Printing News - May 2018

May 2018

The Resource for Commercial, Sign & Digital Printing

What Commercial Printers Need to Know About

PRINTING

• The Latest in 3D Tech • 5 Reasons You Don’t Need to Fear Data-Driven Printing

• Envision Company Profile • Security Printing for Banking & Events

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Table of Contents

May 2018

What Commercial Printers Need to Know About On the Cover Learn the vital facts about 3D printing that any commercial printer should know.

Printing

11 14 Confidential! Navigating the Complex World of Security Printing There are few stakes higher than in the arena of security printing. Print service providers serving this market are held to the highest standards of quality, speed, and precision.

By Laurie Weller

16 5 Reasons You Don’t Need to Fear Data-Driven Printing We all know the benefits of dataprinting, but for some reason we’re resisting it.

By Heidi Tolliver-Walker

18 Envision Industries Provides Quality Printing While Combating the Visually Impaired Unemployment Rate Envision industries is one of the few companies in the US actively combating high unemployment rates in visually impaired communities.

By Amanda Luz Henning Santiago

Columns 06 Editor’s Note Take It to Press

By Rebecca Flores

20 Association Insights Idealliance Expands Industry Leading Standards-Based Certification Program

By Dawn Lospaluto

22 Sales Clinic 3 Tips to Avoid “The Slow No”

By Dave Fellman

Departments 07 Printing Pulse 24 New Products 26 Classifieds/

23 Human Resources What to Do with a Toxic Employee

By Debra Thompson

Supplier Directory

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SOCIAL MEDIA & ONLINE CONTENT PrintingNews com

May 2018

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In the Know

PrintingNews.com Social Media

Events:

Featured Publication May 2018

Printing News

RadTech 2018 Conference RadTech 2018 will feature presentations on 3D Printing including material innovations, new tech, formulation, the use of UV LEDs, and hybrid processing.

May 7-9, Chicago, IL

@PrintingNews What Commercial cial iaalPPrinters Priinter ers Ne NNeed eed to to Kn KKnow nnowAb w AAbout bout

PRINTING

PrintingNews.com

Idealliance Experience Annual Conference 2018 Attendees will learn from industry experts, real-world case studies, engage in lively peer roundtable and breakout discussions, and discover new approaches to communicating with, selling to, and turning transactions into long-term customer relationships.

June 6-8, Dallas, TX Help Shape the Future: Legislative Summit This event brings together printers, suppliers and allied interests for a powerful program of issue advocacy, political education, public affairs discussions, interaction with Members of Congress and networking events on Capitol Hill June 19-20, Washington, DC

The Resource for Commercial, Sign & Digital Printing

• The Latest in 3D Tech • 5 Reasons You Don’t Need to Fear Data-Driven Printing

• Envision Company Profile • Security Printing for Banking & Events

Printing News

PaperSpecs.com | Paper Inspiration #327: Alex Joseph Clothing PrintingNews.com/12383645

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ince 1928, Printing News has focused on improving efficiency and increasing sales and profits in the print shop. Industry experts share their ideas and technical knowledge on ways to improve operations.

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Contributing Writers Tom Crouser David Fellman John Giles Joe Rickard

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Laurie Weller Patrick Whalen Joann Whitcher Dawn Lospaluto

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technology. It covers the industry news, trends, products, services, and management issues that will help printers grow business using this technology.

SOUTHCOMM, INC Printing News (ISSN 0191-4588) (USPS 500-850) Volume 41, Number 8 is published ten times per year in January, April, April, May, June, August, September, October, November and December by SouthComm Business Media, LLC, at 1233 Janesville Avenue, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Printing News, PO Box 3257, Northbrook, IL 60065-3257. Canada Post PM40612608. Return undeliverable Canadian addresses to: Printing News, PO Box 25542, London, ON N6C 6B2. Subscriptions: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S. $47 per year, $91 two year; Canada/Mexico $69 per year, $128 two year. All other countries $101 per year, $191 two year. All subscriptions payable in U.S. funds, drawn on U.S. bank. Canadian GST#842773848. Back issue $10 prepaid, if available. Printed in the USA. Copyright 2018 SouthComm Business Media, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recordings or any information storage or retrieval system, without permission from the publisher. SouthComm Business Media, LLC does not assume and herby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated. The publishers do not warrant, either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions offered by the authors of said articles.

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May 2018

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May 2018

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Editor’s Note

Take It To Press

A

s the Managing Editor for Printing News and Wide-Format & Signage, I have the privilege of writing and editing for both magazines each month. This issue, I wrote an article on 3D print technology and what commercial print owners need to know about whether it’s right for them.

I had the added privilege of speaking to

by reading our Confidential! report (page

Kevin Sykes, the newly appointed President

14-15) or considering how you might employ

of Massivit North America, as well as Scott

someone with a disability like we discovered

Schiller, Global Head of Market Development

Envision has (page 18-19), we’ll be happy to

in 3D Printing, at HP Inc. to solicit their

know your wheels are turning. Imagine! A

thoughts on this segment of the industry.

print shop combatting the unemployment rate

To be completely honest with you, I was

of the visually impaired by employing 150

intimidated by the subject of 3D printing

members of this community in their very own

Rebecca Flores

myself! There’s so much to learn and with so

staff. That’s revolutionary in its very own right.

Managing Editor

many advances still being made each day,

Rebecca Flores is an editorial professional with more than 7 years experience in content management, corporate communications, and leadership. With a demonstrated history of success in writing and editing, in addition to a keen insight for current trends, she brings an energized approach to coverage of the print and graphics industry. Email Rebecca at rebecca@printingnews.com.

Perhaps you want to start somewhere

it’s easy to see why many print providers

simpler and you’ve been looking for a way to

might eschew the idea of this investment

address toxic behavior among your employees.

entirely. But what I learned from these

Our human resources expert Debra Thompson

men, as well as the print shop owner who

has a very practical how-to (page 23) that will

employs 3D print technology on many of

keep your staff motivated and freed from

his customers’ orders, is that 3D printing is

the burden that unhealthy individuals can

here to stay and just like any other industry

bring to your office. Anyway, just because

touched by the advent of technology, we

the weather is still chilly in many parts of

either get flexible or get pushed.

the country doesn’t mean you can’t begin

Am I saying that you need to go buy a 3D printer tomorrow to remain competitive? Not

your spring cleaning. Allow this to be your challenge to begin.

necessarily. What I implore you to consider as you read this month’s issues are the many new possibilities presented to you in these pages.

Whether it’s by challenging yourself to learn more about security printing and banking

Quality Printing That Combats Unemployment Statistics found on the American Foundation of the Blind’s website indicate that in 1994 and 1995 unemployment rates for the blind were between 55-60%. Barney Macari, the General Manager of Manufacturing for Envision Industries spoke to Printing News about the company’s mission to help the visually impaired, along with its future endeavors. Read more on page 18.

Find this article at PrintingNews.com/12408768

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May 2018

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Printing Pulse Quad/Graphics Produces ELLE’s First Personalized Cover Quad/Graphics announced the production of ELLE’s first-ever personalized cover for select subscribers using Quad’s data-driven technology. 50,000 covers feature a “handwritten” note addressed to the subscriber from the April cover star Kim Kardashian West.

