Greg Hrinya, Editor11.14.23
235 Metro Park
Rochester, NY, USA, 14623
www.tlfgraphicsusa.com
TLF Graphics has been built on the mantra, “Find a way to say yes.” This philosophy is not just a catchy slogan but rather a way of business for the Rochester, NY-based label printing and specialty graphics company. With a dedicated workforce and the power of digital printing, TLF Graphics has gotten creative in finding new ways to deliver for their customers.
Robert McJury, president, had such an experience recently while attending his grandson’s soccer game. When McJury’s cell phone rang at 5:20 p.m., he learned that a customer was in dire need of immediate service.
TLF Graphics president Robert McJury
“He needed to have 20,000 labels out ASAP, and I said, ‘No problem, we’ll take care of it first thing in the morning’,” recalls McJury. “He said, ‘No, I need them tonight.’ This was a job we had never done before, either. I got in my car and started driving, and I called one of my team members, asking them to log into Label Traxx and estimate the job. Then I called my prepress team and had them log in to prepare the file. I arrived at the facility from across town and interrupted my press operator, and we ran 20,000 labels on our Durst Tau RSC UV inkjet press in 20 minutes. The job then got taken to our ABG Digicon for finishing, and the order was at UPS by 8 p.m. ‘Find a way to say yes’ has been our motto, and we did.”
McJury has emphasized service and family throughout his 28 years with TLF Graphics. He first entered the workforce with Moore Business Forms, where he accepted a sales position covering the New York territory. After 18 years with Moore, McJury was faced with a dilemma – relocate his family to either New York City or Philadelphia, PA, for the company, or search for a new opportunity.
“My family was all here, and we just didn’t want to leave,” says McJury. “I handled an account for TLF Graphics, so that’s how I became acquainted with them. I got to know the owners, and they were looking for a sales manager. I made the jump and joined the company, which was quite small at the time, in 1996. Within a year and a half, the previous owners were looking to transition out of the company, so myself, Ron Leblanc, and Dan Wagner, who has since retired, bought TLF Graphics.”
McJury and Leblanc, the current owners, handled sales and finances, respectively, while Wagner helmed operations. When the trio purchased TLG Graphics in 1997, the company boasted 51 employees and $7.2 million in annual sales. “We had to grow within our financial means, and we had to grow without a lot of financial backing,” states McJury. “I never envisioned owning a company, and it was a little scary at the time. When you invest in a company, your house is on the line along with your whole livelihood, so we had to make this thing grow. We were responsible for protecting the previous owners’ retirement, too, but they made it easy for us. There was a small down payment, and we paid them off over 11 years. We were able to buy the company with little entry money, pay them off, and reinvest and do the tasks we’ve needed to do to improve from front to back. It’s been an absolutely terrific ride.”
Today, TLF Graphics generates $26 million in annual revenue with 121 associates. The company, which was incorporated in 1980, occupies 51,500 square feet across two facilities in Rochester. Ownership has never been shy about reinvesting in the company and its people, either, opting for the newest technologies to help deliver speed and service to its diverse customer base.
McJury and VP of operations Adam Jarjourahill with the new Labelmaster.
“It was 2000 when we printed some Champagne labels to celebrate crossing the $10 million mark,” comments McJury. “That was a pretty significant milestone emotionally, where we knew we really had something great going here. We then moved from one building across the street before outgrowing that setup, before finally adding the 30,000 square-foot space next door. Those were significant moves because they allowed us to add people and equipment, and really continue this growth cycle.
“Through the years we’ve lost several of our local competitors, so we think we have this opportunity to be a printing powerhouse regionally in the label and signage space,” he adds. “I think we’ve built that; I really do.”
TLF Graphics has also been built on quality and culture. The company is ISO 9001:2015 certified, and the offerings are backed by a knowledgeable client care team. Other certifications include UL and Black Belt Lean Six Sigma. “ISO certification is essentially a calling card to even have a conversation with many customers, especially playing in as many markets as we do,” says McJury.
From a culture standpoint, TLF Graphics runs on an open-door policy. Whether employees have work concerns or concerns about the Buffalo Bills, they are welcome to meet with ownership at any point in the day. “We’ve got an environment where our associates are empowered to make decisions,” remarks McJury. “We’re more of a family environment even though we’ve tripled in size. I make my rounds to talk to people and continue to be educated on all the cool stuff we’re doing. It’s a friendly, open, flat environment, where we know everybody who works in our facility, and they’re welcome to come into our offices at any time.”
