How to Print On Walls

Visit Paul at: https://thewallprinter.com/

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Authentic Business Adventures,

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found at drawincustomers.com

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Today we are welcoming/preparing to learn

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from Paul Baron, the founder and CEO
of The Wall Printer.

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And I got to say, before we get started,
Paul, I don’t know if you know this or

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not, but I had a printer repair company,
and we’ll call it a previous life.

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It was a while ago.

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So when I saw your company come across

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my desk, I’m like,
I got to see what’s going on here

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because I had a hard enough time fixing
printers that printed on paper,

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printing on walls I can
imagine is a whole new game.

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Welcome to the show.
Thank you, James.

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I appreciate the opportunity to talk

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with you and your audience
and introduce for anybody who cares

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to listen, information
about The Wall Printer.

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It is not a new technology.

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It’s been around for about 15 years,

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but I brought it here to the United States
as it was invented overseas.

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I brought it here in 2019, late,

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started the business in 2020,
basically with the mission to create

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business opportunities for people
who are either into wall art

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and floor art because we have floor
printers as well as wall printers.

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But the overarching
mission was to create business

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opportunities for people that either had
some type of a business where this could

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add revenue and benefit them,
or people looking for a startup,

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an interesting new venture
on something new and cool.

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They’re willing to take the risk

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if that’s the right term,
even though the business has been around

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for 15 years and has about 1,000
companies using wall printing machines.

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It was totally new in North America

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and South America, which are
the markets that I service.

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And it is an interesting way to put wall art

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onto any wall surface,
indoors or outdoors.

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Pretty cool machine.
Yeah, sounds good.

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So I’m going to throw out a guess that the

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window we see behind you
has been printed on that wall.

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Is that right?

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So I never know if I’m talking to an audio
only audience or if you have video.

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We got both.
Yeah.

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So for those that do have video,

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and for those who don’t have video,
I’ll say just go to thewallprinter.com

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That’s our website.

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And that will 15 seconds on the website

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will tell you everything you need to know
about what our machines do.

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But for those of you with video, yes,

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this is a cinder block wall in my
warehouse in Wilmington, North Carolina.

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This is where we manufacture

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and test and deliver machines
and prepare them for customers.

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And we ship throughout North and
South America, as I mentioned earlier.

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But this particular wall art is
done on a cinder block wall.

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So you can see also, I’m a little
zoom challenged when I point.

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Yeah, we.
All are.

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You could see the grout between
the different sections of cinder block.

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And the reason I point to that is
the wall doesn’t have to be smooth.

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It just has to be vertical.

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We don’t print on curved surfaces.

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This is not a replacement for vehicle

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wraps where you have artwork on cars
and fenders and curved surfaces.

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It is designed for any wall surface.

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It could be cinder block, brick,
wood, metal, tile, glass.

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There’s no surface we won’t print
on as long as it’s vertical.

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And then if it is horizontal,
like the floor, we do have a floor printer

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that could print things like logo art or
company’s logo or a sports team logo

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on a basketball court or
somebody’s personalized parking space

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in a garage, then you would use
the floor printer for that.

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But it’s very high,
resilient, brilliant color

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UV inks, they’re called,
which are like an acrylic ink,

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very hard shell ink that dries instantly
with our machines as it prints.

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And the machines are designed to print
anywhere from small text to large murals.

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There’s no limit to the height and no
limit to the width you can get.

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So we got a lot of ground to cover.

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We got the business side,

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and I want to talk to you about
the technical side of The Wall Printer,

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because what you just described
there with inks and stuff like that.

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You blow my mind a little
bit from what I knew from…

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Yeah.
Again, and I apologize.

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I tend to drift into different areas.

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No, you’re all good.

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We got a lot to cover because essentially

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this is
what I would consider to be something new,

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even though it’s 15 years old
or something like that.

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There’s only literally a handful,

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five companies in the world
that manufacture these types of machines.

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All right.

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And there’s two in China, one in Germany,
one in Australia, and one in India.

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When I first discovered this,

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I was actually approached by one of our
competitors today, a German product.

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No disrespect to anybody in your
audience with German heritage.

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I drive a BMW.

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I drive a I cook with Henkel knives,
which I think are the best in the world.

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I love my car.

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But just because something says made
in Germany, I learn

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after doing my homework,
I learned that doesn’t mean you should

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charge maybe twice or three times with
something else, a comparable value cost.

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Sometimes you get that value,
sometimes you don’t.

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In the wall printing game,

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I learned early on after being approached
by the German company to market their

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products here in North America,
which is what I do.

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That’s my background as I take foreign
company’s products that are interesting

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to me and I help them find their
audiences, vendors, partners,

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bring those companies to exit
usually or to partnership with other

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US based companies that might
serve the audience and the product better

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by manufacturing here in the US
or setting up offices here in the US.

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That’s basically what I’ve done.

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And I usually did this
on a commission sales job.

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But early on, years ago,
I stopped doing that.

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And I only found interesting products
that I was willing to invest in that I was

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willing to put my money and mouth
behind, as well

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as then encouraging other people to use
these products for either their business,

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their service,
a way to either make money or to utilize

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these products. So when I found this
product, or they found me,

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I couldn’t make the deal with them,
but I was intrigued by the product.

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I had never seen a vertical
printing machine before.

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That’s the generic name
for these products.

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And so they wanted me,
like all these other companies,

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to be a commission salesperson for them
and bring their product to market.

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I wouldn’t do that.
I wanted to buy the company.

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I thought it was so interesting.

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But the conversation broke down.

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But then I said, Let me take a look
at this a little bit more closely.

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And usually when I say to my wife and I’m

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in my home office and I’m
surfing the Internet like we’re on today,

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and I say, Hey, Maureen, my wife,
come on, take a look at this.

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Rather than come into my office and take
a look, what she usually does is cut up

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my credit cards and hide the bank account
because she says, Oh, here we go again.

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Paul’s going to invest in something crazy.

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And so this time she looked at it
and she was all in as I was.

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But we wanted to know, well, what’s the

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best product to use
if we’re serious about this?

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I did my homework.

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Same homework I asked my customers to do.

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Do your research, do your due diligence.

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I went around and I looked at the other
four companies besides the German company,

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as well as analyze the German
company’s product.

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I wanted to see what the differences were,

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what the opportunities were,
what their customers were doing with it.

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Can, in fact, somebody make
money with this machine?

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That was the first and most
important question.

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Yeah, right.
That’s a good one.

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Then all the technical aspects,
how reliable is it?

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What does it do that the other ones don’t?

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And all this stuff.

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And so after going through all this,
and I’ll try to shorten the story

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for the benefit of your audience because I
can get long winded when I start talking.

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I basically found that this one product

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that I found from one manufacturer
in China was the most feature rich product

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that did things that the other ones,
including the German product, did not do.

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I was able to get it at half the price.

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I was able to create a really good value
and business opportunity for people,

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and we were able to engage
with one another in a very strong

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relationship
that guaranteed not only product

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and service and support
for me as I needed it,

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but also the tools I would need that if
down the road I wanted to actually

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manufacture these machines
here in the United States

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and have more control over the future
availability of the products

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for the benefit of my customers
that I would be able to do this.

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And so this company ticked
all the right boxes.

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It’s been three years now.

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We went from zero to right now
we have about 110 customers.

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We are adding one to two new customers

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every single week who purchase
a machine and or exclusive territory.

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Because the thing about something

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new, I want people to be rewarded
if they are willing to take the risk

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and be the first kids on the block,
so to speak, to be a wall printer

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or a floor printer, depending on what
machine they buy, if not both.

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And so
we provide exclusive

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territory rights to people that allow them
to service their markets without

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interference
from us selling to other people.

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Because when people see these printers out

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there in the street,
they’re like advertisements.

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They’re very cool to watch print a wall
like you see behind me with artwork.

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And when they do print, people say,
That looks interesting.

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Maybe I’d like to be in that business.

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But the ones that raise their hand first,
they get exclus for their territory.

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We are not a franchise.

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We don’t reach into people’s pockets
and take loyalties like franchises do.

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We don’t restrict them on the name
of the product and how they market it.

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We just agree not to sell to anybody else
within their territory.

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And they are obligated to purchase one

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printer initially and then more over time,
depending on the size of their territory.

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And that territory goes by population.

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Then is the ink proprietary
to the machine or tell me about that?

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Yes.
As much as I like pretty much everybody

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else in the world who hates the fact
that when Hewlett Packard Epson or

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Brother or Canon makes you buy ink
from them, and there are remarketed inks

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that you can buy from other companies
that provide several inks.

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But if you know printing,

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like apparently you do have some
experience with, I had absolutely none.

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I learned the hard way by saying,

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can I get cheaper or different ink
and put it into these printers?

