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September 2016
People Technology Business www.proprint.com.au September 2016 $8.00
FOCUS: TWO SIDES
We believe
in the power
of print.
Lobbying for print
on multiple fronts
Kellie Northwood on the
Why Green & Gold Printing frontline for print industry
integrated digital and
offset with Ricoh.
FOCUS: MIS W2P
Opening the door
to new customers
MIS & W2P delivering beneficial
customer relations for printers
STAR BUSINESS: AVON
New generation as
Avon into new area
Leading finishing house grows
wide format trade printing
ALSO INSIDE...
Comment: Transformation
$8.00 (inc GST)
Comment: Sales downturn
Tech Guide: Digital labels
ProPrint FC 3 mm spine for 56 pages.indd 1 29/08/2016 4:30 pm
EDITOR’S LETTER
WAYNE ROBINSON
Political power
Two Sides Australia has been doing a public agenda, which highlights the shambles it has been this time around
great job highlighting the rort power of politicians. in its great online move, promoted as
instigated by the big banks, telcos and Senator Dastyari's concern is not easier for all. Some people think that
utility suppliers whereby they charge print itself of course, but his concern innovation and online are the same
their customers to receive a printed is completely valid and highlights that thing, and that online is the panacea
bill. Promoted by the corps as an in the new world print has its place. to all our problems, well the Census
environmentally beneficial way to Let's get behind Two Sides in its clearly showed it is not.
pay bills the reality is that those same endeavours. If you are not backing Quite apart from the fiasco of
corporations are netting literally print then who will, because make no August 9 when the website had to be
millions of dollars in extra revenue, taken down under apparently what
and mainly from the people who can Netting literally millions in extra was a schoolboy attack, online data
least afford it - the elderly and the
vulnerable - a distinctly grubby
revenue - a grubby exercise management is a massive issue, and
many of us have serious qualms about
exercise indeed. handing such personal data with our
Now the lobbying is paying off, in mistake print is under attack on names attached to anyone, let alone a
stage one anyway, with Labor many fronts, an often ill-informed government agency. The ABS says it
heavyweight Senator Sam Dastyari attack, but as they say if a lie is is safe, which clearly cannot be true,
getting on board and making some repeated often enough it becomes the if NASA can be hacked then an
strong statements, telling the truth. Check out our feature on Two obscure government site obviously
government that choice is all well and Sides in this issue of ProPrint, and see can be as well.
good but they cannot allow the how you can be involved in one of Paper forms by stark contrast
disenfranchised to be penalised by their trio of important campaigns. cannot be hacked, and will not be
profiteering corporations. And that leads us nicely to that other shut down due to too much traffic -
Having a Senator on board has great star of the online world - the unless of course they are being
meant the message is suddenly on the national Census - and the absolute transported along Parramatta Road.
CONTENTS PROFILE
30-32 Star Business: Avon
2-6 Update Trade finishing house Avon Graphics
The monthly round-up of all the is now entering the wide format
major news from the world of world, and going through a
Australian print generational change
8-10 Monthly debrief FOCUS
Recap of all the major developments
published on proprint.com.au since 24-26 MIS & W2P
the last issue of ProPrint MIS has been though warp speed
improvement, and now with web-
12 Comment: Baden Kirgan to-print shold be a formidable part
Kirgan confronts a print market that of any print business
seems to have virtually stoopped
since the new financial year started 32-33 Print 4.0
At drupa we saw the future and its
14 Comment: Transformation p 32-33 COVER STORY name is Print 4.0, Simon Eccles
Sarah Leo at Openbook Howden unwraps the mega trend
shares the journey the business is 18-19 Integration: Ricoh
going through The Ricoh TotalFlow solutions TECHNOLOGY GUIDE
seamlessly integrates offset
14 Comment: 11th drupa and digital print production 24-26 Digital Label Presses
Romano shares his thoughts on The options for digital label printing
drupa 2016, the 11th he has attended FOCUS: BUSINESS are multiplying along with the
since 1972 opportunities, Proprint checks out
22-23 Two sides and three ten of the best new releases
15 Reader Reaction: Factoring campaigns
Hot topic, following Kirgan's vampire ProPrint talks to Kellie Northwood POSTSCRIPT
attack last month three readers about TSA and the trio of campaigns
share their thoughts on factoring it is now running 50 Print's Past, Diary, Q&A
www.proprint.com.au September 2016 ProPrint 1
Contents.indd 1 29/08/2016 4:38 pm
UPDATE
IVE and PMP achieve differing results
by April Glover
Print giants PMP and IVE have released PMP Australia sales were down by December last year. The net profit after
their annual figures, with PMP taking a $57.6m to $334.6m from $393m, tax was up by a strong 117.5 per cent to
dive in print sales, while IVE exceeded although some $25m of that was due to $20.9m from $9.6m last year.
forecasts across the board. a major customer buying its own paper. Pro-forma revenue was up strongly, by
The country’s biggest printer PMP had It also included a major contract loss at 13.2 per cent to $382m over last year’s
its new $77m distribution contract with $13m, the final end of the Directories $337.4m. Pro-forma earnings before
Bauer Media to thank for keeping its business at $8m, the $6m Dick Smith interest, tax, depreciation and amortisa-
sales figure at the same level as last year. bad debt. Australian EBIT was down tion (EBITDA) and pro-forma revenue
However the print giant saw its $1.6m. Griffin Press was hit with lower were also above prospectus forecast.
