Steve Wenlock, Flexpress’ managing director stated the importance of the installation with the ‘ever-shorter supply’ of skilled staff available. He said, ‘The HT-300 is a perfect example as it enables us to turn what otherwise would have been two individual jobs into one streamlined process whilst gaining productivity as opposed to losing it.

‘We’ve seen immediate improvements in productivity made possible by utilising staff elsewhere in the business and it’s stopped us having to juggle staff, or jobs around to trim books.

‘It frees up valuable staff time to focus on other areas of the business that we’re currently unable to automate.’

Flexpress also has other Horizon equipment with IceLink connectivity and is in the process of rebuilding its internal software systems to maximise the information Ice Link provides to help make more informed decisions.

Mr Wenlock added, ‘In this age, good information drives good decisions, so connected systems give you the power to analyse data more thoroughly and alert you to ways of making improvements.’

The latest investment joins a Horizon StitchLiner MKIII, a Horizon BQ-280 PUR single clamp perfect binder, a Horizon HT-30C three-sided trimmer, a Horizon CRF 362 creaser folder and a Horizon AFC-566 folder.

The post Flexpress installs trimmer to increase automation appeared first on Digital Printer.

With the UK technically in recession after two successive quarters of falling GDP, including a worse-than expected fourth quarter of 2023 as household reined in Christmas expenditure in response to rising retail prices and borrowing costs, it doesn’t seem like the most optimistic time for commercial print, often seen as a bellwether of the economy.

But doom and gloom is very much not on the cards for the UK’s trade print sector, where investment continues and ambitious growth targets are still being set. The positive attitude is perhaps

best exemplified by Where The Trade Buys’ (WTTB) Gary Peeling, who says, ‘Fear can be paralysing for businesses and being afraid can have a knock-on effect on demand and growth.

‘Reacting less and acting more will be our watchwords, going forward; you can’t wait around for bad – or good – fortune, both come and go.’

Richard Campbell, the new MD at Northside Graphics, which runs the TradeDigitalPrint websites for UK and Ireland, sees it as more of the same. ‘The biggest challenge to our business is the same one as it’s always been, the macro environment, which is challenging in both of the markets in which we operate, UK and Ireland,’ he says.

‘Costs are going up and customer expectations also continue to grow. So we are doing what we have always done; keeping a keen eye on pricing to make sure our customers are getting really good value.’

A focus on value and competitive pricing is arguably business as usual for the competitive trade sector, but Tradeprint’s Anthony Rowell alludes to ‘pivotal issues’ affecting both printer and their customers:

‘The rapid development in both automation and digital printing methods demands that companies remain well-informed about technological progress to maintain their market edge. Additionally, ongoing disruptions in supply chains are impacting the availability and cost of essential materials.

‘This is further intensified by increasing environmental issues. The demand for sustainable and eco-credible printing solutions is escalating, driven by both regulatory bodies and consumer preferences. Moreover, there is a shift in customer expectations, with an emphasis on quicker delivery times, bespoke products, and superior quality at competitive rates.’

It’s also the case that the political maxim ‘never waste a good crisis’ applies here. Steve Wenlock at Flexpress notes that ‘every situation presents opportunities, as well as threats, so we just work harder to exploit whatever opportunities may be present’, while Mr Peeling agrees and summarises his call to action thus: ‘Don’t wait for the environment to be perfect, it never is’.

Why go trade?

That sounds like a pretty comprehensive description of the issues facing all printers, so what is the trade printers’ pitch? Do current circumstances merit altering the proposition, or merely strengthen existing reasons for looking outside your own factory to get things printed?

Mr Wenlock feels it bolsters the existing rationale, arguing, ‘Financial pressures and political uncertainty are making a lot of smaller printers ever more cautious about investing in expensive equipment to fulfil occasional orders. It makes far more sense, particularly now, to outsource to a capable and trustworthy trade printer that can produce what you need reliably and cost-effectively.’

Mr Campbell concurs, suggesting that this is already happening: ‘Our sales continue to grow on our trade sites, which indicates where the industry is going in terms of buying habits and the move to online. We see a growing number of printers choosing to use us rather than continue trying to produce the work themselves or get someone locally to produce it.’

An automated Müller Martini binding and trimming line supports book-of-one production at WTTB.

Macauley Hardeman of Route 1 adds, ‘We don’t believe these reasons for using a trade supplier will fundamentally change, although we are seeing an increasing number of partners focusing more on customer-facing aspects of their operations,’ suggesting that at least some printers are prioritising winning business over the act of producing it.

Mr Peeling backs that view too, saying, ‘Trade printers have always provided capabilities, solutions and expertise that would necessitate several years of internal development and significant capital investment for companies to establish [themselves].’ ‘The invaluable expertise we collectively bring to the table is pivotal. Through outsourcing, trade resellers can focus their time and effort on cultivating closer relationships with key customers and identifying project streams that yield optimal margins or demonstrate strong demand,’ he adds.

For Mr Rowell, it’s about understanding customers’ needs and motivations. ‘We recognise that print projects aren’t ‘widgets’– they have meaning and applications and are often an important driver to support our customers growth with a human touch,’ he says.

