New Zealand Printer November 2023 by The Intermedia Group

New Zealand Printer

P5 350 HS printer to Digital

November 2023

brings the high performance

Mastering negotiations PrintNZ Board changes Promoting print Mike Dawson reflects

1987-2023

with

WIDE FORMAT

years in print

+Plus

WIDE FORMAT

Aarque brings country’s first Durst P5 350 HS to Torque Durst technology takes wide format to a new level at Torque — a premium print and signage company.

From left: Steve Wilton-Jones, national equipment sales consultant at Aarque Group: Torque general manager Angela Nauck; and co-owner Kris Hassett, with the Durst P5 350 HS printer

ow into its 16th year, Auckland based Torque Digital provides print, signage, and packaging solutions to its diverse range of clients.

significant capacity increase without ever compromising on the quality of our work.

In July, Torque invested in a Durst P5 350 HS printer.

“We are currently using it for bulk runs. Having the Durst opens other opportunities for us, with the likes of short run packaging for example.

New Zealand Printer spoke to Torque owners Liam Talbot and Kris Hassett about adding the high-quality hybrid Durst solution to its impressive arsenal of print technology.

“The Durst is basically one printer that caters to many types of substrates. That is why we would say it is a great solution for our business: multi substrate printing, quality, and speed.”

Liam says, “As our workload was increasing, it became clear that it was time to invest in a faster printer. We chose the Durst P5 350 HS, as it is a hybrid solution for roll and board with a print range width of up to 3.5 metres. We knew that investing in this particular Durst printer would give us a

Seamless transition

The experienced team at Torque Digital has quickly come to grips with the Durst P5 350 HS printer. Kris says, “As we completed the installation in early July, we found the training side was super easy. It is a user-friendly printer. Our operators

November 2023

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WIDE FORMAT Productivity gains: Dual boards stacked effortlessly with the Durst Automat

printing, our operator only has to load, which in turn results in no down time. In future we can convert to full automation, by adding a loader it creates a completely autonomous printer – all our operator has to do is monitor the print quality. We have also got the ability to add specialty colours, for instance white, and clear. Long partnership Since its inception, Torque has partnered with Aarque, which has an industry wide reputation for service and support. After becoming the New Zealand distributor for Durst, it seemed only a matter of time before Torque would see a Durst solution among its arsenal of wide format technologies.

Kris Hassett (l) and Torque production manager Mohammed Nasir at the controls of the Durst P5 350 HS printer were all trained on maintenance protocols, health and safety and the general operation of the machine. “The transition from using our previous printers to the Durst has been seamless. We have used the Durst P5 350 HS printer for a wide array of bulk runs, and its performance has been great so far.

or FSDU that require folding. We have noticed that when constructing corrugated FSDU, during the folding there is no cracking, which is superb.”

“The quality is fantastic. It delivers an amazing print quality, even when running at the higher print speeds of 650+ square metres per hour with no comprising on quality at all.

Liam agrees: “The speed is exceptional and the quality matches! Durst delivers this productivity through double the amount of print heads in this P5 350 HS S4 vs the P5 350 model. We have the option to take the printer to the next level being a D4 configuration which would double the print heads however we are getting such great productivity from the printer as it is now.

“The colours are great. One thing worth mentioning in particular is how impressed we are with the flexibility of the Durst inks. Given a large volume of our work is cardboard display units,

“We currently have ¾ automation in the form of an auto stacker. This is essential for the volume that we are running with rigid substrates. Having the auto stacker means that our Durst is continuously

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November 2023

Liam says, “Because Aarque is one of our main partners, we are always looking to enhance and grow, and communicating that to the team at Aarque ultimately led us to Durst. “We were fortunate enough that Aarque arranged for our head of print production to actually go to Italy to have a tour of the Durst factory, during which he was introduced to the ins and outs of the Durst factory and shown the entire manufacturing process from start to finish. It was vital that we were able to see the factory and learn more about the machine as with this type of investment it was beneficial to know what we were to expect. “Both Durst Oceania and the Aarque technicians have been great to work with, ensuring we were up and running. Ben from Durst was here for the entire install which was a great help. Once the printer was in place, he carried out the training for all our operators. Ben was impressed on how quickly our team picked up on the machine operation.

WIDE FORMAT

Quality print: Kris Hassett and Steve Wilton-Jones give the thumbs up after inspecting the output from the Durst P5 350 HS printer

“We are in frequent communication with them. Having Durst and Aarque behind us, knowing they understand our businesses needs and requirements is reassuring. Especially when you are in a transitional period and learning to operate a new piece of machinery and seeing how it changes your day to day. Around the clock operation Torque has plenty of work to keep the Durst P 5 350 HS busy. Liam says, “We run 24 hours a day, 7 days a week. Having the Durst means we can significantly increase our capacity, without compromising on quality. As for the future, we are constantly reviewing our print platform and we believe there is potential for a second Durst on the floor within the next year. The Durst has taken Torque to new heights, the quality, the reliability, it is amazing. “During the pandemic we were still extremely busy and in the last two years, we have experienced considerable growth. Because of the sheer volume of work we produce, we do strain supply at times.” He concludes, “Aarque responds really well and always works hard to deliver on our requirements.”

Durst P5 350 HS printer — the ideal hybrid solution Typical of Durst’s high-quality technology, the P5 350 HS printer brings a raft of innovations to the table. Steve Wilton-Jones, national equipment sales consultant at Aarque Group, says, “Our customers tell us that they need productivity and reliability. The High Speed version delivers up to 708 square metres per hour. Innovation in media handling means Durst customers can target higher volumes and transition work to this platform. “The Durst P5 series printers are ideal hybrid solutions for roll and board printing up to 3.5m and are configurable based on your needs. Durst operators gain more time between media changes, increase productivity with automated solutions and easy maintenance procedures. Smart systems ensure a more efficient process for users who look to target optimum performance, Durst has produced a truly exceptional device.

“One of the most productive hybrid printers in the world, the P5 350 HS printer’s ability to use Double Sided Dual-roll and a multi-track 6 option for rigid boards makes it a versatile addition to companies striving to streamline the production demands and grow their category. “Configuration is versatile, and ink options allow you to specify the use of white and varnish, combine this with the Hapt-Printing option and creation of multi-layered, exceptionally striking tactile applications can be created with up to 18 layers. Having white and utilising the ‘Day&Night’, ‘In&Out’ provides for brilliant three- and five-layer prints for multiple display solutions by masking images between sides on clear substrates. “Congratulations and thank you Team Torque, we really appreciate your choice of Durst and support of the Aarque team.”

November 2023

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November 2023

CONTENTS Cover Story p2-3

2-4 Aarque: Torque Digital has enjoyed a long association with Aarque Group, which it consolidated with the recent installation of the country’s first Durst P5 350 HS printer, which has won numerous awards and kudos for its high quality and high performance Features p16-32

16 Printerverse: Deb Corn discusses sexism in the print industry and how to deal with it when it happens 18-19 Fujifilm Business Innovation: A new Revoria PC1120 Press continues a tradition of Fujifilm innovations at Digital Print and Mail 20-21 Print Legends: Sixty years and counting, Mike Dawson reflects on his life in print 22-24 Currie Group: An exclusive partnership with US-based finishing equipment manufacturer B&R Moll gives Currie Group customers even more options 26 Trimatt: Since 2005, Trimatt Systems has cut its own path through the digital printing market

PrintNZ p12-14

Advertiser’s Index

12-13 Helping Hand: Three new appointees bring a mix of experience, enthusiasm, and original ideas to the PrintNZ Board, says Iain MacIntyre 14 Comment: Ruth Cobb and the team at PrintNZ have programmes to promote print but they need your help Wide Format Plus p35-41

36 Epson: Winning Good Design Awards across several categories sees Epson confirming its place as a technology leader 38 NZSDA Update: Planning for next year’s NZSDA events is in full swing, says Melissa Coutts 40 NZSDA President & Signee NZ: Shae Goom discusses the benefits of having a great team in your business and Laura McConchie explains micro-credentials 41 Fulton Hogan Signs: We profile the team that won this year’s major NZSDA Awards of Excellence prize

Aarque Group 1,4,7 APM (New Zealand) 7 Currie Group 7,25 Cyber 44 Durst Oceania 35 Eamar Plastics 42 Epson Australia 39 Fujifilm Business Innovation 17 GLC 9 Konica Minolta Business Solutions 29 NZSDA 39 People In Print Awards 11,42 Pride In Print Awards 43 PrintNZ 15 Think Laterally 42 Trimatt Systems 27 Wholesale Print 31

28 Konica Minolta: With a raft of solutions, Konica Minolta’s industrial print portfolio is now available in New Zealand 30 Sales: Look for performance buyers over clients focused on the lowest pricing, says Dave Fellman 32 Think Laterally: Mastering the art of negotiation is a must in today’s business environment, says Mick Rowan

NEW ZEALAND PRINTER

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PO Box 32-395, Devonport, Auckland 0744 EDITORIAL: 021 631 559 Bruce Craig, Editor - bruce@newzealandprinter.co.nz CONTRIBUTORS: Ruth Cobb, Deb Corn, Melissa Coutts, Dave Fellman, Shae Goom, Laura McConchie, Iain MacIntyre, Mick Rowan CIRCULATION: brian@newzealandprinter.co.nz DISPLAY ADVERTISING SALES & SERVICE: Brian Moore - brian@newzealandprinter.co.nz +61 410 578 876 CLASSIFIED ADVERTISING: Brian Moore - brian@newzealandprinter.co.nz DESIGN & PRODUCTION: Sarah Vella - sarahvelladesigns@gmail.com

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Printer Media Group New Zealand: New Zealand Printer Asia Pacific: ProPack.pro Australia: Australian Printer, ProPrint MANAGING DIRECTOR: James Wells - james@intermedia.com.au GROUP PUBLISHER: Brian Moore - brian@newzealandprinter.co.nz © Copyright 2023: Contents of this magazine are subject to copyright and cannot be reproduced without written permission of the publisher.

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NEWS IN BRIEF MARK ANDY has partnered with Domino to add a retrofit option to its digital inkjet solutions offering. DSiQ-R is a retrofit digital inkjet module designed to seamlessly integrate with Mark Andy Evolution and Performance Series press platforms to create a fully hybrid, singlepass production solution. The 600dpi engine, powered by Domino technology, can accommodate web widths up to 340mm and can run at up to 230 metres per minute. The module mounts directly on to the press. HIGHCON, a digital die-cut and crease solutions developer, has a new financing package that sees its three main shareholders putting several million dollars into the business. Highcon chairman Alon Bar-Shany says, “The macroeconomic and investment environment have left Highcon no choice but to slow down its investments in the future and to focus on short term business goals. I am confident that this back to basics approach will position Highcon well to later re-focus on its future product road map.” KOENIG & BAUER has unveiled its next generation press the XD Pro CI Flexo. Designed for cost-efficient premium print quality on a wide range of printing widths from 1000mm to 1400mm, using solvent and water-based inks at speeds of up to 500 metres per minute, the XD Pro can be configured with eight colour printing decks as well as with 10. Additional downstream units can provide coating, laminating or patterned lacquering. All processes are completed in a single pass.

