Industry Influencer

Industry Influencer: Sue Lund

March 12, 2021

PostPress

Custom print finisher The Occasions Group specializes in greeting cards, napkins and envelopes. Vice President of Business Development Sue Lund has been with the company for more than 30 years. After graduating college, she began working with Taylor Corporation, the parent company of The Occasions Group. She has held a variety of positions since then, including sales manager, account executive and director of product development.

Lund recently got together with PostPress to discuss her time in the industry, challenges The Occasions Group has encountered as a result of the pandemic and what opportunities she sees for the industry in the next few years.

How did you get your start in the greeting card/invitation industry?

I managed a high-end retail store. One of my customers was a leader at Taylor Corporation and encouraged me to interview for a sales manager position. Three interviews later and I was hooked.

I have spent my 33-year career with Taylor working in sales, product development, marketing and now business development. It is a wonderful industry, and I have met lifelong friends in our partners, our suppliers and our competitors. We focus on life’s celebrations. I can’t imagine doing anything else.

What changes have you seen in the industry over the last several years?

From our perspective, the following are several key changes that have impacted the industry:

E-commerce – Consumers are doing their shopping online. We are the print partner for brands in the holiday card and wedding markets, and all their orders are placed on their own e-commerce sites and with large online retailers like Amazon.
Personalization – Consumers want unique cards and invitations. We are seeing incredible growth in this space.
More designs and shorter runs – Consumers want choices. Our partners are looking for solutions that enable them to have smaller print runs. This allows them to test designs, offer more designs and eliminate obsolescence.
FOIL! – Consumers love foil. Foil cards and invitations are growing double digits each year for the last seven years.

What challenges has The Occasions Group encountered because of the pandemic? How have you shifted to meet those challenges?

The Occasions Group offers print fulfillment to industry leaders in the life event and social stationery space. This includes weddings, graduations, baby, holiday and other life celebrations. The pandemic put a stop to traditional in-person gatherings, so our invitation and announcement business took a sharp turn almost immediately.

We quickly pivoted to focus on expanding our greeting cards sold online, and we’ve seen incredible growth in that segment. We also developed giftable products that took off, and we expanded our yard sign and banner programs. Parents and schools honored their kids with graduation yard signs. They were everywhere. We expect the same this year.

Our consumer holiday card segment also was incredible this year. It was more important than ever to connect with friends and family that folks hadn’t seen all year.

How do you believe the pandemic will continue to challenge the industry?

We are hopeful. We are expecting a strong year with growth beginning in March. We have refocused our attention to products consumers are seeking.

Of course, until we feel safe and are comfortable in larger gatherings, it will impact our invitation business, but I believe we will be back on our feet by year end. In many ways, the pandemic has helped our business by getting us outside of what we usually do and expanding into other product categories inspired by consumer trends that are likely to be around for a while.

How has the growing emphasis on sustainability affected areas like greeting cards, invitations and envelopes?

We partner with a few companies whose brand promises are to be environmentally conscious. Our manufacturing and custom print facilities are FSC-certified, which is how we are able to partner with these brands.

We have seen the most success with the sustainability message when it is marketed to consumers who seek that out. It’s more impactful when it is a brand-identity message or believable marketing content and not just a paper choice of PCW recycled paper.

I think the US is behind other parts of the world on sustainability, but it is a trend that will continue to grow, particularly in packaging. We do have partners that choose non-acetate options in single greeting cards and boxed cards, and we’re happy to give the option.

What are your predictions for the industry in the next five years?

We will continue to see growth in the greeting card market. Consumers want choices and convenience. Custom cards will see significant growth. Online shopping will continue to grow, but smaller boutiques will see growth as well.

We all need to be nimble enough to adjust as consumer behavior changes. We all had concerns when e-cards were launched. We found they really did not impact us as negatively as we thought. Customers like to touch and feel their cards and experience receiving a handwritten card or note in their mailbox. That will not go away.

Industry Influencer: Ford Bowers

December 9, 2020

PostPress

PRINTING United Alliance President and CEO Ford Bowers held several roles in several industries during his career before finding his way to the printing industry. As he explained, it was “through a series of coincidences that I wound up in printing about 15 years ago. It certainly wasn’t planned, but now that I’m in it, I couldn’t be happier. It is creative, challenging, ever-changing and fulfilling. I left other jobs principally due to boredom. I’ve never been bored a day in this industry, whether as a project manager, a printing plant manager or, now, in an association role. It has been, and no doubt will continue to be, a wonderful industry to work in.”

PostPress recently got together with Bowers to discuss his time in the industry and changes to the association, as well as challenges facing print and what the future may hold.

Earlier this year, SGIA and PIA merged to become PRINTING United Alliance. How has this merger helped to strengthen the association, and what changes will this bring?

The immediate advantage was to bring together two groups of industry experts across a range of subject matter, including government and regulatory affairs, training and education, human resources, research and economics. These resources now are available to both the former SGIA and PIA members.

This coming together also extends our membership, which now represents commercial, apparel, wide format and industrial, as well as growing packaging and in-plant segments.

The challenge in the coming year will be to go through the process of integrating technical and procedural operations so that members can fully take advantage of all we have to offer (e.g. websites, learning management system, association management system, etc.). There still is much to be done. At the end of this journey, there will be an experience for members where, regardless of their current business focus, they will find information, expertise and resources to address their day-to-day issues or to explore other areas as needed.

What challenges are facing the industry in the next few months?

We certainly are not clear of the COVID-19 pandemic and the issues wrought by its disruptive force. That said, I believe – maybe hope – we have plateaued at a “known level” of economic fallout at the macro and micro level, so that everyone can make plans and adjust strategies accordingly. Unknowns are much more difficult to deal with.

