April 2017 Issue of Dealer Communicator

Dealer Communicator

April 2017

Manufacturer Sponsored NewsJournal

Offset // Digital // Wide Format - Signs

Bridging Manufacturers Worldwide

With Print & Office Machine Dealers Wide Format and Sign Supply Distributors Mailing Machine Dealers

OFFSET IS NOT DEAD Supplies and Graphic Arts Equipment Is Still A Profitable Sale

Platinum Sponsor

New Force Magnetics ISSUE SPONSORS

Allied Pressroom

Manufacturing Directions, Inc.

William B. Rudow Inc.

TCS Technologies

This Month Starting On Page 42: Graphics of the Americas Photo Write-Up

Tower Products

Dealer Communicator • April 2017 • 1

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Dealer Communicator • April 2017 • 3

Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 5 .....Personally Speaking - by O. Mike Fichera, Publisher 6 .....Advertisers Index 7 .....Product Focus: There Are Many Opportunites For Dealers ........ In The Offset Pressroom 14 ...Dealer News 24 ...News 4 Dealers The Dealer Channel Improvement Center 33 ...Sales Corner - You Want Answers? ASK! - by John Tschohl 35 ...Using Social Media To Build Your Customer Base - by John Foley, Jr. 37 ...Ensuring Success Of Your Dealership Through Gender .........Diversity - by Bob Licari WIDE FORMAT / SIGN SUPPLY SECTION 39 ...Major Article: The Latest Technology For Signmakers - by Tim Greene 43 ...Graphics of the Americas 2017 Photo Write-Up

4 • April 2017 • Dealer Communicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

Welcome to the 444th Edition Of Dealer Communicator

YEP………WE’RE STILL AROUND TO SERVE AS THE ONLY CHANNEL newsJOURNAL IN THE USA Speaking of “The Channel” … after a few discussions with graphic arts offset dealers and distributors of wide format/digital sign products, one has to wonder why some vendors still send reps (sometimes titled channel managers) into the field with the intention of managing their dealer-partners. By managing is meant treating dealers as though they are to report what they have in the pipeline, what they expect to close before quarter’s end and other meaningless details. All this helps(?) the vendor, but does nothing to advance dealer sales. So what should the rep be doing? ... teaching the why, how, applications for specific products and making live sales calls with them. Actually the blame for this activity goes much higher above a field rep or channel manager.

AND…some vendor senior executives fail to realize that one time, three time visits by their reps to a dealership doesn’t earn their company products a place in the minds of the dealer salespeople, CSRs or even the owner, or managers. What they also fail to realize is that the old adage still lives: “out-of-sight-is-out-of-mind”.

If this sounds like an advertising pitch, it is. AND GUESS WHAT, the message is for Dealership Owners as well. Dealer Communicator has marketing tools we use to create ad campaigns for the Channel Manufacturers we serve. They’re free to dealers. INTERESTED? Call or write to Omike Fichera 800-327-8999 or omike@dealercommunicator.com Dealer Communicator • April 2017 • 5

Positive, Upbeat Story Telling Using Audio Technology Can Help Sell Anything Use Rix Quinn’s Voice To Help Capture Attention For Your Product Messages No matter where your company is located, Quinn says he can help your sales team.

FOR DETAILS ...

Contact Rix Quinn at 817-920-7999 email: rix@rixquinn.com

Click here to dealer inquiry form

Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX

Allied Pressroom Products...........................11 American Ultraviolet .....................................21 Applied Chemistries, Inc...............................13 Manufacturing Directions, Inc ...................8,36 MDI............................................................8,36 New Force Magnetics Co........... 2&3,17,22,25 Policrom..........................................................7

Precision 3D Filament .............................29,42 PRINT 17......................................................23 PVC Spiral Supply.................. 17,18&19,24,25 William B. Rudow, Inc...................................27 TCS Technologies. .......................................20 Tower Products...............................................9

6 • April 2017 • Dealer Communicator

There Are Many Opportunities For Dealers In The Offset Pressroom To paraphrase Mark Twain ...

The death of offset printing is greatly exaggerated.

There is no doubt that digital printing continues to improve in quality and speed with reductions in costs per copy to give them a place in today’s printing pressroom.

But, there are also continuing

improvements in offset printing such as adding automation that reduces setup time/costs and increases running speeds.

Plus, offset printing has more flexibility being able to run any type of paper or other materials.

Dealer Communicator

Continued On Next Page

Click here to dealer inquiry form Dealer Communicator • April 2017 • 7

Product Focus continued

(DC) reached out to several manufacturers of printing supplies to get an understanding of the trends they are seeing in needs for the pressroom.

Rick Principato of Tower Products (www.towerproducts.com) a manufacturer of chemical

solutions, washes and other chemistry for the pressroom commented, “One trend is the desire to use one step fountain solution technology on high speed presses and with UV inks.”

Marc Rios of Allied Pressroom Products (http://alliedchem.com) also a manufacturer of chemical, cleaning and other products for presses added, “Although not necessarily a new trend, we continue to see an increased

A Trusted Logo for Floor Model Folding Machine Parts For Over 30 Years every part backed by a guarantee of satisfaction

Click here to dealer inquiry form 8 • April 2017 • Dealer Communicator

demand or rather the expectation for pressroom solutions that enhance, improve or optimize the printed piece and minimize press down time.”

