SGIA Blog

Help Us, Help You

2010-03-10T08:04:00.003-05:00

By now, if you're a US resident, you've probably gotten your 2010 Census form. And, by now, you've probably heard countless radio ads and seen countless signage and TV ads about it. From every direction, you're being urged to fill out the short survey form and send it back. After all, quite a bit is at stake: funding for things like transportation and education as well as congressional representation.

Ah, surveys! The tool that helps others, help you.

A survey, like the Census, is the most efficient way to ask a large number of people a question. The survey then allows the survey collector to make decisions and/or observations about the population of respondents. But, if you ignore surveys, like the Census, then it will be harder to get information on people (or businesses) like you as well as get a clear picture of the larger community in which you live.

SGIA has its own survey program that collects data from graphic imagers, garment decorator and industrial-use printers. And we need your help by filling out the form. You'll get rewarded with information not readily available elsewhere. Did you ever wonder:

*The average wage rate for production positions in your area?
*The size of the industry?
*Expected growth for this year?
*Which markets your peers expect to thrive in the future?

SGIA Surveys & Statistics reports can answer those questions and more. I urge you to take the surveys; it's just about 10 minutes of your time 5 times a year. And the result is better, more accurate industry information for all.

If you'd like to view past survey reports, go to SGIA.org, Keyword: Surveys. The next one, Market Trends, goes like May 3.

Submitted by: Katy Lellelid, SGIA

Are Flood Bars Smarter than Squeegees?

2010-03-09T16:45:00.000-05:00

Recently the members of the Academy of Screen Printing Technology (ASPT) debated this very question. The impetuous for this discussion was the latest e-book published by MacDermid Autotype. The question debated concerned the use of the flood bar; whether it was capable of to accurately metering the ink into the cells of the mesh and then would it allow the squeegee to provide contact the mesh to the stock. The controversy: is the “flood-bar pre-load” method best used with a highly shear-thinning, low surface tension, low viscosity ink printing in the sweet-spot of a well tensioned screen?

Ink rheology was raised as key to this issue. One member stated that when you buy printing ink, part of what you pay for is the reheological technology of the formulation. In the opinion of one member, the flood-bar / pre-load method tends to render such ink technology ineffective and worse, this practice may generate print flaws.

One suggestion was to use a minimal squeegee edge at very high print speeds in order to “eject” the ink into the screen mesh while simultaneously deflecting the screen down onto the substrate to generate screen peel with minimal pressure on the stock is a better methodology.

Now for the other side. Another member advocates that the flood bar is more important than the squeegee, or at least as important. There can be as much as 30 working variables to a squeegee blade making it a highly complex tool. To reduce its influence on printing, the squeegee should be used with just enough pressure to transfer the ink to the substrate. The flood bar, on the other hand, can pre-load the screen with ink so that the squeegee will only transfer what is left in and on top of the screen. It regulates how much ink goes onto the substrate. By allowing the flood bar to do all the work, it reduces any unnecessary stress placed on the squeegee.

What do you think?

About the Customer

2010-03-03T09:28:00.002-05:00

Customer Service vs. Lowest Price

What does customer service have to do with pricing? I must profess that here I am at a loss to describe any linkage between the two. But here's the rub, I really expect a different level of service as the price goes up for similar products. Is that realistic given the marketplace and the seeming lowball pricing of discounters and no frills business models?

When I see a low price on an item I am interested in purchasing I definitely check it out. But realistically, can you do that with a low cost banner purchased over the internet? Very difficult indeed. Low pricing does get my interest, it may even entice me to purchase if I my budget is constrained. Is this type of business model something that I will be loyal to. What is brand loyalty anyway?

To me brand loyalty conveys a connection that is strong between the consumer and the producer. I know when I buy/purchase brand X, I am getting a top notch product, made at a consistent level, meeting or exceeding my expectations. It's all about the expectation isn't it? Digressing a moment here to the low price scheme. Low prices have a mixed bag of returns until tested. This goes for anything that is low-ball priced, from services to cameras to bulk breakfast cereals. I have not yet to date bought a low-ball priced item blind (I just couldn't pass it up, it was half the cost), that was above my expectations. I must admit though that when I do go down this road, and we all have, that one usually lowers the value in advance. As humans we feel better when expectations are surpassed, rather than lowered. Who likes to feel jipped, any hands?

Gain Loyalty With Customer Service
Case in point. I went shopping with my significant other recently to a well known department store, starts with the letter N, that still caters to customers, making them seem more like clients actually. That is a concept worth watching in action. Helpful sales people, in interactive mode, helping you make decisions, checking stock in the back-room, calling other stores for inventory, offering to ship one to you for free. My wife bought a purse, and I really think that if no one had appeared, the sale would not have happened. To test this sales attention theory, could be a fluke or just a happy new hire, I went to the mens department to check things out. Surprisingly, I received the same level of attention. By the sales persons actions, I was ready to take receipt of a shirt that cost more than I would usually pay. Was the shirt significantly superior to another department stores brand? No, it really wasnt, so I decided to wait. But the more important aspect of the trip was that I would go back to that store, just by the action of an attentive salesperson, that person bonded me to that store and the expectation level. Back to the business at hand, your business.

Don't Forget the Follow Up
A week or so later, in the mail, my wife received a hand written note card form the sales person stating thanks for shopping with us, I hope you are enjoying the new purchase, anything I can do please contact me, pleasure meeting you, etc. My wife exclaimed, WOW, did you see the note? I have never, in my life to date, received a note from any store as a follow up to a purchase. By the way, this was not some outrageously expensive, multi-thousand dollar designer purse mind you.
They made her feel cared about, and as humans, we all want that right?

