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:Jeti Grand-Format InkJet proudly manufactured in Canada PM40010868 R10907 Return undeliverable Canadian addresses to 610 Alden Rd., Suite 100, Markham ON L3R 9Z1

CONTENTS Volume 50, Number 10



Graphics Canada Highlights Seventy companies provide a sneak peak at what they will be featuring during this November’s printing show



NEWS Meg Whitman takes the helm of HP from Léo Apotheker, Claus Bolza-Schünemann to lead KBA, and Farnell Packaging turns 50


CALENDAR November 2011 The NAPL hosts the best in business in Arlington, All in Print China kicks off in Shanghai, and the Canadian Printing Awards


BOOK The Faces Behind the Type Simon Garfield talks about his journey in exploring the tales behind 560 years of typefaces


MAILING Sixty Years of Delivery Aurora’s Andrews Direct Marketing leverages its data expertise to push mailing innovation and digital services



NICK HOWARD The 1974 Harris Study: A Recipe for 2012 Change Identifying the parallels between two periods in the printing industry’s continuing evolution


PETER EBNER How to Close the Prospect Who Wants to Think it Over Strategies to address the real concerns behind a common objection


GARETH WARD Digital Technologies Help Prepare Packaging for a Faster Future Vendors set the stage for toner and inkjet to take the spotlight at drupa 2012, as industry trends toward even shorter turnarounds

your link to print one world – one drupa may 3 – 16, 2012 düsseldorf, germany

your link to more – Tune in and see the drupa highlights already now! Experience AR by scanning the drupa logo with your smartphone or webcam. Visit to find out how it exactly works.



October 1996 O.J. Simpson goes on trial in California, Rupert Murdoch launches Fox News in the name of balance, and PrintAction dips its toes in the world of CTP with a special cover

Resources 18 Services to the Trade Cover illustration: Clive Chan

Canadian German Chamber of Industry and Commerce Inc. Your contact: Stefan Egge 480 University Avenue, Suite 1500 Toronto, ON, M5G 1V2 Tel: (416) 5 98 - 15 24 Fax: (416) 5 98 - 18 40 E-mail: messeduesseldorf

33 Marketplace OCTOBER 2011 • PRINTACTION • 3



RESPONSIBLE FORESTRY. When you consider that only 10% of the world’s forests are certified, we have a long way to go. The good news is that there are a number of credible forest certification programs. And each one, including SFI, encourages responsible forestry. For more on forest certification and what you can do, visit






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Printing Then and Now ctober is a busy month for the PrintAction team, as we work on publishing a couple of our monthly magazine issues, finish up the Buyer’s Guide, prepare for November’s Graphics Canada trade show, produce its Show Guide, and organize the Canadian Printing Awards (CPA) Gala – November 10 in Toronto. Heading into printing’s busy season, however, it has also been a very encouraging few weeks around here. We have spent inordinate amounts of time, out of growing fascination, combing through literally thousands of pictures and hundreds of magazines to prepare for next month’s issue celebrating 50 years of Youngblood Publishing (publisher of PrintAction) covering the Canadian printing industry. And as we earmark the people and companies that have shaped printing in this country over the past five decades, we are receiving incredible printing and finishing submissions for the 2011 Canadian Printing Awards. We did not take the decision lightly when expanding the Environmental Printing Awards initiative, after five successful years, into the much broader Canadian Printing Awards program. Certainly, we continue to hear and see many examples of industry professionals downplaying the importance of progressive environmental practices in printing. The tough business climate currently faced by printers certainly feeds this negativity, but it is shortsighted to ignore the many economic and social realities of progressive environmental plans. As seen by the CPA’s five prominent environmental categories, we still feel very strongly about the environmental positioning of print, particularly as it relates to the long-term development of the industry. However, we felt it is more important – under today’s climate – to open up the awards program to celebrate as many Canadian printing positives as possible. Again, the entries we have seen come in speak volumes about an underlying strength in Canadian printing. We would like to thank all of the companies who have submitted work into this year’s awards program. These companies should be commended for their grassroots support of what all printers in the country are trying to accomplish. Along the same vein, we would again like to thank all of the Canadian Printing Awards sponsors standing with us to not only celebrate the value of printers in Canada, but also for their ongoing concern to support the future of printing in this country, including: HP, Agfa, Fujifilm, Hostmann-Steinberg, manroland, Sun Chemical, Sustainable Forestry Initiative, Unisource, Domtar, Epson, KBR, Presstek and drupa.


Jon Robinson, Editor

Frank Augurusa ext. 14

Canada’s Graphic Communications Magazine. Proudly published for two generations.

Editor Jon Robinson • 416.665.7333 ext. 30 • Associate Editor Clive Chan • 416.665.7333 ext. 25 • Contributing Writers Zac Bolan, Clint Bolte, Peter Ebner, Chris Fraser, Victoria Gaitskell, James Harvey, Nick Howard, Thad McIlroy, Gordon Pritchard, Josh Ramsbottom, Nicole Rycroft, Andrew Tribute, Trish Witkowski Publisher Sara Young • 416.665.7333 ext. 31 • Associate Publisher Stephen Longmire • 416.665.7333 ext. 26 • Production Manager Anders Kohler • 416.665.7333 ext. 37 • Intern Tiffany Kay Garcia • 416.665.7333 ext. 34 • Advertising Sales Sara Young • 416.665.7333 ext. 31 • Stephen Longmire • 416.665.7333 ext. 26 • Circulation ADPIC Subscription Services • 800.363.3261 • PrintAction is published by Youngblood Publishing Limited and is Canada’s only national monthly publication serving the graphic arts industry. ISSN 1481-9287. Annual Subscriptions: Canada: $31.15 ($27.57 + $3.58 HST) United States: CN$69.99; Other Foreign: CN$139.99

Notice: PrintAction, Youngblood Publishing Limited, their staff, officers, directors and shareholders (hence known as the “Publisher”) assume no liability, obligations, or responsibility for claims arising from advertised products. The Publisher also reserves the right to limit liability for editorial errors, omissions and oversights to a printed correction in a subsequent issue.

Prepress, Printing: Sina Printing Paper: Flo Gloss Text (80lb) and Flo Matte Text (60lb) from Buntin Reid Youngblood Publishing Ltd. 610 Alden Rd., Suite 100, Markham, ON L3R 9Z1 We acknowledge the financial support of the Tel: 416.665.7333 • Fax: 416.665.7226 Government of Canada through the Canada Email: • Periodical Fund (CPF) towards our mailing costs. Publications Mail Agreement Number 40010868 • ISSN 1481-9287 Return undeliverable Canadian addresses to


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MEG WHITMAN replaces Léo Apotheker as CEO of HP after what is seen as several missteps in the company’s recent history. Whitman served as CEO of eBay during its major growth period, bringing the company from annual revenue of US$4 million to over US$8 billion in just a decade. She also famously led an expensive, but unsuccessful campaign to be Governor of California in 2010. Apotheker exits the company after only 11 months, with over US$10 million in severance and bonuses.

RAYMOND RUSSELL, who worked for four decades in Canada’s printing industry, passed away at the age of 72 after a battle with Lou Gehrig’s Disease. Based in what is now the Greater Toronto Area, Russell began his career with the Salvation Army Printing Department before moving to York Litho to undertake an apprenticeship in lithography. He became a journeymen lithographic film stripper. In 1972, Russell took on a sales position with McCutcheon Graphics, which was later purchased by Fuji Graphic Systems. He spent 32 years with this company in sales, management and national technical marketing positions.

CASCADES invested nearly $4 million in deinking equipment at its Breakey Fibres mill in Quebec. The mill specializes in the manufacture of recycled deinked kraft pulp, mainly used in Cascades fine papers, such as the Rolland Enviro100 family. Started in 2010, this deinking initiative required the purchase of several types of equipment, including a flotation cell, washers/thickeners, a disperser, and a clarifier. The additions required an expansion of the mill. As a result of these improvements, pulp quality has improved, with visible dirt and glue residue being cut in half while increasing paper whiteness. According to Luc Langevin CEO of Cascades’ Speciality Papers Group, the improvements will make Cascades more competitive amid the struggles in the North American paper manufacturing community.

TONY GAGLIANO, Executive Chairman and CEO of St. Joseph Communications, inked a multi-year deal to produce Canadian Geographic magazine. Starting this month, all roles outside of editorial and art will be handled by St. Joseph’s Toronto office. The company also announced it will debut a public pay kiosk system at Toronto’s Pearson International Airport. Developed in collaboration with HP, the ePrintit Kiosks allow travelers to print reports, presentations, and photos after downloading a HP ePrint service application to their smartphones. The eight kiosks will be equipped with HP’s colour laser printers, a Citizen dye-sublimation photo printer, online video camera, and a 42-inch digital sign. The kiosks will also include a North America-wide directory of attractions, restaurants and hotels and can print out maps of those locations.

Farnell Packaging Turns 50 Dartmouth, Nova Scotia-based Farnell Packaging marked its 50th anniversary in September. The company was founded by Amy and Don Farnell and was set up in their a basement as a distribution agency and has grown to be one of the larger manufacturers of flexible packaging. Farnell not only prints its packaging on its flexographic presses, it also extrudes its own films, converts pressure-sensitive paper/film into labels and produces environmentally conscious products. While Don Farnell passed away in February 2010, the company he founded lives on as a family business in a 80,000-square-foot plant with about 150 employees.


LANCE DOTY, long-time member of the Canadian printing industry, passed away in September after a battle with lung cancer; he was 59. Doty spent over 40 years in the industry before retiring in June of this year. Doty spent many years at Heidelberg Canada and was last employed at Jump I.T. and Syncron Cyberkare. An avid musician, he had performed his own compositions around Toronto since the 1960s. He is survived by his wife of 36 years Catherine, son Ian, and daughter Emily.

CLAUS BOLZA-SCHÜNEMANN takes the post of CEO at Koenig & Bauer AG (KBA) starting at the end of October. Bolza-Schünemann has been serving KBA as Deputy President with responsibility for engineering and web-press manufacturing. He replaces current CEO and President Helge Hansen, who is retiring from the industry. “Despite the very difficult circumstances, Helge Hansen has, with great expertise and his many years of experience, furthered the sound development of both earnings and finances at Koenig & Bauer AG, and has helped to position the company group for a successful future,” stated Dieter Rampl, Chairman of KBA’s supervisory board.

KBA’s Würzburg, Germany plant will see a major investment. Last month, the company held a topping-out ceremony for a new foundry that is scheduled to be complete by the end of the year. Costing US$19.3 million, it is one of the biggest projects KBA has implemented at Würzburg. The new structure will be 50 percent broader and will enable the plant to produce larger press parts such as side frames and substructures faster and more efficiently. The Würzburg plant was established 194 years ago and even produces equipment for outside of the printing industry such as CD and DVD imaging systems.

NATALIE LARIVIÈRE will be President of Transcontinental’s restructured Media division, which will be a combination of the company’s Media and Interactive divisions. The two divisions generate over $175 million in revenues for the company and employ 1,000 people in Canada and the United States. Larivière has been helming the company’s developments in digital products and services since 2006. The new Media division will now be responsible for products and services in publishing, distribution, data analytics and management, as well as interactive marketing solutions and digital media. Christian Trudeau, the current President of Transcontinental Interactive, will leave the company after the two divisions merge.