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The answer is no, you cannot.

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The printers, the software,
the technology, the component

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parts, our print heads, which
are Japanese manufactured.

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They are the best print
heads in the world.

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They come from either Epson or Riko,
which are the two

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best companies that manufacture print
heads for all sorts of printing machines.

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But specifically for the wall printing,

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vertical printing machines, these print
heads require a very special ink.

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Now, with that said,
this also speaks to the relationship

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I have with the manufacturer
of the machines.

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We actually manufacture our own
inks here in the United States.

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You do?

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Because we want to make sure
I have a factory in Kansas and another one

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in Florida that manufactures
inks to our specifications.

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And we went back and forth
with the factory to assure the fact

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that the software, the hardware,
everything interacts

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properly to make sure that these colors
are reproduced faithfully to the digital

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image that was created by the artist
or downloaded from the internet.

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Our machines require a vector
image, meaning that if people are not

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familiar with that term,
the difference between a vector image

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and let’s say the photo
you take on your phone.

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I could take a beautiful picture

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of my dogs and put that up on the wall,
but it’ll only enlarge to maybe 3 feet

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by 4 feet before it starts losing
resolution and looking really badly.

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Pi xellating, if that’s a term
that more people are comfortable with.

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But a vector image, when created,

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because that’s a digitally created image,
you can enlarge that to any size at all,

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and it’ll still look beautiful
and perfectly proportioned.

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Those are the types
of images our printer wants.

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It will print a JPEG, but a JPEG,
as I said, will only enlarge so much.

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Vector image is what we want,
and those are readily available.

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You could download vector images
from sites like shudderstock.

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Com, or they could be created
in Adobe Photoshop or Corel Draw.

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The tools are the trait
of the graphics artist.

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That’s what our machine thrives on.

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It takes a vector image,
you put it on a USB stick, you put the USB

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stick into the USB port on our machine,
then the software we provide takes over,

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imports the image and prints
it on a wall faithfully.

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Does the wall itself,
the wall you have behind you is white.

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So does the wall have to be white
or does the printer print white?

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It’s almost like, and I apologize to your

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audience that thinks I prepared your
questions, but that was a great one.

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Well, that was a big deal when it came

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on in posters when Epson, I think,
I don’t know if they were the first, but

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they came out where they could print
with white ink, and that was like, Whoa.

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It wasn’t that long ago.

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It wasn’t that long ago.

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And I appreciate the question because
that’s what separates

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our printer from these other four
in the world that I kick the tires

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on before deciding
on this particular machine.

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Our machine is the only printer,

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and I’m a co owner with the patent,
which is also very unusual

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for an American company to be a co owner
of a patent with a Chinese manufacturer.

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That speaks two things.

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Number one, to answer your question,

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we are the only vertical printing machine
in the world that will apply white ink

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behind the image to allow it to print
on a dark wall or on glass

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or on something where the colors
will pop out beautifully.

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Now, in an image like…

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And the other half of that sentence before

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I get to this image and the white ink
point you raised

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is that it speaks the relationship
between me and the manufacturer.

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It’s very rare that an American company

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will come in a patent with a Chinese
manufacturer.

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But it speaks to the relationship we have

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as I insisted upon this feature
being something that would separate us

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from the pack, so to speak,
and allow us to really give value

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to our customers as you
enthusiastically mentioned.

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So a print like you see on the wall behind
me, this wall was cinder block,

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which everybody knows,
this comes out gray concrete.

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So it’s primered over with white paint.

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The wall printer is not a wall painter.

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You don’t paint big blocks of black
or blue or white with the wall.

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You go ahead and you take a brush

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and a roller and you go ahead and you
prepare the wall, whether it’s wall board

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or sheet rock or whatever,
you prepare the wall first.

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And then you print your image.

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An image like this one,
which has a lot of white in it

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in the window frame
and in the molding around the windows

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and the clouds in the sky,
there’s no ink being used in this print.

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This print has it’s a 5′ foot by 8′ foot

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wall mural that has about
$10 worth of ink in it.

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It’s 40 square feet.

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It’s about 15 to 25 cents per square foot
is what the ink cost is in this.

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So it’s about $10 total ink.

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However, if this was a blue wall
or a black wall, then in Adobe Photoshop,

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which is the only application we don’t
give because it’s readily available,

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you license a copy of Adobe Photoshop what
our customers are requested to do that.

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And you put that on the computer
outside of our machine,

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and then it has a very simple feature
to apply white behind the image.

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And so our machine will print
white behind the image.

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So if this was a blue wall,

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this image would look exactly like what
you and your audience are seeing today.

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Everything else would be blue,
but the white would all be just as white

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as you’re seeing it now,
but it would be with a blue background

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that would not bleed through like
these other printers would have.

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These other printers had
a plaque wall behind it.

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It would bleed through and these
windows would not look pure white.

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With our printer, they look pure white.
Interesting.

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And that raises the ink cost.

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If it’s a blue wall and you’re printing

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with white ink, it might make it 45
to 50 cents per square foot for total,

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as opposed to 25 cents if
you add white to the mix.

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Right.

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So then you’re doubling
or more so the cost.

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Exactly.

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But our printers will print about
15 to 20 square feet per hour.

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So this 40 square foot print
took about two hours to print.

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Typically, our customers

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charge their customers anywhere from $20
to 35 dollars per square foot,

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depending on the wall and the preparation
and other things that are involved.

[00:16:09.480]
So something like that might cost

[00:16:10.530]
a customer about $800
to put that on their wall.

[00:16:13.810]
Okay.
Tell me about the texture,

[00:16:15.560]
because cinder blocks is not exactly
the smoothest thing in the world.

[00:16:18.610]
So this is an ink jet printer,

[00:16:20.290]
basically a vertical ink jet
printer that sprays ink out.

[00:16:23.410]
So as I mentioned,
it doesn’t have to be smooth.

[00:16:25.840]
It just has to be vertical.

[00:16:27.030]
So in all those areas, our
technology provides

[00:16:30.960]
ultrasonic sensors which move the print
head on what we call the Z axis.

[00:16:36.080]
If you remember from your old algebra

[00:16:37.730]
days, you had X and Y, Y being vertical,
X being horizontal,

[00:16:42.050]
and this also has Z which goes
horizontally in and out from the wall.

[00:16:45.880]
So wherever there’s a crevice,

[00:16:47.050]
it automatically moves in, and where
there’s not a crevice, it moves out.

[00:16:50.910]
Now, let me qualify this so your audience

[00:16:53.450]
is really understanding
and expectations are set properly.

[00:16:57.690]
It is not designed to go around
obstructions in the wall.

[00:17:01.330]
So if it’s a crevice like you see here,
or if it’s a recessed door or a garage

[00:17:06.040]
door that has panels
that might be recessed a half an inch or

[00:17:09.560]
something, yes, it will move
and fill that in.

[00:17:12.230]
So it’ll still look
like a beautiful image.

[00:17:14.590]
But if there are obstructions, like on a

[00:17:19.000]
container,
on a truck or

[00:17:23.960]
on a box container or something,
even a light switch on a wall,

[00:17:27.240]
if there was a light switch in the middle
of this image on the wall,

[00:17:30.520]
you would have to remove that light switch
before printing it because it won’t go

[00:17:34.120]
around anything that’s
protruding from the wall.

[00:17:36.490]
All right.
Yeah, that makes sense.

[00:17:38.950]
Reist test, no issues.

[00:17:41.280]
So the print head knows it’s got some
sensor to know

[00:17:45.840]
for the grout lines and all that in the
cinder block and knows to move that.

[00:17:49.360]
Wow, that is impressive.

[00:17:50.840]
Yeah, it comes with two different
types of technology on the print head.

[00:17:54.490]
Actually, three.

[00:17:56.360]
One is a positioning technology,

[00:17:58.190]
which is a laser point, similar to what
a gun sight might have.

[00:18:04.530]
It’s like an X that’s in red and it shines
out onto the wall and that positions you

[00:18:08.960]
where you want to start or if you stop
and you want to get back to the same spot

[00:18:12.800]
because these printers will
do a continuous print.

[00:18:15.200]
Even if you stop or go away or go

[00:18:16.800]
to the bathroom and you stop printing
or you want to stop and it’s a big print

[00:18:20.320]
and you come back the next day,
you can pick up right where you left off.

[00:18:23.320]
It’s not like a paper jam in your desktop

[00:18:25.120]
printer where you have
to start all over again.

[00:18:27.730]
It’ll continually print where you stop but
so that’s the laser pointer.

[00:18:31.990]
Then you have the two ultrasonic sensors.

[00:18:34.830]
That’s what moves the machine
in and out horizontally to compensate

[00:18:38.360]
for crevices in the wall or any
type of slight obstructions.

