Page 1

Better ideas. A page at a time.



The rapid rise of digital has shaken up the printing industry. p.13

A look back at the storied past and



V 2 Issue 1 2014

MATH PHOBIA? Fear not. These free tools and tips can lessen your anxiety. p.10

SEEING GREEN Print and paper have a great sustainability story to tell. p.20


Turn to Glatfelter Offset book paper, the industry’s premium tradebook sheet, for an uncoated free sheet that offers quality and affordability for your books.

Our superior-quality end leaf embraces your book’s contents to create a volume that endures the test of time.

• Extra-bulk finish allows for reduction in weight without sacrificing book size • Available in multiple appealing shades – B18, D37 and A50 • Acid-free for permanence • Meets ANSI/NISO Z39.48-1992 requirements (excluding machine finish)

• Available in multiple appealing shades – B18, D37 and D56 • Acid-free for permanence • ANSI and NASTA compliant • Perfect companion to Glatfelter’s line of free-sheet book paper


Publisher’s Note


ustainability. It’s a word spoken a lot in our industry. As Glatfelter celebrates 150 years of manufacturing paper, we honor the legacy of quality, integrity, and relentless innovation that drives our success. But it goes beyond that. It is within the years of hard work and commitment by Glatfelter PEOPLE, alongside an incredible number of loyal customers, where you will find what truly sustains us. In “150 Years Later” (page 4), we look through the lens of our history in the papermaking business to see where paper has been and where it’s going. (Hint: Despite the advance of electronic communications, uses for paper continue to grow in unique and pioneering ways.) Today, just like 150 years of yesterdays, paper manufacturers work with the customers they serve to create products that go beyond paper. And, what about digital printing? Where does it fit into all of this? Digital-printed communications are a true complement to offset-printed communications. “(R)evolution” (page 13) explores when to embrace digital, how it is best used, and tips for selling its features. Through continuous focus, and by truly listening to the customers’ needs, we pride ourselves on our relationships. We appreciate our customers’ loyalty and strive to satisfy the new and legacy business we have the privilege to serve each and every day. Our commitment to the business of paper manufacturing—and to collaborating with our customers and suppliers—remains stronger than ever. Thank you for being a part of our incredible journey!

Tom Wernoch Vice President of Sales, Printing and Carbonless Division, Glatfelter


Tom Wernoch



Mimi Bell


Laurie Hileman, Martha Spizziri, Katie Will, and Ilene Wolff


Chad Hussle and Alayna Partaka


Curtiss Bryant, Dana E. Cousins, Doug Julian, Bill Kalina, and Amy Mears

Contents 2 4

10 11

CASE STUDY Knock-out Would-be Fraud

13 18 19 20

FEATURE 150 Years Later: The Resilience of a Dynamic Papermaking Industry PAPERWORKS Math Phobia? Free Tools Can Lessen Your Anxiety PAPER TRAIL Bright, White, and Recycled

FEATURE The Digital (R)evolution CHIPPING IN Helping the Cavaliers Stand Tall HUMAN CAPITAL Glatfelter Kind of People

Take Note Celebrating 150 Years Founded in 1864, Glatfelter has grown from manufacturing 1,500 pounds of paper daily to a $1.7 billion global leader with customers in 90 countries. Today’s products can be found in everything from countertops and coffee filters to diapers and feminine hygiene products.

Safety at the Forefront In the early 1920s, Glatfelter’s Spring Grove mill and Mead’s Chillicothe mill shared ideas on how to improve employee safety. Today, these are both Glatfelter mills that remain committed to safety and take great pride in being Injury Free Every Day.

2 out of 3 of the World’s Tea Bags… …are made with Glatfelter paper. Forty percent of Americans use a product that contains a Glatfelter paper, each and every day. What does that mean? We are making relevant products for everyday life. Beyond Paper, Volume 2, Issue 1, April 2014, is published by Great Lakes Bay Publishing, 1311 Straits Dr, Bay City MI 48706. POSTMASTER: Send address changes to Great Lakes Bay Publishing, 1311 Straits Dr, Bay City MI 48706. Copyright© 2014 at Great Lakes Bay Publishing. All rights reserved. Reproduction in whole or in part without permission is prohibited.