To back up their arguments and deliver what they promise, our trade printers are continuing to invest in a variety of directions. At Tradeprint this means technology – advanced printing techniques, automation and using AI to boost efficiency and quality – as well as expanding the range of services and product catalogue to include more customised products, self-serve design tools, an ‘amazing’ range of prepress and design options, plus a Resource Hub and sustainable solutions, according to Mr Rowell, who also points to the company’s buying strength as part of the Cimpress group. Direct connection with clients’ e-commerce via API is also offered, something that Solopress has also done, reducing transactional costs and admin overhead.

At WTTB, a 2024 goal is to overhaul the online pricing engine for ‘core’ categories, in order to enable customers to get an immediate price on most specifications of most key products. ‘First often secures the order, this new pricing engine will mean fewer delays waiting for a bespoke estimate,’ explains Mr Peeling.

Improving the user experience is also central to Northside’s plans, with both the UK and Ireland trade websites having recently been re-launched with a ‘completely different look and feel’, according to Mr Campbell. Further products recently added include labels on a roll, a bespoke products service and 13 same-day delivery products, with a ‘large pipeline’ of further new products to come in 2024.

The focus at Route 1 is very much on books, following the acquisition and integration of Kingsbury Press into the Wath-Upon-Dearne production site. ‘We’ve recently rolled out a significant expansion to our perfect bound book range, with new stock options and hardcover variants. Books will continue to be our main focus, so you can expect to see the introduction of additional binding types, innovative embellishment options, and much more throughout the year,’ confirms Mr Hardeman.

The South Yorkshire production capability will no doubt be bolstered by the addition of the company’s second Landa S10P B1 digital press, scheduled for the spring of 2024. Route 1 probably outscores just about everyone in terms of spend, too, with the Landa being part of a £5 million planned investment; further details of this are expected to be announced later in 2024.

Mr Wenlock says, ‘For us, it’s less about introducing new products and more about improving what we already do,’ but that still requires investment. He says £500,000 has already been spent this year, with a highlight being the purchase of a Duplo DuSense DDC8000 B2 digital embellishment press, which will enable ‘sensory spot UV and metallic foils to be applied to a greater range of products, ‘more cost-effectively and faster than ever’.

No drupa delay

It looks like the imminent drupa isn’t causing any delay to investment plans, though its influence on the market is undeniable. ‘We are always looking three to four years down the line, so drupa 2024 will probably not change our plans but may help to inform us better,’ opines Mr Campbell. Mr Rowell is enthusiastic about the return of the event, noting, ‘I think the anticipation of new technology announcements presented at the event will significantly shape future investment strategies in our amazing sector’.

At WTTB there’s no hanging around for possible announcements, it’s a case of buying available kit as and when it’s justified. Mr Peeling gives the example of Müller Martini PUR and case-binding equipment installed in September 2023, which he says supports one-book publication through to offset runs and operates with zero makeready thanks to the use of job barcodes in the trim area of the books.

Summarising the outlook, Route 1’s Mr Hardeman says, ‘We have entered 2024 with cautious optimism. No doubt there will be some big challenge that hits us all this year but the one thing we’re confident in is the amazing ability of UK businesses to adapt and make it work!’.

Tradeprint sees opportunities across the board, from direct mail to promotional and gift offerings to exhibition graphics, plus work that should arise from the expected general election, whenever it comes. ‘We think there’s some great opportunities for growth out there and we are super-determined to grow in a sustainable, profitable way,’ enthuses Mr Rowell.

Mr Campbell at Northside perhaps puts it most succinctly for everyone: ‘2024 is about continuing to do what we have always done while offering an even bigger range of products and services to our customers.’

If you’re not already using trade services to benefit from their equipment and expertise, it’s surely worth taking a look – there’s nothing to lose and potentially a lot to gain.

This article was first published in the February/March 2024 issue of Digital Printer, which you can read online here. 

The post Steady as she goes appeared first on Digital Printer.

It’s almost never too soon to start thinking about Christmas, and after another economically challenging year, it’s the period when we hope to make good. The trade printers have already been thinking about it, and have plenty of suggestions.

There is a wide range of products available, from the more obvious staple seasonal items like wrapping paper, cards and calendars to gifts of all kinds, such as snow globes, baubles and gift boxes. Craig Stark at Tradeprint observes, ‘As the holiday season approaches, we witness a significant uptake in the demand for ceramic mugs, coasters, photo calendars, personalised apparel, cushions, and more,’ noting that the company’s recently-launched Online Designer with 3D preview helps customers to check their uploaded artwork will produce the desired product, in addition to the existing automated 40-point artwork check.

Tradeprint has also moved into personalised packaging in a big way, offering an expanded range of products that includes personalised shipping and mailer boxes, custom gift boxes, and bottle boxes. These can be combined with custom packaging tape and sticker products for more complete personalised offerings and suggests that discount offers or even mini catalogues can be included in the box; the company also offers a range of ‘extremely competitively’ priced large for at signage and display products, which it says were very popular last Christmas, perhaps reflecting a return to normality in public events and activities after the Covid restriction period.