How is Your Customer Service Operating?
Business that are service oriented should have great customer relations, sadly I have found this in general to be the exception. But a happy medium needs to be reached. A couple of tips I can proffer up are to; operate interactively with all customers, don't be an order taker, listen to all concerns, even if they are the same concerns over and over. Make suggestions that speak to budget minded clients, levels of expectation, and warranty or guarantee protections. Take the time to personally thank (no email, please), call me and ask how the product worked out. If you want to pull out all the stops, a hand written note card.
Does really sound customer service mean you can't offer the lowest price?, or that you are expensive, will clients pay more for superior service? It has been my experience that the offering of a first rate customer service will build customer loyalty, its only human nature. Can service make a company stand out, even in the face of commoditization? Yes it can, from a marketing perspective, its a vital core of building and sustaining a competitive advantage that is very much brushed aside by printers.

There will always and forever be start-ups, or internet companies, that have little overhead, or whose products can be got cheap. When was the last time you got a hand written note from one of those folks. The ability a company has to change perceived values in a customer is enormous. Embrace brand awareness, integrate building a loyal customer base, create word of mouth,personalize your customer service, hand write a thank you note.

Submitted by: Jeff Burton, SGIA

Colorful World

2010-02-23T15:42:00.001-05:00

Though this is a bit like preaching to the choir, I will say it anyway: Digital printing technology has changed our lives in myriad and significant ways. Sure, for those of us running specialty graphics business, the change has been profound and inescapable, as analog printing devices moved out to make space for digital systems. This change happened in the graphics industry starting in the early nineties. The mid-to-late "Aughts" can be seen as the "birthday" of an ongoing revolution in printed garments. But this article is not about us, but more how what we do has changed the world around us. A few examples:

It is no longer a one-color world. With digital printing, full process color is an inherent part of the printing process, and full color is the norm. This allow customers who understand the benefits of digital printing processes (and those carefully taught by their print provider) to take full advantage of all that digital can offer. The mail we see and the banners we read have all changed.

It is about more than just conveying information. Look at all of today's beautiful, full-color signage, and think back to how simple retail environments used to be. Today, we have full retail environments, were signage, architectural elements, interior design and more work to create a full, almost sensual experience that would have shocked and amazed us less than twenty years ago. Digital drove this change. Digital imaging, in part, drove this change.

The promotional item has become the personal item. T-shirts, posters, coffee mugs and more can be personally customized in affordable quantities of one, allowing for a whole new, profitable market opportunity that merges the ease of Internet shopping with the capabilities of digital printing. As consumers, this change puts us one big step closer to being able to purchase what we truly want, instead of choosing the most favorable choice among limited possibilities.

The change we've seen in our industry, and in our world, can be typified by one particular point: Technology changed, and a group of creative and very enterprising specialty imagers grasped the opportunity and made it all work. Their enterprising spirit should be applauded, and their efforts should be seen as a model for future technology-driven opportunities.

Submitted by: Dan Marx, SGIA

Pricing Accuracy

2010-02-17T09:06:00.005-05:00

SGIA will soon announce a new service set to help members better manage pricing models in today's ultra competitive marketplace. Some members will benefit from step-by-step pricing help. Others, who have a strong understanding of their costs and proven business practices, will get ideas from case studies and new methodologies for maintaining reasonable margins.

The recession has put added pressure on price. Across the business landscape, competition has intensified and, in many cases, the result has been reduced profitability. But some markets are feeling the pinch more than others. SGIA will continue to explore the various markets and inform members of changes in activity. We'll also help members develop pricing models for value added services and support.

The Heart of the Problem is Under-Pricing
When the marketplace gets pressured, some companies begin selling their products and services at unprofitable rates. This creates havoc. Businesses that under-price don't last long. Pricing below market isn't sustainable. During 2010, SGIA will provide a new set of information tools to help members address pricing issues and maximize a sustainable business position.

Action Item: We would appreciate your help as we develop the Pricing Accuracy services. Please send me an email with your pricing concerns. What are your pricing questions? How can SGIA help you address your challenges with pricing?

Subject line: Pricing
email: Pricing Accuracy Services

Michael Robertson, SGIA

Make Finishing a Profit Center in your Business

2010-02-03T08:00:00.006-05:00

Many businesses believe that finishing is an essential step to protect the inks before the prints are sent to the customer. Yes, this is an important reason for laminating images. However, I would not view it as the only reason if I were you. "The best way to make money is to keep the inkjet printers running." is a misleading, but common notion I hear. Often, finishing is under appreciated and money is literally left on the table. When unfinished, a print may struggle to stand on its own for the desired effect to be achieved when it reaches its final destination. The "value" lies in its aesthetic appeal. However, when the print is mounted, routed, and/or laminated, the piece transforms into an integral component of its final surroundings. That very idea is the confidence many customers are seeking from a print provider that can mean higher margins for your business. Providing a variety of finishing opportunities for a customer can increase the perceived value of their product. When finishing is viewed as a necessary evil, the potential for business growth will greatly diminish.
First and foremost, make your customers aware of the wide variety of finishing materials and options available to them. Train your sales staff to offer solutions, not prints. You want to enlighten your customers and spark their imagination. Otherwise, they will continue to think their only option is a 2-mil gloss simply because they do not know what options are available that are a "best fit" solution for their product. It is the salespersons job to educate customers so they know what choices are available to them. To accomplish this, you may need to have your sales team spend some time in the finishing department.
Show your customers what you can do by putting sample packets together showcasing some of your more exceptional finishing techniques. Showing your customers what is possible, and charging appropriately, will transform your finishing department into a rewarding profit center for your business. The key is to know what your capabilities are with regard to the equipment and finishing options you have. I think the real trick is to pick a solution that will make business growth possible. I would start by picking a solution that complements most of your existing products, and then grow into more exclusive solutions that offer customers product uniqueness. Constant attention must be given to efficiencies in order for a business to grow and be profitable. While it is important to buy the right digital printer, buying the right finishing option is just as important.
Today's most successful print providers differentiate themselves from the competition by offering the benefits of total finishing solutions to their customers. From trade exhibits to outdoor signage and fine art, print providers can see financial benefits from print finishing technologies. Finishing the job improves the performance of the product, and can make a positive difference to your bottom line...and you can take that to the bank!

