Wider Formats, Larger Margins More Commercial and Trade Print ﬁrms Are Seeing the ‘Go-Wide’ Light Go On

March 2015

The Information Resource for Commercial, Sign & Digital Printing

Successful Transpromo Strategies Nano News Is Good News Transactional print best practices 2015 Looks to be the Year for from Canon, Ricoh, and Xerox Page 12 Nanography Installations Page 14

Collin Street Bakery The power of color envelopes Why classic, direct-mail marketing Applying never goes out of style WIDER Page 16 FORMATS ER2 Inside the Factory What happens between when you place an order with ER2 and when we fulfill it? A whole lot. To Your Shop Page 8 MyPRINTResource.com/12043466

§ Phoenix Installer Wrapped Budweiser-themed Pedi Cabs for ‘NFL Championship Game’ MyPRINTResource.com/12040235 § Offset Lithography: The Future Ain’t What it Used to Be MyPRINTResource.com/12029873 § Builder of Race Engines Builds High-Performance Screen Printing Business MyPRINTResource.com/12038770

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QP_02-03_TOC0315.indd 2 2/12/15 10:31 AM Table of Contents | March 2015

Features 8 Wider Formats, Larger Margins More commercial and trade print ﬁrms are seeing the ‘go-wide’ light go on. Is it time for you to make that lane change? By Mark Vruno

12 Successful ‘Transpromo’ Print Strategies As transactional marketing evolves, is it reasonable to expect you will On the Cover be able to tap into this emerging profit center? Candid Worldwide, NY and Las By Jeffrey Steele Vegas, used its EFI VUTEk 5000r to create this wallscape graphic for Lifetime Network’s “Witches of Eastwick” TV series. Read 14 Nano News Is Good News: more about how wide-format 2015 Looks to Be the Year technology can help to increase for Nanography Installs your revenues starting on page 8. Landa Digital Printing’s Nanographic Printing Press may be the most anticipated machine since the iPhone. By Richard Romano Columns 11 Association Insights By Dawn Lospaluto 16 Company Profile: 18 Digital Original Collin Street Bakery Classic Direct-mail By John Giles Marketing Never Goes Out of Style 19 Money Talk If you are looking for a great example By Stuart Margolis of why customers should add color to their direct-mail envelopes, look no 20 Sales Clinic further than Collin Street Bakery. By Dave Fellman By Heidi Tolliver 21 Winning Strategies By Mitch Evans 22 Human Resources Departments By Debra Thompson 4 Editorial: Presing On 24 Executive Suite By David Claerbaut, PhD 5 Printing News 25 Case Study 26 Supplier Directory/Classifieds By Tom Crouser 30 Ad Index 34 Johnson’s World 31 New Products By Steve Johnson

Quick Printing (ISSN 0191-4588) (USPS:500-850) Volume 38, Number 6, is published monthly by Cygnus Business Media Inc., 1233 Janesville Ave., P.O. Box 803, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI 53538, and additional mailing offices. Printed in USA. Throughout this issue, trademarked names are used. Rather than put a trademark symbol in every occurrence of a trademarked name, we are using the names only in an editorial fashion and to the benefit of the trademark owner, with no intention of infringement. Entire contents copyright 2015, Cygnus Business Media Inc. All rights reserved. Diverse views of readers are welcomed. Publisher assumes no responsibility for unsolicited manuscripts. Subscriptions: one-year: $50; two-year: $95 to U.S. and possessions; Canada/Mexico: one-year: $70; two-year: $135. Other countries, one year: $100; two-year: $190. Single copy: $10; quantity available. Quick Printing is a controlled publication distributed to qualified members of the graphics communication industry. When changing your mailing address, please give six weeks’ notice, providing both old label as well as new information. Subscribers who do not wish to appear on rented mailing lists should contact us directly. Postmaster: Send address changes to: Quick Printing, P.O. Box 3257, Northbrook, IL 60065-3257. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: Quick Printing, P. O. Box 25542, London, ON N6C 6B2. Canadian GST #842773848.

MyPRINTResource.com Quick Printing | March 2015 3

QP_02-03_TOC0315.indd 3 2/26/15 1:01 PM Pressing On

The ‘Big Chief’ Speaks www.MyPRINTResource.com When RR Donnelley CEO Tom Quinlan talks, GROUP PUBLISHER people listen. As they should! Kelley Holmes [email protected] | 800-616-2252 x6104

By Mark Vruno EDITORIAL DIRECTOR Denise M. Gustavson [email protected] | 800-616-2252 x6218 R Donnelley president and CEO Tom Quinlan is like the North American printing industry’s version Editor of stock brokerage E.F. Hutton, made famous by a Mark Vruno | [email protected] | 800-616-2252 x6225 TV ad campaign in the late 1970s and early 1980s: Senior Consultant RWhen Quinlan talks, people listen. And what Quinlan has Bob Hall | [email protected] to say is this: “The printing industry is back.” Senior Contributing Columnist Quinlan joined EFI CEO Guy Gecht for a “Fireside Chat” Tom Crouser | [email protected] David Fellman | [email protected] at the EFI Connect user group conference on January 21 John Giles | [email protected] and was quick to point out that, the day before, retailer JCPenney announced plans to resurrect its printed catalog. He also noted Contributing Columnist David Claerbaut | [email protected] that Donnelley is optimistic about the book market. “Physical books have Mitch Evans | [email protected] started to come back,” Quinlan stated, “based on [our] 2014 numbers.” Steve Johnson | [email protected] Stuart Margolis | [email protected] Ranked at #264 on the annual Fortune 500 list with $12 billion in sales Joe Rickard | [email protected] in 2014, RR Donnelley still is our industry’s “Big Indian,” and Quinlan is its Debra Thompson | [email protected] chief. Such high-profile appearances are rare. Donnelley has maintained a self-imposed code of silence at least since CORPORATE OFFICE 1985, when I began a nine-year stint with the 1233 Janesville Avenue, Fort Atkinson, WI 53538 Big Indian. Back then, “RRD” was fond of its Phone: 800-616-2252 Indianhead logo with oak-leaf filigree (at right). Account Executives Ten years after leaving its corporate world, I Kimberly Jorgensen x6103 | [email protected] Paul Zimmerman x6214 | [email protected] learned the hard way that getting anyone there to comment on anything was akin to breaking Media Production Representative through the Iron Curtain in 1950s Russia. Connie Wolf x1679 | [email protected] Quite to the contrary, Quinlan was open and Art Director affable—quite refreshing, actually. He seemed Yuly Osorio x1732 | [email protected] relaxed and humble, discussing his blue-collar New York upbringing, a love of basketball, and CIRCULATION his career start at the now defunct securities firm Kidder, Peabody. He Jackie Dandoy [email protected] | 800-547-7377 x1711 talked about his mentors, including Cenveo chairman Bob Burton, the For change of address or subscription information, gruff former Murray State football captain who hired Quinlan in a finance call 877/382-9187, fax 920/563-1704, or role during their World Color days. He waxed philosophical about so- [email protected] cial-media disruption, big-data analysis, printing textiles and labels with REPRINT SERVICE sensors, and even 3D print as well as possible acquisition targets. For reprints and licensing, please contact Nick Iademarco at Wright’s Media 877-652-5295 ext. 102 or When you are the biggest and the richest company in your industry, [email protected] it seems like everyone has an opinion. Many observers admire how the LIST RENTALS 150-year-old company has evolved and continued to reinvent itself while Elizabeth Jackson so many of its competitors have fallen. Critics practically despise the mega [email protected] | 847-492-1350 x18 printer, accusing its contract negotiators of being arrogant in throwing around its considerable weight. Quinlan stressed, time and again, how Donnelley has evolved into a customer-centric organization. “The key to longevity is taking care of the cus- CEO Paul Bonaiuto tomer,” he urged, especially in the “omnichannel” world in which we now President Chris Ferrell live. “We take pride [in] … helping our customers create brand loyalty.” A CFO Ed Tearman SVP, Strategy & Business Development Blair Johnson few minutes later, he uttered this Benny Landa-esque takeaway: “Print is VP, Marketing Gerry Whitty a doorway to digital, and digital is a doorway to print.” VP, Technology Eric Kammerzelt A few seats over from me in the front row sat print industry guru Frank VP, Production Operations Curt Pordes Excecutive Vice President Gloria Cosby Romano, who noted that the big chief said the word “customer” 127 times VP, Human Resources Ed Wood in his 60-minute chat session. For those of you keeping score, that’s a customer reference about every 30 seconds, which made me wonder: exactly how many customers does Donnelley have, anyway? For the full video of Gecht’s “Fireside Chat” with Quinlan, please go online to www.MyPRINTResource.com/12039336

4 Quick Printing | March 2015

QP_04_Editorial0315.indd 4 2/9/15 4:31 PM News of the Printing Industry at a Glance

RR Donnelley Outbids Quad/Graphics for JC Penney Resurrects Control of Courier Corp. Catalog in Print Chicago-based RR Donnelley & Sons Co. practically JC Penny has brought back its “stole” digital book printer Courier Corp. from under printed catalog after nearly the noses of Joel Quadracci and the rest of competitor a five-year hiatus—main- Quad/Graphics’ top management team. ly due to data showing that On January 16, Quad had announced that it was buying many of its online sales came from Courier for the equivalent of $20.50 per share. Eleven shoppers inspired by what they saw in print. days later, on January 27, Courier received an unsolic- According to the Wall Street Journal, the 120-page ited offer from RR Donnelley of $23 per share in cash or print catalog will feature items from Penney’s home de- stock, subject to pro partment and will be sent to select customers this month. ration, according to While catalog mailings are down from their high in 2007 Quad/Graphics, which (19.6 billion mailings), in 2013 this segment saw a surge, declined to negoti- growing to nearly 12 billion, Direct Marketing Association ate further. Courier research shows. terminated its agreement with Quad on February 5 and The call to bring back the catalog—and stop publishing reportedly is paying the Sussex, WI-based mega print firm it back in 2009—was made by JCP chief executive Myron a $10 million termination fee. “Mike” Ullman. According to his comment in the Wall Under terms of the Donnelley transaction, Courier’s Street Journal, “We lost a lot of customers,” Ullman said. shareholders will have the option to receive either $23 MyPRINTResource.com/12037182 in cash or 1.3756 RR Donnelley common shares for each outstanding share of Courier they own. The deal is valued at more than $261 million. GPO Now Employs Fewer “This combination represents the next chapter in two than 1,700 as More than 100 long-running success stories woven together by a similar Workers Accept Buyout set of core values and operational excellence,” said Don- The US Government Publishing Office nelley president and CEO Tom Quinlan. Courier chairman (GPO) has achieved the goal of reducing its workforce by Jim Conway noted, “By adding our digital printing and 5 percent after offering employee buyouts during the first content management capabilities to RR Donnelley’s cur- quarter of fiscal year (FY) 2015. A total of 103 employees rent business, we will be even better positioned to meet took the buyout. GPO’s total workforce today is at 1,699 our collective customers’ needs. “Our customers can also employees, the fewest in the past century. continue to count on the same level of exceptional service, Since 1980, GPO has reduced its workforce by 74 per- and our employees will benefit from greater opportunities cent as the result of using new technologies, a rate of for professional growth and development ….” change unparalleled elsewhere among other legislative Meanwhile, Quadracci contended, “We continue to be- branch agencies. These reductions in personnel in no way lieve our offer to Courier was compelling and would have compromise GPO’s ability to carry out mission-critical provided significant value for all of Quad/Graphics and operations, including publishing support for Congress and Courier stakeholders, including shareholders, employees, federal agencies and providing public access to govern- and customers in the book market over the long term.” ment information. GPO anticipates the buyout will save RR Donnelley: MyPRINTResource.com/10114570 more than $7 million for the remainder of FY 2015. Quad/Graphics: MyPRINTResource.com/10113705 MyPRINTResource.com/10160778

Phoenix Installer Wraps Beer-themed weekend during the NFL Pedi Cabs for Super Bowl XLIX Experience—to transport people to and from the big Super Bowl? Can we write that without getting a cease- game and around the sta- and-desist letter from attorneys representing the National dium to all of the events. Football League? For legal purposes, QP will refer to last Fast-Trac produced the month’s game, narrowly won by the AFC’s New England wraps on 3M IJ 180 media Patriots, as the NFL Championship, even though everyone with gloss lamination using its ValueJet 1624 eco-solvent knows its Roman numerals as SB XLIX. printer, what Mutoh calls “The Wrapper’s Choice,” accord- After a six-day turn time from one of Budweiser’s mar- ing to operations director Jody Frego. keting agencies, Fast-Trac Designs completed printing The Bud Pedicab installations were one of several and wrapping 65 Pedicabs as part of this 49thedition of SB-related projects for Fast Trac, which also printed and “the experience.” Not typical vehicle-wrap work for the installed wraps for media trucks and trailers. Phoenix-based firm, the specially designed, bike-like cabs MyPrintResource.com/12040235 were being pedaled around downtown Glendale, AZ, the

