Dealer Communicator AUGUST 2016

Dealer Communicator

August 2016

Manufacturer Sponsored NewsJournal

Offset // Digital // Wide Format - Signs

A Dealer That Proves Worthiness and Commitment Are Alive In The Channel

(L to R) Fran, Gene Sr., Gene, Dorothy, Gary Brett

(L to R) Fran, Gary Gene and Dorothy Brett

Brett Home Office in Horsham, Pennsylvania

and Gene Brett

E. Thomas Brett Business Machines A Company Founded On Customer Support THE BEGINNINGS Gene Brett Sr., founder of E. Thomas Brett Business Machines, Inc. began his career in the graphic arts industry in technical service; repairing and demonstrating offset printing presses and bindery equipment. His ability to troubleshoot and find solutions for mechanical as well as process problems soon gained him respect as a knowledgeable consultant to the clients he served.

When Gene made

of History Page Dealer Communicator • Rest August 2016 • 11 1

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Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 9 .....Personally Speaking - by O. Mike Fichera, Publisher 10 ...Advertisers Index Special Product Focus Report: Software - New Income For Dealers 14 ...Know Your Software: a dealer requirement 24 ...Dealer News 33 ...News 4 Dealers The Dealer Channel Improvement Center 52 ...Sales Corner - Alliance Governance And Diversity - by Ed Rigsbee 54 ...6 Ways To Gain More Followers On Social Media - by John Foley 56 ...The Answer is NO...Until it’s YES! - by Mary Redmond 58 ...Using Creative, Targeted Direct Mail - by Bob Licari WIDE FORMAT / SIGN SUPPLY SECTION 61 ...Major Article: Help Your Customers Get Ready for Fabric Printing ........with Professional Finishing Solutions - by Tim Greene

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Fichera Publications

E-Mail: omike@dealercommunicator.com

1919 North State Road 7, Suite 202 • Margate, Florida 33063

1-800-327-8999 Int'l Phone: + 954-971-4360 2016 • Dealer Communicator

Local 8 •Phone: August

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PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

Marilyn Mueller has gone to rest with the Angels Marilyn Mueller’s history, her love for the industry she worked in, and the number of friends she made throughout her career, would need more pages than we can provide in this publication.

Candace Leathers, president of Mueller Graphics for the past 9 years, coined the phrase above Marilyn‘s picture: Marilyn Mueller Has Gone To Rest With The Angels.” It was most appropriate for this news.

In 1959, 57 years ago, Marilyn began working for her parents at Mueller Color Plate, which evolved into her business and was later named Mueller Graphic Supply, Inc. This wonderful lady, and I say this with deepest respect, was recognized as one of Wisconsin’s Largest Woman-Owned businesses. Woman’s magazine named Mueller Graphics as one of the 500 Top Woman-Owned businesses in the United States numerous times.

Those whose lives Marilyn touched, knew her as a giver, champion and defender. She was a supporter of Make a Wish Foundation and granted many wishes to children in need. She was a member of Holy Trinity Lutheran Church, and served on the West Allis Chamber of Commerce as well as the West Allis Economic Development Committee.

“Rest with the Angels, Marilyn, you will never be forgotten and you will always be loved.” Grant Her Peace O Lord. Amen.

Dealer Communicator • August 2016 • 9

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Brett History Continued the transition from technical service to sales he carried with him a technical background and a high appreciation for customer support. After years of service to his growing customer base, the A.B. Dick Company recognized his success and offered him a dealership.

THE DEALERSHIP OPENS Established in 1969 as E. Thomas Brett Business Machines, this new company began with A.B.Dick, Challenge, Goodkin, Lassco Spinnit, MBM and Nuarc as highlighted brands. A large array of products such as offset presses, mimeograph and spirit duplicators, camera and darkroom equipment, copiers and bindery machines were sold and supported to a diverse vertical market.

THE BRETT BOYS Gene and Dorothy also had a bigger dream of a true family business. In the early 1970’s three of the five Brett brothers began their careers at the company. Regardless of their college major, Gene, Gary and Francis Brett each began in the technical service department fixing and demonstrating equipment [Dad’s Rule]. As the

organization grew each brother began to concentrate on a different important aspect of the corporation. Gene handles operations, product / vendor relations and finance as COO/CFO. Gary became Service Director and President. Fran worked his skills as VP of Sales.

Today you will see the corporate logo caricatures of the Brett Boys standing firmly behind the rock solid support established by their father over 47 years ago. This symbol serves as a constant reminder that supporting the customer first is the only way to maintain and grow business into the future.

SOME STRONG DECADES By 1980, the need to eliminate territory restrictions and increase product diversity was evident. This meant

Dealer Communicator • August 2016 • 11

Brett History Continued

adding new brand names and products to compliment or compete with what had been established. The core business revolved around the offset press sales, so the move was made to Ryobi, Itek, Rotaprint, Omni-Adast and most importantly Toko. Pioneering these names in their region paid off with Brett being the top North America Toko dealer in the 1990’s. The lessons of taking on new products, building sales thru focus and earning exclusive or protected rights were learned.

AWARDS Through the years they have received multiple Dealer Communicator Top 10 Dealer Awards and The Office Dealer Elite Awards. The Brett organization has been recognized by many suppliers, such as Challenge Machinery, Itek, Graphic Whizard, Martin Yale, MBM, Morgana, Polychrome, Roneo Vickers, Swaneck- Procut, Toko-Proprint as a top performer. The loyal Brett staff, most with over 25 years of service and two other family members [wife Kathy Brett and cousin Ed Horne] deliver the support to earn these accolades.

A DEALER ROAD TO FUTURE SUCCESS E. Thomas Brett views technical support as a profit center and is a leader

in the creation of dozens of support products such as support agreements, preventive maintenance, install and training packages, application testing, software training, in shop labor, etc.

They don’t hesitate to quote and charge as a line item any Value-Added Support Product they can produce with confidence. Since the application based equipment they sell should never be viewed as a commodity, they believe that properly produced, priced and promoted Support Products can lure that empowered buyer and keep satisfied clients. The Brett Boys realize future success with both manufacturers/vendors and customers hinges on bringing real value-added to the equipment just as their father did before his death in 2011 at age 84.

