Dealer Communicator
April 2016
Manufacturer Sponsored NewsJournal
Offset // Digital // Wide Format - Signs
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Table of Contents Page
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Table of Contents
Click Article You Wish To Read GENERAL NEWS SECTION 5 .....Personally Speaking - by O. Mike Fichera, Publisher 6 .....Product Focus: The Death of Offset Printing Is Greatly Exaggerated 6 .....Advertisers Index 11 ...Dealer News 23 ...News 4 Dealers 31 ...Print Isn’t Dying.... It’s Developing - by Johan Basson 32 ...Sales Corner - Sell More With Persuasive Presentations - by Ed Rigsbee 34 ...5 Mobile Marketing Tips For Dealers - by John Foley 36 ...Walk Away When The Deal Is Not Right For You - by Mary Redmond 38 ...Investing In Local Industry Trade Shows - by Bob Licari WIDE FORMAT / SIGN SUPPLY SECTION 40 ...Major Article: When Dealing In Inspiration You Need To Provide The Perspiration - by Tim Greene
Fichera Publications
1919 N. State Rd. #7 • Margate, Florida 33063 Toll Free: 800-327-8999 • Local: 954-971-4360 • Fax: 954-971-4362 4 • April 2016 • DealerCommunicator
PERSONALLY SPEAKING BY
O. MIKE FICHERA, PUBLISHER
Top Executives of three of our associations move on. We Thank Each One For His Commitment and Leadership Ralph Nappi NPES / GASC
George Ryan Michael Robertson PAF / GOA SGIA
And We Welcome The New Leaders
Thayer Long NPES / GASC
How Distributors Can Sell On Social Media
Click To View A 2 Minute Video By John Foley
James Martin PAF / GOA
Ford Bowers SGIA
A MESSAGE FOR MANUFACTURERS
The 2 minute video shown below is a good example of a power- presentation or machine demonstration to dealers. It is achievable because Dealer Communicator is now digital. And Now, we can deliver your product messages to distributors in the U.S. and beyond to the Caribbean, Latin America and Mexico. Have a video? We can deliver it to the channel. We do this for advertising-marketing partners at no extra cost.
DealerCommunicator • April 2016 • 5
The Death of Offset Printing Is Greatly Exaggerated With the Digital Hype at its highest Sackel’s NanoGraphic Printers that level, it is hard not to feel that offset print on water along with HP, Xerox and others. An interesting note is printing is dead. that to date Landa has delivered All the major press manufacturers promises but no machines. are promoting their digital or It is true that there has been a hybrid presses and the digital guys decline in sales of offset presses are touting their new, faster and almost offset quality presses such as and an increase of sales for digital Landa’s Nano-press technology and presses. We know that small offset Continued On Page 8
Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX
Allied Pressroom Products.........Front Cover,8 New Force Magnetics Co..Front Cover,2&3,21 Brackett, Inc................................Front Cover,7 Precision 3D Filament .........Front Cover,21,43 Manufacturing Directions, Inc ..Front Cover,30 Primir............................................................42 Martin Yale Industries ....Front Cover,14&15,20,37 PVC Spiral Supply...............Front Cover,17,23 Master Magnetics, Inc .........Front Cover,35,40 Rapid Blanket Restorer Corp....Front Cover,10 MDI...........................................Front Cover,30 William B. Rudow Inc..................Front Cover,9 6 • April 2016 • DealerCommunicator
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DealerCommunicator • April 2016 • 7
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Product Focus continued
duplicators have long been gone replaced by digital machines. A study by Smithers Pira (UK), https: //www.smitherspira.com/futureof-offset-vs-digital-printing-to2018.aspx “The Future of Offset vs Digital Printing to 2018” said that digital will be in almost 50 percent of the offset sector companies worldwide, and even higher in the more mature print regions. They commented the fact that digital’s share of offset volume is much lower (than offset) reflects the higher per unit costs being obtained for digital print than for offset.
Thought For The Month
Winners are a part of the team, losers are apart from the team.
So as far as graphic arts dealers are concerned there has to be digital products in their offerings but there are still opportunities for offset accessories, parts and used equipment. While digital printing offers competitive advantages over offset especially for shorter runs and quick turnarounds, digital is still more costly especially for
8 • April 2016 • DealerCommunicator
longer runs than even the best of the inkjet presses. One reason is their lack of flexibility in stock selection and the higher cost of inks and replacement jets. The better more efficient offset printers have found ways to reduce makeready times.