[00:18:43.400]
It’ll print on a panel truck, for example,

[00:18:45.150]
or like a trailer that as long as
the seams are relatively flat,

[00:18:49.790]
it’ll go around a rivet on the surface,
but it just won’t go around

[00:18:53.530]
something that protrudes like
a half inch or more from the surface.

[00:18:59.840]
All right.

[00:19:02.760]
Then the third technology is the UV lamps,

[00:19:07.010]
which cure the ink as it prints,
the instant it passes over the image

[00:19:12.040]
vertically, you could put your hands
on it and it’ll be dry to the touch.

[00:19:16.080]
That’s done with curing instantly
with a UV heat lamp as it prints.

[00:19:20.600]
The downside of that technology is that

[00:19:24.440]
it results in the printer printing
a little bit more slowly

[00:19:27.280]
than some printers or paintings
might do if you just have a brush and then

[00:19:31.150]
you sit back and you wait for the paint
to dry, this dries instantly, which is…

[00:19:35.400]
And the reason for that is we want you to
be able to print on any surface at all.

[00:19:39.070]
But you do sacrifice speed to some extent.
Sure.

[00:19:42.110]
Of course, this image here,
5 feet by 8 feet, 40 square need

[00:19:45.450]
are printers, printed 15
to 20 square feet per hour.

[00:19:48.120]
It took about two and a half
hours to print this.

[00:19:51.250]
But it would take a painter probably
a day and a half.

[00:19:55.670]
Two days.

[00:19:56.770]
Yeah, it depends.

[00:19:57.800]
So it’s fast, but it’s not t’s not as fast

[00:20:00.770]
as, let’s say, your desktop printer
or in a print shop, one of these $150,000

[00:20:06.170]
flatbed printers
that are used for printing posters

[00:20:08.840]
and poster board and signage
and vinyl stickers and things like that.

[00:20:12.840]
I was going.

[00:20:13.310]
To say I fixed quite a few Epson
banner printers back in my day.

[00:20:17.800]
Now, granted, this is in the neighborhood
of 10 years ago with the most recent,

[00:20:21.490]
and they weren’t exactly speed demons
when you had the resolution bumped up.

[00:20:28.210]
Yeah, no, they’re not. Y

[00:20:31.080]
ou’re also very limited in size for those
machines as opposed to ours that can move

[00:20:34.880]
along the wall and there’s
really no limit.

[00:20:36.960]
There’s also no limit to the height.

[00:20:38.560]
Even though the machine is designed

[00:20:40.210]
to fit inside of a standard US eight foot
room, the overall height of the machine

[00:20:44.600]
from floor to ceiling
with the tracks or wheels that it comes

[00:20:47.690]
on to propel it automatically
left and right.

[00:20:51.530]
The machine is designed, as I said,

[00:20:54.390]
with a height of about 7’10’, so it fits
inside of an eight foot ceiling room.

[00:20:59.040]
However, it does come
with a one meter extension.

[00:21:01.320]
So if you don’t have a ceiling issue or
you’re in a higher ceiling or outdoors,

[00:21:05.430]
it’ll print as much as nine feet
in image print height.

[00:21:09.530]
But then there is no limit to the
mural you could print.

[00:21:12.470]
If you think for a moment about
window washers on a skyscraper.

[00:21:17.040]
Just like a window washer has a scaffold
and they erect a scaffold

[00:21:20.530]
and go up floor by floor, you could do
the same thing with a wall printer.

[00:21:24.320]
The technology that comes with a wall
printer allows you to what we call stitch

[00:21:27.830]
images where one image ends,
another image other image can start.

[00:21:31.150]
So you can have one
big 50 foot tall overall mural.

[00:21:36.320]
But of course, then you have the expense
that you pass through to your customer.

[00:21:39.560]
Sure.

[00:21:39.830]
If I have end users listening to this
broadcast that you would have to pay

[00:21:43.800]
for scaffold rental and the time it takes
to do all that, and a forklift

[00:21:48.000]
or a high low that brings
the machine up to each level.

[00:21:50.670]
So it’s an expensive project.

[00:21:52.280]
Not what I would say should be the first

[00:21:53.960]
thing that a customer of mine takes on
when they first get their wall printer.

[00:21:57.410]
We call that an advanced

[00:21:59.530]
skill, but the printer is
perfectly capable of doing that.

[00:22:03.400]
I

[00:22:04.840]
want to talk about the mechanics
of the printer itself because

[00:22:08.010]
this is fascinating to me because one,
when I was working on machines,

[00:22:12.050]
everything was printing horizontally
because gravity came into play

[00:22:16.560]
with the way that the ink was set
up to spit out of the print head.

[00:22:19.710]
And just paper, it was a

[00:22:22.490]
lot easier to print horizontally
than it was vertically.

[00:22:26.080]
So how are you attaching this
machine or printer to the wall that’s

[00:22:31.160]
temporary, but still it’s got to be strong
or stable if it’s printing.

[00:22:34.590]
That high up.
There are two things you mentioned there.

[00:22:36.480]
The one which is the easy thing, the inks.

[00:22:38.510]
The inks are gravity fed
to the print head.

[00:22:41.070]
And so that’s the same in our printer
as most other printers as well.

[00:22:45.000]
Even though there are motors that draw

[00:22:46.750]
the ink through at the very beginning,
the maintenance

[00:22:49.560]
purposes to make sure that the inks are
flowing properly through the print head.

[00:22:53.000]
There are no clugs or anything like this.

[00:22:54.600]
There’s regular deli maintenance you need

[00:22:56.030]
to use on these printers to make sure
that the colors are all firing properly.

[00:23:00.360]
Simple process,
but it’s part of that whole gravity fed

[00:23:03.400]
issue of inks going through tubes
in the print head to make sure they don’t

[00:23:06.590]
just sit there for days at a time
and have the opportunity to clog up.

[00:23:10.600]
There’s that part of it mechanically.

[00:23:12.810]
But then also when you have the inks
and the sensors that move the inks

[00:23:20.950]
in and out from the wall,
the walls do have to be level.

[00:23:25.050]
So there’s leveling that’s required.

[00:23:27.600]
These printers do not print on a big

[00:23:29.890]
incline if you want,
because the motors are driving

[00:23:33.730]
the horizontal, the X movement
of the printer across the wall.

[00:23:38.230]
And so you want to have a level picture,
you want to have a level floor.

[00:23:43.120]
And so there are tracks that come
with the printer that can be leveled.

[00:23:47.480]
Or if you have a perfectly flat wall,

[00:23:49.150]
the printer also comes with wheels
that will self propel the machine across a

[00:23:54.490]
vertical, perfectly flat
concrete, wood flooring.

[00:23:59.450]
If it’s on outside on pebbles or grass or
plush carpet,

[00:24:03.630]
then you want to use the tracks to make
sure that it moves consistently.

[00:24:07.800]
But all of that is covered with the hard
way you get with our machine.

[00:24:11.050]
All right.
Tell me about the print heads themselves.

[00:24:13.600]
I imagine those have to be
replaced every once in a while.

[00:24:15.910]
These are, again, not manufactured by us.

[00:24:21.110]
They’re manufactured by the Japanese
print head companies like Epson or Riko.

[00:24:25.730]
These are the world leaders in print heads
for ink jet printing machines.

[00:24:30.200]
Those are the types of print heads we use.

[00:24:31.790]
They have a life expectancy
with regular use of about two years.

[00:24:37.920]
If you don’t maintain them properly

[00:24:39.440]
and they clog up beyond repair,
you might have to replace them.

[00:24:42.550]
They are, in fact, the single most
expensive component of the machine.

[00:24:46.490]
They cost about $1,225
to replace one of these print heads.

[00:24:50.070]
But at the same time,

[00:24:52.930]
we also provide in our delivery and our
package, when our customers get it,

[00:24:59.240]
they get a backup print head included,
because even if they do something or it’s

[00:25:02.960]
damaged for any reason at all,
we want you to be able to continue

[00:25:06.040]
printing, so we always
give you a backup printer.

[00:25:08.280]
And our machines come with a warranty
that if there is a defective part,

[00:25:11.310]
not because you don’t maintain it
properly, but because

[00:25:14.600]
whether it be a computer board,
a p oly a cable, or a print head,

[00:25:18.390]
no matter what it is,
that’s covered under warranty.

[00:25:21.010]
Is there a separate print
head for each color?

[00:25:25.450]
So with our printer, no.

[00:25:27.960]
The Epson print head has been designed.

[00:25:29.870]
It’s got 140 or 170.

[00:25:33.040]
I always get this confused.

[00:25:34.310]
I think it’s 140.

[00:25:36.010]
Just make up a number.

[00:25:37.190]
It’s all good.