ACTIVE IN INDUSTRY AND COMMUNITY E. Thomas Brett has always been active in industry associations.

They believe it is a great resource of knowledge that helps guide a dealership through never ending changes. They are members of AIMED and the American Dealer Group [ADG] where Gene serves as the group’s Director of Business Development. The company is also a financial supporter of Special

12 • August 2016 • Dealer Communicator

Olympics of Montgomery County, PA where Fran coaches basketball and volleyball.

TODAY Operating out of a 10,000 square foot building with 3,000 square feet of interactive showroom, today, E. Thomas Brett has made the transition to digital products over the last 10 years. They are a regional leader in digital print and digital print finishing solutions serving PA, NJ, DE, MD. with brands such as Xante,

Morgana, MBM, Powis Parker and Formax. Their diverse product line reaches commercial printers, digital printers, in plant, education, government, tech school, manufacturing, religious and small office markets. Brett is a strong email and direct mail marketer.

The company supports equipment in the Graphic Arts, Digital Print, Print finishing, Binding, Mailing, Packaging and Office Equipment industries. Learn more at www.etbrett.com. DC

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• August 2016 • 13

KNOW YOUR SOFTWARE a dealer requirement Invisible to most of us is the software that affects industry personel every day. The increased use of computers to assist our lifestyles is inevitable and our new way of life. But the computers are innate, dumb boxes or chips without smartly developed software. This trend bleeds into our business lives in a big way.

We see the importance of software in the printing industry first in its use to reshape prepress to plate operations and workflows moving this task from the hands of craftsmen to software knowledgeable technicians. In the digital printing world we fully understand that software is a major component in every printing device. Likewise, in the offset world, the result from current press performance improvement is through software in color management and JDF controlled ink/water fountain controls managed by software. We also see on-press devices that make on the

fly decisions through software to provide consistent, quality printed images on ranges of substrates from paper to board to corrugated stocks. Even bindery and finishing equipment are laden with software controls One thing that has changed due to the influx of software is in the servicing and support of this integrated technology.

The continuing increase of computer and software related devices integrated into printing industry equipment has Dealer Communicator (DC) wondering how graphic arts dealers are equipping themselves to provide a high level of service and support as they do for mechanical devices and supplies.

So DC reached out and got some comments from some key dealers to see how they are changing or staffing their business to handle the technology shifts. There is much to learn from the comments and

14 • August 2016 • Dealer Communicator

structure of these successful dealers that should make you look at your own company to see if you are adequately equipped to meet the challenges of the industry.

Gregory, Inc.: Graphics Material and Equipment Division To get some insight as to how a major dealer is handling the changing technological trends in the printing industry DC contacted David Wierengo, President/Partner at Gregory (www.gregory1.com) located in Buhler, KS. Dealer Communicator asked some key questions: DC: Is it correct that the dealer that knows all about the software he/ she sells controls the customer, the customer’s output and maintains a long term position as Dealer-ofChoice?

Wierengo: Not sure we either control the customer or even want too. What we do, is offer a MCA (Meaningful Competitive Advantage) not just a price. Yes, we must be competitive…but we

desire to be helpful, instructive and a source for solutions. Knowledge and experience are extremely valuable assets. We seek this asset from all of our vendors….it is why we partner with some of the largest and most knowledgeable players in the market. We do very little with cheap imported products and noname want-a-bees…We partner with the majors and the leaders of our industry. The reason is simply…. this is where you find the technology, the resources and the commitment to excellence. Yes, we desire to be a Dealer-of-Choice…. but we desire to be the Dealer-ofSolutions first.

DC: Do you sell production software?

Wierengo: Yes, we sell Sai FlexiSign, FlexiPRINT, FlexiSign & PRINT and FlexiDESIGNER Signmaking Cloud Based Software / Version 12 DC: Do manufacturers support you when you need to sell / install / or service software you’ve sold?

Dealer Communicator • August 2016 • 15

SOFTWARE Continued

Wierengo: Absolutely. Recently, Gregory sponsored an onsite Flexi Training Program for our customers and friends. The Flexi training program and technical support teams make the difference. Because of our in house skills and vendor support, we view “the order” as a start, not a finish to our software sales.

Wierengo: We have a Technical Equipment and Software Sales Manager who not only sells but installs and repairs Printers and Cutters and can council clients on software. We also have a Corporate IT Manager. They are supported by highly experienced customer service and inside sales teams.

Together We Can.

David Wierengo finished his comments saying: “At Gregory, we have a second advantage….

Gregory Inc. is not only a National Distributor to Sign Shops in all DC: Do you have a software (IT) 50 States…. But we also have a specialist onboard?

Wholesale Graphics Division whereby we serve as a wholesale Click On Ads For Inquiry Form provider of graphics to the trade. Our There’s A New Force In Flexible Magnetic Materials day to day graphics Printable Sheets, Rolls, and Strip production experience NEW FORCE MAGNETICS See Our Product Ad In This Issue • Pages 2 & 3 provides our customers of software, equipment Come See Us At SGIA Booth 1076 and materials even greater insights into Buy Plastic Coil Double Loop Wire available technology From One Source and operational solutions for their Tel 800-461-9301 <> Fax 208-377-9301 business. Gregory just Email ljfullmer@pvcspiralsupply.com www.pvcspiralsupply.com celebrated 60 years in

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Dealer Communicator • August 2016 • 17

business last month by following and adhering to a philosophy of service and solutions. Even our byline says it….’Solutions for a Visual World’.”

technology. He first commented that the #1 Network does not sell directly to end users but he has a great deal of personal experience selling workflow from his dealer days and many of our dealers lead with workflow solutions.......so Glosser answered the DC questions framed in his own experience.

#1 Network: an organization of independent graphic arts dealers

DC: Do your dealers sell production software?

SOFTWARE Continued

The #1 Network (www.number1network.com) is an organization of dealers that have locations throughout the United States and Canada that offers the “best of both worlds” Solution to the End User Customer as a local service combined with national purchasing power. #1 Network has products and support for a wide range of conventional and digital printing products. Industries served include offset, flexo, wide format inkjet and industrial marking and material processing.