MyPRINTResource.com Quick Printing | March 2015 5

QP_05-07_News0315.indd 5 2/12/15 10:58 AM News of the Printing Industry at a Glance

Inaugural Members of drupa Switching to 3-year Cycle Proforma’s $25 Million Club The drupa trade fair will switch Proforma has announced that Fred and to a three-year cycle after the Suzette Albrecht, co-owners of Profor- 2016 staging (May 31 - June 10). ma Albrecht & Co., Milford, OH, are This decision was made by the the first members of its 25 Million Dol- drupa committee in Düsseldorf, lar Club. With more than 100 owners Germany. and sales representatives in Proforma’s One positive side-effect of this change is that drupa Million and Multi-Million Dollar Clubs, the Albrechts are will no longer take place in 2020, the same year as inter- the first to achieve the $25 million milestone, with their pack, the No. 1 international trade fair for the packaging total sales actually reaching nearly $27 million in 2014. industry and the closely related process industry. MyPRINTResource.com/10124048 The exact dates have not yet been finalized, but it is certain that drupa will take place in the traditional 4over Opens San Jose Operation Center drupa month of May in 2019, 2022 and 2025 in Düssel- To better serve its Northern California dorf, Germany. customer base, 4over, Inc., has opened MyPRINTResource.com/10139840 a new San Jose Operation Center. As a result of this expansion, the trade Xante Awarded Patent printer will be offering free local deliv- Xante has announced that ery and pick-up to three major US cities the Enterprise High-Speed Feed System is no longer and vast surrounding areas, including Oakland, San Jose, patent-pending and US Patent No. 8,939,274 has been and San Francisco. granted. The Enterprise Feed System is the high-capac- “This is a very exciting addition for us,” said Zarik Meg- ity feed system at the heart of Xante’s Impressia Digital erdichian, 4over’s CEO. “Opening an Operation Center Multi-Media Press. This is the eighth patent issued to that’s virtually in the heart of the Silicon Valley puts us Xante for their printing solutions and software. right in the middle of one of the world’s most dynamic “This Enterprise Feed System patent is now a major economies. We look forward to a prosperous future for our asset of our company. Never before has media, and partic- Bay Area customers.” ularly envelopes, been fed in such a manor. This technol- MyPRINTResource.com/10003405 ogy is by far the most superior of its type and will be the basis for our products for the next decade. This system is Canon Solutions America Customers Set simple, economical and very unique. Enterprise gives us a Date for 1st Annual thINK Conference clear competitive edge for years to come,” said CEO Robert Ross. Inventors of this patent are Joseph Deveer, Keneth O. Canon Solutions America, Parker, and Robert C. Ross Jr. Inc. (CSA) has announced MyPRINTResource.com/10008689 the formation of a community of CSA Production Print customers. Called thINK, USPS Reports Results for Q1 of Fiscal the group will hold its first conference on September 8-10 in 2015 New York, NY, at Canon Expo. The US Postal The user group is a natural outgrowth of the advisory Service ended groups CSA has sponsored over the past few years. Par- the first quarter ticipants felt the time was right to develop a larger forum of fiscal 2015 (Oct. 1, 2014 – Dec. 31, 2014) with a 4.3 where more customers could network, gain knowledge, percent increase in operating revenue over the same stay abreast of technological advancements, and discuss period last year and a net loss of $754 million. The common challenges. increase in operating revenue was driven, in part, by MyPRINTResource.com/11329288 the record number of holiday season packages delivered with high reliability during our busiest time of PODi AppForum Coming in May the year. The net loss included a $1.4 billion expense AppForum 2015 has moved to Harrah’s Las Vegas accrued for the mandated prepayment to the Postal from May 11-13 and blends the best attributes of prior Service Retiree Health Benefits Fund. AppForums with a new industry-oriented approach. “To keep the momentum going—and to ensure we are The conference agenda now includes vertical market the shipper of choice for our residential and business tracks designed to help small to mid-sized print and customers—we will continue to expand customized marketing services providers be successful selling to delivery solutions and package capacity while delivering four, key markets: 1) Higher Education, 2) Not-for-Prof- high levels of service,” said Postmaster General and Chief it, 3) Hospitality and 4) Retail. Executive Officer Megan Brennan. MyPRINTResource.com/10007267 MyPRINTResource.com/10715778

6 Quick Printing | March 2015 MyPRINTResource.com

QP_05-07_News0315.indd 6 2/12/15 10:58 AM PEOPLE IN THE NEWS Media Center AARON GROHS has been named §§Video: EFI ‘Fireside Chat’ with RR Donnelley CEO president of AlphaGraphics, Inc. by Tom Quinlan, MyPRINTResource.com/12039336 the franchise’s board of directors. GAY §§Whitepaper: Dscoop: 10 Years of Transforming BURKE, who had been serving as inter- Digital Print, MyPRINTResource.com/12013783 im president and overseeing the search for a new leader, continues as executive chair of the AlphaGraphics board. Social Media MyPRINTResource Facebook Likes: 1,277 JEROME HAMILTON, LinkedIn Discussion Group Members: has been named Quick Printing: 3,823, Printing News: 11,872; senior VP of global Wide-Format Imaging: 6,675; MyPRINTResource: 1,001 operations for 3D Twitter Followers: printer manufacturer Quick Printing: 5,120; Printing News: 17,400; Stratasys Ltd. Wide-Format Imaging: 5,919; MyPRINTResource: 5,765 MyPRINTResource.com Top Tweets §§@ISA_Signs: The famous #neon dragon is back in EUGENE MONTANEZ, owner of an #Ogden UT! Amazing work by #YESCO. Vid: bit. Allegra Marketing Print Mail fran- ly/1E0DedF #ReturnOfTheDragon @fox13now chise, is serving as the mayor of Co- #restoration rona, CA, for 2015. Corona is a city of §§@printspecial: Arousing your customer’s interest 160,000 residents in Inland Southern with effective #Catalogs and #Flyer designs: goo.gl/ California, bordering Orange County. DXLl6l #marketing §§@AlphaGraphics: How do people actually feel MICHAEL WHITE about #socialmedia? See the actual results from @ has been appointed marketingpilgrim: ow.ly/lOUS6 as senior vice pres- §§@foldingfanatic: Royal Mail launches ‘Mail Men’ ent of sales for North campaign to boost #direct #mail, @MarketingUK has America for Printer’s the scoop stuf.in/b9lm9 Service (Prisco). Most Read ON MyPRINTResource.com Mutoh America, Inc. has hired MATT BARTLETT as §§Working Toward Better Workflow Mutoh America, Inc.’s regional manager for Canada. MyPRINTResource.com/12031085 §§19-inch Buzz: Is ‘Half-size’ Digital Width for You? Drytac has announced that BRIAN GIBSON has joined MyPRINTResource.com/12034325 Drytac Canada in the role of technical services manager. §§Pressing On: Open Mindedness MyPRINTResource.com/12033475 The Print and Graphics Scholarship Foundation (PGSF) §§Invisible Touch: As Prepress (D)evolves, It Has has announced that JOHN BERTHELSEN has been hired Becoming Strictly ‘Hands Off’ as its vice president of development. MyPRINTResource.com/12028246 JOE RODRIGUEZ has been hired as project manager for §§Is ‘Clickable Paper’ a Revolution in Print? Harris & Bruno International. MyPRINTResource.com/12027969 §§Johnson’s World: Print Could Save Your Marriage … Ultraflex Systems, Inc. has added TERRY AMERINE as and Your Business the director of marketing. MyPRINTResource.com/12031894 §§Digital Original: 7 Secrets to Selling Print OBITUARY (Successfully) Online MyPRINTResource.com/12028581 KENNETH “KJ” MORAN, 53, the for- §§Sales Clinic: How to Stay Motivated mer publisher of Quick Printing, passed MyPRINTResource.com/12028065 away suddenly on January 23. Most §§Association Insights: Your Company Culture recently, Moran had been a marketing MyPRINTResource.com/12028529 salesman for business-to-business §§Case Study: Avoid Being a Hostage publisher LRP Publications. He is MyPRINTResource.com/12028019 survived by Robin, his wife of 27 years, §§Executive Q&A: Kodak CEO Jeff Clarke of Port St. Lucie, FL; his daughter. Megan Bennett, and her MyPRINTResource.com/12021369 husband Xander of Los Angeles.

MyPRINTResource.com Quick Printing | March 2015 7

QP_05-07_News0315.indd 7 2/12/15 10:58 AM Wider Formats, Larger Margins More commercial and trade print firms are seeing the ‘go-wide’ light go on. Have you heard the true tale of Spartan Printing, once a blueprint specialist and now a trade printer expanding into large-format work? By Mark Vruno

he evolutionary story of Spartan Printing, Inc. may ed by about one-fourth last December. Significantly, sound familiar: a 52-year-old firm that has mor- it has become a trade-only printer. Approximately 70 phed with technology and changed with the times. percent of its customers are print brokers, Trebilcock Situated in Arlington, TX, between Dallas and reported, adding that printers comprise another 25 per- TFort Worth, Spartan Printing’s roots were in blueprints cent or so of its customer base, followed by advertising as the company got its start in 1963. When the Trebil- agencies (five percent). cock family purchased Spartan in 1985, eight employ- When it comes to acquiring new equipment, “we try ees were still turning out a lot of blueprint work in an to buy something new every two years or so,” he said. 8,500-square-foot facility. Fourteen months ago, in January 2014, the firm pur- However, its flagship business began dying off at a chased a two-meter EFI VUTEk QS2 Pro along with an rate of about 10 percent per year, recalled Vince Tre- Esko Kongsberg cutting table. “They were a package bilcock, now a VP at the firm. Spartan diversified, first deal from xpedx,” Trebilcock explained. By the time he with a one-color AB Dick press, Trebilcock said; then attended the Specialty Graphic Imaging Association a half-sheet press was added, eventually followed by (SGIA) Expo in late 2013, Trebilcock and his colleagues two 40-inch sheetfed presses in the mid-1990s. A Bobst had narrowed down their choices to two or three diecutter also was installed, as was an HP Indigo digi- wide-format devices, he recalled. (The 2015 edition of tal press six years ago. the SGIA show will be held in Atlanta, November 4-6: Today, Spartan has 52 full-time employees operating www.sgia.org.) within a 54,000-square-foot plant, which was expand- “We had not one dollar of business,” he noted, “but we had polled our brokers.” The demand for wide-format print was there in northeast Texas and in the The entry-level Océ Arizona 318 GL southwest U.S. in general—and it was growing. When wide-format printer features it came to selecting the VUTEk UV model, versatility award-winning quality. was the key, Trebilcock added, “since we didn’t [yet]

8 Quick Printing | March 2015 MyPRINTResource.com

QP_08-10_WideFormat0315.indd 8 2/10/15 3:22 PM can command higher prices like day/ night backlit images and lenticular NY commercial print firm A.J. Bart effects, Parr noted. recently installed North America’s For a print firm new to wide-for- first 98-inch, Durst Rho 1312 UV inkjet mat, the investment is substan- digital printer at its new Dallas facility. tially less for a less speedy model, Company founder Alvin J. Bart calls Parr said, yet the image quality is the device “one of the most cost- so high that the more basic Arizona effective” he has seen. 318 GL garnered two awards at the SGIA show last fall. (Some wide-format printers are priced

Pick Any Four!

know what we were going to print.” What they did know was that they didn’t need super-fast output because they didn’t have high volumes of work. Trebilcock learned that money buys more speed in the wide-format space, but quality doesn’t necessarily suffer. “You can put through more boards per hour,” he said, “but the dpi resolution and ink quality are pretty much the same” no matter how slow or fast a machine runs. “And the QS2’s rated speed of sixteen 4x8-foot boards per hour is Don’t compromise—get all of the above with plenty fast for us right now. Magnum Magnetics® brand magnetic media! One of the first things Spartan did was to hire an experienced • Quality: Our innovative products are designed to deliver maximum operator. print quality, durability, and magnetic strength. • Service: Our U.S.-based customer service is second to none, with real people answering the phone who care about your High Quality at experience with our products. Slower Speeds • Value: We can custom fabricate material to meet your exact A major part of Canon Solutions magnetic material requirements, reducing waste and America’s (CSA) offering is operator excess inventory. training, which focuses on appli- • Reliability: Our unbeatable lead times include same-day service on cations. Randy Parr, CSA senior marketing specialist, agreed with many stock items, and custom material delivered in days, Trebilcock’s wide-format quality not months. assessment. “Our entry-level Océ Arizona printers, such as the 318 GL model, still have exceptionally high image quality” when compared with higher-end devices, such as the newer Arizona 6100 series, which can print in six and seven colors 800.258.0991 at speeds as fast as 1,668 square magnummagnetics.com/qp feet per hour. New operators can [email protected] be trained on a variety of specific applications, especially those that For more information, visit MyPRINTResource.com/10006517 MyPRINTResource.com Quick Printing | March 2015 9

QP_08-10_WideFormat0315.indd 9 2/10/15 3:22 PM Mutoh’s ValueJet 1626UH is ideally suited for package prototyping.

