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Your perfect connection to the printing and graphic arts industry April 2016 | Vol. 19 | No. 3 | $7.95

DRUPA DELIVERS - BIG TIME3D PRINTINGTRENDS: 2016

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twitter: @graphicarts GRAPHIC ARTS MAGAZINE | April 2016 | 3

GRAPHIC ARTS MAGAZINEis published ten times per year by B.K.L.K Inc. 17-17817 Leslie St.Newmarket, ON L3Y 3C8Phone: 905-473-9111 Fax: 905-830-9345Outside Toronto: 1-877-513-3999e-mail: [email protected]

Submission deadlines are as follows: April 14 for May 2016May 14 for June 2016Publications Mail Agreement No. 40029380 Return undeliverable Canadian addresses to: Graphic Arts Magazine, 3-17705 Leslie St.Newmarket, ON L3Y 3E3 email: [email protected]

10 3D printing trends for 2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Peter DulisThree amazing trends to watch for in 2016

13 Drupa delivers – big time! . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Tony CurcioA preview of the largest tradeshow in our industry

20 Tools and tactics for handling graphic design. . . . . . . . . . . .Olivia ParkerStrategies for the ‘non-graphic’ designer

22 Universal lessons in branding . . . . . . . . . . . . . . . . . . . . . . . . . . .Diana VarmaThree key takeaways from the world of food and wine

24 A tale of three budgets – and your printing business. . . . Elliot SchillerHow new Liberal budgets plan to boost manufacturing

28 The Canada-Ontario Job Grant Program . . . . . . . . . . . . . . . Bonny KoabelAccessing government funding to improve your workforce

30 Three important copy editing strategies . . . . . . . . . . . . . . . Nadine EvansHow simple risks may ultimately become the biggest

31 Successful stress-relieving suggestions . . . . . . . . . . . . . . . . Sid KarmazynStrategies in coping with financial stress

34 Crafting your personal brand . . . . . . . . . . . . . . . . . . . . . . . . . . . Joanne GoreTips to help make you more attractive to employers

8 Printing industry news

12 Installations & investments

26 People and events

27 New products

32 List of advertisers

33 Classified

Publisher: Joe Mulcahy Associate Editor: Natalia Lumby Copy Editor: Paul Phillips Senior Writer: Tony Curcio News Editor: Tony Curcio Columnist: Diana Varma Production Manager: Jenna Lyons Account Managers: Maureen O’Sullivan Sandy Lee Tim Mulcahy Art Direction: Jenna Lyons Web Development: George Dedopoulos CTP supplied by: MPI Print Printing: MPI Print Cover Paper: Kalima Tet Paper: Spicers

APRIL 2016: DRUPA DELIVERS – BIG TIME

Opinions expressed in this magazine are not necessarily intended to reflect those of this publisher. Graphic Arts Magazine accepts no responsibility or liability for claims made for any product or service reported on or advertised in this issue. Graphic Arts Magazine also reserves the right to limit liability for omissions and errors to a printed correction in the next issue.

SUBSCRIBER’S NOTICE: From time to time we may rent our mailing list (names and addresses only) to select third parties whose products or services may be of interest to our readers. Please contact us should you wish to be excluded from these mailings using the contact information at the top.

We acknowledge the financial support of the Governement of Canada through the Canada Periodical Fund of the Department of Canadian Heritage.

GRAPHIC ARTS MAGAZINE would like to thank our contributing writers:Tony Curcio • Peter Dulis • Joanne Gore Sid Karmazyn • Bonny Koabel • Natalia Lumby Olivia Parker • Elliot Schiller • Diana Varma

2016 EDITORIAL BOARD Ernie BardoczDanny Ionescu, HPEvan Cambray, Fastsigns of Markham and Richmond HillSteve Klaric, KBRJana LucatchGeorge Mazzaferro, RP Graphics GroupBrian O’LearyAngus Pady, Digital SolutionsPaul Tasker, Spicers

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4 | April 2016 | GRAPHIC ARTS MAGAZINE graphicartsmag.com

Joe MulcahyPublisher, Graphic Arts Magazine [email protected]

View from the publisher Joe Mulcahy

This is a bittersweet time for many Canadians. I’m talking about the sad passing last month of a major player in our industry – former Toronto Mayor, City Councillor, printer and protagonist – Deco Labels’ Rob Ford. Founded as a small label and tag manufacturer in Toronto in 1962, Deco Labels & Tags has grown into a leader in our industry, manufacturing pressure-sensitive labels and tags for a multitude of industries, from facilities in Toronto and the U.S. Deco has also been a valued and dedicated advertiser with us for over 10 years.

The 46-year-old married father of two young children died after 18 months of treatment for a rare cancer first diag-nosed in the midst of his 2014 bid to be re-elected mayor. He would have turned 47 on May 28. Ford was arguably one of the most polarizing political figures of our time. People either loved him or hated him, it seems. In the words of his own family, “he was a dedicated man of the people who spent his life serving the citizens of Toronto.” As proof, con-stituents would constantly praise the fact that he would answer their requests personally and quickly look after any issues that would arise. Though controversial, he was a reflection of the struggles all of us face in this life. He could be combative, while also being kind and generous. But at the end of the day, he would always do what he thought was best for Torontonians. He’ll be missed throughout the city and throughout our industry.

Drupa is the world’s largest printing industry tradeshow,

being held this year from May 31 to June 10 in Düsseldorf, Germany. Be sure to check our drupa preview beginning on page 13. We’ve also got some fascinating features this month on how the recently released budgets will impact your business, 3D printing trends, personal and business branding, and much more.

As mentioned here last month, we’re working on some new, cost-effective online packages for our current and poten-tial advertisers. Our new online programs are an opportunity to post your videos, case studies, whitepapers, testimonials and special offers on our website, and reach the prospects you want. If you’d like more information, please call me at 1-877-513-3999.

Finally, by the time you receive this issue, our new, re-designed website (www.graphicartsmag.com) should be up and running. You can expect a bold new look with the same easy navigation and latest news. But there’ll also be more articles and special features, and more helpful “how-to” stories on key industry topics. Be sure to check it out.

As always, stay positive and stay focused.

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Print + Food Natalia Lumby

We are inching towards drupa. In this month’s issue we take a close look at what you can expect from the show. We hope that the lead article helps you navi-gate the mammoth show, or serves as a resource if you are unable to attend. With several authors attending drupa this summer, we are excited to con-tinue to bring you up-to-date coverage. One of the most intriguing topic areas at the show is 3D print-ing. We will see part of it at the drupa Innovation Park as well as at the 3D Fab+Print Touchpoint show.

The hype of 3D is starting to take shape, as we shake out the most attractive innovations. While the con-sumer products have not taken off at the rates predicted, the application of additive technologies is so broad that there is no dismissing it as a game changer. Certainly, print manufacturers should be involved. In this issue we review some of the 2016 3D trends. I’m thrilled to report that 3D printing pre-sents a crossroad for print and food. Peter Dulis discusses some food printing innovations, like the Foodini. This technology has some way to go in terms of precision and quality, but the applications are pretty astonishing – layering and combining ingredients in an all-new way. Oh the desserts we could make!

Continuing on the topic of amazing food, Diana Var-ma looks at some lessons learned from the mastermind behind Charlie’s Burgers. This is a high-ly successful event business, with tremendous marketing muscle that results in people lining up to participate. The lessons are completely transferrable to print! I would even venture to say that Flash Reproductions, in partnership with the RGD, have managed their own version of cool and intrigue with Wayward Arts magazine.

Lastly, I’d like to welcome to the team columnist Olivia Parker. Working as an Innovation & Mail Spe-cialist at Taylor Printing Group Inc., she offers a unique perspective on topics common to most graphic arts companies. We hope you enjoy a series of stories from her, starting out with this month’s pragmatic tips for graphic design.

Natalia Lumby is an Assistant Professor at the School of Graphic Communications Management and Associate Editor at GAM. Teaching in areas of premedia and project management, Natalia is keenly interested in design, innovation, and technology.

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Printing industry newsNEW UNIGRAPH VIDEO REACHES OVER 80 MILLION IN THE U.S.

Unigraph International, Canada’s lead-ing pressroom chemical manufacturer, has produced a new corporate video

chronicling its products and success which aired on the Fox Business News Network last month to an audience of over 80 million households. The 10-minute video, fea-turing Unigraph President John Thibault and VP of Technical Services Mike Thibault, can be viewed on Uni-graph’s website (www.unigraphinternational.com). The family-owned company has over 250 products currently on the market and is headquartered in Delson, Quebec. Its exceptional growth, especially in the U.S. in the past few years, has been a direct result of its products, qual-ity, on-press performance and consistent cost-per-sheet savings, said the company.

AGFA RELEASES V3.1 OF APOGEE AND ASANTI STOREFRONT

Agfa Graphics’ new version 3.1 of its Apogee StoreFront and Asanti Store-Front web-to-print solutions include several new features – such as sup-

port for product kitting, discounts and promo codes. A product kit groups different products into one single offering. Agfa’s StoreFront solutions use a “Kitting Wiz-ard” that takes printers through all the necessary steps to personalize each item in the kit. Both Agfa solutions also now feature support for promo codes, which pro-vide discounts to users on one or more orders. There’s also support for ‘degressive-option pricing,’ which, for example, lets a wide format printer add options to a product and lower pricing based on the volume of the sale. The new versions can now export order data hist-ory as an Excel spreadsheet, making it easier to analyze long-term sales data and detect trends in customer purchasing.

KODAK TO SELL ITS PROSPER INKJET BUSINESSEastman Kodak Company is in talks with prospective buyers about offers to pur-chase its Kodak Prosper enterprise inkjet business, with its highly acclaimed Pros-per Press Platform, Prosper S Series Imprinting Systems and related products. “The Prosper business has significant potential for accelerated growth,” said Jeffrey J. Clarke, Kodak Chief Executive Officer. “To achieve its full economic potential, Prosper will be best leveraged

by a company with a larger sales and distribution foot-print in digital printing markets. We’ve received strategic interest in the Prosper business from compan-ies and their financial representatives. The market opportunity for Prosper will expand even further with

the planned introduction of Kodak Ultrastream, a next-generation inkjet writing system with significantly enhanced performance. Kodak will feature live demon-strations of Ultrastream at drupa 2016.

SEMINARS FOR LABEL PRINTERS BEGIN IN TORONTO APRIL 26A veteran group of leaders in the self-adhesive label industry will present a series of one-day seminars beginning in Toronto on Tuesday, April 26. Securing a Successful Future (pre-sented by Flint Group Narrow Web, Label Traxx, Mark Andy, ThermoFlexX and Xeikon) will educate label print-ers and packaging converters about key developments in the North American label market. Five events are scheduled to take place in Canada and the U.S. The events will cover profit curves, market sizing, trends by vertical market and run-size “pain points” for convert-ers. Experienced converters will talk about their own experiences and industry leaders will share their exper-tise. These will include David Wilkins, VP of Sales at Xeikon, Kelly Kolliopoulos of Flint Narrow Web, Label Traxx President Ken Meinhardt, and Rick Mix, Channel Manager at ThermoFlexX. To register visit www.xeikon.com/roadshow/register.