Dealer Communicator asked Kevin Glosser, Business Development at #1 Network to comment on how their organization is coping with changes in

Glosser: The sale of production software (workflow) is one of the best ways a dealer can differentiate themselves (with equipment service being the other way). A dealer is most successful when the conversation can be raised to helping a customer reduce production time, manage color and increase throughput. This conversation can only be had when a customer is willing to discuss the pain points in their present operation. This conversation involves a lot of listening.

Sales people who are not hands on with workflow can still be successful if they learn to ask the right questions and then offer

18 • August 2016 • Dealer Communicator

to bring in someone who can help. Questions can reference bottlenecks, color accuracy, amount of remakes, how corrections are handled, how jobs are approved....there are many, many ways to start a conversation.....each salesperson should spend time talking to their expert so that the conversation can match the workflow products offered.

DC: Should a dealer have a software (IT) specialist onboard?

Glosser: The importance of an inhouse expert cannot be emphasized enough......the power of having such an employee is undeniable, and I believe that the dealers in our group who have such people do the best.....if such talent is not currently available there are many independents who can be hired to help. Another alternative would be a manufacturer’s workflow expert, although not all software companies will offer field sales support.

DC: How important is manufacturer’s support when dealers need to sell / install / or service software they sell?

Glosser: Engaging a manufacturer’s help is dependent on the situation.....some products are completely suitable for the dealer expert to handle on their own, but even in these cases there may still be a secondary layer of manufacturer support behind the dealer......Other situations may require a team of experts to address different parts of the installation....One such example would be the installation of new hardware and network components versus color management services.

Grupo Print Dealer Communicator also reached out to Fabián Ruiz of Grupo Print in Bogota, Columbia SA (www.printexcol.com). Grupo is a graphic arts dealer selling flexo equipment along with offset supplies and software. Under the umbrella group called the Printing Group they have two major product groups called: Printexcol and Printflex.

DC asked Mr. Ruiz how his company is handling software technical support and service areas.

He told DC that they have two

Dealer Communicator • August 2016 • 19

SOFTWARE Continued

different specialists, one in Color related products. The specialist is an Electronic Engineer and does service and training. “To support this activity we have created a special business unit called CEC: Color Education Center, for training and education in the subject.”

He continued, “The other specialist is an Industrial Engineer supporting two applications, one in Printing with Metallics (Color Logic) and also specialized software to proof read texts, from Global.”

It is evident to Dealer Communicator than went to South Florida to speak with a dealer with significant business in Latin and South and Central America as well as the Caribbean Intergraph Corporation (http://intergraph.net) headquartered in Fort Lauderdale, Florida. They recently announced they would be combining their services with UltraGraph Technologies enhancing services in their areas of influence under the Intergraph corporate structure.

Intergraph serves both commercial and newspaper printers and publishers.

Dealer Communicator reached out to Intergraph’s President Robert Lyon to get an idea of how they are handling software products in their areas.

DC: Do you sell production software?

Lyon: Yes, we sell workflow software from ECRM and Enfocus along with a newspaper publishing system.

DC: Do you have a software (IT) specialist onboard?

Lyon: Yes, currently we have three IT specialists and one hardware technician. However, the IT specialists are competent on most hardware.

DC: Do manufacturers support you when you need to sell / install / or service software you’ve sold?

Lyon: Yes, our vendors support us, but we are reasonably self-sufficient in most areas.

20 • August 2016 • Dealer Communicator

It is clear to DC that servicing both a local and International market Intergraph has invested into the needed support to handle their customer’s software needs.

Lyon comments make it clear that while having vendors that support dealers is desirable it is important

for dealers to be self-sufficient and invest into staff software/IT specialists.

Quite Software: A Manufacturer’s Comments: Quite Software (www.quite.com) was founded Continued On Page 23

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Dealer Communicator • August 2016 • 21

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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 • August 2016 • Dealer Communicator

SOFTWARE Continued

in London, England in 1995 by two individuals who had significant experience in printing and publishing trades. In 2000 they relocated to the Highlands of Scotland. And, in 2002, they further expanded their business by opening an office in San Diego, California headed by Charles James formerly with DK&A and Xerox.

Their first program was PSAlter a tool used by programmers, even today, to view, debug, edit and convert PostScript files. In 1997, the Quite founders saw that the PDF file format was likely to be the wave of the future, and began to create plug-ins to Adobe Acrobat focusing on the area of pre-press production. Their first plug-in was Quite Imposing which is a means of imposing PDF files for booklet making and sheet layouts.

Other software products geared towards handling PDF files for print products, traditional and digital followed. This includes Quite Revealing which is a program used to fix many of the issues revealed

by a pre-flight program; Quite A Box of Tricks whose functions come under five headings: shrink, color, transform, fields, and getting production information from PDF files; and they continued to improve and expand their products offering the latest version of Quite Imposing Plus earlier in 2016. Quite HOT Imposing is another PDF product that facilitates integration into workflows from Enfocus Switch, Solimar and Xerox FreeFlow.

The Quite Software founders have continued to focus on creating products that are cost effective and well supported for both dealers and their end-user customers. Besides personal assistance, the company has put together a wide range of training videos and training documents. Check out their web site (www.quite.com) to see the array of these materials. Quite products are also sold by resellers in North America, Europe and the Rest of the World. DC

Questions, Answers and Comments Please Send To: Omike Fichera . . .

Omike@dealercommunicator.com

Dealer Communicator Click Here To Return To Table of Contents

â&#x20AC;˘ August 2016 â&#x20AC;˘ 23

DEALER NEWS GSG U Offers September Educational Classes

GSG, a distributor of consumables and equipment for the apparel decorating, digital printing, commercial sign, and electrical sign industries, offers regular monthly classes as part of its GSG U program.

The classes are each offered at one of six GSG regional offices. Here’s a look at the schedule for September 2016: Thursday, Sept. 1 Introduction to Embroidery, Dallas; Friday, Sept. 2 Master Digitizing, Dallas; Friday, Sept. 16 Introduction to Screen Printing, Baton Rouge; Thursday, Sept.

22–Friday, Sept. 23 Auto Wrap, Houston. Find out more at www.gogsg.com.