H.S. Boyd Company (www.hsboyd.com) for years has supported offset printers with a series of On-Press Finishing products such as the familiar LithoPerf and other versions of this technology. H. S. Boyd also is the agent for the Kocher and Beck, Inline Offset Cutting (IOC) system that allows your customers to diecut, perforate, cut or crease directly on their offset press. William B Rudow, Inc. (http: //www.suckers.com/) knows the
Dealer Communicator (DC) looked around and came up with some items that will keep even older offset presses highly productive and competitive to digital technologies. Shindoa-USA (http://shinodausa.com/) is a major manufacturer Continued On Next Page of anti-marking materials and other accessories such Click On Ad For Inquiry Form as cloths and tapes. Their films and papers use the ICP trademark (Ink Contamination Prevention). They also have a line of plate packing sheets that facilitates auto plate loading. Rapid Blanket Restorer Corp.’s solutions give life to your customer’s William B. Rudow Inc. blankets (http:// rapidblanket.com/). This product puffs up low www.suckers.com spots and gives new life info@rudow.com to rubber blankets. DealerCommunicator • April 2016 • 9
Product Focus continued
critical role SUCKERS play in offset and web offset printing. They produce them by the zillions. Dealers would be wise to have a line of suckers in their product offerings. Allied Chemical, Inc. (http: //alliedchem.com) serving the industry since 1953, has a line of pressroom chemistry products and other items that include fountain solutions, spray powders, coatings and a variety of cleaners. They have expanded their product line to to including digital products as well. Like the good old days for dealers they are products that are consumed
providing a steady source of income from your customers. Digital printing is heavier on equipment sales and lower on the consumables except perhaps for toners or inkjet ink if you are allowed to sell them.
The future of offset presses is still solid.
If you don’t believe that – learn the truth, call a dealerfriend who hasn’t abandoned their offset customers. LAST POINT. Consider that offset printing is the primary printing method for paperboard packaging and carton production. Find printers with this specialty and you will have a solid market for offset printing supplies, accessories and parts. DC
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10 • April 2016 • DealerCommunicator Click Here To Return To Table of Contents
DEALER NEWS N. Glantz – 300 People and 26 Locations – And Still Going Strong Louisville, Kentucky-based N. Glantz & Son, a sign and graphic supplies distributor founded in 1906, and currently celebrating its 100th anniversary has announced a restructuring that the company believes will keep it in a leadership position in its industry for many years to come. Mike Kelly, now in his 13th year at the company, has had President added to his title of Chief Operating Officer; Mike Kelly Greg Maudlin has been promoted to Vice President and Chief Financial Officer; and Teresa Montgomery has been promoted to Vice President of
Human Resources and Team Development. New to the company are Thomas Morrison, the new Vice President of Operations; and Mark Christie, the new VP of Sales, Marketing and Strategic Sourcing. As part of the restructuring, N. Glantz’s owners, Joe Hartman and Davey Glantz, are stepping away from the day-to-day operations and will serve on the company’s board of directors as co-chairmen/ CEOs. Kelly stated, “The way that business is conducted, with the advent of the computer and the advent of the millennials, and how business is done via what used to be face-to-face–even the idea of a sales call has changed. This is not unique to our business but it is every bit as relevant to our business. The way people place orders–the manner in which online e-commerce is currently
Continued On Next Page
DealerCommunicator • April 2016 • 11
DEALER NEWS and will affect our business in the future is profound.” He adds that to continue to grow, the company has to constantly reexamine its priorities. To give “a clear and convincing case that we want to be the vendor of choice for the sign maker.”
Grimco Acquires Fellow Distributor Aluma-Panel St. Louis-based Grimco Inc., a wholesale sign supply company, has announced its acquisition of Aluma-Panel, another sign supply company that’s based in Cumming, Georgia. Grimco welcome’s Aluma-Panel’s employees, customers and suppliers, according to Grimco’s Keith Pittillo, executive vice president. He says the acquisition was a strategic one so his
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company could better serve customers in the Southeast portion of the U.S.
Advantage Sign Opens Seattle-Area Branch Grand Rapids, Michigan-based Advantage Sign & Graphic Solutions, a nationwide supplier of equipment and supplies to sign and graphics professionals, has announced the opening of a new branch office and warehouse in the Seattle area, in Tukwila, Washington. Advantage had previously been using a thirdparty logistics company to service the area, but now has its own warehouse fully operated by its own staff. The company has 11 other branches around the country that it has opened since it launched more than 20 years ago and it employs more than 90 people.
12 • April 2016 • DealerCommunicator
DEALER NEWS Continued on page 16 Tubelite’s Free Classes In Charlotte, NC
Far From Normal Acquires Imager’s Supply
Publishers Comment: Distributors are alive, well and adding to the economy in a positive way! Tubelite is celebrating Charlotte Gerber Days, Thursday, April 28, 2016, 9am - 4pm.
Far From Normal, a Fargo, North Dakota-based wholesale sign and supply company, has acquired Imager’s Supply. Both companies are licensed by Roland DGA. Imager’s Supply has locations in Indianapolis and Louisville, Kentucky. Far From Normal President Dan Huggins says the acquisition will help the company expand its ability to sell and service the Roland line of equipment and supplies in Kentucky, Ohio and Indiana. It will also enable Far From Normal to offer one-day shipping to a larger portion of the U.S. “With similar philosophies, the acquisition seemed like a natural fit,” Huggins said. “We will be retaining all Imager’s Supply employees, and we’re excited for the opportunity to continue the level of service they’ve provided
The company is offering its customers hands-on experience and knowledge about the EDGE FX™ Thermal Printer, enVision™ 375 Plotter, and OMEGA™ Software. Some educational topics include: creating high margin output applications, marketing techniques, and printer maintenance.
