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ACM exits manufacturing for push towards digital: Antony Catalano By Hafizah Osman
We’re already past the halfway mark of 2021, with companies having found their feet from where they were a year ago. Business plans are in place and momentum is looking steady as companies learn from the pandemic and adjust to the ‘new normal’. But one thing that has been missing from our current daily affairs is the single gathering of manufactures, distributors, printers, and service providers. Enter PacPrint – the upcoming tradeshow that promises the coming together of printing, packaging and labels. With many tradeshows cancelled last year, it’s evident that there’s a thirst in the industry for new areas of innovation and face-toface deals. As a precursor to the event, this issue of AP examines some of the technologies that will be at the show, giving you a glimpse of what can be expected. So, have a read to gain intelligence and inspiration that will help you prosper.
Australian Community Media (ACM) is reworking its investments towards digital and away from manufacturing, the company’s executive chairman Antony Catalano confirmed. Speaking at a recent Farm Writers Association of NSW lunch, Catalano shared his plans for ACM with digital being the primary focus moving forward. “My aspirations for ACM is to build on what John B Fairfax created – to be the number one regional media company in Australia and one that is hugely strong performing. We’re trying, and we’ve taken a few steps in that process,” Catalano said. “We’ve gotten out of our manufacturing – the deal [when ACM was bought over from Nine in 2018 by Catalano and Alex Waislitz’s Thorney Investment Group] came with seven print centres. I don’t know much about how to start a press, nor do I want to be manufacturing in a declining industry. So, we’ve invested that cost into Prime. In the good old days, newspapers were the second richest form of media behind TV. It doesn’t work that way these days.
ACM executive chairman Antony Catalano confirms the business’ move towards digital
“It’s not a part of the business we need. We need more digital investments and more audiences being able to access our print digital products or broadcast.” ACM is the trading name of Rural Press, which is responsible for over 160 regional publications including The Newcastle Herald, The Canberra Times, The Courier, The Examiner, The Border Mail and the Illawarra Mercury, in addition to more than 100 community-based websites and agricultural publications including The Land and Queensland Country Life. Having owned ACM for a little over two years now, Catalano shared his vision for regional media at the event, saying that after buying the Rural Press business from Fairfax Media much intervention was needed to get its publications back on track.
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“By the time I bought the business, the $2.8 billion merger was made on about $190 million EBITDA and by June 30, what I had to pay for it was four per cent of what Fairfax had paid for it. The business was declining to about $30 million EBITDA. I was buying a business that was in a lot of trouble, primarily because it had been neglected,” he said. “There has been a big effort in restoring the business... and every dollar we’ve made we’ve reinvested into the business. We’ve increased the number of titles that we’ve got and increased their presence in digital.” Catalano also spoke about how COVID-19 impacted the business not long after he acquired the ACM brand. “Of the 170 titles that we had, we stood down 89 of them because had we kept them going, we wouldn’t have a business today. We terminated office leases and went into work from home. We also negotiated print contracts with 30day payments and stopped production of some papers to preserve our cash. Job Keeper was incredible for our business too,” he mentioned.
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Australian Printer is published bi-monthly by Printer Media Group (a division of Charted Media Group and The Intermedia Group). This publication may not be reproduced or transmitted in any form in whole or in part without the written permission of the publishers. While every care has been taken in the preparation of this magazine, it is a condition of distribution that the publisher does not assume any responsibility or liability for any loss or damage which may result from any inaccuracy or omission in the publication. DISCLAIMER This publication is published by The Intermedia Group Pty Ltd (the “Publisher”). Materials in this publication have been created by a variety of different entities and, to the extent permitted by law, the Publisher accepts no liability for materials created by others. All materials should be considered protected by Australian and international intellectual property laws. Unless you are authorised by law or the copyright owner to do so, you may not copy any of the materials. The mention of a product or service, person or company in this publication does not indicate the Publisher’s endorsement. The views expressed in this publication do not necessarily represent the opinion of the Publisher, its agents, company officers or employees. Any use of the information contained in this publication is at the sole risk of the person using that information. The user should make independent enquiries as to the accuracy of the information before relying on that information. All express or implied terms, conditions, warranties, statements, assurances and representations in relation to the Publisher, its publications and its services are expressly excluded save for those conditions and warranties which must be implied under the laws of any State of Australia or the provisions of Division 2 of Part V of the Trade Practices Act 1974 and any statutory modification or re-enactment thereof. To the extent permitted by law, the Publisher will not be liable for any damages including special, exemplary, punitive or consequential damages (including but not limited to economic loss or loss of profit or revenue or loss of opportunity) or indirect loss or damage of any kind arising in contract, tort or otherwise, even if advised of the possibility of such loss of profits or damages. While we use our best endeavours to ensure accuracy of the materials we create, to the extent permitted by law, the Publisher excludes all liability for loss resulting from any inaccuracies or false or misleading statements that may appear in this publication. Copyright © 2021 — Charted Media Group Pty Ltd
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Celebrations for PICAs to be held around Australia By Hafizah Osman
After the Printing Industry Creativity Awards (PICAs) were presented virtually last year due to COVID-19 restrictions, the in-person celebrations for this year’s awards will provide a muchanticipated opportunity to gather as an industry, reconnect and celebrate the achievement of excellence. The PICAs presentations kick off on 16 July at the Ovolo, Woolloomooloo in Sydney. Brisbane will celebrate the Queensland Awards at the Tattersalls Club on 23 July, the WA industry will gather at the Crown in Perth on 31 July, and Melbourne celebrates on 6 August, where the Victorian awards will be presented at the Marriott Hotel Docklands. The series will conclude
There is more to anticipate from this year’s PICAs with in-person celebrations planned across the various states
with the SA celebrations at the National Wine Centre of Australia in Adelaide, which is expected to take place on 19 August. Print & Visual Communications Association
president Walter Kuhn said the Australian industry is set to celebrate the PICAs following 2020’s lockdowns. “We are excited to be able to get together to celebrate the awards this year after
what has been one of the most challenging periods in the history of our industry,” Kuhn said. “The evenings will be a real celebration of the ability of print service providers to survive, thrive and adapt in the face of adversity – and, through it all, not only to maintain the outstanding levels of quality for which our local industry is renowned but, according to our judges, to push standards even higher. “As well as the presentations themselves, where attendees will learn who has achieved the ultimate Gold Medal awards in the 15 print categories, the cocktail presentations will provide a great opportunity to catch up with industry friends and colleagues over drinks, canapes and live entertainment.”
Kavalan inks distributorship deal with Spicers Australia By Hafizah Osman Taya Groups owned Kavalan PVC-free, 100 per cent clean large-format media is now available in Australia following a distributorship deal that the company has inked with Spicers Australia. Marking the continued global adoption of more sustainable printable materials, the collaboration, already in effect, will allow Spicers to offer the Kavalan range to meet the growing client demands for more sustainable, high-quality solutions. Kavalan is a range of banner materials which aims to offer supreme quality, strength and performance with none of the ecologically-toxic elements of traditional PVC banner. Its key focus is a zerotoxic end-of-life disposal and a reduced environmental impact throughout the entire
The deal will enable Spicers to offer the Kavalan range of PVC-free, 100 per cent clean large-format media to its Australian customer base
production process. With the Life Cycle Analysis (LCA) process completed on the latest range of Kavalan banner materials, Taya Groups said the range is now the proven environmentallysuperior alternative to traditional PVC banner. Taya Groups vicepresident Vincent Lin said the partnership in the Australian market is a vital step towards
8 | AUSTRALIAN PRINTER JULY 2021
the elimination of PVC in banner materials worldwide. “We are so excited to start our partnership with Spicers Australia, and for customers in the Australian market to enjoy the environmental and commercial benefits of the Kavalan range,” he said. “The Spicers team understands and engages with Kavalan’s environmentallyresponsible mission, and holds
an outstanding reputation in the market. We can’t wait to see customers getting creative with Kavalan products across Australia, while also doing their part to protect and preserve our planet.” Spicers sign and display portfolio manager Wayne Hood said the deal enables the company to meet the demands for sustainable solutions to replace toxic PVC materials in the large format industry. “Introducing the Kavalan range to our portfolio allows us to better align with our customers’ sustainable initiatives,” he said. “We are constantly searching the world for new products which meet best practice standards in manufacturing, performance and sustainability. Kavalan is a perfect addition to our range offering a non-PVC solution to our customers.”
Fujifilm confirms ‘no loss of data’ in cyber attack By Hafizah Osman
Following an investigation into its recent cyber-attack, Fujifilm Corporation has confirmed that there was no loss of data as a result of the breach. On 2 June, the company’s Japan office shut down all networks and servers after it became aware of an unauthorised access confined to a specific network in Japan. As a result of the cyberattack, Fujifilm also decided to suspend all affected systems in coordination with its various global entities, which included Australia. This took the business offline for about three days as the company’s network was partially shut down and disconnected from external correspondence.
Fujifilm has said no indication of loss, destruction, alteration, unauthorised use or disclosure of its data has been detected
Starting from 4 June, the network, servers, and computers were confirmed safe and got brought back into operation. Fujifilm said that by 14 June, operations related
to customers and business partners, including customer contact, order and shipping have resumed. “We will continue to work to solve delays in delivery occurred during this
period. Fujifilm Total Risk Management Committee, chaired by the president, and a special Task Force, including external experts, have carried out an investigation into the incident,” the company said. “According to the investigation carried out thus far, no indication of loss, destruction, alteration, unauthorised use or disclosure of our data has been detected. “The countermeasures against this unauthorised access have already been implemented. We will continue to monitor the situation and continuously work to strengthen information security. “We sincerely apologise to our customers and business partners for the inconvenience this has caused.”
