Printing Impressions

n 2014 Hot Markets Forecast
Top 25 Industries That Purchase the Most Printing

n Production Inkjet Adoption
Expert Insight on Growth, What Else to Consider
J
A
N
U
A
R
Y

2
0
1
4

P
R
I
N
T
I
N
G

I
M
P
R
E
S
S
I
O
N
S

A
N
N
U
A
L

H
O
T

M
A
R
K
E
T
S

F
O
R
E
C
A
S
T

O
F

K
E
Y

V
E
R
T
I
C
A
L
S

n

P
R
O
D
U
C
T
I
O
N

I
N
K
J
E
T

S
T
A
T
U
S

R
E
P
O
R
T

n

P
R
I
N
T
E
R
S

2
0
1
4

I
N
V
E
S
T
M
E
N
T

P
L
A
N
S
Catering to the
Digital Revolution
NEW BOOK PUBLISHING PARADIGMS
HAVENT DETERRED EDWARDS
BROTHERS MALLOY. THE VENERABLE
BOOK MANUFACTURER HAS EMBRACED
ON-DEMAND DIGITAL PRINTING TO
SUPPLEMENT ITS OFFSET CAPABILITIES.
Edwards Brothers Malloy
execs, standing (from left):
Laura Conlin, Jim Edwards,
Joe Upton. Seated: John
Edwards, Bill Upton.
JANUARY 2014 / $10.
00
ENJOY THE
INTERACTIVE PAGES
IN THIS ISSUE

SEE PAGE 8
FOR DETAILS
HIGH-SPEED INKJET
HIGH-VOLUME
PROFIT.
Close the productivity gap with high-speed inkjet from Canon Solutions America. From direct
mail and transactional print applications, booklet making, short-run books and more, our
end-to-end solutions will help you take on new markets and applications in high-volume inkjet.
LEARN HOW WE CAN HELP YOU IMPLEMENT IN-LINE SOLUTIONS THAT
START WITH WHITE PAPER AND END WITH READY-TO-DISTRIBUTE PRINTS:
877-623-4969 | CSA.CANON.COM/PRODUCTIONPRINT
Canon is a registered trademark of Canon Inc. in the United States. All other referenced product names and marks are trademarks
of their respective owners and are hereby acknowledged. 2014 Canon Solutions America, Inc. All rights reserved.
READY FOR THE FUTURE, HERE TODAY.
Digital Ink Jet Web Products can simplify your paper choices.
Digital expertise, multi-functional products, outstanding sales service and a
national network of local distribution ensure Enterprise Group will meet your
needs in todays evolving marketplace.
For more information, please visit egpaper.com
Follow us on Twitter @egpaper
Like us on Facebook: www.facebook.com/egpaper
JANUARY 2014 www.piworld.com Printing Impressions 5
Upfront
PRINTING IMPRESSIONS
Visit www.PIworld.com daily for the latest industry news
SUSSEX, WIQuad/Graphics Inc.
announced that company co-founder
and long-time board member Betty
Ewens Quadracci died Dec. 9 at her
home in Wisconsin.
Recognized as the matriarch of
Quad/Graphics, Mrs. Quadracci co-
founded the company in 1971 with
her late husband, Harry V. Quadracci.
The company started operations in a
vacant factory in Pewaukee, WI, with
a single printing press and just 11 em-
ployees. Today, Quad/Graphics is a
global printer and multichannel me-
dia integrator with 25,000 employees
worldwide at 65-plus printing plants
and dozens of support facilities.
During Quad/Graphics early years,
Betty Quadracci held many roles. In
1985, she founded Quad/Creative,
a graphic design rm now known as
Quad/Graphics Creative Solutions.
She also served as the president of
the Windhover Foundation, a phil-
anthropic organization funded by
the Quadracci family.
In 1997, she and Harry
spearheaded a $10 million
matching donation from
Quad/Graphics to kick
off fundraising for a major
addition to the Milwau-
kee Art Museumthe
Quadracci Pavilion.
Mrs. Quadraccis estate
planning was thought-
ful and thorough, with
the continuity of Quad/
Graphics a key focus. The
Quadracci family and
various family trusts will continue to
control the company through owner-
ship of all of the companys high vote
class B stock, which constitutes more
than 80 percent of the companys to-
tal voting power.
Betty Quadracci is survived by her
four childrenRichard, Kathryn,
Joel and Elizabeth10 grandchil-
dren and her ve siblings.
OTTAWACanada Post has un-
veiled a ve-point action plan de-
signed to help the agency save as
much as C$900 million per year
and regain nancial stability by
2019. As part of the plan, home
delivery will be phased out and the
cost of postage stamps will increase
at least 35 percent.
The overall plan will result in the
reduction of between 6,000 and
8,000 positions, mainly through at-
trition, Canada Post said in a release.
Only about one-third of all Ca-
nadians receive mail delivery to
their door, which covers about 5.1
million residents. The other two-
thirds retrieve it
via a central lo-
cationcommu-
nity or rural mail-
boxes or apartment
lobbies.
A tiered pricing structure will
see the cost of stamps, which are
mainly purchased by Canadians
in booklets or coils, increase to 85
cents per stamp, with discounts for
customers that use mail the most.
Customers who buy one stamp
at a time, which represents about
2 percent of stamp purchases,
will pay $1 per stamp. The price
changes take effect March 31.
Betty Ewens Quadracci, 75,
Co-Founded Quad/Graphics
Continued on page 6
Harland Clarke Buys Valassis
SAN ANTONIOPayment solutions
specialist Harland Clarke Holdings
(HCH) has agreed to acquire Livonia,
MI-based Valassis, which specializes in
free-standing inserts. HCH, a wholly
owned subsidiary of MacAndrews &
Forbes Holdings, will purchase all of
the outstanding shares of Valassis for
$34.04 per share in cash, representing
a transaction value of approximately
$1.84 billion.
NAPL, AMSP Merger OKd
EAST RUTHERFORD, NJIn an
overwhelming vote of approval, by
more than 97 percent of the votes
cast, the memberships of the National
Association for Printing Leadership
(NAPL), based here, and the Associa-
tion of Marketing Service Providers
(AMSP) have agreed to merge into a
single entity. The association hopes to
provide an expanded slate of services
to its respective members.
Bang Nets Victor Graphics
BRAINERD, MNBang Printing has
entered into an agreement to buy
certain intangible assets, goodwill and
customer relationships of Baltimore-
based Victor Graphics. The acquisition
will allow Bang Printing to provide
former Victor Graphics customers
with a more diversifed suite of prod-
ucts and services.
IWCO Direct Adds Oc Press
CHANHASSEN, MNIWCO Direct,
a provider of direct marketing solu-
tions, announced it has expanded the
digital platform at its Hamburg, PA,
facility with the installation of an Oc
ColorStream 3900 inkjet press from
Canon Solutions America. The instal-
lation marks the next phase of IWCO
Directs strategic investment in digital
printing technology, which provides
customers with additional resources
to create high-volume direct mail
campaigns.
BETTY
QUADRACCI
Canada Post to Phase Out
Home Delivery, Raise Postage
6 Printing Impressions www.piworld.com JANUARY 2014
Upfront
ROCHESTER, NYThe Roch-
ester Institute of Technology (RIT)
has added a historic piece of iron to
its collection of antique printing ma-
chines after notching the winning bid
of $233,000 at auction for a Kelm-
scott/Goudy Albion iron hand press,
the Rochester Democrat & Chronicle
reported.
RIT captured the Improved Albion
Press No. 6551, which was used by
William Morris to print the Works of
Geoffrey Chaucer in London during
the late 1890s. The nearly seven-foot
high, more than 2000-lb. press was
auctioned by Christies in New York
City.
The Kelmscott/Goudy Press will
have an active life at RIT, not simply
as a museum artifact, but as a working
press accessible to students, scholars
and printers, Steven Galbraith, cura-
tor of RITs Cary Collectionwhere
the press will be addedtold the
newspaper.
The antique press purchase was
made possible by the support of 1974
RIT graduate Brooks Bower, the
chairman and CEO of Louisville, KY-
based envelope manu-
facturer Papercone
Corp.
RIT: Top Bidder for Historic
Albion Hand Printing Press
Continued from page 5
RRD-CGX Clears Antitrust
CHICAGOThe waiting period un-
der the Hart-Scott-Rodino Antitrust
Improvements Act of 1976 has ex-
pired, paving the way for RR Donnel-
ley (RRD) to complete its previously
announced acquisition of Houston-
based Consolidated Graphics (CGX).
The deal, which remains subject to
approval by CGX shareholders and
other customary closing conditions,
is expected to close during the frst
quarter.
Worker Injured by Forklift
PORTLAND, ORAn employee
of a commercial printing company
here was taken to the hospital after
a forklift ran over his legs, KOIN-TV
6 reported. The unidentifed man, an
employee of Journal Graphics, was
freed from underneath the truck by
the time emergency personnel arrived
on the scene. The victim was treated
for leg injuries at the hospital.
Alcom Acquires Macorp
HARLEYSVILLE, PAAlcom Print-
ing Group has acquired Macorp Print
Group of Souderton, PA. This deal will
further expand Alcoms commercial
sheetfed printing, coldset web printing,
digital printing, direct mail, packaging,
warehousing, fulfllment, distribu-
tion and integrated communication
solutions offerings. The frms have a
combined 85 years of experience in
the graphic arts industry.
NAPCO Promotes Leskusky
PHILADELPHIANorth American
Publishing Co. (NAPCO), parent com-
pany of PRINTING IMPRESSIONS magazine,
announced that David Leskusky has
been named president. Leskusky, 41,
succeeds Ned Borowsky, who has
become vice chairman of NAPCO
alongside his father, Chairman and
Founder Irvin J. Borowsky. In his new
role, Leskusky has assumed all day-to-
day operations and reports directly to
Ned Borowsky.
MINNEAPOLISImagine!
Print Solutions has strengthened
its holdings with the acquisition of
two Charlotte, NC-based providers
of print and marketing solutions,
including renown rm Classic
Graphics. All combined, Imagine!
Print Solutions will approach $300
million in annual sales.
The Classic Graphics transaction
was ofcially called a merger. Terms
of the deals were not released, but
Imagine! and Classic will maintain
their individual identities.
In a separate deal, Imagine!
picked up Creative Marketing So-
lutions, a $20 million performer.
According to the Minneapolis Busi-
ness Journal, Imagine! will com-
bine the ofces and operations of
Creative Marketing Solutions into
Classic Graphics.
The cultures and visions of
our two companies are virtually
identical, said Bob Lothenbach,
president and founder of Imagine!
Print Solutions, in describing Clas-
sic Graphics. We share a philoso-
phy of providing
highly responsive
and exible ser-
vice to our cli-
ents, a passion for
print and a belief
in team work.
Uniting the
two companies
creates a stronger
entity. Blend-
ing the strengths and location of
our company with those of Clas-
sic creates an optimal service and
distribution model and leverages
manufacturing and purchasing
power for more competitive offer-
ings to clients. Most important,
customers of both companies will
be served by one of the strongest
graphics companies in the nation.
David Pitts, president of Classic
Graphics, noted that combining
Classic with Imagine! provides cli-
ents access to wider and more so-
phisticated service offerings. Pitts
will remain as president of Classic
in the combined company.
Imagine! Print Solutions
Acquires Pair of NC Firms
BOB
LOTHENBACH
INTEGRATED PRINT MIS
FROM EFI
2014 EFI. All rights reserved.
Whether your shop is big, medium or small, you need the visibility
and control a right-t Print MIS system can provide. Well help
you choose the best option from our industry-leading EFI
Monarch, EFI Pace or EFI PrintSmith systems. They
enable more streamlined operations and reduced costs while
facilitating global optimization of your resources. EFI MIS
solutions help you centralize and integrate data across all of
your important functionsfrom planning and production to
fulllment and administration. From the most basic jobs to the
most complex projects, youll be in complete control.
Call, click or scan for success stories,
live webinars and free trials.
1-800-875-7117 MIS.e.com/denitely27
PRINTING
IMPRESSIONS
FEATURES DEPARTMENTS
20 EBM: Not An Old Dog
Despite being a 120-year-old company,
Edwards Brothers Malloy knows that changes
in the marketplace equates to opportunity.
22 Whats Hot, Whats Not
Packaged foods and medical/pharmaceuticals
head the list of the top print markets for 2014,
with telecom and publishing not far behind.
28 Printers Investment Plans
Whats the next biggest thing? A study done
in conjunction with InfoTrends looks at where
printer investments are being focused in 2014.
30 The Wide World of Inkjet
Already strong for book, direct mail and
transactional applications, commercial printers
ponder production inkjet printing adoption.
36 Farquharson/Tedesco on
Business Development
Voicemail may have lost its luster, but is it
still relevant? And should salespeople leave
messages when reaching out to print buyers?
12 Across the Nation
14 Online @ PIworld
16 Editors Notebook
35 Digital Digest
38 Bits and Pieces
40 New Products
42 Printer News
43 Supplier News
44 Calendar of Events
44 Showcase
45 Classied
58 Advertiser Index
VOLUME 56, NUMBER 8 WWW.PIWORLD.COM
JANUARY 2014
DOWNLOAD THE LAYAR APP, THEN SCAN
PAGES SHOWING THE PI GROUP/LAYAR ICON
WITH YOUR SMART PHONE OR TABLET DEVICE
AND WATCH THOSE PAGES COME TO LIFE.
INTERACTIVE PAGES IN THIS ISSUE INCLUDE:
HERES HOW IT WORKS
PAGE 16 PAGE 60
1 Download layar
Search for
the free layar
app in the
app store on
your smart
phone or
tablet.
2 Launch layar
Click the icon to start
the app on your device.
3 Scan the Page
Frame the page in the screen,
and watch the experience load.
20
30
22
2014 Xant Corporation. Xant, the Xant logo and iQueue are registered trademarks of Xant Corporation. Adobe and PostScript are registered trademarks of Adobe Systems, Inc.
Amazing Spot Color
Matching Technology
Now the Ultimate Digital Color Workflow, DOES EVEN MORE!
US: 1. 800. 926. 8839 / 251. 473. 6502 s EU: +31 ( 0) 26. 319. 3210
Imposition
and Tiling
Variable Data
and Sequential
Numbering
Custom
Hot Folders
Integrated
PANTONE

