several tech companies, including serving as CAO for Juniper Networks. He also spent 18 years in finance and accounting roles at Hewlett-Packard. Zamiska has a Bachelor of Science degree in accounting from the University of Illinois, Champaign-Urbana.  Allred, a licensed CPA, previously worked at technology and manufacturing businesses in his native Oregon, including forestry, agriculture and construction equipment company Blount International, Inc., where he was vice

president and corporate controller. Prior to that position, he was vice president of finance and corporate controller of microscope technology manufacturer FEI Co. Allred has Bachelor of Science degrees in business and accounting from Portland State University as well as an MBA from the University of Minnesota. Norris is an IT, services and operations executive with extensive experience helping organizations make the most effective use of their technology. She most recently served as vice president of global IT services for semiconductor company Globalfoundries. Prior to that, Norris held engineering IT positions for Motorola and held CIO, Chief Service Officer and India expat positions for mobile start-up Good Technology. She also previously worked for Sprint as vice president of IT service delivery. Norris has a Bachelor’s degree from Ottawa (Kan.) University, and an MBA from Rockhurst University’s Helzberg School of Management. “Gene Zamiska and Mark Allred have the expertise and know-how to help guide our company on the most fiscally responsible path in our next chapter of growth,” said EFI CEO Guy Gecht. “Jill Norris brings important IT leadership expertise that will allow us work even more collaboratively across our worldwide locations. These are significant, valued additions to our senior leadership team, and all of us at EFI are looking forward to the ways they will help us continue to improve.”

TIME IS MONEY! Punch up to 60,000 sheets per hour and bind up to 600 books per hour with both of these machines!





n Bind up to 500 BPH n Bind 3:1 and 2:1 double loop wire n Changes over in minutes n Affordable table top design

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n Inserts plastic coil from the first hole onwards n Cuts and crimps automatically n Binds books up to 600 BPH n Superfast changeovers n Bind up to 25mm

n Punch up to a one half million sheets per shift (60,000 sheets per hour) n Punch for: Wire, Coil and Comb n Automatic, touch screen





For Sales, Contact Massachusetts: Dick Berg | 617.212.6590

44 Concord Street



Connecticut & West of Worcester County: Jack Kemp | 860.883.5571

NH/VT/ME/RI/ Worcester County, N. of Route 495: Tom Pelusi | 617.212.6525

Wilmington, MA 01887






Get in the game with Duplo’s DDC-810 Raised Spot UV Coater and bring profitability back to print! The DDC-810 is a compact, design-driven solution that utilizes 600 x 600 dpi inkjet technology, UV lamp curing, and camera image registration to deliver production output with texture and depth. It’s print embellishment made easy! Join us for a PINE Member Reception Tuesday, June 12th from 5PM - 7PM at The Museum of Printing!



JUN 13 th - 14 th, 2018

Open Expo Hours Free Lunch and Seminar

10 AM - 3 PM 12 PM - 1 PM

“How to Bring PROFITS Back into PRINT”

LOCATION The Museum of Printing 15 Thornton Ave. Haverhill, MA 01832




Ricoh Appoints New President and CEO in the Americas Ricoh USA, Inc. has appointed Joji Tokunaga President and Chief Executive Officer of Ricoh in the Americas. He brings 33 years of sales, marketing and management experience to this latest leadership position. In this role, Tokunaga will spearhead the North America team’s efforts to bring the global RICOH Ignite growth strategy to its valued customers and Ricoh Family Group (RFG) dealer partners. Glenn Laverty remains Senior Vice President of Ricoh Americas Marketing and President & CEO of Ricoh Canada Inc., and reports into Tokunaga. “Ricoh’s global transformation is not only on the path to success, but it’s one that has encouraged us to take a look back at our history of innovation,” said Tokunaga. “Throughout our more than 80 years, we have brought industry firsts to market that still today remain key business tools to help people share information and ultimately work smarter. Our commitment to this innovation stems from our collective passion – our passion to understand, to continually serve and to grow our customers and our dealer partners. I’m looking forward to leading our Americas team further down our transformation path and helping these valued organizations reach their goals.” Ricoh’s claims of its successful transformation journey are validated by its customers’ continued trust and


commitment to it. In fact, Ricoh’s customer loyalty index (CLI), a standardized tool that tracks customer loyalty over a period of time, uncovered that its customer loyalty has increased approximately four percent in the last 12 months. Additionally, our survey data has found that RFG dealer partner operations’ satisfaction has increased by 28 percentage points in two years. Most recently, Tokunaga served as Executive Vice President and General Manager of Shared Services within Ricoh Americas where he oversaw the organization’s human resources, finance, legal, supply chain, customer administration, IT, process improvement, marketing, and strategic planning functions that provide support to Ricoh’s main business units in the Americas. Prior to this, as Executive Vice President and Deputy General Manager of Shared Services, Tokunaga focused on optimizing marketing, IT, and operations to align with Ricoh’s servicesled transformation. Tokunaga graduated from the University of Delaware. Ricoh’s global value proposition is laser-focused on its commitment to empowering digital workplaces using innovative technologies to enable people to work smarter.


Mohawk Fine Papers Purchases Crane Stationery Mohawk Fine Papers, Inc has purchased Crane Stationery Corporation of North Adams, MA, for an undisclosed amount. This acquisition includes all three premium Crane brands – Crane & Co., William Arthur and Vera Wang. This marks the latest expansion for Mohawk and is a natural evolution for this fourth generation, familyowned paper company. Founded in 1801, Crane has been synonymous with luxurious cotton papers and the finest personalized stationery in the world. “The Crane name and reputation has withstood the test of time for more than 200 years and we are very excited to add this legendary paper and stationery brand to our family portfolio,” said Tom O’Connor, Mohawk Chairman and CEO. The combined companies will expand Mohawk’s product offering to include Crane’s extensive, iconic line of boxed stationery, wedding invitations, holiday cards and other personalized products, as well as Crane Crest, Crane Bond and Crane Lettra. Mohawk and Crane will maintain their respective existing brand names and continue to offer their unique portfolios and offerings, while at the same time expanding products, offerings and channels. “I cannot think of a more fitting match for Crane than a family-owned company like Mohawk, which instinctively

recognizes the timeless impact of perfectly crafted print on beautiful paper. I look forward to seeing the Crane brand continue to grow under Mohawk’s exceptional leadership,” said Katie Lacey, Crane Stationery Corporation President. Mohawk has assigned Paul Biesiadecki to oversee the Crane Business and facilitate the transition to Mohawk. Dean Daigle will be responsible for all Crane operations including Finance, HR, and IT and Bart Robinson will lead the Sales and Marketing teams. All Crane employees with the exception of the three owners will join the Mohawk team. Mohawk is a fourth-generation, family-owned and operated business based in Cohoes, New York, with global sales and operations located throughout North America, Europe and Asia. Since 1801, Crane Stationery has been synonymous with exquisite personalized and hand-crafted stationery. Created by highly skilled artisans in the Berkshires of Western Massachusetts, Crane Stationery continues to celebrate treasured social connections and life’s milestones through its exquisite quality, design and craftsmanship.