Joe Pargola of Policrom (www.policrom.com) a manufacturer of ink liners, packing materials and a variety of products for the pressroom has a different view of the trends. He sees the diminishing of traditional midsized pressrooms with more work moving to toner based duplicating presses or large multiunit higher technology presses.

Pargola observes that, “The traditional relationship sale is being transferred to purchasing managers that are disconnected from technology and the value of high quality products backed by technical support.”

One other observation of trends in the offset pressroom came from Brian St. Pierre, Applied Chemistries Inc. (www.appli edchemistries.com) a graphic arts chemical manufacturer Continued On Next Page

Click here to dealer inquiry form Dealer Communicator • April 2017 • 9

Product Focus continued

specializing in Fountain Solutions, Specialty Washes, Silicone Emulsions, Cleaners and a list of other products. St. Pierre commented, “Last year saw many top North American printers purchasing brand new or converting existing presses to Hybrid UV or LED ink curing, a trend which has continued into the first quarter of 2017.

At Applied Chemistries we are seeing conversion to our HUVLED Founts, Washes, Chrome Roller Cleaners and De-Glazers designed especially for these new technologies. Some of the challenges that come with HUV and LED presses include maintaining color stability, narrow ink/water operating latitude, ink feedback to Chrome and Metering Rollers, ink over-emulsification, plate wear, hard startups with cold press, and contaminated recirculating tanks after short run times.”

Allied Pressroom Products offers products for trending technologies such as HUV & LED for the packaging industry. Our latest range of low VOC, energy curable products named UV-E offers a Plate Cleaner, Fountain Solutions, Wash and a deep cleaning roller paste. Also new to their lineup are FOGRA fountain solutions infused with technology for extending press runs without the need for frequent press stops and plate cleaning.

Tower Products recently brought out a system cleaner called Dynamic Duo and a general purpose cleaner called Knockout along with a new fountain solution that helps to prevent picture framing called Millennium 6000.

New products from Policrom include press washcloth mini rolls and jumbo rolls made in their factory in Pennsylvania. They also produce Ink fountain liners in this factory along with press pack and Polymer Coating Blankets.

Dealer Communicator asked some of these manufacturers another question: Do you have products

10 • April 2017 • Dealer Communicator

for the digital printing market? For the most part their digital press products serve the wide format printer market. Here is a rundown on what they are offering.

Tower Products has developed a UV primer which helps UV ink adhere better to glass, plastic and metal substrates on flat bed wide format presses. Likewise, Allied Pressroom Products’ CroftgateUSA Division provides liquid cleaning and coating technologies for overall vinyl wrap media maintenance. Policrom has a different digital focus offering sales and support to major Rip

manufacturers for wide format 3D dye sublimation applications and decoration technology to augment the product lines for offset and wide format printers. They have turnkey systems for 3 D dye sublimation with 5’ x 14’ media for outdoor signage and architectural applications.

These major suppliers are Channel Manufacturers selling through graphic arts dealers and continue to look for additional dealers in various markets. To get more information on opportunities from each of these manufacturers check

Continued On Next Page

Click here to dealer inquiry form Dealer Communicator • April 2017 • 11

Product Focus continued

out their web sites and give them a call. When you do, it would be nice if you’d mention Dealer Communicator.

One last question asked by DC is: How do you see the future for pressroom supplies? The answers we received are all positive and underline a continued good future for the supply business. Here they are.

Applied Chemistries as indicated in previous remarks sees a growing market in the increased use of HUV and Led inks needing products that require new technologies to handle the idiosyncrasies of this trend. They are looking to add dealers to handle demands for their unique pressroom solutions.

Rick Principato of Tower Products said, “Because of the technical nature of these products in the pressroom, I believe dealers who regularly call in the pressroom and have a clear understanding of the products they sell and their application, will have the advantage to keep their customers satisfied.”

Marc Rios of Allied Pressroom Products agrees, “Pressroom supplies will continue to be relevant in our industry. The need for high performance products, supported by knowledgeable suppliers and rapid fulfillment will be necessary to keep pace with improved press processes.”

Joe Pargola of Policrom provided a great insight to pressroom sales, “The pressroom is the best area to provide true value to your customers while providing the margins that dealers and manufacturers require to stay in business and grow.”

Dealer Communicator’s conclusion is that offset printing pressrooms remains a viable place for steady and possibly increased sales. But, as indicated by the manufacturers, the need for technical support and educating dealers and printing customers is key to being successful in this market. The education will also allow dealers to adjust their product lines to include supply items for use in the narrow-and wide-format digital printing market.

12 • April 2017 • Dealer Communicator

to get out there and help upgrade Product Focus your printing customers who continued are using old technology. Don’t Offset Printing Pressrooms complain that pressroom sales are down! Do something about it.

Are Alive and Well.

Consider a sales program titled: A Comment From Mark Solve One Problem Every Week.

Prymula, #1 Network Don’t be afraid to walk into a pressroom. There is still Director of Business opportunity to make a good margin Development, and increase your sales in new and Pre-Press & Pressroom existing accounts.” ……….

Mark Prymula (www.number1net “Do Not Forget the Pressroom.