Color Library
Email PDFs
to iQueue
Job Cost
Estimating
QR Code
Generator
Dual Screening for Images
and Spot Color elements
File Sharing
Place Text / Images
and Eraser Tools
iQueue 8 Ultimate features a unique all-in-one RIP-workow with new color editing, le management and print quality controls
designed specically for digital color printing. iQueue 8 makes it easy to manage multiple digital les running on one or more
digital printing devices. Users can make independent CMYK density adjustments, match critical spot colors, estimate job costs,
manage / import variable data, share digital les, apply imposition and much more.
xante.com
BOOTH 309
US: 1.800.926.8839 / 251.478.O5O2 EU: +31 (0) 26.319.32102 xante. com
Full Color
#10 Envelopes
for less than...
Resolution
up to 2400
2014 Xant Corporation *Cost of consumables for a typical full color #10 envelope (one side). **Call for details.
New Variable
Data Manager
Impressia High Speed Digital Print Systems are the affordable way to go digital and start meeting the demand for fast,
full-color envelopes, letterhead, cards, forms, brochures, mailers, labels and banners. They allow you to print on a wider variety
of media and sheet sizes and deliver blazing print speeds at a very low cost per sheet. The complete digital solution is driven
by the iQueue 8 Ultimate Workow that makes it easy to handle multiple digital les, match critical spot colors, manage and
import variable data, estimate job costs, apply imposition, generate custom QR codes and more. Request a live web demo.
each*
s )NTEGRATED 0!.4/.%
,IBRARY
s !CCURATE 3POT #OLOR -ATCHING
s )NDEPENDENT #-9+ #ONTROL
s &ULL )MPOSITION AND 4ILING
s *OB #OST %STIMATING
s .EW 12 #ODE 'ENERATOR
s .EW 6ARIABLE $ATA -ANAGER
5P TO COLOR
ENVELOPES PER
MINUTE
**
.O #LICKS
"//4(
ARKANSAS
JONESBOROArkansas State Uni-
versity Print Services has acquired a
four-color Heidelberg Speedmaster SX
74 press with aqueous coater and Easy
Control closed-loop color control, along
with a Suprasetter A52 platesetter.
FLORIDA
FORT LAUDERDALENational Multiple
Listing has purchased a Linoprint C901
digital printing system and high-capacity
stacker from Heidelberg, including the
Prinect Color Toolbox and Prinect Digital
Print Manager.
ORLANDOFineline Printing has
installed a Ricoh Pro C901 Graphic Arts+
color production system and a black-and-
white Ricoh Pro 907. A Ricoh Pro C651EX
color machine has been relocated to the
companys Titusville location, and an
additional Ricoh Pro 907 has also been
installed there. Fineline plans to open a
third location in Central Florida this year.
ILLINOIS
VALMEYERMAR Graphics is one of
two U.S. companies to rst purchase a
Xerox Color 8250 production printer.
MAINE
SCARBOROUGHDirect marketing com-
pany DMM Inc. has also implemented a
Xerox Color 8250 production printer.
MARYLAND
HUNT VALLEYUK-based Clays Ltd., a
division of St. Ives, has joined The Sheri-
dan Group and The OPUS Group in the
Content Delivery Alliance.
MICHIGAN
BAY CITYThe F.P. Horak Co. has
launched a Web-based, business-to-
consumer product line. Inspire me
to is a series of seven customizable
childrens books.
MINNESOTA
ST. LOUIS PARKJaps-Olson Co. has
acquired a pair of Linoprint C901 digital
printing systems from Heidelberg. The
installation includes Heidelbergs Prinect
Color Toolbox suite of color management
tools.
NEVADA
LAS VEGASCreel Printing has
achieved sustainability tri-certication:
the Forest Stewardship Council (FSC), the
Sustainable Forestry Initiative (SFI) and
the Programme for the Endorsement of
Forest Certication Schemes (PEFC).
NEW JERSEY
CLIFTONA new Heidelberg Speedmas-
ter CX 102-6+L sheetfed press is now in
operation at KM Media Group.
NEW YORK
SCOTIAVelocity Print Solutions has
centralized its manufacturing operation
from Connecticut to its headquarters here.
It includes the installation of a six-color,
28x40 press with aqueous coater.
OHIO
CINCINNATIAn HD digital printer has
been acquired by Finn Graphics.
COLUMBUSHopkins Printing has
purchased a ve-color Speedmaster XL
Across the Nation
Impress/DC Media Celebrates Expansion With Open House
MIAMIAfter experiencing tremendous
growth in 2013, Impress/DC Media need-
ed more space and greater capacity. To
accommodate this growth, the company
moved to a 10,000-square-foot facility and
purchased an HP Scitex FB700 Industrial
printer and HP Indigo 7600 digital press.
To celebrate its new location and ex-
panded offerings, the company recently
hosted an open house. At the event, local
photography was brought to life through a
20x80 wallcovering, printed on a textured
surface vinyl material with its HP Latex
850 printer. Guests were also invited to
experience the printing process rst-hand
with demonstrations of live jobs.
During the open house, customers were
invited to watch demos of live jobs.
A large, 20x80-ft. wallcovering served as an example of
Impress/DC Medias expanded range of capabilities.
106 featuring AutoPlate plate-changing,
extended delivery and integrated Prinect
Inpress Control.
SOUTH DAKOTA
RAPID CITYSimpsons Printing has
installed a Fuji Acuity Advance Select
wide-format atbed UV printer with roll
option and clear and white ink function,
as well as an Esko Kongsberg i-xl24 with
MultiCUT head and roll option. The new
equipment has improved productivity and
expanded their substrate possibilities.
VIRGINIA
RICHMONDPohlig Packaging has ac-
quired a Heidelberg Speedmaster XL 106
with extended delivery, Prinect Inpress
Control and full logistics package.
WISCONSIN
MANITOWISH WATERSRudy Valenta,
69, passed away in November. Most
recently president of Eltosch America,
he also worked at manroland and its
predecessor, Rockwell/Miehle.
Request a FREE useful envelope sizes wall chart at: www.wsel.com/wc-pi
Request Your FREE Envelope Sizes Wall Chart
Looking for a quick reference for standard envelope sizes?
We have a beautifully printed 24" x 35" full-color poster that illustrates a variety of helpful
envelope and postal information. Everything on the poster is printed to size, meaning that
you can hold your mail pieces up to it to see if they fall within certain sizes or specs.
The poster includes:
49 Standard Envelope Sizes
- Commercials
- Booklets
- Catalogs
- Coins
- Baronials
- Announcements
- Squares
Postal Standards Template for Letter-Sized Mail
- Max/Min Letter Sizes
- Max/Min Post Card Sizes
- Max Thickness
Anatomy of an Envelope
Tips for Measuring Commercial Windows
GLS Completes New Digital Printing Studio
BROOKLYN PARK, MNGLS Cos. has installed an HP Indigo 10000 to com-
plete its digital studio. In addition to the new new press, the studio also oper-
ates an Indigo 7500 and an Indigo 5000, as well as several nishing stations.
After months of research, planning and hard work by many committed in-
dividuals, it is with great pride that the GLS Digital Studio is open and running
smoothly at its full capacity, said CEO Gary Garner. We are thrilled to be able
to bring forth the latest technology in our industry and all the benets it has to
offer our customers.
From the left,
Jayme Wisely,
president and COO;
and Gary Garner, CEO,
enjoy a ribbon-
cutting ceremony.
Please Dont Keep
It a Secret
Send information about new equipment
and software installations, plant expan-
sions and renovations, major printing
contracts won, the signing of acquisition
and marketing alliance agreements, as
well as other newsworthy items to:
Across the Nation Editor,
c/o PRINTING IMPRESSIONS,
1500 Spring Garden St., 12th Floor
Philadelphia, PA 19130
E-mail: mmichelson@napco.com
Online @
Join in on the Discussions
PRINTING IMPRESSIONS encourages our readers to stay engaged
throughout the month by reading and replying to the blog postings
on a growing list of industry topics at http://PrintingsBestBlogs.com.
Members of the professional graphic arts community are also
invited to interact with the magazines staf and each other via the
PIconnects social media sites on Facebook, Twitter and LinkedIn.
Reconsider Your Approach to
Lazy Man LinkedIn Requests
By Ryan Sauers
WHAT IS Lazy Man LinkedIn? It goes something like this:
You do not really know people and yet they ask you to con-
nect with them via the social network LinkedIn.
You see, like all social networks, LinkedIn was created
to help people to connect with others they wanted to know
better. The original setup, although not used as much these
days, was to have a person who was a professional contact
of mine introduce me via LinkedIn to someone in his/
her professional network. So, just as business profession-
als have always introduced or connected people, LinkedIn
simply became a tool that, among other functions, helped
expedite this process. But what is going on now? You
guessed itLazy Man LinkedIn.
So what does the typical LinkedIn connection look like?
Here goes...Id like to add you to my professional network
on LinkedIn. Yes, that is rightthis is the LinkedIn default.
Wow, that is truly personal, huh? Why dont we take time
to customize this message? Why dont we tell the other
person 1) how we know them, 2) why we want to connect,
3) who we both know in common, 4) if applicable, where
we have met before, and 5) anything else that is not LAZY.
If your frst point of contact to another professional is Lazy
Man LinkedInreconsider your approach.
When someone sends me a Lazy Man LinkedIn request
and it requires my thinking of who they are, how I know
them, if I have ever met them and more, its likely that I
will not connect with that person. In contrast, let me know
where we met, who we know in common, the reason you
want to connect, along with the personal touch, and I will
most likely accept the invitation.
So make your communications memorable and, for
goodness sake, do not be Lazy Man LinkedIn. PI
Trusted Brands. Perfect Synergy...
Its part of our DNA!
Rely on Flint Groups people, products and performance to make your job easier
From our scientists to our sales & service experts, Flint Group focuses on customers.
Trusted inks, blankets & pressroom chemicals - from formulation to finished goods.
Optimized product systems that maximize pressroom value.
If you want to rely on one trusted supplier for inks, blankets and chemistry, call +1 734 781 4600
www.flintgrp.com I info@flintgrp.com I +1 734 781 4600
Inks, blankets, chemicals & more
AWARDS FOR
PUBLICATION EXCELLENCE
WINNER
Americas Most Infuential and Widely Read
Publication for Commercial Printers
EDITORIAL STAFF
MARK T. MICHELSON, EDITOR-IN-CHIEF
(215) 238-5329, MMICHELSON@NAPCO.COM
ERIK CAGLE, SENIOR EDITOR
(215) 238-5326, ECAGLE@NAPCO.COM
JULIE GREENBAUM, ONLINE EDITOR
(215) 238-5327, JGREENBAUM@NAPCO.COM
NICOLE PERRY, ASSOCIATE EDITOR
(215) 238-5325, NPERRY@NAPCO.COM
NOEL JEFFREY, WEST COAST EDITOR
(626) 792-9818, NOELJEFF1@EARTHLINK.NET
MARKETING & SALES STAFF
MARK J. SUBERS, GROUP PRESIDENT/PUBLISHING DIRECTOR
(215) 238-5092, MSUBERS@NAPCO.COM
NoRtheAst/southeAst/CANAdA/euRoPe:
MIKE HEMPSTEAD, ASSOCIATE PUBLISHER
(413) 582-0476, MHEMPSTEAD@NAPCO.COM
MIdWest/West CoAst:
BILL CURRAN, DIRECTOR OF MARKETING STRATEGY
(630) 323-8934, BCURRAN@NAPCO.COM
MId-AtlANtIC:
JUDE BAKER, MARKETING STRATEGY MANAGER
(215) 238-5316, JBAKER@NAPCO.COM
JAPAN:
TED ASOSHINA, ECHO JAPAN CORP.
+81-3-3263-5065
SUPPORT STAFF
FRANK MOORE, ART DIRECTOR
(215) 238-5400; FMOORE@NAPCO.COM
GINA MONTEMURRO, GROUP PRODUCTION DIRECTOR
(215) 238-5098; GMONTEMURRO@NAPCO.COM
ALEXANDER SCHWARTZ, MARKETING MANAGER
(215) 238-5306; ASCHWARTZ@NAPCO.COM
GREGRY GILROY, E-MAIL AND POSTAL LIST RENTAL MANAGER
(845) 201-5329; GREGRY.GILROY@REACHMARKETING.COM
KATHY KLING, REPRINT SERVICES MANAGER
(215) 238-5361; KKLING@NAPCO.COM
KRISTINA FROEMCHEN, CIRCULATION FULFILLMENT
(215) 238-5338; KFROEMCHEN@NAPCO.COM
EDITORIAL & PRODUCTION OFFICE
1500 Spring Garden St., 12th Floor,
Philadelphia, PA 19130-4094
Phone: (215) 238-5300; Fax: (215) 238-5484,
www.piworld.com
Library of Congress ISSN 0032-860X
Copyright 2014 North American Publishing Co.
CORPORATE OFFICERS
IRVIN J. BOROWSKY, Founder and Chairman
NED S. BOROWSKY, Vice Chairman
DAVID J. LESKUSKY, President
LAWANDA JOHNSON, Chief Financial Ofcer
ROBERT A. GIBBONS SR., Senior Vice President
JEANNE SCULLY, Vice President, Human Resources
THOMAS PERKINS, Vice President, Information Services
PATTY PERKINS, Vice President, Audience Development
and Paid Products
VALERIE TICKLE, Vice President, Data Intelligence
JANE CHERO, Vice President, Production
AMBROSE CRENSHAW, Director of eMedia
Strategy and Development
JOHN P. GELETY, Director of Video
Services
JULIE LAMOND, Design Department
Manager
This publication is provided with the express understanding and agreement
that the information and data within it will be solely for internal use and
will not be used for the creation or updating of mailing lists for sale or
distribution to third parties.
Printed at RR Donnelley Publications Group, Kansas City.
ALTHOUGH THE BULK of printed pages are still output
on ofset presses, litho page output numbers are shrink-
ing overall, whereas short-run digital printing volumes are
rising. Toner-based digital output devices have domi-
nated the industry landscape, but it doesnt take a crystal
ball to see that inkjet-based digital print production will
proliferate in the coming months and years ahead.
And, its not just wide-format inkjet printers for signage,
displays, etc. High-speed, continuous-feed production
inkjet presseslike the InfoPrint 5000 recently installed
by Edwards Brothers Malloy, our January cover story pro-
fleare making strong inroads in the book, direct mail
and transactional printing markets. Over time, other markets will follow.
Granted, these high-speed inkjet presses are not suited for many
print shops. It takes a lot of short-run, often variable, and recurring jobs
in the pipeline to justify such a large investment. Some of the initial
roadblocks are being removed, though, as paper mills race to meet
market demands for a wider range of lower-cost stocks, weights and
sizes, and fnishing equipment manufacturers work the kinks out of
automated solutions that enable high-speed postpress processing.
And, as more B2-format, cutsheet production inkjet press models
enter the marketplace, inkjet technology will be a game changer for
short-run commercial and packaging work. Although a webfed inkjet
press is best suited for higher-volume shops, the eventual, widespread
availability of lower cost, sheetfed output devices will help hasten inkjet
adoption among small- and medium-sized printing establishments.
Over time, they will also displace the dominance of toner-based digital
printers due to inkjets inherent cost and speed advantages.
Wondering whether inkjet printing capabilities make sense for your
business today, or perhaps further down the road? Then be sure to
check out our production inkjet printing special report, which begins on
page 30 in this issue. There, several of todays leading digital printing
thought leaders discuss the current state of the market and what a
printer should consider before taking the plunge into the inkjet pool.
Printing company execs who are really serious about all things inkjet
should also consider attending this years Inkjet Summit, held April 7-9
in Florida. The educational content and peer-to-peer networking are
invaluable. To see if you qualify for the all-expenses-paid trip, e-mail
David Pesko at dpesko@ngagevents.com and visit www.ijsummit.com.
On-Demand Print
Is Shifting to Inkjet
Editors Notebook
SCAN WITH YOUR
SMART PHONE
EDWARDS BROTHERS MALLOY
Making Change Their Friend
By Erik Cagle, SENIOR EDITOR
I
n order to fully reap the benets associated with change, it is
important to believe that a deviation from the status quo is both
good and necessary. For some, change may be thrust upon them;
for others, it may represent an opportunity to exceed, or merely
just survive.
And, for those printers that ply their craft in the book manufac-
turing industry, change has become a fact of life.
Our company is 120 years old, but weve probably seen more
changes in the last ve years than we had in the previous 115, ob-
serves John Edwards, president and CEO of Edwards Brothers Mal-
loy, a book and journal printing specialist based in Ann Arbor, MI.
Instead of allowing change to dictate its future course, Edwards
Brothers Malloy has ushered in an era of evolution. In early 2012,
then-separate entities Edwards Brothers and Malloy Inc. announced
that they were merging their family-owned businesses, creating a
mega book printer with $102.5 million in sales for scal year 2013.
In addition to reaping each others equipment mix, Edwards
Brothers Malloy has been highly aggressive in its most recent capex
campaign, bringing aboard its rst sheetfed offset press, a 40 Hei-
delberg Speedmaster. A Ricoh InfoPrint 5000 continuous-feed inkjet
press (its rst), a Kodak NexPress (its fourth), two Konica Minolta
bizhubs (a C7000 and C8000), an HP wide-format digital printer
and two Oc 6320 monochrome text printers from Canon Solutions
America round out the unprecedented growth spurt.
In a sign of the growing trend toward short-run, digital book
productionwhere Edwards Brothers Malloy is experiencing 20
percent annual growththe company announced last summer that
it was consolidating its Jackson Road and State Street manufactur-
ing facilities in Ann Arbor, and relocating some of its gear to its
Lillington, NC, plant, in a yearlong process that underscores the
decline in long-run offset book printing.
The move toward digital printing is unmistakable. Our per-
spective is that the future of our business is being able to help pub-
lishers manage their supply chain and, to do that, we need to be
able to print anywhere from one to 100,000 copiesmainly one to
1,000quickly and cost-effectively, notes Joe Upton, vice president
of sales and marketing. These equipment investments were made
with that in mind. Whether its print-on-demand (POD) output or
an inventory replenishment model, its really targeted to working with
publishers as a partner and managing their supply chain.
Edwards Brothers Malloy is a short- to medium-run book man-
ufacturer that produces hard-bound, softcover and stitched product
runs under 10,000. Prior to obtaining the Speedmaster,
Edwards Brothers Malloy focused primarily on one- and
two-color production. The rm can handle components,
text and bindingall in-house.
Offset and Digital Powerhouse
With upwards of 800 employees working in eight
facilities across the United States, Edwards Brothers Mal-
loy serves the educational (higher ed and K-12), trade,
self-publishing and professional (practicing doctor/law-
yer/accountant) sectors. It handles about 20,000 offset
orders per year, with runs ranging from 200 to 100,000,
and more than 200,000 digital printing orders annually,
from single copies to several hundred.
Of the many changes taking place at Edwards Broth-
ers Malloy, one of the most notable is the recent acquisi-
tion of the Ricoh InfoPrint 5000, which just went live
last November. It is being used to run one- to four-color
text in run lengths up to 1,500 copies and page counts
up to 1,200, depending on paper bulk. The new inkjet
web press also answers the call for quality that rivals digi-
tal toner and short-run offset printing.
There was an area of demand that we were not able to serve
economically, Edwards observes. This press enables us to jump
into the inkjet market with a signicant bump in capacity. Our
goal is to run four-color digital work on the InfoPrint, but initially
it will constitute half black-and-white output as four-color demand
continues to grow.
Joe Upton points out that Edwards Brothers Malloy recently
took over an in-house digital printing facility in New Jersey oper-
ated by one of its major publishing customers. The sizable volume
The newly installed Ricoh InfoPrint
5000 expands four-color capacity for
digital press runs of up to 1,500 copies.
REGISTER at trade.4over.com and SEE FOR YOURSELF
UNMATCHED IN QUALITY.
EXCEPTIONAL in VALUE.
LOCAL
DELIVERY
in select areas
PERFECT YOUR PROFITS
WITH THESE PRODUCTS...
Marketing Products
Business Cards
Postcards
Flyers
Booklet
Presentation Folders
Stationery
Letterheads
Envelopes
Notepads
Wide Format
Banners
Rigid Signs
Magnets
Adhesive Vinyls
Packaging / P.O.S.
Labels & Stickers
Table Tents
Paperboard Boxes
...and more

