Australian Printer March 2019

Australian Printer

March 2019

Celebrating 25 years of quality, convenience and reliability

Rural printers shortchanged Buyers Guide: Digital Print Women in Print: Natalie Taylor Review: Asia Print Expo

1950-2019

with

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March 2019 - Australian Printer

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Australian Printer - March 2019

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AUSTRALIAN PRINTER MARCH 2019

CONTENTS

¢¢ News

¢¢ Asia Print Expo wraps up

¢¢ Print Diary

¢¢ Cover story: Twin Loop Binding

¢¢ Has digital print reached its limitations?

¢¢ Buyers Guide: Digital Printing

Australian Printer’s comprehensive news section p3-8

All the big events and trade shows for the year p10

Australians in attendance at FESPA’s Asia Print Expo p24

Specialising for success, Sydney bindery moves towards being a full finishing house, without print capabilties p26-28

Charles Watson of Workforce Guardian breaks down recent industrial relations changes, including the Graphic Arts Award p14

Offset quality, offset stocks no longer outlandish claims p30-31 Durst New P5 platform built from the ground up, achieving what the company calls ‘unrivalled’ speed and quality p32 Konica Minolta AccurioJet KM-1 now has multiple installations in Australia, combining an offset chassis with digital flexibility p34 Screen Truepress Jet 520HD+ opens up new applications, substrates p36

¢¢ Rural printers shortchanged

¢¢ Buyers Guide: Print and Mail

Andy McCourt looks at the growth room left for digital p11

¢¢ Stretching the imagination

Fujifilm brings thermoforming to inkjet, opening up new markets for printers to enter p12

¢¢ A web of workplace issues

South Australia’s rural apprentices are getting left behind, with no current access to the training options offered in Adelaide p16-18

¢¢ Women in Print: Natalie Taylor

AP profiles the high-flying, high-volume sales expert p19

¢¢ Fellman: A Barman’s Tale Passion is key to success, explains Dave Fellman p20

Bringing mailing in-house, outsourcing to specialists offer different advantages p38-39 D&D Mailing experts use knowledge of Australia Post systems to maximise timely delivery p40

¢¢ Classifieds

The Australian print industry’s biggest marketplace p43-56

p12

Advertiser’s Index

p16 -18

To advertise, call Brian Moore on 0410 578 876 or email brian@i-grafix.com

AGS ���������������������������������������������������� 7 All Work Crane Services ������������������� 44 Allkotes ���������������������������������������������� 8 BCS �������������������������������������������������� 51 Böttcher ������������������������������������������� 10 Clever Trade Products ���������������������� 48 CTI Colour Printer ����������������������������� 46 Cyber �������������������������������������IBC, OBC D&D Mailing Services ����������������������� 41 Davis Print ���������������������������������������� 48 Dockets & Forms Australia ��������������� 54 Doctor Sticker ����������������������������������� 43 EH Manufacturing & Alltab ���������������� 52 Foyer Printing ����������������������������������� 44 2

March 2019 - Australian Printer

Fujifilm ���������������������������������������� 13, 23 Gecko Sticker Signage ��������������������� 50 Graph-Pak ������������������������������������ 5, 48 Graphfix Solutions ���������������������������� 56 Guru Labels �������������������������� 44, 45, 47 Hero Print ������������������������������������ IFC-1 Hilton Laminating ������������������������������ 44 HVG �������������������������������������������������� 37 Jetmark ��������������������������������������������� 25 Konica Minolta ���������������������������������� 35 Label Line ����������������������������������������� 52 Lifhart ������������������������������������������������ 48 MT Envelopes ����������������������������������� 43 National Auctions ������������������������������ 55

Partica ���������������������������������������������� 42 Penrith Museum of Printing �������������� 52 Periodical Press �������������������������������� 43 PHE �������������������������������������������������� 47 Photo Electronic Services ����������������� 33 PrintEx ���������������������������������������������� 15 Printmac ������������������������������������������� 53 Real Media Collective ������������������������� 9 Screen GP ��������������������������������������� 36 Stewart Graphics ������������������������������ 46 Taylor Signs �������������������������������������� 49 Twin Loop Binding �������������������OFC, 29 UV Consulting ����������������������������������� 54 Visual Connections Australia ������������ 15 australianprinter.com.au

NEWS

Nine shedding local papers, printing New Fairfax owner Nine Entertainment (Nine) is selling off Australian Community Media and Printing (ACM), which is responsible for 160 local titles around the country.

Nine CEO Hugh Marks had indicated the company will be focusing on national advertisers after purchasing Fairfax, seemingly signalling the death knell to the regional-based sales teams of ACM. The company’s HY results have officially confirmed that Nine is seeking a buyer for ACM, and that it expects to sell the business within the next 12 months.

Spruiking ACM on its website, Nine notes, “Australian Community Media & Printing is a leading rural, regional and agricultural newspaper and digital media business reaching more than five million people per month.

Australian Community Media & Printing’s more than 160 regional publications and community-based websites include Newcastle Herald, The Examiner, The Border Mail, The Courier and Illawarra Mercury along with approximately 130 community-based websites.

Australian Community Media & Printing’s portfolio of agricultural publications includes The Land, Queensland Country Life, and Stock and Land.”

While there was talk of

Set to go: Former Fairfax community newspapers rival News Corp selling off its community newspaper division, it cooled off once the Fairfax/Nine merger came to light. News Corp confirmed to Australian Printer in late February that it had no immediate plans to sell its own regional titles.

A spokesperson from News Corp says, “The relationship between a newspaper and its readers is most visible, and arguably, most important in regional and small communities. It is a responsibility we take seriously, and are committed to keeping.”

As for how the printing arrangements, partially shared with News Corp, will continue, neither Nine nor News Corp could confirm with Australian Printer prior to publication.

The former Beresfield

print site, sold by Fairfax, was producing Australian Community Media (ACM) titles, which were then transitioned to sites in Tamworth and North Richmond in NSW. Fairfax print work produced at Ormiston was transferred to News plants in Murarrie, Yandina, Warwick and Townsville in Qld, with some being moved over to Fairfax’s site in Tamworth.

ACM had a difficult half, with the Australia-wide drought affecting both agricultural and regional markets and publications.

Revenue declined by eight per cent and EBITDA dropped by 42 per cent to $21m for the half.

Nine is also selling New Zealand division Stuff, with $340m of revenue between it and ACM on the HY report.

Australian Printer - 69 years in print Tel: (02) 9660 2113 • Fax: (02) 9660 4419 • Managing Director: James Wells • james@intermedia.com.au Group Publisher: Brian Moore • brian@i-grafix.com Associate Editor: Paul Brescia • paul@australianprinter.com.au Contributors: Dave Fellman • Andy McCourt • Gareth Ward Design and Production Manager: Carrie Tong • carrie@i-grafix.com Sales Enquiries: Brian Moore • brian@i-grafix.com • 0410 578 876 Subscription Rates: (incl GST) Australia: A$110, Overseas: A$330 Australian Printer is a member of Printer Media Group ISSN: 1033-1522

Editor’s Comment

With March upon us, most printers have shaken off the cobwebs of January and February and are in the full swing of things. Now is the time to make adjustments within your business to match what you are hearing from your customers and the market, to capitalise on the next nine months of the year.

Auspack is just around the corner too—for printers looking at pivoting into the packaging market it is an invaluable opportunity to speak to suppliers, vendors, and manufacturers to gain knowledge.

The conference sessions will cover sustainability, including a panel chaired by Craig Reucassel of the ABC’s War on Waste.

Considering a new digital press? Our Buyer’s Guide section looks at a few options on the market, while Andy McCourt also delivers an Op-Ed on the subject.

In this edition of the magazine we have our debut profile for the new Women in Print segment, Natalie Taylor of the IVE Group. If you want to highlight the work an employee or colleague is doing, that has a passion for print, get in touch with us, as we want to give space for the best women in the industry to shine. Reach me at paul@australianprinter.com.au.

Proudly owned, printed and published in Australia by

@AusPrintEditor • australianprinter.com.au Copyright: Australian Printer content is subject to copyright and cannot be reproduced without written permission of the publishers. Views expressed in Australian Printer are not necessarily those of the publishers, who accept no responsibility for actions undertaken as a result of information herein Printer Media Group Pty Ltd: 41 Bridge Road, Glebe, NSW 2037 Postal Address: PO Box 55, Glebe, NSW 2037 Printed and Finished by: Hero Print, Alexandria, NSW 2015 Mailing & Mail Services: D&D Mailing Services, Wetherill Park, NSW 2164

PRINTED BY australianprinter.com.au

Australian Printer - March 2019

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NEWS

Rob Hansen joins skills council Rob Hansen, of Hansen Design and Print, has been appointed to the Industry Skills Council for South Australia, the board responsible for updating skills packages to keep up with industry changes.

Currently, Hansen has 18-year old apprentice Nick Lacey working with him,

but has been unable to get a formal education for him for over a year, with Tafe SA no longer providing the training. His appointment to the council follows from his advocacy for funding print training courses in the past 12 months.

Hansen will participate in the Creative Industries,

Kornit Digital picks APAC president

Label Image invests in Aus first Durst

New APAC head: Andy Yarrow Digital textile equipment manufacturer Kornit Digital has hired Andy Yarrow as its Asia Pacific president, headhunted from his role as Asia Pacific director, EFI. Kornit has seen success in the past 12 months, quoting a 26 per cent global increase in business over the past year.

Andy Yarrow, president, Asia Pacific, Kornit Digital, says, “It is a new team, a mixture of experience and fresh eyes, with big plans.”

Perth-based Label Image has invested in the Durst Tau 330 E UV inkjet press, supplied through Photo Electronic Services (PES).

It is the first of its kind in Australia, and the second Tau model in the country.

Label Image says the press has allowed the company to bring the majority of their outsourced jobs back inhouse. This included jobs that were either too short- to mid-range in length, had a tight turnaround time, required customisation or personalisation and multiple SKU applications.

The Tau 330 E, or ‘Economical’ model is an entry level version of the Durst Tau 330, which the company says can be upgraded within 24 hours of contacting them. It gives a lower cost of entry for PSPs, while also offering flexibility if significant work comes through, or sales volume goes up over time.

The Tau 330 E complements Label Image’s

Business & Digital Platforms industry sector.

The Printing Industries Association of Australia supported his nomination, and says Hansen is a strong advocate among his peers for improving skills, training and apprenticeships and considers Rob an excellent appointment, a passionate

voice for South Australia, and the larger national Print Industry.

Andrew Macaulay, CEO, PIAA, says, “Rob’s understanding of the print industry has a depth and breadth that exceeds his 40 plus years of experience.

The industry as a whole will benefit greatly.”

Bringing jobs in: Emma and Nick Goodwin with the Tau 330 E conventional label printing systems. Nick Goodwin, coowner, Label Image explains, “We first assessed the basics of adaptability, reliability, quality and the opportunities offered to enhance their client offerings. The Durst Tau 330 E ticked all those boxes and more. Its productivity, print quality and colour consistency were stand out capabilities.

“During the extensive decision-making process the growth potential for

Label Image was crucial.

We considered the option of additional services and offerings but also wanted a return on investment (ROI) model that made sense and allowed us to scale up to meet future demand. We also recognised that having a lower capital cost press doesn’t always equate to a lower total cost of print.”

Emma Goodwin, coowner, Label Image, says, “The Durst Tau is remarkable at reducing media waste.”

Zion settles with Buzzfeed over lawsuit Zion Graphics (Zion), the company at the centre of a Buzzfeed story encompassing the NSW Liberal Party, Alex Hawke, and thirdparty signage printer Hills Banners, has settled its defamation proceedings with the online-news company.

The settlement includes an apology which states, “BuzzFeed wishes to make it clear that it did not intend to suggest that Mr Limantono and Zion Graphics operated anything other than a lawful 4

legitimate business.”

The stories alleged that Zion Graphics has completed hundreds of thousands of dollars of print work for the NSW Liberal Party, and MP Alex Hawke, while owner Rudy Limantono is the president of the Bella Vista branch, which helps hold the balance of power for Hawke. It also alleged that Limantono had donated $30,000 to the Liberal Party over the past eight years.

A second article on

March 2019 - Australian Printer

Buzzfeed noted that nine other Liberal party politicians source print work through Zion Graphics.

Both articles used a discrepancy between prices charged by Zion Graphics and quoted by the printer Buzzfeed claims Zion outsources work to, Hills Banners, showing a mark up of 45 per cent.

