February 2018 Edition of Dealer Communicator

February 2018

DEALER communicator Manufacturer Sponsored NewsJournal

Connecting Manufacturers Worldwide With Graphic Arts, Office, Mailing Machine Dealers and Distributors of Wide Format / Sign Equipment and Supplies Platinum Sponsors New Force Magnetics

American Ultraviolet AUV-Coat 25 / 30 / 40 / 52 w/Feeder & Stacker

Issue Sponsors

Tec Lighting HSC30 Digital Inline UV Coaters

DryLam ALM 3222 2-SIde Laminators

Coating Opportunities For Dealers & Laminating News

Manufacturing Directions, Inc.

William B. Rudow Inc.

Tec Lighting

Continued on page 11

Dealer Communicator • February 2018 • 1

We Want You To Have An Enjoyable Reading Experience For This Digital-Global-Edition of Dealer Communicator On the lower Right hand side of the screen you will find a series of buttons

Click “THE MAGIC BUTTON”

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2 • February 2018 • Dealer Communicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

WELCOME TO THE 452nd EDITION OF THE ONLY NEWSJOURNAL IN AMERICA DEDICATED TO SUPPORTING THE DEALER-MANUFACTURER CHANNEL SOMETHING NEW • SOMETHING BEYOND PRINT EACH MONTH WE’RE LAUNCHING A SERIES OF VIDEOS TO HELP YOU SUCCEED IN YOUR WORK AND PERSONAL LIFE (SEE BELOW)

CLICK THE VIDEO BELOW TO VIEW THE SEVENTH OF A SERIES OF LEARNING SESSIONS

BY BRIAN JOHNSON OF OPTIMIZE

Title: Smarter, Faster Better

VIDEO

Dealer Communicator • February 2018 • 3

“More Inventory, More Choices of Magnetic Materials From New Force” New Force Magnetics Has

OVER 35,000 ROLLS of Flexible Magnetic Materials

READY TO SHIP

NEW FORCE MAGNETICS

A Trustworthy Source For Magnetic Materials Ph: 303-565-3760 • Fax: 303-565-3762 sales@newforcemagnetics.com www.newforcemagnetics.com

Click here to dealer inquiry form

Add New Business With The Same Sign Shops You Are Selling To Now OFFER TRANSITIONAL GRAPHICS Now Up To 60” Wide Magnetic Receptive Materials To Create Removable Signage Call For Free Samples Ph: 303-565-3760

4 • February 2018 • Dealer Communicator

Magnetic Strip with or without adhesive

Jack Nellessen, President

Step One: Stick It

Step Two: Print It

New Force Adhesive Back Magnetic Sheet is adhered to the wall.

A changeable sign is printed on magnetic receptive Transitional Graphics.

Step Three: Change It

To change the sign, a new message is printed on Transitional Graphics.

The old sign is easily removed and replaced Dealer Communicator • February by the new message.2018

• 5

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 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

To connect with us click here 6 • February 2018 • Dealer Communicator

Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 3 .....Personally Speaking - by O. Mike Fichera, Publisher 10 ...Advertisers Index 11 ...Product Focus: Ideas And Opportunities For Dealers Selling ........ Bindery & Finishing Equipment WIDE FORMAT / SIGN SUPPLY SECTION 19 ...Major Article: Focus On Large Format Print Media ........ - by Tim Greene 23 ...Dealer News 34 ...News 4 Dealers The Dealer Channel Improvement Center 41 ...Fear Of Failure - by John Tschohl 43 ...Trade Shows; Are they still relevant to today’s industries? ........ Of course, they are here’s why! - by Bob Licari

Dealer Communicator • February 2018 • 7

“O.Mike” Fichera, Publisher, Dealer Communicator

Introducing That Are Usi To Attract D Peak Perform

WELC

Hello . . .

My name is Martin Charbonneau President of YUL Technologies.

After three Years of Selling direct, I am convinced that selling through the Dealer Channel is the Wisest Move we at YUL can make.

Therefore, we invite a few Quality-Minded Dealers to turn to our spread on pages 28 & 29 to see the features that YUL Cutters Offers your customers.

What is of particular interest are the WiFi Connectivity feature and the fact that YUL Cutters have a small footprint which means an opportunity to introduce them, not only to printing companies, but to companies in other industries where large cutters are over-kill.

8 • February 2018Click • Dealer Communicator here to dealer inquiry form

Two Manufacturers ing Dealer Communicator Dealer-Partners That Are mers In Their Territory

COME Tippmann Industrial May Not Be A Familiar Name To The Dealer Channel Yet, But We Believe The Folks At Dealer Communicator Will Change That For Us. The First Clicker Table Top Die-Cutting Machine, made by my father over 25 years ago, was handmade and sold to manufacturers in the leather industry. Since that time, the company expanded its marketing to include manufacturers that needed to die-cut paper, film plastic, board and companies that sell boxes to the packaging industry.

