Digital Image Magazine Feb 2024

INSIDE

COVER STORY

ORAFOL Australia

Unleashing creative potential with architectural coverings.

Christina Bruce

The five fundamental skills for sales conversations.

A century of Heritage Tierney Signs celebrates 100 years of family business.

Hannah Thompson-Taylor Blazing a trail for WA apprentices.

Charles Watson Managing staff with side gigs.

Welcome to the first issue of 2024.

March brings us FESPA Amsterdam from 19 to 22 March, which follows International Women’s Day (IWD) on 8 March; the UN Women’s Day theme is “Count Her In: Invest in Women, Accelerate Progress”.

The UN has designated this theme with the aim of exploring ways to enhance economic inclusion. Despite many advancements, women encounter substantial challenges in attaining parity in economic participation. And while many companies and industries make great strides in closing the gender pay gap, economic participation at other levels remains stubbornly behind. Financial education and venture capital investment in women-led businesses remain behind the average. While there are no official numbers for our industry, I am encouraged that we look to be ahead of the curve, both in the growing number of female apprentices and the number of women-owned signage businesses.

In this issue, we speak to Hannah Thompson-Taylor, an apprentice from Perth who is blazing a trail for

women in trades out West, making it to the finals of the WorldSkills in 2023. We also speak with Liam Tierney, a third-generation sign maker who celebrates the legacy of Tierney Signs and the 100 year anniversary of the Queensland-based family business this year.

Lastly, Visual Impact Brisbane is returning to the city for the first time in six years in July 2024; many new releases and advancements will undoubtedly be announced before and at the show. As always, we’ll bring you the breaking news, purchase announcements and new releases.

We love to hear your stories, so keep in touch with your tips and updates on your interesting projects. You can also follow us on LinkedIn, Instagram and Facebook for the latest news in signage and wide-format printing.

I look forward to seeing you this year at one of the many industry events,

Warm regards,

Stephanie Gaddin Editor, Digital Image Magazine

Currie Group claims naming rights for 2024 National Sign & Graphic Awards

Currie Group confirmed it has taken up Diamond Sponsorship of the 2024 National Sign & Graphics Awards, giving the company naming rights for the event.

This will be the eleventh iteration of the industry’s premier Awards competition, run every two years by the Australian Sign & Graphics Association (ASGA) to recognise the achievement of excellence in a wide range of sign, display, wide-format print and graphics applications.

Rob Mesaros, CEO of Currie Group, said, “The sponsorship aligns well with our company’s approach, which blends aspirational thinking and a strong future focus with practical and proven solutions to deliver quality outcomes.

“Awards are part of the fabric of our industry, playing an important role in encouraging the achievement of excellence and giving industry businesses a chance to showcase their abilities to current and prospective customers.

“They also create the opportunity to come together as an industry, recognise the outstanding level of expertise and ingenuity that is behind the work we produce, and to celebrate with our colleagues and friends. We are delighted to support the 2024 National Sign & Graphics Awards and the businesses who enter by taking out this major sponsorship,” Mesaros added.

Mick Harrold, ASGA President, welcomed the announcement, saying the support of companies like Currie Group was vital to ensure the success of this and many other industry initiatives.

“We are grateful to Currie Group for leading from the front, as they so often do, by taking out the Diamond Sponsorship for 2024,” he says. “This provides an important cornerstone for the Awards competition and presentation, and we are confident that the 2024 Currie Group National Sign & Graphics Awards will be bigger and better than ever before.”

The 2024 Awards will showcase some of the industry’s most outstanding achievements, from

pylon signs to channel lettering and laser-cut solutions to printed products and soft signage, demonstrating the diversity, commitment and excellence of the sector here in Australia.

“Sign & Display is unquestionably one of the most exciting sectors in our industry, and we are constantly amazed at what we see when we visit signage, graphics and wide-format print businesses around Australia,” said Paul Whitehead, Currie Group Business Unit Manager – Sign & Display.

“We know there have been some outstanding projects completed over the past 12 or 18 months, and we can’t wait for the Awards to see the full showcase of what our industry can achieve.”

Projects completed between Tuesday, 8 March 2022 and Friday, 31 May 2024 are eligible for entry. Winners will be honoured at a gala Presentation Dinner in Sydney in early September 2024 – the first time the Awards have been presented at a stand-alone function.

All Flags Signs & Banners secures new ownership

All Flags Signs & Banners resumed trading in January 2024 under a new ownership structure after being placed under administration late in 2023. Peter Wagener, now the General Manager of the company, issued a statement announcing the news and confirming that all companies in the group will now come under the umbrella of All Flags and Signs Pty Ltd, ABN 45 673 507 705.

The statement highlighted the collaborative efforts of the team and the support of stakeholders, resulting in a successful exit from external administration and liquidation. Wagener says that with the company back in operation, it is “reinvigorated” and ready to continue its longstanding commitment to delivering print solutions for its clients of over three decades.

Issues began with the strict COVID lockdown measures, which affected the company’s national supply businesses; tax issues compounded this during the same period. The group’s businesses, including All Flags Signs and Banners, All Signs, Euro Poles, and Pennant House, entered voluntary administration in late September 2023. However, the abrupt termination of their commercial lease in late November led to the forced liquidation.

Wagener acknowledged the loyalty of customers, stakeholders, and industry partners, stating, “Your trust has been our driving force, and we are committed to delivering on our promises with renewed vigour and dedication.” Wagener also expressed gratitude for the support, adding that the company aims to maintain its commitment to excellence, assuring customers of consistent service.

Epson CoverPlus extends to industry-first seven years

Epson CoverPlus, the extended protection program, has created an industry first by offering SureColor S-Series signage printer owners an option for premium service and support for CoverPlus packages for up to seven years.

Epson says that no other manufacturer in Australia offers a comparable level of protection for signage printers.

The new CoverPlus year six and year seven provide a way to extend the length of protection beyond the limited warranty for up to seven years of continuous coverage whilst still enjoying all the benefits of Epson’s premiumlevel service and support.

The enhanced durability of Epson signage printers enables machines to be operated for longer than has been traditionally possible. The new extended CoverPlus with its additional two years – making seven years in total – ensures owners can continue to operate their equipment with comprehensive cover for reduced risk and greater control over operational costs.

Epson has a range of purchase timing options for the new CoverPlus years six and seven, and the new program applies to the full S-Series range – the SureColor S40600, S60600, S80600, S60660L and S80660L.

To qualify for the new 7-year CoverPlus package,

the printer must be registered to a valid Epson Cloud Solution PORT account. The year six and seven on-site Epson CoverPlus protection is then available subject to approval by Epson.

If Epson is unable to repair a product during the sixth or seventh CoverPlus year, the customer will be entitled to a full refund of the purchase price of the applicable year of CoverPlus.

Epson’s S-Series signage and décor printers are designed to produce superior output with faster, more efficient and cost-effective operation. They are compatible with an enhanced range of media, including a full range of paper, canvas, film and vinyl substrates.

Shann Group partners with Beaver Paper

The Shann Group and Beaver Paper have announced a new partnership to deliver sublimation media to the Australasian market.

Opening in 1979, Beaver Paper has become a global company highly regarded for its innovative, high-quality sublimation media. From its state-of-the-art production and converting facilities in Southwest Germany, it has developed globally recognised products, including TexPrint sublimation paper and ProTex protection tissue.

Jack Matherson, National Product Manager for Shann Digital Print Media, says, “Growth of textile in our digital print media and apparel divisions over the last few years meant a logical next step was to explore complementary products to these markets. So, we look forward to providing our customers

Wooldridge joins HVG

with the high-quality products that Beaver Paper produces.”

“Beaver Paper products are currently sold in 51 countries worldwide, and The Shann Group footprint and expertise throughout Australasia will play a pivotal role in developing our reach and market share throughout the region,” adds Tobias Sternbeck, Beaver Paper CEO.

Globally recognised products such as TexPrint sublimation paper and ProTex protection tissue will be available in sizes from 1.6-3.2m width nationally from Shann beginning in mid-January 2024.

For any enquiries, please contact enquiries@shann.com.au or your local Shann office or representative.

HVG Graphics Media has announced the recent addition of Luke Wooldridge to its leadership team in the role of National Product Manager. Wooldridge, who joined the organisation in late 2023, succeeds Adrian Morris, who has transitioned to the position of General Manager of HVG Decorative Building.

With a career spanning over 32 years in the print industry, Wooldridge has held various managerial roles at companies such as Fujifilm Graphics Systems, Kodak Australasia, Kayell Australia, and McMillan Print. His extensive industry background reflects a steadfast commitment to excellence and a profound understanding of the ever-evolving dynamics within the print and graphics sector.

Wooldridge’s contributions to the industry include his recent Visual Connections Association

board member role. This active participation underscores Luke’s dedication to staying abreast of industry trends, and the company says it aligns with HVG Graphics Media’s commitment to innovation and customer satisfaction.

Richard Lucas, General Manager of HVG Graphics Media, says, “We welcome Luke to our team, bringing his great understanding of the Australian wide format print market along with his experience and knowledge, which undoubtedly will help our team and customers alike in providing products and solutions which can make a real difference in the future.”

The company says Wooldridge will play a pivotal role in shaping and refining HVG Graphics Media’s product range and eagerly anticipates Luke’s positive impact on the organisation.

Neschen products now available from Spicers

Spicers has announced it is now a distributor for Neschen products.

The company says the move significantly expands its Visual Communications portfolio, adding a range of cutting-edge solutions to their offerings.

Wayne Hood, Spicers Visual Commuincations Portfolio Manager says “With the addition of Neschen products to our portfolio, we are excited to bring even more cutting-edge solutions to our customers. Neschen is renowned for its innovative and high-quality offerings, aligning seamlessly with our commitment to excellence. This

collaboration allows us to provide a broader range of options to meet the diverse needs of the printing industry.”

As printers seek superior materials and state-of-the-art hardware, the addition of Neschen furthers Spicer’s goal of becoming a onestop-shop for sign and display businesses.

Hood concludes “We look forward to this new chapter in our journey and are confident that the inclusion of Neschen products will bring added value to our customers.”

Industry Veteran Bruce Caldwell joins Kissel + Wolf

appointment, effective from 1 January 2024, underscores the company’s commitment to innovation and growth in the dynamic world of Print & Packaging. Caldwell joins the company after a 12-month sabbatical.

With over 20 years of experience, Caldwell is recognized for his strategic insights and commitment to guiding customers through digital transformation. His role at Kissel + Wolf Australia will focus on spearheading the development of cutting-edge digital inkjet solutions, primarily in the Corrugated Packaging and Sign and Display markets across Australia and New Zealand.

The company says that Caldwell’s understanding of market trends and his ability to build strong relationships will position Kissel + Wolf Australia for success in the industrial

+ Wolf family. Together, we will drive change in the corrugated packaging segment with innovative digital solutions.”

Caldwell, commented “I am genuinely delighted to be joining the Kissel + Wolf team. After an enjoyable and relaxing 12 months sabbatical from the print industry I feel refreshed, invigorated, and excited to be part of this progressive and customer focused global family company. I look forward to reengaging with the ANZ print market armed with an impressive product portfolio and an extensive local technical support team. One of my first priorities is to challenge the paradigm that exists around the origins of manufacturing when it comes to quality and reliability. The current suite of product offerings is world class, robust and deliver real value and quantifiable

be taking a very close look at the Hanglory, Hanway and HandTop technologies. Coupled with flexible and accessible financing options, a locally managed team with a ‘customer first credo’ it positions Kissel + Wolf as a very viable and invested partner for the future. I look forward to being back in the front lines and sharing information with the market in 2024.”

Jon Field, Executive Director of Sales & Service – Digital at Kissel + Wolf Australia, emphasized the value of experience and customer focus, saying, “There is no substitute for experience, knowledge, and a strong customer focus. Bruce has these attributes in spades.” Field looks forward to working closely with Caldwell to offer customers a strategic competitive advantage in the sustainable, short-run, corrugated packaging market.

Tiger Corp, Melbourne installs first Mutoh 1462UF in the Southern Hemisphere

Richmond-based Tiger Corp supplies a range of retail, business, building, construction and architectural wayfinding solutions, including braille signage.