Gary Peeling, CEO at Where The Trade Buys (WTTB) reports that ‘Notebooks, mindfulness journals and even diaries are back in fashion. With that in mind we will have a new range with pre-printed stock blocks and proper sewn binding, perfect for brands who want to engage with their customers.’

Not your typical Christmas stocking – custom tote bags are within WTTB’s gift

WTTB has also added garments such as hoodies via a new apparel range which can be personalised and could be adapted for events such as Christmas Jumper Day or as branded wear for fundraising events in the run-up to the festive season. Likewise, there are branded aprons on offer and Mr Peeling notes that personalised Advent calendars are as popular with adults as with children.

Leicester-based Flexpress mainly sells Christmas cards and calendars but also offers gift tags, wine boxes and wrapping paper. MD Steve Wenlock says, ‘We’re not planning to add anything new this year, but we’ll probably look to include some fighting lines in our Super Saver range.’

It’s a similar story at Rotherham’s Route 1, where the company’s Macauley Hardeman says, ‘We have made the strategic decision to prioritise our core products, namely greetings cards and calendars, and refrain from expanding our print portfolio this year. Our goal is to solidify our position as market leaders in these key product categories by delivering unparalleled quality and efficient turnarounds.’

Whether their Christmas ranges are being expanded or not, all four have continued to invest in equipment and software to maximise their productivity and efficiency in order to offer competitive pricing and reliable turnaround times. Flexpress has added a Duplo booklet-making machine and three-knife trimmer, plus a big software investment in Rip, imposition and workflow. Route 1 has got its Landa S10P press into full-time production, supported by two new Multigraf Touchline TCF375 creaser/folders and another Autobond Mini laminator.

WTTB has a £1.6 million automated binding line being installed as this article was written, following on from the garment investment in a DTFMagic Pro 60 direct-to-film printer earlier in the year. Tradeprint had a major investment period in 2022 with the addition of a Canon VarioPrint iX3200 sheet-fed digital press and a Heidelberg XL106 LED UV offset press, which respectively have reduced minimum order quantities and turnaround times.

The power of print

But it’s not just about what your customers buy, it’s about what you can sell, and the argument is put succinctly by Mr Wenlock: ‘Most businesses tend to see marketing as a cost rather than an investment so cut back on it, at the time they need it most. As a response we’ll be adding products to our Super Saver range to try to help our clients be able to offer a high-quality, low-cost option.’

However, Mr Peeling points out that ‘Digital marketing costs have increased so both hospitality and retail need to find tangible ways to attract customers at what should be their most profitable time of year. Display and print marketing not only offers great value but will also help drive return.’

Mr Hardeman echoes this theme, saying, ‘Print marketing… becomes especially relevant during Christmas, the most heavily marketed time of the year. In a digital age, print materials can evoke emotions, provide a tactile experience, and stand out from digital clutter,’ while Mr Stark points out that print can be used to support an online presence:

‘Printed advertisements, such as flyers, posters, and banners, can be powerful tools in promoting your website or social media pages. These tangible materials can attract potential customers and drive traffic to your online platforms.’

Other advice revolves around carefully targeted and simple-to-follow offers. Mr Wenlock advocates, ‘sell print as an investment as opposed to an expense. Use every opportunity to deliver proof of concept,’ citing Flexpress’s free raised spot UV and raised foiling sampling service as ways to do that. Mr Stark suggests that consolidating purchasing via a single supplier will streamline procurement, always helpful if and when the desired Christmas rush arrives.

But the main advice is that given at the start, which is to start early. Mr Peeling provides a timeline: ‘Planning is all-important as the main activity takes place in October for delivery in November in time for Christmas. Decide what products you are going to focus on and decide on your target customers. Think about having samples in hand ready to go and make sure that discussions with clients about their marketing and product needs start in early September to raise awareness, with a view to orders being closed in October.’

Mr Hardeman adds further impetus, noting that, ‘The Christmas rush arrives swiftly, and even as early as mid-summer, we’ve seen an influx of Christmas print orders. Ensure your customers know that you’re their go-to printer for all their Christmas printing needs, so they can plan ahead and avoid last-minute stress.’

Since Christmas can often be a stressful time for families, it seems a double win not to let it be one for business. Have a great one!

The post Holidays are coming appeared first on Digital Printer.

FLEXPRESS
Steve Wenlock – managing director

What was the most important lesson you learned in 2021?
That it’s much easier to produce and sell a smaller, more specialised range to a larger customer base than it is a large range to a smaller customer base.

What will be the biggest challenge digital print faces in 2022?
Keeping up with technology has always been a challenge for digital and that’s unlikely to change. It can be an expensive risk going with new technology that then doesn’t do its job, but likewise not keeping abreast of technology can be a risk too.

What innovation, technology or development are you most excited to see more of?
Anything that lets my existing team achieve more within the same hours. Through AI and automation, we’ve hit our best ever monthly figures this year with 30% fewer staff.