of four-color work that accompanied the agreement made it easier
for Edwards Borthers Malloy to justify its InfoPrint acquisition and
ts into the companys ideal role of serving as an inventory man-
ager for its client base. Thats certainly reected in further planned
acquisitions, many of which are concentrated on IT and creating
systems that drive cost out of the transaction process, while making
life easier for the customer.
In all, Edwards Brothers Mal-
loy has eight digital printing centers
nationwide, with one in the United
Kingdom. Of the nine, ve are
housed at customer locations. We
did signicant upgrades at most of
the centers in terms of equipment,
normal wear-and-tear replacement,
and picked up some additional ca-
pacity, notes Donna Coleman, di-
rector of marketing.
The book printer and manufac-
turer has helped many of its longtime
offset customers transition smoothly
into POD production. One of its
larger clients posted 17,000 orders
in 2012 with an average print run
of just 2.2 copies. Edwards Broth-
ers Malloy has reduced many of the
human touch points that can com-
plicate the process by linking POD
customers with the printer via an
electronic data interchange (EDI)
connection. The EDI-driven orders
contain all the specications that
are needed to process the short-run
jobs, which are sent directly to the
print engines without the need for
human intervention.
This saves us signicant time
(that comes with) having a human
being enter the order, prep it and
push it into the production system,
Coleman notes. It also saves on the
back end, since invoicing is also
done automatically, along with or-
der receipt acknowledgements and
shipment notications.
Clearly, the biggest change to
visit Edwards Brothers Malloy was the 2012 merger that brought
the two Michigan heavyweights together. John Edwards and Bill
Upton began talks in August of 2011, and soon realized the com-
panies had complementary aspects and little redundancy, including
in their customer lists. Edwards Brothers offered a signicant digital
footprint, and Malloy Inc. countered with a solid fulllment opera-
tion. Both rms were traditional family-owned businesses with vi-
sion statements that were essentially the same. The typical Edwards
Brothers print run was half as long as Malloys, but with twice the
page counts.
In the span of roughly six months, the marriage was nalized. It
has been an eye-opening experience from both perspectives, simpli-
ed by the existence of more commonality than difference between
the rms. But, as with any coming together of two cultures, the fear
of the unknown can still be gripping.
Employees see that our differences, within the grand scheme of
things, are pretty minor, Bill Upton observes. But, anytime you
change one thing for one group of people, the impression they have
is were becoming like the other company, when in reality were
becoming a different company. Its two family-held businesses, and
our culture reects that.
Components of a Successful Merger
As part of the coupling process, John Edwards said the compa-
nies researched business mergers, why they fail and what charac-
teristics can generally be found in successful unions. They found
that the most successful ones involve companies that are close in
proximity, in the same line of work and where senior management
remains in place. This deal met all of that criteria.
One of the toughest things is that you dont shut off the lights
at one company on Friday and move into the other on Monday,
Edwards points out. A machine moves, and a crew moves with it.
A shift opens up and a crew moves over. It makes it a lot tougher
because were standing on both sides of the river.
A transition committee, headed by the rms HR director and
containing employees from every department, shift and building,
meet on a weekly basis to discuss the difference in cultures and how
to reconcile the differences in the daily activities. In addition to the
committee, teams from prepress, press and bindery deal with area-
specic issues to ensure a smooth transition, with employees from
all shifts at both plants participating.
When you get people in a room together and they start to see
each others perspective, it helps to break down walls, Edwards notes.
About ve years ago, then-Edwards Brothers unveiled gps Global
Print Solutions, a distributive print and distribution model that was
ahead of its time. The idea was to form a solutionprinting on both
sides of the pondthat could enable publishers to cost-effectively
manage their international printing needs by reducing time to market
and diminishing the costs associated with shipping and maintaining
inventory. Edwards had explored the possibility of partnering with a
United Kingdom print provider 10 years earlier.
We couldnt make the math work until about three years ago,
OUR COMPANY IS
120 YEARS OLD, BUT
WEVE PROBABLY
SEEN MORE CHANGES
IN THE LAST FIVE
YEARS THAN WE HAD
IN THE PREVIOUS 115.
John Edwards
A technician works in front of
a Kodak NexPress SE3600 press.
he says. Files are now more portable and weve gured out how to
reduce the transaction cost. Weve since added partners in Australia
and Singapore. This is going to grow signicantly. I see more titles
coming to us from the UK than the other way around.
With book order volumes constantly shrinking, digital output
offers the best path to growth for Edwards Brothers Malloy. Cus-
tom publishinga buzz area in higher education, with text con-
tent catered toward a specic professors curriculumis one of the
faster-growing areas. The K-12 segment, which has disappointed
the book printing space the past few years, also offers optimism for
an uptick in 2014.
Self-publishing continues to be a fertile ground, but one market
where Edwards Brothers Malloy will not compete is photo books.
The challenge? The Christmas season is when photo book demand
is at its peak, but that is also the busy time when Edwards Brothers
Malloy is addressing the needs of its education clients.
One of the areas where we excel is exibility, Bill Upton ob-
serves. We run a wide gamut of products in offset plants and can
match those quite well with our digital offerings. From an inventory
management standpoint, thats very important to our customers.
They dont have to dramatically change specs when a title moves
out of the offset printing realm into the digital realm.
Building Strong Partnerships
Moving forward, the short-term goals for Edwards Brothers Mal-
loy revolve around completing the Ann Arbor plant consolidation.
With the integration of their respective IT systems now in the rear-
view mirror, the company has even higher expectations for 2014.
In a world of change, the one constant factor for any business
is to become an indispensable provider to its customer base. You
need to know whats going on in the marketplace and understand
your customers, and offer value propositions that make them want
to partner with you, Edwards remarks. I say the same thing to
our vendor suppliers: Help us run our business more efciently
and help us do a better job. Thats how you stay relevant, and that
is what weve focused on for the past couple of years. PI
versatility = protability
For todays commercial printers, versatility is the best business
strategy. Oering a choice of CMYK, metallic, light black and white
ink plus integrated contour cutting, the SOLJET
Pro 4 XR-640
inkjet printer/cutter gives you the quality, speed and versatility you
need to handle any job that comes your way.
For more info and a free print sample, visit www.rolanddga.com/xr
SOLJET Pro 4 XR-640
64 printer/cutter
When we bring back new ideas for interior
and exterior signage, banners and vehicle
graphics, our commercial printing clients are
hungry for them. Our SOLJET provides an
important source of growth for our business.
John Long, Allegra Castleton
Wide Format Printing
Opportunities for
Commercial
Printers
www.rolanddga.com/wideformat
FREE WHITEPAPER
A four-color, 40 Heidelberg Speedmaster sheetfed press, opera-
tional late 2012, was the companys rst offset color text press.
2014 HOT MARKETS
Packaging, Pharma Head List
By Vincent Mallardi, C.M.C.
T
his year (2014) will bring our industry back to 2005, but
not sentimentally. Sales will decline 4 percent to the level
of nine years ago, but smart printers chasing hot markets
should experience positive growth. The losers will be lazy
competitors who wait for a recovery that will not occur.
Instead, and better, is a paradigm shift where all we thought we
knew is irrelevant and all we need to know is new. For at least some
of us, this means providing multi-channel content and distribution,
of course advocating print as a large and essential part of the mix.
The only other option will be to exit or merge with other legacy
printers; a well-underway loser strategy in the New Year.
PACKAGED FOODS ($1.18T, +2 percent; with $17.0B
to print, -4 percent) will continue to be the No. 1 buyer of both
print packaging and advertising materials, but at a lesser total out-
lay. Because of higher costs of ingredients, the only place to save
is through de-packaging and cutting back allowances to retailers.
FSIs will be worst hit, followed by plastics packagers. New de-
signs in paperboard and thin lms will utilize more cube space
on retail shelves; taller containers; and more square ones including
nested, stacked and printed-on-wrapper-only multi-packs. Litho
carton and roll exo providers will prevail, while litho jar labels,
closures and metal decorated cans will recedepermanently.
Printed electronics on packages will replace best before notic-
es, and the rst intelligent fridges may alert shoppers on their smart
phones whats running low, going bad or is needed to complement
the meal possibilities on hand. Products that dont ask for a plate,
spoon or a stovemostly single-servewill reduce food and en-
ergy waste. Multi-sensory elements on packages such as textures,
sound, articulated movement, scents and hidden images will ac-
company local personalization: the high school football team on
the Wheaties box, locally-grown tags on fresh foods, etc.
Supermarkets and other food retailers will commence the rst
major redesign of facilities in decades, reducing footprints, but daz-
zling the consumer with info-tainment rivaling Las Vegas. Near-
pack, in-aisle, on-cart, end-aisle, on-shelf, dangle downs, near-eld
QR codes and augmented reality will engage as never possible before
personal communication devices. Best performing segments will be
pet foods (soon to be FDA regulated with new labeling), ready-to-eat,
reusable-container single-packs and fresh foods minimally wrapped.
No. 6-ranked BEVERAGES ($501B, 0 percent; with
$10.5B to print, -3 percent) and No. 13-ranked FOOD
SERVICE ($863B, +4 percent; with $6.2B to print, +5 percent)
will extensively re-package and re-brand to revive waning consumer
thirst. SAB Miller and Pepsi are changing their graphics and con-
tainer shapes; Sols new beer label glows like the sun; Budweiser will
be using digital location-based packaging; and a Japanese brewer is
peeling-out origami!
Coca-Cola is testing snap-away cans that offer two servings.
There are even topless beverage containers that double as cups.
With all this zz, POP/POS will pop, as well as out-of-home print.
Nearly one million eat-in and take-out food service facilities are
catering to overworked, time-strapped diners. As the Top 100 chains
make up less than 20 percent, theres a big plateful of local print,
especially if we combine print with social media engagement at the
store level, and Web-based print management at the enterprise level.
Food service products are tangible as is our medium. Print-intensive
are sanitary packaging, take-home menus, gift/frequent diner cards,
table tents/toppers, tray-liners, back-lits, coupons, and all forms of
wall, oor, ceiling, parking lot and window graphics.
In economic recovery mode and moving to No. 2 will be
MEDICAL/PHARMA ($502B, +6 percent; with $15.0B
to print, +3 percent). Meanwhile No. 8-ranked HEALTH
PROVIDERS ($3.4T, + 4 percent; with $9.5B to print, 0 per-
cent) remain on the operating table under the knife of the decep-
tively-named Affordable Care Act. Big pharma holds all the scrips
and will not yield pricing in 37 percent of its global market. Rather,
it will increase print-intensive, pull-through, patient-directed ad
spending to bring that share up to 50 percent.
Concurrently, health insurance providers are, and will be, fever-
ously heating up their digital in-plants as they notify, terminate and
re-direct the least healthy to German-style krankenkassen exchang-
es. VDP letter-format and carrier-mount cards will be on steroids.
PERSONAL CARE ($406B, +4 percent; with $5.3B to
print, -11 percent) will slip to No. 18. Color cosmetics, hair and
skin care have long been at saturation, and big names like Este
Lauder and Revlon are slashing ad budgets, but keeping in-store
displays beautifully made-up. Avon now sells its catalogs to its reps
while it will reduce the print spend by more than 1/3rd.
At retail, everyone is discounting and private labels are prolif-
erating; the latter a small opportunity for label and carton plants.
Pharmacies will be overwhelmed with prescriptions as a new, forc-
ibly insured not-healthy portion of the population crawls or wheels
its way through crowded aisles and around now-dangerous oor
displays. Trafc-builder in-store signage, FSIs and other promo
print will no longer be necessary; a killer prognosis for screen, large-
format sheetfed and heatset web printers.
LITHO CARTON AND ROLL FLEXO PROVIDERS
WILL PREVAIL, WHILE LITHO JAR LABELS,
CLOSURES AND METAL DECORATED CANS
WILL RECEDEPERMANENTLY.
Mark Andy Print Products (formerly the supplies segment of Presstek Inc.) is a complete resource for all supplies, consumables and small equipment. All things offset and exo!
Offset: 1-800-225-4835 (USA)
Flexo: 1-888-491-TAPE (8273)
Pressroom
Efciency

Flexographic printing products

Offset consumables and supplies

Small equipment accessories
Plates

Film

Proong

Blankets

Inks
Chemistry

Cleaning Items

Bindery

Tapes
Tint Sleeves

Doctor Blades
shop.markandy.com
PUBLISHING/NON-NEWSPAPER
($75B, -4 percent; with $11.8B to print, 0 percent)
at No. 4 is self-destructing as incompetent executives
use new media as an excuse to scuttle print and pay
themselves while their balance sheets shred to goodwill
and intangibles. The Time Inc. spin-off and the sale
of Forbes Media will show how little investors regard
books and magazines even though global demand, es-
pecially for English-language print, is increasing. Only
in the United States are titles, page revenues and circu-
lation decreasing.
In professional/educational books (-6 percent) theres
a tri-opoly (new word) thats herding educators and stu-
dents into custom-content VSR and e-books by outra-
geously pricing static-bound versions or withdrawing
them altogether. Oppositely, adult/childrens trade titles
are not being printed in sufcient quantities to be avail-
able anywhere except online, thus discouraging demand.
Periodicals, trimmed in size, torn in page counts and cut
in circulation, will be dumbing down content.
There are pockets of excitement, as in interactive
publications, art books and prints, pop-ups, glow-in-
the-dark, deluxe commemorative special editions with
slipcases, 3D, faux paper fashion accessories and other
high-value enhancements. Self-publishing, sold online
and run digitally, provides high quality, very-short-run
production of literary works, greeting cards, calendars,
vanity wall coverings, photo books and most anything
else. The marketplaces for these are less than 5 percent
penetrated, so theres time to get in.
Ringing up to No. 3 is TELECOMMUNICA-
TIONS($1.5T, +2 percent; with $12.0B to print, +5
percent). Sector growth is deceiving; some categories
like mobile, other wireless (+43 percent) will be on an
FSI, POP/POS and transit print binge while others,
like directories, will continue downward at -22 percent.
Cable/satellite could be technologically displaced
by 2016 as cord-cutting and migrations to streaming
PC2TV. The cable industry will ght back with its TV
Everywhere Wi-Fi for subscribers movement, so there
will be a lot of print in the ght for survival. Mobile
apps and QR codes are also a must provide by smart
printers (not an oxymoron), along with mobile site and
SMS (short message service) management as essential
complements in a cross-media interactive program.
Related, but crashing, are tech sectors, No. 14
COMPUTER-WARE ($790B, +4 percent; with
$6.2B to print, -13 percent) and No. 20 ELECTRON-
ICS ($761B, -4 percent; with $4.5B to print, 0 per-
cent). Because most labeling and packaging are offshore,
U.S. print demand is out-of-home and at retail locations.
Apple will pursue lifestyles and loyalties while the other
entrants tout price. Best Buy and other major outlets will
maintain but not increase FSIs, bind-ins and in-store
print; on hold or pause.
BANKING/INSURANCE ($4.2T, +5 per-
cent; with $11.6B to print, +4 percent) will withdraw
to No. 5, as its nancial relation INVESTMENT/
BROKERAGE ($1.3T, +4 percent; with $5.2B to
RANKINGS OF DEMAND
SECTOR/CATEGORIES
BY 2014 PRINT POTENTIAL
(in U.S.$ Billions)
R
a
n
k
S
e
c
t
o
r
s
/