SEEING GREEN Busting Print and Paper Myths

This issue is printed on: Cover: 150# Glatfelter Tiffin Tag Text: 100# Glatfelter Tiffin Tag This cover is coated with: Wikoff Color Soft Feel Matte Aqueous

Marisa Horak Belotti, President

Beyond Paper | 1

Case Study

A ONE-TWO PUNCH A global payment services company takes bold action to knock-out would-be fraud


by Laurie Hileman

he first paper watermarks trace back to Italy in 1282. However, it wasn’t until the early modern years of papermaking in the mid-1800s that watermarks grew in importance, both as a symbol of quality and authenticity. With increasing advances in computers and printing technology—and, sadly, the sophistication of would-be thieves—maintaining the security and validity of negotiable documents like birth certificates, vehicle titles, college transcripts, and bank checks remains an ongoing challenge. Here’s the story of how a printer of secure documents layered a time-honored paper technique with sophisticated new printing technologies to help a global payment services company stop fraudsters in their tracks.

The Background

Thousands of Americans rely on alternative financial services, including money orders, to pay bills and complete other necessary financial transactions. Research shows close to one third of Americans are underbanked, or personally lacking the full range of financial services. In fact, one in nine households does not have a checking account. Money orders, like many other tools of financial transactions, are susceptible to fraud and counterfeit. Glatfelter recently partnered with a key printing industry customer to increase security on money orders for a global payment services company.

2 | Beyond Paper

The Problem

With their product being sold by agents all across the country and around the world, fraud was an ever-present and increasing risk for the multi-billion dollar financial transactions company. According to Glatfelter’s customer contact, earlier versions of money orders were printed on 24# bond with simple security features, including an artificial, or printed on, watermark. Criminals were using dipping techniques to submerge documents in chemicals, allowing them to alter the ink on a money order—whether it was the dollar amount or the pay-to-the-order-of name. Plus, increasingly sophisticated desktop publishing software and printers allowed determined counterfeiters to create nearly identical documents for illegal purposes.

The new, multi-layered security measures led to significant reductions in fraud at the company

The Solution

Glatfelter’s printing industry customer recommended a multilayered approach that combined a series of overt and covert security features. At its foundation? A secure paper. They selected Defensa True from Glatfelter’s line of Defensa® security papers, which contains a true paper machine watermark from which it gets its name. Because the mark is created during the papermaking process, versus an artificial watermark that is applied in the printing process, it is nearly impossible to duplicate. “A true paper machine watermark is a very effective security feature because of its simplicity,” explains Lance Mikus, product manager for carbonless and forms at Glatfelter. “You don’t need computers, you don’t need software, you don’t need programmers. What you need is a sheet of paper, and anything you put on that sheet of paper is secure—about as secure as you can get with a written document. That’s because of the high degree of complexity to duplicate it.” Adding to the level of sophistication are embedded fibers that offer additional fraud prevention features such as reactivity to solvents that are often used in counterfeiting and fibers that glow under ultraviolet light. Then comes even more security. The printer applies overt and covert security features onto the document. On every money order is a symbol printed in thermochromic ink. When it comes in contact with the heat of a person’s body, the ink disappears and comes back. This feature, combined with additional covert printing measures, creates a highly sophisticated and secure document.

The Results

The beefed up security features are immediately noticeable. The end client took the approach of calling out the features and did an internal campaign to educate and train their agents. Printed directly on the money orders are instructions on how to verify a document’s authenticity using the watermark and thermochromic ink security features. Agents, as well as customers, know absence of these features indicates tampering. The new, multi-layered security measures led to significant reductions in fraud at the company and an increased level of trust and dependability throughout the supply chain. Note: In this case study, the customer’s name and the name of its end client have been removed due to the sensitive nature of their businesses.

Lance Mikus is the product manager

for Glatfelter carbonless and forms. Continuously collaborating with customers and Glatfelter’s new product development team, sales, and operations, he identifies unique applications and brings new products to market. Contact Lance at 740-772-3882, or by emailing

Beyond Paper | 3



4 | Beyond Paper

YEARS LATER From Abraham Lincoln’s re-election bills to composite fibers used in tea bags and coffee filters, Glatfelter exemplifies the resilience of the dynamic papermaking industry by Laurie Hileman with Ilene Wolf

Philip Henry Glatfelter

PAPER. IT’S HARD TO IMAGINE THE WORLD WITHOUT IT. Long before Philip Henry Glatfelter started his venture in 1864, paper was manufactured for centuries dating back to its invention in the second century in China. But this isn’t a story of invention. It’s a story of innovation. Innovation in a rapidly changing, wildly diverse papermaking industry that continues to anticipate and meet the demands of world markets. Innovation during a time when the number of U.S. manufacturers shrank from 50 down to 20 in just two decades. Innovation brought to life by hard-working, creative people devoting themselves to the craft of papermaking throughout the past 150 years. Some call them dreamers or visionaries. Others call them perfectionists. With an eye on sustainability and environmental stewardship, yesterday’s and today’s paper manufacturers work with the customers they serve and the communities in which they reside to create products that go beyond paper. This is their story.