Travis Jordan takes on a new role at Currie Group

At Currie Group New Zealand, from left: Craig Paul, country manager, Travis Jordan, account manager, and Phil Joss, service manager Currie Group New Zealand has appointed former Apprentice of the Year Travis Jordan as an account manager. Previously at Soar Communications Group (SCG) and Rocket Print, Jordan’s attitude and willingness to take on new challenges marked him out as an “ideal person to bring onboard” according to Craig Paul, country manager

for Currie Group New Zealand. He says, “We are thrilled to have Travis join the Currie Group team. We have known him a long time through his outstanding work at SCG and Rocket Print, and we know he will fit well into our team.” Jordan says, “I have a great admiration for the team at Currie Group. They are always ready and willing to help. Over

Revoria B2 toner press set for peak performance Fujifilm’s new flagship B2 toner press, the Revoria Press GC12500, will headline the company’s Peak Performance Print 2024 event in Germany. Taro Aoki, head of digital solutions at Fujifilm Graphic Communications Europe, says, “The introduction of the Revoria Press GC12500 marks a significant milestone for Fujifilm. It’s the market’s first B2, sheet-fed digital press using dry toner technology, and is the end

result of years of research and development and accumulated technological expertise. “Building on the combined success of the Revoria series and the Jet Press 750S High Speed Model, it is the perfect addition to our growing range of digital presses to meet a wide variety of market demands, allowing us to offer the best of both toner and inkjet technology. We look forward to showcasing our latest developments across our

the years, what I have learned from the Currie Group service engineers has expanded my problem-solving ability. Currie Group’s commitment to service and support is second to none. Among his responsibilities in his new role, he will work to build and maintain relationships with Currie Group customers. He says, “During my time in production, I have become an advocate for the solutions that Currie Group supplies. The technology is tried and true. Currie Group builds great long-term relationships with its customers and partners.” He concludes, “I am grateful for this opportunity to expand my knowledge but also give back to an industry that has done so much for me. I have been fortunate to be given the tools by all of those who have taught me over the years, so that I am able to build my new role into something that can benefit print in New Zealand and its businesses.” full digital print portfolio at Peak Performance Print 2024.” Using in house manufactured Super EAEco toner, the Revoria Press GC12500 can print doublesided on paper up to 750mm x 662 mm, the largest B2 sheet size for a digital press. Printing six A4 pages per sheet, it handles paper weights from 64 gsm to 450gsm printing on a wide range of substrates, including synthetic papers. Additionally, Fujifilm has shortened the production line by consolidating the feeder, stacker, and control panel on one side for the press operator.

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NEWS MPA announces strategic review The Magazine Publishers Association (MPA) will undertake a strategic review to chart the organisation’s course over the next three years. Nick Burrowes, MPA chair and Pluto Group general manager, will lead the review. He says, “It is essential for MPA to adapt and innovate to meet the needs of its members and stakeholders effectively whilst representing the industry to government. This strategic review will be a critical step towards defining MPA’s role in the digital age, fostering growth, and supporting the interests of magazine publishers across New Zealand, whilst maintaining the importance of the premium print channel. The Real Media Collective NZ (TRMC NZ) will facilitate the review. Burrowes adds, “All media is in the midst of transformative change, driven by shifting consumer habits and technological advancements. To ensure

our industry remains vibrant and competitive, we want to proactively shape our future. This strategic review is a crucial step towards achieving that goal.” The strategic review aims to gather insights and perspectives from a range of stakeholders, including around 400 individuals, representing MPA members, publishers, advertisers, distributors, industry experts, and prospective members. Key objectives include assessing the needs and expectations of MPA members and the broader publishing community; exploring potential partnerships and collaborations that can benefit the industry; evaluating MPA’s role in advocating for the industry’s interests and supporting its growth; and developing a strategic roadmap that outlines MPA’s priorities and initiatives for the next three years. In addition, MPA will share regular updates and

IN BRIEF

Nick Burrowes, MPA chair and Pluto Group general manager

insights from the strategic review with members and the broader industry, ensuring that the entire publishing community can contribute to the organisation’s future direction.

ROLAND DG has commenced operations at its new head office in Shizuoka, Japan. The company says employees can now choose their workspace from four distinct areas: Concentration, Share, Communication and Creation. These areas are designed to foster idea generation and enhance communication among employees. The new site features private booths for remote meetings and promoting diverse work styles for specific needs. It also includes training rooms and shower facilities, supporting employees in achieving a healthy work-life balance. MULLER MARTINI has introduced a new perfect binder platform. The Antaro perfect binder, available in two versions: one for digital print on demand books at a rate of up to 2,000 cycles per hour and one for offset at up to 4,000 cycles per hour. Both models feature a continuously running swing clamp system for smooth horizontal transport of book blocks through the machine. It handles brochures with varying block thicknesses of up to 20mm.

Census reveals long-term trends Fespa has published the headline findings of its 2023 Print Census. They highlight the impact of rising sustainability demands and evolving customer requirements on business models and investment plans. Conducted in partnership with InfoTrends, a division of Keypoint Intelligence, this year’s Census explored the long-term trends that emerged from the analysis of the 2018 Print Census, including revenue and industry outlook, the rise of environmental pressures, changing customer demands, future investment and purchasing plans, and business models and strategies. This survey included 1,778 printers and sign makers from over 120 countries. Respondents defined their business focus as graphics, 61 per cent; signage, 26 per cent; textiles, 24 per cent; and industrial, 14 per cent.

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Key findings include 71 per cent of respondents feeling optimistic about the future of their business, despite the considerable economic challenges of the past five years. The survey also noted a growing demand for sustainability with 72 per cent of print buyers requested environmentally friendly products and practice. Meanwhile, changing customer requirements continue to change the industry, especially for quicker turnaround times, more personalisation and versioning options, and shorter print runs. Graeme RichardsonLocke, head of associations and technical lead at Fespa, says, “The survey once again cemented that one of the key challenges printers and sign makers are currently facing are the ever-changing customer demands and the growing need for sustainable solutions.”

November 2023

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NEWS Durst Group boosts sustainable technologies Durst Group has acquired sustainable digital solutions specialist Aleph, to further strengthen its position in sustainable and water-based technologies. For Durst Group, the strategic move also serves as a bridge to Como, Italy, the centre of high-quality textile design and applications. Founded in 2000 in Lurate Caccivio (Como), Aleph has grown from a software company and distributor of textile consumables to become, over the last 20 years, an independent manufacturer of innovative water-based digital printing machines. Christoph Gamper, chief executive officer and co-owner of Durst Group, says, “We are delighted to welcome Aleph to the Durst family. Their expertise in sustainable applications, high-end textile software and creative solutions for water-based signage printing perfectly align with our vision of expanding the boundaries of digital printing technology. Together, we will strengthen our position

Company representatives gather at the Aleph building in Como in the market. Also, we will expand our product portfolio and improve value for our customers around the world.” In recent years, markets for digital printing technologies with water-based ink applications have experienced rapid growth. Increased demand for environmentally friendly and customisable products has driven this growth. Durst Group says that, to meet this market trend, high performance

printing systems in combination with environmentally friendly ink systems are required as well as extensive process knowledge and integrated software solutions, which both companies seek to optimally combine through this fusion. Alessandro Manes, chief executive officer of Aleph, says, “Collaborating with Durst Group marks an exciting new chapter for Aleph. Our shared passion for technological innovation, pursuit of excellence and commitment to true sustainability define this collaboration. Together, we have the opportunity to make significant advancements in the digital textiles, outdoor and indoor décor sectors.” The strategic acquisition aims to leverage synergies between the two companies by combining Durst Group’s global presence and extensive acquisition network with Aleph’s expertise in sustainable digital solutions, both in machines and software, for textiles and decoration. This aligns with Durst Group’s strategy to diversify its portfolio and meet the changing needs of its clients across various industries. Matt Ashman, managing director of Durst Oceania, adds, “This is great news that extends and expands the Durst family. Aleph water-based technology and sustainability solutions aligns perfectly with Durst’s current and future professional values, aims and objectives. Very exciting times.”

Heidelberg launches new Versafire presses Heidelberg says its new Versafire presses take offset and digital printing integration to the next level. Ludwin Monz, chief executive officer for Heidelberg, says the presses further strengthen its market position in the digital segment. He says, “Our integrated solutions are a must for anyone who is looking to combine offset and digital printing and use them efficiently in tandem. That’s because Heidelberg has comprehensive process and application knowledge relating to both these printing methods, which makes us unique in the industry.” The company says virtually all offset print shops focusing on the commercial sector already use a digital press. As a result, Heidelberg has equipped the new Versafire LV and Versafire LP digital printing systems with an enhanced Prinect Digital Front End (DFE). It says that, in conjunction with a new user interface, this software ensures a flexible, standardised, highly productive, and intuitive combination of offset and digital printing technology. The new generation incorporates integration know-how

Heidelberg has equipped the new Versafire printing systems with an enhanced Prinect Digital Front End and experience based on the installation of several thousand Versafire digital printing systems for customers located worldwide. Heidelberg says that, with up to a million clicks each month, The Versafire is one of the market’s most productive toner-based digital presses in the A3 format. Features include automatic register, calibration, inline colour measurement, and content monitoring. Heidelberg developed Prinect Digital Front End in-house to support the standardisation of print shop production. You can automate and pre-cost all steps,

from job creation and preflight checking through to colour management. The company says the DFE provides the basic software for the complete integration of offset and digital printing into a single workflow. The company adds that its digital printing customers have access to an extensive ecosystem that includes consumables, digital services, software, cloud-based solutions, training, consulting, inventory management, and logistics and can benefit from significant added value with just a single contact partner.

November 2023

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PrintNZ Board welcomes new appointments for the future Three new appointments bring a mix of experience and new blood to the PrintNZ Board

IAIN MACINTYRE

rintNZ has confirmed the appointment of Torque Digital general manager Angela Nauck: B&F Papers managing director Penelope Savidan; and NZME Publishing chief operating officer Matt Wilson to its board of management. The appointments follow incumbents Lisa Hegh, David Jack, Morgan John, and Mark O’Grady who have stepped down from their directorships this year. PrintNZ chief executive Ruth Cobb welcomes the new appointees and expressed appreciation for the contributions of the departing board members. She says, “Lisa, David, Morgan, and Mark have each enthusiastically brought their individual skills, knowledge, and experience to bear during their time on the board, which between them has entailed a wealth of contribution.

has given me a lot over the past 30 years. I am very keen to give back and I believe that my skills and experience will be of benefit too. “The industry has been through some enormous challenges over recent years. I am genuinely excited about what we can achieve by working together more, investing in our people, and collectively tackling how we become more sustainable. PrintNZ does great work in this space, and I am keen to be part of how the industry advances.”

“This collaborative input has been hugely valuable in shaping the strategic direction of PrintNZ and to ensure our association delivers the best-possible outputs for the betterment of the entire print sector. They have also helped navigate us through some incredibly challenging times, most notably the global pandemic. “We now welcome Angela, Penelope, and Matt onboard, who also have impressive and wide-ranging capabilities. Furthermore, these new appointees will bring a fresh, new energy and perspective, as our sector advances on the new and emerging challenges before us. “We are privileged to have these individuals make this commitment, as our board members voluntarily give up their time while striving to balance the demands of their day jobs and other personal commitments. This dedication is hugely appreciated, and we sincerely thank all directors, both past and present for such valued contributions.”