Snap to grow Canva deal with new e-commerce platform By Sheree Young Building on the deal Snap Print and Design had already done with Aussie graphic design unicorn, Canva, the franchise chain has now launched a new ecommerce platform, Snap Print-Online, to accelerate growth in the partnership. The new platform means every time a Snap customer places an order through Snap Print-Online it will link directly with that particular customer’s local Snap centre – allowing the customer to get the best of both worlds with easy to use design technology and face-to-face personalised customer service. Snap Franchising CEO Richard Thame said, “The digital environment is an important part of Snap Franchising’s future, but equally so is the success of our local Snap Centres, the small
Snap CEO Richard Thame and chief growth officer Sonia Shwabsky
business owners they are connected with, and in turn, the jobs they create in their local communities. “One of the important lessons of the pandemic has been the realisation of how important our local businesses are to their local communities. ‘Working Together in Community’ is a value that SNAP has always believed
in and why every order made through Snap Print-Online will connect customers directly to their local Snap Centre.” Canva global partnership lead Aaron Day said combining the Canva platform with an e-commerce platform at Snap will accelerate growth in the partnership. “In early 2020 when I first connected with Snap, what
I saw from them was vision and a willingness to invest in a modern e-commerce platform that would be best in class globally,” Day said. “Through combining the Canva platform with this vision, what they have delivered is beyond our expectations and we expect massive growth from the SNAP/Canva partnership into a premium print marketplace.” Snap chief growth officer Sonia Shwabsky said the partnership with Canva helps the business create a hybrid service model that brings online and person to person in-store experience, together. “When you use Snap Online-Print, you are not just buying your business cards or marketing material from a faceless overseas entity that you cannot speak with but you are buying it from a locally-based small business,” Shwabsky added.
AUSTRALIAN PRINTER JULY 2021 | 9
Heidelberg launches new Speedmaster CX 104 By Hafizah Osman
Heidelberg has taken the wraps off its latest press – the new Speedmaster CX 104 – in a world premiere. The new Speedmaster CX 104 sheet format press aims to offer commercial, packaging, and label printing customers access to sheetfed offset technology. When selecting equipment variants, Heidelberg said customers benefit from the system’s free scalability, which extends through to Push to Stop functionality – and also from tailored configurations with as many as 15 printing/coating units. “Heidelberg is investing in the industry’s future,” the company's CEO Rainer Hundsdörfer said. “With the new, intelligent Speedmaster CX 104, we’re making our customers and
The Speedmaster CX 104 is made for commercial and packaging printing
Heidelberg itself far more competitive. We’ve developed the press for a broad crosssection of customers and a wide range of applications to target the vast market potential. With our new universal press in the 70 by 100 format, Heidelberg
is making state-of-the-art sheetfed offset technology available to a large number of print shops worldwide.” The Speedmaster CX 104 boasts a completely new operating philosophy (Heidelberg UX), together with a host of assistance
systems included as standard. Heidelberg said this provides the “best possible support” for operators at the Prinect Press Center XL 3 control station and at the press itself. It also features the Intellistart 3 system, the Intelliguide and the Intelliline colour-controlled LED elements on the printing and coating units, the newly developed Intellirun software, a number of assistance systems based on artificial intelligence, a new coating unit based on XL technology, in addition to the use of Heidelberg's new “pulse laser process” (PLP) screen rollers as a standard in the press. Additional functions are also available for customers looking to further boost the performance of the inking/ dampening unit, especially in UV printing.
Epson appoints Fujifilm BI as SurePress dealer By Hafizah Osman
Epson has appointed Fujifilm Business Innovation Australia (Fujifilm BI) to sell and service its SurePress resinbased industrial label presses into the commercial print space, specifically targeting commercial printers. This makes Fujifilm BI the exclusive reseller partner of Epson SurePress resin products in Australia. Fujifilm BI graphic communication services general manager Chris Lynch said given its existing, longstanding, successful relationship with Epson in the wide format category, the new partnership is a “natural fit with many benefits for the market”. “We are very excited to be able to offer our existing clients including commercial
Epson delves further into the labels space with this reseller deal
printers an opportunity to broaden their own market reach with the addition of these Epson SurePress devices – in particular, for those looking to diversify and extend upon their current print offer to their own customers. “The label market provides a perfect opportunity for this as demand continues to grow year on year.” In its new role, Fujifilm BI will also address the growing demands of commercial
10 | AUSTRALIAN PRINTER JULY 2021
printing companies wanting to enter into the label market and the trend of commercial printing companies needing to expand their service offerings to their customers. “Label production has proven to be recession proof during COVID-19 and Fujifilm BI, with its extensive sales and service team is well positioned to market and maintain SurePress to the commercial print market in Australia,” Lynch added.
Epson Australia managing director Craig Heckenberg said, “Label production is currently one of the strongest printing businesses maintaining stable demand in Australia and worldwide. “Commercial printers in Australia looking for diversification can address the label market far more efficiently with SurePress products and this means more local production, a much faster response to the supply chain, variable data, customisation and versioning and better security. “As a leader in digital printing solutions, Fujifilm BI brings a unique perspective to the label market. “It is also able to offer the extensive service and support coverage for Epson SurePress products that the Australian market requires.”
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Kevin Slaven and six other senior managers leave Ovato
12 | AUSTRALIAN PRINTER JULY 2021
By Sheree Young Kevin Slaven has exited Ovato and relinquished his CEO title as of 30 June, with James Hannan, the former chief operating officer, stepping up to take on the top job. In a letter issued to the ASX, Ovato said Slaven did not seek an extension to his contract, which expires on 17 September. Slaven remained with Ovato until 30 June to assist with the transition as the business finalises the sale of its retail distribution businesses in Australia and New Zealand to Are Media. Are Media was also involved in the recapitalisation and restructuring scheme with the magazine publisher, which uses Ovato’s services for print and distribution, contributing $10 million to the business last year. The Hannan family supplied a further $25 million. Are Media has a 16.4 per cent stake in Ovato. Ovato chairman Michael Hannan said, “The board recognises the role that Kevin has played in a very difficult period for the company since being asked to take the reins unexpectedly in late 2017. He has addressed the challenges,
completing a very complex merger of two of Australia’s largest print businesses; IPMG with PMP, followed by a significant operational and corporate restructure to right size the business required by market conditions and the COVID-19 impacts. The board thanks Kevin for his guidance and leadership through this difficult period, and for his loyalty and dedication to the company. We wish Kevin well for his future endeavours.” The letter also outlined the plan to sell Ovato’s retail distribution businesses in A/NZ to Are Media for $15 million and the acceptance of a negative working capital position of about $27 million. Shareholders are expected to vote on the sale in mid-July. Plans are also afoot to sell Ovato Creative Services, Ovato Technology, Ovato Communications and Ovato Creative Services Clayton for $9 million to Ballygriffin Holdings, which is owned by the Hannan family. Ovato has also lost six members of its senior management team, including Craig Dunsford, as it shifts back to being a more print-focused business.
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Continued success with Heidelberg With a string of 10 presses sold in the last 12 months, Heidelberg has provided its customers with the latest technologies and smarts suited for both printing and packaging
ith growth in the labels and packaging space, Heidelberg has noticed more and more customers pivoting into the packaging area, to diversify their play. Smaller steps into packaging, because of its ever-growing and stronger than ever nature, has now become a norm within print. However, the commercial side, although going reasonably strong and almost back to pre-COVID levels, was hit harder by the effects of COVID-19 as a result of sectors such as events downsizing or shutting down. But the needs of the packaging world have boomed and continues to grow at a great rate – which is why Heidelberg has increased its efforts in this space. Heidelberg Australia and New Zealand managing director Savas Mystakidis said, “Labels and packaging has always been on a growth trajectory, but this has only accelerated since the COVID-19 pandemic as we are in unprecedented times. “This part of the Heidelberg business is going very well and the customer base is very strong. We’re also selling a lot of equipment in this space, and support to go with that.”
14 | AUSTRALIAN PRINTER JULY 2021
Heidelberg Australia and New Zealand national sales manager Dierk Wissmann said the segments within packaging that saw the greatest growth were narrow-web and traditional sheetfed packaging. “For example, the panic buying in supermarkets and need for sanitising products during the COVID-19 pandemic resulted in the need for more packaging and labels for these products. But there are also differences within the segment as some industries, such as the wine industry, saw slower growth as opposed to others,” he said. According to Mystakidis, many commercial and packaging customers who had not invested in offset for some time are now finding themselves in need of more machinery to not only add on to their portfolios, but also to stay up to date with technology. In the last 12 months, even through COVID-19, Heidelberg Australia and New Zealand has sold 10 offset presses in the region, all with considerable configurations in the larger A1 and A2 space and many with coating devices. They included several Speedmaster XL 106, Speedmaster XL 75, Speedmaster
CX 102 and the newly released CX 104, in addition to a Heidelberg Gallus Labelfire hybrid press, another Gallus narrow-web offset machine and an MK die-cutter. Polar guillotines, Stahl folders and Suprasetter CTP devices are always popular and continue to be in demand, with constant sales throughout the year. “In amongst these sales, the split between commercial and packaging print shops is fairly even,” Mystakidis said. “What is interesting is that many of the mentioned machine sales will be used in addition to existing equipment. “Three machines are installed and up and running, with a fourth machine currently in the middle of its installation. “The remaining six presses are all arriving into the region later this year and in early 2022, with the installations all evenly spread out around New Zealand, Queensland, Victoria, WA and NSW. “In recent years, we have seen many customers replacing one or two of their old machines with a newer one because the automation of a newer model would do the work of two older machines.”
Heidelberg Australia and New Zealand managing director Savas Mystakidis
Heidelberg Australia national sales manager Dierk Wissmann
Heidelberg New Zealand and Pacific Nations national sales manager Cary Rawson
Mystakidis said the sales results for the region are remarkable, showing that offset is still in strong demand. “There’s no doubt that there’s growth in digital but the offset space is also still very much alive and well. Customers remain heavily reliant on offset, and are using it to get an edge over their competitors,” he mentioned. “In all of the commercial customers that we speak to, offset is still doing 70 to 80 per cent of their work. It has to be done efficiently and to the highest of standards, and it’s being done by our partners with our machinery every day.”
of configurations give you the best flexibility in both the commercial and packaging sectors,” he said. Push-to-Stop autonomous printing technology, which Heidelberg first introduced at drupa in 2016, has been included as a standard in all of its Speedmaster models in small, medium, and large formats since its launch. “Heidelberg’s Push-to-Stop technology has been evolving since its launch and is a great and powerful combination of the latest sheetfed and workflow technologies,” Wissmann mentioned. “The smarts of autonomous and navigated printing of Push-to-Stop aims to reduce as much operator touchpoints as possible, in addition to increasing overall equipment effectiveness (OEE). After all, the ultimate goal of Push-To-Stop technology is increased OEE, which should lead to healthier margins.”
based model, with a fair pricing scheme that is tailored to suit any size of company. The solution was introduced in late 2017 and since its launch, has garnered over 1,000 subscribers worldwide, with already over 50 installed in Australia and New Zealand. In the last 12 months alone, Heidelberg Australia and New Zealand has signed up more than 25 new subscribers and is still counting.
