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SECRETS OF SAVVY PRINTERS
book and commercial printers
Learn About The SECRETS
OF SAVVY PRINTERS In These
Great Articles:
Glover Printing: Taking Care of Business . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Ideal Printers: Customer Focused Service . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Newmark Print: Digital and Eco-Friendly . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
TGI Digital Drives the Business . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
The Segerdahl Group: Differentiation with a Cross-Media Focus. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Glover Printing:
Taking Care of Business
Glover Printing got its start in 1953 in a Raleigh garage. In
the 1960s, the company moved into a basement location.
According to Brian Goldberg, Glover Printing’s Operations
Manager, “It wasn’t exactly glamorous.” In 1976, the
company finally moved into its own building... and the
organization has been evolving ever since. Today, Glover
is a marketing services organization that provides its client
base with:
• State-of-the-art design and prepress
• Variable data 1:1 marketing communications
• Web-to-print services
• Marketing campaign management
•D
igital and offset production for everything from
small booklets to large sheets
• UV printing on plastics
• Full bindery and finishing capabilities
• Warehousing and inventory tracking
• A customized inventory management system
According to Goldberg, “One of our key investments in
digital print is the Océ VarioPrint® 6250 with an in-line
booklet maker. Glover does a tremendous amount of short-
“One of our key investments in digital print
is the Océ VarioPrint 6250 with an in-line
booklet maker.”
– Brian Goldberg, Operations Manager, Glover Printing
run book production, and this high-speed monochrome
duplex printer is a good answer for profitable markets like
digital book printing. Documentation and training materials
for large manufacturers are critical applications for us. We
are printing content on-demand or in shorter, more frequent
runs. This reduces manufacturers’ inventory and keeps
content current for our clients.”
Initially, Glover was running its book production on a 40"
Speedmaster 2 Color Perfector. The company then moved
books with run lengths of 500 to 2,000 and page counts of
48 to 128 to the Océ VarioPrint 6250. Goldberg noted,
“The movement to digital production with in-line finishing
was so productive that we eliminated a complete shift of
operations from the Heidelberg press. Digital also meets
our clients’ expectations for quality. The halftones on book
covers and the small text sizes for compliance information
are outstanding.”
Glover also produces a line of the miniature pharmaceutical
inserts. The pharmaceutical industry requires substantial
administrative and quality assurance programs that
exceed normal commercial graphic arts practices. Goldberg
stated, “The Océ VarioPrint 6250 meets their stringent
quality requirements.”
The Océ VarioPrint 6250 is part of the Océ VarioPrint 6000
Ultra, Ultra TP and MICR Lines – the most productive
digital perfecting system in their class. Based on Océ Gemini
Instant Duplex technology, this duplex printer series takes
monochrome speed to new heights. With ultra-fast speed
and benchmark reliability, print professionals can take on
more jobs and turn them around faster, enter profitable new
markets like digital book printing, expand services and do
more with less. All while reducing costs and environmental
impact. The result is a win-win proposition that delivers
business stimulus benefits, expands opportunities, and
optimizes resources and investment protection.
3
customers, so managing inventory and warehousing efficiently
is increasingly important,”says Vaughn.
The Ideal Printers kitting application requires multiple
substrates and forms. The Océ VarioPrint 6160 Ultra
platform offers multiple input drawers, so each substrate can
be pulled on demand without operator intervention. Now
Ideal Printers can collate, print, stitch, add documents, and
pull white or color card stock for each individual set.
Ideal Printers:
Customer Focused Service
Real-World Partnership for Mission
Critical Jobs
As one of the largest digital printers in Houston with
customers around the world, Ideal Printers takes product
selection seriously. Uptime and print quality are critical when
running mission critical healthcare and manufacturing jobs,
but technology is only part of the equation. Larry Vaughn,
President of Ideal Printers, says, “We look for a partner that’s
going to be able to expand with us and teach us.”