Matt Wilson A believer in the power of print, Matt is excited to join PrintNZ’s board and make a personal contribution to “its ongoing support of a great industry”. He offers a broad range of skills across production, logistics; supply chain management; health and safety; developing strategy; as well as aligning and engaging teams. He says two key aspects attracted him to the PrintNZ Board role. He explains, “The industry

He highlights issues around sustainability, the supply chain and securing talent as being focal points for the sector. He says, “Two important issues are the sustainability of our industry, both in terms of the cost to transition businesses, as well as the consumer perception of our industry and products in an increasingly digital world. “Being able to achieve certainty in the supply chain is an issue. Some supplies are becoming niche products and that could potentially mean they will be cost prohibitive. “Attracting talent to our industry means we have to promote print as a career with a future.” Also, currently on the board of the News Publishers’ Association, and having

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previously served on the boards of NZME joint ventures and shareholdings, Matt has worked for almost three decades for companies that have owned the NZ Herald. “I now lead the print side of our business and I am responsible for ensuring our newspapers and magazines remain profitable, and that we maintain our subscriber base. I was previously responsible for all printing and distribution, subscriber sales and service, advertising bookings, advertising creative/advertising trafficking, properties, and human resources.” He possesses considerable experience in health and safety; risk and governance; as well as sustainability. His experience working on the commercial side of our publishing and printing business, coupled with a focus on building highly engaged teams has served myself and the business well. Imbued with a “deep passion” for the printing, customer, and distribution side of the business, he says, “Newspapers are the fastest-moving consumer good with the tightest of deadlines. In recent years simplification, standardisation and automation have been a central focus. “This November, the NZ Herald will be 160 years old, and we will have published nearly 49,000 editions over those years. It takes an enormous amount of skill and focus from all teams to achieve this, and I am proud of being part of leading our teams to achieve this.”

tasked with creating a forward-looking vision for our industry”. She says, “I am analytical and love data and the story it tells. “Everywhere I go people have anecdotes about how things are in the industry, and I always like to seek to prove these (or not) with data points. Often, I discover that widely, mantras are not actually based in much fact. “Running a business or accepting a board seat is about having a commitment to making the best-possible decisions, and you can’t make good decisions without properly understanding the landscape.” In addition, she works on the board of B&F Papers, where she has now served as chief executive for the past seven years. Her previous experience also includes managing large corporate projects, around $750m, for a global real estate developer and working in the stock market. She says, “Being a project manager requires the use of transferable skills, which is handy given that running a company is just one big project. Working in the stock market industry gave me the opportunity to learn about corporate governance and the role of boards, and I have taken a number of committee positions in the past. “I very much look forward to adding some value to the board of PrintNZ representing the supplier side of the industry.” Ruth emphasises that the supplier position on the PrintNZ board is “invaluable” as it offers an insight to the supply chain members of the organisation and “helps provide balanced input when looking at opportunities and challenges for the industry”. She says, “The data and information they have access to on a global basis helps us understand future trends and their potential to impact our market.” Angela Nauck Positive interactions, in particular with Ruth Cobb and PrintNZ membership co-ordinator Linden Hoverd over the years, was a key drawcard to becoming involved with the association. Angela says, “Their enthusiasm and passion for their work and the industry is contagious and inspirational.

Penelope Savidan Also citing the need to “attract young blood and fresh talent” as a priority for the print sector, Penelope Savidan says she welcomes joining “a team that’s

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November 2023

“The support Ruth provided through the Covid-19 pandemic was a life saver. The work she did for the industry as a whole, keeping us informed and represented, was amazing. Linden’s genuine and friendly interest in our business and team and encouraging us to fully

Angela Nauck utilise our membership benefits and opportunities, is always warmly received and appreciated. “Another motivating factor for me is the desire to bring the perspective of a relative newbie to governance of an industry which has a lot of ‘lifers’. I have found that being in a position to ask the ‘help me understand why’ questions, due to joining the party late so to speak, can prompt valuable discussions, reflections, and challenges to the status quo. “I look forward to gaining more insight into the industry from my fellow board members, while contributing from my own experiences and learnings so far.” Beginning her career with seven years in chartered accountancy before moving into various company accounting and financial consulting roles, Angela joined Torque Digital in 2018 as finance manager before her appointment as general manager three years later. Also having had six years’ experience on a school board of trustees, she considers her background in finance, operations, and process improvement as beneficial to the PrintNZ board role. She adds, “And my five years at Torque during a period of growth, expansion, and disaster with the Covid-19 pandemic; the management over that time definitely feels like the equivalent of 10 years. “But on the flip side, after only joining the industry relatively recently, it gives me the opportunity to bring fresh eyes and perspectives to the table. “I look forward to discussing the major issues with my fellow board members, to see if my observations within my business align with the industry as a whole.”

PRINTNZ COMMENT

Promoting the power of print – but we can’t do it alone We need your help to educate the populace about print. These three campaigns share a common goal to provide verifiable information that emphasises why print is a trusted, attractive, practical, and sustainable communications medium. Visit the campaign websites. You will find them brimming with useful facts and case studies that promote print as a versatile, practical, and powerful means of marketing and communication.

Fact: The paper sector has reduced its CO2 emissions by 97 per cent since 1990 areas such as education, health, trade, and the economy in general. RUTH COBB

embers often ask us what PrintNZ is doing to promote print. That’s a valid question as promoting print is one of the four pillars of our strategy. We are always happy to explain the work we do in this space: lobbying Government, print buyers and, where we can, consumers on both the sustainability and effectiveness of print. But we also need to turn that question around. What are you doing to promote prints to your customer base and beyond? We can’t do it alone; we need every one of you to play your part as well.

And that is only going down one layer. If we can talk to all the salespeople in our industry, in theory, we can reach everyone who buys print and some who don’t, but who might consider it if they understand the benefits. Campaigns you can use The Value of Paper and Print (VoPP) is an effectiveness campaign raising awareness of the power of paper, print and mail marketing in today’s noisy communications world. VoPP is a unified voice for the paper, print and mail industry and supports members with quality marketing collateral, PR and media representation and targeted consumer research.

A big part of putting our case forward making sure we are armed with the right tools. To this end, we work closely with the Value of Paper and Print, Two Sides and Love Paper campaigns. All three of these programmes aim to educate people about the benefits of print and they have substantial collateral available to support them.

Since 2008, Two Sides has created a forum for the industry to work together and share experiences; improve standards and practices and maximise customer confidence in printed products. Focusing on print’s sustainability, this global campaign incorporates companies in the communications value chain including forestry, pulp, paper, inks, and chemicals, prepress, press, finishing, publishing, printing, and distribution.

This month we hosted an event in Auckland to outline the campaigns to members and the information taken on board by those that attended will be passed on to their contacts and so the word begins to spread. Using the multiplier factor, we had 50 people at the event, if they each talk to 10 customers every week, that’s 26,000 people who are more aware of the role print can play, not just in promoting their brand, but in vital

Love Paper, a relatively new programme, also operates globally. As a two-pronged campaign, Love Paper encourages brands to use its logo on their marketing and packaging material. Major publications around the world have gifted valuable advertising space to run Love Paper advertisements. Now a registered trademark, the Love paper logo reaches over 10 million consumers every month through newspapers and magazines.

It is up to all of us to make sure everyone knows it – let’s do this together.

Arm yourself with the facts about print If you need some ammunition in the battle to promote print, then get to know these facts: • •

• • • •

• •

•

The letterbox is now a dedicated channel for marketing as it is not overcrowded. Kiwis lost $24m to financial scams last year, a 23 per cent increase on the previous year. Just three of those scams were mail or print based. 82 per cent of consumers trust print ads. Sustainability is an important factor for up to 85 per cent of consumers. The paper sector has reduced its CO2 emissions by 97 per cent since 1990. New Zealand produces among the highest volumes of e-waste in the world, and it has one of the lowest recycling rates at less than two per cent. 100 per cent of paper produced and imported in New Zealand is harvested from farmed tress. Viewing a printed catalogue for a day uses half a gram of CO2 while browsing an online catalogue for 60 seconds uses 12 grams of CO2. 1 in 10 customers stop doing business with a company after learning of a data breach.

November 2023

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Season’s Greetings from

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TALES FROM THE PRINTERVERSE

How to respond to questions about sexism in the printing industry There is sexism in the printing industry and if you are a woman, you more than likely experience it in some manner every day. And I say, after taking a deep breath. “Sir, I am curious. How many people in the last 10 years have asked you if there is asbestos in your building?” With a very confused look, he responds, to me with a “None.”

Listen, learn, and do all you can to create a sexismfree zone within your walls

I continue, “That is because we collectively agreed that asbestos was bad, and we did something to remove it and protect all workers in their workplaces”.

DEBORAH CORN

ith just a few minutes before the first, women-only panel discussion on the main stage of Dscoop ended, the audience at Edge St. Louis was asked if they had any questions. A gentleman stands up and asked, “Is there sexism in the printing industry?” The room went silent. Up until that moment, the panel had been laser-focused on strategies to drive innovation and growth, the importance of company culture and aligning with suppliers who support and reflect their company values, workforce challenges, and sustainability. In other words, this was a business discussion. The panel was led by two female Dscoop board members. There were three female panelists with major titles from consumer brands you know. The panelists indicated through facial expressions and uncomfortable body language that they would be passing on answering that question. That is the correct position in a public forum when panelists don’t have the legal authority to speak for a company on such things. The moderators took a different approach. They responded. They both shared how they do not believe there is sexism in the printing industry based on their experience and the men who have mentored and helped them along the way.

One more question was asked by an audience member, and then the closing session ended at Edge St. Louis. I gathered my wits and belongings and headed for the door. Along the way, I spoke to several female attendees, exhibitors, and students who were visibly upset and confused by the response to the sexism question. They were looking to me as Girl #1 at Girls Who Print to help them make sense of what had just transpired. I gave the question and response a lot of thought. I let Dscoop know I was writing this post because my thoughts below are not specific to Dscoop or Edge St. Louis. The question asked during the session opened the door for a bigger conversation. First a preamble… There is sexism in the printing industry. There is sexism in most industries, and if you are a woman, you more than likely experience it in some manner every day. Women who experience sexism make a professional choice to pursue the matter by reporting it. That can often open a new door of hell as women can – and often are – penalised socially and/or professionally for speaking up. Stating “it doesn’t happen at my company” because you haven’t seen it or received any complaints isn’t the best measurement of the situation. Now back to the specific question at hand… The lights slightly brighten in the room for Q&A after an epic panel discussion. A mic is handed to a male attendee who raised their hand, and I am asked… “Deborah, is there sexism in the printing industry?”

If we look at sexism like asbestos, I ask you and the business owners and managers in the room – what have you done to ensure all your workers are protected in your workplace? If the question “Is there sexism in the printing industry?” needs to be asked, with all due respect, in my opinion, it’s rhetorical. So, let’s go to the next level, and begin the removal process: Start by talking to some women who work outside of your company and the printing industry – friends, neighbours, and family members. Ask them if they have ever experienced sexism in the workplace, how it manifested, what (if anything) they did about it, and what (if anything) happened to the offender or offenders. Listen, learn, and do all you can to create a sexism-free zone within your walls. Work with HR and legal professionals to establish equitable company policies for all, and make it clear there is zero tolerance for any breaches. Lead by example – in all ways. Share your journey and success with your peers, with your groups, and with organisations by speaking at events and telling your story. Be the butterfly that creates a tsunami of change for women in the workplace. It all starts with you. Deborah Corn is the Intergalactic Ambassador to The Printerverse at Print Media Centr, a Print Buyerologist, international speaker and blogger, host of Podcasts From The Printerverse, cultivator of Print Production Professionals, Head Girl in Charge at Girls Who Print, host of #PrintChat, the founder of International Print Day and the founder of #ProjectPeacock.

