Ten Ways to Gain - GLGA · FCL; Donna Altott, Royal Envelope; and Jerry Sill, FCL. Established in 1996. One of the Midwest’s premier industrial and commercial recyclers. Other Services:

March 2018Volume 3

Issue 3

Ten Ways to Gainpage 10

GLGA Members qualify for unprecendented access to our

services, with world-class pricing and rebates

Logistics is more than just getting your product shipped- it’s how easy you made the routing decision, how much visibility you got to the freight in transit, how you validated the shipment was invoiced correctly, what your payment terms were to the carrier and ultimately, how competitive the rate was. Motus Logistics supports with all these areas- streamlining your freight process and saving you money in every step.

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Great Lakes Graphics Association — www.glga.info • 3

Website: www.glga.infoToll-Free Phone: (855) 522-2210

Joseph [email protected]

Bill GibsonIllinois [email protected]

Brent EckhartIndiana [email protected]

Sharon FlickCommunications ManagerEditorial [email protected]

Debra WarnerMembership Development and Engagement ManagerAdvertising [email protected]

Staff Contacts

Technical HotlineDo you have questions about a technical process? Call the PIA Technical Hotline at (800) 910-4283.

Free HR HotlineUse the free InfoNow line to get answers from MRA’s HR profes-sionals. Call toll-free 24/7 at (866) 275-6721, or email [email protected].

GLGA Hotlines

Events

GEAs

State News

ITU AbsorbTech Group Buying Power

Continuous Improvement Conference

Ten Ways to Gain Customer Loyalty

How Can You Boost Print Sales in 2018 and Beyond?

Overcome These Five Common Secondary Containment Misconceptions

Ask the Technical Experts!

New Products and Services

Membership News

Calendar

The monthly membership magazine for the Great Lakes Graphics Association

Volume 3 / Number 3March 2018

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4 • Graphics Journal — March 2018

EvEnts

Sell-Out Crowd Enjoys Bowling and Bocce MIXer What a great night at the GLGA Bowling and Bocce MIXer on February 7, 2018! A sell-out crowd enjoyed education, networking, food and fun.

Members and friends of GLGA gathered at Pinstripes, the upscale bowling/bocce center in Oak Brook, IL. John Parke of Domtar kicked off the event with a fantastic educational seminar that was standing room only.

The participants moved to the lanes for an evening of networking, bowling, bocce and an assortment of specialty pizzas , Pinstripes’ famous flatbreads, and beverages.

On the bowling side, Pete Spencer of GAFCO had the high score for evening. In the bocce tournament, the co-winners were Kenneth Berg and Darius Narbutaitis, Deluxe Corporation.

Thank you to our great sponsors and to everyone who turned out on a cold winter evening for some games and education.

Pete Spencer, GAFCO, took home bragging rights as high score for the evening. He is pictured with Art Herman, FCL; Donna Altott, Royal Envelope; and Jerry Sill, FCL.

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of theGLGA Group Buying Power Program!

Right: The bocce tournament was coordinated by Derek Gordon of

Graphco. Kenneth Berg and Darius Narbutaitis, Deluxe Corporation,

were this year’s co-winners.

Left: Dave Biddenstadt of Platinum Converting, Mike Seno of Classic Color, and Erica DeLaRosa of Platinum Converting enjoy a break during the action.


GEAs Celebrate Print at the 2018 Graphics Excellence Awards Celebrations

Network with more than 400 industry professionals from 60+ companies by attending this year’s Graphics Excellence Awards Celebrations!

Join us on May 23, 2018, for a celebration of the excellence of the craft of printing. Once again, there will be simul-taneous award ceremonies in two locations, the Medinah Shrine Center in Addison, IL, and the Wisconsin Club in Milwaukee, WI.

The evenings will begin a reception with cash bar and hors d’oeuvres. The Best of Category and Best of Division winning pieces will be on display so you can get inspira-tion - or perhaps find a partner for a project of your own. Don’t forget to vote for your favorite for the People’s Choice Award.

A delicious dinner with dessert leads up to the awards ceremony. The awards for Best of Category and Best of Division will be presented locally, culminating in the announcement of the night’s top awards: Best of Show and Runners-Up, Best of State, and People’s Choice.

Celebration registration materials will be included in every contestant’s Winners Packet. You also can register online at www.glga.info. For more information, contact Debra Warner toll-free at (855) 522-2210 or via email at [email protected]. .

From left: Brooke Schumann, Mark Schumann, Rod Wolf, Linda Liebenthal, and Bill Kennedy of Schumann Printers display their plaques at the 2017 Milwaukee Celebration. The Fall River, WI-based company took home a Best of Category and Best for Division for Specialty Inks or Coatings, Fragrances, or Invisible Printing Inks; and a Best of Category for Directories and Source Books.

