Fujifilm Energy Fall 2012

A magazine of new ideas, developments and solutions

VOL. 2, ISSUE 3

Why the display graphics market is a fit for providers and customers

Going with the Flow

In today’s ever changing, project-at-every-turn world, having the tools to stay in step are a critical part of being successful

‘A Whole New Experience’

The Columbus Dispatch reimagines the newspaper business

vol. 2, Issue 3 • Fall 2012

All the Angles Why the display graphics market is a fit for providers and customers

9 2

‘A Whole New Experience’ The Columbus Dispatch reimagines the newspaper business

1

Opportunities

4

Going with the flow

14 Manufacturing Competitiveness How Fuji f i l m’s Nor t h K an sas Cit y manufacturing facility is leading the way in the race for efficiency

17 Did You Know?

Facts about Fujifilm you may not have known before, but now you do

Kristi Hubert Mendez Editor & Publisher > kmendez@fujifilm.com

A letter from Todd Zimmerman

In today’s ever changing, project-at-every-turn world, having the tools to stay in step are a critical part of being successful

Fujifilm J Press 720 receives 2012 InterTech™ Technology Award

ENERGY is published quarterly by Fujifilm North America Corporation, Graphic Systems Division Copyright 2012 All rights reserved

13

Product Spotlight

www.fujifilmgraphics.com

16

VIPs Only

8

Game Changer

Fujifilm Acuity LED 1600

How to get inside a print buyer’s ‘Circle of Trust’

Join our mailing list.

Sign up herE. Www.fujifilmenergy.com

Stock: 100# McCoy Silk Cover and 100# McCoy Silk Text Ink: Toyo Press: Komori LS 840 Plates: Fujifilm LH-PJ thermal plates Screening: Fujifilm Co-Res Screening Coating: Coatings & Adhesives UV Gloss Sparkle Coating #5031B-153

A letter from Todd Zimmerman

Opportunities

F

rom our perspective, the dynamics within the selling process have changed for all of us. Traditionally, sales has focused on problem solving, and, in most instances, the seller suggests his offering as the solution. Today, our customers are informed, educated and armed with as much knowledge about products and solutions as the suppliers.

Therefore, the dialogue must turn from problem solving to problem identification.

As a market-based organization, we strive to help our clients understand where opportunities exist and where they could improve. Our strategy is to promote our offerings in areas where challenges lie; we do not think it makes sense to push our offerings without understanding these challenges. In turn, our conversations with you have provided us with greater knowledge and perspectives about your interests and how we can best satisfy your needs.

We know it is our responsibility to offer you solutions to run your business more efficiently and remove cost. We also know that revenue is currently your top priority – your No. 1 concern.

Each day, you wonder where your next sales opportunity will come from. You worry about attracting good salespeople. And you aspire to sell a larger array of products and services.

As a market-based organization, we strive to help our clients understand where opportunities exist and where they could improve.

Energy has provided us with a vehicle to deepen our conversations with the market and improve our problem identification skills. Once those issues are pinpointed, we believe we can provide you with intelligent and inspiring solutions. So, I would like you to feel free and share your thoughts about Energy and your day-to-day issues with me. I want this magazine to be about you and to help energize you around your specific opportunities.

Our latest issue shares stories that will impact both your short-term and long-term revenue bases.

Our cover article, “All the Angles,” details the lucrative business of display graphics.

Your opportunity is rooted in the belief that you have been a trusted partner to the marketing world. As you have provided print and marketing services to countless customers, it is a natural progression to provide multiple types of signage and point of purchase display solutions.

Our second feature, “Going with the Flow,” identifies an emerging issue relative to the multiple pieces of equipment that you manage on a daily basis. Digital capabilities combined with traditional offset services demand a robust workflow system.

By highlighting sales and workflow issues, we hope we have touched on the issues that matter most to you. We are proud to dig a little deeper with you, and we hope you will share your insights with us. The mission of our publication is to provide you with content relative to your needs and the wonderful opportunities that exist for you.

Have a wonderful selling season and be well.

Respectfully,

Todd Zimmerman Vice President and General Manager Fujifilm Graphics Systems Division ENERGY

1

CLIENT SPOTLIGHT • BY KRISTI HUBERT MENDEZ

‘A Whole New Experience’ The Columbus Dispatch reimagines the newspaper business

H

ow often, in your lifetime, do you get to do something that no one else in the world has ever done?

That was the question posed to the entire staff of The Columbus Dispatch earlier this year when the paper’s top brass decided to re-engineer and redesign the 141-year-old daily.