When Australian Printer followed up on the story, it found one issue: Hills Banners says it has never

done any work for Zion Graphics.

Hills Banners owner Fred Fleury explained, “We have never had them on the books, never dealt with Zion Graphics, not even a customer with a Z. If we did do work for them, I would say, because it would make no difference.

“A lot of the print management companies we print for are multi-million customers without a single printer, it is legitimate work.” australianprinter.com.au

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NEWS IN BRIEF BALL & DOGGETT HOLDING FOOTY TIPPING Ball & Doggett is calling for entries to its footy tipping comp, covering both the AFL and NRL. Free to enter for customers and staff, there are weekly prizes, along with the end of season prizes of $500, $300, and $100 Coles or Woolworths vouchers to first, second, and third place respectively. For rounds 1-23, a $30 gift voucher can be won each week, for the AFL and NRL comps, with the weekly prize awarded to the competitor(s) with the most number of correct tips whose predicted tie-breaker is most accurate. If more than one tipper qualifies then the weekly prize will be awarded to the competitor who completed their tips at the earliest occasion, while in the event that a tipper does not enter all of their tips for a round, then they can not qualify for the weekly prize. Those interested can sign up at www. ballanddoggett.com.au/footy AIP OPENS FORUM REGISTRATION The Australian Institute of Packaging (AIP) is holding three educational events on April 30 as part of its National Technical Forum, with registrations now open.

The day starts with a Women in Packaging breakfast, followed by the biennial AIP National Technical Forum, then finishing with the gala Australasian Packaging & Innovation Design Awards (PIDA) dinner.

LIA, FUJI XEROX HOST SUSTAINABLE PRACTICES EVENT The Lithographic Institute of Australia (NSW) and Fuji Xerox Australia are hosting an evening in Sydney to discuss the future of sustainable practices as momentum gains to support recycling, sustainability and reduced energy use in the print industry. The tour and dinner event will be held on April 2 starting with a tour at Fuji Xerox’s site at Rosehill, followed by a technical dinner at 7.30pm at the Rosehill Bowling Club. The LIA says the current climate of reducing human impact on the planet is growing and industry is being charged with finding better ways and systems to achieve a reduction in consumption of raw materials and the creation of waste. It says Fuji Xerox Australia has developed some compelling initiatives involving sustainability, recycling, energy consumption and giving back to the environment. “The good news is that they have offered to throw open their doors to the LIA and share these significant intiatives with the wider graphic arts community,” says the body.

6

Roma Printers installs Xitron CTP System Roma Printers & Stationers (Roma Printers) have installed a Xitron CTP System through G2 PSD, with remote servicing a key factor in the decision to invest.

The Western Queensland printers are located 500km away from Brisbane, in Roma, a town with less than 7,000 residents.

The company was in a bind when their old plate making system failed in late 2018.

Owner Tom Lorenz explains that they were used to working with metal plates, and were conscious of the costs involved with purchasing a big conventional CTP system.

Terry Mays, business development manager, G2 PSD, says, “With relatively short run lengths of up to 10,000 impressions, Roma still wanted quality output for its multiple GTO and Speedmaster presses. The work being produced was mainly one and two colour,

Plate problems solved: Roma Printers & Stationers NCR with some four colour output also required.”

Lorenz was introduced to the Xitron Inkjet CTP system, which utilises the industry standard Harlequin RIP to output ripped files to an Epson printer running metal plates, which Mays says was the right product at the right time.

The plates are imaged on the Epson 6070 printer using inkjet receptive metal

plates that are then baked in an oven to increase their run length. The Epson is unmodified in any way meaning it can still be used to produce posters and other point of sale materials.

The Xitron Navigator software allows the operators to check every job as a soft proof before committing them to the printer for plating, which saves time and wasted plates.

Hawke remonstrated on print sustainability State Liberal MP Alex Hawke has apologised for statements on the sustainability and environmental impacts of print, after a phone call with PIAA CEO Andrew Macaulay.

The statements were made in the context of defending new legislation, which will allow the Government to spend more money on television and radio advertising. Traditionally, that money was used for printed materials, with the money going to the local printer.

Hawke was quoted in The Guardian as saying, “Labor is a party that lectures us on climate change action, but are opposing changes that will reduce the amount of printing done by parliamentarians.

“By fighting overdue modernisation of the system, Labor have shown that they don’t understand rural and regional Australia and they don’t care about local economies.”

In a statement released

March 2019 - Australian Printer

Corrected the record: Alex Hawke MP

Making the call: Andrew Macaulay, CEO, PIAA

the next day, Hawke notes, “In the course of arguing a political point against Labor’s false claims about the changes, I made reference to the fact that some Members in rural Australia would now make use of local radio broadcasts to communicate with their constituents.

“I also made a political point about Labor’s hypocrisy on climate change.

This in no way will affect the printing industry and the excellent service that they provide to Members of Parliament.”

Andrew Macaulay, CEO,

PIAA, says, “PIAA has remonstrated with Minister Hawke, and received a profuse apology for the impression that he made.

Our industry faces harsh market conditions, and it is critical that misconceptions about print are not spread.

“In the heat of the moment he said something that was damaging to the industry.

Print is made up of SMEs all over the countryside, in some small towns the businesses are the biggest private sector employer. We can not have ministers linking print to climate change.” australianprinter.com.au

NEWS

AMWU rejects perma-flexi employment The Print Division of the AMWU has slammed a proposal by business advocacy groups to introduce a new employee classification called ‘perma-flexi’, arguing that it makes no sense for the industry.

First floated in September, and with an application officially filed by the NSW Business Chamber at the end of February, permaflexi employment would be defined as a”flexible ongoing employment” category.

Workers would only be guaranteed one to three hours of work per week, which the ACTU, and AMWU have criticised.

Lorraine Cassin, AMWU National Print Division Secretary, says, “Australia has one of the highest rates of insecure work in the OECD. Employers in our industry already have all the flexibility they need to run a 24-hour, 7 days a week operation under the current rules.

“The proposal to create a further category of insecure

Not a fan: Lorraine Cassin, AMWU National Print Division Sec work makes no sense. It will only serve to reduce the bargaining power of workers in a climate where wages are at record lows.

“What our industry needs is investment in future skills and capacity not a race to the bottom on wages.”

The idea comes in response to the Workpac vs Skene decision, in which the Federal Court ruled that that casual haul truck operator

Paul Skene was not really a casual due to the regular and continuous nature of his work on a fixed roster.

Essentially, Skene was receiving the 25 per cent casual loading, but the court ruled he was also entitled to the benefits of part-time and full-time workers, due to the nature of his roster.

The decision means that employees in similar regular and continuous

employment may be entitled to paid annual and personal leave, even if their employer classifies them as casual.

The ruling was riled against by business advocacy groups around the country, which called it ‘double dipping’.

As an alternative for casual employment, under the NSW Business Council proposal, perma-flexi workers would get a 10 per cent loading, in exchange for flexible rostering subject to minimum hours.

The trade off from the 25 to 10 per cent casual loading is that they would have access to the same benefits as full-time, and part-time employees, included with the National Employment Standards, including sick leave, and holiday pay.

The PIAA was contacted for the story, with industrial relations advocate Sam Puri saying, “From my perspective, the current industrial relations model is already complex, perma-flex adds more complexity.”

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Australian Printer - March 2019

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NEWS: BUSINESS Local and global print stock watch Feb 13 - Mar 15 ASX (AUD$)

Price

Amcor IVE News Corp oOh!media Ovato Redbubble Spicers Wellcom

14.82 0.02  16.42 13.4 2.20 0.08  2.43 1.98 18.11 0.09  21.90 14.93 3.58 0.39  5.64 3.96 0.10 0.07  0.17 0.17 0.99 0.31  1.84 0.64 0.067 0.001  0.067 0.02 5.10 0.05  5.52 4.03

Change

Year High

News Corp

Nine

22.5

3.0

20.0

2.5

17.5

2.0

15.0

1.5

12.5

MARCH 2018

NYSE (US$)

MARCH 2019

Price

1.0

MARCH 2018

Change

Year High

Year Low

MARCH 2019

Year Low

Adobe 267.69 10.69  267.69 148.92 Apple 215.49 25.09  191.83 140.63 Canon 31.53 0.17  37.94 27.30 Fujifilm 41.56 1.50  41.76 35.86 News Corp 19.21 3.74  21.75 10.94 Xerox 27.45 2.12  41.20 25.33

Canon

40

Print performs on the ASX Throughout the mixture of HY and FY results posted to the ASX, the underlying theme in print was an industry moving in the right direction, with increases in profit for some companies, and decreased losses for others.

Almost none saw a performance that was poorer than the previous reporting period.

IVE Group (IVE) delivered a strong uplift across revenue, EBITDA and NPATA, while delivering what it called an attractive dividend for shareholders.

Revenue is up 4.5 per cent, reaching $375.6m, while pro forma EBITDA is up 13.3 per cent to $43.4 million.

The company’s pro forma NPATA rose up 7.9 per cent to reach $20.8m.

Over at Ovato, the newly rebranded PMP/IPMG, the printing division, called Ovato Print Group Australia, saw HY revenue down by 12.9 per cent from the prior corresponding period (pcp), falling to $213m, offset by a more positive EBITDA

margin, reaching 6.2 per cent from a pcp result of 3.9 per cent.

As a whole, the company had a HY loss of $10.9m.

Within Wellcom, statutory revenue for the HY is up by five per cent, reaching $79.95m from $75.87m in the pcp, with profit after tax improving by double digits, an 11 per cent boost to $6.6m from $5.96m. EBITDA is also up by 10 per cent, reaching $11.45m from $10.37m.

Online artist marketplace Redbubble continued to grow, with revenue increasing from $122m to $170.6m in the HY, though an increase in operating expenses as the company scales up resulted in another loss, modestly improving from -$2.3m to -$2.19m.

For oOh!media, double digit organic revenue growth was achieved following the completion of its merger with Adshel; the final figure for the FY came to $482.6m, up 27 per cent from 2017. The 2018 divide between digital/ static was slightly under 60/40 per cent.

Fujifilm 5500

35

5000

30

4500

25

20

4000

MARCH 2018

DAX (EURO)

MARCH 2019

Price

3500

Change

MARCH 2018

Year High

MARCH 2019

Year Low

Agfa 3.72 0.18  4.46 2.56 Heidelberg 2.36 0.04  3.50 1.69 Koenig & Bauer 60.30 1.50  71.00 27.07 Metsa Board 8.35 1.18  9.93 4.31 UPM 31.79 1.02  32.18 14.44

Heidelberg

Koenig & Bauer

3.5

70

3.0

60

2.5

8

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MARCH 2019

March 2019 - Australian Printer

99 Carnarvon Street,Silverwater NSW 2128 (02) 9648 2022 Tel: (02) 9648 2022 allsyd@allkotes.com.au

www.allkotes.com.au

MARCH 2018

MARCH 2019

australianprinter.com.au

THE REAL MEDIA COLLECTIVE.

3 BECAME 1 APIA / TSA / ACA NOW TOGETHER AS THE REAL MEDIA COLLECTIVE.

‘Real’ representing the physicality and tactility of print.

‘Media’ defining our position amongst the broader media channels marketers invest in.

‘Collective’ as the industry unites to grow.

Become a member and gain access to customers, research, content and more. Send us a note on hello@thermc.com.au, or give us a buzz on 03 9421 2206 or send us a letter (we love those too!

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w w w.t h e r e a l m e d i a c o l l e c t i ve . c o m . a u

Australian Printer - March 2019

9

OVERHEAD PRINT DIARY

HEADER - FRANKLIN GOTHIC

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+61 (2) 9659 2722 National Free Call 1 800 204 102 australianprinter.com.au

OP-ED

Has digital print reached its limitations?

P

rofound prophesies and flowery forecasts have been hallmarks of those who espouse digital print technology since the sector jumped the shark from copiers to full colour ‘presses’ following the introduction of the Indigo E-Print and Xeikon in 1993, HP’s massive R&D spend after acquiring Indigo in 2001 and the roll-out of high volume, full colour digital web presses starting with Screen’s Truepress 520 in 2006.

Add to this the tremendous advances made in ‘wide format’ where flatbed inkjet methods are now producing POS displays, short-run packaging and decorated products, with roll printers moving into textiles and home décor, supplanting screen process and pad printing.