TIM TUNSHELL joins Fujifilm Canada as a Field Service Technician in the Western Region. He brings with him 14 years of printing industry experience in manufacturing, troubleshooting, and in digital prepress equipment. Tunshell formerly worked for over 14 years at Kodak (previously Creo) installing and maintaining its CTP equipment. He will be servicing Fujifilm’s clientele in the Greater Vancouver Area.

LLOYD BRYANT, VP of HP Canada’s Imaging & Printing Group and Environmental Programs, has been named to the Clean16 program. The Clean16 program honours individuals who promote sustainable development and clean capitalism in Canada. Bryant is primarily being recognized for his work in “extended producer responsibility” and HP Canada’s Green Advocates initiative, an employee engagement program now run in HP operations around the world. He also co-founded an industry association, Electronics Products Stewardship Canada (EPSC), that promotes economic and environmental efficiency. Antony Marcil, former President of FSC Canada, was also named to the 2012 Clean16 list.

DARREN LOKEN has been named the new Chairman of the Board for the National Association of Printing Leadership (NAPL). Loken is the President and CEO of Telepress in Seattle, Washington, a 33-year-old printing company. Loken began his career in print sales and founded a mailing service company in 1992. He was President and CEO of Seattle-based Valco Graphics before it was sold to Cenveo in 2004. The NAPL also named Nigel Worme of COT Printery in Barbados the Association Vice Chairman and Niels Winther of Think Patented in Dayton Ohio the Secretary/Tresurer. The NAPL represents the $80 billion printing and graphic communications industry in North America and was founded in 1933.

SCHAWK has signed an agreement to acquire substantially all the assets of Lipson Associates Inc. and Laga Inc., better known as Brandimage. Brandimage has operations in Chicago, Cincinnati, Paris, Brussels, Shanghai, Seoul, and Hong Kong. The company works with notable brands such as AOL, China Airlines, Payless Shoes and Sun Chemical and creates packaging for the likes of Banana Republic, Crayola, and Campbell’s soup. In 2010, Brandimage had unaudited

revenues of approximately US$32 million. The acquisition will see Brandimage operate alongside the Schawk-owned Anthem Worldwide consultancy. HP CANADA has announced changes within its Imaging and Printing Group. Gary Drysdale replaces Janet LeMare, who is retiring after 22 years with the company. Serge Leger will replace Drysdale as VP of LaserJet & Enterprise Solutions and

Anita Grassl will replace Leger as VP of Inkjet and Web Solutions. Patrick Harrison, a 20-year veteran of HP will lead the newly created team as Vice President of Commercial Sales, overseeing all commercial outbound and inside sales nationally. Mark Lehmann will manage both the company’s Designjet and Scitex brands as VP of Large Format Printing Business, while Danny Ionescu will exclusively focus on managing HP Canada’s Webpress and Indigo businesses.

DOUG ALDRED has been appointed President of Packaging & Narrow Web in both Europe and North America for Flint Group. In his new role, Aldred will report directly to CEO Antoine Fady. Aldred joined Flint Ink in 1994 as a Manufacturing Manager in Canada and became General Manager of Sheetfed Europe in 1998. Most recently, Aldred was responsible for all sales and business development in Packaging and Narrow Web EMEA. He also played a key role in the company’s expansion into Turkey and Russia.

Japs Olson First-of-its-kind direct mail press Another Automatic Transfer Sunday press is on its way to Japs Olson – with entirely unique capabilities.

JEFF BEZOS, Founder and President of, announced the addition of a tablet computer to the company’s line of Kindle devices. Dubbed the Kindle Fire, it is widely seen as the device most likely to challenge Apple’s iPad. Priced at US$199, the Kindle Fire is less than half the cost of Apple’s lowest-priced iPad, yet boasts impressive hardware capabilities. Amazon will pair the device with its Appstore, which it launched earlier this year and its own media streaming services. The first-generation Kindle was released in 2007 and has grown to become the most popular eBook device on the market, with eBook sales soon overtaking paperback sales at Amazon. XANTÉ has partnered with upstart Memjet to produce a wide-format device using Memjet’s printhead technology. Dubbed the Excelagraphix 4200, the machine is the first wideformat machine to use Memjet’s technology and prints at up to 12 inches per second from 352,000 nozzles. Memjet’s inkjet technology saw considerable interest in the marketplace after Lenovo implemented it in a consumerlevel device. Memjet also produces printheads in label printing devices for a variety of manufacturers around the world. EASTMAN KODAK continued its slide in September as its shares plummeted on the markets, falling 60 percent at press time, which is the lowest stock price seen by the company since 1974. According to the Wall Street Journal, Kodak has also hired law firm Jones Day for restructuring advice. Kodak, however, announced it has no plans to declare bankruptcy. In July, the company announced second-quarter losses of US$179 million, blaming it on rising raw material costs and investments “to drive digital growth initiatives, particularly in commercial inkjet.” In August the company enacted a “poison pill” to prevent itself from being taken over for its valuable patents.

Michael Murphy, President

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Canadian Marketing Association holds another of its Marketing Math 101 workshops, called Critical Math & Finance Skills for Direct Marketing Driven Organizations. Examining some of the base formulas and special arithmetic used in DM companies, learn how to calculate key business drivers to optimize costs and profit.


PIA hosts its annual LPIA (labels) Fall Management Conference in New Orleans with an emphasis on business intelligence, market analysis, benchmarking, and emerging management practices.


NAPL hosts its Best in Business Conference at the Marriott Crystal Gateway in Arlington, Virginia. This inaugural event focuses on industry best practices and case studies produced by NAPL and conference partners PODi and MFSA.


Walt Mossberg of the Wall Street Journal headlines the Canadian Marketing Association’s Digital Day 2011: Connect, Collaborate, Act. Taking place at Toronto’s Sheraton Centre, the event also features speakers from Geomomentum, Horizon Studios and Ipsos-ASI.


Building on the past five years of the Environmental Printing Awards, PrintAction magazine presents the Canadian Printing Awards gala at the International Centre in Mississauga. The event, hosted Dianne Buckner of the CBC’s Dragon’s Den, features a gala dinner.


The PAC Packaging Certificate Program continues with a 3-day event, including a plant tour, aimed at paperboard and folding cartons, as well as specialty packaging, closures, adhesives and an introduction to environmental sustainability. $1,235*


Graphics Canada 2011 begins at the International Centre in Mississauga. The 3-day event includes tracks like the 2011 Postal Forum, Printing Sales Training Day, Print Automation Workshop, Seminar Series, and the PacPrint Canada show.


The 4th annual All in Print China begins in Shanghai with special zones for digital and prepress, green printing, ink, direct-mailing, education, labels, and specialty paper.


The Canadian Marketing Association holds its black-tie gala for its annual awards program, which celebrates the best work in various advertising-campaign formats, at the Westin Harbour Castle on Toronto’s lakeshore. $410*

Arlington, Virgina, is the smallest county in the United States, yet is home to some of the most famous sights, including the Pentagon, Department of Defense, the U.S. Drug Enforcement Agency and the Arlington National Cemetary, which interrs the country’s war dead and several memorials including this one for Iwo Jima.

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The Faces Behind the Type hen the 2008 Obama Presidential campaign wanted to choose a typeface that suited the message Obama was focused on, it chose Gotham as its central typeface. The typeface, originally designed for GQ Magazine, has since grown to represent change and freedom. It was used on the cornerstone inscription of the new Freedom Tower at Ground Zero in New York, and even gone to feature in Hollywood posters such as The Lovely Bones and Invictus. On the other hand, the Tea Partiers, much to the chagrin of the font’s creators, have also taken to using Gotham, as has Sarah Palin. The story of Gotham is only one of several depicted in Simon Garfield's book, Just My Type. Garfield embarked on his journey in the world of typefaces after an editor encouraged him to explore the topic, though he says his interest began in this youth, with the first album covers and his own scribblings on the back of his English Lit notebook of famous musical group logos. Book jackets, credits on TV shows and eventually fonts on computers eventually followed. Garfield starts with the story of one of the most controversial fonts in our modern age: Comic Sans, and how it went from being a breath of fresh air in the stuffy world of Microsoft to being the punchline of one of the biggest jokes in the typographical world: Comic Sans walks into a bar and the bartender says, “We don’t serve your type.” He goes on to profile a number of colourful stories arising from more than 100,000 typefaces known to exist in the world today. Just My Type is now an international bestseller. PrintAction asked Garfield to talk about what he discovered when writing the book.


PrintAction: What kind of feedback have you gotten about Just My Type so far? Simon Garfield: Extraordinarily positive. Very encouraging reviews, genuinely warm reader feedback and strong sales. I couldn’t have dreamed of a book about fonts becoming a New York Times bestseller when I was beginning my research. Who are your favourite type designers? Dead – Berthold Wolpe, the German refugee who designed Albertus and made it famous on book jackets for Faber and Faber, and a lot of current books too. Alive – Matthew Carter [who created] Verdana, Tahoma, and Georgia, the latter my favourite text font; and H & F-J, the New York team of Jonathan Hoefler and Tobias Frere-Jones, who made Archer and Gotham, Obama team’s campaign font of choice. In your research, what are the most interesting stories you came across involving typefaces? I loved the Comic Sans story – how a typeface designed merely to solve a problem then took over the world. And the story of Doves – how a man in the early 1900s was so possessive of his type that he didn’t want anyone else to use it after his death, especially not his business partner. So he took every metal letter and attempted to drown it in the Thames. It took several months, but he succeeded. 10 • PRINTACTION • OCTOBER 2011

Simon Garfield is the author of 12 nonfiction books on diverse topics such as the iconic Mini Cooper, the origins of mauve as a colour, and his affair in the world of stamps.

How did you choose your list of worst fonts? What kind of feedback have you gotten about your list? It’s a purely subjective list, and I had great fun choosing it. It contains things I’ve always disliked, such as Brush Script, and things that are way overused, like Papyrus and Neuland Inline. But I’m happy to say that a lot of people have agreed with my number-one worst typeface ever, the one for the 2012 London Olympics. It gets worse every time I see it. What is the most inappropriate use of a typeface you’ve come across? The classic is Comic Sans on the side of an ambulance, though I’ve only seen pictures, not witnessed it firsthand. In addition to Gutenberg, what kind of influence have printers had on typeface development? Inestimable and vast. Until the advent of the computer, printing companies and related trades drove the market for type, often working closely with allied foundries. So the hot-metal printing machine manufacturers Monotype and Linotype led the way in commissioning new designs throughout the 20th Century, and they continue to be important players in the digital age. How much weight would you say corporations put on font choice for company identities? Does it pay to agonize over the choice in typeface? Of course, type choice is crucial in branding and advertising. One can sometimes question the huge amounts paid by organizations to the top design companies to come up with a new logotype, but they know the significant psychological impact that good or bad choices

can make. Often the best type design for a product is centred around association – is it war, friendly, accessible, exciting, trustworthy, etcetra. And does that choice have good associations for the prospective client? How aware is the general public about fonts? I think we’ve all become far more aware of fonts in the last 20 years – their names, their differences – and the obvious reason is the personal computer. We have our favourites and pet hates, and we know that if we set one piece of text in one font, say a traditional serif like Times New Roman, it will be a complete contrast to the same text set in Herculanum. The upsides of this – the choice, the usefulness, the fun – by far outweigh the downsides, the belief that we can all be all great typographers. I’m not sure that most computer users are aware of the great amount of other choices online that they can download for a cost of $25 to $100. I still think that a great many people, though aware of the pull-down menu, stick to the default choice or a choice dictated by someone at work, often Arial or Calibri. What is the next big thing in the world of fonts and typefaces? The key now is to keep on developing webfonts – fonts that look the same on every computer no matter the make or software. Previously, designers’ Websites would often not be rendered as intended. Creatively, one big trend is script fonts – type that looks as though it’s been written by hand. These have come a long way from Brush Script, and for me the more lavish the better. – Clive Chan


