What is the state of the print industry today, in your opinion?

SC: Exciting! The technology is forever evolving, and the possibilities continue to expand. While the majority of our business is weddings, our customers are continuously pushing us to learn new techniques and adopt new technologies to bring their designs to life. We continue to add technology, and subsequently, new capabilities. This is in addition to our core strengths, which remain in specialty print and finishing. Technology is allowing us to deliver more complex projects quicker with a greater degree of accuracy.

What attracted you to the print industry in the first place?

SC: I went to school for fine art. I specialized in printmaking, and then I kind of left that for a while. I started working more in digital and web design. It wasn’t until I was working with a letterpress printer to create our wedding invites that I was re-introduced to physical print. I started a greeting card company in the back bedroom of our house in Toronto, and eventually started designing and printing wedding stationery. Word got out that there was a new specialty printer in Canada, and we started to get requests from other wedding stationers to print their designs. That side of the business grew so quickly that the decision was made to focus on production and move away from greeting cards. The single garage became a double garage, then 1000 sf, and most recently, several thousand along with a handful of employees.

How can the industry attract more young people?

SC: The industry serves young people. The more they can become part of the process, the more they will come. The entrepreneurial spirit seems to be alive and well with young people, and because the cost of entry into the industry can be low, more youngsters are starting businesses printing on all kinds of things from clothes and wood to acrylic. We have friends who have started businesses in their apartments with a laser or silkscreen and now have scaled to the point where they have converted from side hustle to full time. In many cases, they’re providing a living wage to others.

In such a competitive landscape, how can printers win more sales?

SC: It is important to understand your business and strengths. Printing is no longer only about paper and ink. We recently attended a print show and were amazed at how people were able to do one thing really well and building a very lucrative business around that one product or service. We happen to focus on specialty printing on a wide variety of papers using both digital and analogue techniques. We don’t print t-shirts, mugs, or vehicle wraps. However, there are plenty of shops doing just that and making a decent living doing so. If you are good at what you do, you will attract the people who are seeking what you provide.

What are some of the biggest opportunities you see in the print industry?

SC: The constant evolution of technology is opening up possibilities for creators. The idea that small runs and one-off products can be created very easily and inexpensively is allowing creators to prove concepts and establish need prior to investing or printing massive runs. Additionally, platforms like Etsy and Amazon Handmade are enabling makers to test the market and maintain manageable inventory levels. They are also allowing those same creators to reach audiences that they never could have hoped for 10 years ago.

What do you think is the most exciting thing about print today?

SC: The sheer volume of print products that are available today are creating opportunities for the creators. Innovation in technology and creative minds pushing the limits of their capacity make for an interesting combo that perpetuates this cycle.

Sibylle Cox’s response was edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the November/December 2023 issue of PrintAction.

What is the state of the print industry today, in your opinion?

BG: Print continues to play an integral role in the overall communications market. In Canada, it remains a $10-billion industry. With technological advancements in print production, including vast improvements in digital workflows, the accelerated conversion from offset to digital, and higher efficiencies in the litho world, we see an increase in market capacity.

What attracted you to the industry?

BG: I started my career at IBM’s Printer Marketing & System Supplies division in Toronto around 25 years ago. This gave me an introduction and appreciation of both the digital print and litho industry. The curiosity wasn’t so much for the actual product we produced, but the value they delivered to customers. I’ve always been inspired by the technological advances in the industry and have been fortunate to help drive the digital migration at the companies I worked.

How can the industry attract more young people?

BG: We can attract more youngsters by focusing on the role data, AI and other technologies play in delivering print solutions as part of an integrated communications strategy. If viewed on its own, the print industry will surely lose momentum with young people. However, if we focus on ways to deliver effective communications that drive behaviours, it will continue to be an attractive industry.

In such a competitive landscape, how can printers win more sales?

BG: Print companies can focus on:

• Quality and innovation: Deliver high-quality printing services that exceed customer expectations.
• Customer service excellence: Respond promptly to inquiries, address customer concerns, and ensure a positive experience.
• Customization and personalization: Tailoring your services to individual customer needs can create a stronger connection.
• Quality: Embrace a quality management program and regularly assess and improve your processes.
• Competitive pricing: Conduct thorough market research to set competitive prices.
• Quick turnaround times: Efficient turnaround times are crucial.
• Portfolio and showcase: Maintain an impressive portfolio showcasing a diverse range of your best work.
• Marketing and branding: Invest in effective marketing strategies.
• Networking and partnerships: Be where your customers are. Build relationships with other businesses that might require print services.
• Environmental sustainability: Embrace eco-friendly practices and offer sustainable printing options.
• Educational content: Position yourself as an industry expert.
• What are some of the biggest opportunities you see in the print industry?

BG: Some of the biggest opportunities for growth will be for companies embracing AI and data analytics, and for those that use evolving technologies to drive consolidation plans.

What do you think is the most exciting thing about print today?

BG: The most exciting thing about print today is how it continues to evolve from a technological perspective. Everything we print today has some sort of digital workflow or technology solution behind it.  The Soma S-Mount as a stand-alone mounter for mid- and wide-web packaging.

Bob Gallant’s response was edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the September/October 2023 issue of PrintAction.

Hahn’s clients wanted to stay with her and have her manage their print needs. So, the 56-year-old started Acorn Print Production. 

Hahn managed to adjust and pivot quickly as well as to offer work that certain print plants excelled at. It was important for Hahn to spread the work around to both commercial and trade plants. Over the last six years, Hahn found that each plant and company excelled more in certain areas than others and that allowed her to diversify her print offerings.

Acorn has customers in the Greater Toronto Area as well as in southern Ontario. It specializes in short run UV digital, large format UV digital and signage, roll up banners, floor graphics, vinyl, window cling, sheetfed printing, web printing, custom die-line packaging, and direct mail.

“We have had our best year ever this past year and have been very busy with all things print. It has been a wonderful experience and I am very grateful for the type of work we have been producing,” says Hahn. 

As someone who is living through the tectonic change underway in the printing world, Hahn’s perspective on the industry in invaluable.

What is the state of the print industry today?

RH:  The state of the print industry is ever-changing. The production timelines are shorter than they have been in the past, and as a print provider, we have evolved and adjusted to this ever-changing landscape. I do believe there is a return to print, as people are constantly bombarded with digital online messaging and people welcome a printed product in their hand to interact and engage with. There is a perceived higher value and effective messaging with a beautifully printed piece.

What attracted you to the print industry?

RH: In 1991, I graduated from the Toronto Metropolitan University’s Graphic Communications Management program. I have always loved the manufacturing component of all things print, from magazines, small digital runs, large web runs, packaging, and direct mail to large format. It has been interesting and exciting to see the industry evolve.

How can the industry attract more young people?

RH: To attract more young people, the industry could form partnerships with high schools and post-secondary school programs as well as help students entering the print industry find a satisfying career path.

In such a competitive landscape, how can printers win more sales?

RH: Winning sales is about building and maintaining relationships and solving problems. As a print provider, it is all about assessing where the need is, then creating a solution that effectively meets that need. It is about providing a service and meeting a need with integrity.

What are some of the biggest opportunities in the print industry?

RH: The biggest opportunities in the print industry today are in packaging and short-run digital work. The AI component is also new and interesting, but overall, the human factor and people are vital to our industry. Experience, technical knowledge, a willingness to help, grow and learn, are to me equally as important as any technology.

What do you think is the most exciting thing about print today?

RH: I genuinely love what I do, and l love this industry. I’m grateful to my loyal, longstanding clients and suppliers who I have built strong partnerships with. Integrity goes a long way in our industry. The most exciting thing about print today is that it is ever-changing and not boring. The changes in technology and the strong technical aspects of the industry always keep it interesting. 

Romy Hahn’s response was edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the July/August 2023 issue of PrintAction.

What is the state of the print industry today?

RL: I believe the state of the print industry is very strong and will only get stronger as the years go on, as there has been a large shift to supporting local in recent years. Businesses that were using online printing and marketing services are now partnering with locally owned operators, as they offer a better level of customer service than the e-commerce platforms.

What attracted you to the print industry?

RL: My father, John LaBuick, has been in the print industry since the 1960s. He and my mother, Carol, started a newspaper in Moose Jaw, Sask., in 1974. As a teenager, I spent lots of time at the shop after school, on weekends, and during my summer holidays. I worked in the different departments at the newspaper. I drove delivery trucks to drop papers off at carriers’ homes, worked in the production department learning how to paste up ads, making negatives and plates for the press, as well as worked in the editorial team. When I graduated high school, I moved into the sales department and loved being able to meet new people and helping customers with their needs.

How can the industry attract more young people?

RL: We need to let the younger generation know that the print industry has many different avenues for professional growth. You can have a great career in sales, graphic design, or by owning your own printing company. The industry is not the same as it was 30 years ago. The technology is different now. The work environment is fast paced where you are constantly learning every day. It is a lot of fun helping a customer come up with an idea to help improve their business.

In such a competitive landscape, how can printers win more sales?

RL: While having an online presence is important, you need to have in-person chats with the businesses in your community to find out their needs and how you can help them. We have been on the street since day one talking to local businesses and finding out their needs. It is important to notice what your customer is using in their business, be it stamps, cheques, envelopes, forms, or marketing materials/ promotional items. We always are offering them quotes. The more quotes we get, the more sales it turns into. Getting the quotes to the customer within 24 hours will sometimes turn that prospect into a faster sale. If you can deliver the final product to the customer as quickly as possible, then they will start coming to you for other projects.

What are some of the biggest opportunities in the print industry?

RL: If you see a need in your market, then you may want to pursue. For instance, if customers are asking you for signs, stamps, clothing, and promotional items, and you are not doing them, you may want to get into those areas. Printing is not just on paper anymore.

What do you think is the most exciting thing about print today?

RL: There are a lot of exciting things in the print world today from the varied equipment that is out there now and what it can do to help your business grow to how customers are looking for ways to get you to help them promote their business so they can be more visible in the community. It is a very fun and rewarding industry to be in as every day is different from the next. 

Roy LaBuick’s response was edited for length. For more Q&A Spotlight interviews, please visit
www.printaction.com/profile. 

What is the state of the print industry today?

MF & CF: The self-adhesive label industry is growing rapidly due to the increasing demand for personalized products and functional labels. Technological advances in digital printing have led to significant improvements in print quality, speed, and durability. Digital printing offers flexibility. Cost is also lower for shorter production runs with multiple SKUs.

The linerless market is also growing, as they are an environmentally friendly alternative to standard self-adhesive labels and consumers as well as companies are looking to reduce their environmental impact and carbon footprint. Currently, we are the exclusive distributor of linerless labels in Canada.

What attracted both of you to the print industry?

MF & CF: Printing allows us to bring ideas and projects to life and make them tangible. It is rewarding to see our clients’ creations take shape. As an industry, printing is constantly evolving with new technologies and trends, be it ERP systems, prepress advances, printing, or automation. These are all very exciting areas for us as owners. We also have the opportunity to be a driver of change, make sustainable choices and rethink packaging and make it eco-friendly.

How can the industry attract more young people?

MF & CF: Promote sustainable development, seamless customer experiences, and the new technologies and innovative practices used in the printing industry to show youngsters that it is not an obsolete or uninteresting sector. We can also showcase how vibrant our industry is as well as the fascinating jobs and career opportunities that are waiting to be discovered on social media channels.

Invest in continuous training to help employees develop their skills and knowledge, making sure they fulfil their potential. This is very attractive to talented and ambitious young people. The younger generation is interested in companies that invest in training emerging leaders and use a team-centric philosophy.

In such a competitive landscape, how can printers win more sales?

MF & CF:  It is necessary to have an effective online presence by optimizing networking and developing an effective digital marketing strategy. However, customer experience is the biggest differentiator. 

It is important to be present for clients and actively listen to their business, production and staff needs. This increases brand loyalty. Our main values are customer focus and agility. Authenticity in business makes a big difference in creating a win-win relationship with clients.

What are some of the biggest opportunities in the print industry?

MF & CF:  There are many great opportunities for the industry. Process automation, the growing use of the Internet of Things (loT) and sustainability are, however, the focus areas for Imprimerie Ste-Julie. 