I believe the industry will bounce back as the pandemic is brought under control, most probably only after widespread vaccination programs become available. Our industry may well lag the larger economy, however, as much printed product requires cash flow for customers to return first before orders are placed.

I also believe that many of the trends that were underway prior to the pandemic now will be accelerated. Trends present opportunities, but by their nature also are challenging. For example, inkjet replacing analog printing methods, mergers and acquisitions (especially in the commercial market) and also innovation in general – we are a very adaptive industry and crises bring out unforeseen benefits in time – all change the competitive landscape and, despite economic stress, still must be taken into consideration.

How will PRINTING United Alliance help members navigate these challenges?

Early on, we mobilized our subject matter experts in human resources, government and regulatory affairs, environmental, health and safety, economics and research to assemble in one place a trove of information related to the pandemic and its effects, government programs, state by state regulatory tracking, federal relief programs and so forth. This was put together on our COVID-19 Resource Channel as a collaborative effort through the Alliance, PIA affiliates and NAPCO Media. These resources have been viewed hundreds of thousands of times, are updated almost daily and have been a tremendous one-stop resource for printers. No other organization in North America has the staff experts and the audience reach to propagate this information so quickly and efficiently. This is another benefit of the organization built over the past few years.

We will continue this effort of bringing timely and targeted information on the pandemic until the situation has resolved in large part. Beyond that, the best course is to bring back, as appropriate, those opportunities for the regular pattern of an industry to reemerge. So, conferences, summits, events, training and education will be brought back as circumstances allow to further spur the revival of print.

How did moving to a virtual format alter the PRINTING United experience for attendees?

Of course, nothing can replace the features of an in-person event. But we believe that we put together an extremely impressive program with content appropriate for each of the major segments.

On each of the 14 days, there was education, expert analysis, product demonstrations and new product launches. Each day was dedicated to a different segment of the industry, such as commercial, apparel, textile, industrial, etc. It also included elements of engagement for follow up with exhibitors on demos and new products, virtual business card exchanges, appointment scheduling and so forth.

What are your predictions for the industry in the next year? The next five years?

I’m not the best prognosticator of the future. There certainly are keener minds than mine who carefully watch the signs and trends. That said, I have touched on a few in this interview – adoption of digital inkjet, mergers and acquisitions, and continued innovation.

Additionally, I have believed for a while that systems built to plug customers into the workflow will be the key to maintaining a “sticky” relationship, and this will be a focus for forward-thinking print service providers. I also believe that print providers who excel will need to become more adept in related disciplines and their languages, trends, innovations and learnings (think consumer behavior, marketing, supply chain management and so forth). The ability to relate to these and understand how a given solution fits in or complements these will become more important in an increasingly integrated and complex world.

Customers need help navigating this sort of multi-disciplinary approach – take advantage of the fact that it’s new for everyone.

Industry Influencer: Ben Markens, PPC

September 10, 2020

PostPress

Ben Markens has been president of the Paperboard Packaging Council (PPC), the trade association for folding carton companies since 2008. Before joining PPC, he had spent most of his adult life in folding cartons, working in converting companies, including as a plant manager and vice president of operations. In 1988, he founded a consulting practice niched to folding cartons, consulting on matters of costing, throughput, operations and strategy.

PostPress recently sat down with Markens to further discuss his knowledge of the industry, the PPC and his predictions for the road ahead.

What is the Paperboard Packaging Council’s mission?

PPC’s mission is twofold. First, we are the voice of the paperboard industry to stakeholders – regulatory, retailers and media, like PostPress.

The second part of the mission is to help our members stay competitive by providing tools and resources – such as data, meetings and forums – as well as access to suppliers of state-of-the-art technology.

What specific programs has PPC established to promote the industry and help its members?

Our association provides programs to support members in all areas relating to the packaging industry.

For example, our benchmarking studies look at throughput, labor, benefits, financial condition and much more. Because we have strong participation numbers, we can provide high levels of detail while maintaining the anonymity of our members. These pro-competitive materials also are regularly reviewed by PPC legal counsel to ensure compliance with the law.

We have many communities of interest that meet regularly and support one another: operations, financial, human resources, new leaders, women leaders, rigid box makers, Canadians and more.

We hold two general meetings each year highlighting speakers and programs to make our members better leaders and keep them abreast of industry developments.

We have a robust supplier community that helps our members solve technical problems and provides access to the latest technology available.

Our annual carton competition is our equivalent of the Oscars. Members get to showcase their work with beauty, sustainability and innovation, raising our members while inspiring others to continue pushing our industry forward.

Trees into Cartons, Cartons into Trees (TICCIT^®) is an outreach program that teaches grade-school children about the benefits of paper-based packaging compared to other non-renewable and non-recyclable substrates, like plastic. Members go to their children’s schools to teach a lesson that complies with national learning standards and is a day of fun for the students. For the member company, this is a triple winner: employee engagement, community engagement and telling our story.

What are some challenges facing the industry, especially in light of the current pandemic?

Our industry has had, and continues to have, problems recruiting and retaining high performers. Manufacturing often is hard work and is not considered as sexy as tech and other service industries.

The truth is that we are a dynamic and exciting business that creates the means to get products to market. This has never been more evident and essential since the shutdowns began in mid-March and the race started to keep the grocery shelves filled.

With more consumers focusing on sustainability, what are the opportunities for paperboard packaging now and in the next few years?

Paperboard is either renewable (made from trees that we planted) or recycled. Boxboard fibers can be recycled many times if consumers treat them well and dispose of them properly by putting them in the blue recycling bins. Recycling rates are quite high, and the Federal Trade Commission allows us to call folding cartons recyclable. This claim, recyclable, is one that no (or almost no) plastic package legally can make.

