2017 May/June

Association News: BIA

Emerging Retail Trends

In Printing Industries of America’s April issue of The Magazine, Valerie Price, BIA chair and director of business at Coyne Graphic Finishing, wrote an article, “Emerging Retail Trends and Their Effect on the Finishing Industry.” Price’s insight lets readers in on the common needs of clients and how her business has adapted to their requests. She talks about a shift to digital, cutting costs and the need for more long-term durable displays. To read the full article, visit prnt.in/RetailTrendsFinishingEffects.

New Look for BIA’s Website

PIA is in the process of launching a new website, which means BIA’s webpages will have a new look. We will continue to populate the website with new information, but we need your help. If you want to be listed on Find A Bindery or BIA Supplier, please send the following information so we can create your own page on the site:

Company logo
Company description
Contact information
Links to your site

Much of the information we currently have is outdated.

Continuing Education Opportunity

We are still looking for help with the Post Press and Finishing Orientation Course, which is new for 2017. This course will highlight key areas of bindery, such as safety, cutters, folds, binding and finishing options. This course will be geared toward new postpress employees.

Suppliers, we need your support! If you are a company interested in sponsoring the Post Press and Finishing Orientation Course, you will have the opportunity to demo your product in a video within the training.

BIA Member Benefits

Don’t forget to take advantage of the benefits you receive as a BIA member!

Members receive:

Exclusive discounts on products, as well as networking and educational events
Access to professional peer-networking forums
Free economic reports focusing on postpress companies (participation in the survey required)
An informational monthly e-newsletter
Discounted online learning at the iLearning Center
Free technical support
Quarterly magazine focusing on post press
Access to the BIA member-only listserv

Benefits for your business:

Learn about cutting-edge trends in finishing equipment and technology and how to apply them to your operation
Discover ways to expand your offerings and product lines
Branch into growing markets, such as packaging, with the necessary skills, equipment and other resources
Increase on-time order delivery and meet customer demands
Become more competitive in your market

By joining BIA, you belong to an organization dedicated to supporting and enhancing our industry. We are your advocate, helping you increase growth and profitability every day. BIA is your postpress resource. Joining BIA helps your organization by offering benefits you cannot get anywhere else. Members gain access to an abundance of resources that deliver results to enhance your success today and in the future.

For more information about membership in BIA, contact Mike Packard at 412.259.1704 or [email protected].

In Tough Conversations, Seek to COMPLETE, Not COMPETE

by Lynne Cunningham, MPA, Studer Group

At some point, you will have to have a difficult conversation at work. There’s just no way around it. Whether you’re giving not-so-positive feedback to an employee, broaching a sensitive issue with a coworker or even confronting a moody employee, there will come a time when you need to bite the proverbial bullet and just say what needs saying.

Holding a tough conversation is not a task for the timid. There’s an art to doing it well (i.e., in a way that doesn’t make the other person cry, explode or tune out what you’re saying). But if you haven’t yet mastered that art, you’ll likely do OK if you focus on this key phrase: Seek to complete, not compete.

People tend to enter tough conversations from a place of competing – they’re dead-set on proving themselves right and the other person wrong. The other person will focus on your tone and demeanor, not your message, and you end up harming the relationship. But approach the conversation from a place of “I’m seeking more information to complete my understanding,” and it will go much more smoothly, and it is much more likely that what you need to happen will happen.

Instead of setting up a blame/defensiveness cycle, you want to help the other person. You’re looking for a win/win outcome, not a situation in which someone must lose if you win.

You’re not looking to punish, embarrass, or put the person “in their place.” If this is your mindset, the conversation absolutely will fail.

Here are three tips to help you complete, not compete:

1. Ease into it. When you need to have a difficult conversation, it’s often wise to ease into the tough topic. Talk about something positive or neutral so that the other person feels at ease and is not immediately put on the defensive. When people feel that they have been attacked out of nowhere, they don’t do their best listening or thinking, which will impair your efforts to “complete.”

At Studer Group, we start our rounding by asking a relationship question like, “How was your weekend?” or, “Do you have new pictures of your grandchildren?” or, “How about that ball team?” Questions like these can pave the way for a more productive, less contentious discussion.

2. Say, “Yes, and…” instead of, “Yes, but…” You will find it is much more productive to have a tough conversation if you use the Yes, and syntax. Consider, “Suzy, you’re doing a great job learning that new task, BUT you would finish more quickly if you changed the sequence of steps a little.” The BUT diminishes the compliment with which the sentence started.

Doesn’t this sound more positive? “Suzy, you’re doing a great job learning that new task, AND I think you would be even more successful if you change the sequence of steps a little.” When training leaders on how to master tough conversations, remind them to keep the BUTs out of the conversation.

3. Speak respectfully, especially when disagreeing. Trust is essential in navigating difficult conversations (not to mention creating the kind of culture that leads to business success). Trust and respect are closely tied, and both are necessary for “completion” to take place. It is important to hold up the mirror during difficult conversations and, if necessary, adjust your behavior to create a safe, respectful environment.

Let the Golden Rule be your guide. Ask yourself, “How would I feel if someone else talked to me this way? Would I be motivated to work toward resolution, or would I feel the need to defend myself?”

It can be especially tricky to keep the conversation respectful if you find that you must disagree with the other person. In this case, say, “I hear what you’re saying. I would like to respectfully disagree with your conclusion or the process you are suggesting.” That is so much more positive than attacking, yelling, screaming or stomping out of a meeting…or even simply sitting and seething.

These three tips will help you create a safe environment. If you can create a safe environment, you can talk with almost anyone about almost anything. People will feel safe when they think you respect them and care about them. Not coincidentally, when respect and care are present, you have the raw materials for a vibrant, growth-oriented culture and an incredibly successful company.