Offset is alive and well and there is work.com) still opportunity to sell pressroom products. It is your responsibility

Click here to dealer inquiry form Dealer Communicator • April 2017 • 13

DEALER NEWS Global Imaging Unveils the Massivit 1800 3D Printer At Their 10th Customer VIP Event

The event was attended by over seventy printing and textile business owners and manufacturer’s reps from eighteen states across the country.

“This was our 10th Workflow Studio VIP Event and it felt like an especially important one,” said Greg Lamb, CEO of Global Imaging.

Global hosted manufacturer reps from Aleyant tFlow, Caldera, Zünd, Durst, Massivit, PrinterEvolution and Aberdeen Fabrics. “We had some new

manufacturers at this event. Our manufacturer partners are very important to us because our product portfolio is the bedrock of our business. We wanted to make a great showing for manufacturers and customers alike and fortunately the VIP Event was a huge success for everyone,” Lamb said. More info at: globalimaginginc.com

Grimco Acquires Alpha Imaging Technologies, Inc.

Grimco Inc, a wholesale sign supply company, has announced its acquisition of Boston-based Alpha Imaging Technologies, Inc., a full line distributor of equipment and supplies for the wide-format printing market.

14 • April 2017 • Dealer Communicator

DEALER NEWS Continued on next page “Alpha Imaging has always looked for ways to better serve our customers,” said Jim Mertes, owner of Alpha Imaging Technologies, Inc. “Grimco’s broad product line, web presence, logistics and focus on customer experience allows us to take our customer experience to the next level. We are proud to be a part of this well run, highly successful company.”

“Grimco is excited to welcome the employees, customers and suppliers of Alpha Imaging. This acquisition better positions us to assist our customers in the Northeast. Our goal is to continue to provide and expand the great service and products provided by Alpha Imaging.” – Keith Pittillo, President of Grimco – U.S. Division.

Grimco was founded in 1875 and is a wholesale supplier of sign products, wide format printers

and printing supplies, as well as a manufacturer of traffic signs and blanks. Grimco now has 46 locations across the U.S. and 5 Canadian locations. More info at: Grimco.com

Supply55, Inc. New Partnership

Supply55, Inc., a leading provider of value added products to the sign, screen and graphic arts market has announced a strategic partnership with NEPATA GmbH for the distribution of NEPATA covering equipment in North America. NEPATA converting centers are the most successful and widely used converting centers world-wide. Engineered and manufactured in Germany to the highest quality standards.

More info at: supply55.com

Dealer Communicator • April 2017 • 15

DEALER NEWS Continued Spicers Paper And Gilman Brothers Extend Authorized Distribution Agreement For 2017

As an authorized distributor, Spicers Paper continues to be a key supplier of Gilman Brothers’ full line of rigid substrates including infinity styrene-faced foamboard and InSite Reveal clay-coated foamboard, as well as Eaglecell all-paper graphics board.

Gilman Brothers’ realigned focus with Spicers Paper, Kelly Paper, and Lindenmyer Munroe positions Gilman Brothers to better reach wide format printers with multiple inventory locations across the U.S. More info at: spicers.com

Mac Papers Announces New Roles

Mac Papers has announced the appointment of Rick Mitchell as Chief Innovation and Operational Process Officer. Mitchell is responsible for overseeing and providing strategic direction to the company’s operational performance.

Mac Papers also announced that Chip Abernethy joins the company’s packaging business as Director of Film Sales. Abernethy is responsible for leading the development and execution of the packaging group’s sales, marketing, and training strategy, and programs for film products.

He is based out of the company’s

16 • April 2017 • Dealer Communicator

DEALER NEWS Continued on page 20 Charlotte, NC branch. More info at: macpapers.com

Johnson Plastics Plus Expands Heavy Weights Product Offering

Johnson Plastics Plus has further increased its offering of wide format sheets to now offer large format (48-by-96-inch) sheets for sign makers in Rowmark’s Heavy

We Want Your Feedback

Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com

Weights® product line. Heavy Weights is a heavy gauge polymer sheet material and is engineered to withstand the harshest elements.

Large format Heavy Weights sheets are offered in eighteen popular color combinations. It is available in heavy-duty 1/4inch, 1/2-inch, and 3/4-inch thicknesses. More info at: jpplus.com Continued On Page 20

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Buy Plastic Coil Double Loop Wire From One Source Tel 800-461-9301 <> Fax 208-377-9301 Email ljfullmer@pvcspiralsupply.com www.pvcspiralsupply.com

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Dealer Communicator • April 2017 • 17

5 Product Lines Fro A Major Manufacturer of Bindi 1

T u rb o COIL

• TurboCOIL sizes 3/4” up to 2” diameter coils • Phthalate and Lead-Free

For Hard TO Bind THICK BOOKS

• Punch dies available for: RhinoTuff Paper Punch, Kugler, Sickinger, Lhermite/Alpha Doc, Punchmaster, Rilecart and Renz

It’s great to be a part of a growing market not one on the decline.

With our strong dealer network and a product line in demand, PVC Spiral Supply will have converted 1.6 million pounds of raw plastic into plastic coil in 2016. That translates to 14% more than one year ago. My message to our dealer-partners is: “Keep up the good work. Thanks for your trust and support.”