Beyond Paper | 5



Odd to think the story starts with rags. Imagine torn petticoats, discarded handkerchiefs, and threadbare shirts. Early papermakers used raw materials like cotton, linen, and hemp rags to produce stationery. Many consider them some of the earliest industrial recyclers—a tradition that continues to this day. Rags were so highly prized that some European countries outlawed their export. And it was no different in the United States. Four years into the Civil War, rags were in such high demand for bandages, uniforms, and other battle necessities that it took Philip Henry Glatfelter six months to get enough spare cloth to make paper in his new mill. The 26-year-old visionary had purchased a mill at auction in what was then Spring Forge (now Spring Grove), Penn., after working (for room and board only) at the Loucks, Hoffman & Company paper mill in nearby Maryland. “I’m told that one of the first types of paper that we made was for the Lincoln re-election bills,” says Patrick Mudd, national accounts manager for Glatfelter, now a global supplier of specialty papers and engineered products, headquartered in York, Penn. Young Glatfelter went on to establish a business in newsprint, generating 1,500 pounds a day. By 1880, after relocating the mill

farther upriver and investing in major equipment, that number had jumped to 110,000 pounds daily. And, yet, the ongoing rag shortage continued to be a major impediment to progress for Glatfelter and paper manufacturers everywhere. As a result, Glatfelter took the bold step of converting to a new process that allowed him to make his own pulp from softwoods such as jack pine. It created what is now known in the industry as a vertically integrated plant, where trees (and other raw materials) come in one end and finished paper comes out the other. “Until then, we could only pulp hardwood. This put an environmental strain on hardwood trees,” explains Heath Frye, marketing manager for Glatfelter’s specialty papers business unit. “Incorporating softwood improved quality, expanded product portfolio, and eased the demand for hardwoods, which take a long time to grow.” It is the type of forward-thinking decision that would become a hallmark of Glatfelter’s company for generations to come. This new supply, coupled with resource sustainability practices adopted by papermakers, eliminated the bottleneck and enabled manufacturers to mass-produce their products. By 1892, Glatfelter was no longer producing newsprint, choosing instead to focus on higher-quality paper for books, lithography, and business forms. “The Chief” at the Chillicothe, Ohio, plant

6 | Beyond Paper


The rise in book publishing that resulted from mass production required new types of paper stock. Glatfelter committed to producing high-end printing stock, developed in 1879, for the publishing industry that wouldn’t yellow or turn brittle with age because it is acidfree and has no lignin to react with light. In fact, one machine from the late 1800s still churns out envelopes and end-leaf paper for books in Glatfelter’s Spring Grove plant. While some papermaking techniques haven’t changed in more than 100 years, market demands always do. Paper mills everywhere needed to become faster and more flexible. Take for example Edwards Brothers Malloy of Ann Arbor. Launched in 1893, today it prints professional journals as well as short-to-medium book runs of up to 50,000 copies. According to Bill Upton, the company’s vice president of operations, if a book’s sales unexpectedly take off, the publisher doesn’t have the space to stock enough paper for 20,000 more copies. “The publisher needs those (papers) right away to keep up with demand,” says Upton. “So, we’re placing an order this morning that we need this afternoon.” Fortunately, Glatfelter is also home to machines such as “The Chief,” located in its Chillicothe, Ohio, plant. Seven stories tall, two football fields long, and controlled by state-of-the-art computer technology, it’s capable of producing 300-inch-wide paper rolls at an average rate of 3,600 feet per minute.

Beyond Paper | 7


Alongside the demand for books came the need for all sorts of business forms and envelopes. “The early years of forms printing and distribution resulted in partnerships, mostly due to the limited amount of sourcing,” says Mudd. “Evolution led to many sources, which led to more commoditization for forms and forms papers,” he says. “Now, the industry sees a trend back to more partnerships due to the reduction of paper and forms printing/ manufacturing sources…coming full circle in the next decade or so.” Helping paper manufacturers and related businesses weather these expansions, contractions, challenges, and opportunities of an increasingly

dynamic industry are various trade associations, such as The National Paper Trade Association (NPTA), established in 1903, and The Print Services & Distribution Association (PSDA), established in 1946. Most recently, paper trade associations’ largest contributions are in bringing sustainability issues to the forefront, emphasizing the positive relationship between paper manufacturers and environmental education. At the close of the 20th century, the necessity for paper manufacturers to adapt to the changing needs of the marketplace became greater than ever. It was a time to get bigger, get better, or go bust.



OF AMERICANS Every day, 40 percent of Americans use a product that contains a paper or fiber component made by Glatfelter.