Lynne Cunningham, MPA, is a coach for Studer Group® and author of Taking Conversations from Difficult to Doable: 3 Models to Master Tough Conversations. A leader in healthcare communication, she has more than four decades in the industry. She works with hospitals, health systems and medical groups all over the country to define, measure and evaluate the perception of quality among patients, employees, physicians and the community.

Decorating and Finishing Keep Up with Digital Label Printing Technology

by Jeff Peterson, editor-in-chief, PostPress

The Mark Andy Digital Series integrates label production into a single-pass workflow, allowing for greater flexibility.

We all know that digital printing has infiltrated virtually all aspects of the printing marketplace. The production and printing of labels is no exception. Possibly the most interesting aspect of label printing presses has been the creation of what is characterized as “hybrid” presses, where the label press is built to utilize both flexo and digital printing technologies. “The growth of this trend in digitally printed labels specifically played a significant role in our development of inline hybrid solutions,” stated Jill Smith, marketing manager for Mark Andy, Chesterfield, Missouri.

With the growth in digital printing for short- to medium-run labels, and the emergence of hybrid label presses, a need has been created for decorating and finishing solutions to fit the digital format. Press manufacturers have developed both inline and offline converting/finishing solutions that can offer everything from diecutting and hot and cold foiling to UV coatings and laminates. “With the growth of digital printing, there continues to be more options and features with digital finishing,” explained Jim Kehring, strategic partner coordinator for AB Graphic International Inc., Elgin, Illinois. “Customers are finding great flexibility in new digital finishing technology.”

Telstar Engineering’s Offliner® Web Transport Platform performs critical register/re-register with built-in servo-driven unwind and rewind units and can support various finishing modules.Telstar Engineering has been developing digital finishing machinery for several years for a variety of narrow-web customers. This led to the design of its Offliner® Web Transport Platform. This offline finishing machine allows printers to operate the digital printing press for other jobs while decorating and finishing operations can be completed on the original job. The Offliner actually allows narrow-web printers to take in jobs from other printers that do not have this type of offline capacity. The Offliner performs critical register/re-register with built-in servo-driven unwind and rewind units. The platform can support various finishing modules including cold foil, lamination, Cast & Cure holographic, rotary screen and diecutting. It can even be mounted with digital print heads, switching the process to “finishing with digital.”

“We have shown many traditional label printers that they can thrive in the digital world and offer a variety of decorating and finishing techniques as well,” stated Tom Kirtz, president of Telstar Engineering.

Mark Andy has developed a line of hybrid press offerings, including its highly configurable Digital Series platform, to create flexibility for its customers. The Digital Series offers the ability to run both flexo and digital print inline concurrently and includes inline modules for options such as cold foil, lamination, coating and inline diecutting. “By integrating all aspects of label production into a single-pass workflow, the resulting savings on time, waste and labor are significant,” explained Smith.

The Digital Series hybrid label press is a true production-level digital solution that runs high-quality consistently at speeds of 240fpm (73mpm). It is available in a printing width of 13.25″ (336mm), supports repeats for flexo print stations from 5″ to 24″ (140 to 610mm) and is supported by Mark Andy’s digital front end ProWORX (powered by Esko). The Digital Series is engineered to be highly configurable. It features high-resolution UV inkjet printing and offers top-coating, fully integrated inline flexographic printing modules and a full range of inline converting/finishing options.

ABG International has developed digital decorating and finishing equipment that can provide operations the flexibility to run inline after the digital label printing press or near-line where the finishing operations can be performed separately.

“The best part about running “near-line” is you get to choose by the push of a button if you want to run inline or offline,” stated Kehring. “The length of the run is what usually helps determine this – the goal is to always keep the machine running.”

The ABG International Digicon Series 3 was designed to add value to the operations digital printing technology, including the ability to meet the strong demand for higher speed cutting.

The ABG International Digicon Series 3 was designed to add value to the operations digital printing technology. One of the newest developments for the Digicon 3 is the FAST Track die, claimed to be the world’s fastest semi-rotary diecutting system. The system was developed to meet the strong demand for higher speed cutting with the speed of digital printing presses continuing to increase. Another new addition is ABG’s Big Foot 50-ton capacity hot foil and embossing module that allows multiple foil feeding along and across the web, and raises narrow-web embossing to a new level. In addition, the Digicon 3 can include a Lamination in Register module that produces full width multilayer constructions, allowing for a preprinted web to be laminated to the main web in perfect register.

Gallus has introduced its Labelfire 340 digital printing press, developed with Heidelberg Druckmaschinen AG. This unique digital press features a printing module with state-of-the-art inkjet printing heads and includes inline finishing processes that have been specifically optimized for digital printing. This allows the Labelfire 340 to varnish, foil embellish and further process labels inline – from the roll to the finished diecut label in a single production run.

Integrated Gallus ECS modules support the digital flexibility of the Gallus Labelfire 340 as well. Labels can be varnished, laminated, embellished with cold foil and diecut in a single operation. The conventional modules support the use of primer, spot color, security or cold foil features, varnish or lamination without interrupting production, regardless of the complexity of the label.

Several factors must be considered when determining what is the most efficient way to decorate and finish digitally printed labels. With hybrid label presses that run at maximum speeds, the ability to perform operations such as foil, embossing, laminating, etc. inline can be advantageous. However, offline or near-line options may be a better solution for small- to medium-sized runs or for digital presses that run at slower speeds. The bottom line is that press manufacturers are staying up with the times and providing solutions for digitally printed labels that can fit specific operations and specific applications.

“As the digital revolution continues, manufacturers of narrow-web printing and converting machinery must have the ability to provide solutions for decorating and finishing that match the technology of the digital printing growth,” concluded Kirtz. There seems to be little doubt that this will be the case.