[00:25:38.360]
Don’t quote me on it,
but it is either 140 or 170.

[00:25:42.010]
That’s the number of holes that the inks
will travel through to print the image.

[00:25:47.010]
One print head based on the software,

[00:25:49.000]
the way we’ve designed it,
which is proprietary software,

[00:25:51.810]
allows all those colors to mix
properly through one print head.

[00:25:55.240]
Re Co.
Print heads are only for single colors.

[00:25:58.320]
Got it.

[00:25:58.830]
We are experimenting with them,
but that really adds to the price

[00:26:02.080]
of the machine, and we haven’t discovered
any quality or maintenance

[00:26:06.290]
benefit yet to be able to utilize
that versus what we’ve got.

[00:26:10.790]
It may, by separating the inks out,

[00:26:13.070]
require less maintenance,
but that hasn’t been proven yet to us.

[00:26:17.200]
Got you.

[00:26:17.800]
But we’re constantly experimenting
because we always want to have

[00:26:20.600]
the best balance of print quality
with speed of printing.

[00:26:23.970]
But today, the Epson print
heads will fire all the colors.

[00:26:27.550]
The Riko printers will model.

[00:26:30.890]
So back in my day,
to be missing one of those 140, 170 Jets

[00:26:35.650]
on an ink jet printer was
not out of the question.

[00:26:38.840]
That’s correct.
And there were some machines that had the

[00:26:41.490]
hardware and software
that was smart enough to compensate

[00:26:44.650]
for a missing jet, so you
wouldn’t see the banding.

[00:26:47.950]
You understand great
questions and obviously shows your

[00:26:52.120]
experience with this by just
using a word like banding.

[00:26:54.600]
And for your customers who don’t or
customers, your audience that doesn’t know

[00:26:57.570]
what banding is, means if the print head
is going up and down

[00:27:00.650]
and it’s going through an area of
print that you see like a vertical

[00:27:06.730]
loss of color,
which can be caused by the movement

[00:27:09.570]
of the machine if somebody banks into it,
or it can also be

[00:27:12.970]
caused, as you mentioned,
by the print head losing some color

[00:27:17.170]
through either a clog or through some
other fault of the printing process.

[00:27:23.680]
The way that we do it, of course,
when you first start printing,

[00:27:26.120]
you go through a print test,
which actually you put a piece of paper

[00:27:30.160]
because this is not self contained
like your desktop printer.

[00:27:32.890]
You physically take a piece of paper

[00:27:34.810]
and hold it in front of the print head
and the print head moves up and down

[00:27:38.890]
and it presents you with those
five color blocks, CMYK and white.

[00:27:43.150]
So CMYK is the acronym for cyan, magenta,
yellow and black, and then white also.

[00:27:49.070]
So you get five squares.

[00:27:50.840]
And if those squares are fairly filled, it
doesn’t have to be 100 %, 100 % is ideal.

[00:27:56.490]
But sometimes you will get a hole,
one of those 140 or 170

[00:28:00.490]
holes that aren’t firing properly, so that
square might have a little gap in it.

[00:28:04.630]
But when the image is printing,

[00:28:07.080]
unless you have a lot of those holes
for the particular colors not firing,

[00:28:14.170]
you will get a good image because you
compensate with quantity what you might

[00:28:20.070]
lose out of
an intermittent clock that might occur.

[00:28:25.840]
But then, of course, if it’s too much
and colors are

[00:28:29.640]
falling out or you’re getting banding,
then you stop and you go through a clean

[00:28:32.870]
process which then pushes ink through,
or you go ahead and you draw inks through

[00:28:37.730]
with a syringe that pulls the inks
through, that relieves those clots.

[00:28:43.170]
I remember the vacuum pump that debson’s
head and they’re cleaning.

[00:28:47.520]
Yeah.
So the only difference between our

[00:28:49.240]
printers and their printers is
that theirs are more self contained.

[00:28:51.930]
And as opposed to having to take it apart,

[00:28:54.630]
most of what you do with our
printers is external.

[00:28:57.190]
You just go ahead and you take just tubes
that you can just stick a syringe in and

[00:29:02.010]
suck that ink through
as long as you don’t…

[00:29:04.750]
Again, it’s a learned art
on how to do it just enough to pull

[00:29:08.450]
the inks through, but not too hard,
we’ll actually damage the print head.

[00:29:13.080]
Yeah.
The absence, I can’t tell you how many

[00:29:15.240]
absence I end up fixing because that ink
would end up in a spatoon.

[00:29:18.360]
Then once that spatoon is full,
that ink’s got nowhere to go.

[00:29:23.770]
There’s quite a few
people that reached out to me and said,

[00:29:26.990]
Hey, I have a pile of ink on my desk,
and I don’t know what.

[00:29:31.450]
Well, I laugh, but while it can happen,

[00:29:34.670]
it doesn’t happen because
if you do the right maintenance and you

[00:29:38.150]
use the clean procedures
that are built into the machine.

[00:29:41.890]
And also we do provide you with gloves
because some people don’t.

[00:29:45.840]
You might very well during the maintenance

[00:29:48.050]
process get ink on your hands
or filling the inks.

[00:29:51.080]
You might get them if you’re not careful
on how you go from the big one liter

[00:29:54.430]
containers of ink we supply because
they’re not self contained cartridges

[00:29:58.560]
like your desktop printer either,
what bags like some printers have.

[00:30:01.800]
This actually comes as loose ink in one

[00:30:03.770]
liter containers and our
printers have 240 milliliter containers.

[00:30:09.930]
So one liter into the 240 milliliter, it’s

[00:30:13.170]
a process that while can be done
flawlessly and cleanly, often is not.

[00:30:18.890]
And so again, beyond the training we do
provide with our printers,

[00:30:23.910]
we do also provide those cautionary
tools like gloves and a little bucket

[00:30:29.690]
and bottles that you put underneath
the printers or that it does spill.

[00:30:33.450]
And also we do encourage our
customers to do practice printing at your

[00:30:38.050]
location first on a piece of paper to make
sure the machine is off firing properly

[00:30:42.570]
and the image is printing the way your
customer expects it to,

[00:30:46.440]
so that before you go to that site,
you don’t do a lot of experimenting

[00:30:49.250]
with set up or maintenance
at the customer site.

[00:30:52.310]
You do it back in your home turf and then
bring the printer to your customer.

[00:30:57.360]
Yeah, you got to time the space and you
can probably say a couple of four letter

[00:31:01.400]
words without anybody getting
excited while you’re setting.

[00:31:03.640]
It up.
Exactly.

[00:31:05.650]
So tell me, I guess from a business
standpoint, who is purchasing…

[00:31:13.320]
Do you use the word murals?

[00:31:14.570]
I don’t know what you call them, prints?

[00:31:18.040]
So I’ll answer you two different ways
because you asked the question but gave

[00:31:22.250]
an answer yourself of who our
customers’ customers are.

[00:31:26.320]
At.
The wall printer, we’re in the business

[00:31:29.490]
of selling, servicing, supporting
the success of our customers who are

[00:31:33.750]
business owners,
who either have a business like,

[00:31:36.910]
as an example, a painter or a general
contractor, who knows the audience.

[00:31:40.960]
They’ve gone in,

[00:31:41.510]
they’ve painted all the rooms eggshell
white in a home, in an office.

[00:31:45.920]
But they’ve learned
who those customers are.

[00:31:47.750]
They might have children.

[00:31:49.600]
One is into sports, one is into Disney

[00:31:53.080]
or action figures or characters,
cartoon characters, whatever.

[00:31:58.010]
And somebody else is into ocean scenes,
and they want that on the wall.

[00:32:02.510]
They want that artwork.

[00:32:04.240]
And so they learn who these are.

[00:32:05.360]
So after going in and painting the walls,

[00:32:07.170]
they now know they can add some more
revenue by having learned who these

[00:32:10.910]
customers are, offer up some artwork
to put on those walls.

[00:32:16.360]
So those are

[00:32:17.650]
very successful customers of ours
that already have an existing business.

[00:32:21.770]
Then there are customers
who are just startups.

[00:32:24.960]
They see this as just
really new, innovative.

[00:32:27.160]
They like being the first kid

[00:32:28.230]
on the block, don’t mind investing
anywhere from 30 to whatever $1,000 they

[00:32:33.080]
want for an exclusive
territory in a machine.

[00:32:35.310]
The machines start at $24,000, $25,000
to about $29,000 depending on whether you

[00:32:41.990]
have an exclusive territory or not,
which is an additional fee.

[00:32:45.560]
But without getting into that aspect

[00:32:46.810]
of the business to answer your question,
their customers

[00:32:49.810]
then can fall into any bucket
of residential, commercial, schools,

[00:32:54.450]
hospitals, medical offices,
event spaces, airports.