The culture has extended to the greater label industry, as well. TLF Graphics served as the member host for FLAG (Flexo Label Advantage Group) in 2019. The company has also been active participants in FLAG’s Lunch & Learn series, and the Annual Meetings allow leadership to stay current with the latest industry happenings.
“FLAG is one of my favorite industry organizations,” states McJury. “You get together and talk with people having the same issues we’re dealing with, and their monthly, educational Lunch & Learns have been really good. I offer them to our associates where they make sense.
“I love how they take attendees through another company’s business as part of the Annual Meeting,” he adds. “We hosted (in 2019), and I think it’s been really valuable to go out and see another operation; see what we don’t do well and where we can improve. Plus, we see where we are doing some things really well. FLAG, for me, has been the best industry organization we’ve belonged to in 28 years.”
In the future, McJury and Leblanc have identified Adam Jarjourahill, VP of operations, and Chris Augustine, VP of sales, for growing responsibilities within the company. “Adam and Chris are relieving us of some of our responsibilities,” notes McJury. “Ron and I hope to be able to peel back a little bit and watch this show.”
Screen printing has – and continues to represent – a portion of the TLF Graphics business. With quantities and turnaround times dropping even in the late 90s, McJury sought different ways to alleviate the pain points of a messy process with costly films and screen making.
“Digital is not new to us at all,” explains McJury. “In 1998, we bought a Gerber Edge to essentially take outdoor durable decals in very small quantities and get them out of screen printing. That kind of started this whole digital adventure.
“We then bought Roland print-cut machines, and as our business grew, we invested in a sheetfed Indigo S2000. That was our first big digital investment, and we just keep investing in it because we know the technology so well. Digital has made our business fascinating and fun.”
Digital printing accounts for 53% of TLF Graphics’ revenue, with flexo making up approximately 35%. The balance is still occupied by screen printing. Durst has played a pivotal role in TLF Graphics’ digital journey. And even though the two companies occupy a similar geography, it was a booth tour at Labelexpo Americas that established what would amount to a successful partnership.
Ashley Willis, digital finishing supervisor at TLF Graphics
“We spotted this press with a laser on the back end, and it was the proverbial sizzle with the sale – and it was an actual sizzle,” McJury says. “What we were trying to figure out was our screen printing operations and where we were going with that technology. The Durst inks were very durable, very opaque white, and it was very similar to screen printing. We realized we could put this press in and transition screen, flexo, and some liquid toner work to Durst. We bought the Tau 330/LFS UV inkjet press, and Durst has supported us every step of the way. As far as equipment goes, they’ve supported us better than anyone in 28 years. They’ve been remarkable.”
Digital printing has enabled TLF Graphics to thrive with short runs and fast turnaround times. The converter’s average order is $641, and it generates 33,203 transactions per year. Ultimately, TLF Graphics makes 151 shipments per day. Therefore, in 2018, the company returned to Durst for the RSC UV inkjet press. Plus, TLF Graphics will install its third Durst press in November of 2023 – a Tau RSCi UV inkjet press.
“At Labelexpo Americas 2018, we got our first look at the Tau RSC, which featured 1200 dpi print quality and ran at 262 fpm,” recalls McJury. “The press runs as it was sold. A lot of equipment will run at 600 fpm on a good day when the stars are aligned. But when our operator turns the Durst press on, it runs at 262 fpm.
“Our very first Durst press is still running two shifts a day,” McJury adds. “Durst has really been supportive of our digital transformation. There is absolutely no reason to go to another platform. There is not another digital equipment manufacturer that’s come out with some sort of bigger, better, best. And the next Durst press that’s coming in November runs at 328 fpm.”
There is a sustainable benefit to digital printing, as well. By leaning into digital, TLF Graphics estimates 159,936 flexo plates have not been processed, mounted, removed, cleaned, stored, and, ultimately, landfilled. Compared to flexo, digital printing has also saved the company some 955,850 feet of label material.
TLF Graphics has been at the forefront of investing in cutting-edge technology. The company’s finishing department is extensive, with two Grafotronic Hi3 inspection slitter rewinders, as well as a Grafotronic CF2 finisher.
“We’ve known Mike Bacon for a long time, so when he went to Grafotronic we looked into their equipment,” says McJury. “Their equipment has been excellent and faster than anything we have. It was also in a price range that was very affordable for us. The service has been second to none, too. So, in the future, I see us with multiple Dursts and multiple Grafotronics.”
TLF Graphics also boasts two ABG Digicon Series 2 finishing units and an ABG Digicon SRI inspection slitter rewinder. Last year, the company added a JetFX Digital Embellishment Unit, and most recently – a SEI Laser Labelmaster to optimize laser diecutting.