Eco-responsible and economical solutions that reduce waste and costs must be integrated into our daily business practices.

What do you think is the most exciting thing about print today?

MF & CF:  Our industry can be a part of the circular economy. We must take the steps required to reduce our environmental impact while saving our resources. We’ve been working on this since 2018. We obtained certifications and established partnerships with relevant companies so that our actions are tangible. Several innovative products are entering the market. We need to find a way to develop them in order to bridge the gap with Europe, which is way ahead of us in terms of sustainability.  

Marilène and Caroline Fournier’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

What is the state of the print industry today, in your opinion?

RC: I think the landscape is ever evolving, and that’s a good thing. Print is always founded in traditional applications. However, advancements in literally every facet of the industry—from streamlined manufacturing practices and automation to technology and diversified product channels—is forcing continual growth. 

What attracted you to the print industry?

RC: Honestly, it was by chance. My professional background was in a completely different ecosystem. I knew the Cober team through a previous partnership. I clumsily fell into the industry but learned very quickly that the force behind Cober was fierce and dedicated and I wanted to be a part of it. Luckily, they were kind enough to keep me around.

How can the industry attract more young people?

RC: I think the industry is an incredibly exciting, fresh, and innovative landscape for new talent and it’s simply about engaging on a level that resonates. Print is powered by progressive technology and, if you’re lucky, supported by exciting brand partnerships. That’s worth talking about. At Cober, we continue to innovate through technology, investments and cross-functional partnerships. Our team speaks to the industry with legitimate and honest, palpable energy, which translates to talent, regardless of industry or age.

In such a competitive landscape, how can printers win more sales?

RC: We are working to reframe the word, ‘sales,’ in our vocabulary. We can all sell something. We are focused on a larger conversation around partnerships and how we can better support the relationships that have allowed us to flourish. We want to show up for the clients and industry partners—current and future—who trust us and provide those relationships value that goes beyond the transactional. At the end of the day, it’s people working with people. So, we celebrate diverse behaviours and ideas, within our team and with our clients. With our mantra of “stay humble, work hard and be kind,” one can’t go wrong.

What are some of the biggest opportunities in the print industry?

RC: Just like the rest of the world, print is powered by technology. Investing in a progressive infrastructure, be it on the shop floor, with your internal talent, or via the systems and programs you create to streamline workflows, smart technology supports solid business. At Cober, we are incredibly fortunate to have teams that respect the place technology has in our business. It has been a game-changing factor in our growth. We also must talk about sustainability, and not just about the ink on paper, but how the business functions. It’s hands down a complicated exploration, but it’s a conversation that must be had. Businesses and consumers are demanding it. If you can figure out how to make that an honest part of your organization’s MO, and thus understand the value that can add to the partners you support and, potentially, their end users, then you’re checking a lot of boxes.

What do you think is the most exciting thing about print today?

RC: Print is more accessible than it has ever been before. It is literally at your fingertips with one click, a face ID, or thumb print. This is true for both businesses and individual consumers. A massive portion of the opportunities available within the industry can be purchased from couches and kitchen tables. With the strides being made in SaaS and AI, print is no longer a docket-driven economy. It is powered by consumers, progressive online brands, and leadership teams who are willing to step outside their comfort zone and think about the physical differently, which is exciting.   

Crowther’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.  

What is the state of the print industry today, in your opinion?

AC: The printing industry is an integral part of the marketing-communications landscape. Being part of this mix has rewritten the fundamentals of print and resulted in a dramatic increase of shorter run jobs and a growing demand for faster turnaround times. These changes have accelerated a technological evolution in an industry that was, for a long time, addicted to the ‘iron on the floor’. This evolution has, in turn, created a business environment that’s marked by consolidation and divergence. We see a decrease in the number of print service providers and a rise in product offerings (commercial, packaging, wide format, labels etc.) by existing companies.

What attracted you to the print industry?

AC: I was fortunate to start my career, more than three decades ago, in the graphic arts division of Agfa in Belgium. Assignments with Transcontinental, Symcor, Océ/Canon and Fujifilm only strengthened my commitment to the industry. The rapid evolution from analog to digital and the business opportunities created by this change intrigue me. I don’t think there are many industries today that have gone through such a fast evolution in a short period of time. Today, we can produce mass-print runs, print-for-one and everything in between.

How can the industry attract more young people?

AC: We need to do a better job at ‘selling’ our story. The word ‘print’ has the connotation of analog, and doesn’t portray the high-tech status, degree of digitalization or the craftmanship in the industry, which the younger generation could more easily relate to. Canadian Print Scholarships is doing a great job at bridging that gap, and as an industry, we should work more closely with educational institutions. Our industry is an exciting high-tech one with plenty of opportunities.

In such a competitive landscape, how can printers win more sales?

AC: Just putting ink on paper doesn’t cut it anymore; added value is the differentiator. Choose and define what you are good at, perfect it, automate the processes as much as possible, and build partnerships with your clients to go beyond a single business transaction. Clients rely more and more on their print provider to take charge of the complete process flow from ordering and to press approvals to finishing, fulfillment and shipping.

What are some of the biggest opportunities in the print industry?

AC: Opportunities are plentiful. The key is to focus on customer needs. Recognize their pain points and find a way to alleviate them. Also, make it easy for them to do business with you. For example, some customers might have requirements beyond commercial work and source additional print work, such as wide-format, packaging, label etc., from other vendors. Being able to offer these additional services might set the printer apart from its competitors and help getting a bigger share-of-wallet with that customer.

What do you think is the most exciting thing about print today?

AC: The tech advances in the industry (prepress, workflow, offset, toner, inkjet and finishing) are increasing operational efficiencies. Technology is the driving factor behind ‘print’ solidifying its position as an integral part of the communications mix. 

Couckuyt’s responses were edited for length. For more Q&A Spotlight interviews, please visit
www.printaction.com/profile.  

This article originally appeared in the November/December 2022 issue of PrintAction.

What is the state of the print industry today, in your opinion?

SB: I really hate to say it, but the paper supply chain is such a constraint on opportunities right now. The industry is optimistic. There’s an energy to it. The business is there but we’re limited in terms of paper options and volume. I could try to spin the situation and say it’s a fun challenge, but, truly, it’s a bummer when we are so used to offering many textures, shades, colours, and weights to nail the vision of our buyers.

What attracted you to the print industry?

SB: I wish I could have been a graphic designer. I have loved desktop publishing applications since my family got their first Macintosh PowerPC in the mid-90s, but I never had any true artistic talent. The Toronto Metropolitan University’s (TMU’s) Graphic Communications Management program spoke directly to me. I realized I could work with creatives and help bring their visions into a tangible medium. At that time, I didn’t know I would specifically end up in sales and be the direct conduit between receiving PDFs from clients and delivering their publications weeks later.

How can the industry attract more young people?

SB: I love the idea of showing more of the manufacturing process. I had no concept how printed material was created until I went to school for it. Offset printing technology still fascinates me. It blows my mind that with some aluminum, laser, oil, and water, you can create museum-quality images with four ink colours, and that too at high speeds. This is wild!

On the Food Network there are shows about the manufacturing of cheese and chocolate products. Young people may not watch 30 minutes of cable TV, but what about short clips on social media? Show the craftsmanship and talent, as well as the innovations including robotics in the industry. With the increase in automation, I think the industry needs to look beyond the traditional print-focused post-secondary programs and explore how they can be attractive to people learning and working in the tech sector.

In such a competitive landscape, how can printers win more sales?

SB: With so many businesses in our day-to-day lives becoming more and more transactional, I think customers are increasingly appreciating really good customer service and connection. This doesn’t necessarily mean weekly in-person sales calls. Ensuring they know you’re paying attention to their wants and needs and working your hardest to meet their deliverables is valuable. This builds long-term relationships and trust, and those people end up being your best customers.

What are some of the biggest opportunities in the print industry?

SB: Young people. Not only hiring them for entry-level jobs, but also giving them careers by training, empowering, and promoting them. Increase diversity at all levels and create companies that look like the communities where we do business. There is a lot of data showing this benefits morale, turnover, productivity, and profits, and I’m excited to see the next generation of leaders who emerge from this mindset.

Beveridge’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the September/October 2022 issue of PrintAction.

What is the state of the print industry today, in your opinion?

JT: It has been challenging to navigate the consequences of the COVID-19 pandemic. Increasing staffing difficulties and shortages is making it difficult to maintain, let alone grow a business. Many organizations have not survived the turmoil. Since some of them were significant market price influencers the closures have created a healthy competitive environment.

Unavailability of substrates is affecting the industry now. If you can get past these challenges, then there are exciting opportunities to explore and grow the business at a healthy profit margin. The takeaway for me is that the industry is not quiet, and opportunities are flowing. One must work harder, focus on the details and be more creative to be successful.

What attracted you to the print industry?

JT: My father founded the company in 1964. From a young age, my brother and I helped as required. My heart was in sales. The love of bringing in new business and growing the organization ultimately made me stick.

How can the industry attract more young people?

JT: Since youngsters love technology, it would be helpful to highlight on media frequented by young people the technologies used in the print industry. They must be made aware of the opportunities and the size of the industry. Structural solutions are heavily influencing the industry now. Introducing younger minds to the creative requirements for providing solution-based structures/packages will show them the printing industry is not just about ‘graphic design,’ but also creative thinking.

In such a competitive landscape, how can printers win more sales?

JT: Differentiate yourself from other companies. Offer solution-based services. Provide finished products that uniquely fill needs. Make sure you are fully aligned with the buyers’ expectations. Maintain an equipment portfolio that is technologically advanced, well maintained, and efficient enough to be versatile and cost competitive. Make sure you are giving your company good exposure to allow buyers to know your companies name. Keep evolving!

What are some of the biggest opportunities in the print industry?

JT: Producing products with special effects and/or embellishments as well as supporting sustainable options that create positive impacts for both the customer and the environment.

What do you think is the most exciting thing about print today?

JT: Technology and growing capabilities available for us as manufacturers are exciting. The possibilities are endless. Ultimately, the industry is based on creativity. Therefore, if you can dream it, it can likely be created. It’s also exciting to see what young people entering the industry bring to the table, and how it allows companies like ours to evolve. 

Theoret’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile. 

This article originally appeared in the July/August 2022 issue of PrintAction.

From declining orders to heavy competition, the challenges plaguing the commercial print industry are well known, and PBI hasn’t been immune to them. However, Larose refused to sell the company.

Len Larose and Ralph Misale. Photo © Alex Heidbuechel

Larose

With an automotive industry background and experience in direct mail and marketing services, Larose began his career as a print broker 18 years ago. He hired his first designer within nine months of starting the brokerage because he was “tired of waiting for design time.” At that time, he still outsourced the printing work, but managed distribution through Canada Post.

Sales grew, prompting Larose to hire another designer, move into a bigger office and buy a couple of small Canon copiers to do little postcard runs in-house. Thirteen years ago, Larose’s company began full production work with a seven-member team and a 20-year-old Heidelberg Press. Eleven years ago, PBI set up its headquarters in Beamsville, where they’re currently located. The peak year for PBI was 2015-16 when it generated $16 million in revenue.

“We expanded our building, bought the Heidelberg XL-106 eight-colour press with coater, their flagship press at that time, as well as packaging equipment to do direct mail and diecut pieces,” explains 47-year-old Larose.

As is the case with majority of commercial printers, 70 per cent of PBI’s revenue at that time came from one client. Over the last seven years, orders from that client declined due to a shift in their business priorities. This affected PBI’s bottom line significantly.

Larose began thinking of new business opportunities. Packaging seemed appropriate, as he already had the equipment and staff. Also, the commercial print space was becoming hyper competitive. The pandemic accelerated this shift—April-May 2020 was devastating for PBI, as the company’s revenues were down 80 per cent year over year from 2019. At that point, Larose decided to focus on the packaging market.

This was also the time when Larose was approached with acquisition offers, which he wasn’t prepared to explore. Larose was open to partnerships, though. A short meeting with Misale convinced Larose that they both had the same priorities and interests. Soon, a partnership agreement was signed, and Misale joined the PBI family in October 2021.