Delicious complimentary lunch provided by Gerber Technology for attendees!
Continued On Page 16
DealerCommunicator • April 2016 • 13
Click on ad fo
“As A Servicing Equipment Dealer It All Boils Down To This: Do You Want To Sell Only One Segment Of The Market? Or Would You Want To Expand Your Income Opportunities By Selling Two Lines Greg German, President Of Bindery Martin Yale Industries Finishing Business Machines?” When We Acquired Count Machinery, We Knew Their Line Of Finishing Machines Combined With Martin Yale’s Line Would Expand Our Horizons And Yours! We Invite Inquiries From Quality-Minded Equipment Dealers Ph: 800-225-5644 • Fax: 260-563-4575 email: info@martinyale.com www.martinyale.com Call For A Full Line Product Catalog
14 • April 2016 • DealerCommunicator
or inquiry form
& Two Companies • One Focus On Dealers
Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds
AccuCreaser
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Count FC 114 Number/ Creaser/ Perf System
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folders, creasers, numbering, perforating, cutters, business card slitters DealerCommunicator • April 2016 • 15
DEALER NEWS since 1997 as Far From Normal expands into this new market.”
Diversified Computer Supplies (DCS) Opens New Central US Distribution Facility
DCS has announced that it will enhance service to the Central US region with the opening of its Plano, TX distribution facility.
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presses in the United States, announced that RMGT awarded the company additional market area responsibilities in Canada. The award reflects a track record of success in matching print providers with RMGT products, as well as RM Machinery’s commitment to providing the outstanding customer service the graphic communications industry has come to expect from the RMGT brand.
“Improving service to our customers is always our top priority,” said Diana Hollenshead, DCS’s Vice President of Operations.
RM Machinery Given Greater Territory RM Machinery Inc., the exclusive distributor of RMGT 10 and RMGT 11 series sheetfed
In the picture are KG Katayama, RMGT Vice President Sales and Service, Karl Belafi Jr., Vice President of KBR Graphics Canada, Marke Baker, President of RM Machinery, Rahul Kaushik, CEO RM Machinery.
16 • April 2016 • DealerCommunicator
Continued On Page 18
Click Here For Inquiry Form
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• Inserts coils of all sizes & pitches • Switch sizes with turn of a knob • Bind Thick Books up to 2” • The EZ Flex can sit on any flat surface • Marry with Marlon 350 to bind & crimp coil • Use all sizes of SlanTis Binding Sleeves (Patent Pending)
See YouTube Video Demonstration: http://tinyurl.com/keveu72 Equipment • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters
Supplies • Plastic Filament • Double Loop Wire Spools • Plastic Coil and cut to length
Marlon 350 Auto Crimper
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Model 300I Roller Inserter
• Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters “PVC is one of my finest suppliers. Lonnie Bramon and Lisle Fullmer are what I call stand-up-guys. They walk the walk that helps me to get new business. Foreign Made? Why, when I get Marty Boone, President quality, fast delivery and competitive pricing from an American Boone Business Products manufacturer. PVC is simply the best.”
PVC SPIRAL SUPPLY
Inventory & Distribution: Boise, ID • Tampa, FL • Chicago, IL Tel: 1-800-461-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com • www.pvcspiralsupply.com DealerCommunicator • April 2016 • 17
DEALER NEWS “RM Machinery has consistently brought expertise and professionalism to our business relationship with RMGT,” said Marke Baker, president of RM Machinery. “Not only are we grateful for the confidence RMGT has shown in RM Machinery, but we see tremendous opportunities for growth in the Canadian marketplace.
Konik Wins PIA Award
Konik is pleased to let everybody know that www.konik.net has been chosen as one of the winners of the web2awards from the Printing Industries of America (www.printing.org). The award honors the Best Print-centric Websites in the USA, Konik
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was chosen as the winner in the Business Website with Ecommerce solution in the $6 Million to $18 Million category.
Easy Color And PerinaFlex Appointed Dealers For Grafix World
Grafix World LLC appoints EasyColor as the authorized dealer for ColorLogic GmbH & HELIOS Software GmbH, for Brazil and Grafix World. LLC appoints PerinaFlex as the authorized dealer for ColorGATE Software GmbH, also for Brazil. Rick Dieguez, President, can be reached at 305-498-8721.
Thought For The Month
Unless you can question your own beliefs, you have no place questioning the beliefs of others.
18 • April 2016 • DealerCommunicator
DEALER NEWS Continued on next page Piedmont Donates Plastic Material To Ellen’s Design Challenge Piedmont Plastics, a distributor of plastics for the printing industry, is proud to serve as a donator and supplier of plastic components and building materials for the second season of Ellen’s Design Challenge, an HGTV (Home & Garden Television) series featuring an American style furniture design competition. Piedmont also donated materials for the show’s first season. The show presents a unique opportunity to increase brand exposure for Piedmont Plastics. By way of the first season’s success, the show has provided a dedicated Piedmont Plastics material/supply zone where materials are stored during production and filming for the duration of the season.