Brad Tippmann, President, Tippmann Industrial

With our advertising in Dealer Communicator, we intend to establish a channel of aggressive dealers, people with a high level of integrity in their selling area to partner with us.

Express your interest by reading our ad on page 15 and contacting us.

Communicator â&#x20AC;˘ February 2018 â&#x20AC;˘ 9 Click here Dealer to dealer inquiry form

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.

Click Here For Audio Sample FOR DETAILS ...

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

Click here to dealer inquiry form

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

American Ultraviolet .....................................11 PVC Spiral Supply....................... 25,36,38&39 Hanovia Specialty Lighting LLC....................13 William B. Rudow, Inc...................................27 Manufacturing Directions, Inc ......................23 Tec Lighting Inc.............................................12 MDI...............................................................23 New Force Magnetics Co. 4&5,20,24,30,32,35 Precision 3D Filament .............................21,40

Tippmann Industrial Products..........9,15,24,33 YUL Technologies................ 8,28&29,32,35,45

10 • February 2018 • Dealer Communicator

Coating Opportunities For Dealers and Laminating News We have come a long way in coating technologies over the past half century. For many printers in the 60’s and 70’s coating was often putting a layer of varnish over the offset printed piece. This was done in some cases to seal inks where the humidity, chemistry in the paper did not mesh with the inks and inks would not dry. Varnishing saved the day.

Varnishing was also a means of giving some measure of gloss to a printed piece.

Today, the ink and paper chemistry have settled into a comfortable marriage and bond nicely. Coating technologies continue to improve, providing protection, enhanceContinued On Next Page

AUV-Coat UV Coaters in 16/20 25/30/40 and 52” models.

Coat substrates up to 3/8” thick.

18-mo.warranty, superior training installation manuals and technical phone support.

Click here to dealer inquiry form Dealer Communicator • February 2018 • 11

Product Focus continued

ment and character to printed jobs, especially packaging. The migration of printing to digital imaging, especially inkjet, which has a duller appearance than toner images, shows that UV coating has become an essential component in high quality digital printing and signage.

UV properly cured are 100% solids, which means that these systems, for all practical purposes contain virtually no Volatile Organic Compounds (VOCs), and are therefore termed “Zero VOC” products and referred to as “Environmentally Friendly“. Because of these reasons, growing numbers of printers

are utilizing UV coatings to raise the level of quality and productivity in both the pressroom and finishing departments.

To understand how UV coating fits into today’s offset and digital printing markets, Dealer Communicator (DC) reached out to Moses Nuno, Director of Sales for Tec Lighting (www.Teclighting.com) (see advertisement on this page).

The company started in 1996 as a UV lamp and system manufacturer, moving into manufacturing UV flow coating equipment in 2003 and today has installations all over the market. To avoid incompatibilities with the imaging technology and substrates, Mr. Nuno told DC that they formulate and distribute their own UV coating materials to ensure good performance with all current and future digital printing platforms. Their UV coating machines cover a range of sizes to handle both narrow and Teclighting, Inc. wide format offset and digital printing presses.

Click here dealerCommunicator inquiry form 12 • February 2018 to • Dealer

Asked if Tec is seeing an inresemble coated stock and the recrease in the use of UV coating sults are achieved at a much lower for digital printing, Mr. Nuno cost than with toner-based printsaid, “I believe we are seeing ers. growth in digital and especialWe also see our customers using ly inkjet UV coating applicathe new B2 size digital presses to tions. Digital printing is seeing do packaging applications such changes in the applications as blister cards and cartons that of its technology which is would not be possible without a also true for UV coating. Full Continued On Next Page color high speed inkjet systems like the HP indigo 12000 and Komori IS29 require faster, more advanced Your Source For UV Lamps & Systems coating maWe are the oldest UV lamp manufacturer chines to keep in the U.S. since 1905 up with size and speed of these Dealers Can Make Money On • Direct Manufacturers Pricing new technoloUpgrade Retrofits For: • Blanket Order Potential gies.” He conOlder Printing Systems • No Minimum Order Quantity tinued, “We see Offset • Screen • Made In The USA UV Coaters customers coating millions of Mercury pieces of direct and mail using high speed inkjet with our specially Metal Halide formulated coatLamps ings to allow UV Curing Systems inkjet paper to Ph: 973-651-5510 • Fax: 973-651-5550 Email: sales@hanovia-uv.com • www.hanovia-uv.com

Click here to dealer inquiry form Dealer Communicator • February 2018 • 13

Product Focus continued

coating device like our Trucoat UV coaters to apply either the adhesive for blister cards or glueable coating for folding cartons.”

DC observed that while many of the digital presses offer inline coating capabilities, many printers limit their use of this capability since inline coating often slowed the machines down up to 50%. It was seen that Tec Lighting has a line of machines that can be run inline with digital printers and DC asked if the Tec machines had a similar slowdown effect on production. Mr. Nuno said that their inline coating solutions are designed to operate at the running speeds of the press to which they are connected.

