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American Printer Magazine


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American Printer Magazine

  1. 1. JDF: Where are we now? p.9 July 2010 WWW.AMERICANPRINTER.COMServing Senior Executives in Commercial Printing Since 1883 QR codes What every printer should know p.12A PENTON MEDIA PUBLICATIONAPTV is online! See
  2. 2. ILUMINA DIGITAL PRODUCTION PRESS GS ILUMINA DIGITAL ENVELOPE PRESS GS Includes iQueue Pro Over-sized sheetsColor Smart Workflow up to 13" x 47" Variable data at full speed Card stocks up to 26ptNow you can afford to go digital and meet the demand for high volume full color printing. The ILUMINA Digital Envelope PressGS delivers fast full color envelopes (60 #10 envelopes per minute for only 2¢ each*), sheets and cards (up to 13” x 22”). TheILUMINA Digital Production Press GS provides full color printing on a wide variety of media. Text weight to heavy cover stocks(up to 26pt), coated, uncoated, textured, metallic, label stocks and much more. It also prints in a wide range of sizes (from3.875" x 5.125" up to 13" x 47"). See them in action! Request a live web demo.US: 1.800.926.8839 / 251.473.6502 s EU: +31 (0) 26.319.3210 s x a n t e . c o m©2010 Xanté Corporation. Xanté, the Xanté logo and iQueue are registered trademarks of Xanté Corporation. Adobe and PostScript are registered trademarks of Adobe Systems, Inc. PANTONE ®and all other PANTONE, Inc. trademarks are the property of PANTONE, Inc. *2¢ is the average comsumables cost to print a full color #10 envelope. Circle 101 or visit
  3. 3. 12 Tableof Contents On the cover July 2010 | QR Codes are easy to use—provided you follow a few basic steps: FEATURES 1 TECH UPDATE | Quick response Get a smartphone. 12 The road ahead for QR codes By John Parsons 2 16 AMERICAN QUICK PRINTER | Customer connection Install a QR Code reader app from the Building business through social media site of your choice (examples include By Denise Kapel or 20 POSTPRESS | PUR success Important considerations By Nsenga Thompson COLUMNS 3 4 EDITOR’S DESK | Are you ready for some viral marketing? Use the phone to capture the code By Katherine O’Brien image. (You can’t just take a picture of the code, you need the app.) 9 SURVEY SAYS | Automated customer feedback uncovers new business By Michael Casey 4 10 MANAGEMENT | Industry? What industry? Allow app to direct you.* By Dick Gorelick QR Codes can incorporate URLs, text, phone numbers and even videos. 11 JOHNSON’S WORLD | Make your printing clickable *Internet connection is required. By Steve Johnson Generate your own QR Code 15 TECH THOUGHT | Press testing: It’s all good The open-source code is readily By Raymond J. Prince available. When evaluating your options, consider your goals. How will you 40 EDUCATION IN ACTION | Training vs. education measure response? For more tips, see By Dan Wilson AMERICAN PRINTER’s QR Code landing page: DEPARTMENTS qr-cover-072010. 2 AP, ETC. | This month at AMERICAN PRINTER Subscriptions 3 INDUSTRY EVENTS | Shows and seminars you should know about Queries, changes or corrections? Visit:; 6 INDUSTRY NEWS | Hot topics, management tips and newsmakers call (866) 505-7173 (U.S.) or (847) 763-9504 (international); fax (847) 763-9682; or e-mail: 22 NEW PRODUCTS | Ipex 2010 introductions PRINTER, Vol. 127 No. 7, (ISSN 0744-6616) ispublished monthly by Penton Media, Inc., 9800 Metcalf N Stay up to date!Ave., Overland Park, KS 66212-2212 ( N Weekly broadcastPOSTAGE: Periodicals postage paid at Shawnee Mission, KS,and additional mailing offices. Canadian Post Publications N Downloadable mp4 for yourMail Agreement No. 40612608. Canada return address: BleuchipIntl., P.O. Box 25542, London, ON N6C 6B2. Current and back mobile device or computerissues, and additional resources including subscription N Available on YouTube, iTunesrequest forms and an editorial calendar are available Watch it online now aton the World Wide Web at and at Please send address changes to AMERICAN tv/viewing.PRINTER, P.O. Box 2100, Skokie, IL, 60076-7800 USA. J ULY 2010 | WWW. A M ERIC A NP RINTER . C O M | 1
  4. 4. APEtc. E-mail us at: Why do YOU read American Printer? “ ” A Penton Media Publication, Interesting articles. AMERICAN PRINTER Headquarters 330 N. Wabash Dr., Suite 2300, Chicago, IL 60611 —Marty Anson, Bindagraphics phone: (312) 595-1080, fax: (913) 514-3924 Editor in Chief: Katherine O’Brien, Managing Editor: Denise Kapel, Associate Editor/Marketing Manager: Nsenga Thompson, Senior Art Director: Michael P. Koch, Senior Vice President: Bob MacArthur, Group Publisher: Scott J. Bieda, Assistant to the Publisher: Cheryl Mangano, (312) 840-8477, cheryl.mangano@penton.comSocial media stats Sales Assistant: Connie Fonseca, (312) 840-8414, Group Advertising Director:Erik Qualman, author of Deirdre D’Aniello, (312) 840-8421, deirdre.d’aniello@penton.comSocialnomics, has compiled a video Eastern Sales Manager: David Fay, (978) 356-6220, Western Sales: John Clemens, (480) 538-5021, jclemens@cwpubreps.comthat includes these intriguing statistics: Europe/United Kingdom: Julian Maddocks-Born, +44 1442-230033 National Classified Manager:N Facebook tops Google for weekly Tim Janes, (303) 674-0577, traffic in the United States. Happy Birthday Online Sales Development Director: Christian Webb, (216) 931-9501, List Rental:N Social media has overtaken porn as from the bindery Marie Briganti, (877) 796-6947 Group Production Manager: Jocelyn Hartzog, the No. 1 activity on the Internet. Werner Rebsamen, RIT professor Ad Production Coordinator: Heather Jennings, emeritus and longtime AMERICAN Classified Production Coordinator:N One in eight couples married PRINTER contributor, recently Linda Sargent, Circulation / Audience Development Director: in the United States last year celebrated his 75th birthday. Bridge Jim Cowart, met via social media. Publications (Los Angeles) sent these creative greetings.N 80% of companies use social media for In 2006, Bridge was experiencing Penton Media, Inc. recruitment; 95% of these use LinkedIn. some board warpage problems. An Inter- Chief Executive Officer: Sharon Rowlands, net search led them to Rebsamen’s articles Chief Financial Officer/Excecutive Vice President:N Ashton Kutcher and Ellen Degeneres and launched an ongoing consultation. Jean Clifton, (combined) have more Twitter Bridge postpress crews have now Subscriptions: U.S. and territories, one year $59, two years $99; Canada, followers than the populations of mastered advanced hardcover bind- one year $69, two years $109; all other foreign, one year $99, two years $159 (surface). Prices subject to change. To order single copies, call (866) Ireland, Norway or Panama. See ing skills, producing sewn books with 505-7173 (U.S.) or (847) 763-9504 (outside U.S.). For subscriber services, gilded edges, inserted ribbons and write to Penton Media Customer Service, AMERICAN PRINTER, P.O. bound into embossed, exotic leather Box 2100, Skokie, IL 60076-7800 USA; call (866) 505-7173 (U.S.) or (847) 763-9504 (outside the U.S.); or visit covers. All tasks are done mechanically Reprints: To purchase quality custom reprints or e-prints of articles on Muller Martini equipment. appearing in this publication, call (888) 858-8851, e-mail reprints@ or visit Instant reprints and permissions may be purchased directly from our Web site: Look for the iCopyright tag appended to the end of each article. List Rental: For list rental information, visit For postal and telemarketing lists: Marie Briganti, (877) 796-6947 Inkjet vs. toner Photocopies: Authorization to photocopy articles for internalExcerpt | I remember an HP executive being quoted about corporate, personal or instructional use may be obtained from the Copyright Clearance Center (CCC) at (978) 750-8400.