[00:32:58.600]
It really doesn’t make any difference.

[00:33:00.050]
There’s no lacking walls in this
country or anything else.

[00:33:03.440]
Fair.

[00:33:04.760]
And again, who you market to might be
determined by, do you have an existing

[00:33:08.810]
business already, or do you have
a customer audience you want to focus on?

[00:33:13.290]
And so that’s really our customers’
customers fall into any of those buckets

[00:33:19.240]
depending on do they want
to service residential markets?

[00:33:21.590]
Do they want to service commercial
markets, restaurants, schools, whatever?

[00:33:26.960]
And they market to whoever they want to.

[00:33:30.080]
As I mentioned earlier,
we’re not a franchise.

[00:33:32.120]
We don’t reach into the pockets of our

[00:33:33.600]
customers for royalties
or anything like that.

[00:33:36.320]
It’s their business.

[00:33:37.360]
We actually put their name, their logo,
their customer contact information

[00:33:42.520]
of their website, their email
address, their phone number.

[00:33:45.010]
We actually print that on the printer
themselves on their customized cabinet so

[00:33:50.050]
that when they’re out there with this
printer, it’s unlike the print shop

[00:33:53.730]
that just delivers finished product,
signs or posters to people.

[00:33:57.970]
We actually take these printers
and go to the customer site.

[00:34:01.530]
So people see these printers printing

[00:34:03.560]
and they work like
advertisements for themselves.

[00:34:05.840]
And most of our customers

[00:34:08.120]
come from referrals from people seeing
it and saying, Wow, that’s pretty cool.

[00:34:12.230]
I have a wall or I know somebody might
like a wall printing.

[00:34:16.960]
Once again, my long
winded way of answering.

[00:34:18.560]
Your question.
No, it’s all good.

[00:34:19.950]
That’s a very good answer.

[00:34:21.610]
Tell me, how do you market your
business to the people, your clients?

[00:34:27.040]
How are people finding you?

[00:34:28.150]
Because I imagine not everybody
knows that this is a thing.

[00:34:31.610]
Well, so I’ll answer that again in
my customer long winded way.

[00:34:36.290]
I wasn’t the sharpest tack in the pack

[00:34:39.130]
when I created this business
in November of 2019.

[00:34:42.430]
Received my first shipment of printers

[00:34:44.930]
from the manufacturer,
all in Chinese,

[00:34:49.680]
all without any real support training
or anything else in December of 2019.

[00:34:55.570]
Then as we all know, in January of 2020,

[00:34:58.450]
the world stopped with COVID
and the pandemic.

[00:35:01.160]
Here I sat with literally

[00:35:03.280]
hundreds of thousands of dollars invested
in creating this new business that I found

[00:35:07.240]
so fascinating
without the opportunity to tell anybody

[00:35:10.570]
what it is or show anybody,
and nobody was traveling to Wilmington,

[00:35:14.160]
North Carolina to see the wall printer
because nobody was traveling.

[00:35:19.120]
That was all the bad stuff,

[00:35:20.430]
all the stuff that my wife was coming
back to me and saying, I told you so.

[00:35:26.000]
But I said, Nope, I’m all in on this.

[00:35:28.430]
This is going to end at some point. W

[00:35:31.010]
here everybody else was laying off people,
I started hiring people.

[00:35:34.800]
I started hiring the technical team
to translate everything into our markets,

[00:35:38.630]
which was English, Spanish,
French, Canadian, Portuguese.

[00:35:42.650]
These are all the markets that I service,
North and South America.

[00:35:46.330]
And I started hiring the salespeople
and the marketing people.

[00:35:50.230]
First, the marketing people.

[00:35:51.790]
And so this now is
the answer to your question.

[00:35:54.550]
We use social media to let people
know about what this does.

[00:35:58.830]
We were able to easily show short video
clips and let people see what the machine

[00:36:03.130]
does so we can expose them to this
in the quickest, least expensive way.

[00:36:08.680]
And that’s the same type of marketing we

[00:36:10.710]
encourage our customers to use
in their local markets to introduce this.

[00:36:15.530]
Show people what they are.

[00:36:17.090]
Facebook, Instagram,
YouTube, Reddit, TikTok,

[00:36:20.570]
these are all the tools that very
quickly can get something into market.

[00:36:25.950]
Local markets, you can also

[00:36:27.720]
use obviously radio and billboards
and direct mail and these types of tools.

[00:36:33.440]
But I chose to use the social media
because it was the least expensive way

[00:36:36.850]
to get the most impressions out there as
to what this technology is and could do.

[00:36:43.520]
That’s what we did.

[00:36:44.350]
We did it for eight months before we
got our first sale in August of 2020.

[00:36:49.600]
Since then, we’ve added one to two wall

[00:36:51.450]
printers every single week,
and now we’ve got about 110 customers.

[00:36:55.090]
And it’s growing.

[00:36:57.010]
And so we’re really happy
with the customers we’re getting.

[00:37:02.750]
We’re learning as we go along
as to who’s successful and who’s not.

[00:37:06.440]
A lot of people raise their hand because
they think this is really cool

[00:37:09.530]
and they don’t mind spending and investing
$30,000 in something.

[00:37:13.600]
But maybe they should or should not be

[00:37:14.960]
in the business because they’re
only doing this part time.

[00:37:17.550]
We want people to do this full time.

[00:37:20.400]
And if they’re not going to be the ones

[00:37:21.650]
to use the printer,
the best customers that we have are those

[00:37:24.680]
that see this as a business to buy
multiple printers over a period of time,

[00:37:29.050]
grow their markets, have
people trained how to use these printers,

[00:37:33.190]
and do the marketing and service
and support of those customers.

[00:37:37.290]
The best example of this printer
being used day in and day out

[00:37:41.010]
is going on right now as we speak in
New York City, right on Madison Avenue.

[00:37:45.670]
Louis Vuitton, purchased one of our

[00:37:47.530]
machines and is using that in an exhibit
they have on 60th Street

[00:37:51.810]
and Madison Avenue at an exhibition
that is there until December 31st.

[00:37:58.790]
So it’s only there for another
two weeks now, a little bit more.

[00:38:02.470]
But since October,

[00:38:03.430]
it’s been printing from 10 AM to 10 PM,
seven days a week

[00:38:07.050]
in a window right on Madison Avenue
of different images that reflect this

[00:38:11.610]
exhibition they have, which is celebrating
Louis Vuitton’s 200th birthday.

[00:38:16.610]
It’s been touring the world.

[00:38:18.280]
Now it’s three months in New York City,

[00:38:19.880]
and they identified the wall printer
as something they wanted to have right

[00:38:23.230]
at the entrance
to the exhibit on Madison Avenue, showing

[00:38:27.570]
literally tens of thousands of people,
plus it’s free admission to this exhibit.

[00:38:31.630]
It was a tribute to Louis Vuitton
and to creativity and to art.

[00:38:36.330]
And we’ve been printing day in and day
out flawlessly for this exhibition.

[00:38:42.160]
And the reason I mentioned this is really

[00:38:44.890]
because it shows the quality
of the machine and the capability

[00:38:48.290]
of the machine and the fact that the more
it’s used, the better it works.

[00:38:52.510]
Kind of like the expression
race cars are meant to be driven.

[00:38:55.870]
These are commercial printing machines,

[00:38:58.290]
and the more they use, the better
they will function for our customers.

[00:39:02.010]
So get out and get customers and do a lot

[00:39:04.350]
of printing, they’ll be
happy, you’ll be happy.

[00:39:07.930]
It’s interesting you say that the whole
use it or lose it thing,

[00:39:11.160]
because I wonder the manufacturers of
just about anything will put

[00:39:16.370]
whatever their product, their widget,
through crazy tests

[00:39:19.840]
to make sure that it can survive,
but then never just set it on a shelf

[00:39:22.680]
for a year and see if it’ll
actually fire right back.

[00:39:25.510]
Up after that.

[00:39:26.600]
Yeah.

[00:39:28.000]
I mean, our machines will fire back up,

[00:39:30.400]
but not if you just let it sit
there with the inks in it.

[00:39:32.990]
If you’re going to go away even for

[00:39:34.970]
long weekends or you want to take vacation
and you’re the only one using this

[00:39:39.130]
printer, which again, we discourage,
get somebody out there.

[00:39:42.520]
There’s no lacking walls.

[00:39:43.670]
You could be printing nonstop if you
wanted to and getting jobs.

[00:39:47.110]
But not every business is going
to be fully occupied all the time.

[00:39:50.400]
And if there are periods of days or weeks

[00:39:51.960]
you’re going to go by that the printer
is not being used, simply clean it out.

[00:39:55.230]
It’s an easy process.

[00:39:56.310]
It takes about 45 minutes to an hour.