HP INTRODUCES SCITEX 9000 INDUSTRIAL PRESSThe new press enables more sign and display printers to capture industrial production speeds for an entry-level investment, said the OEM. The press is aimed at mid-volume printers who face a gap in the market, requiring faster pro-duction speeds than entry-level equipment can deliver, but at a lower cost of ownership than high-end indus-trial presses. The Scitex 9000 provides an engine speed of up to 90 beds per hour. With its manual media hand-ling, productivity is operator-dependent and can reach up to 60 beds an hour. Reaching up to a 500,000 m2/year (5,382,000 ft.2/year) duty cycle, the 9000 lets users print a range of applications, including POP signs and displays. The press is also upgradeable, allowing customers to scale production according to their quality and produc-tivity needs as their business grows. Its new HP HDR245 Scitex inks can handle flexible, rigid and select plastic media. The inks provide up to 86% pantone coverage and outdoor longevity of up to two years.

CANADA AHEAD OF GLOBAL COUNTERPARTS IN DIGITIZING BUSINESS PROCESSESThat’s one takeaway from a Xerox survey of 600 IT deci-sion-makers in large Canadian, USA and Western European organizations. The Digitization at Work report

Jeffrey J. Clarke

HP Scitex 9000


from Xerox shows the move from paper to digital processes is nearly upon us – how-ever, many survey

respondents admit they may not be ready for it! The report found broad concern over paper-based processes, with cost (42%) and security (42%) cited as primary issues. About 40% of Canadian respondents said cost reduction was the prime reason for digitization, fol-lowed by improved data collection at 33%. Survey respondents predicted that only 9% of key business operation processes will run on paper in the next two years. The survey showed that Canadian companies are ahead of their global counterparts in digitizing process-es in the areas of invoicing, contracts, customer engagement, HR on-boarding, new product develop-ment, and vertical and operational processes. About 44% of Canadian respondents said they’ll have all seven digitized in two years – the highest across all countries surveyed.

CRAWFORD TECH’S VOICEYE FEATURED ON DISCOVERY CHANNEL

Toronto-based Crawford Tech-nologies’ new Voiceye technology that enables visually-impaired customers to read printed pages, was featured last month on the Discovery Channel’s NewsWatch program. NewsWatch is a 30-minute segment airing weekly in more than 200 markets across

the U.S. Voiceye enables the creation of ‘talking paper’ while allowing high-volume document producers to make their documents into fully-accessible pages – thus reducing the costs of creating documents in Braille, large print, e-text and audio from scratch. Documents can be read equally well by all people, regardless of their level of vision, and move the creation of accessible docu-ments from “an exception process” to being “business as usual,” said the company.

CJF AWARDS SET FOR JUNE 16 IN TORONTOThe 25th Annual Canadian Journalism Foundation (CJF) Awards and gala celebrate excellence in journalism. This year's CJF Tribute, June 16 at the Fairmont Royal York Hotel in Toronto, will honour Tina Brown, former New Yorker and Vanity Fair Editor, and Har-old Evans, Editor-at-Large for Reuters and former editor of The Sunday Times. The CJF Tribute recognizes

media luminaries who’ve made a significant impact on the international stage. Anna Maria Tremonti, host of The Current on CBC Radio One, will be the evening’s host. Numerous awards and fellowships will be pre-sented at the event. For more information please visit http://www.cjf-fjc.ca/awards/2016-cjf-awards and watch for updates right here.

WORLD'S LARGEST SUBLIMATION PRINTER NOW IN PRODUCTION The Netherlands’ visual com-munications specialist Van Straaten is now the owner of the largest sublimation printer in the world with its recent installation of a Durst Rhotex 500. Durst developed this sublimation printer, capable of printing on 16.4-ft.-wide textiles, in consultation with Van Straaten. Up until now, these types of printers have been only able to handle a max-imum width of 3m (10.49 feet). This breakthrough makes it possible to print large spreads in one run without the need for joins. Sublimation printing on this scale is also eco-friendlier, said Durst. Van Straaten and Durst had been working together for several months to develop the 500. The partnership came about as a result of Van Straaten's goal to sublimation-print larger format soft fabrics. Sustainability is a major factor. The fabrics Van Straaten uses contain no heavy metals or PVCs. The inks used are water-based and textiles can be folded, pack-aged, stored and transported.

QUARK PREVIEWS QUARKXPRESS 2016 WITH ADDITIONAL FEATURESQuark Software has unveiled QuarkXPress 2016, the next major version of its award-winning design and lay-out tool for print and digital publishing. Coming in the second quarter of this year, QuarkXPress 2016 is built on the performance and stability introduced with QuarkX-Press 2015. New features include conversion of PDF, Illustrator and EPS Files to native QuarkXPress objects, create and export HTML5 publications, multi-gradient colour blends, search and replace non-breaking spaces and characters, additional dynamic guides for textbox columns, fit textbox to text, option to line wrap content variables, support for ICCv4 profiles, and much more.

AVERY DENNISON NAMES BUTIER PRESIDENT AND CEOAvery Dennison’s Board of Directors has chosen Mitch-ell R. Butier as President and CEO, effective May 1, 2016. He’ll be officially elected at the company’s Annual Meeting of Stockholders on April 28. Current Chairman and CEO Dean Scarborough will serve as the Execu-tive Chairman of the company’s Board of Directors. Butier joined Avery Dennison from PricewaterhouseCoopers, LLP in 2000 and has been President and CEO since Nov-ember of 2014. “Avery Dennison is a great company,” said Butier. “We’re strategically well-positioned with excellent prospects for profitable growth. I look forward to working with our board and our leadership team to build on our solid foundation as we continue to create value for our customers, employ-ees and shareholders.” Avery Dennison, a leading global packaging materials company, operates in more than 50 countries worldwide and has over 25,000 employees.

Anna Maria Tremonti

Mitchell R. Butier

Durst Rhotex 500


3D Printing Trends 2016 Peter Dulis

Forbes magazine recently commented that even as the over-hyped consumer 3D printing market continues to fall back down to earth, 2016 looks to be a breakout year for the industry as a whole. According to the “Worldwide 3D Printing Trends Report”, Toronto is in the top 9. Here are three 3D printing trends to watch in 2016.

CONSUMER 3D PRINTINGEven though MakerBot has been working to develop more partnerships to sell its 3D printers through such retail outlets as Staples, Sam’s Club, and Home Depot, the response may not have been as successful as first thought. Fortune magazine reported in December 2015 that big 3D manufacturers plan a major retreat with 3D Systems discontinuing its desktop 3D printer, effectively exiting the consumer 3D printing market. Fortune magazine commented that “The retrenchment by 3D Systems comes amid a broader realization that consum-er 3D printing is not a lucrative market.” Research firm Gartner has concluded that widespread consumer adop-tion of 3D printing is still five years away.

PUSHING THE LIMITS OF 3D TECHNOLOGYAs reported by BBC News recently, doctors are now employing 3D printing to print 'living' body parts, which promises to be a significant advance for regenerative medicine. The idea of placing individual human cells in a precise pattern to replace a damaged jaw, missing ear or scarred heart muscle holds much promise. But the field has been limited by the huge challenge of keeping the cells alive – as they become starved of oxygen and nutri-ents in tissues thicker than 0.2 millimetres. The team at Wake Forest Baptist Medical Centre have developed a new 3D technique where a tissue is riddled with micro-channels, rather like a sponge, to allow nutrients to penetrate the tissue. When the structures were implanted into animals, the plastic broke down as it was replaced by a natural, structural "matrix" of proteins produced by the cells. Meanwhile, blood vessels and nerves grew into the implants. Prof Martin Birchall, a surgeon at a London University told the BBC, "The pros-pect of printing human tissues and organs for implantation has been a real one for some time, but I confess I did not expect to see such rapid progress.” But he concluded, “I think it will be less than a decade before surgeons like me are trialling customised printed organs and tissues."

VIRTUAL INVENTORY BECOMES REAL FOR AEROSPACENASA is exploring 3D printing with an eye to on-demand spare parts, and engine designs that don't need to with-stand liftoff. NASA increasingly views 3D printing as a key tool for advancing space exploration. A start up com-pany funded by NASA to create a zero-gravity 3D printer already has a prototype device on board the Internation-al Space Station. In theory, when astronauts need a spare part or a replacement, they'll be able to print their

own instead of requisitioning NASA and then waiting for the next shuttle. NASA announced in December that engineers had successfully printed and tested 75 percent of the parts required for a rocket engine, including valves, turbo pumps and injectors. The resulting pieces do not look like traditional engine parts, but they work just as well. Everything that NASA sends to the ISS costs thousands of dollars per ounce to ship – so this 3D technology can’t come soon enough.

HOW 3D PRINTING IS SHAKING UP HIGH END DININGAs reported by BBC News, Paco Perez is a pioneer in food assembly and preparation. Paco uses a 3D food printer called Foodini, which looks a little like a microwave oven. The food is real food, made from fresh ingredients prepared before printing. The beauty of this unit is that it manages to speed up the difficult and time-consuming parts of food preparation. Paco is pushing the bound-aries of gastronomy ever further with this 3D printer to create elaborate designs within his unique dishes. The Foodini can print with a very wide range of foods, from mashed potato to chocolate. Ingredients are placed in stainless steel capsules, which are also reusable. With suitable ingredients the machine is capable of printing structures several centimetres high, making possible some quite elaborate 3D designs. Mateo Blanch from La Boscana in Spain has also been working with a 3D print-er, By Flow. He told the International Business Times last year that, "it has changed the way I work with food…. I am capable of a level of precision that would never have been possible before." Many other chefs other than Paco and Mateo are experimenting with this new technique and it seems to be a growing market. Experts foresee a growing consumer market for 3D food printers. I’ll have to look up his restaurant on my next visit to Barcelona.

Peter DulisWide Format Printing SpecialistCanon [email protected]


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Installations & Investments

FLORA GRAPHIC & PRINTINGFlora Graphic & Printing (Brampton, ON) has installed an :Anapurna M2540 FB high-speed flatbed, UV-curable inkjet printer from Agfa Graphics Canada (Mississauga, ON). Flora provides digital signage, offset printing, finishing, CNC letter cutting, plastic fabricating, PVC cutting, tradeshow graphics and more. The M2540 delivers “near photo quality” while its revolutionary bed design ensures accurate dot placement. The vacuum on the bed is divided in two table zones of four different com-partments. :Anapurna UV inks (CMYK Lc Lm + white) dry faster and produce a wider colour gamut, allowing the shop to use a wider variety of materials. It can print on darker substrates or transparent media, as well as backlit and front-lit materials. It has a separate white ink manage-ment system.