November 2023

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DISCOVER THE POWER OF

COLOURS WITH THE FUJIFILM

REVORIA PC1120

Amaze your customers with speciality colours beyond CMYK and push creative boundaries with Super EA Eco Toner. With the colour gamut at your fingertips, the possibilities are endless. 09 356 4200 fujifilm.com/fbnz

DIGITAL

Revoria PC1120 Press arrives at Direct Print and Mail Solutions Auckland based company streamlines its workflow with Fujifilm Business Innovation solutions. cards. The installation of the digital die cutter has meant we have been doing a bunch of stickers, die-cut direct mail, as well as short run packaging work. “The mailing side, although generally not as glamorous or exciting as print, is still chugging along. We still process a lot of letters in envelopes, flow wrapped magazines and postcards. As a small team, we are perfectly set up to handle the shorter run mailings really quickly; the jobs the bigger guys don’t want.” Fujifilm through and through Recently, the company purchased a Revoria Press PC1120, supplied through Fujifilm Business Innovation New Zealand (FBNZ), timing it with a new facility in New Lynn.

Josh Lindsay, managing director at Direct Print and Mail Solutions, with the Revoria Press PC1120

irect Print and Mail Solutions, formally Direct Mail Solutions, began life as an offshoot from a customer loyalty company.

jobs. But, with the improvements in digital colour presses, we shifted our focus to high quality personalised direct mail packs: the clever stuff.”

In 2001, Dennis Lindsay and his brother Neil, had the idea to setup a mail house catering for shorter run and fast turnaround mailings; the kind of work its bigger competitors didn’t want. Combining that with great customer service helped them grow the business.

Josh bought into the business in 2014 and in 2021, coming out of Covid, he took over as managing director. He recalls, “When I took over, I decided to rebrand the business to highlight that we are more than just a mail house. We had always printed material to go with the mailings we produce, whether variable or generic. But, with mail volumes dropping, we needed to let people know we do so much more.

In 2007, Dennis asked his son Josh to join the company. Josh says, “My background is in IT, and I had been working IT in the event management industry. When Dennis persuaded me to join the business in 2007, we had not long installed the Xerox 8000. “Prior to that press being installed, buying in offset printed stock comprised a big chunk of the business. Most of the work was pretty much overprinting on letterheads with the occasional colour

“Doing that came with an investment in a bunch of new finishing gear, an auto-feed flatbed digital die-cutter, offline saddle stitched booklet maker, perfect binder, and slitter/cutter/creaser. Right now, we are about 50/50 ‘print and mail’ and ‘print and pack’. On the print side, we will do anything from business cards and annual reports to booklets and mounted show

The company has a solid history with FBNZ. Josh says, “We started with mono Xerox Docutechs overprinting letterheads and a DocuColor 1250 to cater for short run, variable data in colour. The big jump came to the Xerox 8000 which was our step into production colour printing to produce high quality personalised direct mail packs. “Over the years, we have had a 700, 800, 1000i, 2100, 3100, Iridesse and now the Revoria. Safe to say we are pretty happy with Fujifilm. I remember once the Iridesse went in, going from checking a proof to see what was wrong with it to having 99 per cent of the jobs looking beaut. Then came the realisation that we really don’t see techs anymore. “The Revoria is good value and has a few new additions that make our workflow a lot more streamlined. With the banner sheet feeder, we can now reliably print sheets up to 1.2m without having to babysit the feeder worrying about doubles or skewing. Combined with the anti-static unit we are seeing better success with synthetic adhesive media when finishing point of sale work on our digital die cutter. “Maybe the biggest workflow improvement is the speed in which changing the specialty colours is done now. We can go from silver underlay and clear overlay to white underlay and gold overlay in 10 minutes. We do a good

November 2023

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DIGITAL amount of specialty colour work and have the full gamut of colours on the rack: gold, silver, 2 x whites, clear and bright pink.

less of an issue. We can operate multiple machines at once thanks in part to the automation we have invested in.”

“With the upgrade, we also got an X-Rite i1i0 table to automate our colour profile creation and daily calibration. Like the Iridesse, the Revoria is very consistent with colour and paper registration.

Variety and trade work

“We use the automatic paper alignment profile creation whenever we add a new stock. Whether it is a new stock or a strange size of something we already have, the Revoria generates a perfect alignment profile in 10 sheets. “When we upgraded from the Versant 3100 to the Iridesse, I remember being blown away with the image quality and sharpness. The Revoria is just as capable, and it offers a few extra innovations to make our life a bit easier. Recently, Direct Print and Mail moved to a smaller site in New Lynn. Josh says, “At around 420 square metres, it is 30 per cent smaller, which meant many hours and sleepless nights spent on placing machinery for the optimal workflow. So far, it works brilliantly. Having everything closer together makes our low staff count

Completing a diverse array of work brings its challenges but also makes the work week interesting at Direct Print and Mail. Josh says, “We love producing all kinds of jobs. “Lately, I have been enjoying making perfect bound books. Our clients put so much effort into the artwork and usually there is a story to tell. So, to see their excitement with the job in hand is really special. Another cool area is still personalised direct mail packs, which involve tricky data work to pull in a multitude of variable objects, sometimes tied in with the specialty colours. It certainly scratches the itch we have for problem solving. “For the trade, we offer a straightforward approach to bulk mailing. Handling tasks like data cleaning, merging data with artwork for the client, or for us, to print and preparing everything for lodgement. Once everything is printed, we take care of the inserting or flow wrapping, and

ensure it gets lodged with New Zealand Post on time. “As a trade-friendly partner, we are all about reliability and maintaining a strong reputation. We are committed to working in partnership with other companies, respecting their client relationships, and never approaching their customers directly. Other print providers can trust us to uphold their reputation and provide top-notch service.”

Direct Print and Mail specialises in producing “the clever stuff”

Revoria broadens printing options FBNZ says the Revoria Press PC1120 offers Direct Print and Mail Solutions a range of opportunities thanks to its productivity and performance. The wide range of Revoria Press PC1120 innovations begin with its air suction feeder and static removal device. These features provide highly stable paper feeding for a wide variety of paper including paper containing concentrated amounts of paper dust, cohesive coated paper, and film. Its feeder system handles paper of different thicknesses ranging from thin paper at 52gsm to 400gsm. The paper trays offer compatibility with various paper sizes for printing, from small sized paper of 98mm x 148mm to long paper of 330mm x 1200mm in simplex mode and up to 330mm x 729mm for duplex printing. A static eliminator enables printing on a variety of substrates such as films, metallic, and transparent media without them sticking together. Outputting prints at a high speed of 120 pages per minute, the Revoria Press PC1120 achieves high definition, high resolution prints of 2400dpi. It uses Super EA-Eco toner, which boasts the smallest toner particle size in the industry.

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November 2023

At the front end, a high performance print server, the Revoria Flow PC11, performs RIP processing at 1200 × 1200 dpi and 10 bits per colour (1024 gradations), generating high-quality image data. Equipped with a one-pass, six-colour print engine, it can use up to two special toners such as gold, silver, clear, white, pink, and custom red, in addition to the basic CMYK toners. These toners enable high value, high quality printing such as metallic colours and natural skin textures. The image data is automatically divided into five colours of cyan, magenta, yellow, black (CMYK) and pink. The fluorescent colours of the pink toner expand the colour gamut significantly, resulting in vibrant printouts especially on people images showing vivid colours and with smoother skin tones. The effects you can obtain from the Revoria Press PC1120 include a super sleek varnish effect with gloss; multiple metallic prints using white, gold, and silver plus CMYK overlay; vibrant images with an increased colour gamut; smoother gradients with pink; and rich printouts with depth on coloured media with white, gold, and silver.

The 10-bit gradation makes everything appear smoother and more radiant. For photographic quality, it automatically brightens skin colours and gives skin texture a beautiful flawless finish. The particles in our super EA Eco toner are 20 per cent smaller than standard EA, making it the smallest dry ink in the world. The result is smooth and beautiful photograph gradation, density uniformity in figures, and printed text without glare.” Using AI, the Revoria Press PC1120 performs automatic image corrections for photo images. The AI enhances each photo image automatically. The AI-based photo quality optimisation analyses data to identify the subjects within photographs so that it can apply the right effects during printing to enhance image details. It automatically improves backlight compensation and sharpness; skin tone correction; brightness and other features such as an image being too dark or too bright or enhancing the hues in a blue sky. This automatic data conversion removes the need for manual touch up, producing smoother natural gradients and brighter, richer skin tones. This saves valuable postproduction time.

PRINT LEGENDS

60, not out – an innings to savour Mike Dawson recounts his journey in print. After six decades, Mike Dawson still loves working in the print industry

ike Dawson never thought for one moment when he first went into a print shop in England 60 years ago, that he would still be working in the industry: the last 44 years in New Zealand. He recalls, “My first exposure to the industry was in 1963 when I took on a holiday job in a small print shop in Birstall, West Yorkshire. This led to being offered an apprenticeship a year later. “The apprenticeship in those days was for six years. The first year being a preapprenticeship course at the Printing College in Leeds to make sure you had good Maths and English skills to see you through the next five years. You could not become a ‘Journeyman’ (craftsman) until you were 21 years old.

to a letterpress machine minder in the subsequent years as the need was greater. “Starting on Heidelberg and Thompson platens, I slowly worked my way onto the larger Wharfedale, Miehle and Heidelberg letterpress cylinder machines. In the last two years of my apprenticeship, the company began replacing its letterpress machines with offset presses.” Theory and practice

“My first duties during the holiday job included melting down the lead from the Linotype machines and turning it back into ingots to be reused. Not the best of jobs and no Health and Safety in those days.

Mike’s formal print training involved attending the printing college: the Kitson College of Engineering and Science, in Leeds. He says, “I spent one whole day and one evening a week for the six years: a big commitment for a teenager. Needless to say, a large percentage of the apprentices did not complete the six years. After four years, you could leave with a City and Guilds Trade Certificate or you could carry on for the full six years to get the Advanced Trade Certificate, which I did.”

‘The first year of my apprenticeship was as a compositor but this changed

By the end of the course, he had a sound understanding of the industry both in

theory and in practice, which placed him in a good position to advance in the industry. He says, “On completion of my apprenticeship, I could apply for better paying jobs, even though they involved shift work. By now I was married with a daughter, so we needed the money. “Business Forms printing was just taking off in the early 1970s, this involved web printing of ‘continuous stationery’. Most of the companies producing this type of work operated 24/7 as the demand from banks and businesses grew. “We moved out of Yorkshire south to Stroud on the Cotswolds. I worked for a large business forms company as a rotary letterpress machine operator. After two years, we returned to Yorkshire, and I worked for John Waddington, which became Waddington Games and is now Waddingtons, in Leeds for the next year.” Emigration Recounting how “many people in England went through a bad patch in the early 1970s with power cuts and strikes”,

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PRINT LEGENDS Mike says, “Like others, we looked at emigrating, but to where? Also, we had never really settled back in Yorkshire, and I was looking for other options to try and get ahead in life.” At the time, The Daily Mail newspaper was the place to find positions in print industry. Mike spotted an advertisement for a job as a printer working on the daily newspaper in Durban, South Africa. He applied and six months later, the family was on its way. He says, “The daily paper in Durban at the time was printed on an old letterpress Goss with all the safety features removed to make operation easier and quicker. With solid lead plates to carry, you certainly worked hard every shift. After several accidents to different printers, I realised that I should try looking for a safer option. Subsequently, I moved to a business forms printer, owned by an American company, with very tight Health and Safety rules. “As there was a huge shortage of qualified printers in South Africa, we were always getting offered jobs by other companies or employment agencies. I took up an offer from another company producing flexible packaging using flexographic and gravure machines, something I always wanted to do.” Winter in Wellington Mike and his family enjoyed five years in South Africa. He says, “The time we spent there went quickly and we enjoyed the warm weather and beautiful beaches. However, with the politics the way it was, we knew we would not be there forever. When a position came up for a business forms printer in Taita, Wellington, we took it. “Our initial impression of Wellington provided a bit of a shock as we arrived in the middle of winter. INL Print had a big plant in Taita. One of its departments produced business forms for Government Print, as well as banks and other large businesses. After a couple of months, I was made a shift supervisor, then a couple of years later an assistant manager of the business forms division. “Later, when INL sold off its different divisions, I was lucky enough to get a position as manager for the printing division of NCR in Tawa, Wellington, again a business forms manufacturer. This gave me a lot of management skills especially with manufacturing and staff management.” In 1984, Mike joined Chaucer Press in Wellington as a sales representative. He says, “I was not sure if sales was my thing, but Chaucer was willing to give

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Enjoying success in the 1999 Business Forms competition me a go. I soon realised this is where I wanted to be. My technical knowledge helped me with forms design and options for manufacturing.”

sections of the industry. PrintNZ Training then changed into Communication and Media ITO (CMITO), and then again into Competenz, now Te Pūkenga.”