Sixty Years of Delivery oon after returning from World War II, Doug Andrews, working with his wife, Norma, purchased a swing-arm inserter and started up one of Canada’s first automated mailing houses, called Andrews Automatic Enclosing Service, in downtown Toronto. Sixty years later, the team of John and Stacey Campbell, involved in the business since the late-1980s, continue to push mailing innovation out of their recently opened 30,000-square-foot facility in Aurora, Ontario. After purchasing the entire business in 2000, the Campbells’ first major investment was a Sitma polybagging line primarily for annual-report work. The Sitma, however, is designed to wrap pretty much any printed materials less than two inches thick, which turned out to be a welcome flexibility as annual-report work quickly dried up over the past couple of years. “Annual reports went online and instead of sending out three million annual reports it went down to about five percent of that volume in just three or four years,” says John Campbell, VP of Marketing and Sales. “It was like vinyl going to CDs – an entire sector was essentially wiped out.” With the unpredictability surrounding so many printed products and their mailing, the Campbells, as they moved into their new facility in February 2010, also rebranded the company as Andrews Direct Marketing to better represent their services amid the new realities of communications delivery. Comparing their delivery expertise to the prepress knowledge of printing companies, Andrews DM is well entrenched with the varied channels of 1-to-1 marketing, including data analytics, email and fax blasts, QR codes, and even text messaging services. “The data side is right in our wheelhouse and now technology is changing so that it is coming to us,” says Campbell. “We can do anything you want with data, whether you need it acquired, scrubbed, split or worked with in any way.” The company is intent on leveraging its data expertise to support creative, branding and product strategies – “anything that is a direct contact to your client is what we do.” This strategy also includes ventures into digital printing, beyond its three Buskro inkjet engines, which


In February 2010, Andrews moved into a new 30,000-square-foot facility and was rebranded as Andrews Direct Marketing.

began by producing monochrome laser on preprinted, roll-fed shells and now includes running 4-colour jobs on blank roll stock. “The digital-printing side is natural for us because we are already working with data, building templates and PDFs, and merging things.” Andrews DM has felt the impact of commercial printers getting into the mailing business, but Campbell accepts this as natural evolution for the industry, much like his company not so long ago survived solely as a mailing operation. “We’ve had clients just go and acquire a mailing company and that has hurt us, because people are starting to eat our lunch,” he says. This changing dynamic between printers and mailers was another factor to have spurred the Andrews DM rebrand. Much like the continued survival of specialized finishing houses, mailing operations – albeit, fewer of them – will continue to offer services, expertise and efficiencies that cannot be matched by most commercial printing companies. Dealing with the legacy challenges of Canada Post and the United States Postal Service, however, is altogether another issue. “People do not realize the scope of Canada Post,” says Campbell, who John and Stacey Campbell with their first Sitma machine, purchased in 2000.

describes the Crown Corporation’s mid-2011 strike and subsequent union lockout – of 48,000 members – as “awful.” Andrews was forced to lay off 60 percent of its production staff during the 25-day-long labour strife. Even before the postal strike began, several clients simply pulled their programs off the table, as Canada Post services were simply sidestepped by powerful marketing and media companies. While still providing personalized service, ensured by long-tenured staff, the Campbells made two significant acquisitions in 2009 with the purchase of nearby Direct Mail Marketing Group and a company called U.S and International Bound Mail. The latter provided Andrews with its own tractor-trailer and an office in Niagara Falls, New York, to better traffic U.S. mail. Direct Mail Marketing, meanwhile, provided the company with market girth and machine redundancy (Andrews now has over 12 inserting machines, two Sitmas wrappers and four inkjet lines), as well as more fulfillment clients. Andrews first got into fulfillment back in the 1990s based on a contract with General Motors to mail out 15,000 dipsticks to new truck owners whose originals turned out to be a little short. The Campbells continue to expand their fulfillment operations, which so naturally tie into other data-driven client initiatives. At the beginning of 2011, for example, Andrews began a relationship with Australia’s Pareto Fundraising, after the organization closed its Toronto office. Combining its data, mailing and fulfillment expertise, Andrews has set up a benchmarking program for Pareto to test its fundraising methodology against similar organizations around the world. This includes analyzing the results of mailings and electronic contact employed by Pareto, as well as how it extracts and leverages data. – Jon Robinson OCTOBER 2011 • PRINTACTION • 11


The 1974 Harris Study: A Recipe for 2012 Change n the fall of 1974, in Los Angeles, Harris Intertype Corporation presented an extensive report about the future of offset printing to the National Association of Printers and Lithographers (NAPL). The North American economy, at the time, was deep in the doldrums as reflected in high fuel costs, shortages of paper and weak consumer confidence. As I revisited this 37-year-old report, I found an incredible amount of similarities, in terms of challenges and opportunities, faced by today’s printing company. While this idea is certainly propped up by the poor, lingering economic climates of both eras, there also appears to be several technological antidotes shared between now and then.



Shifting from sheet to web offset

Harris spent the equivalent of two years, in terms of man-hours, to produce the report, collecting mass amounts of data and fitting it into computers of the day. The company based a large portion of the report around its own hypothetical printing plant equipped with various sheetfed presses, ranging from perfectors to 1-colour and multi-colour machines – 18 different press models in all. The results were encouraging: 92 percent off all offset printing would continue to be printed on sheetfed presses and 71 percent of dollars available over the next five years would directly come from sheetfed work. Continued on page 30

Prospects Who Want to Think it Over rrespective of how much prospective clients like your ideas and suggestions they will often say, “Let me think it over and I’ll get back to you,” in order to avoid making a buying decision. Unfortunately, 90 percent of the prospects who say “I’ll get back to you,” never do, so don`t give up when you hear this objection. Because if you don’t land the job then and there, chances are you will never get the sale.


Prevention is the best medicine

While it is the prospect who raises the objection, in the majority of cases it is the salesperson who provides the construction materials. Poor presentation and probing skills are the brick and mortar that this objection is built on. So here are three common presentation mistakes that create an opportunity for the prospect to say “Let me think it over.”

Digital Printing

Data Services & List Management


Failing to create a sense of urgency If you are continually hearing the thinkit-over objection, adjust your presentation. It must show the prospect what he or she will save/gain by ordering now and what he or she will lose should they delay. Remember, if you don’t give your prospects a reason to order today, they won’t, and time quickly destroys desire.


Variable Imaging

Failing to establish buying readiness Making a presentation is a waste of time unless the prospect is ready to order, so always establish buying readiness. Keep in mind that a prospect who does not need the job at this time will not necessarily tell you this fact. Instead, they will deflect your closing attempts by saying, “Let me think it over and I’ll get back to you.”

Failing to establish purchasing authority You cannot make a sale if the prospect does not have the authority to buy, but don’t expect your prospects to volunteer this information. Instead, they’ll play the role of decision maker by listening to your presentation, but, when it comes to placing an order, they will avoid the decision by saying, “Let me think it over and I’ll get back to you.” So don’t waste your time making a presentation until you’ve established purchasing authority. Ten responses to close the sale

Even if you have delivered the perfect presentation, some prospects will procrastinate because it is human nature to delay making a buying decision. So here are 10 responses that will open dialogue and keep the sale moving forward. But before responding to any objection, always test it to ensure that it is the real reason for not ordering now. q Test the objection “Mr. Prospect, I’m certain that this job is perfectly suited to your needs and I thought that you felt the same way. Yet, you seem hesitant. May I ask what your concern is?” The prospect will answer in one of two ways. He will either raise another objection (the real objection), “Well, I’d really like to talk this over with my partner first.” Or he will raise a concern, “I’m not sure that digital printing will give me the quality that I require.” w The conditional response “Mr. Prospect, I understand, there is a lot to think about… • but to protect you from any price increases, • to ensure timely delivery, • to ensure that your job gets the attention to detail that it deserves… I’ll get started on your job immediately. In the meantime you can think it over and should you change your mind, just give me a call next week and I’ll cancel. It’s a simple way of protecting your interests. Isn’t that a good idea?” e Major point response “Ms. Prospect, of course you want to think it over and here are the major points you should consider.” Continued on page 32 tel: 416.798.7557 email: 226 Industrial Parkway North, Aurora, ON Est. 1951 14 • PRINTACTION • OCTOBER 2011


Digital Technologies Help Prepare Packaging for a Faster Future odern marketing demands brand extensions, on pack promotions, packaging to tie in with events – all designed to increase sales and enhance relationships with consumers. This provides opportunities to printers who can meet these needs. When Heidelberg predicts that digitally printed packaging – considering its own inkjet initiatives – is set to grow at doubledigit rates for the immediate future, printers need to sit up. And Heidelberg is not alone. The prospects for printing packaging of all types on digital presses (both tonerand inkjet-based) are exciting every press manufacturer. If digital printing on paper is understood and developing at a steady pace, digital printing of packaging has scarcely scratched the surface. And with packaging there is no risk of print being replaced by electronic media. To date, digital printing has left packaging alone while expanding in publication print. Over the next year or so that is going to change as existing electrophotographic technologies clash with inkjet systems to win market share in a sector where the arguments in favour of short-run and just-intime printing are gaining ground. The Stephan Plenz, Heidelberg management board. positions that each equipment supplier is taking will be made clear at drupa 2012. Traditional ways to produce packaging significant moves by drupa generate huge volumes of waste, as up to 20 and will have presses in place percent of printed material can become ob- at major flexo and carton solete before it is used. Frequent promotions printers before then. The and shorter product lifecycles only exacer- prize is worth the effort. The worldwide market for bate the problem, unless companies can order just in time or closer to the point of digitally printed foils, caruse. Both favour digital production meth- tons and labels stood at just ods. Then there is the opportunity presented €2.5 billion in 2009, the vast by personalization, as a means of customer majority of this from labels. The world engagement and as identification in phar- packaging market is currently valued at US$429 billion, according to Pike Research, maceutical applications, for example. Heidelberg’s strategy is based on devel- and is expected to surpass US$500 billion oping machines and printing lines around in sales within five years. Paper and paperbased packaging are the inkjet technology, previewlargest sectors with more than ing these at Interpack. The 40 percent of the global packcompany’s main board aging market. member Stephan Plenz deMany packaging compaclared: “Digital packaging nies have tested digital printwill more than triple in four ing technologies over the last years and its growth rate is decade, but almost all have expected to be bigger in the abandoned these trials claimfuture. UV inkjet printing is ing that the business model rapidly gaining importance did not exist or that the qualthanks to its versatility in ity was not adequate. the choice of substrates and But the problem of meeting the fact that it can be didemands for faster turnrectly integrated into packAlon Bar-Shany, Vice Presi- around has remained, pushaging production lines.” dent and General Manager ing litho press manufacturers of HP’s Indigo division. into delivering presses with Size of market Alon Bar-Shany, Vice President and General high levels of automation to handle short Manager of HP’s Indigo division, reckons runs effectively. This means adding tools to that digitally printed packaging can take the monitor quality on press and to reject same 10 percent share of the market that it sheets that fall short, using scanners to has already accounted for in label printing. check that what is printed is exactly the Already HP Indigo presses are being used same as on the PDF that the client apin flexible packaging and carton printing, proved, and using all the plate changing, but it is very early days. HP will be unveiling presetting and colour control tools that