SMUDGE DESIGNSSmudge Designs (North York, ON) has installed a DigiXpress Power-house OKI 942 Printer from PDS (Toronto, ON). Smudge Designs is a mother/daughter, full-service design studio specializing in unique hand-crafted stationery, personalized design, one-of-a-kind customized invitations and other high-end printed creations. The DigiXpress 942 will enable Smudge to print stunning white details on dark stocks. It can accommodate white and CMYK in one pass as well as banners up to 52 inches. It comes with high-density white toner, speeds up to 50 pages per minute in colour and monochrome, has true 1200 x 1200 dpi resolution, supports tabloid extra (12”x18”) and Super-B (13”x19”) sizes, and features duplex printing as standard – as well as a low cost of ownership.

ACCESS LABELSAccess Labels (Amherst, NS) has installed Xeikon 3030 Digital Colour Press. “The idea was to expand our base of small-run, high-quality prod-ucts,” said Robert Sams, General Sales Manager. With sales of organic and local foods booming, the shop wanted to offer this market, as well as its current flexo clients, more affordable short-run options. These core customers include vineyards, seafood providers and dairies. The 3030 is a narrow-web, entry-level press that offers high productivity due to its full rotary printing, which is independent of the number of colours being printed and the repeat length of the label. It also offers true 1200 x 3600-dpi resolution, media width up to 13”, and can handle a variety of substrates without pre-treatment or priming.

QR CREATIVEQR Creative, a leading design and printing company based in Oakville, Ontario, has installed a Morgana DigiFold Pro automatic creasing and folding machine from leading print finishing supplier Sydney Stone. “We were look-ing for a machine that would precisely crease and fold high-end digitally printed double-sided pieces for our upscale agency clients and studios,” said QR Creative Principal Ted Blenkhorne, RGD. “The Morgana did just that while eliminating any cracking in the process.” QR Creative specializes in vis-ual branding, posters and signage, Giclée fine digital prints, business cards, flyers, inserts, sell sheets and more. The DigiFold Pro is ideal for creasing and folding digitally printed, heavier weight or cross-grained stocks. With an easy-to-use touchscreen set-up, operators are able to easily maintain high quality and efficient production, which is essential for QR Creative.

From left are: Sanjeev Verma (Prepress Operator), Inderjit Flora (President), James Burghgraef (Agfa Graphics) and Aman Mankoo (Prepress Operator).

Brett Kisiloski from PDS with Julie Stern, owner of Smudge Designs.

Nicole Vickery, Digital Press Operator, with the Xeikon 3030 Digital Colour Press.

Ted Blenkhorne, RGD, with his new Morgana DigiFold Pro from Sydney Stone.


Drupa delivers – big time! Tony Curcio

The world’s largest international tradeshow for print and cross-media solutions is set to impress once again!

It often amazes me how some folks, especially social media addicts and some in the electronic media, con-tinue to predict the demise of print and paper. Well, perhaps they should tell the 1,500 exhibitors from over 50 countries in the 19 expansive halls at this year’s drupa. Exhibitors will showcase all that’s new to some 300,000 visitors from over 120 countries. And while some legitimately point out that the number of exhibitors is down from the 2012 tradeshow, most of that is due to mergers and market shakeouts. Bottom line: print is alive and well!

To my point, drupa 2016 has attracted the largest Can-adian participation in almost twenty years. The world’s largest printing industry tradeshow, set for May 31 to June 10 in Düsseldorf, Germany, will see our country have the largest participation (including a Canadian Pavilion organized by the Canadian German Chamber of Industry and Commerce) since 1995, with a 111% increase of net space booked over drupa 2012.

For example, ETI Converting Equipment of Boucherville, Quebec has exhibited at drupa since 2004. This year it’s expanding its exhibitor space in the Canadian Pavilion to over 2,690 sq. ft. compared to 130 sq. ft. in 2012. There are also a dozen other Canadian exhibitors who have their own booths, as well as many others appearing in partners’

or suppliers’ booths.

TOUCH THE FUTUREWith its alluring “Touch The Future” theme, drupa 2016 will focus on innovation while presenting future tech-nologies. Groundbreaking trends in the areas of print, packaging, multi-channel communications, 3D printing, functional printing and green printing will dominate. This will be an exciting, fascinating and comprehensive 360-degree overview of our industry worldwide.

EXCEPTIONAL EVENTSAs in the past, a specialized program of additional events including the drupa Innovation Park, drupa Cube and the brands Pepso (Printed Electronics Products and Solutions), 3D Fab + Print, and the Packaging Touchpoint will complement the exhibits. At the drupa Innovation Park, innovations and business cases relating to pro-cess-oriented print and publishing will be the focus. About 130 companies will showcase future-oriented solutions. With a new approach of “Entertaining, Edu-cating, Engaging”, the drupa Cube will concentrate on new developments in print and the widest range of applications for printed products across the widest range of industries. The goal is to provide a platform to present this future potential while bringing together creative agencies, marketers, brand owners and vertical markets. The visionary Packaging Touchpoint for pack-aging production will showcase the latest trends and bring together the entire value-added chain relating to package printing and finishing in the form of keynote speakers, panel discussions and presentations.

3D FAB+PRINT TOUCHPOINTNot surprisingly, 3D printing will play an important role at drupa 2016. Numerous exhibitors such as HP, Leapfrog, Mimaki, Roland, Ricoh, Xerox, TU Chemnitz, Strata-sys and Massivit 3D Printing will present some amazing solutions. The 3D Fab+Print Touchpoint show will present the latest technology, future visions and amazing best-practice cases. The event will offer technology providers a meeting point to drive this exciting topic forward. The VDMA (German Engineering Federation) Workgroup Additive Manufacturing will conduct presentations along with its own activities. 3D printing will also be featured in the drupa Innovation Park within the “Innovations in Print-ing Technologies” area.

DRUPA CUBE WILL INSPIRE YOUInternational innovation firm The Medici Group and its founder and CEO Frans Johansson has been the go-to expert for the concepts of thinking outside tradition-al limits. Worldwide brands such as American Express, IBM, Nike, Volvo and The Walt Disney Company have already used the strategic expertise of his group. Now, drupa is doing the same. In his open-ing keynote on May 31, he’ll discuss the drupa theme “Touch The Future” and “Intersectional Thinking.” The core question of what happens when technological revolutions meet an indus-try that’s been around for a millennium will be answered. The keynote on June 2 will explore situations

Frans Johanasson


for forging a practical route to a successful future. There’ll be a mix of five more sessions across the eleven days of drupa that include such topics as business evolu-tion, technology, intersectional innovation (i.e. multi-channel communications, print, functional print-ing, 3D printing, packaging production, green printing) and many more.

THE “WOW” FACTOR: SPECIALTY AND FUNCTIONAL PRINTING

The European Specialist Print-ing Manufacturers Association (ESMA) will be present in two pavilions. One will be dedicated to functional and industrial printing with member compan-ies such as SPS demonstrating screen printing equipment used for food decoration and other special effects achievable at high operational printing

speeds. SPS’s partner, ATMA, will showcase the latest developments in machinery for conductive and tech-nical printing. KIWO, a German specialist in stencils, will present the printing of pressure-sensitive adhes-ives with high electrical conductivity. A variety of decoration techniques for glass and other rigid materi-als will be the focus at the ESC booth while another ESMA member, Marabu, will present applications of their inks for touch panels, tablets and smartphone masks.

At the ESMA Lounge, visitors will get information about smart tags, smart sensors, flexible and washable conductive inks used in textile industry, and the over-all use of various print technologies for the Internet of Things. More fascinating innovations will be high-lighted in the ESMA Pavilion where Color Passport will present its revolutionary approach to colour manage-ment and reproduction on different substrates. Another expert in colour management, ColorGate, will feature development stations and the latest RIP tech-nology for industrial printing with inkjet. Intrinsic Materials, a specialist in nano-materials, will showcase its achievements in conductive inks and printed elec-tronics used by the medical industry, such as disposable testers with smart tags.

Breakthroughs in conductive inks and electro-lumines-cence have not only benefited branding (e.g. light-emitting packaging of Bombay Sapphire Gin), but delivered solutions for solar panels too. Printed circuit boards (PCB) and flexible antennas combining FM, TV,

mobile and GPS in one antenna have given rise to car radar systems for adaptive cruise control. Nowa-days, near field communication (NFC) and RFID antennas are stan-dard features in electric devices – and the integration of printing in the manufacturing process constantly improves their cost-efficiency. In electroluminescence, a technologic-

al jump took place in OLEDs (Organic Light-Emitting Diodes). Today, flexible OLEDs integrated in fabric pave the way for smart textiles and modern wearables.

The future of printed electronics, conductive inks and coatings is now wide open. Batteries (flexible, thin, rechargeable), energy harvest systems, smart tags and sensors are becoming common consumable goods. Smart wearables and smart sensors increasingly find applications in medical and pharmaceutical sectors. For instance, quick test strips for diabetics, blood ana-lyzers and smart blister packs. Healthcare is one of the markets that embrace new solutions. Quad Industries, for example, has developed temperature logger labels for blood bags used in transport. The smart tag regis-ters and transmits data to a smartphone app to ensure the correct transport conditions.

FASCINATING INDUSTRIAL PRINTING ADVANCESAnother strong focus at drupa 2016 will be advances in industrial printing – specifically packaging, glass, tex-tile, ceramics, flooring, laminates, wood, wall coverings and decorative printing, as well as printed electronics. Industrial printing applications have historically been produced using a variety of analogue printing technol-ogies, such as offset, gravure, flexographic and screen printing. Although the digital revolution has taken sev-eral paths, the most prominent to date has been in the graphic communications market.

Digital print-on-demand is now well-established in this area and the use of digital technology is currently migrating and growing in industrial segments such as packaging, decorative, and functional printing. A strong base of productivity and demand and a growing desire for mass-customization has created an excellent base for innovative digital printing technologies. Inkjet printing is the dominant enabler of this transition. Fol-lowing several decades of technological developments in jetting and materials science, there is now a resur-gence of technologies that enable deposition onto applications including packaging, ceramics, textiles, 3D objects and electronic components.

So there you have it! Just a few highlights that I’ve selected from “the mother of all printing tradeshows”. But this is only the tip of a very big iceberg! The print-ing world will indeed transform Düsseldorf, Germany, May 31 to June 10 – and hopefully you’ll be there for this unforgettable experience.

ICH DANKE IHNENI’d like to congratulate the management and staff of drupa 2016 for their unheralded hard work and dedica-tion in organizing this amazing event, especially Anne Meerboth-Maltz, who provided me with tons of infor-mation so quickly. With each drupa, they manage to elevate the term “professionalism” to an entirely new level. So on behalf of all of us here at Graphic Arts Magazine, as well as Canadian exhibitors and grateful visitors, Ich danke Ihnen (I thank you).