Needing the best of the best in the industry Mystakidis said the Australian and New Zealand markets are high-end in that they demand the latest equipment and efficiencies that are required by each and every owner to get the most out of their machines. “Australia and New Zealand may be on the opposite side of the world but it demands all the bells and whistles and the latest, state-of-the-art technology. The region is at the forefront in its uptake of printing and packaging innovation and is a good indicator as to what it has and can produce,” he said. Wissmann added that customers of today are seeking machines that are automated, and fully-equipped with features that enable them with a quick go-to-market response time, while also delivering on both quality and colour consistency. “Coating units, which aren’t a typical configuration for a pure commercial printer are now in demand. These types
Better production workflows with Prinect Wissmann and Mystakidis also identified the advantages of Heidelberg’s Prinect production workflow system. With a very large R&D focus, Heidelberg continues to lead with the Prinect Production Manager as the only supplier offering and continuing to develop an integrated print production workflow from prepress, press to finishing and beyond. “The combination of a Heidelberg press, together with the Heidelberg Prinect Production Manager workflow, provides the highest automation of the industry,” Wissmann mentioned. It is also worth highlighting that Production Manager is a subscription
Vision to the market To keep ahead of trends in the industry, Mystakidis advised that print and packaging businesses need to keep moving. “You can’t sit on your laurels – and that doesn’t mean always investing in equipment like presses – but you have to keep developing and keep looking for smarter ways to do business through more efficiencies, whether they may be in software, MIS, equipment or marketing,” he said. “The moment you stop innovating, you’ll find it hard to get back up to speed. The demand in offset sheetfed and packaging is still strong, so Heidelberg aims to keep providing solutions of the highest level of productivity and efficiency for our customers. “We want to maintain our partnerships and keep servicing the industry to the highest standards. We have a great Heidelberg team that supports the market with service, consumables, logistics and spares. Heidelberg is very invested in doing the right thing for the Australian and New Zealand markets. “Lastly, after all is said and done, the message from the Heidelberg team to you, our partners is – Your success is our success.”
AUSTRALIAN PRINTER JULY 2021 | 15
PEOPLE IN PRINT
A vision for HP Indigo Arnon Goldman and Craig Walmsley from HP’s Industrial Graphic Solutions Business discuss the vision for HP Indigo in 2021 and beyond
n August 2020, Arnon Goldman was promoted from business manager in HP’s Industrial Graphic Solutions Business in Asia-Pacific, to become the division’s AsiaPacific and Japan (APJ) general manager. Together with his A/NZ counterpart, Craig Walmsley, the duo provided AP with insight into their vision for HP Indigo in 2021 and beyond post-drupa, and the role HP Indigo is playing in advancing printing innovations.
Q: Arnon, what was your career progression and how did you end up as the APJ general manager of HP’s Industrial Graphic Solutions Business?
Arnon Goldman (AG): I joined HP about 12 years ago, after changing my career path completely. It was a significant change, as I was initially managing R&D in the aerospace industry. When I pursued an education in business school in Singapore, I fell in love with the diversity in Asia and wanted to be in this region. Not long after, I was offered a job in HP. I worked in the company across different roles in my tenure and got exposure to the entire region. About 10 months ago, I was given the opportunity to lead in the region with my appointment as APJ general manager for HP Industrial Graphic Solutions Business.
Q: Having been in the company for a number of years, what are some of the key trends that you’ve noticed in this space?
It’s very apparent that we’re seeing more shorter runs in the market, along with other trends in the broader industry that influences the printing business – for example,
16 | AUSTRALIAN PRINTER JULY 2021
e-Commerce. If you look at the last 10 years, they have been the biggest in the history of e-Commerce. We saw great models working for customers that innovated, and with those who did things differently compared to how they were done before. Customers are also expecting shorter turnaround times, so print businesses need to adopt innovation. To me, the combination of the adoption of digital print, the increased expectations of print buyers, and the growth of e-Commerce and personalisation creates a space where digital printers can play well in, which also correlates to what we offer the market. Craig Walmsley (CW): From a local perspective, the clients that have pivoted and diversified have been able to navigate well through COVID-19. HP Indigo technology has always been a pillar for their success as it allows for both commodity work as well as high value applications.
Q: What is HP’s vision for its Indigo technology?
We have very focused pillars for HP Indigo. The first of it is building on a base of high quality and productivity. The next is versatility. Our development direction is like a cube, and we try and stretch the envelope around it. For example, our 100K model is more productive than the Series 4. Our future Series 6 will be significantly more productive than its predecessors. We aim to keep moving in this trajectory, extending the range of substrates and applications for the HP Indigo. This is especially the case as we are currently living in a world of change. The new series machines are able to output more pages per minute at great speeds. This sets the base for productivity. On top of that, if you add newer
technologies like inspection technologies, automation and photometers, the limits of what you can achieve are endless. Presses are also a huge investment, and we want it to be able to last for our customers for a number of years. Creating machines that are resilient and versatile are very important for us at HP and that would enable us to serve a wider range of customers. One such example is our entry into the security space with a unique offering. That has given us, as a business, a significant edge over other players in the industry. The HP Indigo technology allows our customers to say ‘yes’ more often, whether it be a security application, data-driven application or a unique creative piece. You can use the technology in a variety of different ways. When you add valueadd to the printed piece, you’ve created something unique that your competitors or electronic communicators can’t match. This is where a lot of our clients are utilising the uniqueness of HP Indigo technology.
Q: Can you provide a local example where a customer pivoted its business by using an HP Indigo?
We have clients that did very traditional commercial work and were very strong in that space. When COVID hit, that work came to a grinding halt. In response, they had to maneuver and identify how to produce high value applications. To match market changes, they utilised features like security to create different communications and applications. They created applications like face masks, security features, and moved to shorter runs with higher variability. This meant that there was more personalisation in the documentation.
PEOPLE IN PRINT
Q: What is HP Indigo’s role in supporting the advancement of print?
We always look at ourselves as a key player in broadening innovation for the entire industry, not just for our piece of it. The industry is going through a time of revolution, which we’re experiencing as an evolution. And we, at HP, always want to place ourselves at the front of it. We want to introduce more capabilities and possibilities. But when it comes to production capabilities, the industry always has a dilemma if they should continually invest in the latest and greatest or buy something that can print and last for a good number of years. How we try and combine these two is by creating presses that are built to last and by enabling upgrades for previous generation presses. We, as manufacturers, need to open up doors to create possibilities, and ones that are relevant to the needs of the market. Our role is to also work with our customers to develop applications that take advantage of technologies. For example, we have 32 inks, which is great, but we need to know what to use them for. There needs to be education around it – like security inks being used for specific applications and using other inks for heat transfers on fabric or on face masks. Our local partner Currie Group has been leading the charge for HP Indigo in the region for over 20 years. We have a close relationship between the HP local team and our channel partner, Currie Group. Through Currie’s modernisation program they are developing new educational sessions to develop and challenge the market on what can be achieved with the printed piece utilising the HP Indigo platform. In addition, the Dscoop community, which is an HP Indigo user group with over 25,000 members worldwide, provides education and support to its members through a variety of channels, recently the DSCOOP fusion event was held over four days. The applications that the HP Indigo can produce is extraordinarily wide – so each press is across a number of verticals. This means that any of our clients with an HP Indigo press can also enter other areas of the market that they have not traditionally been in to expand their business. An example is moving into security with invisible inks or into the packaging space by utilising the recently upgraded and released thick stock kit.
HP Industrial Graphic Solutions Business APJ general manager Arnon Goldman
HP’s Industrial Graphic Solutions Business A/NZ general manager Craig Walmsley
AUSTRALIAN PRINTER JULY 2021 | 17
WOMEN IN PRINT
Proudly sponsored by
The art of being at the forefront of change: Samantha Bailey-Jensen
Bailey Print Group director Samantha Bailey-Jensen has been an advocate for change, which has resulted in her business reaching new heights
aving spent 29 years in the signage industry, predominantly in wide format printing, Bailey Print Group director Samantha Bailey-Jensen has seen the industry and her business go through much change. And the secret for her success is being able to keep up with the new and adapting to multifarious situations. Bailey-Jensen joined the print industry fresh out of University, in an admin role within her family business. She quickly moved into a sales role under the mentorship of her father, Ron Bailey, who formed the business Banner Specialists in 1985. After 15 years in the family business, she then moved to Copenhagen, where she worked for an advertising agency on the Dell Computers account for five years as account manager for the direct mail production across UK and Ireland. After returning to Australia in 2014, Bailey-Jensen rejoined the family business in a sales and marketing capacity. In 2018, Bailey-Jensen took over as one of the company’s two directors (alongside her brother Peter Bailey) when her parents retired, following which the company was rebranded as Bailey Print Group to better reflect the diversity of the company. Bailey-Jensen said she has seen how technology has changed the business over the past 36 years, and for the better. “It has made our industry more efficient, creative and cleaner. Before the days of email and fax, we used to dream about being able to send artwork electronically to clients in colour,” she said. Bailey-Jensen also said some trends have remained the same since her early days in the industry, like the male dominance within the wide format print industry. “It’s still male-dominated in that field, and that’s okay with me. I do have some fabulous women suppliers. I love the efficiency that women embody to get a job done because they know how to juggle the various hats that a working woman has to wear,” she said. Bailey Print Group now leads in adopting digital print technology and has a diverse portfolio which includes interior wallpapers, printed paneled soffits, event and display signage and vehicle graphics. “We were early adopters of the digital print technology as we saw the benefits of increased production and colour management. We are onto our 12th digital printing machine and are always looking for the next big thing in printing – we are now watching the 3D printing space closely,” she mentioned. The biggest transformation for Bailey Print Group came during COVID-19, when the business saw a rapid decline in sales due
18 | AUSTRALIAN PRINTER JULY 2021
to event cancellations and lockdowns. The whole team worked cohesively to rapidly pivot to start producing face shields. “We worked with local doctors on the design and within four days we started manufacturing face shields. Our first order, for a Queensland hospital, came four days later. We obtained TGA approval in under three weeks and then secured an order from the Queensland Government for 20,000 face shields, which had us manufacturing six days a week, 20 hours a day,” she said. Bailey Print Group has now produced over 27,000 shields, predominately sold to Australia and New Zealand healthcare, retail and beauty professionals. “I was awarded the 2020 HIA Queensland Building Women’s Award – Manufacturing and Supply for this initiative, which not only kept our whole team employed but also enabled us to support local suppliers through this challenging time,” she added. 2020 also saw the business nominated as a finalist in the Lord Mayor’s Business Award for Outstanding Small Business. Another highlight of Bailey-Jensen’s career was supplying signage to the 2018 Australian Commonwealth Games athletics’ accommodation. Bailey-Jensen said the inspiration for her work comes from the people around her. “I connect with people from diverse walks of life and industries so I can learn from their varied experiences. My team inspires me too, as they always rise up to a challenge, think out of the box, deliver a quality product, are service focused, and reliable,” she said. “My most influential mentors have taught me about confidence, having belief in yourself and not to be scared to have a go and to fail. As women, we need to share our mistakes and failures because that’s how we become better leaders and empower other women.” Bailey-Jensen promotes change within her business by being accommodating to her team’s family commitments, ensuring that they dedicate time to them. The company also joined the Trademutt men’s mental health campaign, amongst other community efforts. “It’s important to me to create an environment where there is a balanced personal and professional life because ultimately, that is when employees feel more satisfied,” Bailey-Jensen said. Moving forward, she aims to grow the business, as well as continue to educate, train and support those around her. “I would like to make further improvements around the environmental sustainability of our business. We recently installed 204 solar panels and sensor lighting, which is improving our energy efficiency. I would also like to find other opportunities to improve our upcycling and recycling of used signage substrates,” she added.