What are some of the challenges that new emphasis on sustainability brings to paperboard packaging manufacturers?

Currently, our biggest challenge is getting the message out about our sustainability profile. We could do a better job telling our story.

What industries do you see as growth potentials for folding cartons/paperboard packaging in the near future?

Cannabis, convenience store, beverage, pharma and food remain strong end-uses for folding cartons.

Industry Influencer: Sabine Geldermann

March 10, 2020

PostPress

drupa has been postponed to 2021.
Click here to learn more about the
reasons behind the move.

Sabine Geldermann is director, drupa, and global head print technologies at Messe Düsseldorf. drupa is the largest printing equipment trade fair in the world. “drupa” is a portmanteau of the German words “druck und papier” – print and paper, respectively. The monster event is put on every four years by Messe Düsseldorf in Düsseldorf, Germany. Along with planning and staging this enormous trade fair, Geldermann travels with the drupa world tour, which allows her to share industry information and observe the print industry on a global basis.

This widely traveled industry influencer had a global mindset from early on. Geldermann’s major at the Johannes Gutenberg University Mainz was Translation Studies, Linguistics and Cultural Studies (French, Portuguese, English) with a focus on business economics. She paired her pan-cultural studies with an affinity for marketing and sales, and she worked as an interpreter for international exhibitors at trade fairs while attending university. This experience sparked her imagination and led her to a fascination with the trade fair industry.

After completing her studies, she earned increasingly responsible roles with leading British trade fair organizers Blenheim International, Miller Freeman and Reed Exhibitions. Geldermann joined Messe Düsseldorf in 2013, and she began focusing her nearly two decades of international trade fair expertise on drupa and the print industry. June 16 through 26, 2020, Geldermann’s latest drupa will feature 1,800 exhibitors from more than 50 nations.

PostPress posed questions to Geldermann in order to tap her years of experience with the global print industry and her insight into its current workings and future potential.

How do you see the industry embracing global trends such as the circular economy?

From a global perspective, megatrends such as circular economy, artificial intelligence, platform economy and connected consumer continuously and increasingly affect the industry. Artificial intelligence clearly is a major driver in the print and packaging world. Processes and presses have become smarter, taking self-learning to levels never experienced before.

Effects resulting from Industry 4.0 and ongoing digital transformation already have had and still are having an intense impact, and drive our industry significantly. In my view, our industry already is in the driver’s seat and taking responsibility for achieving sustainable processes and production.

Can you compare the print industry globally to the industry as it exists in the US?

From my perspective, the US printing industry is considered as one of the leaders on a global scale when looking at the market and especially at the print volume. Current figures underline that: With more than 670 million books published per year, the US is the most relevant market worldwide, even while stable and not growing in that segment. In facing worldwide trends in printing and packaging, the US definitely is an outstanding nation that provides orientation in many ways.

What are the biggest challenges facing the print industry in moving to Industry 4.0?

Industry 4.0 and IoT have impacted so many areas of our industry. Consequences of these developments are ongoing automation, plus the analysis and handling of big data as our machines and presses collect billions of pieces of data on a daily basis. No human being will be able to analyze and interpret those data, and therefore smart algorithms and artificial intelligence will be needed.

How is drupa addressing trends in packaging?

At drupa 2020’s touchpoint packaging forum, visitors will embrace the future of packaging, design and production. The forum covers various printing technologies, market segments and packaging types.

Brand owners – such as Nestlé and Danone – and market leaders from printing and packaging technologies – namely AGFA, BOBST, ESKO, HEIDELBERG, HP, Koenig & Bauer, KURZ and SIEGWERK and others – have formed the steering committee for the touchpoint packaging initiative. Together, they have been analyzing global trends and their effects on packaging applications in the future. drupa 2020 visitors will discover unique solutions highlighting smart, multisensory as well as intelligent packaging solutions and will have the opportunity to participate in guided tours.

As you look at the packaging sector, what trends stand out in print finishing?

The synergistic effects between packaging production and printing are very high, and these have a positive impact on growth potential. Factors that influence growth include increasing and shifting populations, single households, growing middle classes, emerging markets and e-commerce.

Design and finishing activities also are increasing, with the result that embellishment and decoration are adding parallel positive effects on this area’s growth. Every segment – such as food, non-food, pharma and cosmetics – is reporting positive synergy between printing and package production. Embossing technologies and metallic effects, especially, are very much in demand. That is true for folding cartons, labeling, flexible packaging and security printing, as well as for corrugated boxes.

In Asia, the need for anti-counterfeiting techniques is a major challenge, especially for luxury brands in the shoe, fashion, fragrance and electronics segments. Interestingly, everything related to security printing is hot, including invisible inks, bar codes and printed electronics. The development of trust codes will allow for the verification of authenticity in the future.

How do you hope to see drupa influence the industry?

We have to observe global trends and very clearly challenge ourselves to cope with them. E-commerce, brand demands, sustainable production and other motivators require that print service providers (PSPs) and suppliers take care of the circular economy. They also expect consumers to interact with the packaging and the product it contains.

We have to make sure that PSPs and suppliers are aware of one fact – 24-hour connectivity is here to stay! Global players need to work responsibly and effectively across all time zones, embrace environmental endeavors, stay connected and unveil new innovations that embrace economies after economies.

We will trim waste, speed delivery, embrace automated workflows and look to AI to carry us forward. Package printing and converting is under pressure to produce more inline and to reconstitute delivery windows to be quicker, better, cheaper and ever-responsive to emerging demands. Streamlining operations is both a priority and an overarching logistical challenge of the times.