[00:39:58.840]
You clean out the machine
with purified water, distilled water.

[00:40:01.650]
You run it through after you pour out

[00:40:04.390]
the inks back into the original containers
so you don’t waste your money on the inks.

[00:40:09.050]
But you clean the machines out,
then they can sit forever.

[00:40:12.320]
And then when you’re ready to start
printing, you fill the cartridges

[00:40:14.720]
with ink, you go through the original
maintenance, and you’re ready to go again.

[00:40:18.390]
Boom, ready to go.

[00:40:19.630]
But we have proven that if these machines
are used, they will function the best.

[00:40:25.090]
All right.

[00:40:26.200]
I
want to talk about the ink just really

[00:40:30.070]
quick a little bit more
because it’s fascinating.

[00:40:34.480]
These walls are outside, I imagine.

[00:40:37.360]
So fading, anything like that?
Are there.

[00:40:39.040]
Issues there?
So if you were here at our studio here

[00:40:41.770]
in our warehouse on the out,
this is an inside wall in my office.

[00:40:45.400]
Outside this building,

[00:40:46.510]
we have three or four prints that we put
on a wall that’s actually south facing.

[00:40:51.410]
It gets the afternoon sun.

[00:40:53.030]
In Wilmington, North Carolina, our summer
days, we get weeks of 100 plus days.

[00:40:58.610]
Right now, we get nights
and days that are in the 30 degrees.

[00:41:01.880]
We don’t get a lot of snow and a lot

[00:41:03.170]
of freezing, but we get
freezing temperatures.

[00:41:05.450]
Not as much as you in Madison,
Wisconsin, thankfully.

[00:41:09.520]
But we’ve gone through three hurricanes

[00:41:11.570]
in the time that we’ve
been open here since 2020.

[00:41:15.600]
So we’ve gone through three hurricanes
and three summers,

[00:41:18.290]
and we have prints that are as good
today as the day that they were printed.

[00:41:23.010]
Now, we tell people to expect two to three
years outdoors, 12 to 15 years indoors

[00:41:29.850]
where the inks won’t fade,
track, or otherwise deteriorate.

[00:41:33.960]
But all of this does depend on the way

[00:41:35.600]
you’ve applied it, on what the surface
is, whether it’s something absorbent

[00:41:39.080]
that’s a little bit better than maybe
something like glass, which requires

[00:41:42.160]
different types of treatment
and different types of preparation.

[00:41:45.090]
And you can also protect the images with

[00:41:49.130]
a polyurethane type of spray or coating
that will even give it more resilience.

[00:41:56.050]
But yeah, it’s rated by the ink
manufacturers that way.

[00:42:00.530]
So it’s not anything that people

[00:42:03.200]
could say, How can you say that’s
going to last 12 to 15 years?

[00:42:05.960]
You’ve only been in business
for three years.

[00:42:07.880]
Well, that’s because these inks are rated

[00:42:09.800]
because they’ve been in business
for decades

[00:42:11.930]
and they know that these inks will hold
up under these conditions in that manner.

[00:42:16.190]
The printers themselves, though,
should be stored at room temperature.

[00:42:19.840]
So if you’re not printing outdoors and you

[00:42:21.600]
can print outdoors in cold weather,
the machines have a heating element

[00:42:25.130]
that will keep the inks
viscous and loose so that they are fluid.

[00:42:30.230]
So it will work in the printers,

[00:42:31.960]
even in cold temperatures
or very hot temperatures.

[00:42:34.320]
But you don’t want to really be printing

[00:42:36.050]
in really freezing temperatures,
more for your own good than the printers.

[00:42:40.450]
You don’t want to be printing in direct
sunlight because sunlight is UV heat lamp.

[00:42:45.810]
It’s like a UV heat lamp because it’s UV
light and our printers, the inks cure

[00:42:51.410]
with UV light being put on them
from our printing machines.

[00:42:55.120]
And so if you’re printing in direct
sunlight, you could overcook the ink

[00:42:58.310]
and that might cause
the inks to buckle or deteriorate.

[00:43:02.320]
So again, you want to cook in shade.

[00:43:04.080]
You want to do an outdoor print
in a very hot climate in Florida.

[00:43:07.310]
Maybe you want to print it at night.

[00:43:09.330]
No different than common sense when people
fix roofs or do black topping of roads.

[00:43:17.770]
You do it at night and you use
the same common sense with printing.

[00:43:22.110]
Or you print indoors, no
lock and no bolts, like I keep saying.

[00:43:26.630]
There you go.

[00:43:27.670]
If the conditions aren’t conducive,
find conditions that are.

[00:43:31.550]
Tell me about, I guess, printing on glass.

[00:43:34.520]
That’s pretty impressive
alone right there.

[00:43:36.640]
Yeah, we’ve got a few
examples of that here.

[00:43:38.510]
Our door just coming into our showroom,
which is the room adjacent to my office.

[00:43:43.210]
That has a glass door and we have our TWP
and our contact information,

[00:43:47.730]
the website and all that QR code
all on the door there on glass.

[00:43:52.040]
And that’s also an advantage of being able

[00:43:53.690]
to print white behind the image
because we can actually print on reverse.

[00:43:57.870]
So we’ve actually printed on glass
inside the door, but it shows outside

[00:44:04.890]
brilliantly because
you print in reverse the image,

[00:44:08.850]
but outside you can see the image
correctly and it reads properly.

[00:44:16.520]
But with the white applied behind it,

[00:44:17.730]
it doesn’t wash out from the light
shining through the glass.

[00:44:22.240]
So that’s, again, an advantage of applying
that white ink behind the colors.

[00:44:27.370]
But yeah, you can print on glass.

[00:44:29.490]
Preparation for glass,
unlike a wall here that you might primer

[00:44:33.280]
at first, glass,
you wipe it down with alcohol,

[00:44:35.430]
you make sure it’s dry and free of dust,
and then you can print on it.

[00:44:39.410]
That is slick.

[00:44:40.230]
And you can’t scratch it off
or anything crazy like that?

[00:44:43.410]
No, you can.

[00:44:44.800]
And if you want to remove the print once

[00:44:46.160]
you get bored with it, or you want to go,
you take a razor blade and that’s how you

[00:44:48.910]
would get it off of glass
or tile or metal.

[00:44:51.850]
Off of this, you could either prime right
over it and then print a new print.

[00:44:57.370]
That’s one way.

[00:44:58.150]
Or you could sandblast
it off or pressure wash it off.

[00:45:02.120]
Those are the ways to do
it on other surfaces.

[00:45:04.240]
All right.
Tell me about the floor printers.

[00:45:06.280]
I guess we haven’t talked about that.
Is that more or.

[00:45:08.270]
Less the same?

[00:45:09.000]
Same technology, except it prints
on a floor rather than a wall.

[00:45:11.840]
Same ink?

[00:45:12.130]
Same ink, same technology,
exactly. All right.

[00:45:15.680]
So we can take the feet all over
it on a gym floor or something.

[00:45:18.490]
Like that?

[00:45:19.030]
In fact, the first company to purchase
this machine, which we

[00:45:22.490]
invented and created this machine and made
it generally available early 2022.

[00:45:28.130]
The first machine to buy it was a 100
year old flooring company.

[00:45:33.640]
They found this machine because they had
typical request from customers

[00:45:39.610]
because they would do a gym floor where
they would do some outdoor patio

[00:45:43.690]
for people or even interior
foyer for an office building.

[00:45:47.510]
And invariably, they would want their
logo or sports team or something on that.

[00:45:52.360]
Or they would resurface a garage

[00:45:53.810]
and people want the personalized
parking spaces.

[00:45:58.000]
So they saw our machine and they wanted

[00:45:59.800]
to see if this would be a replacement
for that the way they were doing it

[00:46:02.690]
previously, which is very time and money
consuming and so very labor intensive.

[00:46:09.050]
And so they not only came and looked
at the machine, but they gave us some

[00:46:13.210]
floor samples of their materials to print
on, then took it back to their factory,

[00:46:17.870]
and they have five factories
throughout the United States.

[00:46:21.130]
And as a real benefit to us, they

[00:46:24.450]
did these abrasion tests
that you mentioned earlier.

[00:46:27.750]
It simulated somebody walking or driving

[00:46:31.530]
or running on these surfaces thousands and
thousands of times or thousands of hours.

[00:46:37.320]
In a very short amount of time,

[00:46:38.590]
their machines would
duplicate that wear and tear.

[00:46:41.480]
And after it passed the test that they

[00:46:43.150]
had, they ended up buying
a machine from us.

[00:46:45.440]
Wow.

[00:46:45.850]
That was one of the best endorsements we
could have had because they provided

[00:46:50.170]
testing with materials that we did not
have the benefit of owning ourselves.