// 28th September – 1st October 2021 // Bays 1-11, Melbourne Convention and Exhibition Centre
DATES // Tuesday 28 September 2021 // Wednesday 29 September 2021
// Thursday 30 September 2021 // Friday 1st October 2021
PROUDLY SPONSORED BY
FOR MORE INFORMATION:
T: +61 2 9868 1577
Become the next HP Indigo success story Printing with a purpose means driving value with cutting-edge technology
P Indigo technologies were made to empower printers to achieve their greatest potential. This ability to create real value is why HP Indigo customers are growing at twice the rate of other digital adopters. Here’s how greater quality and more agility are helping these printers grow in a dynamic market.
With HP Indigo’s proprietary technology, you can create the unique prints customers want at unbeatable quality and cost. With an all-digital process, you can gain the agility you need to meet the demands of today’s short runs and bespoke products. Harnessing HP Indigo’s LEP Technology and Liquid Electrophonic process means greater coverage levels reached, expanding your application range, completing jobs more efficiently, and delivering standout colour.
Achieve stunning results
HP Indigo ElectroInk is a unique liquid ink that contains tiny electrically charged ink particles inside a carrier liquid. This electric charge allows the location of GENERAL COMMERCIAL PRINTING growth rates by technology type Indigo customer GCP impressions* 14.00%
The HP Indigo 100K Digital Press presents printers with true non-stop print capabilities
the small ink particles to be controlled, allowing customers to routinely reach coverage levels of 500 per cent or more with no compromises on cost or quality. This composition creates amazing results when it comes to resolution, image sharpness, and registration. Plus, the pigment-agnostic quality can leverage a variety of pigments for the widest array of inks – reaching up to 97 per cent of Pantone colours.
HP Indigo presses can print on the broadest gamut of substrates in the digital print industry, including coated, uncoated, synthetic, metallised, and coloured media. These capabilities, paired with colour and ink abilities, deliver a wide range of high-value applications enabling greater options for customers seeking premium, customised, and unique work.
Quick turnaround times
HP Indigo’s quickness allows for printers to output hundreds and thousands of orders per day, on a consistent basis. Print quality is maintained across orders no matter how fast the production line is moving. HP Indigo’s end-toend management solutions allow for high volume output that improves cost effectiveness and the speed-to-market rates that today’s customers demand.
A press born to run
-0.50% -2.70% *Billions impressions (A3 Equivalent)
A graph showing HP Indigo customers’ growth
20 | AUSTRALIAN PRINTER JULY 2021
Designed with offset users in mind, the HP Indigo 100K Digital Press has earned its reputation for nonstop productivity, operation-altering efficiency, and the
ability to help owners reimagine TCO. Keep quality at offset levels, while benefiting from the cost-saving and process-simplifying benefits of digital. Cut down plate volume, save on price-percopy, and reduce make ready waste. With the ability to complete hundreds of jobs per day, this press is the perfect way to optimise your production floor – allowing you to direct the right jobs, to the right machine, to deliver work faster and more profitably. REAL PARTNERSHIP Behind every product and service is something more – our deep loyalty to print and an unshakable reverence for printers like you. REAL TRANSFORMATION Keeping up isn’t enough. Technologies should be made to empower printers to achieve their greatest potential. REAL ENDURANCE Do more than add a press – become a part of the most innovative group of professionals that are driving print’s worldwide proliferation. In a fast-changing market and a world economy that’s full of surprises, the process to digital transformation in the commercial printing industry shouldn’t prevent business owners from discovering the future-proof benefits of adopting a digital press. Join a team of proven experts that can guide you through the process and help you achieve the growth that HP Indigo customers are already experiencing. Get in touch with Currie Group via info@ curriegroup.com.au to learn more about the HP Indigo Digital Press and get the eBook. This article was sponsored by HP.
HONOURING PRINT WITH DECADES OF INNOVATION
HP Indigo technologies were made to empower printers to achieve their greatest potential.
nyone can print, but not everyone can honour the printed piece in a way that encompasses its value. Any press can produce a printed piece, but not every press can gather a group of creators, innovators, and scientists behind it. With HP Indigo’s innovative technology, commercial printers can optimise overall production eﬃciency and achieve unprecedented ﬂexibility that lifts performance in every area of business, even for existing oﬀset presses. But what makes HP Indigo customers truly remarkable is the ability to combine powerful technology with a worldwide network of print professionals that have mastered its use. It’s this kind of synthesis between technology and humanity that turns a deep loyalty to print into real achievement for today’s printers.
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Allkotes brings to PacPrint a diverse range of its products Allkotes will be back at PacPrint this year after missing the last two shows, with its general manager Darren Delaney saying that the company is looking forward to catching up with all of its friends and colleagues from around Australia. “Naturally, we are disappointed about not getting to Drupa last year, but we are psyched to have a show where we can display our range of products in our own backyard,” Delaney said. With such a diverse range of products including its metalised Mirra and Holographic stable of films through to its patented 3D Optix technology, Allkotes will display a wide array of solutions at the tradeshow. The clever ability of 3D Optix, exclusive to Allkotes, provides a detailed and intricate visual result. The
Some of the intricate details that can be achieved with Micromotion, which brings motion to a creative using the uniquely designed patterns
company’s Mirra Products suite of films includes seven different holographic patterns, coloured and silver metalised films and a brushed metal. In addition, MicroKote, otherwise known as Micromotion brings motion to a creative using the uniquely designed patterns.
“We have taken the hard work out of the process by creating the patterns for you to adapt to your design. Why not mix and match the patterns to achieve an even more spectacular finish?” Delaney said. Allkotes’ range of laminations, coatings and
special effects now includes die cutting and gluing. “Having the capability to offer our customers a one-stopshop is a major benefit as speed to market is critical. To be able to MatteKote, SpotKote, die cut, glue and pack helps with reducing transport costs and most importantly meeting customer deadlines. Check out our range of folders, envelopes, wallets options at PacPrint,” Delaney added. “Don’t forget to have a look at our specialty coatings and effects at PacPrint. Our WetKote, ThermoKote, PhotoKote, GlowKote, SpyKote, ScentKote and FaceKote will add that next level of interaction with your target audience. Swing by and pick up some samples for your studio or office, we will have plenty of promotional pieces on offer. We look forward to seeing you there.”
AUSTRALIAN PRINTER JULY 2021 | 23
Colour Graphic Services and Idealliance showcase new innovations at PacPrint ‘The Colour Doctor’ David Crowther to demonstrate new Myiro-1 and Myiro-9 colour management tools
The Myiro-1 hand held spectrophotometer can be used to measure single patches and comes with a silky-smooth strip and chart measuring guide
‘The Colour Doctor’ David Crowther of Colour Graphic Services (also Idealliance Australasia)
he Colour Doctor’ David Crowther of Colour Graphic Services (also Idealliance Australasia) will use PacPrint for the first outing of a new range of colour management tools. Crowther will be demonstrating the Myiro-1 handheld spectrophotometer and its big brother for super-fast automated chart reading, the Myiro-9 at PacPrint stand F44. Myiro instruments are manufactured in Japan to stringent tolerances by Konica Minolta Sensing. The Myiro-1 can be used to measure single patches and it also comes with a silky-smooth strip and chart measuring guide, while the Myiro-9 is an auto-scanning spectrophotometer which can accurately read a 1,500-patch chart in only four minutes – ideal when profiling multiple substrates or in a busy print shop where there are many job changes. “Myiro colour measuring instruments are the most accurate, fastest and easy-to-use I have ever encountered. The quality of the profiles generated are noticeably better. As they say: ‘you cannot control what you haven’t measured’ – with Myiro the measurements are ultra-precise and both the one and the nine generate M0, M1 and M2 in a single scanning action,” Crowther said. “The Myiro-1 connects using Wi-Fi, so no tangled cables. Connection can be to the majority of third-party CM software, or to Myiro Tools colour management software for analysing, displaying and profiling with ease. “We also represent the German-made Techkon colour instruments – Myiro does not replace these as Techkon has several application-specific models.” Colour Graphic Services will have working demonstrations of Myiro-1 and Myiro-9 on its stand F44, also Techkon SpectroDens, SpectroPlate, SpectroDrive and Dens. Also on display at the stand will be a Just Normlicht ISO 3664 LED viewing system for
consistent assessment of colour under controlled D50 illumination. Crowther is one of the leading trainers in colour management and is the appointed Idealliance G7 Expert certified trainer for Australasia. He also audits and certifies printers under ISO 12647 using the Mellow Colour Proficient Printer PrintSpec system. “We hold G7 Expert certification training courses periodically on-line and can also conduct on-site ‘classroom’ training for larger print groups. The resulting G7 Expert certification allows you conduct G7 Master Qualification for your own or another print site whether offset, flexo, digital or wide format. Becoming a G7 Expert and achieving G7 Master Qualification is very highly regarded and sought after in the industry by employers, print service providers, print buyers and brand owners,” Crowther said. Colour Graphic Services will also have plentiful information on hand for G7 and ISO at PacPrint, with further details of any upcoming courses. The Colour Doctor is also a reseller of Eizo calibratable monitors and has made several local installations of Printflow – an automated ink control system that can be retrofitted to older presses and turn them into closed-loop colour managed systems with automated ink key adjustment – on newer presses, usually at a lower cost than the OEM systems, according to Crowther. “With today’s colour management, you have to be versatile. Increasingly, brand managers want their colours to match across devices, be they offset, flexo, digital, inkjet, toner or RGB monitors. As more commercial offset printers adopt wide format, there is an expectation of consistency between, say, flatbed UV printers, sheetfed digital and an eight-colour long perfector. The same applies to narrow web flexographic printers and their digital devices,” he said.