Johnny Shell, SGIA

Pain Points

2010-01-29T10:47:00.001-05:00

In a recent meeting of the SGIA Industry Development Committee, committee members had the opportunity to share and discuss the challenges they face as business people, and effectively illustrate some new realities faced by today's specialty imaging businesses. Here is short list of issues:

Sales and Pricing Strategies
How to get new customers, and how to price effectively, continues to be a challenge for specialty imagers. For many companies, these critical elements are deciding factors for long-term profitability and business success.

Understanding Costs
Whether controlling inventory or learning to capture the true, total cost of services rendered, understanding the costs of production is for many companies a significant source of stress and an ongoing barrier to profitability.

Avoiding Commoditization
Increasingly, imagers find themselves in pricing battles with companies that will low-ball a project just to get the work. In so doing, these companies serve to drive prices down for the entire industry, and leave once-certain profitability in question.

Accessing New Markets
Having found themselves in commoditized markets, many business owners are looking into new, different and less saturate markets. If these markets are accessed successfully, they can offer at least temporary relief from traditional, cost-focused markets.

Quality Control
Whether the challenge is creating formalized lean manufacturing processes or simply establishing reliable standard operating procedures, a focus on controlling quality and costs is critical for companies now doing more with less.

Understanding the New Workforce
As younger, tech-savvy and electronically-oriented employees continue to move into specialty imaging businesses, some business owners find themselves challenged to create workplaces that suit their needs.

While the technologies and materials used in our industry require a significant amount of expertise and care to produce a quality product, it is important to note that it was not technical expertise, but instead production and business management issues that weighed most heavily on committee members.

What are the current pain points for your business, and what efforts are you undertaking to address them?

Submitted by: Dan Marx, SGIA

Comparing Notes on the Future

2010-01-20T08:42:00.003-05:00

We're just back from the 2010 Congress of Committee meetings where 81 SGIA community leaders came together to discuss SGIA services and explore future opportunities. This was a much bigger crowd than we had in 2009 -- the bleak economic picture of last January kept many SGIA leaders from participating in the 2009 Congress. It was great to once again have strong participation and creative input from all sectors of the community.

The mood at this year's Congress was upbeat and positive, but there was also a sense of caution. This kind of cautious optimism certainly makes sense considering the events of the past year and the continued challenges in the marketplace.

Most of the participants I talked with see business improving, but don't expect to see a return to pre-recession profitability anytime soon. They have adjusted to a smaller marketplace and are working hard to maximize every opportunity.

Several commented on tightening margins. The search for improved profitability is driving many graphics producers to find new customers or, at the very least, modify their product/services offerings. Our community is fortunate to have new technology coming to market on a regular basis, which allows us to continue creating profitable opportunities.

Several of the graphics producers are expanding their reach through diversification. Some see diversification as a temporary move until the marketplace better supports their preferred product specialties, while others see diversification as the new "normal."

Thank you to all who participate in the SGIA leadership. And I invite those who haven't taken part to consider joining in. It's a rewarding experience.

Mike Robertson, SGIA

What Will 2020 Look Like?

2010-01-13T09:00:00.001-05:00

As we enter a new decade, of course it's natural to look back on past decades and reminisce. However, I find it more interesting to look forward and imagine what 2020 will be like. I mean, it's only 5 years past the date when Marty McFly traveled "back to the future." It's impossible to say for certain how the world will look and act then, but there are some hints today for what will be popular tomorrow. Unfortunately, I don't think that flying cars or levitating skateboards are in the cards though!

For example, the hottest concept cars at the Detroit auto show this week are the ones that use the least energy. When I look back 10 years to 1999, I remember gas-guzzling SUVs were the car all my peers lusted after. In 10 years there has been a slow shift to more fuel efficient vehicles brought on, in my opinion, by ever-increasing gas prices. As the demand for oil increases from the developing world, it makes sense that by the beginning of the next decade increased fuel-efficiency will be more standard.

Additionally, the US government today is making changes that likely won't be in full effect until the end of this decade or the beginning of next. Healthcare overhaul, new banking regulations and proposed environmental initiatives are just a few issues on the horizon. Other nations are making changes as well. China is growing rapidly is soon expected to become the world's second largest exporter. With that kind of wealth-building within the country, the next decade could see China's consumption of goods dramatically increase.

And, finally, what effect will the current economy have on today's youth? Millions have watched their parents lose their job, have hours cut, or have anxiety over job security. In a decade these kids will be entering the workplace and setting up their own households. Will the frugality and tight budgeting they experienced as a child mean they will be less likely to incur debt? Or that they'll save more? Their consumption spending will have a large impact on all manufacturers.

This next decade will certainly be interesting, whatever happens.

Submitted by: Katy Lellelid

A new year?....more resolution!