“Ralph is a family man with the same long-term vision and goals as I. We’re very much on the same page when it comes to recognizing opportunities and short- and long-term goals. It’s a great fit. I wasn’t looking for a paycheck to help me get through tough times. I wanted someone who can help me grow the business. With his experience, I felt comfortable that he could bring value and help do some of the heavy lifting,” says Larose.

Printing By Innovation is now focusing on small to medium-sized packaging runs.

Misale

In 1995, Misale did a summer job at HP Graphics, a large-format printer at that time in Burlington, Ont. He didn’t think it was possible, but Misale got hooked to the printing business. From sweeping the floor to working on the press, Misale has done it all. The 51-year-old worked his way up from being a press feeder, running production, and general manager to eventually purchasing the company, Eclipse Imaging, in 2010 with a partner.

“We had massive challenges and sleepless nights. We struggled to make payroll at one point, but we had a great team behind us. We dug our heels in and inched the company forward a little bit at a time. We took the company from almost closing its doors to becoming profitable,” recounts Misale.

In 2017, the company was acquired by Data Communications Management. Misale worked with them for four years. At one time, he was the company’s chief operating officer. However, the corporate structure disappointed Misale, who eventually left the company.

PBI with its family-like work culture impressed Misale. The fact that Larose and he had the same interests and business priorities made the partnership an easy decision for Misale.

“You must have a certain mindset and an iron gut to be an owner in this industry. Len and I have gone through so much and know what it takes to run a printing company. We have put our necks on the line and are doing it again because we believe in our people and what we are doing. This is a family business with a great team that will help us grow into new markets,” shares Misale.

Pivoting to packaging

Both Larose and Misale are very clear on how they want to take the business forward. They’re focusing on small to medium-sized packaging runs. Larose acknowledges some medium-sized runs are significant too unlike commercial print jobs.

The strategy seems to be paying off. This year, PBI estimates to earn $10 million, a 25 per cent jump from 2021, but this required some additional investments by Larose and Misale.

Apart from the global supply chain crisis, the most challenging aspect of PBI’s transition to packaging has been workflow, as it’s very different from the commercial print space.

“When growing into new markets, we must change our mindset and learn what is required to service these markets. When you enter new markets, having a great group of committed people who can roll up their sleeves and dig in is not enough. Proper procedures and processes need to be in place to ensure the clients’ needs are fully met,” says Misale.

Larose advises companies looking to get into packaging to determine “one or two sectors that they see a need in and remain committed to that. Don’t try take anything that comes at you. Get good at one or two things and focus on that,” he said. “You have to be able to shift and believe in the opportunity.” 

A changed market

I’ve often wondered the meaning of “back to normal.” After living nearly three years in a pandemic world, I’m convinced that some things like work situations have changed for the long term. Larose agrees. “If anyone is thinking they’re just going to wait it out for another few months when it’ll be back to normal, that’s not the case. In my mind, it’ll never be back to normal. It will get much better, but I think it’ll be forever changed. This is not a one and done situation. This is going to change the market. I haven’t heard specifically of people building or closing yet, but I do believe that will continue to happen,” he says.

Misale stressed on the importance of constantly reinventing oneself. “If you don’t see, ‘What can I do differently? Where can I explore?’ you’re going to fall behind in any business. You constantly need to be shifting and reinventing yourself or you will get left behind,” concludes Misale.

What is the state of the print industry today, in your opinion?

IB: In my opinion, it is better than ever. The print sector is no different than other industries. You need to be willing to adapt and diversify to stay competitive. We understood our customers wanted to expand their marketing into other avenues besides print, so I ensured Burke was able to offer them that. Now, along with print we offer digital print, warehousing, graphic design, mail, large-format printing, commercial and exterior signage, installation, and digital marketing services. Creating a seamless transition from print and mail to digital services has allowed us to not only retain clients, but also educate new ones on the value of print and cross-media marketing.

What attracted you to the industry?

IB: My neighbour worked for Quality Colour Press, a great company, and they introduced me to print. What kept me in the industry is the fact that it is very diverse and there are many avenues for growth. It’s always exciting and I love the challenge.

How can the industry attract more young people?

IB: Trust and freedom. My goal is to create a flexible and positive working environment. I trust my team to do their jobs and, in return, they trust me to give them the space to do so. I do not micromanage my team, and I think that letting my team control their day is a huge draw for young people. Employees thrive when they are given the opportunity to succeed. My team is meticulous and on point because they are in charge of their responsibilities, and they take pride in that.

In such a competitive landscape, how can printers win more sales?

IB: By educating our customers and understanding as an industry that we must be willing to expand into the digital marketplace. I personally believe cross-media marketing is the solution. We all know this works, but the key to winning more sales is internal training so that you can educate your clients. For example, when you integrate direct mail with digital, the mix will drive more action. When combined, campaigns receive 57 per cent more attention and 46 per cent higher brand recall. Overall, integrated campaigns drive 39 per cent more attention and multichannel customers spend three to four times more than single-channel customers. Take the time to educate your staff so that they have the ammunition to win more sales.

What are some of the biggest opportunities in the print industry?

IB: Our biggest opportunity is that print advertising is trending up. Obviously, digital marketing is a common way to advertise your business, but if you aren’t getting results, then something has to change. Digital marketing campaigns have become flooded with noise and media, taking away the consumer’s ability to engage with the message. Meanwhile, direct mail has a stronger perceived value. Consumers touch and feel a tangible, and often, personalized piece delivered straight to them and for them. Additionally, after the negative push from the media in the mid 90’s and early 2000’s, customers are now realizing that print media actually is environmentally friendly and recyclable as well as an integral part of a marketing budget. I think a lot of clients are starting to realize digital media channels simply cannot compete with the tactile nature of print.

What do you think is the most exciting thing about print today?

IB: Easy, two things. The diverse groups of clients we get to work with, and our staff at Burke. My team is always coming up with great ideas to help both ours and our clients’ businesses and it’s a privilege to work with them.    

Burke’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile. 

This article originally appeared in the May/June 2022 issue of PrintAction.

What is the state of the print industry today, in your opinion?

LR: The last few years have brought the print industry to its knees, leaving it in a grim, unfavourable state. The industry is at a turning point. We are in a make-or-break situation, and for many businesses, this volatile period will break them.

Inventory and supply chain issues are at the forefront of the problem. In a competitive industry like the print industry, many companies cannot simply push up their prices or tell customers to wait. It is all about ‘printing on demand.’ If your company cannot do that, a customer will find someone who can.

We also need to factor in the long-term impact of rising fuel prices and how it will affect the everyday cost of business. If your company relies on vendors and suppliers that transport goods or uses a delivery service to assist in daily operations, you will see an increase in service fees. Additionally, the cost of labour will rise. At the end of the day, customers will bear the brunt by paying more for print products and services.

Lastly, with the escalating war in Ukraine, we will see global inflation, shortages, and uncertainties across all industries. There will be a substantial rise in debt as people try to keep up with price hikes and disruption to regular economic activity.

What attracted you to the print industry?

LR: For a long time, everyone offered the same products and basic paper, so it was easy to get into the industry and quickly become profitable. Today, the print industry has plenty of untapped sectors, and I see an opportunity to grow and thrive within those spaces. With the constant shifting in the print industry, there has been a lot of uncertainty. But for forward-thinking, agile, and adaptive individuals, there is much opportunity and success to be found.

How can the industry attract more young people?

LR: The answer is simple: Hire young people! Jukebox is powered by a team of young professionals who drive our production and customer support teams. Currently, 75 per cent of our employees are between 20 and 30 years old.

In such a competitive landscape, how can printers win more sales?

LR: You need to appeal to an international market. Many print companies rely solely on local business, and by doing this, they are limiting themselves from international sales opportunities. Appealing to the global market immediately increases the chance for more sales. It is as easy as ensuring your website and staff can handle international online orders. Also, invest in a diverse range of machinery as it allows you to offer a broader range of products, which will enable you to generate more sales. Lastly, ensure your website is powered by Amazon Web Service along with SAP technology.

What are some of the biggest opportunities in the print industry?

LR: The most significant opportunity in the print industry is to scale your business by investing in reliable machinery that is always operational. You can add considerable value to the production and quality of the products by adding a digital press to your workflow. Some printers allow you to create textured and raised effects to print on thick stocks including synthetics and paper boards up to 22 pt, which will open up new business opportunities.

What do you think is the most exciting thing about print today?

LR: Each day comes with its own challenges, but more importantly, new opportunities, products, and technology. One of the most exciting products to come out of our workshop at Jukebox is our perfect bound books. As a business, we can now assist writers, photographers, and other creatives to publish books and magazines with ease. 

Rucchin’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

What is the state of the print industry today, in your opinion?

SM: The graphic arts and printing industries suffer from a complex identity crisis and are ripe for change. Our public relations challenges are fuelled by the traditionally hyper-competitive nature of our industry and misinformation spread by competitive sectors. I, however, challenge anyone to go through an hour of their day without encountering print.

While we do not have a monopoly on communication, our products are important in communication and marketing. We do have some challenges, such as inflation, labour shortage, supply chain bottlenecks and chronic overcapacity.

What attracted you to the print industry?

SM: Family connection brought me to the industry, and I have stayed for the innovative challenges and the opportunity to make a difference. My grandfather was in community media. After a few years of third-party ownership, my father Bruce Murray became a shareholder and led Advocate’s diversification into print. I actually started doing handwork at the age of seven. After university, I came to work in the business for a short time before a planned law degree. I bought out my father’s partner a few years later. Print brought me to “centre ice” for almost every opportunity and innovation in our community and economy. I was welcomed into boardrooms and CEO offices to help provide solutions. When you work in print with a solutions-based approach, you experience all facets of the economy.

How can the industry attract more young people?

SM: I have to go back to our industry’s identity crisis. Our industry is so much more than our reputation. Traditionally people have been attracted to our industry through mentors or friends. The Canadian Printing Industries Scholarship Trust Fund is working with educational institutions and students across Canada to change that. We all need to do our part to demonstrate that the printing industry is offering jobs of the future. We lead with a focus on sustainability and innovation. With a printing career, you can be engaged, challenged and central to growing our economy while constantly learning—who wouldn’t want that! Let’s stop keeping it a secret!

In such a competitive landscape, how can printers win more sales?

SM: Differentiation is key. Success will not be gained by selling the same services and products as competitors. Companies must define their market and allow space for others to define theirs. The “race to the bottom” attitude in our industry was driven through me-to commoditization that was created due to overcapacity of similar equipment and service offerings. Yes, more consolidation is needed, and it will happen through M&A and natural selection, but there is room for each of us to thrive with unique solutions-based offerings. We each need to ask ourselves, what gap would be created if we closed our doors tomorrow. As leaders, we must guide our organizations to offer value that extends far past price.

What are some of the biggest opportunities in the print industry?

SM: Opportunity is everywhere, and the COVID-19 pandemic has created an inflection point for a reset. Through solutions selling rather than order taking, we can redefine print’s place in today’s communication mix. There is enormous potential with targeted, customized print, packaging, in-store marketing, and short-run products.

What do you think is the most exciting thing about print today?

SM: I find the entire value chain of print exciting. The thrill of meeting client goals does not get old. Perhaps one of the most exciting areas of growth is the convergence of traditional and digital media, and how we can leverage the best of both worlds, especially as print runs become shorter and targeted.

Murray’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile. 

In the first episode of the series, Nithya Caleb, editor of PrintAction, speaks to Isabelle Marcoux, chair of the Board of Transcontinental Inc.

TC Transcontinental is a Canada’s largest printing and a leader in flexible packaging in North America.

In addition to her role as board chair at Transcontinental Inc., Marcoux is on the board of many leading public and private institutions in Canada, an engaged philanthropist, and a member of the Order of Canada.

Listen to the episode below!

This podcast series is also available on Apple Podcasts, Spotify, Google Podcasts or any other podcast app that you use.

For 24 years, Yardley has led Print Panther whose clientele is largely international. An industry veteran with a global perspective Yardley has some interesting thoughts about the state of the Canadian printing industry.