Indigo’s founder Benny Landa, now Chairman of Landa Nanography, famously predicted that all printing that can be digital, will be digital by 2005.

Some mistakenly took this to mean there would be no offset, flexo or gravure but Landa saw that there was a great deal of inefficient use of offset in the SRA3 sheet sector and the evidence is that, in developed markets, almost all SRA3 full colour work is performed digitally.

While with Landa, it is worth noting that the company has booked its stand at drupa 2020 and is recruiting dozens of technical and support staff across Europe. The product range has slimmed down to the S10 B1 sheetfed press and W10 1050mm wide web press, both available as perfectors.

It looks like we can expect another stellar display from the master showman in June 2020, Düsseldorf.

The B2 sheetfed sector has proven more resilient to digital change, with only the HP Indigo 10000 and 12000 making any significant inroads. Fujifilm’s JetPress 720 inkjet B2 press has made useful inroads in Europe, with around 100 installed, but no sales in ANZ and it is slower, stuck in CMYK only mode whereas the 12000 now australianprinter.com.au

Debating the growth potential of digital: Andy McCourt talks B2, B1, inkjet, and toner offers seven colours for extended gamut. There are however at least two of Konica Minolta’s Accuriojet KM-1 sheetfed inkjet UV presses installed in Australia and these have a slightly larger than B2 sheet size of 750 x 585mm – the extra 45mm depth on a 29” press can come in handy for bleeds.

Before digital’s battle for the B2 sheetfed sector has been won, B1 digital presses are beginning to creep into the market. Out in front like wunderhorse Winx at Flemington, is Landa again, with several S10s installed at beta sites and an increasing head of steam in the build-up to drupa 2020. Not to be outdone having abandoned its joint development project with Landa, is Heidelberg with its Primefire 106 inkjet packaging press. One reference installation exists at Multi Packaging, Germany but the Primefire still appears to be in pilot stage.

Which leaves digital web, or continuous-feed. If we include narrow web, this sector has done very well in the transactional/ direct-mail, label and book printing markets. Labels printing with both inkjet and toner-base digital has blitzed new flexo press sales to the point that new installs are 3:1 in digital’s favour. However, to be fair, many of these are hybrid converting lines where a flexo unit often precedes the digital

ANDY MCCOURT

Predictions that all print would be digital by 2005 were not entirely accurate, but certain markets are now almost 100 per cent digital

workings and other processes such as foiling, coating, diecutting, matrix stripping and embossing are non-digital.

Control, however, is invariably digital – as is workflow.

At Hunkeler Innovation days this February in Switzerland, both Screen and Ricoh showed digital web presses claiming to print on offset stocks at offset quality. This is a significant development since the major barriers to mainstream adoption of digital web for commercial colour quality have been the necessity to use special coated stocks or primers, and the lack of real saturation in colour.

To answer the rhetorical question of the title: in my view, no, digital has not reached its limitations and probably never will. Perhaps toner digital might struggle to go much faster but with the way markets are moving to short runs and variable content, this may not matter.

Having said that, we should not forget that highly automated data-driven offset presses still account for the lion’s share of world print so long as variable data is not required. Cost-perimpression is still lower than digital but by accepting short runs and with 3-minute job make-readies; offset can begin to emulate the higher profits of digital and escape the ‘race to the bottom’ mentality.

Australian Printer - March 2019

11

INKJET THERMOFORMING

A stretch of the imagination

M

arketers have long known that when it comes to growing a business there are three fundamental strategies: try to sell new products to your current customers; sell your current products to new customers; or sell new products to new customers.

Over the last couple of decades the wide format graphic print industry has seen elements of all three in the wholesale shift from the artistically analogue screen print process to the push-button precision of today’s digital inkjet market.

Along the way, traditional printers adopted clean, easy-touse inkjet technologies and new entrants were attracted by the simplicity and low cost of the digital machines. Screen print waned as inkjet waxed.

For suppliers of machines and consumables it has been a relentless pursuit to maximise the potential of inkjet technologies, with Fujifilm at the forefront of developing new heads and inks.

Thermoforming – standardised products with customised designs Large format printing has been looking beyond traditional graphics production for some time. As a market-leading ink manufacturer and printer distributor, Fujifilm has used its in-house expertise to push out into a number of new markets, with light industrial applications and processes being an attractive lure. One such process is thermoforming – an application Fujifilm says is about to undergo a creative renaissance.

Thermoforming is a manufacturing process in which plastic is heated to a malleable temperature, vacuum pressed into a specific shape in a mould, cooled, then trimmed to create a finished product.

Historically designs preprinted on thermoformed mouldings have used the screen print process, but because of the lengthy and painstaking prepress set up, it’s a process best suited to long runs.

12

March 2019 - Australian Printer

in the right zone for mass production. Tests prove the ink can be moulded with 90° corners without cracking.

Importantly the ink thermoforms at temperatures between 150°C and 200°C – a range wide enough to work with all the main substrates, including polystyrene, PETG, polycarbonate, acrylic, PVC and ABS. Thermoforming is most common with a design on the outside of the substrate and away from the mould. But since inside forming – with the print between the mould and substrate – is also in demand, Uvijet KV has been formulated to cope with both techniques.

Seizing the opportunity No cracking, no flaking: Fujifilm Uvijet KV inks

Business opportunities open up with inkjet thermoforming across high value short run work

Inkjet, by contrast, offers much lower set up costs with faster turnaround times meaning shorter run lengths become much more cost effective and practical. Inkjet printing is digital from start to finish, so all print images are created and sent to print directly from the software.

An inkjet printer can print a hundred copies of the same image, or just as easily print a hundred distinct images.

This means each print can be a one-off, customised to a retailer or personalised to individual customers. Inkjet technology offers premium value print, something that appeals to thermoformers and printers alike, with new business opportunities for those that step up to the challenge.

Uvijet KV – mastering thermomorphology Regular UV-curing ink, however, has an inherent disadvantage for thermoforming in that it dries to a brittle finish. To overcome this Fujifilm developed an entirely new UV ink range especially for thermoforming, Uvijet KV. As well as being able to reproduce strong, vibrant, longlasting colours, Uvijet KV has to be extremely flexible, even after curing. It must heat, deform and then cool without cracking or flaking. Uvijet KV elongates up to 1000 per cent, comfortably

The use of inkjet printing in thermoforming is in its early stages, but that may change quickly, with several Acuity and Uvijet KV packages having been installed around the world.

In Australia, Mezographic has converted its Acuity to handle the new inks.

Frank Mezo, director, Mezographic, says, “We have just converted our Acuity Ultra for thermoforming inks. We used to screenprint and thermoform a lot of bike helmets, so we wanted to explore new opportunities in signage, utilising that experience.

“We have produced a number of prints and sent them to thermoformers around Melbourne.”

Those that spot the potential are likely to be either thermoformers frustrated by their inability to carry out short production runs or customise their output for individual buyers, or graphics printers with experience in customisation.

Fujifilm says that as with most innovations, the early bird gets the worm. While buyers need to be confident enough to invest in a dedicated printer for thermoforming ink, the market, so far, is wide open.

Early adopters using their creativity to produce inspiring results will stimulate demand and open up a new market. To foresee thermoforming using digital inkjet technologies as an exciting business opportunity is not too big a stretch of the imagination. australianprinter.com.au

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Australian Printer - March 2019

13

INDUSTRIAL RELATIONS

A web of workplace issues

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iven I haven’t specifically represented the employment relations interests of the overall printing industry for a couple of years, I am not going to assume anything and will instead clarify some ‘unknown unknowns’. To that end I would like to reinforce some of the recent amendments to the industry Award particularly, and some legislative changes generally. If any current clients in the industry are reading this I apologise for the ‘known knowns’.

Charles Watson, former PIAA IR specialist, explains the latest changes to industry Awards, and industry relations laws

For many years employers covered by the Graphic Arts Printing and Publishing Award 2010 (GAPPA), and its predecessors, could apply a somewhat unique ‘abandonment of employment’ clause.

That clause provided some clarification as to when a worker could be considered to have abandoned their employment allowing employers to proceed accordingly.

Unfortunately, on an application of the Fair Work Act 2009 (Act) last year the Fair Work Commission deemed such clauses were not permissible Award content. Various unions supported the removal of the clause, and industry groups didn’t help by either agreeing or not showing up. It must be said that a stronger argument of the clause being ‘incidental to other permissible clauses’ may well have had a greater effect. Anyway, it is gone since December 2018.

Employers must ensure suspected abandonment of employment is carefully handled, and a defensible process is applied before determining the worker has repudiated their employment.

Late last year, a ‘flexible working arrangements’ model clause was inserted into all modern Awards. Broadly, the new clause clarifies the process employers must apply when a worker makes such a request for family or other 14

March 2019 - Australian Printer

Simplifying IR changes: Charles Watson, Workforce Guardian personal related reasons. Such requests must be responded to in writing within 21 days. Of particular importance is the additional requirement that employers discuss the request with the worker and ‘genuinely try to reach an agreement’.

Failure to do so can now be seen as a breach of the Award, and or the Act. Further, if a worker disputes a rejection to such a request, they can enliven the dispute resolution clause and the matter be referred to the Commission.

We recommend businesses understand the full implication of this clause, and develop an appropriate strategy for considering and responding to such requests.

Abandonment of employment

Flexible Working Arrangements

Employment Standards.

Businesses should consider how to manage this issue if it arises in the workplace and not take any adverse action against a worker as a result. An appropriately drafted policy can assist businesses and employees understand both the entitlement and the process, as well as show support for workers. Get in touch and I would be happy to supply you with a template policy gratis.

Family and Domestic Violence Leave

Charles Watson, LLB GIA(Cert) general manager, Human Resources Workforce Guardian charles.watson@ workforceguardian. com.au

Since August 2018 all modern Awards had a term interleaved providing national system Award covered workers with access to five days unpaid leave per year for family and domestic violence related reasons. Workers are able to take the leave if they need to deal with the impact of such violence if it's impractical to do so outside their ordinary hours of work. Clause 42 of the GAPPA outlines the entitlement and processes. Other relevantly applicable Awards such as the Commercial Sales Award and the Clerks-Private Sector Award contain the same model provision.

In an update to this overall issue, the Act has been amended so all workers are covered by such an entitlement, not just those covered by an Award, and is now part of the National

Casual employment issues The GAPPA always contained a casual conversion provision giving a regular casual worker the right to elect to have their contract of employment converted to full-time or parttime permanent status after six months. The predecessor Award contained provisions referring to the conversion requirement after twelve weeks, or twenty-four weeks by agreement.

Same, but different Since last year all other modern Awards have a provision entitling regular casual workers to request conversion after twelve months. As with the GAPPA provision, there are processes to be followed and only reasonable business grounds to refuse the request.

Additionally, by January 1 this year employers were to have provided their existing Award covered casual workers, other than those covered by the GAPPA, with a copy of the new award provisions for consideration.

Double dipping on entitlements?

The current situation on casual employment in the industry is similar to many other industries. Does a decision of the Federal Court relating to an alleged casual FIFO labour-hire employee and their employer, who perhaps didn’t draft the employment contract with adequate specificity, have any real impact on this industry?

Probably an article for next time, but let’s just say given the previous paragraph, some legislative amendments, and other factors, employers should be alert but not overly alarmed. australianprinter.com.au

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Australian Printer - March 2019

15

PRINT TRAINING

South Australia’s rural South Australia's rural apprentices are getting left behind, with no current access to the training options offered in Adelaide

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rint as an industry struggles to get young people involved. This is not a new phenomenon either, as editions of Australian Printer from the early 90s show the same concerns around a lack of young people joining the industry.

Talking to printers, associations, training providers, and young people, there are clear issues of awareness, public perception of print as a heavy, industrial trade, and the oft repeated refrains about digital media replacing the need for printed products.

The misconceptions of print are only one part of the problem however, as training opportunities become fewer, and businesses either cannot find apprentices, or fail to see the value in hiring them.

But what happens when you have a business that wants to hire an apprentice, one who wants to join that business and learn the trade, but for whom no available mechanism for them to get an apprenticeship?

Over the next few months, Australian Printer will take a deep dive into the realities of getting print apprentices stateby-state, starting with South Australia, which discontinued its TAFE print machinist qualifications last year.

After selling the majority of its print equipment in September of last year, TAFE SA has only a Konica Minolta press, Horizon binder, and a Polar guillotine.

It still offers Print Communications courses, along with graphic design. Essentially, it can teach students up to prepress, but not beyond.