Like drupa, printers and converters have committed to standing ready, willing and able to “embrace the future.” drupa underscores its unique selling proposition as the most relevant and important platform for the global print industry – in short, a premium event that is about educating, engaging and entertaining in a fascinating and inspiring atmosphere.

Industry Influencer: Steve Bonoff

December 17, 2019

Steve Bonoff has spent almost 20 years in graphic communications’ association leadership. In 2018, his career led him to Minneapolis, Minnesota, where he now works as the president of the Printing Industry Midwest (PIM) association, a five-state membership association supporting print, mail and marketing service providers.

“We provide members with access to trusted information, cost-saving resources and cutting-edge education designed specifically for print and integrated marketing professionals in the upper Midwest,” he says.

Prior to joining PIM, he served as the executive vice president at Idealliance and before that worked his way up to president at the International Prepress Association (IPA).

“As president [at IPA], we initiated groundbreaking online
programs to help our members effectively react to the dramatic changes impacting the prepress industry,” Bonoff says. “Recognizing the need to facilitate its members’ adoption of end-to-end media production workflows and technologies, I led the charge to merge IPA with the international standards body, Idealliance, in 2010.”

He’s a visionary with a plan to promote jobs through his PIM Workforce Coalition. We visited with Bonoff to learn more about PIM and what his goals are for the industry.

Share with us the mission at PIM.

Our mission is to ensure the vitality, innovation and business success of our member companies and the industry we serve. Members participate to: enhance skills and stay ahead of the curve, reduce injuries and keep OSHA regulators at bay, attract and retain well-qualified personnel, discover industry best practices and learn from peers, reduce expenses through collective purchasing, gain recognition for quality work and employees, ensure production stays online and in top-form, and support efforts to reduce regulations and spur growth

Tell us about the Workforce Coalition and why it is important at this time for the industry.

The industry needs action NOW to ensure we have a next-generation workforce. We’re in a battle with other industries to attract and recruit our workforce, especially in the areas of press and bindery production. We’ve done a poor job of public relations about the advanced technology aspect of our industry. This includes the promotion of careers that could attract more young people to the industry if they were aware of the high-tech skills now needed in most print media companies. Our ability to attract young professionals will determine our future.

How would you describe the lack of skilled/technical workers in the field?

The pipeline of professionals that previously came from two- and four-year graphic communication schools has slowed to a crawl with the loss of many of these programs. If schools aren’t informing career-seekers of the opportunities in print, how do we as an industry think the next-generation workforce will be secured? It is on us to take the helm of this process of informing students and career-seekers that print as an industry is more than they know.

The printing industry is an $898-billion-a-year global industry that drives about $3.8 trillion in related industries and is one of the world’s top advanced manufacturing sectors. There are some 42,000-plus printing companies and print-related establishments in the United States; that’s more establishments than Subway and McDonald’s (US) restaurants combined. These companies employ 847,000-plus employees in the US. While some printed products like newspapers are in decline, packaging and other print services are growing and print service companies are growing with them. We have a responsibility as an industry to do a better job telling the story of print.

What specific programs have you started to advance the mission of the PIM? Which ones do you see the most promise in?

The skyrocketing cost of health insurance is a huge burden facing small businesses today, and Printing Industry Midwest is addressing this challenge. Through a partnership with insurance company Holmes Murphy, all PIM members now have access to an online insurance platform that solves small business health insurance challenges and more. Through a partnership with UnitedHealthcare, we’re offering access to a unique plan specifically designed for small and medium-sized print service providers with Minnesota-based locations. The UHC program is a print-community rated program designed to reduce the costs of insurance for members of PIM.

In your opinion, what will help attract more skilled workers to the industry?

PIM is leading an industry-wide effort to tell the story of print to prospective students and career-seekers – that our industry is more than they know. From the floors we walk on and the clothes we wear to the signs that guide us, the mail we receive, the magazines we read and the food we eat, print plays a vital role – and is virtually everywhere we live and work. This new campaign is designed to help anyone tell this story effectively in their world.

The PRINT IS EVERYWHERE campaign includes digital and printed brochures and presentation materials designed to share the positive stories and impact of the print industry. The campaign graphically conveys how print impacts everyday life in ways not always recognized as being borne by one industry.

Do you see a connection between lack of workforce and engagement with print?

Any decreased appreciation of print is directly tied to our industry’s inability to tell our story well. When the sales conversion for an embellished digitally printed mail piece is compared to a digital banner ad, the results are laughable…print blows it out of the water. Our PRINT IS EVERYWHERE campaign is designed by Gen Z for Gen Z, because we need to do a better job reaching a younger audience with the powerful story of print.

What are your predictions for the industry in the next five years?

Growth will continue to be found in two distinct ways: As technology advances, capacity grows. To feed that capacity, printers will continue to merge their businesses to find efficiencies and feed their presses. Those with a close eye on their clients will follow the data and take their companies in new and exciting places where they not only serve their clients with quality work, they also prove the value and effectiveness of that work through exceptional data analysis skills.

Finally, what are some printed pieces (magazines, journals, calendars, books, etc.), that you couldn’t live without?

I couldn’t live (well) without the printed work of our members. So my eye is on their print!

Bonoff is an active part of the new Graphic Communications Workforce Coalition. The coalition consists of associations (including the FSEA), educators and industry representatives who have joined together to coordinate the efforts of organizations to create awareness, recruit new people into the industry, provide a framework for apprenticeship and training programs, and retain the existing workforce. The Coalition currently is drafting bylaws, soliciting members from various sectors within the graphic communications industry and surveying those on the front lines to gather information on how best to accomplish the group’s goals.