2015/16 profit all but wiped out by the heatset sales and higher costs although The company’s pro-forma EBITDA of
Dick Smith collapse and the termina- it says these were mainly offset by $42.8m was 38.7 per cent above pro-
tion of an old bond, Dick Smith cost the tighter cost controls. Griffin will be an forma EBITDA of $30.9m in FY2015.
company around $4m, the end of the entirely digital business from 2017 on Its customer base expanded by 12 per
bond $4m, eliminating its $8m profit the back of its $3.2m a year lease deal for cent over the year, with the Group now
from last year, and giving the business a HP web and sheetfed printers. providing services to some 2260 clients,
razor thin margin of $185,000. Distribution business Gordon & Gotch the biggest of which represents four per
The company described FY16 as saw sales rise strongly to $345.8m, up by cent of revenue, with the top 20 respon-
‘another year of patchy markets’ and a quarter with the revenues from Bauer sible for 32 per cent of total revenue.
said there had been a ‘higher than nor- offsetting lower sales from existing cus- The company says its high cash genera-
mal level of customer disruption / churn tomers as magazines circulations con- tion reflects its strong operating perfor-
of contracts’. Patchy year: PMP CEO tinue to fall. EBIT was down by 22 per mance with a continued focus on
Sales revenue was up by half a per cent Peter George (top) cent falling by $700,000 to $2.3m on working capital. Executive chairman
to $816m with total revenue up by a the impact of those lower sales. Geoff Selig told ProPrint, “The results
third of a per cent to $820m. EBIT Continued evolution: In contrast, in its first public results are pleasing, and are through a combi-
excluding significant items was down IVE exec chairman report, Blue Star parent IVE revealed it nation of factors, reflecting the contin-
by 11 per cent or $3.1m to $23.2m while Geoff Selig has achieved an increase against fore- ued evolution of the group.”
EBIT including significant items was casts across the board, with profits, IVE does not provide segmented fig-
down by 46 per cent to $11m. EBITDA sales and customer numbers all on the ures but Selig told ProPrint, “The Blue
at $51.2m was down by $6.9m with the rise, and all up against forecast figures. Star division is a good business, it is
decline coming from PMP Australia and The IVE after tax profit at $20.9m was market leader in most of its areas, and
PMP New Zealand, which was partially proforma 2.9 per cent above its prospec- w ill continue to receive strong
offset by lower corporate costs. tus forecast, given when it listed in investment.”
MADE AN IMPRESSION
OOH EARNINGS
The out of home advertising
industry continues to surge,
up 18 per cent on last year
HANNANPRINT
Wins job to print new 250,000
run David J0nes glossy mag
LOTSA PRINT
There are plenty of distressed
print business sales, but up-for-
sale Lotsa Print is in rude health
UPS & DOWNS
THE PRINTCENTRE
Directors under fire as company
closes without warning, staff
arrive to locked gates
NATIONAL CENSUS The muggles at Griffin Press produced the latest Harry Potter blockbuster in the usual top secret conditions,
Online shambles as paper-free with books under heavy security during the printing and dispatch. Harry Potter and the Cursed Child was
Census teeters on edge not actually a novel, and not actually written by JK Rowling, it was the script of a stage play based on the
following big night fiasco teenage magician’s adventures, but that did not stop fans engaging in a buying frenzy the night it went on
sale, the first three days saw some 170,000 copies fly out of the door of the nation’s grateful booksellers.
Griffin Press is in the middle of a transition to digital print production, with the first tranche of a multi-
million dollar HP web and sheetfed investment through Currie Group to be commissioned on September 7.
2 ProPrint September 2016 www.proprint.com.au
Update-NEWS.indd 2 30/08/2016 4:16 pm
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UPDATE
PRINT BY NUMBERS
Census disaster highlights power of print
$1.85m by April Glover
The country’s first online census - which
cut out millions of copies from the print
The asking price for Peter
Martin’s FNQ print business run - has proved an unmitigated disas-
Lotsa Printing p6 ter, with the website crashing and
remaining offline while the majority of
14%
people were trying to upload their
details.
Thanks to the website fail - which is
variously being blamed on international
hackers or public overload - only two
The out-of-home (OOH) million of the estimated 10 million
industry’s July revenue increase online forms were completed on census
compared to the previous year night, and what was suppposed to be a
p8 triumph of online technology has Debacle: online census incident, with 14.5 million forms –
turned into a national debacle. form printed by IPMG - completed. This time
250,000
The ABS is blaming an overseas around only around a third of that num-
attack, while the government minister ber were produced – printed by Print
responsible is flatly contradicting this Media Group, distributed by IVE - with
and blaming an overloaded system. If it some 10 million forms set to be filled in
is a hack it highlights the serious con- online, which did not happen. At least
The print run of the new David cerns expressed by many Australians half a million Aussies that did not
Jones quarterly magazine about online data breaches, which of receive a paper form have already
printed by Hannanprint p9 course are not possible with paper cen- requested one, with that figure now set
28%
sus forms which have served the census to skyrocket.
since 1911. Kellie Northwood from lobby groups
In the latest development, the Keep Me Posted and Two Sides Australia
Australian Privacy Commissioner has says, “Paper should have been the pri-
weighed in, commencing an investiga- mary media, with an opt-in for online.
tion into the ABS and the census, aimed We lobby for whatever is easier for the
The jump in packaging giant
at ensuring personal data is being consumer.
Orora’s full year revenue p10
protected. “Clearly paper census forms are eas-
$2.8m
The last census in 2011 used print as ier on every level, as last night conclu-
its only form, and passed off without sively proved.”
The amount 3D printer Aurora
Labs raised through IPO before
Fuji Xerox opens new Perth print hub
listing on the ASX p10
by April Glover
26.8%
Fuji Xerox Australia is spreading its
print tendrils further across the country
with the opening of a new print centre
in Western Australia, and revealed
plans to open two more shops in another
The jump in readership 4X4 two locations.
magazine has experienced, The supplier giant’s print centre –
according to Roy Morgan p10 called Luminate – marks part of a com-
pany rebrand of its existing PrintWorks
30
businesses in WA.
Fuji Xerox says the print hub will pro-
vide document management, print and
copy services firstly to students at Edith
Cowan University (ECU) in Perth.
The age of Star Business, Promotional material rolled out for Luminate: rebrand of “ECU and Fuji Xerox have come to an
Avon Graphics p32 the service states, “Luminate by Fuji Fuji Xerox print hubs agreement that student printing prices
Xerox facilitates creation, whether that’s will massively reduce from the com-
4.0
through print or something else entirely. mencement of Semester 2.”