have become standard for commercial printers. Packaging printers with this level of press are comfortable printing a run of 100 sheets among others where the job may need several pallets of board. And litho continues to offer advantages in terms of inline varnishing and foiling that digital does not yet offer. The same is true in narrow-web printing, where what were once considered label presses are now printing boards for lightweight and small-format cartons using flexo or UV letterpress technologies, sometimes combined with inkjet for dating, coding and adding a promotional message. The demand for higher quality and shorter runs of flexible packaging has brought manufacturers like Muller Martini into the mix with its VSOP litho press. This system is able to print on films with electron-beam curing to meet the demand for faster turnarounds than is possible with conventional gravure and flexo presses. However, all of the interest, whether from manufacturers or printers, is concentrated on the potential that digital offers. If quality was an issue a few years ago, this is changing fast and is no longer the barrier it once was. If quality is not the barrier, delivering the complete end-to-end solution remains an obstacle, especially at the finishing stage where innovation is still required. The biggest problem is that most cartons and film packaging have been produced in huge quantities, because production of food or packaged goods de-

pend on economies of scale and big production runs. Fierce competition for consumer attention in the mature economies, however, is driving consumer goods producers to use more promotional-on-pack marketing, more special versions, to develop ever more niche brands and to bring products to market faster in order to grab the consumer’s attention. All this means shorter print runs and faster turnarounds, the same forces that expanded the market for digital printing elsewhere in the print world. Add in a massive drive to reduce over production, both from the point of view of cost and a desire to reduce environmental impact, and the forces are coming into position to make digital print for packaging highly viable. The same bell curve will apply, digital print for test marketing and in the launch phases, which gives way to conventional production as volumes increase and back to digital for the long-tail effect. With the rise also of small-scale regional and artisanal producers of drinks, home furnishings, confectionary and similar products, there is a new breed of company looking to buy packaging that is not on the radar of the multinational groups. It creates an opportunity for commercial and digital printers to expand into offering packaging print along with marketing print for a business. Chocolates on demand

This is where Irongate, a U.K.-based digital print and marketing services company operating Xerox presses, has been successful. Continued on page 28



Highlights Printing technology takes up three halls of Toronto’s International Centre from November 10 to 12. PrintAction magazine contacted all of the exhibitors to share their booth highlights, show initiatives, and show slogan. 4over

AKR Consulting Canada

B & R Moll

Describing itself as North America’s largest trade printer, 4over lists 440,000 square feet of office and production space in eight American states. At Graphics Canada, the company is describing its plans for a 40,000-square-foot production facility in Mississauga. The company also highlights its newest production lines: 4Tee (T-shirt printing), 4D prints, Akuafoil and customizable mugs. “The wait is over, 4over is finally in Canada.”

AKR Consulting specializes in government grants, tax credits and subsidies, including the SR&ED tax refund and EI exemptions, as well as hiring programs for related printing industries. At Graphics Canada, AKR is focusing on how small- to medium-sized businesses can claim money back as a tax refund through the Canadian Revenue Agency’s SR&ED program – and what is needed to qualify for the program. “Make AKR your cost savings consultants.”

At Graphics Canada, while sharing its booth with distribution partner manroland Canada, B & R Moll is demonstrating its Moll Marathon folding system. The company describes the system, which allows for gluing, forming pockets, turning paper direction, and final folding, as fast and versatile, because of a unique folding plate coupled with the Tipper Plate. The secondary unit behind the Marathon is the Versa-Fold, while the system’s plow fold can be integrated with other paper folders.

Announcement Converters

Bard Business Solutions

Accura MIS

At Graphics Canada, Accura, a U.K.-based developer of Management Information System software, is demonstrating its new Accura MIS Version 4.5, described as having over 50 new features. Accura MIS is distributed in Canada through the UpLinX division of PaperlinX. The technology includes modules for CRM, estimating, production, job costing, inventory and invoicing, as well as the AccuraOnline E-commerce application. “The Print MIS of choice for over 600 printers worldwide.”

A wholesale supplier of specialty envelopes, cardstock, folders, cards and pouchettes, Announcement Converters is displaying over 100 new products that have been recently added to its product lines. This includes new papers and colours, as well as its new focus on heavyweight papers of up to 165 lb cover. The company also highlights its new partnership with FedEx. “Unleash your creativity.”

At Graphics Canada, Bard is demonstrating its database-driven Graphics Manager software designed specifically for the printing industry since 1995. All of Bard’s management products are bundled with FileMaker Pro database software for both Windows and Apple platforms.

Agfa Canada

At Graphics Canada, Agfa is highlighting two of its newest inkjet systems, including the :Anapurna M2050 hybrid printer, with a white-ink option; and the Jeti 1224 HDC FTR, with production speeds of 500 f 2/hr. In August, Agfa introduced a new, field upgradable Flatto-Roll (FTR) option for the 126 x 79-inch :Jeti 3020 Titan, which reaches a maximum speed of 1,000 f 2/hr and a top resolution of 1,200 dpi. At the show, Agfa is also demonstrating its recently launched :Apogee 7.1 software suite.

Avanti Systems

At Graphics Canada, Avanti is demonstrating its new integration into Ultimate Technographics software, as well as its recent JDF certification for Print MIS to Prepress. Avanti has also expanded its Application Programming Interface library and is launching two new services at Graphics Canada: Avanti CRM Automated Lead Management and Automated Proof Tracking to speed up proofing approvals.


BCT is a wholesale printing network of more than 60 locally owned and operated shops across North America, as well as the Website for print brokerage. BCT claims to have processed over four million orders for more than 20,000 corporate clients through print brokers. The network specializes in short- to medium-run printing of stationery products in spot colour – flat or raised thermography ink – and four-colour process and toner-based print. “More options, greater printing solutions.”

Brausse Group

At Graphics Canada, Brausse, a global equipment manufacturer for the converting industry, is highlighting its new 106CE flatbed die cutter, as well as the 1050FCA. Described as a versatile foil stamper, the 1050FCA is designed to optimize foil usage because foil-stamped images can be laid out with no limitation of foil-pulling direction – either along or across sheet running directions. Many of Brausse’s facilities are ISO9001:2000, CE and/or CSA certified. “Best value versus performance.”

Caldera Systems

At Graphics Canada, Caldera, which has developed RIP technologies for the past 18 years, is highlighting the colour management tools within its production software packages. This includes the company’s new initiative with software for inkjet printing on textile medias, Print-tocut workflows, and ICC profile creation.

Canadian Metal-Ad

Canadian Metal-Ad specializes in the in-situ repair of damaged plates, blankets, impression cylinders, CI drums and rolls of all types, for more than 22 years. The company employs what it describes as a unique precision metal deposition process that is completely mobile, allowing technicians to permanently repair cylinders in press without the need for large-scale equipment or major press disassembly. Canadian Metal-Ad is ISO 9001-2008 certified.

2011 Exhibitors • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

3 L Display 4over (page 16) Access Imaging Accenta Display Accura MIS (16) Advantage Graphic Supplies Agfa Canada (16) AKR Consulting Canada (16) All Graphic Supplies Announcement Converters (16) Anstey Book Binding APD Printing ArtSoft Expo Solutions ATS Tanner Banding Systems Avanti Systems (16) B & R Moll (16) Bard Business Solutions (16) BCT (16) Big Stock Boss Logo Print & Graphics Brausse Group (17) Bunting Magnetics Caldera Systems (17) Cambridge Label Canada Post Canadian Metal-Ad (17) Canadian Printing Industries Sector Council (18) Canadian Signcrafters Supply Cascades Case Paper CiMa-Pak (18) CCM Die Supply (18) Central Die Supplies (18) Cheelo Graphics Creativity International Deco Labels & Packaging Design Edge Canada Die Supply Guys Dixie Reproductions (20) Docket Manager (20) Dolphies Promo Group Canada Draabe Humidification (20) Duo Display (20) Duracut Durst Image Technology (18) Echolites E. L. Hatton Sales (20) EM Plastic EngView Systems Epson Canada (18) Ernest Green & Son (20) EskoArtwork (20) E Z Trade Signs/Mr. Signs (23) Factor Forms

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

(Featured exhibitors highlighted)

Fastar Printing Flagship Courier Solutions Formax Fotolia Francotyp Postalia Canada Fujifilm Canada (22) G.T. Specialties GBC Canada (20) Globalink Imaging (20) Glue Dots International Graphic Arts Magazine Graphic Monthly Greenflow Environmental Services GTI Graphic Technology (22) Gyford Productions (22) Have Our Plastic (HOP) Heidelberg Canada (23) High Print Imprintor/Badge-A-Minit Indel Davis Insource International Binding & Laminating Systems (23) J & J Manufacturing Jasdi Magnetics (Canada) Co. Jilca International (22) Jelly Labels (23) KBR Graphics (24) Keng Seng Enterprises (22) Konica Minolta Canada (24) Lumapix Macaron manroland (23) Maxmedia Graphic Supplies Metafix (22) Millenium Printing ML System (23) Muller Martini Canada (24) MultiCam Canada (25) Multiple-Pakfold Business Forms (24) ND Graphics (24) Neo Tech Industries North American Euro Products Océ Canada (Canon) (25) Online Print Solutions Paulymark (Au Vetement du Livre) Pearson Canada PEFC Pressdown Services (24) Presstek Prime UV Equipment Primera Technology (25) PrintAction (25) Printer’s Parts & Equipment PrintLink (25)

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

Prisme Technologies Proveer Quality Displays (26) QDE Displays and Exhibits Ram Imaging Products (25) RGD Ontario Reveal Marketing Ricoh Canada (25) Riso Canada (25) Robert E. Thistle (25) Rochling Engineering Plastics Rollem International (27) RS Canada SAM Ink-Canada (Dot4Dot) SGS Scube Graphics Shelf Talkers Manufacturing Shutterstock Simple Signman (26) Sina Printing (26) Sinclair Computer Forms (26) Sign Media Canada Spectracolor Trade Printing South Asia Plastics Group Southwest Binding System (26) Spaark Surgically Clean Air Sustainable Forestry Initiative Sydney Stone (26) SPC Canada (26) T.A.S. Films Teckmark Label Systems Tembec Terry C. Stapley The DFS Group PaperlinX Canada The Drafting Clinic Canada (27) The Drawing Centre (27) The Printing Klub Therm-O-Type Corp. Tiimports T. G. Graphics Toronto Public Health (ChemTRAC) Ultima Displays Canada (26) Unigraph International Unisource Canada (26) Value-Rite Vertex Graphic & Business Equipment (26) Vistek (27) VPF Waste Wingenback Worden Insurance & Financial World of Tape Xerox Canada (27) Zund Canada (27)


Epson Canada

At Graphics Canada, Epson is exhibiting the Epson Stylus Pro GS6000, which the company describes as “the fastest 64-inch wide, roll-to-roll printer in its class.” Epson will also debut a new solvent-based ink designed to address environmental and health concerns. On the show floor, Epson is also highlighting the Stylus Pro 4900, Stylus Pro 3880 designer edition, and its computer-to-plate system called Stylus Pro 7900. “Exceed your vision.”