4th drupa Global Trends Report 2017 Executive Summary

Executive Summary

Two years ago we were able to report an almost universally positive picture from both printers and suppliers reporting on their own companies’ economic health, described as the “drupa barometers of economic confidence.” Last year the picture was more variable between the regions, with some doing well and others struggling. It was a similar picture in 2016, however the variances were even larger.

Nevertheless in global terms, 42 percent of printers¹ described their business as in a “good” economic state, whilst 1 percent described it as “poor.” So a positive net balance of 31 percent – and it is that “net balance” that we show in the chart below and is used in many of the subsequent charts. As always, the forecast for next year is somewhat more optimistic than the reality the following year, while in some cases the difference is striking, eg Africa, which reported a net decline in confidence, the first time for any region since this report series started in 2013.

Drilling down into end market sectors, functional and packaging printers globally are more confident than commercial printers, who are in turn more confident than publishing printers, a pattern that has been present since 2013. However, that global summary masks significant variations at regional levels. Publishing printers in Africa and Asia were more confident than those in commercial print, and it was the reverse of that in Australia/Oceania and the Middle East.

In general, it is a similar positive story for suppliers, with 56 percent reporting their company in a “good” economic condition and just 6 percent stating it was in a “poor” state, a positive net balance of 50 percent – the same as last year. Curiously, the regional variations are less than last year.

Perhaps amongst both printers and suppliers in general a more cautious (and perhaps more realistic) outlook is emerging. The economic summary in the main report indicates there is good cause for that caution.

The printers’ and suppliers’ own more detailed financial performance figures support this more conservative view. Printers globally report continuing falls in prices, which are compensated for by increasing utilization and hence raising overall revenues at a cost of falling margins.

Drilling down into the data both by region and by market sector, the picture is more complicated, eg South/Central America and Africa reported net positive price increases while the Middle East reported severe price and margin falls. Similarly, publishing printers in North America show falls in revenues, prices and utilizations; in South/Central America and Africa, rises were reported in all three measures.

Despite the general squeeze on margins, employee numbers continue to rise globally with a +9 percent net balance, ranging between 21 percent North America and 0 percent South/Central America and Australia/Oceania. While production employee numbers increase globally by 9 percent, there is a small decline in administration employees of 2 percent. In the more developed regions, numbers employed in publishing printers are falling sharply, eg down 21 percent in North America.

Globally for suppliers the pattern is similar, with revenues up 17 percent but prices down 24 percent and margins down 27 percent (nevertheless the best, i.e. least negative, net balance in three years). Again, the picture is patchy regionally, with the Middle East and South/Central America struggling.

You might expect that global and regional financial market conditions would affect printers and suppliers alike. Not so. Globally, printers report better financial conditions this year on all topics (except average debtor days where they, like suppliers, reported a worsening picture). Globally, suppliers report a worsening on all topics, with terms getting worse particularly in South/Central America, Africa and the Middle East. Printers agree in these regions.

Printing is a very diverse industry when it comes to the print technologies used. Fourteen out of 16 technologies listed scored a 10 percent or above penetration in at least one of the market sectors. Overall, digital toner cutsheet color presses led by a wide margin in terms of the positive net balance of print volumes in 2016, up 25 percent, followed by digital inkjet rollfed color, up 11 percent. The picture is more complex when you drill down into the market sectors. For example, there is 8 percent growth overall in sheetfed offset, thanks largely to packaging and publishing markets and an 8 percent growth overall in flexo, due to packaging and functional markets.

Past trends in the production mix of conventional print continued this year with ever-shorter run lengths, ever-shorter lead times and an ever-increasing number of jobs. However, there was a major surprise in the apparent irreversible transition to digital print; as for the first year, there was a small but distinct reduction in the proportion of turnover that was digitally printed. Drilling down into market sectors, digital print is clearly having the greatest impact in functional markets, followed by commercial, then publishing and then only modestly to date in packaging.

Disappointingly, the proportion by value of digital print that is variable stubbornly refuses to rise. In 2013, 19 percent of the printers then using digital print reported more than 25 percent of their digital print was variable, while the figure for 2016 is 18 percent. As variable data is the major added value component of digital printing, this is an alarming trend.

Another striking figure this year was the clear fall in the proportion of printers that reported a web-to-print/storefront installation. After several years of steady increases, this year there was a significant fall – down 3 percent globally. Not all regions fell, but some were decisive, eg North America, down 25 percent.

Capital expenditure

The drupa expert panel was recruited afresh from attendees after the very successful drupa in spring 2016. There they saw an incomparable technical demonstration of the future of the print industry, so it is natural that they hold ambitious plans to invest in that future. Printers in all regions, except the Middle East, reported growing levels of capital investment. Functional and packaging printers were more confident of rising investment levels than those in publishing and commercial sectors. For the first time, investment in Finishing is the top priority, closely followed by print technology. However there is greater investment in prepress/workflow/MIS as printers begin to realize the need for greater automation.

As for plans for investment in print technology, sheet-fed offset has knocked digital toner cutsheet color off overall top place, with digital inkjet cutsheet color growing rapidly to take equal third place alongside flexo. Drilling down into market sectors there is for the first time in this report’s history, i.e. since 2013, a different market leader in each market sector, with digital toner cutsheet colour in commercial, sheet-fed offset in publishing, flexo in packaging and digital inkjet rollfed color in functional.

Suppliers’ capital investment plans remain strong globally, with most regions forecasting a net increase. The exceptions are those regions struggling in performance terms, eg South/Central America and the Middle East. By far the most popular investment type is the development of fresh sales channels (46 percent) but even Research and Development, the least popular type of investment, is up to its best level yet at 20 percent. Suppliers will spend more next year on marketing, and while trade shows and product training remain the most popular uses of that budget, online content and education is almost the fastest growing customer support tool.