Luminate’s services are the gateway to The cutthroat price drop has seen a
design, fresh thinking and document 50-page colour thesis that would nor-
production.” mally cost $45 reduced to $11.
The Fuji Xerox branded centre at one The Fuji Xerox parent company also
Print 4.0 was pronounced as of Western Australia’s biggest universi- owns its separate print division called
one of the ‘mega trends’ at ties represents a partnership between Fuji Xerox Document Management
drupa p30 the supplier and the school. Solutions (FXDMS), an operation that
In an internal communication sent Go to proprint.com.au competes in an open market – often
out to students, the university stated, for news as it happens against Fuji Xerox customers.
4 ProPrint September 2016 www.proprint.com.au
Update-NEWS.indd 4 29/08/2016 5:00 pm
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UPDATE
Victorian industry suffers buffeting in Aug Print director quits to
become policeman
by April Glover
The Victorian print industry has been Hi-Mark describes itself as five decade
buffeted for the past month with a suc- old family-owned and run print and
cession of businesses large and small design business specialising in bro-
being forced to close their doors. chures, stationary and promotional
Highest profile collapse is large for- material printing.
mat trade outfit PrintCentre. It shut The Williamstown business collapsed
down operations and left its employees into liquidation with Roger Grant and
in the dark, they turned up for work as Shane Deane from Dye & Co appointed
usual on the Monday morning only to John Doyle, to wind it up. Craig Mulligan: printer turned policeman
find the doors padlocked and no sign of Printcentre Dandenong South based digital
diretcors John Doyle or Darren Soppi. printer Pax Printers also collapsed into Queensland print identity Craig
Disgruntled employees told ProPrint liquidation under mounting debt owed Mulligan has stepped down from his
The Printcentre owner Darren Soppi by the business. role as joint director of GT Print to pur-
had been on stress leave for some time The 35 year old printer was taken over sue a career as a policeman.
before semi-retired co-owner John by new owners in recent years and Mulligan was managing director of
Doyle returned to patch up a ‘failing’ according to LinkedIn, is currently GT Print for six years before departing
company. headed up by managing director Alan the company, leaving the print dream
Soppi and Doyle have not contacted Stewart. It provided digital, offset and behind to chase the police vocation.
their employees since Grant Thornton large format printing services to the A spokesperson from GT Print told
entered the building – leaving its Darren Soppi, Dandenong South area. ProPrint Mulligan left the business for a
twenty-strong workforce mystified. Printcentre The Pax customer list was bought by ‘change of scenery’ after his established
ProPrint understands that super has Steven Todisco’s Affinity Printing. career in the print industry.
not been paid to employees for some Michael Wu’s On Demand and GT Print is now headed by Mulligan’s
time – with some employees allegedly Longbeach Printing business are also in co-director Graham Hart who has been
owed a backlog of entitlements. liquidation, with the on again off again with the business since its inception in
The Printcentre moved into its saga at Longbeach now at an end and 1990.
Melbourne facility in March last year, the business set to close. Wu only bought The Sunshine Coast based printer has
after pulling production including its the business from longtime owner Josh since shortened its name from GT
Onset printer out of Sydney. de Groot in January, and his son John de Printing Services Australia to simply GT
Alsio falling over is Melbourne com- Groot has been general manager ever Print following Mulligan’s departure.
mercial printer, Hi-Mark Press which is Michael Wu, since. installed. Wu’s other Victorian Mulligan was an essential cog in the
in liquidation after 50 years in the print Longbeach and business, On Demand, which he bought GT Print wheel during his tenure, which
industry. On Demand from administration in November last encompassed a move to Maroochydore.
Tassie printer Pearce
leaves PIAA Board
Martin to sell Lotsa after 21 years
by April Glover
Far North Queensland printer Lotsa
Printing is on the market after long-
time owner Peter Martin looks to pack
up his inks and retire after 21 years in
the industry.
Martin is aiming to sell the business
for $1.85m. It boasts a workforce of 33,
and a suite of pre-press, offset, digital,
Craig Pearce: resigned from PIAA Board wide format, and finishing equipment.
Tasmanian PIAA Board member Craig Lotsa operates two main production
Pearce put forward his immediate resig- plants - one in Port Douglas which
nation to the Association after the focuses on digital and offset, and a sig- Lotsa Printing: on sale going,” Martin explains to ProPrint.
demands of his print business Flying nage facility in sunny Cairns. as Peter Martin retires “The strength of the business is
Colours forced his retirement. Martin says the possibility of a sale relentless. We have a loyal client base
Pe a r c e , w h o w a s a p p o i nt e d and subsequent retirement has been on and the presses are ready to start pump-
Association Secretary to the PIAA last the cards for six months. ing out the work immediately.”
year, says his resignation comes as Lotsa has carved out a strong niche in Martin also says a major perk for any
Flying Colours faces increased growth, its region over the years. “The key to the potential buyer is Lotsa’s strong ISO cer-
demanding his full attention as manag- businesses success is delivery speed tification, coupled with the printer’s
ing director. with local supply and not from down accomplishment as the first print busi-
“While I accepted the appointments south, Lotsa is very well known in the ness in the world to achieve 100 per cent
with relish, the reality of balancing the area,” says Martin. on its six-monthly audit certificate ear-
demands of my business and the com- The veteran printer moved from lier this year.
mitment to the industry has proven too Sydney to Far North Queensland some “Lotsa Printing is furious on colour
great,” says Pearce. 25 years ago, and says the print industry and quality, and the support network of
“I am faced with focusing on the very in regional Queensland is tight, helped the industry in regional Queensland is a
real growth opportunities at Flying by the ironclad support of the locals. major asset for any buyer,” adds Martin.
Colours or allowing my love of the “Regional Queensland is full of locals Martin asks that interested parties
industry to dictate the success of my supporting locals, and the spirit of the Go to proprint.com.au contact Richard Rasmussen of agent
business.” industry will keep Lotsa Printing for news as it happens Ascent Partners on 0402 021 101.