Lonnie Bramon, President, PVC Spiral Supply “When it comes to reliability PVC Spiral Supply has always met our expectations at Document Finishing Resources. Lisle Fullmer and the PVC team are people who keep a commitment. That makes them a valued and trusted partner. Our customers also love the “Made in the USA” quality of PVC Binding Coil. I certainly appreciate the service, advice and friendship that I have experienced during my 16 years of doing business with them.”

Michael (Mike) White, President, Document Finishing Resources

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 18 • April 2017 • Dealer Communicator

om PVC Spiral Supply ing Coil and Related Equipment TM

2

SlanTIS Patent Pending

Binding Sleeves An Add On That Helps Sell Binding Coil

3

4

5

• Available in 8 sizes: 2”, 1 3/4”, 1 1/2”, 1 1/4”, 1”, 3/4”, 1/2”, 1/4” • Color coded sleeves for the eight sizes • Slantis Binding Sleeves holds sheets together to bind any size book or document trouble-free • Sleeves can be used over and over

Model EZ Flex 100 • 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://www.youtube.com/watch?v=NOXXMfLy1pI Marlon 350 Auto Crimper

• Bind 400 Books Per Hour • Works With Model EZ Flex 100 • Watch video demonstration on the web: www.pvcspiralsupply.com

PVC, The Largest Manufacturer of Plastic Binding Coil In America

Coil In 21 Colors Dealer Communicator • April 2017 • 19

Click here to dealer inquiry form

DEALER NEWS Continued Yorston & Associates And Arlon Graphics Announce New Partnership

Arlon Graphics, a manufacturer of high-quality pressure-sensitive vinyl film and flexible substrates, announces its new partnership with Yorston & Associates, a manufacturing representative.

Yorston & Associates will be representing Arlon’s industry leading flexible substrate

products. This partnership will allow Arlon to provide a higher level of focused service to each of their product lines with Yorston & Associates now concentrating on Arlon’s flexible substrate products. Yorston & Associates will work directly with distributor partners and specifiers providing support to them for Arlon’s flexible substrate products. More info at: yorstonandassociates.com

Bay Copy CEO Ray Belanger Participates In Select Dealer Group (SDG) Every Printer And Sign Shop With A UV System Conference

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Sell Them American Made Lamps From TCS Technologies Phone: 908-852-7555 Web: www.tcsuvlamps.com Click here to dealer inquiry form 20 • April 2017 • Dealer Communicator

Ray Belanger, CEO of Bay Copy, was one of several dozen document imaging professionals participating in the March 2 conference of the Select Dealer Continued On Page 22

DEALER NEWS Continued on page 22

Click here to dealer inquiry form Dealer Communicator • April 2017 • 21

DEALER NEWS Group, a national trade association of office equipment and document generation solution providers. The conference was held at the Pelican Hill Resort, in Newport Coast, CA.

Belanger is one of the original founders of the organization, which includes members from across the United States and internationally, who meet three times a year to share industry best practices. This month’s meeting included discussion topics on the future of the industry, strategies to reduce administration expenses in the office, creating “the right organizational DNA” for the future, and inbound lead/ referral programs. There were, additionally, presentations by several key manufacturers serving the industry, including Muratec and Oki Data. More info at:

baycopy.com and selectdealer group.org)

The Graphco Dealership And RMGT Promote LEDUV Technology At Print UV Conference

At this year’s Print UV conference, held March 29-31. at the Encore Las Vegas, Graphco, a dealership located in Solon, Ohio and founded in 1976, represented RMGT and the Graphic Systems North America (GSNA) dealer network. At the show they focused on promoting the LEDUV print technology. “This is always an exciting show for us,” said Chris Manley, President of Graphco. “It is a great opportunity for us to educate printers on the benefits of RMGT’s groundbreaking LEDThere’s A New Force In Flexible Magnetic Materials Printable Sheets, Rolls, and Strip UV technology.”

NEW FORCE MAGNETICS More info at: See Our Product Ad In This Issue Pages 2 & 3 graphco.com DC

22 • April 2017 • Dealer Communicator

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News

4Dealers

International Paper Named As A 2017 World’s Most Ethical Company By The Ethisphere Institute For The Eleventh Year

&

Birthday Anniversary Announcements

Click Here For One Minute Audio

International Paper has been recognized once again by the Ethisphere Institute, a global Continued On Next Page

THICK

If The Books Are Take The Order And . . .

Choose TurboCOIL To Bind Them

Made In America

Made for printers that bind THICK BOOKS TurboCoil Now Available in 3 to 1 Pitch • 50 Colors Available

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

Click here to dealer inquiry form 24 • April 2017 • Dealer Communicator

News

4Dealers

Continued on next page

leader in defining and advancing the standards of ethical business practices, as a 2017 World’s Most Ethical Company. For the eleventh straight year, IP was named as one of the World’s Most Ethical Companies despite a large number of global nominees.

International Paper secured a spot on the list by maintaining its focus on the ethical business practices and standards that have defined the company since its inception 119 years ago.