From left: Isidora Spajich, Larry Salani and Sabina Pacula Cwanek of Salani Design and Merchandising, Schaumburg, IL, celebrated their first time competing in the GEAs by accepting two plaques at the 2017 Addison Celebration. The company won a Best of Division for Folders (4 or more colors) and a Best of Category for Business Cards.

Members of the Exacta Graphics delegation display their Best of Division wins in the Product Catalogs (4 or more colors) and Calendars categories at the 2017 Milwaukee Celebration. From left: Karen Saxon, Bob Olson, Marty Pierce, and Mark Evenson.

Thank you to everyone who entered the 2018 competition. At press time, judging had not been

completed. All participants will receive a Winners Packet with your results by the end of March.


IllinoisHard work and perseverance certainly pay off when it comes to concerns we truly believe in! Making small steps in the right direction takes us to places we never thought achievable by a focused effort and a willing-ness to sacrifice, or in my case a mission.

We have achieved some great milestones, if I may, a vast improvement in membership communication via print and electronic media, increased attendance at webinars and seminars providing education that members have requested. Spending a three-year effort in Springfield to bring back a necessary sales tax incentive to keep manufacturers in Illinois, a buying power program that puts well-deserved rebates in members’ hands, a healthcare solution and recognition of outstanding tradesmen with the Graphic Excellence Awards.

The GLGA structure provides for each state to have representatives on Advisories that meet on a quarterly basis to discuss the pros and cons of programming, educational direction and general concerns of the industry. The free flow of information keeps each director in touch with membership concerns and “what keeps you up at night” building on successful programming by listening and interacting. These discussions are gathered and reported to the GLGA Board of Directors to act on and provide a clear path of association direction for the future.

One of the programs I am working very closely on is the Registered Harper College Apprenticeship Program. This has been a resounding concern of members: that we need to look at the workforce and provide direction to students into our trade…this program is the first step in providing a solution to that concern. The college will present the program in detail at a special meeting for Graphic Arts on April 10, 2018, at the Wojcik Conference Center at the college in Palatine, IL. If you are interested in the future, register at [email protected].

An investment in knowledge pays the best interest. - Benjamin Franklin

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By Bill GibsonIllinois Director

Contact Bill:(312) [email protected]


IndianaThe A B C’s of B P A’s

In last month’s column I argued the point “everything matters.” Admittedly that is a somewhat amorphous statement; however, if you buy into that philosophy then I would suggest a next step to derive some practi-cal application and benefit is to do a Business Process Analysis (BPA). When properly done, a BPA involves every team member and virtually every task performed. A BPA is most effective – perhaps only effective – if administered by a third party. This column length allows me space for only a general description of a BPA, but I would be happy to discuss it in more depth with any interested person who would care to contact me.

The first step is to identify all activities performed within the company at a specific level. For instance, you would not say “Accounting” but rather say “Invoicing, Collection, Money Management, P & L Analysis, etc.” In similar manner you would break down the customer service functions, the production functions, IT management and so on. Once identified, your team members rank those activities as to their relative importance. A typical ranking is three tiered. An activity may be:

A. Not a Critical Task within Business; B. Required for Operation; C. Differentiating Capability

The next step is to assess how well those activities are performed. A typical ranking here is four tiered. The performance levels may be:

A. Not Done; B. Does Not Meet Expectations; C. Meets Expectations, Opportunity for Improvement; D. Exceeds Requirements

In the end you are able to plot each activity left to right in terms of its importance and top to bottom in terms of how well it is performed. If you have a dot at the lower right-hand portion of the graph, you have a big problem because you have an activity that is a differentiating capability but is poorly executed.

That’s a lot to squeeze into 350 words, but if you have never done a Business Process Analysis or have not done one in several years I recommend spending some time and money to go through the exercise. Wheth-er you have 10 or 100 employees I think you will find it worthwhile.

WisconsinThe industry is changing. Long-standing, family-owned companies that have been in printing for more than 100 years are being bought and sold, or have simply shuttered their doors. The number of layers that were once between the client and the finished piece have collapsed and almost all have disappeared. And what once took weeks to produce can now be manufactured in hours. However, despite all these changes, there is no substitute for great printing and execution.

This is my ninth year in being involved with the Association’s Graphics Excellence Awards competition (hard to believe), and over the years I have seen thousands of outstanding pieces. Some very large and some very small. All were different even if they competed in the same category or division as others. But there has been one common thread that appears every year - Midwest printers (largely GLGA’s members) produce some of the finest printed work in the United States. It is just as true in 2018’s competition as when I started with the Association. Judging just wrapped up and the quality of the submissions is more impressive than ever.