6 ProPrint September 2016 www.proprint.com.au
Update-NEWS.indd 6 29/08/2016 5:00 pm
UPDATE
JULY - AUGUST TIMELINE
29 july 04 august
Monthly debrief REAL ESTATE
SIGNAGE GOING
DIGITAL
The high turnover
industry for printed
Recapping the major 27 july real estate signage
developments since your has been disrupted
$6.1m
VISTAPRINT PARENT TRIALS PRINTER by a major shift to
last issue. Stories are CO-OPERATION electronic signboards
breaking every day at Web to print giant Cimpress – the parent
of Vistaprint – has a new tool in beta
as Aussie realty
agencies demand
www.proprint.com.au testing, Cimpress Open, which could deliver digital advertising.
OPUS SELLS CACTUS TO OOH! FOR huge benefits to other print businesses. Touch screen
$6.1M If successful Cimpress Open will enable digital displays are
Opus has sold its outdoor media printer printers to embed the entire Vistaprint replacing many
Cactus Imaging to out of home giant oOh! product range within their own websites paper board signs for
Media for $6.1m and will concentrate and apps. It will also enable speciality major Australian real
entirely on its publishing division. Cactus is printers to sell their own products through estate outfits such
one of the largest if not the largest outdoor the Vistaprint website, opening up a as Ray White and
printer in the country. It saw an 18 per massive new market for most printers. LJ Hooker in a bid
4 august cent boost in sales in the 2015 financial Cimpress Open is in the early stages of beta to keep pace with
year. It runs both HP Scitex and Fujifilm testing, which is expected to continue well technology trends.
WW20_ProPrint-Cover_160726_vC08.pdf 1 26/07/2016 5:03 pm
grand format printers. Brendon Cook, CEO into next year. The twin track of enabling
August 2016
of oOh! says classic printers to sell Vistaprint products directly
print-based out of from their own websites and enabling
People Technology Business www.proprint.com.au August 2016 $8.00 home advertising is printers to sell their products through the
20YEARS 20YEARS 20YEARS 20YEARS
an integral part of Vistaprint website comes as part of the
20YEARS 20YEARS 20YEARS 20YEARS 20YEARS
the sector. new strategy.
20YEARS 20YEARS 20YEARS 20YEARS
20YEARS 20YEARS 20YEARS 20YEARS 20YEARS
20YEARS 20YEARS 20YEARS 20YEARS
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20YEARS 20YEARS 20YEARS 20YEARS 20YEARS 01 august
20YEARS 20YEARS 20YEARS 20YEARS
20YEARS 20YEARS 20YEARS 20YEARS 20YEARS OOH INDUSTRY REVENUE SKYROCKETS
Celebrating 20 Years Out-of-home (OOH) industry figures
servicing the print industry
20YEARS 20YEARS
28 july are maintaining consecutive surges in
Beware the
Vampires
Factoring companies
Star Business:
Minuteman
Melbourne franchisee
Focus: Digital
Label print
ProPrint looks at the
revenue after its July earnings trumped
bad news for shows how to grow in pros and cons of digital
WALL NEW VISUAL CONNECTIONS the previous year’s by 14 per cent. Net
$8.00 (inc GST)
printers: Kirgan tough times label printing
ProPrint FC template new V2.indd 1 2/08/2016 1:15 pm
PRESIDENT revenue for OOH in the month of July
John Wall, president hit a resounding target of $57.2m, a
and director significant jump from the same period last
of Roland DG year’s $50m. Year-to-date earnings for
It has been Australia is the new the booming industry reached $418.5m,
a rewarding president of Visual
Connections, the
tracking up by 18 per cent from last year’s
$354m. Whilst static print media maintains
year and I major suppliers’ its place as the highest earning category
would like to association. He was formerly vice president
and succeeds Bottcher CEO Mitch Mulligan,
against digital, electronic billboard revenue
managed to make up 37.8 per cent, a 13 per
thank my under a planned move agreed when cent increase from last year. The figures
fellow Board commercial print suppliers association
GAMAA and wide format suppliers group
are on track to smash last year’s record
breaking total revenue of $677.8m, which
members for Visual Industries merged a year ago. bulldozed 2014’s yearly revenue by almost
their hard Outgoing president Mulligan says, “It has
been a rewarding year and I would like
$100m. Category breakdowns see roadside
billboards delivering majority revenue for
work to thank my fellow Board members for the month at $21.8m, followed by street
their hard work. We are proud that Visual furniture, taxis, bus and tram externals
Connections has united major suppliers at $17.1m. Several of the OOH industry’s
across the print, graphic and signage biggest players are gearing up for a stellar
industries and continued to contribute 2016 with multiple acquisitions.
to the sustainability of the industry.”
Incoming president Wall is looking forward
to taking on the role and for the year
News happens every day at ahead. He says, “What a great first year
proprint.com.au for Visual Connections. I am proud to take
the helm at this juncture and to further the
Sign up for our free daily news bulletin. work of the association.”
Registered users get access to premium
content
8 ProPrint September 2016 www.proprint.com.au
Debrief.indd 8 29/08/2016 3:54 pmUPDATE
15 august
09 august BJ BALL TO BUY WEST GRAPHICS
BJ Ball is acquiring West Australian graphics
distributor West Graphics Print Supplies,
in a move that will propel the paper giant
News Corp into the Perth inks and consumables
booked market. The deal comes into effect late
August, and will see the paper merchant 17 august
US$684m offer distribution to the WA market
for its total PRINT STINGS NEWS CORP EARNINGS through West Graphics of the Huber Group PERTH NEWSPAPER PRINTER GOES
fourth The newspaper industry is the thorn in range of inks, and a suite of coatings, UNDER
News Corp’s side after its global earnings varnishes, press chemistry, blankets and Western Australian newspaper printer
quarter were pushed down 28 per cent by print other specialty products. BJ Ball says the Sun City Publishing has closed its doors
global publishing, despite best efforts to revive acquisition will drive increased technical and appointed liquidators, following a
earnings, a the declining sector. News Corp booked support and sales across its operations in domino effect of print publishing collapses
28 per cent US$684m for its total fourth quarter global
earnings, a 28 per cent plunge compared
Australia – which now includes Perth and
wider WA. It also makes BJ Ball a complete
across the country. Sun City Publishing,
which is based in Yanchep, WA published
plunge to US$945m the prior year. Its overall national distributor. The value of the two local newspapers The Sun City
compared advertising revenue also dropped by five acquisition has not been disclosed, and it News and Yanchep Times, and offered
to US$945m per cent, which the group attributes to is unknown whether West Graphics will graphic design and printing services to
‘weakness in the print advertising market’. leave its facility in Osborne Park, WA. the region. Its mastheads were published
the prior A breakdown of figures saw the Murdoch fortnightly to the local Yanchep region on
year empire’s news operations swing a loss of the coast of Perth, and it also operated
almost US$400m from US$603 to US$213m online news websites. Liquidators from
in the full financial year, while its saving Mackay Goodwin were appointed to Sun
grace digital real estate earnings jumped City Publishing, and calls to its Yanchep
from US$201m to US$344m. “While global location are going unanswered. The
print ad trends remain challenging at our business had been advertised for sale in
News and Information Services segment, July for $220,000.