2010-01-06T06:03:00.005-05:00

I am so glad times are tough!....wait, let me rephrase that a little and maybe explain what appears to be poor punctuation in the title line of this blog. I am a designer by trade and training. I became a printer during the pursuit of my degree. Once the print disease overcame my design senses I became a print junkie. Most of my life has been spent in print institutions treating my sickness.

When I put it in those words it sounds a little dark. The silver lining of this common and humorous mentality among those who print, is that every year of printing has a slight flavor of desperation. Its about what we do and how we work. The world of deadlines, insane customers, shortages of materials and sleep and the permanently split wardrobe. The clothes in one side of the closet have ink on them, the clothes in the other side can still be worn on the occasional day off to visit traffic court.
About 80% of all printed media is advertising. In the screen printing and digital world that may even be 90% or more. Advertising has its own nightmares. It not only has to look good but actually has be finished on time! I guess there is no point in turning out 3500 gorgeous president's day sale posters ....a day late. With the world of advertising print your daily stress level is tied to the rise and fall of the economy. In tough times....if you are still printing, its the same lunch in a smaller size with a different flavor.

In this bleak and colorful world of technical addiction, what keeps a print junkie coming back? For some printers its just a job. For those who can't use that excuse, it might be the challenge (you would think we would just find a hobby). For others...like me...its technical. I found that alongside the deadlines and madness I was most intrigued by the consistency and precision required to actually make the image. It was the challenge of maintaining detail and resolution (there's that word) in a difficult environment.
So what's the connection between hard times and resolution other than the beginning of a new year?
To put it simply, it's the quest for improvement in the process that feeds the addiction of the average printer. Improvements to the process seem to happen to a greater extent in every recession period that I have been through while being employed in the printing industry.
Customers are fewer. Orders are smaller. A better price per unit without a corresponding increase in image quality may not be enough to keep you on the job list of the average print buyer. The first sign that buyers are getting more particular are the requests to printers for higher...resolution. Less line work....more process. More colors for less money. Finer line count (many times unnecessarily) on materials that can be rendered into more than two dimensions (vacuum forming, in-mold decorating, heat bending). More bang for the buck.

Its a peculiar pattern. In the graphic and textile screen printing industry in 1988 through 1992, some of the greatest strides in resolution and repeatability were made in the drive toward creating better and faster printing for less money. It started in a subtle manner with the demand for...you guessed it....higher resolution more four-color process, more exotic materials and shorter runs.
The technical progress with emulsion, mesh and inks addressed the resolution issues first. Better equipment and innovative substrates followed quickly to address cost and speed. The mid 1990's were the boom days of technical achievement in screen printing. By 1996, most screen printers wore silk clothes and drove Cadillacs and smoked $7 cigars (OK...we all have our fantasies). By the time 1997 arrived and the dot-comers had punctured every ones bubbles....we landed in another recession of sorts and ended up back in the shops hoping we could still feed our print addictions.

Again it was the call for better resolution, shorter runs and better quality that heralded the fast influx of digital printing....and the movement out of another recession in the early 2000's.

Here we are again. Recession. Shorter print runs, fewer customers and less time to get it all done....and again....a noticeable upsurge of requests for four-color process, higher quality and better resolution from those who screen print. The drive for digital imaging to supplement or replace existing screen print is growing rapidly. The drive for screen printers to print lower volumes of more exotic substrates for specialty work is increasing again.
From a printers point of view it never seems to be an increase in available money for new equipment or droves of customers with larger print runs that first signals the light at the end of the tunnel during tough times. It was the renewed requests for higher quality in a shorter amount of time...with better resolution. I'm betting the pattern holds true. Happy New Year, work hard...and check your dots!

Submitted by: Ray Greenwood, SGIA

2010: Getting Where We're Going

2009-12-29T14:59:00.004-05:00

For many, a new year is like having the opportunity to step through a doorway into a new room; a new decade is even more so. During the moment when the midnight countdown reaches its completion and the champagne corks pop, many of us feel that things will be different - that we will somehow get what we want.

Business owners and entrepreneurs are the same way, really. Whether what they want is long-term (continued growth, even in hard times), or short-term (holding on through our current, lessening downturn), they know that their wants can not be expected. The decade we now exit provides an excellent example. After the 1990s brought us a relatively prosperous and peaceful decade, the last ten years have been anything but. Terrorism, wars, natural disasters and economic collapse all took place on massive scales, while at the same time our industry challenged to grow and innovate.

While we as an industry held our own, little in our industry looks as it did back when our biggest concern was Y2K. The digital revolution continued, changing the graphics and sign community to the core, and significantly changing the way decorated garments are not only produced, but also acquired. New applications, markets and opportunities were launched, populated, saturated and commoditized, as specialty imagers sought new ways to differentiate themselves from the pack.

As we move into a new decade and seek new opportunities to grow both our businesses and our industries, we must accept that where we are going may not be where we end up. Business today is increasingly about the ability to adjust to opportunities and market forces in wise and advantageous ways. Getting what you want may mean developing goals that allow you the leeway to move forward without getting stuck.

While we toast the year and the decade ahead, let us also embrace the fact that the future can and will bring unexpected things - some good and some bad. During the good times, we must also prepare for the challenges that will surely come. By doing this, we chart the most direct course between where we are and where we are going.

Submitted by: Dan Marx, SGIA

SGIA Leadership Ready for Action

2009-12-23T09:00:00.002-05:00

Every year SGIA's Congress of Committees brings together member volunteer leaders to help chart the course for SGIA. These discussions always uncover new and exciting opportunities. It's great to have the diversity of the community represented in one place at one time, and these meetings are a huge help to staff.