Later this year, the paper will debut its new format and design, making the bold move from a 10 ½-inch x 21-inch broadsheet to the new 10 ½-inch x 14-inch sheet. “This is not a redesign. This is a reimagining of the newspaper,” says Ben Marrison, the paper’s editor. “With the new re-imagined format, we have to rethink everything we do, how we present the news, how it’s compartmentalized.”

The Dispatch will be the first major newspaper in the world to make this change. “It has been a huge undertaking,” says Joe Gallo, executive VP and corporation CIO. The process has meant rethinking every portion of the paper’s publishing and production. The ads, the editorial sections, the design, the distribution, the deadlines. And, of course, the printing of the 200,000-circulation paper.

2

ENERGY

With the help of Fujifilm and three new Krause LS Performance XXL platesetters, they’ve reengineered the prepress department as well. “Previously, when we printed the paper, we had a single page on a plate,” Gallo says. “With the new format, we’ll have three images on a single plate. Our production speed, as a result, is 30 percent faster.”

The new Krause units, which are paired with Fujifilm’s LP-NNV plates, feature a unique “three-around” format, meaning that there is one long plate around the entire cylinder, rather than one or two plates on the cylinder at a time. As a result, the Dispatch will be able to transition to a shorter paper format without having to invest in a new press with a different cutoff and that means a higher level of production, greater capacity and new growth potential.

“ This is not a redesign. This is a reimagining of the newspaper. With the new re-imagined format, we have to rethink everything we do, how we present the news, how it’s compartmentalized.”

– Ben Marrison, Editor, The Columbus Dispatch

Growth potential was a – if not the – driving force behind this massive undertaking, according to Gallo. In order to put the paper in the most advantageous position, The Dispatch’s executive team decided to retrofit the paper’s four presses with new folders, enabling them to run a traditional broadsheet or the new three-around sheet. Normal production of The Dispatch now requires just two presses, freeing up a tremendous amount of press time. Time that Gallo, of course, would like to fill.

And, fill it he will. The Columbus Dispatch will also begin printing The Cincinnati Enquirer, which will be the second major national newspaper to move to this new format. It’s another massive undertaking in the newspaper business in that the daily Enquirer will be printed and then trucked 102 miles on Interstate 71 back to Cincinnati in time for each morning’s driveway delivery.

“That’s a new threshold,” said Gallo. “Very few papers have gone past 80-90 miles for delivery and we want to prove that it can work at an even further distance. And, when we do, it will open a host of opportunities for us, including other dailies, regionals and super regionals. We’re right in the middle of Ohio, so we’re well-positioned, both in technology and in geography, to grow and to take on more publications. We’re moving into a world of ‘print or be printed’ and we’re ready.”

ENERGY

3

Going with the

I

t has been one of those weeks for Patti Worden. What kind of week?

How about juggling a full slate of projects

that makes every second of every minute of every day count? What kind of projects? Pick one – any one. Advanced Color Graphics can do it all – from design, prepress and bindery services, to catering a variety of printing options, including offset, digital and envelopes, as well as variable data, just to name a few.

4

ENERGY

flow In today’s ever changing, project-at-every-turn world, having the tools to stay in step are a critical part of being successful.

What you should know about workflow

And while the days seem to run back-toback-to-back from time to time, Worden, the company’s prepress manager, is finding ways to streamline the process. Honestly, she has to find them. These are good days for the State College, Pa., printer. And, as they say, time is money.

“Each of us works on several jobs every day,” she says. “We not only process files for offset and digital printing, but do a fair amount of customer consultation, advising the best process for their work, some design and, of course, a lot of late, rush work.”

automation, delivering unprecedented benefits to printers and their customers in terms of productivity, automation, flexibility, ease of use, intelligence and communication.

“In production, we use [XMF] to quickly switch imposition schemes when we decide that, for instance, a cover will look better printed sheetwise rather than work and turn,” Worden says. “We can easily add a connection to our digital printer to give our customer a proof or short run of a product they’re out of, and print the main run as offset. We use it as part of our design-only

“If you get XMF, go beyond the basics and try options. You may uncover things that will be very useful to your unique setup.”

– Patti Worden, Prepress Manager, Advanced Color Graphics

To help keep the work, well, flowing, Advanced Color Graphics turned to Fujifilm’s XMF Workflow software, which Worden says has become an integral part of keeping the processes streamlined. The software is part of the XMF Workflow and Production Management Suite.

XMF is Fujifilm’s revolutionary print workflow solution that was designed to maximize the benefits of the latest generation of print production technologies.

It incorporates the company’s benchmark color management, imposition and image processing engines. The software continues to break new ground in print production

jobs as well, since it generates digital proofs and is our main database.”