“selling ink by the gallons” as the company laid out its strategy Obtain further information at pursue higher-end, production and commercial printing. Archives/Microform: This magazine is available for research and retrieval ofMy thought at the time was, “It’s not how much you sell, but selected archived articles from leading electronic databases and online search services, including Factiva, LexisNexis and ProQuest. For microform availability,at what price!” And the reality is that while traditional ink contact National Archive Publishing Co. at (800) 521-0600 or (734) 761-supplies margins have been grand, the realities of competition 4700, or search the Serials in Microform listings at Mailing Lists: Penton Media, Inc. makes portions of our magazine subscribermean that ultimately ink, which is cheaper than toner, will lists available to carefully screened companies that offer products and serviceshelp sell printers and printing.—Jim Lyons, printing/imaging directly related to the industries we cover. Subscribers who do not want toexpert and Hard Copy Observer columnist for Lyra Research receive such mailings should contact the Penton Media, Inc. subscriber servicesN See department at (866) 505-7173 (U.S.), or (847) 763-9504 (outside U.S.). Privacy Policy: Your privacy is a priority to us. For a detailed policy statement about privacy and information dissemination practices related to Penton Media, Inc. products, please visit our Web site at Corporate Office: Penton Media, Inc., 249 West 17th St., New York, NY 10011, Next month in AP Copyright 2010 Penton Media, Inc. All rights reserved. PREPRESS | G7 case study PRINTED IN THE USA PRESS | Wide-format digital in offset operations POSTPRESS | Fancy folds PAPER | Coated paper trends2 | W W W .A M ER I CANPR I NTER .C OM | J ULY 2010
  5. 5. Send event information to IndustryEventsAugust 3 months ’til19 Graph Expo 2010: A virtual preview (online), Sponsored by AMERICAN PRINTER Graph Expo “The Next Generation of Print,” Graph ( and Expo’s 2010 theme, offers the latest graphic hosted by the Graphic Arts Show Co. communication technology demonstrations across the show floor, including seven specialized areas. These include News Print (new this year), PackPrint, Future Print25-27 Lithographic Relationships & Variables, RIT, Rochester, NY, (800) 724-2536 (printed electronics and RFID), the Mailing & Fulfillment Center, Prepress/Software-Design, Press/Finishing and the second annual GREENspace. For more information about the show and educational seminars, see ext. 815, www.seminars.cias.rit.eduSeptember21-23 Introduction to the Litho-graphic Process, Clemson University (Clemson, SC), Orientation to the Graphic Arts, RIT, (800) 724-2536 ext. 815, www.seminars.cias.rit.eduOctober2 Executive Outlook conference, Graphic Arts Show Co. (GASC), McCormick Place, Chicago, www.gasc.org3-6 Graph Expo 2010, GASC, McCormick Place, Chicago, www.gasc.org13-15 SGIA 2010, Specialty Graphics & Imaging Assn., Las Vegas, Send in those CIPPI Bookbinding PURfection Award nominations PUR binding is easy for digital or CIP4, The Intl. Cooperation for the Integration of Processes in Prepress, commercial printing projects. Press, and Postpress Organization, is As an industry pioneer in PUR extrusion technology, Nordson’s Betterbook™ accepting entries in the solutions give you consistent, high-quality perfect bound books. You achieve global 2010 CIPPI Awards a thinner, cleaner adhesive bond so your customer gets a book that lies flatter, program. The CIPPI Award lasts longer and looks better. recognizes printers, prepress services You get a satisfied customer and: and publishers for N greater consistency N lower costs innovative implementations N increased productivity N more flexibility of process automation in the printing industry in Nordson’s broad product line of adhesive premelting, extrusion and nine different categories. verification equipment helps us create a system to meet your specific needs. Applications are due Monday, Call Nordson today or visit our website to see how our systems for single or August 16, 2010, and the awards multi-clamp binders can help you achieve PURfection. will be presented to winners at Printing Industries of America’s I toll-free (800) 683-2314 ( Converge Conference, November 7-9, 2010, at the Peabody Hotel in Memphis, TN. For CIPPI ©2010 Nordson Corporation Award program info and application forms, see Circle 102 or visit J ULY 2010 | WWW. A M ERIC A NP RINTER . C O M | 3
  6. 6. Editor’sDesk By Katherine O’Brien Are you ready for some viral marketing? I realize the baseball season has barely started. It might seem a bit premature to start discussing football. As a Chicagoan, Resco originally intended to produce a video holiday card. But the November 1, 2009, Packer-Viking game was too good to I’m not getting my hopes up. In fairness, pass up. “Since our business is located on the Sox did win the World Series in 2005. the border of Wisconsin and Minnesota, On the north side, the Cubs won their last as you might imagine the allegiance is split pennant during the Roosevelt (Theodore) about 50/50 for the Packers and the Vi- administration. kings, which can make it fun … tense and On to football. As Dennis Green re- annoying at times when the winners gloat minded us in 2006, “The Bears are who we and the losers cry,” explains Knutson. “But thought they were.” That was pretty much generally it’s fun.” true of the Bears teams of my childhood, too. Preparations began on October 20. One day “The Bears were pretty bad in the late later, the script was finalized and a shooting 1960s and early 1970s and after Gale Sayers schedule was drafted. Using a Canon Vixia 30, retired and before Walter Payton arrived,” Jeff Rybacki, web director, and Todd Giefer, concurs sportswriter Mark Potash. “All we art director, filmed the video on October 22. A had to root for in 1972 was Dick Butkus rough draft was ready to go by Friday, October demolishing some poor running back and 23. After a few more tweaks, the video was up- Bobby Douglass trying to become the first loaded on Monday, October 26. That first day, quarterback in NFL history to rush for the Resco rivalry video drew 1,861 views. By 1,000 yards.” mid-January, the