What is the state of the print industry today, in your opinion?

CY: I think everyone is looking for ways to increase business opportunities. It doesn’t matter where you are or what business you are in. I think high value, exciting, innovative print is a leader in helping companies, especially small and luxury brands, regain market share and position. Print allows brands to communicate on a tangible level. I think that is paramount after the last 18-24 months. It is difficult to imagine a post-pandemic world, but history proves innovation and creativity prevail during difficult times. From direct mail to packaging, tactile, meaningful print will be at the forefront when we come out of this digitally saturated period of history.

What attracted you to the print industry?

CY: I have always been attracted to the printed page in some form. My background in typography, graphic design and marketing positions me to create beautiful print that legitimately helps my clients connect with their customers. My love of print has been an organic flow of ideas and design. A life-long love affair, really.

How can the industry attract more young people?

CY:  Like any industry, there are ebbs and flows. I think we all, no matter our age, suffer from some sort of digital fatigue. When someone enrols in a program at Ryerson University [Toronto] for example, they are taught design needs to cross over between print and digital. Print is a large part of the curriculum. Further, successful brands need print. I am not sure if there is truly an issue with attracting young people. I can tell you that everyone working for me is about half my age, and they love it.

In such a competitive landscape, how can printers win more sales?

CY: I do not think the industry has become more competitive than previous years. Having said that the industry is not only competitive, but also turbulent. I think printers need to embrace new technologies. It is our job to show customers what they can do to help elevate their brands and support their businesses. During times of crisis, opportunity is everywhere. Just think: you can provide a small company a custom brand colour that’s fresh and different. With metallic and fluorescent inks, foils and spot varnishes, the opportunity to make a product and/or service stand out is at our fingertips, literally! We must help managers and others who help promote companies and products understand the positive impact of innovative printed solutions.

What are some of the biggest opportunities in the print industry?

CY:  We should all see opportunity as the world re-opens. Everyone is craving some sense of normality. Businesses will be looking at ways to move forward. With the holidays upon us, it is the perfect time to reconnect with clients with a wonderful, printed piece. I love receiving cards; it never gets old. Getting something physical and personal is more meaningful than a “pop-up” on a website. Print creates a touchpoint with customers.

What do you think is the most exciting thing about print today?

CY: I think print is exciting and beautiful. We need the tactile experiences that only print can provide. Quality has never been better, thanks to new digital printing capabilities. The technology has transformed design. We are seeing more customized and personalized print products. I love foils and bright inks. Bright colours, clever bindery and textured papers for creating tactile, sensory products are certainly going to lead in 2022.

Yardley’s responses were edited for length. For more Q&A Spotlight interviews, please visit
www.printaction.com/profile.

Carla, a single mother of two girls at that time, was living in Niagara, Ont., and pursuing a master’s degree. Carla never imagined that one day she would be leading the family business. However, the death of her younger brother, who was the company’s principal shareholder then, propelled Carla into unchartered waters.

“We lost almost $3 million in 90 days. I sat in the hallway and did what comes naturally: sell,” recalls Carla, who was always involved in sales in some capacity throughout her professional life.

In a hyper-competitive market, Carla, a goal-oriented individual, managed to successfully turn around the business. Simpson Print posted a profit of $9.7 million last year. This year, it earned $13.1 million. Carla is forecasting a revenue of $15 million for the next fiscal year.

After almost 10 years, Carla is no longer the “reluctant” president of Simpson Print. The 49-year-old has embraced her role as the company’s executive head, and has ambitious plans for the printing business. She also owns 25 per cent of the company’s shares.

About Simpson Print

Simpson Print is known for integrating art effects, coatings and unique finishes with special effects and embellishments on diverse and unusual substrates.

“We’re very substrate-savvy. We’re great at merchandising, metallic packaging, obscure postpress, diecutting and finishing, and managing budgets for a Cadillac end-result,” explains Carla.

The urban legend

Carla’s father, Martin Johanns, is the minority shareholder, chair and founder of Simpson Print. An immigrant from the Netherlands and an aspiring arborist, he discovered his entrepreneurial calling in offset printing.

In 1964, he began a company called Johanns Graphics. This was the heyday of conventional Renaissance printing of annual reports and magazines. Carla remembers watching designers working on storyboards in a 1,000-sf room.

“My father is an extremely passionate ambassador of ink on paper and the craft of print. His enthusiasm and think-ahead mentality carry us even today,” says Carla.

Even though the company was successful, technological changes, such as the introduction of desktop publishing and elimination of film, were starting to emerge. Martin sold the company before the economic crash of 1990.

Two years later, Carla’s mother, Maddy, found, in the middle of another farm field, a screen printing company called Simpson Screen Printing with one client, MTD. The company made $1.3 million in sales of label identification on lawnmowers and other industrial applications.

As an early adopter of an increasingly popular technology, Simpson Screen Printing began to grow. It soon had US clients so much so that 70 per cent of its customers resided south of the border.

In 1994, when Martin’s old offset company went into receivership, he bought it along with the building where Simpson Print is currently located.

Simpson Print is known for combining art effects with unique finishes on diverse substrates.

Diverse offerings

Carla believes Simpson Print’s biggest strength is diversity.

“I don’t see myself as a screen printer or a digital printer. I view us as an all-under-one-roof print manufacturing and merchandising solutions provider,” says Carla. “Our business is very diverse. Forty per cent of our business is industrial nameplate identification. Another 40 per cent is wide-format solutions from custom through in-store signage programs, and then we have offset, which is actually doing remarkably well. The name of the game is to be diverse,” says Carla.

The company has the capabilities to print spot colour face down; UV litho print with spot UV screen print with specialty inks; different touches, such as textured, powdered and soft; clear; sparkle; tinted; glitter; raised clear with glitter; screen print spot matte; and digital print on vinyl, plastic or paper. It can also do custom diecut, folding, embossing, shrink wrapping, laminating, grometting, hemming, drilling, heat bending, heated platen diecutting, gloss coating and spot reticulation.

“We’re not in the business of conventional prints. When others say no, we say yes. We offer multiple products. We offer still high-resolution screen prints and have an extensive line of wide-formats, digital and UV offset and finishing solutions. In the last few years, I invested around $3 million in new technology and capitol investments. The print industry is capitol intensive, and I do not believe you can remain relevant if you are not continually investing,” adds Carla.

SwissQprint as partners

Simpson print is proud to have two screen printers while everybody is eliminating their screen presses. They’re also the largest Canadian client of SwissQprint, which is very dominant in Europe.

“SwissQprint is easy to maintain. I spend $14,000 on maintenance on three SwissQs, and they contribute to 75 per cent of my bottom line. SwissQ is also the most versatile press. They all have varnishes and primers, which means I can print on an unusual amount of substrate, such as tempered glass, building materials, laminate flooring, wood, aluminum and polyethylene. Since it has UV-LED, it is significantly reducing a project’s carbon footprint. It limits the conventional, heavy screen deposit. The fact that I have three of them ensures that I can do small, multiple or 5,000 sheet jobs with an in-store deadline of 24 hours,” explains Carla.

Sustainability

As someone who was taught to work hard and use sustainable practices in all walks of life, Carla is keen on adopting eco-friendly principles in the business.

“Print is naturally a very toxic industry. It generates a lot of waste. In the early days, we used recycling ponds at the cost of $14,000 to $20,000 monthly to decontaminate water. We also looked at living walls to control dust. We’ve been thinking green because it’s not just about marketing and the end product, but also being lean in our manufacturing workflow by adopting automation. When you’re lean in your manufacturing principles, you’re passing on savings to your customers,” she says.

Pandemic’s impact

Carla admits having many sleepless nights in the initial days of the pandemic, but the company was able to pivot quickly.

While some of their clients (e.g. event organizers) didn’t need printing services, others increased their orders. Simpson Print’s label business increased by 20 per cent, and it is still growing.

Carla attributes this resiliency to the fact that the company has seen many ups and downs, especially a big one (the death of its principal shareholder) in 2012, so it was able to navigate the pandemic pretty well. It also helped that Simpson Print offers diverse solutions.

“Post-COVID, you’ve got to go back to the basics of great pressing and quality, and on time execution. We recognize it’s going to be the Wild West domestically. [Thankfully] our business is now evenly spread between Canada and the US,” says Carla.

Future plans

Carla’s main focus is restructuring the company including finance and operations and maintaining strategic growth either organically or through “sensible US acquisitions.” Carla is also keen on enhancing the company’s digital marketing capabilities so as to complement its print services.

As indicated earlier, Carla has expanded the company’s inventory to maximize potential and take on new projects. She’s also expanding space in her print plant by another 20 million sf. “I see my fulfillment and warehouse businesses significantly increasing,” adds Carla.

Since Simpson has been in the printing business for 16 years, Carla feels it’s critical for the company to be leaders in innovation and sustainability as well as to champion the importance of print as a marketing channel.

Carla believes the industry would soon be shifting focus from the need for speed to software that increase workflow automation.

“The beauty of the industry is you have to commit to change. You have to be creative,” says Carla. Her ambition is to make Simpson Print “omni marketing intelligent.”

As she explains, “You cannot install a press and deliver value; you have to build all silos of the business to be better and to drive innovative solutions that work with your customers. Print is no longer just about placing ink on paper; it is about the pre- and post-show.” 

How is Ryerson University’s GCM program unique from other print-
related programs?

MH: GCM is built on three pillars. These pillars are creativity and design; technology and innovation; and business and entrepreneurship. These three pillars make GCM’s program unique. Students take classes in relation to these three pillars, and these classes give them many opportunities after graduation.

Another important aspect is the fantastic relations we have with industry and suppliers. Without their continuing and generous support, we would not be able to offer the current education in its depth and breadth to our students.

As the new school chair, what are your plans?

MH: I have a couple of plans for the School. There will be initiatives in the packaging area at both the graduate and undergraduate levels. These initiatives are in various planning and execution stages. Also, the School will continue to offer a modern and flexible curriculum to the students.

What is the state of the print industry today, in your opinion?

MH: The print industry is in a constant state of flux. Digital print technologies are making inroads into print businesses. Many short-run jobs will get printed on digital printers. Digital printing is evolving at a fast pace, and the print quality is improving with every new machine. Also, automation will play a larger role in the industry. With automation, it is possible to print short-run jobs in a profitable way using traditional print processes. However, the equipment needs to be relatively new, so all the new automation techniques can be implemented. The pandemic forced many businesses to invest in digital storefronts, so customers can order products online. This has changed the business model of many companies. Also, the pandemic has changed workspaces. Work from home will continue to be a part of the daily business when the pandemic is over.

One thing, though, print is definitely not dead. The pandemic showed how print businesses are able to adapt to changing customer requirements. Some businesses added new product lines that were tied to the pandemic.

How can the industry attract more young people?

MH: This is a tricky question. No one has been able to provide a comprehensive answer to that. Many young people probably think the industry involves working with heavy machinery and ink, and that is not an attractive image. The industry has to promote all the other job possibilities including creative ones.

Further, people who want to enter the industry would like to start with a competitive salary and be assured of growth opportunities. The salary that is being offered currently by some companies does not match the cost of living in Canada. This can be a turn-off for aspiring professionals.

What do you think is the most exciting thing about print?

MH: The most exciting thing about print is seeing how an idea that might have been sketched on a napkin or scrap paper becomes a beautiful printed, finished product. This is most evident in the annual Canadian Printing Awards organized by PrintAction. For a number of years, I was a member of this competition’s judging panel, and I was amazed and in awe of the submissions, especially the combination of colours, design, materials, binding and finishing. Creating unique pieces for every customer is what this industry is about; this makes it exciting.

Habekost’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the October 2021 issue of PrintAction.

What is the state of the print industry today, in your opinion?

CL: Throughout history, the print industry has steadily grown. It has changed constantly, but I think it has evolved more in the past 10 to 15 years. The introduction and continuous improvement of digital technologies have made this even more true, as new opportunities are now at our disposal. The exciting part is that technology and equipment are evolving. This makes the print industry a very fast paced and dynamic one. There was a point when people thought the print industry would slowly die, and make way for everything digital. Of course, this theory has been proven wrong. It isn’t a matter of print vs. electronic media. A combination of both can be a powerful communication tool.