“The increasing popularity of e-books, the declining circulation of newspapers, soaring energy costs, increased recycling of recovered fibers, aging equipment, foreign competition, uncertain world markets, heightened environmental concerns, and the unending transition to electronic record-keeping were just a few factors contributing to steady reductions in demand,” says Nicholas A. Basbanes, in his 2013 book, On Paper: The Everything of Its Two-Thousand Year History. “It became increasingly clear that the key to success in the modern economy was to be alert to opportunities as they arose; to rely exclusively on old models was to risk falling by the wayside,” notes Basbanes, at the start of the book’s chapter that highlights Glatfelter’s unique evolution in the paper industry. According to Scott L. Mingus, Sr., charged with research and development for Glatfelter, as quoted by Basbanes, “In a world where everyone else was shrinking to their core business, we went the opposite way. We diversified.” Rather than compete in the commodities market, Glatfelter looked for niche markets and aimed to own them. They invested heavily in research and developing new products as well as acquiring companies around the world that served unique markets.

MANUFACTURING ADVANCES MIGHTILY Industries, as diverse as book publishing and direct mail marketing, have smartly progressed as a result of technology changing how paper is made by Ilene Wolf While paper for books and carbonless forms remains a traditional mainstay for progressive companies like Glatfelter, paper manufacturing technology has advanced mightily since the day in 1864 when Philip Henry Glatfelter converted an iron forge that had made Revolutionary War cannonballs to a paper mill. Over the years, this has created new opportunities to expand and diversify, using new, fiber-based engineered solutions to make products that Glatfelter never dreamed of. Other longtime industries that have evolved with new technology, such as book publishing and direct mail, have also created a demand for advanced papers. For example, on-demand book printing has flourished in the last five years due in part to inkjet technology. Inkjet printing, in turn, needs a different paper. Producing new paper products isn’t the only way to meet demand. By operating their own integrated mills, paper manufacturers gain additional control over costs and quality, which helps them stay in business, too. “In order to be cost-competitive, integrated and streamlined processes are key,” says Heath Frye, marketing manager for Glatfelter’s specialty papers business unit. “This gives us flexibility in our manufacturing facilities.” “For example, in the Spring Grove mill, we can make book publishing paper, paper for envelopes, playing cards, advanced materials for autoclaving, food wrappers that are FDA-regulated, the list goes on and on,” Frye says. “When you combine diversification, flexibility, and innovation, we can offer endless possibilities to our customers.” This year, in 2014, the company that bears Philip Henry Glatfelter’s name proudly celebrates 150 years of manufacturing paper.

For example, Glatfelter papermakers are manipulating composite fibers to meet the need for papers used in products ranging from laminate flooring and countertops to tea bags and coffee filters. Advanced airlaid materials, which use a combination of biodegradable natural fibers (fluff pulp) and synthetic fiber, create sustainable products for the adult incontinence and feminine hygiene markets. The importance of research and development is critical as technology puts increasing demands on the performance of paper. “[For paper manufacturers,] answering the changing print market is constant. Traditional print to digital to inkjet are all different in their needs for output devices,” says Frederick “Fritz” Horak, CEO of The F.P. Horak Company, a comprehensive printing and marketing solutions firm, in Bay City, Mich. “Innovative paper manufacturers are always staying at the forefront of market needs and constantly making changes.” In the end, though, it always comes back to innovation. No matter the shifts and changes that lie ahead in the future of paper, the hard-working, creative visionaries toiling throughout the paper industry are perfectly positioned to develop products that continually deliver the best products to market. And that’s a story we can all celebrate…because the possibilities are endless.

Patrick Mudd is a national accounts sales manager for Glatfelter’s printing and carbonless division. With extensive industry background, specifically with forms, he is a client advocate who works with the entire Glatfelter team to solve problems and create new growth opportunities for customers. Contact Pat at 614-899-6592, or by emailing

Beyond Paper | 9



Buying paper can be intimidating for the numerically challenged—but there are tools to make it easier by Martha Spizziri When buying paper, it’s unavoidable: Arithmetic is involved. The paper you’re ordering for a customer might be sold in roll form, but she wants to know how much of it she needs to print 10,000 copies of a form. Or the paper you’re buying for a job is priced by the hundredweight (that is, per hundred pounds), but you need to know how much it will cost per thousand square feet. Time to whip out paper, pencil, and calculator, and channel your high school math teacher. Other typical math problems you might run into when buying paper include making weight conversions (such as converting from basis weight to M-weight), determining publication thickness, figuring out paper quantity—even calculating environmental impact. Doing those computations can be nerve wracking, because getting it wrong can mean unexpected costs. The good news is that there are online tools that make it easy. 10 | Beyond Paper

Paper-math tips KNOW WHAT MEASUREMENT THE PRICE IS BASED ON. You may be ordering paper to print 5,000 forms, but the price might be quoted per hundredweight (abbreviated cwt). You might need to convert the weight-based price to one based on area or lineal feet.