A follow-up to the inline question is if there is a rule of thumb as to when to buy inline or off-line machines. Mr. Nuno responded, “Inline vs

offline is a matter of understanding the nature of the printers’ business.

A printer running high volume jobs especially with variable data, using the inline solution will reduce unnecessary handling and labor cost as well as reducing errors with pre-sorted direct mail that needs to maintain order.” Regarding offline solutions, Mr. Nuno continued, “When customers have a large variety of different jobs that sometimes need coating and other times don’t, we tend to recommend offline solutions.” He pointed out that, “The other advantage of offline coating is flexibility between machines and even technologies. An example is that Tec Lighting has a variety of different size UV coaters that can run both digital and offset work with a single UV fluid. For example, a printer can purchase a TRUCOAT 30” and support multiple digital and offset presses with this single UV coater.”

In addition to gloss and dull UV flow coating, Tec Lighting has a series of textured finishes. The textured coating is reported to increase response rates and is able to dif-

14 • February 2018 • Dealer Communicator

Continued On Page 16

Dealers Wanted For Full Line Of Tabletop Die Cutters Who Can Sell Tabletop Die Cutters?

Dealers that now sell: • Wide Format Printers • Printing Presses • UV Coaters • Mailing Machines • Office Machines • Copiers • Finishing Machines

Who Are Prospects For A Tabletop Die Cutter?

Following Are Only A Few Categories • Commercial Printers • Specialty Printers—all types • Wide Format Printers • Sign Shops • Label Printers • Sample Shops • Manufacturing Facilities • Embossing Companies

We’ll Sell And Make The Dies, Demonstrate By Video To Your Customers And You Will Earn Reseller Commission

Made In America

Toll Free: 866-286-8046 phil@tippmannclicker.com www.tippmannclicker.com

Click Picture To View Video

Click here to dealer inquiry •form Dealer Communicator February 2018

• 15

Product Focus continued

ferentiate the printed piece from others. DC asked what are the most popular textures and they are fish scale, golf ball and wood grain. Fish Scale? Who would have guessed!

In a previous article on coating, DC observed that we are seeing more printed products, especially photobooks and glossy direct mail pieces that have coatings on both sides of the sheet.

Mr. Nuno told DC that they achieve duplex coating by using two UV coaters with a sheet flipper in-between.

“We found this method to be the option for existing customers as well as new ones. Given the right type of print operation the duplex coater is an asset.

Allowing single pass coating of both sides of the sheet without any additional handling increases throughput and reduces cost and potential mishandling of sheets.”

Since TEC Lighting uses dealers and distributors to sell and support their products, DC asked about their dealer support program. DC was told that TEC offers in-house and on-site support along with maintaining a full inventory of spare parts and a line of coatings to increase consumable sales.

Tec Lighting is seeing continued growth in the UV coating for wide format, signage and point-of-purchase printing. But they are also addressing coating technologies for a wider market. The company is developing a lower cost anilox coating system for packaging applications and expansion on current technologies. Tec Lighting is also seeing that digital spot coating has gathered considerable attention but the current equipment is expensive although flexible. Right now they are in the final stages of developing a digital embellishment system that can do spot and tactile UV coating as well as foil; good for many applications including label printing.

Another manufacturer of UV Coating equipment is American Ultraviolet® (www.americanultra violet.com/coating-solutions.cfml)

16 • February 2018 • Dealer Communicator

(see ad on page 11). American Ultraviolet® has been creating effective UV curing solutions since 1960 for processes that use UV curable chemistries such as inks, coatings and adhesives. Tens of thousands of systems are currently being used in a variety of industries, including spot curing for medical device manufacturing, screen printing, industrial floor coating, aerospace, bathtub refinishing, countertop coating, label printing, LED UV curing, and hundreds of others.

American Ultraviolet, and our Lesco UV and Aetek UV Systems divisions, have the cure you seek. All of our solutions are backed by one of the best technical and customer support teams in the world.

For the best source of UV, it’s hard to beat the sun. However, for the best source of standard and custom UV coating solutions, no one outshines American Ultraviolet, with several lines of brand new AUVCoat UV Roll Coatings System Solutions. Our superior quality 100% American manufactured print production lines include roll coaters, universal feeders/stackers, and envelope press feeders. Check out our new envelope print system. This fast speed production in the market variable data digital inkjet

envelope print system is changing the future of the mailing industry.

Please join us today and offer a truly superior American OEM for a profitable partnership in maximizing your roll coater production. Ask your customers how much they are outsourcing flood coating or their lamination costs to see the quick ROI that will continue to add profit to their bottom lines.

Let There Be Light An essential element in UV curable coatings is the curing lights.

Hanovia-UV (www.hanovia-uv.com) (see ad on page 13), a pioneer manufacturer of UV curing products, has been producing UV Lamps, UV curing Lamps, irradiators, UV sterilization and photochemical equipment and power supplies since 1905. All of their lamps are made in the USA. Currently, Hanovia is looking for dealers to sell upgrade UV lighting retrofits that fit older printing systems on offset or screen presses along with UV coaters. They also offer UV curing systems. Dealers are offered direct manufacturing pricing along with blanket order potential and can buy products with no minimum quantity required.