C
a
t
e
g
o
r
i
e
s
R
e
v
e
n
u
e

F
o
r
e
c
a
s
t
G
r
o
w
t
h

R
a
t
e
P
r
i
n
t
i
n
g

T
r
e
n
d
S
h
a
r
e
-
t
o
-
P
r
i
n
t
P
r
i
n
t

P
o
t
e
n
t
i
a
l
P
r
i
n
t

%

C
h
a
n
g
e
1
Packaged Foods $1,175 2%
s
1.4% $17.033 -4%
2
Medical/Pharma 502 6
s
3.0 15.045 3
3
Telecommunications 1,506 2 s 0.8 12.040 5
4
Publishing/Non-Newspaper 75 -4
s
15.7 11.812 0
5
Banking/Insurance 4,192 5 t <0.3 11.605 4
6
Beverages 501 0 t 2.1 10.505 -3
7
Real Estate 2,048 5
s
0.5 10.366 -3
8
Health Providers 3,390 4
s
0.3 9.504 0
9
Automotive 2,089 6 t 0.4 8.358 -6
10
Travel/Hospitality 880 1
s
<0.9 7.478 -5
11
Fashion 615 <3
s
1.2 7.109 1
12
Gaming/Wagering 590 -10 t 1.0 6.318 -10
13
Food Service 863 4 s 0.7 6.217 5
14
Computer-ware 790 4 t <0.1 6.155 -13
15
Entertainment 909 -1 s 0.7 6.010 <2
16
Discount Retail 1,479 <7 s 0.4 5.967 6
17
Home Improvements 797 3
s
0.7 5.579 10
18
Personal Care 406 4
s
1.3 5.268 -11
19
Investment/Brokerage 1,250 4 t 0.4 5,202 -6
20
Electronics 761 -4
s
0.5 4.541 0
21
Security/Protection 228 3
s
2.0 4.500 0
22
Leisure Activity 195 0
s
2.0 3.944 -3
23
Logistics/Freight 752 6 t 0.5 3.761 -4
24
Government/Federal and State 6,460 6 t <0.3 1.996 0
25
Higher Education 184 5 s 0.9 1.620 5
TOTALS/AVERAGES HM $32,637 t 0.6 $187.993 -3
LESS: NET OVERLAP/OTHER -16,509 5.431
TOTALS/AVERAGES -ALL $16,128 1 t 1.2 $193.424 -4
All data are rounded.
print, -6 percent) crashes to No. 19. These institutions are going
where the big money is, and its not in commercial banking. Retail
branches will shrink into kiosks (screen and digital print-intensive),
and mobile banking (+30 percent) will be widely promoted via POP/
POS and out-of-home in cross-media campaigns.
Insurance and investment banking will intensely market both
risk and wealth management using production digital VDP and
PURLs for 1:1 direct stimulus-response delivery, bound instruc-
tional documents and hyper-personalized presentations. Conven-
tional static newsletters, offering-circulars and other narrow web
and sheetfed work, will remain at as these sectors install in-plant
production digital capabilities for security and control.
Now to the three durable goods sectors: No. 7 REAL
ESTATE ($2.0T, +5 percent; with $10.4B to print, -3 percent)
is foreclosing on our medium even as it is recovering. Residential
new and resale housing is building with promotion principally to
the so-called millennial generation, which does not search using
reective copy.
Only among renters and retirees are web-produced guides and
newspaper/magazine ROP and inserts cost-effective and, as these
demographics are declining in the housing marketplace, volumes
are fallingforever. In luxury estate residential, condominiums and
commercial real estate, digital view-books with personalization in
multiple languages is growing along with excess property for sale.
Signs are hanging in there, though now with QR codes hinged to
them.
AUTOMOTIVE ($2.0T, +6 percent; with $8.4B to print, -6
percent) is No. 9 and shifting in two directions; in forward toward
a 16.5 million vehicle year, and in reverse to a drop of $0.6B in
print buys.
Total print ad spending will slip below online in the New Year
when the reduction of showroom print is included in the mix. ROP
and insert print tanked last year as labels, dcor, packaging, manuals
and digital rollfed OEM (mostly in-plant) raced upward of $4.0B
on increased unit production. This trend will continue to 2016
when production levels subside.
The remaining spots into which a general printer can drive are
retail dealer groups (co-op sheetfed/web FSIs and wide-format digi-
tal POP), auto-traders (open-web classieds) and auto aftermarket
parts/services (retail signs, packaging, POP/POS, FSIs, labels, etc.),
which will ll-up on $1.2B in ink-on-paper.
The third durables sector, No. 17 HOME IMPROVE-
MENTS ($797B, +3 percent; with $5.6B to print, +10 percent),
will hammer homeowners with direct mail, door-hangers and
anything else that nails both the do-it-yourself and remodeling
Equipment & Supplies for...
High-Speed In-Line
Wire-O Binding
Automatic Punches:
Up to 120,000 sheets
per hour
AUTOMATIC PUNCHING
& BINDING SOLUTIONS
James Burn Lhermite
James Burn Lhermite
THE TIME INC. SPIN-OFF AND THE SALE
OF FORBES MEDIA WILL SHOW HOW
LITTLE INVESTORS REGARD BOOKS AND
MAGAZINES EVEN THOUGH GLOBAL
DEMAND, ESPECIALLY FOR ENGLISH-
LANGUAGE PRINT, IS INCREASING.
buyers. The strongest growth since the housing boom, which
peaked in ownership (highly-leveraged you remember) at 69 per-
cent (2004), means print is building back.
Store signage/displays, how-to guides, FSIs, furniture catalogs,
contractor vehicle wraps, windshield-stuffers, blueprinting and
Made-in-USA labels/packaging; all will be there for the selling!
Discretionary is economics-speak for non-durable goods and
services; 19 percent of total demand and the third most durable at
a 90 percent retention rate. TRAVEL/HOSPITALITY ($880B,
+1 percent; with $7.5B to print, -5 percent) takes off to No. 10, but
print will likely miss the ight. This largest of the six sub-sectors
will check in with fewer bound guides, maps, tri-folds and in-room
amenities. Hotels (+2 percent) will be up as average daily rates and
occupancies increase. Renovated and swapped properties will need
makeover print, as will the air/rail travel (+7 percent) and cruise
lines (+2 percent) segments, both recovering from mishaps and
consumer discontent.
Posters, displays and brochures at travel agencies, and travel loy-
alty program transpromo, could be turnarounds if put on our print
itinerary. Destination parks (+<2 percent) will be closing as real
estate developers and an aging population eschew past attractions.
FASHION ($615B, +<3 percent; with $7.1B to print, +1
percent) will change into a size No. 11, but with little more room
for print already at an XXL 60 percent share. A new fashion maga-
zine, Porter, will launch with a cross-media app by Richemonts new
in-house publishing group. Print management est trs en vogue,
as well as cross-branding by fashion publications GQ, Esquire and
others with specic stores like JCP, Mens Wearhouse, etc. Inserts,
in-store, direct mail and catalog print will be best sold through the
fashionista media than to the brands.
GAMING/WAGERING ($590B, -10 percent; with
$6.3B to print, -10 percent) is No. 12 in 14, but with 100-to-0
odds that print will lose big at casinos/off- and on-track betting
parlors (-15 percent). Personalized loyalty direct mail, a former win-
ning hand, is folding, and new/renovated rich-in-print casinos are
on hold or on the block. Caesars, the industry leader, is losing more
dough than any of its players (more than $1B last year), and is clos-
ing/selling off casinos to bet on online/mobile gaming.
Recently OKd in six states, online/mobile gaming could be
legal in all but a few by year-end 2014. Because the United States
represents 67 percent of the global market, and most states are des-
perate to tax sins, many chips are on the line for online. It will be
a winning hand for print with a cross-media ush of NFC pull and
SMS push. The state/province lotteries (+2 percent) are easier to
play as they deal the bids and are not open to suggestion.
Scratch-offs will continue to be the biggest game, but only a
few companies have all the work. Better to go after retail signage,
displays, billboards and FSIs. A 2014 event for print will be the
cross-state promotion of online lottery subscription.
ENTERTAINMENT ($909B, -1 percent; with $6.0B to
print, +<2 percent) is No. 15. It could be intermission in this sec-
tor because of rising ticket and download prices. Live concerts/
performances are coming off double digit growth as fewer pro-
ductions and smaller audiences are anticipated. Fewer printed pro-
grams, posters and other memorabilia will be impacted. Motion
pictures (+6 percent) will double 3D digital screens worldwide
by year-end 2016. In-theater displays will be more elaborate, and
cross-promotions with merchandise and dining venues could also
double this decade. The remaining categories will all be lower or
at zero growth.
As with No. 22 LEISURE ACTIVITY ($195B, 0 percent;
with $3.9B to print, -3 percent), consumers lack time and money
for sports, recreation and hobbies, and most of these categories are
at saturation and in decline.
Oppositely, DISCOUNT RETAIL ($1.5T, +<7 percent; with
$6.0B to print, +6 percent) jumps to No. 16. Following a year of at
same-store sales, the Big Boxes will invest a record amount in print.
FSIs, direct mail and in-store graphics will be intended to both emu-
late and displace mid and upscale retail categories. Sears, K-mart and
others plan to close hundreds of under-performing stores, opening
share gain opportunities for the other, healthier places.
At No. 21 is SECURITY/PROTECTION ($228B, +3
percent; with $4.5B to print, 0 percent). Imaging technology in
good hands can now prevent ID theft, product tampering, coun-
terfeiting, false documentation and all criminal intent. Most in our
industry wont take the trouble to master the methods, though were
the ones who logically should be in front of it.
A national ID smart-card is coming, and most everything
printed could have a security feature stamped, image-embedded or
otherwise included in the substrate or lm; a big value-added for
the buyer (and for us, of course)!
LOGISTICS/FREIGHT ($752B, +6 percent; with $3.8B to
print, -4 percent) is No. 23 and dropping. Overall postal volumes
and multi-modal freight shipments are victims of technology, econ-
omy and politics. Any revenue growth will be from fuel surcharges
rather than demand. Multi-part shipping forms, envelopes, folding
cartons and POS print will remain at. The online retail giants will
do everything in-house, including product labels.
GOVERNMENT/FEDERAL AND STATE ($6.5T,
+6 percent; with $2.0B to print, 0 percent) will be No. 24. Federal
agencies with in-plants will continue to resist the GPO, while state
and local agencies shift most print to output or for local publishers/
printers to sell such as drivers license manuals, sh and game, etc.
Last, at No. 25 is HIGHER EDUCATION ($184B, +5 per-
cent; with $1.6B to print, +5 percent). Enrollments are dropping,
costs are rising and the for-prot (+12 percent) companies posing as
universities are taking real market shares. Transit and other out-of-
home print, ROP/FSIs and direct mail will get good grades. Expect
school mergers and name changes as there are too many institu-
tions, and many are in nancial collapse. Development spends are
not delivering alumni dollars and are being cut back. Athletics ac-
tivity should keep poster, program and related print at 2013 levels.
Inclusively, the HM-25 will account for 97 percent of total
print. Become an expert provider for a few verticals rather than be
a commodity bidder in a horizontal position. Market hot in 2014
and be around for the years after the paradigm shift! PI
About the Author
Now in its 35th year, Vincent Mallardis Hot Markets for Print Media is the
longest, continuous forecast of the printing industry, by sector, region and prod-
uct. For more info on the complete report, e-mail the author at vince@pbba.org.
FOLLOWING A YEAR OF FLAT SAME-STORE
SALES, THE BIG BOXES WILL INVEST A
RECORD AMOUNT IN PRINT.
THE SURVEY SAYS...
Next Big Things in 2014
By Lisa Cross
A
t the end of every year, industry pundits and prognos-
ticators attempt to predict the next big thing in the
printing industry and where rms will invest. Instead
of making guesses on where the industry is headed in
2014, PRINTING IMPRESSIONS and InfoTrends surveyed print service
providers (PSPs) to nd out what rms plan to invest in and the
rationale behind investment plans.
The survey is part of an ongoing partnership between InfoTrends
and North American Publishing Co. (the publisher of PRINTING IM-
PRESSIONS) to monitor emerging market trends. The latest survey, con-
ducted last September, focused on nding out the key equipment,
services and software investments on the agenda for the coming year.
Respondents investment plans for 2014 center mostly on sup-
porting print, however the addition of marketing services, digital
media products, and industrial printing applications are also on
the agenda, albeit on a smaller scale. Print service providers are also
expecting 2014 to be a year of double-digit revenue growth, as the
97 decision-makers responding to the survey anticipate revenues to
increase, on average, 10 percent compared to 2013. Thats up from
the 4.2 percent revenue growth reported last year.
Print service providers plan to power growth on many fronts
(see Figure 1), including strengthening print through adding ancil-
lary support services (i.e., fulllment, Web-to-print, personalized
print, mailing, marketing, data and content development) and
emerging technologies to make print interactive, such as mobile
codes, augmented reality and near eld communication.
At rst glance, respondents plans for 2014 look like rms are
sticking with the status quo and expanding more in service areas that
arent new. Thats partly true. The other half of the story is those com-
panies that are expanding by adding marketing-type services and pur-
suing methods for making print interactive. Those rms are evolving
services to differentiate from the competition, move up the customer
value chain, grow business and respond to new customer demands.
When asked to identify the specic reasons for new service in-
vestments, those services dominating business growth leaned more
to nontraditional services (see Figure 2). Respondents identied
content development, data services and digital media applications
as key services for growing business. Emerging technologies that
make print interactive, such as mobile codes, augmented real-
ity, and near eld communication, are also viewed as services for
FIGURE 2:
Reasons for Investing in New Services
Q: Why are you investing in these new services?
n Growing business n Customer demand
n Diferentiation n Other
Content development
Web-to-print
Personalized, 1:1 print communications
Data services
Website services
Social media marketing
Making print interactive via mobile barcodes
Making print interactive via augmented reality
Making print interactive via NFC
Marketing services
Mobile barcodes
Mailing services
Mobile application development
Fulfllment services
Mobile marketing
FIGURE 1:
The 2014 Agenda for Expanding and Adding Services
Q: What types of new services will you add or expand in 2014?
n Add n Expand n Continue at same level
n Plan to ofer in next 24 months n No plans to ofer
Web-to-print
Marketing services
Social media marketing
Data services
Website services
Mobile marketing
Mobile application development
Fulfllment services
Personalized, 1:1 print communications
Mobile barcodes
Making print interactive via mobile barcodes
Making print interactive via NFC
Mailing services
Content development
Making print interactive via augmented reality
0% 20% 40% 60% 80% 100%
N=73 Print Service Providers Source: InfoTrends Emerging Trends, 2013
0% 20% 40% 60% 80% 100%
N=Varies, based on 6-36 Print Services Providers Source: InfoTrends Emerging Trends, 2013
growing businesssignaling the industrys move to bolster prints
role in a new media world.
Print service providers also designated Web-to-print and per-
sonalized print services as key growth services. While these services
arent new, customer demand for them is picking up. Web-to-print
is a key means to address marketers increased demand for improv-
ing marketing supply chain managementthe chain of suppliers
that an organization relies on to produce marketing materials. Web-
to-print systems provide marketers with an agile and scalable com-
munication ordering process to reduce costs from over-ordering of
materials, better control branding and provide real-time visibility
into print costs.
The ability to personalize a document is a key aspect of making
its content relevant. Personalizing printed documents to recipients
isnt new, but marketers focus on personalized communication has
moved to the mainstream as they explore options to enhance com-
munication relevance.
Respondents identied wide-format graphics, high-speed ink-
jet, point-of-purchase displays, labels, textile printing and packag-
ing applications as top digital printing services marked for expan-
sion (see Figure 3). Emerging digital print applications, such as 3D
printing and industrial print applications (i.e., printing on textiles,
ceramics and laminate materials) will gain a toehold in 2014, as
rms embrace new applications, according to respondents. Func-
tional printing applications, such as pad printing and membrane
switches, are beginning to surface, as companies look for innova-
tive ways to expand printing services. 3D and industrial printing
applications offer establishments the ability to take advantage of
an emerging opportunity without pushing them too far outside
their comfort zone.
Backing Plans with Investment
When asked what specic actions rms will take in 2014, more
than half reported plans to invest in hardware (58 percent) and soft-
ware (52 percent). The overall sentiment for adding or expanding
services was to build them internally, as only 19 percent planned
to partner with another company to add services and 14 percent
planned to acquire another company.
The top investment category for respondents was hardware.
Investments in nishing and digital printing technology are the
top investment areas identied by respondents (see Figure 4). The
continued competition from online channels has many businesses
seeking to leverage and enhance printings tactile advantage through
innovative nishing techniques. Digital color and wide-format
printing also are top investment categories as they serve increas-
ing customer demands for short-run, on-demand production and
personalization. More than 50 percent of respondents reported that
business growth is driving investment in digital printing devices.
High-speed inkjet is also on the 2014 PSP investment agenda;
about half of respondents either plan to or are considering invest-
ing in it. More than a third of PSPs are considering or planning
to purchase a high-speed color inkjet device to grow business or
expand offerings.
Software investment plans focused primarily on print produc-
tion workows. Creative, workow, Web-to-print, MIS and VDP
software were the top software types budgeted for this year. Color
management software is the top software investment that PSPs are
considering.
As business plans for 2014 are put into action, the key challenge
for print service providers will be to nd the right combination of
new and traditional services to better serve customers and grow
business. Printing companies need to take action to nd that bal-
ance and pursue new growth opportunities. 2014 promises to be a
year of innovation in core, ancillary and new services, as providers
look to harvest and prot from the next big thing. PI
About the Author
Lisa Cross serves as an associate director at InfoTrends.
FIGURE 3:
The 2014 Agenda for Expanding
and Adding Digital Printing Services
Q: What types of digital printing services will you add/expand in 2014?
nExpand n Add n Continue to ofer at same level
n Plan to ofer in next 24 months n No plans to ofer
Wide-format graphics
High-speed inkjet
Corrugated boxes, POP signage, displays
Primary labels
Textile printing, soft signage, displays
Retail ready packaging, folding cartons
Laminate materials
Wide-format fabric printing of garments
Textile printing for dcor
Pad printing
Ceramic materials
Membrane switches
Primary fexible packaging
3D printing/prototyping
0% 20% 40% 60% 80% 100%
FIGURE 4:
2014 Hardware Investment Plans
Q: What types of hardware are you planning on purchasing in 2014?
n Budgeted n Considering n No plans to purchase
42.6% 16.7%
Finishing equipment
42.6% 31.5%
Digital color printing
35.2% 38.9%
Digital wide-format printing
33.3% 50.0%
High-speed color inkjet technology
22.2% 74.1%
3D printing/prototyping device
33.3% 63.0%
Digital B&W printing
22.2% 74.1%
Ofset press
0% 20% 40% 60% 80% 100%
PRODUCTION INKJET PRINTING
Dont Overlook Paper, Ink
By Erik Cagle, SENIOR EDITOR
T
he current prevailing theory is that direct mail, books and
transactional work are the holy trinity of the production
inkjet digital printing church, and you wont get any ar-
guments. Those three sectors have been transformed by
production inkjet technology. But there are murmurs, rumblings
of a fertile ground beyond the big three that will open the door for
commercial printing, package printing and beyond.
Some observers believe that time is near, others are a bit more
conservative in waving the production inkjet ag for commercial
and packaging applications. But, unlike the onset of the digital
printing revolution of the mid-1990s, when the market for such
machines was undeveloped, this current trend toward continuous-
feed and cutsheet inkjet press adoption is unmistakable. And, de-
pending on your vantage point, production inkjet has yet to peak;
were it a winter noreaster, many would say the eye of the storm has
not yet arrived.
The production inkjet movement in commercial printing may
be closer than you think, notes InfoTrends Founder Charlie Pesko.
He has heard from general commercial printers who have found
applications outside of the book/direct mail/transactional range of
items, while other areas such as newspapers and packaging have also
reported some success.
The beauty of production inkjet in comparison to its toner-
based digital printing cousin is that it operates at much higher
speeds, notes Pesko. The upshot of this, though, is the resulting
printed output in need of nishing. Setting up in-line or near-line
toolscutters, folders, stitchers, etc.in a conguration that keeps
operator intervention to a minimum, can enhance productivity
and, thus, shorten turnaround time and yield the lowest operating
costs, especially when compared to traditional offset printing.
The feeding and nishing aspects cannot be overlooked,
Pesko stresses.
The greatest change has come with the expansion of inkjet pa-
per weights and sizes, according to Pesko, which has really enhanced
the number of products and applications available in the produc-
tion inkjet environment. This, coupled with more automated on-
line or near-line output, is going to tremendously improve the print
providers return on investment.
With the sheetfed products, they can start to handle the heavy
weights and some of the packaging elements, Pesko adds. We can
start to seriously look at packaging applications that exist now. With
the cutsheet ability, youre going to be able to run much heavier
substrates and be able to start displacing some of the traditional
products in the packaging area, as well.
As to how inkjet digital printing will impact the commercial
printing marketplace, Jim Hamiltonwho as group director for
InfoTrends, is responsible for production consultingfeels that
inkjet technology really stepped out into the spotlight during 2013.
All the major worldwide showsPRINT 13, FESPA, PrintPack
India, China Print, Labelexpo, Pack Expo and SGIAboasted a
prominent inkjet avor.
Beyond the World of Documents
The range of jetted materials and substrates is staggering, Ham-
ilton notes. Digital print technologies are commonly used on paper
and to some extent plastics, but the use of inkjet for printing on foil,
metal, ceramics, textiles, wood and glass are all on the rise. Its no sur-
prise, then, that many of the production digital print announcements
of 2013 focused on non-document applications like ceramics, labels,
exible packaging, folding cartons and corrugated boxes. In fact, one
of the most exciting 3D print applications is in creating prototypes
for use in package design. This helps manufacturers get products to
market sooner and drives economic opportunity.
Hamilton also points out that inkjet printing has made huge
inroads in indoor and outdoor wide-format graphics, label print-
ing and color document printing. He is especially excited about
wide-format inkjet, which offers commercial printers the chance
to capture more of the clients marketing budget with numerous
applications and a range of different product capabilities.
On the package printing end, Hamilton sees potential in up-
and-coming B2-format cutsheet inkjet solutions, though other
technologies (such as liquid toner) could also challenge inkjet for
high coverage work.
While there are challenges to consider on the road to wide-
spread production inkjet adoption, a large percentage of capital
THE RANGE OF JETTED MATERIALS
AND SUBSTRATES IS STAGGERING.
DIGITAL PRINT TECHNOLOGIES ARE
COMMONLY USED ON
PAPER AND TO SOME
EXTENT PLASTICS,
BUT THE USE OF
INKJET FOR PRINTING
ON FOIL, METAL,
CERAMICS, TEXTILES,
WOOD AND GLASS
ARE ALL ON THE RISE.
Jim Hamilton