cialized, contour cutting on styrene, acrylic, and aluminum.” To achieve this, Spartan received one week of on-site cutter training from Esko Graphics. “We were fairly fluent after that ... although we struggled in prepress a bit,” he admitted. under $20,000 and can be leased The prepress solution was the for around $400 per month over five subsequent purchase of the Esko years.) The cool thing “is a cus- i-cut workflow software suite a few tomer can upgrade to a mid-volume months later. “The i-cut software printer one to two years down the basically eliminated manual place- road—and mixing and matching ments,” Trebilcock explained. “For colors between the devices will be example, if we are running 30-up no problem,” he said. on a sheet, the technology sepa- G7 color calibration now is yet rates the print file from the cut file another wide-format advantage, Spartan installed its two- and nests it [accordingly].” according to Mutoh’s Dave Conrad, meter, EFI VUTEk QS2 In 2014, wide-format work ac- marketing director for North and Pro 14 months ago along counted for approximately five per- Latin America. “The prepress/off- with an Esko Kongsberg cent of Spartan’s annual sales, Tre- set world can now be incorporated cutting table (at left). bilcock reported. “We got our name in large-format printers,” he said. out there, and it was a good start. In 2014, Mutoh announced the first We’ve seen increases each month. two printer models—the ValueJet customer’s quality expectations, Our goal for this year is 10 per- 1624 and 1638X—featuring IDEAlli- whatever those may be.” When con- cent,” he said. Determining how to ance G7 certification and on-board sidering a wide-format printer, he price the various wide-format work SpectroVue M-10 spectrophotom- urged, “keep in mind that a range of has been part of a trial-and-error eters. “These help tie in color speed translates to flexibility.” process, he added. management and process control In addition to meeting the pricing across all print platforms in a large and prepress challenges, Trebil- commercial printer work shop,” ‘Excitement in the Plant’ cock had this advice for other tra- Conrad explained. Back in Texas, continued Trebilcock, ditional print firms like his looking CSA’s Par cautioned, “The per- “Putting in the Esko cutter at the to become active in wide-format: ception out there is that if you print same time [as the VUTEk print- “Do your homework on the front slower, the end result will be better er] allows us to do more than just end and find out what devices quality. But that’s not necessarily banners and square-cut work. We fit you well because it is a major the case, unless you’re printing can do things like acrylic cut-outs.” investment. Once you have it, they high-end POP that’s held a foot from Spartan’s job gamut spans literally [customers] will come.” Spartan your face. You need to meet your floor to ceiling: from ceramic tiles to Printing’s customer base is just as ceiling tiles and clear light covers excited about wide-format as its in a dental office. “We’ve even done employees are, he concluded. Spartan Printing’s glass, aluminum, and outdoor sig- CSA’s Parr also agreed about the 54,000-square-foot plant is nage,” he reported. application point as it relates to situated in Arlington, TX, Trebilcock shared that the addi- firms’ bottom lines. Whatever your primarily serving regional tion of the wide-format equipment primary applications are, “you need printers and brokers in the has created quite a buzz among to print them as fast as possible southwest United States. most of Spartan’s 50+ employees. so they’re still sellable,” he said. “The opportunities seem unlimited There’s no doubt about the best compared to our offset experience part of adding wide-format services of the last 30 years or so,” he said. to a shop that has had relatively “It is [still] ink on paper, but there is flat or extremely slow-growth sales a general excitement in the plant.” over the past five to seven years: The firm is developing a niche in It’s the margins, Parr pointed out. specialty rigid materials, he added. Which would you rather bill, after “Everyone does banners, but a lot all, “pennies per sheet or dollars of what we are doing requires spe- per square foot?”.

10 Quick Printing | March 2015 MyPRINTResource.com

QP_08-10_WideFormat0315.indd 10 2/10/15 3:22 PM Association Insights Don’t Give Up on Your2015

within 250 miles of your shop and Sales Resolutions contact them detailing your experience in their industry. Follow up with The year is young and there’s still plenty of time samples of your work. to light a fire under your sales resolutions. Can’t compete with another printer on price? Create a plan to compete By Dawn Lospaluto, Epicomm on service. Advertise free printing consultations for new businesses, ave your 2015 New Year’s busi- (best), on the phone (better), or via showing entrepreneurs how to lever- ness resolutions gone down in email (good) to learn how they are age their printing budget for the best flames? You’re hardly alone; using what they are asking you to value in business cards, stationery, most resolutions don’t make print, how it fits into their overall advertising materials, signage, etc. Hit out of the first week of January. strategy, and how else you can help Promote the fact that you will deliver There’s still plenty of time to light a them achieve their business goals. materials within a certain radius fire under your sales resolutions. This is your chance to introduce within 24 hours of ordering through Small business owners wear a lot your customers to new services or your website. Train your counter per- of hats, but none is more important special add-ons that they might find son to ask questions when someone than sales manager. It is critical to useful. And don’t be afraid to ask enters your shop, suggest alterna- develop a thoughtful sales strategy them for testimonials or referrals— tives, provide expanded information and then implement it. they are the bridge between current on paper choices, etc., rather than It should not be entirely reactive— customers and new ones. just say hello and take the order. yes, it’s great when business walks Set aside just 15 minutes each into your shop or you get an online day to call one or more customers. order, but if you’re counting on walk- That’s all it takes to keep your Market Your Business in sales to sustain your business, company top of mind with them and And, of course, include marketing in your sales strategy is basically one of keep you aware of what you can do your strategic plan. As a printer, you just hoping for the best. to solidify and enhance your busi- can create exceptional promotional That doesn’t mean you need a ness relationships. pieces that not only inform prospects 50-page in-depth strategic plan with about your services, but also serve to charts, graphs, and timelines, but it showcase your skills and the effec- does mean that you should at the very Know Yourself tiveness of printed materials. least have a brief outline you can share To prospect for new business, Take another 15 minutes each day with your team of how you are going begin by understanding your own to market your business. Plan a new to develop new business in 2015. strengths and weaknesses, as well flyer to distribute to local businesses, as the market. Are you the only print- create a short printing hint to post on er in your town offering wide-for- your website or a social media chan- Where to Start mat? Has one of your key customers nel, develop a theme for each month Begin with the low-hanging fruit: given you an opportunity to develop based on a holiday or local event and your current customers. How will special skill or knowledge for serving put a poster in your window offering you retain your existing client base a vertical industry? Have you added a promotion for that month based on and expand the work you do for it? a customer-friendly Web-to-print that theme. The most effective retention strategy ordering page to your website? is performance. If you do great work, Capitalize on your strengths by More Ideas on time, at a reasonable price, you researching clients who would be Epicomm sales expert Bill Farquharson will likely keep them. In today’s mar- likely to use them and then market- ketplace, however, there is one addi- ing those strengths to those clients. provides tips and training programs tional factor: You must also be able to Is wide-format a specialty of yours? designed to help quick and small stay abreast of their new needs and Create a promotion for local mer- printing company owners and sales be able to fill them. chants that offers them storefront managers solve their sales challenges. Part of any retention strategy is banners at a discount. Speak to your Sign up for his free Monday sales to understand what your customers local officials about providing cele- tips and Friday Short-Attention-Span want now and will want in the near bratory banners for sports teams or webinars at ilink.me/SalesTools future. That means not just taking civic events. Offering special services or contact Bill at 201-523-6357 or their order and delivering their job, for a vertical industry? Make a list of [email protected]. but speaking to them either in person companies in that industry that are

MyPRINTResource.com Quick Printing | March 2015 11

QP_11_Association0315.indd 11 2/9/15 4:35 PM Latcham Direct used Xerox and XMPie personalization Successful technology to create a cross-media campaign that converted 75 percent ‘Transpromo’ of landing page viewers into TIME magazine subscribers Transpromo is among the in Europe – marking a fastest-growing production Print Strategies 30 percent increase in digital printing applications response rates. As transactional marketing evolves in terms of absolute page and becomes more sophisticated, is growth, according to CSA. “Now, factor in emerging inkjet technologies,” Jammal- it reasonable to expect you will be lo continued, “and inkjet has the potential to transform able to tap into this rich, emerging the transpromo market by providing the productivity, economics, and color capability to facilitate white-paper- profit center? Yes. But you can’t in to full-color-out workflows that eliminate the need forget the data element. for preprinted forms while also creating new application opportunities for variable color.” By Jeffrey Steele However, the transpromo of 2015 isn’t the same as the transpromo of years ago, explained Kurt Konow, direc- y now, many print service providers (PSPs) recog- tor of vertical marketing with Ricoh Americas Corp. At nize that transpromo print services offer substantial its essence, he said, transpromo is promotional content potential for profits from current and new clients. that is inserted into a transactional document, or what is Is it reasonable to expect you will be able to called critical communications. What has changed over Btap into this rich, emerging profit center? Experts say the years is what is being promoted. yes. But to do so, you will have to hone some core com- “Whereas the typical concept of transpromo is associ- petencies. They include understanding the evolving ated with credit card statements carrying images of peo- nature of transpromo print services, grasping how to ple on a beach with a promotional offer to get a deal on market the service and what kinds of customers may a cruise, today’s transpromo has become more diverse,” be receptive, and recognizing the crucial role that data he offered. “It’s more insightful, more educational, and management plays. more relevant. For example, a credit card statement to- Transpromo is a term used to describe the intersection day might contain excerpts of relevant articles based on of transactional printing and promotional or marketing your age. A middle-aged man might receive New Year’s messages. So says Shelley Sweeney, VP of service bureau/ health resolutions. direct marketing with Xerox’s Graphics Communications “This relevance makes the communication ’stickier’ and Group. “I prefer the term transactional marketing,” she more valuable, and promotes the brand on a deeper, more explained. “The services associated with transactional personal level,” Konow said. “In light of this develop- marketing include not only the production and mailing ment, ‘transpromo’ as a term doesn’t quite capture the of transactional documents but also an array of services informative and enriching elements of these new types of associated with data. This may include data analytics, re- inserted content.” sponse tracking and measurement, data processing, data cleansing, and many others. “The primary industries these services may be of- Why Consider? fered in include telecommunications, banking, financial As the messages become more sophisticated, more rel- services, insurance, health care, and utilities,” she noted. evant, and more meaningful, PSPs should view transac- “Their transactional documents often are their main face tional marketing as a business opportunity, one in which to their customer and have among the highest ‘read rates’ they can add greater value to their existing and new of any customer communication.” customers’ critical communications. Sheri Jammallo, corporate enterprise segment market- “In the paper path for transpromo, there are some ing manager at Canon Solutions America (CSA) added: things that we still see, [including] great experiences, “Transpromo allows you to avoid the ‘swamp effect’ of vacations, related purchases,” Konow said. classic mass mailings because you have an all-in-one “However, the increasing sophistication and relevance targeted document instead of a separate promotional of educational-style content that is being inserted is yield- flyer. Also, in times of economic uncertainty, optimizing ing the same or even better results than coupons with a your communications by increased usage of transpromo visual,” he added. “On the electronic side, there are even can mean reducing your operating expenditures and more possibilities, especially for print service providers increased customer retention.” who are looking to grow into marketing service providers.