Continued On Next Page

Dealer Communicator • February 2018 • 17

Laminating News Recently, Martin Yale Industries, LLC, (www.martinyale.com) a United States based manufacturer of print finishing, office, and mailroom equipment, announced the acquisition of Dry-Lam, LLC located in Shawnee, Kansas. Dry-Lam is a leading distributor of laminating equipment and films to the office product and commercial print finishing markets. Their expertise in laminating machines, films, transparencies, and tissue will expand Martin Yale’s product offerings and service.

“Dry-Lam’s two primary distribution channels, office products and commercial print, closely mirror our current go to market channels,” said Greg German, President, Martin Yale. “It is extremely exciting to add laminating to our product portfolio. This acquisition enables us to leverage already existing relationships of the two companies, giving strong Dry-Lam customers access to Martin Yale products and strong Martin Yale customers access to leading lamination products,” German adds.

As part of the acquisition, DryLam’s distribution center will be relocated to Martin Yale’s facility

in Wabash, Indiana. This move will increase capacity and efficiency, as well as ensure that the high standard of customer service and technical support that Dry-Lam has been known for continues.

Sell Both While this article features UV Coating products, for many applications like signage and products requiring complete protection from weather, handling and harsh environments, laminating is a good choice. Martin Yale’s acquisition of Dry-Lam reinforces the role of laminators in many places including offices, sign shops, quick printers and various businesses that have occasional needs for protecting their printed products. The advantages of either coating or laminating solutions are on-going sales of the consumables.

DC believes that Graphic Arts dealers should be selling both coating and laminating products and materials. They also should get educated on their customer’s applications to guide them in making the correct, informed decisions. Plus, the market for coating and laminating products will expand opportunities in non-traditional printing industry markets. DC

18 • February 2018 • Dealer Communicator

WIDE FORMAT &

SIGN SUPPLIES

Focus On Large Format Print Media

By Tim Greene, IDC Research Director – Hardcopy Solutions Most dealers that are involved in the large format digital printing market sell media, so if you are one of them you know that media presents some opportunities and some challenges.

The total large format digital print media market is valued at over $1.8 billion in North America in 2018.

While this is a big market, there are important technology and market shifts happening that make it imperative that dealers keep a sharp focus on their media business.

Whereas a few years ago aqueous inkjet represented One example is the growth of the décor segment.

Products like digitally printable wallcoverings, clear films, and fabrics are becoming an important part

of media manufacturers’ portfolios.

Media manufacturers are developing products for these applications across ink platforms so that if your customer has any type of large format printer they can produce décor applications. The biggest factor driving the growth of the décor segment is the continued growth of Latex. Latex inkjet media revenue has gone from $150 million five years ago to what IDC expects to reach almost $450 million in 2018.

Furthermore IDC expects digitally printable wallcoverings printed by large format Latex printers to continue to grow at a 20% CAGR (Compound Annual Growth Rate) Continued On Next Page

Dealer Communicator • February 2018 • 19

WIDE FORMAT SECTION over the next few years. However it is not just Latex. At a recent Canon event the company noted that it will increase its focus on media as its Colorado large format UV roll-toroll printer is well-suited to produce décor applications. IDC expects wallcoverings printed by large format UV-curable printers to grow at a 27% CAGR in North America over the next few years. We’re also seeing more companies with ecosolvent inkjet expand beyond their traditional sign business and enter the décor segment.

Selling large format print media also certainly has its challenges.

Selecting print media supplier partners is an important decision.

Manufacturers of key large format print media products such as coated paper and films will push dealers to carry a multitude of products which causes logistic and cash flow implications. Also, dealers that serve

many small print shops know that orders are often needed on a same day – next day basis, and those orders can be for one roll of media, or for ten rolls of media. Having these rolls available can be a make or break for the dealer that sells it, which places a lot of emphasis on being highly responsive and even recognizing customer needs in advance.

Suggestions: Analyze your large format media business. Look at your product portfolio; do you keep it fresh or has it gone stale? Are you keeping your media portfolio up with equipment trends, responding to the growth of Latex, UV, eco-solvent, and dye-sub? Do you use new media products as a trigger to contact customers? Do you leverage some of the excellent training opportunities that media manufacturers offer to your sales team, and to the end customer?