imvestments during the last year to 18 months have centered
around digital devices, and inkjet in particular. Noel Ward, manag-
ing director of Brimstone Hill Associates and newly named editor-
in-chief of Package Printing magazine, feels there are a few mea-
sures that must be met in order to justify purchasing a high-speed
inkjet system: Being able to ll at least 50 percent of the machines
monthly duty cycle on day one, paired with the ability to reach 75
percent capacity within six to nine months.
Given the monthly nut attached to the investment a big inkjet
press requires, the jobs have to be lined up ahead of time, ready to
go or the press can become an enormous drag on cash ow, he says.
Questions Answered
Uncertainty also plays a role in keeping some
printers from taking the leap into production ink-
jetconcerns about areas such as image quality,
operating costs, inkjet head replacements and paper,
Ward remarks. These are valid issues that any printer
should be asking about during the due diligence pro-
cess. Ward makes the following observations:
Image quality is at least adequate for most applica-
tions that will run on an inkjet press.
Operating costs can vary widely. Rather than rely-
ing on vendors claims, he recommends talking with
other printers who have machines similar to the one
youre considering in order to learn about true operat-
ing costs.
The technology is generally solid, works well and is
reliable. But, as with any press, thorough training and
ongoing learning is required to get the best results.
Head replacement is usually a top-of-mind con-
cern, but in fact heads seem to be outlasting even
vendor expectations. Again, tap other printers to get
a real-world read on head life. And dont be afraid to
see what kind of agreement can be crafted with the
vendor. Heads arent cheap, so you must have a clear
understanding of costs and service requirements.
Paper is abolutely critical with inkjet presses (more
on that shortly). Testing is urgently required here.
But while the current print markets that are fa-
vorable to production inkjet press output represent a
critical consideration in the why to decision making
process, the bread-and-butter of production consid-
erations, namely paper, ink, feeding and nishing,
represent a lions share of the questions that begin-
ner entrants into the space are (or should be) asking.
Many improvements in the inks and papers used, in
fact, have driven the quality improvements and made it
possible for production inkjet to make serious inroads
into commercial work.
Mary Schilling, vice president of technical opera-
tions at Schilling InkJet Consulting, sees a number
of paper-related issues that should be analyzed in the
production inkjet arena. They include:
Whiteness and brightness. Aqueous fuid dries by
absorption, so the colorant, pigment or dyewheth-
er using a coated or uncoated sheetis entering the
paper bers and taking on the paper color. A whiter,
brighter sheet is going to make the colors pop and
look clean when the ink is introduced. A paper with a more yellow
tint, then, will impact the inkjet colorant. On untreated paper it
will become magnied, as theres nothing to keep the colorant on
the surface.
Paper porosity. Paper porosity is a concern in the offset process,
but is a larger, critical factor in inkjet printing. Excess porosity in a
sheet will cause the ink to dive down and through the paper, thus
allowing the print to show through the paper.
Paper weight. This correlates with the graphics being printed.
When printing heavy coverage (30 percent and up for inkjet), a
thin sheet is not going to accommodate as much ink. The ink will
IS NOW THE TIME TO INVEST?
Its a simple question that lacks an easy answer. For a printer that has the volumes
to justify laying out $2 million to $3 million for a production inkjet workow, the
process to move forward can be slow and methodical.
All inkjet is not the same; there are signicant differences in many of the tech-
nologies, notes Charlie Pesko, founder of InfoTrends. Talk to other printersfolks
who have had various products installed and have been successful with themand
nd out when, where, why and how theyve been successful.
I dont think the decision-making process is an easy one. But remember: the
sales cycle here is much longer than some of the traditional lower speed, toner-
based products, because of the cost and commitment youre making to this new
technology. Its a different type of sales process. Its a major, strategic move for many
companies.
Marco Boer, vice president of I.T. Strategies, believes the decision to buy now or
wait for some of the pending technologies bound for the market is best viewed
from the standpoint of tackling the learning curve involved with production inkjet.
Sure, in two or three years, there will be better devices that are less expensive
and more productive, he says. But, unless you buy now and come up to that
learning curvegure out how to sell the output and build the volumesall your
competitors who started earlier will have a huge competitive advantage. If youre
interested in this space and you have enough volume, youre better off investing
today because of the learning curve than you would be by waiting for the next,
cheaper generation product.
Waiting around to see whats behind door number two is not the best approach
to take, agrees Noel Ward, managing director of Brimstone Hill Associates. Trying
to get in on the ground oor of another technology, while it could be lucrative
down the road, does little to help print service providers avail themselves of todays
opportunities.
Weve seen over and over how companies that adopted earlier digital printing
technologies have found success and positioned themselves to better compete in
their markets, he says, Printing has become very much technology-based and
adopting a new technology such as high-speed inkjet printingassuming you have
the volume to justify itcan be a strategic decision for business success.
By waiting, a printer will just be further behind the curve, and competitors can
gain a real advantage. Still, these machines have a very denite learning curve and
they are not for the timid. But thats true for any new technology. Factor that into
your purchase decision.
Meanwhile, other technologies are in the wings. One question were hearing
from printers is whether Landas nanographic technology or Xeikons Trillium are
going to be better? Both of these use liquid toner rather than inkjet. They may well
be, but neither is ready for prime time, and if youre hesitating to take the plunge
on inkjet, youll be waiting another three to ve years to pull the trigger on one of
those while you wait for the bugs to be worked out. Can your business run that
long without some high-speed digital technology on hand?
dive and the user will fail to garner the necessary build required for
image and color quality.
It boggles my mind that people invest $2 million to $6 mil-
lion on a piece of high-speed aqueous inkjet equipment, and then
choose the cheapest paper they can nd, Schilling observes. Its
like using low-grade gasoline in a Lamborghini; youre not going to
get the performance youre looking for. In aqueous inkjet, a poor,
uncoated, opaque or offset paper will not provide the surface re-
quired for good image and color quality.
Thats why offset printers are still hesitant with aqueous inkjet.
Traditional offset is accustomed to the paper costs and print quality
that they currently have today. They wish to use the offset paper
currently on of the oor in their shop. High-speed aqueous inkjet
requires a paper designed for the inkjet uid, which is a higher cost
sheet than they currently use. Using regular offset paper does not
produce the image quality needed to compete with offset. But it
can be if they use the proper paper.
Color profle. Schilling sees the most important factor being ink/
uid control. Use a thin paper with poor porosity, and the ink will dive
in and saturate the paper. Then, when its dried quickly, it will resemble
a sweater that came out of the dryer, riddled with paper cockle, show
through and possibly some offsetting if the paper is not drying.
Among other considerations, Schilling sees the importance of
designing the artwork to the type of ink and paper thats being used.
Often times, she notes, the designer will develop a project without
having any input into what type of paper is used. A modied paper
prole may be necessary for jobs requiring higher coverage and large
image areas and color blocks used for full bleeds.
Designers need to fully understand the high-speed inkjet pro-
cess, the impact of ink and paper, as well as how it is being nished
before the creative process starts. If designers understand the pro-
cess, they will be able to manipulate the elements to achieve the
creative look required. The designers have to be involved in the
whole process.
The world of color inks can be a daunting one for those print-
ers whose experience in this area is scant, which can be especially
true for transactional printers. Much of their experience is traced
to continuous-feed, black-and-white toner machines. It can be
an education for these printers to capitalize on the operational
opportunities offered by inkjet color, notes Elizabeth Gooding,
president of Gooding Communications Group.
They have to become part of a color culture and that means
not only understanding the technical and operational aspects of
colorthe color management, the color workow, understanding
the impact of paperbut also dealing with people other than those
theyve traditionally dealt with, Gooding says. With transactional
printing, theyre mostly dealing with IT and data folks.
Creative Considerations
Youre going to start working with the creative world when
working in a dynamic, full-color environment with marketing
statement messaging in full-color. Youll need to give them param-
eters; they cant have real high TAC (total area coverage) on the
page. They cant change paper stock each run. Designers who have
been working on marketing brochures, etc., have to be welcomed
to the world of transaction printing and educated accordingly.
Transactional color printing virgins denitely require hand-
holding for the color indoctrination, Gooding says. Dening the
workow, testing papers and optimizing the environment requires a
degree of hand-holding. While it wont take long to get operators up to
speed once the press is up and running, setting the standards is critical.
Also, Gooding cautions, color management expertise with a
Xerox iGen, for example, is not the same beast as an inkjet device.
It really is so different that it needs to be handled as its own spe-
cies, she adds. For an ongoing basis, the internal staff can de-
nitely be trained to take it forward.
Among the primary tripping points for transactional (and other
types of ) printers using inkjet:
Inexperienced color users need to understand ink/paper
interaction.
Understand the difference between other types of digital color
and inkjet color.
Pricing for inkjet. Its not just about cutting prices. Understand the
value-adds that inkjet brings to the client, then price appropriately.
Similar to the transpromo space, the direct mail sector is still
embarking upon an ongoing quest to better leverage data and craft
content that is more relevant to the recipient of the piece, notes
Marco Boer, vice president of I.T. Strategies, and conference chair of
the 2014 Inkjet Summit (see sidebar on page 34). Much success is
being realized in areas including retail-related accounts via customer
loyalty cards and the nance industry with credit cards.
After a printer has expended $2 million on an inkjet press, the
investments are only just the beginning, according to Boer. You
probably have to sink another million or two into setting up a good
workfow/software system, to be able to harness that nicely relevant
data, he says. Then, you have to change the sales process; gain
more trust from your customers because youre handling their most
sensitive data. Its really a journey where all the players in the eco-
system, ranging from the printer vendor to the guy that supplies
relevant data, have to become more trusting with each other and
experiment on some things.
Production inkjet has fast become the book printing sectors
best friend. The popular notion, a misconception, is that the print-
ing of books is attritioning due to the emergence of e-books, when
in reality the electronic tome only accounts for 20 percent to 30
percent of publisher revenue. It is the long-run offset jobs that are
actually taking a beating. Many of the larger U.S. book printers
have invested heavily in high-speed inkjet presses.
IT BOGGLES MY MIND THAT PEOPLE

INVEST $2 MILLION TO $6 MILLION
ON A PIECE OF HIGH-SPEED AQUEOUS
INKJET EQUIPMENT,
AND THEN CHOOSE
THE CHEAPEST PAPER
THEY CAN FIND. ITS
LIKE USING LOW-
GRADE GASOLINE IN A
LAMBORGHINI; YOURE
NOT GOING TO GET THE
PERFORMANCE YOURE
LOOKING FOR.
Mary Schilling
As long as inkjet printers have been around, International Paper has made the
paper to make them shine. Now weve applied this extensive knowledge to
developing exceptional paper for high-speed digital presses. Get specs and
compatibility information at ColorIsForever.com.
2013 International Paper Company. All rights reserved. Accent and ImageLok are registered trademarks of International Paper Company.
Dyemond is a trademark of International Paper Company. ColorPRO is a registered trademark of Hewlett Packard Company.
Accent
Opaque Dyemond
Accent
Opaque with ImageLok
Technology Accent
Opaque with ColorPRO Technology