Canadian Printing Industries Sector Council

CPISC is a human resources-focused organization that assists employees and employers in Canada’s related printing industries. At Graphics Canada, CPISC is hosting two seminars, called Is Your Company Print-Ready and HR Tools for Succession. The organization also highlights its new online HR Toolkit, as well as various Skill Standards and reports. “People in print.”

CCM Die Supply

At Graphics Canada, CCM Die Supply, also known as Channel Creasing Matrix, is highlighting its expertise in troubleshooting die cutting problems, such as nick breakage, angel hair, dusting, feathering, and cracking. The company, one of the few creasing manufacturers based in North America, has focused on ways to enhance the folding of die-cut products since 1964. CCM manufactures three styles of matrix, as well as stainless steel shim tape and cutting plate cleaner. “Our business is in creasing; let us increase yours.”


At Graphics Canada, CiMa-Pak, which supplies shrink-wrapping, poly-bagging, paper-counting and tabbing equipment, is highlighting the Countwise Paper Counter and the Shooter Tabber developed by US Paper Counters. (Robert Wagner, one of the principals of US Paper Counter, is participating in the show.) CiMa-Pak product lines are primarily geared toward the direct-mail sector and small- to medium-size printers. “A unique packaging company.”

Central Die Supplies

Central Die Supplies is a supply and distribution company of industrial products to the Canadian market. At Graphics Canada, the company is highlighting the support provided by its national field technicians and facilities with warehousing in Montreal and Toronto.

Durst Image Technology

At Graphics Canada, Durst is highlighting its Rho line of large-format, UV-based inkjet printers. This includes the Rho 1000, 900, 800HS, 800 Presto, 750HS, 500R, and 320R models, as well as the Rhotex 320. “The industrial inkjet specialist.”

Rho 1000


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E. L. Hatton Sales

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E. L. Hatton supplies banner finishing products for signage and display production. At Graphics Canada, ELH is introducing the Banner Ups PowerTabs DIY Banner Making Kit, which is designed to reduce banner-finishing costs, as well as introducing its Banner Ups MegaTape, described as “super strong banner hem tape.”

At Graphics Canada, GBC is demonstrating the recently introduced Magnapunch 2.0. This tabletop paper punch features GBC’s proprietary edge detection technology, as well as tools to speed up set-up and changeover times with custom and odd-size applications. Also at the show, GBC highlights its new partnership with Canon, based on product packages, to integrate large-format printing and finishing techniques like laminating and mounting. “Printing transformed.”



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Duo Display

At Graphics Canada, Duo Display of France is highlighting its recent merger with another exhibit-display company called POP Displays of Canada. Both entities provide selling tools, in-house manufacturing and wide-format printing. At the show, Duo Display is also highlighting its tension fabric modular display system, Panoramic, as well as Duo.Xpressions. The company also develops all-in-one portable kits called Hello.Set and Hello.Xpress. “Image Carrier.”



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At Graphics Canada, DocketManager is demonstrating its Web-based job tracking system, called DocketManager. The system is designed to manage customer databases, schedule traditional mailing or email marketing campaigns, create quotes, place orders, and ultimately follow jobs/dockets through a production workflow. The software can also be used to track sales, control receivables, generate status reports, monitor and maintain inventory levels, schedule maintenance routines, and create storefronts for clients. “Always connected.”

Ernest Green & Son

Magnapunch 2.0

Draabe Humidification

At Graphics Canada, Draabe is exhibiting an operating humidification system designed specifically for printing companies. According to Draabe, its systems feature a complete hygienic design, patented titanium nozzles, silent and drip-free operation, and low energy consumption. The water treatment process of the system is designed to not leave scale deposits in pipes or mineral dust in the air. “Success is in the air.”

Globalink Imaging

At Graphics Canada, Globalink is showcasing its 2012 production line, including the Flexhibit modular display system based on twist-and-lock components. At the show, the company is also highlighting its distribution of Frontline Systems Flexikrome products. “Your display professionals.”


At Graphics Canada, EskoArtwork is demonstrating its 3D design and production software called Studio Toolkit for Shrink Sleeves, which won a 2011 InterTech Technology Award. The company is also featuring its i-cut Suite and Kongsberg finishing tables. “The clear choice.”

At Graphics Canada, supplier Ernest Green is demonstrating 10 pieces of equipment including several large-format machines like the HP FB500 UV, HP LX850 and L25500 (with latex inks), as well an Oki label printer. At the show, the company is also exhibiting EskoArtwork software and the iXL 24 i-Cut cutting system.

Studio Toolkit GUI


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GTI Graphic Technology

At Graphics Canada, GTI Graphic is highlighting its Graphiclite lighting systems, including a line for large-format viewing. The metal wall-panel system – allowing for vertical inspection – is available in custom sizes up to a maximum of 4 x 8 feet. The panels, each fitted with four magnets, are neutral gray (Munsell N8).


At Graphics Canada, Metafix is highlighting its Developer Recycling System designed to reduce CTP developer consumption. By filtering the operating developer, this system keeps the processors developer tank cleaner and, therefore, increases the amount of plate throughput between cleanings. The company is also highlighting its Fountain Solution Control system, which includes access to the MetaTrax database, to monitor conductivity, pH, temperature, water, and concentrate volumes during press runs. “It is only waste if it is wasted.”

Gyford Productions

Gyford manufacturers aluminum and stainless-steel mounting components and displays, called Gyford StandOff Systems. The company provides products with wire suspension, EZ Rod, and custom colours and finishes, as well as internal designers to assist in display creation. “Bring your designs to life.”

Jilca International

In business for over 20 years, Jilca supplies and services tradeshow display products across North America. Its product lines include portable displays, EZTruss systems, banner stands and tradeshow accessories, as well as dye-sublimation fabric printing. The company provides marketing, printing and graphic design services.

Keng Seng Enterprises

At Graphics Canada, the Pantone distributor Keng Seng highlights the PANTONE PLUS SERIES. The system addresses colour accuracy and specification – in both spot and process – colours, including applications in packaging, web display and digital design. PLUS SERIES preserves all of the colours of the previous PANTONE MATCHING SYSTEM, while adding 566 new colours – 224 new spot colours, 300 metallics and 42 neons. Keng Seng has offices in Montreal and Mississauga.

Acuity LED 1600

Fujifilm Canada

At Graphics Canada, Fujifilm is exhibiting its new Acuity LED 1600 wide-format printer. Based on an inkjet LED-UV design, Fujifilm describes the Acuity LED 1600 as a versatile, entry-level system. Also at Graphics Canada, Fujifilm is running its wide-format Acuity Advance HS printer designed for high-speed production, as well as the associated Kongsberg i-XL24 finishing system. In terms of software, Fujifilm is demonstrating XMF, CGS Oris, ColorGATE Production Server, and Web-to-print applications, as well as the company’s pressroom consumable products. “Road to profitability.” 22 • PRINTACTION • OCTOBER 2011

ML System

Mr. Signs

At Graphics Canada, ML System, a manufacturer of high-pressure humidification systems, is showcasing its technology with ceiling and wall mounted heads. The company’s stainless steel products combine a fan with the fog nozzles set in a circular pattern, which enables 360 degrees of exposure. The pump unit consists of a high-pressure Danfoss pump that is oilfree water lubricated and covered by warranty for 24,000 working hours.

At Graphics Canada, Mr. Signs, which is also run under the name of EZ Trade Signs, is distributing new product catalogues and price lists for the upcoming year, as well as life-size guitar cut outs made with its Kronsberg i-Cut system. The company is focusing on supplying large-format signage to small- and medium-sized print shops across Toronto and Southern Ontario. “Yes, you can sell signs.”


Sharing a booth with distribution partner B & R Moll, manroland is focusing on its recently introduced ROLAND 700 HiPrint HS (High Speed) press. The 40-inch, sheetfed press is rated for a maximum run speed of 18,000 sheets per hour. In addition to its PRINTVALUE portfolio of services, manroland is also discussing its developments in the packaging sector, including the ROLAND 900 XXL with perfecting capability. B & R Moll is displaying the Moll Marathon folding system. ROLAND 700 HiPrint HS

International Binding & Laminating Systems

At Graphics Canada, International Binding is showcasing various perfect binders for hard and soft cover books, as well as a new 17.75-inch stack cutter – part of a line with a size range from 17 to 54 inches. Also on the show floor, the company features its new 24-up, full-bleed Therm-o-type business card slitter, as well as its FastBack line for photo-book production. International Binding also carries products from Akiles, Banner, Bryce, ChannelBind, CP Bourg, Daige, Dry-Lam, Duplo, Drytac, Dura Products, EMSeal, General Graphics, GHL, Ideal MBM, Ledco, Maping, Minipack, Neschen, Protect-All, PDI, Powis Parker, ProBind, RB Sun, Renz, Standard, Tamerica and Unibind.

Jelly Labels

At Graphics Canada, Jelly Labels is launching its LogoTilez branded labels. Catering to small-business owners, these domed labels can be ordered – for the first time – in format sizes as small as 50 square inches. The domed labels are available by the sheet in either 1 x 1-inch or 1 x 2-inch sizes. “LogoTilez, make use of your logo.”

Saphira Ink

Heidelberg Canada

At Graphics Canada, Heidelberg highlights its new distribution agreements with Ricoh, beginning with the Pro C901, and EFI, including the large-format VUTEk printers. The company is discussing the Speedmaster XL 145 and XL 162 VLF presses, as well Varimatrix die cutters and Diana foldingcarton gluers. At the show, Heidelberg is also focusing on flexographic plates from Kodak and Asahi. The company also highlights its Saphira consumable lines with inks and coatings. It is also demonstrating colour management, Web-to-print and business management software. “HEI Flexibility.”


ML System is a manufacturer of High Pressure Humidification for Printing Industry. ML is the original high-pressure system to combine a fan with the fog nozzles set in a circular pattern, enabling 360° of exposure. This design will ensure quick and even distribution of the humidity throughout the space with no risk of wetting. Also because of the distribution fan, the system can operate in spaces with low ceiling height.

ML System a/s 5910-146 Greensboro Drive, Mississauga, ON, L5M 5Z6 T: 905.785.7531 E: OCTOBER 2011 • PRINTACTION • 23



Konica Minolta Canada

At Graphics Canada, Konica Minolta is demonstrating the bizhub PRESS C8000, which recently became the first toner press to receive IDEAlliance Digital Press Certification. In addition to the C8000, Konica Minolta also showcases its C70hc and C6000L machines. The four colour C70hc prints with a High Chroma toner, designed to produce a wide colour gamut. Konica Minolta describes the C6000L an ideal entry-level production machine. “Count on Konica Minolta.”

• Three Didde Webs • 5-colour, 26” Komori • 6-colour, 40” Komori • Two Jet Envelope Presses • Digital Printing • Two AB Dicks • Bindery • Pre-Press • Direct-to-Plate

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At Graphics Canada, ND Graphics, which supplies and services large-format technologies across Canada, is demonstrating Agfa’s direct-to-substrate (UV) flatbed printer. The company is also demonstrating the Aristo Digital flatbed cutters, which are manufactured in Europe. At the show, ND Graphics is also showcasing its consulting capabilities with large-format applications and materials.

At Graphics Canada, Muller Martini highlights its VSOP printing unit. This weboffset technology is primarily designed for label printing and packaging. The company is also focusing on its Sigma Trimmer for the high-quality finishing of work produced on toner presses. The system, with a 3-knife trimmer, can handle oneoff book production. At the show, Muller also highlights its MMServices program organizes into seven categories of training and machine maintenance. “Grow with digital, packaging and MMServices.”