In the world of need-it-yesterday printing and design services, the ability to better manage its workflow has been a blessing for the Advanced Color Graphics team.

But the key to success lies in finding all the benefits the system offers. “If you get XMF, go beyond the basics and try options,” Worden says. “You may uncover things that will be very useful to your unique setup.”

For example, Worden used the system for several months before she realized she could process the same-spec jobs quicker

Stabilit y – H ow stab l e is t h e company that makes the workflow software? Will you be able to grow with their product? Is the workflow a priority for the company? What is their history of upgrades and plans for development?

Know your options – Check out all the options to the workflow. What’s included and what’s extra? How much support is available? Is there a good user forum?

Check your network – Be sure the product is as good as it can be. Don’t try to cobble together an old network with new, faster equipment.

Consider not printing – Unless you have a lot of print work, you probably have a diversified portfolio that includes ePubs, web ads, and design and event signage one-offs. Putting all of your work through XMF not only feeds alternate digital devices, it functions as a good, searchable database for even non-print jobs. It’s searchable to anyone on the network with assignable user rights, imports and exports multiple types of files.

Do your homework – Consider things such as the availability of web-to-print or remote proofing. You may need additional IT support for things such as secure certificates to really wrap up all ends of a new flow.

ENERGY

5

going with the flow

by saving a complete workflow template with blank placement pages and bring in a new source file. “All the processes just started running automatically – remote and hardcopy proofs, plates, everything,” she says. “It was really slick.”

is efficiency. This is rarely a one-time thing – the constant improvement in efficiency is both creative and rigid engineering.”

Worden also found her team could easily assign different screenings and trappings to individual pages – or even vector versus raster – within the same job, same signature. In addition, she was able to take advantage of XMF’s ability to use Pitstop actions and custom preflight settings. “It’s great to be able to do things like strip out printer marks on pages, mirror pages for a specialty press – all without leaving XMF,” she says.

As margins continue to erode, and increased sales to compensate remain harder to attain, Hughes says maximizing efficiency is critical to maintaining profitability – with the goal to increase sales and produce more without increasing direct labor costs. “When improving efficiency in any part of the workflow, it is easy to overcomplicate and conclude improvement cannot be made without major refits and large capital expenditures,” Hughes says. “Almost all aspects of manufacturing today are in some way controlled by software. Identify your pain points and bottlenecks; go after the low hanging fruit and research solutions that can be integrated into your workflow.”

“The most important aspect of manufacturing anything is efficiency. This is rarely a onetime thing – the constant improvement in efficiency is both creative and rigid engineering.”

– Bryan Hughes, Product Marketing Manager, Workflow Products, Fujifilm North America Corporation, Graphics Systems Division

6

ENERGY

Building a well-oiled machine Bryan Hughes, product marketing manager of Workflow Products for Fujifilm North America Corporation’s Graphic Systems Division, began his career in the early ’80s in the stripping department of a large national publication printer that specialized in weekly business publications serving the information technology market.

Over the years, he honed his craft in prepress operations, working in traditional art board production, filmsetter-based production and then computer-to-plate production.

When he finally ended up at Fujifilm’s product management and marketing group in 2003 (he started at Fujifilm in a technical sales capacity in 2000), he set out to help develop strategic products, particularly in the prepress workflow area.

He compares the intrinsic and technical makeup of XMF to that of an automobile engine.

“We have engineers that spend hours upon hours developing and fine tuning what the XMF software is capable of delivering,” Hughes says. “What you end up with is this complex product in the front end of the process, like an engine, and on the back end, you just get in it and drive away. It’s as simple as that.”

Hughes says print production is a manufacturing process and should be treated like any other manufacturing process.

“Workflow is simply how materials and information move through the production process from start to finish,” he says. “The most important aspect of manufacturing anything

Hughes believes there are many relatively inexpensive software products out there today that can be implemented to improve efficiencies.

“I would define ‘relatively inexpensive’ as $15K to $25K, and as something that offers ROI in 12-24 months.”

Finding the workflow stream In order to streamline your workflow, you must identify the process. Internally, Hughes recommends recognizing that all areas of workflow are connected, which means you must find ways to connect them automatically.

For example, Management Information Systems (MIS) can be the critical “hub” for managing the business or they can be large warehouses of data connected to nothing.

“This is not a criticism of MIS companies, but it is reality for many printers,” Hughes says. “Many of us thought JDF was the best solution out there, but here we are 10 years later and cross connectivity is still a big issue. Look for vendors that want to connect and believe in connecting their products to other products.”

Externally, Hughes says you must find ways to connect with your customers that are simple, enjoyable and valuable. “Software tools need to be as pleasant as your best customer service person,” he says. “The way we interact with our customers is changing rapidly.”