Williamsburg with ImageLok
Technology Williamsburg with ColorPRO Technology

Digital Inkjet Papers
Accent
Opaque
Williamsburg
34 Printing Impressions JANUARY 2014
Self-publishing is a driver of the short-run market, fueled by the retiring baby boomer
generation, Boer says. Their hard copy run lengths number in the 200 to 300 range, which is
in the production inkjet wheelhouse. It has also spawned a small group of non-traditional book
manufacturers addressing the short-run needs of self-publishers. Sheetfed inkjet is the prime
candidate to take care of a print run of a scant few copies.
Volume is the name of the game, and I.T. Strategies research indicates that ve million
pages per month is the tipping point for production inkjet justication. From the book perspec-
tive, lling capacity can be hit and miss for seasonal work like educational printing, which goes
dry during the rst quarter of the calendar year.
What about quality? Well, a coffee-table book may require offset printing but, on the whole,
Boer notes there is a greater level of acceptance than we might have witnessed 10, 20 years ago.
The delta between having the best in class and the average...that gap is really not as big as
it used to be, he contends. Im not saying that the quality of printing will go down, but we
dont need it to be at the highest levels that weve always assumed we had to be at, either. PI
REACHING THE INKJET SUMMIT
Given the overwhelming success of its inaugural performance, the Inkjet
Summit is returning in 2014 with an expanded market segment focus and a
larger pool of invitees.
The second annual Inkjet Summit will take place April 7-9 at the Ponte
Vedra Inn & Club in Ponte Vedra Beach, FL. The invitation-only event is aimed
at senior managers and business executives from printing companies who
are looking to develop strategies, understand their options and make major
investment decisions in the production inkjet digital printing space.
Attendees at this second Summit will hear from the industrys leading
experts/consultants in the inkjet printing space during a tightly-crafted
conference program that mixes unbiased market information, education and
peer-to-peer networking opportunities through keynote sessions, workshops
and user panels featuring printers who have already invested in production
inkjet printers. In addition, market segment-focused breakout sessions will
cover book, direct mail, commercial and transactional printing applications.
Printing company executives who attend will also have the opportunity to
meet one-on-one with leading inkjet providers, to help them evaluate where
they stand and identify opportunities to serve their customers with inkjet
solutions.
Qualied attendees will be treated to an all-expenses-paid experience at
the Inkjet Summitairfare, hotel, airport transfers, and all meals and activi-
ties. A qualication form is available on the Inkjet Summit Website at www.
ijsummit.com. Simply click on the Why Attend tab and ll out the short
Executive Inquiry Form to begin the qualication
process. Space is limited, so dont delay.
For more information about attending, visit
www.ijsummit.com or contact David Pesko at
dpesko@ngagevents.com.
LAS VEGASWith the tagline Shape
the Future. Strategy. Passion. Leader-
ship, Konica Minolta hosted roughly
1,100 attendees representing 334
dealerships at its 2013 Konica Minolta
Business Conference and Product Expo,
which was held at the posh Venetian/
Palazzo Resort here from Nov. 17-20.
The 2013 event also happened to co-
incide with the 10th anniversary of the
merger bewteen Konica and Minolta.
Rick Taylor, Konica Minolta president
and COO, led of by noting positive fscal year 2012 (ended
in March) results. Total revenues were up 6 percent; hard-
ware revenues, 8 percent; and units sold, 9 percent. More
impressively, software solutions were up 44 percent and IT
services increased by 59 percent. Noting that fscal year
2013 was on track for similar success, Taylor added that
dealers accounted for 52 percent of Konica Minolta Business
Solutions U.S.A.s sales, surpassing the 48 percent direct
business amount written through Konica Minolta branches.
The organization has also transformed from a hardware-
oriented business to a services and solutions model, he said.
For the production printing market, Kevin Kern, senior
vice president of marketing, provided an update on the new
23x29.5 KM-1 digital inkjet press. Employing Komori press
technology and Konica Minolta inkjet heads, the six-up UV
digital press will be available in a six-color version. Follow-
ing a beta installation during the frst half of 2014, the frst
production units will begin shipping in about 14 months.
The new 85/100 ppm bizhub PRESS C1100 will be avail-
able by early summer. It features new Simitri (EP) toner
technology, extended service intervals, increased duty
cycles, no need for a second fuser unit and the ability to
handle a wider media range with less paper curl.
The new bizhub PRESS 2250P is a mid-range device for
transactional, books and on-demand applications. Also of
interest was the announcement that Konica Minolta and its
dealers will begin selling 3D printers from 3D Systems.
In addition, Konica Minolta has expanded the IT services
oferings available to its dealer network. Incorporating the
IT Services program from Konica Minoltas All Covered divi-
sion, dealers will now be able to ofer their customers cloud
services, enhanced backup and security solutions, as well
as application development resources.
Likewise, Konica Minoltas EnvisionIT vertical solutions
have been expanded to include software, hardware and IT
services designed specifcally for the Government, Financial
and Manufacturing industries.
The conference program also featured some house-
hold names. Sportscaster Jim Nantz, lead anchor for CBS
Sports golf coverage, gave the keynote address. In 2007,
2010 and 2013, Nantz became the frst commentator in
history to broadcast the Super Bowl, NCCA Mens Final
Four and the Mastersall in the same year. (Konica Minolta
sponsors Konica Minolta bizhub SwingVision super-slow-
motion swing analysis during CBS golf broadcasts.) In addi-
tion, attendees saw comedian Dennis Miller perform.
MARK MICHELSON
Digital Digest
Konica Minolta Helps Shape
The Future at Dealer Event
Above, the product expo
area featured Konica
Minolta and partner
innovations. Left, sports-
caster Jim Nantz and Rick
Taylor share a humor-
ous exchange. Right,
Kevin Kern provides an
overview of new Konica
Minolta products that
will become available.
Farquharson/Tedesco
|
on business development
IF YOU ASKED a politician or a pathological liar (sorry, thats
redundant), or Two Face, one of Batmans rivals,
whether or not to leave voicemail during a prospect-
ing call, the answer would be either a resounding
yes-no or an equally convincing no-yes. Voicemail is
equal parts problem and opportunity, nuisance and
last resort, Dont bother and Better than nothing.
You likely come down frmly on one side of the argu-
ment or the other (or both, in which case youd make
an excellent Consultant!).
Voicemail became popular in the early 80s as an added
service (read: added cost) along with Caller ID and Call
Forwarding. It eliminated the need for an answering machine
and gave us access to messages 24/7 from anywhere in
the world. If you are looking for the origin of the mobile of-
fce, look no further. Voicemail was the frst in a long line of
technology services that tethered us all to work. Prior to
this point, unanswered phones rang incessantly and callers
learned to simply try again later. Ah, the good old days.
But what was once a convenience for both caller and
recipient became a Black Hole for Sales efort and a place
where persistency goes to die. If that is the case, is there still
a reason to leave a message at all?
Lets examine both arguments...
OMG, yes! Leave Voicemail.
Are you nuts? You are seriously
considering not leaving a voicemail mes-
sage? What record will there be of your
desire to speak to someone? Not leaving
a voicemail message is like not making
a sales call and hoping that business
comes to you. Granted, you should not expect
a return phone call, but thats no longer what
voicemail is for.
The number one reason why someone buys from you is
your raw sales ability. Voicemail is an audition. Its a chance
for you to demonstrate your personality, attitude and
diligence. Its the Tag. Youre it! part of sales. As Wayne
Gretzkys Dad said to him, You miss 100 percent of the
shots that you never take. By leaving a clear, concise and
professional voicemail message, you build your brand. The
value goes beyond the words you use. Combining strong
and valuable words with diligence leaves the impression that
you are knowledgeable, diferent, fun, positive and someone
that everyone wants to do business with.
Consider this scenario: You call on a prospective customer.
She looks over at the Caller ID and sees your name, but does
not pick up. You choose not to leave voicemail, but you have
still left a message. You have told the prospect that you have
nothing of value to say, that perhaps she is just a name on a
list that you bought, and that you are just another sales rep.
The next time you call and she sees your name on her screen,
she will remember all of these
negative messages. Is that really
what you wanted to say? Is that
the impression you want to leave?
OMG, no! Dont leave
Voicemail. Are you nuts?
You are seriously considering
leaving a voicemail message? Really? Why
bother? Your odds of getting a call back are
just slightly better than being handed a Purchase Order by
a stranger while walking down the street; a teenager saying,
Lets do something tonight that the whole family can enjoy;
or the same number of socks coming out of the dryer that go
in. Its a waste of time and energy, and there is absolutely no
beneft whatsoever.
Do/Dont Leave
That Voicemail
OMG, yes!
Leave Voicemail.
Are you nuts?
OMG, no!
Dont leave Voicemail.
Are you nuts?
Ever heard of Caller ID? They know that its you. They know
that youve called. If someone wants to call you back, they will,
especially if you are calling someone under 30. Caller ID already
records all the information necessary. Nothing that you say in a
voicemail message is going to yield the desired response. Is it
truly your expectation that a prospect will be so motivated and
inspired so as to pick up the phone and call you back? Hang up
and try again later. What matters is diligence, not some babbling
message about how much money youre going to save them.
Consider this scenario: You call on prospective customer.
She looks over at the Caller ID and sees your name, but does
not pick up. You choose not to leave a voicemail, but you have
still left a message. You have told the prospect that you wish to
make contact with him or her, that you will not waste anyones
time by forcing them to listen to a message that you both know
will be deleted anyway. You have accomplished the goal of
demonstrating your diligence. Leave it at that. Period.
Whos right? Whos wrong?This is one of those times
when there is no right or wrong. Its just one opinion versus
another. The two arguments are so even that there is even the
exact number of words in each section. Seriously.
A good voicemail message can deliver value and exhibit
professionalism. You can be memorable and remarkable. You
can also be deleted faster than one of Dr. Evils henchmen.
Perhaps this is a generational issue. Many twentysome-
things will tell you that they have no time or interest in voice-
mail messages, either leaving them or listening to them. Its
not uncommon to get a return phone call from a family mem-
ber in that age group who asks, I saw that you called. What
do you want? despite the fact that you left a message. Grrrr.
Given the fact that that diligence is the most important
factor in sales success and a voicemail message is clear evi-
dence of said diligence, why wouldnt you leave a voicemail
message? But then, if 99.9 percent of the voicemail mes-
sages left go unrecognized and unreturned, why would you?
The argument goes on past this column without resolu-
tion. Voicemail will continue to be another tool in the toolbox.
When combined with e-mails and letters and personal visits,
an efective prospecting process can be created.
The only certainty is that voicemail allows creative people
to have some fun: Years ago, a print sales rep, having
already left numerous voicemail messages, decided to use
the technology to his advantage. As a spur of the moment
idea, he left a message where he pretended that the Buyer
picked up the phone and imitated his voice, congratulating
the sales rep for his diligence and rewarding him with an
appointment. Thirty minutes later, the Buyer actually returns
the call, laughing hysterically, and adding, You win. Lets get
together. Dont you just love a happy ending? PI
T.J. TEDESCO, BILL FARQUHARSON
About the Authors
T.J. Tedesco is team leader at Grow Sales Inc., a marketing and PR services
company that has served graphic arts companies since 1996. He wrote Direct
Mail Pal 2012 and seven other books. Contact Tedesco at (301) 294-9900 or
e-mail tj@growsales.com. Bill Farquharson is a vice president at NAPL. He can
help drive your sales. Visit www.aspirefor.com or call him at (781) 934-7036.
n Round corner products
n Cross perforating - Up and/or Down creasing
n Die cutting
n Blind embossing
n Inline slit, score, perforate, semi-slit
n Up to 30 pt. thick stocks
n Hole punching
n Bindery punching
The Zip-TS2L Mark IV is the most advanced and capable digital
.
h - ,
-d^> .
d -d^> ^> //
/ . d

, , .
The Ultimate Digital Finishing Machine!
Made i n Ameri ca. For addi t i onal i nf ormat i on and st reami ng vi deos, vi si t www. t hermot ype. com or cal l us 800- 237- 9630.
THERM-O-TYPE

Corp.
Zip-TS2L Mark IV
Graphics of the Americas
February 27 - March 1
Booth #409 Miami Convention Center
Streaming videos
Available at www.thermotype.com
Erik Cagle
|
bits and pieces
AS THE PRESSMAN leans into a Heidelberg sheetfed ma-
chine, the voiceover intones, Youve reached the age where
youve learned a thing or two. Sadly, getting the Heidelberg
moving may be among our heros core competencies, but
getting the ol Evinrude cranking, apparently, is quite another
matter. Obviously, were talking about a diferent outboard
motor.
Viagra, the maker of the blue pill PED (performance-
enhancing drug) that has given a much-need lift to men
of a certain age, has been hawking its wares the past few
months via a television commercial that features the afore-
mentioned pressman, an employee of fctional K.L. Printing.
The commercial seems to send mixed messages as to this
guys rank: Is he a frst-shift lead pressman whos getting
ready to knock of for the evening? After he remedies the
press runs holdup, our hero goes upstairs to what appears
to be his ofce. Hes featured prominently in a few wall pho-
tos, including one with a woman who is presumably his wife
or, at worst, his executive assistant. Another picture seems
to give the impression that he is either the K or the L in
this frms leadership group.
Toward the end of the commercial, our studly hero
receives a text from what we can infer is his leading lady,
indicating he should, umm, prepare the makeready. Cue
the bluesy music and images of Steve McQueen climbing
into his muscle car. And well completely ignore the fact
that there only appears to be one or two other workers in
the entire building...hey, those Heidelberg presses practi-
cally run themselves. No worries. K.L. Printing is a well-oiled
machine.
Its pretty obvious why Viagra chose printing; it wanted a
manly-man manufacturing backdrop, just to show that even
the most macho among us requires an occasional jolt to the
tower coater. But for a profession that is constantly fght-
ing against the perception that printing is a mature industry,
insinuating that it is populated by a gaggle of older men who
cannot promise a quick turn time, well, thats inexcusable.
Besides, this profession knows what it takes to avoid
hickies and get the job done with
wrinkle-free sheets, and that counts
for something.
3D TO THE RESCUE: OK, yes,
3D printing is our distant cousin,
and even though precious few print
shops boast the machine, it is a
terribly fascinating topic. Take this
recent tidbit from the U.K.s Daily
Mirror, which reported on a life-
saving application courtesy of 3D.
In Poland, a man named Michal
Leslow, 31, was found in a ditch,
the victim of a lawn mowing ac-
cident. His skull was shattered and
there was grass, mud and bone
fragments in his head. Part of his
head was missing. Apparently, a
rotary mower was the culprit.
All I recall is that I woke up in a
ditch with a cracking headache, like
Id been punched or hit by a car,
Leslow told the newspaper.
Doctors at Lodz Hospital took a
3D scan of his head and printed a
polypropylene implant. The surgery
was a comoplete success. Aside
from having a splitting headache,
the victim said he is just happy to
still be alive. PI
Printers Can
Rise to Occasion
High-Speed, Monochrome Printers
Canon U.S.A. has unveiled the Oc VarioPrint 6000+ series of
high-speed, high-capacity digital printers. The series, featuring Oc
Gemini Instant Duplex Technology, prints both sides of a sheet in
a single pass, enabling duplex printing of letter-size documents at
speeds of up to 306 ppm in the top-speed model. Featuring a new
controller platform, Windows 7-based controller software and an
updated paper input module, the Oc VarioPrint 6000+ series ef-
fectively responds to short-run, fast-turnaround monochrome
printing needs through improved RIP processing speeds.
www.usa.canon.com
Smaller Die Registration System
Designed to fulll the needs of small- to medium-sized print
shops, the Die Positioning System (DPS) 870, from Sterling
Toggle, delivers similar time-saving benets of the DPS 130
model, but at a lower cost. It can t any press up to 870mm, in-
cluding Bobst 76, Gietz 870, 790, 720; Kluge 14x22 and 13x19;
Heidelberg 10x15 and 13x19; Brausse 21x28; and Saroglia Fub.
The system locks in foil stamping and embossing dies onto a
honeycomb chase in minutes.
www.sterlingtoggle.com
EXPERTS IN QUALITY PRE-OWNED HEIDELBERG PRINTING EQUIPMENT
PressClean USA offers one of the largest
inventories of pre-owned Heidelberg presses
around the globe. As a trusted partner of
Heidelberg USA and Heidelberg Canada, you
can feel comfortable relying on PressClean
to provide you with top quality pre-owned
Heidelberg presses. Please call on us to
Buy Quality Pre-Owned Presses
Trade or Sell your Printing Equipment
Refurbish your existing Press
Repair Cylinders
PressClean can also assist in plant liquidations
and appraisals. We offer competitive fnancing
and look forward to being of service to you.
Current Product Inventory
2010 Heidelberg SM102-4P
2009 Heidelberg XL162-5+LX
2008 Heidelberg CD102-6LX
2008 Heidelberg XL75-5+LX2
2007 Heidelberg SM74-5P
2007 Heidelberg XL105-6+LX
2006 Heidelberg CD74-5+L (F)
2006 Heidelberg QMDI 46-4 Pro
2005 Heidelberg CD74-5P2+L UV
2004 Heidelberg CD102-6+LX UV
PressClean
USA, LLC
SALES
REFURBISHMENT
CYLINDER REPAIR
USA CANADA
Preferred Business Partner
www.PressCleanUSA.com
Where Quality Comes as Standard
Call us today 336-993-4132
My business partner and I have owned a printing
company in Buffalo, NY for 15 years. Last year
we decided that the time had come to nd our
dream press, a Heidelberg 5 or 6 color with a
coating unit. We reached out to two companies,
and PressClean immediately came to forefront.
Mike Bell worked hard to nd the right press for
us, one that was within our budget and met the
necessary time parameters. Their installation and
training team were fantastic and went out of their
way to make sure we understood the workings of
the equipment. PressClean also sent in parts and
technicians during the rst few weeks of operation
until we were satised with the performance of the
press. PressClean truly deserves the designation
of Preferred Heidelberg Partner. We are very
happy to be part of the Heidelberg family!
Tracy B. Lach, President
Twenty-First Century Press, Inc.
New Products
The new series of TBX1000 Black and
White Transmission Densitometers,
from Tobias Associates, measures ISO
Visual diffuse Optical Density (OD)
to 6.00D. This wide measuring range
allows evaluation of many
types of lm, laminates and
substrates. The TBX1500
also calculates positive
and negative dot
areas, while the
TBX2000 measures
percent opacity and trans-
mission. The data can be
uploaded to a spreadsheet
and, to meet special re-
quirements, an optional l-
ter carrier may be supplied.
The units can show devia-
tions from a stored reference
value for all functions.
www.densitometer.com
B&W Transmission Densitometers
Meet with the mailing industrys most infuential thought leaders, innovators and visionaries as they inspire and share
actionable solutions that will enable greater successes for you and your business. Attend the 2014 NPF and experience:
- Ovei 130 Educational Woikshops
- USPS Senioi Leadeiship Sessions
- USPS Consultation Centei
- Netwoiking Events
- 100+ Industiy Leading Exhibitois
Join us just 8 mile south of Washington
DC, at the beautiful Gayloid National
Hotel & Confeience Centei, National
Harbor MD and fnd out why the NPF
and you are Stronger Together!
FOR MORE DETAILS AND EASY REGISTRATION, VISIT NPF.ORG TODAY!
Maich 16-19, 2014 | Gayloid National Hotel & Confeience Centei, National Haiboi MD
INFORMATION INNOVATION INSPIRATION March 16-19, 2014
STRONGER
TOGETHER
Hinkle Stockton
Henningson Myles Border
CCG Marketing Solutions in West Caldwell, NJ, has hired
the CEO of Going Beyond the World of Print, Tammy
Hinkle, as vice president for its Retail & Recreational Div. to
expand CCGs presence in the luxury recreational space and
retail industry.
Patrick Romich has joined
Universal Wilde in West-
wood, MA, as CEO. His
predecessor, Bill Fitzgerald,
has been promoted to execu-
tive chairman of the board to
focus on growth, M&A, and
new services and capabilities.
After 23 years at Copy Craft Printers, President Danny
Stockton has retired from the company, based in Lubbock, TX.
He continues to serve on the board of directors to assist the
transition of leadership to CFO Marc Hayes. In addition, Eric
Allen, formerly with Riot Creative Imaging, has been promoted
to chief development ofcer.
In Ashland, OH, Bookmasters welcomed Ken Fultz as its new
general manager. He was most recently vice president of opera-
tions at Thomson-Shore.
Based in Brooklyn Park, MN, GLS Cos. has named Tony
Henningson CFO to oversee nance, accounting, treasury and
human resources at the company.
The MATLET Group, headquartered in Pawtucket, RI, has
named Sonia Jackson Myles as its newest board member. Jack-
son Myles is founder of The Sister Accord and formerly held
executive and managerial positions at Procter & Gamble, The
Gillette Co. and Ford Motor.
Robert Border has been named chief information ofcer at
SGK (formerly marketed as Schawk) in Des Plaines, IL. Prior
to this appointment, Border most recently worked at Lawson
Products and also spent 15 years at the Monsanto Co.
Tony Selcz has rejoined
Mossberg & Co. in South
Bend, IN. In addition, Katie
Coughlin has been named
marketing coordinator.
Indianapolis-based Fineline
Printing Group has hired
Kim Ramirez as a senior ac-
count manager.
Tyler Maddox is now a sales
consultant at Hopkins Print-
ing in Columbus, OH.
Printing Industries of America
has elected its 2014 ofcers.
Jeff Ekstein, Willow Printing
Group in Concord, ON, is
chairman; serving as rst and
second vice chairmen, respec-
tively, are David Olberdig from Cincinnati-based Phototype
and Bradley Thompson II of Inland Press in Detroit. Miami
Beach, FL-based Gold Star Printers Curt Kreisler is secretary.
Treasurer is Michael Wurst of Henry Wurst Inc. in Kansas
City, MO. Menomonee Falls, WI-based Burton & Mayers
Tim Burton is immediate past chair. Joining the board are Chip
Smith, Marshall and Bruce Co., Nashville, TN; Chris Feryn,
Premier Press, Portland, OR; and David Radziej, of Printing
Industry Midwest.
Printer News
BEST
VALUE
COPYtm
9
iGEN
COLOR
Online
Digital
Printing
Trade
Protected
Most
Orders
Ship In
Orders
$125+
Ship Free
bestvaluecopy.com
TRY US
FREE!
200 B&W OR 50 Color
hrs.
C
M
Y
CM
MY
CY
CMY
K
Selcz Coughlin
Ramirez Maddox
Ratan Chamberlain
William B. Rudow Inc., has acquired Star Packing & Sup-
ply, a Des Plaines, IL-based manufacturer of vacuum cups and
industrial supplies.
PriscoDigital has hired Doug Lowary as its new vice president
of sales for the Western region. he most recently worked at HP
Scitex.
Ramesh Ratan has been ap-
pointed CEO of Bell and
Howell, replacing interim
CEO Kamal Advani. Ratan
served most recently as presi-
dent of Pitney Bowes docu-
ment messaging technolo-
gies and marketing services
solutions.
Julie Chamberlain has been hired as customer service adminis-
trator at Rochester Software Associates.
INX International Ink is building a 62,000-square-foot facility
in Lebanon, OH. In addition to ink manufacturing space, the
plant will include a full-service laboratory for color management
and development, and quality control and testing purposes.
Several ofcers have been elected at NPES The Association for
Suppliers of Printing, Publishing and Converting Technologies.
Michael Ring, Xeikon America, was elected chairman. Greg
Blue, manroland web systems, and Todd Zimmerman, Fujilm
North America, were named new directors. In addition, ve
directors were re-elected, including Mal Baboyian of Canon
Solutions America, who also serves as treasurer; D.J. Burgess,
Burgess Industries; Dennis Killion, xpedx; and Marc Olin, EFI.
NPES also awarded its 2013 Harold W. Gegenheimer Individual
and Corporate Awards for Industry Service to William Kip
Smythe Jr. and to Canon Solutions America, respectively.
Four additions to the sales team at Finch Paper have been
announced, including Clive Gillanders, national sales director;
Gary Dow and James Bird, business development managers;
and Zachary Small, Canadian account manager.
GMG has formed an agreement with X-Rite Inc., allowing
GMG customers access to the PantoneLIVE ecosystem and
color libraries through its GMG OpenColor and GMG Color-
Proof platforms.
At Xeikon, Ronald Shepard has been appointed national docu-
ment sales manager and Trillium specialist for the United States.
He reports to Todd Blumsack, Xeikons vice president of sales.
Supplier News
IN SOUTH BEACH!
CUTTING-EDGE TRAINING,
EQUIPMENT & SERVICES
PLUS INTERNATIONAL NETWORKING AT ITS BEST!
Where digital printers, ofset printers,
label and packaging printers,
wide format printers and
sign shop owners all go for
FREE EXPO PASS
Register online & use
source code: GOAM
February 27March 1, 2014
Miami Beach Convention Center
GOAexpo.com
PLATINUM SPONSORS:
Calendar of Events
AMSP Mid-Winter
Conference
Feb. 3-6:
Arizona Biltmore Hotel.
Phoenix. Contact:
(703) 836-9200.
PSDA CEO Summit
Feb. 10-12: Hyatt
Regency Coconut Point.
Bonita Springs, FL.
Contact: (800) 230-
0175.
PIA Automation
Solutions Network
Meeting
Feb. 11-12: Daytona
Beach, FL. Visit: www.
printing.org/asnregis-
tration
Graphics of the
Americas
Feb. 27-March 1: Miami
Beach Convention
Center. Miami Beach,
FL. Visit: http://goaexpo.
com/
NPOA Owners
Conference
Feb. 27-March 2:
Renaissance Ft. Lauder-
dale Plantation Hotel.
Plantation, FL. Contact:
(321) 727-2444.
Print UV Conference
March 2-4:
Encore Las Vegas.
Las Vegas. Contact:
(715) 425-5600.
Dscoop 9 Conference
March 6-8: Orlando,
FL. Contact: (312)
527-6707.
National Postal
Forum
March 16-19: Gaylord
Resort & Convention
Center. National Harbor,
MD. Contact: (703)-
218-5015.
mediaXchange
March 16-19: Hyatt
Regency. Denver. Con-
tact: (571) 366-1000.
NAPIM Annual
Convention
March 22-25:
Rancho Bernardo.
San Diego. Contact:
(770) 209-7289.
TAGA Conference
March 23-26: Sheraton
Hotel and Spa. Fort
Worth, TX. Contact:
(800) 910-4283,
ext. 706.
IPEX 2014
March 24-29: ExCeL.
London. Visit: www.
ipex.org
Xploration 14
March 25-27: Wyndham
Resort. Orlando, FL.
Contact: (813) 949-
6170.
PIA Continuous
Improvement
Conference
March 30-April 2:
Dallas. Contact:
(412) 741-6860.
PIFE Conference
March 30-April 1:
Dallas. Visit: www.print-
ing.org/nancial
PODi AppForum 2014
March 31-April 2:
Caesars Palace. Las
Vegas. Visit: www.
appforum.org
BIA Annual
Conference
March 31-April 2: The
Fairmont Dallas. Dallas.
Visit: www.printing.org/
biaconference
2014 Inkjet Summit
April 7-9:
Ponte Vedra Inn & Club.
Ponte Vedra Beach, FL.
Visit: www.ijsummit.
com
PINE Industry
Awards Gala
April 10: Newton, MA.
Contact: (508) 804-
4100.
PSDA Distributor
Solutions Expo
April 23-24:
Hyatt Regency. Chicago.
Contact: (800) 230-
0175.
ISA International
Sign Expo
April 23-26: Orange
County Convention
Center. Orlando, FL.
Contact: (703) 778-
8129.
FSEAIADD Joint
Conference
April 27-29:
InterContinental Hotel.
Milwaukee. Contact:
(785) 271-5816.
BMI Management
Conference
May 4-6: Sanibel
Harbour Marriott Resort.
Fort Myers, FL. Contact:
(386) 986-4552.
RadTech Technology
Expo and Conference
May 12-14: Hyatt
Regency OHare. Rose-
mont, IL. Visit: www.
radtech2014.com
BookExpo America
May 29-31: Javits Cen-
ter. New York. Contact:
(800) 840-5614.
Goss Metro Users
Group Conference
May 29-31: Saddle-
brook Conference Cen-
ter. Tampa, FL. Contact:
(603) 749-6600.
PIA Print Leadership
Summit
June 2-3: Fairmont
Hotel. Dallas. Contact:
(800) 910-4283.
Eskoworld 2014
June 15-18:
Walt Disney World,
Swan and Dolphin.
Orlando, FL. Contact:
(937) 454-1721.
PPSA Safety &
Health Conference
June 22-25: Vinoy
Resort. St.
Petersburg, FL. Visit:
www.ppsa.org
NPIRI Summer
Course
July 13-18: Fox Valley
Technical College.
Appleton, WI. Contact:
(770) 209-7291.
GRAPH EXPO 14
and CPP Expo
Sept. 28-Oct. 1:
McCormick Place.
Chicago. Contact:
(703) 264-7200.
Gold Ink Awards &
Hall of Fame Gala
Sept. 29: Hyatt Regency
McCormick Place Hotel.
Visit: www.goldink.com
SGIA Expo 14
Oct. 22-24:
Las Vegas Convention
Center. Las Vegas.
Contact: (888) 385-
3588.
DMA 2014
Oct. 25-30: San Diego
Convention Center.
San Diego. Contact:
(212) 790-1500.
BMI Annual
Conference
Nov. 9-11:
Hyatt Regency
Coconut Point
Resort and Spa.
Bonita Springs, FL.
Contact: (386) 986-
4552.
SHOWCASE
TOLL FREE
1-877-222-7889
Phone: 973-591-0180
Fax: 973-591-0811
Email: Appca@optonline.net
30 Colfax Avenue
Clifton, NJ 07013
www.accuplastic.com
UV Offset
Digital Offset
Screenprinting
Lenticular Printing
Die Cutting
Laminating
Hot Stamping
Rulers
Eyeletting
Barcodes
Danglers
Price Signs
Card Personalization
Membership Cards
Printing on PVC
Styrene
Static Cling Vinyl
accurate_trade_ad_12b_Layout 1 12/29/11 2:16 PM Page
Print on-site. On time. On the money.
Visit www.okidata.com/multimedia-
production-platform
Dont be WHITE with envy, Your
decision is !
Visit us at:
Graphics of the Americas
Booth #608
February 27- March 1, 2014
Miami Beach
Convention Center
Miami, FL
C941 with WHITE or
Multimedia Production Platform
CLEAN, DRY
MOLD FREE
IPPC-ISPM 15
EXPORT EXEMPT
CROSS ANY
BORDER
EXPORT PALLET SOLUTIONS
AS LOW AS US$5.00 EACH
(24x40 in quantities, FOB origin)
PRESSWOOD
PALLETS
EXPORT PALLET SHORTAGE FORECASTED
COMMITTED TO EXCELLENCE SINCE 1962
LITCO INTERNATIONAL INC.
855-296-2891
www.litco.com
TRY
ResourceCenter Printing, Services & Suppliers to the Trade
ADHESIVE TAPES
Tape-World.com
Double Sided & Adhesive Transfer Tape
855-610-1151
LET US STICK TO YOUR WORLD
BAGS/BOXES
BINDERS
BINDERY EQUIPMENT & SUPPLIES
BINDERY EQUIPMENT & SUPPLIES
19 x 26
19 x 29
24 x 32
24 x 40
24 x 48
MIX
O
R
M
A
T
C
H
S
I
Z
E
S
C
a
r
ts