Enjoy drupa 2016 and watch for ongoing updates and a wrap-up on our website (www.graphicartsmag.com).

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PLEASE VISIT THESE BOOTHSWith 1,500 exhibitors from more than 50 countries in drupa’s 19 spacious halls, it would be, well, just a little dif-ficult to highlight all of them. So here’s what’s happening in some major OEM booths this year that we selected.

Agfa GraphicsAgfa will showcase its ECO³, a new generation of eco-friendly, economic-al CtP solutions for commercial, newspaper and packaging printers. Also shown will be: cloud solutions running in Agfa’s own data centres for reliable prepress operation; UV

inkjet wide format sign and display printers with differ-ent automation and finishing options; a money-saving ink portfolio for industrial print applications; new tech-nologies for smart packaging print; and the latest version of the OEM’s automated mobile publishing soft-ware. My own personal favourites are its Jeti and Anapurna wide format printers. The Anapurna roll-to-roll and hybrid solutions will be driven by Asanti workflow at the booth. So will the Jeti Mira with its unique dockable roll-to-roll option, and the highly pro-ductive Jeti Tauro, now for the first time in a three-quarter automation line-up (including its new automatic board feeder and unloading unit). Agfa Graphics Canada is located in Mississauga, Ontario.

ATS-TannerATS-Tanner Banding Systems is a Swiss-based world leader in banding solutions, offering everything from banding machines for simple bundling tasks to integrat-ed, fully automated solutions that blend seamlessly into the most complex of production workflows. The com-pany’s machines are the epitome of traditional Swiss precision and engineering. Be sure to check out its US-2000 AD Ultra Sonic banding equipment. ATS-Tan-ner Canada is located in Oakville, Ontario.

Avanti Computer SystemsThe Toronto-based Print MIS leader will be demonstrat-ing its Avanti Slingshot live in the Ricoh and HP booths. Avanti Slingshot incorporates business intelligence (CRM, dashboards and reporting), production planning (estimating, imposition, automated purchasing, sales orders, inventory management and scheduling), ware-housing, shipping and billing into “one easy-to-use and easy-to-implement system”. It also reduces the level of effort and amount of time required to get the system up and running. Each system ships with a QuickStart Data-base, an Estimating Standards Library, and migration and import tools that dramatically streamline the tran-sition from an existing system.

CanonCanon will showcase its latest end-to-end solutions for production print. Visitors can watch live production of digital print applications – including multichannel per-sonalized marketing campaign collateral, photobooks, ultra-short-run books and magazines, promotional packaging, POS graphics and decorative print. But the head-turner will likely be the launch of its Océ Color-

Stream 6000 Chroma Inkjet Press. This continuous-feed inkjet press features a new Chromera ink set offering “outstanding colour fidelity, wider colour gamut and higher optical densities.” The high pigment load of the inks extends the application range of the press to light-er-weight media with reduced ink show-through, and enables the delivery of higher quality documents on uncoated or inkjet-treated papers. Its paper-waste-free print start and pause, and a smart post-processing inter-face, also facilitates efficient printing of short-run books with variable page lengths without rebooting.

Delphax TechnologiesThe OEM’s flagship Elan 500 Digital Colour Print System powered by Memjet technology is a robust production-class sheetfed offering 1600-dpi qual-ity in full colour at speeds of up to 500 impressions per minute. The system integrates multiple Memjet printheads with a unique Delphax-designed paper path to create “an unprecedented combination of speed, versatility, affordability and high quality colour.” A multi-application system, the Elan 500 is ideal for commercial print-on-demand in direct mail, trans-promotional, billing, statements and book or manual publishing. Its variable-data and Magnetic Ink Character Recognition (MICR) capability make it par-ticularly attractive to the security printing market. Delphax Canada is located in Mississauga, Ontario.

FujifilmUnder its slogan “Value From Innovation”, Fujifilm will detail its technologies in the commer-cial, wide format and packaging segments. It will focus on two areas – its inkjet technology that delivers quality, productivity and performance, and conventional technologies, products and servi-ces that optimize traditional print processes, provide resource savings, improve profitability and help printers minimize their environmental impact (e.g. check out its water-washable Flexex plates for flexo printing). Fuji-film has been developing inkjet technologies for over ten years. One of the first results of this strategy was its Jet Press range of products with core components that include printheads, inks and a range of image-optimiza-tion technologies. How these technologies are combined is the key to achieving superior print quality, said the OEM. Check out the Jet Press 720S, its flagship B2 inkjet press that delivers outstanding print quality, a wide col-our gamut and extremely fast turnarounds.

Hans Gronhi Graphic TechnologyHans Gronhi will demonstrate its laser die-cutters and the Shinohara 75 IV Offset Press. Its sheetfed and roll-to-roll laser die cutting and engraving machines are for printers who want to save time and money while improv-ing cutting precision versus traditional mechanical die cutting. They automate the die-cutting process for small labels, short-run,

Agfa :Jeti Tauro H2500

Hans Grohni LD660S Laser Die Cutter and Engraver

Delphax Elan 500

Fujifilm Jet Press 720S


multi-shaped digital labels, custom-shaped cards, proto-types, packaging and other projects that normally require more expensive mechanical dies. The models can also laser-engrave on a wide variety of traditional and difficult substrates with ease, opening up exciting new product and revenue opportunities. The company’s authorized dealer in Canada, Hans Shinohara, is located in Mississauga, Ontario.

HeidelbergUsing the theme “Simply Smart”, Heidelberg will present the print shop of the future, while showcas-ing its entire lines of sheetfed offset and digital presses. The “must-sees” in our opinion are the Gallus Labfire 340 and Primefire 106. The former is a fully integrat-

ed web-fed label press with flexo and foiling stations preceding an 8-colour UV inkjet engine and leading to var-nishing, semi-rotary die-cutting and slitting and rewinding stations. The integrated hybrid runs at 50 metres a minute. The Heidelberg Primefire 106 (which will have its world premiere at the show) is a 7-colour B1 sheet-fed inkjet press, developed jointly with Fujifilm aimed primarily at folding carton printers but also ideal for post-ers and calendars, variable data printing and targeted marketing applications. It handles substrates up to 0.6mm thick and runs at up to 2,000 sph in optimum quality mode Its Fujifilm Diamtix Samba printheads deliver 1,200 x 1,200-dpi resolution and can also meet food packaging safety regulations. You should also explore Heidelberg’s Prinect workflow solutions, new generation of Speed-master presses, and its Remote Service network that links over 10,000 machines and 15,000 software products.

HPHP will exhibit “the industry’s broadest portfolio of digit-al printing solutions, including new advancements that demonstrate how HP digital print technology enables print service providers to reinvent their possibilities.” It will also unveil HP PrintOS, a cloud-based operating sys-tem that “reinvents” how customers manage print production. The new platform will make its worldwide debut at drupa 2016. HP will display its latest technology for commercial printing, in addition to new hardware and solutions for labels and packaging, large-format and sign and display application areas. PrintOS is a cloud-based operating system for use with HP Indigo, PageWide Web Press, Scitex and Latex digital printing technology. It helps simplify and automate print production, enabling customers to start printing jobs faster. Some of HP’s brightest minds will give in-depth talks on specific tech-nologies that HP is pioneering.

Konica MinoltaThe OEM will launch its KM-1 Digital Inkjet Press at the tradeshow. The KM-1 is a B2+ UV inkjet 4-colour sheetfed press that will “produce high-quality print jobs, capturing new market opportunities for brand owners looking to develop highly personalized short-run applications.” Initial success highlights include consistency of colour and registration and ability to produce quality output on a variety of substrates and textured stocks. Designed for

variable-data, tight deadlines and easy integration with offset and digital environments, the press can handle up to 3,000 sph, mak-ing it “the first UV cut-sheet inkjet press of its kind to operate at these speeds and graphic art quality.” Packaging, books and commercial print will be showcased, as will its new business-building program for production printing clients which helps to identify new business opportunities.

Manroland sheetfed and offsetManroland’s vast portfolio of sheetfed and web offset printing solutions includes the Roland 700 Evolution Press that emerged at the end of 2014 with significant new production, workflow and quality enhancements. Not surprisingly, a few months later in March of 2015, it was recognized with one of the world’s most prestigious design awards – the 2015 Red Dot Award for Product Design. The competition attracted nearly 5,000 entries from 56 countries. The judges were impressed by the Evo-lution’s sleek and futuristic look and technology aimed at giving printers “unprecedented levels of efficiency, oper-ation and quality.” In July of 2015, the OEM added an LED UV drying option that resulted in significant energy sav-ings while enabling more vibrant colour and higher levels of productivity on a wider range of substrates. Finally, ask about Friesens of Altona, Manitoba, who earlier this year nearly quadrupled its productivity with North America’s largest perfecting press. The Canadian book publishing and packaging leader installed a manroland 8-colour, For-mat 8, Roland R900 HiPrint XXL Press with several key automation modules, and is reaping the benefits today.

PresstekPresstek’s 4-colour to 6-colour high-speed digital offset presses feature on-press, chemistry-free imaging and built-in automation. Select models offer aqueous coating or Eco-UV – a new integrated low-energy UV sys-tem that instantly dries traditional and non-absorptive substrates. Watch printing on plastic live on a 2-page, 4-colour Presstek 52DI with Eco-UV. Also being featured is an array of eco-friendly plates for commercial, narrow-web label and newspaper markets. These include: GemPlate, a chemistry-free develop-on-press plate; Zahara, the market alternative for waterless presses and JT, Presstek’s metal plate for imaging via inkjet. Two new plates to be unveiled include a high performance negative thermal plate for sheetfed, heatset or coldset web press-rooms, and a thermal plate for various newspaper press platforms. Presstek will also unveil its new non-propri-etary thermal CTP system, the Dimension Pro 2.

Roland 700 Evolution

Heidelberg Primefire 106

KM-1 Digital Inkjet Press

Presstek 52DI


Tony [email protected]

RicohRicoh hardware and software solutions include the Ricoh ProT VC60000 inkjet – its col-our cutsheet printer offering exceptional print quality. Ricoh said it’s “the most ver-satile colour inkjet system on the market. It marks a new milestone in the evolution of the graphics arts industry

with a broad range of media support, including offset coated stocks and a modular, flexible configuration.” Also showcased will be the innovations across “a whole suite of new technologies” including advances in indus-trial inkjet 3D printing. Its Application Zones and Creative Studio will feature new ways to “future proof” a printer’s business. Also highlighted will be Ricoh’s on-demand digital publishing platforms and end-to-end integrated workflows. Its commercial and corporate printing, publishing, direct marketing and energy-sav-ing solutions are also worth investigating.