However, I am still not satisfied until we have all the best work produced in the region submitted in the competition. This is why I am asking all members (and prospects) to start collecting their very best work for submission into the 2019 Graphics Excellence Awards competition. If you have questions throughout the year, simply contact Debra Warner at (855) 522-2210 or via email at [email protected]. We want your very best and will not rest until we receive your very best projects.

By Joe LymanPresident

Contact Joe:(262) [email protected]

By Brent Eckhart Indiana Director

Contact Brent:(317) [email protected]


MEMbErship bEnEfits

GLGA Members Earn More Than $11,800 in Rebates from ITU AbsorbTechBy Christine Petroff Marketing Project Manager ITU AbsorbTech

GLGA members have earned more than $11,800 in rebates for 2017 participation in ITU AbsorbTech’s Ultra™ Printer Towel program.

They were provided with a rebate certificate, which can be used to purchase items from ITUdirect.com. The site includes a wide variety of shirts, hats, bags and outer-wear, which can personalized and presented to customers or staff. Congratulations to this year’s rebate recipients!

GLGA partner ITU AbsorbTech provides a cleaner, more absorbent Ultra™ Printer Towel with a ton of added service benefits – pick-up and delivery, towel usage track-ing, inventory management, solvent and waste reduction reporting, and compliance support (to name a few). Their towel program is EPA Wiper Rule Compliant, and the towels are processed in-house at one of ITU AbsorbTech’s ISO 14001 registered facilities.

Three Great Ways to Save with GLGA Buying Power

• Complimentary Week of Service – For first-time customers on all rental services (up to a $1,500 value).

• Annual Rebate – New customers receive a 3 percent rebate of their annual rental program spend in their first year, 1.5 percent thereafter.

• Ongoing Discounts – Enjoy 15 percent savings on ITUdirect and ITU First Aid.

Get started today! Visit ITUAbsorbTech.com/PIA or contact Joe Lyman at (262) 522-2212 or [email protected].

How to Evaluate a Towel Service Program (17 Quick Questions)

Some people think “a towel is just a towel.” But, that is simply not true. A towel - and the service that comes with it - can vary greatly from one provider to the next.

Here are 17 questions to ask your towel service provider to determine if you are getting the most out of your program:

• Towel Quality – How thick is the towel? How absorbent?

• Towel Processing - How effectively is the towel cleaned? Are they cleaned in-house? Laundered separately from towels that come from heavy industry?

• Service - What comes with the service? Will inventory be monitored? Will service be on a schedule?

• Reporting - Will you receive cost history reports? Waste reduction reports? Inventory reports? Solvent recovery reports?

• Compliance – Is the provider compliant with the EPA Wiper Rule?

• Fees and Cost – What is the charge for “auto-replacement” of towels? Will notification be provided before changing inventory? Can a sample invoice be provided? How much should be budgeted for the total cost of the program?

GLGA has partnered with ITU AbsorbTech for a towel program that excels in all of these areas. To learn more, visit ITUAbsorbTech.com/PIA.

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The 2018 Continuous Improvement Conference is right around the corner, April 8–11 in Chicago. After two decades the conference continues to be the only event focused on helping printing and converting companies achieve operational excel-lence by using the concepts of lean manufacturing and other management systems. Attendees directly link reduced costs, lowered waste, improved work-flows, and increased profit margins to ideas gained at the conference.

The conference is presented by Printing Industries of America and Specialty Graphic Imaging Association.

Content is organized around four subject areas:

• Leadership and Culture

• Process and Tools—Advanced

• Process and Tools—Fundamental

• Growing and Developing People

This year’s theme, Set Priorities – Create Value – Unlock Potential, acknowledges the critical aspects of establishing improvement priorities, minimizing non-value added activities, and unleashing the many talents of employees in the quest for opera-tional excellence.

By the numbers there will be 30 speakers, 25 presentations, seven networking and social sessions, five keynotes, three preconference work-shops, and two plant tours. There is appropriate content for every executive and manager, regardless of knowledge level.

The keynote lineup this year is led by led by Pascal Dennis and Marcus Nicolls. Dennis is a former Toyota executive and author of six books, including Getting the Right Things Done. He’ll be discussing the nuts and bolts of implementing a Lean manage-ment system. Nicolls, an executive at Partners in Leadership and co-author of Fix It: Getting Accountability Right, will reveal the steps that help people take more accountability for their actions and results. There also will be keynotes from leaders at Vox Printing, Ace Metal Crafts, and Amazon.