Ideal Printers handles real-world situations daily – customers
arrive in the morning with jobs to run now, not jobs they
want tested for a week – and that same approach is used when
evaluating prospective equipment. In addition to vendor
relationship and company outlook, they request that test
prints be turned around the same day and diligently followup on support references. Vaughn says, “You’re going to have
some kind of issue but as long as you’ve got good service
behind it, that speaks a lot to me.”
Dependability Backed by the Best Service
Buying good equipment and keeping it operational helps
determine bottom-line profit or loss. Vaughn says, “The
performance has been very good and it’s been easy for my
operators. It’s been such a good machine we bought two more.
We’ll be running all three machines twenty four hours a day.”
A common theme among technology vendors selected by
Ideal Printers is equipment dependability, Vaughn says, “But
Océ by far has the best service.”
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That service team recently went to work helping Ideal Printers
address a client’s need for automated kitting. “As with many
industries today, our clients are trying to run more efficiently.
Inventory obsolescence and waste are critical issues for our
Daily orders can vary from as few as 100 kits to as many as
2,000. Depending on the request, each multi-page document
ranges from eight to 16 pages, and each kit can have from
six to nine different components, including specific forms
and tabs. Each customized kit prints fully assembled and
on-demand so there’s no warehousing of pre-printed shells.
Clients can also easily edit information or make changes to
kits without creating obsolete inventory.
Confidence and Increased Customer Value
With integrated Océ PRISMA® workflow and inline kitting,
the Océ VarioPrint 6160 Ultra system reduces labor on every
order – Vaughn estimates 15 percent savings after the first
year – and enables faster turn-around.
Stellar dependability and service have led Ideal Printers to
purchase three Océ VarioPrint 6160 Ultra printers, an Océ
VarioPrint 2110, an Océ VarioStream® 7550 continuous feed
press and most recently a Canon imagePRESS® C7010VP
for delivering full-color, cut sheet solutions to graphic arts
customers. Vaughn describes the Océ equipment: “They run
like little sewing machines. They’re just constantly running
and we don’t have a lot of issues.”
Although Océ service team members are often onsite at Ideal
Printers, it’s rarely due to a service call. “We see the service men just
showing up to check on us,” says Vaughn, “but it’s very rare that
we have to make service calls. “Vaughn says it’s the Océ service
team being proactive – delivering operator training to ensure the
equipment is fully utilized and partnering with Ideal Printers
on real-world opportunities to
succeed with digital printing.
“The end-to-end Océ solution reduces labor on
every order – we estimate 15 percent savings after
the first year – and enables faster turnaround.”
– Larry Vaughn, President, Ideal Printers
Newmark Print:
Digital and Eco-Friendly
Newmark Print is one of the premier full-service commercial
printers in the Denver area, providing turnkey corporate
printing, mail, distribution, and digital media services. Its
services include one- through four-color sheet-fed printing;
specialty substrate printing; one- through four-color digital
offset and variable data printing; and sophisticated prepress,
bindery, kitting, direct mail, and fulfilment. Founder and
President Aquiles LaGrave stated, “In 2006, I moved an old
banged-up press into a garage in Denver. My dream at the
time stretched no further than putting in a full day’s labor,
and was borne out of my love for the printed word and ink
pressing onto paper. Today, Newmark Print is a solutionsdriven digital offset imaging and mailing services company
in the Rocky Mountains region. Running two shifts daily,
our employees oversee an operation that has over 250 years of
shared experience. We run work on our five digital presses,
fulfilling tens of thousands of orders and mailing tens of
millions of pieces yearly as far afield as Asia, or as close to
home as your own mailbox.”
CEO Jim Albany noted, “We have always been a digital shop.
We service a myriad of industries and handle extensive direct
mail campaigns, newsletters, and label work. In addition,
about 25% of our business comes from being a trade printer.
We work with other providers to supplement their digital
capabilities. We leverage the Océ VarioPrint 4000 for our
black & white work. It has been a real workhorse for us. We
also have a Canon imagePRESS C7010VP from Océ for
digital color work.”
