Article prepared by C. Clint Bolte, C. Clint Bolte & Associates, Chambersburg, Pennsylvania. For additional information please call 717-263-5768, fax 717-263-8945, or e-mail to clint@clintbolte.com.

DMIA Solutions

Security Products Highlighted

Gathering on the outskirts of Atlanta in Kennesaw, Georgia May 16-19, 85 print manufacturers and suppliers of the Document Management Industries Association (DMIA) networked and heard presentations on leading edge systems, solutions, and supplies to better serve their independent distributor market place. While the some 1,200 DMIA distributor members were not in attendance, they represent approximately $4 billion in business to these manufacturers. These distributors, as professed forms and systems specialists, purchase forms, information flow design services, advertising specialties, and commercial printing to name but a few of the products and services they offer to their clientele.

In addition to the topical presentations, the attendees heard a brief synopsis from each of the conference’s twenty supplier sponsors. Several new product introductions or enhancements were highlighted even before the more traditional Graph Expo ’03 unveiling.

Mr. Ivan Verheye, President of Strobbe’s North American operation, described its soon-to-be released GapFinder™ software. This solution offers rotary forms printers an automated workflow tool to address specific press plate cylinder gap demands. It analyzes each job for gap requirements and takes the necessary steps to assure press compatibility without any operator intervention. The software automatically processes the customer’s file through step and repeat assembly, gap repositioning or split gap imaging, and then the final imaging for register, scan marks, and plate identification. Concluding successful Beta testing during the last six months at three different US plants, the product will be commercially released in the next thirty days. The investment will range from $15 - $60 thousand depending upon the modular buildup.

First PrintTalk Implementation

DMIA and a consortium of distributor software and major manufacturers have contracted with SWORD Microsystems to utilize the standards purported by PrintTalk™ in develop a best practices implementation guide for adopting electronic business processes between suppliers, printers, and distributors throughout the print industry. Initially concentrating on communicating business information, this first phase focus will be (1) exact repeat order, (2) order acknowledgement, (3) shipping acknowledgement, and (4) invoice. Begun this April, the initial phase of the project is targeted to be delivered in late July, 2003. This will be one the first extensive implementation of PrintTalk.

With the easy accessibility of inexpensive, color scanners, printers, and copiers, the bad guys have flourished at counterfeiting value documents. These are defined, according to Tom Jay, Vice President of SICPA Securink Corporation (sicpa.com), “As any security document, other than banknotes, printed by the various printing processes available today.”

At the same time the use of this advanced desktop technology by large and small entities in producing proprietary value documents for legitimate purposes has presented an extraordinary marketing opportunity for manufacturers and distributors to help make these documents more secure. No single defensive element accomplishes that daunting task. Rather an integrated protection approach involving design, printing technique, security ink, and security paper helps to discourage this fraudulent activity.

Mr. Jay gave a tutorial on the latest state-of-the-art integrated security features and new technologies to include (1) design pantographs (VOID comes up when copied), (2) “smart” paper with embedded taggants (DNA markers in the stock) and unique machine-readable identifiers, and (3) inks that can be color shifting with temperature gradients (thermochromic), fugitive inks reacting to solvent and even water, and toner adhesion ink coating spot applied to at-risk areas such as the signature line or MICR line of a check or gift certificate. He observed that the more valuable the document, like money orders, the more frequent the overall product security features should be changed even as often as every 3-4 years.

Harry Gersey, President of Secured Document Systems (protectedimages.com), described their security system including multi-frequency VOID pantograph images, offset thermochromic inks, and digitally generated fine-line borders & background. Primarily directed at smaller volume applications, printers can license these patented products and system.

All of these security suppliers offer marketing support to their printer clients in both selling the products as well as to understand the idiosyncrasies in production.

Watermarks are favorably acknowledged in the hierarchy of security papers; however, custom watermarks are quite expensive due to their large minimum order quantities. Bill Powers, Marketing Manager for Appleton Papers (appletonideas.com), introduced their five new “limited watermark” papers that can be purchased in as low a quantity as 2,000 pounds. Ironically one of these, entitled CBSI Cheque Papers, is APACS Certified (Association for Payment Clearing Services) and therefore qualifies the printer to compete for these jobs. Mr. Powers added, “Our security products are only released to authorized printers who must show proof of orders. They are also required to follow strict guidelines in storing and handling raw materials and finished goods.”

Guy Spinelli of e.Paper Company (ewebpaper.com) expects, “Within five years 50% of all carbonless forms will be produced digitally.” His highly specialized paper manufacturing company has annual capacity of only 28,000 tons of this digital carbonless paper. The firm guarantees that their stock will not damage any toner-based digital print engine. “No other product can make this claim,” concluded Spinelli.

The Marketing Manager for MeadWestvaco Papers Group, Aaron Godnai, described the attributes of their digital press compatible MeadWare product line, which is not sapphire treated (chemical coating). He suggested, “The drawbacks to sapphire-treated papers include limited shelf life of 6-8 months, not archival as it yellows due to chemical treatment, and more easily scuffed during finishing.” He added that his firm will custom print swatch books for their clients.

Integrated Labels & Cards

Laser printing, direct mail, and the marketing use of data base management are pushing the creative design and use of short run, integrated labels and cards. David Steidinger, President of equipment manufacturer Tamarack (tamarackproducts.com) and Tom Yeager, Sales & Marketing Executive for Strata-Tac (stratatac.com), the manufacturers of film that run through the Tamarack, discussed and passed out examples of these products. Magnets, window decals, drug-testing forms with bottle labels were three innovative applications.

“Converting paper forms to electronic and/or Internet forms” has been the mission of Kansas City-based software vendor Amgraf (amgraf.com) according to President Frank Garner. Their modular offerings include OneForm™ Designer, MECCA 2000 for prepress composition, and on-line ordering for an investment ranging from $7,500 to the full package of $50,000. No “filler” license fees are charged in using the e-forms.

During the well-attended Plant Managers’ Roundtable, concern was expressed for the universally increasing workers’ compensation insurance costs. Premium fees are based upon (1) the rate for each job and (2) the experience factor for each job rating. Since printing jobs are either factory or clerical and the factory positions are the more expensive rated, make sure that prepress, sales, and management are not rated as factory. Other recommendations to reduce the last three years’ experience rating were to close out lingering cases and challenge the recommendations on pending cases.

In discussing better ways for manufacturers to market to distributors, it was suggested that the printers attend the two conferences, EXPLOR and BFMA (bfma.org), to gather marketing intelligence as many distributors attend these as well.

As the first day motivational keynoter, Charlie Ferrell spoke of the essential people that work for you and with you. He concluded, “You will be promoted and fired by the people that work for you. Your boss simply brings you the news.”

Jeff Hayzlett, a veteran in the graphic arts industry and featured speaker, highlighted key rules for top management; (1) ask sales what you can do to help them do a better job, (2) search for potential rainmakers, (3) chart (measure) progress, (4) involve everyone and share the corporate financial results with all employees, (5) reward good behavior, confront bad, (6) fire people, and (7) treat suppliers as customers.

DMIA is the corporate amalgamation of IBFA and IADT. Veteran printers came to the American home of Heidelberg, who hosted a plant tour the last morning, to network with industry colleagues and learn. And they were not disappointed.

Article prepared by C. Clint Bolte, C. Clint Bolte & Associates, Chambersburg, Pennsylvania. For additional information please call 717-263-5768, fax 717-263-8945, or e-mail to clint@clintbolte.com.