12 Quick Printing | March 2015 MyPRINTResource.com

QP_12-13_Successful0315.indd 12 2/12/15 8:22 AM They can help customers connect recipients to content or bring more value to a customer’s operation have a shot at promotions through links and other interactive elements.” winning the business. At Xerox, Sweeney said transactional marketing pro- Among the “value adds” a provider can deliver are vides a significant area for PSPs to make a difference in lowered production costs, more advanced transactional their clients’ bottom-line business. By delivering relevant marketing capabilities, seamless production of print and offers in the transactional document, they are leveraging digital communications from a single workflow, advanced one of the main faces of their company to their customers. security, a quality guarantee, exceptional data skills, This gives them the opportunity to tap into the transac- and the marketing savvy to create highly relevant, highly tional data the company keeps on each customer to deliv- effective offers, she reported. er highly relevant offers to drive additional revenue. PSPs have the chance to expand customers’ views on what transpromo is all about. “I’d be surprised if someone who already has transpromo capabilities doesn’t Marketing Transpromo want to expand on the opportunity further,” Konow said. The trend across all customer communications is a grow- “There’s always room to derive more value, especially by ing demand for more thoughtfulness and insight, Konow embracing the trend of using critical communication as an reported. Marketing the service should be based on fram- opportunity to promote meaningful content, rather than ing transpromo as one of the delivery tools for meeting just vacation offers. The concept of transpromo is evolv- this demand, and therefore generating more value for ing. Moving these types of customers forward starts with PSPs’ customers. discussion and examples.” “It’s also important to consider transcending the term ’transpromo’ in marketing these services, using language that reflects how inserted content has evolved to become Importance of Data more educational and relevant, and truly engage the Data is the key ingredient in successful transactional recipient as a result,” he said, adding PSPs should offer marketing programs, Sweeney said. Data drives the themselves as partners who are able to give insight into relevancy in any program. It is the distinguishing factor how to make communications more valuable. in delivering bottom-line business results. “Anyone who A vertical approach can be very effective in marketing wants to take part in the transactional marketing space the service, Xerox’s Sweeney said. “Recruit your most needs to have a fundamental understanding of how to successful and loyal customer as your lighthouse account, work with data, preferably in many formats, both current and use their success as a proof point in marketing to and legacy,” she noted. “[That’s] because not all custom- companies in the same industry,” she advised. “Nothing ers are up to date. Part of that expertise is knowing how sells your services better than a satisfied customer who to handle data in a secure, error-free fashion.” advocates on your behalf.” CSA’s workflow is powered by the Océ PRISMA suite, When describing the lighthouse account’s success, which streamlines the process for production of all trans- focus on business results, revenues, leads, and respons- actional and promotional documents. With Canon’s Pro- es generated, time and money saved through process fessional Service team, companies “can evaluate current efficiencies, and reducing calls to call centers, she added. workflow and print production to make recommendations Tactics can include developing written and video case for improvements and new areas of opportunity, including histories, producing a webinar featuring the lighthouse transpromo,” Jammallo pointed out. account, and arranging to have prospects speak directly Additionally, clients need to be assured sensitive in- to the lighthouse account. As part of this effort, providers formation, such as Social Security numbers, won’t be com- should strive to gain expertise in the industry by reading promised, that the checks you cut will have the correct its trade magazines such as Quick Printing, blogs and number of zeroes before the decimal point, and that the discussion groups, and by attending its industry events, personalized offers you send go to the right targets. “In Sweeney said. addition, to be successful in transactional marketing, you “Create your own content in the form of blogs, white need to know how to use data strategically to improve papers, videos, and newsletters, offering insights into business results and your client’s customer’s satisfac- industry issues,” she added. “Once your company is well tion,” Sweeney advised. established in the target industry, consider using the Ricoh’s Konow observed that data management is all same approach to enter new vertical markets.” about evaluating and understanding your data. Just as the transpromo message itself has to be more sophisticated and insightful, so too does the data evaluation. The Targeting Customers services should be offered from a human factor evaluation Can you go after customers who already have in-house perspective,” he said. “What is the population? What is transpromo capabilities? You can, Sweeney said, but it the demographic? What are their buying habits? What are may not be easy. Transactional marketing systems repre- their responses to previous communications? What are sent a large, complex investment that is not abandoned their psychographics? There’s a whole aspect of how a on a whim. On the other hand, outsourcing transactional consumer responds and what they respond to. For exam- marketing can allow enterprises to relieve themselves of ple, Millennials don’t want to be communicated to in the capital-intensive activities that generally are not among same way as their Generation X or Baby Boomer parents, their core competencies. Moreover, providers who can even if they live in the same household.”

MyPRINTResource.com Quick Printing | March 2015 13

QP_12-13_Successful0315.indd 13 2/12/15 8:22 AM Nano News Is Good News: 2015 Looks to Be the Year for Nanography Installs By Richard Romano Landa Nanoink droplet (below) t may be the most anticipated machine since the and Nanoink droplets falling on a iPhone. Unveiled at drupa 2012 with much fanfare, it’s blanket (right) seemingly been in development limbo ever since, with occasional tantalizing updates to keep everyone talking Iabout it—and, as Oscar Wilde said, “the only thing worse Speaking of than being talked about is not being talked about.” design, Landa It is Landa Digital Printing’s Nanographic Printing Press. Digital Print- Several sheetfed and webfed models are in development, ing is touting with two models of the sheetfed S10 slated to be first out its touch- of the gate: a single-sided press for folding carton and screen-based point-of-purchase/point-of-sale (POP/POS) will be the first user inter- to market, followed by a perfecting press for general com- face and, mercial print work. Webfed models will follow. in fact, a Wrote Benny Landa in a blog post in December: “[H]ere whole new we are, 30 months after we promised that our Nanograph- consideration ic Printing presses would perform to perfection, but the of the working first one has yet to be delivered to a customer. Yes, we did conditions of the warn that ‘perfection takes time,’ but it is taking more time operator. than we had predicted. The reasons? Well, there are two.” Tzori cited as an anal- Those two reasons were 1) the need to improve print ogy John Deere’s approach to quality, and 2) feedback from customers indicated that improving the comfort of tractor operators. “For many certain aspects of the machine needed to be re-engi- years, the tractor driver was sitting outside in the sun neered. For one, customers wanted inline coating capabil- and the rain,” he said. After enclosing the driver in a ities. Still, 2015 is said to be the year that beta customers cabin with air conditioning, noise reduction, and radio will finally be able to get their hands on a machine. And systems, “productivity improved significantly. We it will be a very different machine than what had been believe in the same approach. We believe in giving the unveiled at drupa 2012; it’s certainly heavier. Wrote Lan- operator conditions to work in a better way.” Not that da, “If our top-of-the-line Landa S10 press then weighed today’s pressrooms are Dickensian workhouses, but 10 tons, our fully-loaded Landa S10 Nanographic Printing Landa has given a lot of thought to maximizing oper- Press with inline coating now weighs over 30 tons!” ator comfort, ergonomics, as well ease of control over “We’re doing a lot of testing,” said Gilad Tzori, Landa the press’ operations. “We give him the feeling that he Digital Printing’s VP of product strategy. “Towards the is important and the press is under his control.” middle of the year, we will invite customers to start doing A Landa Digital Printing white paper published their own testing on our presses using their substrates in January emphasizes the necessity of adopting a and their jobs. We expect in the summer 2015 to ship the touchscreen interface that emulates the look and feel first machine to beta customers.” of smartphones. “People touch their smartphones an Landa has a reputation to consider—it was Benny Lan- average of 150 times a day,” said Louis Gordon, market- da’s Indigo that arguably invented what we know today ing communications manager for Landa Digital Printing. as digital printing—and is thus why the company has “We’re trying to make them feel that the technology of become what could be called “the Paul Masson of digital the press has caught up with the 21st century, at least printing”: they will sell no press before its time. in terms of the user interface, instead of having dials or “Over the last six months, we did a lot of user expe- keys to make adjustments.” rience testing,” said Tzori. “We got good and positive Much of the redesign and re-engineering work the response from many people, as well as finding that we company has done has involved the Operator Cockpit, the need to do some adjustment and corrections. All this is result of extensive worldwide user research. It is located now embedded in the design and added to the beta units at the delivery end of the press, set at a 45-degree angle that will be shipped to the customers.” relative to the press. It offers direct visual contact with

14 Quick Printing | March 2015 MyPRINTResource.com

QP_14-15_NanoTech0315.indd 14 2/13/15 6:39 AM Inspection Light Video Feeds Job Paper READ THE FINE PRINT Table Panel and Reports Manager Delivery Reproducing fine detail in imagery has been the perennial goal for any printing system be it digital or analog, but in today’s packaging environment, it is only part of the battle. Packaging printers do indeed need to sweat the small stuff— and a greater variety of small stuff. “There is a greater emphasis now on product identification requirements,” said Erik Norman, VP of sales and marketing for Reprographic Technology Inc. (RTI). RTI’s Vortex 850 is a benchtop, Memjet-based continuous-form label printing system. “People want to see all the full ingredients of something, or there are GHS [OSHA’s Globally Harmonized The Landa Operator Cockpit System of Classification and Labelling of at an angle and attached, you can places all information and Chemicals] changes or FDA compliance inspect a sheet, look at a video of functionality related to requirements. Now you have this brand what is going on, look at the vital print production in a single, owner who still wants to make a very signs, ink levels, and see what’s ergonomically designed high-impact, compelling label with full coming out into the delivery stack.” workspace. bleeds and beautiful colors, but also have The Cockpit is almost like a all of this fine-detail text. With a high- semi-private office; it features draw- resolution digital printer, you can do all of ers and cabinets for supplies and of using special color mixing, you that in one pass.” personal items, places to hold pens, can digitally mix any color on the Back at drupa 2012, Xeikon attracted cables, and mobile phones—it’s even press. In the packaging world, this some attention by printing, on each of got a cup holder. is critical because [of] all the special its employees’ business cards, the full “It goes back to the idea of efficien- brand colors that are needed. This text of the Declaration of Independence, cy in having a more pleasant user really makes things much faster.” perfectly legible in one-point type. “Our experience,” said Gordon. There is also the much-vaunted idea in printing one-point text was to Improvements also have been ability to print on a very wide variety show the ability of our technology to made to the Landa NanoInk. of substrates. “The fact that you produce fine details with crispness “Our Landa NanoInk colorants are can print on any substrate is big,” and sharpness,” said Aditya Dwivedi, now visibly delivering on their prom- said Tzori. “We don’t have a need for Xeikon’s director of marketing and sales ise: brilliant, deep pure colors, ra- priming, pretreatment, or optimizing support. “All the latest Xeikon models zor-sharp text and edges, nano-thin the substrate. You can use the same print at a resolution of 1200 dpi and images that replicate the gloss of any substrate you are using today with have this capability.” It’s not just about off-the-shelf paper and more,” wrote a flexo machine or folding carton cramming a lot of text in a small space, Landa in his December blog post. press. This is a huge advantage.” however. “We have also demonstrated “Our pigments are nano-sized— The beta customers for the applications where printing of fine text in the range of under 100 nano- forthcoming S10 have not yet been can be used for anti-counterfeiting,” meters—which gives us a lot of made public, but given the level of added Dwivedi, “because most advantages,” said Tzori. “We get interest in the Nanographic Press, counterfeiters either might not see the a wider color range because of the that will likely change. And Landa small text, especially if it is cleverly distribution of light from nano parti- is already looking forward to drupa hidden in the design, or even if they see cles.” The system also can lay down 2016, where the company will it, they won’t be able to reproduce it.” a thinner ink film on the substrate, occupy twice as much space as it Regulatory compliance and brand “which eventually leads to using did in 2012. protection are two increasingly important less ink on the paper which means “We recently shared the latest issues for brandowners and, therefore, the customer pays less for the same print samples with a very selec- their print packaging suppliers. printed sheet.” NanoInk is water- tive group of people, and we got rather than solvent-based, which very positive feedback about what has an environmental advantages we have shown in terms of color the delivery tray while the user is over solvent inks, which can release gamut, the ability to print very fine inspecting jobs or performing other harmful and unpleasant volatile details and text, gloss of the image press-related activities. organic compounds (VOCs). matched the gloss of the paper, and “Depending on the placement of NanoInk also has benefits that are color consistency was there,” said the inspection table, they can’t see specific to packaging. Tzori. “It gave us a lot of encourage- the press and what’s going on if “The big advantage is you can ment that we are on the right track they’re inspecting something,” said practically eliminate the need to use and we are doing something that Gordon. “But by putting the cockpit special colors,” said Tzori. “Instead people are looking for.”

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QP_14-15_NanoTech0315.indd 15 2/13/15 6:46 AM Collin Street Bakery: Classic Marketing Never Goes Out of Style By Heidi Tolliver

f you are looking for a great example of why customers should add color to their direct mail envelopes, look no further than ICollin Street Bakery. Working with direct mail consultant Greg Hennerberg of the Hennerberg Group, this Texas-based bakery achieved a 60 percent lift with a simple direct mail packet. No sophisticated personalization. No multiple channels. Just great old-fashioned marketing and lots of color. Collin Street Bakery ships to nearly 200 countries around the world. It produces a wide variety of baked goods, including cookies, cheesecakes, and pies. The bakery has a great re-order rate, but it was looking to increase orders from new customers. This became the fodder for a “Say you get one First, Hennerberg found out powerful story. The direct mail percent response rate more about the bakery’s signature letter told the story of the native (one out of 100), and 10 people who product, a pecan-laden fruitcake, Texas pecan tree and how, by receive the direct mail package which he encouraged the client to purchasing one of the bakery’s na- open the envelope, with one of rename the Texas Native Pecan tive Texas pecan cakes, recipients the 10 making a purchase for a 10 Cake. This cake became the cen- would be partaking in part of this percent conversion rate,” he says. terpiece of the campaign. Instead country’s history. “We need to get 10 people of the of buying a fruitcake, customers Storytelling is powerful. That’s 100 receiving the package to open would experience part of authentic why it’s one of Hennerberg’s the envelope so I can get one per- Texas. This was reinforced by text seven MindGroove techniques for son to respond. But if I double the on the back of the mailing enve- increasing the results of direct open rate and 20 actually open the lope that said, “Proudly baked in mail. “Storytelling creates a new envelope, if my conversion is still Texas. . . shipped to the world.” perspective and a new memory,” the same 10 percent, I’ve doubled For the direct mail letter, Hen- he explains. “It gets attention, my number of responders.” nerberg researched the variety creates new groove in the brain, This is why Hennerberg is a of pecans used in the cake and and enables easier retrieval. It’s great believer in what he calls found the differentiators from not just that we think storytelling “show stoppers,” or visual commercial pecans. For example, works. There is testing showing elements on the outside of the Texas native pecans are smaller how it works—and why it works.” envelope that make people stop and more flavorful, and because Hennerberg’s big power punch, and look, even just for a moment of their need for specific soil and however, was the outer envelope. longer. The envelope for Collin rainfall conditions, native pecan Regardless of campaigns, knows Street Bakery used seven show trees only grow in Texas and that if he can double the number stoppers. These included: certain areas of the South. Some of people who open the client’s §§Collin Street Bakery logo of these trees can date back to the outer envelope, he doubles their §§Red and black marbled color early settlers and the Civil War. odds for success. band in the far left