Companies committed to the goal of operational excellence will gain practical ideas—many delivered by fellow printers—to rid themselves of inefficien-cies, boost customer satisfaction, and get closer to their goal.

Learn more about the conference by visiting www.ci.printing.org. GLGA member companies can use coupon code GLGA50 when registering to take advantage of a special $50 discount off of the member rate.

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Continuous Improvement Conference Discount for GLGA Members

By Jim Workman

TAGA Managing DirectorVice President, Center for Technology and Research

Printing Industries of America


Most successful salespeople and marketers use the “rule of reciprocity” when working with their customers. This time-honored tenet simply means that customers will return favors they have received. One should not think of this rule as a method of manipulating customers, but more as applying the “golden rule”. That means to treat customers as you would want to be treated.

In the graphic communications industry, we commonly see suppliers and print providers shower their top customers with trips to headquarters, customer events, business development resources and business insights. The “rule of reciprocity” draws on a powerful human tendency for custom-ers to respond to a perceived gift from a supplier. There has been ample research in many areas of human interaction that confirms this process.

In his popular book Influence: The Psychology of Persuasion, Dr. Robert B. Cialdini shares research and information that describes the power that reciprocation has on impacting customer behavior.

It explains why so many great salespeople and companies expend time and money to provide offers and added value to customers.

For the best results, sales-

people must be more than courteous, generous and kind. It requires a deep knowledge of the customer’s needs and wants, followed by a response.

Successful Marketers and Salespeople Use The “Rule of Reciprocity”

Some large suppliers within our industry have been successful in creating a sense of obligation with customers by providing first-class venues where products and services are demonstrated or present-ed. This has helped establish long-term loyalty. And for individual salespeople and small businesses with limited marketing budgets, very small actions and favors can have the same large impact on sales performance. Though lavish lunches and high cost events have lost favor with most buyers, there are some much less costly ways to provide “valuable gifts” to customers.

Here are ten examples of how printing sales-people can influence customers using the “rule of reciprocity:”

1. Apply the “Golden Rule”

Simply treating every customer as you would want to be treated pays dividends. Being on time, living up to commitments, taking accountability for problems and following up are becoming increas-ingly rare. The simple act of treating your customer with respect can be a low cost differentiator from your competition.

2. Create First Class Customer Knowledge Events

A great way to gain loyalty is by offering timely and impactful customer events. Every company should provide at least one event a year. There is no better way for customers to learn about new products, services and applications. Spending entertainment money wisely, along with providing valuable infor-mation for customers, will gain a disproportionately high return.

3. Help with Business Development

Getting inside and helping build profitable applica-tions provides a huge value to customers. Not only are customers appreciative of the support, they will repay the salesperson with more business.

4. Give a Gift

Providing small and relevant gifts is often well appreciated. Gifts such as business books and company promotional items are still welcomed by customers. A thoughtful gift will be remembered.

5. Give Them Content

Providing relevant case studies, research and examples of high impact business successes helps customers reach their goals. For time-starved customers, receiving relevant and timely content is well appreciated.

sAlEs

Ten Ways for Salespersons to Gain Customer Loyalty

By Joe Rickard

President

Intellective Solutions

“Treat customers as you would want to be treated. ”


6. Get Personal

Taking the time to know and show interest in a customer’s career objectives, personal challenges and interests is useful in developing a productive business relationship. For instance, participating in a customer’s favorite charity event can be a great way to gain loyalty.

7. Provide Useful Insights

Time is precious. Customers appreciate salespeople who can make them more successful by providing high impact recommendations and suggestions on how they can improve their business. A salesperson who knows their customer’s business is invaluable.

8. Give Free Education

Millennials love educational opportunities. Offers to teach customers about substrates, color, winning applications, file management and cross media workflows are a few knowledge areas that print providers can offer.

9. Take Them Out to the Ball Game

Knowing what is important to customers and accompanying them to sports events, concerts and restaurants is still a great vehicle to share business knowledge and build business relationships.

10. Stay Current

Sharing the latest in technology trends and applications is an important “gift” that salespeople can provide. With all the changes taking place in business, no customer can stay on top of what is going on without some help.

Applying the “rule of reciprocity” in all customer interactions is a powerful business approach that provides a huge ROI in time and money. Do not treat the “the rule of reciprocity” as a one-time event. Like many other things in selling, many customers have short memories… keep on giving. If done sincerely with the customer’s best interest in mind, it is very difficult for any customer to resist.

Joe Rickard is the founder of Intellective Solutions. Intellective Solutions (www.intellectives.com) is a consulting and training company. They work with printing and technology organizations to improve their sales, marketing and operational effectiveness. Joe can be reached at (845) 753 6156. Follow him on Twitter @joerickardIS.