For example, use of web-based ordering, file submission and remote soft proofing/approval solutions are growing every day. “It’s not about replacing conventional methods, but rather improving efficiency and allowing customers other ways to do business with you,” he says.

That’s where XMF enters the picture. Worden says that since Advanced Color Graphics purchased the software last year, and installed XMF Remote a fe w mont h s l ate r, t h i ng s h ave i mpr ove d dramatically. “We were using an outdated version of Prinergy and had big problems with spots and transparencies, and new PDFs,” Worden says. “We

had workarounds, but they were time consuming and a little dangerous.”

There were two other big improvements her team didn’t anticipate. One, they switched from making double-sided Spinjet proofs to mainly digital printer proofs. “Before, we were using the press imposition to make booked proofs, since it was the easiest route to those proofs. With XMF, it is really easy to setup proofing on the digital press.”

Second, and most important, XMF has imposition built in, which opened it up to all of its operators.

“It made us that much better at what we do,” Worden says.

And what advice would Worden give to professionals contemplating improving their workflow process? “Go to a demo, check out the trade forums and talk to some XMF users. It’s a really, really flexible workflow from a proven, solid company.”

Going inside Fujifilm’s XMF Workflow Built on industry standards and with state-of-the-art JDF architecture, XMF Workflow combines key industry-standard and Fujifilm-specific technologies to deliver a comprehensive workflow with a wide range of advanced capabilities as standard. The software is built around the proposition that workflow is a crucial function at the heart of your business, allowing you to quickly respond to customer demands and new business opportunities. Key features include:

Adobe PDF Print Engine XMF Workflow is based on Adobe’s native PDF rasterizer, which is capable of rapidly processing the most complex PDFs with ease Pre-flighting Can pre-flight and automatically correct common PDF errors as files enter the system Color management Incorporates advanced standalone color capabilities and XMF ColorPath Organizer, a gateway to the XMF C o l o r Pa t h ® c l o u d - b a s e d c o l o r management system Trapping Employs Adobe in-RIP trapping for automatic application of advanced trapping optimized for each output device

XMF Workflow Impose Applies sophisticated imposition as appropriate for digital, sheetfed and web offset printing

DFE JDF integration Supports open connectivity with the digital front-ends for a variety of digital print systems

Section proofing Offers the ability to use digital presses to create physical mock-ups of offset print jobs

XMF Remote Allows XMF Workflow users to offer their customers online job upload, pre-flighting, proofing and approval facilities. In addition to speeding up approvals and streamlining production, the additional convenience for the customer helps the printer to retain and expand the business.

3D proofing Can generate 3D proofs from APPE RIPped data that can simulate different stock, finishing and folding options JDF Connect Provides an open interface to MIS systems that allows automatic job creation directly from MIS

ENERGY

7

Product award

The ‘Game Changer’ Awarding-winning J Press 720 helping revolutionize inkjet industry for graphic communications professionals

I

nnovative. Impactful. Versatile. Flexible. These are but a few of the accolades being used by those who have witnessed what the Fujifilm J Press 720 brings to the table for graphic communications professionals.

One of the J Press 720’s first major accolades is the 2012 InterTech™ Technology Award from Printing Industries of America. Fujifilm will receive one of 12 awards given to technologies expected to have a major impact on the graphic communications industry. This is Fujifilm’s fifth InterTech Technology Award.

The judges singled out the J Press for its pioneering role in what is expected to be a major pressroom shift to inkjet. “Our judges were all impressed with the quality of the prints produced from the J Press 720 and with the range of substrates that could be used with it,” says Dr. Mark Bohan, vice president, technology and research for Printing Industries of America. “It is a great solution for very short- to mediumrun printing, where much of the industry’s focus is these days. The J Press 720 provides a great solution to the challenges printers are currently facing.”

Initially introduced at Graph Expo 2010, the J Press 720 has the look and feel of an offset press, with similar paper delivery

and exit, yet offers the versatility and job handling of a digital device. It is the first half-size, sheetfed inkjet press capable of producing offset quality and uses FUJIFILM Dimatix SAMBA™ print heads to achieve true 1,200 x 1,200 dpi resolution.

“We feel that the J Press 720 is a game changer in the industry,” says Bob Shea, president of Digital Edge Print & Media Services in Mississauga, Ont. “The printing business is a very competitive market and we feel that the J Press gives us an edge over the competition. With this being a new technology we took a leap of faith and we are “This press fills a unique glad we did. The buzz and interest niche taking into account the from agencies, other printers and sheet size and running speed clients is almost overwhelming.” limitations of other digital color devices and the fixed costs Dave Gilson, president and CEO inherent in offset production. of Gilson Graphics, Grand Rapids, The J Press as a deliverable Mich., says the J Press fills a unique product has allowed us to niche, especially taking into expand our digital color account the sheet size and running production and increase our speed limitations of other digital margins through offering color devices and the fixed costs capabilities today – something inherent in offset production. “The our competitors cannot.”