DPOE’s Hawaiian President’s Club Trip
Seven key members of the Des Plaines Office Equipment (www.dpoe.com) team, and their guests, earned a seven-day reprieve from the Chicago wintry weather as they accompanied President Chip Miceli on a company incentive trip to Maui, Hawaii. The Hawaiian trip was a celebration of the individuals who qualified for the company’s “President’s List,” rewarding employees for outstanding performance.
DealerCommunicator • April 2016 • 19
DEALER NEWS Eakes Office Solutions Acquires Top Office Products
Eakes Office Solutions has announced the acquisition of Top Office Products of McCook. Top Office Products has been servicing McCook and the surrounding area for over 30 years, providing quality office products, furniture and copiers with reliable service and excellent customer service.
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“Steve Leopold and his staff at TOP have provided a high level of customer care to McCook area customers for decades. With our dedicated people, quality products and great pricing programs, Eakes is excited for the opportunity to continue that relationship into the future.” said Mark Miller, President of Eakes. Darrel Messersmith and Trevor Premer, longtime TOP employees, will be joining Eakes of McCook. The purchase of Top Office Products will further increase
We Invite Inquiries From Quality-Minded Equipment Dealers Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds
&
Click Here To View Double Page Display Ad
20 • April 2016 • DealerCommunicator
DEALER NEWS Eakes’ position as the leader of commercial solutions in Nebraska.
Hendrix Business Systems Acquires ATS, Inc.
Raleigh area. Roger Hendrix, Hendrix’s CEO and President, emphasized the strategic fit of the acquisition and the compatibility of the two companies and stated, “we are very excited that ATS, Inc. has joined the Hendrix team.” The details of the transaction are confidential. DC
Roger Hendrix and Hendrix Business Systems (headquarted in Matthews, NC) acquired ATS, Inc. (Raleigh, Click On Ad For Inquiry Form North Carolina). The companies were assisted and guided through the process by Prosperity Plus. Mr. Terry Williams, owner of ATS, Inc. stated, “we are pleased to join forces with Hendrix Business Systems, which has a strong service history that allows ATS to better serve our existing customers across the
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Click Here To ReturnDealerCommunicator To Table of Contents
• April 2016 • 21
Click On Ad For Inquiry Form
Print History Can Be Yours Historical Printing Zinc & Copper Line Cuts For Sale
• Dimensions of the cabinet: 24 3/4” Wide x 25” Deep x 60” High • It holds 30 drawers • I bought the cabinet, with litho stones, over 50 years ago. Cannot remember the Printing Company’s name, although I believe it began with “A” and that the printer was in New Jersey close to NYC. I do not remember the owner’s name, but do remember that it was a Jewish name, and that the man was very kind to me. • I also have a box of wood type and two very old Type Cases
<<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>>
We’re asking $4,500 for all // f.o.b. our offices in Margate, Florida Contact: Omike Fichera • Ph: 800-327-8999 • Email: ofichera@aol.com <<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>> BRIEF HISTORY The birth of letterpress printing in Europe came in the 15th century. Although printing with wood blocks has deeper roots in the Far East, Johannes Gutenberg developed “reusable movable type, the basic principle that was used well into the 20th century. The invention of movable type allowed Gutenberg to print the first historic 42-line Bible in 1455. This was the first Western massproduced book, also known as the Gutenberg Bible. Letterpress printing became the method of choice, and for the next four hundred years continued to evolve until the introduction of the linotype machine in the late 19th century. Linotype machines soon replaced letterpress as the primary printing method. Letterpress printing today is thriving with a great number of individuals personally dedicated to the preservation of this historic art-form. Visit some of the links and you can see some of the important people maintaining this art-from, hopefully for generations or even centuries to come!
22 • April 2016 • DealerCommunicator
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Bemis Company Receives Highest Achievement Award From Flexible Packaging Association
Bemis Company, Inc. has been recognized by the Flexible
Packaging Association during its 60th annual awards program with the Highest Achievement Award for the Campbell’s Ready Meals pouch. “We are honored to be acknowledged, along with our customer, for this innovative new package,” said William
Click Here For Inquiry Form
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Contact Us: U.S. Ph: 800 461-9301 • Int’l Tele: 1+208-377-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com • www.pvcspiralsupply.com DealerCommunicator • April 2016 • 23
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Jackson, Vice President and Chief Technology Officer of Bemis Company.
