February 2017 Issue of Dealer Communicator by Fichera Publications

Dealer Communicator

February 2017

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Laminating and Coating: A Growing Opportunity for Dealers

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Dealer Communicator • February 2017 • 1

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Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 5 .....Personally Speaking - by O. Mike Fichera, Publisher 6 .....Advertisers Index 7 .....Product Focus: Laminating and Coating: A Growing Opportunity ........ for Dealers 20 ...Dealer News 29 ...News 4 Dealers The Dealer Channel Improvement Center 43 ...Sales Corner - Empowerment Is Bending The Rules - by John Tschohl 45 ...5 Tips To Increase Email Open Rates - by John Foley 47 ...I Don’t Know You. I Don’t Trust You. I’m Not Buying - by Mary Redmond 49 ...Door To Door Cold Calling - by Bob Licari WIDE FORMAT / SIGN SUPPLY SECTION 51 ...Major Article: Want To Be Distibutor-of-Choice For Your Wide Format Printing Customers? - by Tim Greene

4 • February 2017 • Dealer Communicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

AFTER AN EXHAUSTIVE INTERVIEW WITH 52 DEALERS ABOUT THEIR RELATIONSHIP WITH THEIR VENDORS ONE MAJOR STATEMENT WAS BROUGHT TO THE TABLE. MANUFACTURERS ARE NOT WALKING IN THE SHOES OF THEIR SELLING PARTNERS In the novel “To Kill A Mockingbird” is a lesson graphic arts vendors would be wise to heed as they attempt to influence the new breed of younger digital dealership salespeople and CSRs; owners and managers included. You never really understand a person until you consider things from his point of view ... until you climb into his skin and walk around in it.” --- Atticus Finch to young Scout --For those manufacturers that are operating with the Atticus Finch thought in mind, I say BRAVO!! For you who think your company name and products are so well known that you need not market to the dealer channel, you’re thinking one-sided and causing a continuing uphill struggle in your channel sales. With that said……….. Click The Link Below. Then Get Back To Me and I’ll demonstrate our wish to help you improve your dealer sales. https://issuu.com/ficherapublications/docs/mediakit_-_august_ 2016_12_pages_-_h Dealer Communicator • February 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

To connect with us click here

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

American Ultraviolet .......................................9 MDI...............................................................10 Budget Inks...................................................43 New Force Magnetics Co................ 2&3,21,25 Precision 3D Filament .............................29,44 DryLam...........................................................8 PVC Spiral Supply....................... 18&19,24,25 Hanovia ........................................................11 William B. Rudow Inc....................................33 Independent Lease Review..........................39 Southern Lamps Inc .....................................13 Manufacturing Directions, Inc ......................10 TCS Technologies. .......................................12 6 • February 2017 • Dealer Communicator

Laminating and Coating: A Growing Opportunity for Dealers As digital printing is becoming a part of the offerings from commercial printers and is quickly growing in use in the packaging world, the use of coating, especially UV coating, and lamination is becoming an essential part of this imaging technology to give it both a more offset printed appearance along with protecting the image from the elements and rough handling. As long as scratch-proof book and magazine covers, and marketing materials is essential, selling coating equipment and consumables will continue to be a great business for graphic arts dealers. The growing use of digital presses in the packaging and label area is an example of a market where coating the printed piece is needed. There is also a trend towards expanding the tactual feel of a printed piece through special coatings. Dealer Communicator (DC) has reached out to several coating

and laminating equipment and supply manufacturers to see what is available and what is trending in these areas. LAMINATING DryLam, a manufacturer committed to providing premium, high quality products for over 20 years, serves a wide variety of markets, including education, commercial, graphic arts and digital on-demand products. This also includes laminators, pouches and dry mounting tissues. DC asked Bill Gaspelin, General Manager of DryLam (http: //drylam.com/) some questions about their products with regard to innovations, use with digital printing, unique applications and training/support. Gaspelin said â&#x20AC;&#x153;DryLam is offering fully automated laminating systems specifically designed for digital print formats. Automation of the process saves time and labor of hand feeding and hand trimming Continued On Next Page

Dealer Communicator â&#x20AC;˘ February 2017 â&#x20AC;˘ 7

Product Focus continued

laminated sheets. In fact the labor cost savings can pay for the system in about a year.” Drylam offers the ALM series of automatic laminators for digital print sizes (11” X 8 1⁄2”, 11” X 17”, 12” X 18”, 13” X 19”). Also the ALM laminating films feature ASAP adhesive designed to bond to digital print where fuser oils are present that can impede adhesion of conventional laminating films.

