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 QP_01_Cover0315.indd 1 2/11/15 9:06 AM The ILUMINA Heavyweight Champion Digital Print System will elevate your printing capabilities from the expected to the extraordinary. It features ultra-thick printing capabilities so customers can go digital and expand their media options and print services. The complete solution allows you to print on a wider variety of media including extra thick card stocks, textured stocks, packaging and more. To learn more visit xante.com. 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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 cus- tomer-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 cus- tomer 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.