Quad’s digital platform allows publishers and their advertisers to develop data-driven custom content for target audiences. 68% of total U.S. adults are more likely to respond to personalization when offers are related to things they are interested in. Cover customization was accomplished on a high-speed digital printing press, capable of personalizing every cover with subscriber-specific messaging. Quad’s national platform of sheetfed and web digital presses accommodates variable personalization on a wide variety of print media at scale.

PrintingNews.com/12407508

Idealliance Introduces Strategic Management Program for Industry CEOs and Future Leaders Idealliance introduced a new Strategic Management Program that will help sharpen the management skills needed by current and future business leaders in our changing industry. The new program is a unique industry initiative that brings together the association’s long-standing CEO Roundtable for current company leaders and NexGen Leaders Program for up-andcoming executives.

X-Rite and Flint Group Announce Global Partnership Flint Group’s Paper & Board business has entered into an

The two-year program curriculum features three in-person

exciting new partnership with X-Rite, to deliver a color

seminars annually, with instruction in every aspect of com-

solution that leverages the X-Rite eXact and NetProfiler to

pany leadership, from personal leadership skills to executive

reliably meet the color management needs of each stake-

management of technology, sales, company culture, human

holder in the package print value and supply chain. VIVO

resources, finance, and change. Noted experts in various dis-

Color Solutions is a dynamic color communication and

ciplines will lead and provide training on specific units, and

service platform supported by Flint Group’s centralized

industry leaders and practitioners will be invited to present

color service provider, the Global Color Centre (GCC). VIVO

case studies that illustrate core knowledge and demonstrate

ColourCloud utilizes the eXact device to provide a central

real-world industry applications.

web-based self-service digital color repository, containing

Sessions will be held in Chicago at the Chicago Marriott O’Hare

thousands of approved and tested colors. Customers bene-

on May 14-15, September 11-12, and November 7-8. Registration

fit from the ability to easily search and download CxF files,

fee (through June 30) for Idealliance members is $850 per session

DigiSwatches, and ink recipes.

for new NexGen Leader participants (non-members: $1,150) and

PrintingNews.com/12407421

$950 for new CEO participants (non-members: $1,300).

PrintingNews.com/12406276

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May 2018

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7

Printing Pulse Xanté En/Press Receives Pantone Certification Pantone LLC issued its full certification of Xanté’s new En/Press Digital

Canon Solutions America Helps Canon Maintain Top Position in Total High Volume Inkjet Market Share

En/Press is powered by Xanté’s own

Canon Solutions America announced

iQueue workflow software and Righ-

13”x49.6”. When paired with the new

that for the seventh consecutive year,

tON technology. Spot color matching

Enterprise high-speed feed system, the

Canon was named as the worldwide

with iQueue is incredibly simple and

En/Press can accommodate up to 1000

leader in the total high volume inkjet

includes automatic matching to an

#10 envelopes at a time and allows

market share. The esteemed recogni-

entire library of Pantone colors. With

loading on the fly for virtually continu-

tion was based on market research

RightON, even CMYK or RGB colors

ous operation when long print runs are

provided by Keypoint Intelligence, a

can be quickly mapped to Pantone

required. PlateMaker 8, Xanté’s com-

market research and strategic consult-

spot colors. When Pantone spot colors

puter-to-plate printing technology, is

ing firm for the digital imaging and

are specified in a job, RightON imme-

included in the En/Press making it an

document solutions industry. Accord-

diately recognizes and identifies them

all-round digital system for print pro-

ing to the IDC Quarterly Hardcopy Pe-

in iQueue. The new En/Press Digital

viders still requiring offset production

ripherals Tracker, Q4 2017, Canon has

Multimedia Press delivers sharp 4800

capability. The En/Press is available di-

also maintained its ranking as #1 in

dpi resolution and low-cost, full-color

rectly from Xanté or through its global

U.S. market share for both continuous

printing on a wide variety of media up

network of independent dealers.

feed and sheetfed inkjet.

to 18pt thick and from 3.5”x 3.5” up to

PrintingNews.com/12406891

Multimedia Press. “This certification, paired with Xanté’s patented RightON Spot Color controls, assures our En/ Press users that the spot color matching of the En/Press to Pantone process colors will be dead-on,” said Robert Ross, President and CEO of Xanté.

The spot color matching of the

Canon Solutions America’s Production Print Solutions division continues to be instrumental in Canon’s sustained production inkjet leadership position. The division, operating as the U.S. sales channel for such game-changing products as the Océ VarioPrint i-series, Océ ColorStream 6000, and, most recently, the Océ ProStream Series, has helped fundamentally redefine what is possible with inkjet printing. Together with its customers, Canon Solutions America is pushing inkjet technology forward and leveraging its full potential as the future of the industry.

Presstek’s Manufacturing Facility and Waterless Plate Division Become Verico Technology Following Mark Andy’s acquisition of DI off set plates and presses, CTP solutions, and service for commercial and in-plant customers, Presstek’s waterless division becomes Verico Technology. Verico, a provider of waterless printing solutions, is headquartered in Nashua, New Hampshire and headed by Yuval Dubois. Verico Technology will focus on expanding its market share for waterless plates and coating technologies in the printing industry as well as expanding its offering to new market segments.

“Verico Technology and our R&D team are looking forward to expanding our port-

PrintingNews.com/12407321

folio and raising industry standards. We are committed to deliver the highest quality products that offer environmental advantage to our clients.” commented Yuval Dubois, CEO of Verico Technology.

PrintingNews.com/12405538

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Printing Pulse Association for Print Technologies Urges Members to Stop Paper Tariffs The Association for Print Technologies has joined the Stop Tariffs on Printers & Publishers (STOPP) coalition to block the imposition of duties on Canadian imports of uncoated groundwood paper (UGW), which is used for newsprint, directories, book publishing, and circulars. STOPP is an organization of printers, publishers, and paper suppliers that represent mostly small businesses in local communities that employ more than 600,000 workers in the United States, some of which are APTech member customers.

A paper supplier has alleged that Canadian uncoated groundwood paper (UGW) is being subsidized or “dumped” (a predatory practice of selling below the normal price to drive out competition) into the United States, putting unfair downward pressure on prices, and has filed petitions with the U.S. government for trade sanctions under U. S. law, including countervailing and anti-dumping duties. However, the majority of U.S. newsprint manufacturers, their customers, and even the American Forest and Paper Association oppose the petitions. APTech is lending its support and advocacy to this group effort as well. To combat these harmful duties, APTech, joins its STOPP allies in urging its members to request that their Members of Congress contact the ITC in opposition to maintaining the current countervailing and anti-dumping duties.

Mohawk Fine Papers Purchases Crane Stationery Mohawk Fine Papers, Inc. announced that it has purchased Crane Stationery Corporation of North Adams, Massachusetts for an undisclosed amount. This acquisition includes all three premium Crane brands—Crane & Co., William Arthur and Vera Wang. This marks the latest expansion for Mohawk and is a natural evolution for this fourth generation, family-owned paper company.

The combined companies will expand Mohawk’s product offering to include Crane’s extensive, iconic line of boxed stationery, wedding invitations, holiday cards and other personalized products, as well as Crane Crest, Crane Bond and Crane Lettra. Mohawk and Crane will maintain their respective existing brand names and continue to offer their unique portfolios and offerings, while at the same time expanding products, offerings and channels.

Crane Stationery Corporation President Katie Lacey noted, “I cannot think of a more fitting match for Crane than a family-owned company like Mohawk, which instinctively recognizes the timeless impact of perfectly crafted print on beautiful paper. I look forward to seeing the Crane brand continue to grow under Mohawk’s exceptional leadership.”