Océ ProStream series

Canon Solutions America introduces a new breed of fast, high-productivity continuous feed production inkjet presses with the Océ ProStream™ series. The series combines the vibrant colors of offset with the variable-data versatility of digital printing — providing a powerful platform for publishing, direct mail printers, and commercial printers.





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Canon is a registered trademark of Canon Inc. in the United States and elsewhere. Océ is a registered trademark of Océ-Technologies B.V. in the United States and elsewhere. Océ ProStream is a trademark of Océ-Technologies B.V. in the United States and elsewhere. All other referenced product names and marks are trademarks of their respective owners and are hereby acknowledged. © 2018 Canon Solutions America, Inc. All rights reserved.

May / June 2018 // 15


Nancy Plowman Sandreuter, Wilmington resident, Awarded the 20172018 Outstanding Educator Award Member of TAPPI (Technical Association of the Pulp & Paper Industry) Nancy Plowman Sandreuter, President of Nancy Plowman Associates, Inc., Burlington, MA, (NPA) was recently presented with TAPPI’s Westrock Outstanding Educator Award. Incorporated in 1986, NPA is a graphic arts testing and consulting service specializing in handling print production related problem, including analysis of all components of the offset printing process. Examples of these include inks, papers, aqueous and UV coatings, adhesives, fountain solutions, blankets and chemical additives to the printing system. NPA has developed and sold its own line of print testing equipment. NPA has worked with and assist major paper and printing companies in setting up new in-house testing facilities and procedures to test ink and paper in a production environment

Outstanding Educator award A lot of people wonder what it takes to receive a Division Award. Certainly, a long track record of contribution to the Division and our industry is one of the keys. However, the selection process is one of thorough peer review. Nancy Plowman is the recipient of this year’s Westrock Outstanding Educator Award. This is an award that was started in 2013 to highlight the efforts of academic and industry participants in the education of our current and future membership. We know that teaching is a largely selfless act but one that nonetheless gratifies both student and teacher. Nancy’s energy and enthusiasm to teach people the finer points of print processes, raw materials, and problem solving is apparent to anyone who’s ever heard her speak. I asked her for some highlights of her favorite teaching experiences. Her answer was that they all are; that every teaching experience allows her a little different opportunity to connect with students and to hear their perspectives. She told me that the opportunity to work with wonderful professionals throughout this industry has made her job as an educator both easy and enjoyable. So, what has she done to earn this honor? Here are just a few things: • She has 48 years in our industry during which she’s collected a lifetime of experience. She’s been a TAPPI member for nearly 30 years, has participated in the TPC and the Division leadership. • During that time she’s been responsible for either teaching or planning educational sessions for • NPA – Nancy Plowman Associates, Inc, Burlington MA • TAPPI • GATF – Graphic Arts Technical Association • RIT – Rochester Institute of Technology • RPTA – Recycled Paper Technical Association


• She’s a 7-time designate by TAPPI as an “Excellent Instructor.” • Knowing that teaching is more than just classroom, she’s also written countless problem solving and tutorial articles for: • Converting Magazine • Graphic Arts Monthly

Upcoming Seminars: June 12–13, and Oct. 16–17 call 888-672-8378 or visit for details and to register.


© 2017 Constellation Energy Resources, LLC. The offerings described herein are those of either Constellation NewEnergy-Gas Division, LLC, Constellation NewEnergy, Inc.,Constellation Energy Services - Natural Gas, LLC, Constellation Energy Services, Inc. or Constellation Energy Services of New York, Inc., affiliates of each other and ultimate subsidiaries of Exelon Corporation. Brand names and product names are trademarks or service marks of their respective holders. All rights reserved. Errors and omissions excepted. Constellation is the endorsed electricity supplier of the Printing Industries of New England, which receives compensation for its promotional and marketing efforts from Constellation.


TigerPress Invests in Sixth Komori Press Komori America recently completed the installation of a six-color Lithrone G40 (GL640) at TigerPress, a womanowned commercial and package printing operation based in East Longmeadow, MA. An all Komori facility, the company has made many major investments in 2017, upgrading its workflow and equipment to service its clients better and faster while enhancing its environmental footprint. Komori’s GL640 with H-UV™ was chosen by TigerPress for its advanced technology that brings energy savings, increases sustainability and keeps up with the high-quality and fast turnaround demands of its clients. “Our entire operation is run on lean manufacturing principles, which means having the ability to create more value for our customers and always looking for ways to increase that value. Investing in Komori’s GL640 is an example of our commitment to continual process improvements that result in a high level of customer satisfaction. We are excited that the technology and versatility of this new press will allow us to meet our customers’ museum quality demands and still meet our efficiency goals,” said Jennifer Shafii, CEO of TigerPress. With customers that range from large enterprises to highend retail to healthcare and academia, TigerPress is sensitive to providing both quality and sustainability. The Lithrone G40 features cutting-edge automation, including Komori’s revolutionary KHS-AI intelligent software with selflearning, as well as state-of-the-art press features, including automatic plate changing that minimize set-up time and waste. Offering maximum printing speeds of 16,500 sheets per hour, the press also delivers a stable high-speed operation for producing a wide range of sheet thicknesses from ultrathin to thick sheets, meeting the company’s printing and packaging requirements. The addition of

TigerPress installed a six-color Lithrone GL640, its sixth Komori press. From left: Reza Shafii, President; Jennifer Shafii, CEO; Karen St. Aubin, Office Manager; and Press Operator Mike Reid in the background. Komori’s proprietary H-UV curing system speeds job cycle times with the ability to deliver a bindery ready sheet, as well as upgrade print quality with value-added coatings, special effects and unique varnishing techniques. “Providing TigerPress with the capabilities needed to continue to operate a more efficient pressroom is very rewarding,” said Mark Milbourn, vice president of sales for Komori America. “The GL640’s ease of use and robust functionality will not only offer customers the best in print options, it will also make it possible for TigerPress to find new ways to operate more productively at a lower cost.”