There is no current system or replacement arrangement for apprentices outside of the city.

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March 2019 - Australian Printer

Left in the lurch: Nick Lacey is still without a formal apprenticeship arrangement The only place to get a qualification in operating printing presses in South Australia is through private provider Print Training Australia, part of the Spectra network. Being based in Adelaide, printers from outside of the major city cannot afford to pay the high costs involved bringing in trained professionals to their shops.

This divide in opportunities between rural South Australia and the capital city has left roughly a dozen apprentices

without a formal education process, according to SA’s Rob Hansen, who sits on the South Australian Industry Skills Council, also running Naracoorte business Hansen Design and Print.

Hansen has been unsuccessfully trying to place his apprentice, Nick Lacey, in formal education over a year.

In his words, “It is 12 months and not one thing has been done about it. My apprentice, and others in South Australia have not been able to start a print australianprinter.com.au

PRINT TRAINING

printers shortchanged apprenticeship because there is no training provider.

“It seems to be that if you are in the city, one of the training providers can start the apprenticeship process. In rural South Australia, where I am and others are, we cannot.

“The training provider said to me straight out that they cannot afford to send someone to train my apprentice, which is total garbage. The training provider needs to be able to offer the services, and they are not prepared to. They are walking away from rural printing businesses in South Australia.”

Subsidies not offered in South Australia It is expensive to provide workplace training in rural areas of South Australia. Some parts of the state may only have a single printer, with one apprentice.

Jenny Rushton, CEO, Spectra, the owners of Print Training Australia, explains, “We are different to TAFE in that we only do workplace training. We do not have an offsite facility, we work in conjunction with printing companies in South Australia and other states, to deliver training in the workplace so that we are not pulling them away.

“We go to all regional areas of South Australia, but because of the regional locations of some of the printers, it may need to be one-to-one training, as opposed to a group of printers.

“From a cost-effectiveness perspective, it is not viable, so that is where we need further assistance from the South Australian government to deliver that training, it would need to be subsidised.

“In other states the State Government assists with difficult to get to locations to deliver oneto-one training, there is usually a regional loading of some sort.”

Securing funds A total of $203m was promised to TAFE SA in September last year, coming from both the state and federal coffers, with the $100m Skilling South Australia investment matched by the Federal Government to the tune of $103m.

With the division of australianprinter.com.au

Talent may be missed: Renmark SA's Chloe Rudd, 2018 LIA National Graduate of the Year, was a TAFE student that money still to be fully determined, the AMWU has been working with the PIAA and TAFE SA to secure funds for a new training program, the Skilling South Australia Print Project.

It is headed up by the AMWU’s Gordon Wilson, who managed to draw together 30 students from a pool of 220 at short notice, first being notified of the funds December 21, then having to wait for TAFE to open on January 30, before starting the course this month.

Wilson explains, “We had been in talks with the Department of Industry Skills in South Australia, to start the project, which focuses on ex-school leavers. Starting on March 7, the students do six units, three core, and three digital, as a pre-educational offering.

“TAFE SA will run it, but it is not a trade certificate, it is a skill-set, and the Department of Education wanted it completed by the end of the financial year.

“The $203m in funding is supposed to bring 20,000 apprentices over four years, across all industries. We are hoping that if we are successful

with the project we can grow from that.

“With the 30 students, half have had contact with the industry either through labour hire, or worked as a casual with printing companies. I placed an ad across Seek, Linkedin, and others, we received 220 applications, and we whittled that down to 30.

“We hear that we printers cannot find anybody, but 220 people are keen to get a head start, doing an unpaid course to upskill and find work.

“We have also had reassurances from the companies that are giving them experience, that if they are the right person, they will offer them work.”

The course will be run in the small remaining print room at TAFE SA, with the 30 students split into three groups, each getting at least five days of work experience over the life of the project. So far, 22 companies have expressed interest in taking people on.

Wilson says, “I am more than happy for any companies that want to be involved to contact me. The more companies we have involved, the better the outcomes will be for everybody.

“We have a full-mixture.

We have Multi-Color South Australia, Eagle Press, a small 3D digital printing company, Fusetec, which produces practice human body parts for medical students.

“Print Training Australia can service the Metro and greater area, but regional areas are just too expensive. Our previous dealings Spectra on the Future Print project were successful, they really believe in what they are doing, as they are from the industry.

“We are genuinely hoping that by giving TAFE these 30 students, and money through the Department of Education, we can help provide pressure to get education back in TAFE SA, so people have that choice again.

“I first got wind of TAFE SA shutting down their print education seven to eight months before it was happening, but they were keeping it under wraps at that point.

Continued on page 18 Australian Printer - March 2019

17

PRINT TRAINING Continued from page 17

AMWU, PIAA, and TAFE South Australia working together to pick up the pieces: Lyn Mitchell, TAFE SA (left), Gordon Wilson, AMMU (fourth from right), working with students in the inaugural Skilling South Australia Print Project “By then it was too late, it was a foregone conclusion. None of us can understand why that’s a thing.

“We never even found out why they did it.”

Campaigning for Nick Lacey Back in Naracoorte, Rob Hansen’s determination to solve rural apprentice availability issues has seen him nominated to the South Australian Industry Skills Council, the body which determines and updates training packages alongside industry to ensure that it remains relevant.

He says, “I am very determined to get a result for my apprentice and others in the state. This has been dragging on for 12 months now, and the state government needs to do something about it."

Victoria-based Holmesglen TAFE currently takes Tasmanian students, following the collapse of print training in the southern state, but has no current plans in motion to take on SA students.

Paul Ross, program director, Holmesglen, explains, “For us to have User Choice, Holmesglen would need to follow the South Australian government's guidelines to have those applications in the state. In Tasmania, there was no provider, we put our hands up to take the 18

March 2019 - Australian Printer

training for the state. That was made simpler as Holmesglen already taught other trades in the state.

“We would like to see TAFE SA get back up on its feet, and give training in whatever shape or form there is. If there are gaps, and they cannot do anything, maybe we can fill that in. But I do not think Holmesglen should be doing all the training Australia-wide, alongside Ultimo in Sydney, that is not good for the industry.

“The industry is its own worst enemy at times, people do not put apprentices on, and try to stick to what they have got. But they get older every year, and eventually will have to retire.”

Hansen says, “If we can get South Australia to do something along the same lines, that is great. I respect that there are not large numbers of printers and apprentices in rural areas, but all they have to do is marry with Holmesglen and the problem would be solved.

“We are fortunate that we have great tradespeople that apprentices can learn from, they are learning basic skills. But they need to sit with an external source, and learn a wide range of skills. You find that rural apprentices tend to have a much wider knowledge base, because

they have to be across all aspects of print.”

Hansen has a successful record with mentoring apprentices, with his fourthyear print apprentice Taylah O’Brien finishing second at the biennial WorldSkills awards in 2018, beating out a fellow SA competitor, Chloe Rudd of Print DNA. Both O'Brien and Rudd are based in regional areas, and were able to study through TAFE before it defunded print.

Hansen admits, “We cannot expect TAFE SA to go out and buy all the equipment again, it is not feasible for a handful of apprentices. But they have to put something into place so the 12 or so apprentices seeking to start can have a legally binding apprenticeship. They are still running the graphic design courses, but everything else is in limbo for now.

“I am excited to be part of the Industry Skills Council, and I am keeping my fingers crossed that we can get something across the line.”

Work still needs to be done in South Australia to secure the future of print education outside of the capital. Rural printers are shortchanged when it comes to apprentices, and a clear, wellfunded policy solution will be needed to change that. australianprinter.com.au

PROFILE

Women in Print: Natalie Taylor

F

rom an apprenticeship to national sales director of one of the biggest print companies in the country, the meteoric rise of IVE Group’s Natalie Taylor exemplifies the potential and power of women in the industry when given the opportunity to shine.

Starting in print straight out of high school, Taylor undertook an apprenticeship in Graphic Prepress for a newspaper and newsprint publisher of community newspapers, Torch Publishing. Staying there for 12 years, Taylor first learned the production processes, with a range of background from platemaking to compositing newspapers.

Then, after learning the range of estimating and product planning, she evolved again, moving into sales, driving the commercial heatset and coldset mix into the business.

Taylor explains, “Torch was a publisher, printing newspapers, while also printing commercial work. From my perspective it was about bringing more commercial value into the business.

“I think it was a fantastic opportunity to get into an industry that I had a passion for. I always had a passion for printing and magazines. I was glad the managing director of that business, Trent Engisch, saw an opportunity for me to be mentored and grow across the different divisions of the business. He pushed me to go into sales, which was a natural progression from production.

“I have been fortunate throughout my career to have amazing male mentors, and they have all encouraged me to have opportunities and progress.

“It was a great experience, I was sad to leave, but it was about building upon it, and making the next step to high-quality commercial and magazine printing. Webstar was the perfect choice for me.”

From that role there was an opportunity at Webstar in 2007, and growing her sales acumen, Taylor begun to predominantly sell print contracts for the magazine sector.

She explains, “I vividly remember the first day I was shown around the plant. I was absolutely blown away with australianprinter.com.au

Connecting women: Natalie Taylor, national sales director, Blue Star Web and Franklin Web

AP profiles the highflying, highvolume sales expert

the excitement of cutting edge technology, the hum of the web presses, the high speed binders all rolling away and the passionate buzz from the team.

It made me want to be part of it.

“Coming from a newsprint background, the appeal of selling high quality magazines, travel brochures and so many diverse parts of the market was endless.

“From winning business from small niche publishers to securing large tenders — there was never a dull moment as sales executive at Webstar, I loved every minute.

“When IVE acquired Franklin Web and AIW, my role naturally expanded into retail catalogues and I am proud to be national sales director across Blue Star Web and Franklin Web, the heatset web offset divisions of the IVE group.

For Taylor, there has been a positive shift in the way the industry operates, even if her own experience has been consistent over time. In her words, “I have always had a great experience as a female in the industry, but I know that is not the case for all the women I speak to.

“I think the print industry is working towards motivating and encouraging progression for women across all sectors.

“I am a strong believer in being available and motivating, mentoring is a big thing I believe in. The support network among our industry is something that we should constantly be trying to

improve across the board.”

Women make up fewer spots than men in executive, director, and management roles within print. Taylor defies that trend, and recognises the importance of it, “It is an amazing opportunity to be in any leadership role, not only as a woman. To have an opportunity to influence, motivate, and inspire other women in the industry to take a leadership role, that is what it is all about for me.

“There is a definite benefit to more even gender splits within companies, and company boards. The mixture of female and male minds gives the best outcome.

“I do not think it should be equality just for gender’s sake, a team should be established based on the best people in the business, an equal split just for the sake of numbers does not send the right message.

“But if a business does not give those opportunities to women, it is hard to climb the corporate ladder. That is why there is such an uneven split across so many companies, not because men are better at those roles.”

As an ambassador for Women in Print, Taylor is always giving back, volunteering with the group, and bringing women together.

She says, “I work for a large organisation, but a lot of the women that work for smaller print companies, there is only a handful, or they might be the only woman in the business, so the forum of Women in Print is great to connect to connect with other women.

“We want to grow it, and reach out to more women in not just print, but print media, networking is so important, it can lead to anything.”

True to form, Taylor cannot help but talk about the women she works with, saying, “All of the ladies in the IVE Group should be noted, there are fantastic women across various sectors, and we have female leaders across other roles in our group.

“We see the young aspiring account managers, the ladies in production, all across the business, every single day.

“All of our girls are amazing, and you should definitely be looking out for them.”

Australian Printer - March 2019

19

FELLMAN

A Barman’s Tale

I

n my last column, I wrote about upselling and cross-selling. Was it just a coincidence, then, that I found myself being upsold not very long afterward?

A little background may be in order. My wife and I like to sit at the bar when we go out to dinner. It has been our experience that we get better/ more attentive service from bartenders than from waiters or waitresses. In fairness, bartenders rarely stray too far from the bar, while floor servers are back and forth to the bar and the kitchen, and usually have at least several tables to service.

So it was that we sat down at the bar at a restaurant called Vidrio last Friday evening.

What Can I Get You? The barman smiled as we sat.

“What can I get you?” he said.

My wife asked for a wine list, and I asked for a gin and tonic.

“Any particular brand of gin?” he asked.

“I like Tanqueray,” I answered.

“A very fine gin,” he said, “but have you ever tried Cardinal? It’s made near here, and I personally think it’s the best gin in the world. It is more expensive – four more dollars – but I bet you’ll like it at least four dollars more.”