PrintingNews.com/12406673

PrintingNews.com/12406992

Kodak Announces John O’Grady as New President of Print Systems Division Eastman Kodak Company announced that John O’Grady, current President of the Consumer and Film Division and former General Manager of World Wide Sales for Print Systems Division, will become President of the Print Systems Division effective April 24, 2018. O’Grady will replace Brad Kruchten who is retiring after 36 years with Kodak.

“Brad has been an important part of our company for many years, and I thank him for his tremendous commitment to Kodak and outstanding accomplishments,” said Jeff Clarke, CEO Kodak. “John O’Grady is very well positioned to lead the Print Systems Division. His industry experience is unparalleled.”

Commenting on his new role O’Grady said, “It’s difficult to follow a leader like Brad Kruchten, but he’s built an all-star team and I look forward to working with them as we continue to deliver world-class commercial printing solutions. With new products in our portfolio like our SONORA X plates and the NEXFINITY electrophotographic press, we are poised to thrive globally.”

PrintingNews.com/12407315

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May 2018

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Printing Pulse HP Graphic Arts Customers Awarded for Creativity in Reinventing the Print Consumer Experience At Dscoop Dallas, HP announced the winners of the 3rd annual HP Inkspiration Americas Awards, recognizing the most innovative brand experiences produced with HP digital printing technology, and Rod Key Marketing Excellence Awards for the companies with the most creative marketing campaigns to promote their businesses. 16 awards were presented to 13 customers and designers in multiple categories across General Commercial Printing and Labels and Packaging for unique and powerful applications. Nearly 200 entries from more than 75 HP customers and designers were submitted to the competition of works produced on HP Indigo, PageWide Web Press, and Scitex print technology.

“HP digital printing technology is disrupting print applications across industries, sparking creative ideas for designers and brands and improving efficiencies,” said Dave Prezzano, General Manager, HP Graphics Solutions Business Americas, HP inc. “These award-winning prints are an inspiration to the HP Graphic Arts community. With leading edge technology from HP Indigo, PSP can capture the growing power of digital print in almost every area of life and work and realize new revenue opportunities.”

PrintingNews.com/12404665

Pitney Bowes Expands Relationship with CSG Pitney Bowes Inc announced that CSG, its trusted partner, has

al and business impact. Leveraging HP’s High Definition Nozzle

added eight Pitney Bowes IntelliJet 20 HD printing systems to

Architecture (HDNA) technology, the IntelliJet 20 offers industry

its Output Solutions Centers. By integrating the new IntelliJets

leading productivity and print quality. A flexible and upgradeable

with its installed fleet of Pitney Bowes Epic inserting systems,

platform, the system enables high volume operations to produce

EngageOne Enterprise Workflow and DirectView soft ware, Pre-

personalized, transactional mailings in full color, efficiently and

sort Services and Client Care maintenance services, CSG con-

cost effectively.

tinues to deliver unmatched value, quality, and service to its

The Epic inserting system is an innovative inserting solution that offers the best synergy for high-speed efficient letter processing as well as expedited changeover for multiple formats.

This multi-format mail inserter delivers accurate high-integrity results, top-quality service levels and a lower total cost of ownership for simple and complex transactional processing.

clients, in line with its overall customer communications man-

The Epic with file-based processing accurately accounts for all

agement strategy.

pieces within a job, tracking every page of every mail piece and

The Pitney Bowes IntelliJet 20 HD printing system is designed to

ensuring document integrity. DirectView enables even greater

meet the needs of mission critical transactional print and mail op-

productivity and operational efficiencies by capturing and re-

erations. This high-speed, color inkjet print solution replaces and

porting real-time machine metrics.

outperforms inkjet-based printers as it delivers greater operation-

PrintingNews.com/12407572

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May 2018

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What Commercial Printers Need to Know About

By Rebecca Flores

3D

PRINTING

Print Technology was once a farfetched idea. Before the 1980’s, the technology was akin to the flying cars or the cleaning robots the Jetsons promised us. These days, this technology is transforming entire industries and leaving an imprint on our society that can never be unturned.

Don’t take our word for it. Just ask the parents of Lucy Boucher, an infant with medical complications that damaged both of her kidneys. Her father decided to donate his own kidney to her, but the difference in their body size presented a big problem. With the use of 3D technology, doctors created a printed model of Lucy’s infant body to see it could indeed fit a full-grown adult kidney.

The surgery was a success. Today, Lucy is a thriving healthy child.

In 2014, Dr. Liu Zhongjun, Director of the Orthopedics Department at Peking University, printed the first vertebra implant for the orthopedic spine surgery of a 12-year-old boy with a rare bone cancer. Once again proving 3D technology is changing the way we think about age-old industries by introducing new possibilities.

But it’s not just the medical world.

Students at MIT Media Lab recreated

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Staff at Media Resources details the finishing touches of a 3D printed burger.

functional musical instruments. There’s also an endless amount of templates online for printing useful household objects, accessories for your car, and almost anything else you can think of.

You can even find a guide on how to print a fully-functional SLR camera in 15 hours and for only $30 in parts. But today, many commercial printing business owners are still intimidated by the technology and what it can actually do for them. Even more business owners gawk at the investment in capital a 3D

printer requires.

A Closer Look To put it in layman’s terms, 3D printing allows layers of plastic filament to take shape as a print nozzle on an extended arm follows the pattern it’s been programmed to produce. After each layer, the nozzle lifts and repeats the process.

The result is the product of these layers.

Scott Schiller, Global Head of Market Development, 3D Printing, at HP Inc. further explained the significance of

May 2018

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11

Interior décor created by Massivit using 3D printing technology.

“We’re already seeing game-changing uses and applications of HP’s Multi Jet Fusion in both consumer and industrial markets, particularly automotive, medical technology, consumer goods, electronics, heavy industry, and engineering.”

Schiller added that HP Inc.’s collaborative Open Materials Platform is unique in that it allows HP and their partners to accelerate the innovation of materials, lower prices, and create entirely new markets and uses.

Where to Begin

A 3D model of a bear created and finished by Media Resources.

this technology in today’s world.

“There have been massive advances in technology, economics, and applications that together are rapidly accelerating the path to industrial 3D manufacturing. We’re on the cusp of a 4th Industrial Revolution that will be among the greatest social and Massivit 1800 Flagship 3D Printer. economic shifts in modern history. The World Economic Forum recently estimated 3D manufacturing will become a $100 trillion industry over the next 10 years. It’s truly mind-boggling.”

According to Schiller, 3D printing technology isn’t new, but the scope of its potential applications has grown tremendously in just a few years.

Why It Matters Industry experts all agree that the question isn’t if 3D printing will be the new platform for global mass-production, it’s when.

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May 2018

Kevin Sykes, President of Massivit North America, also echoed the benefits of investing in 3D manufacturing.

“With the advent of technology, Massivit introduced the Massivit 1800 Flagship 3D printer. We really took the speed of 3D printing to the next level by becoming 10x faster than the former rate,” he said.

In March of 2018, Massivit also introduced the 1500 Exploration 3D Printer, designed to provide a first step into the possibilities of large format 3D printing at an affordable price.

“Other printers use heated material that has to cool before the next layer. We can immediately print the next layer on top of the prior layer without having to wait for it to cool down using UV curing and our proprietary diamond gel technology,” Sykes explained.

As far as how commercial printers can adopt this technology?