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

NEW FORCE MAGNETICS

See Our Product Ad In This Issue Pages 4 & 5 20 •• February February 2018 2018 •• Dealer Dealer Communicator Communicator 20

WIDE FORMAT SECTION There is a lot of revenue and profit in the large format print media market, but it is highly competitive for dealers, so it is important to have a well-developed strategy for capturing the sales of the materials that run through the equipment you sell. DC

Tim Greene, Research Director – Hardcopy Solutions, International Data Corp. (IDC), will field your questions, comments or arguments by email: tgreene@idc.com

We Help Dealers Get Into 3D

Lonnie Bramon President

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

3D Filament

for people who demand quality above everything else

• 18 Colors In Inventory Ph: 800-461-9301 • Fax: 208-377-3759 • Private Label Available Email: lonnie@precision3dfilament.com • High Dealer Margins www.precision3dfilament.com Click here to dealer inquiry form

Dealer Dealer Communicator Communicator •• February February 2018 2018 •• 21 21

Why Rent When You Can Own A Massive List Of Dealers & Printers In Mexico? ******************************************************************

The database contains 7,709 printers in 14 categories and 2,100 dealers and distributors that sell graphic arts and wide format equipment and supply products. approximately 12 cents per contact

My name is Gil Carrillo, Global Access Marketing 40 Years Working The Latin American Market

We know that smaller U.S. manufacturers have an interest in selling products in Mexico, but have nobody on staff to speak, and/or translate messages in Spanish.

“FOR THE FIRST EMAILBLAST YOU SEND TO THE LIST YOU PURCHASE, I WILL WRITE YOUR MESSAGE IN SPANISH. And, will provide you a translation to buyer response using terms appropriate to the Mexican market.”

******************************************************************

Contact Us ***************************

Fichera Publications U.S. Phone : 800-327-8999 • International Tel. +954-971-4360 email: ofichera@aol.com Click here to dealer inquiry form 22 • February 2018 • Dealer Communicator

DEALER NEWS gether a new paper guide. If your customer is looking for a durable, Olmsted-Kirk Paper digital, synthetic sheet quickly, Company (OK Paper), you’ll want OK’s newest promoa fourth-generation tional tool. It’s a handy reference family-owned and op- guide of their stock of Mohawk erated paper distribu- Digital Synthetics. Each sheet in tor in Texas, formed the guide is a print demonstrator in 1905 by founders Harry Olmst- with weights, carton counts and ed and Myron Kirk, have put toContinued On Next Page

OK Paper Does It Again

...

A Trusted Logo

By Dealers That Sell & Service Floor Model Folding Machines Every roller backed by a guarantee of satisfaction

Proudly Made In The USA

By Manufacturing Directions Click Here For Free Parts Catalog

Manufacturing Directions “The Dealers Choice”

11639 Township Road #76 Quincy Ohio 43343

Toll Free 800-634-0034 • Fax 937-585-5209

www.folderparts.com

Click here to dealer inquiry form Dealer Communicator • February 2018 • 23

DEALER NEWS Continued our item code numbers included for your ordering convenience.

Why would your customer need synthetic? They would choose a synthetic when they need durability. Synthetic papers are built to last, yet have the flexibility, touch and performance of paper. Synthetics allow the user to create durable documents like menus, maps, brochures, signage and manuals that need to hold up to the rigors of moisture, excessive folding and dirt. They eliminate

the need for laminating, provide exceptional opacity and perform beautifully for perforating and punching. www.okpaper.com

Linda Hoppe To Retire From Pakor Inc. The folks at Pakor are at once delighted and disheartened to announce that Linda Continued On Page 26

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

NEW FORCE MAGNETICS

See Our Product Ad In This Issue Pages 4 & 5

Made In USA

Looking For Tabletop Die Cutters?

See Our Ad Page 15

24 • February 2018 • Dealer Communicator

Model EZ Flex 100 The Crown Jewel of Coil Inserters

Binds Books, Manuals, Calendars . . . and Provides Repeat Supply Sales for Dealers

• 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 Equipment • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters

Supplies • Plastic Filament • Plastic Coil

• Double Loop Wire Spools and cut to length

Marlon 350 Auto Crimper

• Bind 400 Books Per Hour • Watch video demonstration on the web: www.pvcspiralsupply.com

Model 300 I Roller Inserter • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters “PVC is one of my finest suppliers. Lonnie Bramon and Jerry Roberts are what I call stand-up-guys. They walk the walk that helps me to get new business. Foreign Made? Why, when I get quality, fast delivery and Marty Boone, President competitive pricing from an American manufacturer. PVC is simply the Boone Business Products best.”

Inventory & Distribution: Boise, ID • Tampa, FL • Chicago, IL Tel: 1-800-461-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com www.pvcspiralsupply.com

Dealer Communicator • February 2018 • 25 Click here to dealer inquiry form

DEALER NEWS Continued Hoppe is retiring. Linda has been a tremendous employee. Linda’s attention to detail and wealth of knowledge of the photo industry, has been invaluable. Her willingness to put in extra time and effort to help the customers demonstrated a commitment to excellence that we have come to depend upon.

serving the Northeast Region of the United States, Quebec, New Brunswick and Nova Scotia.