video tallied 30,463 hits. Resco reports: They know their football in Hudson, WI N a 274% increase in traffic to As a kid I turned to “Instant Replay: The the company website. Green Bay Diary of Jerry Kramer.” Jerry N 23,870 visitors to its YouTube page. Kramer played left guard, generally an N Hundreds of e-mails from anonymous position. Quarterbacks, run- clients and friends. ning backs, defensive backs safeties and Local CBS, NBC and Fox affiliates picked even the referees enjoy more name recogni- up the story. MSNBC put the video on its site tion than the average offensive lineman. as its “Sports Video of the Day.” While the na- Kramer (with some help from co-author tionwide publicity was exciting, Knutson says Dick Schaap) provided an account of the it didn’t compare to what was going on in the Packers 1966-67 season. As time ran down, plant. The video was a real morale booster. “The Kramer threw the block that carried the employees thought it was fun to produce the Packers to victory over the Cowboys in the video,” says Knutson. “They had even more fun Ice Bowl of 1967. Instant replay had just dealing with the media and [resultant notoriety]. been invented—Kramer’s block was shown We received many e-mails and YouTube com- over and over again. I didn’t know as much ments [to the effect]: ‘The video was awesome, about the Vikings, but I did see a lot of you guys know how to have fun, I wish I worked Fran Tarkenton’s highlights. for a company like that.’” I was therefore intrigued to learn of a viral marketing case study involving both teams and Wanted: John Facenda type their respective fans at a Wisconsin printer. You to do video voiceover can find the “Resco Packer-Viking Rivalry in Stay tuned, sports fans, because a sequel is in the Workplace Video” at the works. “We had great fun putting this first user/rescocompany. viral marketing effort together and are working “We were overwhelmed with the re- on [another] because of the number of requests sponse we received on our first effort,” we’ve had from viewers of the first piece,” says reports John Knutson, president of the Knutson, “This includes the television stations,You can follow us Hudson, WI, printer. “It’s a compelling which are anticipating and requesting a secondon Twitter at http:// story—maybe this type of marketing could effort from us. The YouTube hits are now help others who are not only looking to 31,000 and continue to climb.”as well as on my new grow their business but also to have some KOB on Commer- fun with their employees. Our efforts havecial Printing at http://blog added to our bottom line with several ents who called us specifically after seeing the video.” KOB@americanprinter.com4 | W W W .A M ER I CANPR I NTER .C OM | J ULY 2010
  7. 7. QUALITY AND HEAVYWEIGHTPERFORMANCE ON DEMAND?STOP THEPR E S S E S.Meet the bizhub® PRESS C8000 from Konica Minolta. The digital press that truly compares with offset. Where do we begin,with all the breakthroughs? You get superior color accuracy and management. Consistent color, from the first sheet to the10,000th. Lightning speed and turnaround to meet the tightest deadlines. Support for a broad range of media, including heavystock, oversized and coated papers. Advanced, in-line finishing that saves time and labor. With maximum uptime andreliability. It’s the perfect complement to any workflow, offset or digital. Learn more at©2010 KONICA MINOLTA BUSINESS SOLUTIONS, U.S.A., INC.All rights reserved. Reproduction in whole or in part without written permission is prohibited. Konica Minolta is a trademark ofKONICA MINOLTA HOLDINGS, INC. bizhub is a registered trademark of KONICA MINOLTA BUSINESS TECHNOLOGIES, INC. Circle 103 or visit
  8. 8. IndustryNews Hot Topics, Management Tips and NewsmakersInstallations Canon digital presses open new> Mattoon, IL printer United Graphics has addeda Nordson Corp. ( spine and markets for Ambit Pressside glue system to enhance the production effi- As the owner of Ambit Press / Minuteman Press (MMP)ciency of its Muller Martini Acoro Perfect Binder. of Cambridge, MA, Peter Reed started a quick print shop> Victor Lundeen in Fergus Falls, MN, recently nearly 20 years ago that has grown into a multi-location,installed a Champion 990 score/perf/slitting sys- full-service design and print provider. In 2009, the com-tem from Rollem (; Artistic pany moved production to a 16,000-sq.-ft. facility inPrinting in Salt Lake City, UT, recently installed Rol- Brighton, MA, and upgraded its digital pressroom withlem’s Double Head TR Rollaway bidirectional slit/ Canon’s imagePRESS C6000 and C6000VP .score/perfing system; M-13 Graphics in Schaum- Reed says, “The new [Canon] imagePRESS prod-burg, IL, installed a Rollem BCS machine for slitting ucts deliver a lower cost point with direct costs downand trimming business cards. significantly by 10 to 15%. The imagePRESS units> IL mailing and printing company Johnson & are more efficient with the C6000VP unit runningQuin has installed EFI ( Monarch at the same speed regardless of the media type beingto streamline its operations and centralize data. processed. And they do not require fuser oil, which> Leatherback Printing in Kirkland, WA, has in- can sometimes lead to streaking and result in downtime for technical servicing of thestalled its first digtital press, an HP Indigo 7000; units. Our floor manager is a big fan of these features because he only has to calculateSan Diego-based Quantum Digital Imaging has one run speed, which makes planning much quicker and easier.”installed a 60-inch HP Designjet L25500 printer; The 1,200 x 1,200-dpi output has opened doors for Reed, and he uses the digitalUtah’s Alexander’s Print Advantage has re- presses to deliver better price points and quality on hybrid offset/digital jobs. Look-placed its 5-color offset press with an HP Indigo ing to the future, Reed anticipates using the imagePRESS C6000 and C6000VP for7000 digital press. See more of the company’s high-end presentation work. Coupled with more web-to-print> NY-based folding carton converter The Stan- applications, Reed says the imagePRESS units will help him build business.dard Group outfitted its Louisville, KY, plant’s new Read more about Ambit in our April 2010 feature, “Big impact: Green strategies for8-color Mitsubishi Diamond V3000LX sheetfed smaller printers,” at with the Hi-Cure ultraviolet (UV) systemfrom Grafix USA (> King Printing (Lowell, MA) will install a newKodak ( Prosper 1000 press Peoplein August 2010 and plans to upgrade to a Kodak N Philadelphia printer BartashProsper 5000XL in early 2011. Inc. ( has> Nashville printer Fidelity Offset has been suc- hired 25-year industry veterancessful with its installation of CUSTOMER+, an Bob Senske as sales marketing resource center from Respon- N The Ipex ( organizerssive Solutions ( have appointed Canon Europe exec David Preskett to serve as president of Ipex 2014. Bob Senske David Preskett N Pre-owned printing equipmentGlobal Graphics sues supplier PressAccess ( has