Last January, the economy kept many volunteer leaders from participating in Congress. I don't have to remind you -- it was a very unsettling time. I'm pleased to report that for the 2010 meeting we've bounced back to our typical participation numbers. We have a 26 percent increase in participation from the 2009 meetings!

These are exciting times -- a dynamic mix of opportunities and potential missteps. With the help of the volunteer leaders, SGIA will continue to provide the valuable resources that help members stay competitive and profitable.

I encourage you to take an active role in the SGIA Leadership structure. In addition to our existing committees, we will be adding some ad-hoc committees to address specific projects. Contact me at SGIA HQ for details.

Happy Holidays all!

Michael Robertson

"Tis the Season!

2009-12-17T13:26:00.003-05:00

I thought I would take a break from expounding on my new favorite topic -- the Consumer Product Safety Improvement Act, though as an aside, there have been new developments. Drop me an email at marcik@sgia.org if you want more details... but I digress.

Tis the season to decorate our houses and yes, sometimes even our offices, with lights, trees, etc. As you consider your decorating scheme, and I do speak from experience as our house rivals Clark Griswald's on National Lampoon's Christmas Vacation, maybe opt for a sustainable decorating scheme. You really did not think I could write a column without at least mentioning sustainability! With our Administration seeking to align themselves with others in Copenhagen regarding Climate Change initiatives, I think we should do our part.

Take a look at the vast array of LED Christmas decorations. Not only do they last longer as well as use less electricity, you can string a whole lot of them together! Just think, instead of the two strands of lights you have connected to an outdoor extension cord, you can now have up to 35 or even 50 strings of lights! Boggles the mind.

Look for opportunities to recycle your old light sets. I know that Home Depot did run a campaign to recycle old sets, and you received a credit towards the purchase of new LED light sets. This not only was a great bargain, but assured a bit more loyalty on my part as I felt that this company is on the same page as I am!

Wishing everyone a very Happy Holiday Season, and Best Wishes for the New Year
Marci

Mergers & Acquisitions

2009-12-07T21:39:00.002-05:00

Digital industry mergers were definitely noticed with the purchase of Oce by Canon and the acquisition of Gandinnovations by Agfa. But mergers and acquisitions in our industry have been going on for a long time now. The strongest companies in any segment are the ones most likely to acquire or eliminate competition, gain market share and open new markets or geographies.

Digital printing has moved vigorously into the packaging industry, for the same reasons that it was embraced by other print sectors. With the rise of UV cured inkjet technologies, more previously unprintable substrates are now being printed digitally. The model fits well with shorter runs, quick turnarounds and ad campaigns that change with the demographics.

Lets look at some of the consolidation from the past 10 years;
Creo/Scitex
EFI/Best Color
EFI/Jetrion
EFI/RasterPrinters
EFI/Vutek
Esko Graphics/Artwork/Barco/Kongsburg
Fuji Film/Xerox
Fuji Film/Dimatix (Spectra)
Gerber/Spandex
GretagMacbeth/GIA
Hexion/Huntsman
HP/Colorspan
HP/EDS
HP/3COM
HP/Indigo
HP/Nur
HP/Scitex
INX/Triangle/MegaInk
Kodak/Creo
KPG/Creo
MacDermid/Autotype
Oce/Onyx
Oce/Rastergraphics
Pitman/Charrette
Scanvec/Amiable
Sericol/Inca Digital
SignSupply/EastWest/Royal Banner
TreckHall/Signware/Mondrian
Vutek/Inkware
X-Rite/GretagMacbeth
X-Rite/Monaco

There will be more shifting of the landscape as businesses see credit or investors dry up, and large corporations with cash reserves look for investment opportunities that enhance their portfolios.

What mergers do you see on the horizon?
Who would you see as being bought by whom?

Jeff Burton
SGIA Staff

When You Need a Graphics Installer

2009-12-01T15:41:00.002-05:00

I consider myself pretty handy around the house, and have been able to address a number of issues with my 60+ year old house without having to hire a professional. But there is a point at which I am certain that a project is outside my abilities. It is then that I call in a professional.

It is very much the same with graphics producers who are asked to take on new, challenging projects or address new applications that are outside of their comfort zone. In most cases (one would hope) graphics producers can source materials and get the printing done, but who will install the graphic to the complex curves of a vintage Bel-Air, the glass of a multi-story building, or the rough concrete of a high-traffic sidewalk? If the installation is not done correctly, the whole job goes into "re-do," and any chance for profit goes out the window. When graphics producers are outside of their ability to install these complex and perplexing jobs, they also should contact the pros, through the Professional Decal Application Alliance, which is a subsidiary of SGIA.

Just as a licensed plumber or electrician can help take the worry out of major projects in your house, a PDAA Master Certified Installer can help you provide your customers with top-to-bottom imaging solutions. They are specifically trained to handle all types of graphics application jobs and can ensure that the job you need done is done right. Further, access to the industry's premier installer community means your company can enter growing markets instead of having to say, "we can print it, but we can't install it."

Finding a PDAA Master Certified Installer is easy and free. Simply access PDAA's Find-an-Installer Search, select the state where the installation is needed, then contact listed installers via phone or e-mail.

Submitted by: Dan Marx, SGIA

Heath Care Debate: It's about more than health care

2009-11-25T08:45:00.001-05:00

There's little doubt that we need to do something to improve access to health care here in the US. But the way we choose to address the problem has become a polarizing issue for Americans. The health care debate has touched a nerve. It's caused people to think about their rights and their responsibilities as though, suddenly, there is more at stake.

For some people the major concern is the uninsured, for others it's the debt being passed on to the next generation. For still others it's the increased government control; or the lack of controls on private business.