UNDERSTAND BASIS WEIGHTS. “Basis weight” is how much a ream (500 sheets) of paper weighs. Be aware that the paper size used to figure basis weight varies. And it may not be the same as the size of the end product. For instance, the basis weight for a paper used in an 8½-by-11-inch brochure might be computed based on a 17-by-22-inch sheet.

LEARN WHAT M-WEIGHT IS. M-weight is the weight of a thousand sheets (two reams) of a given size of paper. You can calculate M-weight from the basis weight and size. USE GLATFELTER’S FREE CALCULATOR AT WWW.GLATFELTERBUSINESSPAPERS.COM. Calculate MWT, sheet quantity, GSM, lineal feet, and roll weights. Convert basis weight, paper costs, and more. Visit the new site,, and choose the “Resources” tab for information and access to more than 20 paper math calculators. These tools are available on your computer or mobile device, and brought to you free. Share them with your colleagues and customers.

Paper Trail

BRIGHT, WHITE, AND RECYCLED Exacting customers know just what paper they’re looking for, so it’s a good thing manufacturers rise to the buyer’s challenge by Martha Spizziri Finding the right paper for a customer can be a challenge, but it’s one that today’s products usually rise to. Finding a paper that meets a client’s particular needs can be difficult. That’s especially true when the client is printing a job for the government. The federal government is known for the very specific, inflexible requirements it makes of its vendors. State governments, too, often impose exacting standards. Textbook publishers usually require a smooth, bright white paper so that diagrams and figures in textbooks will appear sharp and readable. For many of these end users, the permanence of the paper is also a concern. And while they’re looking for smoother, whiter, longerlasting paper, more clients—not just governmental paper buyers, but also book publishers and all kinds of other businesses—are also seeking papers with post-consumer waste

Thor Papers at a Glance

(PCW) content. After all, being environmentally responsible is a reputation just about any company wants these days. A Southeastern paper merchant faced just such a challenge when a customer came looking for a paper that met some very strict government specs. The paper had to be a blue-white, 92-bright sheet, and it had to contain a minimum of 30 percent post-consumer waste content. It had to be runnable on an offset press, and meet very specific requirements for paper thickness, smoothness, and moisture content. In this case, the solution was Thor, a paper made by Glatfelter that was originally designed for book publishing. The Thor PCW grade contained the needed 30 percent PCW. It turned out to be a good material for the project because it’s bright, but, like its namesake Norse god, is strong— enough so that it can be used on an offset press.

Thor PCW is made with 30 percent post-consumer waste (PCW) and comes in four basis weights.

Both types of Thor paper are proven to perform on press.

Thor Plus contains 15 percent PCW and comes in five basis weights.

Thor papers are acid-free. Thor papers meet ANSI/NISO Z39.48-1992 standards.

Exact specifications are available at

Beyond Paper | 11










From the first Indigo in 1993 to the latest high-speed inkjets, the rapid rise of digital printing has left an indelible mark on the printing industry by Laurie Hileman

Beyond Paper | 13



he year is 1993. It’s the International Printing Machinery and Allied Trades Exhibition (IPEX) tradeshow. Indigo, a small printing equipment manufacturer, introduces the first digital printer: the E-Print 1000. And—poof—the printing industry is changed forever.

20.6% Digital’s share of total print market forecasted by 2018. * Source:

14 | Beyond Paper

Gone were the expense and labor of the plate-printing setup process and the need for high volume print runs to manage costs. The E-Print 1000 printed directly from a computer file. Images not only could be readily changed, they could be changed from page to page, requiring neither additional setup nor pauses in the print run. Inexpensive, short-run color printing was now available. In 20 short years, advancing digital printing technology has permeated the print and paper industries like ink dropped in a clear glass of water. Industry forecasts put digital’s share of the total print market at 20.6 percent by 2018, more than double its 9.8 percent share in 2008.* Traditional offset shops that may have thumbed their noses at the mediocre quality of original digital printers are now embracing the upstart technology, or risk being run out of the business. Meanwhile, paper manufacturers swiftly and efficiently engineer more and better products that will hold up under tougher conditions found in digital presses. As digital printing offers up new and unique ways to meet customer needs with every passing year, print and paper business strategies must adapt or die. Here’s a look at where digital’s been, where it’s at, and where it’s going, all toward helping you ride the revolution to success.