hired former Heidelberg executivescompetitor for brand misuse Walter Langley as bindery manager and Brausse specialist, Mike Morgan asHarlequin RIP developer Global Southwest sales representative and Tom Wilson as Southeast sales representative.Graphics (Acton, MA) has, through N Triangle Printers Inc. ( has hired Steve McAuliffits lawyers, called upon HighWater to head its new large-format digital printing department.CTP Ltd. to immediately cease usingthe Torrent brand as Global Graphicsbelieves this creates a false associationbetween HighWater CTP’s Studio RIP 100 Words or Less:and the Harlequin RIP. The Torrent Connect with chief marketersRIP has been associated with the “Printers might hold the Holy Grail for marketingHarlequin RIP since 1996, when it executives, but fall flat when ask to articulate their value.was introduced by HighWater Designs To avoid the commodity trap, the first step to success isLtd., then a Global Graphics’ customer. to speak the marketer’s language. A perfect example is theRecently, HighWater Designs went term ‘digital.’ Printers use digital to talk about high-speedinto administration and its assets were color inkjet. Marketers refer to digital as anything on thepurchased by a third party. Internet. This can be a costly miscommunication. My Global Graphics operations director advice is simple: Get educated. Sites such as the provideNeil Wylie says, “Global Graphics wishes great platforms to learn. To reap the benefits of providing the Holy Grail today,to point out that, quite simply, there is start speaking your customer’s language!”—Lee Gallagher, director of precisionno connection between Studio RIP and marketing solutions, InfoPrint Solutions Co. (” See | W W W .A M ER I CANPR I NTER .C OM | J ULY 2010
  9. 9. IT TAKES A PRO. CLEANER RUNS. INCREASED PRODUCTIVITY. GREATER PROFITABILITY EASY AS . ABC. With longer rolls and low VOCs, Elixir®Automatic Blanket Cleaning Rolls consistently deliver fast, clean runs. Good for your shop and your bottom line. 800.338.7954 | Pre-Saturated Automatic Blanket Cleaning Rolls THE P RODUC T IVIT Y EX PERTS. PREPRESS | PRESSROOM | SHEE T-FED | WEBCircle 104 or visit © 2010 Fiberweb Inc. Elixir® is a registered trademark of Fiberweb, Inc.
  10. 10. IndustryNews VInk prices are going up PT nASun Chemical (www.sunchemical has implemented a 6% price in- re tucrease for heatset and directory inks in feaNorth America effective July 1, 2010. As Prices will increase for all SunChemical Rycoline blanket androller washes, specialty solvents, iso-propyl alcohol, alcohol replacementand aqueous coatings. The price ofsolvent-based washes will increaseby $0.50 per gallon and aqueouscoatings by $0.05 per pound. The increasing costs of distillates,solvents, resins, and pigment rawmaterials are key factors contribut-ing to the price increase. Flint Group ( has raised heatset and directoryink prices. CGX roadmap to future emerges “The situation with the major By Denise Kapelraw materials for solvent-basedinks is worrying as solvents have Consolidated Graphics Inc. (CGX) (Houston, TX) recently hosted its annual “emerge” conference inalso recently started to come under San Antonio, TX. The more than 750 attendees included CGX printing companies, their customers,significant price pressure,” notes and CGX partners and suppliers. The event featured keynotes on personalization and marketingJens Zimmermann, director, global communications, the changing media mix and the value of developing a strong brand. Thirtymarketing, Flint Group Packaging suppliers presented their latest wares in an expo adjoining the conference, including an interactive& Narrow Web. “It is very clear that web-to-print demonstration. Conference sessions on 45 educational topics were geared towardmost pigment intermediates will also printers and their customers, covering the business of print as well as applications.see increased pricing, particularly CGX boasts an output of more than 30,000,000 digital 4-color pages per day and its executivesblue and red while, materials like predict that by 2020, 40% of industry sales will be digital (vs. 10% in 2010). CGX is fueling growthTiO2 and many specialty chemicals through faster time to market, flexible infrastructure, global expansion and information lifecyclewill also follow the same trend.” management, among other efficiency and infrastructure measures. The company has 70 printing businesses strategically located across 27 states, Toronto and Prague, offering sheetfed and web printing complemented by “the world’s largest integrated digital footprint.” Late last year, CGX announced plans to install the Kodak Prosper 5000XL inkjet press at Automated Graphic Systems (AGS) in White Plains, MD. The CGX experience The companies that make up Consolidated Graphics retain their branding and management teams.Sneak peek of Graph Expo 2010 Comments at emerge ranged from the benefits of paper purchasing power through CGX to theThe Graphic Arts Show Co. (GASC) will host advantage of a large human resources pool among member companies.a special online preview of Graph Expo, CGX customer and conference session presenter Micki Maynard, a project manager with Legrandsponsored by AMERICAN PRINTER, August (West Hartford, CT), shared her experience: “There are seven companies that make up Legrand, and19, 2010. we have a CGX site for each of them.” When Legrand’s corporate brand color, a PMS shade of red, “Graph Expo 2010: A Virtual Preview,” wasn’t matching up to the materials from the parent company in France, CGX came up with a solution.accessible through any computer’s web “They created a shade and called it ‘Legrand red’ just for us, and standardized profiles across all ofbrowser, will feature: our CGX printing companies to ensure it always matched.”N An interactive tour of new CGX customers learned about the integrated companies’ equipment and products. capabilities, while CGX member printers shared ideas aboutN A list of exhibitors. everything from sales to website strategy to technical mat-N Live chat and networking. ters including the latest suite of products from Adobe.N Educational webinars. See A preview of “Must See ‘Ems” candidates and the Executive Outlook conference. Denise Kapel is managing editor for AMERICAN PRINTER.N A preview of companies and Contact her at organizations being considered for “Positively Print” recognition. Noha Edell, Adobe’s business developmentN A webcast on how to maximize your manager for cross-media publishing solutions, time at the show in October. demonstrates Creative Suite 5, “The completeAll content will be available until the start of digital content and marketing campaign solution.”Graph Expo 2010. See Read all about Adobe CS5 in our next issue.8 | W W W .A M ER I CANPR I NTER .C OM | JULY 2010