What attracted you to the print industry?

CL: I was around my father’s business since a young age. He built Paragraph in 1989, working with his associate and two pressmen. Today, the company employs more than 200 people and is constantly growing. When I was 14 years old, I started working summer jobs in the bindery and I filed dockets for a couple of years. While there, I became curious about the work, clients and the beautiful products we were making. From that moment, whenever I walked into a store, I would try to locate the work we had done. It made me proud, and also made me realize print is everywhere! I understood quickly there are many opportunities in this industry, but no one is really aware of it, yet.

How can the industry attract more young people?

CL: Young people don’t consider printing because the industry isn’t well known. Further, a lot of youngsters are focused on ‘new media’. They don’t realize print goes hand in hand with new media. It isn’t about just printing. It’s the whole process of creating displays or marketing materials that will help companies reach their clients better and faster.

In such a competitive landscape, how can printers win more sales?

CL: I think printers who understand their job goes beyond “putting ink on paper” will win more sales. The goal of printers is to produce pieces that drive our customers’ sales. Print buyers are not experts, so they will appreciate someone guiding them and proposing original and creative concepts to help them reach their clients.

What are some of the biggest opportunities in the print industry?

CL: Digital printing! It allows for flexibility and agility. Both are important in today’s market conditions. Digital printing allows customers to test multiple offers and to use personalization tools with variable images or text. They can produce personalized printed pieces suited for each audience segment, at full production speed, without sacrificing quality or spending more once the variable data has been programmed. Digital printing for packaging is also a big opportunity. In the cosmetics or consumer goods industries, for example, packaging is a major area of focus because it often plays a big part in product selection by consumers. Digital short run packaging testing can help companies understand what types of shapes, colours and adornments impact buying decisions. Whether it’s for evaluating alternative ideas or simply trying to maximize impact through a highly personalized approach, the possibilities with digital printing are endless.

What do you think is the most exciting thing about print today?

CL: Most people are realizing print is an important part of the communication mix, and it is definitely here to stay. Another exciting aspect is the continuous improvement in equipment and technology. As mentioned earlier, digital printing offers a lot of flexibility. Ten years ago, digital printing was still considered ‘less than’ for many. Look at all the opportunities available today. Imagine where technology could take us in 10 years.

Lépine’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the November 2021 issue of PrintAction.

What made your start 5am Lemon?

AJ: I always had a passion for greeting cards, as well as print, paper substrates and shopping. During the first wave of the pandemic, it was near impossible to send a gift online and couple it with a personalized greeting card. I tried a few times through Chapters/Indigo, and the message was always printed on the packing slip, which was missed by the recipient. I thought it would be great to order a fully personalized card online and have it accompanied by a small gift or gift card. I had just installed the KM-1 inkjet press that had a 23 x 29 sheet size with full variable capabilities, so I started playing with the sheet. The next thing I know, my team and I had created a fun and functional greeting card gift box for my daughter’s university graduation. I even took advantage of the side panels, which formed the box, and included pictures of her with her roommates that she could remove and display.

What is the state of the print industry today, in your view?

AJ: I think outside of the current supply chain issues with paper, the state of the print industry is strong. Print delivers is a tangible punch that is tough to match digitally. Print and direct mail carry a ton of credibility that is harder to match with digital.

What attracted you to the print industry?

AJ: I started selling advertising for special interest magazines back in the early 90’s. That was my first introduction to the print world, and I have been in love with print ever since.

How can the industry attract more young people?

AJ: I think as an industry we need to show young people how unique and powerful print can be in a digital world. We know they are super comfortable with everything and anything digital, but may not feel as comfortable in the tangible world of print. We need to make sure we educate and expose younger generations to the different printing platforms, paper substrates, embellishment opportunities and all the other finishing options available for print communications. As humans, we love engaging in anything we are really good at or know a lot about. The print world can be a scary unknown to younger generations, so we need to introduce them early and take advantage of their creative minds.

In such a competitive landscape, how can printers win more sales?

AJ: Printers need to go beyond just putting ink on paper. They need to constantly be in consulting mode and assist clients with the creation of their pieces. They need to introduce new paper stocks, finishing ideas and cost-efficient solutions. Today, marketers have more advertising options than ever before and anyone selling print or direct mail need to offer an expertise that goes well beyond knowing paper and ink.

What are some of the biggest opportunities in the print industry?

AJ: I see an opportunity for marketers to really stand out in the mailbox using print. The inbox is overflowing, and the digital market can feel a bit saturated. Print offers a refreshing medium that does not interrupt your day, and can be consumed at leisure. Increasing personalization and relevance to a targeted audience is key.

What do you think is the most exciting thing about print today?

AJ: Production inkjet printing is definitely exciting. The ability to offer high-quality, fully variable pieces on unique substrates at an affordable price is really cool. The integration of print with digital will keep getting stronger and it’s going to be great to see how creative marketers are going to use the two media. As an aside, who would have thought it would take a pandemic to make QR codes cool again. I think in the future we will be seeing these codes on much more than just restaurant tables.

Jamieson’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the September 2021 issue of PrintAction.

You’ll find these qualities in Rich Pauptit, president of Flash Reproductions, Toronto. When he says that he’s realizing all his hopes and dreams with certain current equipment purchases, it’s worth paying attention to. However, before we get into the machines (and dreams), let’s go back to the start.

The Valiani Omnia, an auto feed diecutting machine, was installed earlier this year at Flash Reproductions.

The start

Pauptit’s father Carl Pauptit started a printing business in 1969. “Summers and after school were spent at the shop; screen printing, die cutting and collating,” he explains. “I never intended to do this for a living, and my dad never pressured me. We never talked about it.”

Pauptit trained in radio broadcasting, but found there wasn’t as much room for creativity as he had imagined. When he graduated from business school in the late 1990s, his dad asked him if he was going to get an MBA or would he rather learn most of it while working for the family business?

During the next six months, Pauptit immersed himself and was completely enamoured by printing. “I got to work on some really exciting projects,” he says. “From the start, I loved talking to designers about their ideas, and then taking that and putting it through the filter of knowledge and experience that we had at the shop. Our pros know how to get the most out of our equipment and what can be done with one technique versus another, and at the end, helped bring the idea to life.”

As time went on, Flash Reproductions started accomplishing things that most North American firms could not come close to. “It’s usually not a smooth ride from concept to reality but we lean into that,” Pauptit says. “Our people are up for anything. I came into it with youthful enthusiasm and learned a lot from my dad before taking over in 2009. What sets us apart is that we’re always excited to make the end result impactful. We’ve become rather obsessed with having every technique in our shop, every tool at our fingertips. Designers come to us with passion and we meet them with a similar passion to create something extraordinary.”

Specific tools

Among the many tools at the fingertips of the 40 staff members at Flash is a KM1 UV inkjet press, installed in 2017. This gives Flash the ability to achieve an offset-like print quality on virtually any substrate.

Since the KM1 arrived, Pauptit wanted another machine that could allow Flash to fill a growing demand in specialty printing: small quantities of unique items. However, the cutting machine he dreamed of didn’t exist then.

“The KM1 is a B2 press built for short runs, and that is what the market is asking for,” he says. “But finishing short runs with an analog cutting workflow is time-prohibitive and cost-prohibitive, so that was a bottleneck for us. With longer runs on the Heidelbergs, the set-up of dies or programming of a guillotine makes sense, but with 10 or 50 sheets off the KM1, we don’t have enough sheets to even set up. Our customers are producing smaller, more targeted campaigns, but they still expect high-quality work from Flash, and while we could finally print quality short runs, the finishing was a challenge.”

Meanwhile, luckily for Pauptit, the Valiani Omnia cutter was being developed. He jumped on it as soon as it was available, and in March 2021, one arrived at Flash (the first to be installed in North America). “Its use has ramped up more quickly than anything we’ve ever had,” says Pauptit. “Perforation, cut, crease, it will finish anything that comes off the KM1 and even some work off our conventional presses. There’s no set up and it can change the die line as it feeds sheet to sheet. Sometimes it cuts sheets after they come off the KM1 down to manageable sizes for letterpress, foil stamp or emboss. We can trust it completely with accuracy before we go to the next step.”

With both the KM1 and the Omnia allowing the same attention to detail and finish quality as previous machines (but faster and cheaper), Pauptit says there is no technique they can’t offer for small orders such as 10 pieces. Also, the timeline is days instead of weeks. “The Omnia is a small link in our chain, but an important one,” he notes. “It’s really changed everything and I don’t know how we’d go back to working without it.”

Other machines, other capabilities

Over the last few years, Flash has also added pad printing, which enables printing on non-flat surfaces such as bottles and unique cases. Pauptit has also purchased rapid gluing machines, along with some other small items, such as specialty book binders.

“Right now, I’ve realized my hopes and dreams,” he says. “We do a lot of luxury packaging that spans every industry, cosmetics, tech, food and beverage. We’ve done this for decades, but it’s heating up. We are increasingly involved in creating luxury packaging in such a way that the box itself blows people away. Our customers realize that if they’re going to spend so much time and effort commercializing a product, then the packaging should also be at that level.”

Desire for more

There are still some items on Paupit’s wish list. He would like a smaller version of the KM1 that would be able to run jobs down to the size of a postcard, even if the press is hand fed. He’d also like a machine that can foil stamp and embellish for smaller runs with the same quality as analog machines. “There is a lot of demand for foil stamping,” he notes. “I’m in constant talks with the digital embellishment people, but the level of detail is not what we need to see, and we’d like to be able to print on unlimited, uncoated substrates like we can on our analog presses. We don’t want any limitations. I know it’s a lot to ask, but I want to be able to take any size sheet, with any finish and foil stamp on any substrate without making a die. Until we see that from a digital machine, we’ll keep doing it the old-fashioned way. It takes skill and time, but in the end we’re proud of it and that is essential.”

In terms of newer substrates, Flash Reproductions is printing a lot on glass these days, along with conventional plastic and acrylic, along with some new biodegradable materials (e.g .compressed pulp board) that are highly rigid.

The future is now

Looking at the evolution of print, Pauptit notes that long ago, it was incredibly interesting and exciting, then it became boring, but now it’s exciting again. “At one point in history, print was the only way to mass communicate and now, of course, it’s one of many ways,” he says. “Everyone was worried about the internet’s effect on printing, and it has certainly changed the scope, but there are still many instances where print is the best way of communicating. Print has been pushed into a premium space, creating things that have a reason to physically exist; beautiful, striking things that people physically interact with.”

In terms of Pauptit’s own career, it really has run parallel to the print industry’s evolution. He was always focused on the high-end work because that’s what held his interest and challenged him. “I always wanted to see how we could push ourselves, and now that’s what printing is—what we always saw as the interesting part of the market is now the market,” he says. “If companies are bothering to print at all, they want it to be beautiful and use the best techniques and materials.”

Reflecting on his success, Pauptit is very mindful of expanding business for the sake of expanding. He’s believes to have achieved a good balance, and will be careful to preserve it. He’s got all the equipment and the people to work it skillfully, with the volume of projects needed to support that. He feels that right now, Flash is perfectly sized for the companies in and around Toronto (in addition to a few U.S. and overseas clients). You don’t want to lose the intimacy, he says. You want to grow better, and not bigger.

“I got excited about producing amazing projects early in my career, which caught the attention of industry insiders,” Pauptit shares. “What we managed to do was to fly a flag for those who want to do amazing things with print, to say ‘Come here, this is where it’s happening.’ We’ve been able to build that over the years and attract the very best creative people, the very best operators and minds. I think that if you’re doing exciting things, exciting people want to join you. I am so proud of my team and I can’t wait to see the things we’re going to accomplish in the future.”

This article originally appeared in the September 2021 issue of PrintAction.

However, before that, here’s a short bio of Campbell.

Campbell was always interested in art and design. She pursued photography after graduating in fine arts from the University of Manitoba. She then went on to study graphic design at Red River College, Winnipeg. After working as a designer in the manufacturing and pharmaceutical industries for a few years, Campbell joined Sherpa Marketing 13 years ago. When not working, Campbell enjoys biking, drawing and attending music concerts (when allowed).