And, as people are taking a stand on the issue, they're also taking a closer look at their elected officials and what drives their decisions. Are they representing their constituents? Or just following the party line? The legislative system is being questioned.

Today's health care debate is about more than health care. It's about the relationship between citizens, private business and government. It's about where responsibility should be placed. It's about the role of government. It's about free enterprise.

For the SGIA community and other small businesses, the health care debate may be just the tip of the iceberg. Where below the surface we can expect to find more government controlled programs. Or, the debate may strengthen the belief that free enterprise and limited government are best for the country. Small business drives the economy and small business will be affected, one way or the other, by the outcome of this legislation.

We have more questions than answers right now, but one thing we know, it's going to be an interesting ride.

Submitted by: Michael Robertson, SGIA

US Businesses: Do you know about GINA?

2009-11-18T09:00:00.000-05:00

Last May, President George Bush signed the Genetic Information Nondiscrimination Act (GINA). This legislation protects Americans from discrimination based on their genetic information when it comes to health insurance and employment.

What does this mean for imagers? Those based in the US will need to display a revised Equal Employment Opportunity (EEOC) poster by November 21, 2009. You can order or print your own copy of the poster at the EEOC's website.

Additionally, this means that any information about an employee's genetics cannot be used in hiring, firing or promotion decisions or health insurance access. For example, if you have an employee that has tested positive for the gene that causes a specific kind of cancer, this information can not be used in employment-related decisions. Nor can this employee be denied access to your health insurance plan if they are otherwise qualified for it.

If you have any questions related to this, please email me at katy@sgia.org.

Submitted by: Katy Lellelid

Communication Breakdown

2009-11-11T08:00:00.006-05:00

When you talk with your customers, how do they typically express color terminology? If they're like many, phrases such as "The sky is too dirty.", "The apple is too warm.", "It needs more POP.", "It looks too brass trumpet, gold fishy." are common. OK, maybe not the last one. I just made that one up to emphasize some of the ridiculous comments customers have made over the years.

The problem here is that all the descriptive terms commonly used are too ambiguous. There is considerable chance for misinterpretation when using ambiguous terminology to describe color. Using vague terms when communicating color can lead to delays in prepress and production schedules. I'm sure some of you have been in the situation where "...the gold in her jewelry is too warm, and the sweater needs more (insert one: Snap, POP, Oomph)."

During my days in production, I often found myself viewing prints with a customer that may have described a color as too warm. I would think, "Okay, it's too yellow." But the customer may have been really thinking it was too red. In my understanding of color, "warm" equals yellow, "red" equals hot, "cool" equals green, and "cold" equals blue. We may have been thinking the same way, but communicated it differently, leading to different interpretations. Like the time my wife asked me "Can you vacuum the house while I'm gone?", and I thought she said "Can you watch eight hours of NCAA football?" It's all in the interpretation.

Knowing and using proper terms when communicating color is critical in the success of color reproduction. Remove those vague terms (cool, warm, hot, etc.) from the approval process and try to use color terms. It's OK to use Cyan, Magenta, Yellow, and Black because these are the colors we print with. Even stating a color or particular area of a print needs less Red, more Green, or less Blue, is OK but be careful because customers may often say blue, but actually mean Cyan. We don't print with a red or blue ink. Blue is made up primarily of cyan and magenta. Red is not the same as magenta - magenta needs a fair amount of yellow in order to transform into a color we call "red".

The customer is but one piece to the color terminology puzzle. Think about the entire workflow and how color terms change based on who's involved. Here's an example:

Many color experts promote using the LCH color model (Lightness, Chroma, Hue) when communicating, approving, or commenting on color. If a color is too dark, simply use the term "lighten". If a color is too saturated (chroma) use the term "desaturate". If a specific area of a print needs to be a bit bluer, use a phrase like "Make slightly bluer". The crayon can be used as an analogy to illustrate what LCH is. You do remember crayons, right? Hue is the color of the crayon (red, blue, etc...), Chroma is how hard you press down with the crayon, and Luminance changes based on the media or substrate and its brightness and color temperature.

The key requirements when communicating color include:

Education (Client & Self)
Proper use of ICC profiles
Proper use of standard color terms
Controlled viewing conditions
Consistent, controlled printing conditions
Education (Client & Self)

We communicate in the context of color on a daily basis for various reasons - to describe a desired effect, to correct or edit color, to critique a print job, or to control a file in the print queue. Color is a science and all of these examples require the ability to effectively communicate color. To emphasize the importance of client and self education, you need to accept the fact that color education is a never ending task and is a cost of doing business.

Submitted by Johnny Shell, SGIA

Graphics Producers: Expand Your Reach

2009-11-04T08:45:00.001-05:00

In the process of growing their businesses from local or regional service to national service, the successful delivery and installation of wide-format graphics has become a critical factor, and significant challenge.

Truthfully, the printing and in-house finishing you do is often the easy part, mainly because you, your company and your staff have control over process variables. When the job moves outside the walls of your facility, however, challenges can arise, particularly if the graphics must be installed. Installation is a critical, final step in the graphics creation process, and is often done out of your view and out of your control.

For many graphics companies, a significant challenge is to find a graphics installer that can not only do the job right, but also do so professionally. Graphics producers can easily manage this challenge by working with the Master Certified Installers of PDAA, the industry's premier community for graphics installers. PDAA Master Certified Installers have undergone stringent proficiency testing, and have proven their ability to apply the materials of numerous manufacturers to a wide variety of surfaces and objects.

Using the services of PDAA Master Certified Installers, graphics producers are able to produce printed, finished graphics for truck and bus graphics, vehicle wraps, window graphics, floor graphics, wall graphics and more, and put them into the hands of a group of installers - positioned across the country - that can successfully complete that final, critical step.