To improve production – particularly for Braille and wayfinding signage – they turned to Total Image Supplies, who had previously supplied a Mutoh XpertJet 661UF UV-LED Flatbed device.

Upon the release of Mutoh’s new XpertJet 1462UF UV-LED Flatbed Printer, the company could see it would be perfect for its growth plans and ordered it immediately, becoming Australia’s first installation in Australia.

For Tiger Corp, custom signage with a quick turnaround is a significant growth area. Flatbed UV with high media printability is the best way to achieve this, printing objects, braille signage and more with inks that cure hard and are durable.

Tiger Corp invested in Mutoh XpertJet 661UF A2 UV-LED Flatbed Printer from Total Image Supplies a few years ago to focus on small format Braille tactile signs. The experience with this device was only positive, and demand for higher productivity meant either considering a second machine or looking for a larger format, more versatile solution.

When Mutoh announced the XpertJet 1462UF

at the FESPA Global Print Expo, Munich, in May 2023, it immediately caught Tiger Corp’s attention. The unique UV-LED production printer is based on successful technology capable of printing at double the speed and up to 150mm in height on an extended print area of 1420mm x 700mm. Additionally, it featured white & varnish ink for printing specialty finishes and full blockout on coloured and clear media.

Larry Sbisa, Tiger Corp Director says: “As per the smaller Mutoh printer, we were attracted to the quality of its output but also the ease of operation. Also, the ability to print raised text was vital for our Braille Tactile sign production.”

When Total Image Supplies were able to deliver the new XpertJet 1462UF in September, Tiger Corp placed an order immediately and became the first such installation in Australia – and indeed the Southern hemisphere. “We had operated other machines for many years before discovering Mutoh and it has proven to be an excellent choice. We have found Total Image Supplies and Mutoh Australia excellent to deal with, both are very responsive and knowledgeable,” says Sbisa, adding: “We are gradually moving into other markets such as

retail, medical etc. Without the new Mutoh 1462UF, we have been uncompetitive for quickshort-run retail signs and expect to be able to secure more work in that space now that it is up and running, producing beautiful work.

“Based on our experience to date, we would recommend these Mutoh printers and the services we get from Total Image Supplies.”

Tyson Buechler, Director Total Image Supplies comments, the Mutoh 1462UF came to market at the perfect time with many existing clients needing faster production speeds, larger bed size, all with the same reliability and unique features the Mutoh 661UF offered.

With the 1462UF now featuring dual print heads, a larger bed, and the ability to print up to 150mm thickness in CMYK plus white & varnish. We have found the Mutoh 1462UF to be a hot-ticket item and very in-demand printer for various markets such as braille and tactile signage, bespoke & niche signage, promotional print, homeware & display.”

Buechler adds: “We have already seen further sales of the device and are very excited about bringing this unique award-winning printer to the wider Australian print markets.

Roland DG releases two new desktop sized VersaSTUDIO printers

Roland DG has announced the release of two new desktop printers in the VersaSTUDIO series. The BD-8, the first flatbed UV printer in the VersaSTUDIO series, and the BY-20 with Roland DG’s Direct-To-Film (DTF transfer) ink technology, for customers in the apparel goods market.

“Our compact, easy-to-use, and affordable desktop products are marketed under the brand name VersaSTUDIO and include a broad range of popular desktop solutions, such as inkjet printers, cutters, engravers, metal printers, and foil transfer laser decorators,” says Tony Miller, President of

Roland DG’s Global Sales and Marketing Division. “With the addition of these two new products to the VersaSTUDIO series, we are further strengthening our product lineup.”

The BD-8 is a UV printer capable of highdefinition direct printing on various shapes and materials. It supports items up to A5 size and 102mm in height. The machine can also print on cylindrical objects such as bottles and lipsticks using the optional rotary axis. The EUV5 ink is compatible with numerous materials, from soft textures like fabric and leather to hard textures like wood and plastics. The primer ink enables improved adhesion for printing on glass and metal. The BD-8 allows users to easily produce profitable items such as smartphone cases, stationery, and cosmetic items.

The BY-20 is a water-based printer using the DTF transfer method to improve the design and efficiency of apparel goods production. After printing on a special film, hot-melt powder is applied and thermally melted, and then the film is simply layered on fabric and heat-pressed to create original T-shirts, sportswear, etc. This method makes it easy to transfer even complex designs onto both light and dark fabrics, including not only cotton but also polyester, cotton polyester, denim, nylon, and rayon, among others to produce a vast array of garments. This compact machine

combines excellent print quality and productivity to produce highly designed apparel goods beautifully and quickly.

Both the BD-8 and BY-20 are equipped with the same print head as the company’s high-end inkjet models and offer multiple print modes ideal for different applications, making it easy for anyone to achieve professional printing results. The printers have a simple design with only a power button. The printers also come standard with the software

FlexiDESIGNER VersaSTUDIO Edition.

Roland DG Connect, a cloud-based service, is also included, and both printers come with standard productivity features. The BD-8 and BY-20 are also priced for first-time users. A comprehensive manufacturer’s warranty and optional maintenance contract are also provided.

“With the addition of the BD-8 and BY-20 to the VersaSTUDIO lineup, which has the brand message “Get Started,” we are confident that these new products will further expand the creative and business possibilities for our customers in diverse settings, including the production and sale of original goods, in-store decoration services, and STEM education. We will continue to expand the VersaSTUDIO series to meet diversifying needs and encourage new challenges around the world,” concluded Miller.

Roland DG Launches New VersaOBJECT MO-240 UV Benchtop Flatbed Printer

Roland DG has announced the release of the MO240, a new UV flatbed printer in the VersaOBJECT series that enables direct printing on threedimensional objects with higher productivity.

“The MO-240 is Roland DG’s newest benchtop UV Flatbed that updates previous models to realise beautiful, high-definition output with higher productivity by adopting a variety of new technologies,” says Tony Miller, President of Roland DG’s Global Sales and Marketing Division.

The MO-240 achieves productivity of 2.07sqm/h in standard mode by combining two newly developed large print heads in a staggered layout with a powerful UV-LED lamp and dot control technology optimised for high-speed output. Productivity for simultaneous white printing has also been improved to approximately double that of previous models. In addition, the ink can be cured in a shorter time so that small characters, fine text, and subtle gradations can be reproduced in high definition to the smallest detail.

Roland DG EUV5 inks include Orange and Red in addition to CMYK plus White and Gloss.

By controlling Orange and Red inks as process colours, the colour gamut is expanded by approximately 20% compared to CMYK printing, resulting in superior colour reproduction and accuracy. Gloss ink produces premium gloss or matte finishes and realistic textures, including 3D embossed effects.

EUV5 inks can be printed on a wide range of soft to hard materials, including plastic, paper, leather, wood, etc. Glass and metal can be printed on, using primer ink. The MO-240 enables printing on smartphone cases and custom promo items as well as leather bags, bottles, awards, signs, electronic devices, control panels, membrane switches and more.

The printing area covers 610 mm x 458 mm (24” 18”), and you can print on three-dimensional objects up to 204 mm (8”) thick. The MO-240 has the ability to incorporate tall fixtures printing on items of various shapes. In addition, with the optional rotary axis unit, the machine can print on cylindrical objects such as bottles from a minimum of 10 mm (0.39”) to a maximum diameter of 121 mm (4.76”).

The 7-inch full-colour touch panel makes printer operation more intuitive. It allows quick access to print settings, maintenance operations, and other items in an easy-to-use visual format. The new automatic cleaning function keeps the print head in good condition to help achieve consistent print quality. The included VersaWorks 6 professional RIP software processes PDF, EPS and PS files with precision and high speed and auto-generates White, Gloss and Primer layers with one button to maximise the capabilities of the MO-240.

Miller concludes, “Our VersaOBJECT series has been meeting the needs for small lot, highmix production in manufacturing and services with its high definition and beautiful printing. In recent years, new services such as customisation and personalisation have been attracting attention in various fields based on diversifying and individualised consumer needs, and the MO240, with its advanced productivity, will bring a high level of competitiveness to customers in these businesses. We will continue to develop and provide attractive solutions to contribute to our customers’ creativity and business expansion.”

Digital Image Magazine Editor appointed Chair of Women in Print

Women in Print has announced its Board for 2024 following a successful Annual General Meeting (AGM) in November 2023. The new leadership team features an independent Office Bearer for the first time in the association’s history.

Editor of Digital Image Magazine, Stephanie Gaddin, was unanimously voted in as the new Chair, with recently appointed Tasmanian Patron Sam Dobie stepping up as Deputy Chair. Commenting on the inaugural events in Tasmania, Dobie said: “2024 is shaping up to

be a very exciting year for us. In the few short months we have been operational in Tasmania, interest has been enthusiastic across the board, from both women and men, from executive levels through to those on ‘the tools’. This tells me we are creating opportunities and events with value that resonate with everyone, and ultimately, that’s what this is all about being passionate industry leaders, doing things that benefit all of us.”

Replacing Lisa Blachut of Advance Press in Perth, Kimberley Skinner, General Manager of Total Digital Solutions, is the new West Australian Patron, with Diana Nikolic from Ball & Doggett taking the reigns for the South Australian community.

Following the expansion of events in Tasmania in 2023, the association confirmed that it intends to appoint a Patron for the Australian Capital Territory (ACT) in 2024, with plans to include the Northern Territory to follow. Women in Print says it is committed to fostering inclusivity and support for women and other diverse communities nationwide.

Irene Daws, an industry veteran with over 20 years in various printing companies, and most recently at Image Nation Print in Melbourne, has been appointed Secretary. Daws expressed her enthusiasm for the upcoming year: “I am thrilled to take on the role of Secretary and

contribute to Women in Print’s ongoing success. The dedication of our Board and Patrons is a testament to the strength of our community.”

Hina Chadha, from Bendigo Adelaide Bank, makes history as the association’s first independent, non-industry Board Officer and Treasurer after a recruitment process by the Hiring Committee formed for this purpose. Chadha says “I am so excited to be joining the Board, and very grateful for the opportunity to participate in the empowerment of women in the printing industry. I look forward to learning about industry from my fellow board members and the community members at the events in 2024.” Chadha brings with her over 10 years’ experience in the banking sector and a broad philanthropic network as a co-founder of TheChangeMakers.

Gaddin shared her vision for the organisation, “I am honoured to lead Women in Print into this exciting new chapter. Together with our diverse and talented team for 2024, we are committed to creating an inclusive environment that empowers women across all facets of industry and fosters not only leadership growth but encourages participation in our industry at all levels.”

The Breakfast Series will take place from 13 -26 May, across the country, with tickets going on sale by early March. Women in Print also confirms it will also host an event at Visual Impact in Brisbane in July.

Sustainability still tops at FESPA 2024

On 19 March FESPA opens the doors to the European Sign Expo 2024 at the RAI, Amsterdam, The Netherlands. So, what can delegates expect, what trends are driving the signage and visual communications sector and what are the opportunities and challenges? These are the questions answered in conversation with UK-based sign makers Paul Lovelock, Managing Director at DMA Signs and James Mavi, Sales & Marketing Director at branding solutions expert Astley.

What, in your opinion, are the biggest trends in signage at the moment?

Paul Lovelock: We’ve really noticed a big uptake in recycled, recyclable and reusable substrates for signage, so we’ve been putting a lot of our efforts into researching and developing new techniques to print on eco substrates and with eco inks. We’re doing a lot of this research in-house and it’s been great, if sometimes challenging, to be able to work with new and non-conventional materials to meet our customers’ demands for more environmentally friendly signage

James Mavi: Yes, sustainability is one of the hottest topics in our industry right now and we’ve also been getting a lot of requests for more environmentally friendly alternatives. We believe that there’s an opportunity for growth by offering sustainable solutions to clients and leading the way for more innovation in this area. As more products are coming to market at a competitive price, it’s now easier for our customers to incorporate this type of ecofriendly signage

Paul Lovelock: Digital signage is another growth market worth exploring, from our perspective. Coming out of the pandemic, I think a lot of signage companies struggled as their offering was so specialised to a specific application, industry or use. There’s a huge opportunity to diversify and learn – don’t rely on just one customer or application

James Mavi: We’re also continuing to see a big move towards digital signage, but rather than replacing more traditional products, a lot of our customers are asking for digital to complement their existing signage, which enables increased flexibility and control for our clients.