Awards of Excellence winners announced (continued) Shawsheen Valley Technical High School - Second Place, 2 Third Place Worcester Technical High School - 2 First Place, 2 Second Place, Third Place

Continuous Membership Awards Several PINE members were recognized for their continuous membership at the Gala. Attleboro Vocational Technical School, Bay State Envelope, MacKinnon Printing Co., and Sherman Printing Co. were recognized for 25 years and Rea-Craft Press, Inc. and SPC PRINT. INTEGRATED. were recognized for 50 years.


Industry Influencer Award

Daniel Dejan, Sappi Fine Paper, received the Industry Influencer Award, sponsored By Heidelberg. Presented by Marty Moran, East Regional Vice President, Heidelberg has sponsored the award since its inception in 2003. Photos from the evening and the book of winners can be downloaded from We thank Heidelberg, Canon Solutions America, Komori, Kodak, Northstar Insurance Services, Partners Benefit Group/CBA Companies, Standard Finishing Systems, GPA, International Paper, Sappi Fine Paper, KOTA, Ricoh USA - Production Printing Division, Printer’s 401k, Scodix, Baldwin Technologies, Koenig & Bauer, National Braille Press, Nekoosa, Offtech New England, OPRSystems, Sheppard Envelope, Taylor Box Company, W+D, and Yupo for sponsoring the evening’s celebration.


Curtis Packaging Opts for New Customized Koenig & Bauer Rapida 106 41" 10 Color Headquartered in the rolling hills of the Berkshire Mountains of Connecticut amid the leafy ambiance of a quiet upscale neighborhood, Curtis Packaging Corporations opens its red-brick two-story facility to some of the largest, well-known consumer brands in the world. Its intentional motif—a combination between an Ethan Allen showroom and a quaint New England bed-andbreakfast—provides a relaxing respite for its clients to design and deliver some of the most decorated, awardwinning innovative and inspirational packaging solutions for world renowned companies that none of its competitors can match. Here in its 150,000 sq ft facility in Sandy Hook, Curtis will soon be taking possession of a new Koenig & Bauer Rapida 106 41-inch 10-color double coater press this spring. The new 41inch press will join two current Koenig & Bauer Rapida 130 51-inch large format presses while a third Rapida 130 will be removed for the new press installation. Management’s intentions are to leverage the innovations and advanced technologies found on this fully automated 41-inch model to address its significant growth rate with additional specialty coating capabilities. “When our customers describe our company, the three words they use are: excellent quality, sustainability, and innovation,” said Kerry C. Brown, Vice President of Operations at Curtis Packaging Corporation. “Our new Koenig & Bauer Rapida 106 will address all of those apt descriptions. It will be a key press for us, dedicated to short-run, fast changeover jobs. We have completely customized its capabilities with a unique double coater formation and other exclusive configurations. Once it begins operation this spring, we’re projecting a 60% improvement in makeready and a 40% improvement in run rates.” Due to its reputation as a print producer of the highest levels of

complexity and innovation, Curtis wanted to maintain its perch as having the utmost inline color control and to distinguish itself among its competitors. To that end, Curtis Packaging chose to have the new Rapida 106 press specified with the combination of Koenig & Bauer inline QualiTronic Color Control capability and System Brunner Instrument Flight print quality measuring system. Having earned worldwide acceptance and notoriety as the leading inline color control system on the market, the Koenig & Bauer QualiTronic Instrument Flight emphasizes color balance and gray balance, taking into account more than 30 process variables. It has been expanded to include new balance control apps and new global standards. The unique five-star appraisal system will notify a Curtis press operator of the print quality achieved under the selected standard and can ensure compliance with different standard specifications every day. “Having this 41-inch press specified in this unique configuration of a double coater lets us print in one pass rather than two,” said Brown. “It makes us more efficient and more innovative. It distinguishes us from our competitors. We already have a reputation for producing a higher level of complexity and innovation. We’re pleased and humbled that brands seek us out to introduce and create new packaging with us. We have a fantastic group of supply partners that knock on our door wanting to launch products with us.” Curtis management was also preparing ahead when it specified that the new Rapida 106 would be prepared for eventual cold foil applications. The firm is anticipating its use in the future. For Curtis management, it was critical to be able to record and analyze its press data to ensure excellent print quality. The performance data of the new Rapida 106 press will be automatically

captured for analysis via Koenig & Bauer’s LogoTronic Professional, which will provide detailed reports on every activity taking place on the press. The system has also been extended to include Logotronic Cockpit, which provides detailed reports on the OEE performance of the Rapida 106 press. “We did test three other press manufacturers before choosing Koenig & Bauer,” said Brown. “After careful consideration, we felt that Koenig & Bauer delivered better print quality, better service, and was laser-focused on packaging. We feel that we have formed a long-term partnership with Koenig & Bauer. They completely understand our business, our goals, and long-term vision.” “We congratulate Curtis Packaging for investing in a new customized Koenig & Bauer Rapida 106 press,” said Edward Heffernan, KBA North America sales manager. “The management team at Curtis is always seeking to provide the latest innovation for its customers. It has a rich heritage of excellence in production. We deeply appreciate our partnership with this provider of luxury packaging.” Curtis Packaging is a provider of luxury packaging solutions for some of the world’s top brands. It manufactures high quality folding cartons for the most discerning global brands. Curtis was established in 1845. It is a global leader in both printing innovation and environmental stewardship. Curtis has a rich heritage of excellence in production, and an exemplary environmental record. Curtis is the first packaging company in North America to be 100% Carbon Neutral, use 100% Renewable Electricity, and be Forest Stewardship Council (FSC) and Sustainable Forestry Initiative (SFI) certified. Responsible sourcing and material innovation are a core business practice. May / June 2018 // 19


Reflecting on a long, rewarding print career: interview with John Chadis I had the pleasure of sitting down with John Chadis, who is winding down a 40+ year printing career. He will be retiring at the end of April, and before he left Universal Wilde (UW) I asked him to reflect on his career, both the challenges and rewards, and what the future may hold for the print industry.