PDAA Master Certified Installers are undoubtedly the industry's best, both in proficiency and in professionalism. They offer you the opportunity to provide your clients with total imaging solutions, and to easily expand your reach into numerous markets, nationwide.

Connecting with PDAA Master Certified Installers is easy, simply use the PDAA Find an Installer Search at www.sgia.org/pdaa.

Submitted by: Dan Marx, SGIA

The Power of Managing Change

2009-10-28T09:12:00.003-04:00

The ability to manage change may be the most important characteristic separating successful businesses from the rest of the pack. It's not easy to chart a course that allows you to adjust your business model in order to maximize new technologies, markets and opportunities as they appear on the horizon - but it's absolutely necessary in today's challenging economy.

And, there is no taking a break from change. In fact, the rate of change just gets exponentially faster. Here's an interesting quote from the Did You Know 3.0 video, "University students in their junior year will find that about half of what they learned in their freshman year is already obsolete." In the not-too-distant future, we will be using technologies that don't exist today to meet challenges we haven't thought of yet.

Most in the SGIA community are excited about future opportunities. They're not content with the status quo. They're eager for the next technological advancement or emerging market. This optimism and positive outlook were the focal point of the 2009 SGIA Expo.

The difference between forward-thinking managers and those focused on the past has been intensified by the recession. This difference will contribute to further consolidation as those companies that are unwilling or unable to adapt to change will see their ability to compete slip away.

The SGIA community is an increasingly valuable resource for those eager to make the most of future opportunities. The interaction and exchange of ideas between SGIA members provides the insight and understanding needed for sound decision making.

Michael Robertson

Obama Administration on the Move!

2009-10-20T14:31:00.004-04:00

Just nine months into the new Administration, we are starting to see movement on the regulatory front. Movement on issues that have languished over the past several years. Whether this is good news or bad news remains to be seen as the two prominent issues -- OSHA's adoption of the principles contained in the Global Harmonization Standard and the US EPA's issuance of, yet again, a notice regarding solvent contaminated wipers, also known as shop towels, move forward.

Yes, the shop towel issue is alive and well. One would think that after 18 years that this issue would be resolved. After all, we are talking about shop towels. As you may recall, the US EPA did issue a proposed rule on this issue only to be called upon to re-evaluate the rule and conduct yet another risk assessment. This risk assessment, started in 2005 or 2006, has finally been completed and will be published in the Federal Register shortly. Based on a quick review of the EPA notice, the revised risk assessment focuses on the disposal of contaminated shop towels into municipal landfills and in the sludge from commercial laundry facilities and requests comments on the risk methodology used as well as disposal recommendations.

OSHA has issued its proposed rule that aligns the Hazard Communication Standard with the Global Harmonization Standard. Again, this rule has long been anticipated and does propose major changes that will impact preparation of Material Safety Data Sheets, yes we will see a required standardized format, the use of labels, as well as training components for employers. It has been announced that OSHA would like a final rule published within 18 months. This is a VERY ambitious schedule. Remember, all public comments must be addressed during this rulemaking process.

This has also been declared the year of "carbon" regulation. US EPA has issued its final rule on the reporting of greenhouse gas emissions (for information on this issue, check our advocacy blog) and will be issuing changes to air permit requirements to include emissions of greenhouse gases.

Finally, work has started on the overhaul of the Toxic Substances Control Act -- also known as TSCA. While many may not see the importance of this issue, there have been references to the EU REACH program during discussions of possible pathways forward.

All in all this is shaping up to be a very active year -- the new Administration has found its footing and is moving forward at a rapid pace.

Where was all of this when I was pulling a squeegee?

2009-10-14T11:04:00.011-04:00

So I'm just getting rested after the SGIA Expo in New Orleans. Here is my ten second recap. This year's Expo was excellent! I'm NOT just comparing it with what one might have expected with the current state of the economy and saying it was better than expected. There was something quite different (and refreshing) about the people who attended this year. They were hungry for technical information and for the most part, they came because they needed to buy something. Things in our industry are definately starting to move forward.

In general terms I am a printer (offset, Flexographic and screen printing). Now I mainly just call myself a screen printer. I came to grips long ago with the fact that I have this incurable disease. I will spend the rest of my life working hard to become up to date with digital imaging technology, but at some level I will always be a screen printer whether its industrial, graphic or textile.

Two of my close friends who work primarily with digital imaging systems commented the first day of the Expo that it did not appear that there was much that was new in screen printing at the show. I disagreed strongly! On Friday, the last day of the show, I made it a point to walk the show floor with both of them and pointed out exactly where the screen printing technology is, why its important and not so readily visible.

Screenprinting is a mature industry. We don't see earth shaking technological advancements every month like we did in the mid 1990's. The digital imaging industry is on that track right now. It's their turn to shine with advances in speed and chemistry for unique substrates happening almost every week. The advances in screen printing are subtle but still exciting for those of us who work with it. These recent advances are not very equipment related. They are chemical. They are accessory. They are workflow. They are market segment. They are....integration.

At this Expo more than any in the past few years, I found screen photo emulsions that dry faster and cure quicker with less energy, better surface quality and wider UV lattitude. The emulsion manufacturers have been working overtime. I found reclaiming chemicals that use less water, require less chemical volume, less mechanical work and create less environmental impact than ever before. I was most impressed with the range of post-print automation equipment for cutting, routing and material handling. On the surface, this post-print equipment seems little changed from last year. The details come in the form of accessory attachments and workflow options that are clearly aimed at the shop that has integrated both screen and digital imaging.