“At International Paper, it is

We Want Your Feedback Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com

our vision to be among the most successful, sustainable and responsible companies in the world. Our 55,000 global employees are committed to improving people’s lives, the planet and our company’s performance by transforming renewable resources into products people depend on every day,” says Sharon Ryan, Senior Vice President, General Counsel & Corporate Secretary. “I want to congratulate our global team

Continued On Next Page

There’s A New Force In Flexible Magnetic Materials Printable Sheets, Rolls, and Strip

NEW FORCE MAGNETICS

See Our Product Ad In This Issue Pages 2 & 3

&

Buy Plastic Coil Double Loop Wire From One Source Tel 800-461-9301 <> Fax 208-377-9301 Email ljfullmer@pvcspiralsupply.com www.pvcspiralsupply.com

See Display Ad Pages 18 & 19

Dealer Communicator • April 2017 • 25

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Continued

for achieving this well-earned recognition.”

Nation’s Leading Printing And Graphics Franchise Names New Director Of Operations

SpeedPro Imaging recently named Drew Tefft as the company’s new Director of Operations. In that role, Tefft will oversee the business, production, sales and marketing support for SpeedPro Imaging’s rapidly expanding nationwide franchise network.

field marketing.

In his new role, Ludyjan will be responsible for serving as liaison between Fulham’s global sales team and home office, helping to target markets and accounts. Part of Ludyjan’s new responsibilities will be presenting Fulham’s expanding line of “clever lighting” LED component products to OEMs and manufacturers.

thINK Announces Third Annual Conference

Fulham Names Senior Director of Field Marketing Fulham Co. Inc., a manufacturer of energy efficient lighting systems, announces the appointment of Jeremy Ludyjan to the newly created position of senior director of

thINK, an independent community of Canon Solutions America production print customers, today announced that thINK 2017, its third annual user conference, will be held at the

26 • April 2017 • Dealer Communicator

News

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Continued on next page

bank of inkjet-related knowledge.

Boca Raton Resort & Club on October 9-11, 2017. Once again, the event intends to bring together Epson America Names Mark over 400 esteemed industry Mathews As Vice President guests and educate members on the rise of inkjet and its continued transformation. thINK 2016 attracted more than 400 production print professionals, analysts, partners, and press, establishing it as the largest inkjet user group in the world.

Across the threeday event, over 30 sessions, designed for all levels of inkjet experience and awareness, were held throughout the event. In addition, post-event resources provided the audience with unprecedented access to a robust

Epson America Inc., has announced the appointment of Mark Mathews as Vice

William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry form

Dealer Communicator â&#x20AC;˘ April 2017 â&#x20AC;˘ 27

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Continued

President of North American Commercial Marketing. In his role, Mathews is responsible for driving product and marketing strategies for Epson’s projector, point-of-sale, business inkjet printer, and robotics divisions.

In addition, he leads Epson’s Canada-based technical support and development team focused on point-of-sale solutions.

Mathews brings more than 25 years of marketing, sales and operations experience in the technology industry. Leveraging his vast experience in B2B technology, Mathews is charged with strengthening the company’s strategic direction for commercial business solutions.

Albrecht Joins Sonoco As Corporate Vice President, Treasurer/Assistant CFO Sonoco has announced that Julie Albrecht will join the company as Corporate Vice President, Treasurer/ Assistant CFO, according to Barry Saunders, Senior Vice President and CFO.

“Julie comes to Sonoco with vast knowledge of finance and treasury,” says Saunders. “A solutions-oriented leader, her international experience and strategic vision will Leading Online Wide Format Printing specialist enable Sonoco to publication for sale in Australia as well as Specialist continue to grow Classified online magazine for the its global presence commercial offset industry. Due to bad in the packaging industry.” health, owner must sell. Enquiries to

Michael at michael@asfisherco.com

28 • April 2017 • Dealer Communicator

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Continued on next page

Matik Appoints Arturo Rodriguez

Matik, Inc. has appointed Arturo Rodriguez as Printing and Packaging Sales Manager in the U.S. Southeast region. Rodriguez will be responsible for sales of Gietz, Edale, Codimag and SEI Laser for label and folding carton applications.

Rodriguez has over 20 years of printing experience and

Thought of the Month Problems that go away by themselves, come back by themselves.

has worked for international organizations specializing in tooling, printing room consumables, and label manufacturing. Prior to joining Matik, Rodriguez has held positions, as press operator, supervisor and flexo technical manager.

New Director For Laminator.com Laminator.com has announced that Garth Bertini has joined their team as Director of Finishing Solutions, to further develop their

JUMP INTO

3D

With Both Feet

Precision 3D Filament (A PVC Spiral Supply Enterprise) Offers Dealers An Opportunity To Enter The 3D Business With A Full Line Of 3D Filament Supplies.

Email: lonnie@precision3Dfilament.com Telephones: U.S. 800-461-9301 ... International 1+208-377-9301

Click here to dealer inquiry form Dealer Communicator â&#x20AC;˘ April 2017 â&#x20AC;˘ 29

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Continued

growing portfolio of regional and national accounts.

Garth comes with a wealth of experience within the industry, having spent the last 16 years at USI, Inc, Madison, CT. Garth comments, “I am excited to start a new challenge with Laminator.com and look forward to working with the team to further develop their product line and new clients.”

Please contact Garth at 800-3234307, cell 203-694-4433 or by email, garth@laminator.com.