Standard Finishing SystemsBe sure to visit both the Horizon and Hunkeler booths (Standard’s two main suppliers) to see the OEM’s latest print finishing tech-nology and talk to their experienced experts. One solution that will surely turn heads is the Standard Horizon SmartSlitter. This all-in-one smart-sheet pro-cessing system can slit, gutter-cut,

edge-trim, cross-cut, perforate and crease all in one pass. Perforation and creasing can be performed in both hori-zontal and vertical directions in the same pass. Its Skip Perforation feature can produce T and L-perforations ideal for coupons, tickets, and business reply cards. The system can deliver multiple-up greeting cards with or without creasing, table tents, invitations and much more with both matrix and rotary creasing. For accordion-fold applications or perfect-bound books, up-and-down creasing can also be performed in one pass.

CANADIAN PARTICIPATION HIGHEST IN TWO DECADESAs mentioned earlier, drupa 2016 has attracted the lar-gest Canadian participation in almost 20 years. We urge you to visit all Canadian booths and discover other Can-adian companies who are appearing in partner and supplier booths. Canadian exhibitors who have secured their own booths include Axium (Anjou, QC), Buskro (Pickering, ON), ETI Converting Equipment (Boucher-ville, QC), Gandy Digital (Mississauga, ON), Gateway Bookbinding Systems (Winnipeg, MB), Global Vision (Montreal, QC), Graphic Whizard (Burlington, ON), Impack Packaging Equipment (Saint-Jacques, QC), Long-ford International (Scarborough, ON), PAD Peripheral (Saint-Bruno, QC), Printer’s Parts and Equipment (Scar-borough, ON), Tilia Labs (Ottawa, ON) and Ultimate TechnoGraphics (Montreal, QC). Here’s a look at a few that caught our eye:

Gandy DigitalThe Mississauga, Ontario-based manu-facturer of large format digital inkjet printers has made a reputation for itself worldwide with its Domin8tor, Pred8tor and Gladi8tor models. Its most recent, the Gladi8tor UV Flatbed, is driven by an inline ‘8-Blade’ print-head configuration enabling a double CMYK setup that delivers twice the speed of its Domin8tor and Pred8tor models. This makes the printer “the most productive solution in its class” said the OEM, allowing customers to increase production and handle tighter deadlines. The printer provides a double-white-ink capability and offers a new, layered print option for the production of multi-layered colour images and white. Sandwiching white or doubled-sided banners with white and black between images enables production of profitable new applications including backlit jobs. Its High Adhesion UV Inks reduce print cracking on a range of plastic substrates, including acrylic.

Graphic WhizardThis Burlington, Ontario-based print fin-ishing leader is recognized globally for its exceptional creasing and numbering machines and has been a regular drupa exhibitor. This year it’s celebrating 30 years of manufacturing and distributing its GW Numbering series of numbering, perforating and scoring equipment. Despite the growth in digital printing, the GW numbering and FM perforating/scoring machines have maintained their popularity worldwide due to years of dependable per-formance and uncomplicated ease of use. The GW6000 and the FM100 will be on exhibit at Graphic Whizard’s booth along with other leading print finishing equip-ment that the company currently manufactures and distributes. These include multiple creasing solutions, UV Coaters, perfect binders, perforating/scoring machines, slitter/cutter/creasers, folders, transport, feed-ing systems, receding stackers and more.

Printer’s Parts & EquipmentPrinters Parts & Equipment is one of North America’s leading suppliers of new and used printing and finishing equipment, parts and consumables from the major OEMs. This includes used offset presses from Heidelberg, Komori, Mitsubishi and manroland, plus a huge range of new bindery and finish-ing equipment. It also stocks Roland wide format inkjet equipment and supplies. The company has over 2,500 products available online but many more in stock. At drupa 2016, it will be showcasing both its brand-name equipment, parts and supplies and used equipment in separate booths.

Tony [email protected]

Ricoh ProT VC60000

Gandy Gladi8tor

GW Numbering MachineStandard Horizon SmartSlitter


How to get your online marketing working Greg Turner

Graphic Arts Magazine online marketing specialist Greg Turner, entrepreneur and author of Supersize Your Business, a digital marketing guide to transform leads into profits, reveals the four key strategies print-ers need to utilize to generate leads and turn them into actual sales.

What does it take to successfully generate leads online and convert those leads into

sales? In over five years as an online marketing special-ist, I’ve found that many businesses are still struggling to use the most accessible marketing vehicle there is – the Internet! Some have even declared that it simply doesn’t work! Well, I’ve discovered why: most businesses don’t understand the mentality of users while online. And for this reason they mistakenly approach this form of marketing as they have with all others.

PSYCHOLOGY OF AN ONLINE USERWhile users go online, they receive literally thousands of marketing messages every day. They’ve grown accustomed to this and have conditioned themselves to ignore these messages. There are four stages we all go through before we buy a new product. They are aware-ness, interest, decision then action. We must cater to all these stages.

THE FOUR KEY STAGESWhen we use the Internet, we’re looking for information or entertainment. To sell online, we must first under-stand what our ideal customer is looking for and position our-selves as the source of that information. We do that by

producing compelling content they want to read and see as helpful. If I’m selling toner, I’ll share content on how to choose the right toner, how to make it last longer, and how to save money using it. By sharing this content, I’ve now made you AWARE of my business while sparking

your INTEREST. I may invite you to look at my toner catalogue to get you to buy, thus taking you to the DECI-SION stage.

However, you may still not buy at this time. So I may ask you to leave your email address so you can learn more about saving money using my product. This is a big deal – because if I get a reply, I can now reach my prospect directly by email, continue to persuade him or her, and hopefully get ACTION via an actual sale. This is a great way to pull in cold prospects, because they’re looking to solve a problem and find solutions that will do just that. Also, while searching, they’ll find your content and also be introduced to your business.

Unfortunately, companies don’t use this approach often enough. Instead, they’ll create a traditional ad promot-ing their product to cold prospects who have never heard of them. These ads are usually ignored. Compan-ies often do this because building a platform for content and having it found online can be extremely challen-ging. There’s a lot of competition, and having their site rank high enough in searches so people will randomly find this content, may take many years. They also know that if this content is promoted from their own website, most savvy online users will identify it as self-promo-tion and ignore it.

CREDIBILITYIt’s because of these challenges that Graphic Arts Maga-zine has positioned itself as a trusted “partner” with our advertisers for over 19 years. We create a platform where they can reach their target audience as quickly as pos-sible with maximum credibility. Instead of creating content on their own, promoting this content, and try-ing to raise the ranking of their corporate page, we leverage our resources as a credible, trusted influencer in the printing industry while taking their message to the marketplace in a compelling way. Bottom line: our advertisers are successful because we show our readers how to best use their products, while educating them on the benefits and ROI.

How to get your online marketing workingGraphic Arts Magazine online marketingspecialist Greg Turner, entrepreneur andauthor of Supersize Your Business, a digi-tal marketing guide to transform leads toprofits, reveals the four key strategies print-ers need to utilize to generate leads andturn them into actual sales.

What does it take to successfully generate leads online and con-vert those leads into sales? In over five years as an online mar-keting specialist, I’ve found that many businesses are stillstruggling to use the most accessible marketing vehicle there is– the Internet! Some have even declared that it simply doesn’twork! Well, I’ve discovered why – most businesses don’t under-stand the mentality of users while online. And for this reasonthey mistakenly approach this form of marketing as they havewith all others.

psyChology of an online userWhile users go online, they receive literally thousands of mar-keting messages every day. They’ve grown accustomed to thisand have conditioned themselves to ignore these messages.There are four stages we all go through before we buy a newproduct. They are awareness, interest, decision then action. Wemust cater to all these stages.

The four Key sTagesWhen we use the internet, we’re lookingfor information or entertainment. Tosell online, we must first understandwhat our ideal customer is looking forand position ourselves as the source ofthat information. We do that by produc-ing compelling content they want toread and see as helpful. If I’m sellingtoner, I’ll share content on how to

choose the right toner, how to make it last longer, and how to

save money using it. By sharing this content, I’ve now made youAWARE of my business while sparking your INTEREST. Imay invite you to look at my toner catalogue to get you to buy,thus taking you to the DECISION stage.

However, you may still not buy at this time. So I may ask you toleave your email address so you can learn more about savingmoney using my product. This is a big deal – because if I get areply, I can now reach my prospect directly by email, continueto persuade him or her, and hopefully get ACTION via an ac-tual sale. This is a great way to pull in cold prospects, becausethey’re looking to solve a problem and find solutions that willdo just that. Also, while searching, they’ll find your content andalso be introduced to your business.

Unfortunately, companies don’t use this approach often enough.Instead, they’ll create a traditional ad promoting their productto cold prospects who have never heard of them. These ads areusually ignored. Companies often do this because building aplatform for content and having it found online can be ex-tremely challenging. There’s a lot of competition, and havingtheir site rank high enough in searches so people will randomlyfind this content, may take many years. They also know that ifthis content is promoted from their own website, most savvyonline users will identify it as self-promotion and ignore it.

CredibiliTyIt’s because of these challenges that Graphic Arts Magazine haspositioned itself as trusted “partners” with our advertisers forover 19 years. We create a platform where they can reach theirtarget audience as quickly as possible with maximum credibility.Instead of creating content on their own, promoting this con-tent, and trying to raise the ranking of their corporate page, weleverage our resources as a credible, trusted influencer in theprinting industry while taking their message to the marketplacein a compelling way. Bottom Line: Our advertisers are successfulbecause we show our readers how to best use their products,while educating them on the benefits and ROI.

Greg Turner

Special Graphic Arts Magazine March Madness

Lead-Generation Package• One online feature article per month on our website (www.graphicartsmag.com) written by our staff promoting your company or your special offers.• A Landing Page created by our staff and linked from both your website and our website with content of your choice – special offers, new technology,

case studies, coupons, etc. – all designed to generate leads and add contacts to your mailing list.• Social Media Promotion – Google, Facebook and Twitter targeted ads seen when a prospect browses the internet, that direct them to your special offer.• Estimated lead generation of 20 prospects per month.

Limited-Time BonusComplimentary eighth of page ad in Graphic Arts Magazine printed edition of your choice

in 2016 PLUS online promotion with link to your YouTube video on our website.

Total package cost: $1,500 per month (6-month contract)Call publisher Joe Mulcahy at 1-877-513-3999 or e-mail [email protected].

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Tools and tactics for handling graphic design Olivia Parker

STRATEGIES FOR THE NON-GRAPHIC DESIGNERLet me begin by saying I am not a graphic artist. Those very talented, ingenious creators are able to take the tools of the trade – Adobe Creative Suite, Corel Draw, Freehand, QuarkXPress and the program fondly called by myself and co-workers Punisher (Microsoft Publish-er) – and create incredible designs. Knowing how these programs work so that files can be made press-ready is where any prepress operator excels. However, the reality is that small print shops do not necessarily have dedi-cated graphic designers, causing composition work to fall to prepress staff who have the skills in the software but not always a flair for design. In addition, graphic design takes time. When a prepress operator is already responsible for multiple tasks, design can be a frustrat-ing distraction. The Internet is one solution to this dilemma, of course, but there are other tactics one can use to tackle graphic design challenges.