24 | AUSTRALIAN PRINTER JULY 2021
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View from the top:
Currie Group CEO Rob Mesaros provides a sneak peek into what attendees can expect at the upcoming PacPrint 2021 tradeshow
urrie Group has read the wind with impressive accuracy over its 70-year history, deftly navigating the storms of digitisation, automation and innovation to cement its place as one of the industry’s most trusted suppliers. Now, the winds of change are blowing once again, and visitors to PacPrint will be among the first to witness the latest phase of modernisation. Rob Mesaros, recently-appointed CEO of Currie Group, explains more about his plans for the company and the upcoming PacPrint exhibition in September. With the addition of the EFI range of wide-format print technologies to its high-profile product stable, joining long-term partners HP Indigo, Horizon, ABG, OMET and others in the Currie Group stable, the company has added yet another string to the bow of its ‘end-to-end’ supply powerhouse. It’s a big move for the group, but one Mesaros clearly takes in stride. “For Currie Group, success still comes down to that elusive combination of instinct, planning, a tolerance for risk, and a good dose of resilience. Bill Currie and, more recently, David, have always managed to get that balance right,” he said. The challenge for the business now is to set the course for the next chapter of evolution and success. Mesaros said while there will be a focus on modernisation across the three pillars of systems, tools and processes, it would be foolhardy to mess with the strengths that have underpinned the company’s longterm success – chief among them, service and support. “Currie Group has built an enviable reputation on the core strengths of innovation, trust and unparalleled support. We’ll be closely guarding our ability to meet the market with new solutions that help drive our customers’ success in evolving market sectors, the relationships, expertise and advice which underpins the trust our customers place in us, and arguably the industry’s largest and most comprehensive service and support network, which creates and reinforces their confidence in us, and in our products,” he said. Mesaros is also focused on continually developing the IP within the company’s team – not only locally, but through its exclusive channel partnerships and agency arrangements – to provide the expertise needed by print service providers across A/NZ. “Industry businesses are constantly reviewing the market and their offerings to ensure they can stay one step ahead of demand.
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You only need look at a sector like labels and packaging, with the huge transformation of flexible packaging solutions over the past few years, to see just how fast things are evolving. We’re on a similar journey at Currie Group. We need to keep evolving in line with the change we see in our customers, and draw on our deep knowledge and global market understanding to stay that one step ahead, anticipating where the market will head next and developing the solutions our customers will need to meet those needs,” he said. PacPrint, which runs at the Melbourne Convention and Exhibition Centre from 28 September to 1 October, will provide a perfect platform to showcase those solutions and, according to Mesaros, show a new and different face to the market on the show’s largest exhibition stand. “This year, there’s a real pent-up demand not just to connect with others, but to investigate innovations which can take business forward. COVID has fast-tracked many trends that were already happening, and that’s creating more challenges for some businesses than others,” he said. “At PacPrint, we’re looking forward to sitting down with those businesses, exploring their specific challenges, and looking at potential solutions which can help them rebuild, adapt and equip themselves for the future. Currie Group will showcase a wide range of the very latest technology solutions and applications from around the globe with live demonstrations in commercial printing, finishing, labels and packaging, wide format and 3D printing.” The trend towards a more integrated, multi-faceted approach is also evident, and also part of Currie Group’s approach. “Print buyers today are looking for ‘end-to-end’ solutions which demonstrate effectiveness and drive future work. We have to be part of that pathway. The co-location of the Visual Impact sign, display and wide-format show and the Label and Packaging Expo reflects and supports that trend, allowing visitors to explore a whole range of solutions and integrated systems on display – nowhere more so than on our stand,” Mesaros added. He said the show will also give visitors a sense of where the process of modernisation is taking Currie Group. “People who visit Currie Group’s stand at PacPrint will experience quite a different look and feel which reflects our new agenda, while ensuring the proud legacy of the group remains intact,” Mesaros said.
The latest laminating technology showcased at PacPrint Hilton Laminating will showcase the latest and greatest products in the world of laminating
s a leader in offering quality laminating and binding equipment in Australia and its surrounding region, Hilton Laminating aims to provide simple laminating solutions for busy printers and trade laminators that are looking to save time and money. With a wide range of professional laminating and binding products to meet customer needs, the company will be showcasing its highest quality consumables and products at PacPrint this year, so users can deliver a perfect finished product to their clients. From automatic and manual laminators, to thermal and cold laminators and wide-format laminators, the laminating products – which will be the highlight of the Hilton Laminating range at the show – are suitable for signage, production and fully in-line work. Some of the models expected on display at PacPrint include: • The D&K Neptune B3 fully automatic compact B3 laminator with foiling unit, which features speeds of up to 15m/minute, a maximum laminating width of 370mm, PLC controlled, and a small footprint • The D&K Europa Flying Knife, which is one of the most versatile Automatic B2 laminators on the market, suitable for litho, digital and packaging. It features speeds of up to 20m/ minute, a high pile feeder for longer run work and the ability to separate all film types including OPP, velvet touch, polyester and nylon • The GMB SW 560, which is a pallet-to-pallet laminating system equipped with induction heating and can run up to 60m/minute. It also has electromagnetic induction technology for high quality lamination, a floor plate for easy paper pile loading and a suction device that offers smooth paper feeding • The Starglazer 1200 hot digital roll laminator, featuring a maximum laminating width of 1150mm, air cooling fans, side cutters, a foot pedal and unique core adaptors able to take 25mm, 58mm and 75mm cores • The Super Starglazer 720 and 380, which laminates both single or double-sided and can do all sorts of foiling or sleeking and special effects jobs with its chrome roller and rewind roller. It also has other features such as a de-curler, perforator, dual temp control, dual LCD display and an extended tray Hilton Laminating’s James Peck said the innovative range of laminators have been designed with today’s on-demand print market in mind. “The Europa Flying Knife, with its ability to cut through any laminate and its available options makes it a perfect laminator of choice for the packaging and print market, for both digital and offset printing,” he said. “The Neptune laminating system is a compact, high performance laminating system designed for in-house use allowing the printer to have full control of their finishing needs. The Neptune comes with a foil rewinder for high speed, automatic foiling runs.
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(l-r) Hilton Laminating’s James Peck and Katie O’Connor with the D&K Neptune B3 fully automatic laminating system, which will be at PacPrint
“The revolutionary GMB laminating system will be a show stopper! With its ease of use, pallet to pallet system, its technologically advanced heating system and its ability to run at 60m/minute, this will be one not to miss. “The Starglazer range, since its introduction, has been a reliable choice for a manual operated laminator, available in different sizes to suit various outputs. The Super Starglazer 380 with its foiling capabilities provides an innovative choice for many printers to offer short-run foiling to customers.” Peck added that Hilton Laminating has always prided itself on delivering the highest quality, most innovative laminating systems and machines to the Australian market, and that’s what customers can expect to see at the tradeshow. “We offer a large range to suit a variety of requirements in order to give our customers the ability to take control of their laminating, moving it in-house to produce finished products more efficiently and lowering their overall costs in doing so,” he mentioned. “From start to finish, we deal with a variety of printers – such as small printers to large printers to franchisees – we have solutions that will suit them all. It doesn’t matter what sized business they are, we treat all of our customers with the same due diligence and respect as we have done since out inception. “We also ensure that they get the best outcome no matter what – we always have them at the front of mind.”
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Konica Minolta helps ignite print possibilities Helping customers grow with digital print, label, and embellishment technology at PacPrint 2021
ver the past 12 months, there has been a lot of change within the industry. Competition has been intense, pressure on margins continues, and businesses are constantly re-evaluating business models. They are seeking partners that can help inspire them to pivot to offer new services, run lengths and add creativity. They are also looking to optimise productivity, workflow, and process efficiency. As such, Konica Minolta aims to help ignite print possibilities with leading digital print solutions and services to give customers agility and versatility to confidently capitalise on any market opportunity through its exhibition at PacPrint 2021. The company will be demonstrating live some of the exciting new technologies and solutions it can offer that can help customers with their plans to rethink their tomorrow. Konica Minolta production and industrial print general manager Sue Threlfo said, “We are excited to be exhibiting at PacPrint. It has been a while since we could connect, engage and showcase our innovative technology in person at a national event. On stand, we will have some fantastic new solutions, including our new high-speed colour press, the AccurioPress C7100 and AccurioLabel 230 label print system with new Graffisk Maskinfabrik (GM) DC350 Nano Label Converting System”. Visitors to the Konica Minolta stand at PacPrint can expect to see a range of solutions including:
The new AccurioLabel 230 with Graffisk Maskinfabrik DC350 Nano Label Converting System
The AccurioLabel 230 is the latest generation digital label press from Konica Minolta. It features enhanced productivity, job flexibility, ease of operation and image quality for short- to midvolume label applications. Enhancements in overall productivity include a reduced warm-up time, printing speed improvement to 23.4m/min and continuous printing of up to 1,000m as well as a reduction in material waste. At PacPrint, Konica Minolta will be exhibiting a GM label converting system, the GM DC350 Nano. The Nano runs at up to 45 linear m/min in semi rotary mode and handles a web width of 330mm. It is ultra-compact and can laminate die-cut, slit and rewind.