Ricoh Acquires Avanti Ricoh acquires Avanti Computer Systems Limited. This acquisition enables Ricoh to further expand the value its production print

workflow delivers to customers, as well as to help improve management efficiency and productivity of customers in the production printing market.

Graham VIcek Joins IIJ To Drive US Inkjet Operations As President Industrial Inkjet Limited (IIJ), the manufacturer of bespoke digital print engines based on Konica Minolta inkjet print heads, has appointed Graham Vlcek as President of its US operations.

Colorado-based, Vlcek has been in the inkjet industry since 2008.

Vlcek has extensive experience with direct-to-product inkjet decoration systems participating in all phases of inkjet process development. His project

30 • April 2017 • Dealer Communicator

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Continued on next page

experience includes materials pre-treatment, ink development, post-curing, and jetting/waveform work for several printhead technologies. Vlcek also has experience of image processing, production workflow, and overall system design, and integration across several platforms.

Dave Kahle’s Seminar For Sales Managers

Dave Kahle will be hosting the 24th two-day seminar for sales managers in the Chicago area on May 18th and 19th.

The most under-trained person in the B2B world is the sales manager. According to Kahle, the seminar is built on the premise Drytac Welcomes New that no one has enough time in Team Members today’s challenging economy. It is focused on the Kahle Way® Sales Management System, which explores the five key processes Drytac has announced that that enable first-line sales/branch Olga Bates and Amanda Brown managers to excel at jobs for have joined the company as the which they were not trained. new members of the recently restructured Marketing and Brand For more info contact The DaCo Corporation at 800-331-1287 or department: Bates as Brand Manager and Brown as Marketing scott@davekahle.com DC Coordinator. The purpose of the Brand department is to reflect Drytac’s evolution over the years and the company’s new expansion goals.

Dealer Communicator • April 2017 • 31

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4Dealers

DATES TO REMEMBER FOR INDUSTRY EVENTS ISA International Sign Expo April 19-22, 2017 Mandalay Bay Convention Center Las Vegas, NV Contact: 703-836-4012.

Visit: http://signexpo.org Idealliance Annual Conference May 3-5, 2017 Westin La Paloma Resort Tucson, AZ Contact: 952-896-1908 Visit: www.idealliance.org BMI Management Conference May 7-9, 2017 Williamsburg Lodge, Williamsburg, VA Contact: 386-986-4552 Visit: www.bmibook.org China Print 2017 May 9-12, 2017 New China Int’l Exhibition Center Beijing, China Contact: 703-264-7200 Visit: www.npes.org

Expográfica 2017 May 17-20, 2017 Guadalajara, Mexico Contact: +52 (55) 5536 2533 Visit: www.expografica.com National Postal Forum May 21-24, 2017 Convention Center, Baltimore, MD Contact: 703-218-5015 Visit: www.npf.org Display Week 2017 May 21-26, 2017 Convention Center, Los Angeles, CA Contact: 800-350-0111 Visit: www.displayweek.org PRINT 17 Sept. 10-14, 2017 McCormick Place, Chicago, IL Contact: 703-264-7200 Visit: www.gasc.org SGIA Expo 2017 Oct. 10-12, 2017 Ernest N. Morial Convention Center New Orleans, LA Contact: 703-385-1335 Visit: www.sgia.org

32 • April 2017 • Dealer Communicator

The

Dealer Channel I m p rov e m e n t Center Articles about Sales • Social Media • Marketing • Leadership

And Presentations By John Tschohl John Foley Bob Licari

SALES CORNER

You Want Answers?

ASK!

by John Tschohl

“High-growth companies stay in touch with their markets and willingly spend the money to do so. They know their customers and they keep their knowledge fresh,” says the American Management Association (AMA) in its “Research Report on Consumer Affairs.”

It is important to know your customers’ wants and needs before you try to sell them a service or a product. If you do not know, then you are guessing. Guesswork makes dissatisfaction inevitable.

You might have been good at predicting customer behavior in the past, but remember that it is not what you think you know that is important. It is what customers think that matters, even if they are illogical or uninformed. Good service has nothing to do with what the provider of services believes it

Dealer Communicator • AprilCenter 2017 •• 33 April 2017 • Improvement 33

continued to be, unless these beliefs coincide with the attitudes of customers.

Good service only has to do with what customers believe it to be.

Few executives truly understand what good service is, nor are they close enough to their own employees to understand how bad, inconsistent service is.

The Marketing Science Institute of Cambridge, Massachusetts asked customers of a wide range of service businesses such as banking and appliance repair what factors they considered most important in assuring their satisfaction with a product or a service. Researchers found that these were the most important characteristics of quality service: Reliability. Customers want companies to perform desired service dependably, accurately, and consistently.

A major source of customer dissatisfaction is unkept promises, it turned out.

Responsiveness. Companies should be helpful and provide

prompt service. A business that answers or responds to telephone calls quickly meets this expectation.

Assurance. Employees should be knowledgeable and courteous, customers say, and should convey confidence in the service they provide.

Tangibles. Physical facilities and equipment should be attractive, clean, and employees should be well-groomed.

Empathy. Customers want companies to provide individualized attention and to listen to them. The Marketing Sciences survey indicates that people want to be treated as individuals. They want to be noticed.

John Tschohl is an international service strategist and speaker. He is founder and president of the Service Quality Institute. He has written several books on customer service.

