SPRING 2018
MAGAZINE
Shocked Page 10
PAF members share their reactions to learning just how much they benefit from their membership.
INSIDE 5
RECORD MEMBER GROWTH AT PAF
6
8 POINTS TO CONSIDER WHEN SELLING YOUR BUSINESS
17
GOA 2018 REVIEW
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THE PRINTING ASSOCIATION OF FLORIDA PRESENTS
Florida Print Awards July 20, 2018
Wyndham Grand
Orlando Resort Bonnet Creek 14651 Chelonia Parkway Orlando, FL 32821
The Florida Print Awards competition honors the best printed pieces from the state of Florida. Come celebrate with your peers and the Florida printing community at the Awards banquet.
Call 407-240-8009 or visit FLprint.org
PRESIDENT MESSAGE
OFFICERS & DIRECTORS
GABRIEL HERNANDEZ President
ART ABBOTT, Chairman Abbott Communications Group, Maitland, FL
Member Focused We are so very excited about 2018 at the PAF. Member numbers are up! The events are being upgraded! And value to our membership has never been better. Growth We have made a big push to add new blood to the association. As you will notice in the New Members section to the right, we are seeing positive results in our membership push. We will continue our efforts to add new members, and hopefully the growth will continue all year long. Events It will be a busy year, full of PAF member events. The BBQ will return this year as well as new and improved golf events. The Florida Print Awards will be held this July at the Wyndham Bonnet Creek. Updates have been made to the award categories to include more options for Digital, Wide Format and Packaging entries. Also, we will be accepting non-member entries at a higher, non-member rate. This will both expand the number of entries and promote the association to potential new members. We are excited for another fantastic Florida Print Awards show and look forward to seeing you there. Good luck to all of you who entered. PAF Benefits In addition to upgrading our events and adding new members, the PAF wants to expand it’s benefit offering. We are working with all of our partners to update and expand our benefits to meet the needs of the evolving graphic communications market. As additions to benefits are made, we will communicate that out to you through our monthly newsletter. Stay tuned to see how your membership with the PAF becomes even more valuable through expansions in our benefit offering. If you have any questions about our events schedule, benefit offerings or anything else PAF related, visit FLprint.org, or call 407-240-8009. Thank you,
KIMBERLY LAWTON KOON, 1st Vice Chair Lawton Connect, Orlando, FL JOHN BEADEL, 2nd Vice Chair Associated Printing Productions Inc., Miami, FL ROBERT T. DAVIS, Treasurer Roberts Printing, Clearwater, FL CURT KREISLER, Prev Chairman of the Board Gold Star Printers, North Miami Beach, FL SYLVESTER CAMPAGNA Xerox Corporation, Orlando, FL COURTNEY MCGEHEE Asst Director Sustainable Development Jacksonville, FL CHRIS MURPHY Hewlett Packard Company, Windermere, FL SHARON PRATT Sandy Alexander, St. Petersburg, FL JOHNHENRY RUGGIERI Sundance marketing and solutions Orlando, FL BO YOUNG Southeast Finishing Group, Orlando, FL SHANNON YANNONE MBI Direct Mail, DeLand, FL
STAFF GABRIEL HERNANDEZ | President LUCIANA ROBERTS | Finance ANA CINTRON | Membership AARON ELLIOTT | Creative CHAVES & ARMSTRONG, PA | CPA
HEADQUARTERS 5770 Hoffner Ave., Suite 103 Orlando, FL 32822 P: 407.240.8009 F: 407.240.8333 FLprint.org info@flprint.org
Gabriel Hernandez President Printing Association of Florida 4
FLprint.org
NEW MEMBERS Record growth at PAF.
18 new
members added in 2018
122 Lettering Company Inc Fort Myers Beach, FL (239)463-7744 Commercial printing services. Ad Graphics Inc. Pompano Beach, FL (954) 974-9900 Providing logo design, web design, illustration, packaging, 3D modeling, animation, motion graphics and more!! Archi Press & Design Miami, FL (305) 259-1815 Full service printing and design services. Art Laminating & Finishing, LLC Atlanta, GA (404) 355-4410 Commercial print finisher, including foil stamping, emboss/deboss, UV coating, die-cutting, folding, gluing, digital printing, CAD cutting and laminating. Bodine Printing and Copy Lakeland, FL (863) 646-5704 Full-service, copy and print center. DB Distribuidora Miami, LLC Doral, FL (786) 340-1876 Sale of aqueous varnishes, blankets, plates, foil stamping and supplies.
Become a Member. Email gabe@flprint.org or call 407-240-8009. Please visit us online at FLprint.org to learn more about the Printing Association of Florida.