I laughed and asked, “Do you read Australian Printer?”

He didn’t seem to know what to make of that, so I explained about last month’s column. “I used to be a salesman,” he said.

“I remember being taught about upselling and cross-selling. I guess I never thought that I was doing any of that ‘salesy stuff’ here.”

Knowledge and Passion We spoke several more times during dinner, always about the dinner itself, but as he cleared our plates, the barman brought the conversation back to selling.

“I had a bunch of different sales jobs,” he said. “I sold cleaning supplies for a while, and then cleaning services. I never sold printing, but I sold advertising, so I was involved with graphics 20

March 2019 - Australian Printer

DAVID M. FELLMAN

The best selling occurs when both buyer and seller benefit Finding your passion: Selling is simpler with a purpose Image: Malmaison Hotels, Flickr and design. Now that I’m thinking about it, I realise that I never had any passion for any of those things, but I really do have a passion for food and wine and gin and whiskey. I love to learn about all of it, and I guess I love to share my knowledge.”

Knowledge and passion. That is a pretty strong combination, right? But here is an observation.

In my experience, the “typical” printing salesperson might score 7 on a scale of 10 in terms of knowledge, and 5 on a scale of 10 in terms of passion.

Perhaps I should clarify the knowledge part of that statement. I have long believed that there are two kinds of product knowledge, technical knowledge and applications knowledge. Most printing salespeople know more about the technical aspects – ink, toner, paper, printing processes, etc. – than they do about applications, and how printing is best used to perform its desired purpose.

Make no mistake, everything that gets printed is supposed to do something for its originator or purchaser. That might be marketing-related, or efficiencyrelated, or simply more costeffective. Please believe that there is real value in printing that works better.

But I want to get back to passion. The barman’s tale got me thinking, and I made calls to about a dozen salespeople I respect. “What is your passion?”

I asked them. The answers were wide-ranging, but here are three

that stood out.

“My passion is printing. Ink or toner, paper or any other substrate. I like to make the sale, but I love to see the finished product.”

“My passion is marketing.

I sell print as a tool to help my customers sell more of what they sell.”

“My passion is this company.

It is a family business and I’m part of the family. Plus, I think of all of our employees as family. I sell so we all can take care of our families!”

Closing Thoughts What is your passion? If you are on the low range of that scale of 10, I think you would be wise to find some. In the case of my barman, that drove him into a different profession, but I think he could have been happy and successful in sales if he had approached it differently.

By the way, if you ever find yourself in Raleigh, North Carolina, USA, I highly recommend Vidrio. In fact, let me know that you’re coming and I’ll meet you there!

Dave Fellman is the president of David Fellman & Associates, Raleigh, NC, USA, a sales and marketing consulting firm serving numerous segments of the graphic arts industry.

Contact Dave at dmf@davefellman.com.

Visit his website at www.davefellman.com australianprinter.com.au

WIDE FORMAT +Plus March 2019

Australians in Bangkok for Asia Print Expo l

Sign industry family SOS l Neopost adds Arlon Graphics

WIDE FORMAT: NEWS

SOS for sign industry family Visual Connections is organising support for McDonald Signs and Print, a Sydney business, following a tragic accident involving owner Aaron McDonald’s daughter, Madison.

The association explains, “One day in September last year, Aaron and his family were preparing to celebrate daughter Madison’s seventh birthday when the

unthinkable happened – little Maddie was involved in an horrific motor vehicle accident and was airlifted to the Children’s Hospital at Westmead with a severe head injury.

“The next few days, understandably, were incredibly stressful for Aaron, his partner Sarah and their three young children, as they feared for Maddie’s life

and tried to stay close to her when she needed her family the most.

“Madison’s terrible injuries brought her close to death many times. She suffered a stroke in the days following the accident, falling into a coma for three weeks and requiring Intensive Care treatment for a month.

“Thankfully, Maddie has since improved but she is

still in hospital and has a long road ahead with further treatment and rehab.

“Since that fateful day, the McDonald family’s priority has been to get Maddie through, but the situation has taken its toll. McDonald Signs and Print has been closed while they focused on supporting Maddie, causing financial pressure which is, sadly, all too common.”

SGIAA holding colour management boot-camps

Neopost adds Arlon

The Specialty Graphic Imaging Association of Australia (SGIAA) is holding that the first of its Colour Management bootcamps, from April 2-4, at the Starleaton facility in Melbourne.

Nigel Davies, president, SGIAA says, “We are seeing consistent industry trends that confirm that companies are recognising that they can differentiate themselves through colour management.

SGIAA has access to tremendous technical resources through our international partners SGIA (USA) and Fespa. We seized the opportunity to raise the profile of colour and provide our members with access to the quality training needed to manage colour effectively.

SGIA (USA) has been running the boot-camps over four years in the USA, and Davies says they have successful.

Ray Weiss, director, Digital Print, SGIA (USA) will present the first course, with David Crowther contacted to run the next.

Neopost Australia has entered a distribution partnership with Arlon Graphics for the Australia region.

The major consequence of the deal is the addition of car-wrapping materials to the Neopost line-up, something the company has not previously focused on.

Morgan Quinn, national sales manager, Large Format, Neopost, says, “Overall, Arlon has a good range, and its reputation in the market is outstanding.

“We have added their vehicle wraps, then there are Arlon’s monomeric, polymeric products, and specialty products. High Tack is one example, an extremely sticky material designed for difficult services that normal adhesive products will not stick to.”

As for product availability, considering the deal has just been struck, Quinn explains, “We have had an initial shipment arrive, and a second arriving at the end of the week.

“We had customers

Deal done: (l-r) Stuart Macdonald, Neopost; Andrew McNeill, Arlon Graphics; Raj Dang, Neopost; Peter Bangle, Arlon Graphics requesting Arlon and vehicle wraps, it is important to have options. We saw this as a gap in our range, and are excited to form this partnership.”

Arlon and Neopost say they are both committed to providing exceptional customer support, technical expertise, and a diverse product portfolio to the Australian market, with Neopost giving greater accessibility to Arlon products.

Stuart Macdonald, managing director, Neopost Australia, says, “Neopost is delighted to be announced

as distributor for the Arlon product range in Australia.

This partnership cements Neopost’s resolve to continue with our strategy to become the leading partner to the sign and display industry, providing the widest range of media and print solutions to our customers that offer the highest quality, every single time.

“We are excited to move forward as a key supplier of the Arlon range, which will no doubt help Neopost grow our product range in the sign and display space and allow us to expand our offering.”

Out of Home grows by $90m in FY The Out of Home (OOH) industry has reached a full year net media revenue of $927.2m for the FY 2018, growing 10.8 per cent from $837.1m in 2017.

Quarter four 2018 saw an increase of 9.8 per cent on net media revenue year-onyear, posting $277.5m, up from $252.8m for quarter four 2017.

22

Digital revenue accounts for 52.3 per cent of total net media revenue year-to-date, an increase over the recorded 47.3 per cent for the same period last year.

Charmaine Moldrich, CEO, OMA, says,“We are thrilled to mark industry growth for the ninth consecutive year, demonstrating that

March 2019 - Australian Printer

advertisers and agencies trust in OOH’s increasing ability to connect brands with our growing audience.”

The new figures mark the start of a change in how the OMA reports its revenue numbers, due to recent changes in ownership in the OOH industry which may trigger compliance issues for the OMA’s ASX-listed

members.

Moldrich explains, “Reporting as we did previously, opens the possibility for the market to interpret individual company performance prior to it being announced publicly.”

The figures used to include a detailed breakdown by sectors, which will no longer be reported. australianprinter.com.au

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23

EXHIBITION REVIEW

Asia Print Expo wraps up

A

sia Print Expo, formerly known as FESPA Asia, was held in late February in Bangkok, Thailand, drawing visitors from across the region, with Australia’s Keith Ferrel invited to speak.

Market giants Epson were prominent at the show, along with multiple vendors for the screenprinting market, which is still particularly strong in South East Asia.

Colour management experts from FESPA also gave talks at the event, with one of the highlights coming from Graeme Richardson-Locke, technical support manager, FESPA. Delving into the physics of colour as a wavelength, it also included specifics on what an ideal colour workstation should look like. Work areas, he explained, should be painted to Munsell N8 Grey, while colourful desktop backgrounds should be avoided. For the truly dedicated colour management experts, the way that light interacts with colours means that even brightly coloured clothing should be avoided.

Richardson-Locke explains, “When you want to check the colour accuracy of a print against a proof or soft proof it cannot be completed without understanding the impact of the lighting condition. Most printers are familiar with D50 light cabinets which should be calibrated annually to ensure they meet the ISO standard 3664:2009.

“Once the viewing conditions are controlled, your workflow is managed, and profiling is in place, it is a matter of measuring your output process to meet standards.

“There are a great range of spectrophotometers, with X-Rite, Barbieri and Konica Minolta all offering great devices. The X-Rite i1Pro2 is a good choice for smaller PSPs where one device can be used for QA, CMYK, and RGB profiling.”

Richardson-Locke also gave a talk on digital disruption, looking at how European printers have handled the changes to their business models.

He says, “Digital has created 24

March 2019 - Australian Printer

Local representation: Brent Halliday, Celeste Halliday, owners, BK Signs and Print

Bangkok trade show draws regional attendance, including Australians

a new universe, where new technologies and business models affect the value proposition of existing goods and services. It affects every aspect of the business, from production without tooling, giving the power of print runs of one.

“European printers are looking to short production lead times, lowest cost for quality production, reliable suppliers, and no minimum order quantities. Investing in automated workflow, and connected Enterprise Resource Planning (ERP) and Management Information Systems (MIS) with APIs to join them together, like Enfocus Switch, are key. In this way you can automate ordering, file checking, and production with minimal intervention.”

“Web to Print also offers opportunities. Bluetree Group in the UK, with annual sales of £42m, achieved growth of almost 62 per cent (2018) through its Instantprint.co.uk and Route1print.co.uk web to print brands.”

Aussies abound Keith Ferrel’s presentation looked at the company’s latest achievement, meeting the world’s highest fire safety standards for printing on mesh, completing the first job under the new laws, which was also the biggest piece of print in the country at the time, measuring a whopping 2000sqm.

Speaking to the crowd, Ferrel says, “It was a great opportunity to get into that area. That was sparked by the UK Grenfell Fire, moving from US and EU standards to new Australian standards.

“No such thing had been tested in Australia, so we spent a lot of time getting extra fire ratings.

“We have needed to differentiate ourselves from other printers, and we have set a new standard, an offering called Cactus Gold. It is a new market for high-end retailers and events that is beyond print; it is the quality control, separate finishing, recyclable packaging that make it a world-class offering.

“I would like to think that all of our work is that quality, but what this has allowed us to do is double our print rate. You have got to look at ways of being more progressive, in quality and rates.

It has been adapted, and we have had no knockback at all from our clients as far as the rates are concerned.”

Also attending the show was Brent Halliday, the owner of Broome-based BK Signs.

He says, “We were thinking about going to an Asia show, Bangkok seemed easiest in terms of Visa. We went to acquire new suppliers in the dye-sub industry, but ended up seeing more machine manufacturers as opposed to materials suppliers.

“Watching the wrap comp was great, and we attended a few seminars. The five things to consider about DTG was particularly useful, I wish I had heard that 10 years ago.

“We went to an offshore expo because our business is based in Broome, and we are a long way away from other suppliers.

Ordering from Melbourne, Brisbane, Perth, costs just as much to ship from as China.

“We can source from Australians, but if they are getting it from overseas also, we want to cut out the middle man.

We also do a lot of promotional products, and noticed that with some of the promotional companies that we use, their products get delivered straight to us from China.

“We wanted better buying power, and a better deal for our customers.” australianprinter.com.au

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Printer - March 2019 25

COVER STORY

Specialising to find long

I

n a commercial print environment where volumes are slipping and many binderies have found themselves out of business, the companies that have invested well, maintained good customer relations, and moved into the short-run, ondemand space have found their niche.

Twin Loop Binding is one of them, with the company first established in 1993, with current owner Wayne Rubin’s parents buying it in 1997, and Wayne joining in 1999, some 20 years ago.

Ten years later, Wayne and his wife Nicolle bought out his parents, who were looking to retire, and took over the business, adding a range of binding services along the way.