In an ideal world, clients would know exactly what they want, allowing for an easy execution of their vision. However, I think we can all agree that not all customers are that prepared. In most cases, only a few basic details are provided, such as, what the product is, and the instruction to be “creative” which is about the same as telling a press operator that the red needs to be more inspiring.

When I am first presented with a design project, I begin by searching for any other jobs we have done for that customer. Not only is it valuable insight into the custom-er’s style but any files, typefaces, and logos found could be repurposed for the project saving time and energy if they have to be searched for later. Speaking directly with the customer also helps. I’ve found customers are able to provide exact examples to exemplify or provide valuable details that they have not shared with the salesperson or customer service representative.

Second, I refer to the almighty Google for my muse. Search engines and social media are great sources of inspiration for design. By simply searching for images, a plethora of unique designs are presented and cool tem-plates can be found by adding the keyword “free.” However, be leery and attentive to the creative rights on any pieces used from the Internet. Social media websites

are a great way to collect, curate, and organize design ideas. For example, Pinterest lets users “pin” unique ideas within a thematic “board” for future reference.

Design is the third consideration. This is arguably the part that takes the most time. In addition, it is no longer just about designing for print but about providing com-plete, cohesive brand assets. There are numerous online tools that reduce design woes and time. Websites like Simunity and Noun Project have vector icons. User-friendly websites like Canva virtually build standard documents and social media graphics. Canva’s free ver-sion features a number of common products in standard sizes, with a variety of free beautiful layouts, the ability to upload custom images, and pay-as-you-use options. It is a great resource for some quick and striking designs that can be downloaded as high-resolution PDFs with crop marks and bleed. Just be aware that the old adage “you get what you pay for” applies.

Finally, whenever possible, I use software javascripts. Scripts can take challenging or boring tasks and instant-ly perform them allowing the user to focus on their ideas; if it’s a monotonous task, there is probably a script for it. Many Adobe products already come with scripts built in but useful, downloadable scripts can be found via Internet searches or curated libraries like Scrip-topedia. For example, there are scripts to create various calendar layouts in InDesign, divide a graphic into puz-zle pieces in Illustrator, and convert entire photo folders from one file format into another using Photoshop.

Doing graphic design in prepress is sometimes neces-sary in order to keep the customer happy. Regardless of one’s creative capabilities we all have the skills to exe-cute incredible compositions quickly using the resources available. No matter which methods or techniques an individual uses to expedite their design process, what will be produced by prepress will be properly formatted and ready to print.

Olivia Parker, B.Tech, MPC completed her Masters of Professional Communication in 2014 to complement her Bachelor of Technology (2013) from Graphic Communications Management at Ryerson. She presently is the Innovation & Support Specialist at Taylor Printing Group Inc. in Fredericton.


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Three universal lessons in branding from the world of food & wine Diana Varma

On January 15th, 2016 I checked my email late in the day to find a LinkedIn invitation request. His name was Franco Stalteri (we’d never met) and he is the founder of an unconventional fine dining experience called ‘Char-lie’s Burgers’. In May 2010, Food & Wine magazine placed Charlie’s Burgers at number three on its list of “100 Best New Food and Drink Experiences in the World”. Stalteri has kept a low profile since his first event in 2009, refer-ring to his brand as an “anti-restaurant”. There’s no fixed location, no consistent dates held, no single head chef. Instead, each event takes place in a secret location around the city of Toronto with some of the world’s best chefs.

Earlier on January 15th I had spoken about the Charlie’s Burgers brand in my class and a number of my students signed up to get their names on the list for upcoming events (which is why Stalteri tracked me down on LinkedIn). If you want to attend an event, you must first head to their website www.charliesburgers.ca where you will be greeted with an image of a single, mysterious door. Click the door to reveal the following prompt: “enter your email address and we’ll get back to you”. A survey will arrive in your inbox with questions to get to know you better and then you’ll be added to the notifica-tion list. Each event sells out in 5-7 minutes – clearly he’s doing something right.

Stalteri kindly agreed to speak to my class about his unique approach to building the Charlie’s Burgers brand. In his guest lecture he shared some of the lessons he’s learned in the last seven years of hosting Charlie’s Bur-gers events. Below are three universal lessons about building a strong brand that can be applied in the graph-ic arts industry.

Lesson #1: You can’t be everything to everyone, but you can be something special to a specific group of people.

This is such an important reminder about the power of catering to a niche market. Understand your core group of customers – what they like, what they dislike, and ultimately why they work with you (quality product, excellent customer service, ideal location, unique pro-cesses, etc.). If you try to do it all and be everything to everyone, you risk diluting your brand to the point where you won’t be anything to anyone. Figure out your unique group of customers, learn all that you can about them, and make every decision with them in mind.

Lesson #2: Media attention is one thing, but if you can’t back it up with honesty, authenticity, and quality, it will be gone soon after.

Charlie’s Burgers received a lot of publicity because of their unconventional name. Stalteri will be the first to admit that their name is a bit “out there” (it was created on a whim), but it has served them well. You can hire the best PR and marketing people in the world to increase your brand’s awareness and grow your business, but if you can’t live up to the expectations established through your marketing efforts, you will never truly have a strong brand. Branding is ultimately formed in the

minds of consumers when they experience your product or service and it matches an expected level established through marketing efforts. If you’re all talk with little substance, you may land that customer once, but they’re not likely to return.

Lesson #3: We’re only as good as our last dinner – the slate is wiped clean every time.

The words “last dinner” could be easily substituted with “printed piece”. Building a strong brand requires consist-ent, high-quality execution. If you’re having trouble maintaining consistent __________ (colour, foil stamp-ing, glue adhesion – you fill in the blank), work backwards to find the root of the problem. Address your most critic-al and most frequently occurring problems first to quickly eradicate most of the issues. This is known as the 80/20 rule (otherwise known as the Pareto Principle or the “law of vital few”), which states that roughly 80% of effects come from 20% of causes. By identifying and eliminating the vital 20%, you will be well on your way to ensuring that every “dinner” is as good as your last.

Ultimately, every decision you make in business and every interaction you have with the outside world shapes your brand, for better or for worse. Intimately understanding your customers and consistently making decisions with them in mind is the foundation of build-ing a strong brand in any industry.

Diana Varma is an Instructor at the School of Graphic Communications Management at Ryerson University and the Owner of ON-SITE First Aid & CPR Training Group, a health & safety company that provides training to the Graphic Arts Industry.


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A tale of three budgets – and your printing business Elliot Schiller

February and March saw new budgets introduced in Qué-bec, Ontario and Ottawa. These budgets, all brought down by Liberal governments, showed a deep contrast in how these provinces and the federal government intend to incentivize manufacturing going forward.

The first budget tabled was in Ontario on February 25, 2016, which did not change corporate income tax rates, but did reduce the Scientific Research and Development (SR&ED) tax credits offered to manufacturing businesses in Ontario. Ontario offers manufacturers two tax credits. First is the Ontario Research and Development Tax Cred-it (ORDTC), a non-refundable tax credit which has been reduced from 4.5% of the value of the SR&ED performed in Ontario down to 3.5%. Likewise, the refundable Ontario Innovation Tax Credit (OITC), formerly repre-senting 10% of the SR&ED performed In Ontario, has now been reduced to 8%. The overall effect on your business will be a decrease of approximately $2,000 for every $100,000 spent on SR&ED.

Conversely, in Québec, the budget handed down on March 18 increased its incentives to corporations manu-facturing in Québec. First, the Small Business Deduction criteria have been modified to recognize qualification for eligibility from more than three full-time employees down to a total of 5,500 hours worked during the tax year (note: there is qualifying fine print), which in essence is less than three employees. Second, Québec has created a deduction for qualifying innovative manufacturing cor-porations (DIC). The purpose is to encourage a qualifying innovative manufacturing corporation to do develop-ment work in Québec, the results of R&D that it will carry out in the province leading to the granting of a patent. DICs will be able to reduce taxable income by an amount equal to a portion of the value of a qualified patented fea-ture that’s integrated into qualified property it sells or rents for the year.

Third, Québec has introduced a refundable tax credit for the integration of information technologies (IT) for small and medium-sized businesses in the primary and manu-facturing sector, with respect to expenditures relating to the supply of a qualified management software package. The tax credit is equal to 20% of expenditures relating to an IT integration contract for which Investissement Qué-bec has issued a certificate.

FEDERAL BUDGET INCENTIVESOn March 22, the federal Liberal government introduced

its Budget 2016. As this was the first budget after a federal election, many of the elements included in the budget came as no surprise to taxpayers, as they were election campaign promises (i.e. the end of income splitting, return to age 65 for receiving old-age benefits, child tax credit changes, etc.). With respect to how the government intend-ed to keep its commitment to grow the economy and stimulate job growth, the budget also provides incentives.

First, it increases funding to the National Research Coun-cil (NRC) IRAP program, a program we’ve written about in this column many times, and to which we devoted an entire column (see the March 2014 issue). IRAP provides funds to help your business innovate products and pro-cesses. However, to put this budget amount into perspective, this funding is more than 50% less than what Joe Oliver proposed ($110 million) in the last Harper government budget, Budget 2015.

Starting in 2017-2018, the budget provides $800 million over four years to support innovation networks and clus-ters as part of what it refers to as the Innovation Agenda, about which the government promises we will soon begin to learn more.

As expected, there is also funding for investing in clean technology. Beginning in 2016-2017, there will be over $130 million over five years to support clean technology research, development and demonstration activities. There is also a provision of $62.5 million over two years starting in 2016-2017 to the NRC to support the deploy-ment for alternative transportation fuels.

START DOCUMENTING PROJECTS NOWOver the next few months, we’ll begin to get a much clear-er picture of how to apply for and receive these available funds. If you think you have a project that’s innovative in any area of manufacturing, product or process improve-ment, or have a clean technology project that would be eligible for funding support, now is the time to profes-sionally document the project to take advantage of these new funding opportunities.

Elliot Schiller is a Director at Toronto’s Teeger Schiller Inc., a company that specializes in obtaining government funding. His clients receive over $5 million annually to support their ongoing business innovation. E-mail [email protected], visit www.FundingHelp.ca or phone 1-888-816-0222 Ext. 102.