Industry Influencer: Doreen M. Monteleone, Ph.D.

September 12, 2019

Doreen Monteleone — Doreen M. Monteleone, principal, D2 Advisory Group, and sustainability consultant for Flexographic Technical Association and RadTech International North America

While it may be a hard connection for most of us to understand, Doreen M. Monteleone easily can explain how she went from receiving her Ph.D. in Coastal Oceanography to helping shape sustainability efforts in printing.

“My interests evolved, and jobs changed,” she said. “I went from marine research to Clean Water Act issues to Clean Air Act issues for small businesses to all environmental issues for flexographic printing – added health, safety and sustainability – and then tacked on UV technology.”

While Monteleone was working for Flexographic Technical Association (FTA), she was named New York State’s first Small Business Ombudsman, an opening created under the Clean Air Act Amendment of 1990. In that position, she worked with small businesses impacted by the new regulations adopted in New York.

“That included the printing industry. When the state administration changed, I also was seeking employment closer to home [she had become a new mom],” she said of her move 23 years ago. “I learned about FTA’s desire to hire a full-time environmental director to help its members. It was a natural fit.”

For the past six years, Monteleone has contracted with the FTA and RadTech International North America to address sustainability issues – a role PostPress finds influential in printing.

What inspired your interest and studies in sustainability?

I’ve always had a love of the environment. I also am a Master Gardener with Cornell Cooperative Extension of Suffolk County and am outside all the time. I want my descendants to live in a world that is in better shape than the one we live in now. I truly believe we can achieve that goal. We have much cleaner air, water and land than when I was a kid. Some people don’t realize that. But, we can continue to do better as we learn more sustainable techniques and develop better technologies. I feel that whether I give lectures on more sustainable gardening practices or on the benefits of more sustainable printing practices, I can help achieve that goal of a better future.

Tell us about SGP and why the accreditation was created?

About 12 or so years ago, Walmart came out with its Sustainability Packaging Scorecard for its vendors. That sent ripples through the manufacturing supply chain. We always hear about packaging and the impact of substrate. But, what is the packaging without the printing? Printing also is an important link in the supply chain. Printers turned to their trade and technical associations to answer the questions: ‘What is sustainability?’ and ‘How can I prove I am a sustainable printer?’ Our industry is fortunate in that the major printing associations have had a long, productive working relationship on environmental issues.

My counterparts – Marci Kinter, Specialty Graphic Imaging Association (SGIA), Gary Jones, SGIA (formerly with Printing Industries of America) and George Fuchs, National Association of Printing Ink Manufacturers (NAPIM) – and I had been working together for many years on a variety of environmental issues and joint conferences. But, now we needed to help our members and offer them a way to validate their sustainability efforts in a credible, transparent way.

The Sustainable Green Printing Partnership (SGP) was created out of several stakeholder meetings and a consensus that defined sustainable printing and established an independent certification program, not connected to any one association, but representing the entire industry. It was quite a learning process for all of us, and it brought us even closer as a group as we tackled all the elements of incorporation, board development, budgets, criteria development, databases, auditing process and on and on. We all had Environmental, Health and Safety (EHS) experience, but here we were creating an entire company and certification program from scratch. We now are approaching the 11^th anniversary of SGP.

Can you discuss the steps a printer or finisher needs to take to become SGP certified?

The established criteria for SGP certification are available on the website: www.sgppartnership.org.

The criteria include best practices for printing and are specific to print processes as they were created by the printing industry for the printing industry. The criteria go well beyond a single attribute program like a paper certification and take a holistic approach. Everything from the office to the pressroom and finishing is included.

Printers must be compliant with relevant environmental, health, safety and labor laws.
They must implement the best practices in the criteria.
They must set goals and track metrics.
And, every two years, the printers must pass an audit by one of our very experienced SGP auditors.

SGP took a huge step last year and released the SGP Impact Tracker to help printers through and maintain certification. Printers log into a cloud-based dashboard where they upload their requirements and track metrics. So, for example, when they upload energy metrics, like kWh of electricity, they can track usage, normalize it based on several production options and determine trends. The Impact Tracker can illustrate this as a graph and compare it to tons of carbon emissions saved and equivalent trees planted. It’s a great tool to demonstrate performance to management, staff and customers.

How can being SGP certified create advantages for printers, finishers, binders and others in the industry?

SGP helps facilities in many ways. Going through the certification process helps facilities get organized and truly evaluate their entire operation. Over the years, many printers have claimed they were sustainable but didn’t realize they have been overlooking other aspects of their operations. SGP requires them to set goals, and this keeps them on track to make improvements every year and validate their sustainability efforts. It is the only certification program for the printing industry in the United States and Canada. By becoming SGP certified, printers have a competitive edge. SGP continues to gain support from print buyers who are seeking out a more sustainable print supply chain.

What changes or additions do you see SGP adding in the future?

Toward the end of 2019, SGP will come out with a draft certification program for suppliers. We’ve been asked about this for a number of years. Recently, Tag and Label Manufacturers Institute (TLMI) joined the SGP community as a SGP Resource Partner (that’s what we call associations and educators) and is helping by sharing the experience of the former L.I.F.E. certification for suppliers. We expect to release the criteria for suppliers in 2020. SGP also is exploring expansion outside of the United States and Canada and into Mexico.

What are your predictions for sustainable practices in the industry over the next five years?

Sustainability is here to stay, and there is no doubt about that. As much as I try to be sustainable and environmentally conscious, I see it as even more important to my sons. The industry has made many advancements since the Clean Air Act of 1990 and the announcement of the Walmart Packaging Scorecard years later. We should be proud of how far we have come.