“Linda not only has years of outstanding service to the photo community,” said Rich Mast, VP of Sales and Marketing. “I want to publicly thank Linda for her service and dedication to serving our customers and helping grow our business.” www.pakor.com

Paterson Papers 100 Years Old

New Territory For Pasquariello Graphics

Pasquariello Graphics has announced that they are the new dealer for Brandjten & Kluge

They have also expanded their territory with MBO America which now includes all of New England, New York, northern New Jersey, Quebec, and New Brunswick. www.pasqgraphics.com

Paterson Papers is a wholesale bricks-and-mortar distribution company, occupying a large corner on Madison and 16th Avenues in Paterson, NJ, serving printers and corporations (large and small) within the tri-state area and along the eastern seaboard. The Paper Store division, one of the first of its kind in the area, was set up as a “convenience store” to service the immediate needs of printers.

26 • February 2018 • Dealer Communicator

DEALER NEWS After 100 years, Paterson Papers and their Paper Store division are still in the family. Owner, Michael Prell and his sisters have been driven by a responsibility to uphold the standard of excellence set forth over the years. Every day, an unrivaled team of devoted employees embody the customeroriented service philosophy that has been passed down to them. www.petersonpapers.com

A Dealer’s Helpful Advice To Other Dealers Peerless Imaging Products of Northfield Center, OH, asks us: Do we read reviews? The answer is of course, we all do! If a movie gets one star, or a thumbs down, you’re probably less likely

Continued On Next Page

William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry2018 form• 27 Dealer Communicator • February

So Tell Me . . .

WHAT’S A YUL?

28 • February 2018 • Dealer Communicator

Paper Cutters With A Small Footprint and features beyond what you would expect

• Performance * Fully programmable up to 100 programs x 100 steps * Micro Glide Backgauge • Smart Safety * Innovative hand-waving prior to operation * Safety main disconnect switch

• Available Sizes: * 17 1/8” - 19 1/8” - 22 1/8” * 26” will be available Feb 2018 AND A GIANT FEATURE Optional: Exclusive Wi-Fi Connectivity A Feature Like No Other

* Password protected 2020 Francis-Hughes, Laval, Quebec, Canada H7S 1N4 Toll Free: 800-363-2853 martin@yultechnologies.com www.yultechnologies.com Dealer Communicator • February 2018 Click here to dealer inquiry form

• 29

New Force Magnetics Can Help Printers, Sign Shops and Dealers DEALER Make More Money With This “NEW” NEWS Continued .015” Thin High Energy Printable Magnet to go see it. It’s no differ-

New Force Magnetics Introduces NEW .015”

Thin, High Energy Printable Magnetic Material

Benefits For Sign Shops, Printers, and Dealers • .015” thin as strong as .030” thick • .015” thin costs less than .030” thick • .015” thin weighs half of .030” thick • Thin Saves On Shipping Cost • Prints Flawlessly On Most Every Printer

Call For Free Samples 303-565-3760

NEW FORCE MAGNETICS Co. Ph: 303-565-3760 • Fax: 303-565-3762 sales@newforcemagnetics.com www.newforcemagnetics.com

ent for businesses. Consumers do their online research and actively look for reviews of companies. So, be proactive and give them what they want.

Ask your current clients for reviews, and use them on your web site, emails, social media, and printed marketing materials! www.imagesettingfilm.net

Reece Supply Extends Its Offering By Becoming An EFI Inkjet Distribution Partner Reece Supply Company, a leading distributor for screen printers and signage and display graphics companies in the South Western U.S. located in Fremont

30 • February 2018 • Dealer Communicator Click here to dealer inquiry form

DEALER NEWS CA, will become a distributor of EFI™ inkjet products. Reece’s offerings will include EFI Wide Format and EFI VUTEk® digital inkjet printers for 3D thermoformed graphics, along with a range of EFI LED inkjet printers.

“We have been extremely impressed with the quality and scope of inkjet solutions from EFI, and

we look forward to introducing these outstanding products to our customers,” said Reece Supply Company President Richard Reece. “This broad range of highquality wide-format and superwide-format printers will bring new value and enhanced profitability.” www.reecesupply.com

Continued On Next Page

Would You Like To Own Your Own Email List Of Dealers & Printers In Mexico?

The database contains 7,709 printers in 14 categories and 2,100 dealers and distributors that sell graphic arts and wide format equipment and supply products. All for approximately 12 cents per contact.

My name is Gil Carrillo, Global Access Marketing 40 Years Working The Latin American Market

We know that smaller U.S. manufacturers have an interest in selling products in Mexico, but have nobody on staff to speak, and/or translate messages in Spanish. “FOR THE FIRST EMAILBLAST YOU SEND TO THE LIST YOU PURCHASE, I WILL WRITE YOUR MESSAGE IN SPANISH. And, will provide you a translation to buyer response using terms appropriate to the Mexican market.”