Training and Support On this topic Gaspelin said: “DryLam provides both sales and service training to our dealers including field sales and service calls with them. We are constantly expanding our base of printed training materials and videos. Telephone sales and service support is always available.” UV COATING In the UV COATING ARENA, DC contacted a leading manufacturer of UV coating equipment and

��

To connect with us click here 8 • February 2017 • Dealer Communicator

materials to get some insight into the latest coaters available for traditional offset and digital printing companies. American UltravioletÂŽ (http: //www.americanultraviolet.com/). This company has specialized in

UV coating since 1960 serving not only the printing industry but has coating, curing and germicidal solutions used in a variety of businesses including Continued On Next Page

To connect with us click here Dealer Communicator â&#x20AC;˘ February 2017 â&#x20AC;˘ 9

Product Focus continued

medical facilities, industrial plants, schools and government locations. Additionally, they have a line of stackers and feeders used with coating equipment and presses. They also have a line of coating materials for offset, flexo and digitally printed materials. INNOVATIONS In response to DC’s question on what’s new for the printing industry: David Nanos said, “A unique offering by American Ultraviolet

is the AUV-Coat line of coaters 20” and above. They can coat a substrate up to 3/8” thick that utilizes a dual ridged polymer doctor blade system for better clean-up. Offered is an optional digital roller positioning gauge for quick set-up. The AUVCoat products are designed for use on paper, pvc and board stocks that have been printed on by offset, inkjet, toner and other imaging devices.” TRAINING AND SUPPORT American Ultraviolet offers strong pre-sales support to dealers. Nanos told DC, “What we have

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To connect with us click here 10 • February 2017 • Dealer Communicator

found, as related to UV Coating, is that dealers should have their printing customers send in samples of their printed material they want coated. And, if they are looking to use a particular type of coating, they can send us a sample of that as well. Plus, American Ultraviolet dealers are welcome to make an appointment to bring their customers to our factory for a live demo.” Nanos continued, “Dealer support is critical, and in that regard we provide training as well.” ANOTHER DIGITAL COATING SOLUTION Shark Finishing Machinery (www.shark machinery.com/) was founded to create and manufacture a line of equipment for digital printing. Their new SMART line of digital print finishing equipment includes cutters, binders, creasers, joggers and a line of laminating and coating machines. DC reached out to Val Guerra of Shark Finishing Machinery to learn of

any new coating solutions they are offering. Guerra first said that, “On behalf of all our dealers, we want to thank Dealer Communicator for this opportunity to share our thoughts on your focus of UV and Laminating. It should be recognized that dealers are always looking for new finishing technology.” WHAT’S NEW IN COATING? Guerra said that, “Shark Finishing Machinery has introduced the ‘Glass Coater’ a solution that helps Continued On Next Page

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Dealer Communicator • February 2017 • 11

Product Focus continued

eliminate the lengthy & tedious task of laminating. The new Glass Coaters are designed for offset and digitally printed stock that works with all digital machines. TRAINING AND SUPPORT With regards to helping dealers to sell and support their finishing products, Guerra said that, “Shark Finishing Machinery offers inhouse training, on-site training and telephone technical support.”

The line was expanded to include manufacturing focused on traffic signs. By 1980, Grimco began selling signs to distributors and catalog companies. This proved to be successful and in the late 1980s, Grimco extended their product offering to include sign supplies. Today, Grimco is a national wholesale sign supply company with coast to coast locations selling substrates, digital print media, large and grand format solvent, UV printers and more.

DC asked Grimco’s Erin Quirate, to comment on what COATING AND LAMINATING FROM A DEALER’S POINT OF dealers should be saying to their customers and the topic of this VIEW month. Erin: “There are some Grimco Inc., (www.grimco.com) printing customers who need to was founded in 1875 in St. Louis, make their end-user customers MO as a manufacturer of police aware that to extend the life of and fire badges, branding irons. digital prints; those prints Every Printer And Sign Shop With A UV System need to be covered with Needs UV Lamp Replacements a laminate. Lamination also protects the digital ink from fading and Sell Them American Made prevents scratches.

Lamps From TCS Technologies “On the other hand,

Phone: 908-852-7555 Web: www.tcsuvlamps.com Click here for dealer inquiry form

canvas prints are most likely coated with a liquid laminate where adhesive-

12 • February 2017 • Dealer Communicator

back laminates are used most commonly on pressure sensitive vinyl. The application and digital media that is being printed on will determine which over-laminate should be used. Laminating is the finishing touch that will extend the life of digital prints. Printing is only the beginning of the process, coating and/or laminating completes the process in most cases.”

is up to distributors to show their print-provider customers how to use coating and lamination properly. Consultive selling will generate profitable business in equipment and consumable supplies for dealers, and gain loyalty from grateful customers. At Dealer Communicator, we believe this is what graphic arts dealers / distributors do best. DC

OPPORTUNITIES IN COATING Publisher’s PS: If you want AND LAMINATING to see some of the products The message dealers are getting discussed in this article, from industry trade shows, from meet us at the Dealer publications and especially from Communicator booth 1833 their printing customers is that at the Graphics of the digital printing is here to stay. America 2017 on February CAUTION. Dealership people 16 – 18, 2017 at the should not overlook the printing Broward County Convention Center in Fort Lauderdale, still being produced by thousands FL. of offset presses. Commercial and in-plant printers are also adding digital to their print offerings. AND, the Everything hottest market today is UV... Let’s Talk in packaging where UV • UV Lamps • Quartz Plates Call: 352-624-3026 coating especially is a • Digital UV Lamps • Transformers/Capacitors info@southernlampsinc.com MUST for this market. • UV Reflectors • Electronic UV Ballast www.southernlampsinc.com • IR Lamps • Equipment Service But as indicated by the advice from Grimco it To connect with us click here • February 2017 • 13 Click Here To Return Dealer To TableCommunicator of Contents