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People and eventsRYERSON RYETAGA STUDENTS WIN – AGAIN

Toronto’s Ryerson University RyeTAGA (Ryerson Technical Asso-ciation of the Graphic Arts) Student Chapter has won the Hel-mut Kipphan Student Publication Award and TAGA Conference Attendee's Choice Award. The Hel-mut Kipphan Award and Cup is presented to the school that has produced a student publication that excels in technical content, print quality and design. This is

the third consecutive year and fifth time RyeTAGA stu-dents have won. The competition was held March 20 to 23 in Memphis, TN. Diondra Filicetti won the Harvey Levenson Undergraduate Student Paper Award for Methods to Calculate the Number of Reproducible Spot Colours for Different Printing Processes. Faculty Student Advisor on the projects was Instructor was Scott Mill-ward. The Harvey Levenson Undergraduate Student Paper Award is presented to the undergraduate student author of the best student research paper. The Atten-dees’ Choice Award is given to the school that received the most votes from all conference attendees.

CANON ANNOUNCES EXECUTIVE APPOINTMENTSToyo Kuwamura is now Senior VP and GM, Business Imaging Solutions Group, and Yoshinori Shimono joins Canon as Senior VP of Finance and Accounting. Kuwa-mura joined Canon in 1980. He’ll also retain his current position as President and CEO of Canon Solutions Amer-ica. Shimono joined Canon in 1985 and most recently was GM of Finance and Accounting, Image Communica-tions Products Operations. He’ll also assume the position of President of Canon Financial Services. Earli-er this year, Canon U.S.A. also promoted Kazuhiko Sasahara to VP and GM of Logistics, and promoted Tet-suhiro Minamide to President of Canon Information and Imaging Solutions, as well as to its North American, Service Business and R&D and Manufacturing Boards of Group Management, Canon Americas.

FREE EPICOMM WEBINAR: INCREASING DIRECT-MAIL ROI

Epicomm will present a free webinar How to Dramatically Increase ROI by Adding Value to Your Existing Direct Mail

Pieces, on Wednesday, April 20 at 2 pm (EDT). Attendees will gain a deeper understanding of the information and insights available as you run data through postal pro-cessing software, learn how to produce more effective mail pieces, and gain knowledge of tools that deliver visibility and more effective management of post-mail-ing processes (thus optimizing efficiency). Epicomm offers its members a program of free webinars on a var-

iety of industry management, sales, and postal/mailing topics. All programs are recorded and available in its member resource library. For more information please visit www.epicomm.org/events/webinars.

DSCOOP TO EXPLORE INNOVATIONS IN BUSINESS PROMOTIONThe 11th Annual Dscoop (Digital Solutions Cooperative) Confer-ence will be held in San Antonio, TX April 14-16. Dscoop is the lar-gest digital users group in Canada and the U.S. and is made up of HP graphic technology customers. A key topic of discussion will be innovative ways to promote print and marketing services in today’s multi-channel world. Dscoop Diamond Partner Mind-FireInc will be at the conference to share some unique ways it’s promoting its business by leveraging social media. MindFireInc has some interesting answers that can be applied to any business for immediate effect, said Dscoop. The company will be just one of over 80 part-ners participating in the solutions showcase. For more information please visit www.dscoopsanantonio.org.

RYERSON’S ANNUAL GCM JOB FAIR A RESOUNDING SUCCESSRyerson University’s annual School of Graphic Communications Man-agement (GCM) Job Fair is an opportunity for employers to net-work and interview students seeking summer internships or full-time careers in the printing industry. This year’s five-hour speed-networking event took place at the Mattamy Ath-letic Centre in downtown Toronto on March 22 and attracted over 300 participants. The total number of companies registered was 69, with 75 GCM graduating students and 130 interns interviewed. Grads participated in the first two-hour session, followed by dinner, before the evening concluded with another two-hour session for intern interviews. Interns are normally looking for full-time work (40 hours per week) from May to August. The graduation requirement is 420 hours of work. However, most students are interested in working for the duration of the summer. The average pay usually varies from $14 to $18 per hour.

OPIA GOLF TOURNAMENT SET FOR JUNE 15The Ontario Printing & Imaging Association’s annual Southwestern Ontario Golf Tournament takes place Wednesday, June 15 at a new location – the Rockway Golf Club in Kitchener, Ontario. Lunch will be served from 11:50 am to 12:45 pm, with first tee-off at 1 pm and dinner at 6:45 pm. To register, please e-mail Sue Bryant at [email protected], phone (905) 602-4441 or fax (905) 602-9798.

Diondra Filicetti (in white, holding cup) with Ryerson University’s winning RyeTAGA students.

Some 75 Ryerson GCM grads participated in the Job Fair.


New productsAGFA GRAPHICS LAUNCHES 4-UP AVALON N4-30 PLATESETTER

Agfa Graphics’ latest addition to its line of thermal platesetter systems is the Avalon N4-30. The new model for the 4-up CtP market comes in three speed options (E, S and XT). The fastest version (XT) produces up to 33 plates per hour. The imaging technology is based on the proven fibre-coupled LD (laser diode) recording head from the

Avalon N8-24 series, resulting in higher output speed and better image quality. All Avalon N4-30 models reduce power consumption thanks to their automatic Eco Mode in idle time. Like all Avalon models, the N4-30 seamlessly integrates with Agfa Graphics’ PDF-based Apogee workflow to provide high-quality automated plate production control for 4-up printing, supported by system services from Agfa Graphics. The Avalon N4-30 system comes with manual load or single-/multi-cas-sette autoloaders. It images plates from 324 mm x 330 mm to 830 mm x 660 mm. Inline press punching is optional. Agfa Graphics Canada is located in Missis-sauga, Ontario.

KONICA MINOLTA RELEASES BIZHUB PRO 1100The OEM’s new light-production Monochrome Print System with a rated output of 100 ppm and high-performance image capture, is aimed at central in-house printing facilities, external print-for-pay services and vertical markets – including legal, education and

government. The bizhub Pro 1100 operation panel has been unified with bizhub colour production print machines to improve operability and usability, resulting in new workflow options including adoption of Job Cen-tro/Color Centro that pairs job management and workflow with the colour production products (includ-ing job ticketing editing functions for colour machines). Its standard dual-colour scanner provides high-speed, simultaneous double-sided colour scanning up to 180-ppm. Improved image quality, more stable production and reduction of disparities in quality between different machines is another key feature.

CANON EXPANDS IMAGEPROGRAF PRO SERIES The four new large format inkjet printers include the 11-colour plus Chroma Optimizer 44” imagePrograf Pro-4000 and 24” imagePrograf Pro-2000 aimed at the fine art and photographic markets. Also added are the 8-col-our, 60” imagePrograf Pro-6000S and 44” imagePrograf Pro-4000S – two “affordably priced models to create eye-catching posters and vivid displays for the production signage industry.” The Pro-4000 and Pro-2000 “ensure a

level of stunning Canon image quality from input to output, known as Crystal-fidelity,” said the OEM. The 11-colour plus Chroma Optimizer ink system allows for increased colour gamut, reduced bronzing, improved scratch resist-ance, greater image clarity, gloss uniformity, excellent shadow repro-duction and increased black optical density. The series features a wider printhead (1.28”) with anti-clogging technology, which reduces cleaning cycles and prevents wasted ink. A Multifunction Roll System comes standard in the 60”, 8-colour model and is an option for the 44” and 24” mod-els. The system intelligently sends a job to the correct media, automating the entire process. The roll can also act as a take-up unit with bi-directional rewind.

MIMAKI UNVEILS UJV55-320 UV WIDE FORMAT INKJETMimaki’s new 3.2-metre roll-to-roll inkjet printer for backlit and other signage uses UV-curable inks cured with a low-energy LED light array so jobs exit the printer dry and ready for further processing. It has speeds up to 110 m2/h and resolu-tions up to 1200 dpi. It also features cyan, magenta, yellow, black, white, light cyan and light magenta inks that can be config-ured in a 4-colour mode or 6-colour set plus white. Light cyan and light magenta inks reduce grainy appearance in light colours and ensure smoother gradations. Its three-layer colour-white-colour printing is especially suitable for window graphics and backlit day or night signage. Automatic detection of nozzle faults facilitates uninterrupted printing.

ROLAND DG LAUNCHES TRUEVIS VG-640/540 WIDE FORMATThe TrueVIS VG-640/540 64” and 54” wide format, eco-solvent inkjet printer/cutters produce indoor and outdoor advertising, vehicle graph-ics, banners, posters and displays, labels and decals, packaging proto-types, apparel heat transfers and more. They’re equipped with four newly developed Roland DG FlexFire printheads that control the metallic plate attached to the ink chamber for a higher firing frequency. The printheads also deliver precision droplet placement in three sizes, and an approximately 25% wider print pass compared to previ-ous Roland DG models. The combination delivers “stunning fine details and vibrant colours” at a produc-tion speed of 10.6 m2 per hour in High Quality mode on vinyl, and up to 34.8 m2 per hour on banner in Dual CMYK ink configuration.

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Canada-Ontario Job Grant- $10,000 per employee Bonny Koabel, CPA, CGA

If you are a printing or graphic company looking to spend money on training requirements in the next year, the Canada-Ontario Job Grant (COJG) is a program you need to know about. The COJG is a $192 million annual grant fund available until 2020 aimed at assisting com-panies with paying for employee training. This includes vendor training on graphic software and accounting/ERP software, third-party forklift and WHMIS training, quality system training and sales training. The COJG’s goals are to increase the skill level of Canada’s workforce and help Canadian companies to become more globally competitive.

WHAT TYPES OF TRAINING WILL THE COJG FUNDING COVER?• College or university courses• School board courses• Union-based training courses• Vendor product courses• Industry related training ie. forklift or WHMIS

training• Fees charged by training providers• Mandatory student fees• Textbooks, software and other required materi-

als for all approved courses• Examination fees

HOW MUCH IS THE COJG FUNDING?The funding is very generous and is up to $10,000 per employee. The funding depends on the number of employees within your company.

(A) Funding for Less than 50 EmployeesCOJG covers 66% of the training costs to a maximum of $10,000 per employee. For example if a company spent $15,000 in training an employee, they would receive the maximum training Grant amount of $10,000. Of the 33% in training fees paid by the company, half of this money must be in cash, with the remainder being in-kind wages paid to the employee while they are taking the training.

(B) Funding for More than 50 EmployeesCOJG covers 66% of the training costs to a maximum of $10,000 per employee. For example if a company spent $15,000 in training an employee, they would receive the maximum training Grant amount of $10,000 per employ-ee. The company is responsible for paying 33% of the training fees.

WHEN DOES MY COMPANY RECEIVE THE COJG FUNDING?Proof of payment needs to be provided to the government

in order to receive reimbursement for the training costs. It takes at least six weeks to receive your training COJG funding from the date proof of payment is submitted.

WHEN SHOULD I APPLY FOR THE COJG?In order to answer this question, we need to understand more about the federal grants in Canada.