Stratasys Defines New Movement In 3D Printed Fashion At New York Fashion Week
At New York Fashion Week 2016, Stratasys has made fashion history with two new spectacular 3D printed dresses. Created by breakthrough fashion designers threeASFOUR and Travis Fitch, the ‘Pangolin’ and ‘Harmonograph’ 3D printed dresses form part of threeASFOUR’s Biomimicry collection. Both were produced with the Stratasys’ Objet500 Connex3 3D Printer. The 3D printed dresses were created with a special nano enhanced
elastomeric 3D printing material, commercially available later in 2016, which essentially forms a brand new textile that stretches 6 different ways - up and down, left and right, forwards and backwards - “creating a whole new type of movement,” according to Gabi Asfour from threeASFOUR.
Gloss Joins Growing SGP Community As A Platinum Patron
The Sustainable Green Printing Partnership (SGP) has announced Gloss Studio of New York City has become the newest SGP Patron at the platinum level. Gloss joins an impressive list of sustainability leaders that support the SGP program.
24 • April 2016 • DealerCommunicator
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Gigantic Color Relocates Dallas bring its unique solutions to a wider global network. Headquarters Within Brook Eric Ferguson and Michael Hollow Community
Gigantic Color is relocating its Dallas headquarters effective April 30. Gigantic Color will remain in the Brook Hollow community with a move from 7900 Ambassador Row to 415 Regal Row.
Toner have joined DataLase as new business development managers for Americas and Europe respectively. Their role is to broaden an already established, yet rapidly growing customer base for inline digital printing solutions across a wide range of product and packaging applications. Coveris Acquires Label Manufacturer Supraplast
With this relocation, Gigantic Color remains firmly rooted in the community that it has served for Supraplast is a shrink sleeve nearly 30 years. and adhesive label technologies company based in Guayaquil, New Datalase Appointments Ecuador. This will afford Coveris To Expand Global Reach an opportunity for expansion and growth in the South American DataLase is expanding its region. European and US sales teams to DealerCommunicator â&#x20AC;˘ April 2016 â&#x20AC;˘ 25
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Canon U.S.A. Announces New Executive Appointments Canon U.S.A., Inc. announced the appointment and promotion of Mr. Toyo Kuwamura as Senior Vice President and General Manager, Business Imaging Solutions Group.
SloanLED Names Don Hartford Director Of Global Product Management – Sign Group SloanLED, leaders in LED technology, has announced the promotion of Don Hartford to Director of Global Product Management – Sign Group. He previously held the position of SloanLED’s Territory Sales Manager for the Southeastern U.S.
Sign Effectz Promotes Josh Brown To Account Manager Sign Effectz, Inc., an innovative custom sign manufacturing company that is revolutionizing the relationship between art and signage, is pleased to announce the promotion of Josh Brown to Account Manager. In his new position, Brown will promote Sign Effectz, Inc.’s complete line of signage products and services to current and prospective customers.
Arlon Graphics Appoints New President
26 • April 2016 • DealerCommunicator
Arlon Graphics, a pressuresensitive vinyl films, flexible substrates and
News
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Continued on next page
print media manufacturer and marketer, announces that it has appointed Andrew McNeill as its new president. “Andrew has experience in leading and transitioning companies to make them global leaders within their industries. We welcome Andrew’s experience and leadership to the Arlon family,” says Neil McDonough, President and CEO of Arlon Graphics’ parent company, FLEXcon Inc.
Ultraflex Welcomes Michael Koons Great Lakes Area Sales Manager Ultraflex Systems Inc., the international innovator and leader in PVC and specialty substrates, is proud to welcome Michael Koons as the new Great Lakes
Area Sales Manager. Mike joins the Ultraflex sales team with 23 years of experience in sales and service. His diverse technical background with inks, color matching and industrial coatings combined with his sales expertise, will prove to cultivate Ultraflex’s partnerships with its customers.
Katun Corporation Names Joe Wagner Senior Vice President Of Operations Katun Corporation announced that Joe Wagner has been appointed Senior Vice President of Operations, effective February 24, 2016. Mr. Wagner will have oversight and direct responsibility of all of Katun’s operational departments,
DealerCommunicator • April 2016 • 27
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including Commercial Operations, Corporate Marketing, Global Supply Chain, and Product Development. “We’re very excited to have Joe return to Katun,” said President and CEO, Bob Moore.
Is Your Customer Having Print/Cut Issues? We found this little tip at Grafx Network website (www.grafxnetwork.com). Are their plotters or print/cutters not recognizing registration marks?
It is mainly because the job is laminated or of glossy material. What happens is the reflectivity and glare from the laminate or shiny material confuses the laser and the plotter gets lost. Very often the bright overhead lights in the workshop area bounces off the material into the laser and the machine gets lost and can not find the registration marks. Try shading the machine with a piece of cardboard. You may find this to be the answer to your customer’s problem.
We Invite Inquiries From Quality-Minded Equipment Dealers EZ Creaser
Auto Feed Digital Media Creaser
&
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28 • April 2016 • DealerCommunicator
News
4Dealers
Continued on next page
shared with dealer communicator by
Industry Analysts, Inc.