16 Quick Printing | March 2015 MyPRINTResource.com

QP_16-17_CollingSt0315.indd 16 2/11/15 1:03 PM §§Wood background for the rest of the envelope §§Eye-catching headline: Native Texas-based bakery achieved a 60 percent Texas Pecan Cakes lift with a simple direct mail packet. No §§Teaser copy that included the label “Dear Pecan lover.” sophisticated personalization. No multiple §§Offer for a free gift if they acted channels. Just great old-fashioned within 10 days §§Money-back guarantee marketing and lots of color. Each one of these elements is designed to stimulate response, and their effectiveness is based on well documented consumer Hennerberg used other tech- Ultimately, the combination of research. For example, the use of niques proven to boost results, reframing the product, colorful labels (“pecan lovers”) to identify as well. These include the short- show-stoppers, and proven behav- recipients as part of a group most term offer and free gift offer. ioral psychology and Mind Groove likely to respond. This is classic While deadlines may not increase techniques produced powerful behavioral psychology. (In one response or conversion rates, they results. Collin Street Bakery got study examining voting patterns, have been proven to get people a 60 percent lift in response rates for example, researchers found to respond more quickly, and free over previous campaigns. These that recipients randomly labeled gifts consistently prove to increase results didn’t come from being fan- “politically active” were 15 per- response rates. Hennerberg used cy. They came from good, old-fash- cent more likely to vote. This type both. Printed on the outside of ioned marketing. of behavior is something Henner- the mailer was an offer for a free Hennerberg recently presented berg counts on.) In Collin Street pound of gourmet Columbian this case study as part of a webi- Bakery’s case, recipients were coffee (to go with the Texas Pecan nar sponsored by Pitney Bowes. labeled “pecan lovers,” and they Cake) when recipients ordered The webinar can be viewed at acted accordingly. within 10 days. http://bit.ly/1Il4TsB.

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For more information, visit MyPRINTResource.com/10184576 MyPRINTResource.com Quick Printing | March 2015 17

QP_16-17_CollingSt0315.indd 17 2/11/15 1:03 PM Digital Original Is It Time to Update Your Computers and Software? By John Giles

repress departments beware! Microsoft is discontinuing Win- dows XP support and Apple ending support of 10.6 Snow PLeopard. Some computers using the and solid-state drives can reduce older operating systems can no lon- breakdowns and heat problems. ger update the installed applications The new software Windows 8.1 and/or leave the user vulnerable to or OS X Yosemite is reported to be virus and malware attacks. Printers downside is most monitors are now working well with Adobe, Quark trying to stretch a little life out of optimized for video so it is hard to and other major software applica- out-of-date equipment may be paying match what you will get on paper to tions. Users are urged to check the a higher price than they think in pro- the screen. compatibility of third party plugins ductivity and sales opportunities. New hardware will also mean new for the layout programs, but vendors One solution to the problems is software. Printers use to be able to have been releasing updates that to upgrade from Mac OS 10.6 and buy a software application and use work with the software. Enfocus just Windows XP or buy new computers. it for many years. Now printers find announced a new released of Pitstop Both the Windows PC and the Apple themselves having to stay ahead of 12 that works with Yosemite. Mac offer reasonable prices for solid their customers who are buying the Some printers still have to use Win- desktop publishing and production latest software. Industry giant Ado- dows XP to run older output devices. machines. Computers have become be now supports its Creative Suite This can pose a security danger to so powerful that the high-end com- software on the cloud and the only the entire network, so remove XP puters, once a DTP requirement, may way to get it is with a monthly or computers off the network. Hackers be overkill for designers who are just annual subscription. At around $50 are attacking businesses through putting images on paper. Apple users a month per seat (there are different their XP machines to infect other will find the mid-range iMac or Mac deals and configurations), printers computers on the network. Microsoft Minis have more than enough power now have another ongoing cost in Security Essentials virus support to process work in a print shop. prepress. The upside is that the user ends this year, but several other Windows users can get a powerful always has the latest software. A third-party developers plan to have processor, lots of RAM and hard monthly subscription fee shouldn’t XP protection over the next couple of drive space to run DTP functions for break any printer’s budget if they are years. Even with protection, you may between $400 and $800. For produc- pricing properly. be putting your company’s network tivity, you’ll want to opt for a larger If you need a new computer, there at risk if you don’t isolate the XP monitor but that cost has become isn’t any reason to wait. Printers machine. It may mean a return to reasonable as consumers clamor for used to worry about processor speed, “sneaker net.” large screens for home use. The only internal memory and storage space. It may be costing a printer more to Even the lowest priced computers use older equipment and software John Giles is a senior offer a chip that spends most of its when compared to the improve- consultant for CPrint time waiting for the user. Most speed ments in productivity of the new International (cprint.com). complaints relate to waiting for equipment. Attempts to save money He helps printers prosper and understand how to sell the downloads from the Internet caused by stretching the life of your old technology services. Giles is by slow broadband speeds. The price computers and software may mean the author of 12 Secrets for of internal memory is at all-time your profits suffer. Evaluate your Digital Success and The DTP PriceList. lows, but be careful because some computing power, especially in the He can be reached at 954-224-1942 or computers limit about how much prepress department, and make sure [email protected]. To order his books, memory your new computer can you have the right tools to remain visit www.crouser.com. support. Hard drive storage is cheap competitive.

18 Quick Printing | March 2015 MyPRINTResource.com

QP_18_DigitalOriginal0315.indd 18 2/13/15 6:51 AM Money Talk TAXES ... Phew! Extension of Bonus Depreciation and Code Sec. 179 Expense: 2014 Tax Prevention Act By Stuart Margolis

ongress has enacted the Tax Increase Prevention Act of 2014 (2014 Tax Prevention Act), which provides a one-year Cextension of popular incentives for business investment in capital and equipment. These incentives include an extension of bonus depreciation ation in 2014; $5,000 in bonus de- another $107,143 (1/7 provisions and temporary increas- preciation and another $1,000 (20 or 14.286 percent) in es in the deductible amount and percent) on the remaining $5,000 regular MACRS de- investment limitation under Code using the regular MACRS depre- preciation is added. Sec. 179. Also added, corporations ciation method. This totals $1,357,143 may continue to accelerate the AMT Code Sec. 179 expense or 67.86 percent of credit by forgoing bonus depreciation deduction. In addition to the the asset cost on a on certain property placed in service bonus depreciation changes, the seven-year asset. in 2014 if they have AMT credits 2014 Tax Prevention Act retroactively The incentives for investing in available and the election is made extends the increased deduction and business property in 2014 were not to take bonus depreciation. investment limits under Code Sec. significant. It’s a shame congress did Bonus depreciation: The 2014 Tax 179. Generally, Code Sec. 179 permits not act sooner as the ability to plan Prevention Act extends the 50-per- a business that satisfies limitations on equipment investment was lost cent, first-year bonus depreciation on annual investment in fixed asset due to the late extension of both the allowance for one year to apply to to elect to deduct (or “expense”) the bonus depreciation and 179 expense qualifying property acquired after cost of qualifying property rather deduction provisions. Once again, we December 31, 2007 and placed in than depreciate the cost over time. enter 2015 with no bonus deprecia- service before January 1, 2015 (or For tax years beginning after tion and greatly reduced 179 expense before January 1, 2016, for certain 2009 and before 2015, taxpayers are deduction and investment limitation. longer-lived and transportation permitted to expense up to $500,000 As always, planning for your capital property). There is no limit on the of the cost of qualifying property and equipment acquisitions and total amount of bonus depreciation under Code Sec. 179, reduced by retirements is essential. that may be claimed in any given the amount by which the qualified If you have any questions call us, tax year, and the bonus deprecia- investment in fixed assets exceeds Margolis Partners, 610.667.4310. tion allowance rate of 50 percent $2,000,000. Qualifying property in- We’d be glad to help walk you remains unchanged. cludes depreciable tangible personal through it. Although the placed-in-service property purchased for use in the deadline for 50-percent bonus active conduct of a trade or business. Stuart Margolis depreciation property with a longer Off-the-shelf computer software Margolis Partners has long production period is extended one placed in service in tax years begin- been recognized as the year through December 31, 2015, ning after 2002 and before 2015 is financial expert for family- only pre-January 1, 2015, progress treated as qualifying property. owned businesses with a expenditures are taken into account By example, a seven-year asset specialty in the printing, in computing the bonus deprecia- with a cost of $2,000,000 is the only packaging and allied graphic communications industries. The firm tion allowance. asset purchased in 2014. You may is noted for its expertise in enabling As a reminder, the 50 percent de- take a 179 expense deduction of companies to optimize profits. Proudly, preciation is taken first, then regular $500,000 (the maximum amount). it is the purveyor of the industry’s Value- MACRS or accelerated depreciation With the remaining $1.5 million Added Principles of Management, and on the remaining 50 percent. By you can take bonus depreciation of compiles the annual Printing Industries example, a five-year asset worth $750,000. Then with the remain- of America Ratios, the printing industry’s $10,000 received $6,000 in depreci- ing $750,000 in asset cost basis, premier financial benchmarking.

MyPRINTResource.com Quick Printing | March 2015 19

QP_19_MoneyTalks.indd 19 2/9/15 5:08 PM Sales Clinic

make more money will automatically be motivated by the opportunity to What Makes a Great do so. Before you hire someone who fits that description, please ask yourself why he or she hasn’t earned that money in the past. In my experience, Salesperson Tick? the problem usually starts with not knowing how to sell more in order Most printers are working with flawed to make more money, which means it’s a training challenge—not just a assumptions, and that has a lot to do with the motivational challenge. The problem high failure rate in the industry. is often exacerbated when it’s a person who simply isn’t willing to work By Dave Fellman hard enough to make more money, which means it’s a management and “ here are two kinds of salesmen accountability challenge. in the world,” the printer said. “There’s the good ones, and then there’s all the ones I’ve Self-Starter Thired. I wish I could figure out what Still another flawed assumption is makes a good salesman tick.” that great salespeople are self-start- I said, “Let’s not limit ourselves ers, who neither want nor need any to ‘good’ ones. Let’s talk about management. Actually, the self-start- what makes great salespeople tick. er assumption isn’t completely Because it’s been my experience flawed, but what causes self-starting that most printers are working with seems to be. In my experience, you flawed assumptions, and that has a want to be careful with people who lot to do with the high failure rate in tell you they love to sell, or that it’s the industry.” all about passion. I think you’re better off with the person who tells you that he or she understands the im- Motivated by Money? portance of doing a job for a full day, The first flawed assumption is that every day. I think there’s a perception great salespeople are money-moti- within the sales community that vated or, as one of my clients recently great salespeople are artists. Okay, put it, “coin-operated.” It’s simply not motivates most highly-motivated there’s no question that the great true, and here’s my proof: Almost no people. It’s what they can do with ones are creative in their approach one is earning as much as they could, the money. The most motivated to meeting the challenges of selling, or even as much as you probably salespeople I know are motivated but beyond that, they just plain work want them to. (That’s assuming that by specific things they want to have hard—because that’s what the great you want them to sell more, and in their lives. I’m working with two ones do: in selling or sports or medi- you’re willing to pay them more if young salespeople right now who cine or teaching or anything else. they do. Based on what I see and know exactly why they’re working As for not wanting or needing any hear, that’s a pretty safe assump- so hard. For one, it’s about paying off management, I think that flawed tion.) If all of these salespeople were college loans. For the other, it’s about assumption stems mostly from really money-motivated, the opportu- buying a house. These, by the way, listening to underachievers who can nity to make more money would be are serious young people who didn’t talk the talk, but either can’t or won’t working better! get into sales because they enjoy walk the walk. I know some great Even beyond that, as a motivating meeting new people. They got into salespeople. They are always open to factor, it’s really not the money that sales because they know it provides anything that might help them. It is a real opportunity to have the kinds true that they generally don’t have a of things they want to have in their lot of patience with “management” Dave Fellman is the president lives. Yes, for one of them right now that isn’t helping them, but that’s of David Fellman & Associates, Cary, NC, a sales and market- it’s about not having that college a flaw in the management, not the ing consulting firm serving nu- debt, but I can assure you that she support and accountability that great merous segments of the graphic has some ideas about what’s she’s salespeople welcome. arts industry. Contact him by going to spend her discretionary in- The bottom line is, if you start phone at 919/363-4068 or by come on, once she actually has some! out with flawed assumptions, you’ll e-mail at [email protected]. Visit his By the way, another flawed as- almost certainly get an unsatisfac- website at www.davefellman.com. sumption is that people who need to tory result.