The new AccurioPress C7100
Launching at PacPrint 2021 is the new high-speed digital colour press that aims to deliver efficiency with outstanding colour accuracy and consistency. On show will be the Intelligent Quality Optimiser (IQ-501), which delivers advanced and automated inspection of the printed output so that the highest level of quality is delivered without the requirement for operators to intervene, giving operators a level of confidence never seen on a digital print system previously. Additionally, the AccurioPress C7100 will
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Launching at PacPrint 2021 is the new AccurioPress C7100
showcase the new TU-510 versatile trimmer unit, the first of its kind to offer inline trimming, creasing, and perforation capability.
The AccurioPress C14000
The AccurioPress C14000 will be on show and is the flagship in the cut-sheet toner range from Konica Minolta, offering 140 ppm (A4) in colour. It also offers in-built automated print technologies to deliver greater productivity and reduce turnaround times to a minimum and boasts advanced media flexibility handling long sheet printing up to 1300mm simplex and 900mm auto-duplex. On show, it will be configured with the PowerSquare 160 booklet finisher from Plockmatic.
The AccurioPress C4080
With high print speeds of 81ppm (A4) the C4080 manages challenging print deadlines with ease. This system demonstrates the versatility to print full-speed colour envelopes, professional full coverage booklets and auto duplex 864mm long sheet prints.
The MGI Jet Varnish 3D One
The MGI Jet Varnish 3D One is the most cost-effective point of entry into MGI’s range of sheet-fed digital embellishment presses. It offers a compact footprint and all-purpose patented varnish formula for both 2D highlights and 3D raised special effects on a wide range of substrates and stocks. In addition, visitors can also expect one-on-one demonstrations on the AccurioPro workflow suite designed to integrate in existing workflows and an AccurioJet KM-1e B2 inkjet sample display as the KM-1e prints on a wide variety of substrates. “These products and innovations demonstrate our commitment to be a supplier of digital printing equipment, solutions and services and will demonstrate how we can help printers, label converters and manufacturers rethink tomorrow,” Threlfo added.
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A focus on innovation at Böttcher's PacPrint stand Böttcher Systems will show off its full range of solutions on stand I36 at PacPrint, which it says supports the “four pillars” of its business: carton packaging, HUVLED, flexible packaging, and commercial print. Within the carton packaging, HUV-LED and commercial printing space, the company will showcase its Böttcher’s ECS (Easy Cleaning System), designed for easy-to-clean inking rollers that incorporate special polymers and additives in the rubber to reduce the adhesion of the ink to the roller surface. This feature is said to effectively improve ink transfer, while at the same time enhancing the washability of the roller train. In addition to the special roller coverings, the ECS system now encompasses dedicated washes with enhanced cleaning power.
(l-r) The ECS roller coverings versus conventional rollers installed
The first in the new series is the Mistral ECS. “To make this product, we took our highest-quality conventional wash and made it better. New materials not only improve the power of the product to dissolve and remove ink from rollers and blankets, but increase the proportion of biological components in the wash,” Böttcher Australia managing director Mitch Mulligan said. For flexographic and rotogravure printing, the company will have on show
its CAMBIUM sleeve for plate mounting. “Product properties including geometric and mechanical stability, low weight of the sleeves, are valued by independent printers and packaging groups. Now the CAMBIUM sleeve is also available internationally through the Böttcher Group with our worldwide production and sales companies,” Mulligan said. The sleeves for plate assembly are part of the BöttcherFlex product
series, which includes DLE elastomer sleeves and plates for direct laser engraving. DLE elastomer sleeves enable premium printing quality with the advantages of an endless seamless printing form. And when it comes to gravure, Böttcher impression and inking rollers aim to enhance production stability on both long and short print runs and ensure consistency when printing frequent repeat jobs. As such, it will display its modern rubber and polyurethane coverings that meet the most stringent requirements for conventional and ESA package printing. The BöttcherFlex portfolio will be rounded off by the new washing and care products. With VELVET for use with water colours and SOLVENTO for solvent and UV inks, users have efficient cleaning products available for daily use.
Screen to co-exhibit with Jet Technologies at PacPrint Screen GP Australia and Jet Technologies will be coexhibiting at PacPrint 2021, on a 65 square metre stand, E48. While there will be no working machinery on display, there will be plenty of information, print samples and video available. “Basically, 2021 has been a very successful year for Screen and Jet Technologies, with the sales of three Truepress Jet L350UV digital label presses,” Screen managing director Peter Scott said. “These emanated from Jet Technologies’ Open House/ demo day held in March. Because PacPrint 2020 was deferred, we needed to get our new label technology in front of the industry and it worked way beyond our expectations. Even our demonstration
There will be no working machinery on display but there will be plenty of information on the Truepress Jet L350UV SAI, for example
L350UV SAI had to be installed at a customer site. “Also, our entry into flexible packaging, the Truepress PAC830F is a huge machine, the size of a flexo press but digital. Even if one was available, we could not ship, install and decommission in time. So, we will be sharing
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information only and look forward to meeting with prospective flexible packaging customers. Our goal is to talk to our customers and to arrange for L350 SAI demos and their own printed samples after the show.” Information and samples will also be available on
Screen’s Truepress Jet 520HD series of digital web presses with EQUIOS workflow. When running Screen’s own SC inks, these presses can produce quality colour on standard offset stocks. There will also be monochromatic samples from the black and white version, a popular option in the trade book sector. “As software can easily be demonstrated, we will hold EQUIOS demos. EQUIOS is a versatile, scalable workflow management system that provides support for digital print-on-demand and computer-to-plate production. It automates job management, including accurate imposition and consistent colour management, across different output devices from the same user interface,” Scott added.
THE BEST-SELLING INKJET PRESS IN AUSTRALIA, NEW ZEALAND AND SE ASIA
TAKE A FRESH LOOK AT THE L350UV SAI Screen Truepress Jet L350UV SAI series delivers: • Industry-leading productivity (up to 80m/min) • Highest reliability (>93% Uptime) • Ability to upgrade on site Visit us on stand E48 at
Graph-Pak to showcase Insignia rotary die cutter at PacPrint Graph-Pak will showcase the sheet-fed Insignia rotary flexo magnetic die cutter at PacPrint this year. Designed for production-driven operation at an affordable price point, the machine aims to enable customers to maximise their business potential and profits. The Insignia rotary die cutter enables users to deliver on quality as well as fast turnaround on high-value products as it is simple to operate and features fast changeovers using flexible dies and speeds of up to 5,000 sheets per hour. It also handles substrates up to 30 point in thickness and is able to run in-line with a folder or gluer for a complete production line. Available in four models to meet all press sizes, the Insignia is ideal for folded cartons, promotional products, garment and industrial tag, labels, nameplates, shaped direct mail, photo products, pocket folders, stickers and more. It comes in four models – the Insignia5 (510 by 380mm), the Insignia6
Three Insignia models – the Insignia5, the Insignia6 and the InsigniaX
(610 by 610mm), the Insignia7 (750 by 600mm) and the InsigniaX (510 by 510mm). Machine specifications vary depending on the model. It also comes in a number of delivery options – single conveyor, smart stacker or inline with a folding gluing unit. The machine is labour saving, as it can withstand materials of density and tremendous forces – the Insignia is capable of applying up to 1,360kg of downward force directly onto the cutting station to ensure the flexible
dies can cut through a variety of substrates 30 point or greater. Each Insignia machine is also produced in the US and utilises a register system similar to that of an offset press for superior sheetto-sheet accuracy. Graph-Pak managing director Tom Ralph said the Insignia benefits commercial printers that are embarking on current market trends and pivoting into the labels and packaging space. “The Insignia series is a new class of sheet-fed rotary die
cutter capable of die-cutting, kiss-cutting, embossing, perforating, scoring, and cut-scoring a range of papers, plastics, magnetic material, PVC, styrene and polypropylenes. It is the only machine in its class capable of die cutting up to 30 point in thickness, all with automatic waste removal,” he said. “It gives commercial printers the leg-up as it’s a fast make-ready and robust machine that will take them into packaging and back again with its versatility. “Its set up takes only minutes, has a short footprint compared to a flatbed flattened-style cutter. “It is also an economical and fast way to turnaround short-runs and is super productive on long runs with the blanked products being delivered by conveyor for easy handling or into the automated smart stacker. “If users want to do diecutting, creasing and scoring at any reasonable output inhouse, then the Insignia is the way to go.”
Fujifilm BI presents an end-to-end interactive journey From digital presses to print management, automation software, and wide format printers, Fujifilm Business Innovation Australia (Fujifilm BI) will be showcasing its latest solutions at the upcoming PacPrint tradeshow. “We are excited to welcome everyone to our stand, which we will be sharing with Fujifilm Australia. Come visit us to see what solutions we have to offer and discover what the future may hold for you and your customers,” Fujifilm BI Australia graphic communication services general manager Chris Lynch said.
The company recently changed its name from Fuji Xerox Australia to Fujifilm Business Innovation Australia on 1 April. With a new business that combines all of the strengths of its existing products, services, and solutions with the best of its wider business, the company has committed to a future that never stops. “At Fujifilm Business Innovation Australia, we renew that commitment to innovation and growth for all,” Lynch said. “In the spirit of delivering game-changing innovation, PacPrint will be no exception.
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Get ready to see the latest (and soon to be launched) technology on stand, technology developed with our customers in mind – to help you win new business, cut costs, expand into new markets, as well as generate bigger margins.” At the Fujifilm BI stand at PacPrint, the company aims to take visitors on an end-to-end interactive journey – enabling them to test applications, see its presses in action, and talk to its print experts about how to add value for customers. “In the business of print, we understand how important it is to remain agile and to
continuously innovate – that resilience is something that we have seen from the print industry,” Lynch said. “After a challenging two years, we are thrilled to be able to connect with our customers again at a faceto-face tradeshow, and the industry at large. “PacPrint 2021 provides the perfect platform for us to not only introduce ourselves as Fujifilm BI Australia and network with our customers but also reveal exciting new products, including a new CMYK++ digital press, grand format printers, inkjet technology, and more.”