Strategically, both printers and suppliers agreed the biggest constraints to growth were a lack of demand, creating strong competition. But drilling down into the causes of the lack of sales, printers agreed that finding new customers was the most difficult, while for suppliers it was competitive pricing. As to how best to drive improved profitability, printers put their faith in a combination of reduced staffing/improved productivity and new print technology, while suppliers will rely on new products and new sales channels.

Market specific trends

Commercial printers facing the impact of digital communications have been encouraged to find new revenue streams with fresh added-value services. With four years of data now available, it must be reported there is no evidence of any such growth, with the notable exception of wide-format print, up from 37 percent in 2013 to 50 percent in 2016. North America leads the way in adding new services, but even in that region there is some evidence of a fall in the range of services offered. Multichannel or cross-media services are still a minority application (18 percent globally), although again North America is well ahead (38 percent).

Publishing printers are having the hardest time in adjusting to digital media, as evidenced throughout the report. An increasing number of titles have online editions, with the consequent reduction in circulation – although the number of titles lost to online-only editions remains very low. Other means of creating added value – such as personalization, versioning and variable content – are growing, but slowly. Once again North America is showing the way. Yet relatively few publishing printers are infusing fresh added value services beyond the historic prepress, design and storage/fulfilment options.

Packaging printers have seen a relatively small impact of digital media to date and remain generally confident across all regions. On the other hand, the level of adoption of added value SKUs remains modest in most cases, with interactive features the most common to be adopted. It is clear that digital print is starting to have a real impact (32 percent offer it globally), most commonly for labels but with flexibles and folding cartons following and some signs for corrugated.

For functional printers the story remains very positive, with those in this market sector putting ever more resources behind it as they enjoy good growth rates in most applications. Inkjet is the dominant print technology for most applications – up from 61 percent in 2014 to 74 percent in 2016.

In conclusion

Following the successful drupa in spring 2016, this survey has provided the statistical support that shows print is recovering from the double hit of the global recession and the impact of digital communications. Printers report sustained improvements in revenues to offset reductions in pricing and margins and strong capital investment plans. For suppliers, improving revenues and margins, couple with strong investment plans, show a positive future.

The good news is not universal; while functional and packaging print are in expansive mode, publishing print is in a more defensive mode, with commercial print somewhere in between. In regional terms, the Middle East has chronic problems undermining performance and Africa and South/Central America remain fragile.

All print companies must continue to adapt and meet the market challenges head on. This will mean a ruthless approach to efficiency and automation while at the same time learning new skills and developing new added value services. Nevertheless, it is pleasing to report that overall, print has got its “mojo” back.

Reference

Numbers of printer participants by market sector and region are given in the Appendix. Supplier participants reporting for a region may or may not be based in that region. As most suppliers serve multiple markets in most cases, there is no attempt to analyze by market.

The 4th “drupa Global Trends” report, tracking key economic and market developments in the global print industry, is now available. The English summary can be downloaded free of charge at: http://bit.ly/2niGFNZ. The full version (in English) can be purchased online at www.drupa.de/2131.

The Future of Finishing: The Evolution of Print – and Printed Products – Demands a New Finishing Paradigm

by Andy Fetherman, vice president of sales and technology, Muller Martini Corp.

The Presto II Digital enables printers to saddlestitch personalized and hybrid products, both conventional and digital inline.

Nearly six centuries ago, German Johannes Gutenberg invented the first printing press. Many point to this development as the beginning of manufacturing, since inventors began looking for new ways to make production more consistent and faster. Yet, the concept of streamlined processes didn’t get the attention of most industries until the beginning of the Industrial Revolution in the late 1760s. Today, the manufacturing process continues to evolve.

Many futurists believe we are now experiencing a “post-information” revolution. Coined “Industry 4.0” or the “Internet of Things (IoT),” it is considered the next phase in the manufacturing process. At its essence, IoT is about connecting any device with an on/off switch, including machine components, to the internet, as well as to each other. The result? A digitized manufacturing process that communicates and deciphers data to achieve intelligent decision-making. Whats driving the Internet of Things?

Rapid increases in the ability to create and store data
Significantly greater computer power and connectivity
Advancements in how humans interact with machines, such as touchless interfaces and barcode readers

Concurrently, game-changing advancements in the graphic arts industry, such as inkjet technology and digital print manufacturing, have produced an extraordinarily complex finishing process. Today, not only are customers demanding both long and short runs, including runs of one, but they also are seeking high levels of personalization and customization for their products. So, the challenge facing finishing manufacturers is simply this: to provide printers with leading-edge solutions that feature the systems, machines and software that welcome, accommodate and exploit the Internet of Things.

Today, finishing operations – whether through a trade bindery or finisher, or within the printing operation – must embrace IoT and understand it will continue to become an important part of manufacturing and the printing/finishing world. Muller Martini’s manufacturing philosophy, trademarked Finishing 4.0, features five precepts that not only represent the future of finishing but also are integral to the design and engineering of a finishing manufacturer’s portfolio.