DEALER NEWS DEALER ACQUISITIONS DO NOT MEAN THAT DEALERS ARE GOING AWAY Central National Gottesman Inc. has announced that its Lindenmeyr Munroe division will acquire Trenton, New Jersey-based KFI Technology, a distribution company that describes itself as “everything wide format.” KFI distributes equipment and supplies for wide-format printing, sign and display, exhibit and trade show graphics and reprographics services. It also sells and services contour cutters, laminators and finishing equipment. It carries nearly three dozen brands in its portfolio. “The acquisition of KFI Technology reinforces our commitment to invest in growing segments of the North American paper distribution business,” says

CNG president and CEO Andrew Wallach. “KFI’s focus on wideformat printing positions our company for significant success in a sector that will only become more important in the future.” As part of the deal, a customer experience center will be established at KFI’s New Jersey headquarters to showcase equipment and provide training to customers and employees. “We are excited about the acquisition of a leader in the evolving technology of wide-format printing,” says Lindenmeyr Munroe president Bill Meany. “In addition to its range of products and services, the KFI team has more than 20 years of experience and is among the best in the business helping customers produce outstanding, quality graphics.” More info at: kfitech.com.

14 • February 2017 • Dealer Communicator

DEALER NEWS Continued on next page Intergraph to Represent Intec In Caribbean And Latin America Intergraph Corporation, a distributor for graphics arts solutions serving the Caribbean and parts of Latin America, has added the Intec line of products to its catalog. Intec Printing Solutions has been in business for 27 years, with distribution in more than 90 countries. In 2011, Intec Printing Solutions Corporation was formed for the express purpose of developing a distribution channel throughout the Americas, and currently has distribution partnerships in Canada and the United States, with Intergraph expanding that to Latin America and the Caribbean. “We believe Intec products are a remarkable fit for our customers in the Caribbean and Latin

America, and we are looking forward to introducing these technologies into the market,” said Michael Wead, Vice President, Intergraph Corporation. “We believe in bringing the best products the graphic arts market has to offer to our customers, and the Intec line continues in that tradition.” More info at: intergraph.com.

Rockland’s Bay Copy receives 2016 Elite Dealer Award For the 19th consecutive year, Bay Copy,, the region’s leading provider of digital document solutions, has received the Elite Dealer Award from the national trade publication ENX Magazine/ The Week in Imaging. The Elite Dealer annual award honors the best and the brightest in the dealer community. Selections are based on a company’s growth,

Dealer Communicator • February 2017 • 15

DEALER NEWS Continued innovative marketing, sales programs, community leadership and leadership within the industry. Bay Copy was one of 40 dealers nationally who qualified for the 2016 designation. As part of the selection process, the company is profiled in ENX/The Week in Imaging.

Comment from the president, “We’re thrilled to once again be chosen to receive this prestigious award,” said Ray Belanger, President of Bay Copy. “ENX is a highly respected source of industry news, providing valuable information to its readers each month.” More info at: baycopy.com.

No Longer Obsolete

Resource Graphics has created an internet website for obsolete Challenge cutter parts. The

website is www.obsoletecutterp arts.com. Resource Graphics has been able to purchase several pieces of equipment that are classified as obsolete. Resource graphics now has a large inventory of parts to support the “M” series, Diamond and “H” series cutters. Along with the used parts, they are building new parts for the future. These parts include hydraulic valves and cylinders, electronic boards and encoder disks. They also offer board repair services. Resource Graphics also offers replacement valves for the failing parker valves; these valves are generally in stock, for immediate shipment. Resource Graphics is always looking for parts from dealers who may have obsolete inventory that they would like to sell. Contact Greg Cozart 513-205-2686 if you would like to sell your inventory.

16 • February 2017 • Dealer Communicator

DEALER NEWS Continued on page 20 New Partnership

Mac Papers In The News

Larry & Associates is excited about its dealership with Shark Finishing Machinery. The SHARK line offers an array of digital print finishing equipment for todays hottest market. We are most excited about the new “Glass Coaters”. The new Glass Coaters offer a super glossy “glass like” finish and also a “soft touch” finish. These new coaters are helping shop owners reduce if not eliminate lamination work. Now there is a coater available that will give you the same finish that your laminator gives you only at a fraction of the time and cost of laminating. More information can be seen at: LarryAndAssociates.com.