John also started The Service Quality Institute (www.customerservice.com). John’s monthly strategic newsletter is available online at no charge. He can also be reached on Facebook, LinkedIn and Twitter.

April 2017 • Dealer 34 • Improvement Center Communicator • April 2017

Using Social Media To Build Your Customer Base

they are important by engaging with them on your social media accounts.

When you want website traffic, focusing on your social media accounts is essential. With the variety of ways to interact with potential customers using Twitter, Instagram, Facebook, and more, you are missing out on vital ways to increase your website traffic if you aren’t utilizing social media effectively. A strong marketing strategy includes an integrated use of social media to grow your customer base and keep your customers informed.

Keep Your Content Engaging In order to be successful on social media platforms, your content must offer your customers something new or interesting.

The same boring content isn’t going to attract new customers. In fact, tired content is going to turn customers away and send them off to your competition. If you are struggling to write new content for your website, consider a guest blogger or hiring a writer for the specific task of writing engaging content for your website.

John Foley, Jr.

Connect with Your Audience Customers have many companies to choose from in almost any industry, and you must stand out to outperform your competition.

One way to do this is to connect with your audience on social media. Don’t just share a post and hope customers flock to your website. Interact with each post, responding to questions or comments in a timely manner.

Let your customers know that

Know Your Audience You have to know your target audience, and cater to this audience in order to make a profit.

While having a piece of content that goes viral can be exciting, reaching the wrong audience won’t give you a boost in sales.

Find Your Flow Each social media platform offers

Continued On Next Page

Dealer Communicator • April 2017 • 35 April 2017 • Improvement Center

John Foley Article Continued a little something different for the business trying to make it in today’s competitive market.

Create accounts at the variety of platforms, but you will probably find that one works better for your type of business. It doesn’t really matter which social media platform you choose to focus on, as long as your content is engaging and your customer base is growing.

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.

A Trusted Logo for Floor Model Folding Machine Parts For Over 30 Years every part backed by a guarantee of satisfaction

Click here to dealer inquiry form 36 36 •• April Improvement 2017 • Dealer CenterCommunicator • April 2017

Ensuring Success Of Your Dealership Through Gender Diversity

by Bob Licari, BrainSell Services There are 2 (two) classes of sales professionals, each a well needed element of our free enterprise system. However, their roles are far apart: Salesmen and Saleswomen Order Takers

To define it right from the get go, an order taker is the type of salesperson who only collects orders but does not make any diligent attempt to find new customers, or to persuade existing customers to increase the size or frequency of their orders.

I like to define the term, “salesperson” as a non-gender generic term for anyone involved in a process that has an endresult in which a “sale” is made. I have specifically used the words salesmen and saleswomen here because there are times when some gender diversity will give

you an edge. Be realistic, gender can play a big part in closing a sale just because of human nature.

So why not use this as a weapon in your sales arsenal?

Consider teaming up your salesmen and saleswomen.

Especially during slower sales cycles, this exercise will also keep everyone on their sharpest professional selling platform. Most successful sales professionals have learned to be hunters, becoming experts in finding new prey consistently.

They know sales do not happen if you do not make them happen!

Plain and simple. If you take your trade seriously and strive to be successful doing the things a professional salesperson does, then your gender never has and never will be a deterring factor,

Continued On Next Page

Dealer April 2017 Communicator • Improvement • April Center 2017 • 37

Bob Licari Article Continued because you as a person are making things happen.

With-that-being-said; I believe, in most dealerships their overall success plays into their ability to utilize the skills of both men and women. Each gender has its own situations that arise in which gender plays a strong part in the effectiveness they have in many sales atmospheres. Here is where the true professional salesperson can come to light.

Consider creating sales teams with men and women; a more diverse sales force also is more likely to capture the attention of new customers and generate more business from existing customers. Male and female teams can connect and nurture strong business relationships. If everyone in the sales teams has the same appearance with similar experiences and viewpoints you may not always find that “sweet spot” with customers and prospects to earn their business.

A 2009 study conducted by researchers at the University of Illinois in Chicago found that each incremental increase in gender diversity could result in a 3 percent increase in sales revenue. Try out teaming up your saleswomen and salesmen even for 2 days a week, forcing them to act as a team and approach new customers. After the growing pains have diminished, you may just find a new secret of success !

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@BrainSell Services.com, Ph: 754-779-4296 or visit his website at www.BrainSellServices.com.

38 •• Improvement April 2017 • Center Dealer Communicator 38 • April 2017

WIDE

FORMAT

SIGN SUPPLIES

The 3rd Platform Technology Enabling Large Format Printing

by Tim Greene, IDC

IDC refers to social media, big data analytics, mobile communications, and the cloud as the four pillars of the 3rd-platform. These technologies represent the future of a wide range of businesses – how they find, transact with, and support customers in the future.

Your Customers Count On You As dealers in the large format digital printing market you are counted on to help your customers, whether they are new to large format digital printing or have been involved in it for a long time, to compete in a market where they need to invest in technology that keeps their printers running and their operations humming.