What does the merger mean for Sherpa Marketing?

JC: We will be operating under our existing brands, but we can now be more competitive when it comes to larger accounts. It allows us to work on complex projects with national and international companies. We are excited to have so many new smart and creative teammates.

What is the state of the print industry today?

JC: In the last few years, digital solutions have taken over print. However, I feel some applications need print to communicate their message. For example, we work with a lot of clients from the agricultural space. They typically working in rural areas where Internet bandwidth is limited; farmers need, and often prefer, a printed piece that they can easily flip through to make purchasing decisions.

What attracted you to the print industry?

JC: My first love was printed design. You really can’t compare the feeling of holding a beautifully printed piece to a digital artwork. The former touches on all of your senses. As a visual person, I’m always drawn to the creative ways marketers use to communicate their brand messages through print. You learn so much about a brand by simply looking at subtle things like the stock used on packaging, typography and colour. It’s been really cool watching brand strategy get embraced across all platforms, such as interior design, retail and social media. Modern-day marketing has changed branding. It now goes beyond the visual, and taps into all of our senses to elicit an emotional response. This is not a new concept, but the evolution of digital platforms has made it more effective.

How can the industry attract more young people?

JC: While the print industry may be one of the oldest on the planet, it is important that it adapts to today’s needs. Designers want to know if printers think of the impact of their work on the environment. When printers embrace technology and materials that can help shrink their carbon footprints, they show young people the industry is looking out for their future; this allows youngsters to be more perceptive to the industry.

In such a competitive landscape, how can printers win more sales?

JC: It’s important to remember print is viewed as a luxury as things move into the digital landscape. Marketers are looking to catch the eye of potential customers, so showcasing your capabilities for unique finishes and substrates can be the differentiating factor. Additionally, it is important to remember that the needs of customers have changed; they may prefer solutions like print-on-demand. Over the past decade, I’ve seen our orders for large print runs dwindle. There is more demand for personalized solutions.

What are some of the biggest opportunities in the print industry?

JC: Print is one of those industries where the sky is the limit, and you are only restricted by your imagination. By diversifying the services, staying on top of trends and new technology, being flexible and offering great service, printers can be successful for years to come.

What do you think is the most exciting thing about print today?

JC: I love how the technology on digital presses has evolved so much over the years, and we no longer need to have huge budgets to do special treatments like a spot varnish or foil.

Campbell’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

This article originally appeared in the July/August 2021 issue of PrintAction.

How does your company innovate after nearly eight seven years in business?
BR: Komcan is entering its eighth year as the Canadian distributor of printing solutions. However, our roots run deep. Founded in 1923, Komori is nearing its 100^th anniversary.

Komcan follows the Komori motto of “Kando – Continuous Improvement”. Anyone who has owned a Komori press can see this. Whether it’s in improvements on the press or customer experiences or a minor tweak, Komcan and Komori strive for perfection.

We continue to innovate by increasing productivity with our new GL/GLX Advance series of machines, and transforming pressroom management through our cloud based, KP-Connect. We are excited about the NS40 B1-size inkjet digital printing solution. It features brand new inkjet technology that will change the landscape of printing for years to come. With the acquisition of MBO, Komori offers end-to-end pressroom solutions, no matter the need.

In such a competitive landscape, how can printers win more sales?
BR: In the competitive landscape we live in, it has to go beyond the actual product. Every press can print a sellable sheet. Someone will be willing to sell for less than you, so we must provide a reason for someone to come back to you. Having the technology and infrastructure to provide a sharp, repeatable and cost-effective sheet will help drive sales.

What is the state of the print industry?
BR: As everything else, it’s been a tough year. Thankfully, a lot of our printers are essential businesses and were able to keep operating safely. Print might not be as strong as the “good old days” I keep hearing about, but that’s why we innovate. With the introduction of production inkjet and nanographic technologies, and innovations in the sheetfed world, the industry is diversifying itself. There is no longer one way to print a piece; printers now have multiple options to complete a job.

What are some of the biggest opportunities in the print industry?
BR: Print is print; it always has been and will always be [there]. A lot of people outside our industry view online or digital products as a competitor to print, but it’s really a compliment. Print has started to innovate using digital technologies. We’re seeing it in the augmented reality applications that are starting to come out. Right now, there’s a big boom in custom packaging. Production inkjet technology has allowed printers to turn around custom packaging quicker than ever while also making it cost-effective for shorter runs.

What attracted you to the industry in the first place? How did you get your start?
BR: As they say, print is in my blood. My grandfather worked on presses, and my dad has been on the sales side of the business all his life. My dad used to bring home lenticular print samples. I think what grabbed my attention first is the fact that print is more than just posters and CD jackets.

When I was 15 years old, I worked a summer feeding a saddle stitcher and stripping skids. Witnessing the stitching of magazines, and understanding the full process from print to finishing, opened my eyes to the work that goes into many of the print products we take for granted. When I was 17, I started working summers with our Komcan service crew on press removals. In university, I took on a parts role with Komcan for two years, and upon graduation started selling in Western Canada.

Why do you think print continues to be relevant in a digital future?
BR: Print will never be irrelevant. As a youngster in this industry, I don’t know a single person who reads e-books. I don’t know anyone who’s ever purchased a digital magazine. I do know people who throw out their coupons, but not even one person who prints off email coupons. The tactile touch, feel, and even smell of holding a physical item in your hands will always have more value than a downloaded file.

What do you think is the most exciting thing about print today?
BR: The technology being released today is super exciting. With inline sheet inspection, auto nonstop feeder, logistics systems for pile transport, there are so many options to increase productivity. Colour, registration and loading of skids can be controlled without manual input from the operator, thus allowing them to focus on the task at hand. In the folder world, MBO now even offers a robotic arm palletizer that removes the need for a second hand on the folder completely.

Ranson’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

What is the state of the print industry today, in your opinion?
KH: Pre-COVID, we had steady growth for 10 years, with every year being our best. We had over 100 employees spread across four locations. The pandemic has impacted the industry, and this is related to your customer base. We seem to be rebounding, and I think we will become stronger. The past year allowed us to organize, work on MIS systems and update things we previously never had time for. Printers who modernize and diversify should be fine.

The industry failed greatly years ago by not responding quickly and strongly to the “don’t print this e-mail” campaign, which painted us like oil producers. We have been struggling with that image since then. We were afraid to look like luddites and remained silent instead of promoting print. Paper is eco-friendly; the massive use of energy for computers is not. Their plastic waste, toxic byproducts and designed obsolescence are filling landfills by the tonne.

What attracted you to the print industry?
KH: My husband! I moved to Aylmer, Ont., when our marriage plans were finalized. My husband asked me to help out for a few weeks before our wedding. After our motorcycle honeymoon to the West Coast, I was waiting to start a new contract in the new year, and again I went in to “help out a bit” and was hooked. I love the business, the fast pace, challenges and all the variables; there is never a dull moment.

Print is an honourable profession. The invention of print—a perfect communication medium—changed the world and helped create a more egalitarian society. Widespread communication became possible and education was brought to the masses, including women.

How can the industry attract more young people?
KH: It is important to increase awareness of the industry and the history behind it. Honestly, for the six years I dated my husband, I never really knew what he did.

It is an ever changing, fast-paced, detail-oriented business. Many printers want to hire people with working knowledge of the printing industry. However, in our experience, partly from being located in a small town, it is often better to train an inexperienced person—no matter the age—with a good attitude and a willingness to learn. We have a good mix of long-term and new staff.

In such a competitive landscape, how can printers win more sales?
KH: This is a question everybody would like the answer to. I believe strong sales people know how to sell. You need to add value, and not just be the lowest price. What would be the future of the industry if it is a race to the bottom price? We need to be innovative in tough times.

What are some of the biggest opportunities you see in the print industry?
KH: We have modern equipment that makes things easier and faster. I think a fair number of people in the traditional printing space are looking to retire, so there will be some degree of vertical integration and industry consolidation.

What do you think is the most exciting thing about print today?
KH: After 40 years in the business, it is just as exciting and rewarding now as it was when I started. Working with different sectors offers a glimpse into worlds you wouldn’t normally see. Book printing will always be special, thanks to the authors we meet and the relationships we build. Our business philosophy is simple; we treat others the way we want to be treated—keep your customers and staff happy, have a strong supply chain, and life is wonderful. The other exciting thing is that my children want to continue in the business.

Karen’s responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

How is BCIT’s GCTM program unique from other print-related programs?

WC: The GCTM at BCIT is unique. This program was instigated by some members of the BCPIA (now known as Print Forward) association who recognized the need for a training program. Secondly, BCIT, unlike other institutions, permitted 15 part-time faculty members to teach the program. Since these managers work full-time in the industry, they bring their vast industry knowledge into the classroom. The instructors also benefitted, as they had access to a pool of highly trained individuals. The program started with almost $3 million in donations from the industry, so as to give students training on the most up-to-date equipment in primarily three areas: Lithographic press production, training in graphics software, and business skills. We then acquired electro-photographic equipment that allowed us to train students in a parallel, short-run colour workflow. The growth of the large-format signage industry helped us establish a training facility as well as another stream of production in inkjet imaging technologies.

Have there been any recent investments in the program?

WC: Our recent donations are letting us expand our curriculum in variable data and colour management. Techkon has donated their most advanced spectrophotometers. Burton Empey, from Echo Interactive Communications Group, conducted a $200K-plus donation for the XMPIE server software to our program. Stephen Morris from Esko Graphics engineered their donation of a Kongsberg cutting table to get our students enthusiastically working with 3D structural designs. John Quinn from Kodak drove the donation of our Insite server to complement our training in PDF workflows with Kodak’s Prinergy software.

What is the state of the print industry today, in your opinion?

WC: The graphic communications industry has been in a state of rapid growth and technological change for most of the last century. New innovations have usurped established modes of production to drive greater capacity and profits for business owners who are fast on their feet and are willing to adapt. There is a rich tradition of innovation and rapid change in this demanding, time-sensitive, ultra- perfectionistic industry.

How can the industry attract more young people?

WC: Young people are always attracted to passion. Industry leaders have to be passionate to lead effectively. At BCIT, we have tried dozens of media campaigns to attract young people to our program. The most effective way has been to facilitate interactions between business owners and young people who are exploring their education options. Secondary school students are obsessed with computer technologies. They get very excited when we show them how to “make things real” by designing products on the computer, imaging them, and crafting an aesthetic final product.

What do you think is the most exciting thing about print?

WC: I love the concept of personalized packaging. People are tired of mass-produced media messaging. Industry can create accurate profiles of end-users by analyzing their web browsing patterns. This data helps customize consumer products to meet end-user needs while reflecting their unique personalities. This will primarily be done through one-of-a kind packaging.

I also think consumer packaging is on the cusp of creating a system that feeds the earth rather than polluting it. I love the notion of my next cereal box fertilizing the garden.

Collins’ responses were edited for length. For more Q&A Spotlight interviews, please visit www.printaction.com/profile.

What attracted you to the print industry?
NM: I come from a family of printers. My dad was in the industry for over 40 years and my grandfather had a long career in print before him. I guess there is ink in my veins, as they say. Gord Griffiths was a name I heard around the house growing up, so when I had an opportunity to work with Gord, and his partner Bob Dale, I jumped on it! When I first met Gord, we had a really insightful conversation where I realized there are a number of commonalities in graphic arts and the world of marketing and communications. They really are two sides of the same coin. When I made that link, it opened me up to a whole new world of possibilities in the industry.

How can the industry attract more young people?
NM: I think young people really gravitate towards finding purpose in the work that they do. I’m a millennial, and what I see with people my age is a desire to feel a connection to their careers in a way that matches their values. It’s the idea of wanting work to feel like more than just a paycheque because it’s an area of life where we spend so much time. Part of what stood out to me about Connecting for Results is the company’s corporate social responsibility initiatives. The organization prioritizes giving back to the industry and community – both through philanthropy and mentoring, which are important values for me. Another priority is recognizing all voices and supporting diversity. We are seeing these shifts on a global scale right now, and I think organizations that can adopt these principles will be successful in attracting young people.