To Order or For More Details Contact Fichera Publications U.S. Phone: 800-327-8999 • International Tel. +954-971-4360 • email: ofichera@aol.com Click here to dealer inquiry form Dealer Communicator • February 2018 • 31

DEALER NEWS Continued Des Plaines Office Equipment Assists In Fire Damage

When Vic Miceli, co-owner and Vice-President of Des Plaines Office Equipment learned of the plight of Chicago-based Alpha Baking, he knew that he wanted to help.

ment, have a location in Loves Park which is near where Alpha Baking plant is located. They offered the shared use of their warehouse and facilities so that Alpha would not need to re-route its deliveries while they repair their facility. www.dpoe.com DC

Alpha Baking Company, which has served Chicago and the Midwest since 1979, suffered a fire at its Love Park (Rockford), IL facility, which damaged There’s A New Force In Flexible Magnetic Materials the building and dePrintable Sheets, Rolls, and Strip NEW FORCE MAGNETICS stroyed the roof. Alpha Baking is a client of Des See Our Product Ad In This Issue Pages 4 & 5 Plaines Office Equipment.

Miceli and his brother Chip, the owners of Des Plaines Office Equip-

Looking For Electric Paper Cutters With A Small Footprint See Our Ad Pages 28 & 29

32 • February 2018 • Dealer Communicator

Dealers Wanted For Full Line Of Tabletop Die Cutters Who Can Sell Tabletop Die Cutters?

Dealers that now sell: • Wide Format Printers • Printing Presses • UV Coaters • Mailing Machines • Office Machines • Copiers • Finishing Machines

Who Are Prospects For A Tabletop Die Cutter?

Following Are Only A Few Categories • Commercial Printers • Specialty Printers—all types • Wide Format Printers • Sign Shops • Label Printers • Sample Shops • Manufacturing Facilities • Embossing Companies

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Made In America

Toll Free: 866-286-8046 phil@tippmannclicker.com www.tippmannclicker.com

Click Picture To View Video

Click here to dealer inquiry •form Dealer Communicator February 2018

• 33

News

4 Dealers

AIMED And BTA Merge

The Board of Directors of AIMED (Association of Independent Mailing Equipment Dealers) has announced an agreement to merge AIMED with the Business Technology Association (BTA) effective February 1, 2018.

AIMED will operate under the administrative umbrella of BTA.

The merger with BTA is an exciting step in the next chapter of AIMED’s service to the industry and the dealer channel. AIMED members will be able to take advantage of the extensive resources of BTA for conferences, education, discounts on products and services as well as the sharing of knowledge and ideas between dealers that makes the dealer channel so strong and valuable to the market.

If you have any questions, please contact AIMED Executive Director Rick Chambers at 816-9943328.

AIMED has long been known as the only organization dedicated Steve Lynn Joins Durst to the interests of dealers in the independent dealer mailing equip- North America ment market. Over its 40-year Durst North history, AIMED has provided America ancountless opportunities for its nounced this members to experience tremenweek that Steve dous growth in profit and busiLynn has joined ness value by working together as the company as a dealer channel.

Packaging Man34 • February 2018 • Dealer Communicator

News

4 Dealers

ager. Steve brings an abundance of industry experience, customer focus, and rigor to an already established high-level group of sales and marketing professionals at Durst.

“We continue to invest in the top talent in the industry. As our various market demands shift we must address the changing dynamics through our products, our processes, and our people. Steve is another example of the constant

evolution of our organization that will help us provide greater solutions to our customers,” said Tim Saur CEO and Managing Director of Durst North America.

Cutting-Edge Technologies Sought for 2018 InterTech Technology Awards Presented By PIA Printing Industries of America is currently seeking cutting-edge

Continued On Next Page

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

NEW FORCE MAGNETICS

See Our Product Ad In This Issue Pages 4 & 5

Looking For Electric Paper Cutters With A Small Footprint See Our Ad Pages 28 & 29

Dealer Communicator • February 2018 • 35

News

4Dealers

print and graphic arts technologies for the 2018 InterTechT Technology Awards program.

The annual competition hosted by PIA honors truly innovative technologies set to shape the future of print and graphic communications.

&

Birthday Anniversary Announcements

Click Here For One Minute Audio

Manufacturers and suppliers of equipment and software are en-

THICK

If The Books Are Take The Order And . . .

Choose TurboCOIL To Bind Them

Made In America

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

U.S. Ph: 800 461-9301 • Int’l Tele: 1+208-377-9301 Email: sales@pvcspiralsupply.com • www.pvcspiralsupply.com Click here to dealer inquiry form 36 • February 2018 • Dealer Communicator

News

4 Dealers

Continued

couraged to enter by June 1, 2018, with an entry discount available through March 31, 2018. Full details on entry requirements and fees can be found at www.printing.org/intertech.

Customer Service Professional Certification Program Printing Industries of America has launched a new Customer Service Professional Certification (CSP)

Thought of the Month

We are like teabags– we don’t know our own strength until we’re in hot water.

program to train and validate the expertise of customer service representatives in a production print environment. The CSP Certification program will provide vital skills in the areas of professionalism, communication, management of internal and external customers, and job production situations to deliver an outstanding customer service experience.

For more information about the Customer Service Professional Certification (CSP) program, visit www.printing.org/csp.