Mac Papers, a distributor to the paper and print, packaging, facility supplies and office markets across the southeastern U.S., will become the major distributor in the Southeast for Atlanta-based CET Color’s grand- and wide-format flatbed and hybrid printers. The agreement will expand the range and sophistication of Mac Papers’ UV print equipment portfolio by adding a highproduction line of affordable UV-curing hybrid and flatbed printers, according to the companies. CET Color’s largeformat vacuum table flatbed and hybrid roll-to-roll/flatbed line of UV-cure printers utilize state-ofthe-art UV curable ink sets that provide environmentally-friendly options to print on a wide range

Continued On Page 20

Dealer Communicator • February 2017 • 17

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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 • February 2017 • Dealer Communicator

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• 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

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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

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DEALER NEWS Continued of substrates with a range of customizable, field-upgradable and easily maintained printer options. The agreement furthers Mac Papers’ commitment to becoming the premier distributor for the commercial print industry, a company priority that was established in 2013. More info: macpapers.com

EO Johnson Business Technologies Earns Elite Distinction

92 dealers across the United States were presented with the 2016 Elite Dealer award. The dealers for this distinction are selected based upon their growth, marketing initiatives, customer service, community involvement, workplace culture and market adaptability. This is the sixth time the company received the elite recognition. EO Johnson Business Technologies was one of only five Wisconsin companies named as an elite dealer in 2016. more info at: eojohnson.com

Industry Analysts, Inc. The Place fro Print News

EO Johnson Business Technologies has been named one of the country’s Elite Dealers by ENX magazine and ENX the Week In Imaging. The award is presented annually by the magazine to the top imaging dealers in the U.S. According to ENX magazine,

Digitex Canada Inc. Acquires Imatron Office Solutions Ltd. And Continental Imaging Saskatchewan Ltd. Digitex Canada Inc. is very pleased to announce the acquisition of Imatron and

20 • February 2017 • Dealer Communicator

DEALER NEWS Continued on next page Continental Imaging. Both companies have become subsidiaries of Digitex Canada Inc. effective December 19, 2016. The acquisition fits nicely into Digitex’s growth strategy to complete its reach across the prairies and increase product offerings in order to build a better customer experience. The main priority of Digitex is to combine the best practices of both companies, while expanding customer base, operational efficiencies and the Digitex brand.

Des Plaines Office Equipment’s Vic Miceli Presents At Small Business Advocacy Council Vic Miceli, co-owner and Vice President of Des Plaines Office Equipment, the Chicago area’s leading provider of workflow solutions including managed print services,

managed network services, and related technology, was a special guest speaker at the recent FallSuburban Soiree of the Small Business Advocacy Council (SBAC). Miceli, who earlier this year was honored by the SBAC as Advocate of the Year, shared the stage as guest speaker with SBAC’s CEO Elliot Richardson during the event, held at Tuscany in Wheeling, Illinois. Miceli and Richardson addressed the important role small businesses play in preparing for the Illinois Veto Session. The two-week session is held every fall to allow the General Assembly take action on bills that the Governor has vetoed. More info at: dpoe.com.

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Database Sales Managed by Fichera Publications, Inc. publishers of Dealer Communicator and Trade Show Times U.S. Phone : 800-327-8999 • International Tel. +954-971-4360 * Fax +954-971-4362 email: ofichera@aol.com • skype: omike.Fichera

To connect with us click here 22 • February 2017 • Dealer Communicator

DEALER NEWS MKL Pre-Press Has Moved To Serve The Industry Better

Bay Copy VP Sharon Mutrie Named To Term On Board Of Directors For South Shore Habitat For Humanity

MKL Pre-Press is celebrating 36 years in the pre-press systems business this year! Also, MKL Pre Sharon A. Mutrie -Press has moved its operation of Bridgewater, to Huntley IL which is about 50 MA, who is Vice miles west of Chicago. MKL’s President of Sales new office address is: 13553 at Bay Copy, Fallow Drive, Huntly, IL 60142. has been named Phone number remains the same: to a three year 847-895-6399 term on the Board of Directors of the South Shore Habitat for MKL has a large supply of parts Humanity. for film and plate processors. Engineers are ready to service the industry. Loads of CTP parts, Screen, Agfa, Scitex, Creo and Kodak parts. MKL markets refurbished CTP with a large supply of Prosetter parts, refurbished imagesetters, refurbished film processors, plate processors or complete running warrented systems. More info at: mklinc.com

In this role, she will work with the other board members and Executive Director Martine Taylor to further the organization’s work to help provide housing for people in need. Since its founding in 1986 South Shore Habitat for Humanity has completed 56 homes in 21 towns, helping more than 99 adults and 194 children build a place to call home. More info at: baycopy.com. DC

Click Here To Return Dealer To TableCommunicator of Contents

• February 2017 • 23

News

4Dealers

Baldwin Technology Acquires Air Motion Systems

Birthday Anniversary Announcements

Click Here For One Minute Audio

Two major players in the UV curing systems industry, Air Motion Systems, Inc. (AMS), and Baldwin Technology Company, Inc., are merging their expertise

Continued On Next Page

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To connect with us click here 24 • February 2017 • Dealer Communicator

News

4Dealers

Continued on next page

to create a leadership position for the graphic arts industry in highly reactive UV, LED UV and IR drying systems. The new entity of Baldwin, part of the $2+ billion BarryWehmiller family of companies, will rebrand as AMS SPECTRAL UV and combine AMS with Baldwin’s UV division. AMS SPECTRAL UV locations will continue to grow their operations in River Falls, Wisconsin; Easton, Pennsylvania, and Slough, U.K.