In addition to Durst, TLF Graphics runs an HP Indigo WS6800 digital label press, as well as an HP Indigo 5600. The company also has wide format solutions from Vanguard, Epson, Oce and more.
“We’ve spent the last few years investing in robotic process automation with a company called UiPath,” states McJury. “We’re doing this to become more efficient and reduce the upfront costs associated with taking care of our customers.”
From left, Durst’s Steve Lynn, McJury and Tim Saur, CEO of Durst NA
TLF Graphics boasts an exciting case study with one particular customer, where TLF built an e-commerce site with 1,400 label offerings. The customer can go to the site at any time – day or night – and order entry has been automated. TLF Graphics receives the orders through the e-commerce site, which is then scanned by a bot. The bot grabs the orders and then opens up Label Traxx to enter the orders – all without a human touchpoint. McJury recently hired an RIT graduate to handle the foray into the world of automation.
“UiPath is the leader in process automation,” says McJury. “Now the bot goes into Label Traxx and generates all these reports, so I come in in the morning and I have eight different reports waiting for me in my inbox. We’ve automated reporting, order entry for repeat orders, and now we’re in finance – accounts payable. The software is scanning the inbox looking at invoices from our three major suppliers: FLEXcon, UPM Raflatac, and Avery Dennison. The bot scans the box, grabs the invoices, reads them, and automatically enters them into Label Traxx. It’s fascinating.”
Automation is being used to lighten the workload on TLF Graphics’ workforce, allowing them to be better utilized in more mission critical aspects of the company. Even routine processes have been simplified.
“We’re trying to take mundane tasks off the backs of our customer service team and automate those processes using robotic process automation,” explains McJury. “We have at least 20-25 reports automated, where we used to need a human going into the system to pull all these reports. Now they just appear. Even sales expense reporting used to be a situation where our salesmen would fill out an expense report and throw it in my mailbox. At some point in time, I’d wander down to my mailbox, approve them, put them in the mailbox of accounts payable, and then manually enter them into Label Traxx. Now, the whole process is completely automated.”
Rochester, NY, USA, 14623
www.tlfgraphicsusa.com
TLF Graphics has been built on the mantra, “Find a way to say yes.” This philosophy is not just a catchy slogan but rather a way of business for the Rochester, NY-based label printing and specialty graphics company. With a dedicated workforce and the power of digital printing, TLF Graphics has gotten creative in finding new ways to deliver for their customers.
Robert McJury, president, had such an experience recently while attending his grandson’s soccer game. When McJury’s cell phone rang at 5:20 p.m., he learned that a customer was in dire need of immediate service.
TLF Graphics president Robert McJury
“He needed to have 20,000 labels out ASAP, and I said, ‘No problem, we’ll take care of it first thing in the morning’,” recalls McJury. “He said, ‘No, I need them tonight.’ This was a job we had never done before, either. I got in my car and started driving, and I called one of my team members, asking them to log into Label Traxx and estimate the job. Then I called my prepress team and had them log in to prepare the file. I arrived at the facility from across town and interrupted my press operator, and we ran 20,000 labels on our Durst Tau RSC UV inkjet press in 20 minutes. The job then got taken to our ABG Digicon for finishing, and the order was at UPS by 8 p.m. ‘Find a way to say yes’ has been our motto, and we did.”
McJury has emphasized service and family throughout his 28 years with TLF Graphics. He first entered the workforce with Moore Business Forms, where he accepted a sales position covering the New York territory. After 18 years with Moore, McJury was faced with a dilemma – relocate his family to either New York City or Philadelphia, PA, for the company, or search for a new opportunity.
“My family was all here, and we just didn’t want to leave,” says McJury. “I handled an account for TLF Graphics, so that’s how I became acquainted with them. I got to know the owners, and they were looking for a sales manager. I made the jump and joined the company, which was quite small at the time, in 1996. Within a year and a half, the previous owners were looking to transition out of the company, so myself, Ron Leblanc, and Dan Wagner, who has since retired, bought TLF Graphics.”
McJury and Leblanc, the current owners, handled sales and finances, respectively, while Wagner helmed operations. When the trio purchased TLG Graphics in 1997, the company boasted 51 employees and $7.2 million in annual sales. “We had to grow within our financial means, and we had to grow without a lot of financial backing,” states McJury. “I never envisioned owning a company, and it was a little scary at the time. When you invest in a company, your house is on the line along with your whole livelihood, so we had to make this thing grow. We were responsible for protecting the previous owners’ retirement, too, but they made it easy for us. There was a small down payment, and we paid them off over 11 years. We were able to buy the company with little entry money, pay them off, and reinvest and do the tasks we’ve needed to do to improve from front to back. It’s been an absolutely terrific ride.”