John, during your career helping clients and craftspeople design and implement effective print communications, what have you found to be most rewarding? The everyday give and take between understanding client expectations and translating them to our production teams. I enjoy the collaboration at the earliest stages of a project. In particular, I enjoy leveraging good design and making it work on paper and taking complex projects from idea to completion.

You provide commercial print, digital print, fulfillment, and mailing services solutions to your clients. How do you help clients solve their print challenges? By listening and understanding what my clients are aiming to achieve, I can apply and use my knowledge and expertise to guide paper selection, color correction of imagery, finishing techniques and how best to navigate the complexities of mailing and fulfillment. I grew up in a family printing business, so I’ve been involved in the world of print since I was a small child. I have been privileged to work beside great individuals who took the time to teach me how to operate almost every piece of equipment from the front door all the way to the back. Because of my immersion in the technical aspects of print, it has helped me to collaboratively create solutions that succeed.


“Although print technology has evolved, understanding and delivering what is needed and promised has not. It is a people business built on trust.” John Chadis, Sales Representative, Universal Wilde Do you favor certain types of projects? I enjoy the process of making things look great on paper. Making imagery jump off the page is very satisfying. It can be a lot of fun to push the envelope of visual excellence.

Early in your career you operated a family printing business before moving over to sales management at several printing companies, including UW. What were some of the challenges of running your own business? Print runs through my veins, having grown up in the family business which was founded in 1935 by my uncle. My dad joined my uncle after WWII, and my brother, cousins and I helped them operate and grow the business until we sold it in 1990 to United Lithograph. The technological changes

since I began have been enormous. When I was younger, type was set by hand or on a linotype machine using molten lead. We used process cameras to create the film that we hand assembled into pages. All of those technologies were evolving but became greatly accelerated with the advent of the Macintosh computer and its accompanying software. The challenges were not only keeping up with technology, but how best to integrate it into our daily routine while still meeting the shifting needs and expectations of our clients. The rewards were working and learning with a great group of people. A number of us are still working together at UW from Chadis Printing roots!

How would you describe your experience at UW? I’ve been with UW for 12 years coming over in one of the earlier

MEMBER NEWS acquisitions from Daniels Printing. The talent that UW assembled have created opportunities for all of us to share ideas and create solutions that help all of our clients. It has been enjoyable getting to know and learn from each other’s accumulated years of knowledge.

Today, it is more difficult for companies to engage and engender trust among customers. How have you gained the trust and confidence of your customers? By being honest, truthful, responsive to their needs, requests and managing their expectations. I try to take the time to listen, ask lots of questions, and work hard with everyone at UW to make sure we deliver what we said we would do. I take pride in being resourceful and proactive by planning ahead (as best we can!) to manage the surprises that will naturally take place in custom manufacturing. Overall, I embrace learning about new technology, applications and trends, and I enjoy sharing my gained knowledge with my clients.

What industry sources do you rely on to stay on top of news and trends? I used to annually attend print industry shows to stay on top of new technologies and techniques. As these shows have shrunk in scope, I have shifted to monitoring content from print industry related sites:, AIGA, PIA and Communications Arts, to name but a few. In addition to our specific industry I am continually engaged in learning, understanding and applying this knowledge.

but I don’t have any specific plans at the moment. I coached short track speedskating for over 20 years, so I am sure I will continue to occasionally help out.

Where do you see the greatest opportunities in the industry? As print professionals, we need to be constantly curious to learn about the latest technology, applications and techniques; and how to effectively use print to help our customers succeed. We need to be good communicators, writers and presenters to guide and inspire our peers and clients. We are all overloaded with information, so you can set yourself apart by synthesizing this content to help drive innovative solutions for clients and our industry.

Lastly, what are you plans when you embark on your next chapter? My wife and I have plans to travel to Europe, but our next adventure is welcoming our first grandchild in July. I have been learning how to row single shells on the Charles River, so there will be many more hours at the Community Rowing boathouse. The future will be filled with lots more learning, laughing and growth, I am sure. Interviewed by Lianne Wade, VP Marketing, Universal Wilde Universal Wilde is a leading fullservice provider of data-driven, technology-enabled marketing communications solutions. For more information, visit

What advice would you give to someone considering a career in print communications? Listen, pay attention, be curious, read, and soak in your experiences. Learn how to do everything that is in front of you, and never lose the sense of learning new things. Also, it is ok to say, “I don’t know how to do it” and then put the effort into learning how. Use your critical thinking and go deeper to fully understand what your clients are trying to accomplish and help guide them. As a reward you get to work with great people every day.

What will you miss most about working in this industry? Definitely, the people: my daily interactions with clients and everyone at UW. I enjoy the give and take and the learning that passes both ways.

Will you stay involved in some way? Yes, I’ve always enjoyed helping people so I’m sure I’ll stay involved, May / June 2018 // 21

Data Privacy Liability: Key Considerations Provided by NorthStar Insurance In recent years, there have been many public cases that underscore the devastating potential impact that a data breach can have on businesses and individuals worldwide. From the WannaCry ransomware attack that affected National Health Services hospital operations in England in May 2017 to the Equifax breach that compromised the Social Security numbers, driver’s license numbers, and other personally identifiable information of upwards of 143 million consumers, many individuals have seen their lives negatively impacted by data breaches, and many businesses (of all sizes) have found themselves in a position of responsibility for the damages. Further, there have undoubtedly been thousands of data breaches and cyber-attacks that have been targeted toward small businesses, non-profits and public entities on a local level that have not been depicted in the national news. While there are many proactive things that a business owner or manager can do in an effort to avoid, prevent or minimize the risk of a data breach occurring, sometimes these things are still not enough to avoid the risk of a data privacy incident altogether. Having a Data Breach/Data Privacy Liability insurance policy in place can be a strong defense against many of the liabilities associated with cyber-attacks and other data privacy incidents; as one works to protect one’s business against the liabilities of a data breach, it is important to make sure that the ins and outs of coverage are clearly understood, and tailored to one’s business risks.