EFI Ft. Myers Beach, FL (239) 789-0031 EFI is leading the transformation from analog to digital imaging with scalable, digital, award-winning products. EG 3069 Enterprises Group Hialeah, FL (305)458-5362 General Formulations Wesley Chapel, FL (800) 253-3664 Solvent and water based coating lines. Converting operations, specializing in slitting, sheeting, punching & packaging. Graphic Tech Service & Supplies San Antonio, TX (787) 598-9839 Advice, technical support, training, installation and relocation of machinery, parts, supplies and equipment for the printing, mailing and finishing industries FLprint.org
JaxColor LLC Jacksonville, FL (904) 900-3179 Business cards, brochures, signs, banners, ceiling tiles, and much more. JKG Group Deerfield Beach, FL (954) 794-7600 Printing, Packaging, Fulfillment, Direct Mail. Kwixar Winter Springs, FL (407) 706-0086 Large format printing for banners, posters, displays, & photo enlargements. Also providing promotional products Pawsigns Tech Inc. Hialeah, FL (954)272-8534 Installation, training, service and other related duties. We complement our technical support with sales of equipment, spare parts and consumables. Purple Frog Graphics West Palm Beach, FL (914) 420-2940 Printing & Marketing solutions to make your message stick! Redline Design Brandon, FL (813) 315-8403 Custom vinyl graphics, matte finish & full color printed vehicle wraps, business signs, banners, stickers, boat &, motorcycle graphics, business cards, t-shirt printing and design. We Get Customers Deltona, FL (407) 900-7181 We plan, budget and execute a marketing strategy for your business. YUL Technologies Laval, Canada (514) 249-3429 Paper cutter manufacturer 5
GUEST COMMENTARY
POINTS
TO CONSIDER WHEN THINKING ABOUT SELLING YOUR PRINTING BUSINESS By Rock LaManna
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GUEST COMMENTARY When Is the Best Time to Sell My Printing Business? I’m often asked this life-changing question. My answer is two-fold: (1) It’s when you and your family decide that the time is right; and (2) You have fully prepared yourself for what comes next. Here are a few points to consider with regards to preparation:
ake Control of the T Selling Process
You don’t want to be rushed. Nor do you want to be in a position where you have to sell. The market shouldn’t dictate when you choose to sell. The market fluctuates all the time and the process of selling your printing business can take years. You don’t need a mergers and acquisitions advisor to teach you about the process. But it can be valuable to find an experienced, trustworthy “industry connector” who can discreetly mentor you about what steps you should take to position your business sale.
Once you decide what you want to do, commit to a customized plan. Then, stay focused and disciplined as you execute your plans.
Get an Objective Valuation of Your Business As the owner of your business, you will probably over-estimate the value of your business. Seek advice from an independent expert who really understands the industry and will give you an independent assessment. Yes, your CPA and/or friends may share their opinions, but they will probably tell you what they think you want to hear.
Tour Your Printing Business Do a walk-through of what your company might look like to a potential buyer. • Is your facility well-laid out and properly maintained? • Has your printing and finishing equipment been upgraded? • How old is your inventory? • Will some of it have to be dumped as surplus? • How would you describe your vision and the culture of your organization?
It’s important to really know your numbers, including the historic performance and potential growth.
A buyer is going to look at everything and consider the future potential of your business. Would you ‘buy back’ this printing business if you were in the buyer’s shoes?
And make sure you have a timeline that is aligned with the necessary financial resources to execute your expansion or exit strategy for preparing your business for sale.
In some ways, selling your printing business is like selling a house. To get the best offer, you need to do a lot of work to make it look as good as possible to potential buyers.
Invest Time to Prepare Allow time to thoroughly and objectively assess the current strengths and weaknesses of your business. Then, decide what you really want to do. • Should you plan to expand your business? • Enter new markets? • Prepare to exit the business? If you want to maximize the selling price of your business before you sell it, you may need to expand your business and/or enter new markets.
Rock LaManna, in the marketplace, conducting a business valuation. FLprint.org
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GUEST COMMENTARY What Comes After the Sale? Think about what you are going to do after the sale closes. Will you invest in another business? Play golf? Move to Florida? Give back to the community? You will be much more comfortable selling your business if you already have a game plan in place for what comes next.
Consider the Transition Process Will you want to work for the new owner for six months? For a year? Do you have a successor in place in case you have health issues during the transition?
Be Mentally Prepared to Sell
Although it’s natural to feel a bit anxious about the prospects of selling your business, you must be ready to answer all of the buyer’s questions with clarity and confidence. The buyer will be making strategic, rational decisions that have the potential for financial benefits. If they will be merging to companies, they want to be very sure that the two companies have some chemistry and similar cultures. The process of selling your business can take longer than expected. So, even if you have no immediate plans to sell your company, it can’t hurt to start thinking about everything
The happiest sellers seem to be those whose post-transaction vision includes the gifts of faith, family, and freedom. You will also feel better about the transition when you make time to help others who may not have been as fortunate as you have been.