Automation. Although automatic control of machine processes dates to the 1940s, the emergence of barcode readers in 1974 truly legitimized this advancement. And today’s increased demand for variability dictates that highly intelligent automation be present within every phase of the printing process.
Interconnectivity. Barcodes embedded on the product during the prepress imposition process provide linkage throughout the entire production line. Not only does this help streamline (and greatly lessen) makeready, automate processes and eliminate human error, but interconnectivity provides actionable, real-time data for on-the-fly decision-making.
Variability. A variable world requires efficient production and finishing of variable end products, independent of their thickness, format, content or trim and run size. Likewise, content integrity and validation from book to book to book is a crucial component.
Touchless workflow. Requiring a high degree of interconnectivity, a barcode-enabled touchless workflow facilitates uninterrupted print finishing with little or no manual intervention, thereby reducing labor and waste.
Hybrid systems. The processing of both offset and digitally printed products on the same machine – either separately or concurrently – necessitates scalable systems that are engineered to expand as your business evolves and grows. Hybrid finishing solutions not only provide commonality in quality but optimal production efficiencies. In addition, they offer significant investment protection, allowing you to add features and functions as digital and hybrid opportunities increase.

To successfully compete in today’s – and tomorrow’s – variable world, binderies/finishers and printers must embrace forward-thinking finishing solutions that efficiently and expeditiously accommodate offset, digital and hybrid printed products. Operations must be designed to embrace these challenges with end-to-end workflow from file to finished product that achieves the greatest quality – and even greater efficiencies. These efficiencies include reduced makeready and manpower, less waste and faster speed to market, all while significantly improving the experience of the product’s end user.

At the end of the day, the future is all about ultra-efficient finishing – and enhanced profit potential. So be sure to consider these five pillars – automation, interconnectivity, variability, touchless workflow and hybrid systems – when you choose your finishing partner. And be extra sure they are as committed to growing your business as you are.

Andy Fetherman has more than 30 years of experience within the graphic arts industry, beginning his career in 1986. He joined Muller Martini in 1994 as product manager in the Press Division. For the past 15 years, he has been spearheading the development of digital finishing systems for print providers worldwide.

Association News: FSEA

Second White Paper Available on Impact of Enhancements on Shelf Presence

The FSEA has officially released its second white paper on “The Impact of High-Visibility Enhancements on Shelf Presence.” This second white paper, based on a study conducted by the Sonoco Institute of Packaging Design and Graphics at Clemson University, examines an unknown brand of disposable single-serve coffee packaging that was created specifically for the study Zapotec – and compares it to name brand packaging on a retail shelf. The Zapotec packaging was studied in three iterations, with both a control and an enhanced package: a printed Zapotec package and stamped red emblem; a printed package with a red metallic foil emblem; and the same printed package with a gold metallic foil emblem.

Using eye-tracking devices that track actual pupil movement, the study analyzed how long it took the 180 participants to find a package on a shelf and how long the participants fixated on an item. As one example of study results, the printed “red bird control” Zapotec carton was placed on the shelf next to well-known brands, such as Maxwell House, Gevalia, Donut Shop, Green Mountain and Eight O’Clock. The unenhanced carton was second to last in “Time to First Fixation” – or time until the participants’ attentions were focused on the cartons. However, when the enhanced Zapotec carton with a red foil stamped emblem was placed alongside the same known brands, the Zapotec carton rated second overall in Time to First Fixation. This is a significant difference, as the unknown brand rated higher than Maxwell House, Eight O’Clock, and Donut Shop in attracting consumer attention quickly.

The white paper also includes purchasing data from the study. These results also were positive, showing the gold foil stamped cartons attracted consumer attention that led shoppers to purchase the unknown coffee brand just as often as name brands Maxwell House and Green Mountain Coffee and more frequently than Eight O’Clock.

To receive a copy of the 10-page white paper, contact Jeff Peterson at [email protected]. The full white paper is free to current FSEA members. Additional studies and white papers will be out soon from FSEA. The support of the FSEA membership makes this all possible.

FSEA Young Alliance Gathers at Odyssey 2017

The FSEA Young Alliance continued to gain momentum with an event in May after its first official plant tour last fall at The Seidl’s Bindery, Inc. in Houston, Texas. The Young Alliance represents print finishing professionals between 25 and 45 years of age. The group gathered during the recent IADDFSEA Odyssey in Schaumburg, Illinois, along with the NextGen young leaders group from IADD.

“It was exciting to see more than 40 young people from our industry gathering together, networking and sharing ideas,” stated FSEA Executive Director Jeff Peterson. Matt Seidl, current FSEA chair, welcomed the attendees and discussed future initiatives, while FSEA Marketing Director Dianna Brodine then shared some of the social media tactics used to generate excitement for the Odyssey. Further discussion centered on hosting an FSEA Young Alliance and IADD NextGen plant tour in the fall of 2018. Details will be available soon.

For more information on the FSEA Young Alliance and how to become involved, email Jeff Peterson at [email protected] or call 785.271.5816.

Mark Your Calendar for the 2018 FSEA National Conference

FSEA has announced its 2018 National Conference will take place April 11-13, 2018, at the Franklin Marriott Cool Springs Hotel, in Franklin, Tennessee (right outside Nashville). In addition, FSEA has confirmed the association will once again partner with IADD to conduct the event in conjunction with the 2018 IADD Management Meeting. In addition to industry-specific programming, networking opportunities will be provided, and bus transportation for one open evening to downtown Nashville is being planned.

Look for more details soon, including programming, hotel and registration information, at www.fsea.com.

FSEA Announces 24th Annual Gold Leaf Award Winners

Embossing, foil stamping and specialty effects can raise the level of quality, added value, shelf presence, brand recognition and security for a product. These are the types of unique and eye-catching pieces the Foil & Specialty Effects Association showcases during its annual Gold Leaf Awards Competition.

The 24th Annual Gold Leaf Award winners were honored during the 2017 IADD•FSEA Odyssey, held in Schaumburg, Illinois. More than 300 entries were received from around the world, including pieces from the US, Canada, Australia and the UK. Judging was based on design, execution and level of difficulty, with submissions utilizing a number of specialty finishing techniques from foil stamping and embossing to specialty coating, film laminating, laser cutting, diecutting, cold foil application and more.