Common Breach Causes Costly data breaches can be caused by any number of potential sources, some involving high-level computer hacking operations, and others much more “low tech.” While breaches conducted by sophisticated hackers are certainly a threat to any entity’s data privacy, the vast majority of data breaches result of some type of human error. Improperly storing sensitive customer data (such as bank and credit card information), falling for simple phishing emails, downloading suspicious files, and allowing access to the wrong people are common mistakes that are far more likely to result in a breach than a targeted attack from a faraway assailant. These risks are faced by businesses of all sizes, and it is prudent for even the smallest of companies

Responsibilities As technology has evolved and cyber-attacks have become a more pressing issue, new legislation has been drafted to address the ramifications of a breach, specifically addressing who will be liable (and what they will be liable for) in the event private information is mishandled. Many federal and state laws require 22 // PINE CONNECTIONS

that entities protect personally identifiable information (also referred to as PII; typically includes the individual’s full name, their Social Security number, their driver’s license or other state ID number, and financial account information) be protected regardless of where it is stored. In addition, 47 states as well as the District of Columbia, Puerto Rico, Guam, and the Virgin Islands have notification laws that mandate that organizations must notify individuals whose personally identifiable information has been breached. These laws typically encompass who must comply, what can be considered personal information, the definition of a breach, requirements for who must be notified as well as when and how, and any exceptions to the above regulations.

What Is Covered? For many cyber liability policies, both first-party and thirdparty liabilities are covered. Under a properly structured Data Privacy Liability insurance policy, the direct costs of responding to a breach should be covered, as well as the costs associated with responding to any third-party claims/ lawsuits brought against the business. The following is a non-exhaustive list of some of the areas of coverage that may be addressed on a properly structured Data Privacy (or Cyber Liability) insurance policy: • Defense costs & damages associated with third party lawsuits resulting from a data breach; • Regulatory fines, penalties, compensatory awards and associated defense costs resulting from a breach; • “First Party” costs associated with responding to a breach, such as: • Legal costs; • Computer forensic and investigative costs; • Breach notification costs (i.e. the costs associated with notifying customers or other “breached parties” that their information has been compromised); • Identity protection services and call center costs (for breached parties); • Crisis management and public relations costs. • Cyber Extortion response costs, including payment; • Hacker damage/data recovery costs; • Cyber-related business interruption costs. Not all Data Privacy Liability policies are created equal, so it is important to work with a knowledgeable broker when structuring coverage. For additional questions regarding Data Privacy Liability insurance coverage, or any insurancerelated matter, please contact Bill Moody of PINE/Graphic Arts Insurance Agency or Mike Kass of NorthStar Insurance Services at 781-431-2500 ext. 131, Email:

Does your printing organization have emotional intelligence? By Sandy Hubbard


hen I was a pup in the printing industry in the early 1980s, we were taught to take personal responsibility for our role in the company. Whether it was communicating with co-workers, clarifying instructions, being respectful of others and their opinions, or thinking before speaking, we had to own our space before we could point the finger at another worker or department. As the print job made its way from department to department, clear and respectful communication paved the way for efficiency and accuracy in the workplace. It meant less stress for employees and more productivity for the company. Today, as always, printing companies need all kinds of people and all kinds of communicating styles to be strong and effective. Strengths can be creativity and design, for example, or mechanical aptitude and project management skills. However, psychologists and behavioral experts are discovering that there’s a lot more to workplace harmony than communication. Experts are finding that employees with high EQ — emotional quotient — do better on the job, are happier at work and home, and stay longer with an employer than those with low EQ. Around that concept has sprung the theory of Emotional Intelligence.

What is emotional intelligence? The phrase “emotional intelligence” started around 15 years ago among behavioral experts who measured the ability of employees to get along with others, take responsibility for their actions and emotions, and bounce back from stress and trauma. In organizations with a lot of discord, experts saw how it helped morale and productivity when employees took ownership of their range of emotional reactions. May / June 2018 // 23

As the definition of emotional intelligence has evolved, experts now include self mastery and self knowledge under the umbrella. In the sales profession, for example, trainers and coaches help sales people increase their emotional quotient (EQ) in the areas of self discipline, optimism, empathy, resourcefulness, initiative and persistence. In recent years, authenticity and mindfulness have become grouped with emotional intelligence and EQ.

Are emotionally intelligent organizations important in the printing industry? For printing companies that still have a large contingent of middle-aged workers, you may not be seeing workers demanding high EQ in their managers and co-workers. However, if you are hiring or recruiting younger workers, especially at the management level, they’re probably well-versed in the idea of emotional intelligence, and they increasingly expect their bosses and company philosophy to have a high EQ. In fact, if you ask someone under the age of 30 about emotional intelligence, they might say, “It means owning your sh**” — and they are fully prepared to do that themselves. Among the printers I know, many don’t like to open Pandora’s Box and mess with success, especially if their company already runs smoothly and employees generally get along with each other. However, you can’t deny that there are benefits when employees: • Consider their co-workers to be friends (trust and communication), • Look forward to coming to work (less absenteeism), • Understand how to get along with people who communicate differently (less drama and fewer HR-related incidents), • Take responsibility for actions and strive to do better (increased quality and fewer errors), • Have higher self control and more appropriate emotional responses to situations (less rage, hostility and verbal abuse). As far as tension at work, younger workers will wait a shorter period for things to improve if there is an unpleasant atmosphere at work. Statistically, employees who are younger than 30 will quit within a month if there’s too much stress, animosity, drama, or anger displayed at work. This costs the company money in recruiting, hiring, training and replacing workers.

How can printers ease into building an emotionally intelligent organization? As I mentioned, the emotional intelligence field is large and growing. If you want to add skill building for employees, it can be overwhelming to review training programs to find the right fit. Furthermore, when you are choosing programs that have scoring models or rankings, this does not go over well among under-30 workers. Young employees are more likely to prefer a program that builds on the worker’s strengths and promotes empowerment. Programs are viewed harshly that involve naming or ranking behaviors in a shameful way, or anything that attempts to “reform” outliers or change someone’s essential personality. There are a few approaches that appeal to all age groups and types of organizations, and they tend to improve the emotional intelligence of workers along the way: 24 // PINE CONNECTIONS

• Zero-defect programs. As workers strive to reduce errors, they naturally improve their communication skills and increase their personal and departmental accountability. • Lean programs. As workers improve functionality and increase throughput, they become empowered and learn to build bridges within the organization. • Manager improvement programs. Rather than putting the spotlight on workers and their emotional intelligence, the owners and managers are trained to improve theirs, while learning how to be mentors and role models. • Happiness programs. This is a relatively new approach to improving the workplace. It is less about “fixing” employees and more about honoring our differences and finding joy in our purpose, whether that is personal or work-related.