Less than two years later, Chaucer Press asked Mike to move to Auckland as regional manager. He agreed and spent the next 10 years growing the branch and bringing on some major accounts by advising them of their print options.

For the last eight years, Mike has run the Base Workshop for new apprentices, which gives him the chance to pass on his 60 years of knowledge in the industry.

In the mid-1990s, Chaucer Press asked him again to move, this time to its head office in Christchurch to take up a position as technical manager. His work involved training its 30-strong sales team; product development; as well as achieving and maintaining certification for Enviromark, Telarc 9001 Quality Assurance, and FSC. PrintNZ and training During his time at Chaucer Press in Christchurch, Mike took on the role of executive member, and later the president, of the mainland region of PrintNZ. He was also a member and later president of the New Zealand Business Forms Association and a trustee of the Full Colour Trust. He continues, “After 24 years, I left Chaucer Press. This was soon after the Rainbow Print Group acquired it. Joan Grace, then chief executive of PrintNZ, asked me if I would like to get involved with training and I jumped at the chance. This meant I had to gain other qualifications to become an assessor and trainer. “At first, I worked at assessing Print Management Diploma assignments, but I then started running workshops for various

He says, “The three-day workshop includes Health & Safety, the history of print, print production methods, substrates, and other relevant print topics. The workshop also includes site visits to various companies that are happy to show us around. “Nothing gives me more pleasure than to see apprentices who attend the Base Workshop going on to win the Apprentice of the Year or Diploma Student of the Year and to meet them again as supervisors or managers in companies I visit. “It has been an amazing experience working alongside the team at Competenz/Te Pukenga to help train people to work in our industry. PrintNZ have been great supporters in promoting training in our industry.” After 60 years, Mike’s enthusiasm for print sees him continuing his own print education as well as helping others. He concludes, “I will keep on passing on my knowledge for as long as I am needed. The challenge I have is keeping up to date with the new technologies, especially digital. I spend a lot of time on You Tube or scanning New Zealand Printer for new information. As a member of PrintNZ, it helps keep me informed of changes in the industry.”

FINISHING

Currie Group brings post-press solutions to the local market with B&R Moll partnership Leading A/NZ graphic arts industry supplier Currie Group has entered an exclusive partnership for the Australian and New Zealand region with US-based folder-gluer and specialised bindery finishing equipment manufacturer B&R Moll.

The Moll FlexCut 760 Digital Rotary Die Cutter is geared towards the label, mail, printing and packaging markets, for sheetfed applications.

he partnership combines the expertise, passion, and commitment of the two companies and will bring a host of post-press solutions to New Zealand customers.

that they thought the B&R Moll systems were really good and we also received great feedback from members of the Currie Group team who had seen the B&R Moll equipment in action.

Craig Paul, country manager Currie Group New Zealand, explains that the partnership came about after the IGAS show in Tokyo.

“We were further impressed when we had the opportunity to speak with Kevin Moll, director of sales at B&R Moll. He shared his company’s history and detailed many of its solutions. We could clearly see that our customers would benefit greatly if the two companies agreed on a partnership.”

Currie Group had planned to modernise and replace some of the old style machinery in use by local customers and it was researching B2 rotary die-cutters in the folder-gluer market. Craig says, “Several customers had mentioned to me

Kevin Moll says, “The synergies between us fit well as we offer an ideal post-press solution to the short to medium sized

run customers, which Currie Group was looking to find.” Craig agrees. He says, “This partnership is a great fit for both B&R Moll and Currie Group.” Breakthrough rotary cutting B&R Moll brings complete folder-gluer lines to the packaging and commercial print finishing industry while providing a breakthrough in rotary cutting with its digital rotary die-cutters. Kevin says, “About five years ago, we introduced our digital rotary die-cutter

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FINISHING into the US market, which was the only B2 die cutter in the rotary world able to die-cut offset print, or digital print, and run into one of our folder-gluers. It basically allows users to feed a sheet; die-cut it; strip the matrix down to the ground; deliver the product into one of our folder-gluers; and essentially perform five processes into one.” The flagship B&R Moll FlexCut 760 Digital Rotary Die-Cutter is the company’s newest iteration. In the coming months, Currie Group will introduce it to the local market, offering it in various combinations as required. Kevin says, “This die-cutter is 100 percent nick-less so it’s perfect for cutting round corners, business cards or greeting cards with no nicks. It allows for a smooth edge on all the sides of the cards, or cartons, which we deliver flat into our shingles conveyer.” Craig points out that introducing the die cutter into the local market completes the company’s impressive line-up of equipment offerings and closes a gap in the market in terms of finishing. He says, “While finishing is the last part of the production process, it is invariably the first thing that a customer will see, so it is vital to get it right.” A standout feature of the Moll FlexCut 760 Digital Rotary Die-Cutter is its makereadies. Craig says, “Having the capability to get dies made from one of the

various die makers around Australasia or overseas and being able to quickly change dies and complete long runs in a short period of time will improve production in this sector. The machines are reliable and easy to look after.” Affordability and price point are significant features of interest, and ultimately of benefit, to the local market. Kevin says, “Our machines are priced at a point where it fits the short to medium size printer. We can handle the medium to large sized printer but where we really excel is with our quick-to-quick or quick changeover options and our easy-to-use capabilities.” Family-owned and operated From its Philadelphia base in the USA, family-owned and operated B&R Moll manufactures its equipment and electrical components from steel and aluminium raw materials. They are drilled, tapped, powder coated, bent and then shipped out around the world. The company also has an office in the UK. B&R Moll has come a long way from its humble beginnings in 1977 when Dick Moll and his sons, Bruce and Rick, started the business from the family garage. There, Dick sketched out the first hand Fed Pocket Folder Gluer on a napkin, pioneering the first simplistic and affordable folder/gluer. Dick remained involved with the company until the early 2000s until Bruce and Rick took over

B&R Moll in 2002. Bruce’s sons, Kevin and Daniel joined the company five years later - with Kevin looking after marketing and Daniel as vice president of operations. Moll’s customer-based focus has enabled its expansion into Japan, Canada, the UK and Australasia. It now employs 46 staff members. Exciting line-up Over the next few months, visitors to Currie Group’s Melbourne demonstration centre will see the B&R Moll rotary cutter in action. Other impressive B&R Moll equipment line-ups will follow. They include: • The Moll Regal Folder/Gluer System which can handle large-format, heavier weight stocks and has quick change-over times; • The Moll LP Record Album Folding Machine, which also offers quick change over times and can handle sleeves up to 500gsm; and • The compact digi-mollPak System In-line folder/gluer, which handles material ranging from 140gsm to 500gsm stocks and offers an impressive maximum linear speed of 130 metres per minute. Craig concludes “It is exciting to see Currie Group, at 74 years old, and B&R Moll, at over 40 years old, working together to help deliver a competitive advantage to our customers.”

The compact Moll digi-mollPak system Inline folder-gluer is designed to give digital and commercial printers fast, flexible performance for complex packaging products

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FINISHING Moll FlexCut 760 Digital Rotary Die Cutter

Moll LP Record Album Folding Machine

The Moll FlexCut 760 Digital Rotary Die Cutter is geared towards the label, mail, printing, and packaging markets, for sheet-fed applications.

The Moll LP Record Album Folding Machine meets the needs of the record album industry. At 762 mm by 762 mm in size, it can handle lightweight inner sleeves and heavy weight sleeves up to 500 gsm.

It is equipped with two magnetic cylinders for cutting and creasing and can kiss cut and cut-score products in an infinite number of shapes and sizes including substrate thicknesses up to 500 gsm paperboard. It is ideal for finishing boxes, cartons, labels, pocket folders and other types of packaging. The die cutter features micro gap adjustment, and with its zero-deflection tolerance, stagger cuts are no longer necessary to achieve a through cut. The device handles material ranging from 140-500gsm stocks in sizes ranging from 215 x 279 mm up to 760 x 760mm and offers a maximum linear speed of 130m/min and run speeds up to 7,000 sheets per hour with variable speed adjustment. Other features include screen controls, suction feed w/ adjustable sucker heads with adjustable front air separation blower, servo driver pre-registration, nick-less die cutting and class 3 spherical roller bearings. The cutter also features hot and cold glue systems, receding stacker and Versafold options.

The machine’s quick change-over time allows for a wide variety of finished pieces, to be produced, such as CD/record sleeves, gatefold albums, digipacks, three-sided capacity LPs, and single capacity spine flat side LPs. It boasts a stainless steel backplate and a buckle fold plate with removable ribs to eliminate static build-up and marking. In addition, the tipper fold plate with antimarketing rollers allows for heavier stocks to be folded. All-belt drive construction can accommodate stocks up to 500 gsm. The LP Record Album Folding Machine also features a cold glue and hot glue system for the safe and cost-effective application of adhesives to cover sheets, while the dual pump system ensures optimum power delivery. The machine also has an option to bump-n-turn a sheet, in addition to a vacuum belt system. Moll’s new servo driven capacity forming attachment and an independent upper drive capacity system are two other impressive features in the Moll LP Record Album Folding machine

Right: The Moll Regal Folder/Gluer System handles 762 mm wide formats and is designed as an all belt-driven in-line system, while the Moll LP Record Album Folding Machine can handle lightweight inner sleeves and heavy weight sleeves up to 500 gsm

Moll Regal Folder/Gluer System

Moll digi-mollPak system In-line folder-gluer

For nearly 20 years the Moll Regal Folder/Gluer System has been the most popular piece of folding equipment that B&R Moll has to offer. Ideal for printers, trade finishers, and binderies, its ability to handle large-format, heavier weight stocks and its quick change-over time makes it flexible enough to handle a wide variety of jobs.

The compact Moll digi-mollPak system In-line folder-gluer is designed to give digital and commercial printers fast, flexible performance for complex packaging products at an affordable price.

The long in-feed and belt section allows forming, folding, taping, and inserting, and it can be configured to produce a range of finished pieces, including pocket folders, envelopes, CD/record sleeves, digipacks, and room key card holders. The Regal Folder/Gluer System handles 762 mm wide formats. Designed as an all belt-driven in-line system, it features a built-in during folding, and the tipper fold plate features an anti-marking roller accommodating stocks up to 28pt plus.