  11. 11. IndustryNews JDF. Similarly a JDF-enabled management customers are actively pushing their suppliersSteady on information system (MIS) might create the prepress job. At the very highest level, to integrate existing systems, and if this is not possible, replace them with JDF-capableBy Mark Gallucci and available today if both the MIS and alternatives. As the economy recovers and the prepress fully implement JDF 1.3 and JMF nature of our business extends beyond printingIt has been almost a decade since the Job (Job Messaging Format, the “command to multimedia content delivery, so will JDFDefinition Format was first drafted in an and control” aspect of JDF): automated job continue to change and evolve. CIP4 continueseffort to create a job ticket format that would creation, including process parameters; to develop the specification, the vendorsencompass the entire lifecycle of a print job. and content delivery to prepress, automated continue to implement it, and the end usersThe CIP4 ( Interoperability Matrix layout, proofing, platemaking tell us what works andcurrently lists well over 500 tested “pairings” and—most significantly—“live” what needs to be addedof applications that can be connected via JDF. feedback from prepress to the or changed. Ongoing UPDATEThese span a wide range of functionality, from MIS regarding device and job development of toolsorder management to binding and delivery. status, proof approvals and for Extensible MarkupNearly every prepress workflow system from consumable usage. Language (XML), thethe major suppliers is JDF capable. Additionally, some prepress underlying language of systems are able to act as JDF controllers. A JDF, provide challenges and opportunity as well.Current capabilities sophisticated example is the delivery of PDF Ultimately, it is all about profitability, andAt the simplest level, JDF from a desktop content, printing and finishing instructions the process automation and information flowapplication can deliver product intent (number to a digital press through a JDF-enabled facilitated by JDF is helping users to realizeof pages, size, inks, customer information, job controller, and JMF feedback from that press profit through process automation, reducedparts) and PDF content to prepress. Desktop back to the prepress system. It is in these touchpoints, better cost accounting and more.imposition software can create JDF for scenarios where we begin to realize the While evolutionary, rather than revolutionary, theautomated layout. vision of the automated “smart factory.” prospects for JDF appear brighter than ever. At a higher level, an Internet-basedstorefront might deliver product intent and Industry evolution Mark Gallucci is manager of technologycustomized PDF content to prepress via JDF adoption is incremental: Increasingly, marketing for Agfa Graphics ( ST >> Automated customer feedback uncovers new business AY IN TO U T C he Print Shop (Wisconsin Rapids, WI) competes with keep communication lines open in a proactive way while not H 12 other area printers. The region was hit hard in 2008 adding another responsibility to Miller’s team. when the two local paper companies were sold, resulting in The solution: The Print Shop automates customer feedback the closure of one mill and downsizing and lead generation by leveraging Printers Software, its busi- of the other, and the loss of more than ness management software. All order information, including 1,000 jobs. One of those companies the buyer’s e-mail address, is in the software’s database. An was The Print Shop’s largest customer. automated shipment reporting process takes less than 3 min./ In 2008, owner Warren Miller tried month to run. The survey process includes alerting Miller if a competing with online printers, but he customer’s loyalty is slipping and delivering leads by uncover- concluded, “Going head-to-head with ing printing services bought from competitors. In addition, to online printers was impossible with our address survey burn-out, the process is set up so that no cus- business model. The prices were rock tomer is surveyed more often than every 90 days. bottom.” He learned from the experi- The results: The feedback reveals strong loyalty and opportuni- ence and the firm is adapting. “Digital ties to close new business. Two referrals turned into new accounts. is here to stay and we are embracing digital printing to service Leverage your estimating and production system to imple- the local area and provide value-added services,” he says. The ment an effective feedback process. You probably already Print Shop also expanded into graphic design as a growth have the tools in-house to automate the process, and a well area that complemented print. designed survey process yields selling opportunities with ex- While it was inevitable that volumes would go down dur- isting customers and complements selling efforts. ing the recession, Miller wanted to leverage technology to benchmark performance, stay close to his customers, and Michael Casey is president and founder of Survey Advantage make sure he optimizes opportunities with existing custom- ( He is a strategic partner with ers. With hundreds of customers, it is hard to stay connected. NAPL supporting its consulting and research practices, he integrates In April 2009, Miller brought in Howie Fenton, NAPL’s project surveying with MIS systems and he is an approved supplier for senior print consultant, to help him adapt the business for the several franchise networks. future. Fenton recommended setting up a continuous customer feedback process to ensure a strong foundation for retaining customers and preserving revenues as competition scrambled to address the weak economy. An ongoing survey solution would J ULY 2010 | WWW. A M ERIC A NP RINTER . C O M | 9
  12. 12. Gorelick’sManagement By Dick Gorelick Industry? What industry? W hen someone asks about the state of our industry, I ask for his or her definition of it. In recent years, our industry has resorted to myriad becoming increasingly difficult to attain. The challenge is to meaningfully, credibly distinguish an organization from competitors—in every terms and euphemisms. Companies are increas- vertical market—not to simply duplicate or ingly uncomfortable referring to themselves as emulate norms, standards and ratios. “printers.” There is no easy or universal synonym. The most successful graphic arts companies Even industry trade associations have fled from a can provide for their prospects a proposal tailored reference to “printing” or “printers” in recent years. to the needs, perceptions, challenges and objec- The notion of a coherent, easily definable tives of the particular buying organization. And industry can be described as something between it’s rare that the response is expressed in terms of “disappearing” or “recently disappeared.” We have the manufactured product. Successful companies resorted to such terms as “graphic arts,” “Printing also avoid platitudes about customer service and and imaging,” “imaged information,” and “print delivering on promises. service providers.” Some companies simply change Melodramatic as it may sound, I believe that their corporate names to letters. in 2019 or so, we’re