A top down approach to improving company culture I have visited hundreds of printing companies over the years and had heartto-heart conversations with owners and top managers. To be honest, the best approach to improving workplace culture is when managers take an honest look at how they can improve their own skills and behavior. If you are asking an employee to take personal responsibility for their emotional responses and to have a higher level of self control, then upper level managers need to be the role models. Change is difficult, and it can come with many stops and starts. It cannot happen from the bottom of the organization if the management team doesn’t embrace it and change along with everyone else. The reality is, unless management owns it, that just won’t happen. The management team has the power and the pocketbook. There is nothing so demoralizing as to be on an employee team to drive change from below and then have the rug pulled out from under you. Employees lose trust with change process when employee recommendations are not adopted, the program is not financed, or the owners/managers lose interest. If you are planning an initiative to improve workplace culture or to help employees increase their emotional intelligence, I recommend the management team get away from the office for a retreat and really look at the strengths and weaknesses of the company. Pick one area to work on at a time. You may bring in an expert to help you work on that one area, or you may bring in someone to project manage the steps. Keep the ball rolling. It’s too easy for managers to get distracted or bored. For employees to embrace a program, they need to believe that there will be positive change on the other side, not that their efforts and enthusiasm were spent for nothing. If employees become disillusioned, you can set yourself farther behind where you started, as employees become skeptical or lose any hope that things can improve. May / June 2018 // 25

A bottom up approach to change Once managers have chosen one area of improvement to focus on, it works well to have the employees choose/design the program and then run it. Pick a team from different departments to do the research and decide how the program will be implemented. I’ve had good results with teams of 3 to 8 people to steer the project. If the group if too large, people don’t take it seriously and won’t participate because “someone else will handle it.” One thing I like to do is use a project management app to help gather information in one place. I really like Glip from Ring Central, although I have used Basecamp, Slack, Trello, Asana, and others. Glip is free, and it has an unlimited file size, so you can share articles, photos, and files to your heart’s content. You can have a chronological conversation so people can come in and get caught up when it’s convenient. You don’t get that typical comment, “Hey, what did I miss?” Participants take responsibility for reading the materials and scrolling back on the team communication. It’s a bit like taking an online course, where all the materials and questions are aggregated in one place. A member of management and the human resources director should join the team to make sure everything complies with company guidelines and employment laws. These managers should have access to the project The fact is, owners and managers are often the first to management app. However, the abandon self-improvement programs. That’s why it’s helpful employees should drive the project, not the managers. Managers have a to build the employee team while there is still interest and tendency to jump in too soon to offer involvement from the managers. insight or fix and issue, when often the team will come to the same realization You may decide to bring in a professional trainer or facilitator through more organic means. The employee team should regularly in the beginning to define the scope of the project, get the ball present their findings to management rolling, help with groundwork, align goals, explain definitions, in meeting form, which forces the team to organize their research and be and to check in at key points. prepared to receive feedback. At some point the employee However you may be pleasantly surprised to find that a team needs to begin to share what they’ve learned with the rest of the cross-departmental team is perfectly capable of running an company. I suggest they do so well employee program on emotional intelligence. They are the before everything is perfect and ones most likely to make such a program interesting enough “ready for prime time.” It’s common to get pushback when the program for the rest of your folks to participate in regularly. is debuted, so there’s no amount of preparation that will prevent that. One I am often asked if you should pay the employee team easy way to do a soft launch is to use the company newsletter to describe for their leadership on this project? Absolutely, and tie it the program, introduce the team, to performance benchmarks just as you would any other define terms, answer frequently-asked questions, and lay out the hoped-for initiative.

Setting the stage for becoming an emotionally intelligent company


results. That’s five newsletter issues, which buys a little time before doing a hard launch. As far as choosing the members of the employee team, it helps if team members can operate as “servant leaders.” Like a lay pastor at a church, the servant leader researches deeply, uses authoritative, current and respected resources, serves humbly, and focuses on empowering others without rigid expectations or judgment. If appropriate, choose good-hearted people with respectful communication styles and an openness to learning.

What’s the best way to measure success? Because I am all about measuring progress and setting benchmarks, I like participants to define and measure how the program is succeeding. To that end, the employee team should agree about what constitutes success. In the beginning, it may be as simple as having a certain number of people sign up. A higher benchmark might be having a certain percentage of participants take the selfevaluation quizzes and download their results. Because this is a growing field, there are a lot of pop psychologists and business experts who are trying to capitalize on the term. Lean toward using sources that have a long history of vetting business experts, such as Inc. magazine and Harvard Business Review publications (HBR). Use their insight to help you set realistic, people-centric benchmarks.

How can printers use emotional intelligence and eq to gain a competitive advantage? I truly believe this: as our industry becomes increasingly automated and mechanized, it will be crucial for our employees to have interpersonal skills that exceed the average worker. Improved customer service, better sales skills, and enhanced communication within the company will be vital if we are to stay ahead of the competition. In a mechanized industry, customers will perceive that all printing companies are equal. Customer experience will be a differentiator. In addition, if we want to hire high quality employees, having an organization that values emotional intelligence and high EQ will be attractive to recruits. Finally, if you are a company that is expanding, taking risks, innovating or acquiring other businesses, you can make these transitions less stressful if employees and managers have high EQ. As we know, cultural alignment and the ability to handle change are predictors of M&A success. For any printing company that wants to be a profit leader and grow through employee acquisition over the next five years, it makes sense to learn about emotional intelligence and its impact on company culture.

Is the time right to explore emotional intelligence? Waiting to explore emotional intelligence will put you behind your competitors. I work with small printers and large who are working on EQ in some form or another, either with managers or companywide. The pendulum has swung from the extreme of the 1980s and 90s where workaholics ruled. The era of winning at any cost, “crushing it,” and waving the workplace dysfunction flag has changed. The reality is, many printing companies are still operating as if it were the 1980s or 90s. Back then employees and May / June 2018 // 27

managers were expected to put work first, at any cost to their families or personal life. The coming wave of workers will not tolerate this approach...or, if they do, you will spend a lot of money to onboard and train someone who will resent you and leave as soon as they can.