J Press as a deliverable product has – Dave Gilson, President allowed us to expand our digital & CEO, Gilson Graphics, color production and increase Grand Rapids, Mich. our margins through offering capabilities today – something our competitors cannot,” he says.

Because of the unique technology, Miura Printing Corp. is able to get accurate and stable color with the first sheet. “There’s very little make ready time prior to printing,” says Takashi Kimura, senior manager, Quality Management Group for the Tokyo-based printer. “The quality that this inkjet press able to produce has been a tremendous advantage for us. It continues to produce reliable and consistent jobs for us.”

8

ENERGY

All the

Angles

Why the display graphics market is a fit for providers and customers

J

effrey Nelson watches the numbers closely.

Any which way you crunch them, it leads to the same conclusion for the display graphics market – opportunity.

ENERGY

9

display graphics

In today’s market, commercial printers are looking for an edge in the marketplace. An investment in wide format technologies provides that edge.

“If you look at some of the industry reports from InfoTrends or I.T. Strategies, you’re going to see that the expected year-to-year growth for wide format, based on customer surveys, is about 14.5 percent,” says Nelson, business development manager, High Productivity Inkjet Equipment, Fujifilm North America Corporation, Graphic Systems Division. “Whereas the same group of printers on the commercial side are only projecting maybe 4 percent growth year-toyear, which most people would probably consider very optimistic. Along those same lines, the net income or margin for

10

ENERGY

people doing wide format is averaging about 11.5 percent. On the commercial print side, it’s more like 7.5 percent.”

In today’s market, commercial printers are looking for an edge in the marketplace. An investment in wide format technologies provides that edge. The following are reasons to consider an investment in the market, best practices to keep in mind and pitfalls to avoid.

The market Display graphics are in demand. Consumer product companies, which are the primary purchasers of in-store displays, have a lot of pressure on them to provide more store-specific or more demographicspecific displays, says Matt Neuhoff, GM – Short Run and POS Display Manufacturing and Assembly at RockTenn Company.

Because of that, the traditional media doesn’t work very well, he says. “So they’re spending more and more money on in-store displays than they are on traditional marketing. That bodes well for the printing industry in general.”

The display graphics market’s insulation from economic conditions also is attractive. “With retailers, while some are taking the number of stores they have down, they’re increasing the number of initiatives they have within the existing stores,” says Bill Gillespie, executive VP, Brown Industries. “Point of purchase, in-store marketing hasn’t suffered the way the rest of commercial printing has. Our business has grown in that area, because our focus has been to sell more of it … it’s more protected than commercial print because you’ve still got to market at the retail level.”

Think of a big box retailer or grocery store with a sales campaign.

Stores are in constant need of materials to highlight products during promotions. “As a marketer, if I own a Krystal’s restaurant, I know that I’ve got to market in the store,” Gillespie says. “I’m going to blast everybody that enters that store or drives by with some sort of image to make them hungry or make them want a milkshake. I just don’t think point of purchase is as vulnerable as the commercial print business.”

“One of the big driving factors in the market now and over the last several years has been the economy,” Neuhoff says. “It has been a market that has been relatively untouched by the poor economy because it’s really the most effective means the product companies have in marketing their products in retail.

The spend isn’t being reduced as you’ve seen it reduced across advertising.”

The production A successful launch into the market depends on careful planning. Your ability to fulfill the job is as important as your ability to print the job, Gillespie says. Details matter. Up front, printers need to consider the challenges that come from using a wide array of substrates.

“ If you look at some of the industry reports from InfoTrends or I.T. Strategies, you’re going to see that the expected year-to-year growth for wide format, based on customer surveys, is about 14.5 percent.”

– Jeffrey Nelson, Business Development Manager, High Productivity Inkjet Equipment, Fujifilm North America Corporation, Graphic Systems Division

The key is to understand the end user’s specifications clearly, Nelson says. “The single biggest thing that’s different is the wide variety of substrates and what a significant impact that can be on how a job is printed and its cost basis.”

Wide format graphics can be printed on plastics, metals, glass and wood, which means the printer needs to be careful about substrate costs.