Since 2006 GRAPH-PAK PTY LTD has delivered high quality products and services to the printing and packaging industries in Australia & New Zealand. Our mission is to continue to provide advanced, reliable and functional equipment and engineering solutions and services that enable our customers to maximise their business potential.
SERIESDIE DIECUTTER CUTTER SERIES SERIES SERIES DIE DIE CUTTER CUTTER See us at
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FEATURE-PACKED: Die-cuts, kiss-cuts, cut-scores, embosses, creases, perforates and hole punches—all with automatic waste removal.
FAST, FLEXIBLE & EASY-TO-OPERATE: Simple, fast changeovers using flexible dies and speeds up to 5,000sph. Handles substrates up to 30pt thickness. Runs in-line with a folder/gluer for a complete production line. FOUR SIZE MODELS (in inches) : 20x15, 20x20, 24x24, 30x24
Affordable, endless die-cut possibilities. The shape of things to come.
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INSIGNIA SERIES ROTARY DIE CUTTER
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FOR FURTHER INFORMATION PLEASE CONTACT OUR HEAD OFFICE
Specialising in Capital Equipment PLEASE Sales, Service, Engineering FOR FURTHER INFORMATION CONTACT OUR HEAD OFFICE Specialising in Capital Equipment Sales, Service, Engineering Solutions and Consumables. Solutions and Consumables. FOR 1/44 FURTHER INFORMATION PLEASE CONTACT OUR HEAD OFFICE Head Office: Office: 1/44 President Avenue Caringbah, NSW, 2229, email@example.com Head President Avenue, Caringbah, NSW, 2229, email: email: firstname.lastname@example.org email@example.com SpecialisingEnquiries: in Capital Equipment Sales, Service, Engineering Enquiries: firstname.lastname@example.org FOR FURTHER INFORMATION PLEASE CONTACT OUR HEAD OFFICE Solutions and Consumables. Specialising in Capital Equipment Sales, Service, Engineering
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REAL MEDIA COLLECTIVE
Power of Print – Are you ready? To continue the success and to assist businesses across the industry thrive through the pandemic, TRMC has launched the Power of Print series
n 2020, The Real Media Collective launched our very first webinar series ‘Rebuild Together’, which was an outstanding success for our members and broader industry. Running across eight weeks, the series included speakers from the print industry and from other industries who wanted to share their experiences and knowledge to assist our industry rebuild through a postCOVID year. The series achieved over 24,000 engagement points across Australia, which was an unprecedented achievement. To continue the success and to assist businesses across the industry thrive, not merely survive, as we navigate our way through into a COVID-normal environment, we are launching the Power of Print series, continuing our collaboration with our UK partners who run an annual conference in London. Our secured platinum sponsors are Konica Minolta and Australia Post as well as an industry partner, Media Super. It has to be said that without the support of these organisations we simply could not run this important series and I do thank them for their involvement on behalf of all our members and the broader industry. Launched on 23 June, the series will run for 10 weeks commencing each week at 11am AEST / 1pm NZT. From understanding our economic recoveries in both Australia and New Zealand, to making sure your business is ready to sell or acquire, hearing from customers to understand what they want from their print partners, to the technical requirements of packaging and brand building, this Power of Print series has it all and I have been overwhelmed with the line-up of talent. We kicked off week one with a financial budget review by our very own Charles Watson. In week two, Leon Wilson
36 | AUSTRALIAN PRINTER JULY 2021
Launched on 23 June, the Power of Print series, which aims to better the print industry following COVID-19, will run for 10 weeks commencing each week at 11am AEST / 1pm NZT
from Revolution Print represented our first ‘Share the Knowledge’ session as he explored how to build a brand that sticks. Wilson provided insights into the successes and learnings of Revolution Print, how the journey has evolved and the role of engaging brands to achieve success. Our third webinar in the series explores ‘Data – it matters, how you can upstream your business’, run by Gordon Loch, the managing director of List Factory. Throughout the end of July and into August, the sessions will include the wellrecognised Mark Davies, who will lead the webinar from London to talk about the UK trends across print marketing, the growth post-COVID and how List Factory approached selling print to add physical presence as the pandemic has digitalised so many consumers. Jayne Paramor from APCO will be exploring all things packaging in the first week of August, explaining to us all the important role we can play in
working with our customers on designing and producing environmentally sound packaging solutions that comply with Government targets. A ‘Share the Knowledge’ session follows, where we hear from customers to learn what they want when buying print, closing out with a final session for sales training – teaching printers how to communicate price increases, sell on value and more. All webinars are recorded and available to attend live or listen to later or both. Register today for the final weeks and gain access to those you may have missed. Encourage your teams to listen, host morning sessions to listen and discuss at the webinar conclusion. Learn from the wisdom and lessons of others to inspire your teams to think outside of the day to day. Do not miss out, register at www. therealmediacollective.com.au/ powerofprint/
Kellie Northwood is the CEO of The Real Media Collective, an industry Association representing the paper, print, mail, publishing and distribution companies across Australia and New Zealand. Northwood also holds the executive director position for the Australasian Paper Industry Association (APIA). For more information contact: 03 9421 2296 or firstname.lastname@example.org. www.therealmediacollective.com.au
ww ere th w. e oll iac ed alm m .co ve c ti
Register yourselves, your teams, your networks today. These sessions are open for the betterment of all. Book now at
The Real Media Collective proudly delivers the 2021 ‘Power of Print’ webinar series commencing 23rd June and running through to August to provide knowledge and expert speaker content for members and the broader industry to build strong sales and business skills throughout 2021 and beyond.
/p 30.06.21 Leon Wilson Director, Revolution Print
14.07.21 Sam Dobie Creative Director, Inclusive Creative
21.07.21 Graham Morgan Managing Director, Morgan Shaw Advisory (MSA)
04.08.21 Jayne Paramor Sustainability Partnership Manager, APCO
11.08.21 Juanita Neville-Te Rito Managing Director, RetailX
18.08.21 Power of Print 2021 – Selling the value of print
t rin fp ero ow
23.06.21 Charles Watson GM – IR, Policy & Governance, TRMC
07.07.21 Gordon Loch Managing Director, List Factory
28.07.21 Mark Davies Managing Director, Whistl (Doordrop Media) Ltd.
18.08.21 Power of Print 2021 – Selling the value of print
with thanks to our partners and sponsors :
How to DIY your recruitment and find a hidden gem
Too many businesses have had a bad experience with disengaged employees, and then approach the recruitment process in a ‘master-slave’ type way
any businesses feel that they'd love to get some help with recruitment, but either just don’t have the funds available to afford it or their experiences with recruiters have been disappointing because of the way it has traditionally been done. So, here’s my advice on how you can use the same principles we do to DIY recruitment and attract the best-fit candidate for your role. Too many businesses have had a bad experience with disengaged employees (whom they hired in the wrong way so they were set up to be disengaged) and then approach the recruitment process in a ‘master-slave’ type way. It’s a bit of a change, but understanding that the employment relationship is like any other will help. It has to be mutually beneficial to succeed so you’ve got to think of it like a partnership of sorts.
1. Start with value
Understanding both the tangible and intangible value you’re asking for and offering is the key to starting things off right. You need to figure out what you want to say before you do anything else. • Think through both the skills and experience and the values and characteristics your ideal candidate will bring with them, don't just focus on ‘years of experience in a similar role’. • Be open to people from different industries, who have had a career break, run their own business or may not initially seem ‘perfect’ – these people are often hidden gems. • Look at the full package you’re offering and consider all you’re really offering as well – for example do you have on-site parking and a great coffee machine?
38 | AUSTRALIAN PRINTER JULY 2021
How can you use the same principles professionals use to DIY recruitment and attract the best-fit candidate for your role?
2. Then communicate to connect
Now you know what you want to say – this is where you need to work on how you’re going to say it. Writing your job ad in a way that fits with the way your business really operates means that if someone is reading it and they like the way it sounds, that’s a good indication they’ll fit in with the way you do things. • Don’t use really formal language if that’s not the way you do things every day. • Don’t use too many clichés like ‘dynamic’ and ‘innovative’ to describe your business, choose more honest adjectives unique to your business. • Give more detail about what you’re looking for than “good communication skills” and “team player” these phrases don’t really explain what you’re looking for at all.
3. Remember this is an experience
The way you communicate with candidates and run the recruitment process is a preview for each candidate on the way you run your business and how you are probably going to treat them if they succeed. Actions always speak louder than words. You’ve figured out what to say and
how to say it, now it’s time to make sure what you do is in line with what you said. • Decide the best way to assess candidates for the most important things and let them know what this will be and when it will happen. • Communicate with candidates in a timely way about the process. • Don’t make the process onerous – focus on what you need to know and find the best way to get this information without multiple interviews. • Let everyone who applied know whether they’ve been successful or not. • Map out an onboarding process that helps the new person feel like they’re part of the team and understand the way the business works. When you approach recruitment this way, your approach stands out to candidates looking for a new role and they’ll apply. When you treat them with respect throughout the process, they’ll understand that you’re serious about being different and start to trust you. In the process, you’ll get a good feeling for the type of person the candidate is, how they communicate and behave. So, you’ll both be in a better position to decide whether or not it makes sense to work together and the relationship will start the right way.
To unlock profitability through emotional engagement in marketing and communications, Meqa Smith launched The Unforgettable Agency, which she currently heads as its strategist.
TALES FROM THE PRINTERVERSE
The three Cs of post-pandemic
Here are three ways to plan for the rest of 2021 and get in the best position with your customers and prospects in 2022
s we move further away from illness and lockdowns, it’s apparent that the print industry is ready to jump back into action and resume business as it was conducted in 2019. BAD IDEA. Really, really, bad idea. Like it or not, the world has changed for the immediate future and until we create the ‘next normal’ with our business partners and customers, it’s best to approach every relationship as a unique set of circumstances. ‘One pitch fits all’ is no longer a strategy for sales or marketing. Here are three ways to plan for the rest of 2021 and get in the best position with your customers and prospects in 2022.