Which challenges are your customers currently facing?

Paul Lovelock: The opportunities brought on by the rising demand for sustainability create the challenge of finding more eco-

friendly solutions without extra cost. Our customers want more sustainability without having to pay more, so we need to find processes and ways of working that are still profitable for us.

James Mavi: Like the rest of us, our clients are feeling the impact of the cost-of-living crisis as their customers are spending less. Therefore, it’s become more important than ever to create experiential environments to sell products and capture footfall.

What is your perspective on the signage industry and what do you think are the key opportunities sign makers can capitalise on?

Paul Lovelock: The signage industry is very healthy at the moment and I think collaboration between sign makers is playing a big part in this. We’re no longer working in silos competing with each other, but trying to work together for the overall good of the industry. I think this synergy between companies is helping us all be more flexible and adaptable. There’s a real opportunity to broaden your scope of work and explore new sectors and materials for business growth.

James Mavi: The print and signage industry has had to develop so much in response to the pandemic, but it has always been a sector that responded quickly to suit consumer trends. One of our core strategies is to help our clients support their brand with the latest developments within their own individual sectors. This means ensuring we identify opportunities and offer innovation as part of our partnership with them. It’s an exciting landscape to be a part of at the moment and we’re looking forward to seeing what comes next!

Co-located with European Sign Expo, is FESPA Global Print Expo, highlighting a range of solutions and materials for wide format, digital, screen and textile printing; Personalisation Experience, giving visitors insight into the business growth opportunities made possible with personalisation; and Sportswear Pro, where delegates can explore the latest products and solutions in textile and sportswear manufacturing and decoration.

Sign makers and visual communications specialists are invited to join FESPA in Amsterdam at European Sign Expo 2024, to gain a new outlook on industry trends and future opportunities.

FESPA’s Michael Ryan, Head of Global Print Expo speaks to Paul Lovelock, Managing Director at DMA Signs and James Mavi, Sales & Marketing Director at branding solutions expert Astley.

Strong Global Exhibitor Line-up expected at FESPA 2024 in Amsterdam

The FESPA 2024 events in Amsterdam, Netherlands, from March 19 to 22, promise an enriching experience for specialty printers, featuring over 425 exhibitors at FESPA Global Print Expo 2024, European Sign Expo, Personalisation Experience, and Sportswear Pro. The RAI Exhibition Centre will host a diverse range of solutions from exhibitors spanning 36 countries.

Visitors can anticipate a showcase of hardware solutions, including wide-format flatbed and roll-to-roll printers, screen printing carousels, and finishing solutions. Major exhibitors such as Agfa, Brother, MHM, Mimaki, Roland, Epson, Mutoh, and swissQprint will display products for digital wide format, screen, and textile printing.

Software suppliers Caldera, EFI, Fiery, and Roq will present end-to-end workflows, automated job onboarding, colour management, and consultative services supporting businesses on their automation journey. Companies like 3A Composites, Antalis, Epson, HEXIS SAS, InkTec Europe, and ORAFOL Europe will focus on media and consumables, emphasising recycled/recyclable and sustainable materials and environmentally conscious inks.

European Sign Expo 2024 has surpassed the 2023 event in exhibitor commitment, featuring over 85 suppliers, including Cosign, Domino Sign, EFKA, Harmuth CNC-Frästechnik, Jinan AOL CNC Equipment, Lintel Display, Navori Labs, and NSELED. Products range from channel lettering digital and dimensional signage to engraving, etching, illuminated displays, out-of-home media, LED, outdoor systems, laser cutters, and sign tools.

Personalisation Experience will host international suppliers such as Antigro, Kit Builder, Mediaclip, and XMPie, showcasing software for customisation design and variable data marketing. Tajima Europe, PunchCloud OU, and ZSK Stickmaschinen will unveil the latest hardware and art services for embroidery.

The Inaugural Sportswear Pro will also run alongside the main FESPA event.

Additionally, FESPA Australia will host the Australia & New Zealand Day on Wednesday 20th March 2024. Delegates can meet and connect with members of FESPA Australia in the exclusive Club FESPA Lounge, enjoying light refreshments while networking among peers.

Your industry needs YOU… to hire an apprentice!

Staff shortages were a common theme throughout 2023, with employers consistently reporting difficulties finding good people. It’s a challenge that will take some time to turn around, says ASGA President Mick Harrold, and sign and graphics businesses must be willing to step up and be part of the solution.

The labour market in 2023 was probably as tight as we’ve ever seen it, and although things are easing a little, there’s still not much joy on the horizon for businesses in sign and graphics with a real shortage of trained professionals.

The go-to answer for many years was skilled migration. Don’t have enough of the right people? No worries – let’s import people with the skills we need! The pandemic, of course, put paid to that for a couple of years, and now changes to the system mean it’s not always practical, affordable – or even possible – to fill the gaps with imported talent.

So, what’s the solution?

At ASGA, we believe the answer is simple: Training.

The success of our careers initiative, run in conjunction with our colleagues at Visual Connections, has proven that young people exposed to our industry are keen to investigate sign and graphics careers. 2023 was the most successful year ever for enrolments in the Certificate III Sign & Graphics courses around the country.

For their part, TAFEs and other RTOs have proven they will provide training options where there is demand.

Where the system tends to fail, however, is at our end – with industry businesses unwilling to put on apprentices. And that’s just not good enough.

The hard truth is that if you are waiting to find a skilled tradesperson to join your team, you could well still be waiting this time next year. And the year after. This is a long-term problem, and there’s no quick fix. As an industry, we need to be prepared to build our future by supporting young people to train into the careers we need.

In 2024, the ASGA will continue the work attracting students to the sector, collaborating with our colleagues across the sign, graphics, print and visual communications sector on a careers program that will be bigger and better than ever before.

We will also continue our conversations with training providers to make sure that training is ‘fit for purpose’ and that we continue to have enough places to meet industry demand.

And we’ll introduce several new initiatives, resources and services to assist—more about that in future editions.

The rest, though, comes down to you.

If you are short-staffed, it’s time to consider putting on an apprentice. Will it require an investment of time and resources? Sure. Will you need to release your apprentice for blocks at trade school? Most likely. Is there a chance your apprentice will leave once they have their papers and a couple of years of experience? Possibly.

But if you think that makes it a waste of time, we would urge you to think again.

When you hire skilled labour, you are reaping the benefits of someone else’s investment in their training. And when you train someone, you increase the available pool of skilled labour. If no one is prepared to do that initial training, there will be no one to employ – for you or anyone else.

Don’t look to the next person. Be part of the solution.

We already have many young people keen to find an apprenticeship, and we expect that number to continue to grow. You can register your interest in hiring an apprentice at signs. org.au under Sign Careers / Apprentices. If you are an ASGA Member, take advantage of your member benefits to get an insider running on employing new talent – if not, look under Join / Member Benefits to see what you’re missing out on.

There’s a saying that ‘all ships rise with the tide’. In 2024, it’s time we turned the tide by helping bright, motivated and talented young people into industry careers. Only then can we rise as an industry and build our success, now and into the future.

Mick Harrold President

From Graphic Design to Signage Mastery at WorldSkills, meet Hannah Thompson-Taylor

Thompson-Taylor says she was not made aware of Signs & Graphics as an option by her teachers despite studying Graphic Design at school. Still, once she discovered that the physical job could seamlessly blend with her creative inclinations, she was hooked. The dynamic and varied nature of signage work appealed to her, offering a perfect fusion of her artistic skills and desire for a hands-on profession. She says, “I love the variety of work you get in signage. I could be wrapping a car one day to installing a sign in a cherry picker, to fleet marking the biggest dump truck I’ve ever seen.”

Alan Peardon, her teacher at North Metro TAFE, notes, “Thompson-Taylor is a likeable, friendly, team-oriented worker, but also focused. It’s been a pleasure to have her at TAFE. She has taken on her project work, always challenging her skills, and never took an easy option – a testament to her commitment to personal and professional growth.” He adds, “Hannah came to TAFE as a 1st-year student with a “can-do” attitude and a willingness to listen to advice.”

An integral part of Scene Signs, a small family business located in Bellevue, WA, she is highly regarded by her peers and the owners. “We recently had the pleasure of going to Melbourne to see Thompson-Taylor compete in the World Skill Games and see all the effort she put in to achieve. ThompsonTaylor was then presented, here in Perth, as an ambassador of the North Metro TAFE –again, another great achievement. We are extremely proud to have her as an employee that represents all of our company’s values. She is an exceptional young lady, and we also have had the pleasure of interacting with her family at some important milestones,” says Steve Lowe, Scene Signs Director.

The company is steadily growing, with three other apprentices and room for

more. Thompson-Taylor appreciates the camaraderie and support among her colleagues, emphasising that they always have each other’s backs.

In terms of inspiration and guidance, Thompson-Taylor learns continuously on the job, but it is two of her female workmates who provide great inspiration. Rebecca McCall, tradesman and Charlie Wheeler, another fourth year apprentice, serve as great role models, particularly given the maledominated nature of the industry. ThompsonTaylor emphasises the mutual reliance and collaborative learning within the team, where each member brings unique strengths to the table, creating an environment of constant growth and exploration.

“It’s not often you get to work with someone that encompasses everything you could hope for in a work colleague and a friend. Hannah is intuitive, hardworking and always up for a laugh – she’s a big part of the Scene Signs team and I’m sure I speak for everyone when I say, work just wouldn’t be the same without her!” says Wheeler.

When she applied to work at Scene Signs, she went from strength to strength after a short adjustment period, culminating in competing at the National WorldSkills contest in Melbourne in 2023—the only apprentice from WA.

A testament to her resilience and determination, the talented apprentice loves working in the industry. She offers industry insights and career advice for young girls considering their career paths. She strongly encourages girls to explore trades as viable career options, breaking down stereotypes associated with gender roles.

As she continues to excel in her studies and work at Scene Signs, she remains an inspiration to others navigating the oftendemanding landscape of the signage industry.

Hannah Thompson-Taylor is a vibrant and determined individual, currently in her 4th year of Apprenticeship at Scene Signs.

Excitement Builds For Visual Impact Brisbane

Anticipation is building as industry suppliers scramble to book the few remaining spaces at a packed Visual Impact Brisbane, held from July 17-19 at the Brisbane Convention & Exhibition Centre.

Visual Impact is returning to Queensland after a long hiatus, so exhibitors are understandably keen to showcase their latest offerings to businesses in the region. Bookings for more than 80% of floorspace had been confirmed by December, with several remaining stands on hold. And, with the show in Brisbane for the first time since 2018, it’s sure to be popular with visitors, too.

“Visual Impact is Australia’s only dedicated show for the sign, display and graphics sector, and this year’s show will feature a full range of advances from well over 50 exhibitors, covering signage, displays, routing and engraving, laser cutting, wideformat and textile printing, LED, promotional products and more,” says Charly Blades, Events Manager for Visual Connections.

“This is a show for businesses who are looking to improve their productivity and profitability, expand their offerings to the market and create profitable new revenue streams, bringing the very latest right to the doorstep for businesses in the region.”

“We expect the bulk of visitors to come from Queensland, NT and Northern NSW, but it’s also just a quick step away from other states of Australia, many of whom will welcome the opportunity to enjoy some midwinter sunshine – from the North Island of New Zealand and the surrounding pacific area including PNG, Solomon Islands, New Caledonia and Fiji.”

The show, supported by Platinum Sponsor Roland DG, Gold Sponsors Epson, HP, Spicers, Trotec and Graphic Art Mart, will

have plenty on show, with a list of exhibitors covering virtually every facet of the sector.