Ricoh Acquires AnaJet
The Place for Print
BTA // Business Technology Association Celebrates 90th Anniversary Watch Konica Minolta Video: https://youtu.be/toxvmI7JHU8 Founded in 1926, the BTA serves office technology dealerships, resellers, manufacturers, distributors and service companies. Its core members -- office technology dealerships -- consult, provide services and sell hardware, software and supplies with the primary goal of helping businesses optimize business document and information workflows.
Tokyo-based Ricoh Company Ltd., a manufacturer of commercial inkjet printheads and office imaging equipment, announces the acquisition of the direct-to-garment printer maker AnaJet, Costa Mesa, California. AnaJet will become a wholly owned subsidiary of Ricoh Printing Systems America Inc.
Konica Minolta Announces Reappointment Of Their Top Leaders Konica Minolta has announced that Masatoshi Matsuzaki has been reappointed in the position of Chairman of the Board and Shoei Yamana has been reappointed as President and CEO.
DealerCommunicator â&#x20AC;˘ April 2016 â&#x20AC;˘ 29
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A Gift Is Worth A Thousand Words! In his hand, Omike Fichera, publisher of Dealer Communicator is holding a beautifully bound history of Guadalajara, Mexico. Its title: “The Pearl Of Mexico”. The giver is Luis Enrique Reynoso, Founder and President of Bazar Grafico. Luis is well known for his many years of publishing for the
print-industry in Mexico. He and Omike have been friends for over 30 years. DC
Click Here For Inquiry Form
A Trusted Logo for Floor Model Folding Machine Parts For Over 30 Years every part backed by a guarantee of satisfaction
30 • April 2016 • DealerCommunicator Click Here To Return To Table of Contents
Printing Isn’t Dying ... It’s Developing
Johan Basson, CEO, Bytes Document Solutions Digitization is disrupting many industries, including publishing as people now absorb their newspapers and books online. Strangely though, the amount of material being printed isn’t falling, it’s actually rising, says Johan Basson, CEO of Bytes Document Solutions. Research by Xerox shows that in 2009, more than a billion pages were printed in color on digital printers. By 2012, that had grown to almost 460 billion pages. What has changed is the use of that word digital, however. While the legendary quality of litho printers means that they are
still around and are likely to stay around for years to come, some litho limitations are driving the shift to a digital future. The advance of digital printers at the expense of litho printing has been steady. Xerox says that in 2004, 18% of the market was digital. By 2009 it had grown to 32% and in 2012 digital was close to half the market. Figures aren’t available for 2014 and 2015, but there’s no doubt that the growth has continued. Digital printing is here to stay, not because litho printing is bad; it isn’t. The future is digital because of demand for flexibility, speed, short runs in many cases, and lower costs, which cannot be addressed by yesterday’s technology. DC READ MORE at the Printing and Imaging website>>> http:www.itweb.co.za/ index.php?option=com_content& view=article&id=149711
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• April 2016 • 31
SALES CORNER Sell More With Persuasive Presentations By Ed Rigsbee, CSP, CAE If you, and your sales team, desire increased sales… If you, and your sales team, want to do this without increasing call frequency… You only have one choice—excel at persuasive presentations!
There are three key elements in persuasive presentations: 1. An arresting opening benefit statement. 2. Explaining benefits with features. 3. Asking for the business.
Recently I conducted a presentations training for a technology company. Their business is strong, and they have an experienced sales team. But, few truly understood the basic mechanics of persuasive presentations. As such, they were leaving dollars on the table at every call.
Right about now you might be thinking, “Thanks Ed, but tell me something new!” Force your sales team to practice their sales presentations in front of each other at your next gathering and you’ll most likely say, “Wow! They really do not know these basics!”
Selling is simply determining another’s problem and persuading them that you have the solution to their problem. Then asking them to accept your solution— the close—it’s quite simple. Unfortunately, not enough salespeople understand the basics.
Opening: The opening benefit statement is really a hook, one that catches the prospect’s interest. In reality, a salesperson is saying, “Please give me a few minutes of your life.” If the prospect sees no potential value, why in the world would they want
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because they have not yet sold themselves? Could it be they are continued afraid of being pushy? Could it be that they don’t want to deal with to needlessly give up minutes the rejection of a prospect saying of their life? The first thing a salesperson says either catches the no? prospect’s interest or it doesn’t. The answer to the above three Grab their interest instantly with questions is a resounding, yes. a promising opening benefit Challenge your salespeople statement. to a day of presenting in front of each other. Have them do Benefits: How sales people at least two presentations in a love to share features—about day. And, if you want it to be them, their company and about really powerful—have all your their product or service. Most salespeople complete feedback prospects are thinking, “So forms on each other. DC what!” The prospect only cares about how the salesperson’s offer Copyright 2003-2012 Ed Rigsbee can make their life better—that’s it! For every feature, the logic, Ed Rigsbee, CSP, CAE, is the there also had better be a benefit, author of PartnerShift, Developing Strategic Alliances and The Art of the emotion. Otherwise your Partnering. Additionally, he has salespeople are just visiting for a over 2,000 published articles to his cup of coffee rather than solving credit. Ed travels internationally to problems and selling. deliver strategic alliance keynotes
SALES CORNER
Ask for it: These are the three great words that will change the lives of any salesperson who is confident enough to use them. I continually wonder why so many salespeople are afraid to ask for the business. Could it be
and workshops. He can be reached at +1(805)-498-5720, ed@rigsbee.com or visit www.rigsbee.com.