Before you reach out to anyone, consider if you should be doing research and understanding to the best of your ability where this business is at as far as recovery, and where they are personally. From losing family members to losing their jobs, this is not the moment for awkward and illinformed customer phone calls and checkins. If the first time your loyal customers are hearing from you after 1.5 years is for a sale, prepare for how that may be received.
We often think of collaboration in a creative sense. Getting printers involved during the conception of a project has many advantages all around. For now, think of collaboration more in business terms – what are the immediate, shortterm, and long-term business goals of your clients, and how can your services help achieve them? Schedule strategic planning meetings versus sales calls, and keep your clients extremely informed on all supply
The world has changed for the immediate future and until we create the ‘next normal’, it’s best to approach every relationship as a unique set of circumstances
chain issues you may be experiencing that affect your business and servicing customers, as well as rising paper prices and paper availability that may affect their projects. Transparency is collaboration.
There are obstacles to overcome and hoops to jump through on the road to the next normal, but there is also some good news on the horizon. Digital marketing as a trend is on the outs! Now, you have fashion brands and luxury brands, for example, planning for print. They want to get back into our mailboxes and into our homes. They want to tell long-form stories and share who they are with consumers. The bigger fashion brands will create FOMO in their verticals and the smaller brands will follow. It will then spread to luxury brands in other verticals, and from there everyone will follow. It’s how advertising works – the brands set and then follow trends to the end, reset and repeat. Once the mailbox is in play, just being in there won’t be enough. Standing out will be critical especially if you are working with or pitching a luxury brand. Don’t be cheap, don’t think cheap and don’t talk cheap. Come up with the most
expensive concepts you can for standard, dimensional and premium mailers (may have a gift included). You can always pull back. The exercise here is letting these customers know what you can do and letting them choose options. Now, I know everyone doesn’t have access to Gucci, but knowing that this is Gucci’s marketing strategy is how you pitch the Gucci of your community. Share the trend, follow it, watch for variants, adjust along the way, and prepare your customers to ride the next one to success – with you.
Project Peacock is now a resource platform for information and printspiration. The mission to help print customers (and printers) get intel, samples, and partners moved online this year. Our live events are 8am to 11am AEST. Registration is free and the platform is open 24/7. There is a growing library of on-demand education to watch at your convenience. We add partners often, so please visit regularly. I hope you pop over to the #ProjectPeacock Platform to get some intel to better collaborate with your customers and learn about technologies that can help you create amazing projects – and long-term partnerships.
Deborah Corn is the Intergalactic Ambassador to The Printerverse at Print Media Centr, a Print Buyerologist, international speaker and blogger, host of Podcasts From The Printerverse, cultivator of Print Production Professionals, Head Girl in Charge at Girls Who Print, host of #PrintChat, the founder of International Print Day and the founder of #ProjectPeacock. AUSTRALIAN PRINTER JULY 2021 | 39
Are you really
recently wrote about networking, and expressed the opinion that most printing salespeople are not working hard enough to find new customers. Now, I am writing about prospecting, which is generally considered the mechanism for developing new customers. I define prospecting as an activity chain which begins with the identification of suspect companies and ends with the qualification of real prospects. I believe there are four kinds of people on the buying side of your sales equation: suspects, prospects, customers and maximised customers. They are suspects when you think they might be prospects, but in order to rate someone a fully qualified prospect, they must pass three tests. First, they must buy exactly the kind of printing that you’re best equipped to sell. Second, they must buy enough of it to make pursuing them worthwhile. Third, they must show some real interest in buying from you. This is a higher standard than most salespeople set. Top performers understand, though, that any time you spend on a suspect who does not pass all three tests is likely to be wasted time – with one caveat, which I will get to in a moment. First, though, here’s a variation on my original definition. Prospecting is the work you do to determine if someone is an actual prospect.
The best way to start the prospecting process is to develop a suspect list. This is simply a list of companies you think might qualify, plus the identification of at least
40 | AUSTRALIAN PRINTER JULY 2021
Dave Fellman says bona fide prospects must pass three tests before you place them in that category
Prospecting is generally considered the mechanism for developing new customers
one likely decision-maker for each suspect company. The next part of the qualification process is somewhat self-proving. Once you’ve identified a company and a likely decision-maker, you should pursue a face-to-face meeting. If it’s easy to get a meeting, that’s an expression of interest. Understand, though, that willing to meet with you, and ready to buy from you, are two different places in space and time. The willingness to meet with you is a solid step forward, but really, it only provides the opportunity to continue with qualifying.
That takes us to the agenda for the first meeting. This should not be a presentation, it should be a conversation, and the purpose and goal should be to determine if this person does, in fact, buy enough of what you sell to justify further effort. An additional purpose is to make sure that this person does, in fact, have buying authority, which means more than just authority to place orders. In the prospecting scenario, it also means authority to change suppliers. This should not be a conversation about you and your company, but rather about your counterpart and his/her company. Specifically, you need to learn what he/ she buys, wants or needs and how well those wants or needs are currently being met. Think of it this way, the most likely
reason for interest in buying from you is if you identify some area of pain or dissatisfaction. If you can solve a problem or relieve pain – or if you identify an opportunity to do something else that might benefit this buyer and this business – you are a lot more likely to find real interest in buying from you. I am not just talking about interest in checking your prices, by the way. Too many salespeople seem to think that the opportunity to quote defines a real prospect. Too many salespeople waste their time in that regard.
As noted earlier, time spent on suspects who do not pass all three qualifying tests is usually wasted time. Let me make this clear, you do spend the time to determine the level of qualification, you do not spend any more time once you determine that someone isn’t qualified. Unless, and here’s the caveat I mentioned earlier, they pass the first two tests with flying colours and the only disqualifying factor is a lack of current interest in buying from you. Current is the key word, of course. I think we all know that interest levels can change. They may not have any pain today, but that pain could develop in the future, and if it does, you want to be on the radar. How you do that is a topic for another day.
Dave Fellman is the president of David Fellman & Associates, Raleigh, NC, US, a sales and marketing consulting firm serving numerous segments of the graphic arts industry. Contact Dave at email@example.com. Visit his website at www.davefellman.com.
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Print executives Sleepout for homelessness In mid-June, leaders in business, community and government slept without shelter on one of the longest nights of the year to help change the lives of Australians experiencing homelessness. Some of the print industry’s executives also took part in the Vinnies CEO Sleepout, showing their support for homelessness. The Lamson Group CEO Rodney Frost, who took part in his 13th CEO Sleepout this year, raised $20,878 at the time of writing, surpassing his goal of $20,000. Frost, whose father Arthur was homeless as a young man with a tough upbringing, was humbled by the support he received. HP Australia and New Zealand vice-president and managing director Michael Boyle, who participated in his first CEO Sleepout this year, raised $5,344 at the time of writing, also surpassing his target of $5,000. SOS Print + Media Group Australia general manager Michael Schulz, who also participated in his first CEO Sleepout this year, raised $5,739 (at the time of writing), surpassing his goal of $5,000). IVE Group, which was one of the event sponsors of the 2021 CEO Sleepout, had five of its staff at hand to support the event. Its data-driven communications account managers Ashleigh Wilson (Boyling) and Jennifer Bell, account director Cassandra Beal, account manager Susan McMechan and customer service representative Rosie Palmer volunteered their services at the Sleepout.
42 | AUSTRALIAN PRINTER JULY 2021
HP’s Michael Boyle participated in his first CEO Sleepout this year
The Lamson Group’s Rodney Frost took part in his 13th CEO Sleepout
Business leaders slept without shelter on one of the longest nights of the year
SOS Print + Media Group Australia’s Michael Schulz was also a first-timer
(l-r) IVE Group’s Cassandra Beal, Rosie Palmer, Jennifer Bell, Susan McMechan and Ashleigh Wilson (Boyling)
Executives roughed it out for the night with cardboard and sleeping bags
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A1-Size 8-Colour Offset Press with LED-UV and Perfecting Device
1,050mm Format 8-Colour Offset Press with LED-UV
NEW! LED-UV now available to all 2021 ushers in a new chapter to LED-UV dry-to-dry printing system. It is now made available to all makes and models of offset printing machines. Starting from $90,000, come join the LED-UV revolution.
Why LED-UV ? No odor No Ozone No spray powder No set-off No loss time
• Instant dry • Instant ON/OFF irradiation
Reduce CO2 emission No large peripheral equipment No need for overprint varnishing Reduce electrical consumption
• Up to 91%
No VOC (Volatile Organic Compounds) Reduce heat generation Long life span
Energy-Saving & Environmentally-Friendly LED-UV dry-to-dry printing system. Pioneering success, first introduced in Drupa 2008. Ryobi single-handedly led the industry in LED-UV printing. This revolutionary, award winning printing system offers impressive cost-savings by greatly reducing replacement frequency, power consumption, installation space and peripheral equipment space, while eliminating the odor of UV printing. The defecto standard for small lot on-demand printing today, it is an important strategic advantage in being able to provide high-quality, small lot on-demand printing at low cost. Now, 13 years later, Cyber is applying our wealth of expertise as an LED-UV pioneer to provide the printing industry with innovative solutions that meet your needs. Rediscover the joy of printing… Specifications
Additional Printing substrate
Yupo, foil, plastic and film
• Up to 15 times
Patented optical design
Ink and varnish
Printing on film and cardboard Just like your conventional offset press ...without the cons.
52cm - 162cm
Shut down time
Sydney - Rob Crough 0423 337 788 Melbourne - Greg Knight 0411 338 855 Brisbane - Peter Erskine 0432 663 322 Perth - Alan Strugnell 0418 955 512 New Zealand - Paul Hilleard (64) 21 191 6548 Malaysia - Tel: (60) 3 7955 1668 (Kuala Lumpur) Indonesia - Tel: (62) 21 2555 8924 Tel: (60) 7 598 0771/2 (Senai, Johor) Vietnam - Tel: (84) 9 0938 9468
: 38 Victoria Street, Beaconsfield, NSW 2015 Australia Tel: (61) 2 9318 0099 Fax: (61) 2 9318 0399 New Zealand : Unit 22, Ground Floor, 6 Ken Browne Drive, Te Rapa, Hamilton 3200, New Zealand Tel: (64) 7 949 7722 firstname.lastname@example.org www.cyber1976.com
Singapore - Tel: (65) 6272 8936 Thailand - Tel: (66) 2 682 3411-4