Leading the pack in terms of stand size are Roland DG , Mimaki, Elizabeth Machines , Sign Essentials , Ball & Doggett and Celmac Currie Group, HP, Wilenco, and Amari Visual have nabbed front-row positions for their displays, and other large stands will be presented by Alfex CNC, Avery Dennison , Creative Graphic Supplies , Epson, Graphic Art Mart , Multicam, Mutoh, PHE , Pozitive, Smartech, Spicers and Trotec

They will be joined by a host of other leading names, including Adzon , Arlon , Digital FX Machinery, Eventech, Goodsense, Interone, Lettertech , M-Power Software , O’Brien Engineering, Poli-Tape, Print IQ, Pulse Laser Systems, SaLED, SAS, Sign to Badge Solutions, Stick On Signs, Thunder Laser, Velflex, Worldkougei Inc and Zoom Tec

This extensive exhibition will be complemented by what organisers call an ‘Expert Connections Program’, which will allow visitors to connect with and learn from industry experts, thought leaders and product specialists.

“For this show, we are creating a more intimate setting for information sharing, with shorter sessions that will be more like conversations than traditional seminars,” Charly explains. “The idea is to provide structured but informal opportunities for visitors to connect with the experts, explore trends and innovations, and have the chance to really delve into how this information could relate to their particular business situation.”

“The program will include Expert Connections sessions covering economic and business information, market trends and insider insights, and Market Connections sessions dealing with specific technologies and advances,” she says.

“In all, it’s a comprehensive offering and one which is sure to be welcomed by businesses keen to gather the information, ideas and inspiration they need to stay ahead of the curve and plan for future success.”

Visual Impact Brisbane will run from 9:00 am to 5:00 pm on Wednesday, 17 July, and Thursday, 18 July, and from 9:00 am to 4:00 pm on Friday, 19 July, at the Brisbane Convention & Exhibition Centre at South Bank. To find out more or pre-register for the show, go to https://bit.ly/VI24DIMreg

Charly Blades Events Manager, Visual Connections

Brisbane 2024

17-19 July, 2024

Brisbane Convention and Exhibition Centre

COMING TO BRISBANE 2024!

Australia’s leading exhibition for sign, display, wide-format print, engraving, vinyl applications, textiles, digital print, routing and laser cutting.

www.visualimpact.org.au

Unleash the creative potential of a

Many spaces, be it an office, retail store, or any indoor area, possess an untapped creative potential that can be brought to life with architectural films and coverings.

If you imagine a space as a blank canvas, then the creative possibilities are boundless. Beyond branding, graphics can wield an unparalleled influence on how indoor areas are used and perceived. From motivation and inspiration to brightening up the nooks and crannies of an office or breaking the visual monotony of a long corridor.

WINDOWS: A CANVAS FOR YOUR BRAND

Windows are prime real estate for product and brand advertising. When consulting with a client, the options span a comprehensive product portfolio, from frosted and etched films to transparent, translucent, and coloured ones. Optically clear printed films or films visible only from the outside can also make a statement. With key selections and creative use of design, the window can be used to amplify a brand’s reach. Are your clients making the most of their retail frontage, interior offices, and window spaces?

While natural light is essential, designs should remain aesthetically pleasing under varying lighting conditions. An exteriorfacing window must captivate passersby, enticing them into the retail establishment or enabling the foot traffic to find the business online.

ORAFOL Products that suit window applications include ORACAL Frosted, Dusted & Etched window films, ORACAL 8500 Translucent Colours, or ORACAL 8500 Transparent Coloured Films and ORAJET 3352F Optically Clear Polyester Film.

WALLS:

WHERE IMAGINATION MEETS REALITY

Walls are a canvas for creating immersive experiences in offices and retail spaces. Graphics can forge a deep connection between customers and products or provide a calming atmosphere for an office space where focus is required. Truly

remarkable wall graphics can motivate, inspire and inform.

The power of a strong message and compelling visuals can create lasting memories, with campaigns recalled by clients for many months. Industries across the spectrum, from corporate and retail to healthcare and hospitality, are leveraging wall graphics to enrich their spaces. Have your clients considered how their office walls could better serve their brand and culture?

Some of the most popular ORAFOL wall films for branding, wayfinding and transformation of spaces include the ORACAL 970RA colour range, KPMF colour range, ORAJET 3551RA, ORAJET 3651RA and ORAJET 3554 High Tack.

For optimum protection, these premium print films are often combined with ORAGUARD 215 and ORAGUARD 213 Laminates.

space with architectural coverings

FLOORS: CAPTIVATE AND GUIDE

Floor graphics direct attention and guide travellers through bustling spaces in retail stores, shopping precincts, airports, or any other space where wayfinding is critically important.

In the retail world, floor graphics are often underrated. With some creative design and utilising the concepts of placemaking, even a temporary campaign can go from good to exceptional. In industrial environments such as warehouses, automotive repair shops and factories, floor graphics can be a powerful safety tool.

External floor graphics on pathways, pedestrian areas, bridges, and sports stadiums are redefining outdoor advertising. With the continuous evolution of films rated for foot and vehicular traffic, the applications for outdoor advertising are only expanding.

ORAFOL films for floor graphic applications include ORAJET 3162, ORAJET 3169 and ORAJET 3554 High Tack.

For optimum protection, these premium print films are often combined with ORAGUARD 210, ORAGUARD 250AS and ORAGUARD 255 Laminates.

CHOOSING THE RIGHT TRANSFORMATION

Whether you are covering windows, walls, or floors for a client, the key lies in meticulous preparation and product selection. Consider the final design, durability, client expectations, desired outcomes, and the eco-friendly disposal of materials.

ORAFOL Australia offers architectural and design solutions from a comprehensive product range, best-in-class warranty, and an extensive portfolio of fire-rated and slip-rated products backed by a team of technical experts, helping you make the most of your clients’ space. We understand the best practices for methods and materials, ensuring the transformed space retains its impact over time.

Embrace the limitless possibilities of printed coverings. The sky is not the limit; it’s just the beginning.

Ai Panel: Elevating Excellence in Signage, Fit-outs, and Architecture

The world of signage, shop fit-outs, and architecture is constantly evolving, and the persistent essence of creativity in using physical space remains a driving force. This is particularly true in industries where the perfect fusion of visual aesthetics and practicality takes centre stage.

The Ai Panel (pre-finished solid aluminium panels) from SAS stands out as a medium uniquely poised to meet the various demands of these dynamic industries.

we are now starting to see these regulations and restrictions impact the signage industry.

Amid regulatory complexities, many large shopping centres, for instance, now enforce restrictions, mandating that any materials used as wall linings must be non-combustible and meet required fire compliance regulations. The SAS Ai Panel emerges as the clear choice

Traditionally, many signage and construction projects used the more common and cost-effective aluminium composite material; however, over the past couple of years, a large number of regulations have been changed that significantly affect the signage and construction industries. Due to the varying combustibility of these commonly used polymer/mineral core panels, restrictions have become more stringent. New, harsher regulations are being implemented, particularly in construction, to ensure safety during and after the building process, and

when prioritising aesthetics, practicality, compliance, longevity, and economy.

With its Group 1 non-combustibility, the Ai Panel ensures safer usage in any application. Ai Panel goes beyond mere compliance, offering lightweight yet durable marine-grade waterproof panels that are mould-resistant and batch-consistent. These panels cater to regulatory, physical,

and mechanical requirements. Ai Panel provides a canvas for vibrant colours, intricate shapes, and captivating content, all while ensuring easy workability and fixability. Ai Panel’s design versatility allows for correct application, enabling it to be repainted, reused, or recycled, offering sustainable end-of-life options.

In the integrated power play of products and materials within signage, fit-outs, and architecture, SAS Supplier Group recognises the need for balanced inputs. A fusion of aesthetics, creativity, convenience, compliance, warranty, and economy is at the core of SAS’s comprehensive approach.

SAS’s products and materials paves the foundation for success. Enhance your project excellence with Ai Panel and embrace the pinnacle of aesthetics, compliance, and practicality. With product ranges encompassing ACP, acrylics, LEDs, rigid boards, digital media, display equipment, and the NCC-fire-rated Non-Combustible Group 1 pre-finished solid aluminium – Ai Panel – SAS presents a comprehensive toolkit for creating unique, integrated, inspiring, and compliant projects.

For further information, please contact SAS’s national customer service line at 1300 727 118 or visit the SAS website at https:// www.sassignage.com.au/ and https://www. aipanel.com.au/. Independent verification of material suitability and compliance is strongly recommended through third-party qualified professionals or institutions.

Servicing the Signage and Graphics Market Since 1973

For five remarkable decades, Graphic Art Mart has remained steadfast in our mission to deliver the best global brands alongside unwavering local support to the Australian signage and graphics market. With our presence now spanning ten strategic locations, we proudly stand as the premier national supplier of sign, digital and display solutions.

1300

sales@gamart.com.au

ROSEVILLE

Transforming Spaces in the New Year: The Power of 3M Architectural Finishes

As we step into a new year, architects, designers, and installers are presented with an exciting opportunity to reinvent spaces and create new experiences. One way to achieve this transformation seamlessly and sustainably is through the use of 3M Architectural Finishes. These high-quality products, crafted with proprietary film, adhesive, coating, and embossing technologies, empower professionals to bring their designs to life without compromising their vision.

DESIGN FLEXIBILITY AND CREATIVE FREEDOM:

3M Architectural Finishes offer unparalleled design flexibility and creative freedom, providing architects and designers with the tools to realise their visions. Using cutting-edge technology ensures your designs are brought to life strictly as intended. Whether you’re looking to revitalise an office space, reimagine a retail environment, or enhance the ambience of a hospitality setting, 3M Architectural Finishes enable you to achieve your goals with precision.

BENEFITS OF 3M ARCHITECTURAL FINISHES:

• Durability: 3M Architectural Finishes are known for their durability, ensuring that your designs withstand the test of time. The robust nature of these finishes makes them suitable for hightraffic areas, ensuring a long-lasting transformation and making them ideal for commercial spaces, offices, and public buildings.

• Conformability: The conformable nature of 3M Architectural Finishes

allows for easy application on various surfaces, including curved and irregular ones. This adaptability opens up a world of possibilities, enabling designers to explore new dimensions in their creations.

• Sustainability: In an era where sustainability is paramount, 3M Architectural Finishes offer an eco-friendly solution to space transformation. The products are designed to minimize environmental impact, providing a responsible solution for architects and designers committed to sustainable practices.

3M DINOC: REDEFINING SURFACES WITH TEXTURE & DEPTH

Among the wide range of 3M Architectural Finishes, 3M Dinoc stands out for its ability to redefine texture and aesthetics. This versatile finish replicates natural materials like wood, metal, and stone with astonishing realism. Architects and designers can now achieve the look and feel of high-end materials without the associated costs and maintenance. From luxurious wood grains to sleek metallic finishes, 3M Dinoc opens up a world of design possibilities.

3M GLASS FINISHES: ENHANCING TRANSPARENCY & PRIVACY

For spaces that require a balance of transparency and privacy, 3M Glass Finishes offer an elegant solution. These finishes can be applied to glass surfaces, providing a customizable level of opacity. Architects and designers can play with patterns, frosts, and colors to create unique visual effects while maintaining functionality and privacy.

“3M Architectural Finishes redefine spaces, allowing architects and designers to create a new look and feel effortlessly. The ease of installation, coupled with minimal downtime, ensures that transformations can be achieved efficiently, minimising disruptions to ongoing operations,” says Wayne Hood, Spicers Visual Communication Portfolio Manager.

In collaboration with Spicers, a proud distributor of 3M Architectural Finishes, professionals in the industry can access these transformative products with ease. The partnership ensures that architects, designers, and installers have a reliable source for these innovative finishes, facilitating the seamless integration of 3M Architectural Finishes into their projects.

As we embark on a new year filled with opportunities for reinvention, 3M Architectural Finishes emerge as a powerful tool for architects, designers, and installers to redefine and create new experiences in spaces. The benefits of durability, conformability, and sustainability, coupled with the specific advantages of 3M Dinoc and 3M Glass Finishes, make these architectural finishes a must-have for those aiming to push the boundaries of design and innovation in the coming year. Contact Spicers for a sample of 3M Architectural Finishes. 1300 132 644.