Since then, the company has introduced plastic spiral binding, plastic comb binding, wire binding calendars with hangers or tent cards, saddlestitching, loop-stitching and perfect binding (both EVA and the robust PUR), also investing in an MIS system to gain efficiencies in the way it operates, as a specialist in smallto-medium runs.

To hear Rubin tell the story, “People say hard work makes good luck, but I think we have been very lucky. Everything has worked out well for us in regards to timing, and we have been fortunate over the years.

“When a competitor shut down, we traded in our EVA for PUR perfect binding, and today it represents about 40 per cent of our business, it has really grown.

“With PUR binding we can take any size run, from 50 to 500 and even up to 10,000, ideal for the digital space.

“Three years ago, another competitor shut down, and we picked up a lot of their customers, and one of their key staff, Chris Sullivan, a previous director there.

“The market has had a lot of consolidation, and dropped off along the way.”

One of the company’s competitors, Sydney-based Open Flat Bookbinding, is closing 26

March 2019 - Australian Printer

Twin Loop Binding is moving towards being a full finishing house with no print capabilities, giving printers confidence that they will not be cut out on the next job

Bound to the business: (l-r) Richard Stewart, Vipul Ghori, Wayne Rubin, Monica Asiedu, Dennis Sutcliffe, Twin Loop Binding down at the end of March. At that time, Twin Loop will be one of two remaining companies in Sydney that can wire bind A3 (long edge) and A2 (short edge).

Rubin says, “It is sad. It helps us in some way, but now when things get really busy, there is only so much capacity available in the market.

“So we need to learn how to manage that as well. We need to keep investing, and making sure that we are getting continuous work from everyone. Sometimes all of that work can come in at the same time though, so we need to manage that work carefully. Production planning, advising customers, is where I step in: Can I move this back, this job forward? It is almost like a chessboard.”

Customers of Twin Loop Binding were enthusiastic in their praise of the company, with Blue-Mountains based Springwood Printing saying, “It is not often you come across a supplier that you can just send the work to and you know the job will be completed when you

require it every single time.

“Even in peak times like December, those almost impossibly short timeframes are completed without fuss.”

DPS Print Production, who have used Twin Loop Binding for seven years, says the same, noting, “We trust them with all our perfect binding work and wire binding and have 100 per cent confidence that they will take care of the job and provide a quality and affordable end product. We have no problem in recommending them to our colleagues.

Print Media Group says, “Twin Loop Binding are a reliable and reactive business partner, that work with us to ensure our client’s needs and deadlines are met.

“Twin Loop not only fulfil most of our book binding requirements, but also provide us with consumables such as binding wire, coil and plastic and also laminating and cello films so we can do our own book binding as well as servicing our machines.” australianprinter.com.au

COVER STORY

term binding success

UTS also uses Twin Loop Binding, with the manager of printing and imaging services for the university saying, “We have always found them professional, responsive, easy to do business as well as the quality of their work is consistently well presented”.

Rubin attributes the success of the business to the longevity of the staff, sticking to a strict schedule, and thorough quality control measures.

He explains, “The secret of success is to look after your staff, and the longer you have staff, the more reliable and consistent their work gets.

“We have a meticulous system, I have been doing this for over 20 years, and I make sure things are flowing well, downtime is minimised, and that the staff follow the policy of the company: treating every job as their own.

“Customers realise that when they send us a job, they can rely on us to take ownership of the job. Often we find mistakes in print: bleed not the right way, australianprinter.com.au

smudges, even missing pages.

We are not proof readers but we pick up on this. It is not a case of garbage in, garbage out, we run one or two books, test it, and if there is a problem we stop.

There is no point trying to meet a deadline by powering through without the customer’s go ahead first.

“That is why so many customers come back. Our guys have an eye for detail.”

One telling example was a book written in Japanese, in which Rubin's staff picked up on an error in the text, despite the fact that none of them can read or write in the language.

“That is when you know you have really good staff,” says Rubin proudly.

“We have a flat management system here, and my staff are always free to walk through the door. We have a close, intimate working relationship, and it needs to be for us to survive in such stressful, challenging times.

“Our staff come from all parts of the world, India, Iran, Ghana, New Zealand, Chile, Scotland, and it makes me feel like I am doing my share for a multicultural Australia.”

Rubin is also a migrant, having moved to Australia from South Africa some 22 years ago.

Speed to market Twin Loop is known for its quick turnarounds, with most of its jobs coming in with only a couple of days notice. With books, customers generally book them in a few days in advance, so fitting jobs in and adhering to the production schedule is key, says Rubin.

“Some of the bigger companies give us a week, or two weeks notice, which helps. The MIS system we have allows our staff to group jobs; sometimes the punching will be a certain size across work, so we might do all the A5 hole punching, and spiral binding together.

Especially when there is PUR binding, we consolidate it as much as possible to maximise the life span of the PUR glue which allows us to bring down the costs for our customers.

“Each time we use the machine, we have to drain

the tank, so it is key to get the maximum use out of each tank.

If we have not scheduled PUR for the day, but a customer needs it, we will do it, it is just a matter of charging for the full setup, where normally we can split the costs between customers by bundling smaller jobs together.

“We score more than 90 per cent of our covers offline, (even though our perfect binder can score online) because we get a deeper score, which allows us to achieve a squarer finish, improving the quality of the job.

It is great, because the customer looks at it and often says, ‘gee, this looks good’.

“We believe that we are only as good as our last job.”

Twin Loop Binding also sells binding supplies and machines, operating as a reseller. Rubin says they fit into the market today as a point of convenience, noting, “A lot of our machine sales are regular customers, that might want a small wire binder, or celloglazing machine, or a punch machine.”

Finding efficiencies Rubin invested in an MIS system through Hexicom one year ago, purpose built for the business, and he has been ecstatic with the results, saying he’s achieved efficiencies of 40 per cent.

“We looked at three or four different software companies, but they were all geared up for the print industry, and we technically do not do any print.

Hexicom despite being designed for the printing industry were able to custom make their MIS software to adapt to our manufacturing needs.

“All my staff are versatile, and the way we are set up is customer driven. We have a small staff, only nine people, but could deal with 45 customers a day, which is what makes our MIS software so important.

“A lot of customers come in and are blown away, it looks extremely professional. All of our jobs are up on the electronic board, everyone can access them, track their progress, and follow it through from beginning to end.”

Continued on page 28 Australian Printer - March 2019

27

COVER STORY Continued from page 27

New services coming For Twin Loop Binding, success has come from following the needs of its customers.

Rubin says, “We try to listen to our customers and respond to their needs. A lot of people ask for A4 landscape saddle stitching, so we put in equipment that could handle that, and A4 landscape loop stitching.

“Some people are price sensitive, so we realised that perfect binding is not the right option for everyone, leading us to introduce saddle-stitching.

“In the near future we will be offering in-house celloglazing, as at the moment we outsource it.

Our biggest threat is time, and for us to wait for it to go out and come back, it takes too long.

“We want to move towards a one-stop-shop for finishing, bringing that celloglazing inhouse, while getting another perfect binding machine that can handle A3.

“Most people do their own celloglazing, but we have a few key customers that store their covers here. For them to be cost effective, they have to do the work in bulk. With our own machine, we could do smaller runs for them, which helps in the long run, as they do not have to pay to store them. It also lets us have more quality control, using digital devices.

“Some printers have a lot of oil in them, meaning the celloglaze tends to lift. If we run a job, and it starts to lift,

Controlling quality: Behnaz Pire, senior bindery operator, Twin Loop Binding we need to put it on hold, show it to the customer, so that they then need to get it reprinted and finished with the celloglazing before we can bind it.

“That is two-days wasted, and the deadline for the customer has not shifted. So we want to have more control of that process by bringing it in-house.”

Shifting industry The way the market is moving is that everyone wants their work faster, almost instantly, says Rubin.

“We need to explain to people that things take time, but if we can cut back on travel times, courier times, it is a no-brainer that we have to do more inhouse.

“For this particular business, we are really geared up for the digital market. We are not like the other binders that deal with

Managing workflow, clients: Wayne Rubin, managing director, Twin Loop Binding 28

March 2019 - Australian Printer

runs of 20,000-30,000 we deal with runs of 5 to 5,000, with an upper limit of 15,000-20,000 for wire and spiral binding.

“In print, the runs are getting smaller, but more specialised.

There is more print being done than ever before, but it is a different kind of print, it is moving towards printing on jumpers, street signs, cups, mugs, personalised items.

“The small run work is specialised, that people do not want to do in-house. It is perfect binding with folds, or die cut outs, they may be A6 size, or in sequential orders. They are the hard jobs that people send. We cannot pick and choose, we have to be able to do all jobs, and we do.

“So now there is a need for A3 perfect binding, there are not many people in Sydney who can do that work along with yearbooks, scrapbooks.”

Attributing success For Rubin, as with many smallbusiness owners in the industry, Twin Loop Binding is his only plan for retirement.

He explains, “We always looking for ways to improve, add-on, and add-value. We are moving to become more of a finishing house, not just a bindery. That is where the industry will take us, whether we like it or not.

“We keep adapting, and we are successful because I have no back up plan. I have to make this work. This is my livelihood, my passion, and this is why I am fussy with who I hire.

“The saddest thing is when people do move on, that might have been here for six or seven years, that have to leave for nonwork related reasons.

“If you do not have the right people you cannot keep expanding.”

For Rubin and other small business people, who rely on the strength of the business as a long-term investment, phoenix operations can particularly sting.

He says, “Most people run good businesses, but it is always unfortunate when people do not pay their bills, close up, then reopen with another name.

“There should be stricter controls on companies closing and directors starting new companies.” australianprinter.com.au

Binding BIndIng SErvIcES • PUR Perfect Binding • EVA Perfect Binding

• Spiral Binding • Collating

• Saddle Stitching • Loop Stitching

• Wire Binding (including A3 & calendars with hangers)

SUPPLIES • Plastics Spirals

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10% Off cOnSUmABLES* *Receive 10% off your binding supplies order when you submit a Bindery job (Perfect/Wire/Spiral Binding or Saddle Stitch). Offer can only be used once per customer, cannot be used in conjunction with any other offer and is available on standard stocked items only.

Offer expires at midnight 30 April 2019.

OffIcE & BIndIng EqUIPmEnt For our full range of equipment visit us online

11 Khartoum Road, Macquarie Park NSW 1300 657 850 quotes@twinloop.com.au

www.twinloop.com.au

australianprinter.com.au

Australian Printer - March 2019

29

BUYERS GUIDE: DIGITAL PRINTING

Digital disruption demands

D

igital print is no longer the poor man’s print, with ever shortening deadlines for work, and increasingly tight turnarounds making digital investment necessary for almost every print operation in some shape or form.

Making the right investment is about first identifying where you want your business to go—is high-value finishing work your forte, or do you want to offer an on-demand W2P service? Do you see yourself as a specialist, and want to refine that, or are you trying to offer as many different services to your client as possible?

In its 2018 census results, association conglomerate FESPA notes, “Print businesses continue to respond to sustained customer demand for fast turnaround, short runs and JIT delivery with strategic digital technology investments.

“Cost reduction and diversification into new markets and product offerings remains a focus of investment for 53 per cent of those surveyed.”

Within the sign and display market, FESPA's main focus, it seems that digital investment is needed to both reduce the costs of short run work, along with opening up new revenue streams.

Commercial printers are also increasingly supplementing offset production with new digital systems, which allow for higher-margin work.

While the phrase ‘offset quality’ is often thrown around casually in the digital print realm, the latest generation of presses, finishing equipment, and inkjet/toner heads have a much greater claim to quality than the systems of just five years ago.

Resolutions of 1200dpi, as small as two-picolitre size ink drops, single pass inkjet, inline finishing, and variable data print are the new reality.

Significantly, there have been leaps and bounds made in automating the print process, moving towards a business model with minimal operator intervention. For big software/ hardware giants like EFI, the end goal is a system where jobs come in, are automatically checked for quality issues, sent 30

March 2019 - Australian Printer

With many options on the market, print providers need to select the option that opens up added value offerings

Modern print environment: Digital only PSPs are increasingly common to the printer, and can be out the door without an employee needing to do anything at all.

The digital print systems are increasingly flexible with substrates too, opening up new applications for printers. The Screen 520HD+, newly launched at Hunkeler Innovationdays, can handle uncoated offset stocks, at what it calls offset speeds, but with each print in the run a unique piece, thanks to variable data print. The company claims that it has successfully printed on gloss, silk, and matt offset coated stocks without priming.