In such a competitive landscape, how can printers win more sales?
NM: For me, success comes from taking the right approach. When we become experts, we can sometimes feel like we have all of the answers and don’t need to listen, but I think businesses can stand out by really listening to their customers. It’s so key to hear, in a customer’s own words, what their pain points are, because they could be surprising! I think the next step is taking that information and focusing on creative problem solving to come up with customized solutions, which can make all of the difference to our customers.

What is the state of the print industry today, in your opinion?
NM: Full of growth and opportunities! At a time in history where the majority of us are living our lives from home and online, print has the opportunity to stand out and offer variety. I never realized how much I valued physical books and magazines, or the vibrant packaging of a parcel when it arrives at my door. In a world that feels like it’s filled with screens and isolation, a hard copy can really help to create connection and leave a lasting impression. When I talk about consumption, it’s important for me to note all of the ways in which the industry has embraced sustainability, in both consumer products and large-scale printing. Whether it’s recycling physical materials to make new printers, or developing environmentally friendly inks, or embracing cloud printing technology, the industry’s ability to grow and adapt speaks volumes in terms of social and environmental responsibility.

What are some of the biggest opportunities you see in the print industry?
NM: I think embracing diversity and innovation can create opportunities. We hear this all the time, especially with COVID-19, companies that adapt will thrive. Sometimes we have the opportunity to make a decision, and other times change is thrust upon us whether we like it or not. But being open to change, and new ways of doing things, can lead to longevity. Part of having a growth mindset is embracing different perspectives across an organization, or looking for new perspectives. I think if there’s anything this pandemic has taught us in business, it’s that adaptability is essential.

Nicole’s responses were edited for length. For more Q&A Spotlight interviews, please visit
www.printaction.com/profiles.

What is Printful trying to achieve by implementing AI solutions?
JA: Nowadays, AI can be used to solve problems in all kinds of areas. We use it for ensuring quality prints and detecting copyright violations. We put a lot of effort into making sure that the products we offer and the designs we print match all the quality standards that we’ve set for ourselves. However, while we have complete control over the quality of the physical products we provide, print quality is harder to ensure due to the design variety.

Our customers are very creative—every day they create numerous designs to put on their products. To keep the print quality in check, design files have to meet certain guidelines. This is where AI steps in.

AI solutions help us inform customers about cases where their designs don’t match print requirements. That way, customers can adjust their designs to get a quality end product.

Additionally, by implementing the Background Removal Tool, we allow our customers to make complex image adjustments straight from the website—they don’t have to use heavy image editing software. This saves our customers time and possibly money as well—if the software they would otherwise use is costly.
Another way we use AI is to detect copyright violations in designs. Our quality assurance team has an eye out for possible copyright violations so these designs don’t continue in the manufacturing flow.

Both copyright violation detection and design guideline matching are internal processes where we have now implemented an AI solution. Before we used AI solutions, all this work had to be done manually, and that affected the fulfillment time. Since we automated these internal processes, we’ve been able to get the orders out faster.

We see great potential for adding more AI solutions in the future.

How does AI work to correct a less-than-perfect printed image?
JA: First, we used image transparency detection. To train the neural network, we first had to create a dataset by manually classifying our customer designs with transparent areas. Based on our knowledge about the printing process, we manually categorized several images on a scale from one to nine, depending on how much impact it would have on the physical print. After creating the dataset, we trained the neural network to automatically categorize the designs.

Next, we tackled image upscaling. In this case, we also had to start with training the neural network. We manually entered two versions of the same image. The first was a low-resolution image and the second one was the same image in higher resolution. During this process, the neural network was able to learn how the pixels differ in these images and what rules had to be applied to reconstruct the image from low to high resolution. Hence, when a customer uploads a low-resolution image, we can upscale it by adding better resolution.

What are some of the biggest opportunities you see in the print industry today?
JA: There are a lot of people whose work is affected by the restrictions set by their governments, and many start looking for additional income sources. The print-on-demand model is a good opportunity because they can experiment with launching their own business with no upfront costs.

Printful is helping our customers do their business. We open new fulfillment centres to be physically closer to end customers and provide quicker shipping.

Our IT team is continuously building tools and coming up with solutions to improve customer experience and make business management more pleasant.

I believe the changes we see now will have a long-lasting impact on e-commerce. I believe we’ll see these trends in the coming years: faster delivery times (with decentralized supply chains), richer user experience (with the help of AI), and an increasing amount of mobile app usage.

Janis’ answers were edited for length and clarity. For more Spotlight Q&A interviews, please visit printaction.com/profiles.

This article originally appeared in the January/February 2021 issue of PrintAction.

Founded in 1980, CJ Graphics Inc. is housed in a 240,000 sq. ft. facility in Mississauga, Ont. Recognized as the most-awarded printing company in the world, CJ Graphics has been the recipient of over 6,500 awards since its inception, including several Benny Awards, handed out by the Printing United Alliance. Mandarino himself has also been the recipient of several of PrintAction’s Canadian Printing Awards, including Canada’s Printing Leader of the Year, Community Leader of the Year and a Lifetime Achievement Award.

Sustained success
Mandarino notes that the company didn’t set out to win awards, but the awards have opened doors that may not have otherwise been available to them.

“[The awards we’ve won] became a marketing tool, and it certainly got us into places that we wouldn’t have necessarily gotten into before. It let us get a lot of right refusals and jobs, so even if we charged a higher price, people would say, ‘we want you to do it,’” says Mandarino. “People are buying a brand when they’re buying a CJ product. We stand behind our work and [clients] know they’re going to get it on time.”

As the company celebrated its 40^th year in business in 2020, Mandarino says it’s humbling to have been able to withstand the test of time, especially during a global pandemic.

“In 1990, I received one of my first big awards. I looked around the room and I was in awe of these amazing printers. A few months ago, I realized that most of those companies have closed, have been sold or went bankrupt,” he says. “Only one [other] company is still around, which is kind of scary. It makes you realize, wow, we have staying power.”

According to Mandarino, the company has seen this level of success because it has always prioritized investing in new technology, including beta testing, and adhering to best practices, including information sharing, even with competitors.

A main strength
One annual tradition that Mandarino enjoys carrying out is an awards ceremony honouring his employees, to whom he attributes a large portion of the company’s success.

“I’m sure people hear this all the time and hopefully they believe it, but the strongest asset you have is your people,” says Mandarino. “We do some pretty unique projects that are really out of the box. A lot of people are not set up to do those. We have some really creative people in house – structural engineers – and we’ve been able to come up with some really clever ways of doing things, and clients love it.”

One such out-of-the-box project are the modular beds that CJ Graphics assembled to help address hospital overflow during COVID-19, which is just one of the innovative projects that earned the company a Champions of Print Award from PrintAction (editor’s note: for more on the 2020 Champions of Print Awards, please visit PrintAction.com).

Dispensing advice
Mandarino makes the effort to stay on top of industry information-sharing events, including conventions, virtual events and podcasts. His suggestion is to, “get around, meet people and learn new things. It’s about taking that all in and thinking of what the next big thing is, and then trying to get ahead of the curve on that.”

He adds that he had some amazing mentors himself that shared advice, thoughts and opinions with him, but at the end of the day, he followed his own gut instincts to get where he is today. “Too often, we don’t listen to our gut instinct, but it’s generally right, and we talk ourselves out of it,” he muses.

Looking forward, one of Mandarino’s main future goals for CJ Graphics is forming a succession plan. “To me, it’s not as important what I get for the company, but I just [want to maintain] the same craftsmanship, respect of staff and people,” he says.

Mandarino believes the industry will change drastically in the coming years. In order to deal with too much competition with not enough people buying, which is one of the major challenges faced by companies in the industry, Mandarino suggests the idea of merging in order to stay afloat during the pandemic.

“I think you’re going to see 30 per cent of [print] businesses gone,” he says. “I think some companies will become stronger; some will merge and become bigger,” Mandarino adds. “We really have to think about what we’re going to do, because we need small businesses. All these huge businesses, you can’t compete against them.”

Mandarino’s advice on becoming worthy competition: “Don’t pigeonhole yourself or your business and think of yourself as just one thing. You are your own limit,” he says.

After 40 years in the industry, Mandarino’s recipe for success is to never give up. “There’s no secret to being successful. It’s hard work and being at the right place at the right time and how they collide,” he says. “Be positive, but you have to work hard. If you truly believe it, if you wish for it, then it will happen.”

This article originally appeared in the January/February 2021 issue of PrintAction.

What is the state of the print industry today, in your opinion?
CE: A myriad of different models exist in the print industry today due to the pandemic. The commercial print market has once again been hit hard, but the labels and packaging sectors have seen a surge in demand due to consumer buying trends. Technology has improved greatly, thus allowing printers to print better quality work at record speeds. It is truly a marvel.

What attracted you to the print industry?
CE: I was fortunate to grow up in the print industry because I started working for the family business as a teenager. At that time, I had no idea I would run the company one day. However, I have always said print and packaging is addictive, and it somehow draws you in over time. I love that the print industry is fast-paced, and has many different facets to learn and manage.

As a woman, how challenging has it been to work in a male-dominated industry?
CE: When I started out in the industry 30 years ago, it was very male dominated. As a female, it almost felt like things were kept behind closed doors for just men to discuss and figure out. At first, when I was accepted into meetings, I stayed very quiet and sat on the sidelines so as to not draw attention to myself; what if they decided that I, the only female in the meeting, shouldn’t be there! As time passed and I felt more confident, I would ask questions or offer suggestions. As my career progressed, I  didn’t place emphasis on gender, and instead focused on surrounding myself with people who were on the same page as I and relate to.

What sort of biases did you experience? How did you deal with them?
CE: I had a double whammy as far as biases go, as firstly, I was the owner’s daughter and secondly, I was a female. I took over from a father who was very involved in the packaging industry, and really, just evolved in his shadow for many years. I recall being invited to the now defunct Canadian Paper Box Makers Association (CPBMA) meeting as its first female member—It was an honour because I knew the association was a boys’ club! I was really nervous at the first meeting because I wanted to be accepted as one of the ‘boys’, and to have a voice that would bring value regardless of gender.

Looking back, what kind of support systems would have helped you deal with some of the gender-related challenges you may have encountered in the industry?
CE: It would have been great to have more female role models in the industry to look up to for mentorship. Currently, I am a member of the Paperboard Packaging Council (PPC) that runs female leadership meetings. These meetings are a great avenue for women to discuss current topics. It is truly empowering and helpful to have the opportunity for a community of women leaders to discuss some of the challenges we face in the industry.

What steps should the industry take to increase the number of women leaders?
CE: I feel the industry has really changed over the past 20 years. Today, we see that more print companies are led by women. It is exciting to witness the ‘changing of the guard’.

How can the industry attract more young people?
CE: Today’s youth are drawn in by social media. Perhaps, we need to demonstrate further using that venue. Unfortunately, the trade schools that once taught print programs no longer exist. The education system should be placing more emphasis on the trades profession.

In such a competitive landscape, how can printers win more sales?
CE: In today’s market, it’s all about quality, service and flexibility. We must be responsive and almost intuitive to our customers’ demands. As mentioned earlier, while the consumer packaged goods market is very busy, the commercial sector has suffered due to the pandemic. I believe new technologies give printers the necessary tools to meet current market challenges.

What are some of the biggest opportunities you see in the print industry?
CE: As the plastic ban becomes more widespread, we will see a greater demand for paperboard packaging alternatives. I believe many products will transition from plastic to paper over the coming years. We need to ensure our design teams are ready to take on these challenges. Digital print will make further gains within the commercial market with its speed-to-market abilities.

What do you think is the most exciting thing about print today?
CE: Gosh! The print industry has really morphed so much over the past 30 years. I think the truly exciting thing is the technology. Years ago, we were limited by what our technology could do. Today, our presses are so intuitive and programmable. More information is available with the new technology that enables us to analyse and improve our waste and throughput whereas in the past we had to rely on manual collection of data that wasn’t always accurate.

What attracted you to the print industry?
IR: It was one of the industries that I saw growth as we start to look down the retail store shelf. In our business, a lot of the up-and-coming companies are really focused on branding, Instagram appeal and retail store shelf appeal. You could see that this was going to be a bigger part of the retail experience.