See all of the winners at www.fsea.com.

Utilizing Hologram Technology and Second-Level Solutions for Increased Brand Protection

by Brittany Willes, editor, PostPress

Daivy hard embosser for hologram production

Growing at a predicted rate of 3 percent per year, according to the 2016 Brand Protection and Product Traceability Market Research report conducted by PMMI, counterfeiting has become a worldwide epidemic. Global ink manufacturer Sun Chemical, Parsippany, New Jersey, recently released its “Anti-counterfeiting Technologies for Packaging” white paper, explaining how “Counterfeiting threatens public health through the production of inferior medicines, foods and beverages; causes taxes to increase by sidestepping official channels; increases public spending by boosting law enforcement to counter the illicit trade; and raises the price of legitimate products as companies seek to recoup their losses.”

Because of widespread counterfeiting, the anti-counterfeiting market is predicted to outpace growth of the food, beverage and pharmaceutical industries combined as companies search for ways to protect their brands and their customers from inferior products.

Hologram Security

One method for combating counterfeiting is through incorporation of hologram technology. Introduced in the late 1970s, the first commercial holograms were developed to create 3D images. “Early entrepreneurs were quick to realize that hologram technology could be a potent weapon to combat the menace of counterfeiting,” stated Manoj Kochar, chairman of the International Hologram Manufacturers Association (IHMA). Since then, holograms have undergone tremendous change. According to Kochar, what started as a classical 2D/3D technology, requiring a good deal of skill and sophistication to create and manage, since has evolved into a highly specialized – yet extremely flexible – device that can incorporate many different feature combinations and be used in different formats.

As far as anti-counterfeiting technology, the hologram lends itself to integration with various substrates and print and conversion technologies, which leads to new products and applications. Currently, a new generation of optical structures is in development. The structures will contain distinct visual effects, making them easy to identify and even more difficult to simulate.

“There are quite a few optically variable devices (OVD) currently on the market,” said Kochar, “but the hologram is probably the most widely used and recognized. It also happens to be the only optically variable feature that is integrated with a database of security images.”

Kochar went on to explain that the IHMA, which works closely with the Counterfeiting Intelligence Bureau, has established a Hologram Image Register, a centrally held database that provides faster online registration and copyright checking of hologram designs. Operated under the strictest confidence and security, manufacturers and producers can register their holograms, enabling them to check that production designs do not inadvertently copy existing ones and infringe copyright.

When it comes to packaging, the brightness and dynamic appearance of the hologram makes it eye-catching. It’s no secret or surprise that holograms are useful in grabbing the attention of customers browsing shelves in a store or supermarket. “This is the one single property that all brand owners look for in their packaging – brand appeal,” said Kochar. Holograms are able to impart a premium look and feel, which is why more and more companies are turning to holographic films and foils when designing packaging.

Incorporating Holograms

KISICO, the German-based producer of packaging caps and closures, has used Morphotonix brand protection technology to develop a highly secure hologram-topped cap free from additives or inks – called the HologramCap – for the packaging sector.

Due to their ability to increase both the security and visual appeal of packaging, many might assume that applying holograms would be difficult and time-consuming; however, this usually is not the case. In fact, most holography and other forms of product security have been designed specifically to correspond with existing manufacturing processes.

According to David Hutchison, CEO of Lenexa, Kansas-based BrightMARKS, “In terms of preparation of the press sheet to apply a hologram, it’s no different than any other hot foil stamping project. In terms of selecting the security level desired, the client should review the various levels of holographic security devices and choose one they believe to be the most appropriate for their needs.” Since the early use of commercially applied holograms, many forms of OVDs have been developed, allowing brand owners a variety of security solutions from which to choose.

To minimize the potential for hologram duplication, Hutchison recommends taking the following precautions:

Choose an OVD (hologram) that is unique.
Apply the hologram with a unique stamping die that has some level of complexity to it: an uncommon shape and/or a micro-texture element.
Plan to change either or both items 1 and 2, on some scheduled basis.
Communicate to the viewer or authenticating parties whenever changes are made and the effective date.

“Holography offers multiple levels of verification possibilities comprising overt, covert and forensic features, which makes it the preferred technology for most authentication solution seekers,” stated Kochar. “Having said that, it is pertinent to note that each technology has its own USP, and an effective security solution invariably employs several technologies to provide a truly effective solution.”

Additional Security Solutions

As Kochar noted, no single approach will be appropriate for every situation. In addition to hologram technology, experts recommend products and packages incorporate second-level security features. This creates a more layered approach, which has been proven to be most effective when applying anti-counterfeiting technology and protecting consumers – and brand owners – from inferior products.

Incorporating second-level security features involves adding covert or hidden features. “Second- and third-level solutions are very difficult to detect,” explained Jeff Salisbury, CEO of Label Impressions, Inc., headquartered in Orange, California. Like many companies, Label Impressions recommends clients utilize overt and covert security features. “The overt feature effectively throws the counterfeiter or diverter off the trail,” Salisbury stated. “They copy the hologram but miss the other security features hidden within the label or package.” These covert, or “hidden,” solutions are imbedded into artwork in ways that counterfeiters, armed with anti-counterfeiting detection devices, still are unable to detect. “Features such as micro text, latent images and hidden data points buried as an additional “plate” are all highly effective solutions against counterfeiting,” he said.

When it comes to creating a layered solution, Sun Chemical identified three basic categories: on-package-based solutions, serialization (track and trace) and direct product testing. Of the three, on-package solutions are recommended as being the most prevalent. According to its anti-counterfeiting report, “The most cost-effective and effective security solution is an on-package approach. There are many benefits in using an on-package security approach, including ease of implementation, the ability to be integrated into existing processes, a rapid yes/no determination for in-field users or customs officials, and its low cost.”