Konica Minolta’s ‘offset replacement’ is its signature AccurioJet KM-1. It is essentially a Komori chassis with feed, paper transport and delivery from the Japanese offset giant, with the inkjet printing technology from Konica Minolta. It prints on offset stocks at 1200x1200dpi in single sided or perfecting mode at 2700sph. There are no plates, no makeready, and it can print variable data.

At its initial launch at PacPrint 2017, Mark Brown,

product marketing manager, Konica Minolta, contended, “Make no mistake the AccurioJet KM-1 will be an offset replacement machine. Run lengths are coming down all the time, most work is now short run, and most work is wanted virtually immediately, the KM-1 delivers on all these points. No plates and no makeready makes life easy for printers.”

For Fuji Xerox, the Iridesse represents the latest in digital print for commercial applications and beyond. The Iridesse is able to to print specialty colours including metallic with a single pass, by housing up to two additional specialty dry inks of gold, silver, clear and white, in addition to CMYK. It is offering speeds of 120ppm with substrates up to 400gsm, with print resolution of 2,400dpi, and a few early adopters in the Australian market, including Theo Pettaras’ of Digitalpress, and Ian Bosler of Intertype.

Over at Fujifilm, the newto-market third generation B2 inkjet press, the Jet Press 750S australianprinter.com.au

BUYERS GUIDE: DIGITAL PRINTING

diligent decision making

is capable of 3,600 B2 sheets per hour, can be equipped with food-safe inks, and capable of handling coated and uncoated offset stocks.

The previous model, the Jet Press 720S was among the first B2 inkjet presses to gain a foothold in the market, with over 150 Jet Press installations worldwide.

With the continued, steady increase in demand for short run work, Fujifilm says the introduction of the Jet Press 750S means that more and more jobs are going to fit the sweet spot, for print runs up to 5,000, depending on ink coverage.

A spokesperson from the company says, “The target for this press is not the tonerdominated, on demand market where runs of ones and twos predominate. The Jet Press 750S will compete with, and out-perform, offset presses in the production of high quality, short run print jobs. This makes it an ideal investment for a much larger range of commercial and packaging printers.

“Like the Jet Press 720S, the australianprinter.com.au

new press is the perfect blend of old and new technologies. Built on an offset chassis, it features superb sheet-to-sheet, front and back registration and up-time on a par with offset, combined with the very latest industryleading Samba inkjet printheads, to deliver print quality that outperforms offset.”

There is no discussion of digital print without the HP Indigo, the clear-market leader in the B2 digital space. Supplied

by Currie Group in Australia, the latest in the series, the HP Indigo 12000 Digital Press is quoted

by HP as delivering 1625 dpi, or a virtual resolution of 4876 x 4876 dpi, with a printing speed of up to 4,600 B2 colour sheets per hour, maximum sheet size of 75cm x 53cm, and applications supporting synthetics, canvas, or metallised with the on-press HP Indigo ElectroInk Primer.

For printers looking to dip their toe into Indigo, Currie Group has recently starting selling affordable, entry-level refurbished presses under the HP Indigo 7r badge, based on the HP Indigo 7000.

Remanufactured on a dedicated production line, they undergo the same integration process and testing as new presses, and can be reconfigured in up to six colours, including white ink, fluro colours, and an option for a heavy substrate kit.

Automating efficiency Digital makes life easier for printers. Automating quality control, removing sheets with errors, having the finishing inline, along with dual printer/ cutters, frees up PSPs to spend more time selling, upselling, and strategically planning the future of their business.

Konica Minolta’s IQ-501 Intelligent Quality Optimiser continuously monitors, controls and adjusts printed colour, density and registration by reading each printed sheet with a Konica Minolta developed hybrid scanner system.

It is now offered within the company’s latest devices, with the company quoting time savings of 40 per cent in operator setups.

Over at Ricoh, the new Pro C7200 and C9200 Graphic Arts Edition offer inline finishing

onboard, through a partnership with Plockmatic. For a print service provider in the book printing space, the C9200 can produce a 50-sheet, 400page book in A4 at 135ppm, saddlestitched with a square spine, fully trimmed.

Then there are finishing options: a staple finisher, a booklet maker and trimmer unit, a multi-folding unit that supports six fold patterns, a high capacity interposer, a GBC StreamPunch, inline ring and perfect binding systems as well as twin high-capacity stackers.

Emotions Wedding Photography, a new business chaired by industry icon Michael Warshall, who made his name in photographic repro through Nulab, is using a C9200 for its fast-turnaround nextday photography service for weddings and events.

Single-pass inkjet in corrugated Digital is next set to shake up the packaging and corrugated board market, with multiple single-pass inkjet presses set to hit the market and compete with the EFI Nozomi, including a new joint venture by KBA and Durst.

The press created under the joint venture, VariJet, will use water-based inks, and be developed in Germany by both companies.

It is set to debut at drupa 2020, while the ink and service business around the press will be handled by KBA and Durst respectively under the agreement.

Operating in the same space is the Sun Automation single pass aqueous press, disrupting packaging sheetfed with digital print at 1.6m x 3m wide, printing at 70 metres per minute, and The HP C500 single pass aqueous press, 1.32m x 2.5m with a print speed of 75 metres per minute print.

The Nozomi, after a little over a year on the market, now has a white ink option, with Australian company Orora the first worldwide to trial it.

Attendees of the upcoming Auspack show will be able to see the quality of print it produces, and the design options that open up for corrugated packaging when white ink is a possibility.

Australian Printer - March 2019

31

BUYERS GUIDE: DIGITAL PRINTING

Durst develops digital with P5 Hitting Australian shores in 2019: Durst P5 platform

T

he latest Durst wide-format digital printer, the P5, is set to hit Australian shores later this year, shaking up the high-end market.

The industrial print specialist is huge in the European ceramic print market, and renowned for its remarkable up times (beyond 99.99 per cent) on ceramic decorating equipment, along with its performance in the highend large format market.

With the huge costs between energy, and starting/stopping production, developing those levels of efficiency for the ceramic print market is not a luxury, but a necessity, and the company takes the same philosophy to the P5 platform.

Taking its name from what Durst supplier PES describes as ‘the ridiculously small’ 5 picolitre drop size, the P5 delivers 1,200 dpi at ‘blistering’ speeds on media up to 2.5m wide.

Building the platform from the bottom up, Durst has resisted industry-wide trends on upgrading, and updating existing technology, creating something entirely new.

Matt Ashman, sales manager at Photo Electric Services (PES) says, “In wide format printing 32

March 2019 - Australian Printer

Purging almost eliminated from workflow, as company minimises downtime, keep cost of ownership down

today you need a partner who is serious about wide format printing. At PES we specialise in Durst solutions, being the exclusive agent for more than 20 years.

“The demands for wide format printing are more and more challenging, with shorter deadline and cost constraints.

Durst and PES have a history of constant innovation and development, both from a manufacturing base and from a local base.

“With the P5 platform, customers are getting a truly unrivalled combination of quality and speed, with optional extras to scale up to fullautomation.

“We specialise in delivering solutions. From initial enquiry we discuss your needs, your budget, your business and your time frame. Most solutions are not just off the shelf, all Durst solutions are built to order to the customer's specifications.”

Durst also has all the development of its software, workflow, and RIP technology in-house. The ecosystem incorporates its Durst Symphony RIP and print management software into the integrated touch-screen display on the P5, alongside its workflow and new W2P options. Operating as one gives more stability

to the platform, says Durst, while incorporating ink-saving software and hardware modules means each print comes at a lower cost. The ink recirculation function can be set to automatically run an hour before your shift begins, pulling the ink that has been sitting in the heads to recirculate it throughout the ink delivery system.

The P5 purges its heads ‘as needed’, with the P5 on the showroom floor at the SGIA Expo 2018 being purged on setup, and not again in the six day period of the show, even in the dry climate of Las Vegas.

P5 users can expect to virtually eliminate purging from their workflow and cost of ownership, saving valuable time and money, according to Durst.

Ashman says, “PES have fully trained Durst technicians in Australia, and a wealth of expertise to install, integrate and support your investment and your business.

“With higher and higher speeds and smaller and smaller drop sizes for higher and higher resolutions, ink technology can make or break innovation. Durst has all of this development in house, meaning always manages to have an advance in solutions for developing hardware but also for the forever developing applications of our clients.” australianprinter.com.au

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Australian Printer - May 2018

33

BUYERS GUIDE: DIGITAL PRINTING

Best of both worlds

F

or Konica Minolta, constantly innovating and thinking of how to offer clients added value is critical to keep ahead of the competition. The digital giant says its vision is to explore and give shape to ideas.

As the print and communications market continues to change, understanding how this will affect the value proposition is paramount.

Mark Brown, national manager product marketing, Konica Minolta, explains, “The basis for working with our customers and their clients is to clearly understand their business opportunities and challenges.

In answer to market demand for high speed B2+ inkjet the AccurioJet KM-1 was introduced in 2017 and continues to help customers innovate their business approach and print offer to market.

“Combining Konica Minolta’s knowledge and drive for innovation with our digital print inkjet solutions and services makes for a powerful combination. Our research and development teams in Japan constantly refine our processes and technologies, seeking new ways to improve our approach and the solutions we offer our customers.”

The AccurioJet KM-1 Inkjet Press combines the speed and flexibility of an offset press with the digital benefits of variable data printing and zero makeready. It features a compact design with versatility of print applications and productivity of up to 3,000 oversized sheets per hour in simplex or 1,500 sheets per hour in duplex mode. With sheet sizes of up to 585 x 750mm B2+, and sheet thickness of up to 0.6mm in simplex and 0.45mm in duplex, the larger sheet size opens up more applications: 3-panel and 4-panel brochures, pocket folders, posters, point-of purchase graphics, dust jackets, wrap-around book covers are all made possible.

Tatjana Ferguson, product marketing manager, Industrial Print & WF, Konica Minolta, says, “The AccurioJet KM-1 has unparalleled media handling and enhanced media flexibility and 34

March 2019 - Australian Printer

AccurioJet KM-1 combines offset chassis with digital flexibility

Opening up applicatons: B2+ Konica Minolta AccurioJet KM-1 can produce a wide variety of commercial print and packaging applications on uncoated substrates, even textured papers, eliminating the need for special substrate treatment before or after printing a wider range of offset jobs such as heavy textured stock and folding packaging. Another feature is the outstanding image quality using Konica Minolta's original print head design and patented UV ink technology for outstanding inkjet results.”

Enhanced image quality and a wide colour gamut that the company says matches offset is achieved with the Konica Minolta high-resolution print heads, 1800IS, which deliver true 1,200dpi x 1200dpi resolution. Konica Minolta says its UV ink provides excellent light fastness and scratch resistance. The technology utilises LED curing for the UV inks, allowing for cool curing during the print process, blocked nozzles or other deviations are corrected on the fly to ensure the best possible print quality. The paper path of the press is offsetbased, therefore robust, accurate and reliable. As the ink used is UV, there is no need for primers or speciality materials to print onto. Due to the UV curing process, the prints are dry and ready for finishing immediately.

Brown puts this into context, noting, “No more complaints from customers because promotion pieces show signs of rub off when mailed by post.

With the AccurioJet KM-1, you gain absolute consistency in paper feeding, registration, image quality and repeatability.

Job after job, day after day. This unparalleled stability is ensured by outstanding front-to-back

registration accuracy, enabled by a gripper-to-gripper technology.

Jobs are managed via a hybrid production workflow, with no need for plates. This lets jobs be added to the print queue easily via the web, hotfolder or existing workflows.

The post-press process is also simplified. It is possible to send small-lot, short-turnaround jobs immediately after printing to the next production step.

Ferguson says, “With falling run lengths and increased variable-data requirements, the AccurioJet KM-1 simply makes sense. It is faster than toner and has a wider range of media and applications. By integrating litho and inkjet technologies, the AccurioJet KM-1 was built for digital print companies demanding extra capacity, that wish to end outsourcing, but is also seen as a premium solution for conventional offset printers that are moving into digital printing.”

Brown continues, “The print and communications markets continue to change and understanding how this will affect production processes is paramount. Feedback we get from our customers is that the quality of the prints coming off the AccurioJet KM-1 has been fantastic and far superior to offset.”