[00:46:54.610]
That answered the very question you asked.

[00:46:58.280]
Since then, we’ve sold 10 floor printers.

[00:47:01.170]
Eight of them are the companies
that are in the flooring business.

[00:47:04.920]
Two of them were people who wanted to just

[00:47:06.920]
have a wall printer and floor printer
and just have both machines when they

[00:47:10.190]
started their business to be able
to cover all areas and opportunities.

[00:47:15.370]
But the floor printer is a cool machine.

[00:47:18.370]
We have a couple of tapestries
that we put like a flying carpet.

[00:47:22.270]
We put on the floor in our warehouse here

[00:47:24.930]
that’s been down for about a year now,
and it’s been driven over and walked on.

[00:47:30.240]
You can coat those also,

[00:47:31.630]
just like I described, for an outdoor
exterior wall printing.

[00:47:34.790]
You can cover it over or seal the concrete
first before applying it,

[00:47:39.110]
and then to make sure that gets smooth and
the inks will adhere properly.

[00:47:43.840]
Then once you’re finished,
you could put an additional

[00:47:45.930]
sealer coat on with a clear coat,
water based polyurethane spray

[00:47:50.850]
to give it extra resilience
and coating, but all doable.

[00:47:54.810]
Can they print on black top?

[00:47:58.120]
You can print on black
top. I’m trying to…

[00:48:01.030]
And the reason I’m hesitating,
I’m trying to think if we’ve done that.

[00:48:05.920]
I’m like, I guess either way,
I guess to me, it doesn’t matter.

[00:48:08.800]
But it’s just curiosity.
There’s no.

[00:48:09.450]
Surface you cannot print on.

[00:48:11.000]
But I do not have the experience to say
how it holds up on the black top.

[00:48:14.360]
Okay.
Because I mean, it’s oil based, whatever.

[00:48:16.840]
I don’t know if your inks
are oil or water based.

[00:48:18.360]
They are oil based, yes.

[00:48:19.530]
They give an acrylic hard coat
finish just like an oil painting on.

[00:48:25.970]
A canvas.
Got you.

[00:48:28.000]
Because I learned, I guess the hard way of

[00:48:29.870]
that, as far as is not the most
structurally sound material.

[00:48:34.690]
Because it is malleable, it moves.

[00:48:36.930]
We’ve had customers come in with
gym mats and things like that.

[00:48:41.240]
So again, it’s not apples to apples like

[00:48:43.150]
asphalt and black topping surfaces,
but it is a malleable surface.

[00:48:48.050]
Some that were the very hard compressed

[00:48:51.650]
gym mats work beautifully,
but others that were very soft

[00:48:56.810]
and the vinyl was very soft,
I guess soft as the best.

[00:49:01.370]
The ink cracked.

[00:49:04.930]
Once it dried, it cracked.

[00:49:06.770]
Even if you put protective coating on,

[00:49:10.010]
still that flexibility was
not conducive to this.

[00:49:13.480]
Right, I get it.
And this is not a direct garment print.

[00:49:17.430]
That’s more what that
application would be for.

[00:49:19.850]
I won’t say it’s for asphalt.

[00:49:21.600]
That might be just what they use today

[00:49:23.330]
by painting with different types
of inks that are flexible.

[00:49:27.840]
And that’s what would be required of this.

[00:49:29.790]
And you can’t use these types of
variations of inks in our printer.

[00:49:34.510]
We had other customers
come in with discos.

[00:49:37.130]
They had discos, meaning night clothes,
and they wanted to use a phosphorescent

[00:49:42.290]
ink to be able to put on the walls
in a black light in this situation.

[00:49:46.240]
And that’s a really cool idea
and a great application.

[00:49:48.690]
But of course, once you were to do that,

[00:49:52.230]
if we were to find inks that would work
with our print heads that were

[00:49:56.000]
phosphorescent, you certainly couldn’t
swap back and forth the inks.

[00:49:58.920]
That would be the only
ink you’d be able to use.

[00:50:01.090]
And we never went forward with testing it.

[00:50:03.680]
When you replace the print heads,

[00:50:05.190]
is the whole tube print head assembly,
or it’s just the print head itself?

[00:50:08.910]
It’s a little print head that’s like
two inches by three inches.

[00:50:12.190]
It’s a metal object encased

[00:50:15.690]
in plastic that then gets inserted,
and there are ink dampers behind it

[00:50:19.510]
that hold the inks that touch the roof
from gravity that as we mentioned earlier,

[00:50:23.630]
from the ink reservoirs into the ink
dampers and then into the ink itself.

[00:50:28.130]
Got you.
Okay.

[00:50:29.320]
The ink itself.
Yeah.

[00:50:30.610]
Oh, my gosh.
I’m jogging my memory from…

[00:50:35.720]
I want to say it was an Epson machine.

[00:50:38.970]
It was poster printer, essentially,
where you could actually…

[00:50:42.560]
I had a client that had three sets.

[00:50:44.270]
It was a whole print head tube assembly
because it would switch between

[00:50:48.770]
UV ink for outdoor stuff and
other ink that had crazy neon colors.

[00:50:54.050]
It was interesting.

[00:50:55.310]
The whole assembly
is that they’re changing.

[00:50:57.920]
No, you don’t do that with this printer.

[00:50:59.850]
It is interesting as well.

[00:51:01.750]
You guys have CMYK and white
versus I don’t know if any of these other

[00:51:05.850]
printers have light magenta,
light cyan stuff like.

[00:51:08.810]
That, or if they’re all CMYK.

[00:51:10.490]
Okay, so now we’re not talking about UVA

[00:51:13.110]
s, and we actually haven’t
talked up to this point.

[00:51:15.750]
We do have another whole line

[00:51:17.570]
printers that are water based ink,
which are only used for indoor surfaces

[00:51:21.930]
and porous surfaces
like wall board or brick or cement.

[00:51:25.690]
And the advantage of water based ink,
which does have light cyan, light magenta,

[00:51:31.810]
those are water based inks
that dry in the air.

[00:51:35.960]
And it takes a couple of hours for those
to dry, just like paint would dry.

[00:51:39.370]
The disadvantage is that the colors are
not as brilliant as the oil based colors.

[00:51:44.830]
The disadvantage is that they
don’t dry instantly

[00:51:51.600]
with the UV lamps that dry the UV
inks instantly as it’s printing.

[00:51:56.330]
The advantage of the water based ink is
that they print much quicker.

[00:52:00.810]
So we actually have
single, two and four head printers

[00:52:06.290]
for water based inks
which do not use white.

[00:52:08.550]
You can only use CMYK

[00:52:10.410]
with the water based inks because
you don’t print on glass with them.

[00:52:14.570]
You don’t print it.

[00:52:16.050]
You can print on dark surfaces, but again,

[00:52:19.880]
you don’t get the benefit of the white
behind it to pop out those inks.

[00:52:23.290]
And the inks are a duller finish, like
a matte finish when you’ve printed them.

[00:52:28.080]
But they print much faster.

[00:52:29.160]
The single head printer prints
at about 80 square feet per hour.

[00:52:31.600]
The two head printer prints
at about 200 square feet per hour.

[00:52:34.470]
And the forehead printer prints at about
350 to 400 square feet per hour.

[00:52:38.630]
So you can print literally
10 to 20 times faster.

[00:52:43.570]
So this image with a water based ink

[00:52:45.810]
printer that took two hours to print
with the UV ink at 15 to 20 square feet

[00:52:50.790]
per hour would print at about 10 to 15
minutes with a water based ink printer.

[00:52:56.680]
Oh, my God.
That head is client.

[00:52:58.120]
It would not look as bright.

[00:52:59.320]
The colors would not be
as bright as this one.

[00:53:01.480]
Right.
Just like a lot of color.

[00:53:02.720]
What we do tell people, though,

[00:53:04.000]
if you’ve grown your business,
you buy the UV ink printer first.

[00:53:07.070]
And the main reason is because
the results are more brilliant

[00:53:10.610]
and it doesn’t eliminate any potential
customer with any surface.

[00:53:15.110]
You can print on any surface, indoors
or outdoors with the UV ink printers.

[00:53:19.680]
But when you’ve grown your business
or you have a business that’s only doing

[00:53:23.210]
indoor printing and really large murals,
like some customers do event spaces

[00:53:29.330]
and they do really large murals and event
spaces or airports, gymnasiums at schools.

[00:53:35.770]
That’s your market, then you might
consider a water based ink printer.

[00:53:40.210]
All right.
Interesting.

[00:53:42.080]
I suppose especially an airport if you’re

[00:53:43.840]
just printing an advertisement
or something like that.

[00:53:46.130]
Yeah, and you’re going to swap it out.

[00:53:48.320]
You’re going to prime her over
the wall and start again.