we are continuing aggressive growth.”
16 august
The world is moving
HANNANPRINT ROLLS OUT NEW DJS
forward, and for print MAGAZINE JONES
businesses standing still A new quarterly magazine for David Jones
printed by IPMG-owned Hannanprint
is simply not an option has rolled out across the country, with
08 august a print run rivalling the highest read
10 august fashion mags in Australia. Hannanprint
CIVIC MEDIA PRINT PARTNER FOR won the David Jones mag contract in May
BRISBANE BULLETS EFI BOSS APPLAUDS ONLINE following a short tender process held by
Brisbane digital printer Civic Media has EFI CEO Guy Gecht publisher Medium Rare, and has finalised
entered into a partnership with Australian says the rapid printing of the first edition. The 180-page
National Basketball League (NBL) team the move to the online magazine, which is titled Jones, has a
Brisbane Bullets as its official print partner. world represents print run of 250,000, with copies mailed
Civic Media specialises in producing banner good news for through direct mail firm Adsend to select
mesh, shade cloth, vehicle graphics, print business customers and David Jones stores across
banners, billboards, building wrap and POS owners, who can the country. Its print run more than triples
signage, and has already printed signage use digital print to exploit a myriad of Australia’s highest read fashion magazine
at the Bullets’ training base and banners new opportunities. Speaking to ProPrint Marie Claire’s monthly circulation which
for club events. The partnership is also as part of a round of global media phone sits at around 80,000. A large portion
being consummated by a large format calls from California Gecht says that of the issue is set to be distributed
sign sitting at the Royal Queensland Show, printers who recognise the opportunity through David Jones’ 40 Aussie stores as
known as the Ekka this year. “We believe and move with the times can provide a gift with purchase, and the rest sold
the Brisbane Bullets’ new look and core a compelling service to the market. He over the counter in-store and through
values of Respect, Inspire and Family align says, “The rapid move to the online world newsagents for $9.95. Jones’ inaugural
with our business values,” says Civic Media means printers’ customers are demanding issue also features
managing director Adam Middleton. “Civic short run, personalised, on demand work 71 full pages
Media will not only be providing signage, with no waste and no lead time. Digital of advertising
but also contribute to the family friendly print is perfectly positioned to capitalise from glamorous
feeling at Bullets home games. We are on this, especially in fast growing areas brands such as
excited to be part of the Bullets’ journey such as signage, packaging, textiles and Dior and Gucci.
back to the NBL.” decoration, along with more traditional Hannanprint also
but still growing print areas such as direct prints Woolworths
mail. The world is moving forward, and for Fresh Magazine.
print businesses standing still is simply not
an option.”
www.proprint.com.au September 2016 ProPrint 9
Debrief.indd 9 29/08/2016 3:54 pmUPDATE
AUGUST TIMELINE
18 august
19 august
ORORA BOOSTS REVENUE AND SALES 23 august
DESPITE DEBT GROWTH AEC TO RUN PIAA VOTE
Global packaging giant Orora has booked The Printing Industries Association of PERTH 3D OUTFIT FLOATS ON ASX
a 28 per cent jump for its full year revenue, Australia’s (PIAA) upcoming election Perth-based 3D printer Aurora Labs has
with a net profit of $168m, propelled by US will be coordinated by the Australian successfully floated on the Australian Stock
acquisitions and its land sale in Australia. Electoral Commission (AEC) following a Exchange after raising $2.8m through
The group also posted significant sales lengthy application process. Historically its IPO in an Australian first. Aurora Labs
revenue growth, up 13 per cent from the the association has run its Board elections debuted its first day of trading at 54 cents
same period last year spiking at $3.8bn. internally, and this year will be the first per share, rising strongly by almost 25
After revealing its profitable year, Orora’s time the Board has requested the AEC. per cent to close in the afternoon at 70
shares surged by 10 per cent to an ordinary According to PIAA chief executive Andrew cents. The 3D printing start up managed to
dividend of 5 cents per share, rising by 26.7 Macaulay, the industry body spent the last raise $2.8m since launching its prospectus
per cent. Despite soaring growth from all several months liaising with the AEC after in June, offering 14 million shares at 20
angles, Orora still carries net debt, which applying through WorkChoices in a bid to cents each. Aurora began two years ago
climbed three per cent from $607m to put its elections at ‘arms length’. “Using as a small start-up and is now headed by
$630m for the financial year. Orora chief the AEC for the election in October is part of co-founder and managing director David
executive Nigel Garrard says the group’s the Board’s desire for a new direction with Budge and executive director Nathan
generally strong result was bolstered the association,” says Macaulay. “It shows Henry. The printers it has developed are
by a blend of organic growth, its fierce us as an industry association that operates now at the production stage following an
acquisition model and the sale of its land with transparency as staff and PIAA extended beta testing phase.
in Queensland. “The 2016 financial year members are completely removed from the
saw a continuation of strong execution election process. Any other elections held
of the Orora Way operating model, which by the PIAA will require a reapplication to
delivered higher earnings and cash flows the AEC.”
and increased returns,” says Garrard.