The ability to transport and store larger substrates, offloading and finishing operations also are important to consider. Printers will need to look at the entire workload, from

ENERGY

11

display graphics

Printing with the Inca Onset S40i The Inca Onset S40i – an enhanced, more intelligent version of the S40, is designed with high volume and fast turnarounds in mind.

Key features include: Full bed print array – Instead of the traditional back-and-forth motion of the printing process with the paper slowly feeding out, the Onset S40i prints the entire sheet of material. “Even if it’s 50 square feet, it’s going to cover the entire sheet with each pass,” Nelson says. “The bed of the press actually moves. The print heads stay in place for the most part. It’s going to pass anywhere from eight to 12 times underneath those print heads, but I’m going to print a 50-foot square piece of material in a little over 30 seconds. That’s phenomenal for most people. Customers are blown away the first time they see that.”

Internet-based troubleshooting – “It’s like an OnStar service for ink on press,” Nelson says. With the customer’s permission, the S40i’s support team can monitor the press remotely. If there is any unusual activity taking place, the system will notify the support team, who can call the customer to troubleshoot the problem.

start to finish. A holistic approach also can lead to additional opportunities.

“If I can print the project and I’ve also got the room to do kit packing, and room to warehouse for replacement pieces so that when a restaurant destroys or damages a piece and says they need a replacement, we can replace that item overnight,” Gillespie says. “Or we can put up a website to place that order we’ll fill overnight. Those

– Bill Gillespie, Executive VP, Brown Industries

You’ve got to know how to manage the printing and a rolling set of deliverables, Gillespie says. Planning is paramount. A retailer such as Home Depot may need product to decorate as many as 3,000 stores.

“You’re going to have to have the ability to print items, store them, stage them, collate them and meet these set teams on a schedule,” Gillespie says.

“Another place you can go wrong is not being disciplined in your kit packing, not being sensitive to whether you’re packing for a bilingual store or an English-speaking

ENERGY

The customer If implemented effectively, d i splay g r aph ic s al low pr i nters to of fer t hei r customers a wide variety of things. It changes the sales call, Gillespie says. Sales reps want to be able to go to a customer and offer point of purchase products along with

“Point of purchase, in-store marketing hasn’t suffered the way the rest of commercial printing has. Our business has grown in that area, because our focus has been to sell more of it.”

things are as important as my ability to print.”

12

only store. This is a McDonald’s that’s free standing, this is one that’s in a Wal-Mart.

Knowing the difference shapes what you put in or leave out of those kits.”

traditional print pieces. Chances are, those customers already are having those POP products made by someone else, and bringing that business under one roof makes the process easier for them.

Not coincidentally, your current customer base also is probably the best starting point for entering the display graphics market, Neuhoff says. “Get into the market organically.

In other words, try and sell displays to an existing customer, as opposed to trying to go out and find new customers, initially. That gives you an opportunity to work with an existing customer to hone your craft and start to understand what all is involved being in the display market segment.”

Product spotlight

Fujifilm Acuity LED 1600

T

he Acuity LED 1600 is an entry-class 64-inch (1.6 meter) wide format inkjet LED UV printer that can print directly to rigid boards (including PET, acrylic and polycarbonate substrates) for

high-quality POP or sign applications, and seamlessly switch to roll printing for banner, window display or backlit applications.

Target Markets Mid-size commercial printers for onepromotion jobs, sign/digital printers, packaging/prototyping Benefits for Target Market The Fujifilm Acuity LED 1600 UV uses only a fraction of the energy of conventional curing systems (-.4 kw/ hr. energy usage). Running on 110V power, the Acuity LED works instantly without a warm-up delay and is suitable for both roll and rigid applications.

From a consumable standpoint, users simply need to replace ink – there is no lamp replacement necessary, as with traditional UV printers. Thanks to LED curing, the Acuity LED 1600 also can print on very thin materials without any heat distortion. This true LED system offers excellent productivity and gives you the opportunity to extend your range of substrates to valuable and environmentally friendly media alternatives to PVC.

The clear ink allows users to create unique special effect prints with either a highgloss value or matte gloss spot application.

The Acuity LED comes standard with six color inks (CMYK, Lc, Lm) plus clear and white inks for a total of eight channels.

The clear ink allows users to create unique special effect prints with either a high-gloss value or matte gloss spot application. The ability to apply color as well as clear or white ink in a single pass can significantly improve efficiency and turnaround time.

Thanks to the Acuity LED 1600’s Spot Color Matching software, the device can automatically generate a color comparison chart against the desired output color and simplify the process of matching spot colors. The Acuity LED prints true 1200 x 1200 dpi using new Fujifilm Dimatix Q-Class print heads with droplet sizes as small as 10 picoliters, and prints at speeds up to 215 square feet an hour.