3M Glass Finishes transforming spaces and maintaining privacy.

Create a great first impression with 3M Architectural Finishes.

3M Dinoc Architectural Finishes are versatile finishes replicating natural materials like wood, metal, and stone with astonishing realism.

1924 - 2024 Celebrating a Century of Excellence for Tierney Signs

Tierney Signs traces its roots to Glebe, Sydney, in 1924, when James Mark Tierney was apprenticed to signwriter Robert Alexander Hay. After Hay tragically passed away following a motorcycle accident, James Tierney purchased the business equipment, mainly consisting of ladders and brushes, from Hay’s widow. He established Tierney Signs as a business, initially focusing on fruit and vegetable markets.

“My grandfather’s legacy began with adversity, yet it laid the groundwork for our family’s enduring journey in the sign industry,” reflects Liam Tierney, the current owner and grandson of James Tierney.

In the early days, the tools of the trade were simple, relying on brushes and manual techniques to craft intricate signs. Tierney notes proudly that his grandfather’s exemplary brushwork became an industry standard for almost three decades and that the family name was well known for its exceptional quality artistry.

“With the advent of technology, we transitioned from manual craftsmanship to embracing modern techniques. This shift over several decades has allowed us to broaden our scope and take on more complex projects,” Tierney explains.

“We feel we have evolved to stay relevant; our sole purpose has always been to service regular clients with their needs and try to increase our efficiency as technology has changed too,” adds Tierney.

Through the 1950s, James Tierney’s sons, including Liam Tierney’s father Peter, joined the business. Tierney reflects on the start of television advertising in 1956, saying, “The advent of television advertising reshaped the industry, and the business had to adapt to the changing landscape of advertising.”

The business moved into signage manufacturing and then signage printing through the late 1950s and 1960s, with the company specialising in cigarette advertising through the 1960s.

Peter Tierney moved the family from NSW to Toowoomba in 1978, establishing the business south east Queensland, where it remains today.

Reflecting changes to the business with the arrival of the computing era, Liam Tierney says, “The first computer-generated signs we produced were with Vinyl plotters in the ’90s; we originally only used them for small lettering, but also for paint masks for painted metal signs; dad used to use the term Computer-Aided signage in this era, a time when enamel paints lasted longer than cast vinyl.”

“When we moved into digital printing, we’ve always stuck with Roland as their eco-solvent inks have had decent longevity. A piece of equipment like the Rollover table has again helped with the efficiency of sign making,” elaborates Tierney when asked about the evolution of the machines and tools used over the decades.

“After the legislation changed regarding cigarette and alcohol advertising, the journey involved adapting and expanding into diverse projects with commercial builders and the mining sector,” he says.

In 2013, Liam Tierney and his wife, Jess assumed ownership of Tierney Signs, and presently, the company serves notable brands

and government entities, showcasing a broad spectrum of diverse projects. Family dynamics continue to play a crucial role in the company, with several family members working in administration and on the factory floor.

“Being based regionally and servicing an area with more extreme heat, we’ve always focused on longevity. Computer-cut vinyl has always been cast vinyl, and a lot of printing is printed and laminated in the cast to help it last as long as possible,” Tierney says about how things are tracking for the centuryold family business. Adding, “The family dynamic is integral to Tierney Signs, bringing continuity and a sense of trust. It’s more than a business; it’s a familial bond,” he says.

When asked about his drivers and motivation, he says, “Winning large projects and ensuring on-time, on-budget completion satisfies me. Negotiation skills are key in this aspect.”

“Our business has always had a focus on signs that last; our business longevity has probably been a reflection of that focus; some of the biggest issues we have faced are as technology has changed and an industry shift to sustainability has rightly removed things like lead and PVC’s that have historically helped maintain longevity more easily,” Tierney says, confidently expressing that even as the industry moves to increasingly sustainable and less harmful products and materials, Tierney Signs will lean on its heritage as an adaptable and flexible business, with a long history of pivoting whenever necessary. The company is undoubtedly poised and ready for the next evolution in signage.

While the family dynamic drives the company’s identity and ensures a legacy that transcends generations, the company and family have maintained a delicate balance between familial bonds and professional responsibilities, forming the backdrop for Tierney Signs’ continued success in a dynamic industry.

“The evolution from manual craftsmanship to embracing technology signifies not just a shift in tools but a testament to the adaptability and resilience of Tierney Signs and our family in a changing business landscape,” concludes Tierney.

Fleetmark Optimises Operations with the Latest Canon Printer

Established in 1994, Fleetmark has been a key player in serving the Australian Fleet commercial and digital markets. Specialising in prominent branding and re-branding projects, Fleetmark Group brings extensive experience to the table, working within existing brand guidelines or helping to craft a new brand identity for clients. The company offers a comprehensive approach, covering project management, manufacturing, and implementation of solutions.

Fleetmark’s innovative branding solutions integrate the latest technologies in digital

Colorado M5W, equipped with Colorado technology and white ink, presented an intermediate solution with an extended gamut of colours and increased speed. The move aimed to embrace new UV gel technology from Canon Production Printingand leverage Fleetmark’s existing relationship with Currie Group, fully utilising the latter’s expertise in sales and after-sales support.

Farrow notes that the Canon’s output speed, flexibility, and usability exceeded all expectations despite some early concerns on the factory floor about the new UV ink

and static displays, combining wide format digital print, PVC fabrication, traditional sign writing, and installation services. With three facilities across Australia and support from authorised agencies and contractors, they are well-positioned to serve their key markets and clients who include Country Road, Linfox, Toll, Woolworths, Coles and KFC.

Farrow explains the decision to purchase the recently released Canon Colorado printer, stating it was necessitated to complement their existing grand format printers. The

technology. This initial scepticism from a team accustomed to working with different technology quickly dissipated, and the transition was smooth, with the UV ink output proving impressive.

When asked about the decision to work with Currie Group, Farrow emphasises the longstanding relationship between Fleetmark and Currie Group. Having received services from Currie Group for many years, when Currie Group announced that they had become a Canon Production Printing

Australia agent it solidified the decision to work with Currie Group in this endeavour.

Farrow commends the seamless process under the direction of Currie Group’s Business Unit Manager for Sign & Display, Paul Whitehead. The personal touch and efficient handling, even in the face of challenges, contributed to a positive experience for Fleetmark.

Whitehead comments, “Fleetmark has been a leader in their field for three decades and one of the reasons for this is that they are not afraid to embrace new technologies for the benefit of their customers. In this case the new Canon Colorado in which the Fleetmark team put through its paces before installation. The added productivity combined with consistent quality will further enhance the customer experience they provide and offer a true difference in the market. This further strengthens the strong relationship between Currie Group and Fleetmark.”

While it’s still too early to note any specific gains, Farrow anticipates positive outcomes. The flexibility in production capacity management has allowed Fleetmark to undertake small and large jobs efficiently, managing production capacity more effectively.

Looking forward, Fleetmark plans to capitalise on the Canon printer for various applications, including vehicle graphics, in the fleet transport market—a core focus for the company.

Fleetmark’s strategic move to integrate the Canon printer into their operations, coupled with the excellent service and support of Currie Group, helps them to stay at the forefront of technology. The company is enabled to continue to provide innovative solutions in the Australian Fleet, commercial, and digital markets. As they continue to explore the full potential of the new Canon equipment, Fleetmark remains poised for further growth and success.

Stuart Farrow, the Group General Manager of Fleetmark, the Dandenong-based fleet branding specialist, recently acquired the new Canon Colorado M5W printer from Currie Group. Farrow explains the impact the new printer has had on their operations.

Delivering precision with visual impact

Panagraphix, an installer of 3M for over two decades, offers 25 years of globally renowned design expertise and art direction. Energy Logistix approached Panagraphix to provide a design solution for their comprehensive branding project for their array of fleet vehicles.

Energy Logistix is a nationwide supply chain company operating throughout Australia, transporting essential cargo to various destinations including mining sites, cities, and even remote outback regions.

The primary goal of this installation was to effectively create and apply a versatile design that would be suitable to fit across Energy Logistix’s wide range of vehicles. Ensuring a cohesive and visually appealing finish for their entire fleet. Given Panagraphix’s longstanding and strong relationship with Energy Logistix, the 3M Print Wrap Film IJ280 recommendation came with great confidence.

Energy Logistix needed a premium printable film that had exceptional conformability and the strength to endure challenging conditions. The film needed to deliver high-quality print results and withstand the demanding environments where their fleet operated. Ensuring that their branding remained vibrant and intact over an extensive period.

Panagraphix recommended the use of 3M Print Wrap Film IJ280. Print Wrap Film IJ280 is 3M’s best-in-class vehicle wrap, which offers exceptional performance and print quality. Its versatility allows it to be applied to both flat and curved surfaces, making it suitable for large fleet applications.

The tack of the new adhesive is low enough to slide or reposition the film easily. It won’t tack on the surface until you want it to. It’s

“3M Print Wrap Film IJ280 holds around the many rivets on the fleet vehicles, which is essential for this area of work. Resulting in a nice clean finish on the Energy Logistix trucks.”

Matthew - Panagraphix Director

“3M Print Wrap Film IJ280 allow vibrant colours to be produced like never before. They bring creative visions to life, with graphics that leave a lasting impression.”

Matthew - Panagraphix Director

also high enough that you can trust the film to stay down.

3M Print Wrap Film IJ280 has better conformability in deep recesses and requires very minimal heat. This quality proves exceptionally advantageous for projects such as this, especially when dealing with the extensive variety of Kenworth trucks featuring numerous rivets, where precision is of utmost importance.

3M Print Wrap Film IJ280 offers strong adherence once it’s in place to ensure long-term durability. It protects against exposure to UV rays, temperature fluctuations, and environmental elements. This ensures that the graphics maintain their vibrancy and premium quality over an extended lifespan.

The 3M Print Wrap Film IJ280 application by Panagraphix was certainly a triumph. The extremely conformable vinyl was perfect for this intricate and large-scale installation.

Panagraphix was able to tack the Energy Logistix “star” with gentle pressure, allowing for easy adjustments if necessary. Panagraphix also used minimal heat to push the vinyl around the rivets, ultimately speeding up the whole process. It helped Panagraphix get the job done quickly and right - the first time.

The vinyl produced high-quality, eye-catching vehicle graphics, offering exceptional performance, print quality, and productivity, which significantly enhanced Energy Logistix’s visibility and recognition on the road.

Wrap fast. Wrap fearlessly.

3M™ Print Wrap Film IJ280.

Proven to install up to 20%^ faster and lift 2× less,* this film was engineered to turbocharge your productivity and confidence. Optimized featuressuch as cutting-edge conformability, lifting resistance and air release - fuel faster installations with looks that go the distance.

AU: www.3m.com.au/IJ280

NZ: www.3m.co.nz/IJ280

^When compared to Avery Dennison® 1105EZRS/1460Z, Arlon SLX®/3210, and 3M™ IJ180Cv3/mC/8518 with experienced installers applying 3M™ IJ280/8428G for the first time.

*When compared to Avery Dennison® 1105EZRS/1460Z, Arlon SLX®/3210, and 3M™ IJ180Cv3/mC/8518.

You never know who you’ll meet at the Pub

Scene Signs has grown from a humble backyard shed to a well-established business spanning 38 years, reflecting the dedication and commitment that Steve Lowe, Director and founder, has poured into his business. The company is a multifaceted sign service provider providing an endto-end service from design to completion. With decades of industry experience, Scene Signs boasts a robust customer base, with some clients having been with them since the beginning.

Mining has been a cornerstone of Scene Signs’ operations, and the company provides services ranging from machines and equipment signage to on-site traffic signs and comprehensive safety projects across Western Australia. Beyond mining, the company offers general signage, design, wraps, industrial signage, and safety accessories expertise.

The Diggermate Mundaring & Forrestfield wrap collaboration began serendipitously during a casual encounter at a local pub. Lowe and his wife, Deb, struck up a conversation with Neil Coppen and his family, leading to the exchange of business cards. When his new work vehicle was delivered, Coppen approached Scene Signs to quote for a wrap.