Graphics IV, Dealer In Oviedo, Florida Helps Clinch Sale Of RMGT 7 What does a 25% increase in throughput mean to a print shop?

For John Gosselin, owner of trade printer Gosselin Graphics in Fort Lauderdale, FL, it means less overtime. “Jobs that would have taken 12 hours before now can be done in an eight-hour shift on our new RMGT 7 Series 755 GXL-E,” reports Gosselin, who started his trade-only company in 1997 out of his father’s garage.

Gosselin Graphics bought the press from Graphics IV with the support of sales rep Marc Spinola and from Graphic Systems North America, the North American Distributor. More info at: www.graphicsiv.com.

24 • August 2016 • Dealer Communicator

DEALER NEWS Continued on Page 28 Business Technology Association Scholarship Recipient Blake McCormick, son of Duplicator Sales & Service employee Steve McCormick, has recently received a Dealer Association BTA’s scholarship. Blake was President and Valedictorian of his senior class and a member of the National Honor Society. BTA and Duplicator Sales presented him with a check in the amount of $1,000.00 to help him continue his studies at Asbury University where he will study Sports Management or Education. More info at: www.bta.org.

Window Film Systems Partners With Presto Tape For Distribution

Presto Tape, a U.S. manufacturer of wide format print media, has

partnered with Window Film Systems for distribution. Presto Tape manufactures removable and repositionable print media for the sign and wallcovering industry. The company offers three substrates with the same removable and repositionable adhesive.

Window Film Systems, headquartered in Ontario, Canada, is a national distributor of window films, wallcoverings and surface solutions. Now, they are proud to have added Presto’s Digital Print Media to their product roster.

New Facility For Bob Weber, Inc.

Bob Weber, Inc. is a leading supplier of prepress equipment.

Continued On Page 28

Dealer Communicator • August 2016 • 25

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DEALER NEWS Continued They are celebrating their 34th year of serving the graphics industry. Their one room office in 1982 has grown to 27,500 feet of facilities today. And as of March 2016 they have opened a new conference/training room for sales and CTP training which includes a demo room for product demonstrations. This gives them the ability to show customers how the complete prepress process works: from taking a file to the RIP, burning a plate, developing a plate and putting the plate onto a Ryobi press. More info at: www.bob-weber.com.

Clown Day at Duplicator Sales

Duplicator Sales & Service, a Louisville, KY Distributor, is proud to be the Clown Headquarters for the 2016 Pegasus Parade. In fact, they have had the pleasure of providing this service for 20 plus years. DS&S is strategically located at the very start of the parade at Campbell & Broadway. Their garage area provides ample room for the “funny people” to meet, get their costumes together. More info at www.duplicatorsales.net.

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28 • August 2016 • Dealer Communicator

DEALER NEWS Continued on next page sealers. The Mercure sealers were previously distributed in the USA by Secap, a Pitney Bowes company.

Prior to Pitney Bowes “retiring” the Secap brand, Addrex purchased the remaining inventory of Secap envelope sealers.

Due to their previous great relationship with Secap as one of their leading dealers, Secap has been kind enough to refer any new envelope sealer inquiries to Addrex.

Mailing equipment dealers of any brand now have the opportunity of becoming Mercure envelope sealer authorized resellers thru Addrex. More at www.addrex.com.

A Tribute To My Mom August 21, 2016 A golden heart stopped beating hard working hands at rest

God broke our hearts to prove to us He only takes the best.

The leaves and flowers may wither the golden sun may set but the hearts that loved her dearly are the ones that won’t forget.

Candace Mueller Leathers President, Mueller Graphic Supply, Inc.

CalComp Graphic Solutions Partners With Presto Tape For Distribution Presto Tape, a US manufacturer of wide format print media has partnered with CalComp Graphic Solutions for distribution.

CalComp Graphic Solutions, headquartered in Cypress, California, is a provider of large format printing equipment, supplies and services. CalComp Graphic Solutions prides itself

Dealer Communicator • August 2016 • 29

DEALER NEWS Continued on understanding and getting the most out of the products they offer. “We are always focused on our customer’s printing requirements and helping them find ways to stand apart.

Presto’s products are unique, easy to apply and have expanded what you can do with walls – perfect!” says Don Lightfoot, Vice President at CalComp Graphic Solutions. More info at: wwwcalcompgs.com.

On Going Classes And Educational Workshops At Tompkins Tompkins Printing Equipment Company offers classes on both Hamada and Bourg equipment.

The classes are free of charge to Tompkins customers. They have conducted the Hamada class for over 20 years and it has been attended by more

then 1200 Hamada owners and operators. The Bourg class is an in-depth complete user training class. Call for class schedule and to register: 847-671-5050. www.tompkins.com.

Stan’s - LPS Midwest Acquires Stateline Copy Products Prosperity Plus Management Consulting, Inc. has announced that it advised Tony and Mark Steadman of Stan’s - LPS Midwest in the acquisition/merger with Stateline Copy Products.

Founded in 1960 by Stanley J. Steadman, Stan’s - LPS Midwest has grown to become a market leader in Northern Illinois and Southern Wisconsin by providing clients with custom business solutions that combine software, services, and hardware.

Tony Steadman, VP at Stan’s, was quoted as saying, “The idea

30 • August 2016 • Dealer Communicator

DEALER NEWS Continued on next page of merging these two companies seemed increasingly natural since the customer care focus is the center of both companies.” More info at www.stans.com.

The Mosaica Group Now Offers a Complete Suite Of Dye-Sublimation Solutions

The Mosaica Group has announced partnerships with Epson, Klieverik, GeoKnight and others in order to provide a complete line of dyesublimation solutions from printers, inks, transfer papers, heat presses, fabric and other specialty substrates. The addition of these products stems from industry growth in this segment and advancements in technology. More info at: www.printmosaica.com.

BPI Color Anniversary Recognized By ReproMAX Spring Executive Conference

ReproMAX took time at the Spring Executive Conference in San Francisco to recognize BPI Color’s 60th Anniversary with a custom labeled bottle of champagne.

Clint Tornow attended the meeting representing BPI Color.