I believe more print buyers will demand that their suppliers be sustainable and recognize SGP certification. More printers will become SGP certified as their customers demand it and their competitors get certified. More associations, like FSEA and RadTech, will join in SGP’s effort to spread the word about the benefits of sustainable printing and the certification program. There will be more advancements in the future, and no area of printing will be stagnant. There will be more sustainable inks, more efficient presses, better substrates, safer ways to print, etc.

And, why not? It’s simple – sustainable printing practices are just good business practices. It only makes sense to strive to become more sustainable.

Industry Influencer: Lindsey Roy

June 12, 2019

Lindsey Roy is no stranger to the greeting card business – she was named one of the youngest vice presidents in Hallmark Greetings’ more than 100-year history. Now serving as the Chief Marketing Officer for Greetings, Lindsey Roy oversees all marketing, product development, innovation and digital commercialization for Hallmark.

Roy started at Hallmark as an assistant 20 years ago, working her way up to product manager and later vice president. She believes in the company’s authentic leadership and brand position.

“Hallmark’s vision of creating a more emotionally connected world resonates with me more today than ever, and it has kept me in this industry and at Hallmark throughout the years,” she said.

What trends have you seen emerge in the greeting card industry over the last few years?

What we’re seeing is that people are looking to Hallmark and to greeting cards as a way to inject some positivity into the world and their lives. Despite more ways to reach out and stay in touch, many people feel less connected, and we believe that cards have the power to change that – and our consumer research is confirming this insight.

We know that 90% of consumers believe a card can brighten someone’s day and feel that a card is a good way to let someone know they are special, and eight in 10 consumers say they save the cards they get. People of all ages and generations appreciate the tactile experience, the handwritten signature, the keepsake that a card can become. In fact, one of the fastest growing segments in the greeting card category is cards that lend themselves to becoming a keepsake.

What are some of the challenges facing the greeting card industry today?

Like many industries, the evolution of digital and social media has disrupted the greeting card industry, but there are a lot of misconceptions about how much impact digital communication actually has had on greeting cards.

One thing that’s unique about the greeting card industry is that card use is driven more by life stage – when people get married, form households, have babies – than by age. Today, many millennials now fall into those life stages. In fact, millennials today represent nearly 20% of the dollars spent on greeting cards and are growing their spending faster than any other generational segment in the category. There is a place for digital and social communication, but there’s something about a card that just does more. Because digital communication (text, social posts, email) is such a common, everyday occurrence, a card stands out as an even more meaningful way to say something on purpose. Giving a card goes beyond checking a box – it helps express the emotion that keeps us connected.

It seems as if printed/embellished greeting cards have made a comeback in the marketplace. Why do you believe that happened?

I think what it comes down to is that cards can do some pretty amazing things – they have the power to bring us closer, make us happier, rekindle relationships and bridge the miles between us to keep our most important relationships strong. When someone experiences the power of a card firsthand, it drives them to want to continue sending and receiving cards.

How has the greeting card industry fought off the onset of email cards and the internet?

This never really took off the way people thought it might. At Hallmark, we don’t even track e-card sending anymore because it is so miniscule.

What are your predictions for the industry in the next five years?

I anticipate that we’ll continue to see people turning to cards as a way to connect with others in a way that goes beyond a quick text or social post. People consistently tell us about the power of cards in their lives – we often hear people share personal stories about how cards have helped them mend relationships or keep a relationship strong over the miles or years, and it’s common for millennials to tell us about how they keep their cards because they are such important artifacts in their lives.

My hope in particular is that more and more people experience the power of cards in their everyday lives – those little moments that add up to a big life story, such as taking a minute to tell someone you appreciate them, you’re grateful for them, you’re there for them.

I’d encourage everyone to give cards a try to see for themselves. In fact, to help people get started, we will be offering Free Card Fridays again this summer at all Hallmark Gold Crown stores where all new and existing Crown Rewards members can get a free Just Because card of their choice. There are no strings attached and no purchase required to get a free card – we just want to be there to help people take the time to celebrate life’s little moments and support each other during the tough times. Go ahead, see what a card can do.

Industry Influencer: Jason Cline

March 11, 2019

Jason Cline, president and CEO of the Printing and Imaging Association of Georgia (PIAG), has used his three years at the helm to celebrate the successes, attack industry challenges and work to quell the concerns of PIAG members within the printing industry. With nearly 20 years of experience in association management, his role has helped raise awareness of Georgia’s established community of printing businesses.

How did you find yourself in the printing and imaging industry?

After having served in various roles with increasing responsibilities at previous organizations, obtaining a graduate certificate in nonprofit management and earning my Certified Association Executive (CAE) credential through The Center for Association Leadership, I began searching for my first role as a CEO. I was living in Indianapolis and looking to make a move both professionally and personally, so I was really able to expand my search throughout the country to find the right fit. I found the posting for the Printing & Imaging Association of Georgia, interviewed with the PIAG search committee and CEO of the national organization – Printing Industries of America (PIA) – in January 2016, and I accepted the position and began my tenure in May 2016.

What goals do you have for the PIAG in 2019 and beyond?

For PIAG specifically, there are so many things that members can utilize and take advantage of through their membership with us and complementary membership in PIA. My goal in 2019 is to increase participation in these programs and services in order to provide a greater return on membership investment through their dues. We will be increasing and expanding our communications and marketing efforts, partnering with other industry-related associations to offer additional programs and holding additional events during the year. This year is PIAG’s 125th anniversary, so we are making an intentional effort to reach out to members throughout the state by hosting events in and outside the metro Atlanta area. What will success look like from these efforts? Greater member engagement, the intrinsic belief that PIAG membership is an essential part of a member’s business and continued growth of the association in terms of members, knowledge and industry support.