It is ideally suited for producing straight-line boxes, room key holders, table tents, sleeves, CD wallets, computer software cartons and presentation folders, while an optional kit for producing auto-lock bottom boxes is available. The friction Feeder section offers continuous feed for not just regular shaped product, but irregular as well. Its new etched rails for seamless job change overs and offers multiple feeds without sacrificing run speeds. The device handles material ranging from 140-500gsm stocks in sizes ranging from 50x102mm up to 914x508mm, and offers a maximum linear speed of 130m/min.

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Do all your die cutting, stripping, folding, and gluing in one process... All in-house with MOLL!

DIGITAL

Customer needs drive Trimatt Systems’ innovative solutions Trimatt Systems cuts its own path through digital printing market.

ince its inception in 2005, Trimatt Systems has grown a portfolio of innovative solutions for the printing, packaging and Smartcard industries. The company has carved out an enviable reputation for producing high quality machinery and technology that continually exceeds the expectations of its customers. Trimatt’s custom-built machines have helped drive the success of a diverse range of businesses that includes commercial printers, label printers, packaging companies and coffee roasters. Matt Johnson, founder and director of Trimatt Systems, has helmed the company throughout its journey. With a focus on staying abreast of industry trends, Trimatt develops solutions with its customers’ business needs in mind. However, substantial growth and innovation have not changed Matt’s philosophy that customer support is paramount. He says, “It does not matter whether we are providing solutions to a large company or a small or medium sized business, local or international, we take a serious approach to consulting with you to find the right solution for your requirements. As your business grows, we continue to support you. “We understand that as the business environment continually evolves, you need to adapt your business accordingly. Trimatt’s ongoing focus on excellence helps our customer-focused solutions exceed the expectations of our clients across several sectors.” Recently, and particularly as a result of the post-pandemic economy, consumer attitudes have shifted in favour of purchasing locally manufactured printed products over formerly cheaper imports. This appreciation of the merit in shorter turnaround times has accelerated the already rapid growth of on demand short run digital printing. Trimatt’s customers have benefited from the company’s leadership in this area and have gained access to solutions like the award-winning Trimatt ColourStar AQ, which targets fast turnaround short to medium run printing. Matt says, “We are thrilled when we can help our customers adapt quickly to an ever-changing marketplace. The ColourStar AQ is an example of how Trimatt

ColourStar AQ took out the Melbourne International Coffee Expo (MICE) 2023 Product Innovation Award. Trimatt continues to design and innovate across the board. Recent developments include:

Matt Johnson (l) founder and director of Trimatt Systems with Orkun Bayhan from Ausbag technology can help you free up space and time while ensuring your customers keep up with their own deadlines.” Recent success Over the past two years, Trimatt has consolidated its earlier successes, confirming its reputation as a leading manufacturer and supplier of high quality machinery. The company has also positioned itself as a preferred supplier in the sustainable packaging industry. At the 2022 Australian Packaging and Processing Machinery Association (APPMA) Awards of Excellence, Trimatt earned the prestigious title of Machinery Manufacturer SME of the Year. This award recognises Trimatt’s absolute commitment to innovation and the success of its CardLine 7000. Trimatt also introduced the ColourStar AQ range, an all-in-one, customisable, industrial digital colour printing solution designed for making in-house package printing fast, economic, and profitable. The company sees the ColourStar AQ V redefining sustainable printing for paper and cardboard packaging, placing the profit in food and drink manufacturers’ hands by providing a versatile and economical solution for eco-friendly packaging needs. Applications include coffee bags, retail paper bags, packing boxes, and takeaway food packaging. Trimatt offers an integration module (IM), a mid-range entry-level desktop conveyor model (LT), and the most popular Versatile (V) model. After taking on a starring role for the company at PacPrint, the Trimatt

Innovative Auto Feeder: The development of the pick-and-place paper Handled Bag Auto Feeder has helped streamline the packaging process while improving accuracy and efficiency. CupPro 600: Trimatt revealed the CupPro 600 at this year’s FoodPro Expo. This sustainable cup printer offers an environmentally friendly and economical option for custom cup printing. Magazine Paper Wrap Machine: Trimatt is installing the first magazine paper wrap machine, the Trimatt G-25, to a leading Australian multi-magazine publisher. Trimatt FoldLine 9000: Australian manufacturers continue to compete effectively in supplying large-scale recyclable packaging thanks to solutions like the Trimatt FoldLine 9000 for FMCG food tray sleeves. Trimatt’s sustainable packaging solutions are not confined to the present but are tailored to meet the requirements of projected future markets across multiple industries. Mel McFarlane, marketing coordinator at Trimatt, points out, “An astounding 80 per cent of Trimatt’s customers return after their initial machinery success to order further complementary solutions. “The generation of profit on labour from their first investment positions them to invest further in automation, again propelling their competitive success. We partner with companies that understand that, in this global economy, the best time for automation and in-house manufacturing is always now.” Matt concludes, “It is with great pride that we reflect on the past few years and how we have had the opportunity to provide our customers with cutting-edge technology and machinery that helps their business.”

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DIGITAL

Konica Minolta launches industrial print portfolio locally Digital label printing, digital embellishment, and inkjet join Konica Minolta New Zealand’s family of print solutions Chris says, “These products have been operational globally for many years. The technology is leading edge and proven. Pathways for using these products in the market are also well proven. We can provide numerous examples of well established concepts for developing new revenue streams and increasing profitability of print jobs.” Wade Marriner, industrial print specialist

fter three years of successfully developing its base of production print infrastructure, Konica Minolta New Zealand has embarked on the next growth phase with the launch of its industrial print solutions. Chris O’Hara, national production and industrial print manager for Konica Minolta New Zealand, says, “Our print solutions comprise the traditional colour and mono toner-based solution set that the printing industry is well accustomed to. The industrial print portfolio addresses three high growth verticals focused on bringing true value to print jobs.” Chris describes the three verticals: Digital label printing: Potentially the highest growth vertical for digital print and even more so in the post pandemic era. Konica Minolta has offered digital label printing solutions for many years with the AccurioLabel 230, and predecessor models, now having more than 1,000 installations globally. With the launch of Konica Minolta into New Zealand, we made the AccurioPress 230 available to our customers and we already see several installations across the country. The arrival of the AccurioLabel 400 means Konica Minolta now offers solutions for both low and mid volume digital label printing. Core to the Konica Minolta digital label offering are high quality; the ability to print on to a wide range of media without the need to pre-coat; and ease of use. Operation of these devices is very similar to that of Konica Minolta’s cut sheet product making the transition to label production an easier process.

Chris O’Hara, national production and industrial print manager Digital embellishment: Konica Minolta offers an extensive range of options focused on digital embellishment through the MGI and AccurioShine solution portfolio. Digital embellishment is the application of Digital Spot UV coating/hot foiling for 2D/3D effects turning plain printed jobs into remarkable and appealing finished printed products, transforming their value to customers and maximising profitability on those jobs for the printing company. With a maximum sheet size of up to 750mm x 1200mm depending on the model, and the ability to embellish either digital or offset prints, Konica Minolta offers a wide solution set for its customers. With no plates, screens or dies used combined with no makeready and reduced waste, the MGI & AccurioShine portfolio offers a compelling eco-friendly proposition to customers. Inkjet: Since its launch in 2012, the Konica Minolta AccurioJet KM-1 and subsequent models, the KM-1e & KM-1e HD, have established a global reputation for high quality, high media versatility and ease of operation. With its B2 paper size and incorporating offset print technology in its paper feed, registration and paper delivery, the AccurioJet KM1e merges the two worlds of offset and digital printing together. The AccurioJet KM-1e is highly suited to light packaging and the conversion of short run offset print jobs to digital. Proven globally Konica Minolta has invested heavily in research and development to identify key growth areas for the printing industry and the solutions to address them.

Many New Zealanders have seen the wider Konica Minolta industrial print solutions demonstrated at international shows. On returning home, they have felt disappointed to learn the products were unavailable here. Chris says, “The launch of the Konica Minolta industrial print portfolio into New Zealand now allows them to reignite their interest and investigate and potentially implement these technologies. “The new portfolio offers you the ability to transform your market offerings; to create a point of difference, and to bring high value into your print offerings while developing highly profitable revenue streams. Digital label printing, digital embellishment and inkjet are also the highest growth verticals. “We know that while having access to the product is important, the critical component is the ability to support this product to the highest level in our local market with local resources. We back this technology with service engineers and technical staff who understand the industrial print portfolio. Training is constant and we have invested in pre and post sales analyst training for this portfolio, a critical area the customer evaluation, implementation and ongoing support phases.” Konica Minolta has appointed Wade Marriner as its industrial print specialist for New Zealand. Chris says, “Wade has considerable industry experience combined with high levels of passion and existing knowledge of the industrial print portfolio.” Wade adds, “Konica Minolta has received numerous enquiries about these solutions over the past three years, so it is exciting that we can finally bring them to the local market. I look forward to talking with everyone about Konica Minota’s industrial print portfolio.”

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STEP INTO A NEW WORLD OF LABEL PRINTING

WITH THE ACCURIOLABEL 400

The new Konica Minolta AccurioLabel 400 press helps you profit from the latest trends in the Digital print customised label market. With the addition of our Vivid white colour option, you can capitalise on special finishes on a wide range of clear and metallic label media to produce striking Labels in one pass efficiency. Whether you’re a label print specialist looking to upgrade your digital capacity, or adding labels to your offering for the first time, you’ll profit from the flexibility and speed the new AccurioLabel 400 Press brings to your business.

SCAN TO REQUEST A FREE SAMPLE PACK

konicaminolta.co.nz/products/industrial-print/accuriolabel-400 marketing@konicaminolta.co.nz

SALES

People will pay for performance Performance buyers are much better for your business than clients focused on the lowest pricing the most likely reason is some level of dissatisfaction with the performance of the current printer(s). That is where needs and wants come into the picture. “Do you need better quality than you’ve been getting from your current supplier? Do you want or need better service? Is there anything that you would change if you could?”

You can successfully DIY your recruitment with amazing results if you’re focusing on the right things

DAVE FELLMAN

n another column, I noted that many print buyers will pay for performance. If the choice is between something that costs less or something that works better, not everyone comes down on the side of cheaper. In fact, a significant percentage of print buyers are motivated much more by performance than by price. Yes, there are price buyers – or Price Monsters as I like to call them. But, there are also performance buyers, and I think you will agree that they are the more desirable customers. Last issue’s column was mostly about the performance of the printed piece, using a mailing featuring “extreme personalisation” as an example. This month’s focus is on the performance of the printing company. This is where quality and service fit into the performance equation. Needs and wants I mentioned ‘pleasing colour’ in the last issue, a term that was common in the US back in the 1990s when it was generally accepted that toner-based, digital, fullcolour printing just was not as good as traditional 4/C offset. Things have definitely changed in the 21st Century. There may still be some quality snobs

in the marketplace, but I think it is fair to say that current digital printing quality is at least good enough for most applications. But that does not mean the quality of any individual print order will be good enough for the person who buys it. We still suffer quality failures, and we still suffer service failures, which means that we still have customers who are dissatisfied with the performance of their print supplier. I believe that the best selling involves needs and wants assessment. That includes questions about the performance of the printed piece, but it also includes questions about the performance of the print supplier. Here is a statement of reality: Everyone already has at least one of those. If they are not buying from you, they must be buying from someone else, right? (Yes, I will grant you that there are new companies opening up which do not have a current relationship with a print supplier. But if I were coaching you on prospecting strategy, I would be sending you out after large, established companies with large, established printing needs. Those are easier to identify, in my experience, and there are more of them.) Here’s another statement of reality: Anytime you pursue a prospect who is buying from someone else, the decision to start buying from you has to be accompanied by – or preceded by – the decision to stop buying from your competitor(s). Why would they do that? Setting aside the Price Monsters who are only/always looking for a lower price,

That takes us back to the question that I closed with last issue. If you’re calling on a prospect who has performance issues with their current supplier, should you have to meet or beat that printer’s prices in order to win the prospect’s business? Absolutely not! My answer would be: Absolutely not! But this is an area where too many salespeople give up their advantage. It’s pretty common to identify some level of dissatisfaction, and then to face a price objection when your price is higher than what they have been paying. The situation is really pretty simple, and not at all surprising, most buyers want to have their cake and eat it too. But that doesn’t mean you have to feed it to them! Here is another observation. I have found that most people will pay what they have to pay in order to get what they want or what they need. The problem is that they do not know how much it actually must cost to get what they want or need. They do know how to look at two numbers, though, and quickly identify which is the smaller one. The opportunity here is for the salesperson – you! – to explain how it is all too easy to buy cheap and get what you pay for. In another issue, I will write more about negotiation strategy. For today, I just want to reinforce the connection between price and performance, and to stress the importance of needs and wants assessment. Here’s a simple equation: Dissatisfaction with the current supplier equals opportunity for you! Dave Fellman is the president of David Fellman & Associates, a graphic arts industry consulting firm based in the US. His Sell More Printing book is now available in both print and eBook formats through amazon.au. Contact Dave at dmf@davefellman.com. Visit his website at www.davefellman.com.