You’ve often spoken about how print needs to sell itself based on its merits and not just price. What steps can the industry take to make this a reality in 2022?
Use print to sell print. At Flexpress, print is a major part of our marketing mix. Yes, we promote ourselves online and sell through our website, but we use print to convert a prospect into a client. It amazes me how many printers use e-shots and emails, but not print, to try to win new clients and then expect their clients to use print!

IMAGECO
Nathan Swinson-Bullough – managing director

What was the most important lesson you learned in 2021?
Stay positive, no matter what, and health is the most important thing in anyone’s life.

What will be the biggest challenge digital print faces in 2022?
Everyone knows how focused we are at Imageco on sustainability, in 2022 I expect to see more of a shift industry wide and more of a collective effort to change the way we work.

What innovation, technology or development are you most excited to see more of?
More in the way of sustainable material developments as many of the products in the wide-format print industry still can’t be recycled. There needs to be more collaboration between suppliers, printers, end users and waste management firms.

What is your organisation’s main goal for 2022?
We need to reset after the damage Covid did to us in 2020 and 2021. We have some interesting ideas for work in the community and further plans to look at carbon balancing our business. This aside we just want to work on what we do best and produce some really creative work. It’s going to be a busy 2022 and I am looking forward to it.

Is there a wider industry trend that you think is going to make a big impact over the next 12 months?
It’s all about sustainability, but that aside I think interior décor and fabric are still on the rise and we have seen more work in the areas of short run packaging and display.

ROUTE 1
Christie Darling – head of marketing

What was the most important lesson you learned in 2021?
For us, it was reiterating that the customer is central to what we do. Retaining our customer base through our team’s commitment and support has been incredibly important to us as well as making sure we’re always adapting to meet their needs.

What will be the biggest challenge digital print faces in 2022?
We believe that print will face struggles when it comes to longer run lengths as a consequence of ongoing aluminium shortages. There will be more demand for digital because of the shortfalls in the aluminium industry as printers become unable to maintain supplies.

What innovation, technology or development are you most excited to see more of?
Automation for sure. We believe that we will start moving towards lean manufacturing, switching up the way we manage jobs and increasing workflow systems to get orders through at more impressive speeds than we’re currently working at.

What is your organisation’s main goal for 2022?
Sustainability. Recycled products will be a large focus for our clients, looking more closely at how print can take on sustainable formats whilst remaining tactile and engaging.

Is there a particular market or application you think might ‘take off’ in 2022?
We’ve really seen e-commerce take off and we’ve seen a rise in popularity for combination products such as business cards that are accompanied by e-commerce products or stickers used to seal and complement packaging. Greetings cards soared in popularity during lockdown as well and we see these print products staying strong as we move forward.

CANON
Stuart Rising – head of commercial print, Canon UK

What will be the biggest challenge digital print faces in 2022?
Customer expectations will continue to evolve, with many consumers expecting 24-hour response times and higher quality standards. We can also expect further expansion in online ordering, and demand for integrated web-to-print solutions.

What innovation, technology or development are you excited to see more of?
New applications have helped spur developments in the home décor space and digital production of wallpaper is set to become even more popular. We also expect to see inkjet technology make further strides in the marketplace.

Is there a wider trend that you think is going to make a big impact in 2022?
Further increase in volumes, as more of society opens up and a sense of optimism returns. There is an opportunity for printers to take advantage of this wave of optimism and seek growth in areas such as visual communications. Sustainability is also set to remain high on the agenda.

Can we expect more Canon product products in 2022?
2022 promises to be another exciting year. Our customers are always at the heart of what we do, and we work closely with them to ensure we create solutions which will help them stay ahead of the curve.

EFI
Ken Hanulec – VP world-wide marketing

What was the most important lesson you learned in 2021?
No matter what kind of challenge is thrown at you, there is space for innovation and creativity to overcome such difficult situations.

What will be the biggest challenge digital print faces in 2022?
Perhaps the overarching challenge in any print or packaging application involves the supply chain for media. That challenge is not new, and we hope it will ease over the course of the year. But for now it is more important than ever before to drive the efficiencies and reduce waste and increase automation to minimise the time when a tight supply chain could impact the mix of products a print business is able to offer.

What innovation, new technology or development are you most excited to see more of?
There will be a concerted push forward in automation and digitally printed décor will continue to be an important trend in everything from corporate environmental graphics to home furnishings.

Is there a wider trend that you think is going to make a big impact in 2022?
In terms of pure growth in digital, it is hard to bet against corrugated. The e-commerce trend driving corrugated is not slowing.

EPSON
Phil McMullin – UK sales manager, Pro Graphics

What is your organisation’s main goal for 2022?
I am afraid it looks much like a repeat of 2021 with challenged product availability putting upward pressure on prices, certainly for the first half of 2022.

What will be the biggest challenge digital print faces in 2022?
Epson continues to invest heavily in R&D, particularly in the textile print segment. Leveraging the credibility and brand equity inherent in its proven Monna Lisa direct-to-fabric range will be a key focus.

What innovation, technology or development are you excited to see more of?
Epson continues to invest in developing the best in digital print technology whether that is for textile, photo, labels, signage, CAD or décor. 2022 will be about insulating our customers from the challenges of global manufacturing and logistics so that they can continue to focus on producing profitable print output. We will do this by ensuring continuous supply of Epson ink and consumables while improving our internal processes to keep price increases to a minimum.