Pressdown Services

At Graphics Canada, Pressdown Services (PDS) is demonstrating the DigiXpress system for producing 4-colour envelopes, as well as the DigiUltrabind, which is a floor model perfect binder for books production. In addition to various tabletop folders, Triumph cutters and Royal Sovereign laminators, PDS is also displaying bookbinding products from its Akiles Wire, coil and cerlox lines. The company is also highlighting a metal, chemistryfree CTP system from Glunz, as well the Kimoto 410 polyester system. “Your print and print finishing solutions providers.”

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Self described as Canada’s largest tradeonly forms manufacturer, Multiple-Pakfold is organized into three divisions, including: MP Short Run, which produces snap-sets and cheques within fourday turnarounds; MP Label, which handles six colour printing and formats of up to 11 x 22 inches (500 dies in stock); and Multiple-Pakfold Business Forms, which handles long runs of forms and snap-sets, as well as products like MP LaserCard, form/label combinations, wraparound books and register forms. The company recently upgraded its bindery with new folding, padding and shrink-wrapping machines. “Multiple-Pakfold in 3D.”

Muller Martini Canada

Tel: (905) 780-8680 Fax: (905) 780-8682 E-mail:



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61-556 Edward Avenue Richmond Hill, Ontario L4C 9Y5

At Graphics Canada, KBR is exhibiting the recently launched (June 2011) MGI Meteor DP8700 XL press, which is described as a four-colour, multi-substrate suitable for diverse productions floors, such commercial printers, in-plants, plasticcard manufacturers, book printers, government operations, and photo printers. KBR is also featuring equipment from Standard Horizon, including the BQ-270 perfect-binding system for short-run book production. The company is also highlighting the vertical VAC-100 air-suction collator, with the SPF-200A/FC200A unit and off-line HOF sheet feeder. Meteor DP8700 XL


MultiCam Canada

Primera Technology

At Graphics Canada, MultiCam is demonstrating its Digital Express cutting machine, engineered to provide features traditionally associated with X/Y/Z cutting systems. The MultiCam Digital Express is designed for high-speed registration, routing and cutting within a sheet-fed or conveyor cutting platform.

At Graphics Canada, Primera is highlighting its CX1200 press, which is based on a laser engine for full-colour label production, as well as the FX1200 finishing system, designed to produces rolls of finished labels from narrow-web output devices like the CX1200. Primera also develops the LX-Series label printers and the AP-Series label applicators.

Océ Canada (Canon)

At Graphics Canada, Océ is exhibiting its new Arizona 360 GT flatbed system. The largeformat, UV inkjet printer reaches an express-mode speed of 35 square metres per hour. At the show, Océ is also demonstrating its ProCut 2500L system, running Onyx software, as well as various Océ and Canon products employing Prisma workflow software. “All roads lead to Arizona.”

360 GT



At Graphics Canada, PrintAction magazine highlights the 50-year anniversary of Youngblood Publishing’s news coverage of the Canadian printing industry. In addition to hosting the Canadian Printing Awards gala on the first night of the trade show, PrintAction is also highlighting its production of this year’s Graphics Canada Show Guide, as well as its monthly publication. “Canada’s graphic communications magazine.”

At Graphics Canada, PrintLink is discussing its professional placement programs that are specifically designed for related printing industries. With offices across North America, including a location in Greater Toronto, PrintLink provides permanent placement for senior and middle management, as well as technical professionals.

Ricoh Canada

At Graphics Canada, Ricoh is exhibiting its recently released Pro C651EX production system, with a printing speed of up 65 colour pages per minute, and Pro C751EX, with a speed of 75 colour pages per minute. Using Ricoh’s PxP toner, the Pro C751EX series reaches a top printing resolution of 1,200 x 4,800 dpi, while handling print media from postcard-size to 13 x 19.2 inches, at weights between 52.3 to 300 g/m2. At the show, Ricoh is also focusing on software applications for print-for-pay, CRD and corporate inplant environments. “Think production. Think RICOH.”

Ram Imaging Products

Now in its 23rd year of business, Ram Imaging supplies and services large-format printing technologies, including partnerships with HP, KIP, Contex, Summa, Seal, Royal Sovereign, Neschen, Hexis, Value Vinyls and Onyx. At Graphics Canada, Ram Imaging is exhibiting the HP DesignJet L25500, featuring HP’s Latex Ink technology, HP DesignJet Z6200, for reproducing high-quality graphics, and the Summa Cut Series vinyl cutter.

Robert E. Thistle At Graphics Canada, while sharing its booth with On Demand Machinery and C.P. Bourg (distributed in Canada by Thistle, Canadian Printing Equipment, and MD International), Thistle is demonstrating an end-to-end solution for both soft- and hard-cover bookbinding. At the show, the company is highlighting C.P Bourg’s BB3002, BB, BSTE and BSF finishing models, as well as case-making, sticker casing, die cutter, and smasher spine technologies from ODM. “Hard cover and soft cover book binding made easy.”

RISO Canada

At Graphics Canada, RISO is exhibiting its ComColor series of toner printers, including models 9050, 7050, 7010, 3050, and 3010. The top model in the series reaches a speed of 150 colour pages per minute (ppm). The company rates the ComColor series, which can be integrated with an optional 40 ppm scanner and multifunction finisher, for a monthly duty cycle of 500,000 pages. RISO also highlights its MZ1090 single-pass, twocolour duplicator, with a speed of 150 pages per minute and two-color printing with 600 x 600 dpi imaging and printing capabilities. OCTOBER 2011 • PRINTACTION • 25

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At Graphics Canada, Sydney Stone is exhibiting on two booths, including one with new finishing equipment from Morgana, Duplo, EBA, Triumph, Akiles, Bostitch and Challenge, and a second booth dedicated to the company’s reconditioned equipment and services. At the show, Sydney Stone is highlighting the smart-screen-driven Morgana DocuFold Pro and the new Duplo DC 10/20 collating tower, which connects to Duplo bookletmakers like the entry-level DBM 120, mid-range DBM 350, and high-end DBM 500 systems. The company is also celebrating its 60th anniversary with a Saturday 1:00pm cake cutting. “Giving meaning to expertise.”

Honouring Canada’s leading printing companies and executives

Duplo DC 10/20

Sina Printing At Graphics Canada, Sina, which operates in the trade-printing marketplace, is highlighting its 2-year-old SinaLite division, which is built around an online business portal. Through drop-down menus, the SinaLite Website provides production options for common businesses products like business cards, brochures, flyers and postcards, as well as marketing products like magnets, banners and corroplast signs. “Your trusted trade printer with the lowest prices in Canada.”

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At Graphics Canada, Southwest highlights its exclusive distribution of the new PDI Rhin-O-Tuff SW 7650 Power Punch. With a new gunmetal exterior, the 7650 Power Punch is designed with the same features as the 7000 model, while also including the 7700 motor. Southwest is also featuring the TB1000 tabletop perfect binder, which the company describes as its best-selling perfect binder. “Documents bound for success.”

Simple Signman Inc.


SPC Canada

At Graphics Canada, SPC, which supplies stocked plastic coil, is focusing on its new SP-Coil program, which includes a range of colour plastic coil for the binding of books and presentations. The company is also highlighting a coil inserter and its line of punches, including manual one-, twoand three-hole punches designed to cut 70 to 300 sheets. SPC also carries electrical models that can drill up 1,000 pages.

At Graphics Canada, Sinclair, which operates in the trade-printing marketplace, is showcasing its range of snap sets, continuous forms, cheques and cut sheets. The company, based in Hamilton for the past 25 years, also highlights its directmail services, graphic design, and CTPdriven prepress capabilities. Sinclair is an FSC-certified printing manufacturer.

Ultima Displays Canada

At Graphics Canada, Ultima, a division of the P3 Group, will highlight its modular and portable display systems. In particular the company is discussing its 2010 initiative to expand its graphics department with an eco-solvent printer and dye sublimation systems for producing wide-format, fabric-based graphics. “Portable marketing solutions.”

Unisource Canada

At Graphics Canada, Unisource is demonstrating several of the products it distributes across the country, including the Océ ColorWave 600, HP Z6200, HP L25500 Latex, C2S Proofer, Epson GS6000, Graphtec FC8000 Cutter and a Seal EL-54 Laminator, as well Expolinc display systems and Neschen print media. The company is also presenting its eCommerce platform and sustainability practices. “Customer solutions in a global market.”

Vertex Graphic & Business Equipment



Quality Displays focuses on portable display products, including its pop-up trade show displays, banner stands, counters and literature stands. At Graphics Canada, the company is exhibiting its Q-VuSion Multimedia Projection System, which was introduced one year ago.

Featuring Event Host

Dianne Buckner

Sinclair Computer Forms


Quality Displays


At Graphics Canada, Simple Signman, in business since 1969, is exhibiting new magnetic technologies for inkjet printers, including MagneCote biodegradable magnetic paper, flexible strip extrusions and permanent magnets. At the show, Simple Signman is also providing its new 2012 price lists. “It’s what our clients’ value. It’s what we add.”

At Graphics Canada, Vertex, a printingequipment supplier based in Western Canada, is highlighting various Duplo systems, including the DP-U950 air feed system. In cooperation with distributor – and neighboring exhibitor – Sydney Stone, Vertex is also highlighting Morgana finishing systems. In addition to Duplo and Morgana, Vertex also distributes Challenge, Baum, Astro, Kompac, Drylam, Mitsubishi and Ideal products in Western Canada.


Rollem International

At Graphics Canada, Rollem is launching its 2D Mini Mailstream Finisher with bi-directional slitting, scoring, trimming and perforation capabilities. According to the company, the 2D Finisher is well suited for photo card, greeting card, and postcard applications. At the show, Rollem is also highlighting its CHAMPION II system for slitting down sheets of postcard or business-card products, as well as the MAILSTREAM system to create mail-ready products via an uninterrupted production stream. “Hello Canada! Automating print finishing with Rollem.”

The Drafting Clinic Canada

At Graphics Canada, The Drafting Clinic, which supplies wide-format-imaging technologies, is highlighting products from Canon, Contex, Seiko Teriostar and Mark Bric. This includes machines designed for both indoor and outdoor work, when printing on banner, photo, art, vinyl, technical and fabric materials. The company also supplies hybrid wideformat systems with scanning, copying and printing capabilities. “Customized multi function solutions.”

The Drawing Centre

At Graphics Canada, The Drawing Centre (TDC) is exhibiting Seiko Infotech’s ColorPainter W-64s wide-format printer, which uses the company’s new IX Inks. Seiko Infotech’s new inks are described as being lowsolvent, with low odour and no hazardous air particles (HAPs). TDC is also exhibiting Seiko Infotech’s new Teriostar LP-1030, which includes an integrated network controller and TerioStation (a PC-based software suite), as well as automatic roll paper width detection, dual output slots, touch-

Zund Canada

panel control, and user-replaceable cartridges. At the show, TDC is also highlighting the Web-ready HP DesignJet T2300, which, in addition to printing, scanning and copying, allows for mobile printing through HP ePrint & Share.


At Graphics Canada, Vistek, which distributes professional-imaging supplies, is highlighting DSLRs, medium-format camera systems, professional HD camcorders, and inkjet printers, as well as systems for on-location audio and lighting. Within its market, Vistek describes itself as Canada’s largest rental operation. “It’s all about the image.”