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Check it out at

www.printing.org/ilearning


“If you make the investment in a specialized sales force, equip your team with assets to maxi-mize your success.”

As they say in the financial industry, the trend is your friend. It means that if the stock market is in a strong uptrend or downtrend, a high percentage of stocks will flow in that same direction.

But, in the printing industry, it means as print trends away from traditional markets into new areas, you need to adjust your selling efforts.

In January, Printing Impressions magazine published their overview forecast of Vincent Mallardi’s “Top 25 Hot Markets for Printing 2018-19.” The analy-sis details how strong markets of yesteryear are declining and new, more lucrative opportunities are emerging. In addition, refocusing your sales efforts on new growth markets will increase your opportu-nity to boost sales in your existing markets.

Succeeding in these markets requires skill sets you may not have today. It may require a specialized sales force.

In fact, Mark Michelson, Editor-in-Chief of Printing Impressions, states, “This may require a

re-evaluation of existing salesforc-es, and perhaps replacing - or at least supporting - generalists with more specialized sales reps who possess strong subject matter knowledge and

experience, so they can ‘walk the talk’ when calling on specific verticals that are being targeted.”

There’s significant value in hiring business develop-ment specialists who have successfully sold into a new vertical market you are targeting. Their contacts and relationships bring you credibility that takes longer to develop otherwise. But, don’t think that hiring an industry expert is the answer.

Hiring an experienced rep to develop a target market segment is an expensive investment. And, other complementary expenses are essential if you want that investment to pay off.

Without a doubt, purchasing decisions have evolved:

• Buyer research has shifted to online sources - nearly 90 percent of initial vendor discovery takes place online, not with a sales team

• More people are involved in the purchasing process - an average of 17 influencers and five buyers are involved in a typical enterprise account

So, if you make the investment in a specialized sales force, equip your team with these assets to maxi-mize your success:

Communications that Demonstrate You Know What You Are Doing

When you are curious about a company what’s the first thing you do? Conduct research. You visit their website and consume other online and offline information. And, if the data doesn’t convey that their services might fit your needs, you move on.

If your printed materials, website and other online information don’t convey the value you bring to the target market segment, you immediately handicap your business development team. Moreover, you threaten a positive return on your sales investment.

A business development rep may get you in the door but advancing to the consideration phase requires much more. Demonstrating that you understand your target audience’s needs and how the value of your products can eliminate their pain points, are an essential part of the selling process.

Content that Educates, Builds Understanding and Demonstrates Fit

Regardless of the market segment, buyers look online for information as they formulate purchas-ing decisions. The relationships and industry contacts your business development rep established are helpful but not magical. A high percent-age of their phone calls and emails will still go unanswered.

Because of these normal selling challenges, they need effective content to educate, build understand-ing and demonstrate how your capabilities fit your target audience needs. Content resources are essential to connect them with more prospects.

Your audience consumes information online and offline. Websites, blogs, white papers and case studies are the online content preferred by enter-prise buyers. But using direct mail and printed collateral to highlight key value differentiators are indispensable.

MArkEtinG

How Can You Boost Print Sales in 2018 and Beyond?

By John Edmundson

Principal

InterEdge Marketing


In addition, integrating content with the business development process has proven to increase sales effectiveness. Useful online white papers, blog posts and case studies can be used effectively online to attract prospects you don’t know. And, directly by your sales team as they pursue specific contacts.

Event-Based Marketing and Webinars

Online presentations and events boost your brand’s message. They align you with your target audience and are effective in reaching decision makers and influencers.

But, presentations and events require more than a webinar tool or a meet-ing room. They require research, preparation, development and execution. Although it requires a budget investment, they can have a big impact on sales success.

An event allows you to demonstrate your specific capabilities. It allows your audience to see how you solve problems and eliminate pain points. In addition, events connect with key decision makers in a way that online content can’t.

Although it doesn’t have the same personal touch, webinars covering important industry topics also have significant value. They position you as a knowledgeable resource and show how your capabilities can solve end-user problems.

Account Based Marketing

Account based marketing concentrates sales and marketing resources on a clearly defined set of target accounts within a market and employs personalized campaigns designed to resonate with each account.

Using technology to target key accounts improves your ability to provide timely, personalized and relevant information. And that increases the odds you’ll engage with decision makers and influencers.

As I mentioned earlier, the average target account contains 17 influencers and five buyers - that’s 22 different individuals with different different needs and decision criteria. The influencers and buyers span the organi-zational chart, from C-level to frontline professionals charged with implementation. An effective account based marketing program provides precise, targeted and personalized information to each influencer and buyer.