Is there a wider trend that you think is going to make a big impact in 2022?
Reshoring of textile printing will accelerate further, creating huge opportunity for savvy UK print providers.

PREMIER
Jon Vic – sales director, digital media

What was the most important lesson you learned in 2021?
The challenges faced throughout 2021 have been unprecedented but we have met those challenges and have been very focused on maintaining a strong and stable supply chain, with the help of our dedicated staff.

Is there a wider industry trend that you think is going to make a big impact over the next 12 months?
Sustainability will continue to be important throughout the industry. The trend for printers to diversify into different print technologies will continue as they look to expand their print offer and open up to new markets.

What will be the biggest challenge digital print faces in 2022?
Many manufacturers are anticipating that the current cost pressures on energy, raw materials and logistics will continue into the second half of 2022. The biggest challenge will be for Premier to manage the supply chain in order to ensure product availability and customer service levels.

Premier joined Fespa in 2021, can we expect to see the company more involved in wide-format in 2022?
Wide-format and display has been a huge growth area for Premier for a number of years. We have recently invested in industry leading conversion facilities at our Dartford branch as well as new ‘double-decker’ delivery vehicles. In 2022 wide-format and display will continue to be a primary focus.

RICOH
Simon Isaacs – national sales director, Ricoh UK

What was the most important lesson you learned in 2021?
Print, as a medium for communication, will remain enduring, and whilst it will change, adapt and become more meaningful, it will continue to remain and important component of the overall communication mix.

What is your organisation’s main goal for 2022?
Digital print will need to become more impactful, innovative and meaningful, in order to effectively compete with online and digital only campaigns. In 2022, we expect the further acceleration of offset-to-digital migration, impacted by the continued improvements and viability of inkjet platforms. It will also see greater addressing of concerns around housing customer data and managing cyber security.

What is your organisation’s main goal for 2022?
To continue to support, work and collaborate with our customers and partners within the print sector to allow them to scale-up and skill up in new directions, and to enhance their competence to be able to offer purpose-driven solutions, delivered faultlessly, allowing them to grow their business to its full potential.

Is there a wider industry trend that you think is going to make a big impact in 2022?
Hybrid working patterns may change the print and fulfilment requirements, making production more localised, resulting in a reduction in shipping, containers, and waste, as well as an increase in personalisation.

ROLAND DG
Rob Goleniowski – head of sales, UK & Ireland

What was the most important lesson you learned in 2021?
We have always put our customers first, but the last 12 months have taught us to listen to what they want even more. We understand that many of them have had to adapt in some form or another during the pandemic. In light of this, we want to support and enable the changes to their business.

What will be the biggest challenge digital print faces in 2022?
To keep innovating, by bringing new products to market. This is particularly crucial post-pandemic, since many of our customers have upgraded their online presence and digitalised their offerings. They, therefore, increasingly expect innovative digital solutions which can further add value to their print business.

What innovation, technology or development are you most excited to see more of?
For me, it is software and the ability to integrate the hardware and software to give greater remote operation and remote support. We are also seeing the start of a service and support revolution with software like Roland DG Connect.

Is there a wider industry trend that you think is going to make a big impact in 2022?
Following COP26, sustainable printing has been thrown into the spotlight more than ever.

SWISSQPRINT
Rob Goleniowski – head of sales, UK & Ireland

What was the most important lesson you learned in 2021?
Dealing with challenging and uncertain events, like the pandemic, requires an organisation to be flexible and creative. Learning how to prepare our business for future uncertainty and rapidly respond to change has been a key lesson for me.

What innovation, technology or development are you most excited to see more of?
A challenge for our industry is ensuring our businesses operate sustainably and minimise their impact on the environment. Energy efficiency is a key focus for businesses when looking to invest in new equipment.

What innovation, technology or development are you most excited to see more of?Over the past year, an impressive range of machines and materials have come to market which are more energy-efficient and sustainable. It is a great time for businesses to invest in new, more energy-efficient technology, to meet the demand of their customers for sustainable print solutions.

Is there a wider industry trend that you think is going to make a big impact in 2022?
During the pandemic, we have seen many of our customers working with less staff but still needing to deliver quality products on a tight deadline. Therefore, businesses are looking for ways to improve efficiency without compromising on quality, this is changing the way businesses invest in new equipment.

XEROX
Kevin O’Donnell – head of marketing, Graphic Communications and Production Systems, UK, Ireland and The Nordics

What what was the most important lesson you learned in 2021?
To be adaptable and open to new ideas and opportunities. Keeping faith in what we do but listening to our customers, and the wider market.

Is there a wider industry trend that you think is going to make a big impact in 2022?
The continued drive for automated and connected workflows that reach out to integrate seamlessly into the client’s workflow, this will also mean a requirement for higher levels of security and integrity.

What innovation, technology or development are you most excited to see more of?
As well as the ongoing development of our Xerox Baltoro cut-sheet inkjet platform and how we can further partner with our customers driving Beyond CMYK, it is bringing higher levels of automation, analytics, AI and AR to the both pre- and on-press operations.