likely to look back on the I don’t make a value judgment on this scenario. previous year as the beginning of the end of On the one hand, it can be difficult to carry on a traditional industry terminology, definitions, conversation about the industry with an outsider. organizations and structures. Suppliers of print On the other hand, and perhaps most important, manufacturing, distribution, education, and the relative lack of coherence and universality other related services will engage in “joined at among commercial printers demonstrates that an the hip” relationships with customers that would increasing number of firms have internalized the have been rare in the 20th century. The per- critical importance of competitive differentiation. ceived risk to a buying organization of placing all or most of its proverbial eggs in a single sup-“Successful companies avoid platitudes about plier’s basket will be largely overcome by the reli- ability, speed and predictability of technology.customer service and delivering on promises.” No all-purpose answers This industry has embarked on a journey. In the I suspect that both print-buying organizations months and years ahead, companies will increas- and print companies themselves are responsible for ingly define and differentiate themselves in terms the relatively recent understanding, adoption and of customized products, services, processes and re- promotion of a differentiated strategy. Organiza- lationships created in response to the demands and tions that have failed to address or even understand requests of their accounts—rather than simply the this fundamental issue are, in many cases, the com- products, services and processes “we do best.” panies that no longer exist. Here again, our nomen- Within any vertical market, strategic hetero- clature is imprecise and frequently misleading. geneity will increase. Generalizations, trends, and economists’ reports of trends will become less rel- The customer is king evant. In this environment, owners and managers Some consultants and economists choose to of graphic arts companies looking for all-purpose debate whether our industry is, indeed, com- answers are doomed to difficulty. It is virtually moditized. That’s a moot point as long as cus- impossible to carefully draft a clever mission state- tomers believe they have many choices among ment or strategy, then attempt to create reality by competent print manufacturers. You and I enforcing it on an organization. An organization aren’t in a position to define our business. That has a culture, history and relationships that can- is accomplished by the marketplace. not easily be changed. Perhaps the most difficult Let’s expand the discussion to the business and daunting challenge of senior management world at large. Our industry is not unique. There is the management of orderly, positive change are consequences for account development. The in organizational culture and mindset without day is fast approaching when prospecting by SIC jeopardizing the most productive aspects of staff code, NAICS code or any other vertical market talents and account relationships. categorization is rapidly losing its effectiveness. As we look forward, it’s easy to conclude that Every well-run company in every vertical all generalizations are false—including this one. market is faced with the competitive differ- entiation challenge. Customers have choices. Dick Gorelick is president of Gorelick & Associates and Technology has leveled the playing field in most the Graphic Arts Sales Foundation. He can be reached businesses, and product-based differentiation is at 10 | W W W .A MER I CANPR I NTER .C OM | J ULY 2010
  13. 13. By Steve Johnson Johnson’sWorldMake your printing clickableH ave you seen Playboy’s June issue, featur- ing “Miss Playmate of the Year” in 3D?Put on your special glasses and voila. Who says Just recently, PURLs were going to save print. They haven’t. I wrote a long treatise two years ago on this subject called “PURLs ofprinting is old school technology? wisdom” and “More PURLs before swine” in “It’s kind of like it says on the rearview mir- January and February 2008 (see http://ror,” jokes Hope Dworaczyk, the subject of the Thosephoto spread. “Things may appear larger.” old “Johnson’s Worlds” are still right on target. Not everyone is excited about 3D in print. You would do well to reread them, to help put“This particular picture is one example of how this month’s topic in context.books and magazines are different (than com- Recently, 2D barcodes are hailed by punditsputer images),” the Associated Press quoted desperate for something to write about as theeditor Hugh Hefner as saying. “You can hold it newest salvation of print. There is one dif-in your hands, save them, and as Dad used to, ference this time: Those pundits, in spite ofput them under the mattress.” themselves and without knowing why, might Lets hear it for the value of print! actually be right. “I’m not a huge enthusiast of 3D,” contin-ued Hefner. “I leave real life to go to the movies A win-win combinationand 2D is fine with me.” I’ve said many times that the digital revolution I’m glad you brought that up, Hugh, be- (which includes both the Internet and digitalcause I wholeheartedly agree. Not just about printing) is really an evolution. Digital printingthe unique value of print, but also that print’s enabled the use of variable data, which in turnfuture may very well lie more with 2D than allowed the creation of the personalized URL,with 3D. or PURL. A PURL allows sophisticated tracking andThe next ‘big thing’ response, just as is possible with today’s sophis-2D barcodes are the generic name for an in- ticated e-mail and web communications. Theteresting glyph more commonly known as QR only thing the Internet has over print is click-Codes, which is a trademarked name. The way ability. One mouse click on a link is somethingthey work is simple, simple enough to catch on people have accepted. People are much moreeasily with the general population. reluctant to type a 40 character URL that must The first step is downloading and installing be typed and entered perfectly to work.reader software on a smartphone. The software 2D barcodes bring one-click functionalityis free and available from several sources on the to print. One click, that is, of the “shutter”Internet, dependent upon the brand of phone. on your prospect’s smartphone. Fact is, that Once the software is installed, you may printed QR Code leapfrogs over Internet hy-use the camera on your smartphone to take a perlinks, because it works anywhere, anytime.picture of any 2D barcode you run across. The All you need is to have your smartphone withsoftware recognizes the glyph as a 2D barcode, you, which today’s target audience does.interprets it, and takes whatever action the bar- A 2D code works from a direct mail letter,code has been created for. to be sure, but it also works on a sign, within a Right now the most common use of 2D bar- catalog or emblazoned on