“The number one use is adding 3D elements in general. Taking a 2D form like a logo, mascot, brand’s perfume bottle, the M&M characters, or anything like that which would have been a banner or point of purchase material, you can now print the element itself in a 3D form,” he continued.

Another area that customers are finding Massivit 3D printers for is using the printer to create molds, eliminating the the traditional method of stamping out a shape. Thermal forming can be done more cost effectively and neither of these were original applications.

“When you’re creating signage in letters, you’re often limited by how much you can bend the glass on font with certain curvature but with Massivit, you have virtually no limitations at whatever font, whatever thickness, and you can illuminate it from the inside,” added Sykes.

Where to Start Will Thomson from Media Resources finds that 3D printing

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technology has undeniably brought his business to a new level. Media Resources is an integrated sign services and manufacturing company providing Large Format Printing, Digital LED Displays, 3D Fabrication and Sign Installation services to the sign and display industry. To fulfill 3D print designs, they use two BlueFrog machines and recently purchased a Massivit 1800 at ISA Expo in 2017 which has increased their range of fulfillment possibilities.

“Prior to getting into printing, we were HP Inc.’s Multi-Jet Fusion 3D Printing System. the largest installation shop in Canada.

Will The Investment Be Worth It? We’ve done a ton for the billboard business and in downtown Schiller added that a print shop owner doesn’t necessarily Toronto — mannequins and 3D pieces, the large horseshoe on need a full staff of 10 people to pull off 3D print orders. a billboard leading into Toronto and the rear end of a Mustang “If a print shop has mastered digital workflows, then a huge for a lawyer down in Arizona,” said Thomson. component of the challenge of adoption is already understood When asked what their most common applications are, and characterized. On a base level, the similarities between letters and billboards won out. industrial 2D printing and 3D printing are really striking – “These days, we’re going after theaters, museums, trade digital production all comes down to providing unique value shows are great for the Massivit machine because we don’t as a function of better supply and demand management, or have to put a steel structure inside of it to support it,” making products that were not possible before,” Schiller said. added Thomson.

“With respect to capital, the basic cost structures between He also impressed that it’s not only the technology commerindustrial 2D and 3D look similar, but the physics of 3D cial print providers have to consider. printing are obviously much different and should not be underestimated when considering long-term value,” he continued. And the team at Media Resources agree.

These days, they can’t keep up with requests for quotes quickly enough and the striking elements of their finished products speak for themselves.

“In terms of timing, it’s still early enough in the broad adoption of 3D printing that there’s plenty of time for learning, and plenty of competitive advantages for early adopters. This is still a nascent market space that has only scratched the surface,” Schiller concluded.

Sykes suggest those interested in 3D print technology contact someone in the 3D manufacturing arena A billboard created by Media Resources with a 3D car model element. to get their questions answered. “Like anything else, once they are famililar with the opportunities they can “You need to have the proper staff, it’s not just putting a utilize, all of a sudden the light bulbs go off. As we are going finishing foil creative people on staff. As a portion of printing through the conversation, it all starts out with reticence or shop, 3D print orders animates the whole staff to think innohesitation but then when you begin talking about the applicavatively,” he explained. tions, a multitude of ways to address customer needs and then Media Resources has approximately 8-10 people (dependcan differentiate themselves from other needs.” ing on the project) that work on the 3D printing side alone Sykes added that if a commercial print shop owner wants and they often pull from the install side to do an aluminum to look for new ways to provide value to their customers and structure for a structure if needed, like for a recent model of a add profit to their bottom line, they should absolutely look 17-foot foot T-Rex. into 3D technology.

“We had to call our engineers to do a drawing on what kind It’s no doubt that when it comes to this segment of the indusof structure was required, we had to put in the structure try, you really need to think outside the box of your regular itself to make sure it resists wind, and we can utilize this business practices. But it just may pay for itself. team for that. It’s very important to understand wind load,” impressed Thomson.

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May 2018

Printing News

13

iStock/Thinkstock

Navigating the Complex World of

Security Printing

By Laurie Weller

A

ccording to Joe Rouhana, Vice President and General Manager of the software business group at Xerox, check printing, packaging, and I.D. cards are common applications in this space.

RICOH Pro C7100X Invisible Red Toner with UV Light.

“We’re seeing new opportunities in areas like high-value packages and prescription drugs,” he said, noting that the security printing market is growing in “multiple directions as companies work to ramp up brand protection efforts, especially in specific industries like pharma packaging, tobacco, and alcohol labels, due to governmental controls

14

Printing News

and anti-counterfeiting measures that are required.”

Lior Krasnovsky, HP Americas Category Manager of Labels and Packaging Workflow, sees growing demand for anti-counterfeit technologies as well, as in markets such as health and beauty, high-end wine and liqueurs, food and supplements, natural pharmaceuticals, auto parts, and even chemicals.

“Security printing has made substantial progress in adding geo location as an inherent part of the security package, in adding the end user as a part of the verification cycle, and in dramatic improvement in ease of implementation,” said Krasnovsky. “Many tools allow customers to validate that the product they are purchasing is not only genuine – it is also not diverted. Having the consumer use their smartphone to validate that the serial number was not duplicated, is in the right location, and in some cases even to identify that the package is not a copy is a capability that only a few years ago would have been considered imaginary.”

Going Digital Mike Herold, Director of Inkjet Solutions, Commercial & Industrial Printing Business Group for Ricoh, advises PSPs looking to enter the security printing market to invest in a fully-digital solution for production that is “end-to-end”

May 2018

in scope. “This includes complete data management and control at the front of the process – and maintaining that control all the way through to delivery,” Herold said.

Rouhana recommends that PSPs “do their research” to uncover what type of security elements are required for the markets they are pursuing. “There are many types of security printing.

Watermarks, magnetic ink, holograms, and optically variable color changing inks, to name a few – all of which have varied levels of difficulty and cost,” said Rouhana.

“Our Specialty Imaging Effects continue to be expanded. We have added algorithms to improve security marks and have added images as well as text.

Additionally, we have expanded to include support on inkjet devices as well as laser. Printed electronics also present new opportunities for increasing security in printed collateral,” Rouhana continued.

On-site physical security is also essential, said Krosnovsky. “Being able to secure documents, inks, printed goods, and reading devices is important. You need to take into account that such requirements may come up from the brand – or from the security technology provider.”

Which is why success in the security printing market often requires an operational shift for PSPs – away from the printing technology itself and toward data management.

“PSPs in this space have an opportu-

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nity to benefit from their core competencies of managing complex, personal, confidential information,” said Herold.

“As data security continues to be top of mind for consumers and businesses, companies that can prove their core competencies in this area will excel.”

Getting ISO Certified At the highest ends of the market, in segments such as financial printing, PSPs are increasingly seeking International Organization for Standardization (ISO) certifications.

“ISO 27001 is a security certification for third party vendors,” said Chris Concannon, President of Network Financial Printing. “The banks need to know that the documents they send you are secured, and that there is a system in place on a yearly basis that allows you to be audited by ISO.” According to Network Financial Printing’s Jack Concannon, getting ISO

are deemed unacceptable.”

Plus, he adds, they must adopt an overarching management process to ensure that information security controls continually meet ISO standards.

In addition to producing M&A books for clients, Network Financial Printing utilizes a 64” Epson SureColor P20000 to create posters and other large-format graphics for clients holding investor events.

certified takes time, diligence, and technological investments.