The overriding impression I came away from the Expo floor with is that the equipment, ink and substrate manufacturers are really finally getting onto the same page with the integration of screenprinting, digital imaging and their combined efficiency. I can actually see in the details of my parent industry that the fusion with the digital imaging world has increased the quality, speed, substrate choices and efficiency of screen printing. Sooner or later digital will replace screen in all but the most specialized industrial markets. Until then, playing in the same sandbox will make the ride a good deal sweeter.

Submitted by: Ray Greenwood/SGIA

A Swinging Start to the 2009 SGIA Expo

2009-10-07T15:01:00.010-04:00

It always amazes me - the drastic transformation of an empty convention hall to a chaotic, hot, shipping-materials-everywhere space - and finally to a sparkling Expo floor complete with the industry's leading experts showcasing some of the most incredibly capable printers and eye-popping applications in the industry.

Platinum Sponsors Show Platinum Size and Capability
The machines in Durst, EFI and HP's booths are some of the most jaw-dropping. Among thier offerings I noticed:

Durst's Rho 1000, which is reportedly capable of 64,000 nozzles in one carriage and can print 90+ 4' x 8' sheets per hour. (SGIA Booth #2201)
EFI's GS3200 UV Hybrid, which offers an opaque white ink and competitive printing speed, making it a viable option on many levels. (SGIA Booth #1901)
HP's Designjet L25500 printer, featuring HP Latex inks and offering significant versatility in many different applications. (SGIA Booth #601, 524)

Screen Printing On the Show Floor

Meanwhile, among the many screen printers on the Expo floor, some showing the latest in screen printing advancements are:

Lawson Screen and Digital Products (SGIA Booth #1543)
Vastex International (SGIA Booth #2601)
Newman Roller Frames (SGIA Booth #1435)

Other Great Expo Findings to Check Out

As I walked the hall on the first day of the 2009 SGIA Expo, here are a few cool applications or pieces of equipment I encourage attendees to check out, or those that couldn't make it, to look for in our post-show recap.

PDAA Zone (SGIA Booth #1039) - floor graphics, fleet graphics, wall and chair graphics - you name it, this Zone has it for installation and total imaging solutions.
Roland's new XC 540 MT machine, capable of printing a shiny silver, and other metallic inks. (SGIA Booth #2231)
Avery's 2010 Lamborghini Gallardo, which was wrapped with thier popular vehicle wrap products featuring Easy Apply RS technology in both a matte black and glossy print. (SGIA Booth #917)

To sum up the first day, "You just have to come to the [SGIA Expo] to see that new technology is everywhere," said Dan Kimmerly of KDM.

Submitted by Cass Johnson, SGIA

Rolling Out the Heavy Iron

2009-10-07T09:00:00.002-04:00

As these words are being posted, the 2009 SGIA Expo trade show floor is just opening. Surely, many of those attending this year's show will be impressed by the amount of high-production inkjet equipment on display. This year's showing is a continuation of a revolution that began at the 2008 SGIA show in Atlanta, and has returned stronger, more pronounced, and increasingly capable of changing the boundaries of what digital equipment can do within the specialty graphics industry. If you are at the 2009 Expo, you are seeing the future. If you are not at the 2009 Expo, you are missing out, as some of these groundbreaking technologies are being shown in the US only at the SGIA Expo.

What makes these new machines interesting is that they offer blazing speed for inkjet printing, coupled with excellent print quality. This means that the days of choosing between a slow machine with excellent print quality, or a fast machine with less-than-preferable print quality are over. Beyond this changing reality, however, is the sizable change the introduction of these new devices has on the "break-over point" between digital and analog technologies. This means that for screen printing shops, and those companies doing certain short-run litho applications (posters for instance), for run of up to 500 (or more), digital is now the faster, more economical choice.

I'll be honest with you. These new machines are not inexpensive, and some of that cost goes to support industry manufacturers' tireless development of the inks, print heads and curing systems that make speed with quality possible. The companies that have invested in these new, high-production digital solutions, and who have enough business to "feed the beast" and make a profit are thrilled with the outcome of their investment in new technology. These companies have made the move away the way things have been done, to the way things will be done.

For more than a decade, digital imaging technology has been seen as a technology allowing for economical short runs. This reality is as true today as it was then. It is today, however, so much more. Those business owners who do not consider the implications of our industry's significant technological advances may find themselves several steps behind their more forward-thinking competition.

Submitted by: Dan Marx

R&D Never Sleeps

2009-09-30T09:26:00.004-04:00

The economy is improving. Business is picking up. Even RV sales are enjoying an uptick. It's great to see the marketplace gaining ground, and many in the SGIA community are responding to the improvements. Imagers are improving their competitive position by employing the latest technologies. These are the companies that will dominate in tomorrow's marketplace.

Last year, as the economic challenges unfolded, I was concerned that research and development efforts by manufacturers would be at a standstill. I was worried because a lull in R&D would hurt the community during recovery. Well, it turns out my concerns were unwarranted. Most manufacturers either maintained or increased R&D efforts this past year. The number of enhancements, advancements and completely new technology introductions taking place at the 2009 SGIA Expo in New Orleans surpasses recent years.

Looking ahead, the marketplace will be dominated by well-equipped specialty imagers offering diverse solutions for their customers. The manufacturers serving our community are responding to the needs of those imagers with exciting new technologies, and this constant flow of new technology will help specialty imagers compete.

Thanks to the ongoing efforts of the manufacturers in the SGIA community, we're in a great position to quickly maximize opportunities as the economy improves.

Michael Robertson, SGIA