an article of is to take the user to a website. This means Old fashioned? Don’t carry a blackberry? Youthat after you photograph the barcode, your can read a QR Code with the camera built intosmartphone will open its web browser to display your desktop or laptop PC, the same camera youthe URL specified by the barcode creator. use for conference calls and video recordings. Much has been written about QR, or 2D 2D barcodes are a natural to combine withbarcodes. Almost too much. I’m already bored PURLs, but they also can direct people to a staticwith reading about them. Bored yes, but only website or be used to populate an online shoppingbecause most of what has been written so far cart. They can even dial a phone number.has featured style over substance. Start by reading all the “introductory” articles “2D barcodes will be the salvation of print, to learn the basics of 2D. Next, stop and think.blah, blah, blah.” We’ve been hearing this theo- How can you use these barcodes to makeretical junk for decades. your customers’ print clickable? First, digital printing was going to save Read more about QR Codesprint. It hasn’t yet. Steve Johnson is president of Copresco (Carol Stream, in this month’s cover Next, variable data was going to save print. IL), a pioneer in digital printing technology and print on story, page 12.It hasn’t yet. demand. Contact him via J ULY 2010 | WWW. A M ERIC A NP RINTER . C O M | 11
  14. 14. TechUpdate By John ParsonsQR Coderules of thumbWhether printers use theirown integrated media systemto generate QR Codes orpartner with a service thatdoes so, here are some basicrules of thumb:N Always start with the simplest possible original data, including shortened Quick URLs (or PURLs). The more data, the larger the image.N Do not make the QR Code image too small. About 3/4 Response inch is the smallest size most phone cameras can capture today, although future phones will be able to capture data from smaller images.N Beware of using QR Codes where you know the print viewing conditions The road ahead for QR codes will be problematic. Low light environments, non- perpendicular viewing angles and reflective surfaces (e.g., signs behind glass windows) might require larger QR Codes or might not work at all.N Provide a straightforward means, such as short message service (SMS), for users to download the right QR Code reader to their mobile phone. Someday, the majority of phones will come with readers. Until then, always R emember the CueCat phenomenon of the late 1990s? The feline-shaped scanner was introduced by Digital Convergence as a means and JagTag, which have not achieved the same popularity as QR Code, according to inter- linkONE ( product print simple instructions. of facilitating website access via printed bar- manager Jason Pinto. Each format requires itsN Always include a codes. For reasons too numerous to mention, own reader application, which means, in all compelling, exclusive consumers, advertisers and print publishers probability, only one format will emerge as the offer as an incentive to rejected the tethered device and its slanted, de facto standard. QR Code seems to be the scan the QR Code. proprietary barcodes. The core idea still sur- likeliest contender.N Always make the results of a vives, however, as mobile scanning devices and Like all data workflows, QR Codes are easy QR Code scan a meaningful various flavors of data barcodes proliferate. to understand in theory but hard to implement mobile experience. For printers, one particular two-dimen- in practice. The code itself was developed by Just sending users to a sional code—the Quick Response or QR Code Japanese auto parts manufacturer Denso-Wave, regular Web page is not format—has gained a lot of attention. What which retains the patent but allows anyone to enough—especially if is less clear is the timeline for QR Code usage use the code license-free. It is now a published the page is not optimized to reach the tipping point for North American ISO standard that any company may use to en- for mobile browsers. consumers, and what print service providers code text data, including URLs, into a scannableN Be aware that public need to know before embracing this technol- image. Before the advent of smartphones, this acceptance of QR Codes— ogy. There are plenty of obstacles to consider usually required a dedicated handheld scanner and the state of mobile but, in the long term, QR Codes also provide and single-purpose software. The latest genera- software and hardware— potential benefits to a print campaign. tion of mobile devices has changed all that. are moving targets. A Digital cameras have been standard equipment print/mobile campaign The basics on most mobile phones for years—as has some that is risky today might The QR Code is only one of many 2D code form of Internet access. However, as smartphones be essential tomorrow. formats. Others include Microsoft Tag, EZCode have become increasingly sophisticated, marketers 12 | W W W .A MER I CANPR I NTER.C OM | J ULY 2010
  15. 15. TechUpdateare considering their value as personal QR Code data for each campaign. The company pro-readers and as sophisticated tools for extending vides guidance on phones, reader software andtheir company’s reach. implementation. In Japan, mobile phone scanning of printed GossRSVP director Roger Belanger describedQR Codes is much more common than else- the chicken-and-egg dilemma facing thosewhere, but like many mobile trends it is expected working with QR Codes. On the hardware side,to gain traction worldwide. There are still signifi- people can be reluctant to use their phones’cant barriers to widespread adoption, such as the limited CCD cameras to scan QR Codes, whilelack of auto-focus and other QR Code friendly phone manufacturers are slow to make theirhardware features on most camera phones. Also, cameras better “light-assisted scanners” becauseuntil recently, third-party QR Code reading QR Code use is not yet had to be downloaded for each The software picture is improving, withhandset—illustrating an indifference a QR Code reader being included into the technology by many mobile an upcoming iPhone OS release—hardware manufacturers, including possibly followed by a similar move < Print designers areApple. But the latest versions of by RIM for Blackberry devices. combating the perception thatGoogle’s Android and Nokia’s Notwithstanding, Belanger QR Codes have to be utilitarianSymbian mobile operating maintains that the core and unattractive, as shown bysystems now include QR problem is the hardware Warbasse Design’s recent—Code reading ability, which situation, which might take and fully functional—QR Codemight be a sign of things to come. 3 or 4 years to change. Carriers for posters advertising the like AT&T might push the handset HBO series “True Blood.”Early adopters manufacturers to do so sooner, espe-Some marketing companies and their cially if some of the increased ad revenueprinting partners are not waiting for the comes their way. (Carriers