For on-package security, one of the most recommended second-level covert solutions involves the use of phosphors as taggants. “Some refer to the use of taggants as third-level security, but due to its relatively low cost, I consider it a third-level option at a second-level price,” stated Salisbury. “These additives can be mixed into any ink or coating and are invisible to the naked eye. They only show up, or “activate,” when exposed to a very specific spectrum of light. Better yet, the taggant type, color and location can be changed with each print run.” This makes taggants especially effective in anti-diversion programs where a brand is looking for the specific source of the diversion. A different colored taggant can be assigned to each distributor and easily traced back from retail to the diverter.

Brand protection label supplied by RPC Krypten

“We had a personal care brand with a highly effective, high-cost product,” stated Salisbury. “The customer wanted a very simple, basic one-color print on a white label; however, the product was extremely prone to counterfeiting. There was literally no way for a consumer to tell the difference between the real product and a counterfeit until the product had been used for several weeks.” In addition to counterfeiting, the brand also had a significant diversion problem. Naturally, the customer wanted to determine the source of the diversion. Label Impressions introduced a taggant to the adhesive, binding the lamination to the base material and rendering it invisible to the naked eye. The client could trace the diversion back to a specific diverter and penalize the distributor financially – quickly putting a stop to the diverting. “By adding the taggant, counterfeiters do not know what to look for and believe they are providing a similar product,” Salisbury affirmed.

Sun Chemical likewise recommends taggants for high-level security and protection. As the report states, “Through the incorporation of these forensic markers, suspicious packaging can receive laboratory analysis, which not only plays a very important role in identifying a fake but can also serve as evidence in courtroom situations.” One of Sun Chemical’s own taggant solutions, Hidden Indicia™, uses proprietary software to encode covert images into original art. These images are revealed either optically by using a credit card-sized plastic lens or digitally using a smartphone or scanner equipped with decoding software.

Conclusion

Diversion and counterfeiting are more prevalent than ever in the expanding age of e-commerce. As a result, companies are becoming more and more proactive in utilizing anti-counterfeiting technology. Hologram technology has come to represent a reliable first line of defense that offers the added benefit of increasing shelf appeal. When paired with second-level security solutions, business owners and customers alike are safeguarded against inferior products.

As Salisbury noted, “Clients are often surprised to find these solutions are easy and cost-effective and typically allow for added marketing components. Truly, they are worth every penny, and their value often extends beyond security.”

Industry Influencer: Hal Hinderliter

Hal Hinderliter – owner of Hal Hinderliter Consulting Services – has spent decades challenging printers to change their mindsets, and their approach, to the market. According to Hinderliter, printers must become proactive when promoting and implementing new technologies designed to meet customer needs.

Having spent more than 35 years in the printing industry, Hal Hinderliter has experienced the ups and downs of an industry forced to evolve rapidly with the advent of the digital era. As such, Hinderliter – owner of Hal Hinderliter Consulting Services, Milwaukee, Wisconsin – has developed an expertise in digital prepress, market research, variable data and workflow management. His company focuses on providing consulting and custom training programs that enable clients to understand and utilize the newest technologies while improving product quality and increasing profits.

What drew you to the printing industry as a career?

I got my first job when I was 13 years old, working as a photojournalist for my hometown weekly newspaper. I was immediately fascinated by the process that turned my photographic prints into those big half-tone dots. I wanted to learn more, which led me to take a graphic arts class during my junior year of high school. I was immediately hooked, and the rest is history!

What important changes have you witnessed in the industry over the last few years?

These days it’s all about the newest technology. When I first started in print, we were all craftsmen. We worked with our hands, using X-ACTO knives and Rapidograph pens. There wasn’t a computer in sight.

Today, the use of computers and lasers and servo motors means that our customers get higher quality results, delivered faster and more cost-effectively than we ever could have imagined. The most influential of these changes may have been computer-to-plate technology, but even that accomplishment is being swept aside by a new generation of faster and larger digital print engines. These production enhancements have been accompanied by tremendous advances in communication, including PDF workflows, web-to-print portals and internet-connected hardware diagnostics.

What is “Print that performs”?

The internet, personal computers and mobile phones are a powerful combination when it comes to disseminating information. If the only value of a printed project is in its ability to distribute words and numbers, then it will soon be replaced by electronic media – if it hasn’t already. “Print that performs” is capable of more. It motivates people to buy, it enhances brand loyalty, it provides a method to transport a product, or it adds value in some other way. Those forms of print are more resistant to electronic replacement and will provide a more sustainable future for printers and finishers. Beyond the obvious utility of printed packaging, many of my favorite examples of “print that performs” come from the marketing department: pop-up 3D diecut mailers, ornate foiled brochures and luxurious magazines with UV-coated, soft-touch covers. In other cases, though, getting print to perform includes the use of variable data authoring tools to deliver only the content that is relevant to each recipient. Projects that are successful performers will be functional in some useful way, not merely informative.

How can printers diversify into other areas?

It really starts with sales and estimating. Shops that find themselves cutting margins to the bone in order to win those long-run, 4-over-4 jobs will eventually find that no profits means no reinvestment in improved technology, rendering them uncompetitive. Finding ways to please customers who want higher-margin projects means moving away from a “churn and burn” low-bid approach. Offering (or partnering with shops that can provide) value-added finishing and special effects will lead to the production of more functional print jobs, ones that can perform a useful service not easily replicated on a cellphone screen. Dimensional coatings, security inks (with taggants), rust-resistant stainless steel stitch wire, water-resistant synthetic substrates – the list of possibilities is practically endless, and many print buyers will be unaware of what is available unless you show them these options.