Brandtjen & Kluge appoints new Director of Sales – Latin America And Senior Advisor Coating Solutions

Brandtjen & Kluge is proud to announce and welcome Albert “Al” Nuño as Director of Sales for Latin America and Senior Advisor Coating Solutions.

Continued On Next Page

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Dealer Communicator • February 2017 • 25

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4Dealers

Continued

Nuño brings significant business as well as technical experience to Kluge and will be responsible “Al” Nuño for all business activities in the region. Al is fluent in speaking Spanish allowing him to communicate directly with the markets in Mexico, Central and South America.

qualified distributors to provide global coverage. For more info: kluge.biz.

First Cloud-Based Solution Certified By United States Postal Service For Full-Service Mail

TEC Mailing Solutions LLC has received the first certification for online postal processing through the United States Postal Service for their MailPreparer “Al’s industry experience and portal. The certification is outstanding communication skills the result of extensive testing will be a real asset to our clients,” by the United States Postal said Michael Aumann, CEO, Service and allows users to be Kluge. Kluge’s recent acquisition confident recommended solutions of the UV Coating product lines meet stringent “full service” of Olec, Dorn and FMA will requirements to receive “the best provide a platform for Nuño to pricing on automation discounts.” put his extensive knowledge of the UV industry to work. “This is a real game changer,” explains Brian Euclide, President Brandtjen and Kluge has a wellof TEC Mailing Solutions. “Our established network of industry26 • February 2017 • Dealer Communicator

News

4Dealers

Continued on next page

value to mailers is removing complexity and expense by leveraging modern technology that happens to be cloud-based.”

Agfa Graphics Adds Account Managers In Canada Agfa Inc. is expanding its sales team as part of its strategy to remain the dominant provider of graphic arts solutions in both the prepress and UV inkjet markets. Rick Gargano joins the company as account manager servicing the Ontario province, and Gurshawn Hansi will serve as national account manager for WideFormat Media and Applications servicing Canada from coast to coast.

New INX International Ink Co. Expansion In Charlotte Impacts Production On Four Continents Having completed a $4 million

expansion at its Charlotte, NC facility last year, INX International Ink Co. recently concluded finishing touches connected to the project. Company officials indicate Charlotte set a new production record in 2016, and are hopeful 2017 will be another recordbreaker now that staff has acclimated to the new space.

The Charlotte plant produces 2piece metal decorating inks for customers in North and South America, Asia, and to support the U.K. manufacturing facility in Europe. The 23,000 square-foot building addition brings the total amount to 65,000 square-feet, creating much needed warehouse and dock space in addition to more room for manufacturing

Dealer Communicator • February 2017 • 27

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engineering, maintenance and offices.

Roland DGA Announces 2017 Born-to-Wrap Workshop Schedule

Roland DGA has announced its schedule of Born-to-Wrap workshops for 2017. The classes offered, which take place at various locations throughout the country, are led by the vehicle wrap pros from Louisville, Kentucky-based Digital EFX Wraps, renowned for both their installation and shop management expertise. This year, Roland DGA will be offering two types of Born-toWrap workshops – a two-day “Basics and Beyond” class,

which provides an excellent general overview for beginning to intermediate level wrappers, as well as a one-day “Business and Design” class, which focuses specifically on operational and marketing aspects of running a successful vehicle wrap business. The workshops will be conducted at Roland DGA’s corporate headquarters in Irvine, California, the Roland East Coast Imagination center near Boston, in Welcome, North Carolina, and the Digital EFX Wraps facility in Louisville.

New Managing Director For Eltosch Grafix America Jon Surch has been appointed the position of managing director for Eltosch Grafix America. With more than 25 years of experience in the printing industry prior to joining Eltosch Grafix, a

28 • February 2017 • Dealer Communicator

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manufacturer of industrial drying and curing technologies with a prominent position in the sheetfed offset printing segment, Surch was vice president of operations at manroland, Inc. with responsibilities for North America.

designing LED based systems over a wide range of markets and, over the past three years, been

Phoseon Technology Announces New Integration Partner

integrating UV LED lamps in industrial curing applications. With this North American relationship, LED Specialists will bundle value-added services to meet various UV curing requirements using Phoseon LED

Phoseon Technology has announced an agreement with LED Specialists Inc., which has twelve years of experience in

Thought of the Month The right word may be effective, but no word was ever as effective as a rightly timed pause. Mark Twain

JUMP INTO

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

To connect with us click here Dealer Communicator â&#x20AC;˘ February 2017 â&#x20AC;˘ 29

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technology. LED Specialists will offer UV system analysis, design and fabrication of power distribution, controls and mechanical interfaces tailored to clients’ application requirements.

Printing Industries Alliance Announces The Formation Of The “Print Drives America Foundation”

mandate, “Our members and all printers as well as the industryat-large has been looking to give print a stronger voice in how it stacks up against other communication mediums. The Print Drives America Foundation will set the record straight and lift the misinformation mist that has obscured the facts about print and will restore print’s leadership position.”