also should betechnologies to become fully mature. Goss motivated by QR Code usage’s potential toIntl. subsidiary GossRSVP (www.gossrsvp. increase the use of monthly data plans.)com) has recently switched from its propri- Despite these barriers, Belanger believes thatetary 2D code to the open platform QR Code, printers should be actively pursuing print/mobileas part of its media-to-mobile service for print integration now, using text messaging and URLsadvertisers. Clients use the hosted GossRSVP or PURLs to mobile-optimized sites. With suchplatform to create campaigns with SMS or systems in place, printers and their marketing part-HTTP printable, auto-generated QR Codes; ners will be able to easily transition from text-basedmanage their interactive promotions via mo- codes to 2D barcodes. Even with the technology inbile text messaging, media links and text alert the early adopter stage, he maintains that the busi-subscription management; and collect response ness opportunity for mobile-enabled print is clear.A typical QR Code workflowbegins with a marketing orcontent management system,which handles customer and/or promotional information. The Generates QR CodesQR Codes themselves are simple (PNG or GIF files)bitmap graphic images, usuallywith complex metadata that Content or DAMa digital asset management marketing system(DAM) system would use to management QRfacilitate static or variable-data systemprinting. When captured by the Codesmartphone’s camera—and workflowits own software—the printed Digital (VD)code’s underlying data print system Feedback andconnects the user with the web interactionoriginating company’s onlineservices. Applications couldinclude direct mail responses Printeand tracking, promotional piece ddiscount offers, loyalty programpoints, direct e-commercesales or just about anythinga mobile app can facilitate. J ULY 2010 | WWW. A M ERIC A NP RINTER . C O M | 13
  16. 16. TechUpdate QR Codes will be standard print offerings at(Data) Size matters places like FedEx Kinko’s within two years’ time.QR Codes can represent up to 4,296 QR Code proponent interlinkONE hasalphanumeric characters. However, developed an integrated marketing system, in-large amounts of data—plus higher cluding web-to-print storefronts, multichannellevels of error correction capacity— communications, personalized URLs (PURLs)will result in larger image files. and more. Its customers include printers and other service providers as well as marketing agencies and larger enterprises. The company’s “QReate & Track” website (http://qreatean- offers several levels of QR Code creation and tracking—including a free trial— as well as useful tutorials on QR Code issues. Getting the right QR Code reader to the user’s phone has been an interesting challenge, according Author’s E-mail Author’s Business card to Pinto. “Seeing the QR Code might cause some- one to pause and give it attention,” he says. “But it also might be worth your while to add a couple Pushing the envelope of lines of text to the printed piece that explain Developer and art director Philip Warbasse of how people can read the code. You might want to Warbasse Design ( direct them to a special landing page where they and Plush Mobile Servers ( can download popular QR Code readers for their believes the adoption timeline is much shorter. specific phone. As people become more familiar Although it is a novelty now—with significant with QR Codes, those types of instructions might publicity value—QR Codes in print will be become unnecessary. But right now, they help in- normal within a year’s time, he maintains. Print- crease the success of your QR Code campaigns.” ers need to embrace integrated media now—on Another barrier to QR Code use is the prob- their own or in tandem with strategic partners— lem of data density. The more data and error and be capable of incorporating tools like QR correction used, the larger the resulting QR Code Codes as soon as possible. will be. By starting with a simple data set—like Warbasse’s QR campaigns for print always a shortened URL or PURL—the resulting code include a means to download the appropriate will be smaller, less competitive with the rest of reader, as well as an exclusive offer or incentive. the piece, and more likely to be read correctly. Above all, the user experience when scanning the One interlinkONE customer, A&M Label, QR Code must be a distinctive and compelling has had encouraging initial results with QR Code mobile-optimized Web experience, which War- use on consumer product labels. Technical ser- basse Design develops for its clients. Ordinary vices specialist David Platz describes one example, websites—especially those with features not sup- a honey product manufacturer with a new and ported by mobile browsers—are inappropriate relatively obscure product: agave nectar. Because targets for QR Code campaigns, he says. most shoppers have no idea what that is or how it One barrier to QR Code adoption is the may be used, A&M Label added a QR Code to perception that they are ugly and intrusive visual the label, with the words “Smartphone users, scan elements—especially when they need to be large this code to find out more about agave nectar.” enough for today’s camera phones. Warbasse has Those who did were directed to a custom, mobile responded with some innovative designs, such as optimized URL containing information and reci- stylized codes for the movie “Iron Man 2” and pes. interlinkONE reported over 50 hits on the the HBO series “True Blood.” The company first day. Platz said the customer was very pleased does extensive testing on all such designs—as and plans to expand QR Code usage on its honey well as providing much of the mobile-optimized labels—including a cross-promotional campaign experience for users who scan the codes. for an upcoming animated feature film. Warbasse is testing its integrated media pro- A&M Label is no stranger to barcode work- gram for printers now and will make it available flows, having managed UPC codes for in-store to printers across North America in June. The scanner use. QR Codes for consumers with entertainment industry is the most proactive smartphones is a very logical step. Platz outlined adopter, he says, while typical blue chip brands some of the company’s plans, which include wine have shown reluctance to try the new approach. and beer labels—whose QR Codes will take the Fashion and clothing manufacturers are starting user to a unique “story” (video and/or website) to show real interest, however, along with TV about the winery or brewery and its products and and network clients and magazine publishers. recipes. A&M Label uses Microsoft Tag as well Printers with existing direct mail systems are as QR Code, and is planning to do print/mobile actively exploring QR Codes as a differentiator. campaigns for DVD movie labels—allowing As public awareness grows, Warbasse maintains, shoppers to see movie previews on their phones. 14 | W W W .A MER I CANPR I NTER .C OM | J ULY 2010