What challenges are you seeing in the printing and imaging industry today and with your members?

There are three challenges that are continually being discussed at events, board meetings, amongst members and others in the industry.

The first is attracting talent and increasing awareness and interest in careers within the industry. As the printing industry workforce ages, it is critical to create and maintain a pipeline of interested and qualified individuals to replace those who are retiring or to fill roles created by technological advances. PIAG has approached this from multiple angles. First, we dedicated an entire issue of our quarterly publication, PrintQueue, to workforce placement, specifically providing alternative resources for talent recruitment outside of what has been utilized in the past. There are many people with mechanical or technical skills who can be trained for work in the printing industry, and they are only going to be found by looking in places where we typically haven’t looked before.

Additionally, PIAG and member companies work closely with colleges, universities and technical schools to increase awareness of career opportunities within the industry. We regularly meet with faculty to discuss the needs employers have so they may develop a curriculum that produces educated individuals who can easily transition to a role and career in the field. It also has become apparent that increasing awareness about potential graphic communications careers must start well before students enter college – even as early as middle school. For those students whose paths don’t include college, they must be made aware that careers and educational paths exist for technical trades.

Another issue that is widely discussed is the increasing prices for supplies and materials. Like any business, an increase in costs must either be absorbed or passed along to the customer. Both of these can have a negative effect on a company’s bottom line through a decrease in profit per job or by less spending by a customer because of the increased costs.

What common support are you finding members seeking from the PIAG?

PIAG members want their businesses to be successful and more profitable. They see PIAG as a resource to help make that happen for them. Another role the association serves is by making connections members may not be able make elsewhere. I have heard at least one member report after every event we hold that the member met someone who has either become a customer or supplier. Networking sometimes can be an intangible benefit that is hard to monetize or place value on until you realize the reward for yourself. But, we know that the association is, and should be, the connecting point between any problem and solution. I like to think that associations are the clearinghouses for information. Associations used to be the place where members would go to get information. Today, with technology and the internet, information is widely available. People can find information on their own. The purpose associations now serve is to gather the information, weed out what is useful or not and provide that to the members. We spend the time and effort going through the abundance of information and provide what we feel is relevant to members.

What technological advancements appear to be on trend within the industry and with PIAG members?

When it comes to strategy in the printing industry, printers first should address the dual issues of product/service focus and value-added ancillary services. Financial performance typically correlates with specialization by a printed product or vertical market. Many times, this includes the utilization of a new technology. Also, diversification into various ancillary services also generally correlates with higher profits. This dual strategy works by lowering costs from specialization and increasing revenues from diversification. Printers need to re-think where they are in this process and make new, conscious decisions about what they are doing. One of those areas is with the growing demand for personalization of marketing. Printers must have the technology to produce these customized marketing pieces, and this is typically done with advanced databases and database management services. Customers’ needs continue to change, and printers must be able to help them communicate their targeted messages.

You will be partnering with FSEA and IADD for the upcoming Odyssey Expo in Atlanta. What do you think your membership can learn from attending Odyssey Expo 2019?

As stated in the previous question, the diversification services that a printer is able to offer its customers will only increase the value provided and the profit generated. The PIAG-sponsored track of educational sessions will highlight ways that can be accomplished, whether it is by adding finishing capabilities in-house or by partnering with a company that provides expertise in that area. Secondly, there are many graphic designers within the industry who are members of PIAG. There also will be a session that teaches how to design pieces with foil and specialty effects in mind. Overall, I hope that members from all three associations can learn from each other and make connections that will lead to increased business for all.

Industry Influencer: Greg Maze

December 28, 2018

As the senior brand manager of packaging and retail solutions at Neenah, Greg Maze has seen the evolution of paper trends as he has spent the better part of three decades with the 140-year-old paper company.

Maze credits Neenah’s innovation and its mastery of papermaking to the company’s legacy. Today, the company has diversified its offerings, which Maze oversees, while maintaining an appreciation for the craft. We learn more about Neenah and just how it plans to last another century.

How has Neenah stood the test of time after more than a century in business?

Well, I can’t pin it on one thing. I’d say Neenah has done multiple things very, very well over the past century, plus we’ve continued to invest in innovation.

Most people think of the paper world as white, shiny paper. Neenah has always been an innovator in terms of color, texture and keeping up with the color trends. We spend a lot of time looking at future trends, seeing what’s on the horizon and being proactive to what the consumer is looking for instead of reactive.

How does Neenah incorporate the creative arts?

Neenah is really focused on communicating with the creative community. They’re the ones that are working with brand owners and end users and trying to drive the best response. Through color and texture, we try to educate and inspire the creative community on what is available and inspire them to say, “hey, this is what it could look like.”

The average consumer looking at products on the shelf spends four to eight seconds before making a decision … brands need to attract attention and create awareness really quickly, and studies show you do that through color and texture.

How has Neenah adapted to new trends in the industry?

It’s embracing the combination of the digital world and the print collateral world. As businesses are stressed to do things more economically and reach a broader audience – or certainly reach a targeted audience – they can’t always afford to do that via the printed collateral, yet working strictly through digital or social media can be less effective. Embracing the combination of print, digital and social works best to drive more successful results.

We’ve seen the trends in packaging and wide format, outdoor signage and retail solutions, so that’s where we’re seeing market growth. We’ve been on the forefront and proactive in providing a holistic solution. If you’re a brand owner and you’re doing print collateral, we can help with that. If you’re a brand owner in a retail environment and you’re creating a package, we can do that. If you’re in retail and you need store signage and wall murals, we can do that. So, Neenah presents customers with a complete portfolio of solutions.