Contact Info:

ENERGY

13

inkjet manufacturing

Manufacturing Competitiveness How Fujifilm’s North Kansas City manufacturing facility is leading the way in the race for efficiency

T

here is a message and a lesson behind what Fujifilm has done with its manufacturing facility in North Kansas City, Mo. Built in the early 1980s, today, the 45,000-square-foot plant embraces the highest of standards,

something that’s at the very core of Fujifilm’s corporate beliefs. Since the company’s founding in 1934, Fujifilm has had a strong commitment to producing consistent, highquality products while also protecting the environment. And that commitment pervades through all of Fujifilm’s locations around the world.

We strive to offset these increases with improvements to our manufacturing processes, while remaining vigilant to our high-quality standards.

I n Nor t h K an sas Cit y, Fuji fi l m manufactures a wide range of inks, including screen printing inks as well as solvent and UV digital inkjet inks, along with water-based and UV flexo inks for graphic arts applications.

These inks are used to produce everything from point of purchase and point of sale displays, to CD and DVD decorations, graphic overlays for automotive and industrial applications, and credit cards and various label applications for packaging materials.

Commitment. That is the guarantee Fujifilm continues to make to its customers – a promise that can be seen in the improvements and training initiatives implemented at the North Kansas City plant. These commitments are helping its customers succeed in a market that remains challenging at every turn.

The cost of doing business is an issue that companies of all sizes struggle with in today’s economy – and Fujifilm isn’t immune. “Unfortunately, we have experienced unprecedented, non-negotiable price increases from some of our key suppliers,” says Scott Holub, VP of operations. “We strive to offset these increases with improvements to our manufacturing processes, while always remaining vigilant about our high-quality standards.”

Holub also believes the technology and programs utilized throughout the Fujifilm supply chain play a vital part in lowering the overall cost to the customer. “In these times of escalating transportation costs, our Vendor Managed Inventory (VMI) technology, another industry-first,

14

ENERGY

gives our customers real-time inventory visibility, allowing them to respond to changes more quickly, all while freeing up their personnel and having a positive financial impact on their work. It is absolutely critical for us to reduce supply chain costs wherever possible to keep our customers competitive.”

The North Kansas City plant, which is ISO 9000 and ISO 14000 certified, manufacturers 1,400 unique products, encompassing 90 product ranges and 10,000 formulas, and utilizes 670 different raw materials.

With production like that, it’s no surprise the facility has one of the most experienced work forces in the U.S. ink manufacturing industry – a team that Holub says is committed to quality and continuous training.

“The focus on quality and ‘getting it right the first time’ helps us to continuously improve our efficiency and, as a result, drives our cost down, so that’s the loop of how quality impacts what we are able to deliver to our customers.”

– Scott Holub, VP of operations, FUJIFILM North America Corporation, Graphic Systems Division

For example, thanks to a company-wide partnership with the local ASQ (American Society for Quality) chapter, some 41 employees from multiple departments, including manufacturing, distribution, customer service, technical service and marketing, went through a 16 -week Certified Quality Improvement Associate (CQIA) training course.

The ASQ certification is a formal recognition that an individual has demonstrated a proficiency within, and comprehension of, a specific body of knowledge. The course curriculum included quality concepts and principles, team formation and group dynamics, and problem solving and improvement tools. The training involved self study and group study, with much of the time invested outside normal working hours.

“The CQIA training was elective and demonstrates the commitment of our employees to continuous improvement” Holub says. “Many more employees have since taken on additional training such as Process Analyst (CQPA) classes and even Quality Engineer (CQE) certification.

T he s e, o f t e n t i m e s s el f- d i r e c t e d professional development activities are an integral part of our company-wide Life Long Learning program.

The training also emphasizes analytical approaches to problem solving y applying industry-proven root cost analysis or RCA tools, a problem-solving, decisionmaking and project management method that allows for effective and sustainable quality improvement activities.

As a result of the Life Long Learning program, team members are empowered

to re-engineer key processes, while focusing on eliminating non value-adding activities and continuously maximizing value-add by simplifying manufacturing processes through a focus on Constant Conditions and supplier quality. The Constant Conditions – what Holub calls a “get it right the first time” edict – ensures Fujifilm customers that the 90 product ranges and formulas manufactured in the plant are made the same way every time.

“The focus on quality and ‘getting it right the first time’ helps us continuously improve our quality and our efficiency, so that’s the loop of how quality impacts what we are able to deliver to our customers,” Holub says. “At the end of the day, I want our customers to say they are confident about Fujifilm quality. We want all our customers to know that when we ship them a product it’s going to perform.”