What will be the biggest challenge digital print faces in 2022?
Outside of the global supply chain issues which are affecting us all, it is to ensure the relevance and value of print is understood, evidenced and promoted.

DUPLO
Martyn Train – managing director

What innovation, technology or development are you excited to see more of?
For me it’s been about never underestimating how good your people are and what they can achieve under really adverse conditions.

What was the most important lesson you learned in 2021?
I think rising costs of raw materials and supply chains, inflation, and cost of money could be the biggest challenges. Overcoming these challenges will be about looking forward, being bold on decision making, driving out unnecessary cost and automating as many processes as possible.

What will be the biggest challenge digital print faces in 2022?
We can’t wait to see more connectivity and the move to real Industry 4.0. Of course the interactivity with systems is important, especially with our automated solutions, but it will be an interesting learning curve for many UK printers.

With PSPs looking to diversify, what do finishing manufacturers need to do meet their needs?
We need to keep helping the printers maximise the benefit of all aspects of our solutions. The multi-finishers and DBM range are so much more than simple slitter-cutter-creasers and booklet makers. Also, with the automation available, so many printers can save hours of workflow setup.

IFS
Jason Seaber – technical sales director

What was the most important lesson you learned in 2021?
The most important lesson that we have learned is to survive by knowing and managing the costs of the business and by investing in solutions that help to make the company run more efficiently with less cost. One example of this is our investment in a new Cloud ERP software platform to provide integrated management of all our main business in real time to help us operate more efficiently while also providing an enhanced customer experience.

What will be the biggest challenge digital print faces in 2022?
As demand continues to grow, we foresee the finishing sector facing more challenges with staff recruitment and wage inflation. Investment in more finishing automation will be key to helping businesses operate more efficiently, and more productively, with fewer people.

What innovation, technology or development within finishing are you most excited to see more of?
Robotics is an area that Horizon, Tecnau and BaumannPerfecta are all now involved in and we are excited to see how our customers will use and benefit from these new technologies.

Is there a wider industry trend that you think is going to make a big impact in 2022?
We do expect the level of interest and investments in new B2 digital inkjet sheet-fed presses to continue to grow in 2022 and we have a very comprehensive portfolio of B2 digital finishing and binding solutions to complement these new printers.

With PSPs looking to diversify, what do finishing manufacturers need to do meet their needs?
Finishing manufacturers need to stay in close contact with all the digital printer vendors to follow what new printing technologies are coming through in the years ahead. They should also understand what new markets and applications these printers can serve and design and build finishing solutions that enable these new applications to be realised.

MULLER MARTINI
David McGinlay – sales manager, UK, Ireland and Iceland

What was the most important lesson you learned in 2021?
Expect the unexpected – we have strategies in place for many eventualities, but the last year has been like a moving target, as we came across some challenging situations. Logistics and transport have been really challenging when importing emergency spares.

What will be the biggest challenge digital print faces in 2022?
The conventional finishing sector will come under serious pressure from the sophistication and efficiencies of the digital touchless workflow sector, in my opinion. In general, I believe conventional customers will need to invest to try to keep pace with the new breed of data-driven organisations.

What innovation, technology or development within finishing are you most excited to see more of?
Smart Factory is a major subject and discussion point at the moment. We have customers pushing the envelope to see how Müller Martini can take this from an idea to reality. Having a Smart Factory would entail best-in-class automation, IT and workflow solutions. I am excited to see how quickly we can conclude a full-blown Smart Factory contract.

Is there a wider industry trend that you think is going to make a big impact in 2022?
Most companies are having trouble attracting new talent to our industry. Our latest generation workflow (Connex) and new Control Systems can support companies without finishing skills available, by being intuitive, smart solutions.

With PSPs looking to diversify, what do finishing manufacturers need to do meet their needs?
Robotics is another big discussion point. We demonstrated our use of robotics at a previous exhibition, where our Connex Suite workflow was not only controlling a robot feeding our solutions, by means of JDF creating impositions, queuing the jobs for the print engine, product tracking and JMF files being fed back, but also controlling AGV forklifts, prepress impositions, cost control and ultimately despatch.

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The purchase comes as part of a strategy at the Leicester-based trade printer to do more work without increasing staff count, while also preparing for the Christmas surge in greetings cards. While noting that the new model is more versatile, managing director Steve Wenlock said that increased running speed was the main factor in his decision:

‘Despite having two machines, creasing/folding was often still tying up staff for too long, so it made sense for us to put in a faster machine. We had a couple of older Morgana machines which we were able to part-exchange, and now we can crease and fold on one machine with just one member of staff the same volume of work [that] used to take two machines and two staff members,’ he explained.

‘We do also have a competitor’s product, but each machine has its own advantages and disadvantages, so having both options keeps all bases covered. We’ve had an association with Morgana for many years and their kit seems to always ‘do what it says on the tin’, and as they’ve always looked after us, we felt upgrading the Morgana DigiFold machines to the Pro XL made perfect sense,’ he added.