In 20 short years, advancing digital printing technology has permeated the print and paper

The path to improved performance While the term “digital printing” encompasses a variety of different technologies, top of mind for most are laser or toner-based presses that use a process called xerographic or electrostatic printing. In other words, everyday copiers and laser printers. “As a technology, this print platform is not significantly different today than it was two decades ago,” says Todd Strohm, technical field services manager at Glatfelter. He notes improvements have mostly been functional and involved a gradual evolution from relatively slow, one-color, one-side printing to capabilities that now closely resemble those of a small offset print shop. Advanced units offer loads of processing options, such as bookbinding, perforating, and punching, among others. While originally developed in sheet-fed-only configurations, roll-fed web units are now available as well. “A significant and fairly recent xerographic improvement involves toner technology,” says Strohm. These improvements allow for a more controlled application of color and better tonal gradations in photographic images. As a result, equipment cleanliness and raw material waste have also been improved.

industries like ink dropped in a clear glass of water.

“High-speed [digital] production presses have the ability to produce high-end production pieces,” says Tammy Wydick, senior territory manager for Glatfelter. “When they (digital presses) first came out, it really wasn’t the case. I think the joy of a digital press is you can print 1, 100, or 1,000, depending on what your needs are.” Alongside printer improvements come paper improvements. Due to toner fusing temperatures nearing 400 degrees F in most digital printers, digital papers require much tighter moisture and curl control than their offset counterparts. “Coated sheets, like Glatfelter carbonless, had to go through dramatic chemistry redevelopment to remain reliable and to consistently produce a quality image that ran well on a variety of presses. Mills are now developing cross-functional hybrid sheets to function adequately in both environments,” says Strohm, “such as Glatfelter’s ExcelOne®.” Print buyers love it, Wydick notes, “While they used to be limited to glossy papers, now the digital presses have the ability to run everything from carbonless paper, synthetics, and normal gloss, to uncoated and even some textured papers.”

Beyond Paper | 15

Revolutionizing print These technological and paper improvements are shoring up the foundation for digital’s definitive features: short run, low cost, variable printing. While quality may not yet match offset (although some would argue it’s quite close, particularly to the untrained eye), cost-effective, low-volume printing is hugely popular with print buyers. “Manufacturing a single piece in the offsetdominated print world of yesteryear would have been considered foolishness,” says Strohm. “In today’s digital world, it is commonplace and often wise.” He notes nearly every print segment has been affected as a result. Print order volumes are demonstrably shorter, supply chain inventories are much lower, and print job setup waste is next to nothing. Because digital printing does not require extensive time in prepress functions, print orders can be turned out much faster, often the same or next day. Customers have the freedom to order just what they need now, avoiding tying up excess cash in inventory. The result is smaller order quantities with higher order frequency than their traditional print peers.   Printers using digital technology are also integrating online ordering capabilities while grappling with the challenges and opportunities that result from buyers having access to printers anywhere in the world.

“As much as people read over the Internet, they still love to touch and feel paper. They love to see it and they like to keep it.” Tammy Wydick, senior territory manager, printing and carbonless papers division, Glatfelter

16 | Beyond Paper

So, what drives print buyers to one technology or another? Strohm argues it’s a combination of price, delivery time, volume, and quality. “If the job isn’t too big, I need it fast, and I need a decent price, I’ll go digital. If I have a large job that I’ve got a week or two to deliver, I’ll probably go offset. If I need variable data (each piece addressed differently, for example), I have to go digital,” says Strohm.  Wydick adds the digital versus offset decision may be influenced by the size of the piece (paper sizes still have limits on the digital presses), paper stock, and the finishing required. For example, in certain bindery situations, digital toner may crack. Fortunately, customers can now get the best of both worlds. Printers use hybrid applications where the base printing (called a shell) is done on an offset press, then variable data is added afterward in a xerographic application.   “Digital printing has helped keep printed materials in front of consumers everyday…it has breathed new life into printers,” says Wydick. And, marketers hail the personalization and targeted approaches digital provides. “As much as people read over the Internet, they still love to touch and feel paper. They love to see it and they like to keep it,” says Wydick.

High-speed inkjet: The next evolution High-speed inkjet, a new form of inkjet technology that involves propelling drops of ink onto a substrate, is poised to dominate the printing industry. While traditional inkjet technology has been in use for some time, the ink delivery systems were weak and, as a result, quality suffered compared to other formats. “That’s all changed,” says Strohm. “Inkjet’s potential to combine the best characteristics of both traditional offset and xerographic is quickly becoming reality.”