One of the key enabling technologies for capturing new

customers is e-commerce. Ecommerce allows a large format shop to be able to take orders any time, day-or-night, from customers anywhere. It also leaves no room for “haggling” over prices since the price is typically defined in an ecommerce system. In one of IDC’s recent surveys with large format producers we found that while over 90% of large format shops have a web site, less than 50% of those offer e-commerce capabilities. Also, one of the most common challenges that shops face is the time-cost of generating estimates. There are a lot of tools that can help shops take their web sites to the next level; EFI’s Digital Storefront is one of the most popular e-commerce solutions in the large format market, but other manufacturers and

Continued On Next Page

Dealer Communicator Communicator •• April April 2017 2017 •• 39 39 Dealer

WIDE FORMAT SECTION

software suppliers offer solutions enabling e-commerce with costs ranging from less than $100 per month. The key is leveraging these solutions effectively to not just enable transactions, but to also be more visible to search engines to drive more top-line revenue.

CLOUD-BASED SERVICES One of the trends we’ve been seeing on the software side is the move to cloud-based services and systems. Many of the e-commerce solutions mentioned above are cloud-based tools that allow a company to offer customized ecommerce capabilities without large infrastructure investments.

The cloud is also coming into play with the all-important large format RIPs. Printers sometimes cause their own problems, one of which is that many users only use a small percentage of the functionality the software offers. Companies like SAi have been moving towards offering cloud-based RIP functionality which reduces the need to pay for some of the unused features of off-the-shelf software

while maintaining the user interface and experience with the software.

AUTHOR’S COMMENT Usually I write about printing technologies in this space, but just as important as the speeds and feeds of the printers are the technologies that help large format printing companies capture new revenue, efficiently operate their equipment, and manage their operation. It is important for you, as the printing customers’ Dealer-of-Choice, to help large format PSPs to recognize the advantages of these tools to gain a competitive edge. 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

40 •• April April 2017 2017 •• Dealer Dealer Communicator Communicator 40

WIDE FORMAT SECTION

We Help Dealers Get Into 3D

Lonnie Bramon President

“Let’s Talk About How To Get Started In The Hottest Technology Of Today”

3D Filament

• 18 Colors In Inventory • Private Label Available • High Dealer Margins

for people who demand quality above everything else

Ph: 800-461-9301 • Fax: 208-377-3759 Email: lonnie@precision3dfilament.com www.precision3dfilament.com

Click here to dealer inquiry form

Next Month’s Editorial:

Wide Format Printers Dealer Communicator • April 2017 • 41

2017 Photo Write-Up We asked Gabe Hernandez, President of PAF/GOA2017 to stand tall for this photo as he deserved to be picture #1 in this photo spread.

Boyd Anderson Marching Band really got the opening ceremonies started.

42 â&#x20AC;˘ April 2017 â&#x20AC;˘ Dealer Communicator

Albert Nuno, Brandtjen & Kluge had too litle time to be “shot”--photographically of course.

It’s always a good sign when dealers smile at trade shows.

Cleon Joseph of DCS, a Latin America dealer enjoys time out with Vania Vital and Mayra Fernandez, both international reps.

PrintGuard’s Dan Rizika big smile tells it all about results from GOA.

Dealer Communicator • April 2017 • 43

Michael Wead of InterGraph was hot on the trail of a sale. Notice his focus.

IT Supplies’ Mylaya Pearson sold an Epson F6200 – Dye Sublimation Printer on the first day of the show and Will Milleville sold an EcoSolvent Printer. And as done for us at every show, Will and Jeff Lucido showed us their socks.

These dealers came from the UK to be at GOA….Bill Litviak and Zeke Taiwo of PressXChange.com.

44 • April 2017 • Dealer Communicator

Pamarco’s Tony Ruth took time to meet with our Publisher O. Mike Fichera.

Lonnie Bramon of Precision 3D enjoying the attention of buyers interested in demonstration of 3D system.

Jim Schall with Jackie Powers had all good reason to show off their Budget Inks sign.

Dealer Communicator • April 2017 • 45

Pamela Ramp at the Stuebing booth was on the trail of a sale.

You gotta love it when you see smiling faces as we saw on the faces of Jose Ortiz, Susana Moreno and Alex Ortiz of TUK Systems.

Lester Jacobowitz of Winsted Thermographers was happy and his jesture proves the point.

46 â&#x20AC;˘ April 2017 â&#x20AC;˘ Dealer Communicator

Joseph Velasquez was pleased that we stopped by to talk and take a photo of his Vera & Vera Enterprises booth signs.

Nikki Calhoun of Printer’s Repair Parts always has a smile. It could be that the GOA experience paidoff.

Ani Cabrera of Larry & Associates demonstrating Shark Equipment.

Dealer Communicator • April 2017 • 47

Richard Peereboom didn’t complain when we asked him to sit for a photo-shoot at the Microcut booth.

Joe Pargola of Policrom did aisle walking at GOA and was surprised to see the success of the show.

Mery Marquez and Carlos Girata of Casa Grafica USA gave us time for a photo even though they had people waiting to talk with them.

48 • April 2017 • Dealer Communicator

THREE GIANTS of the print industry (well maybe two giants) Omike Fichera, Publisher of Dealer Communicator with Marc Spinola and Scott Gilbert of PHS (Paper Handling Solutions).

Working together at the Xante booth were Tom Bassett of Image Depot and Justin Tullis of Xante.

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