In addition to the greeting card work, the machine will also be used for four-page and six-page brochures. It will also be used to pre-crease thicker saddle-stitched booklet covers.

The DigiFold Pro XL is a heavy-duty automatic creasing and folding system is designed to complement mid-to-high volume digital and offset production presses. It features an open design and a suction feeder that handles stock sizes from 210 to 1300mm in length as standard, which it folds up to 6000 A4 per hour, or in ‘crease only’ mode at 7500 per hour, with a maximum loading capacity of 200mm. Full cross-perforation is also available, along with the ability to add up to five inline perforation/scoring wheels. The machine is able to create up to 30 creases per sheet.

The ‘do more with less’ strategy appears to be working for Flexpress, as Mr Wenlock reports that September 2021 was the company’s best ever month, with nine fewer staff than in its previous best month. Flexpress has HP Indigo, Ricoh and (Canon) Océ digital presses.

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‘Book printing demand has been growing and we felt our existing equipment was struggling to cope, particularly at times of peak demand,’ explained managing director Steve Wenlock. ‘The Horizon BQ-470 and Horizon BQ-480 PUR have always had excellent reputations so the opportunity to install the latest variation was too good to miss. Plus, our experience of Horizon equipment, such as our StitchLiner MK III, has always been very positive.’

The machine, which builds on the aforementioned BQ-470 and BQ-480, boasts a 12.1 inch colour touchscreen, 21 automated sections, memory storage for up to 999 jobs, pre-installed variable software capability and variable thickness production of 5mm up to 800bph.

What particularly attracted Flexpress was its speed and practicality, as Mr Wenlcok explained, ‘Apart from the fact it’s considerably quicker than the machine it replaced, we liked the fact the BQ-500 has the ability to add extra functionality, such as end paper feeders for case bound books, as our need demands.

‘We didn’t look at any other alternatives because we are familiar with and have confidence in Horizon binders. We knew it would meet our needs, so didn’t feel we needed to consider anything else. Basically, we can get more production from the same amount of time which enables us to take on jobs we’d have struggled with previously.’

The BQ-500, which was pre-installed with Horizon’s cloud-based iCE LiNK workflow, will be surrounded by other Horizon products, with Flexpress’ Leicester premises already home to a StitchLiner MKIII, a BQ-280 PUR single clamp perfect binder, an HT-30C three-sided trimmer, a CRF 362 creaser folder and a AFC-566 folder. 

Mr Wenlock stressed that the investment hasn’t been made with an eye on new horizons. ‘We’re not chasing different markets,’ he concluded. ‘Our existing trade market has plenty of opportunity and rely on us to provide quality products reliably and cost-effectively. This installation means we’ll simply be able to do this on a slightly bigger scale.

‘The full return on investment won’t be fully known until our plans to expand capabilities in other areas of the business are realised. We are, though, anticipating it will be a significant component in a strategy that will see us double in size over the next few years.’

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Mr Wenlock founded Flexpress over 31 years ago, building the company into one of the best known and most respected printing companies in the Midlands.

Name: Steve Wenlock
Job title: Managing director     
Company: Flexpress
Location: Leicester

How did you end up working in the paper/print industry?

By accident really. In the late 1980s I was working with my father as a sewing machine mechanic repairing sewing machines in the declining boot and shoe industry but the industry was hit hard by the recession so I decided to use the 420sqft workshop we had to offer a key-cutting and photocopying service to the local community. The photocopying worked, the key-cutting didn’t, so I bought a bigger copier and a DTP system and it sort of took off from there.

What was your first job in the sector?

I guess I was straight in at the deep end and I had to learn a bit of everything fast; including using our first lithographic machine, a Hamada 500. I burned a few litres of midnight oil trying to get paper from one end of it to other, never mind add print in the middle!

What are your future goals?

To keep moving forward and enjoy the journey.

What is the biggest issue/challenge facing the industry?

The obvious answer is pricing at or below cost but the industry is doing that to itself. It’s our inability to sell print on anything other than price that’s the real problem. Print is a fantastic marketing tool but we struggle to demonstrate how and why to our clients so instead it just becomes commoditised.

What advice would you give to someone just entering the industry?

Don’t listen to the people who tell you print is dying. It’s challenging, yes, but also enthralling and anyway who wants a career that doesn’t challenge them?

What has been the biggest change since you entered print?

In 31 years, there have been quite a few: image-setters replacing cameras, then CTP replacing image-setters, fax machines and CDs coming and going, the massive growth of digital print, of course, but the biggest has to be mass adoption of the internet and the way people are able to shop.

If you could go back and seize one opportunity you missed, what would it be?

We were dabbling with online design and ordering before it was even a ‘thing’ but nobody seemed interested so we let it drop. Obviously we should have persevered but hey! Everything would be easy with the benefit of hindsight.

What one thing should the industry do to ensure its continued success?

The industry needs to become better at selling the virtues of print and that means printers becoming better marketers; not just for themselves but for their clients. If you can demonstrate return on investment to a client, you make the product hard to resist.

Do you belong to any industry bodies or trade organisations? Why?