Xerox Canada

At Graphics Canada is exhibiting the new 770 Digital Color Press designed for producing between 20,000 and 75,000 pages per month, while reaching a top speed of 70 pages per minute. Xerox is also exhibiting the recently introduced DocuColor 8080 (80 pages per minute), as well as the ColorPress 1000 and Color 560. “Ready for real business.”

At Graphics Canada, Zund is exhibiting the new Zund G3, which the company describes as system with the ability to through cut, kiss cut, shape cut, square cut, crease, perforate or rout without the need for purchasing a custom die. The machine, which employs a conveyor system for continuous feeding and cutting, works with roll and rigid materials up to two inches thick. As well, the Zund colour camera system is designed to cut or crease any shape, while providing registration marks through pre-mask. This permits through or kiss cutting of pre-masked rolls.

Zund G3



Ward Continued from page 15

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It has set up a Web-to-print portal in collaboration with chocolatier Thorntons. A customer can go to the Thorntons Website and personalize a gift box of chocolates, selecting the flavours and styles and uploading an image and personal message. The program has been a huge success, running at 3,500 boxes each week leading up to Christmas, 1,000 in the week ahead of Valentineâ&#x20AC;&#x2122;s Day. The â&#x20AC;&#x153;create your own chocolate boxâ&#x20AC;? promotion continues to be a key part of the Thorntons e-commerce offering. While more sophisticated than many examples, the use of quality packaging to make a product stand out is a sweet spot for digital printing. Xeikon has been a leader in digital print for packaging and says that confectionery is ideal. â&#x20AC;&#x153;It allows bakers to create boxes that are branded with their store and that are versioned for special days, Motherâ&#x20AC;&#x2122;s Day, Easter and so on. They are selling a premium product so the price of the carton is less sensitive,â&#x20AC;? says Filip Weymans, Business Development Manager for Xeikon. At drupa 2008, Xeikon had shown its technology in combination with a finishing line developed by StoraEnso for producing CD and DVD packaging inline. While the product never took off, arriving at the same time that CD sales plummeted in favour of downloaded entertainment, StoraEnso has continued to market the Gallop line but in conjunction with Xerox. One such system is now installed at pharmaceutical printer Goldprint in Belgium. â&#x20AC;&#x153;Pharmaceutical is a big driver of digital packaging,â&#x20AC;? Weymans continues, â&#x20AC;&#x153;helped by changes in legislation that drive companies to short-run production.â&#x20AC;? A United States-led proposal that every pharmaceutical pack is to be personalized to the patient has been dropped, but traceability to overcome counterfeiting remains a driver of digital production. However, while pharmaceuticals have always been high on the prospect list for conversion to digital, and a number of pharmaceutical carton printers installed digital presses, these were soon found to be unable to deliver the colour quality needed. The print resolution fell short of that needed to reproduce the curved text and logos that litho had no problem with.

Project to go ahead

There is now renewed interest in digital printing for packaging. Simon Tokelove, head of asset management at Chesapeake, a global carton producer, says: â&#x20AC;&#x153;Chesapeake has pioneered alternative technologies and processes as run lengths and order sizes have declined. Digital printing is challenging conventional printing for certain applications but it remains restrictive in terms of print format, productivity and finishing options. â&#x20AC;&#x153;The adoption of digital technology for packaging is moving closer as manufacturers offer improved machine formats and higher print productivity. However, more widespread adoption requires further developments in finishing technologies and a different way of thinking about the supply chain,â&#x20AC;? continues Tokelove. â&#x20AC;&#x153;We have already invested in digital systems for labels and are now actively reviewing end of line applications. As a result, we expect to offer our customers a fully integrated, digital carton solution within a year.â&#x20AC;? The breakthrough, according to Weymans, has come with better print resolution, in Xeikonâ&#x20AC;&#x2122;s case stepping from 800 dpi to 1,200 dpi, allowing digital presses to reproduce the smooth curves on text and corporate logos. One of the key customers following this step forward became Odyssey Digital Printing in Tulsa, Oklahoma. Xeikon pointed Achushnet toward this company when it asked the press supplier about how to print short runs of golfball packaging. Each sleeve can hold three balls and eight years ago could only be ordered in batches of more than 1,000. With the switch to digital printing, this has changed. Now a golf course can order balls that carry the courseâ&#x20AC;&#x2122;s name and can sell balls that are branded to suit corporate golf day events or competitions â&#x20AC;&#x201C; â&#x20AC;&#x153;Itâ&#x20AC;&#x2122;s the kind of application that a creative print business can develop for the packaging market.â&#x20AC;? Supply-chain solution

Traditional packaging printers are not used to dealing with the small numbers that digital offers, again providing an opportunity for new entrants to the sector. One of these is Mediaware Digital in Ireland, which has a Xerox press connected to a Stora Enso Gallop finishing line. (See PrintAction February

DIGITAL PRINTING 2011 for a complete article on Mediaware’s toner-based packaging efforts). It produces personalized packaging for Microsoft, adding a customer name to each carton and printing only when an online purchase is made. Director Noel Candon explains: “Microsoft needed to address a supply chain problem. Now they only supply goods to order, and we print on demand. The quality is consistent, better than litho, and we have never had an issue even though we have printed thousands of boxes for them.” Digital production, according to Candon, allows his customers to expand into markets that they could never have tackled previously because of the high minimum orders demanded by traditional printers. He says: “One company we deal with had never sold outside of Switzerland, now we print in 22 languages for them using digital presses. “In the smaller accession countries to the EU, they want to read packaging in their own language. A carton printed in Russian will not be acceptable in Eastern European countries. Digital lets us print in the 28 EU languages, in regional languages like Catalan for Spain, and to cope with changing ingredient lists.” The iGen4 prints at 2,200 sheets an hour with perhaps six cartons per sheet, giving reasonable production capability, provided the product size is restricted because one of the biggest limitations to digital print taking larger shares of the packaging market has been format size. This is less of an issue with the web-fed Xeikon, similarly for the web-fed versions of the Indigo, which have made a huge impact in labels and which the company aims to repeat in carton and flexible packaging. HP’s ElectroInk technology has proven that it can handle a wide range of substrates through the web-fed label presses. “We see the opportunity in pharmaceutical, in test marketing and for event based marketing where specialist and custom versions of packaging are needed,” Bar-Shany explains. “We think that the format is wide enough for most applications, so we think that there’s a sensible opportunity and that digitally printed packaging is today where labels were a few years back.”

pany’s Kongsberg cutting tables are frequently matched with presses in digital carton lines, either as inline or near-line configurations. “The structural design can be sent to the cutting table and the process can be automated and left to run, from a feeding pallet on one side to delivery on the other. That’s already happening and can be done if the industry moves to larger formats. “Where the job is about adding variable content to a standard box, a line like the Stora Enso Gallop is ideal, but where a company is producing lots of different formats then a digital finishing device is needed. That is already happening in the corrugated sector, where we are cutting out unique shapes for point-of-sale displays, where the cost and run length does not allow a die to be made.”

The finishing question

The future is short

At the same time, HP is looking at how to deliver the wider formats that flexible packaging printers are used to working with. It is also partnering with companies supplying finishing equipment. Bar-Shany names German platen producer Kama, provider of B3 systems, which has adapted its platen to work with digital print. But it faces competition from others who also see that digital packaging will require innovative finishing systems. One of these is Israeli start-up Highcon, which is developing a system called Direct to Pack. There are no details as yet, other than this system will operate without a conventional die, will have zero set up time, and will be a transformational technology for the folding-carton sector. Others are working with lasers to cut out blanks in fractions of a second, but there is always a need to balance the thickness of the board and the power of the laser. The potential of the market will continue to drive developments. “A solution for digital packaging has to be about much more than just printing,” says Bar-Shany. Jef Stoffels, Director of Corporate Marketing at EskoArtwork, would agree. The com-

The drive is toward ever-shorter production batches. This suits the needs of marketing departments in the consumer product companies and it suits the needs of their corporate social responsibility programs because shorter runs mean less waste and a lesser environmental impact. Consumers in smaller countries do not want to see the same packaging as a customer in North America, but want to buy something in their own language with imagery that fits their lifestyles. All this drives towards tighter supply chains with shorter print orders. Digital print technologies, both toner and inkjet based, are perfectly placed to satisfy these demands, but digital will not have everything its own way. Other technologies and production techniques can also deliver shorter production batches. What is clear is that old-style presses and old-style management is not going to be enough to satisfy the many changes underway in the packaging industry.

Kongsberg i-XE54

Inkjet is starting to make an impact here where small batches of outer casings can also be used to carry promotional messages to tie in with special events. Sun Chemical has had a single pass inkjet machine as a replacement for flexo printed corrugated in beta and can expect to end that development phase soon. Likewise Agfa is continuing to find packaging users for its :Dotrix inkjet press. By drupa 2012, many separate lines of development will be coming together, drawn by the fascinating and lucrative possibilities of transforming the printed packaging sector.

Gareth Ward is Editor and Publisher of Print Business Media and is regarded as one of the most knowledgeable print journalists in the UK. OCTOBER 2011 • PRINTACTION • 29



Howard Continued from page 12





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The Harris study also indicated how web-offset production was growing at a much faster clip than sheetfed, hitting annual growth rates of between 25 and 30 percent from a smaller install base. Harris was entrenched in both the sheetfed- and web-offset markets and in 1974 was widely recognized as the dominant supplier and largest printing machinery builder anywhere. In the late 1950s, Harris started making acquisitions outside of its traditional printing-machine sector, such as the purchase of Radiation Inc. from Melbourne, Florida. Electronic communications was seen by Harris as the gateway to further growth and the future. In retrospect, Harris was the first printing machinery builder to step into diversification and reinvention. During the early 1970s, very few 38inch multi-colour sheetfeds existed with more than five colour stations. In fact, less than 11 6-colour, 38-inch presses (most of Harris vintage) were operating in the market. A larger amount of machines in the 60- and 76-inch variety were installed, an environment fostered by both Miehle and Harris, while several smaller manufacturers chased what was left. During this period, a printer was either a â&#x20AC;&#x153;Miehle manâ&#x20AC;? or a â&#x20AC;&#x153;Harris man.â&#x20AC;? By January 1975, Harris, based largely on its watershed study, decided to discontinue making sheetfed presses and instead concentrate on Web offset. As illustrated by a company spokesman, it was no secret that Harris was unprofitable with sheetfed: â&#x20AC;&#x153;Thereâ&#x20AC;&#x2122;s a world of difference between making money operating sheetfed presses and making money manufacturing them.â&#x20AC;? Back in the 1970s, many countries outside of North America, particularly Germany and Japan, had much lower manufacturing costs than those experienced in the United States. The exchange rate of the time pushed those countries to export at much lower costs than Harris could make the equipment for. By 1972, Harris Corp. was earning almost half of its revenues in electronics and this segment was growing fast. Manufacturing sheetfed machines in the climate of the early 1970s, with new stringent rules around effluent containment and organized labour, created a North American mass exodus from industrial-production sectors, well beyond graphic-arts equipment. The continuation of sheetfed just did not cut it with Harris, even though its report clearly stated sheetfed printing was growing. This press-manufacturing environment allowed other makers, particularly Heidelberg, to cash in on the sheetfed vacuum â&#x20AC;&#x201C; propelling Heidelberg to unprecedented heights. Harris, meanwhile, pushed its web division to become the predominant supplier for everything from 8-page M-110s to the N series insert press. First Heidelberg, then Goss acquired ownership of the Harris Web division, which controlled the formidable M-Class machines (M-600) and the innovative â&#x20AC;&#x153;Sundayâ&#x20AC;? gap-less technology. (Original Harris engineering continues to make a significant impact on todayâ&#x20AC;&#x2122;s web-offset market.)