Digital printing helps the nation’s largest provider of education assessments maintain its industry prominence by Laurie Hileman According to Strohm, high-speed inkjet now has the same variable image, short-run, quick-turn advantages of xerographic, but is much more adaptable to a wide variety of substrate sizes. It’s much faster, involves little or no heat, and offers much lower printper-piece costs than any other platform. “The process is about four times faster than older xerographic technology,” says Denny Betz, a senior business development manager for Glatfelter. High-speed inkjet production printers, accommodating paper 18 to 42 inches wide, run rolls of paper at speeds of up to a thousand feet per minute. Betz points to a combination of technology, print head, ink, and paper improvements that result in faster production, lower cost, and improved output for the highspeed inkjet machines. In the beginning, Glatfelter offered one engineered bond paper. Today, Glatfelter offers more than 30 inkjet papers, including uncoated, coated, and treated papers that can enhance image quality and durability. While the technology has a huge market in statement production (e.g., printing of credit card and mortgage statements and phone and gas bills), it is rapidly gaining traction in the direct marketing and book publishing markets. “Inkjet has just arrived in the last two years in a place where the output is good enough for most direct mail printers,” says Betz. “We also have customers that will print as little as one book. With the offset process, that would not be possible. Today, inkjet technology makes it a reality.” With its ability to produce four times the output of xerographic, Betz notes that total production cost is less than half the cost of the digital toner technology. The increased costs of the paper are outweighed by the reduced labor and ink costs. “With continued advances in reproduction image quality, high-speed inkjet, in my mind, is the bestpositioned print technology for the near future,” says Strohm. “But ask me again in a year or two, that’s how fast things are changing.”

As the nation’s largest provider of educational assessment services, Pearson knows a thing about testing. And printing. Each year Pearson Education scores billions of multiple-choice tests and roughly 111 million essays for the U.S. federal government and more than 40 state contracts. A large number of those bubble sheets and essay booklets pass through Pearson Print Service before making their way to the desks of intrepid test-takers all around the country. The print service first acquired digital hardware—monochrome, sheet-fed laser printers—10 years ago. The addition enabled them to serve customers with a “one-stop-shop approach,” says Rick Lent, quality initiatives manager for Pearson Print Service. Previously, printing was subcontracted. In 2008, the Pearson team began operating inkjet web-fed devices. The new technology allows Pearson to print a variable document that is machine scorable. Now, they can run a multitude of sizes, produce everything from machine scorable books to colored grade report documents, and print plain black-and-white documents with ease. “The variable nature of digital printing has provided Pearson with new tools to serve the education world,” says Lent. “Imagine a blue 12-page book followed by a green 24-page book followed by a red 60-page book, each with unique student information in it. We’re able to do that now.” Moreover, in-line finishing is a terrific complement to variable print. Quick turnaround orders can be completed in one pass through one machine. “Tasks accomplished by an offset press, paper cutter, collator, and kitting are now one cost center,” says Lent. “Pearson has a steadfast commitment to delivering a measurable impact on someone’s life through learning. We’ve realized early on that digital delivery of our products is the future,” says Lent. “A document that is planned from inception as digital is easily adapted to paper or online delivery. In many cases, Pearson offers both.”

Tammy Wydick is a senior territory manager for Glatfelter’s printing and carbonless papers division. Through her field experience, from all sides of the paper industry, extensive market knowledge, and expertise in digital papers, she identifies solutions for customers to help them evolve their business. Contact Tammy at 813-240-4535, or by emailing

Beyond Paper | 17

Chipping In

HELPING THE CAVALIERS STAND TALL School success is at the heart of the Chillicothe community, home to Glatfelter’s largest U.S. paper mill by Laurie Hileman “As go the schools, so goes the community,” says Jon Saxton, superintendent of Chillicothe City Schools, known as the Cavaliers. Chillicothe (pronounced CHIL-e-KÄTH-ee), a small town of 22,000 in south central Ohio, is home to Glatfelter’s largest U.S. paper mill, with more than 1,200 employees. In 2010, Saxton set about to transform the culture of Chillicothe schools. Leadership, he believes, is the catalyst. Saxton approached Glatfelter and other local businesses to support Leader in Me®, a leadership development program based on Stephen R. Covey’s The 7 Habits of Highly Effective People. “When the schools and chamber came to us, our VP jumped on it,” says Mitzi Anderson, senior human resources manager at Glatfelter. “We loved the concept, and loved the program.”

18 | Beyond Paper

Leader in Me works to integrate Covey’s principles into the curriculum, traditions, systems, and culture within schools. It’s making an impact. Because students have opportunities to lead, they are empowered and enthusiastic to accept responsibility for their learning, attendance, attitude, and behavior. “Across the district, discipline incidents and bullying have decreased while test scores and positive school culture are on the rise in our early-adopter schools,” notes Saxton. To help boost the physical climate and culture at two Chillicothe elementary schools, Glatfelter again partnered with the chamber to bring in local artist, Pam Kellough, to paint Leader in Me murals and characters from Sean Covey’s book, 7 Habits of Happy Kids. More recently, attention turned to the high school football stadium. Originally built in 1936, little had been done to improve the stadium with the exception of minor renovations to the bleachers in the 1970s. “Athletics are such an important source of community pride,” says Saxton. “The facility was a sad, unsafe reminder of some of the challenges our first capital city had dealt with over the previous few years.” Glatfelter joined with other private donors to help raise funds for the $1.7 million athletic facility renovation. “The support from Glatfelter and other businesses in Chillicothe has helped us turn the corner and continue the transformation of the culture and the school district. Time after time, need after need has been met by this community. The outpouring of support, both in spirit and financial, has truly been amazing,” says Saxton.