20 Quick Printing | March 2015 MyPRINTResource.com

QP_20_SalesClinic0315.indd 20 2/13/15 6:58 AM Winning Strategies Addressing Slow hard numbers and de- sired results should be measurable with Revenue Growth a time-bound setting, Don’t automatically blame the economy! but in many printing companies what exists Top-line revenue improvements may be impeded instead is what I refer to as by internal barricades within your own shop. “marshmallow goals.” This means the goals are soft. Nothing By Mitch Evans, Epicomm happens if the goals are not met. It does not help when sales goals he most common issue in almost from a prospect or a client. constantly change. A moving every printing I visit today is §§The best salespeople usually have target is very difficult to hit and is how to improve top-line reve- no problem finding employment, so demoralizing. nue. While this could be a func- we often settle for having salespeo- Having salespeople who are not Ttion of the economy, more often than ple who are not trained in selling. committed to achieving their own not it is a set of internal obstacles §§This is further manifested by our goals, let alone the company’s, will holding back progress. printing company failing to provide do nothing but spread poison in Below, are some reasons I have dis- any time of ongoing sales training the organization. covered why revenue is flat, declin- and education. When sales support staff is too far ing or the growth trend is unaccept- §§Having unprofessional salespeo- removed from client interaction, it able for some of my clients. Feel free ple can damage your company for means they do not understand the to use this checklist to see where you years. This is manifested in the impact of their inaction or delay on might be able to improve the situa- way a salesperson dresses, acts, revenue growth. tion in your printing company. eats, and speaks when represent- §§The target markets you have tra- ing your company. ditionally sold into are shrinking §§Nonperforming or under-perform- Don’t Let Them Deliver Proofs! or changing in ways your company ing salespeople usually suffer from Two final issues to share that has yet to realize. In some cases, a lack of prospects. This can be are often hidden from the view of the target markets may have sim- uncovered by asking a simple ques- ownership. ply disappeared or their printing tion: “Show me what your pipeline The first is when salespeople needs have shrunk. looks like.” A printing salesperson have to do other people’s jobs to §§Sometimes, the niches that you can’t be successful without a full make sure the client is taken care serve cannot be articulated by pipeline of potential clients. of. If your salespeople are deliver- either salespeople or by ownership. §§To make matters worse, many ing proofs or jobs, realize that is Your competitive advantage also printing companies do not have a unproductive and usually an excuse may be undefined. prospecting plan, preferring that to look busy and avoid seeking new §§Price compression from competi- salespeople invest their time to do clients. The second is the failure of tors forces sales people to sell at this time-consuming work. sales management to listen to the lower prices, resulting in reduced §§Having internal meetings with valid concerns of salespeople. What profit margins. This could also be a salespeople during the time when can you do to put your sales people warning sign your salespeople do they should be calling on prospects in front of more prospects? not know of any other way to sell and clients is a waste of time. This It is the responsibility of your except on price. includes face-to-face meetings, tele- leadership to eliminate the excus- §§Perhaps your printing company phone conference calls, sales train- es of your salespeople to sell and has salespeople who are re- ing sessions and web conferencing. you need to address the legitimate signed to rejecting any new sales These are all internal meetings not obstacles that stand in the way of techniques because “this is the external ones. revenue growth. way we have always done it.” A Brian Tracy, a master sales trainer, common complaint I hear is the said all meetings and sales presenta- Mitch Evans is vice president aging of their sales force and their tion creation should take place after for Epicomm (formerly AMSP/ NAPL/NAQP), concentrating employees in general. 6 pm because the only time to have on working with quick and §§Those same salespeople are meeting with prospects and clients small commercial printers and usually desk bound. Sales is during the business day. The best mailers. Contact him at management fails to understand salespeople understand this concept 201-523-6325 or that the best use of a sales and use it to their advantage. [email protected]. person’s time is across the desk When it comes to goals, having MyPRINTResource. com/10006811

MyPRINTResource.com Quick Printing | March 2015 21

QP_21_Winning0315.indd 21 2/23/15 1:55 PM Human Resources Training Is the Only Solution Technology has blurred the lines between industries, which has made the competition for finding qualified talent more difficult than ever. By Debra Thompson

n New Year’s Day I was finalizing this article for the March issue. Statistics show that it is also the first of Jan- Ouary when 87 percent of the adult population sets goals—business and personal. Stats also show that 50 percent of resolution makers fail by the end of January and most our lost by mid-summer. The business goals are mostly wrapped around growing sales and profits. The question is what are the strategies you will implement to make that happen? There are a number of things you can do to increase sales and profitability, but as I have preached and know first-hand, if you do not have your must be more knowledgeable and the depth of training needed is far people prepared for the tasks that skilled than ever before. That caus- greater than ever before. are required, it’s a losing battle. es us to compete even more for the I’d like to share a couple of skills we need because those same highlights from the December 31, skills are increasingly transferable Attitude, Aptitude Wanted 2014, Herman Trend Alert’s 2015 into other industries. Technolo- Hiring also has to take a different, Workforce Forecast that you should gy has blurred the lines between more realistic approach. Since consider as you continue planning industries, which has made the we cannot find the experienced in 2015. competition for finding qualified people, it will become necessary to talent more difficult than ever. find people with the right attitude As our business, TG & Associ- and aptitude for the position and Shortages to Continue ates, is to help companies hire top then sell them on the graphic in- Workforce shortages will increase. talent, more and more owners are dustry as a career. Many of today’s Employers’ previous reluctance to calling in frustrated and desperate owners still resist this concept be- invest in training and development for assistance in finding expe- cause they don’t believe they have has resulted in severe shortages of rienced help. Businesses spend the time to provide training. They trained and experienced workers in an exorbitant amount of money insist that: “no way can they bring our particular industry. Increasing advertising and recruiting for ex- on a person who does not have any use of technology and automation perienced CSRs, outside sales reps, experience within our industry.” will shift talent needs. In almost prepress technicians, and digital/ Unless they are willing to change every one of our positions, except traditional tress operators with this mindset, companies are set- some basic bindery needs, em- very little success. ting themselves up for failure. The ployees need to have at least some The new reality is that expe- late Dick Gorelick put it this way in basic computer skills. rienced people are not readily one of his articles, “It seems that It is a fact that in our industry available or may not be affordable. most owners and managers find it our new equipment and software Further the vocational schools that more comfortable to invest money is more complicated than ever. Our used to provide the basics and in equipment than to invest money, customers are more sophisticated foster an interest in the graphic time, and emotions in upgrading than ever and are looking for solu- industry are becoming virtually the organization’s human resourc- tions and not just commodities to extinct. The responsibility for es. It’s sad, because people are an grow their sales and profitability. training has always been with asset that can appreciate. Equip- This means that our staff members the owners and managers, but ment can only depreciate.”

22 Quick Printing | March 2015 MyPRINTResource.com

QP_22-23_HR0315.indd 22 2/9/15 5:12 PM Human Resources

I can tell you first-hand that train- a tool for retention of employees. ing and developing the person with In today’s business world, the right intelligence, personality, employee training is essential and emotional intelligence is the only and must be a constant. Creating way to go. I hired a bright “young successful employees is the path man” (Millennial) extremely de- to reaching the goals. Those em- tail-oriented, came from the restau- ployees who believe the company rant/bar-tending industry, with good wants them to succeed and will emotional intelligence. Two years lat- sacrifice the time and money to er we now have the best production make them feel more valuable will manager we have had in years. There become more responsible and will have been challenges, mostly with ensure greater productivity, which the older staff, but he is our future. in turn will ensure increased busi- The financial and time investment ness and increased profitability. has been well worth it. Training and constant coaching Debra Thompson is President must be planned. The training plan is of TG & Associates, a time-based starting with the basics consulting firm specializing and expanding over time to encom- in “The Human Side of pass all of the skills needed. Most Business” specifically for the importantly, it requires time and graphic industry. Her company patience on the part of the owner/ provides virtual HR services manager. There must be a strategy in and customized recruiting. Read more place to not only train new employees on her website, www.tgassociates.com. but also to upgrade the existing staff. Thompson can be reached toll-free at Training is a tool for greater perfor- 877/842-7762 or email her at [email protected]. mance; but properly applied, it is also

For more information, visit MyPRINTResource.com/10004781 For more information, visit MyPRINTResource.com/10004688 MyPRINTResource.com Quick Printing | March 2015 23

QP_22-23_HR0315.indd 23 2/13/15 7:14 AM Executive Suite Selling by Phone Speak clearly on the telephone. Any time prospects do not understand something, they tend to say they are “not interested” or offer some other version of “no.” By David Claerbaut

he challenge on the phone is try to get information on them from that you have only the audito- the website. If you use any bait from ry (hearing) modality. So you there, do not tip your hand. Ask want to speak slowly. Any time questions as if you don’t know the Tpeople do not understand something, answer and lead things along. own words. If you don’t understand they will tend to say they are “not in- If you have nothing, try something something, probe: “I want to be terested” or offer some other version like this: I understand you handle sure I understand this, Ms. John- of “no.” You do not want to take that the print buying but I imagine son, are you saying …? Anytime chance, so speak slowly. you wear a few other hats too, Ms. you restate, be sure to ask, “Am I Speak clearly and authoritatively. Johnson. It is a statement that will understanding this correctly, Ms. That may mean standing up while elicit a response. More than that, Johnson? At the end you can ask, you are speaking. Convey command it is safe. It is about the context in are you comfortable that I under- —confidence. Anything less than which this person does business stand this correctly? Conversely, that is unselling. and lives her life. if you are saying something a bit If she is pleasant, you might ask if complex, you can ask, Am I commu- she is from the city you are in. If not, nicating this clearly? Humor you will have more to talk about. Always take responsibility for the Just as in speaking face-to-face, Make it a conversation, even if it is communication. “That isn’t quite humor on the phone will get you a brief, but make it about her, not you. clear…” can be death. Get Johnson lot closer to “yes” than you might If you are too uncomfortable on as comfortable and relaxed as pos- imagine. People drop their defenses. the personal front, be ready with sible so she will open the spigot and There is a trick to this. You don’t a business bonding question: Ms. show you where the money is. have time for a long knee-slapper, so Johnson, how long have you you need a cute phrase—a one-lin- been VP at Smith Financial? She er—if possible to shoot out there answers. What attracted you to Attention Span immediately. You can find myriad Smith? Before you get directly to Do not hurry through the call, but lines on the Internet but, if you can, business, you are wise to say you did don’t drag it out either. Remember, find something related to being on some research on her company and you cannot see if Johnson is watch- the phone, or at least doing business, you understand that …. You want ing a TV on mute, receiving urgent so it fits every single time. Johnson to know you see her busi- emails, or being distracted by hand ness as important enough to study it. gestures from an assistant while Second, you want an affirmation to you are talking. The length of the Work the Funnel your question or a clarification to get call is a somewhat “feel” thing, but From there, work through the ques- you on track. if you sense you are pushing the tions we discussed in this space in From there, you go right to the limit, ask, Are we alright for time, previous months. Do bond, but be same set of questions you used in the Ms. Johnson? I know how valuable prepared with a safe question. If you face-to-face method. your time is. know to whom you will be speaking,

David C. Claerbaut Repeat and Probe Close Convey your interest in under- Be sure you close. A close can be Get expert problem-solving inexpensively. Ask Dr. David standing everything Johnson has to anything from an actual sale to an about his special online and say because she can’t see the eye agreed-upon and scheduled follow-up phone consulting. He has been contact and earnest look you would phone call. Closing is more important solving printing problems for give in person. on the phone than in person, because over 25 years. He can help you You need to use other methods to you do not have the same traction with yours. Reach him at 702/354-7000 or do this. One way is to repeat what you have in person. So you have got [email protected]. she has just said, putting it in your to get out of there with something.