Keep It Confidential You don’t want to people to speculate about reasons your business might be for sale. Non-disclosure agreements (NDAs) or non-circumvent agreements are standard practices when you work with a licensed business broker who can help find potential buyers for your business. Brokers and potential buyers must also be able to trust you. So, always do the right thing and always keep your promises. 8
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that’s involved. If you run your business well, maybe an offer to buy your business could materialize unexpectedly. In any case, there will come a day when you decide to turn over your business to a new owner. If the business is your legacy, it should be something you will be proud to sell. Article by Rock LaManna Rock empowers entrepreneurs with more than 35 years of print industry experience, customized retirement strategies, and valuations. He provides smart solutions for those looking to buy, sell, or build their printing businesses. Special offers for PAF members and GOA attendees at www.rocklamanna.com/paf-goa
When you join the PAF, saving money is easy. Containing your excitement, not so much.
Celebrate the Savings. The PAF gives you programs, information, and services that help increase the profits, savings and growth of your business.
Don’t miss out on opportunities to save your business thousands of dollars. Call 407-240-8009 or visit FLprint.org.
Be Profitable. Be Connected. Be a Member.
• Members Regularly Save 10% - 40% Off Their Existing Credit Card Processing Fees. • Members Reduce Costs, Liability and Improve Investments with Printers’ 401K. • And much More
MEMBER NEWS
Member’s Reactions to PAF Benefits
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Record numbers of new members are joining the PAF. Most of them joined because there is a particular benefit that they want to take advantage of. That single benefit is valuable enough to become a member. What they soon realize is that there are many more benefits offered by the PAF that can dramatically impact their business. In the following pages, we share member’s reactions to the benefits offered by the PAF. Member News Spring 2018
FLprint.org
Member News
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MEMBER NEWS Reduced Credit Card Fees Printer’s 401k
Member [mem-ber] Abbott Communications Group Reaction [re-ak-shuh n]
“ We were AMAZED at how we could save more than our dues just on the credit card processing fees alone!” - Art Abbott (President)
Member [mem-ber] Sundance Marketing Solutions Reaction [re-ak-shuh n]
“ All of the benefits offered by the PAF are great, but the best is the Printer’s 401K. We were DELIGHTED when it improved our investments while reducing cost.” - JohnHenry Ruggieri (Managing Director)
Networking Events
Member [mem-ber] Southeast Finishing Group Reaction
[re-ak-shuh n] “It’s difficult to adapt to an evolving marketplace if you don’t know what potential clients are looking for in a vendor. That’s why we love PAF events. We meet clients and gain CONFIDENCE that we can find new opportunities in the changing marketplace.” - Bo Young (President)
FLprint.org
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MEMBER NEWS Education Workshops
Florida Print Awards
Member [mem-ber] Associated Printing Products Inc. Reaction
[re-ak-shuh n] “The education events bring us great value. You leave the workshops feeling STRONG and more capable as an employee and as a business.” - John Beadel (President)
Member [mem-ber] Robert’s Printing Reaction [re-ak-shuh n]
“ When you bring a Florida Print Award back to the shop and present it to all of the employees that worked so hard to earn it, it’s an amazing feeling. You can see the PRIDE in their faces. It really charges up the team to win one again the next year.” - Bob Davis (President)
Buying Power
Member [mem-ber] Gold Star Printers Reaction [re-ak-shuh n]
“A PAF member gets more than events and awards, they get amazing savings with the PAF’s buying programs. Major savings on the goods and services we use every day.” -Curt Kreisler (President)
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FLprint.org
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MEMBER NEWS
PAF members love their benefits. You will too. Call or click to get your benefits today.
407-240-8009 FLprint.org
16
FLprint.org
GOA RECAP
Official Gold Sponsor
GOA 2018 Expo Full of Excitement and Sales
Exhibitors enjoy busy floor with attendees ready to buy. Thousands of print industry
The GOA multi-track educational
professionals took in the 2018
sessions did not disappoint.
Graphics of the Americas (GOA)
The topics covered the gamut of
Exposition and Conference on
industry trends and techniques
February 22-24, at the Broward
for these tracks, and more: Sales,
County Convention Center in
Operations, Leadership and
Fort Lauderdale, Florida. Dubbed
Adobe Creative Cloud
“GOA Next” the show featured the most innovative technologies
Session tracks are presented
and the latest products available.
by the foremost names in the industry, offering immediately
Attendees looking to make
usable content that is heavily
investments in their businesses
concentrated on providing
where able to walk the floor
businesses with the necessary
and meet with hundreds of
trends and techniques to help
exhibitors showcasing their
secure business to succeed
products and services.
both now, and in the future. FLprint.org
What GOA Attendees Are Saying “ Great show to network with Graphics and Wide Format players in the industry.” “ If you are like me, who likes technology, labeling and graphic design, this is the event you want to go to!” “ Excellent show. Everything is planned perfectly and the organization does a great job. Do not miss this show!” “ I go every year and I always enjoy the visit. Helps me keep up with the latest in the Printing industry.”