More info at: bpicolor.com

ACS Partners With Fujufilm

Washington-based ACS (Applied Cutting Solutions) has announced they have been awarded distributorships for the new Fujifilm Acuity LED 1600 II wide format UV printer for Washington, Oregon, Idaho

Dealer Communicator • August 2016 • 31

DEALER NEWS and Montana. ACS provides application and processing expertise on integrated workflow techniques and methods for the CNC Mechanized Cutting, Material Processing, UV Wide Format Printing and the Finishing Industries. Learn more at: www.appliedcuttingsolutions.com.

Paducah Printing Adds RMGT 9 Series Press With The Help Of GSNA GSNA (Graphic Systems North America) delivers exclusive access to the RMGT line of offset presses for commercial, packaging and in-plant printers n the U.S. and Canada. They also provide immediate technical support and parts fulfillment. he GSNA group has more than $60 million in revenue and constitutes the single largest offset press sales and service team in North America. More info at: www.ryobimhi.com. DC

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4over Acquires ASAP Printing Corporation, Expands National Footprint 4over has announced the recent acquisition of ASAP Printing Corporation as a new subsidiary.

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This acquisition expands 4over’s network to 16 locations in North America, enhancing the company’s local market presence.

“ASAP’s reputation for excellent service and quality are recognized in the market and will complement the 4over brand and strategy going forward,” said 4over CEO Zarik Megerdichian. “The acquisition also means that we will now have a presence in the southeast and mountain states. By combining resources with ASAP, 4over continues to lead the industry in print order fulfillment across

North America while quickly forging ahead toward becoming a global enterprise.

The Plockmatic Group Opens New US Headquarters

The Plockmatic Group, owners of Plockmatic International and Morgana Systems Limited, announced the opening of their

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new US headquarters based in Rochester NY. The new facility will house offices, a training center, a showroom facility and warehouse, and will become the base for all operations in the US. The office will be located at the new Lehigh Crossing Office Park and is scheduled to open on August 1st with a series of open house events for partners and dealers.

Announcing the opening of the new office Jan Marstorp, CEO of the Plockmatic Group said, “The new Rochester facility gives us a base for all our North American operations. We have big plans for growth in this market and need to increase our infrastructure and systems to provide even better support to our partners, our dealers and the customers they serve.”

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36 • August 2016 • Dealer Communicator

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has been in Singapore with Fuji Xerox, most recently as General Manager for the Asia-Pacific Region.

Comment from Andy and Julie Plata publishers of American Printer, “We have known of Helene’s accomplishments for many years as she is one of the 107 Output Industry Women of Distinction with a global reputation for her innovative B2B 1:1 marketing expertise.”

Helene is now in the USA. In addition to her appointment

as American Printer’s Senior Editor, she will be providing our clients with advanced consulting services,” said Andy Plata.

New Digital Textile Distribution Organization Announced For North and South America With the burgeoning digital textile market exploding in the Americas, the new Digital

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Continued creating new opportunities to capture high value pages that require more than traditional CMYK-based colors. The powerful combination of special effects (white, clear, textures, metallic, fluorescents, etc.) with the unique capabilities of digital printing (personalized and on-demand production) is opening up new applications traditionally produced with offset presses and enabling printers to add value to jobs and have a competitive differentiation. For more information on the Beyond CMYK: The Use of Special Effects in Digital Printing study, please visit our online brochure, contact Deanna Flanick at 973- 985-2431 or at deanna.flanick@ buyerslab.com.

Textile Group, to be known as DTX Group, was formally launched July 1, 2016. Following a successful meeting in Denver, CO, of prominent dye sub and direct-to-fabric product providers from both North and South America, the group was formed to provide seamless distribution and support of market leading digital textile products into these territories.

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Canon USA Announces New Executive Appointments

class dispersion and polymer chemistries that offer the promise of better, more robust ink solutions. Collins Inkjet has been developing innovative inkjet solutions for over 26 years. By joining forces, the two companies look forward to expanding the application space for inkjet printing. Continued On Page 42

Canon USA Inc. has announced the recent promotion of Nobuhiko Kitajima to Vice President and General Manager of the Business Imaging Solutions Group as well as the appointment of Mr. Click On Ad For Inquiry Form N. Scott Millar as Vice President and General Manager of Corporate Human Resources.

Kao Acquires Collins Inkjet

Collins announced that Kao Corporation has acquired Collins Inkjet Corporation.

Kao Corporation, while a relative newcomer to inkjet, has world-

William B. Rudow Inc.

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40 • August 2016 • Dealer Communicator

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Continued

The current management of Collins will remain in place.

Collins will continue to operate out of its facilities in Cincinnati, OH and Berlin, Germany.

Equity Investment Partnership Enterprise; and the acquisition of the Holmen Paper Madrid Mill in Spain. The Company plans to convert the newsprint machine to produce recycled container board during the second half of 2017.

International Paper Completes the Sale of Its Asian Corrugated Packaging Business GPO Names Chief Public Relations Officer

The US Government Publishing Office (GPO) named Gary Somerset as the agency’s Chief Public

International Paper completed two previously disclosed transactions - the sale of its corrugated packaging business in China and Southeast Asia to Xiamen Bridge Hexing

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Relations Officer. Somerset has worked in media, public relations and communications positions for more than two decades. As the Chief Public Relations Officer, Somerset will serve as agency spokesperson, manage GPO’s social media platforms, oversee GPO’s public relations activities and special events, and advise executive leadership on external communication strategies and opportunities.

SAi appoints Annette Plummer As Director of Marketing, North America SA International (SAi), the leading provider of software solutions for the professional sign making, wide-format digital printing and CAD/CAM for

CNC machining industries, has today named Annette Plummer as Director of Marketing, North America.

Effective immediately, Ms. Plummer will support the company’s extensive North American dealer network and assume overall responsibility for expanding the SAi brand and proposition within the region.

Idealliance/Epicomm Merger Complete

With the merger of industry associations Idealliance and Epicomm effective today, the combined staff of the new Idealliance is now addressing both the management and technology needs of industry companies across the entire visual communications supply chain.

“Stakeholders in today’s

Dealer Communicator • August 2016 • 43

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Continued

industry operate in a highly competitive, high-technology field that requires a superior level of technical expertise and management acumen,” said Idealliance President and Chief Executive Officer David J. Steinhardt.