What steps can printers take today if they are considering an eq program? Becoming an emotionally intelligent organization doesn’t have to be an overwhelming process. Break the process into steps and correct as needed. 1. Educate yourself about emotional intelligence. Read reliable source material from credible experts who have been in the field for years, not months. 2. Focus on programs that empower all the various people it takes for your company to be successful. Many programs shoot for sameness or emotional dullness, and that is not suited to our industry. 3. Pick one skill to work on at a time. Start with success and enjoyment and then move on to the harder skills. 4. Help employees who are struggling. I have read books on emotional intelligence that promote “outing” employees who don’t fit the mold. This seems cruel and pointless. Furthermore, it is counterproductive in familyrun companies or organizations with long time employees. 5. Try to find deliverables that also improve profits in some way. That way, the reward is worth the pain, and owners/managers are motivated to invest in the process. 6. Educate managers, and ask for their feedback on their own EQ journey. Managers may be more comfortable working on EQ with a personal coach or in a peer group outside the company. 7. Measure, refine, and optimize.

Is an emotionally intelligent company necessary? Sandy Hubbard consults with printing companies that are stuck or sliding backward. She works with owners to make better decisions and stay on track. She teaches sales teams to sell more effectively in today’s environment. She helps marketing departments evaluate tools and design programs that can be sustained over the long haul, without stress. Once the company is rolling forward again, she helps managers strategize, prioritize and optimize to take it to the next level. Connect with Sandy on LinkedIn at sandyhubbardpublisher/ and mention this article.


The workplace of the future is now. As an industry, we are slowly coming to terms with changes that have been affecting the rest of the working world for more than a decade. We have been able to postpone the inevitable because we have gained other workplace improvements through efficiency and automation. The truth is, our strongest asset will always be our people, so helping everyone to achieve their personal and workplace potential is a strong investment. Emotional intelligence is a growing field. Large corporations have invested in their employees well being by bringing in experts to increase employee skill in emotional intelligence. In doing so, their hope is that there will be less friction in the workplace, employees will be happier and more empowered, and that improved self-knowledge and personal responsibility will impact the corporation in a positive way. I’ve been following this field since about 2005. In the beginning, emotional intelligence was explored as an option for the individual in relation to their personal lives period over the years, we’ve seen a shift in how each generation relates to the workplace. In the last 15 years yes, employers are paying more attention to workplace Dynamics and how they can help employees Excel.

The Top Gun of Sales By Bill Farquharson Welcome to Top Gun. I’m Bill Farquharson. Call-sign, um, “Bill.” People, you are the top 1% of all sales reps. The elite. The best of the best. We’ll make you better. Many of you are probably wondering who the best sales rep here is. That plaque in the back of the room is where we list the Top Gun for each class. Do you think your name is going to be on that plaque? That’s pretty cocky. I like that in a sales rep. Here are 10 other things that I like… Ten characteristics that make successful reps successful: 1. They have goals— Imagine being at a New Year’s Eve party and someone hands you a glass of champagne while asking, “Did you reach all of your goals in 2018?” What would those goals be? The best of the best know where they want to end up. They’ve visualized their future in terms of sales, new business, skills, sales rank within their company, and in a number of personal and financial areas as well. Their success is not random. It is predicted and therefore, it’s expected. 2. They have a plan— Of course, simply having goals is not enough. There needs to be a plan in order to get from here to there. If the goal is to grow sales by $100,000, where will that revenue come from? Consider three possible sources: New sales from new customers, more sales from existing customers, and new sales from new markets. Growth will ultimately be a combination of the three and there needs to be a growth plan for each segment. The best of the best will reach out to their current account base to make sure that each is aware of the full scope of products and services offered in the hopes of gaining “greater share of customer.” Ongoing new business development is a constant priority and activity and each week, new prospects are added to the mix. And finally, Top Guns seek to grow their customer base by expanding into new product and service offerings.

May / June 2018 // 29

3. They work their plan—Sales growth is the result of a systematic approach, requiring daily sales activity. The common salesperson suffers from roller coaster sales. When things are going well, new business activity stops and when that happens, they experience lengthy periods of drought that makes California look like a tropical rainforest. The best of the best stay on task with a daily and weekly regimen, working their prospecting process and accomplishing small tasks, short-term objectives, and thus, long-term goals. 4. They invest in themselves— New salespeople have a wide variety of needs when it comes to training. As success comes, the common salesperson stops learning, in favor of “Doing other important things.” The best of the best, however, thrive on education and the understanding that they don’t know what they don’t know. By challenging their abilities and skills, their jobs remain interesting and their income is a direct reflection of their commitment to personal growth. 5. They seek accountability— Success does not occur in a vacuum. Professional athletes stay at the top of their game with the help of personal trainers who not only outline a workout, but stand over them while holding a cup of coffee and counting backwards from 20 to ensure that the actions are taken. Similarly, the best of the best let their goals and objectives be known and then have someone enforcing them so that procrastination and excuses are not allowed. 6. They are Big Game Hunters— Top Guns understand that it takes just as much time to write up a $100,000 order as it does a $1000 order. As such, part of their new business plan is to call on large, game-changing prospects. Because the selling cycle can be 18 months or more, they set their sights on 5 to 6 such accounts and keep two more at the ready in case one drops out. In addition, they understand that the rules of the game are different for the larger prospects. Networking typically plays a bigger part and very often they gain access not through the front door (read: Purchasing) but rather an unexpected entry point. Knowing this, they constantly engage in conversation with everyone they come into contact with, looking for an “I have a friend who works there” moment that results in an arranged appointment. 7. They are sales-curious—Two sales people read the same article about a new law that allows banks to now sell life insurance. The common sales rep scans it, then turns the page to find out what Scott Adams has to say in today’s Dilbert. The Top Gun sees an opportunity in the piece and plans out the sales call that sounds like this, “I read an article today regarding a new law for your industry. Can we get together so that I can talk to you about ideas I have help your bank informed its customers on the benefits of purchasing life insurance?” By being sales-curious, opportunities are uncovered where others see only unimportant news items. 8. They manage their time effectively— All salespeople are given the same amount of time in the workday. The best of the best use it efficiently and effectively. However, they don’t necessarily work more hours. They just get more out of the working day than others through preparation and careful planning, constantly asking themselves, “What is the best use of my time right now?” Then, the make certain the answer to that question is in line with their priorities for the day.