To access helpful additional information from Ed Rigsbee at no charge, please visit www.rigsbee.com/ downloadaccess.htm.
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• April 2016 • 33
5 Mobile Marketing Tips For Dealers by John Foley, Jr.
Mobile marketing should play an important role in every dealer’s marketing plan. With nearly 64% of American adults owning a smartphone of some kind, dealers are bound to take their marketing mobile. According to an eMarketer study, only five years ago, 2.1% of all digital search ad dollars were spent on mobile devices. That number increased to 22.1% in 2013, and is continually increasing, with expectations to be at 59% within the next two years. Making sure you are up to date with the latest marketing trends is important, especially with the amount of competition in the marketplace. Below are five tips to help improve your mobile marketing. Make sure your website is responsive. With the major
increase in the use of smartphones over the last couples of years, making sure your website is accessible and responsive to the average user is necessary. With so many customers using smartphones to shop online, having a well-organized website results in more sales, increases your search engine optimization, and improves your reputation. Don’t have irrelevant content. When customers visit your website or social media page, they want to read information that’s engaging and relevant. When posting content, make sure that each time you have a purpose. You need to make sure that you are creating and sharing content that is aligned with the customer’s needs. If you’re getting bored reading it, chances are, your customer will be too! Time your communication. When contacting anyone, especially a potential client, you need to make sure that you are sending information at an appropriate
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time. Notifying someone through a mobile device is great way to connect but it means nothing if they receive the message too late. Have a strong call-to-action. The purpose of having a mobilefriendly site is to make it easier and more accessible for the user. Having a designated spot on your site for someone to purchase a product, contact you, or receive more information will make it more convenient. Don’t forget about desktop! Though mobile marketing is continually growing, consumers are constantly switching between devices, making your desktop website just as important. Pay attention to all aspects when designing your site and content, as all laptops, mobile devices, and tablets play a key role in being successful. The digital environment is continually growing, making marketing on any mobile device important in your marketing plan.
In order to reach your targeted audience, you have to adapt to their preferences, while delivering relevant content. By using these five tips to help guide you, your chances on becoming a more successful and well developed distributor will rise. DC About John Foley, Jr. John Foley, Jr. is the CEO of interlinkONE. John and his team provide an award winning distributed marketing software for dealers, ilinkONEpro. Among other things, their software solution allows for the creation and execution of personalized marketing campaigns, including direct mail, email blasts, and personalized URLs (pURLs). Learn more about John at JohnFoleyJr.com and interlinkONE at interlinkONE.com.
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Dealer Communicator’s Seminars In Print
LEASING
Walk Away When the Deal is not Right for You! by Mary Redmond
Kenny Rogers became my negotiation hero when he advised: You gotta know when to hold ‘em//Know when to fold ‘em// Know when to walk away// And know when to run. How many times in my negotiation career have I failed to walk away from a deal? The purchases have been many; the walk aways have been few. It seldom matters whether it’s a sales prospect, an investment opportunity, the car of my dreams or any of the hundreds of purchases I’ve entertained in my life. It used to be hard to leave a bad deal. It’s easier today. My gut screamed, run Mary, run!
That little “evil voice in my head” was telling me buy, buy. You Need This! Like many, I hated to walk away from a deal. Why? Fear tops the list. Fear I’d: • Lose something already won or achieved. • Go home with nothing to show for my efforts. • Think someone else would snap up the deal if a time-out were taken to “think it over.” • Never have a chance at another: car, job, discount, employee, double chocolate brownie from the dessert cart or house as wonderful as the one currently under negotiation. Probably the worst deal I ever made was purchasing a new sporty Mazda RZ7 off the showroom floor, on impulse. I was doomed to fail with this negotiation approach. Entering the car dealership alone in search of a replacement for my high-mileage, Honda Accord, I fell in love with the RX-7’s silver exterior, convertible T-Top, sexy red leather interior and deluxe sound system. I forgot to mention that at the time, I lived in Southern California, was single and had a
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great job. Too quickly, I took a test drive, signed the papers and was on my way cruising up the coastal highway. This will never happen again. I’m older, wiser, tougher and savvy to the Five Negotiation Rules I teach in workshops internationally: It’s called the H.E.A.R.D. Process.
R- Role Play. With a trusted person I’ll play out what I intend to say, how I’ll say it and all the “what if’s. D-Document the Deal. Read the fine print. Before signing anything. A great deal can turn sour with a Gotchas filled contract. DC
H-Homework. Research the market, product, competition, required needs and wish lists of hopes E- Engage. What questions must I ask and information gathered in order to make a smart offer?
A- Assess. What more must I know and still need to uncover before making an offer.