24 Quick Printing | March 2015 MyPRINTResource.com

QP_24_Executive0315.indd 24 2/13/15 7:18 AM Case Study What’s Training Got to Do With It? ‘Hostage Crisis’ #2: The Inability to Train Effectively By Tom Crouser

ast month we discussed how How about the digital printing and/ Most important step is the last being a hostage to a worker or offset processes? Of course. one, testing. The other person can prevent us from effectively Now, don’t train in the traditional commonly is the trainer’s boss but selling our business, let alone way. That’s “osmosis” as we wait since you’re the boss and the one Lrunning it. There is another way we for enough live jobs to come through usually training; get someone else. can end up as a hostage, howev- so we can show them how to handle Can be anyone but point is they er, and that’s when we can’t train each. That’s not training; that’s must demonstrate their ability to do workers. It’s not that we don’t want waiting for them to gain experience the task(s) to someone other than to train; rather, it’s that we have few through trial and error. the trainer. organized tools. Allow me to explain “Yeah, but,” some say, “What if I and offer a suggestion. train them and they leave?” When we can’t train workers to Well, what’s worse? Train them Foundational Training do a job, then our only choice is to and they leave or don’t train them Foundational training is background hire workers who know what they’re then they stay? material. For instance, what does a doing. Trouble is, IF you can find person need to know about paper, one, they only know how to do it the our printing process, our jargon, or way they did it before. W. Edwards Focus on the Tasks the printing way of doing things? Deming asked, “Is twenty years’ What do they need to know? Start But there’s other foundational experience really twenty years or with their common tasks since an- training as well. Pocket Pal is a is it five years repeated four times? swering questions about those eat well-known publication and virtual Worse yet, is it one year repeated up most of your time. fountain of information of Inter- twenty times?” How do you know what they national Paper. Information on it Here’s the suggestion. Develop need to know? Start a list in a Word as well as ordering may be found training tools. It doesn’t have to document. Write down the tasks at ippocketpal2.com. Or you may be hard. you know they need to know. Then try www.amazon.com for lesser Start with the function. If you run use a desk audit. That’s simply have quantities. a computerized estimating system, the person doing the job now keep Another thought is to check out should the CSR know how to oper- a list of their tasks for a week or so. CPrint Academy at www.cprint.com. ate it to do estimates? Yes. Should When they run into a new task, add Yes, that’s a plug for our program; they know something about paper? it to the list. This is the basis of your however, it’s a good deal you need training plan. to know about. However you do it, you need to More Ideas be able to train. Once trained, it Receive daily email training Then Use These 4 will not only save you time, but will messages as well as have access to build that trust which will increase our short (8 to 10 minute) printing- Training Steps your business. And with that we § specific training classes on product §Put the worker at ease and find out can all begin digging out of our time what they know. They may know management quagmire. knowledge and selling through the more than you think and you can new CPrint Academy. $495 for a tailor your approach to their level. year’s subscription covers everyone §§Show them what you are doing Tom Crouser is senior in your shop. Go to www.cprint.com while you tell them what you contributing editor, chairman of CPrint International, for more information. Message Tom are doing. and principal of Crouser & at [email protected] or reach him at §§Have them show and tell you while Associates, Inc. You can reach (304) 541-3714, connect on Facebook they do it. him at 304/541-3714, connect and LinkedIn and follow his business §§Then test them by having them on Facebook and LinkedIn and tweets on Twitter @tomcrouser. demonstrate to another person follow his business tweets on they can do it. Twitter @tomcrouser.

MyPRINTResource.com Quick Printing | March 2015 25

QP_25_CaseStudy0315.indd 25 2/9/15 5:17 PM Classified Section

Supplier Directory Quick Printing Classifieds are sold per word for line COPIES WHOLESALE ad listings or by the inch A-1 COPY & MAILING SERVICES, 771-A Dearborn Park Lane, Worthington, Ohio 43085. Black & white copies, Full color copies, GBC bind, Plastic coil Bind for display ads. Deadline is and much more. 800-827-2679 the 2nd of the month, two Fax: 614-846-4512 E-mail: customerservice@a1copy and mailing.com. months preceding cover MyPRINTResource.com/10003448 date of publication. Send order to Quick Printing Magazine Classified, 1233 MANUFACTURERS Janesville Ave., P.O. Box BOBST NORTH AMERICA INC. Re-nowned for technology and product range, we are the world leader in die cutters, folder-gluers, and all types of foil stamp- 803, Fort Atkinson, WI ing and embossing presses. 146 Harrison Avenue, Roseland, NJ 07068. 53538 or e-mail kimberly@ 888-226-8800 or visit www.bobst.com. quickprinting.com. Please MyPRINTResource.com/10004147 type or print clearly. For further information, call 800-616-2252, ext 6103. PRESENTATION FOLDERS Line Classifieds are $2.75 EVERGREEN MANUFACTURING CO., 405 Cambridge Ave., Syracuse, NY per word per ad per month 13208. 800-721-4175, fax: 315-454-4177. We specialize in presentation folders, report covers, door hangers, hotel key holders and portfolios. Our products are ($30 minimum). Phone manufactured to standard or custom specifications and are decorated using numbers are considered offset printing, embossing, foil stamping, or a combination of these techniques. to be one word. No Film lamination in glossy or matte finishes is available. Call for our free sample commission on classified kit or e-mail us at [email protected]. rates. Display Classified MyPRINTresource.com/10071224 rates per inch: 1 time $150, 3 times $140, 6 times $115, WRITING SERVICES 12 times $105. Publisher’s FINORA MARKETING. Copywriter great prices/fast service: ads, postcards, choice of color: $105 direct mail, brochures: [email protected] additional.

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26 Quick Printing | March 2015 MyPRINTResource.com

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QP_26-30_Classifieds0315.indd 27 2/12/15 10:55 AM BUSINESS CARD SLITTERS COMPUTER ESTIMATING COPIES WHOLESALE

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QP_26-30_Classifieds0315.indd 28 2/12/15 10:55 AM ENVELOPES LABELS NOTEPADS I Announcing Our N Notepads, 1 to 4 color New Charlotte N.C. ACRO LABELSC. ANY QUANTITY, SMALL OR LARGE • 1 to 8 Color Labels Location • 4-Color Process • Instant Quotes • Digital Printing Specializing in note pads and cut All Shapes, sheets to the Distributor for 40 years! Sizes, & Stocks, High Speed Automated Equipment for Every Application For a quote Ask About Our Short Run Call 800.345.4644 or Email Digital Press Capabilities [email protected] 1-866-575-4542 NO Plates Needed! Centrally located in the Chicago Suburbs Corporate Office: 250 Boot Road • Removable and Permanent Pressure Sensitive Labels • Shipping Labels • Laminating • Barcodes • UL and CSA Downingtown, PA 19335 Recognized • Consecutive and Serial Numbering For more information visit, 610.518.1601 • 610.518.1619 Fax • Labels for Computer, Thermal and Laser Printers MyPRINTResource.com/11612088 • Piggyback • Rolls, Fan Folded, Cut Singles and More! www.ritegraphics.com 1-800-35-LABEL 2311 South Tryon Street Rush Service Available Charlotte, NC 28203 2530 Wyandotte Rd. Willow Grove, PA 19090 PRESENTATION FOLDERS 704.641.4793 www.acrolabels.com email: [email protected]

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FOLDERS

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QP_26-30_Classifieds0315.indd 29 2/26/15 2:10 PM SOFTWARE TAG STRINGING

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ARE YOU SEARCHING FOR PRINTING PRODUCTS? Check Out The Quick Printing Online Buyer’s Guide @ MyPRINTResource.com printerocity Advertiser Directory Advertiser...... PG# Crouser & Associates, Inc...... 23 MyPRINTResource.com/10004688 www.crouser.com/shop 304-965-7100 For more information visit, MyPRINTResource.com/11519171 Fellman, Dave...... 23 MyPRINTResource.com/10004781 www.davefellman.com STOCK & SECURITY PAPER 800-325-9634 Intec Printing Solutions...... 17 MyPRINTResource.com/10184576 www.intecprinters.com 813-949-7799 Magnum Magnetics...... 9 MyPRINTResource.com/10006517 www.magnummagnetics.com 800-258-0991 Signs 365...... 36 MyPRINTResource.com/10449454 www.signs365.com 800-265-8830 Xante...... 2 MyPRINTResource.com/10008689 www.xante.com For more information visit, MyPRINTResource.com/10067868 800-926-8839

30 Quick Printing | March 2015 MyPRINTResource.com

QP_26-30_Classifieds0315.indd 30 2/12/15 10:55 AM New Products

JetComp 2 mil Silver Metallized Polypropylene Film Neenah EXPLORE 2 Proofing Technologies, manufacturer Continuing its mission to make it of JetComp films used for producing easier for designers and printers flexible packaging mock-ups or proofs, to be more creative, productive, is collaborating with Color-Logic to and efficient with digital printing, streamline prototyping or proofing of Neenah Paper presents EXPLORE metallic flexible packaging. Color-Log- 2. This is the second tool in this ic has certified JetComp 2 mil Silver series, designed to provide simple Metallized Polypropylene film for use solutions for short-run printing. with its Process Metallic Color System. By using the process and printing As with EXPLORE 1, the dielines with an Epson, Mimaki, or Roland solvent wide-format printer, package de- used to create the samples in signers can immediately see the effects. this piece are available for free Brand managers, product managers, corporations, and advertising agen- download. cies can differentiate themselves and their clients from the competition. Color-Logic tools simplify design and print production, creating eye-catching decorative effects for use on branded product packaging and associated col- lateral. The Color-Logic system is compatible with offset, inkjet, flexography, digital presses, screen printing, and gravure. It is ideal for packaging, pouch- es, direct mail, point-of-purchase material, signage, postcards, literature, booklets, labels, shrink sleeves, calendars, and much more. MyPRINTResource.com/10058903 High Definition Nozzle Architecture (HDNA) HP has announced new High Definition Nozzle Architecture (HDNA) technology for HP Inkjet Web Presses, which will provide print service providers with breakthrough print quality, versatility, reliability, and productivity. The new HDNA print head doubles the native print resolution of current HP inkjet print heads from 10,560 to 21,120 nozzles, delivering 2400 nozzles per inch, EXPLORE is about inspiring and supports dual drop weight per color for sharp text, fine lines, accurate skin your city, with printed samples tones, smooth gray and color transitions, and enhanced highlight and shadow designed to cultivate awareness detail. Built-in nozzle redundancy ensures reliable and consistent printing. and encourage action. From a HP also will offer a new quality mode, which prints up to 400 feet per minute creative brochure using three (fpm) in color with dual drop weight for a step function improvement in print different papers cut to three dif- quality. Powered by HDNA technology, the maximum print speed enabled will ferent sizes to promote a local art be up to 800 fpm, while still delivering excellent print quality. space, to a unique trianglular box Beginning in 2016, HDNA technology will be incorporated into all HP Inkjet used to create community inter- Web Press platforms, including the HP T200, T300, and T400 Inkjet Web Press est by housing a small surprise, families and those sold through resellers. Current customers will be able to up- EXPLORE 2 showcases seven grade to the new technology. different digitally printed pieces SInce 2009, HP T200, T300, and T400 series Inkjet Web Press customers of inspiration that are practical, have printed more than 90 billion A4 equivalent pages, according to Hewl- quick, strategic, and tangible. ett-Packard statistics. MyPRINTResource.com/10170422 MyPRINTResource.com/10005824 DFS eCheck Services Continuing its expansion of digital prod- DFS sets up each reseller’s own person- ucts and capabilities for resellers, DFS has alized website at no charge. With just a announced its entry into electronic payment 30-minute training session, accessed by go- technology. ing to DFSecheckspro.com, DFS resellers are Called eChecksPro, DFS’s new service en- then certified to sell eChecksPro via an on- ables resellers to provide customers with the ability to line personalized storefront that DFS provides for free. securely create and send payments to anyone via the eChecksPro resellers automatically receive a monthly Internet. The service is the result of a significant part- commission check for orders placed on their site. nership with VerifyValid, the creator of the industry’s MyPRINTResource.com/10008277 first web-based check delivery system.

MyPRINTResource.com Quick Printing | March 2015 31

QP_31-33_Products0315.indd 31 2/12/15 9:06 AM New Products

Skytone Swatchbook Mitabook Hardcover Casing-in Machine Mohawk has announced a redesigned swatchbook for The Mitabook, manufactured by Swiss-based Photobook its Skytone paper grade. Technology (PBTec), fills the gap between manual and The Skytone swatchbook is second in a series of semi-automatic binding nine, newly redesigned swatchbooks that have been equipment and more developed to make the paper specification process sophisticated high-volume clearer, easier, and more inspirational for designers, machines, making it a printers, stationers, and paper enthusiasts. welcome addition to the Mohawk’s Skytone has not changed, but the new production of like-sized swatchbook is designed to give paper specifiers a products. Muller Martini fresh look at the grade. The swatchbook showcases a now is distributing this tech- collection of 12 pastel shades that evoke the look and nology throughout North America. feel of genuine parchment paper. In addition to photobooks, the machine easily accommodates the ultra-short-run digital hardcover needs of juvenile book and yearbook manufacturers, as well as in-plants producing standard hardcover products. The Mitabook takes just one day to install and seconds to set-up, greatly minimizing down- time. Other benefits include: §§Fast and reliable. Up to 7 cycles per minute enable production of 350 to 400 books per hour, including size changes. §§Easy touch-screen operation §§Barcode technology effortlessly matches book block and case. §§Economical. The machine’s small footprint requires just one operator to feed book blocks and cases, and remove completed books. Mohawk Skytone is FSC-certified, made with 30 What’s more, the Mitabook does not use a wing, so percent postconsumer waste fiber and manufactured scratch marks on inside images are avoided, and PUR with wind power. There is even an extensive line of books can be processed immediately after binding. And, matching stocked envelopes available in a variety of its hot melt gluing system provides instant adhesion so styles and sizes. there’s no need to clean the glue station. MyPRINTResource.com/10006743 MyPRINTResource.com/10006773

and media as thick as 14 pt. (320gsm). Enterprise SL Feeder All Xante print systems are driven by the iQueue Xante has added the Enterprise SL Feeder to its Digital Color Workflow. iQueue X (Ten), the latest Impressia Digital Multi-Media Press line of options. installment in the workflow series, was just released The new feeder was created to help customers whose this past December with a number of new capabilities limited workspace presents an obstacle in growing including booklet creation, automatic creep adjust- their product line and profit margins. Last year Xante ment, 2-D barcode generation, and more. released the complete Enterprise High Speed Feed MyPRINTResource.com/10008689 System for the Impressia line equipped with high capacity trays, conveyor, and a stand for support and storage needs. The Enterprise SL Feeder is a fraction of the size of the Enterprise with dimensions measur- ing 28.75x11.5x22.25 inches. Media sizes supported by the Enterprise and Enterprise XL feeders are identical. The Enterprise SL Feeder also is designed to conserve space by eliminating the stand original- ly offered with the larger Enterprise Feed System. Now users can maximize their space by placing the Impressia Digital Print System with the smaller Enterprise SL Feeder on any open table top or desk space. The Enterprise SL Feed System can print most envelopes and sheet sizes up to 3.625x 5.125 inches