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From your team at Wholesale Print we wish you, your family and your work family a safe and happy holiday season. The Wholesale Print team will be taking a break, and will be closed from 21st December till 8th January 2024. Order online at wholesaleprint.co.nz

Offset Printing | Digital Printing | Wide Format | High Speed Inkjet Chat with us today 0800 289 774, or order online www.wholesaleprint.co.nz

THINK LATERALLY

Deal or no deal – compose a negotiation win-win symphony Mastering the art of negotiation is a must in today’s business environment. to carry some serious weight. They transform wishy-washy debates into rock-solid discussions that are grounded in facts.

MICK ROWAN

Don’t be afraid to strut away from the negotiation table. Walking away when the terms don’t measure up to your bottom line or business goals shows that you’re the kind of negotiator who values principles and won’t sacrifice long-term success for a quick win.

n the cutthroat world of business, negotiation isn’t just a skill; it’s a survival tool. To come out on top, you must know how to make deals that benefit everyone involved. Whether you’re sealing an important contract, orchestrating a merger, or just trying to score a better deal, mastering the art of negotiation is non-negotiable. Before you even sit down at that table, arm yourself with the most potent weapon of all: preparation. Successful negotiations are built on a solid foundation of thorough groundwork. First things first, what are your goals? And what are your limits? Once you’ve got a clear picture of what you want and what you’re willing to give up, it’s time to work out how your counterpart ticks. Research their interests, needs, and objectives and tailor your negotiation tactics to suit them. Find solutions Getting to a win-win is the name of the game. It’s not a battle where one side triumphs and the other gets crushed, but rather a dance of finding solutions that make everyone happy. This approach builds trust and camaraderie, leading to rock solid agreements. Remember, a win-win doesn’t mean getting everything you desire but feeling truly satisfied with the result. It’s not just about exchanging goods and services – it’s about fostering genuine interaction. Sharpen your interpersonal skills to unlock a world of possibilities. Become a brilliant listener, sprinkle some empathy, and wholeheartedly embrace your counterpart’s point of view. Watch trust and rapport work their magic, paving the way for smoother, more productive negotiations. As the winds of change blow, be equipped to adjust your negotiation tactics and conquer any challenge that comes your

The right approach to negotiation builds trust and camaraderie, leading to rock solid agreements way. Whether it’s an unexpected hurdle, a shift in the market, or a game-changing piece of information, stay flexible and agile to secure the best terms for your deal. With flexibility as your ally, you’ll navigate the twists and turns while keeping your eyes on the prize. Listen and learn Unleash the power of silence in negotiations. Once you’ve made your move, resist the urge to keep talking. Give your counterpart the gift of time to ponder and react. You might be surprised how much they reveal or how they’re willing to compromise. It’s the secret weapon that effortlessly wins negotiations. Unlock the secret desires of your counterpart by genuinely listening. Are they yearning for significant savings, a smooth-running operation, or an unbeatable bargain? By digging deep, you’ll be armed with the knowledge to present irresistible solutions that match their goals. Facts matter Numbers don’t lie, and in the age of data, they can be your secret weapon when it comes to negotiations. Forget about relying on gut feelings and hunches. Back your proposals with hard-hitting data and analytics. Whether you’re haggling over prices, timelines, or project deliverables, data-driven arguments have the power

Don’t just focus on the here and now when negotiating. Think big picture and envision a future of collaboration and partnership. A successful negotiation is a launching pad for a fruitful, long-lasting relationship. Embrace software and tools for seamless communication, effortless document sharing, and efficient project management. With digital platforms, negotiations become a breeze, transparency skyrockets, and both parties can stay in perfect harmony every step of the way. Follow through Take your time. Negotiation is not a sprint. Crafting intricate business deals demands patience and a virtuous approach. Let the discussion flow, the thoughts marinate, and the wisdom sink in. Don’t just seal the deal; follow through fabulously. Meeting deadlines, keeping promises, and honouring commitments aren’t just signs of professionalism – they are the foundation of trust for future negotiations. Unleash the power of win-win outcomes, secure those sweet deals, forge lasting partnerships, and flourish in today’s competitive markets. By embracing winwin outcomes, honing your interpersonal skills, and staying flexible, you’ll navigate negotiations like a pro and emerge with agreements that benefit everyone involved. It’s time to turn negotiation into your winning masterpiece. Mick has spent the past decade building printIQ into one of the most recognised software brands in the printing industry, and with over four decades of experience, Mick truly has ink in his veins.

November 2023

newzealandprinter.co.nz

Epson printers win Good Design Awards :

Planning for 2024 l Learning micro-credentials l Build your team

NEWS Roland has acquired Veika shares to enter the digitally printed wallpaper market Roland DG, a global manufacturer and distributor of wide-format inkjet printers, has acquired 50.1 per cent of shares in UAB Dimense Print, a subsidiary of UAB Veika and a manufacturer of wallpaper-related products headquartered in Lithuania. The digitalisation of wallpaper printing has not yet fully penetrated the market. Still, the growing demand for personalisation and upcoming market expansion present the opportunity for Roland DG to enter the market officially. Roland DG Corporation president and representative director Kohei Tanabe said, “I still vividly remember the day I first saw Dimense’s wallpaper solution in 2019. Today’s announcement marks a momentous fusion of our mission – bringing new opportunities to society through digital technology and our

Roland has acquired shares of Veika to enter the digitally printed wallpaper market purpose, to empower creativity and excitement worldwide with Dimense’s unique and innovative digital embossing printing solution. “Throughout the negotiations, I have felt the desire to join forces with them and inspire excitement worldwide. Roland DG has consistently grown through digitalisation and market creation. Now, I am honoured to move forward together, fostering the market for embossing, including wallpapers, through the acquisition of UAB Dimense print shares.” UAB Veika CEO Aleksey Etin added, “Veika and Roland DG have been business partners since 2015. I believe that this

joint adventure with Roland DG will be a great opportunity to benefit from the best that the two companies have: Roland DG’s expertise in printer development and distribution capabilities around the world and Veika’s know-how in inks and media development. “This partnership will allow us to speed up the progress of Dimense and Ecodeco technologies, as well as take them to a new level. It is a great honour to be trusted by such an outstanding partner like Roland DG, and I am very happy that we have reached this agreement. I believe it will be highly beneficial for everyone, including our valued partners, customers and suppliers.”

Graffica forges strategic distribution partnership with Wonderjet Australia-based Graffica, a supplier of premium equipment and services catering to the packaging and point-ofsale sectors, has entered a significant distribution agreement with Wonderjet, a corrugated and cartonboard box printing manufacturer. Building upon its expertise in postpress operations, Graffica has now synergised its capabilities with over a decade of manufacturing excellence from Wonderjet, a Chinese equipment manufacturer for the corrugated and cartonboard box printing sector. Wonderjet’s product portfolio encompasses an extensive array of printing presses, ranging from the WDMS250 model that seamlessly blends multi-pass, high-precision scanning with high-speed single-pass printing to a diverse selection of multi-pass and single-

Wonderjet printer with in-line slotting and creasing pass digital printers, single-pass digital re-printers, and a comprehensive range of supporting equipment and consumables. For the past six years, Graffica has also successfully represented another prominent Chinese manufacturer, Century. This partnership has facilitated the distribution of complete post-press, in-line solutions, leading to the sale of 13 highly regarded die-cutting machines across the region. Neil Southerington, director of Graffica, emphasises the strategic significance of the new distribution agreement with Wonderjet. He underscores how this collaboration elevates Graffica’s capabilities to offer a

comprehensive 360-degree equipment solution within the corrugated domain. “Complementing our existing partner Century, which has been delivering holistic in-line, post-press solutions since 2017, we are thrilled to complete the puzzle by welcoming Wonderjet into our esteemed portfolio,” Southerington said. “Graffica now stands equipped to provide an all-encompassing solution for short and medium production runs, effectively addressing current market challenges such as the scarcity of skilled labour and its cost. Our diversified lineup spans printing, coating, die-cutting, stripping, breaking, inspection, folding box glueing, and auto strapping.”

November 2023

newzealandprinter.co.nz

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Epson printers win several 2023 Good Design Awards Garment printing, business inkjet, and photo-printing feature in this year’s awards list.

pson has won several 2023 Good Design Awards for its products. Printers that received awards include the Epson SC-F2260 garment printer; the Epson WorkForce AM-C4000, 5000 and 6000 business inkjet printers; and the Epson SL-D560 photo-printer. The awards are presented for designs that benefit and enrich people’s lives and society in general. Epson SureColor SC-F2260

The high performance and roundness give a sense of intelligence combined with the beautifully arranged details to produce an attractive appearance. Furthermore, the easily operable controls, movable parts, and top transparent cover are uniformly black on a white-tone background. This fully expresses a brand identity rooted in usability and gives the impression of reliability and advanced technology over the entire series. In addition, we also appreciated that the software is provided with well-organised graphics that are easy to use, with no PC knowledge required. Epson WorkForce AM-C4000, 5000 and 6000

The multifunction printers in this class are sophisticated products that can be equipped with various options. They earned high marks for their graceful body design, including gentle form and rounded corners that suggest the smaller environmental footprint of the inkjet system. We felt that the ink cartridge window may play a supporting role in printer operation rather than being a differentiator with competitive products. We hope that in future the design of optional units such as finishers and paper feeding units will be harmonised with the body design. Epson SL-D560

The Epson SC-F2260 garment printer Epson has grown to become a world leader in digital fabric production. The SureColor F2260, the third generation of its desktop direct to garment range, combines outstanding image quality with an enhanced production speed, a reduced print cost, and support for the latest direct to film techniques. The printer uses a new ink that enables improved imaging on a range of material. The SC-F2260 incorporates refined ergonomics and auto head-height adjustment for easier loading and enhanced productivity. It uses new Epson UltraChrome DG2 ink and features Epson’s latest PrecisionCore MicroTFP printhead. Epson says the head provides superior operational durability while enabling better image quality and faster speed, adding that operators can produce super-fine lines, exceptional gradations, and solid fills on a wide range of fabric and film. Judges gave the following reasons for giving the award to the Epson SC-F2260 garment printer: Epson revamped the design of its previous garment printer in response to feedback from its users. They reduced the depth of the unit and made installation space more compact. The SC-F2260 is now the standard model in the garment printer series.