With successive purchases of PRD Electronics and RF communications, in its attempts at diversification, Harris had done the unimaginable and re-built itself into the highly specialized company we know today. It’s incredible to consider how this change was made while the company was on top of the press-making world. It all started with the Harris Brothers in Niles, Ohio, and their amazing story continues to this day. 2011 is the new 1974

This 1974 period of high fuel and labour costs, coupled with poor employment and consumer confidence numbers, hit the printing industry particularly hard, resulting in many hurdles to slow a business down. Just like today, an enormous amount of new ideas and technological development was changing businesses across all sectors, including the way in which printing companies operated their plants. But the 1974 outlook for printers remained tepid and caused a significant retraction on technology spend. This took several years to correct. The obvious erosion of printing materials, because of information moving to the World Wide Web, is clearly the biggest challenge facing printers today. Still, when one looks at the industry from 40,000 feet, the challenges facing printers in both 1974 and 2011 look very much the same. Certainly, not every printer today can adapt their shop into a Web-to-print storefront, even as some competitors seem to flourish under such strategies. The 1974 period saw many printing companies not wanting to alter or re-invest in their businesses. Many companies closed, but, much like today, I doubt most people considered the entire industry when describing its downward slide. Indeed, a great many printers grew extemporaneously in the mid-1970s, even if they were only guided by a need to adapt and survive by all – new – means necessary. Those prosperous 1974 printing companies found margins where there were none, and definitely this continues today, behind all of the doom-and-gloom scenarios painted about printing. In 1974, the difficulty of raising capital meant it was harder to move into new

higher productivity equipment. Most printers today face an equally frustrating finance environment, but there are some printers out there who are finding the monies and will become key catalysts for the printing industry in 2012. In short, people are capable of great things when the chips are down. With very little reason or hope that business would improve in 1974, an industry at large began to re-invent itself and prove the Harris report correct. These companies that were able to adapt would never revisit the old 1960s production model again. They employed faster tools, greatly reduced overhead costs, and – most importantly – leveraged high-tech tools to eliminate as much cost from their manufacturing processes as possible. Adaptation was the key to survival back then, as it is the key to survival now. The Harris Study, using data from the 1970s, also proved why printing continued to be a viable and necessary industry. If a report were to be commissioned today, the data and number crunching would be greatly altered, but I believe the resulting messages would be very much the same. Clearly, there are different hurdles affecting investment, but a 2011 printing company must continue moving with the times and grasp new technologies, or risk wasting away. Although Harris may have seen the future in electronics, the company also admitted to itself why it was not going to be able to compete in one area of printing machinery and chose to vacate. This thinking could easily happen again in 2012 as traditional manufacturers try to offset a lower production base with everything from consumables to digital machines. Unfortunately, just like a stock that’s plummeting in the market, none of these giants had the foresight of Mr. Dively and Tullis. At a time when Harris controlled almost 50 percent of the sheet- and web-fed offset market, choosing to lop off a major piece of its body also took a great deal of guts. Nick Howard has been involved in the printing industry since 1976. He manages Howard Graphic Equipment Ltd., which has been involved in the supply, sale, rebuilding and appraisal business since 1967. Nick can be reached at:






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Ebner Continued from page 12

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u Flip to price response When your prospects say that they want to think it over, quite often they are really saying that they want to think about the price. So try converting this objection into a price objection. “Mr. Prospect, if price were not a factor, you would want to go ahead with this job. Am I right?” If the prospect says “Yes” handle this as a price objection. If the prospect says “No” dig deep. “Mr. Prospect, as a courtesy to me, could you tell me the real reason you don’t want to go ahead with this job today?”


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o You’ll have questions response “Mr. Prospect, won’t you agree, that as you think this over, you’ll have some questions?” “Well, yes.” “So why don’t you ask me the questions now and I’ll do my best to try to answer them.” 1) Next appointment response This is a close of last resort, so use it only after you’ve tried all the other techniques. “Mr. Prospect, I understand, so why don’t we touch base next week so that I can answer any questions you may have.” (Important: Wait for the prospect to say okay then close for the appointment.) “Great, I can be at your office Monday morning at 9:00 or do you prefer 10:30?” If instead of booking the next appointment, the prospect says, “I’ll call you,” don’t leave. Instead, take out your appointment book and say, “Great, what day works best for you next week?” The prospect usually doesn’t expect this response, so he or she will quite often book a date. Peter Ebner is a professional sales trainer and marketing consultant with over 25 years of experience. He is author of 12 industry specific books and audio programs including Breaking the Print Sales Barrier. He can be reached at (905) 713-2274 or visit his website at

PrintAction Marketplace is the most effective way to conduct industry-specific trade. Whether it is excess equipment, employment offers or business opportunities, trust PrintAction to get your message read by the maximum number of relevant prospects.

Email: Tel: 416.665.7333 x37 PRESS OPERATOR WANTED Central Alberta print shop has an opening for small press operator for Heidelberg DI4 and QM2 presses. Fax resumes to (403) 346-7999 or email: Will contact successful candidates only ACCOUNT COORDINATOR Accomplished international business graduate with accreditation from the University of Guelph and Humber College seeking a position as Account Coordinator. Experience in the signage and print industry in a variety of entry level positions. Bilingual in German and English. Email Soenke at or call (647) 926-6826 EMPLOYMENT WANTED Planning for success, by joining your printing/packaging company. I am a recent graphic arts grad specializing in packaging, who has printing ink running through our family. Looking for a position as a CSR or sales representative in the Metropolitan Toronto area preferably. Call David at (647) 986-4660 or email FOR SALE Die cutter & foil stamper Heidelberg cylinder 22 x 30. Heidelberg Platten 13 x 18 foil stamper. Raising machine & UV rapid cure unit. Gibbson rotary business card cutter. Call: (613) 724-8822

FOR SALE Two 6-colour 24" business forms web presses. Didde Colortech (1997) and Ashton (rebuilt 1993). Excellent condition. Priced for quick sale. Contact Mike at (905) 449-8848 FOR SALE Owner Retiring: well-equipped small offset print shop with Heidelberg Printmaster, Polar Cutter 66, AB Dick 9810 with envelope feeder and accessories. 170K annual sales. Phone: (905) 602-1212 Email: FOR SALE Stahl folder T-52 with right angle 4/4 excellent condition. Contact Herb Gladding at (905) 826-5800 or Email

PRINT BROKERS & SALESPEOPLE WANTED! FREE OFFICE SPACE! Excellent opportunity to grow your print clientele at a centrally located print shop. Great support team of design, print production and admin. Restrictions apply. Email for more information:

Prospecting Techniques that Drive Print Sales

October 27, 2011 Attend this past paced webinar and Peter Ebner, the printing industry’s lead sales trainer, will show you how to grow your print sales in today’s competitive marketplace. Here's just a small sample of what you’ll learn • How to reach, hard to reach decision makers • How to sell the prospect that is happy with his printer • Never again be stopped by a receptionist that is screening calls • Discover the magic words that your prospects wants to hear • Why you must stay away from purchasing agents and print buyers • Discover the secret to closing the appointment by phone • An incredible response that opens any door • Sure-fire responses that overcome all objections • Ready to use scripts that make prospecting easy • Why up-selling your existing accounts may be a costly mistake • How to sell Ted, Jim and Pat – the only prospects you’ll ever meet

Complete webinar details available at: prospectingwebinar.html

FOR SALE Heidelberg GTO UV press, 5 colour + UV coat inline, save $$$$ never have to wash up the rollers or gum in the plates, 14 x 20 can run foil, mylar, pvc, synthetic paper and paper up to 20pt, 38 million impressions, has ist UV with high pile stacker, all UV rubber, jobs come off the press instant dry (no spray powder) diamond grippers on all units, has epic dampening ($100,000 add on) never get a hickie, static eliminator, $100,000 firm, press is in excellent running condition. Contact Herb Gladding at (905) 826-5800 or Email

FOR SALE 2 colour 1990 MOZ Heidelberg 19x25.5; 2 colour 1998 GTO 52-2 Heidelberg 14.25x20; 1986 Polar 76EM cutter 30"; Heidelberg Platen Windmill 10x15. Call (204) 942-7090; Cell (204) 799-7929; Email: ESTIMATOR REQUIRED 5 years experience. Busy west-end commercial printer. Requires thorough knowledge in print, production and Avanti estimating software. Send resume to


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October 1996 The controversial O.J. Simpson case begins in California, the Macarena craze continues around the world, and Rupert Murdoch launches Fox News to 17 million cable subscribers in the U.S.

Is Computer-to-Plate on Your Horizon? The interest began in the months leading up to drupa 95 when viable products for burning digital information directly onto a printing plate started appearing on production floors in North America. Dazzled by the technology, drupa attendees were swept up in the predictions: film was dead and soon you’ll either be operating a computer-toplate system or be competing against one. Now 18 months after that event (October 1996), are there as many CTP systems installed in North America as early interest would suggest? “No,” states Publisher and Consultant Michael Vinocur. “It’s a long sell cycle and people aren’t being forced to do it yet.” The October 1996 edition of PrintAction contained a 4-page overcover which was produced using CTP via Neil Chapman and his prepress company CEPS. The files were produced in Quark and output on a Gerber Crescent/42 platesetter through a Gerber DEC Alpha RIP. The pages were imaged on Mitsubishi LA1 plates at a rate of about five minutes each. PrintAction’s Production Manager Peter Lang said he was sold on the technology: “The job went relatively smoothly, and that’s all I need in life. I wasn’t anticipating any problems because we wouldn’t have agreed to try this if we weren’t convinced we were dealing with proven technology.”

Fire Fails to Stop Advocate Printing

With no difficult colours or vignettes to check, the main issue when examining the digital proof was assessing the files for overall pleasing colour. Examining the output from the Mitsubishi Diamond Proofer are (from left to right): Peter Lang, Production Manager of PrintAction; Neil Chapman and Bob Cox of CEPS; and Marvin Roter, owner of HDS Graphics Group.


In the early morning hours of April 15th, Bruce Murray stood helplessly and watched as much of his world went up in smoke. The next day, thanks to smart business planning and tremendous community support, it was business as usual for the owner of Advocate Printing and Publishing Co. Ltd. in Pictou, Nova Scotia. The cause of the fire was accidental and couldn’t really be avoided, Murray told PrintAction. A heavy spring snow-

storm weighted down power lines until they broke, falling onto the roofs of the historic Advocate Building. In a matter of a few hours the structure was pretty well gutted, Murray said. Right now the paper is operating out of rental facilities in the town. Murray was waiting to hear from the insurance company whether he has to rebuild on the site of the fire or if he can build in another downtown location.



Distribution Supervisor – Toronto Ever wonder what happens after you place an order with our customer service team or click ‘submit’ when ordering online? Once our inside sales team checks availability of an item, Andrew and his operations team make sure it’s where the system says it is and that it gets to where it’s going on time. Ariva is not just a paper company. We are a leading provider of products and solutions that help organizations communicate and collaborate more effectively. Print Action Magazine is printed on Sappi’s Flo Gloss and Flo Matte available exclusively from Ariva.



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• Digital Production • Commercial Print Finishing

• Mailroom Systems • Web Packaging Presses

October 2011  

PrintAction Magazine October 2011

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