C
o
m
e

in

M
a
n
y

S
iz
e
s

fo
r

Y
o
u
r

N
e
e
d
s
C
a
r
ts

C
o
m
e

in

M
a
n
y

S
iz
e
s

fo
r

Y
o
u
r

N
e
e
d
s
BUSINESS CARDS
BUSINESS CARDS
Thermographer Jet Press Envelopes
Full Color Shop Business Cards LHs / Envs
Foil Stamping Embossing Rubber Stamps
100% Trade Only CHECK US OUT!
All Products & All Pricing
Go to www.bceofny.com(username: bce / password: bce)
Click on price list & drop down menu for pricing. Check products
by clicking place an order and all stocks and ink colors will be shown.
For further info. Call 631-669-3400 and ask for new account information.
300 Route 109 West Babylon, NY 11704
BUSINESS CARD CASES
COLOR PRINTING
J.D. Graphic Co., Inc 1101 Arthur Avenue Elk Grove Village, Illinois 60007
FTP Site for Fast Data Transfers and Hardcopy Proofs Available
Since 1963
High Quality Web & Sheetfed Printing
All Heidelberg Equipment
500 1000 2500 5000 10000
For La r ge r Qua nt i t i e s Pl e a s e Ca l l

Your Trade Only Partner Trusted In the Trade for Over 26 years
Special Pricing on
Flyers & Catalog
Sheets
Quantity
2,500
5,000
10,000
20,000
25,000
50,000
Price
$129.98
$147.99
$292.85
$585.69
$816.83
$1,464.23
8.5" x 11" Printed 4/4 on
100# Hi-Gloss Text
Call: (954) 786-2000 800-386-7197
or
Email: Quote@FloridaTradeGraphics.com
Florida Trade Graphics, Inc.
(954) 786-2000 800-386-7197
4305 NE 11th Ave. Pompano Beach, FL 33064
COLOR PRINTING
CALENDAR CORNERS
BUSINESS FORMS
BUSINESS FORMS
CARBONLESS FORMS ONLY
250-10,000 sets - Edge Glued
GUARANTEED Lowest Prices CFO Co, 413 Oak Pl.,
Suite 6C, Port Orange, FL 32127
1-800-451-3676
See Monthly Special at: www.cfocarbonlessforms.com
Edge Glued Carbonless
& Blank Carbonless Paper
We know Carbonless!
Check us out at carbonlessusa.com
Busi ness Forms & Envel opes
800.666.3322
Fax 806.765.0051
www. capr ockbusi nessf or ms. com
Your #1 Source for
Envelopes
Letterheads

Latexing
Full-Color Digital & Litho Available
Laser Forms/Checks

Sales Books
Snaps
Continuous

Scratch Pads

Edge Glue Forms
For The Trade Onl y Caprock
2 x 2 2 color forms and env ad 2013.qxp 12/2/2013 12:48 PM Page 1
BUMPER STICKERS
Subscribe to this FREE daily enewsletter that brings
the top Graphic Arts Industry News right to your inbox.
SUBSCRIBE TODAY
www.piworld.com/newsletter/top/topsignup
DIGITAL DUPLICATORS
231-229-2091
YourDuplicatorSource.com
Ink for Your HC5500 Inkjet Printer
Genuine Quality
$249 Black
$249 Color
Guaranteed
REBUILT DIGITAL DUPLICATORS + SUPPLIES
CYLINDER RECONDITIONING/RESURFACING
CALENDAR CORNERS
Calendar Corners
Durable, reliable protection at an
affordable price.
Stock available in black, clear, & clear adhesive vinyl
Custom colors, sizes, embossing, & print
Made in the USA
Call for details:
877-749-2127 www.packzen.com a division of Univenture, Inc.
COPIES/WHOLESALE
25+years Experience
Xerox iGen Color Quality
24/7 ~ 1-2 Day Turnaround
1 Million Impressions Daily
Full Bindery - inc. Perfect Bind
Expert Quote Specialists
1-800-222-COPY
frstchoice-copy.com
Well Knock Your
Socks Of!
First Choice
Wholesale Printing
ENVELOPES
ENVELOPES
1-5 Color Envelope
and
Commercial Printing
1- 866-575- 4542
www.ritegraphics.com
250 Boot Road
Downingtown, PA 19335
610.518.1601 610.518.1619 Fax
(800)523-4855
www.fosterkeencut.com
SteelTraK Cutter
Three mounted
tools for instant
cutting action
65" & 82" Models
FRAMES
Easiest way to display graphics!
Any Size
1 minimum
Low Cost
Manufacturing
fastchangeframes.com
Pole stands and
A Frames made ANY
size or height with
ANY of our frames
sales@fastchangeframes.com
1-800-915-2828
Made in the USA
LABELS
B
IG
SAVINGS!
F
R
E
E
SA
M
PLES
2
-
D
A
Y
R
U
S
H
F
R
E
E
!
Save up to 25% of
our already low
website prices!
Choose up to
5 Free Samples with
Every Order!
Scan to get started today!
Free Rush Production
on Print Orders!
Envelopes.com | The Worlds #1 Envelope Company
3 Billions of envelopes in inventory 3 Blind drop shipping
3 1-4 color printing 3 50 count minimums
JOIN ENVELOPES.COM TRADE PRO
& SAVE UP TO 25% OFF
WEBSITE PRICES
Go to: Envelopes.com/trade
Or call: 1-877-NVELOPE (1-877-683-5673)
ENVELOPES ENVELOPES
1-800-35-LABEL
1 to 8 Color Labels
4-Color Process
Instant Quotes
Digital Printing
2530 Wyandotte Rd. Willow Grove, PA 19090
www.acrolabels.com
email: sales@acrolabels.com
All Shapes,
Sizes, & Stocks,
for Every Application
Ask About Our Short Run
Digital Press Capabilities
NO Plates Needed!
Ask About Our Short Run
Digital Press Capabilities
NO Plates Needed!
ACRO LABELS
Rush Service Available
Removable and Permanent Pressure Sensitive Labels
Shipping Labels Laminating Barcodes UL and CSA
Recognized Consecutive and Serial Numbering
Labels for Computer, Thermal and Laser Printers
Piggyback Rolls, Fan Folded, Cut Singles and More!
I
N
C.
LABELS
LABELS
2012 Peoples United Bank | Member FDIC | Equal Opportunity Lender
Know-how makes your
business, our business.
Providing equipment fnancing to the
Graphic Arts and Packaging
industry for over 15 years.
CONTACT ME TODAY.
Michael Urquhart
203-591-2725
Michael.Urquhart@peoples.com
At Peoples Capital and Leasing Corp., we offer:
Capital access for new/used equipment
Graphic Arts and Packaging industry expertise
Comprehensive fnancial resources
Our industry knowledge and understanding of your
business can give you an edge in the marketplace.
EQUIPMENT LEASING/FINANCE
MAGNETS
ON SITE CYLINDER REPAIR
NUMBERING MACHINES
NUMBERING MACHINES
New & Used, Sales & Service
To All Makes & Models
Free Estimates
TOLL FREE
1-877-387-0292
Est. In 1985, Your Satisfaction Is Guaranteed!
www.incarepair.com
Email, incarepair@yahoo.com
INCA (USPS) M.P.O. Box 793,
Niagara Falls, New York 14302

PERFORATING
PRESENTATION FOLDERS
Download A Free Demo Copy At
www.number-it.com
Print and number
Any Job in Just one Pass
through Your Printer!
1-800-944-9526
service@number-it.com
Yes! W
e Can
Convert Your
Printed Stock.
Sold ONLY
Through
The Trade
Ellingsworth Industries, Inc.
800-223-9062 Fax: 800-843-5043 www.ellingsworth.com
Folders and More
Presentation Folders,
Mailers, Binders, Totes
Tangs and More!
Folders
Binders
Tangs Totes Mailers
PLASTIC CARDS
Card Printing
& Personalization
Card Printing
& Personalization
Lowest Prices High Quality Low Minimum
Most Orders Shipped in 5-9 Working Days
P
la
s
tic

or
P
a
p
e
r
791 Paulison Ave., Unit # 3
Clifton, NJ 07011
T 973.473.0700 WWW.ALLSTATEPRINT.COM
Rewards Cards Membership Cards
Hotel Key Cards Loyalty Cards
Pharmacy Cards Gift Cards
Mag Striped Bar Coded
Embossing and Encoding
Card Afxing and Fulfullment
Quality Plastic Card Products since 1998
(800)523-4855
information@fosterkeencut.com
PLASTIC PRINTING
Custom printed Sticky Notes and Cubes
printed 1-4 colors.
40% Discount for Printers on published pricing
www.kustomprinting.com
1-800-836-0519
POST-ITS
SUPER TRADE PRINTER
RAFFLE TICKETS RAFFLE BOOKS
4
1
9
S
k
y
c
o
R
o
a
d
,
M
a
n
t
e
o
,
N
C
2
7
9
5
4
w
w
w
.
a
r
t
p
r
e
s
s
p
r
i
n
t
e
r
s
.
c
o
m
F
A
X

(
2
5
2
)

4
7
3
-
5
3
0
9
E
-
m
a
il:
s
a
le
s
@
a
r
t
p
r
e
s
s
p
r
in
t
e
r
s
.
c
o
m

E
s
t
.