Today, TLF Graphics generates $26 million in annual revenue with 121 associates. The company, which was incorporated in 1980, occupies 51,500 square feet across two facilities in Rochester. Ownership has never been shy about reinvesting in the company and its people, either, opting for the newest technologies to help deliver speed and service to its diverse customer base.
McJury and VP of operations Adam Jarjourahill with the new Labelmaster.
“It was 2000 when we printed some Champagne labels to celebrate crossing the $10 million mark,” comments McJury. “That was a pretty significant milestone emotionally, where we knew we really had something great going here. We then moved from one building across the street before outgrowing that setup, before finally adding the 30,000 square-foot space next door. Those were significant moves because they allowed us to add people and equipment, and really continue this growth cycle.
“Through the years we’ve lost several of our local competitors, so we think we have this opportunity to be a printing powerhouse regionally in the label and signage space,” he adds. “I think we’ve built that; I really do.”
TLF Graphics has also been built on quality and culture. The company is ISO 9001:2015 certified, and the offerings are backed by a knowledgeable client care team. Other certifications include UL and Black Belt Lean Six Sigma. “ISO certification is essentially a calling card to even have a conversation with many customers, especially playing in as many markets as we do,” says McJury.
From a culture standpoint, TLF Graphics runs on an open-door policy. Whether employees have work concerns or concerns about the Buffalo Bills, they are welcome to meet with ownership at any point in the day. “We’ve got an environment where our associates are empowered to make decisions,” remarks McJury. “We’re more of a family environment even though we’ve tripled in size. I make my rounds to talk to people and continue to be educated on all the cool stuff we’re doing. It’s a friendly, open, flat environment, where we know everybody who works in our facility, and they’re welcome to come into our offices at any time.”
The culture has extended to the greater label industry, as well. TLF Graphics served as the member host for FLAG (Flexo Label Advantage Group) in 2019. The company has also been active participants in FLAG’s Lunch & Learn series, and the Annual Meetings allow leadership to stay current with the latest industry happenings.
“FLAG is one of my favorite industry organizations,” states McJury. “You get together and talk with people having the same issues we’re dealing with, and their monthly, educational Lunch & Learns have been really good. I offer them to our associates where they make sense.
“I love how they take attendees through another company’s business as part of the Annual Meeting,” he adds. “We hosted (in 2019), and I think it’s been really valuable to go out and see another operation; see what we don’t do well and where we can improve. Plus, we see where we are doing some things really well. FLAG, for me, has been the best industry organization we’ve belonged to in 28 years.”
In the future, McJury and Leblanc have identified Adam Jarjourahill, VP of operations, and Chris Augustine, VP of sales, for growing responsibilities within the company. “Adam and Chris are relieving us of some of our responsibilities,” notes McJury. “Ron and I hope to be able to peel back a little bit and watch this show.”
Digital Pioneers
While many converters explore the possibility of adding digital printing, TLF Graphics has the distinction of being one of the industry’s earliest adopters. In fact, its digital journey began in 1998.Screen printing has – and continues to represent – a portion of the TLF Graphics business. With quantities and turnaround times dropping even in the late 90s, McJury sought different ways to alleviate the pain points of a messy process with costly films and screen making.
“Digital is not new to us at all,” explains McJury. “In 1998, we bought a Gerber Edge to essentially take outdoor durable decals in very small quantities and get them out of screen printing. That kind of started this whole digital adventure.
“We then bought Roland print-cut machines, and as our business grew, we invested in a sheetfed Indigo S2000. That was our first big digital investment, and we just keep investing in it because we know the technology so well. Digital has made our business fascinating and fun.”
Digital printing accounts for 53% of TLF Graphics’ revenue, with flexo making up approximately 35%. The balance is still occupied by screen printing. Durst has played a pivotal role in TLF Graphics’ digital journey. And even though the two companies occupy a similar geography, it was a booth tour at Labelexpo Americas that established what would amount to a successful partnership.
Ashley Willis, digital finishing supervisor at TLF Graphics
“We spotted this press with a laser on the back end, and it was the proverbial sizzle with the sale – and it was an actual sizzle,” McJury says. “What we were trying to figure out was our screen printing operations and where we were going with that technology. The Durst inks were very durable, very opaque white, and it was very similar to screen printing. We realized we could put this press in and transition screen, flexo, and some liquid toner work to Durst. We bought the Tau 330/LFS UV inkjet press, and Durst has supported us every step of the way. As far as equipment goes, they’ve supported us better than anyone in 28 years. They’ve been remarkable.”