Flint Continues Acquisition Strategy With Another Purchase

manufacturer and supplier Druckfarben for an undisclosed sum.

The acquisition was confirmed and finalised a deal to acquire Siegwerk Druckfarben’s Heatset and Newsink production arm and American Inks and Coatings (AIC).

In a statement, Flint Group said it wanted to strengthen its coatings portfolio and service offering in the UK and demonstrate its commitment to the sheetfed printing sector.

Flint Group James Martin Appointed has acquired President at MBO America UK-based James Martin has ink and been appointed blanket to the position of President, MBO America, CEO Frank Bahmer has announced.

Martin was most 44 • August 2016 • Dealer Communicator

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recently President and CEO of the Printing Association of Florida, which produces Graphics of the Americas. His previous tenures include Senior Vice President, Sales and Marketing roles at both Unisource Worldwide and Heidelberg Americas. MBO America is based in Marlton, New Jersey. “We needed a leader; someone of James’ caliber and experience,” Bahmer says.

MBO brings Martin on at the confluence of several internal

and external market movements, with rapidly increasing North American demand for MBO’s modular components leading the list.

Agfa Graphics Two New Digital Imaging Specialist Hires Agfa Graphics is fortifying its western region wide-format team with the addition of two Digital Imaging Specialists, Christopher Beighley and Len Peppi.

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News

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Continued

Forty Looks Attractive

Celebrating Four Decades of Magnetic Innovations and Growth When Jack Nellessen opened the doors of Master Magnetics in the small town of Castle Rock, Colorado in 1976, the new company operated in a 4,000 square-foot manufacturing facility with a magnetic tool holder of his creation – in 13” and 24” lengths.

This handy and useful tool holder proved to be a popular item, and manufacturing took off with more than 2 million tool holders sold to date.

Forty years later, Master Magnetics operates three locations in two states totaling nearly 110,000 square-feet of space for their manufacturing, distribution, warehousing and sales operations. While Nellessen no longer runs day-

(L&R) Sandy & Jack Nellessen, (Center) Jennifer Brown

to-day operations, his daughter, Jennifer Brown, continues to grow their magnet business as Chief Operating Officer of Master Magnetics.

Their product offering has expanded from one magnetic tool holder to over 20 million magnets in stock of over 5,000 different products including industrial magnetic devices; raw magnetic materials; hardware, home improvement and craft magnets packaged for retail sale; and flexible magnetic sheeting and point of purchase (POP) magnets.

46 • August 2016 • Dealer Communicator

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Continued on page 49 and sign holders, magnetic receptive sheeting and magnetic components for retail point-ofpurchase display environments.

Andre Fischbach Named New President/CEO Of Yupo Corp.

Yupo Corporation America, the largest manufacturer of synthetic Flexible and POP display magnets paper in the Western Hemisphere, are the products most commonly recently announced a change used by the commercial printing in leadership. Andre Fischbach and supply industry and include has been appointed President wide-format, print-direct and Chief Executive Officer. magnetic sheeting for vehicle Fischbach comes to Yupo from signs, calendars, and schedules, Quadrant Polypenco Korea, a as well as retail signage

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Dealer Communicator â&#x20AC;˘ August 2016 â&#x20AC;˘ 47

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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

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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!

48 • August 2016 • Dealer Communicator

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division of Quadrant Engineering Plastic Products, where he most recently served as President and CEO. In his new role leading Yupo Corporation America, Fischbach is responsible for all aspects of managing the business including safety, manufacturing, sales and marketing, and strategic growth initiatives.

With a strong background in both papermaking and plastic extrusion, coupled with extensive resume in domestic and international business management, Fischbach’s experience uniquely complements the strong technical expertise currently at Yupo.

financial restructuring and confirmation of its Chapter 11 plan of reorganization by the U.S. Bankruptcy Court for the District of Delaware on June 23, 2016.

Verso’s restructuring reduced the company’s debt by $2.4 billion and includes $595 million in exit financing to support ongoing operations and capital investment.

Banner Ups Teams With PrintLAT As Exclusive Latin America Representatives

E. L. Hatton Sales Co., maker of the Banner Ups line of adhesivebased banner finishing products, Verso Successfully Emerges announces that PrintLAT will from Bankruptcy be its exclusive authorized Verso Corporation announced representative in Latin America, that the company and its including Mexico, Puerto Rico, subsidiaries have emerged from the Caribbean, Central and South bankruptcy following a successful America.

Dealer Communicator • August 2016 • 49

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Continued

Established in 2005, PrintLAT has become a leading marketer of sign and graphic materials to the Latin American market.

According to PrintLAT president, David Pachon, “We are proud to represent the best players in the industry, and now, included in our portfolio of manufacturers, we represent Banner Ups.”

Allen Industries Acquires Ohio Sign Company Allen Industries, one of the nation’s largest manufacturers of signage and architectural elements, has acquired Harmon Sign, a company headquartered in Toledo, Ohio. Allen Industries, headquartered in Greensboro, North Carolina, has other manufacturing locations in High Point, North Carolina; Phoenix, Arizona; and Clearwater, Florida, and serves clients across the U.S. and internationally. The company’s acquisition of Harmon

Sign will allow it to expand its manufacturing capacity in the Midwest and bring its total workforce to about 400 employees and manufacturing assets and assumed leases for about 75,000 square feet of manufacturing and office space in Toledo and Detroit.

Rowmark Appoints Jessica Fletcher As Marketing Coordinator Rowmark has announced the addition of Jessica Fletcher as Marketing Coordinator to their growing team. In her new role, she will support the company’s aggressive sales and growth initiatives for both Rowmark and the company’s PMC (Premier Material Concepts) division through a variety of marketing

50 • August 2016 • Dealer Communicator

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efforts, including social media management, market research, advertising, and Web site development.

GoVivid Announces Technology Partnership

UV-LED print technology to their businesses.

Brian Phipps Appointed President of Mutoh America, Inc.