Coppen provided the design files from his graphic designer, and Scene Signs, known for its meticulous attention to detail, adjusted the files to suit the vehicle perfectly before printing. The wrapping took place on a typical warm day in Western Australia, with Lowe and thirdyear apprentice Brennan Oorschot working together quickly to prevent any issues with the heat affecting the installation.

Lowe says he enjoys working with young talent, highlighting the pleasure of passing knowledge and skills to the next generation. Oorschot, one of the company’s four apprentices, was responsible for preparing the job and printing all the pieces on the company’s printers. Scene Signs has a new Roland AP640, which complements their three HP360’s, all integrated with cutters and laminators.

For this project, they printed on Avery 1105 with 1460 overlaminate, and after installing, Oorschot heat set the film while Lowe says he made “an old guy retreat to the airconditioned office”. Joking aside, Lowe says that despite being a small workshop with nine employees, Scene Signs prides itself on treating all customers with respect and excellent service.

When asked about his experience with Scene Signs, Coppen shares, “I enjoyed working with Steve and the team at Scene Signs; the process was easier than expected. They kept me up to date with the progress of our job and communicated any changes or problems as they went. Overall, they provided us with a quality finished product on time and within budget. Thanks!”

The success of this serendipitous project is a testament to the company’s commitment to excellence, client satisfaction, and its dedication to transferring experience and knowledge to young talent.

Education Drives Excellence with Avery Dennison

Avery Dennison provides solutions for many applications with an extensive range of qualityassured digital films in its portfolio. To perform at their best, however, films must be applied appropriately. That’s where the company’s hands-on wrap training courses make all the difference – and its 2024 program is better than ever.

Long known for its quality, sustainable products, Avery Dennison has invested considerable resources to develop its education program, with its courses proving popular with installers since vehicle wrapping was first introduced more than 15 years ago.

Today, the value of these training courses continues to grow from strength to strength.

“In the early days, our workshops were about introducing what was a very new type of media,” explains Peter Wright, Technical Marketing Manager for Avery Dennison Graphics Solutions.

“Today, it’s about helping businesses and installers keep pace with the latest technologies and developments in a rapidly evolving space so they can handle anything from basic to advanced vehicle wrapping, automotive window tinting and the application of paint protection films.”

The company offers a range of courses designed to allow installers and wrap professionals to improve their knowledge and understanding of different media and learn the skills to achieve optimal results with Avery Dennison media. This is supported by investment in facilities, like the company’s Brisbane Training & Innovation Centre, which opened last year.

Over the years, the education program has evolved in line with global trends in the graphic solutions industry, and the company constantly consults with its customers across Australia and New Zealand to ensure the education syllabus reflects global trends and local market needs.

The 2024 program will be headlined by three hands-on wrap training courses –Full Print Digital Wrapping Class, Supreme Wrapping Film Class and Paint Protection Fim Class – reflecting that responsive approach.

At the core of Avery Dennison’s training program is its Certified Installer network program, which has recently been completely revised and rewritten by the ANZ team to ensure it is absolutely aligned with current needs and can reward graphics solutions professionals with specialist benefits, recognition and certification.

Stage 1 offers entry-level introductions to fleet branding and advertising graphics, installation for colour change and customisation, and paint protection film installation. At Stage 2, participants can develop advanced skills in similar areas, with Stage 3 offering Avery Dennison Installer Certification in Fleet Advertising, Colour Change and Customisation and PPF Protection.

The curriculum has been designed to cater to people of all skill levels, from beginners who may have just started in the industry to seasoned professionals, like sign makers who want to add vehicle wrapping services to their portfolio.

Each workshop is a mix of theory and practical guidance. And, with 80% of the course time dedicated to hands-on training, attendees at all levels can expect to master various techniques and learn how to lower their install time and increase their overall profits.

As well as walking away with new skills

and confidence, participants will also take home their certificate of completion and a package of valuable tools and materials related to the course content.

The vehicle wrap courses are complemented by workshops on other topics, such as Digital Print, which supports vehicle wrap professionals and installers of Avery Dennison products for promotional applications, interiors, retail, and architectural applications.

“Avery Dennison’s product range includes everything from high-performance PVCbased options to inherently sustainable PVCfree media and caters for applications ranging from wall and floor graphics to window films, interior finishes, laminating, protection and, of course, vehicle wraps,” Peter says.

“We are always excited to see our customers using Avery Dennison digital print media in an increasingly diverse array of creative and practical applications, and we’re committed to ensuring we not only continue to evolve our product range to offer the very best films for every application but to deliver the training and support our customers need to successfully achieve outstanding results, every time.”

“In short, Avery Dennison’s education program is better than ever in 2024, and we look forward to giving wrap businesses the opportunity to hone their skills, grow their business and build a platform for success,” concludes Wright.

Avery Dennison Supreme Paint Protection Film Three Day Installation Training.

Avery Dennison Brisbane Training & Innovation Centre - interior. Avery Dennison Brisbane Training & Innovation Centre - exterior.

Ball & Doggett a one stop shop for the Australian signage industry

Since entering the wide-format printing market, in a strategic move to cater to the evolving needs of the Australian signage industry, Ball & Doggett has become a leading supplier in the printing and graphics sector.

Recognising the growing demand for high-quality signage and graphics solutions, the company has introduced a range of wideformat printers and consumables, providing a comprehensive suite of products for businesses in the signage industry.

With a rich history in the printing and graphics industry, Ball & Doggett has built a reputation for delivering innovative and reliable solutions. The company’s entry into the wide-format printing sector aligns with its commitment to providing cutting-edge technology to meet the demands of its customers. By offering a comprehensive range of wide-format printers and consumables, Ball & Doggett aims to become a one-stop solution for businesses seeking to elevate their signage capabilities.

Ball & Doggett’s wide-format printer line-up includes stateof-the-art models that deliver exceptional print quality, speed, and efficiency. With industry-standard brands already in their portfolio, such as HP and Roland. These printers are equipped with advanced features such as high-resolution printing, precise colour management, and the ability to handle a variety of media types. Whether businesses need to produce vibrant outdoor banners or detailed indoor graphics, the wide-format printers offered by Ball & Doggett are up to the task.

Recognising that the successful adoption of wide-format printing requires more than just equipment and consumables, Ball & Doggett is committed to providing top-notch technical support and training. The company’s team of experts is available to assist customers with installing, troubleshooting, and optimising their wide-format printing systems.

Brad Creighton, Marketing Executive for Equipment at Ball & Doggett comments, “At Ball & Doggett, we are not just providing equipment; we offer a complete ecosystem with a range of consumables and comprehensive support services. We believe in empowering our customers to unleash their creativity and achieve outstanding results. The wide-format printing sector is dynamic, and our goal is to be at the forefront, supporting businesses as they navigate the challenges and opportunities in the world of visual graphic solutions.”

“We are excited about the possibilities that wide-format printing brings to the signage and commercial print industries, and we look forward to being a trusted partner for businesses looking to elevate their capabilities and make a lasting impression in the market,” concludes Creighton.

Leading the way in Wide-Format Printing Solutions in 2024

With a rich history in the printing and graphics industry, Ball & Doggett has built a reputation for delivering innovative and reliable solutions. The company's entry into the wide format printing sector aligns with its commitment to providing cutting-edge technology to meet the demands of its customers. By o ering a comprehensive range of wide format printers and consumables, Ball & Doggett aims to become a one-stop solution for businesses seeking to elevate their signage capabilities.

Recognising that successful adoption of wide format printing requires more than just equipment and consumables, Ball & Doggett is committed to providing top-notch technical support and training. The company's team of experts is available to assist customers with installation, troubleshooting, and optimization of their wide format printing systems.

1300

Managing employees with side-gigs

There have always been employees who may have either a side-gig business or secondary employment. This secondary employment may be a hobby or unique skill that can be monetised or a part-time role to supplement income from primary employment. In my early twenties, I used my skills and hobbies to gain secondary jobs. Although it limited my social life, the additional income helped me save for life goals and pay off student debt at a time when discounts were available for upfront payment.

However, in this heightened technologydriven era, those side-gigs have broadened and changed. In addition to the more traditional, it is common for employees to attempt monetising blogs, vlogs, TikTok and YouTube content.

What hasn’t changed is that circumstances can arise where an employee’s secondary employment can adversely impact or conflict with their primary employment. Depending upon the circumstances, employers may have a need and a right to performance manage and potentially terminate the employee. In this article, we review several related issues.

NATURE OF THE SECONDARY EMPLOYMENT

Employment contracts often contain restraints prohibiting secondary employment, particularly if that secondary employment conflicts or competes with the undertakings of their primary employer. Breaching clear and enforceable contractual terms could give an employer justifiable grounds for terminating an employee.

Another consideration is whether the secondary employment or side gig will likely cause reputational or brand damage to the primary employer. Businesses have a right to protect their reputations, albeit they also need to consider the employee’s rights.

HEALTH AND SAFETY

Employees have a duty to take reasonable care of the health and safety of other

employees and themselves. Does the secondary employment or side gig create a potential health and safety risk to your business and employees? For example, if secondary employment causes an employee to be sleep deprived, they are at greater risk of an incident occurring, whereby your business will likely be responsible and liable.

Further, if an employee is injured when undertaking a secondary job, their primary employer should not be liable for workers compensation. However, I have seen numerous cases of employees fraudulently claiming such an injury occurred whilst working for the primary employer. Additionally, if an injured employee is unable to perform the duties for which their primary employer employed them, it could result in the eventual cessation of their employment.

PRACTICAL APPROACHES TO THE ISSUES

• Prohibiting secondary employment may not necessarily be lawful and actionable. As with all workplace relations issues, a lot depends upon the facts of each situation. Any consideration of termination or performance management arising out of secondary employment must be for fair reasons.

• Comprehensively address the issue with appropriate and balanced terms within an employment contract. Consider the need for implementing a related workplace policy, which contains

processes for requesting approval of secondary employment.

• Where secondary employment is permitted, or there is an implied right to do so, transparent and appropriate communications should be undertaken to clarify responsibilities and requirements.

• Is the secondary employment in competition with your business and causing potential damage? If it is, and you fail to act, it could be viewed you have condoned the conduct and potentially lose rights to terminate, injunct or seek damages from the employee.

• Given the increasing cost of living, consider that your employee may need the additional income, and without it, they may leave to find better-paid work elsewhere.

By understanding and adapting employment contracts, fostering transparent communication, and implementing clear policies, employers can effectively manage secondary employment issues and promote a culture that accommodates the changing dynamics of the contemporary workforce.

Charles Watson GM – IR, Policy and Governance Visual Media Association

Photo Credit: Viktor Avdeev (Unsplash)

Trade Shows Events Seminars

Exhibitions

UPCOMING EVENTS

ASGA SOCIAL BOWLS BRISBANE

signs.org.au/

23 February 2024

The Boo, Brisbane

FESPA SYDNEY SOCIAL

https://fespaaustralia.org.au/events/

29 February 2024

Sydney Rowing Club, Abbotsford

FESPA GLOBAL

https://www.fespaglobalprintexpo.com/

19-22 March 2024

Amsterdam, The Netherlands

IMPRESSIONS EXPO: ATLANTIC CITY

https://impressionsexpo.com/

21 – 23 March 2024

Atlantic City Convention Center, New Jersey, USA

ISA SIGN EXPO 2024

https://www.signexpo.org/

10-12 April 2024

Orange County Convention Center, Orlando, USA

WOMEN IN PRINT BREAKFAST SERIES 2024

www.womeninprint.com.au

May 2024

Adelaide, Brisbane, Hobart, Melbourne, Perth, Sydney

DRUPA 2024

https://www.drupa.com/

28 May – 7 June 2024

Düsseldorf, Germany

DRUPA A/NZ NETWORKING EVENT

ruth.cobb@printnz.co.nz

3 June 2024

Dusseldorf, Germany

VISUAL IMPACT BRISBANE

www.visualimpact.org.au

17-19 July 2024

Brisbane Convent and Exhibition Centre, Brisbane, Queensland

Photo Credit: Jonny Gios (Unsplash)

Sustainability Outlook for 2024

Sustainability will continue to be an essential focus for many companies in 2024, and the preference for solutions that are less impactful on the environment will only continue to grow. The move towards sustainable signage and print is driven mainly by brands and companies who want to meet their ESG Goals and promote their sustainability initiatives to their customers.