Konica Minolta says it will continue to develop leading print technology to increase automation in digital print so that our clients can obtain greater efficiencies and productivity, to meet their customers’ requirements and improve their business processes, while adding additional value to the digital print process. australianprinter.com.au

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Australian Printer - March 2019

35

BUYERS GUIDE: DIGITAL PRINTING

Screen launches latest at Hunkeler

F

or Screen, the Truepress Jet 520HD+ brings a simple proposition to printers: offset quality on standard offset papers at greater than offset production speeds with the added power of variable and short-run print-on-demand.

Building on the established 520HD platform, which has over 100 units installed worldwide, the HD+ also offers the same SC inks.

Screen explains, “SC inks continue to provide the same wide colour gamut and stability as Truepress inks while also featuring our absorption technology. This advance eliminates the preprocessing usually required for the surface of offset coated papers. Being able to print directly on to the paper preserves its texture, enabling you to produce outstanding results.”

With more than 40 users, Screen says its SC inks have proven that inkjet on gloss, silk and matt offset coated stocks is possible without priming.

The new 520HD+ now adds the Adphos NIR drying technology which boosts

Offset quality, offset stocks: Screen Truepress Jet 520HD

Truepress Jet 520HD+ opens up new applications, and wider range of papers

productivity on these types of papers even further whilst increasing colour gamut and reducing both ink usage and power consumption.

Automating quality management Launched at Hunkeler Innovation Days, with the 2019 edition of the show heavily focused on automation.

Peter Scott, managing director, Screen Australia, explains, “I attended the show and it was incredible. The output was fantastic, and it really hits the dual expectations of print quality and speed.”

With the systems, Jet

Inspection Light drives a built-in high-speed camera system and creates printhead correction data to further automate quality management. This includes; shading correction (colour matching between printheads), coping with missing nozzles and maintaining perfect head alignment.

It is also upgradeable to the full-version, JetInspection, which performs detailed and comprehensive real-time inspection of the complete print image across each and every printed page, detecting everything from OCR fonts, decoded bar codes and missing dots to foreign substances, colour variations and faulty output text.

Suite of awards In digital labels, the Screen Truepress Jet L350UV+LM won the Best Label Printer award by the European Digital Press Association (EDP).

It is the latest in a series of awards for the digital inkjet label press manufacturer, and follows on from wins for its Truepress Jet 520HD series from the Japanese and American print industry awards.

Screen is your partner for: High Speed

Labels

Labels, Wide Format

High Volume Digital

ComputerTo-Plate Automated Workflow

Truepress Jet 520HD+ up to 150 mpm, web fed inkjet on offset stocks

Wide Format

Truepress Jet L350UV+ 60 metres per minute digital

Computer-to-Plate

150 years of graphic precision 1868 - 2018 SCREEN GP Australia Pty Ltd Suite 11, 2 Eden Park Drive, Macquarie Park, NSW 2113, Australia Tel: +61-(0)2-9016 -3400 • Toll Free: 1300 305 118 sales@screenaust.com.au • www.screenaust.com.au 36

March 2019 - Australian Printer

Now up to 3.2 x 2.0 metre bed

Truepress Jet W3200UV MkII –

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Australian Printer - March 2019

37

BUYERS GUIDE: PRINT & MAIL

Profit’s in the mail

T

he dictum that if you print, you should mail, is sound business logic. As a print provider, you already have the customers, the uptraining to operate mail and insert systems is not forbidding, and the investment cost, at least to get established, is not high.

Meanwhile, for the customer, it means one less supplier to deal with, reducing costs and times, and opening up efficiencies in production, as the inserts are not moved off-premises to a mail production house.

All types of mail volumes are contracting, and electronic channels leave gaps in the communications mix. Email, once seen as disruptive in marketing, has faded to grey, as inboxes bulge with unsolicited content. While still a useful marketing resource, email – and also the newer social media – are no longer seen as miracle fixes.

And throughout, printed mail has shown endurance.

The specialists are thriving.

A standout example is D&D Mailing, formed more than 15 years ago by two of Australia’s most expert mail handling operators, David Sykes and David Docherty. In a print/mail industry where standards can vary, “D&D’s approach is based purely on providing the best quality service available,” the pair states.

These factors have combined to produce a formidable mail handling organisation, which has resources equal to D&D’s largest competitors, yet is small enough to offer personal service. The company founders explain, “The final result is a totally maintenance and hassle free processing facility that specializes in the handling of catalogues, magazines and all other types of mailing including parcels.”

But whether it is a large, established mail house with high-volume inkjet lines or a PSP looking to expand into mailing 38

March 2019 - Australian Printer

For mediansized and smaller print companies, looking to offer new inhouse added-value services to their clients, mailing and inserting can offer an exciting new revenue channel. In fact, low- to mid-volume direct mail has emerged into its moment in the sun.

Bringing costs in: There are savings to be had if you prepared to invest in mailing, and the customer has one less supplier to deal with and bring some of this fulfilment inhouse, the potential is there.

The Printing Industries Association of Australia (PIAA) views mailing and inserting as continuing to pack lots of value – as a key component of the commercial cycle. Mailing and inserting can be a profitable sector for those participants who have invested in efficient technology, and who have adapted their business model to suit changing consumer patterns.

PIAA CEO Andrew Macaulay predicts retailing will continue to regard printed mail as a valuable marketing tool, as long as Australia Post does not price the sector prohibitively or reduce service levels to a point where reliability falters.

Good mail from Pitney Bowes What efficiencies can print and mail houses come up with to counter dwindling volumes of printed mail? Stephen Darracott, country manager and director at Pitney Bowes ANZ, has offered an array of solutions.

Pitney Bowes clients tell the company that their mailing and inserting activities give them at a significant edge over rivals offering printing only. Mail volumes may be reducing but key industries rely on mail outreach campaigns more now than a few years ago, observes Darracott.

He says personalised addressed-mail campaigns are taking their place in the printed mail alongside essential australianprinter.com.au

BUYERS GUIDE: PRINT & MAIL

as it gets results time, manpower and money.

Personalised messages in a mailbox and then in a potential customer’s hand are effective."

Neopost has it sorted

mail such as bills and card statements. “That’s strong real estate to capture,” says Darracott.

By providing printing, folding, inserting and mailing services, print houses can help save their clients the time and money they need to spend on developing their business and communicating with their own clients. Darracott identifies folding, inserting and mailing as touchstones in building a print business in challenging times.

Tightening print margins should be making PSP look to mailing, not look away, he asserts. “With so many businesses having to do more with less, printers who offer full mail campaigns are offering to save their clients australianprinter.com.au

Neopost Australia offers a range of kit to streamline mailing/ inserting, where accurate weighing of mail pieces, rapid opening of envelopes and efficient sorting and archiving can make or break a workflow.

The Neopost IX series provides intuitive navigation and clear displays, catering to a wide array of mail types of varying sizes and weights.

Software products encompass the OMS-200 output management software, which enables appending barcodes and OMR marks and some basic workflow, and the OMS-500 system, a fully featured multichannel output management solution for both print and electronic documents. The OMS500 includes address validation and a sortation module to maximise postage discounts, along with workflow automation capabilities.

Neopost’s DS-200i folderinserter is a volume application with an advanced modular design.

The DS-600i folder/inserting machine provides rapid performance, with the ability to process up to 6,000 envelopes per hour, with a high loading capacity to match its speed.

Neopost’s mailing solutions are bundled with its RISO ComColor series of inkjet printers that produce cutsheet inkjet at up to 150ppm, and are able to print a 1,000-page document in as little as seven minutes.

The Neopost AS-970C address printer can print up to 7,500 DL envelopes per hour in full-colour, eliminating the need for labels, while an optional stacker and additional drop tray speed up larger mail runs.

Symon Cook of Neopost Australia says commercial printers can optimise mailing services for their readily accessible, existing customer base, leveraging skillsets already in place. They can gain control of the entire mailing job, reduce management for the end customer – and it also removes the risk of losing a client because a third party missed deadlines.

But Cook says starting off takes the right planning.

Customers will expect a a PSP to have a significant level of knowledge on postage and how they can maximise savings.

Ricoh offers mail solution Ricoh Australia’s solutions enable print providers to ramp up marketing campaigns with personalised promotional mailing, delivering printed and online collateral customised to each print/mail client.

PrintShop Mail Connect simplifies variable-data printing by removing duplication and producing multi-channel campaigns more quickly.

Henryk Kraszewski, senior product & marketing manager at Ricoh Australia, says PrintShop Mail reduces costs by improving print capabilities, also allowing the design of print and email layouts from the same tools, improving document consistency and simplifying data use and integration.

Outsourcing or investing, mail offers clear opportunity.

Working efficiently with Australia Post An essential prerequisite of PSPs making the most of a print/mail operation is to understand the basic principles and the finer points of working with Australia Post.

Postage is the major cost factor in printing and mailing. The aim is to use all discounts available. In addition to discounts for volume, Australia Post

offers further discounts for “clean mail” (sorted into postcodes and bundled into 300-piece bundles).

An account with Australia Post is required, as well as the need for appropriate software to pre-sort the data. It is also essential to comply with Australia Post requirements for mailing, including DPID addressing.

Australian Printer - March 2019

39

BUYERS GUIDE: PRINT & MAIL

Knowledge speeding up mail

M

Speeding up delivery: D&D uses thorough knowledge of Australia Post to ensure timely arrival elbourne and Sydney based D&D Mailing Services (D&D) uses its knowledge of the postal system to deliver the best results for its clients, focusing on constant communication to keep customers in the loop.

With 25 years of experience, founders David Docherty and David Sykes, which the company is named after, manage the business with a flat structure ensuring nothing is lost between layers of management.

Both Davids say they knew for sure that the industry in 1996 could provide a much better service, and some 25 years later have grown the company to have over 100 staff, processing more than 50 million articles per year.

What sets D&D apart from other mailing houses is its patented Biowrap wrapping, invented by the company, and manufactured under licence.

Biowrap has been designed specifically for wrapping magazines, and is a strong, waterproof material, degradable when exposed to water and oxygen.

No other Australia supplier has access to the product, says D&D, and it is now used by all of its customers across Melbourne and Sydney.

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March 2019 - Australian Printer

D&D Mailing Services have 25 years of experience, and understand the complexities of Australia Post better than most

As a dedicated mailing company for publishers, and catalogues, the founders say they know how to look after customer’s requirements.

They explain, “We have the best knowledge of anyone in Australia with regards to Australia Post pricing, and requirements.

“Everyday we trip across a customer that is with another organisation, and they do not have the insight that we can provide around price, timing, and what can be done in general.

“We have a good commercial understanding of Australia Post logistics, and how they handle mail and timing. We can utilise that by integrated our electronic lodgement processes to ensure that we meet those types of deadlines, or timelines. That can give the customer a lot more consistency and reliability in terms of the delivery of their product.

“We also know where to go if there is a problem. We can check with every centre throughout Australia, how magazines are being delivered, and if there are any issues.

“We had a situation with a company mailing 50,000 catalogues a fortnight throughout Australia. They had a call from Broome inquiring about a product which had already been sold, which is how

we found out it was taking too long to get to Broome.

“We then changed the delivery deadlines for Sydney and Perth, and made sure that it was getting to Broome. So instead of missing a certain truck, and taking two weeks to deliver to Broome, it then took three or four days.”

Both David and David believe that marketers and retailers are starting to struggle to get results with electronic communications, and understand that there is more impact in putting something on someone’s letterbox, in a piece of paper, or in a magazine.

They say, “Everyone is deluged with emails that we really just bulk delete, I think we will see marketers move back towards print.

“It is always difficult to discuss trends post-Christmas, as the market seems to be trying everything to boost sales.

“Obviously, a lot of sectors have taken the cheapest medium - electronic - so they won’t push the barrel of security issues. The market, and Australia Post needs to re-educate people around the benefits of sending mail.

“When was the last time you opened a letter from an envelope and caught a virus on your laptop or mobile?

“There is definitely room for print and electronic communication.” australianprinter.com.au

D&D Mailing Services Did you know that D&D Mailing Services is the largest plastic wrapping company in Australia and one of the largest mailing companies operating nationally?

Why you should use D&D Mailing Services:  High speed laser printing and print supply services  Cost-effective parcel and postal distribution analysis  Expertise in Australia Post regulations and services  ‘Pick and Pack’ warehousing services  Overseas mail inbound and outbound  Specialised hand-finishing services Wrap your magazine in Biowrap – exclusive to D&D Mailing Services:  Invented and patented at D&D Mailing Services  Designed specifically for wrapping magazines  Strong waterproof and degradable when exposed to water and oxygen

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