The environment is very important to Newmark. LaGrave
explained, “The commercial lithographic printing on
traditional offset presses is an incredibly wasteful and dirty
process, regardless of the types of ink you use. Whether it
be during set-up, clean-up, or imaging, traditional offset
presses waste incredible amounts of paper, chemical solvents,
and energy before the first deliverable sheet is even printed.
This means that traditional offset outputs ‘Volatile Organic
Compounds’ (the stuff responsible for global warming)
at rates exponentially higher than that of new offset
technologies. This was a driver for our focus on using
digital technologies.”
CEO Jim Albany reported, “Instead of a traditional offset
press, Newmark chose to invest in print engines that are a
quantum leap ahead of older technologies in terms of quality
and direct environmental impact. Our state-of-the-art
digital printing technology offers offset quality while
increasing energy efficiency, dramatically cutting down on
waste, and eliminating the chemical baths associated with
traditional offset.”
Beyond that, most if not all of Newmark’s paper stock comes
from non-bleached, post-consumer recycled paper and/or
from renewable resources produced on farms as close to its
warehouse as possible. The company refuses to use paper
from any company that does not comply with the highest
standards of clean air and water or aim to create a truly
sustainable product.
Albany concluded by saying, “In the end, engaging in
sustainable business practices are not about buzzwords,
marketing, or image. It’s about creating a world where we
work to first limit, then eliminate the negative ways in which
we impact it and reduce the strains we place upon our natural
resources. This is why we do it, and why we invite you to
engage in a conversation with us about the steps we are taking
to help that future become a reality.”
5
TGI Digital
Drives the Business
For more than 30 years, TGI
(formerly Today’s Graphics) has
been providing superior marketing
and support services to the
Philadelphia region. President
Jack Glacken notes, “Although
much has changed around us,
some things remain the same. We
Jack Glacken
President, TGI Digital
embrace new ideas, technologies,
and equipment to help our clients stay ahead of their
competitors, locally and globally.”
Glacken was one of the earliest TGI employees,
persistently working his way through the company from
Proofreader in 1977 to President in 1983. Along the way,
he learned the finer points of marketing and graphic
arts by taking a spin in many different roles. The mixed
experience empowered Jack with the skill set to expertly
lead the company through three industry revolutions,
several financial recessions, and a corporate merger in
1994. Jack is now driving a major brand overhaul for
TGI. This important and timely initiative is designed
to communicate TGI’s unique combination of varied
capabilities plus strategic consultative support. Jack
considers this to be a rare one-two punch that traditional
printers don’t deliver but that many companies
desperately need.
Digital Delivers ROI
TGI started out as a type house, but
Glacken saw the dramatic effect that
desktop publishing was having on the
market in the mid-1980s. Computers were
getting faster all the time, allowing for
more graphics-intensive procedures to be performed on the
“desktop” by designers. TGI got into PostScript, added a
color scanner and an IRIS printer, and began offering color
separation and retouching services.
6
When high-speed digital production printing products were
introduced to the market, Jack saw digital color as the next
major opportunity for TGI. In 1994, he merged his business
with Rick and Scott Elfreth. Their experience in the printing
industry armed the organization with the skills needed
to expertly lead the company into becoming a marketing
services organization. The initial focus of the organization
was a focus on selling short-run color. TGI’s clients didn’t
believe it possible to affordably produce 500 prints with
rapid turnaround. The firm has made a natural evolution
from being an expert provider of short-run digital color to
Web-enabled marketing supply chain optimization and
cross-media communications.
Most recently, TGI established a new facility in Greensboro –
a turnkey printing and fulfillment operation to support
a large financial services client. To maximize efficiencies,
TGI created an automated system with a Web-to-print
ordering system, two presses, and just three full-time
employees to expertly handle most clients’ marketing support
service needs.
Digital Brings it to the Bottom Line
Reflecting back on the transition in his business, Jack stated,
“Digital print was the cornerstone for letting TGI catapult
into new market opportunities. While we experienced the
ups and downs associated with the last recession, TGI has
grown from a $2.8 million type house to a 60-person,
$10 million revenue-generating market leader. Today, TGI
delivers creative integrated marketing support services to
Fortune 500 leaders like Honeywell, Navistar International,
Bristol-Myers Squibb, and Lincoln Financial using
traditional print media as well as the very latest multimedia
technologies. Digital is and will continue to be the future of
our industry.”