(1) A grant is a limited amount of funding that must be approved before any expenditures are made. If you apply for the COJG when training is in process, or after you complete the training, your company will be ineligible to receive the grant. You need to apply for the COJG and get it approved before the training starts.

(2) Once the COJG funds are given out for the year, even if your company qualifies for the funding you will not be able to get funding. For instance your company applies for funding for HR courses at a local college which are taking place in four months. While your company met all of the COJG criteria, all of the COJG funds were given out for the government’s current fiscal year, and your com-pany will not receive any funding for training. Your company will need to wait until the following year to apply for funding.

(3) The COJG opens at the start of the Government fiscal year which is April 1st, and ends March 31 of the following year. It is recommended your company apply for all required training for the government’s current fiscal year as soon as possible to ensure funding.

HOW DO I APPLY FOR THE COJG?The COJG application can be found on the Ministry of Colleges, Universities and Training website:

https://www.eoss.tcu.gov.on.ca/COJG_Online/home.htm?lang=en

Once the COJG application form is completed you sub-mit it online. Someone from the government will be in touch with you. When the government representative comes to visit they will review the application and ask for any additional details they need. The approval deci-sion will be made within a few weeks of your meeting with the government representative.

Bonny Koabel CPA, CGA is President of AKR Consulting Canada a Mississauga, ON fi rm specializing in Government Grants, Subsidies, Tax Credits, Refunds and Rebates since 2003.


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Editing copy – simple risks may be the biggest Nadine Evans

Editing is hardly a sexy topic, but it’s one of the most important skills any marketer can utilize today. When marketers produce – whether content, messaging, pro-motional pieces or swag – our creativity is front and center. That means our mistakes are at the forefront, and subsequently, very easy to spot.

We’ve all heard the stories of how something as small as a typo in a telephone number leads potential customers to an X rated telephone line. Or 50,000 beautifully print-ed pieces have the wrong email address. Mistakes like this not only make us and our companies look bad, but they are extremely costly.

Nothing can undermine a message like a typo. Or sever-al. No matter how brilliant our copy or creative our promotional products, when we forget to diligently proofread, we look like idiots. And the problem with marketers is that because we often produce so much copy, we are guaranteed to have at least one typo hiding somewhere.

Here are three easy steps that can effortlessly be added to your copy writing process.

1. Find a good second eye. Offices are full of people who can edit. Usually accountants or engineers are often not writers themselves, but are excel-lent at picking out typos. Find one of these people and be very nice to them. For the price of a latte, you’ll get ROI in spades. If you work alone, have your partner, friend, neighbour, or older child view it.

If there is absolutely no one to edit, you’ll need to be the final eye. Leave the material for at least 30 minutes, then review line by line.

2. Remember the usual suspects. There are cer-tain words that are almost always used incorrectly. We can promise you, you’ll almost

never use “loose”, but that word is nearly always seen instead of “lose”. The biggest culprits? “Your” vs. “you’re” or “it’s” vs. “its”. “Your” and “its” are possessive. “You’re” means “you are”, “it’s” means “it is”. Another popular one? “Their”, “they’re” or “there”. “Their” is possessive. “They’re” means “they are”, and “there” almost always refers to a position (unless in the case of “there, there, little one,” which has no business being a part of your marketing copy).

A general rule of thumb is to assume you will likely make one of these incredibly common errors, and always review these words. Or, the case of “it’s”, always use “it is”.

3. Test. As a young marketer, this was one of the best pieces of advice I ever received, and it came from our inhouse legal counsel. Always physic-ally test the information on the content you are publishing. When reproducing a telephone number, dial it yourself. Never print an email address without typing it into your address bar and sending. Test the URL by opening a brows-er and copying and pasting the address into it.

Build this into your process, so that every time you’re publishing, you test. You will avoid spending thousands of dollars on reprints and maybe even save your job.

In today’s digital marketing landscape, where inbound generation and content rule the headlines, these simple editing rules are more important than ever. Putting these practices in place can save you both in dollars and reputation.

Nadine Evans is the co-founder and CEO of the Canadian Association of Marketing Professionals (canadianmarketer.ca). Before founding CAMP, she spent 15 years leading corporate marketing teams. She holds a Bachelor’s degree in Marketing.


STRE$$ Sid Karmazyn

“Adopting the right attitude can convert a negative stress into a positive one.”

“It’s not stress that kills us, it is our reaction to it.”

- Dr. Hans Selye

Dr. Selye was a pioneering Canadian endocrinologist who conducted important scientific work on the response of organisms to stress. That’s something most business owners learn about very early. In business there are always stresses: trying to accomplish more with less or very little, trying to reason with the unreasonable, trying to shape positive behaviour, and meet goals and deadlines. There is a never-ending con-veyor of stressors thrown at humans daily, and particularly, upon those of us who are responsible for the well-being of others.

I’ve found in business that the wise use of information can provide tremendous relief from stress. No one I know particularly enjoys the tedium of record keeping, but the information gleaned from the humble compila-tion of numbers can tell a story if you care to look. Numbers in business are simply the graphic representa-tion of the efforts of everyone who makes your enterprise run. Those numbers, when accurately com-piled, are like a sheet of music to a maestro. Used correctly, the images on paper can be translated into a symphony. That’s the first step in reducing stress in business: listen to the music.

The next step, particularly now, is to engineer your busi-ness. I used to think about engineers as problem solvers, but that’s only part of what they do. For the most part, they break things! They stress components to determine breaking points, so the user won’t be surprised when a gasket blows. Wouldn’t it be nice to know how far you can stretch your business resources before it implodes? I think that would be good information.

By way of example, and something particularly timely, is the stress test of your business’ ability to handle debt. This is a key decision that needs to be addressed on an ongoing basis during the lifecycle of every business. Let’s say, for example, that interest rates are 2% per

annum, and that you want to buy a home for $1,000,000. It will cost you $20,000 per year in interest. That doesn’t sound like a lot, and is probably manageable. You may decide that you can carry that amount of debt, but that’s not really the question you should be asking yourself. The real question is: ‘can you afford that house for $1,000,000?’ You may be able to carry the debt, but when put under stress you may not be able to afford that house. If the rate of interest rises 1%, will you be able to generate the cash flow needed to carry the debt? What if it rises 2%? Now you have to evaluate whether to go vari-able or fix the rate at something you can afford, thereby reducing your risk and related stress. Now your powers of analysis and decision making are key to your econom-ic survival and living happily in your million dollar home.

Look at your business. You need to evaluate three num-bers: sales, margin, and fixed costs. With those three numbers you can determine the break even level of sales you need to survive, and you can experiment with the factors which will impact on your ability to grow suc-cessfully. With three numbers you can make better decisions concerning the long term economic viability of your business. With three numbers you can evaluate what you need to accomplish to ensure you have the necessary resources to endure and prosper in your industry. Then as you look deeper, you gain more insight and you can make informed, better decisions. A lot of business owners are too busy paying the bills to pay much attention to these basics and fly by the seat of their pants. That’s OK if day-to-day survival is enough for you, but it won’t help you to sail the uncertain seas of commerce. Better decisions happen when made free of stress, based on the objective evaluation of good infor-mation. Your business should not be a drag on your life; use those few numbers to put wind in your sail$!

Your wealth warrior, Sid Karmazyn, is an accountant, author and speaker. Your questions and comments are welcomed. 905-771-3813 or [email protected]


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Crafting your personal brand Joanne Gore

When I graduated as a graphic designer, the road to employment was pretty straightforward:

• Put a resumé together (and, in my case, a portfolio)

• Check the local papers and industry publica-tions for jobs

• Provide references (if you make it that far)• Wait for the phone to ring

Today, it’s not quite so “cut and dry”. And whether you are a recent graduate, the victim of a re-organization, re-entering the workforce, or simply looking to move up the corporate ladder, the process…and rules…have changed.

Yes, you still need a resumé.

But everything else? Well let’s just say, “We’re not in Kan-sas anymore!”

Today, if you’re not paying attention to your personal brand, if you’re not feeding and growing your network, you will end up starved for options.

I’ve worked both the agency and client sides, and con-sulted for years before joining Avanti. I bring a unique perspective having survived - and thrived - despite being a casualty of the dot-com era and a number of mergers and acquisitions.

Here are some tips and lessons learned, culled over dec-ades of being bounced around throughout my professional journey:

CRAFT YOUR PERSONAL “ELEVATOR PITCH”It should be possible to deliver the summary of “what do you do?” in the time-span of an elevator ride, approxi-mately thirty seconds to two minutes. For example, mine is: I help B2B companies develop successful inbound lead generation and conversion programs.

CRAFT YOUR STORYOnce you have your pitch nailed, you can expand your story and tailor it to a variety of channels including your resumé, your social media profiles, your cover letter, your website, your business card, etc. Focus on the bene-fits you bring to the table; don’t rehash your job duties and responsibilities. What type of impact did you have? Why should they hire you? What are you passionate about? That should shine through no matter what, par-ticularly if you are a recent graduate with little or no previous work history in your desired field.

GROW YOUR NETWORK…AND YOUR BRANDFirst and foremost, if you don’t have a LinkedIn profile, create one. LinkedIn is great at “nudging” you in areas that could improve your profile. Join groups, attend workshops, become a member of your local business chapter (ie: toastmasters), lead a workshop, volunteer, become a mentor, etc. The more you put yourself out there, the more connections you will make. And the more your network grows. Connect with industry lead-

ers (but please…no cyberstalking!) Reconnect with old colleagues, or professors, or even former bosses. Write a blog, comment in groups, submit articles to industry newsletters and publications. Live your brand. And don’t forget to tune into #printchat weekly, where like-mind-ed industry folks drop the competition shield for about an hour, and share insights and ideas with each other.

GOOGLE YOURSELFI don’t know any company that doesn’t do at least a cur-sory glance of someone’s social media profile before hiring them. What happens when you enter your name in the search bar? Is it really you showing up in the results? Is it easy to find the actual you or are you using a “handle” (ie: @seekingajob). Is there anything that comes up that you wouldn’t want your mother…or your boss…to see? Keep your business and personal “personal-ities” clearly defined. If you live your life on social media, this might prove a bit of a challenge…but it is definitely worth the time spent.

REPUTATIONNobody wants to be mistaken for someone else, particu-larly if that someone else has a nefarious reputation. This is most important when you are actively seeking work, regardless whether it’s as a consultant or an employee. There are some great tools out there that help you gauge your personal online reputation and how to improve it. Do some research and spend the time ensur-ing that folks seeking you out can find you – and that the you they’re finding is the one you want them to find!

Remember, destiny is not a matter of chance, it’s a matter of choice - William Jennings Bryan

Joanne Gore is the Director of Marketing for Avanti and has over twenty years of B2B marketing and communications experience. Joanne is a marketing geekett e by day, a fi tness instructor by night, and a mom 24-7. Follow her on Twitt er: @joannegore121.

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