What techniques are used at Neenah?

Neenah has been manufacturing premium papers for 140 years. We’ve learned that to consistently create high-quality, high-performance products, with color and texture, it requires a combination of traditional craftsmanship, science and artistry. We continue to lean on lessons learned over a century, while embracing new technologies to help advance our product offerings with things such as coatings and seeking ways to provide more sustainable products.

Are specialty stocks like uncoated paper still a popular choice? Why or why not?

They remain very popular. As consumers, we see trends come and go, and sometimes what’s old is new again. The new consumer, the young consumer, values authenticity and emotion. Paper helps to create those attributes. The visual and tactical components of
colors and textures help to create consumer connection and recognition.

Traditional approaches to communication are trending again. While it remains to be combined with digital experiences, the emotional connection to personal touch is becoming valued more and more.

What are your predications for the future of paper and for the different segments of the paper industry?

When it comes to sustainable substrates, paper is the most responsible, renewable resource we have – a far more sustainable choice than petroleum-based products used for items such as cosmetic packaging, gift cards, retail signage and wall graphics. These retail-based needs are where we are seeing future growth. Neenah’s portfolio of products for packaging and retail needs is composed paper-based items that are by far the more sustainable solution for any brand.

Neenah continues to innovate. Decades ago, paper companies weren’t thinking about packaging and wall graphics. Today we are very much invested in advancing these products and the solutions we can offer brand owners and creative directors. The future of papermakers like Neenah is extremely bright as long as we continue to remain in sync with what consumers are valuing in the brands they choose.

Industry Influencer: Bruce Peterson

September 4, 2018

Bruce Peterson, president and CEO of Colter & Peterson, a leading distributor in paper cutters and paper handling systems, has been at the helm of the 86-year-old family company since 1978.

“I basically grew up in the industry,” said Peterson. “My grandfather founded the business in 1932, and my father worked alongside him. When I was old enough, I would start tagging along and do some chores in the office.”

At 23, Peterson took on the responsibility of running the company. He notes that at that time only six employees were producing $200,000 in sales. Today, Colter & Peterson is a $12 million company with 40 employees and three locations across the US.

“Colter & Peterson has established itself as North America’s largest independent distributor of paper cutters and paper handling equipment,” he said. “We’ve accomplished this through hard work and exhibiting at the industry’s largest and best tradeshows.”

Peterson shared more about his role in the industry and why he and his company continue to be influencers.

With 45 years in the business, what wisdom have you acquired that continues to serve Colter & Peterson and the industry?

To succeed in the graphic arts industry, you have to work hard, be honest with your customers and try to find the best solution for them. It’s not always about selling the most expensive piece of equipment. I’ve found that when you take the time to listen to the customer and learn about their business, you can find the right solution that will work for them.

You also have to be invested in the industry and ready to accept change. I served on the board of NPES for 10 years, then stepped away for a few years. NPES is now APTech, and I am a board member again. People have to understand it is a not-for-profit organization that is designed to assist printing industry members.

APTech is very good with government outreach and tracking legislative issues that can favorably impact our industry. For example, I’m not a fan of tariffs, and I think they are harmful to our industry. APTech is doing what’s best for the industry by voicing our opinion with lawmakers. APTech also provides significant market data research and is on top of the latest trends to help run our businesses.

What are some of the biggest changes that you have seen in the printing/graphic arts industry?

After 45 years, I’ve experienced a lot of things. By far, the biggest change is the tremendous volume decline in the need for general commercial offset printing. At the same time, there has been a significant rise in the demand for digital inkjet printing. All of these changes have resulted in the need for various types of related finishing equipment.

Over the years, we have adjusted to these changes by getting ahead of the curve. With the growth in wide-format printing, we adapted and developed equipment to answer the call, including a series of larger and wider paper cutters. It’s a line extension that we didn’t have 10 years ago. Now we design, engineer and install them, oftentimes building to custom specifications to fill a specific market niche for our customers. And they are not cutting just paper anymore, but plastics, wood and other exotic substrates that no one thought of doing or had a solution for years ago.

Within the last decade, we began offering our CHM and CPM precision sheeting machines. The market changed, and customers wanted a method of better control on saving paper and dictating when they need it.

In your opinion, why is the graphic arts industry still valuable to our world of communications?

I believe there is a real, visceral value for the user of information to physically open and feel the product. That way, they become more willing to purchase or look at buying a product or service. By having marketing materials or a brochure in their hands, I think it leaves more of a mark or impression on them compared to looking at something on a phone. There is still a purpose for printing catalogs and brochures.

That said, I realize people want greater access to information faster and quicker. That’s why we just redesigned our website to add more information and make it easier for people to navigate.

What trends have you seen evolve with the machinery over the years?

As I mentioned before, the growth of wide format is a key one for us. The advancements made in vortex technology have been significant; so has the ability to program and store information seamlessly.

That has led to the success of our retrofit back gauge controllers. The electronics package is now a standard feature for all of our new paper cutters. It dramatically improves their productivity.

What predictions do you have for the industry over the next five years?

I think more consolidation is inevitable. Hopefully in the next three to five years, the demand for general commercial offset printing will reach its bottom and won’t shrink at the rate we’ve seen in the last decade. Many more of the small mom and pop shops probably won’t be around. We have almost reached a point where businesses need a niche or specialized market, or have a geographical advantage, in order to be a certain size company that can invest in technology. In the last decade, the number of general commercial printers has shrunk from 58,000 to 23,000. Only the strong have survived at this stage, and more will have to think and plan ahead in order to survive the next few years.

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