Dscoop Announces Ken Mead As Americas Director Printing Industries Alliance has announced the formation of the Print Drives America Foundation. Marty Maloney, the executive vice president of the Printing Industries Alliance, will take on the additional role of executive director of the Print Drives America Foundation. Tim Freeman, President of the Printing Industries Alliance, gave this recap of the Foundation’s

Ken Mead, a creative marketing industry leader, has been named Americas Director for Dscoop. He will play a key role in achieving Dscoop’s vision, Innovating Print, Together. In this role, he will lead the charge to revitalize customer engagement and build connections between brands, members and partners.

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“Ken is a natural relationship builder. One of his strongest leadership qualities is listening to customer needs and designing customer based solutions with simplicity and value,” says Keith Wilmot, Dscoop CEO. “I am excited about the future of Dscoop and the journey ahead.”

Memjet Board of Directors Announces Changes Memjet has announced the retirement of Ray Stata and the election of Tom Frankowski of Tom Frankowski Quad/Graphics to the company’s board of directors. Stata, chairman and co-founder of Analog Devices, has served on the Memjet Board for more than 10 years. Len Lauer, Chairman and CEO says, “Memjet has been fortunate to leverage Ray’s expertise and guidance

in positioning the company to deliver innovative offerings to the print markets.” Frankowski is COO of Quad/Graphics, where he is responsible for developing and implementing a comprehensive operating growth strategy with direct responsibility for revenue generation, manufacturing and distribution operations, sustainable cost management, and overall profitability and efficiency of the business.

KBA North America Promotes Sam Pernice To DirectorSales And Service For KBAMetalPrint Products KBA North America has promoted Sam Pernice to the newly-created position of director of sales and service for KBAMetalPrint products effective

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January 1, 2017. For the past four years, Pernice has held dual roles as a sales and service representative in the web offset division and working to build customers within the KBAMetalPrint division.

“This promotion comes in conjunction with the announcement that KBA North America will become the agent for KBA-MetalPrint presses starting in January 2017,” says Mark Hischar, President and CEO of KBA North America. “Until now, our only responsibility has been for parts and service,

We Want Your Feedback

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

including equipment upgrades. We believe that Sam is the ideal candidate to broaden our market and continue this growth. It is a very exciting time for KBA MetalPrint and for KBA North America as well.”

Steve Anzalone Joins Idealliance Idealliance, the communications industry association representing all facets of the global omnichannel media value chain, announces that Steve Anzalone has joined its staff as a partner in its Ideadvisors business advisory group. “We are very happy to welcome Steve to our Ideadvisors team,” says Mike Philie, managing director of the Ideadvisors group. “He brings more than 33 years of experience in graphic

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arts business and operations management, team building, process improvement, and compliance in support of Fortune 500 customers. His industry knowledge and his passion for improving results by seeking out the intersection of employee engagement and operational excellence will serve our members and clients well.”

Technologies is a privately held equipment and services company that provides simple, intelligent production systems and document-integrity software to print-and-mail businesses. Sensible customers will continue to be supported by their local Sensible service team, and will immediately gain access to the extensive support infrastructure of Bell and Howell. DC

Bell and Howell Acquires Sensible Technologies And Software To Print-and-Mail Businesses Bell and Howell has announced it is acquiring the assets of Sensible Technologies, LLC of Livonia, Michigan. The deal closed on January 1, 2017. Sensible

William B. Rudow Inc.

www.suckers.com info@rudow.com

To connect with us click here

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• February 2017 • 33

The

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

And Presentations By John Tschohl John Foley Mary Redmond Bob Licari

SALES CORNER

Empowerment Is Bending The Rules by John Tschohl

Empowerment means every employee has to make fast decisions in favor of the customer. It’s important that we are honest and sincere in our efforts to service our customers. The only way we can do that is by empowering employees to satisfy the customer quickly and to their satisfaction. Most employees are rule and process driven. They worship rules. Almost all employees assume they will be immediately fired if they make a decision in favor of the customer, when in fact, most decisions require no money and about 80% will cost under $50. They have to bend the rules. Throughout history, worker responsibility was implemented

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continued

when efficiency had priority over control. When employees were empowered and given responsibility, they used the best of their talents and skills to maximize the opportunities.

4th: Very few employees are on their knees at night praying for Empowerment. It’s just too risky.

A company’s success lies in empowered employees. It is important to train employees and make sure they have trust in what empowerment will bring to a In my book Empowerment a Way company. Satisfying customers of Life, I illustrate four challenges quickly benefits everyone. that all businesses face. They are: Moreover, happy, empowered, 1st: Many executives don’t fulfilled employees are the key to trust the customer. They believe creating “over-happy customers” the customer is trying to take for your company. When advantage of them. Employees employees are empowered and feel the same way. given responsibility, they use their talents and skills to maximize the 2nd: We don’t trust employees. opportunities. We pay them as little as we can and have even less confidence in Empowerment is NOT about their ability to make decisions. breaking the rules, but bending We have a belief that our them to keep the customer happy. lying, cheating customers are It is making fast decisions on the going to take advantage of our spot in favor of customers. DC incompetent employees. John Tschohl is an international 3rd: With Empowerment you service strategist and speaker. don’t need as many managers He is founder and president of and supervisors. They’re not the Service Quality Institute overly excited about losing their in Minneapolis, Minnesota. perceived power, nor are they (customer-service.com). He can thrilled about the potential of also be reached on Facebook, losing their jobs. LinkedIn and Twitter. Dealer Communicator • February 2017 February Improvement Center Click Here To2017 Return• To Table of Contents