18 august
PRESS SUPPLIERS CREDIT DRUPA TO We are market leader,
STELLAR RESULTS
but we can improve our 24 august
KBA posted The financial results season is upon us,
order and global press suppliers are attributing a market share AUSSIE MAGS SHOW SORRY FIGURES
booming drupa to strong earnings for 2016, Australia’s magazine industry is facing
figures to with sales and orders representing a huge 22 august similar mass circulation drops as
the tune of portion of revenue. Press manufacturers
Heidelberg and Koenig & Bauer Group SPANDEX APPOINTS NEW BOSS
newspapers, with our highest selling
women’s mags crashing to its worst
€352.5m – (KBA) have credited a highly profitable Spandex has appointed ever figures. However Roy Morgan
which it drupa 2016 to their strong results, booking
millions of euros worth of orders from the
former Arlon Graphics
VP David Neidell as
research has found titles with growing
year-on-year circulation tend to be
says only tradeshow. KBA posted order figures to its new Asia Pacific niche market magazines – such as 4WD
represents the tune of €352.5m – which it says only
represents around a third of orders actually
vice president, which
includes running the Australian operation
mag 4x4 Australia with a 26.8 per cent
jump in readership, and food and wine
around a taken at drupa. Its half year revenue from its Sydney base. He replaces former title Selector Magazine which rose by
third of also jumped by 30 per cent to €553.9m.
The press giant says the flow on effect of
boss Alex McLelland who left when the
company – headquartered in Switzerland
48.5 per cent, but their overall numbers
are a fraction of the mass market
orders fulfilling its €639.8m backlog of orders - was bought by a French private equity women’s magazines. Glossy mags such
actually taken at the international tradeshow
will reap significant benefits for future
group. Neidell has moved from Europe to
take on the role at the company which
as Cosmopolitan, Womens Weekly and
Marie Claire circulation figures all sunk
taken at earnings. is Australia’s biggest supplier of vinyl. by significant amounts this year, Cosmo
drupa Commenting on Spandex’s position in
the wide format supplies industry, he
feeling the biggest burn with readership
plunging by 44 per cent in only one year.
says, “We are market leader, but we The Australian Women’s Weekly’s print run
can improve our market share.” He was fell below 400,000 issues per month.
previously vice president international
for Arlon Graphics in Holland, which was
a supplier to Spandex, who he was with
for five years, and spent 13 years as vice
News happens every day at president corporate development at Fellers,
proprint.com.au
which became the biggest vinyl supplier
in the USA.
Sign up for our free daily news bulletin.
Registered users get access to premium
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10 ProPrint September 2016 www.proprint.com.au
Debrief.indd 10 29/08/2016 3:55 pmONLINE UPDATE
THE PROPRINT ONLINE POLL
I prefer paper so I'm
Is it fair for social media
I only happy to pay 4%
businesses to
receive
charge for online LinkedIn
paper bills? bills www.proprint.com.au/LinkedIn
» Members 2,629
10% NOTABLE POSTS:
» Marketing Deconstructed -
Yes, No, it Communications: The Death of the
Traditional/ Digital Divide - Kieran
paper makes May
costs no sense
money 63% Twitter
23% www.twitter.com/proprint
» Followers 3,306
NOTABLE MENTIONS AND RETWEETS
» Ciconi - Fantastic article, simply
proving #print matters. RE: Census
disaster highlights power of print @
proprint
Total votes: 52 » Yvonne Parkinson - Still takes 2-4
days for local letter delivery -funny
that RE: Aus Post spends $100m on
international deal @proprint
Both can Do you
be trusted think Facebook
19% people will www.facebook.com/ProPrintAustralia
» Likes 1,210
Yes 32% always TOP POSTS
» Fuji Xerox opens Luminate in Perth
trust print And they wondered why I went
Both have over with a different brand and not
another Xerox when I replaced my
disadvantages online? machine when they are only down
22% No, online is
the street. They don’t see that there
is any conflict being a supplier and
a competitor! They have undercut
the future me on a number of jobs. - Graham
27% Martindale
» Real estate signage going digital
Total votes: 37 Matt was interviewed today by
ProPrint Magazine about the increase
in digital signage use in the real
Not sure how I would balance it estate industry! Enjoy the read......-
Would you with running a business 12% Aria Digital Signs
ever be
interested in Web comments
becoming a www.proprint.com.au
» The real story is that a huge
PIAA Board number of Australians are CHOOSING
director? I would paper because they intend to submit
the forms without their names on.
consider it No 41% The whole thing has become a farce,
17% a dangerous expensive farce. -
Commenter Scottmac on Census print
run slashed
» I sympathise with the employees,
however I have no sympathy for
Yes 29% suppliers that continue to support
the poison in our industry. Suppliers
need to grow up - Commenter PJE on
Chaos at Printcentre
Total votes: 41 » I am lucky to be in the position
where I can just get rid of customers
who don’t pay on time –Commenter
Get involved. Have your say. Join the debate. Vote now. SeeWhyI’mOkay on Factoring
This week’s poll is up on the proprint.com.au homepage. vampires
www.proprint.com.au September 2016 ProPrint 11
Update - Poll, Social Media.indd 11 29/08/2016 3:58 pmUPDATE COMMENT
Tricky business
Kirgan says you cannot ignore a sales
downturn and hope things turnaround,
better to get out there spruiking new sales
Kirgan confronts a print market that seems to have
virtually stopped since the new financial year started
BADEN KIRGAN And it does not look like it is just years looking for overflow.