Mutoh America, Inc., a leader in wide-format inkjet printers and cutters, has GoVivid, a Rowmark division, announced the has announced that it has entered appointment of into a Technology Partnership Brian Phipps as President of with Direct Color Systems® Mutoh America, Inc. Phipps will (DCS) to offer DCS’s extensive oversee the continued growth of line of small-format, direct-toboth North and Latin American substrate UV-LED inkjet printers. sales and operations.

“I’m honored to be promoted GoVivid will host a series to President of Mutoh America of Technology Showcases, Inc.,” says Brian Phipps, “we introducing the DCS equipment, at key locations across the United have been growing our product States to learn more about adding range and increasing market share every year, and I’m excited to be able There’s A New Force In Flexible Magnetic Materials Printable Sheets, Rolls, and Strip to continue building NEW FORCE MAGNETICS the business in my new See Our Product Ad In This Issue • Pages 2 & 3 capacity.” DC

Come See Us At SGIA Booth 1076

Dealer Communicator Click Here To Return To Table of Contents

• August 2016 • 51

The

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

And Presentations By Ed Rigsbee John Foley Mary Redmond Bob Licari

SALES CORNER Alliance Governance; Embrace the Diversity

By Ed Rigsbee, CSP, CAE

I like to call alliance success, “Partnering for Profits.”

Unfortunately, a frequent alliance success pitfall is attempting to make your partner in your image— do things the way you do, think the way you think, and follow the same methodology. While it may appear in the short-term, to ease the rocky road of alliance governance, what it really does is minimize the value your partner delivers in the alliance relationship. What it was that attracted you to your alliance partner in the first place were their core competencies and the belief that together, value added synergies would be created and deliver benefit to both; and now you want them to change? How much sense does that make?

First the Process of Working Together When you set up your alliance expectations in your alliance agreement, the first success should be successful organizational alliance integration—a strategy to collaborate in developing a

52 • Improvement August 2016 •Center Dealer• Communicator August 2016

SALES CORNER

continued cooperative process with which both organizations can successfully implement and integrate into their current processes and methodology.

First you have to successfully cooperate and collaborate before you can implement the actual stated alliance function.

Cultural, Strategic, and Operational Fit For any alliance to be successful there is the need for a reasonable cultural, strategic, and operational fit. However, there is not a need for exact cultural, strategic, and operational duplication. The cultural fit is about how compatible the management teams and corporate cultures overlap. The important question is can they successfully work together? The strategic fit is determining how well aligned are the objectives of the participating partners. Opposing corporate strategies can greatly handicap even a well implemented alliance. Operational fit is the tricky one. How complementary are the business models, processes, and methodology? Notice I stated aligned, and not, the same? With alignment there can be differences, yet cooperation and collaboration.

Partner Due Diligence I truly believe that due diligence is the “Achilles heel” for most organizations in the alliance development process. During this very important alliance development step, you really do need to be honest with yourself and your potential partner(s) as to your partnering expectations, your own capabilities, and the partner capabilities you seek. For years I have been saying, “People do not change after marriage.” What I mean by this in the partnering arena is the, all too frequent, misguided belief that one’s partner will get better after the alliance is implemented. How wrong can a person, committee, or organization be? Pick the correct alliance partner from the beginning. Trying to change them after is a fool’s errand.

Copyright © 2010-2012 Ed Rigsbee Ed Rigsbee - Certified Speaking Professional. Contact Ed when you need a speaker or consultant on partnering at www.Rigsbee.com, 805-498-5720 or Ed@Rigsbee.com.

Dealer August Communicator 2016 • Improvement • AugustCenter 2016 Click Here To Return To Table of Contents

• 53

6 Ways to Gain More Followers on Social Media John Foley, Jr. Social media is an action-reaction forum and it’s important to understand the importance of not only sharing, but listening to your audience to see what you can improve upon. Follow these tips to better grow your online presence.

Post on all your channels frequently.

Set a social media schedule and stick to it. Once you set your tone on social media, your audience will get used to your posts and come to expect information from you. The more active you are on your channels, the more likely you are to gain followers, make connections, and build relationships.

Be an educational and informative resource.

By offering content that is informative and useful, you’ll become known as an authority, resulting in an increase in retweets and shares.

Incorporate inspirational and encouraging posts.

Encouraging posts motivate your audience and lead to more shares and exposure. Inspiring quotes and photos make a brand feel less commercial.

Offer an exclusive.

Run a contest or a promotional event through your social media pages. Not only does it encourage your audience to follow you on your various social media pages, it also helps them to better connect with your business.

Respond to your audience.

Reciprocation is key when looking to build and improve your social media presence. Respond

54 • August Improvement 2016 •Center Dealer•Communicator August 2016

to others in your network and keep up your dialogue.

Invest in the right social media marketing software.

In order to truly be effective on social media and be able to calculate the ROI for your business, you need to have an efficient social media software.

Having the right software allows you to plan, schedule, execute, and measure all of your social media efforts.

There’s no question about it. Online marketing is more important than ever for your business, and social media is certainly no exception.

Finding your audience and effectively interacting with them opens up a wide range of opportunities for you. 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.

Dealership For Sale

On the West Coast USA. If you have interest contact Omike Fichera 800-327-8999 or omike@dealercommunicator.com

Dealer August Communicator 2016 • Improvement • AugustCenter 2016 Click Here To Return To Table of Contents

•• 55 55

Dealer Communicator’s Seminars In Print

LEASING The Answer is NO….

Until it’s YES!

by Mary Redmond

a NO WAY! There’s not enough money to do that for all of you.

My parents believed that their duty was to be financially fair to all the children.

The family budget was frequently stretched to the breaking point.

There was enough for life’s basics, but little remained for extra treats, vacations or new clothes.

For my first few years of life, I thought that when Mom said NO, she meant NO. There was seldom a reversal of a decision. It was Early in life, I prepared a mental useless to ask my dad, hoping that list of the Negotiation-Facts of to keep the peace, he’d give in to Life. a request. Nope. He was afraid of No Meant No. my mom too.

Money would be spent equally Eventually, I learned that I was on each child. making a rookie negotiator’s mistake. Little did I suspect that Whining never worked. there was more than one-way of Asking my dad did not fly asking. in our house. Mom was the I am the second of six-children absolute authority and the and the first female. My “Big decision maker.