“ISO/IEC 27001 requires management to systematically examine the organization’s information security risks, taking into account the threats, vulnerabilities, and impacts,” he said.

“Organizations must also design and implement a coherent and comprehensive suite of information security controls and other forms of risk treatment, such as risk avoidance or risk transfer, to address those risks that

The Future Is Bright While client and regulatory demands in this market can be deep and complex, the outlook for security printing is positive.

“The most optimistic industry consultants see the transaction market growing at about 10 percent between now and 2022,” said Herold. “For the future, PSPs need to focus on two important things: demonstrating through results and industry certifications that they have the ability to manage personal data; and being able to bridge traditional transaction output to communications that will fully inform the end recipient in new, creative and valuable ways.”

Network Financial Printing DIGITAL FINANCIAL PRINTERS

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May 2018

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5

Reasons You Don’t Need to Fear DataDriven Printing

We all know the benefits of data-driven printing. Higher response rates, larger per-order values, and stronger customer loyalty. So why aren’t more printers doing it? Often, it’s a fear of change.

By Heidi Tolliver-Walker

F

or many, VDP at a level beyond mail merge is a black box—but what’s really inside? What level of investment is really required?

Even if you know it’s something you should do eventually, the uncertainty can make it hard to get going.

Here are five things happening in the marketplace that make intergrating VDP easier than it’s ever been.

1

More Advanced Technology Anticipates the Trouble Spots On the production side, technology has taken a lot of the pain out of preparing VDP jobs. In terms of document composition, software has greatly simplified even the most complex VDP layouts.

“Even for the most complex jobs, you don’t need a programmer anymore,” said Ryan Kiley, Director of Strategic Production Services and Commercial & Industrial Printing Business Group at Ricoh USA. “You can do it with points and clicks and Adobe tools and homegrown GUIs.” For example, Ricoh’s Marcom Central Fusion Pro can handle everything from simple text personalization and addressing, to complex image personaliza-

16

Printing News

FusionPro VDP Producer

tion while still being “extraordinarily affordable,” according to Kiley. For more complex jobs, Ricoh often recommends its customers partner with Quadient (formerly GMC Software). Ricoh also offers composition and template design as a service.

Advanced prep tools now in the digital front end (DFE) have further simplified production by replacing what used to be done in the traditional prepress environment.

“It’s easier and faster on the workstation, and you don’t necessarily need dedicated graphic artists on staff,” noted Frank Mallozzi, EFI’s Senior Vice President of Worldwide Sales and Marketing.

Take late stage editing for instance.

EFI’s Fiery systems allow the operator to view and make text corrections on post-

May 2018

RIPed data right on the workstation.

“In your preview, say you see a record that will go to James when it goes to John. At that point, even though you’re already working with the rasterized data, you can fix it,” said Mallozzi. “That is a big time savings compared to going back to the original file, making the correction, and re-RIPing.”

New tools also make it simpler to compose documents from multiple elements. For customers compiling manuals from different documents (oftentimes in different sizes or with tabs), composition can now be done within the DFE—again, saving a lot of time.

Even on the campaign side, automated tools like Marketo and HubSpot simplify the process of coordinating campaigns across multiple channels.

“These are pretty simple data driven

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tools, and printers are using them to do a lot more of the advanced data work,” said Barb Pellow of Pellow and Partners, which offers VDP consulting services.

with Data 2 Help Management Simple personalization like mail merge and name personalization can be handled by most printers, but when you get into more complex jobs, the data complexity increases significantly. As with VDP composition and processing, printers are no longer out there twisting in the wind.

“The investment needed for data management cannot be underestimated,” said David Murphy, Worldwide Director of Marketing and Business Development, HP PageWide Industrial.

“But there are more resources than ever for appending databases with demographics, psychographics, purchase patterns, and so forth.”

Getting that data is the first big step.

Having someone who can manage it and strategically deploy it so you are using ethical and legal business practices is the next. This is where the vast array of new educational resources from industry associations, research companies, and press vendors come in. Both HP Advantage and Ricoh’s Campaign Strategy Portfolio involve consulting, helping customers identify data sources, developing channel strategy and their overall technology stack.

For those not working with a wellequipped press vendor or who want to go another route, Pellow suggests they find a good agency partner instead.

“Look for a boutique type business that knows data,” she suggested. “A partner who can do the things you can’t, such as predictive modeling and data mining. I have helped clients develop partnerships that have helped them go deeper into VDP than they could have on their own. Other clients want to offer data services in-house, so they are making acquisitions.

Others, like Tukaiz, are hiring talent (like agency executives) and organically growing their resources that way. “ In other words, said Pellow, “you

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EFI’s Fiery Series.

partner, buy, or build.”

Business Development 3Vendors Support From Press Digital press vendors have also invested heavily in training and business development resources to help printers understand VDP—and sell it. HP is among those with dedicated business development resources and training programs for customers both pre and post-sales. HP Advantage, for example, offers support ranging from how-to develop and create a VDP campaign to how-to integrate it into an overall omnichannel or multichannel campaign.

Among the offerings of HP Advantage are classroom training, access to the HP Knowledge Center, and DSCOOP (which offers its own online training, chat rooms and specialized support).

DSCOOP resources are downloadable and can be accessed through synchronous webinars, or asynchronous whitepapers, videos, presentations and instruction sets.

to Cloud-Based 4 Move Solutions While the industry’s transition to the cloud is a separate discussion, this transition is making many aspects of VDP workflow easier. Cloud-based ecosystems reduce the investment in servers, workstations, and IT demands for much of the VDP workflow.

HP PrintOS, for example, provides an overall cloud-based eco-system for file submission, job prep, production monitoring and management, and access from any mobile device

anywhere in the world.

“Cloud-based systems like these offer tremendous flexibility, 24/7 individual access, and financial seamlessness,” said HP’s Murphy. “You don’t have to worry about updates, IT, or security. All of these are covered in a cloud-based system, so it provides a much lower barrier to entry.”

“From a business perspective, the cloud converts capital expenses into operating expenses, which many printers like,” added Kiley. “From a document composition perspective, the cloud makes things easier, too.

The tools live in the cloud and you can view the dashboard, manage the campaign, and monitor how well it’s working, including click-throughs and response rates, at the touch of a button— all though a browser.”

The cloud also has great benefits in terms of privacy and security, which can be a big deal with VDP applications, especially when they relate to financial or insurance transactions.

“Security and privacy has never been more part of our daily lexicon,” Kiley continued. “The cloud offers tremendous layers of protection beyond what most sophisticated printers can offer. Security systems installed locally do not provide any additional level of protection. You can be hacked. You can be Trojan Horsed. By self-maintaining, you are giving yourself up to additional risk.”

Data 5 Abundant Resources Whether you want to buy demographContinued on page 25

May 2018

Printing News

17

Envision Industries

Provides Quality Printing While Changing the Unemployment Rate of the Visually Impaired The exceptionally high unemployment rate of the blind and visually impaired in the United States never seems to waiver. Envision Industries is one of the few companies in the country that has made it its mission to try to do something about it.

By Amanda Luz Henning Santiago

S

tatistics found on the American Foundation of the Blind’s website indicate that in 1994 and 1995 unemployment rates for the blind were between 55-60%. An article published by the Huffington Post in 2012 clocked the unemployment rate at 62.3%. The National Federation of the Blind reported that the unemployment rate was at 58% in 2015. These numbers suggest that the unemployment rate for those who are blind or visually impaired have remained stagnant over the years. Barney Macari, the General Manager of Manufacturing for Envision Industries spoke to Printing News about the company’s mission to help the visually impaired, along with its future endeavors.