ENERGY

15

what print buyers want • By Margie Dana

VIPs Only P

rint buyers make decisions based on a few things. While price certainly plays a part, to tell you the truth, most experienced print customers know enough to get bids from printers whose products are competitively priced. If you’re too low by a long shot, out you go. If your prices are far too high, you don’t stand a chance.

There’s a better way to get prospects to work with you: get inside their “Circle of Trust.” Buyers tell me all the time that they choose to work with printers and other service providers whom they like and trust.

How to get inside a print buyer’s ‘Circle of Trust’ responsibility. Sharing it will help turn you into a resource – a trusted one. Maybe it’s an article, a blog or a news item.

If there’s a connection to a customer, share it.

Becoming a key resource to your customers is the best way to enter their “Circle of Trust.” But it can’t work magic by itself.

You must back it up with the highest quality of service you can muster: honesty, quick response time, creative solutions, stellar CSR support and integrity.

Here are a few other hints that will help you work yourself into those circles:

• S tay on top of the job when it’s in production Becoming a trusted resource • Bring fresh ideas for improving for print buyers isn’t an their materials How do you get to be a member of this • A lways speak highly of your elite club? overnight process, nor competition (or say nothing) should it be .… It takes time, • Listen I can think of a few ways. It takes time, • Accept responsibility when determination and a focus on each determination and a focus something goes wrong individual customer. It also means swapping on each individual customer.

• Say “thank you” your “sales” hat for a “resources” one.

•G ive a heads-up about pending changes in technology Earning your customer’s trust is a process.

• Touch base after a job is delivered to ensure everything went well As you work with new customers, pay attention to their professional idiosyncrasies for things such as how to best communicate with Becoming a trusted resource for print buyers isn’t an overnight them and how often. By focusing on each customer’s preferences process, nor should it be. Your personality must be compatible for working together, you’ll demonstrate that you’re a provider that with your customers. You must appreciate the level of their treats customers as individuals. You must show them you’re not manufacturing knowledge and react accordingly. You must be only in business for a quick sale. patient and accessible. Be sensitive to each job challenge. Let your customers know you have the answers that will help them in their Spend time learning what challenges a customer is facing – both on roles. Be a key resource in the most professional way you know the job and in the industry. Do this professionally and over time. how. Be personable. Be present.

Be mindful of overstepping the relationship. Make an effort to learn about her industry and what changes, if any, it is undergoing.

If you do all of the above, you’ll find yourself as a primary “go-to” provider for key customers. While it might be difficult to get in, Be on the lookout for information that will help your customer once you are, you’re probably in their inner circle to stay. Since print do her job better and make her a hero in her manager’s eyes. customers refer print providers to their peers, your reputation will This may or may not relate to the products you offer. Your goal pave the way to new customers. should be to share information that could impact her role or © 2012 Margie Dana. All rights reserved. Margie Dana is the founder of Print Buyers International, and a marketing specialist for the print and graphics art industry. She also produces an annual print and media conference, including the 7th Annual Print & Media Conference, which takes place in Chicago this October.

Margie has been building her own brand since 1999, when she started her weekly “Print Tips” e-newsletter. Subscribe at www.printbuyersinternational.com.

16

ENERGY

did you

know?

More than 25 years ago, Fujiflim innovated instant film. In 2008, the INSTAX camera and film were introduced in North America.

Fujifilm uses methane gas reclaimed from a nearby landfill to supply a portion of the power used in its South Carolina plate manufacturing facility.

The world’s largest 3D mural was printed on a Fujifilm Acuity flatbed printer – and it can put the entire alphabet on a grain of rice.

Fujifilm Europe uses five wind turbines to generate 20 percent of the energy for the plate manufacturing in Tilburg, The Netherlands.

Fujifilm invented the 3D digital x-ray

Fujifilm ranks in the top 10 companies to have been granted patents in 2011 logging more than 1,600.

Last year Fujifilm had global revenues of

$25.8 billion

– enough money to buy everyone a Happy Meal in The United States:

Vehicle back-up cameras and red light cameras use Fujinon lenses.

and…

• Russia • Japan • Germany • France • England • Italy • Spain • Canada • Switzerland • Sweden • Brazil

• • • • • • • • • • •

Mexico Pakistan The Philippines Poland Australia Greece Belgium South Korea Chile Denmark Jamaica

ENERGY

17

WE’RE HONORED. 2012 InterTech TM Technology Award Winner.

The world’s first half-size sheetfed inkjet press.

FUJIFILM, EXPECT INNOVATION and JPRESS logo are trademarks of FUJIFILM Corporation and its affiliates. © 2012 FUJIFILM North America Corporation and its affiliates. All rights reserved.