Brother” was 10 years older than I was. For a couple of years, as an Today, as the FearLess Negotiator adorable little girl, the answers to the childhood Negotiation Facts my requests were often YES. of Life no longer apply.

That lucky streak ran out. The I approach every negotiation with next four children arrived in our a new rulebook. family, over the next 10-years.

No means no, not right now.

My requests were now met with 56 • Improvement August 2016 •Center Dealer• Communicator August 2016

Situations change. When new information is reported, new rules apply. No can switch to yes in the blink of an eye.

People get the money they ask for. “If you Don’t Ask, You Don’t Get.” Whining, crying and pleading works sometimes.

However, use this technique judiciously.

There is always a Higher Authority. Every business professional has a boss, even though bosses may be called shareholders, stakeholders or the Board of Directors.

Team Negotiators are effective as long as the participants: a. Know their duties and responsibilities. b. Understand their individual strengths and why they have been invited to sit at the negotiation table.

c. Sometimes, the team with the biggest number of players WINS! I challenge each sales person, customer service representative, manager or business owner to reconsider their personal rules of negotiation. Do not be discouraged when you receive a NO. No is just a word that is constantly changing. No wants to be a YES when it grows up. DC 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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•• 57 57

Using Creative, Targeted Direct Mail to keep in touch with your existing Customers will create the revenue flow your dealership needs!

by Bob Licari, BrainSell Services My involvement in this industry as a dealer and a marketing strategist has allowed me to help many businesses and organizations improve and perfect their direct mail procedures.

Business people in the United States have become desensitized to the old run-of-the-mill direct mail postcards. Statistics show the average American household receives a minimum of 1,000 mail solicitations per year. So the lesson to be learned is that your mailing MUST be properly targeted and also stand out from all the rest if you want noticeable results.

In addition to using over-sized postcards and “techy” new mail marketing techniques such as “Video-Mail” or “Augmented Reality”, you need to know and understand the USPS rules

and mailing methods to take advantage of the cost reducing programs the USPS provides.

Using the right direct mail formats and postage saving mail presorting and distribution options will cut your costs dramatically. Knowing which is best for your needs is a key to successful direct mail and to controlling costs.

Identifying your customers and making sure THEY KNOW YOU, can be a big advantage over the competition. You already should know your customer’s preferences and personalities, how to reach them and their buying motives.

Think about this, as it relates to your vendors. When was the last time one of your Vendors reached out to you and your company?

Did you receive a mailing from them? Did a Rep stop by your

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office to leave updated literature?

Staying in touch is critical.

By keeping your marketing material relevant your existing customers will be more receptive to your direct mail than strangers, who do not know your dealership.

Based on each Dollar spent vs Dollar earned, repeated customer mailings are a Win-Win. If you read my previous articles, you know that New Lead generation is very important for the growth of your dealership.

Your business will suffer if you do not continue to do everything you can to stay actively visible to your customers. By developing that long-term relationship with existing customers you will generate repeat revenues.

Maintaining a loyal customer is Much Less Expensive than finding a New Customer, don’t you agree? 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@BrainSell Services.com, Ph: 754-779-4296 or visit his website at www.BrainSellServices.com.

Leading Press Equipment Importer looking for qualified press equipment salesman for Northeast U.S. Please submit resume to: Dealer Communicator 1919 N. State Road 7, Suite 202, Margate, FL 33063

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• 59

Notice: The Following Pages Focus On Wide Format

60 • August 2016 • Dealer Communicator

WIDE

FORMAT

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One of the major growing trends in the large format digital printing business in North America is the demand for printed textiles. We’re projecting growth of more than 10% per year out to 2020 and we’re seeing digital printing used a lot more for printing things like T-shirts, soft signage, and interior décor products.

DealerCommunicator August 2016 2016 •• 61 61 Dealer Communicator •• August

WIDE FORMAT SECTION

PRODUCTION The other side of the equation is production. There are several TOOLS configurations of large format Many large format printing printing systems designed for companies are looking at the tools digital textile printing, dyethey need to start, or increase sublimation inkjet, directtheir capacity, for professional to-fabric, latex inkjet, that digital textile printing in one or have different strengths and more of these categories. Dealers weaknesses, but for almost all should be prepared to help by of them there is some need for advising about what tools are professional finishing tools. needed to enter this growing For dye-sublimation there is segment of the digital large usually a need for other devices format printing market. So let’s such as an unwinder/rewinder review the tools needed. If you system and a heat press. Heat think about the components of a digital printing system, obviously presses can range in price from less than $1,000 to tens of you have the design/input side and the production system as step thousands of dollars depending on one. To get those prints going you the size, speed and functions the user requires. need a RIP, which actually may be one of the bigger hurdles for Unwinder/rewinder systems are many in the large format business. needed and can also cost from Some large format RIPs may not hundreds to tens of thousands be fit for textile printing, which of dollars depending on scale. presents different challenges due Fabrics are typically harder to to color management, but some feed/run through these types are developed specifically for of systems than paper or films digital textile printing. Wasatch because they lack dimensional RIPs are known for their strength stability, or in laymen’s terms, in this segment.

Continued On Next Page

Professional Finishing Solutions - Continued

62 • August 2016 • DealerCommunicator Dealer Communicator

WIDE FORMAT SECTION

behind by those that help their they wrinkle easily, so there is a need for tensioning systems in the customers transition to new markets with complete solutions, more productive environments. and that includes professional Also, no matter what type of finishing tools. DC inks are applied, there is likely to be some type of professional Tim Greene, Director of finishing required to make Wide Format Printing digital textile prints into finished Consulting Services, products such as banners and International Data wallcoverings. That could create Corp. (IDC), will field the need for sewing machines, your questions, comwhich also range from hundreds ments or arguments by email: for a consumer-level system to tgreene@idc.com thousands of dollars for an industrial Click On Ad For Inquiry Form solution.

DON’T SIT BY THE WAYSIDE As traditional large format printing companies seek new markets they will also be looking for dealers that can help ease their path towards these new revenue streams.

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63 2016 •• 63 August 2016 •• August

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64 • August 2016 • Dealer Communicator