Macari has worked at Envision for a total of 18 years. He began working at the company in 1992 as a Client Manager in Wichita, Kansas. He left in 2006 as the Director of Manufacturing and after eight years away from the company, returned in 2014 as the General Manager, running all of Envision’s manufacturing

operations, including its print division.

When asked what drew him back to Envision after working elsewhere, Macari said that he simply enjoyed what Envision does, and the people it serves.

Since 1933 Envision has had one clear and distinct mission: to provide the visually impaired with ample employment opportunities.

The organization began as the Wichita Workshop and Training School for the Adult Blind in the midst of the Great Depression, where the blind learned how to create and sell products for profit.

After the JavitsWagner-O’Day Act—now commonly known as the AbiliCompleted copies of a patient guide for a veteran’s hospital client are tyOne Act—passed in collated by an Envision Print employee in preparation for shipping.

1938, the Workshop

18

Printing News

May 2018

and Training School began creating products for the military.

During World War II, the Training School provided the US Army with pillow cases and brooms. After the war ended, the facility continued to create new lines of products to fulfill the government’s needs, generating new contracts. In the 1990’s the Workshop and Training School changed its name to Envision Industries.

They then transitioned into becoming not only a resource for the visually impaired looking for work but a source for work, as well.

In 2017, Envision was named the AbilityOne Contractor of the Year by the USDA’s Food Safety and Inspection Services Division for the sixth time in the past nine years. Envision prides itself on employing the visually impaired and currently has 150 visually impaired employees on staff.

Today, Envision still holds multiple contracts with the government and has expanded its services with the Envision Xpress print shop.

Envision Xpress is mainly comprised of digital printers, although there’s also a small printing press, according to Macari. The business runs the full printing gamut, printing catalogues, newsletters, promotional material for the Defense Commissary Agency, instruction booklets printing for the IRS, and business cards—its most popular product. (More than two million busi-

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ness cards are sold nationally to “both the government and private sectors,” according to Envision.)

But the most unique thing about Envision Xpress is that it is run by the visually impaired. There are currently four visually impaired employees working in the print division, according to Macari. One employee serves as the production supervisor, two employees work in the finishing department, and one employee works in shipping.

While some may take pause upon hearing that the vision impaired are running a print shop—a space thought to be largely visual—it’s actually not as crazy as it sounds, thanks to technology.

Envision makes use of a couple different technology companies nationwide to assist its vision impaired employees, according to Macari.

“One of the programs we use is called JAWS, which is a text to speech program,” Macari. “When you’re moving around your cursor on your computer screen, it will verbalize whatever word your cursor is on, and you can set the speed. We use that in customer service to put orders in. Another technology is called MAGic and it zooms in and expands the size of your screen to make it larger. That’s the software, but we’ve also got different hardwares, magnification cameras and things like that, that we utilize that allows these folks to do jobs.”

But Envision isn’t just employing the visually impaired, it’s also creating outreach, rehabilitation, and education programs, as well as raising funds.

Understanding the positive impact that proper training and education for the visually impaired can have, Envision created the Envision Foundation.

The Foundation provides comprehensive low-vision rehabilitation services, physical and occupational therapy, orientation and mobility training, assistive technology training, Braille instruction, and counseling. It also offers many programs for children and adolescents through its Vision Rehabilitation Clinic, Child Development Center.

Educational programs and resources offered to the visually impaired can be crucial. The unemployment rate drops to about 35% when comprehensive

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Employees of Envision Print in 2017 stood proudly with a plaque from the USDA’s Food Safety and Inspection Services Division commemorating the sixth time Envision has been awarded with AbilityOne Contractor of the Year.

computer and assistive technology training is provided, according to The Carroll Center for the Blind.

Now the Foundation is looking to add another facet to its program.

“Along with LC Industries in Durham, North Carolina, Envision just launched the William L. Hudson BVI Workforce Innovation Center, a program that’s working to secure better employment opportunities on behalf of blind and visually impaired individuals nationwide, and we’ve got several partners Lori Griffin-Harge, an Envision Print employee throughout the United States,” shared since 1998, cuts printed business cards in Macari. Through the BVI Workforce Inpreparation to ship out to a client. Envision novation Center, Envision hopes to lower prints over two million business cards each the visually impaired unemployment year under contracts with the government and private sectors. rate steadily over time, by eradicating the obstacles to finding secure employment opportunities.

Despite the development of many different assistive technologies and training programs, Macari said, those with visual disabilities are still having a difficult time getting hired. Macari 1938: The Wagner-O’Day Act was passed to believes that’s because too few provide employment opportunities to the blind prospective employers are aware by giving them the authority to manufacture of how capable the visually mops and brooms to vend to the Federal Government. impaired are, and too few who are blind or visually impaired 1971: The AbilityOne program expanded to also know about or have had access to include people with severe disabilities, not just resources that can help them get visual impairments. The AbilityOne Commission hired or promoted. maintains a “Procurement List” of products and services accepted into the program from and you Macari concluded, “The general can find it on the AbilityOne Commission website population doesn’t understand (www.abilityone.gov). what the blind can do if they’re given a chance to do it, and like 1980: The AbilityOne Program provided 7,500 I said earlier, it’s not that big of a people jobs, and helped to generate $11.6 million in direct labor wages. change to just adapt slightly to give folks an opportunity.” *All facts are reported from the AbilityOne Program’s website.

3 Noteworthy Facts About the AbilityOne Act/Program

May 2018

Printing News

19

Association Insights:

Idealliance Expands Industry Leading Standards-Based Certification Program

L

By Dawn Lospaluto Communications Director Idealliance provides Professional Certifications for individuals, Facilities Qualification for sites, and System Certifications for equipment. Reach Dawn at (703) 837-1063 or dlospaluto@idealliance.org. For information on Idealliance certification programs, please contact Tim Baechle at tbaechle@idealliance. org or Jordan Gorski at jgorski@ idealliance.org, or visit www.idealliance.org/certifications.

eading certifier of skills, systems, materials, and facilities required for state-of-the-art graphic communications production, Idealliance, has expanded its industry leading certification program with initiatives for the packaging supply chain, digital press manufacturers, and new tiered certification designations for its G7 Master program.

In April 2018, the association added Idealliance ISO/PAS 15339 System Certification to its digital press system certification program. The new certification allows manufacturers of digital press systems to demonstrate the capability of their presses to print to a variety of color spaces specified by the Characterized Reference Printing Conditions of ISO/PAS 15339.

Completion of both Idealliance Digital System Certification—Electrophotographic or Inkjet, along with ISO/PAS 15339 System Certification, is the most comprehensive device certification available for digital press OEMs to evaluate the full gamut of device print quality capabilities.

“Our extensive certification offering is based on standards developed by our member-driven working groups and a worldwide network of facilities that generously provide testing of new standards on a wide variety of equipment and substrates,” added Idealliance President and Chief Executive Officer David Steinhardt. The association currently has 11 strategically located offices around the world.

“We’ve engaged with digital press manufacturers around the world to have their devices evaluated by our independent third-party lab based at Rochester Institute of Technology to fill this gap,” added Jordan Gorski, Idealliance Director of Certification Programs.

“No other independent certification serves as a full-spectrum evaluator of digital press production and colorimetric accuracy like the Digital Press System Certification with ISO/PAS 15339 System Certification,” he added.