Human Capital


Put a name to a face and a face to a name by Katie Will



JOB TITLE: Customer Service Manager YEARS AT GLATFELTER: 6 YEARS IN PRESENT ROLE: 1 TRUE PASSION: Volunteering to keep programs in “play”

JOB TITLE: Key Account Manager YEARS AT GLATFELTER: 14.5 YEARS IN PRESENT ROLE: 9 TRUE PASSION: Alternative folk music (and granola)

To outsiders, it might seem like Jennifer Valentine has more than one full-time job. As a former YMCA basketball coach for boys and girls, Valentine knows firsthand the benefits of sports for kids. Now, she has two sons, Aaron, who’s in third grade, and Matt, who’s a sophomore in high school. Both boys play basketball in Chillicothe, Ohio, and dedication from committed parents like Valentine keeps these school programs strong. “I enjoy developing our program,” she says. “It’s important for the community and builds self-esteem for the kids.” In her role as secretary of the high school basketball booster club, she helps raise money for equipment, uniforms, and camps. “Like a lot of schools, the athletic department budgets have been cut pretty dramatically,” Valentine says. “We help provide things they need to help run the program.” Valentine recently took over coordination of a new basketball little league program for Chillicothe City Schools, helping kids in third through sixth grades to get a strong foundation in the sport. In the first year, 85 children signed up. Valentine spearheaded efforts to find coaches and referees and to schedule games and practices. The community is supportive, and the children and parents are energized and having fun.

For as long as Bill Lanphier has been at Glatfelter, he’s been playing music about three-times longer. With a passion for percussion, Lanphier has performed with a number of alternative folk bands in the Pennsylvania Valley Area. Now, he plays percussion and djembe—a kind of goblet-shaped hand drum that originated in West Africa—for the 3 Dollar Suit band. “We enjoy playing together and it shows when we are performing,” Lanphier says. “It’s a blast.” The 3 Dollar Suit band plays a few shows a month at area bars and clubs, and the band performs at a number of festivals during the summer months. The band, which Lanphier says plays about 70 to 80 percent original songs, has released an album, Grainery Road. When he’s not working or playing with the band, he’s proud to be helping his daughter, Sarah Lanphier Himes, with her burgeoning granola business, Nuts About Granola. In November, Nuts About Granola was featured in Better Homes and Gardens as one of eight top-shelf granolas in the country.

Beyond Paper | 19

Seeing Green

Busting Myths Once fact is separated from fiction, print and paper have a great sustainability story to tell

This Two Sides Eco-graphic will help you bust some myths about the sustainability of print and paper. At Print 2013, Two Sides announced that Lynette Maymi, a 34-year-old, self-employed design professional from Pompano Beach, Fla., won the Two Sides Eco-graphic Challenge. The contest was initiated to develop an engaging infographic that clearly presents facts about the sustainability of print and paper. Glatfelter is proud to announce its new membership to Two Sides in 2014.

20 | Beyond Paper


Defensa® Papers It is a dangerous world out there with threats to document security from criminals, who are becoming more sophisticated every day.

Defensa® Security Papers by Glatfelter. Maximum protection in the real world. Paper that works for you.

Defensa® Basic Defensa® True Defensa® Security Gate Defensa® Design Defensa® Premium

Sensitive documents that enter the real world should be printed on Defensa® Security Papers by Glatfelter. Let us help provide the ultimate in document security.

Find out more at

E: | P: 800.832.6323

Endless Possibilities Glatfelter drives customer growth through commitment to the industry, focus on innovation, new product development, and a broad product portfolio that offers solutions to everyday business needs. Paper that WORKS for you.

For more information:

Uncoated Papers Carbonless Papers Security Papers Book Publishing Papers Envelope & Converting Papers Engineered Products

Beyond Paper May 2014  

Sustainability. It’s a word spoken a lot in our industry. As Glatfelter celebrates 150 years of manufacturing paper, we honor the legacy of...

Beyond Paper May 2014  

Sustainability. It’s a word spoken a lot in our industry. As Glatfelter celebrates 150 years of manufacturing paper, we honor the legacy of...