What will be the biggest challenges faced by those in the printing industry in the next few years?

Changing our mindsets! After so many decades of expecting that helpless customers will seek out our expertise in print reproduction, we’ve got to become proactive in finding and promoting a new expertise that’s focused not on a specific reproduction method, but on solving our clients’ needs. This trend can be a little hard to spot, because commercial printers who decide to target a specific audience often create a spin-off company under a new name. This allows them to tout their success with educational, healthcare, governmental or other specialized applications without being burdened by the “printshop” moniker.

How will HHCS continue to advocate and provide services for those individuals?

My consulting practice often includes assisting printers in rethinking their approach to the market, as well as the selection and implementation of new technologies and practices. It’s generally difficult for companies to look beyond incremental changes to their existing business methods; bringing in an outside consultant can enable the examination of entrenched procedures and illuminate new paths to profitability.

What trends do you see for the industry in the next few years?

The printers and finishers who will survive and thrive are those who will take a more vertical approach to the marketplace. Instead of offering a loosely defined set of services to all comers, vertical shops will look for opportunities where their capabilities and experience can provide turnkey solutions to complex business problems. Then, they’ll seek out customers who can benefit from these specialized solutions and offer themselves as a strategic partner.

How will HHCS continue to serve and influence the industry?

I’m developing courseware and educational curriculum that I hope will have a lasting and positive influence on the graphic arts, and I continue to enjoy my involvement with the OUTLOOK conference at GRAPH EXPO, as well as the MUST SEE ‘EMS awards. Of course, I also remain available to companies that may need some outside advice on their operations.

Simply Bewitching: A New Era in Wine Labels

by Brittany Willes, editor, PostPress

The Bewitched label recently received a gold award during the 24th annual FSEA Gold Leaf Awards. It was recognized for most Creative Use of Foil & Embossing Label (Sheet or Rotary).

With its dramatic gold foiling set against a striking black background, the Bewitched Chardonnay wine label has been making a splash since it first arrived on the scene. Designed by Joy Hallman of Stranger & Stranger, an international design firm with a reputation for creating unique and unforgettable packaging, it’s little wonder Bewitched has received such high levels of admiration. To bring the design to life, Stranger & Stranger reached out to Vintage 99 Label, a California-based printer specializing in wine labels.

When remarking on the Bewitched label, Vintage 99 Director of Sales and Customer Service Brian Lloyd stated, “Clients are constantly telling us, ‘Oh wow, I want my label to look like this!’ It’s effective and different and it gets everyone’s eye.”

Effective is one way to describe the label. Utilizing a mixture of bold lettering, fine lines and tiny diamond embellishments – all done in dramatic gold foil – the design, at first glance, appears quite complex. However, looks can be deceiving, and, in the case of Bewitched, this works to the label’s advantage.

“When Stranger & Stranger first brought us the project, we knew it would be a challenge due to the very fine lines and dots that make up the design,” explained Lloyd. “From a finishing standpoint, it’s already difficult. What makes it even harder is the combination of thick letters paired with incredibly fine dots.” This is because the foil reacts differently to pressure and temperature. Managing both throughout a run that incorporates both fine and broad details can be quite challenging.

For example, the diamond-shaped border around the Bewitched name is composed of two differently sized fine lines of foil, in addition to lines of extremely small dots. The border is as fine as it is possible to get and still transfer well. Holding that pattern without any of the individual diamonds dropping out – while also holding the solid foil letter ‘B’ – represented one of the greatest challenges due to the pressure, temperature and tension of the foil, which needed to be just right.

Yet, because the labels’ design is composed entirely of foil stamping, this actually made it easier to print in many ways. According to Lloyd, had the design required printing over foil, embossing or other elements, the production process would have been much more complicated. “From a production standpoint,” said Lloyd, “once we got the foil die correct, it was pretty smooth sailing.”

One of the reasons the Bewitched label is so striking is the black vellum paper on which it is printed. This unique paper is dyed black all the way through, making it particularly successful when used for bottles. Unlike traditional white paper labels that result in a visible edge, Stranger & Stranger wanted only the black and gold foil visible when viewing the red bottle. For Vintage 99, this also meant they didn’t have to perform any additional printing to accommodate the design. It all came down to the foil. “From a printing standpoint, there’s technically no print,” said Lloyd, “just finishing and diecut and varnish.”

Once Vintage 99 received the design file for the label, it was sent to the company’s die vendor to be sure the whole design could be reproduced without any of the fine lines dropping off. Along with the original design file, Vintage also sent a quick-time rendering of the bottle and artwork. This was made possible using 3D proofing software called Visualizer.

“The software allows us to actually take the artwork, render it on a bottle in a quick-time VR movie that we can send to the die vendor and the client,” said Lloyd. “We do that prior to pulling the trigger – making the die and getting it on press. We wanted to be sure we could get all the subtle nuances of the foil diemaking processes just right.”

The label itself was printed at Vintage 99’s Santa Rosa facility on an offset press with a flat-stamp unit built in. According to Lloyd, this meant taking the flat-stamp unit with the die, mounting it in the press and doing a lot of fine-tuning before running it.

“We did foil runs between the black paper that is already dyed and the gold foil. That heat transfer process gives the label the final look,” said Lloyd. The last step was to apply a protective varnish that helps prevent scuff marks while the wine bottles are in transit.

Despite its challenges, the label has been a resounding success. As Lloyd noted, “The clients loved it. They haven’t wanted to change anything and have no plans of deviating from the original design. The response has been pretty overwhelming.”

The Bewitched label recently received a gold award during the 24th annual FSEA Gold Leaf Awards. It was recognized for most Creative Use of Foil & Embossing – Label (Sheet or Rotary).