Contact Mary to speak at your next meeting, conference, trade show or special event. Mary@FearLess Negotiator.com, 913-422-7775.
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• April 2016 • 37
Investing in Local Industry Trade Show’s; “the Best Fishing” Spot When you’re looking to catch new Customers by Bob Licari, BrainSell Services Well established trade shows offer a unique opportunity to present and demonstrate your equipment, and show off your company services to a pond full of potential buyers. Today’s shows may not be as big and plentiful as they were at one time, but when a qualified buyer is looking for your industry-specific products or services they will be at these local and national shows. The national shows you would expect your manufacturers to exhibit in, and pass the leads onto you as the authorized dealer. If they’re not, perhaps they are not doing their part, and you should ask why. Even with them present, certain shows will also attract many local prospects. Choosing the right place to exhibit is a decision with many faces. There are usually different levels of buyers you are looking to attract. For an example; I sold
Martin Yale, Walco Systems and Profold equipment for many years. All three companies are at the top levels of quality and efficiency offering print finishing, mailroom and packaging equipment. Some of their equipment has appeal from entry level to mid-range production solutions. Many new customers can effectively be found and identified at industry gatherings at Chamber of Commerce, small business networking and Postal Customer Council (PCC), meetings where vendor tables are available. These are usually small, inexpensive, easily set up exhibits, with a small area focus. Larger area focused shows, such as the Graphics of the America show in Miami Beach have greater costs but offer much more exposure to both large and small business clients. It is at shows like the GOA that you are in a
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position to highlight your most impressive systems to high level decision makers who may never have had the opportunity to see your solutions, or identify your company as a potential vendor. Trade shows like the GOA, and publications like the “Trade Show Times” are exceptional ways to boost your yearly sales. Even if you’re unable to exhibit at the show, low-costing advertising in the Trade Show Times will put you in the right buyer’s hands at a time when they are most responsive to making a purchase. These shows can make you money producing sales both at the show and for many months after. Buyers who you may
have had great difficulty getting an audience with are now in a comfortable setting walking right in front of you, hoping to find what you are selling. Now just go get them into your booth! … Good Selling! DC Bob provides turnkey marketing solutions and has been serving the Mailing, Fulfillment and Packaging Industries for over 35 years. He can be reached at: BobLicari@BrainSellServices. com, Ph: 754-779-4296 or visit his website at www.BrainSellServices.com.
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When Dealing in Inspiration You Need To Provide The Perspiration One of the topics that a lot of dealers ask about is how to drive new business in the large format digital printing market. Some of the best sources for ideas are from the applications produced by users themselves. There are many platforms that equipment
40 â&#x20AC;˘ April 2016 â&#x20AC;˘ DealerCommunicator
WIDE FORMAT SECTION
dealers can use to collect ideas to present to their customers, either in-person or on-line. At the high-end of the market vendors like HP, Fujifilm, and EFI all offer tools that their customers can use to help drive new business. HP offers Capture, a portal that hosts a variety of content such as marketing courses, vertical market guides, templates, and guidance for marketing events such as open houses. Fujifilm hosts www.fujifilminkjet.com, a section of the company’s web site that offers blogs, tutorials, and a magazine called Energy that frequently highlights new applications. Recently EFI launched a new exchange it calls the Imaging of Things which is an online community for EFI equipment users seeking connections with and to share ideas with other print professionals and print buyers looking for unique and innovative applications.
In the mid-range of the large format business companies like Roland and Mimaki count on their dealer channel to serve their customers, so they have built tools and content centers that dealers should take advantage of to drive their business. Roland Academy is a great example, as it offers end users and dealer workshops for each of its product lines as well as hands-on instruction by industry experts. Roland Academy includes both on-line resources such as webinars and application galleries, as well as in-person training opportunities. As far as in-person opportunities, Mimaki has been hosting a series of Road Shows across the country that include application and equipment demonstrations for dealers and end users. Add to these the many application training and webinar opportunities that are offered by the ink and media companies such as 3M, Avery, Arlon, and others and there is a tremendous amount of free educational
Continued On Next Page
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WIDE FORMAT SECTION
When Dealing in Inspiration . . . Continued
and promotional opportunities available for dealers. Also, dealers who are in the large format business should make it a point to try to attend the major events in the market such as ISA SignExpo and SGIA Expo. In addition to the excellent conference programs that are Click Here For Inquiry Form
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usually available, there are always new products and technologies introduced on the show floor at these events that will help shape the market going forward. Lately we have noticed that the associations have been presenting more networking opportunities, recognizing that events like these can be a great place to connect with end users and vendors. Effective dealers recognize that their customers count on them for information and advice to better compete in the large format digital printing market. Inspiring end users to create more applications and to utilize their equipment better should drive more business, and that in turn creates a more profitable dealeruser relationship. DC Tim Greene, Director of Wide Format Printing Consulting Services, International Data Corp. (IDC), will field your questions, comments or arguments by email: tgreene@idc.com
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