The Segerdahl Group: Differentiation
with a Cross-Media Focus
Established in 1982 as a typesetting
firm, The Segerdahl Group has evolved
into a marketing logistics provider in
step with the ever-changing marketing
needs of its customers. With The
Segerdahl Group, the entire campaign
management process is handled
Bob Radzis
under one roof. The firm helps clients
Chief Customer Officer
execute all aspects of their marketing
campaigns, whether they are print, web, or mobile. The
Segerdahl Group serves as a strategic partner to its customers,
opening unique channels of communication and elevating
messaging to a new level of impact. Consistent messaging
across multiple channels increases the likelihood of a positive
response. The Segerdahl Group’s one-stop execution makes
integrated marketing fast, easy, and effective.
The Segerdahl Group was an early innovator with digital
print. In 1995, The Segerdahl Group invested in its first
Agfa Chromapress (serial number 13). While some early
investors of digital color struggled with market development,
The Segerdahl Group was profitable within 6 months of the
installation. A year later, the company purchased a second unit.
Since then The Segerdahl Group expanded its digital printing
capabilities by moving to HP Indigo technology, and adding
offset capabilities as well as some large format capabilities.
Most recently, The Segerdahl Group invested in a Canon
imagePRESS C7010VP. Bob Radzis, Chief Customer Officer
of The Segerdahl Group, explains, “We have a number
of clients where we provide web-to-print services for their
distribution networks. This means small order quantities over
the web. The unique ‘saddle press’ inline booklet-making
technology on the Canon imagePRESS C7010VP streamlines
our operations.”
Differentiation Through an Integrated
Campaign Approach
As an early adopter of digital print, The Segerdahl Group
is also a market leader in cross-media services. Radzis
attributes his company’s success to its Integrated Campaign
Management service offering. He notes, “The Segerdahl
Group’s Integrated Campaign Approach (ICA) uses our tools,
technologies, and experiences to help companies develop
marketing campaigns that will perform at their best in all
critical areas. While the market has heard about a number of
(continued on next page)
7
The Segerdahl Group:
Differentiation with a Cross-Media Focus (continued)
B2C cross-media campaigns, the majority of our customers
are B2B. Our ICA approach is focused on helping clients
understand how to build and cultivate their B2B clientele.”
The ICA process starts with insightful customer analysis of
data and enables the client to develop accurately targeted
message strategies, choose the right channels of delivery,
and implement successful trigger-based campaigns. The
ResponseTrack online toolbox allows B2B marketers to
collect valuable, real-time data about prospects to see who is
responding and when.
Radzis states, “We quickly learned that in the B2B space,
analyzing data to drive the initial campaign and then
leveraging our findings to drive follow-on interactions is
critical. We partner with a data analytics firm and bring
that firm into the process. Data analytics has become a key
differentiator for The Segerdahl Group. The objective is to
help the B2B customer identify the most likely prospects,
develop a cross-channel strategy, and ensure that they are
being reached via their preferred channel of communication.
The end result for our clients is more customers and
enhanced loyalty among existing customers.”
Cross-Media Success
According to Radzis, “I believe that our key to success is directly
linked to our data-driven focus. We have learned how to
leverage the customer’s information, continuously optimize it,
and provide iterative improvement. This is the deployment of a
test-and-learn, test-and-learn, test-and-learn philosophy. Today’s
companies are wallowing in data, but to be successful, service
providers need to learn how to combine data with digital color
technology to drive action.”
“We have a number of clients where we provide
web-to-print services for their distribution networks.
This means small order quantities over the web.
The unique ‘saddle press’ inline booklet-making
technology on the Canon imagePRESS C7010VP
streamlines our operations.”
– Bob Radzis, Chief Customer Officer, The Segerdahl Group
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