Yes we belong to both the BPIF and IPIA. Both do excellent work but in different ways. We value the BPIF for their day to day assistance with thinks like HR, health and safety and training and the IPIA for the excellent work they do promoting print outside of the industry.

What do you enjoy most about working print?

I never get bored. There is always a new challenge: how do we break into this market? How can we best use this technology? How can we get everyone working to the same standards? How do we get rid of waste? How can we best meet the needs of our customer? And at the end of it a custom product you can hold, look at and appreciate. I love it!

Now that we are moving out of the lockdown period, how do you think the Coronavirus pandemic will impact digital print in the medium to long term?

Businesses will always need to market themselves, now more than ever. The pandemic has made the internet an even more competitive place to advertise and the average cost per click often now exceeds the cost of a mailing. Businesses wanting to reach clients will need to get smarter and that’s where print, in particular cleverly targeted digital print, can give them a real competitive advantage.

If you are interested in putting yourself for People in Print, please contact Charlie Kortens at Charlie.k@whitmar.co.uk

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The trade printer, which operates digital presses from HP and Canon, values Duplo’s finishing equipment, having also been the first company in the country to purchase a DuSense sensory coater, which was installed at its Leicester premises in 2017.

The Digi Foiler, which uses the Qsleek technology, has been especially designed to add foil to the clear ‘spot UV’ ink laid down by the DuSense. It uses an induction heating process inside the roller, which uses a silicon compound rubber that has been designed to follow the contours of the coated effect. Duplo says this brings higher accuracy than found in competing systems. The roller surface temperature is continuously measured and the heating tubes ensure that the heat distribution across the roller is uniform; highly elastic foils are used to avoid cracking and to yield a smooth and even coating.

‘Flexpress has never shied away from new technology,’ said managing director Steve Wenlock. ‘In fact we embrace it as it gives us an edge over competition and allows us to give a much wider range of services to our customers. The application of this new raised foil technique gives beautiful results and I was excited at the potential that it could give – we already foil, but this is new, and I expect our customers to be bowled over by it.’

Mitch Ball, regional sales manager for Duplo added, ‘I loved showing off the Digi Foil to Steve, it’s a perfect fit and compliments the DuSense and Flexpress’ commitment to quality and excellence. It’s hard trying to get a UK first into a printer since it’s more of a beta site than anything else, but we knew Flexpress would be able to fly with it. The effect that the combination of the DuSense and the Digi Foiler are absolutely epic and create a lasting impression, coupled with Steve’s innate ability to sell print to the trade, I have no doubt he’s going to be able to make his production floor even more profitable.’

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The new system, which replaces a Horizon StitchLiner 5500 and Duplo iSaddle was chosen to streamline production at the Leicester-based company.

‘We chose this system as there isn’t anything out there that offers the same combination of versatility and overall performance,’ explained managing director Steve Wenlock. ‘We do a lot of landscape booklets and the new collators have been designed with these in mind. We were aware of the limitations of the previous Horizon collators and when we saw the new collators in action in Germany we knew they would handle everything we needed the machine to do. In addition, the deeper bins are more suited to the type of work we tend to do.

‘Since it has been installed we’ve effectively been able to save one salary as we have reassigned the operator of the old second machine elsewhere in the business. Plus, we’ve freed up floor space which, combined with other room saving initiatives, will negate the need to expand the operation’s square meterage.’

The latest investment follows the installation of a Horizon BQ-280 PUR single clamp perfect binder, Horizon HT-30C three-sided trimmer and a Horizon CRF 362 creaser folder just three months ago.

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Flexpress has purchased a BQ-280 PUR single clamp perfect binder, an HT-30 three-sided trimmer and a CRF 362 creaser-folder. All three systems will help the company enhance its perfect-bound book production, adding PUR gluing capabilities, streamlined production throughput and enhanced folding and creasing respectively.

‘Having just extended the running hours of our HP Indigo 12000 we are targeting more perfect bound books to help fill the increased capacity,’ said managing director Steve Wenlock. ‘We believe that offering a PUR bound book is more appealing to our trade clients than an EVA equivalent. We wanted to be able to offer our clients a book that was bound using the strongest method available which is PUR. So, we swapped out our old Horizon BQ270 EVA binder for the new PUR system.’

‘The HT-30C will enable us to run an end-to-end one person binding operation. Our operator can load the deep pile feeder and unload books at the deep pile stacker. Labour is getting increasingly expensive so rather than stretch the capacity of our guillotine operators it made sense to be able to bind and trim the books at the same time, using the same person. It will also eliminate any guillotine bottlenecks.’

Mr Wenlock explained that the CRF-362 was chosen to compliment an existing Morgana system. ‘We considered another Morgana but felt the Horizon was a better fit this time around. We liked its accuracy, its feeding system, the fact it can also perforate and we’ve always been impressed with the reliability of Horizon equipment and the service we receive from IFS.’

When it comes to return on investment he says the operation’s focus is more on delivering a right-first-time product and the initial impact is positive: ‘We’ve already seen a slight upturn in volume but we expect this to rise to three times our previous volume once our marketing starts to bite.’

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