•• 35 35

5 Tips To Increase Email Open Rates John Foley, Jr.

As every marketer knows, mastering email marketing is an ongoing process that is necessary for the success of your organization. Between sending out promotional email blasts, content marketing, and writing personal emails to customers and prospects, it has been proven to be a great way to connect and communicate with your audience. However, it does have some downfalls, especially if your businesses’ email open rates are low. Below are some helpful tips to consider when trying to improve your email open rates. 1). Pay attention to the sender. When creating an email campaign, make sure you pay attention to who it is coming from. Your audience will be more likely to open an email if it’s coming from a name they recognize at your organization. With this in mind, make sure you

don’t always use the same sender. It’s important to keep a variety so your target audience doesn’t assume every email from your CEO is spam. 2). Entice your audience with a strong subject line. The first thing your audience will see is the subject line of the email, so make sure you have an intriguing one. Similar to who the email is coming from, it’s important to change up the subject lines depending on the goal of the email and the audience. 3). Personalize the subject line occasionally. By adding a touch of personality to your email campaigns, starting with the subject line, it will increase your audience’s interest and likeability. By personalizing it with their first name from time to time, it shows that you are taking an interest and care about who you are contacting. 4). Test out times. Is your audience on the east coast or

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west coast? Will they be more interested in what you’re offering during a work day or weekend? These are things you need to consider when sending out your emails. It’s important to A/B test the times you send your email campaigns, as well as the subject and senders, to see what they respond best to. 5). Remain consistent. After testing, it’s time to come up with a schedule for your email campaigns and stick to it. No one wants to receive 3-5 emails per day from the same business. Once you set a schedule, your audience will learn to expect your emails and be ready for them, and with the number of emails being sent every day to consumers from businesses of all kinds, it’s important to remember not to be overwhelming.

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.

Keep in mind these five tips as you work on your email campaigns and you’ll be on your way to better open rates. DC Dealer February • February Center 2017 Click HereCommunicator To2017 Return• ToImprovement Table of Contents

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Dealer Communicator’s Seminars In Print

LEASING

I Don’t Know You. I Don’t Trust You. I’m Not Buying.

by Mary Redmond Many sales professionals believe their biggest selling roadblock is that they “Don’t Ask for the Order.” When sales managers review their team’s progress, they ask, how many times did you attempt to close the sale? An old sales myth is that you must hear NO! 10 times before you get to YES.

Here are some of the “excuses” sales managers hear when dissecting a lost sale. I guess I didn’t ask for the order at the “Right Time” or use the “Right Words”.

A was afraid they’d say NO.

Rookies blame customers who didn’t allow enough time to listen to the whole sales pitch.

Some reps use the excuse that “I caught the customer on a bad day.”

I believe that a significant portion of the customer sales reluctance is because the sales rep did not gain the customer’s trust. We live in a rush, rush, close the sale quickly world. With email, voicemail, virtual meetings and on-line presentations, digital contract signatures, and a plethora of non-face-to-face sales tools, we constantly hear about efficient selling.

What I find is that many sales people do not invest the time to conduct face-to-face meetings. Some say that driving to an appointment for one prospect is a waste of time. It’s smarter to have a virtual meeting with many prospects every day. Last year, I taught a Body Language workshop for 75 real estate professionals from a large brokerage in my part of the US. We discussed reading their seller’s Body Language. The agents admitted that they ‘re not great at reading Body Language because they usually only get in front of a customer one time. They said that most customer communications were via phone or email. They rarely saw their sellers or buyers.

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If the prospect was a seller, they met that individual at the time of the formal “Sales Presentation.” Big Money Realtors have real estate assistants who looked at the seller’s property, talked to the customer and did information gathering. I was shocked at learning this. The slam, bam, thank you ma’am technique was not new to me. However, when dealing with the biggest asset a family will ever own, could the investment in up close and personal time to establish trust and build a relationship, be an antique idea? How about in your organization? My husband sold real estate for 20 years. He always took the time to get to know his buyers or sellers

was lost. I believe that was because he had honed his skills at reading customer’s silent signals and knew how to gain trust quickly. He knew that Trust Takes Time. How about you? Are you getting to know your prospects? Are you letting technology keep you from gaining your customers trust?

As Zig Ziglar, the first motivational speaker I ever heard said, “If people like you they’ll listen to you, but if they trust you they’ll do business with you.”