Companies are not only evaluating their products and services; they are looking further down their supply chain to ensure that the companies they do business with are also aligned with their environmental values and goals.

If you are a sign and print company that hasn’t yet investigated and adopted any sustainable practices within your business, 2024 will no doubt be the year where, at some point, you will be required to address how your business is going to service the requests that will inevitably come from your customers.

Many of the world’s largest companies and consumer brands, such as Apple, Samsung, Adidas, Nike and Estee Lauder as a handful of examples, have made commitments to reduce and phase out PVC content in their products due to health and environmental concerns. As environmentally conscious print buyers become more aware of the extensive use of PVC in the sign and print industry, they are increasingly requesting alternative materials and changing their visual merchandising accordingly. Brands like L’oreal, Patagonia and Dr Martens already have guidelines in place to ensure PVC is replaced where possible in store.

Photo Credit: Bruna Soares (Unsplash)

Beyond brand preference, we will see increasing regulations managing the use of PVC and other plastic materials. From March 2024, Western Australia is set to ban single-use plastic promotional films used for short-term outdoor advertising that are harmful to the environment when not disposed of correctly. These are baby steps, but these highlight a growing awareness of the impact of printed advertising materials on the environment.

Ad Net Zero is a recent global initiative to reduce the carbon impact of developing, producing and running advertising and harnessing advertising power to support behaviour change. Members include leading agencies and consumer brands.

These are all clear indicators that the world is changing, and more importantly, the needs of our customers are changing. As the saying goes - “it’s not the strongest or the smartest who survive; it is those who are the most adaptable to change”. Just as our industry evolved from the brush and paint, sustainability is the next evolutionary step for our industry.

For the last few years, many products have claimed ecofriendly credentials simply by being PVC-Free. Given that most PVC materials end up in landfills, this is an excellent first step as it reduces the toxicity of waste languishing in landfills for thousands of years. However, this does not address the volume of waste going to landfills, nor is it necessarily green. Just because something isn’t PVC doesn’t automatically make it environmentally friendly.

2024 will see an increasing lack of tolerance for greenwashing. Companies claiming environmental benefits and promoting ecofriendly products must do more to back up their claims than

just using words and green imagery. The market is demanding more transparency and authenticity around environmental statements. The European Parliament and Council have a provisional agreement on new environmental claims rules to protect consumers from being misled. The directive will prohibit generalised environmental statements like “eco-friendly”, “green”, “carbon-neutral”, and some other environmental jargon from being used in isolation. The goal is to legally prevent companies from making unclear and unsubstantiated environmental assertions about their products and services. Advertisers will be required to provide credible and verified evidence. While not directly applicable to our region yet, the passing of such a directive will most certainly be influential on our regulatory management of greenwashing in advertising.

2024 will also see a greater demand for products with more meaningful environmental credentials. Products that can be recycled or repurposed, contain recycled or PCR (Post Consumer Recycled) content and those that offer a fully circular solution will be seen as more valuable and sort after than those that are just “not PVC”.

Far from being a trend, sustainability is well and truly here to stay and 2024 will be a pivotal year where we will see more investment and innovation from machine, ink and material manufacturers.

Going green isn’t just about saving the planet. Businesses are fast recognising that introducing sustainable initiatives such as energy savings and waste reduction reduces costs and increases production efficiency and profit. In 2024 providing sustainable solutions will be critical in keeping your business relevant and competitive.

DENISE KIRBY has nearly thirty years’ experience supplying self-adhesive media to the sign and print industry. Initially starting out in the family business as a distributor, she went on to work for leading self-adhesive manufacturers in marketing, business development and product management roles across Australia and New Zealand. She now has her own business, Kirbyco, which develops and supplies eco-friendly, recyclable and sustainable print media, and created ZERO, a product stewardship scheme which recycles end of life printed media. Denise is highly passionate about the industry and enjoys writing about applications, opportunities and new developments in print and signage. Her goal is to inspire people to explore new creative, functional and sustainable opportunities in print as well as educating the industry on products, trends and innovations.

DENISE KIRBY

Photo Credit: Harper Sunday (Unsplash)

How to Steal a Client

Now that’s a headline. Isn’t it? How to steal a client.

Some years ago, I received an angry email from a company. Let’s call them ABC Signs, abusing me for stealing his best client. I had recently “picked up” this client, who was a well-known WA business. But let us put this into perspective. At the time, we were a major sponsor of the Perth Wildcats basketball team, a most successful sporting franchise at the time. They had played in finals in the longest successive run in world sporting history, 35 years in a row and something not to be sneezed at. I attended many club networking events to allow sponsors to mingle and get to know each other. Over a glass of wine and cheese, the cheese was in my hand, not the glass. The client approached me, and we chatted for some time, where he indicated they had been using ABC Signs for many years but found them unreliable, but their work was quite good. My response was to suggest they give us a go, and if they’re happier with our service, I would love to do their work.

And there it is. I didn’t “steal” a client. ABC Signs “lost” a client. It’s almost impossible to “steal” a client. Sure, you can “buy” a client by underpricing or “buying” the client in the long term, which is how you can get your pricing back to commercial rates, but that’s risky. And many clients don’t get tempted if they know the price is too far off commercial rates. Clients aren’t stupid and can smell a low-price con like all of us.

If the name of this article is to be examined, how do you win a client, if not steal one?

In my experience, it’s best to identify your target market, whether print, signage, manufacturing, or whatever your strength is, and then target the most significant users of that medium. It might be a dozen or more companies that would be your “dream” clients. Then, you need to make contact with a key person. It might be the owner, CEO, or contract administrator. It doesn’t matter, but the

Photo Credit: Hivan Arvizu Soyhivan (Unsplash)

Learn from someone who turned a one man business into one of Australia’s most successful sign Companies

• Identify your goals

• Find the right balance

• Inspire your team to greatness

• Take control of your business & succeed

• Attract & retain quality staff

Vernon

higher up in the food chain you can get, the better. Then, you need to learn how to play the long game.

It’s best to have a strategy to continue contact with this person for a prolonged period. You may be on their tender list, so you will get invites to tender anyway. If not, get creative. Find opportunities to reach out. Send them samples of new technology you’ve invested in. Send them emails of your recent successes that mirror the work they’re likely to do. You just bought a new flatbed, so send them samples of what you can print on. If it’s a laser cutter, knock out some samples they can use or appreciate.

Eventually, one of two things is most likely to happen.

1. Some will tell you to leave them alone; they are delighted with their supplier and have no intention of moving.

2. Or, their regular supplier just messed up a project, and you get that phone call you’ve just spent 16 months pursuing, starting to believe you’re wasting your time. Payday just arrived.

In my experience, it is generally a long game, so you need some real patience to win this game. And, if you did it well, clients from option one may end up giving you an opportunity when their longtime supplier does let them down.

Let’s say you have targeted twelve companies. You might only win one or two, and they may take a very long time to win over. If you have researched correctly, one or two new clients will considerably change your business life. So, yes, the long game is worth playing. Then, apply it again and again and again. You chose to run your own business, and no one said it would be easy, so the long game is exactly what running a successful business is all about.

No one steals clients in reality. To do so, that means another client has to lose a client. We all hate losing a client; they’re very hard to replace, so the real skill in business, in my experience, is keeping clients and winning new clients.

Networking is always a great way to meet people, and many networking opportunities exist. They don’t have to be businessbased and active networking groups. Your local golf club is a networking opportunity. Offer to sponsor a hole on the weekly Saturday game or buy the drinks at trophy night. These are what I term as more passive networking events. You are simply putting your name out there and waiting for the client to contact you.

Passive networking is also part of the necessary means of marketing. As is your webpage, social media and vehicle signage on your company fleet. The better your company vehicles look, the better they are received by those who view them. The same applies to your website and socials. Look at what your competitors are doing. See how their website is presented and what they do on social media.

Some very large sign companies in Australia have very average websites, which means they are far more active in more aggressive marketing. Face-to-face marketing and long-term relationships. These companies rely on their websites and social media as secondary marketing. Their website is there mainly for clients to research them rather than deciding “who” to use. That decision has likely already been made, and the clients are doing due diligence.

Ask me what my choice is for winning new clients. The answer should be self-evident for you at this point.

All of the above and as much of it as you can physically manage.

Photo Credit: Linkedin Sales Solutions (Unsplash)

CHRISTINA BRUCE

The Five Key Fundamental Skills for Effective Customer Conversations

The best salespeople don’t just prepare well and follow a proven process. The best salespeople understand that there are fundamental skills they need to master to be great at selling.

Five key fundamental skills underpin all effective customer conversations. Essentially, it’s how you use your mouth, ears, and body to build credibility and trust in every customer meeting. The good news is that you have complete control over how you deploy each of these things, which means you can improve your use of them.

Here, we’ll dive into the five skills in more detail.

VERBAL COMMUNICATION

When interacting with customers, your verbal communication plays a crucial role in conveying messages effectively. A friendly tone, especially over the phone, is essential, as it sets a welcoming foundation for the conversation. Aim to sound approachable and genuinely interested in assisting the customer to foster a positive experience.

Authenticity is crucial to building trust. Rather than moulding yourself into someone else, embrace your true self, allowing customers to connect with the real you. Show your true personality to establish a solid emotional connection that will foster trust and loyalty.

In sales conversations, the choice of words, questions, and speaking time significantly influence customer perceptions and decision-making. Thinking before speaking is crucial, ensuring alignment with objectives and customer needs. Being mindful and intentional in communication enables the delivery of messages that resonate and drive meaningful engagement.

Maintaining a balance between speaking and listening is vital. Avoid dominating the discussion by allowing customers to express their thoughts and preferences. A successful interaction involves a balanced sharing of

information through meaningful dialogue underpinned by two-way communication.

Your pace of speech impacts message reception. So find a comfortable pace for clarity, and avoid speaking too quickly or slowly, as that may lead to customer disengagement. Try to talk confidently, even when unsure, but express a willingness to find answers. Confidence instils trust and reassurance in the customer.

Clarity is paramount in conveying information. Articulate words, pay attention to pronunciation and avoid mumbling. Additionally, a genuine smile, even during phone conversations, adds warmth, contributing to a positive and pleasant interaction.

ACTIVE LISTENING

Listening is a fundamental aspect of effective communication, often overlooked in formal training. To truly engage with customers, eliminate distractions by turning off notifications and creating a focused environment. This enhances the customer’s perception of your attentiveness.

Nonverbal cues, such as nodding and maintaining eye contact, play a fundamental role in showing active listening. These gestures convey genuine interest, establishing trust and rapport for an enhanced customer experience.

Allow customers to express themselves fully without interruption, demonstrating respect for their thoughts and opinions. Use minimal auditory encouragers like “mmm” to foster deeper conversation and understanding.

Two powerful techniques for active listening are paraphrasing and taking notes. Paraphrasing confirms understanding, clarifying potential misunderstandings. Taking

notes helps you remember important details and acts as a visual aid for paraphrasing, demonstrating your commitment to comprehending the customer’s perspective.

Listening is not just a skill; it’s an art that can be mastered for remarkable results.

BODY LANGUAGE

Communication extends beyond words and body language, encompassing conscious and unconscious movements, and is a vital aspect of effective communication. Body language serves as a rich and nuanced form of communication, providing insights into thoughts, emotions, and intentions. By deciphering nonverbal cues, we can better understand underlying messages and respond appropriately.

To enhance communication skills, develop sensitivity to your customer’s body language and your nonverbal signals. Being attuned to cues and gestures fosters a deeper understanding, enabling more empathetic and effective responses. Conscious control of our body language, aligned with verbal messages, creates a congruent and compelling communication style.

Considerate body language involves active listening, maintaining eye contact, displaying open postures, and being mindful of facial expressions. Deliberate control of body language positively influences how others perceive and respond.