32 Quick Printing | March 2015 MyPRINTResource.com

QP_31-33_Products0315.indd 32 2/13/15 7:40 AM X-350 Laser Dalim ES 4.5 Dalim Software has launched ES 4.5, Diecutting Module an update of its production auto- Spartanics has unveiled a new tech- mation software. The new features nology for label converters looking to in ES extend the software’s reach achieve optimal results with low- beyond its traditional print produc- er start-up costs. The X-350 Laser tion and image workflows to support Cutting Module is engineered to be photo studios, retailers, brand integrated into Smag Graphique’s owners, and their respective media E-Cut and Digital Galaxie Semi-rotary service providers from preproduction Converting Solutions. to image handling to video. X-350 is a modular laser station that can cut material up to 350 mm wide with an infinite length. It is capable of reaching cutting speeds of up to 100m/minute, comes standard with Spartanics’ Fastline and Optimization Control Software, and is available in either a 200-watt laser or 400-watt laser. Since the X-350 is modular, it can be integrated into a Smag converting solution from equipment inception or at a future date. Ranging from traditional file types Smag’s E-Cut Semi-Rotary Converting System is a basic label finishing used in office documents, video, solution that can be equipped with a 200- or 400-watt Spartanics X-350 laser sound, and print production, to RAW diecutter, a semi-rotary diecutting station, a flexo varnish station, lamina- images uploaded right from the tion, and a slitter. location of the photo shoot, and even Label converters in search of a semi-rotary converting system with more 3D Collada files, ES 4.5 takes care of modularity and converting options will be enticed by the Digital Galaxie Con- storing, revision management, cat- verting Solution, which is one of the most complete label converting solutions aloging, transforming, and sharing. for printed roll applications. This press also can be customized with con- All that, combined with the sophisti- verting options, such as: 400-watt X-350 Spartanics laser diecutter, flatbed cated business processes for approv- screen printer, semi-rotary foil, flatbed diecutter, semi-rotary die cutter, flat- al workflows, provides a complete bed foil, flatbed embossing, and a full rotary or semi-rotary UV flexo station. content lifecycle in the cross-media MyPRINTResource.com/10008043 production workflow. New features extend ES internal media production platform into a media asset management system, Colordyne 3600 making job production and review of Colordyne Technologies has improved the performance of its 3600 Series with a files even easier and faster. new Aspen Memjet engine upgrade. The upgrade allows the CDT 3600 Sprint, ES (Enterprise Solution) is an inte- CDT 3600 Rotary Pro, and CDT 3600 Laser Pro configurations to run at speeds grated media production platform—a of up to 275 feet per minute with a resolution of 1600 x 1375 dots per inch. media asset management (MAM) Actual speed is dependent on the print jobs’ inks, drying, substrate, operating platform, and a web collaborative adjustments, and specific job limitations, but no other inkjet system can meet platform offering a complete solution this resolution and speed. for the management and production Other benefits of the CDT 3600 Series include: of the many aspects of media ser- §§Maximum material handling speed of 300 ft/min for future technology upgrades vices, regardless of final output. The §§Enhanced print quality: send uncompressed files directly to the print engine ERP and storage-friendly combina- §§More powerful RIP: faster data processing, RIP and print on-the-fly to elimi- tion of technical workflow production nate time to first label along with business process man- §§Reliable user-friendly interface capable of running a wider range of applications agement results in a highly flexible MyPRINTResource.com/10761532 centralized platform. ES 4.5 can work with referenced content including revisions on a local or remote file system—partic- ularly helpful for those who need to produce very large video files or work with external storage devices. The MAM features can automatically catalog, enrich and share images and other assets, such as video or e-pubs, or can be included in 3D augmented reality models. MyPRINTResource.com/10004763

MyPRINTResource.com Quick Printing | March 2015 33

QP_31-33_Products0315.indd 33 2/12/15 9:06 AM Johnson’s World Step outside the ordinary... A voracious reader even then, my curiosity was piqued and I became the first to check it out. with our integrated media platforms Things Fall Apart Would I be enchanted by the book’s socialist daydreaming? Or might I be No one has to print anymore. It is a choice that repelled by the author’s naïve com- commands a premium: After five and a half munistic twaddle? Could this book * shape my budding political opinions We serve 78,619+ Print & Sign centuries of commoditization, print is now a as it had so many others eighty-some blue-chip item! years before? Industry Professionals every month We’ll never know. I never finished By Steve Johnson the book. Halfway A new site to help you win more work: fujifilminkjet.com. 14-FUJI-0863-InkjetsAge_JuneFrontCoverStripAD_P_R2.indd 1 14-FUJI-0863-InkjetsAge_JuneFrontCoverStripAD_P_R2.indd 1 January 2015 “ ho folded through the DECEMBER 2014 5/12/14 9:25 AM 5/12/14 9:25 AM this?” de- second chapter, Focusing on Production Inkjet’s Next Frontier: Customized, Personalized, Targeted manded one the book fell apart. The Information Resource for Commercial, Sign & Digital Printing of the more Not the plot line; the 2015 PRODUCTION Wvocal of my daugh- book, literally. Pages ters, in hushed tones of uncoated groundwood How Reselling Print Can Help INKJET Executive Q&A: MARKET TRENDS Your Bottom Line Kodak CEO JeffPage Clarke 23 New equipment, media, and inks along befitting the church paper scattered everywhere Pages 15 and 20 with growth opportunities provide the perfect storm of success State of the $80+ Billion This Year Printing Industry in 2015 Page 9 sanctuary, yet tinged with as the spine glue on this Pages 12 and 26 What’s New with Inkjet Substrates a self-righteous exaspera- freshly bound volume crumbled Page 24

Effective variable-data printing and cross-media campaigns may prove to JANUARY 2015 be even more important in 2015. Book Applications MyPRINTResource.com/12026011 § Selling Digital Signage Can Sometimes tion appropriate to the scion to dust. I marched back to the Feel Like the Wild West are Bound for Glory MyPRINTResource.com/12009008 § Digital Solutions Attract Commercial Page 16 Printers to Label Market MyPRINTResource.com/11597818Ensuring Runnability of a venerable graphic arts library in high dudgeon, outwardly § The Questions that Get the Sale MyPRINTResource.com/11573877with Media Certifications

Page 18 The Buzz: Inkjet for heritage. indignant but inwardly fearful that I Production Printing MyPRINTResource.com/10989233 She was examining her might be held personally responsible Premier Source For Wide- And Grand-Format Imaging church bulletin, whose physical for the disintegration of their book. fold characteristics looked more like To my relief the librarian agreed

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Printing for Renowned Artist David Best a three-dimensional experiment with me that a new book shouldn’t p.10 MyPRINTResource.com/12016818 in abstract expressionism than a ing job would have been a public-re- be shedding its pages. They didn’t p.24 p.9 How to Choose the Right Laminator Finishing: showcase of the binder’s art. Having lations disaster for the printing firm have another copy, so home I went p.11 | Digital Label and Packaging Printing Are Gifts that Keep Giving watched me turn a critical eye to in question. empty-handed. Aqueous Printers: Still Relevant After All These Years every piece of paper I’ve touched In this day of automation and mass I’ve never forgotten that incident. in her lifetime and having labored production, the difference between a I’ve since spent hours studying Follow us: in Copresco’s bindery herself, she professional and an amateur product spine milling, notching, glue tem- is well qualified to express her dis- remains that dying breed, the crafts- peratures, and doctor-blade heights, pleasure toward folding that violates man: the perfectionist who brings not to mention glue formulations, generally accepted tolerances. art to the science and soul to the side gluing, cover scoring, and PRINT / DIGITAL / VIDEO / MOBILE / EVENTS / SOCIAL Another of my children made peace body. I was reminded of this during three-knife trimming. by refolding the bulletin, using her a lecture by Professor Mark Stoler of Why? Because I’m a craftsman at hymnal as a table and her fingernail the University of Vermont entitled heart. I take pride in my work. Far as a bone. In my church the bulle- “Misconceptions about the Original from being old-fashioned, crafts- tins are printed flat by the office Populists.” Dr. Stoler noted in his manship is once again a competitive secretary, then folded in half and lecture that the populist movement edge, and it is the “good-enough” collated by hand on Sunday morning of the late 1800s was heavily inspired or worse yet, “almost good-enough” 41,116+ 160,257+ by volunteer ushers. The ushers are by Edward Bellamy’s utopian science quality manufacturers who are dis- unique online focused on making parishioners and fiction novel Looking Backward appearing as their mammoth binding page views per guests feel welcome and comfortable 1887-2000. Though hardly read lines stand emptied by over-capacity. visitors reached month as they enter the sanctuary. The today, it was one of the best-selling No one has to print anymore. It is every month precision of the fold is a decidedly books of the 19th century. a choice, and a choice that com- tertiary priority in their Sunday mands a premium. What a wonder- morning world. ful thing that after five and a half SUBSCRIBE: www.myprintresource.com/subscribe Had the bulletins been profession- This Doesn’t Happen centuries of commoditization, print ADVERTISE: www.myprintresource.com/advertise ally produced, such a casual creas- is now a blue-chip item. In choosing to eBooks print, today people are going the Steve Johnson is president of At the mention of this tome, mem- extra mile. It is up to print produc- Copresco in Carol Stream, IL, ers to deliver the top-flight product a pioneer in digital printing ories came flooding back, for this technology and print on very novel had a strong and lasting for which they are paying. demand. Contact him at impact in my formative years. I re- Entropy may be the natural state of MyPRINTResource.com/ member seeing it on the “new titles” the universe but it can no longer be 10362516. shelf of my junior high school library. the state of printing or binding. 800-308-6397 1233 Janesville Ave. Fort Atkinson, WI 53538 34 Quick Printing | March 2015 MyPRINTResource.com *Includes print, digital, email and e-Newsletter. Publisher’s own data – August 2014.

QP_34-36_Jhonson.indd 34 2/12/15 1:40 PM Step outside the ordinary... with our integrated media platforms We serve 78,619+* Print & Sign Industry Professionals every month

A new site to help you win more work: fujifilminkjet.com.

14-FUJI-0863-InkjetsAge_JuneFrontCoverStripAD_P_R2.indd 1 14-FUJI-0863-InkjetsAge_JuneFrontCoverStripAD_P_R2.indd 1 January 2015

DECEMBER 2014 5/12/14 9:25 AM 5/12/14 9:25 AM Focusing on Production Inkjet’s Next Frontier: Customized, Personalized, Targeted The Information Resource for Commercial, Sign & Digital Printing 2015 PRODUCTION How Reselling Print Can Help INKJET Executive Q&A: MARKET TRENDS Your Bottom Line Kodak CEO JeffPage Clarke 23 New equipment, media, and inks along Pages 15 and 20 with growth opportunities provide the perfect storm of success State of the $80+ Billion This Year Printing Industry in 2015 Page 9 Pages 12 and 26 What’s New with Inkjet Substrates Page 24

Effective variable-data printing and cross-media campaigns may prove to JANUARY 2015 be even more important in 2015. Book Applications MyPRINTResource.com/12026011 § Selling Digital Signage Can Sometimes Feel Like the Wild West are Bound for Glory MyPRINTResource.com/12009008 § Digital Solutions Attract Commercial Page 16 Printers to Label Market MyPRINTResource.com/11597818Ensuring Runnability § The Questions that Get the Sale MyPRINTResource.com/11573877with Media Certifications

Page 18 The Buzz: Inkjet for Production Printing MyPRINTResource.com/10989233

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Printing for Renowned Artist David Best p.10 MyPRINTResource.com/12016818

p.24

p.9 How to Choose the Right Laminator Finishing: p.11 |

Digital Label and Packaging Printing Are Gifts that Keep Giving Aqueous Printers: Still Relevant After All These Years

PRINT / DIGITAL / VIDEO / MOBILE / EVENTS / SOCIAL

41,116+ 160,257+ unique online page views per visitors reached month every month

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800-308-6397 1233 Janesville Ave. Fort Atkinson, WI 53538 *Includes print, digital, email and e-Newsletter. Publisher’s own data – August 2014.

QP_34-36_Jhonson.indd 35 2/12/15 1:40 PM For more information, visit MyPRINTResource.com/10449454

QP_34-36_Jhonson.indd 36 2/12/15 1:40 PM