[00:53:51.010]
That’s a good example of how maybe a water
based ink printer might be beneficial.

[00:53:57.120]
Interesting.
We don’t have a ton of time left here,

[00:53:58.230]
Paul, so I want to talk to you
really quick about the business side,

[00:54:01.840]
what do you see your business doing
in the next, we’ll call it, five years?

[00:54:05.330]
Well, my goal in the next five years is
what it was when I started.

[00:54:09.490]
I want to create a thousand new
businesses.

[00:54:12.770]
That’s the reason why when I say that,

[00:54:15.850]
we’re in a country here in the US,
God willing, after the pandemic

[00:54:19.760]
subsides a bit and flu and everything
else that’s out there that hurts people.

[00:54:23.850]
Medically speaking,

[00:54:25.290]
we don’t have to get into the politics
and gun control and any of that stuff.

[00:54:30.090]
But hopefully, there’s still
300 million people here.

[00:54:34.120]
With 300 million, I
looked at the US market,

[00:54:37.000]
even though I also service Canada,
which has a market of 25 million people

[00:54:40.070]
in every country in South America,
we service, and the Caribbean

[00:54:43.890]
and Puerto Rico, so
these are all markets we service.

[00:54:47.070]
But looking at the US market of 300
million, I looked at it and I said,

[00:54:51.090]
after doing a lot of research on how
people were succeeding with wall printing,

[00:54:57.610]
I looked at a market
of about 300,000 people.

[00:55:00.530]
That’s the exclusive territory
minimum we provide to people for a fee

[00:55:06.240]
of $10,000 to be the exclusive printer
in a market of 300,000 people.

[00:55:12.200]
So if my business grows the way that I
want it to, and to answer your question,

[00:55:15.730]
my goal in five years
is to have in the five to 10 year period

[00:55:20.090]
is to have 1,000 customers,
1,000 territories sold.

[00:55:24.170]
And that 1,000 at 300,000 per territory,

[00:55:27.000]
that’s the 300 million people
that are in the United States.

[00:55:29.930]
That’s the mathematical

[00:55:31.370]
method to my madness
of how I came up with those numbers.

[00:55:34.310]
We know that a territory of 300,000 people

[00:55:38.810]
properly marketed will support
3 to 5 wall printing machines.

[00:55:42.770]
And that’s my business to sell service

[00:55:44.850]
and support our wall printers
with growth in machine purchases.

[00:55:49.650]
We obligate somebody to take a 300,000

[00:55:53.290]
territory population wise,
and we obligate them to purchase

[00:55:57.210]
three machines
over a three year period of time.

[00:56:00.190]
One machine initially when they start
their business, take two years without us

[00:56:04.550]
selling to anybody else,
purchase a second machine,

[00:56:07.760]
and then purchase a third
machine in your three years.

[00:56:10.080]
And that’s the end of all your obligations
and that territory is yours.

[00:56:12.810]
We never sell it to anybody else.

[00:56:15.710]
It’s up to you how to grow that market.

[00:56:18.210]
And we know that it can support that.

[00:56:20.450]
So with that said,

[00:56:21.550]
that’s my business model and what
I’m looking for in the future.

[00:56:24.890]
Right now, after two years of just
starting this and introducing it,

[00:56:28.680]
as I mentioned earlier, we’re
selling about one to two every week.

[00:56:31.050]
So next year we’ll probably have 110 now

[00:56:34.480]
in our first two and a half
years in business.

[00:56:36.510]
Next year I’m hoping to add another 100.

[00:56:39.610]
My goal within the first
four years, five years is to have between

[00:56:44.390]
two and 50 and 400 businesses,
and then longer term 1,000.

[00:56:49.130]
That is cool.
That’s impressive.

[00:56:51.600]
Well, Paul, you’re well on your way.
It sounds like it.

[00:56:53.280]
I mean, if you grew like.

[00:56:54.480]
Well, we’re enjoying it.

[00:56:55.550]
We think our customers

[00:56:57.000]
that use our machines, that didn’t just
buy it to put it in a closet somewhere.

[00:57:00.800]
The ones that are really using

[00:57:01.840]
the machines and making money
are happy with the results.

[00:57:04.670]
So their customers

[00:57:05.970]
who see the artwork that’s being created
by these machines

[00:57:09.880]
and the artists, it’s helping them get
their artwork onto walls a little bit

[00:57:13.600]
faster, a little bit more reliably

[00:57:15.850]
allowing them to do what they do
as graphics artists or artists.

[00:57:20.370]
They create the images
that they want to produce.

[00:57:23.360]
And they can duplicate it.
They can let all the machines do it.

[00:57:25.290]
Yeah, it’s repetitive.
That’s cool.

[00:57:27.330]
Very impressive.

[00:57:28.520]
Well, thank you so much
for being on the show, Paul.

[00:57:30.600]
Thank you, James.

[00:57:31.360]
It’s a pleasure talking
with you and your audience.

[00:57:33.240]
Yeah.

[00:57:33.630]
Can you tell us just really quick,
how can people find you?

[00:57:36.600]
Yeah.
I really don’t want these…

[00:57:39.890]
I hope people took out of this something
more than just The Wall Printer.

[00:57:43.810]
My background, I’m a mentor at the local

[00:57:46.430]
university here in North Carolina,
the University of North Carolina,

[00:57:50.160]
and their center for innovation
and entrepreneurship.

[00:57:52.360]
I do a lot of give back.

[00:57:53.470]
I teach workshops at the college
on sales and marketing.

[00:57:57.050]
I really like helping companies grow.

[00:57:59.280]
So people want to reach
out and connect with me.

[00:58:01.270]
Linkedin is the best way to do that.

[00:58:03.520]
You can do a search for Paul Baron,
and I’m sure you’ll find me.

[00:58:06.630]
Once you look at the profile,
you’ll see which one is me, I’m sure.

[00:58:09.960]
If you do have an interest in The Wall

[00:58:11.890]
Printer and want to learn more about it,
just go to our website, thewallprinter.com.

[00:58:16.570]
As I mentioned very early on in this
conversation, 15 to 30 seconds on our

[00:58:20.280]
website will show you videos and teach
you all you need to know about it.

[00:58:23.640]
But if you want to really move forward

[00:58:24.910]
and learn more about the business
opportunity, there’s a Contact Us page,

[00:58:28.630]
you fill out the form,
we send you information,

[00:58:31.050]
we arrange a Zoom call with you just like
this to answer questions you have

[00:58:34.810]
and talk about how you can be a wall
printer in your local market.

[00:58:38.240]
That is cool.
Impressive.

[00:58:39.630]
I love what you got going on.
Thanks, James.

[00:58:41.800]
Really appreciate it.

[00:58:42.630]
This has
been Authentic Business Adventures is

[00:58:45.000]
a business program that brings you
the struggle stories and triumphant

[00:58:47.950]
successes of business
owners across the land.

[00:58:51.200]
We are locally underwritten
by the Bank of Sun Prairie.

[00:58:53.320]
If you’re listening or watching this
on the web, if you could do us a huge favor…

[00:58:56.690]
Share it, give it the big old thumbs up,
and of course, comment with any questions

[00:59:01.090]
or anything cool, pictures that you
want to have printed on the wall.

[00:59:05.230]
Man, the limits are endless.
For all of us.

[00:59:10.640]
Just trying to think, man,

[00:59:11.310]
you could have all kinds of cool pictures,
the Ferrari in the garage, whatever.

[00:59:15.880]
My name is James Kademan
and Authentic Business Adventures is

[00:59:18.360]
brought to you by Calls on Call,
offering call answering and receptionist

[00:59:21.870]
services for service businesses across
the country on the web at callsoncall.com.

[00:59:27.290]
And of course, The Bold Business Book,

[00:59:29.070]
a book for the entrepreneur in all of us
available wherever fine books are sold.

[00:59:33.560]
We’d like to thank you,
our wonderful listeners,

[00:59:34.990]
as well as our guest, Paul Baron,
the founder and CEO of The Wall Printer.

[00:59:39.290]
Paul, can you tell us
that website one more time?

[00:59:41.970]
thewallprinter.com

[00:59:43.090]
T-H-E in front of it.
thewallprinter.com.

[00:59:45.730]
Gets you to our website
and Paul Baron gets you to me

[00:59:49.560]
on LinkedIn.
Perfect.

[00:59:50.840]
It doesn’t get easier than that.

[00:59:52.320]
Past episodes can be found
morning, noon, and night.

[00:59:54.480]
Podcast link found at drawincustomers.com.

[00:59:56.240]
Thank you for listening.
We’ll see you next week.

[00:59:58.720]
I want you to stay awesome.

[00:59:59.920]
And if you do nothing else,
enjoy your business.