Tiered Levels Find this article at PrintingNews.com/12408249

20

Earlier this year, Idealliance enhanced its G7 Master program by introducing three new

Printing News

May 2018

designations that will qualify printing facilities according to increasingly stringent tiered levels of G7 Master proficiency audits: • G7 Grayscale • G7 Targeted • G7 Colorspace A facility can be granted G7 Master Qualification by achieving compliance with the specific requirements of one or more evaluation levels.

G7 is the only methodology and print validation program in the world that crosses all print processes: offset, flexo, gravure, screen, wide format/ grand format, digital (EP, LEP & Inkjet), industrial inkjet, dye-sublimation, and textile.

Packaging Program “Last fall, the association launched BrandQ, a new educational and certification program that provides the packaging supply chain with tools, measurements, methods, and language for controlling and monitoring print quality aging supply chain, for the packaging supply chain,” said Baechle. “Brand managers will learn the language of quality control and print measurement and how to effectively communicate.”

Idealliance offers three levels of BrandQ training and certification: • BrandQ, designed for brand managers, • BrandQ Expert, developed to prepare individuals to train and implement the BrandQ program at brand and supplier facilities, • BrandQ Master, certification for facilities that meet BrandQ program standards.

Baechle noted that the program also shows brand managers “how to determine if suppliers can meet their expectations, confidently produce work, measure those expectations, and best work from design-to-print-to-delivery, “ he added.

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Sales Clinic:

3

Tips To Avoid “THE SLOW NO”

O

ne of my clients introduced me to a new term recently. “The ‘slow no’ is the worst,” he said.

“When you put a lot of time and effort into an order and it drags on, and on, and then you end up not getting it. You’d be better off knowing right from the start that you’re barking up the wrong tree.”

I agree, although I’m not sure that you can always know right from the start. Still, any time that you’re unlikely to succeed, especially in something that involves a long chase, you’re better off figuring that out sooner rather than later.

Yup, It’s A Duck!

By Dave Fellman President of David Fellman & Associates Dave Fellman is the president of David Fellman & Associates, Cary, NC, a sales and marketing consulting firm serving numerous segments of the graphic-arts industry. Contact Dave by phone at 919-363-4068, or by e-mail at dmf@davefellman.com. Visit his website at www.davefellman.com.

TIP #1: Learn from experience, and recognize the patterns of both failure and success. When experience —or instinct— tells you that you should be looking for a better opportunity, do just that!

One of my high school teachers introduced me to the Duck Test about 50 years ago. If it looks like a duck, swims like a duck, and quacks like a duck, then it probably is a duck. Here’s how that applies to printing sales. If it looks like a poor use of time, based either on instinct or past experience, then it probably is a poor use of your time.

When I reviewed my client’s most recent “slow no” experience with him, he admitted that there were at least a couple of points during the long process where he should have realized that he was wasting his time. “I’ve been there and done that,” he said, “but I guess I didn’t learn anything from the experience.”

Customer Management

Find this article at PrintingNews.com/12407099

22

TIP #2: Don’t be afraid to manage your customers firmly. Yes, there’s a line that you don’t want to cross, but again, if you’re unlikely to succeed, you do want to know that sooner rather than later.

I had a conversation with Nancy Dediemar some years back about customer management.

Her position, as I recall, was that firm customer management is critical because (a) it’s part of great customer service, and (b) because it’s the best way to keep them from making you crazy.

Nancy was never afraid to tell a customer: “Here’s

Printing News

May 2018

what I need from you.”

At this point, we need to separate the “slow” from the “no.” If you can accelerate the process of getting to the final decision, you’re probably better off. And you can often do that by setting expectations and accompanying timelines.

Probability Of Success TIP #3: Don’t guess, just ask. There’s a huge difference between I think I have a chance and I know I have a chance. Remember, too, that this can be measured more accurately than just good or notso-good. I frequently ask my own prospects to give me a percentage, and I’ve learned that I can often sell myself into a 50% likelihood but almost never into a 10% chance. Just like you, I want more yes’s than no’s, and especially slow no’s!

Now let’s move from “slow” to “no” and consider how to measure your probability of success.

On one hand, you can guess at it. On the other hand, you can actually ask the person who’s most likely to know!

This might be thought of as a “trial closing” question, and it’s a question you can ask at multiple times and multiple points in the selling process: “Based on where we are right now, what would you say are the chances that you’ll move forward with this and that I’ll get the order?”

A high likelihood would suggest that you hang in there. A low likelihood suggests that you might be heading for a “slow no.” A high likelihood of moving forward coupled with a low likelihood that you’ll get the order should at the very least get you thinking about what you could be/should be doing differently to increase your probability of success.

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Human Resources:

How To Deal With a Toxic Employee

M

any of us have at least one person on our team that we consider to be toxic to our office’s culture and teammates. And to make matters worse, this employee is probably really good at what they do, making it even more difficult to figure out how to deal with this person.

By Debra Thompson President of TG & Associates Debra Thompson is President of TG & Associates, a consulting firm specializing in “The Human Side of Business” specifically for the graphics industry. Her company provides Virtual HR Services and Customized Staffing Solutions.

Debra can be reached at 520751-8922 or email her at Debra@ TGAssociates.com.

Find this article at PrintingNews.com/12407322

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Here’s what experts have to say about toxic employees.

“There’s a difference between a difficult employee and a toxic one,” said Dylan Minor, an Assistant Professor at the Kellogg School of Management who studies this topic. “I call them toxic because not only do they cause harm, but they also spread their behavior to others,” she added.

“There’s a pattern of de-energizing, frustrating, or putting down teammates,” observed Christine Porath, an Associate Professor at Georgetown and the author of Mastering Civility: A Manifesto for the Workplace. “It’s not just that Joe is rude.

The whole team suffers because of it.”

Few management tasks are as dreadful as dealing with a toxic employee, but deal with it you must. Resolve to confront toxic employees assertively and effectively. Failing to deal with toxic employees jeopardizes your credibility as a manager. Furthermore, it degrades your organization’s performance.

The best approach is to follow a deliberate process, document your steps, and quickly turn the situation around. You have two choices when it comes to dealing with toxic employees: terminate or devise a plan to rehabilitate them. However, the decision depends on how bad the situation has become, how much damage has already been done, and whether they are willing to correct their behavior and change for the better. Here are some tips to start with: • First, avoid rationalizing or defending toxic behavior. This is especially common when employees are exceptionally good at what they do. Because of their perceived value to the organization, it becomes very easy to let much more slide than you would for a marginal employee. It is so easy to

be blinded to their toxic behaviors and continue justifying why you are not confronting them.

• If you find yourself in this situation, admit that you cannot have two sets of rules about accountability and behavior. If it is ever perceived by the rest of the organization that you have one set of rules for them and a separate set of rules for “special” employees, you have created a slippery slope that could lead to more dysfunction within the organization.

• You need to confront this toxic individual and have a frank discussion about the issues you have with them. Although it can be very uncomfortable to have these conversations, it’s a part of the manager’s responsibility and essential for success of the organization and retention of other team members.

• During this conversation you need to communicate exactly what you expect from this individual. You must make it crystal clear what behavior is no longer acceptable. Then you need to detail the productivity, performance, and behavior that the employee must exhibit moving forward. It is also necessary to clarify what the consequences of a failure to exhibit those behaviors will be.