Digital printing has enabled TLF Graphics to thrive with short runs and fast turnaround times. The converter’s average order is $641, and it generates 33,203 transactions per year. Ultimately, TLF Graphics makes 151 shipments per day. Therefore, in 2018, the company returned to Durst for the RSC UV inkjet press. Plus, TLF Graphics will install its third Durst press in November of 2023 – a Tau RSCi UV inkjet press.
“At Labelexpo Americas 2018, we got our first look at the Tau RSC, which featured 1200 dpi print quality and ran at 262 fpm,” recalls McJury. “The press runs as it was sold. A lot of equipment will run at 600 fpm on a good day when the stars are aligned. But when our operator turns the Durst press on, it runs at 262 fpm.
“Our very first Durst press is still running two shifts a day,” McJury adds. “Durst has really been supportive of our digital transformation. There is absolutely no reason to go to another platform. There is not another digital equipment manufacturer that’s come out with some sort of bigger, better, best. And the next Durst press that’s coming in November runs at 328 fpm.”
There is a sustainable benefit to digital printing, as well. By leaning into digital, TLF Graphics estimates 159,936 flexo plates have not been processed, mounted, removed, cleaned, stored, and, ultimately, landfilled. Compared to flexo, digital printing has also saved the company some 955,850 feet of label material.
TLF Graphics has been at the forefront of investing in cutting-edge technology. The company’s finishing department is extensive, with two Grafotronic Hi3 inspection slitter rewinders, as well as a Grafotronic CF2 finisher.
“We’ve known Mike Bacon for a long time, so when he went to Grafotronic we looked into their equipment,” says McJury. “Their equipment has been excellent and faster than anything we have. It was also in a price range that was very affordable for us. The service has been second to none, too. So, in the future, I see us with multiple Dursts and multiple Grafotronics.”
TLF Graphics also boasts two ABG Digicon Series 2 finishing units and an ABG Digicon SRI inspection slitter rewinder. Last year, the company added a JetFX Digital Embellishment Unit, and most recently – a SEI Laser Labelmaster to optimize laser diecutting.
In addition to Durst, TLF Graphics runs an HP Indigo WS6800 digital label press, as well as an HP Indigo 5600. The company also has wide format solutions from Vanguard, Epson, Oce and more.
An Automated Future
Just as TLF Graphics was on the leading edge with digital printing, the company has been heavily invested in automation. As part of fostering an atmosphere of reinvesting back into the company, McJury and Leblanc have targeted automation to drive efficiency and cost optimization throughout their two facilities.“We’ve spent the last few years investing in robotic process automation with a company called UiPath,” states McJury. “We’re doing this to become more efficient and reduce the upfront costs associated with taking care of our customers.”
From left, Durst’s Steve Lynn, McJury and Tim Saur, CEO of Durst NA
TLF Graphics boasts an exciting case study with one particular customer, where TLF built an e-commerce site with 1,400 label offerings. The customer can go to the site at any time – day or night – and order entry has been automated. TLF Graphics receives the orders through the e-commerce site, which is then scanned by a bot. The bot grabs the orders and then opens up Label Traxx to enter the orders – all without a human touchpoint. McJury recently hired an RIT graduate to handle the foray into the world of automation.
“UiPath is the leader in process automation,” says McJury. “Now the bot goes into Label Traxx and generates all these reports, so I come in in the morning and I have eight different reports waiting for me in my inbox. We’ve automated reporting, order entry for repeat orders, and now we’re in finance – accounts payable. The software is scanning the inbox looking at invoices from our three major suppliers: FLEXcon, UPM Raflatac, and Avery Dennison. The bot scans the box, grabs the invoices, reads them, and automatically enters them into Label Traxx. It’s fascinating.”
Automation is being used to lighten the workload on TLF Graphics’ workforce, allowing them to be better utilized in more mission critical aspects of the company. Even routine processes have been simplified.
“We’re trying to take mundane tasks off the backs of our customer service team and automate those processes using robotic process automation,” explains McJury. “We have at least 20-25 reports automated, where we used to need a human going into the system to pull all these reports. Now they just appear. Even sales expense reporting used to be a situation where our salesmen would fill out an expense report and throw it in my mailbox. At some point in time, I’d wander down to my mailbox, approve them, put them in the mailbox of accounts payable, and then manually enter them into Label Traxx. Now, the whole process is completely automated.”