Contact Mary to speak at your next meeting, conference, trade show or special event. Mary@FearLess Negotiator.com, 913-422-7775.

over a cup of coffee. He visited them in their home, Dealers and Manufacturers met their pets and maybe Keep Control Of The Sale When their children. He took Leasing Is Involved time touring and admiring You have the sales talent to close deals, but... are you good at Lease Negotiating? the sellers home. He laid if not, Let Me Be Your Advisor groundwork for a trusting Learn from negotiation expert Mary A. Redmond. She has nearly 30 years in friendship. He was known as the agent who could save his fellow agents deals when it looked like all

lease negotiations and has represented dealers, leasing companies, customers and manufacturers. She knows all sides of the sale. Get the edge you need! Contact us:

Mary@fearlessnegotiator.com • 913-422-7775 www.IndependentLeaseReview.com

To connect with us click here

Dealer February • February Center 2017 • 39 Click HereCommunicator To2017 Return• ToImprovement Table of Contents

Door to Door Cold Calling; An extinct art, or a vital tool of the trade? by Bob Licari, BrainSell Services If you have been around in the sales world for a while you no doubt have learned all about cold calling. For sales professionals like us, cold calling and doing it well, was the key to our success. In today’s world, this ancient art is being forgotten, lost in a new generation of sales people who have grown to believe the world is there for the taking, if you use the portals of the internet and social media. They have forgotten what they never knew, and that was the power of being in a face to face selling opportunity. When you are out on the street as a hunter stalking prey, you learn the business districts and areas to find the clients we sought after. We created business by knocking on a lot of doors, and having a good elevator pitch, working it

in the popular happy hours near the business whose executive we found at the bar. Yes, door to door cold calls filled 60 percent of our sales pipelines when you did it right! Today’s social media power has its place in the marketing of today’s world, make no mistake, humanity is a touchyfeely society. We need the face to face interaction that cold call selling brings. Social media can supplement your marketing but in most cases, it should never replace that door to door (face to face) interaction with prospects. This interaction will identify potential customers who were not already looking for you. Cold calls truly create new business. Teaching your sales force the

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Bob Licari Article Continued value and techniques that make cold calls so effective in finding new business can keep money in your sales people’s bank accounts and your pockets when those callin sales don’t come in, and there are no longer lines of people out your door who need to buy your products or services! With a cold call, in many cases your next sale is to someone who may not have known they wanted your products or services until you uncovered their need and sold them.

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.

The next time your sales rep is sitting there in front of their PC waiting for “that email” to come in with the next hot lead, wake them up and get them back on the street to find some new revenue and business that isn’t already looking for you! DC

Dealer Communicator • February 2017 February Center Click Here To2017 Return• ToImprovement Table of Contents

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WIDE

FORMAT

SIGN SUPPLIES

Want To Be Distributor-of-Choice For Your Wide Format Printing Customers? teach them an idea that brings them new customers by Tim Greene

One of the big trends in the large format digital printing market is a growth of what I’d call “doing the unexpected”. By that I mean, taking printing systems and producing unconventional products based on the capabilities of those systems. There are several examples of digital printing technologies that give print service providers the ability to earn additional revenue and very nice profits by producing non-conventional applications. Window Blinds? One good nonconventional example is digitally printed window blinds. A quick search

on it tells us that the selling price for customized window blinds and shades is often several hundred dollars. Companies using Latex inkjet printers are able to create these high-margin products on a wide range of materials and for either short-term promotional or long-term décor applications. Another good example we have been hearing more about lately is the use of aqueous inkjet printers for board printing. Now, that’s an idea you could pass to your flatbed printing customers. When we think about board

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WIDE FORMAT SECTION

printing most people immediately border designs and background colors. The prints are digitally think of large format UV-curable printed onto thin paperboard flatbed inkjet printers that print materials that has a semi-gloss signs and point-of-purchase finish, but other options include graphics on 4’ x 8’ or even 5’ x 10’ boards. But the trend of using foam-core and styrene products. These types of personalized aqueous inkjet printers, many of which are designed with a straight board prints are breathing life into the fairly stagnant aqueous paper path, fairly robust paper inkjet printer market and in the “pull-through” mechanisms, all-important supplies market. and an adjustable print gap (the IDC projects media sales in this distance between the print head and the paper) allows companies small, but emerging segment of the market to grow at a 6% rate to skip the step of “mounting” a over the next few years as the paper or film-based print onto a application takes hold across rigid paper product. One of the a wider range of print service companies that has figured this out is Walgreen’s, the drug store providers, especially on-line providers. chain that offers personalized Continued On Next Page board printing services. The offering at Walgreens includes a clever “productization” of the printing, so the boards are scalable, available in three sizes (11” x 14”, 16” x 20” and 20” x 30” sizes), and may have as many as 30 of a customers’ photos integrated onto the print To connect with us click here along with customized

Dealer Communicator • February 2017 • 43

WIDE FORMAT SECTION

The large format print media market is valued at over $850 million across all large format printing technologies, so dealers that sell large format materials would do well to stay current on the wide range and steady stream of new materials that are available that will enable their customers to offer new lines of business for their customers. Even older equipment can produce new revenue and profits for large

format print-providers. Likewise, dealers have the opportunity to educate their customers about these opportunities and increase their sales. DC Tim Greene, Director of Wide Format Printing Consulting Services, International Data Corp. (IDC), will field your questions, comments or arguments by email: tgreene@idc.com

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