How do you think the industry can attract more of the next generation?
IR: It’s probably the single biggest challenge that we face. I think there’s a lot of other industries that are maybe a little more, on the face of it, appealing. As kids in this day and age are starting to leave university, they’re trying to get into some of these other industries, be it tech, banking or telco, but we have a hard time finding people who want to really focus on print and graphics management.

Unfortunately, with the school programs, it’s harder to attract people because it’s somewhat more of a trade school program than a traditional university route, and a lot of people who take the post-secondary route don’t necessarily come to a print shop as their first choice of work after. It’s not a traditionally appealing industry that people are targeting to join as they pursue higher education.

At some point, there’s going to have to be some collaboration with post-secondary programs and regional job boards and organizations that supply labour to really outline the fact that in a growing industry, like we have today, the actual wage rates inside the industry are very competitive with what people can make in a different sector. I don’t think that’s communicated well by our industry.

What are some strategies for a company to win more sales?
IR: What we are seeing in the market is a lot of pressure on lead times. You’re starting to see the traditional folding carton shops, where lead times might be six to eight weeks, and traditional commercial print shops, [where] turnaround might be five to seven days, converge. Their business models are very different, but they’re starting to put a lot of downward pressure on lead times. It’s been a big focus of ours that we start to invest in the technology, people and processes required for us to bring our own lead times down.

What are some of the biggest opportunities you see in the industry?
IR: I think one of the biggest ones that may have been somewhat accelerated by COVID-19 has been in the food space. E.B. Box is about 80 per cent committed to food, so we’ve seen a lot of great opportunities because everybody needs to eat. People are accessing meals through the grocery channels, or through takeout food from restaurants, and that’s really driven up the requirements for packaging. If you look at the space that exists right now, especially in the world that we’re in, food and pharmaceutical are the two fastest-growing segments of the folding carton packaging space.

What is one project you are particularly proud of working on?
IR: One of the things we’ve been working on as the world moves towards more eco-friendly packaging is replacing plastic coatings in boxes with an environmentally-friendly water-based solution. We came up with a coating that we successfully pitched to a national grocery chain, allowing them to switch out all of their plastic packaging with paperboard boxes with an environmentally-friendly coating. We believe that you can get a box in a lot of places, but for us, we view ourselves as a partner to [our clients’] business, and being able to be flexible and meet the ever-changing needs in the food space has been the recipe for our success.

Eric’s answers were edited for length and clarity. For more Spotlight Q&A interviews, please visit printaction.com/profiles.

This article originally appeared in the December 2020 issue of PrintAction.

Now, Crawford Technologies has introduced the CrawfordTech Accessibility Academy, a training ground to help companies dealing with difficulties in understanding mandated requirements related to document accessibility standards. We spoke with Ernie about launching the Academy and the importance of document accessibility.

What is the Accessibility Academy?
EC: It is a professional, live, web-based training centre. There is a variety of courses tailored to each student’s specific needs and delivered when and where they are needed. These are hands-on training courses, not seminars. The course material is developed and delivered by certified instructors and kept up to date with industry standards.

How did the idea for the Accessibility Academy come about?
EC: Crawford Technologies has been offering document accessibility solutions for many years and throughout this time, we noticed there was a gap which needed to be filled. When many of our customers started coming to us in search of solutions for making their information accessible, they only knew they needed to fix the immediate problem—non-accessible data—but they didn’t know too much about the actual world of document accessibility. As we listened to our customers’ requests for not only the solutions we offer, but for education in the world of digital accessibility, we knew we needed to find a way to accommodate them. We wanted to make it easy for them to expand their accessibility knowledge, regardless of their level of expertise. We decided to come up with a way to enhance our already robust suite of solutions by offering classes ranging from introductory basic courses to advanced accessible web design.

What led the company to place this focus on document accessibility?
EC: There is a need for accessible documents worldwide. Making information accessible to everyone is the right thing to do and as rules and regulations started governing digital content, it was obvious that people were not familiar with all the associated aspects of digital accessibility and therefore needed training to be able to deliver accurate, accessible, usable and valid content.

Crawford Technologies was just named one of Canada’s fastest-growing companies. How does that make you feel?
EC: I am very proud to be leading the team we have assembled, and that the team is able to fight all challenges to meet our goals and those of our customers and partners. I think our unique blend of innovation and reliability strikes a chord in the market. Organizations are struggling to keep up with the demands of their customers, so they need innovative solutions. They also have large volumes of documents to get out every day, so they need the reliability and stability that we bring to them.

How did Crawford Technologies manage the changes to business that came with the COVID-19 pandemic?
EC: Fortunately, we had put a pandemic plan in place after the SARS epidemic, so our team members all had laptops and our network had the strength needed to handle everyone working from home. In our accessibility production centre, we spread our team out over multiple shifts to minimize the number of operations staff in the building at any time. Our customers reinforced that they needed us to keep on track with meeting SLAs. We have also met many special requests from our customers who have had different types of struggles. One of our customers has been able to manage three large print shops from the CTO’s kitchen table. Another needed to defer support costs due to temporary revenue shortages. We are showing the market that many of our solutions are ideal for organizations dealing with the changes they have had to make during the pandemic and the risks they are operating under.

Eric’s answers were edited for length and clarity. For more Spotlight Q&A interviews, please visit printaction.com/profiles.

This article originally appeared in the November 2020 issue of PrintAction.

How did you come up with the design concept for the packaging and labels?

EB: It all started with the name. We went out and did a big study with a number of different packaging designs along with the name to figure out how it resonated with our core demographic, women aged 30 to 60 years old, give or take. Generally speaking, the feedback we got, not only on the name, but on the beach motif and the packaging, was extremely positive. With the inspiration behind it, we really wanted the packaging to feel as natural as possible. Everything from the paper stock to the colours we used, the typography, the photography, we really just wanted it to feel and reflect that the product is all-natural.

The beach and that kind of imagery is all meant to evoke the opposite of stress – that feeling that everything is well and you can relax and sit back and enjoy your life. It brings you back to a point where things are a little bit easier, things are a little more relaxed. Maybe you’re on a beach at some point and enjoying your vacation; that’s kind of the inspiration behind it.

Can you describe the paper stock and the typography used?

EB: The paper is not coated at all, it’s purely natural. We wanted something a little bit thicker that would get across that premium nature of the packaging, but we also didn’t want it to feel wasteful at all. We really tried to find a paper stock that hit all that criteria where it held the ink really well and printed really nicely and beautifully, and that it didn’t have any added kind of chemicals so that it was highly sustainable and natural.

On the typography, we’re using Neuton Bold for most of the major headlines, and Montserrat Regular for the sub-headings.

Why did you decide on black-and-white packaging?

EB: I think it’s more the name itself and the nostalgia feeling of thinking about better times, older times or simpler times. And so that was kind of the idea there, that the black and white photography and the background itself, bringing some of those colours through the photography kind of made it look and feel in that relaxing, nostalgic mindset.

Can you discuss the creative process behind creating the packaging and design?

EB: I was part of it, but the packaging was designed by Toronto-based creative agency Open. We started with a list of different types of names, whether it was functionality or nostalgic or stuff along those lines. We whittled it down, we had our internal votes, brought it down to a smaller group. From there, we took the names and we tried to mock up packaging to get a feeling for what they could look like, once we brought them to life. And then from there, we made some revisions, then did the grand study. We went to a group of about 1,000 people across the U.S. in our target demographic. We accumulated the results, we looked at the data, and we chose the one that really resonated with us. From there, we had a lot of revisionary work. And then, just in terms of the readability of the packaging itself and making sure there’s lots of negative whitespace, it’s really all just about that simple feeling, that really natural look, and keeping it looking very premium.

What did you learn about packaging during the process?

EB: I did learn a lot about packaging along the way. Everything from Pantone to CMYK for using two, four or six colours. We put a double hit of black on the logo. We had embossing on the logo, we tried to keep the imagery as high quality as possible. That led to a little bit of a difficult process in terms of having all the print itself be very clear and legible while also having the image come through the way we wanted it to. It was definitely a process for me to get to that point, because I’ve never done anything like this before.

How do you think the packaging represents the products?

EB: It all comes back to the same way of thinking about the products. We really wanted to go after the customers’ emotional side, specifically stress and anxiety. I think, based on everything we’ve been reading and all the application studies and all the work we’ve done ourselves, that seems to be the one that holds true the most across everybody. When we were thinking about the name and how it relates to the product and what we’re trying to do there, it’s really about hitting on that emotional side of the equation, the stress and anxiety. Leave the stresses of today in the past.

Eric’s answers were edited for length and clarity. For more Spotlight Q&A interviews, please visit printaction.com/profiles.

This article originally appeared in the October 2020 issue of PrintAction.

We spoke with Nicole about her goal to save the world’s ancient and endangered forests, and how Canopy’s Pack4Good initiative advances that goal.

How was the Pack4Good initiative started?

NR: We launched Pack4Good in October 2019. The background for it was that three billion trees disappear into packaging every year, and that number is expected to increase by at least another 20 per cent within the next five years. It’s already got a massive footprint, and that footprint is continuing to grow quite aggressively. Plus, of the 450 million tonnes of paper that’s produced, more than half of it disappears into packaging. It’s the largest footprint of the sector and its impacts are far-reaching in the landscapes that have been degraded, as well as the climate footprint that it has.

Packaging has been going through a bit of zeitgeist moment in recent years. As companies and governments have been grappling with the environmental impacts of plastic packaging, we want to ensure that as they tried to resolve that, they weren’t exacerbating the impacts on forests.

How did the companies involved with Pack4Good come on board?

NR: We launched with 44 brands. With the original cadre of brands, we reached out to some of the 320 brands that we’ve already been working with for the last six and a half years, [companies in] the fashion industry.

The fashion industry is responsible for more than 50 per cent of B2C e-commerce. A lot of the fashion brands that we work with use just as much, if not more, fiber in the packaging that underpins their businesses as they do in the actual apparel that they sell. We started working with some of these brands to expand the commitments which have been focused on viscose and rayon fabrics to include packaging, so it was just a natural extension of relationships.

What are the main principles of the Pack4Good commitment?

NR: When a brand develops a Pack4Good policy, they are committing to ensure that none of their packaging comes from ancient and endangered forests. They are committing to prioritize the use of next-generation solution fibers; agricultural residues like straw that is leftover after the food grain harvest, or microbial cellulose, which can be grown on food waste to make packaging. They are committing to using smarter design, both in terms of product and packaging systems. When virgin wood fiber does have to be used, ensuring that it’s Forest Stewardship Council (FSC) certified, and that they will advocate for conservation. Those are the primary tenets that are part of the Pack4Good commitment.

Our launch of Pack4Good was really to seek to ensure that we’re enabling brands to have a holistic approach to addressing their packaging impacts. Most of the brands that we work with already have plastic packaging commitments in place, and this is a complimentary strategy for them to ensure that they’re not trading in one environmental problem for another.

How have Pack4Good member companies already started to work towards the goals of the initiative?

NR: One of our really big European brand partners changed the system between their warehouse and their store that enables a box to be used up to six or seven times on average, rather than being a single-use product. They’ve redesigned the actual physical structure of the box, and in doing so, they are essentially saving 80 per cent of the fiber they would have used, and they saved themselves $14 million in a single year.

Some of our other brand partners, we’re already working with them to pull Columbia pulp, which is North America’s first modern day straw pulp mill. A number of our brand partners are starting to trial working with their packaging suppliers, to start incorporating it into their consumer-facing products or their B2B shipping boxes.

Do you have any requirements for the technology solution providers you work with?

NR: Our requirement of the next-generation technology entrepreneurs that we work with is that they are price competitive with conventional wood or wood-based technologies and that they’re at least equivalent in terms of the technical performance, tensile strength, printability or the other various requirements that there are, so those alternative fibers are performing equivalently.

Nicole’s responses were edited for length and clarity. For more Q&A Spotlight interviews, please visit www.printaction.com/profiles.

This article was originally published in the September 2020 issue of PrintAction.