That’s why account based marketing can improve the outcome. It’s ideal for companies that target:

• A few large, key accounts

• Accounts of a certain size in a specific industry

Are the Investments Obvious?

Providing a key account sales team with resources that increase their productivity and chance to succeed may seem obvious. But, just like a missing ingredient can turn a delicious dish into a failed recipe, sales investments that are overlooked or deemed unnecessary can sour the best sales strategy.

So, as you develop strategies to target a key sector and boost sales, look beyond the sales hire and include investments that help empower the selling efforts.

InterEdge Marketing provides B2B companies with online and offline marketing services. Utilizing methods include website optimization, content marketing, social media strategies, direct marketing and lead nurturing, the company helps organizations expand their audience, generate additional leads, increase conversions and drive revenue. Contact John at (630) 442-0040 or [email protected].

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Secondary containment is a basic engineering control to prevent a chemical or oil spill. There are some misconceptions, though, regarding secondary containment requirements. In terms of oil-based storage, these misconceptions can lead to not enough containment capacity, significantly more containment capacity than necessary, or simply not providing the right level of containment when containers are grouped.

The Environmental Protection Agency’s Spill Prevention, Control and Countermeasure (SPCC) rule does not specifically quantify the requirements for secondary containment; it simply specifies that a facility needs to “provide a secondary means of containment for the entire capacity of the largest single container and sufficient freeboard to contain precipitation.” The EPA determined that, for freeboard, the more appropriate method of secondary containment is a matter of engineering practice, and did not quantify a percentage or specific storm event for engineers to calculate freeboard when completing secondary containment designs. The containment capacities provided in the table below are based on industry guidance and best practices.

I have visited dozens of facilities and seen several misconceptions during facility walk-throughs over the years. Here are some of the common mistakes people make when selecting containment systems, and how to correct them:

EnvironMEntAl

Overcome These Five Common Secondary Containment Misconceptions

By Chris Jimieson

Project Manager/Senior Geological Engineer

SCS Engineers

1 Freeboard is the additional volume within a secondary containment structure to contain precipitation. Remember to review your state rules and local ordinances to ensure you are fully compliant with your facility’s requirements. Now that you better understand common secondary containment misconceptions, you will make better decisions about secondary containment that help you save money and remain in compliance.

Chris Jimieson has more than 18 years of experience helping industrial, commercial, military, federal, state, municipal, and solid waste companies with environmental compliance. Contact Chris at [email protected] or (608) 216-7367.

Common Secondary Containment Misconception A Path to Secondary Containment ComplianceAny pre-fabricated containment pallet has sufficient secondary containment for a 55-gallon drum.

Often times, these pre-fabricated containment pallets have a spill capacity of 20 to 30 gallons. Secondary containment needs to be at least the capacity of the container and sufficient freeboard1 for precipitation. For indoor storage, the industry standard is 110 percent of the container’s capacity. For a single drum, that would be 66 gallons of containment capacity.

Each 55-gallon drum stored indoors needs to have its own 66-gallon capacity secondary containment pallet.

While you can always go above and beyond what is required, you really only need to size a secondary containment system to contain the single largest container plus freeboard for precipitation. Four 55-gallon drums stored together indoors on a single containment pallet would still only need 66-gallons of containment capacity.

A facility’s outdoor tank has sufficient secondary containment with a concrete containment system capable of containing 100 percent of the tank’s capacity.

For outdoor containers, you have to account for precipitation in sizing your secondary containment systems. Unless a more stringent local or state regulation presides, engineers typically use a rule of thumb for determining appropriate outdoor containment capacity. The most common methods to provide freeboard for precipitation are either 125 percent of the container’s capacity OR the container’s capacity plus volume that would be collected over the containment device’s footprint during a 25-year, 24-hour storm event.

A facility can store several drums within a concrete containment structure where other equipment and containers are stored.

While this may be an acceptable practice, storing additional items within the secondary containment structure reduces the structure’s containment capacity. If the structure was designed with the minimum 110 percent containment capacity (when indoors), storing extra items within the containment structure could reduce the containment capacity below the needed amount.

A facility has sufficient containment if a berm/curb is around the entire oil storage area on a sloped floor.

For a sloped floor or grade, determining the actual containment capacity is important. If the height of the berm/curb does not account for the slope, the capacity of the secondary containment system may be much smaller than you think. A large portion of the containment volume can be lost due to the slope on the floor. Also, maintaining the curb/berm elevation is critical to maximizing the containment system’s capacity.


printinG industriEs of AMEricA

Ask the Technical Experts!One of the benefits of membership is the technical expertise provided by Printing Industries of America. The technical experts from the Center for Technology and Research help members with environ-mental, health, and safety concerns; consulting and on-site technical assistance; Technical Association of the Graphic Arts; technology training; and simulators. In this column, they discuss common production problems and issues.