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Baby Boomer Ready to Baby Boomer Baby Boomer Retire? Ready to Ready to Baby Boomer Retire? Baby Boomer Baby Boomer Retire? Baby Boomer Ready to Baby Boomer Ready to Baby Boomer Ready to Ready to Retire? Ready to Retire? Ready to Retire? Retire? Retire? Retire?
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PAF-2.5x3-Ad-2016-final.indd 1
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The savings alone can pay for your dues.
• Hazardous Waste Disposal • Air Purification Equipment • OSHA Compliance Training
Buying Power gives PAF members some powerful benefits. Call us at 800-245-6421 or visit FLprint.org.
800-906-0996 www.fumecontrol.net Robert@fumecontrol.net Please visit our newly redesigned, interactive web site for more information. “ISN’T IT TIME YOU CHOOSE THE AIR YOU BREATHE”
THE PRINTING ASSOCIATION OF FLORIDA PRESENTS
July 20, 2018 Visit FLprint.org
AD DIRECTORY
For information on advertising in Graphics Update, call 407-240-8009.
n ENVELOPES
Everglades Envelope Company, Inc............................... 954-783-7920 6650 NW 15 Ave, Ft. Lauderdale 33309 envelopes@evergladesenvelope.com On Demand Specialty Envelope Co. Inc .....................1-800-439-7144 1170 NW 163 Drive, Miami 33196 ode@ondemandenvelope.com
n FINANCIAL
LaManna Alliance ....................... 561-543-2323 www.rocklamanna.com SEE OUR AD IN MARKET PLACE Printers 401K ...........................1-800-307-0376 www.diversifiedfa.com SEE OUR AD IN MARKET PLACE
n LABELS
Bay Tech Label.........................1-800-229-8321 12177 27th St. N, St. Petersburg - Quality custom labels to the trade since 1986
Blue Ribbon Tag & Label 4035 N 29 Ave. Hollywood............ 954-922-9292 Die cut pressure sensitive labels. Printed on paper, film or foil.............................800-433-4974 Up to 10 colors. Creative design services. Low trade pricing.
L&N Label..................................1-800-944-5401 1245 N Hercules Ave, Clearwater A leading manufacturer of custom labels, decals,coupons & more. SEE OUR AD IN MARKET PLACE
Rollem International.................1-800-272-4381 Distributor of rotary print finishing machinery with focus on Slitting, Scoring, Perforating, Collating and Card Pack Production.
Tags & Labels...........................1-800-940-1770 Tag stringing & Metal Eyelettering
Bottcher America Corp............... 727-858-1262 4600 Mercedes Dr, Belcamp, MD 21017 G.A.T.F. Award winning “Glaze Free Rollers”
n LOGISTICS
DLS Worldwide ........................1-877-744-3818
n MARKETING
Common Sense Marketing......... 386-263-2078 csm.16.com
n PAPERS
Case Paper................................1-800-225-2259 Quality standard/custom size economy fine printing papers for the commercial printer MAC PAPERS ...........................1-800-342-3949 Converting all of Florida. SEE OUR AD ON THE BACK COVER
n PRINTING SOLUTIONS
Canon Solutions of America.................................1-877-623-4969 Award winning products recognized by its customers year after year SEE OUR AD ON PAGE 2
FLORIDA
n ROLLERS
Custom Index Tabs...................... 954-783-7920 6650 NW 15 Ave, Ft. Lauderdale 33309 Plain or maylar reinforced.
n TAGS STRINGING
Blue Ribbon Tag & Label Corp. 4035 N 29 Ave., Hollywood........... 954-922-9292 Polyester or Elastic String, Metal Eyeletting, Low trade pricing.....1-800-433-4974
n WASTE MANAGEMENT
Photographic Waste.................1-800-582-4833 Protecting the environment & serving the printing industry since 1992 RDW Environmental ................1-800-906-0996 www.fumecontrol.net SEE OUR AD IN MARKET PLACE
Don’t Pay Sales Tax On New Equipment!
PRINTERS OR ON
• Electricity • Printing plates • Equipment repair • “Click charges” THERE ARE PAF EXEMPTIONS THAT YOU CAN QUALIFY FOR AND SIGN UP FOR YOUR ULTIMATE BUSINESS PARTNER
FLprint.org
19
Printing Association of Florida 5770 Hoffner Avenue, Suite 103 Orlando, FL 32822
Wide Format
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MAC PAPERS is a registered trademark of Mac Papers, Inc. ©2018 Mac Papers, Inc. All rights reserved.