9. They are motivated— Initially, fear of failure drives the young salesperson. The thought of admitting defeat serves as motivation for making extra sales calls and putting in extra hours on their way to the top. What separates the best of the best from the rest is that once they arrived at the top, they stay there by recognizing that fear can no longer be a motivating factor. Becoming number one is easy compared to staying number one. That requires uncommon drive. 10. They give to others— Finally, although many Top Guns are lone wolf ’s, they are quick to assist in the success of other salespeople, constantly giving of their time and experience in order to mentor. Very often they find that they receive far more than they give as a result. In order to be a Top Gun, you need to have skill, commitment, staying power, and drive. Some will flameout after early success due to a lack of motivation. Others will grow but then throw it in cruise control and then find that they have no idea how to rebuild when they lose a key account. There is one more significant difference to note: Ask a common salesperson to define his or her job and you will hear something like, “To sell my company’s products and services at profitable margins and develop long-standing relationships with clients.” Ask a Top Gun and you will hear something different: “My job is to help my customers to reach their goals by first understanding their business challenges and then meeting these needs with my solutions. If I can accomplish this, I will ensure customer loyalty, generate revenue for my company, and create a rewarding job for myself.” Achieve this goal and you earn the right to flyby the tower and spill coffee all over the sales manager.

Bill’s new book, The 25 Best Sales Tips Ever! is available on Amazon.

Bill Farquharson is the president of He can be reached at 781-934-7036 or

May / June 2018 // 31

Ask the

Technical Experts

One of the benefits of membership is the technical expertise provided by Printing Industries of America. Our technical experts from the Center for Technology and Research discuss common production problems and issues. The Center for Technology and Research helps members with environmental, health and safety concerns; consulting and on-site technical assistance; Technical Association of the Graphic Arts; technology training; and simulators. I received some logo artwork from a client in SVG file format. What is an SVG file? The Scalable Vector Graphics (SVG) file format has been around since 2001, but is rarely seen by printers, mainly because it’s a web-based file. SVG files are basically Cascading Style Sheet (CSS) code that illustrates vector files in a browser. They’re used by web designers frequently because of their small file size and high-quality for vector graphics. If you come across one as a printer, it’s recommended you contact the client and request new artwork. However, if that’s not possible, it’s as simple as opening the file in Illustrator and saving an EPS file. You will need to confirm and adjust colors with the client because SVG files convert all colors to RGB. We are spending too much time to stop and clean a stubborn buildup of ink and glaze on the impression cylinders. How can we reduce this downtime? The ink and glaze buildup is ink/varnish, fountain solution gum, and even spray powder. If you run the same sheet size you can try this quick fix. Cut the blanket packing size to just smaller than the sheet size. The blanket outside of the packing will not contact the impression cylinder and transfer ink and fountain solution. Cutting the packing short can leave a score ridge in the blanket from the edge of the packing that would show up in the print if a larger sheet size is run on the same blanket. Do not use this shortcut if you are having emulsification problems or printing on a non-porous substrate such as plastic. Since this buildup is difficult to clean, use a mixture of water and solvent, soak the glaze, and allow the mixture to soften the glaze before scrubbing the cylinder. What requirements exist for storage racks? OSHA does not have a specific standard, but will use the American National Standard Institute ANSI MH 16.1-2012 Specification for the Design, Testing, and Utilization of Industrial Steel Storage Racks to evaluate racking systems. It requires that all columns be mounted to the floor per the manufacturer’s instructions and that all racking be in proper alignment, plum, and level. Load limits should also be posted on each section of the storage racks to denote the weight capacity. The storage racks and their contents must maintain an 18” clearance from any fire sprinkler. 32 // PINE CONNECTIONS

The regulations regarding storing and disposing of hazardous waste are very confusing. What can I do to make hazardous management less of a headache? Hazardous waste is one of the most complex regulations to understand, as well as the scariest. There are a few organizational steps that can be used to meet your compliance goals. First make sure you have an EPA ID number; this gives you permission to generate hazardous waste. Second, create waste profiles for each stream of waste generated in your facility. Third, keep all waste manifests from your hauler in a central location. There should be three copies for each shipment: a generator manifest, a return copy manifest from the hauler, and a land disposal restrictions form, otherwise known as a land ban form. Finally, make sure that your accumulation areas are up to snuff. Drums must be properly labeled, stored to prevent damage and leakage, and closed unless being filled or drained. If you maintain these steps, hazardous waste should no longer be a frustrating task. A customer is insisting we use a scan of a poor quality bar code for their job. We have told the customer that the scan of the bar code would not be of sufficient quality to ensure readability. Do you have any information on quality for printing barcodes? Bar codes should be created with software that generates vector files. A vector file is a mathematical formula, which is interpreted by the RIP and creates a high-quality image at the RIP’s resolution. Scanning an existing bar to a bitmap file is not going to provide the same quality as a vector generated bar code. If a bar code is scanned, it should be scanned as if it were line art, at least 1200 dpi and saved as a bitmap. Saving the file as a grayscale will result in an image with pixilated soft (not sharp) edges on the bar code bars. How real is the notion of “lights out” production? It is fantasy to think that print manufactories will soon be operating plants in the dark with few workers. But it is true that workflows and equipment are becoming more automated. With enough time, technology, expertise, and perseverance, it is possible to develop workflows in which files are received through websites and are evaluated, queued up, and printed on digital presses with relatively little human involvement. While there are still plenty of jobs that cannot be automated, progressive companies are working to automate the ones that can be. Our Automation Ready! virtual conference on May 10 will provide insight into the steps needed to increase your print automation. More information at More information at automationreadyautomationready.

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TRADE FINISHING Coating (UV, Aqueous, Sapphire) • Corner Stitching • Cutting • Die Cutting • Drilling • Flat Sheet Collating • Foil Stamping • Embossing • Folding • Hard Cover & Case Bound Books • Laminating 1.2mil – 10mil (1 & 2 sided) • Mechanical Binding (Metal & Plastic) • Mounting • Padding & Gluing • Perfect Binding (PUR, EVA, Layflat) • Perforating & Scoring • Plastic Coil Binding • Re-Moistenable Glue • Round Cornering • Saddle Stitching • Index Tabs & Mylar Reinforced Tabs • Tape Binding • Tipping • Transfer/Double Sided Tape Applications • Wafer Sealing • Wire-O (Twin Loop) Binding • and more! TRADE PRINT & MAIL SERVICES HP Indigo 10,000 Printing • 2 HP10000s • Mail Inserting • UV Large Format Print - Rigid & Roll • Variable Data Mailing • Variable Saddle Stitching PACKAGING SERVICES Corrugated Packaging • Design Services • Folding and Gluing • Folding Cartons & Set Up Boxes • Fulfillment • Variable Packaging • Video Display Packaging & Mailers

Superior – More than just packaging & finishing.

May 2018  
May 2018