Q. I am experiencing toner adhesion problems when imprinting a litho printed base run.

A. Toner does not adhere well to smooth surfaces such as litho inks and coatings. Toner needs a surface with a little “tooth” to bite in and adhere.

The best advice is not to design a job with toner overprinting litho ink. If you are going to imprint toner over litho ink you may want to print the litho ink as a light screen (20 percent - lighter the better) to allow some of the paper surface to be available to bond the toner. Consider a third pass through a coater (UV) to seal the litho and toner.

If the job requires over printing the litho ink, the areas that over print should all be printed digital. Be aware that toner printed on litho inks is likely not to fare well in abrasive environments, such as going through mail sorting equipment.

Q. Should I measure the pH or conductivity of my fountain solution?

A. Fountain solutions contain buffering agents that keep the foun-tain solution pH in a predetermined range. Conductivity measures all the ions that conduct electricity and is the preferred method to monitor fountain solution.

We recommend using both and here’s why. Although not a common occurrence, we have seen situations in which contamina-tion was introduced into fresh fountain solution with little etch added and yet the conductivity reading was still correct. The pH, however, was much more alkaline than normal, and was the clue that something was drastically wrong.

When mixing fresh fountain solution, measure and record both the conductivity and pH. These numbers become your benchmark for new fountain solution. Measure the fountain solution daily, and record the pH and conductivity numbers. Note the readings when you change the old fountain solution and mix a fresh batch. The difference in the first and last reading is the normal conduc-tivity and pH range for your fountain solution. If at any time the conductivity and pH outside of this range, something is wrong with the fountain solution. Remixing fresh fountain solution can be a simple fix for more complicated press problems.

Q. I’ve had customer InDesign files that, when I try to move an object, or image, or even edit text, the file will crash. What’s going on?

A. The InDesign files is probably corrupt. Many times, this happens with an InDesign file that has been around for a number of years that gets modified, saved, re-saved, and so on. A good example of this might be a job that gets updated quarterly, but the same file is edited and saved each time.

There is a trick that works most of the time to remove the corrup-tion, so that you can work on the file. Select File > Export > Format > InDesign Markup (IDML). Save the IDML file, then close the corrupt file that is still currently open. Next, open the IDML file you’ve saved, and confirm that no formatting or elements have been changed. You now have a clean InDesign file for the job.

Q. I’m working on a design job that uses spot dimensional ink for digital printing. What’s the best way to set up the digital file?

A. When creating artwork for specialty inks, it’s best practice to separate the specialty ink from the rest of the artwork by creating a custom layer named “Special Ink.” You’ll also want to create a custom spot-colors swatch and name it the same way as the layer, “Special Ink.” You can make the spot color any color you’d like, although you should make it much different than the background artwork and text to ensure that it is noticeable against the base artwork.

When you export the file to a Press Ready PDF in InDesign, open the output section in the PDF export screen, select Ink Manager, and ensure that the custom spot color “Specialty Ink” is exporting as a spot (and not process) color. Illustrator will automatically save the spot color to a PDF when you select Save As PDF.

Offering unbiased and confidential results, Printing Industries of America provides a range of testing and laboratory services to help solve printing-related problems. For more information, please contact Jim Workman at (800) 910-4283, ext. 710 or direct at (412) 259-1710, visit www.printing.org/labservices or email [email protected] or [email protected].


To have your company, product or service featured, contact Sharon Flick toll-free at (855) 522-2210 or via email at [email protected]. News will be published as space allows. We reserve the right to edit for length and clarity.

nEw products And sErvicEs

Agfa Graphics Raises the Bar with Fortuna 11, Leading High-Security Design SoftwareAgfa Graphics has released Fortuna 11 – the latest update of its design and assembly software for high-security printing. Providing a way to skillfully safeguard counterfeit-sensitive documents, this version focuses on enhanced user-friendliness, productivity and creative freedom.

In creating unique designs to protect their sensitive documents – checks, lottery tickets, driver’s licenses, ID cards, tax stamps, passports, birth certificates, diplomas, breeder documents, etc. – users can rely on a potent graphical base editor that reconciles aesthetics with security. Read more at www.agfagraphics.com.

Kodak Adds Violet Ink, Expands Proofer Connectivity to KODAK Proofing SoftwareKodak has announced upgrades to the KODAK Proofing Software, making it easier for printers to spend less time planning and more time printing consistent color results. New with the upgrade, KODAK Proofing Software allows you to proof spot colors with stunning accuracy with new support for violet ink proofers from the EPSON SC-P7000 and SC-P9000 family. The new upgrade also meets print buyer expectations by achieving standard targets based on ISO 12647, GRACoL, and SWOP with Certified Proofing for Color Confirmation. Read more at www.kodak.com.