Sydney. I do not have any connection to And then the financial year ended
the Melbourne market, but the number and our own sales dropped off a cliff. I
A
re the bad times back? Last of collapses going on down there brings had two to three weeks of the slackest
month I mentioned in passing to mind the tough times of a few years sales I have ever had, coming off three
that there seemed to be a mini- ago, when it seemed like every week months of being the busiest I ever had.
recession going on in our trade, another printer fell over, whether they The doldrums did not worry me – the
at least in the Sydney market. So many were good or bad. time has allowed us to finally get to
people I know seem to be struggling at I cannot complain though, and I kind work on our Xmpie installation. But
the moment, with low sales, slow of feel guilty about that. The year just knowing what I knew about how my
payments and a weird general malaise. done was a record for us, coming off competitors were travelling, I did not
I have seen several businesses that another record in 2015. We had the want to take any chances, so I dusted
have been around for a while slip biggest quarter we have ever had in the off my suit and started doing sales calls.
quietly onto the market. A few have dag end of 2016. I have managed to avoid spruiking
been genuine sales with good books, It was during this busy period that I for new sales for two years now –
but more have been last ditch efforts to started to really notice the decline things have been going well organically
get out before they either have to shut around me. Paper reps would come in and frankly I just did not need to
the doors or call in the receivers. and tell me a lot of other shops were expend the effort. But this weakness in
Some of the owners I have known for struggling, or complain about the lack the market and the disasters in
a long time and could talk frankly to of quotes they were getting. This is Melbourne have got me very nervous
them. For the ones who are jumping nothing new – I have long thought and my new-financial-year resolution is
before they are pushed, there are all the when you are busy and a rep tells you new clients, new sales. If I am right
usual reasons. A bad piece of gear here, everyone else is slow, it is just them about where we are heading, and I
a lost client there, and every once in a trying to flatter a sale out of you. hope I am not, I would advise you all to
while a dodgy partner. But for all of But I keep in good contact with lots do the same.
them the final straw seems to be this of other printers and a lot of them were
downturn that is going on in the very slow. I was getting phone calls Baden Kirgan is managing director
Sydney market. from printers I had not heard from in of Jeffries Printing Services
12 ProPrint September 2016 www.proprint.com.au
Kirgan page.indd 12 29/08/2016 3:59 pmProPrint Jobs Online
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PP September 2016 Job ad.indd 1 29/08/2016 12:08 pmUPDATE COMMENT
Transforming our business
Sarah Leo, general manager at printer Openbook Howden
shares the transformation journey the company has been
through from printer to services provider
SARAH LEO Our market has shifted quite opportunity to remind themselves of
dramatically over the past couple of the fundamentals, learn new ideas and
years, and the pace of change is approaches, and to refocus on the really
“L
ike many companies in the accelerating all the time. It is a constant important things, like communication
graphic communications challenge to manage the practical skills and time management. The
sphere, Openbook Howden aspects of meeting the market, and benefits of the training are also being
is faced with the constant challenge of finding new resources to help us was felt more widely than the student
coping with change. Purposeful the reason we first became involved in cohort itself.
training like that offered through the Future Print. As is so often the case with training,
Future Print Business Transformation We have always been happy to invest we are seeing flow-on benefits for the
Project has become a key part of our in professional development, but whole team. People bring their new
response. Over the years Openbook opportunities for subsidised training ideas and energy back into the business
Howden has seen market demand are rare – so when we found the right and it reminds us all of critical issues –
change dramatically. In response, the kind of training courses, offered by like the need to set aside time to
company has grown into much more quality providers, under the Future properly plan and manage change.
than a print service provider, today Print scheme, we grabbed them with When things are changing so rapidly,
offering a suite of print, design, both hands. In the past, we have everyone is consumed with what is
interactive and e-comms solutions, as focused mainly on reskilling and happening at the coal face – whether
well as stock management, distribution upskilling production staff, but this was that is bringing business through the
and mail services. the perfect opportunity for us to extend door, keeping the figures straight or
This customer-driven progress can that opportunity to our sales and planning production schedules. It is
be challenging to manage successfully, management teams. easy to put off change until another
so accessing the right resources and Already, eight staff have completed day, but in today’s market, that just
training to ensure staff are properly the Sales course and three of the does not cut it.
equipped is a key to success. Leadership cohort are about to You have to make the time to remain
Purposeful training is a key part of graduate. Two more have recently responsive and agile, because if you are
our company’s response and, recently, started the Leadership Management not forging ahead, you are falling
13 sales and management staff course. All have been exceptionally behind. Future Print is right on the
undertook courses with Leadership well received. Even though many of our mark with its focus on helping
Management Australia (LMA), team were already familiar with some businesses assess their performance,
accessed under the Future Print of the material covered, without identify areas that need change and
Business Transformation project. exception they appreciated the providing the training required.”
Thoughts from an eleventh drupa
T
he show is over. The exhibitors have logistics, and, of course, their exhibits. groups for which I made
left the buildings. The pundits have Put a value on the public relations. presentations if any were going to the
chimed in. The drupa 2016 is now Graphic communication media from all show. Most of the hands went up.
history. The every-three-year cycle idea over the world were there — plus analysts The US Print show does not get that level
was quashed and we are back to the four- and consultants and other industry of international attendance. It does not
year cycle. I remember when it was every hangers-on. I attended 31 press get the media attendance. Few exhibitors
five years. So, we will all meet in 2020. conferences, nine briefings, and 12 one- bring their really big iron. And dealing
Well, maybe all of you. I may be 79. on-one meetings. Sure, some of the with McCormick Place personnel is like
Sales statistics were impressive — big smaller exhibitors got lost in the crowd, dealing with the Taliban, even though
orders, big bucks. Every exhibitor sold but the PR exposure was tremendous. I there were negotiations a few years ago to
something. No one does a total, but my was in an exclusive group of six journalists lessen the burden.
guess is that there was over half a billion who had attended 10 or more drupas. Plus, Print comes close to drupa
dollars in business. Add it all up and I think it puts the drupa timewise so many exhibitors feel that they
Add in the cost of just being there. value closer to a billion dollars. have already gotten the exposure from
Dusseldorf hotels jack the price to usurious The billion dollar drupa, if you will. media and major buyers so they downplay
levels. My hotel (Holiday Inn Express) went Why is drupa so big? (Even though it was their presence. Printing shows in China
from 60 Euros to 350 Euros. But AirBnB and smaller than the last one). First, there is its and all of Asia are growing. This will
other websites found lots of less expensive immediate market: Germany and the impact all other international shows,
housing. My hotel was not filled, nor were European Union. Plus Russia and the UK. It including drupa and Print.
many of the others. Exhibitors spent a is a gigantic printing market. When I was All in all, drupa 2016 was a most exciting
fortune on housing, transportation, in Australia, Brazil, and India, I asked the event. I said that about drupa 1972 as well.