I find the best approach to this discussion is to utilize a written performance evaluation and career development form. This written documentation legally protects your company and structures the conversation. As part of this process, I recommend you have the employee prepare his or her version of the Performance Evaluation.

Once the issues have been discussed and appear to be understood by this employee, a plan should be established for observing and providing positive and negative feedback to help this individual improve. It is important to note that if the individual’s behavior borders on harassment or bullying of any kind, you should issue them a written warning or terminate them.

This is where having an up-to-date employee handbook with clear policies in place is the best way to protect your business and hold toxic employees accountable.

May 2018

Printing News

23

New

Products KYOCERA G5A Series Kyocera Corporation announced that it has developed a new aircooled UV-LED curing light that is the world’s smallest. The new Kyocera G5A Series is ideal for use in industrial ultraviolet (UV) ink printing applications, including billboard printing, as well as UV-cured coating and adhesive processes. Kyocera’s proprietary technology results in the world’s highest UV intensity (24W/cm2) among air-cooled curing lights for UV printing. This product sets a

Monadnock Paper Mills Envi 96 Label

new industry standard by offering the highest performance in a

Monadnock Paper Mills, Inc has introduced the Envi 96 Label.

package that is also both the world’s lightest and smallest, at about

Envi 96 is a brilliant white, durable, Forest Stewardship Council

half the size of a conventional air-cooled UV curing light offering

Certified, wet strength label stock ideal for beverage and other

high UV intensity (16W/cm2).

consumer packaged goods labeling applications. Envi 96 Label is

The G5A Series incorporates Kyocera’s proprietary ceramic sub-

engineered to withstand the rigors of print and post-press process-

strate with excellent heat conductivity in a heat-radiating modular

es, through the bottling line, onto the shelf or cooler, and finally

design, which allows LED elements to be mounted at an exception-

into an ice bucket. Envi 96 is suitable for embossing, foil stamping

ally high density. Since it employs an integrated air-cooling sys-

and intricate die cutting and the brilliant white surface will make

tem which eliminates the need for supplemental liquid cooling

labels pop on a crowded store shelf.

equipment, it can help reduce total equipment costs while saving

“In response to demand from our customers, we created this

space. Furthermore, its scalable structure allows users to adjust

brilliant white, high-performance label stock,” said Richard

irradiation width, enabling full design optimization to suit a wide

Verney, Chairman and CEO of Monadnock. “We are pleased to

range of applications and printing media.

offer yet another sustainable option from our EnviPortfolio of

PrintingNews.com/12407386

label substrates.”

PrintingNews.com/12407385

RICOH Pro VC40000 Platform Ricoh USA announced enhancements to its continuous feed portfolio that help customers grow their businesses. These include a new set of inks for its RICOH Pro VC60000 platform, which greatly expands the variety of media that can be used, and the availability of its award-winning RICOH Pro VC40000. These strategic additions reflect Ricoh’s commitment to building a robust and comprehensive inkjet portfolio, exceeding its customers’ needs and developing innovations that advance print.

The new RICOH Pro VC60000 inks are designed to streamline printing directly to traditional offset coated papers, making the entire production system more versatile, economical and less complicated. In addition to eliminating added steps, these inks’ improved adhesion allows for faster printing speeds with coated papers, doing even more to help take turnaround speed to the next level. The technology leverages the latest in pigment ink innovations, preserving the excellent durability, water fastness and printhead reliability Ricoh inks are known for, while improving color gamut. All of that adds up to the opportunity to produce more diverse applications, with more vivid colors and a richer black.

PrintingNews.com/12406961

24

Printing News

May 2018

New

Products Roland DGA DGSHAPE LD-80 Laser Foil Decorator Roland DGA announced the launch of

range of vivid, eye-catching

the world’s first laser foil decorator – the

designs. The LD-80 comes

DGSHAPE LD-80. Engineered to enhance

bundled with a powerful, us-

a vast array of items with text, logos and

er-friendly software package

graphics using a variety of foils, the LD-

that makes product personal-

80 makes it easy to personalize and add

ization and customization sim-

value to small, off-the-shelf products

ple. A wide selection of fonts

such as pens, cell phone covers, statio-

are available, and settings like

nery, and cosmetic accessories.

font size and spacing can be

“While traditional methods typically

adjusted at the click of a mouse.

perform adequately, they don’t allow short

Vector data can also be import-

runs, and they can overheat the plastics in

ed, including custom designs

some cases,” said Matt Anderson, Roland

like illustrations and logos.

DGA’s Product Manager, 3D Solutions.

“Its small footprint and portability

ensure it can be used safely without la-

“This is actually where the LD-80 excels.

makes the LD-80 ideal for performing

ser light being visible outside the unit.

It’s perfect for shorter runs and, with its

on-demand foil decoration just about any-

It also includes a fail-safe design that

focused laser, can transfer even small text

where,” noted Anderson. “You can place

stops the unit automatically if the cover

and fine details to materials like acrylic,

and operate this desktop device in virtu-

is opened during operation. The exclu-

ABS and polycarbonate quickly, reliably

ally any retail store or kiosk setting, plus

sive design of the laser system elimi-

and with incredible precision.”

it’s easy to transport to special events like

nates dust or gas from being generated,

street fairs and festivals.”

ensuring maintenance-free operation.

A variety of attractive foils can be used with the LD-80 to create stunning graph-

Compliant with the safest Class 1

It also works on ordinary household

ic results. Users can choose from a wide

International Standard for products

power, requiring no electrical work for

selection of gold, silver, and other foils, or

equipped with laser devices, the LD-

installation.

even holographic foils, to produce a broad

80 incorporates a full-cover design to

PrintingNews.com/12407418

More Accurate Than Those Made by Humans,” by big data scientist Michal Kosinski, found that with just 10 likes on Facebook, his algorithm could predict someone’s behavior 10 times better than a co-worker. With 70 likes, it could predict someone’s behavior better than a roommate. With 150 likes, it could predict better than a family member.

With 300 likes, it could predict better than someone’s spouse. It could also accurately pick the person’s political party 85% of the time.

How can you use this information? If someone scores high on extroversion, for example, you might show different imagery, or use different messaging than for someone who scores high for introversion. In a 2017 study co-authored by Kosinski, “Psychological Targeting as an Effective Approach to Digital Mass Persuasion,” offered

examples of ads aimed at different audiences based on personality. Extroverts saw an ad that read, “Dance like no one’s watching (but they totally are).”

Introverts saw an ad that read, “Beauty doesn’t have to shout.” Imagine the difference this kind of approach could have in your customers’ marketing!

With this data so readily available, printers can increase their level of refinement without needing to have a massive IT infrastructur—or tons of data at your disposal.

What does all of this mean for you?

It means that you don’t need to fear data-driven printing. The advances in technology and the wide range of support gives you greater freedom to invest in VDP programs knowing that you aren’t going to be left to figure it out on your own.

Continued from page 17

ic data, psychographic data, or even retarget using social media advertising, resources have exploded. Most printers are probably familiar with companies like Acxiom, Epsilon, and Bluekai, for demographic data—but you can purchase psychographic data from them as well.

You may be wondering, how can this data be gathered by third party sources? The answer: Through “big data” aggregation. This includes purchases, memberships, and even social media.

A lot can be learned about consumers based on what they purchase, what links they click on (or don’t), what they “like” on social media, and so on. Once those psychographics are learned, they can be purchased for use in marketing programs, including print.

A recent big data study, “Computer-Based Personality Judgments Are

May 2018

Printing News

25

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