1
9
2
3
1
-
8
0
0
-
3
6
6
-
1
4
4
9

C
A
T
A
L
O
G

&

Q
U
O
T
E
S
kAIIl II0kIS 0AN0 800kS
IkA0 0IISI & lIIkPkSS I0 22"
|u|| 0o|or I|ckets - Soc|a| 0ards - 0ar Nats |u|| 0o|or I|ckets - Soc|a| 0ards - 0ar Nats |u|| 0o|or I|ckets - Soc|a| 0ards - 0ar Nats |u|| 0o|or I|ckets - Soc|a| 0ards - 0ar Nats |u|| 0o|or I|ckets - Soc|a| 0ards - 0ar Nats
Nemo 8ooks - Note 8ooks - 0oupon 8ooks Nemo 8ooks - Note 8ooks - 0oupon 8ooks Nemo 8ooks - Note 8ooks - 0oupon 8ooks Nemo 8ooks - Note 8ooks - 0oupon 8ooks Nemo 8ooks - Note 8ooks - 0oupon 8ooks
Va|et I|ckets - 0oor Knoh angers - Pads Va|et I|ckets - 0oor Knoh angers - Pads Va|et I|ckets - 0oor Knoh angers - Pads Va|et I|ckets - 0oor Knoh angers - Pads Va|et I|ckets - 0oor Knoh angers - Pads
Prenumhered I|cket 8|anks - P|acemats Prenumhered I|cket 8|anks - P|acemats Prenumhered I|cket 8|anks - P|acemats Prenumhered I|cket 8|anks - P|acemats Prenumhered I|cket 8|anks - P|acemats
Secur|t, Protect|on & Safet, Pr|nt|ng - 8|nder, Secur|t, Protect|on & Safet, Pr|nt|ng - 8|nder, Secur|t, Protect|on & Safet, Pr|nt|ng - 8|nder, Secur|t, Protect|on & Safet, Pr|nt|ng - 8|nder, Secur|t, Protect|on & Safet, Pr|nt|ng - 8|nder,
Iumho Numher|ng - 0|e 0utt|ng - |mpr|nt|ng Iumho Numher|ng - 0|e 0utt|ng - |mpr|nt|ng Iumho Numher|ng - 0|e 0utt|ng - |mpr|nt|ng Iumho Numher|ng - 0|e 0utt|ng - |mpr|nt|ng Iumho Numher|ng - 0|e 0utt|ng - |mpr|nt|ng
w|re St|tch|ng - Perforat|ng - and work w|re St|tch|ng - Perforat|ng - and work w|re St|tch|ng - Perforat|ng - and work w|re St|tch|ng - Perforat|ng - and work w|re St|tch|ng - Perforat|ng - and work
Shr|nk wrapp|ng - Packag|ng - |u|f|||ment Shr|nk wrapp|ng - Packag|ng - |u|f|||ment Shr|nk wrapp|ng - Packag|ng - |u|f|||ment Shr|nk wrapp|ng - Packag|ng - |u|f|||ment Shr|nk wrapp|ng - Packag|ng - |u|f|||ment
PRESENTATION FOLDERS
TRADE PRINTING
NEW JERSEY
Production Facility
www.zooprinting.com
4-Color Offset Large Format 1&2 Color 4-Color Digital
NOW PRODUCING:
We Print Coast to Coast
CA KY NJ 3 Locations
Zoo NJ Grand Opening AD 4.62"W X 6.0"H-PI.pdf 1 5/28/13 4:00 PM
(800)523-4855
SECURITY PAPER
STITCHING WIRE
SUBSTRATES
SPECIALTY RECYCLING SERVICES
TAGS
TRADE PRINTING
TAGS
Visit piworld.com and
click on Job Site
or go directly to
jobs.piworld.com
NEED TO FILL
A POSITION?
Call Jude Baker,
215.238.5316 for
more details and to learn
how to get your free line
ad in the next issue of
Printing Impressions!
TAGS
TAG STRINGING
NO ONE
HAS CLOSER TIES
TO THEIR CLIENTS.
Though our clients span the entire country from Maine,
Florida and Illinois to Texas, California and Oregon they
all agree: M & F is the only hang tag stringer to use. In
fact, virtually 100% of our clients come back again and again
because we keep promises, do a high quality, no-snags job
and always deliver on time.
Though our clients span the entire country from Maine,
Florida and Illinois to Texas, California and Oregon they
all agree: M & F is the only hang tag stringer to use. In
fact, virtually 100% of our clients come back again and again
because we keep promises, do a high quality, no-snags job
and always deliver on time.
M & F Stringing LLC
Tel: 914 664-1600 Fax: 914 664-1455
2 Cortlandt Street, Mount Vernon, NY 10550
www.mfstringing.com info@mfstringing.com
M&F PrintingImpressions:M&F Printing Impressions_4 5/8 x 3 3/12/09 12:34 PM Page 1
TAGS
Leading blogs of interest to graphic
arts professionals all in one place!

for blogs relevant to the printing and
allied industries. Visit frequently for
up-to-the-minute news and opinion.
WWW.PRINTINGSBESTBLOGS.COM
YOUR ONE-STOP SOURCE
Subscribe to this FREE daily
enewsletter that brings the top
Graphic Arts Industry News
right to your inbox.
SUBSCRIBE
TODAY
www.piworld.com/
newsletter/top/topsignup
ResourceCenter Printing, Services & Suppliers to the Trade Printing, Services & Suppliers to the Trade
WEB TO PRINT
VINYL BINDERS
2
.
0
N
e
w

V
e
r
s
i
o
n
!
WEBSITE DIRECTORY/INKS
Subscribe to this FREE daily
enewsletter that brings the
top Graphic Arts Industry
News right to your inbox.
SUBSCRIBE
TODAY
www.piworld.com/
newsletter/top/topsignup
TRADE PRINTING
PFR
70# GLOSS TEXT
Inserts Box toppers Menus
NEW!
PRINTINGFORRESALE.COM
FREE
SHIPPING
Ground, to the contiguous United States.
1.866.998.0911
500 4/0 FLYERS
8.5"x11", 100# Gloss text
wIth Aqueous Gloss
$
70
FREE SHIPPING
500 TRIFOLDS
8.5"x11", 100# Gloss text
wIth Aqueous Gloss
$
99
FREE SHIPPING
see whAt our CustoMers sAy ABout us
onlIne In TESTIMONIALS
ResourceCenter
ResourceCenter
Equipment For Sale
Printing, Services & Suppliers to the Trade
10-color, tower coater, convertible perfector 5/5, 10/0,
AI - Advanced Interface technology, full automation,
in production, age 2008 (installed new in June 2010)
KOMORI LS1040P+COATER
AS NEW | FULLY AUTOMATED | AVAILABLE NOW
Tel. 905-821-0000
info@howard-direct.com
www.howard-direct.com
WEB TO PRINT
Equipment For Sale
USED XEROX COPIERS
Independent Dealer of Quality Used XEROX
Equipment up to 90% OFF in Dallas, Texas.
Tested and Veried by Trained Technicians.
214.901.5450
Vivian@InterfacePrinters.com
www.InterfacePrinters.com
DONT SELL
YOUR
WEB PRESS
until you contact
Newman International L.L.C.
Web Press Sales
Worldwide Marketing of Commercial
Web and Newspaper Web Presses
NEWMAN INTERNATIONAL L.L.C
Telephone: (913)638-1040
Email: newmanpress@kc.rr.com
PRESSES FOR SALE: 1998 NEWS KING Units,
$4,000 each; Four Unit GOSS COMMUNITY 22
with Compensators, Sidelay and Running
Circumferential Register, Small Iowa Weekly,
$25,000; 5/U HARRIS V15D; 6 x9/5.5x8.5 TIMSONS
T48 Book Web Press
PRESSES WANTED: HARRIS M300,
M600,B1000B, V30,M130; GOSS COMMUNITY,
METRO & TENSOR
ResourceCenter Equipment For Sale
ResourceCenter
Employment Opportunities
0Nl 0| Il |Ak6lI lK|0kIlk 0| Ul0 0Nl 0| Il |Ak6lI lK|0kIlk 0| Ul0
|k|NI|N6 hAC|Nl |k0h Il UA. |k|NI|N6 hAC|Nl |k0h Il UA.
Condential introductions for prime candidates
conducting discreet job searches
800.867.3463 www.printlink.com
USE OUR
CONNECTIONS
TO MAKE YOURS
DIGITAL
PACKAGING
DIRECT MAIL
COMMERCIAL
Nationwide
Condential
Specializing in:
Marie
Leising
&associates,LLC
EXECUTIVE RECRUITING SERVICE
Amherst, New York 14228
Toll Free: 866-703-4673 Fax: 716-689-0373
www.printrecruiter.com
info@printrecruiter.com
LOOKING FOR SPECIFIC EQUIPMENT?
WE CAN HELP YOU FIND IT!
Call Claudio at 416-721-8077, 416-536-7570 or
email at claudio_candiano@hotmail.com
1 Challenge MS10A Drill - 5 heads
2 Challenge SCM Cornering Machine (hydraulic)
1 Hunkeler VEA Tipping Machine - hot or cold glue system
2 James Burns Manual Closer CM24 Series MK6
2 Lhermite EP700 Manual Punches
Call
us
Today !!!
1 James Burns Semi-Automatic BB38A240D closer
mechanical binder
2 Bostitch #7 Stitcher (heavy duty)
1 Sickinger PS 517 Metal Coil Binder (calendars, books)
Macey Omnibinder 9 stn. + handfeed
1 Sulby Single Clamp Perfect Binder
ResourceCenter
Employment
Opportunities
Stafng printers throughout the country.
Sales, non sales, management,
non management.
Please make contact if you are an
employer seeking additions to staff, or a
professional seeking a new opportunity.
We wont disappoint you.
THE JOHN LAWRENCE GROUP
800-218-9135
www.johnlawrencegroup.com
jlgcareer@aol.com
PRINTING PROFESSIONALS
(800)523-4855
Advertiser Page No. Advertiser Page No. Advertiser Page No.
4over Inc. ............................................... 19
Accurate Plastic Printers ....................... 44
Arvato .................................................... 34
Canon Solutions America ........................ 2
Domtar Paper .......................................... 3
Duplo USA ............................................. 27
Eagle Systems ....................................... 39
EFI ........................................................... 7
EZ Turner ............................................... 38
First Choice Copy .................................. 42
Flint Group ............................................. 15
Graphics of the Americas ...................... 43
Heidelberg ............................................. 60
International Paper ................................ 33
Litco International .................................. 44
Mark Andy Print Products ..................... 23
Martin Yale ............................................. 36
National Postal Forum ........................... 41
Northeastern Envelope .......................... 35
OKI Data Americas ................................ 44
Plastic Graphic ................................ 34A-B
PressClean USA .................................... 40
Ricoh ..................................................... 17
Roland DGA ........................................... 21
Santec Corp. ........................................... 4
Spiral James Burn ................................. 25
Tembec Paper ....................................... 59
Therm-O-Type ....................................... 37
Univenture Inc. ...................................... 14
Western States Envelope & Label ......... 13
XANT Corp. ........................................... 9
XANT Corp. ....................................10-11
This index is an additional service.
Although we try to be accurate, the
publisher cant be held responsible for
inadvertent errors.
Advertiser Index
MARK SUBERS,
Sr. Vice President/Group Publisher
1500 Spring Garden St.
12th Floor
(215) 238-5092
Fax: (215) 238-5484
msubers@napco.com
Northeast/Southeast/
Canada/Europe
MIKE HEMPSTEAD,
Associate Publisher
84 Bancroft Rd.
Northampton, MA 01060
(413) 582-0476
Fax: (413) 582-0217
mhempstead@napco.com
Midwest/West Coast
BILL CURRAN,
Director of Marketing Strategy
201 E. Ogden Ave.
Hinsdale, IL 60521
(630) 323-8934
Fax: (630) 325-0128
bcurran@napco.com
Mid-Atlantic
JUDE BAKER,
Marketing Strategy Manager
12th Floor
(215) 238-5316
Fax: (215) 238-5280
jbaker@napco.com
Japan
TED ASOSHINA,
General Manager
Echo Japan Corp.
Rm. 303, Grande Maison Kudan
2-2, Kudan-Kita 1-Chome
Chiyoda-Ku, Tokyo 102-0073
Phone: +81(03) 3263-5065
Fax: +81(03) 3234-2064
MARKETING &
SALES STAFF
MAIN EDITORIAL AND
PRODUCTION OFFICE
12th Floor
(215) 238-5300
Fax: (215) 238-5484
www.piworld.com
North American Publishing Co. (NAPCO) is Americas largest
publisher of magazines for the printing and allied industries.
Printing Impressions
Book Business
eM+C
Fundraising Success
In-Plant Graphics
Package Printing
Photo Industry
Reporter
Print + Promo
Promo Marketing
Publishing Executive
Retail Online
Integration
Target Marketing
Dealerscope
Technology Integrator
Tell
Members of: Alliance for Audited Media
National Association for Printing Leadership
NPES The Association for Suppliers of Printing, Publishing and Converting Technologies
Printing Industries of America
Printing Impressions; January 2014;
Volume 56, Number 8
Printing Impressions (US ISSN 0032-860X)
(USPS 0445-240) is published monthly by
North American Publishing Co.,
1500 Spring Garden St., 12th Floor,
Philadelphia, PA 19130-4094.
(215) 238-5300.
Periodicals postage paid at Philadelphia, PA,
and at additional mailing ofces.
POSTMASTER: Send address changes to
Printing Impressions Subscription Service
Dept., P.O. Box 1090, Skokie, IL 60076-8090.
SUBSCRIPTIONS: Free to qualied recipients.
All others, U.S. 1 year $95; 2 years $166;
3 years $233. Canada, 1 year $115.
All other countries, 1 year air mail $140.
Back issues and single copies, when available,
mailed by the publisher, for $10 each (except
for the December Top 400 issue). December
Top 400 issue is $20.
Selected articles from North American Publishing
Co. (NAPCO) magazines are available for research
and retrieval from electronic databases and
search services exclusively through ProQuest. For
information on availability, call (800) 521-0600 or
visit proquest.com. Microform is available from
National Archive Publishing, (800) 420-6272.
Authorization to photocopy articles for internal
corporate, personal or instructional use may be
obtained from Copyright Clearance Center (CCC)
at (978) 750-8400.
Articles may not be reprinted without publishers
permission. For reprint information, contact Kathy
Kling at kkling@napco.com Printing Impressions
Reprint Services or call (215) 238-5361.
All rights are strictly reserved, and reproduction in
whole or in part is expressly prohibited without
prior written permission from the publisher.
Copyright 2014. Printed in the U.S.A.
Byline contributors views should not be construed
as representing the opinion of the publisher.
INDUSTRY PUBLICATIONS
AFFILIATED PUBLICATIONS SERVING OTHER FIELDS
THE
COMPETITIVE
GRADE FINDER
PUBLISHEDBY:
www.gradefinders.com
www.paperbuyersonline.com
The Paper Buyers Guide
to the NorthAmerican
Paper andPrinting Industry
NORTH AMERICAN EDITION
T
H
E

C
O
M
P
E
T
IT
IV
E

G
R
A
D
E

F
IN
D
E
R
2
0
1
3
/2
0
1
4
N
O
R
T
H
A
M
E
R
IC
A
N
E
D
IT
IO
N
2013/2014
50
TH
A1305122_GradeFinders_cover_FINAL.indd 1 6/4/13 9:54 AM
ANSWER ALL OF YOUR PAPER NEEDS WITH
THE 2013/2014 COMPETITIVE
GRADE FINDER (50TH EDITION)
Our Bible of the Industry paper guides
just got even better. In response to
customer feedback, we created:
A 24/7 Content Management System
(mill and merchant contributors can
update their information in real-time)
A worldwide Competitive Grade Finder
site (PaperBuyersOnline.com)
New for 2013/14 Revised classification
structure including a full Production
Inkjet section a must have for the
adoption of inkjet technology
LEARN MORE TODAY: www.GradeFinders.com
CONTACT: Customer Service
PHONE: 800-777-8074
EMAIL: customerservice@napco.com
BROUGHT TOYOUBY
KALLIMA
COATED COVER C1S AND C2S

Always lighter. Now whiter.
Your trusted line of lighter Kallima Coated Cover C1S, C1S Plus and
C2S paperboard now comes in a whiter shade. Get brighter, richer colors
on the paperboard that gives you 20% more yield over competitors with
the same capacity to print quality, creative jobs. You still get more for your
money all that with the reassurance that youre buying FSC-certified
paperboard that comes from well-managed forests.
For more information, visit www.kallima.com today.
The Perfect Formula:
The new Speedmaster XL 75 Anicolor extending the range of this signicant offset
technology to a new, larger format. This press sets new standards with a signicant
increase in productivity vs. digital*, thanks to even shorter makeready times, and
consistently high print quality Peak Performance that knows no compromise.
More information at www.tinyurl.com/anicolor
Heidelberg USA, Inc.
Phone 888-472-9655 E-Mail info@heidelberg.com www.us.heidelberg.com
*Comparison of 29" digital vs. 29" Anicolor with average run length of 545 sheets
sheets to break even vs. digital
click charges
pantone colors
300
lower cost per job
higher production capacity
*
*
40%
45%
0
1000+
The New Economical Alternative for Short Run Jobs
introducing the new 29" anicolor press

Printing Impressions

Uploaded by

Document Information

Original Description:

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Printing Impressions

Uploaded by

Copyright:

Available Formats

n 2014 Hot Markets Forecast

Top 25 Industries That Purchase the Most Printing

JANUARY 2014 www.piworld.com Printing Impressions 31

IT BOGGLES MY MIND THAT PEOPLE

Opaque with ImageLok

Opaque with ColorPRO Technology

Technology Williamsburg with ColorPRO Technology

COATED COVER C1S AND C2S

You might also like