The Epson SL-D560 photo-printer

The Epson AM C4000 business inkjet printer These high-speed A3 business inkjet printers are intended for medium-sized to large offices. They don’t use heat to fire ink and therefore consume less power than laser equivalents. Together with a simple structure that saves resources, Epson has designed these printers to minimise environmental impact. The exterior is white, clean, rounded, and unimposing. Judges gave the following reasons for giving the award to the Epson WorkForce AM-C4000, 5000 and 6000 business inkjet printers:

These compact photo printers are designed for commercial use and can be installed efficiently in stores. They feature a lightweight and compact body size and frontal operation allowing them to be installed on narrow shelves or counters. They also have a box design that allows up to three units to be installed on top of each other. In addition to the compactness of the body, the largecapacity ink tank model contributes to lowering environmental impact by reducing consumables and waste. Judges gave the following reasons for giving the award to the Epson SL-D560 photo-printer: These are special printers designed for shops around town that offer photo-printing services. All necessary operations can be completed entirely from the front panel, and multiple units can be combined side by side in compact configurations inside stores. These printers look like simple, ordinary cubes at first glance, but space is at a premium in tiny, specialised shops offering photo printing services and designs like this can be expected to save a considerable amount of space.

November 2023

newzealandprinter.co.nz

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DIRECT-TO-GARMENT NEW

NZSDA UPDATE

Freeing up cashflow makes a difference to your business Take some time to reduce the amount of debt your customers owe you Consistent cashflow can help keep your business humming

effective strategy. Debtor Days measures how long your customers take to pay you and you can measure this monthly after you’ve completed your invoicing and your reconciliations for the month. To calculate Debtor Days in a simple way: divide current debtors owing divided by annual sales then multiply by 365. For example, if you have annual sales of $900,000 and debtors owing of $130,000, your debtor days are 53 ($130,000/$900,000 X 365 +53). In this example, if your payment terms specify payment within 14 days, then you are likely to have a cashflow problem because you’ve already paid your team to do the work, and paid your suppliers for the materials – both examples of cash going out of your business.

MELISSA COUTTS Secretary NZSDA

isiting sign shops throughout the country, I have noticed two common themes: everyone is super busy, and they need consistent cashflow. This year has been especially hard on many small to medium businesses as we all begin to come off the back to our new normal after the Covid-19 pandemic. Many are teetering on the edge of having too much work, staff shortages, unpaid debtors and managing consistent workflow. All of these can cause huge stresses for business owners if they can’t find the balance. Cashflow is the lifeblood of your business. You need to ensure that your business has the available cash required to operate; to pay suppliers; to cover wages; and to buy materials. Establishing how long it takes you to get paid is the first step to consistent cashflow. One method of achieving this involves using Debtor Days, a simple but really

If you can reduce your Debtor Days from 53 to say 40 (still well beyond your payment terms of 14 days), you’d have over $32,000 more cash in your bank account. Reducing your debtor days will immediately free up cash. To start to reduce your Debtor Days, you can follow some of the steps below: Deposit Ask for a deposit before you start work. If you have cash going out of your business in the form of salary/wages or contractors, and payments to suppliers for materials and other inputs that will be used on the job, then a deposit can cover some or all the net cost of these. Payment terms Review your payment terms and terms of trade. This depends on the type of business you run but moving customers who currently pay on 20th of the month following to 14 days after receiving the invoice will make a positive difference to your cashflow. Format your statements Have statements with only two columns. One for current and one for overdue. Columns showing 60, 90, 120 days create the perception that it’s acceptable for your customers to pay you in this extended timeframe.

Work in progress Keeping work in progress moving through the pipeline (minimising your order to delivery timeframe) will help you get paid faster. Invoice as you go If you do have jobs that take some time, or you have work in progress that is halted due to supplier or shipping constraints, consider invoicing progressively throughout the job to keep cash flowing. You’ll also be able to see early on if you are not getting paid. Stay on top of debtors Get on the phone early to your overdue debtors. If your debtors have cashflow challenges of their own, it’s often the squeaky wheel that gets the oil (gets paid). Outsource debt collection To maximise your time in your business, consider using an outsourced debt collector, or at least a different member of your team to follow up payments. The NZSDA has partnered with DebtorInfo that can assist in this. Stop work for non-payers Don’t keep working for customers who don’t pay their invoices. Discounts for upfront payment Although many are not a big fan of discounts, you could offer a discount for an upfront payment off, that is a lump sum up front payment at a rate that is lower than the sum of a series of monthly payments. Payment options Make it easier for your customers to pay you using credit card, direct debit or automatic payment. Or consider e-invoicing – the digital exchange of invoice information directly between buyers’ and suppliers’ financial systems, even if these systems are different. For more information on e-invoicing go to the MBIE website www.einvoicing.govt.nz

November 2023

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NZSDA PRESIDENT’S CORNER

Build a dynamic team and strengthen your business SHAE GOOM President NZSDA

he election results have come through with a fairly clear message given for a change in direction for the leadership of our country. And with summer on the way, the feeling of positivity around the country should be contagious. I was recently lucky enough to have enjoyed the holiday of a lifetime. This has included spending the entire Rugby World Cup in France with the occasional trip to other parts of Europe. It is the first time that I have been away from my businesses for this long. It comes

after what feels like a lifetime of working hard to enable the best companies I could possibly have. Even with the various recent disruptions from the Covid-19 pandemic and the changes it brought to how people like to work, it is obvious just how important it is for business owners to be surrounded by great teams within their businesses. Workwise, I have found myself in the fortunate position to have a great team around me over the past eight years. This has allowed me to plan for this trip. I cannot stress just how important it is for all business owners and team members with key responsibilities to open themselves up to build a team around them and learn to delegate. Simply let go and give the blood pressure time to get back to normal to spend quality time with family and friends. Being away from the pressures of running a business, I am finding out, things may just get done in a more efficient,

practical and, to be fair, a more modern way. It is a journey I am still on, and I highly recommend it. I encourage and recommend to anyone feeling pressured to use this summer to plan more barbecues; more time with friends and family; as well as delegating some roles to others.

Micro credentials in sign making LAURA MCCONCHIE Training & Communication Officer NZSDA

arlier this year, Signee raised the need for micro-credentials as the beginning of a career pathway into sign making with the Workforce Development Council for the industry, Hanga Aro Rau. Currently, the sole qualification for the sign making industry is the NZ Certificate in Sign Making Level 4 with optional strands in traditional signwriting, threedimensional sign fabrication, digital signage, and sign installation. The credit range of 225 to 265 equates to 2250 hours to 2650 hours of learning and takes about three and a half to four years to complete during an apprenticeship.

Signee sees a need for further qualifications and bite sized courses, or micro-credentials, to keep employees engaged, providing upskilling not just during the time of an apprenticeship but as professional development for those employed in the field. Employment in the sign making sector from 2017-2022 increased by 8.7 per cent. Forecasted changes will see it increase by 6.9 per cent between 2023-2028. It is imperative we ensure there are career development options to secure those numbers. Micro-credentials are small, stand-alone awards of up to 40 credits that recognise skills, experience, or knowledge. They create opportunities for clearer pathways into sign making with skills and knowledge streamlined into accessible modules. Aimed at people who seek to upskill, get credit for skills already in hand or who may not have had an opportunity to undergo formal training, they are stackable, so they can form part of programmes that lead to qualifications. The number of credits equates to the time

required to complete the course; one credit equals 10 hours of learning. Hanga Aro Rau sought feedback from industry stakeholders on the interest of development of micro-credentials for the sign-making sector. They wanted to ensure they were tailored to meet the actual needs and challenges faced by the workforce. Discussions with Hanga Aro Rau led to an understanding from industry that micro-credentials are necessary to support the sector, by helping to address some of the key concerns the industry is facing, such as skill shortages, attraction, and retention of staff. Industry professionals were invited to share thoughts and express their interest in these micro-credentials to help shape the future of vocational education for our industry. The scope of need survey was drafted with positive feedback received from stakeholders. The scope of need paper is due to be submitted for approval with the development of microcredentials to begin in 2024.

November 2023

newzealandprinter.co.nz

NZSDA SIGNEE

Teamwork and connections are key for Fulton Hogan Signs Award-winning signage shop makes relationships a priority for success. NZSDA support The team at Fulton Hogan Signs appreciates the advantages of NZSDA membership. Rodger says, “NZSDA promotes the industry and provides resourcing. For us, it helps that customers know we are part of a professional body and that we have to adhere to standards. “We sent some people to the Sign + Print Expo in July, and they felt it gave an insight into the industry here. It was different than the enormous shows overseas, getting the suppliers together in one space is a great idea and the networking is incredibly valuable.” The company has always supported industry training. He says, “Right now, we have a couple of apprenticeships running, which is handy because it is really hard to get staff. Everyone is struggling in that space, especially with such a small industry. You need to get people interested in it to attract them and NSZSDA adds value there.

The Fulton Hogan Building Signs team

inning the premier award at this year’s NZSDA Awards brought Fulton Hogan Signs to the attention of the industry at large, which gained a better understanding of the quality signage the company produces. Rodger Skerten, sign manager at Fulton Hogan Signs, says “Having our work acknowledged at the awards and having other sign makers validate what we do is wonderful and humbling. Everyone here is absolutely stoked with the win.

Rodger has a strong background in the industry, having worked for Bascands, PMP and Blue Star. He says, “My background is in IT. I was in web print at Bascands, and it is interesting with signage the number of jobs you put through compared to a web printer. We are doing quite a few signs each day.

“We cover the roading and commercial market with many corporate and council clients, and about 40 per cent of our work is for our owner Fulton Hogan.”

“It is a good company to work in. Fulton Hogan is a big beast, but it tries to get its departments to run as small businesses. It is investing in this signage business and nurturing it. We have doubled in size over the past seven years and the support we receive from Fulton Hogan is essential for both financial and customer relationships.

About 20 years ago, Fulton Hogan set up its own sign shop to support its roading business. With sites in Auckland and Christchurch, it employs around 32 staff, and it has expanded the work to vehicle and fleet wraps and corporate rebrands. He says, “We do fleet and building signage, including illuminated signs; the whole nine yards.”

“Fulton Hogan also takes great pride in its enduring relationships with customers and its repeat business. It is about true relationships built through mutual respect and that is key to our business. Our customers trust Fulton Hogan and that trust is important to us. At Fulton Hogan, we want to deal with customers who have the same values.

newzealandprinter.co.nz

November 2023

“While staffing is the big challenge, Fulton Hogan has rigorous systems for HR and that helps our team. “Obviously, we are different from other sign shops. It can be a challenge because we have to specialise. We have separate teams, so the work gets broken up. “When we complete key projects, especially the prestigious jobs, we take real pride in seeing our work up there. When you have done a good job, and you see it in the real world it feels great. In the big projects there are so many components that have to come together. So, it is really about the whole team. Each person takes pride in what they do, and we can all share in the work. The trucks are such big units; they always look impressive.” Looking to the future, Fulton Hogan Signs will cement its national presence. He says, “The customers who know it is a national business know what we are about and that we can deliver on quality. “We will develop the Auckland side a bit more and that will see us establishing partnerships with print organisations so we can make a seamless offer to our corporate customers. That could work quite well.”

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November 2023

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November 2023

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