Koenig & Bauer Offers Inventory Management and Batch Tracking Via SmartphoneThe following situation arises at some point in every print company: A necessary consumable such as an anti-foaming agent or washing solvent has run out. The stores are empty because a helper on a previous shift took the last bottle or container but neglected to mention this to anyone.

Koenig & Bauer has taken up the challenge of avoiding such annoying circumstances and has developed the ProductionApp as a powerful inventory management and batch tracking tool for use on mobile Android devices. Read and see more at www.koenig-bauer.com.

Xeikon Cafe North America Returning to Suburban Chicago in May 2018Xeikon Café North America, a unique conference experience for print providers and converters, has announced the dates for its 2018 edition. The event will take place from May 15 through May 17 at the Westin Chicago Northwest and at Xeikon’s Innovation Center, both located in Itasca, IL.

The conference, which focuses exclusively on digital print production, is offered without cost to print providers and converters that specialize in all areas of the graphic arts, labels and packaging markets. Registration is now open at www.xeikoncafe.com.


MEMbErship nEws

Building our Future Workforce

By Lynn Kaupp Talent Acquisition Specialist Arandell

Arandell, Memonomee Falls, WI, is very excited to announce that we’ve entered into an agreement with Milwaukee Lutheran High School to host four student interns over 16 weeks this spring as an introduction to careers in manufacturing.

Our goal in developing this partnership is to provide each student with the opportunity to get hands-on experience and an understanding of our manufacturing processes. At the conclusion of their internship, they will have learned about our industry and how the various tasks come together to produce catalogs for our clients.

While the education and experience will be invaluable to both the students and Arandell, it is our hope that, upon graduation in June, we’ll have four additional full-time employees!

Arandell Announces Internship Program with Local High School

READY TO JOIN THE INDUSTRY: Noah Story, Michael Torrence, Jr., Reggie Hart, and Evan Nolte, seniors at Milwaukee Lutheran High School, visit Aran-dell in February 2017 prior to beginning their internships. The school is located on the west side of Milwaukee about 10 minutes from Arandell’s headquarters.

By Beatrice Drury Director of Marketing and Communications Zünd America Inc.

Zünd America invites you to attend an open house exclu-sively for GLGA members. The open house will be held on Wednesday, May 16, 2018, from 3 to 7 p.m., at the Zünd America offices in Franklin, WI.

This is a great opportunity to get a personal, in-depth look at the latest Zünd technologies that will help you get into digital cutting/finishing or expand into new markets.

The newest Zünd innovations that make digital cutting more productive and profitable than ever are the laser module for cut and seal polyester fabric applications; high-powered routing and automated tool-changing options; folding carton and corrugated cutting and creasing with automatic material handling and robotic take-off; and high-speed cut-to-print registration with the Over Cutter Camera OCC.

Find out why Zünd continues to be “Your first choice in digital cutting,” offering unsurpassed tool and automation options as well as the best ROI and longevity of any digital cutting system on the market.

For more information on the Zünd open house or to RSVP, please contact Matt Rooney at (847) 602-9031 or [email protected].

You Are Invited: Zünd America Hosts Open House for GLGA Members

Open house attendees will be able to see multi-functional Zünd cutting systems in operation with various tool and automation features, including robotic off-load which eliminates the need for manual off-loading/sorting and helps increase productivity. This is one of many ways in which Zünd systems can be configured to meet users’ specific production and automation needs.


cAlEndAr

Upcoming GLGA Events and ActivitiesTo learn more or to register, visit GLGA’s website at glga.info.

Lunch with the Printers March 20, 2018, Indianapolis, IN

Quarterly HR Update WebinarMay 2, 2018

Quarterly Environmental WebinarMay 3, 2018

Graphics Excellence Awards CelebrationsMay 23, 2018, Addison, IL, and Milwaukee, WI

Indiana Golf OutingJune 20, 2018, Carmel, IN

Chicagoland Printers Scholarship Golf OutingJuly 18, 2018, Bensenville, IL

Wisconsin Golf OutingAugust 8, 2018, Lake Ripley, WI

Upcoming PIA EventsTo learn more or to register, visit PIA’s website at www.printing.org.

Technical Association of the Graphic Arts (TAGA) ConferenceMarch 18-21, 2018, Baltimore, MD

Continuous Improvement (CI) ConferenceApril 8-11, 2018, Chicago, IL

Print & Packaging Legislative SummitJune 19-20, 2018, Washington, DC

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