VISUAL AIDS

Visual aids offer various benefits that significantly enhance sales conversations. They provide a visual representation of products, services, or ideas, helping customers better grasp features, benefits, and value propositions. Presenting information visually

Photo Credit: Christina Wocintechchat (Unsplash)

simplifies complex concepts, making them more accessible and memorable. Visual aids also create professionalism and credibility, reinforcing expertise and building trust.

To maximize their impact, consider these best practices:

Keep it concise: Avoid overwhelming customers with excessive information. Focus on key messages and use visuals to support and reinforce those points.

Use high-quality visuals: Ensure visual aids are well-designed, visually appealing, and of high resolution to avoid detracting from the message and diminishing professionalism.

Tailor to your audience: Customize visual aids to resonate with the specific audience. Consider preferences, needs, and priorities to create visuals that directly speak to them.

Practice and prepare: Familiarize yourself with visual aids before the presentation. Practice transitioning smoothly between sections and anticipate potential customer questions or concerns.

GENUINE CUSTOMER FOCUSED CURIOSITY

Amidst constantly changing customer expectations, a fundamental skill sets

successful salespersons apart from the competition - Genuine customer-focused curiosity.

While curiosity has gained recognition in diverse areas like leadership, teamwork, and coaching, its application in the realm of sales has become increasingly indispensable. Curiosity, at its core, represents an innate desire to learn and discover. It serves as the catalyst that ignites our minds, propelling us to seek knowledge, explore new horizons, and expand our understanding.

In the context of customer interactions, curiosity becomes a powerful force for growth and engagement. By approaching each customer with a genuine sense of curiosity, sales professionals create an atmosphere of exploration, fostering a deeper connection and understanding with their clients.

Genuine Customer Focused Curiosity also supports a shift away from a transactional mindset in sales. In a world where transactions often dominate, a genuine curiosity-driven approach emphasises building meaningful relationships over one-time transactions. Rather than

focusing solely on closing deals, sales professionals with a curious mindset prioritize understanding the unique needs and challenges of each customer. This shift fosters trust, potentially turning transactions into long-term partnerships.

This transformative mindset empowers sales professionals to move beyond the traditional transactional model of selling. Instead of viewing each interaction as a mere exchange, they approach it as an opportunity to understand the customer’s goals, aspirations, and pain points. This shift not only leads to more personalised and effective solutions but also establishes a foundation for enduring customer relationships.

Mastering these five fundamental skills—verbal communication, active listening, body language, visual aids, and Genuine customer-focused curiosity— forms the cornerstone of effective sales conversations. By excelling in these areas, sales professionals can build trust, establish rapport, and navigate the evolving landscape of customer expectations. These skills, within the salesperson’s control, offer a pathway to continuous improvement and success.

The Power of Paid Social Ads:

Unveiling Successful Content Types

Paid social ads have become crucial for businesses to reach their target audience in today’s digital age. With the right content types, these ads can create a significant impact and drive conversions.

Photo Credit: Karsten Winegeart (Unsplash)

Paid social ads give businesses a competitive advantage by targeting specific demographics and distributing tailored content. When done effectively, paid social ads can boost brand awareness, engage potential customers, and drive revenue growth.

Paid social ads are advertisements that businesses create and promote on social media platforms by paying for their visibility and reach. These ads can take various forms, such as images, videos, or carousel ads, and are strategically placed to target specific user demographics through something called “interruption marketing”.

As social media usage continues to rise, businesses are increasingly recognising the value of paid social ads and their ability to reach a vast audience and utilise advanced targeting options; these ads have proven to be a highly effective marketing tool for businesses of all sizes. While paid social ads offer great potential, the content itself plays a crucial role in determining their success. By understanding different content types and incorporating them into their campaigns, businesses can achieve higher engagement, increased click-through rates, and better returns on their ad investments.

STATIC IMAGE CONTENT

Static content marketing is effective for several reasons. Its consistency fosters strong branding, ensuring a recognisable image across various platforms. Its ease of production makes it a cost-effective and efficient choice, particularly for time-sensitive campaigns. When strategically employed across the funnel, static content serves different purposes. It captures attention at the top of the funnel with engaging visuals and brief, compelling text. In the middle, it dives deeper with infographics and detailed content, guiding potential customers through consideration. At the bottom, static content focuses on conversion, leveraging testimonials and clear messaging. However, static content has limitations, such as a lack of interactivity and difficulty in conveying complexity and detail. Cross-text, graphics, and images are often used to address these issues, providing a multi-sensory experience, comprehensive storytelling, and improved information retention. This holistic approach ensures a well-rounded and impactful brand narrative.

Some challenges businesses may face when implementing content types for paid social ads include content fatigue, oversaturation, and the need for continuous innovation to stand out from competitors. It’s crucial to regularly monitor and analyse the performance of each content type to identify strengths and weaknesses and make necessary adjustments.

To overcome content fatigue and oversaturation challenges, businesses should strive for content diversity and creativity. They can experiment with different content formats, collaborate with influencers, and continuously research industry trends to stay ahead of the competition.

SHORT-FORM VIDEO CONTENT

TikTok conducted a study in their Marketing Science department, which showed 72% of TikTok users said after a time period of as little as three weeks of live ads, they found those brands to be memorable and top-ofmind industry choices. In the same vein, a similar study reported by Neuro Insight found that TikTok ads were 23% more likely to create a memorable brand than those compared to TV ads.

This type of short-form video content is particularly effective because it taps into the target audience’s emotions, offers valuable insights, and provides an interactive experience. It encourages users to act at the click of a button and increases their likelihood of converting into customers. Successful video content ads communicate their strategic message without sound. Because many users opt to view their content in silence, the TikTok app has now tailored the option to default the app to open on mute when selected by users.

Australian brands such as Frank Green and Western Sydney University have successfully utilised this platform to increase their online visibility, engage their ideal audience, and drive impressive conversion rates. By incorporating key elements, such as visuals and compelling calls to action, they were able to stand out from the competition.

This content type cuts through because it leverages storytelling techniques, utilises user-generated content, and incorporates elements of gamification. Creating an

immersive experience captures the audience’s interest, fosters deeper brand connections, and encourages social sharing.

Short-form video content is particularly effective at targeting the millennial audience on platforms like Instagram and TikTok. Its ability to authentically showcase products or services and facilitate social discovery appeals to younger demographics and influences their purchasing decisions.

CAROUSEL CONTENT

Carousel content refers to a dynamic slide presentation of content and has proven to be a potent tool across the marketing funnel. In the awareness stage, its dynamic and interactive nature allows for captivating storytelling and a visually striking introduction to the brand.

Transitioning to the consideration stage, carousels excel in showcasing products, highlighting features, and delivering educational content. As prospects move to the decision stage, strategically placed customer testimonials, enticing offers, and clear calls-to-action guide them towards conversion.

This type of content is often used in “Saveable” content; the carousel is full of valuable content that most people won’t remember, encouraging them to save and follow the account. This is the stage where the brand leverages its knowledge and value for the audience’s trust.

LEVERAGING THE RIGHT CONTENT FOR YOUR AD

Paid social ads are a powerful tool that can benefit businesses strategically. By selecting the right content types for paid social ads, businesses can achieve higher engagement, increase conversion rates, and ultimately boost their revenue.

The success of paid social ad campaigns heavily relies on selecting the most appropriate content types that align with the target audience’s preferences, platforms, and brand campaign objectives. Understanding the characteristics and strategies behind successful content types can significantly enhance the effectiveness of paid social ads.

CASS THEODORE is a Digital Marketer and Founding Director of  That Mrkg agency. She specialises in strategic performance marketing with over ten years of experience. She is a highly creative marketer who creates targeted and effective marketing campaigns, with expertise in strategic marketing and social ads. Cass has a proven track record of driving significant increases in website traffic, lead generation, and revenue growth for her clients.

Cass is the ideal partner for businesses looking to thrive in the digital landscape, offering expertise in strategic marketing planning, social media ads, email marketing, and invaluable marketing consulting services. www.thatmrkg.com

Six Tools To Get Your Businesses Finances In Shape in 2024

Financial

1. ACCOUNTING SOFTWARE

With cloud systems linked to bank accounts, it’s easy to track finances. You need to keep track of transactions for the tax office, lenders, and, importantly, yourself.

A well set up system will provide information ensuring:

• You pay everyone correctly: staff, suppliers, business owners, tax office etc.

• You know where you’re making and losing money, e.g. which products/services are most/least profitable, where you’re going over/under budget on expenses, when costs are rising and margins are being squeezed, and it’s time to review pricing.

• Customers pay on time - reporting who owes what for how long. Then, send statements/reminders to slow payers.

2. A BUDGET

The most essential tool in business is a Budget. Starting a business without a budget is flying blind!

A budget is your financial roadmap that keeps you on track monthly. It sets out how much you plan to sell, what sales will cost and what will be your expenses and profit monthly.

Once developed, a budget needs to be entered into your accounting system so that you can report monthly on actual versus budget. Doing this monthly, you see where things are on/off track and fix them quickly, avoiding further losses.

3. CASHFLOW FORECAST

Achieving sales and profit targets is great; however, if you don’t handle and keep an eye on cash flow, your business could fail due to a lack of cash.

Photo Credit: Firmbee.com (Unsplash)

A cash flow forecast shows when you expect the cash to come in and go out of your business. By forecasting, you’re pre-armed with knowledge that you can act upon. For example, if things don’t go according to plan and cash looks tight for the future, you can ramp up sales, inject cash from loans or shareholders, sale of assets, speed up customer payments, speed up finishing jobs so they can be invoiced, sell off slow-moving or obsolete stock. On the outgoings, you can reduce expenses, slow up supplier payments, arrange to pay off tax debts, delay shareholder payments, etc.

4. MONTHLY FINANCIAL MANAGEMENT CHECKLIST

An easy way to ensure financial management stays on track is to follow a checklist, including Monthly Reports: Profit and Loss Report, Balance Sheet, Cashflow Forecast, Outstanding Customers, Outstanding Suppliers, Job Management, Stock Management, Detailed Sales Report by customer, product, division etc.

Also include:

• Reconciliation/payment of suppliers, taxes, superannuation etc.

• Reconciliation/follow up customer amounts owed

• Reconciliation of bank accounts, credit cards, etc.

• Monthly accounting entries for non-cash transactions, such as depreciation of assets and amortisation of large amounts, such as yearly insurance (break it down monthly)

• Tax returns such as GST/VAT and staff payroll taxes

• Reconciliation of Work in Progress and Stock

• Reconciliation of inter-company loans/accounts and suspense accounts

• Foreign Exchange – accounting for losses/gains

5. A SPREADSHEET SYSTEM

A spreadsheet is an excellent tool for calculating things like:

• Pricing – gather all your direct costs, then add a margin to calculate a price. Conversely, if you need to adhere to a price, deduct a margin and determine how much is available for the cost of the item.

• Markup – once the cost is known, add a markup to achieve the desired margin.

• Breakeven – The sales you need to make to cover running expenses after direct costs of the product/service.

• Anything you want to know to ensure you’re on the right track.

6. A LOGICAL BRAIN!

Businesses run on ‘gut feel’ can succeed. However, those run with logical thought processes are more likely to prosper. Selling things you love is great, but if you’re not charging the right price and running things efficiently and cost-effectively, you will struggle to profit from your efforts. It’s easy to use a ‘thumb suck’ to decide on a price or match competitors. If you aren’t sure of your ‘true cost,’ you could not charge enough and go out of business due to lack of profit. Taking time to analyse before you get started can save headaches. It seems an unnecessary step when you want to get on with selling and making things, but it will save money if you pause to ensure you’re on the right track at the beginning.

If you’re not a ‘left-brain’ logical thinker (many entrepreneurs are right-brain creative), find someone who can guide and keep you on track. They could be a resource and ‘sounding board’ for your ideas, ensuring they’re profitable!

For more information on financial management download our FREE eBook 11 Steps to Business Numbers Made Easy CFO-ON-CALL is a

of Financial and Business Advisors who work with open-minded people

to business growth and achieving success. For a no obligation FREE chat about your profit growth opportunities please call us on 1300 36 24 36 or visit www.CFOonCall.com.au