14 ProPrint September 2016 www.proprint.com.au
Romano page.indd 14 29/08/2016 4:02 pmCOMMENT UPDATE
reader reaction LEON GETTLER
Would you use a factoring company for
Working websites
your invoicing? If so, why, and if not,
why not?
Sharon Sewell
Director
Varsity Graphics
Leon Gettler says attention to detail will
make your website a winner with customers
“Considering we are a
small business it would
A
be highly unlikely we would use a website can increase sales by There are several questions you
factoring company. We are very lucky giving the business a need to ask when assessing your
that we have systems in place so our presence. By boosting traffic website: Does your website make it
debtors and payments to suppliers to the website, the printer is immediately clear what your
are under control. We find this quite gathering information, generating company does and whom it serves?
important to have a sustainable leads and turning visitors into clients Does your website quickly
business, especially on the Gold and customers. But printers have to communicate your company’s unique
Coast. I feel if a business like ours know how to turn their website into selling proposition? Is it easy for your
needed to use a factoring company an income generator. prospects and customers to find their
we would be on a downward slope.” First, it is important to place way around your website? Does your
contact info and phone number at website back up its claims? Does your
the top, right corner of the page, website explain the additional
Ewen Donaldson where it is expected. Also, make sure resources you can provide to
Managing Director to include your phone number as a prospects and customers? Does your
Vivad HTML, not an image. That way, a website contain lots of offers
mobile user can tap the phone designed to engage prospects and
“We wouldn’t consider number link and launch into a call start sales-winning relationships?
using factoring at immediately. Does your website make it easy for
Vivad. Our business is built on It is important to have a prospects and customers to take the
relationships. Inviting a factoring responsive design that works on next steps in their consideration or
company to a new relationship is like tablet or smart phone. If it does not buying process? Does your website
taking a chaperone on a date. Every work on a mobile device, it is not make it easy to place an order? Are
business relationship is different, but worth having. That might take some there multiple ways for prospective
once you factor you lose the ability to work because it is difficult to create customers to request assistance or
negotiate debtor days with your a single website design that works additional information about your
clients’ debt now the debt is owed by for every device out there. It is not company and its products or
the factor company. For example: plug and play. But it’s important to services? Do you have processes in
let’s say you invoice $100K worth of have it. place to trigger immediate follow-up
work on 30 day terms to a good client If you count your cost in time, to these requests?
of 15 years who always pays on time. responsive design is a little more The search box should be designed
The factoring company gives you expensive. If you count your cost in so that it is different from other
$80,000 straight away. Then for the customers, it is cheaper. With a forms or boxes on the website’s
first time your client has trouble responsive design, you can home page. It should look nothing
getting paid by his client. He knows automatically approach customers like, for example, the newsletter
that it is coming but he has asked an from all kinds of places, on all kinds subscribe box. The bottom line is that
extension of credit. But since you of devices. If you target the desktop site visitors expect to easily find the
have factored this invoice then they user only, you will be focusing on less search box so they are likely to
won’t be negotiating that with you, it than 50 per cent of potential abandon your site if they cannot find
will be with the factoring company.“ customers. So it might cost extra but Company website: it. That means you should highlight
then make a lot more later on. crucial for business the search box prominently on every
webpage. Another good
way to get people to
Anonymous pay more attention to
the search box is to
“I cannot answer the name the button that
question with just 80 begins the search
words, as we have set process something like
up our business to not Search, Find, or Go – or
have many customers over 7-14 days. use an icon such as a
We would not consider a factoring magnifying glass, which
company at all, as the margins are far is clearly recognisable to
too low to use them. We are very visitors. Also make blog
strict with payments and liken it to posts, community
an account customer getting free forum posts, and videos
credit. They cannot buy a Big Mac searchable.
from McDonalds on 30 days’ credit. A website is a
Most print is commodity, as significant investment.
customers keep pushing (price, price, But these days, no
price), so pay up front or at business can afford
collection.” to be without one.
www.proprint.com.au September 2016 ProPrint 15
RR and Comment.indd 15 29/08/2016 4:03 pmUPDATE DOWNTIME
WE WANT YOUR STORIES
Galley Club drupa event
Any special dates coming up?
Are you celebrating any milestones?
Planning an industry function?
Anyone raising money for a charity?
The printing and publishing members’ organisation Galley Club
gathered at Sydney’s Occidental Hotel to hear presentations on If you have something that fits the
the latest trends shown at drupa. bill, please email in to make sure it
gets a write-up on ‘Downtime’.
Email wayne@proprint.com.au
1 or call (02) 9806 9344
2
3
1. Rayne Simpson, Currie Group with Owen
Mostert, HP, Phillip Rennell, Currie Group and
4 Anthony Parnemann, EFI
2. Roy Chen with Jon MacDonald, XOU Creative
3. Carrick Wilkie, Opus Group with David Henley,
Xoum
4. Michael Schultz, SOS Printing
Asian Pulp & Paper journos tour
The world’s biggest papermaker invited leading journalists to
assess its Indonesian operations, April Glover went for ProPrint.
27
1
1. How big! Journalists check out rolls coming of
one of the papermaking machines
2. Aida Greenbury, managing director
Sustainability at APP (centre) hosts April Glover
(fourth from left) and the rest of the reporters
3. Papermaking at APP begins in the lab, with
each seed planted by hand in optimum growing
conditions before going to the nursery and then
37 onto be planted in the forest
4 4. Glover gets a birds eye view of the plantations
16 ProPrint September 2016 www.proprint.com.au
PP Downtime September 2016.indd 16 29/08/2016 4:03 pmYou can also read