KBA North America Names Scott Brown As Regional Sheetfed Sales Manager For Its Southwest Territory Scott Brown, a respected and experienced printing press sales representative, has been tapped

by KBA North America to man-

Continued On Page 40

Dealer Communicator • February 2018 • 37

5 Product Lines Fro A Major Manufacturer of Bindin 1

T u rb oCOIL

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

For Hard TO Bind THICK BOOKS

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

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

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

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

Michael (Mike) White, President, Document Finishing Resources Inventory & Distribution: Boise, ID • Tampa, FL • Chicago, IL Tel: 1-800-461-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com www.pvcspiralsupply.com 38 • February 2018 • Dealer Communicator

om PVC Spiral Supply ng Coil and Related Equipment 2

SlanTIS

Patent Pending

Binding Sleeves An Add On That Helps Sell Binding Coil

3

4

5

TM

• 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

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

PVC, The Largest Manufacturer of Plastic Binding Coil In America Dealer Communicator Click here to dealer inquiry form

• February • 39 Coil In2018 21 Colors

News

4Dealers

age its customer sheetfed sales in the Southwest region, specifically Louisiana, Arkansas, Texas, Oklahoma, Kansas, Colorado, and New Mexico

Presstek Announces Definitive Agreement With Southern Lithoplate, Inc. Presstek LLC announced it has entered into a definitive agreement with Southern Lithoplate, Inc. (SLP) to sell certain assets

JUMP INTO

related to its CTP portfolio of wet offset thermal and violet plate products: Nytro, GemPlate, GemPlate HC, NuVio and HSUV. Presstek will continue its longstanding commitment to deliver on its core product portfolio which includes DI digital offset presses, Anthem Elite and Dimension Thermal CTP, JT-Inkjet CTP, Zahara waterless plates, associated consumables, and global service support for pre-press, press, and post- press equipment. DC

3D

With Both Feet

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

Email: lonnie@precision3Dfilament.com Phone: U.S. 800-461-9301 ... International 1+208-377-9301 Click here to dealer inquiry form

40 â&#x20AC;˘ February 2018 â&#x20AC;˘ Dealer Communicator

The

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

Fear Of Failure

by John Tschohl

“One of the greatest discoveries a man makes, one of his great suprises, is to find he can do what he was afraid he couldn’t do” – Henry Ford Are you afraid to fail? Is so, your fear of failure is likely to limit your chances of success. If you look at really successful people, you will often find significant failures in their backgrounds.

And Presentations By John Tschohl Bob Licari

NEW A Video Presentation By Brian Johnson See Page 3 Personally Speaking Column

The list is lengthy and includes college dropouts, such as Bill Gates and Steve Jobs. Why? There a a lot of reasons. Most stem form the fact that they are (1) willing to try new things, (2) not afraid to “rock the boat,” and (3) they are able to take a bad situation and turn it into a positive and learn from their mistakes.

Many people respond to a crisis by being overwhelmed by stress, which turns to fear. It is easy to be afraid whey you have a crisis situation in your business, but

Continued On Next Page

Dealer Communicator • February 2018 • 41 February 2018 • Improvement Center

continued

if you remain calm, the people around you will be too, and together a strong team will be able to turn anything around..

A good example of that was Franklin D. Roosevelt. When World War II was looming and he was dealing with an unbelievable amount of issues, he remained calm with world leaders and the outcome was just as he recommended. He stood steadfast in the face of anxiety, pressure from world leaders, and insecurities of political parties. He faced Fear.

“I have learned over the years that when one’s mind is made up, this diminishes fear; knowing what must be done does away with fear.” – Rosa Parks Accelerate your growth by: (1) Being innovative and (2) Don’t be afraid to fail. Even if your innovation does not work, you have little chance for success unless you try.

If it does fail, you can lean from your mistakes, take corrective action, and try again.

To have a bright future you have to try new things. You have to risk failure to achive great success.

You need to listen to your customers and implement a customer service strategy. And remember, employees are proud to work for an organization that is committed to excellence in service to people. DC John Tschohl is a professional speaker, trainer, and consultant.

He is the President and founder of Service Quality Institute (the global leader in customer service) with operations in over 40 countries. John is a self-made millionaire traveling and speaking more than 50 times each year. He is considered to be one of the foremost authorities on service strategy, success, empowerment and customer service in the world. John’s monthly strategic newsletter is available online at no charge. Visit his website at: www.customer-service.com.

February 2018Center • Dealer Communicator 42 • Improvement • February 2018

Trade Shows; Are they still relevant to today’s industries?

Of course, they are here’s why!

by Bob Licari, BrainSell Services Anyone who has been around for the last 20 years can tell you how much things have changed when it comes to industry trade shows.

This applies across the board no matter whose industry you choose, trade shows have seen their heyday, however the last few years have shown that attendance has been climbing in an upward trend.

Those who have been frequenting trade shows for years will talk about days past, recalling forgotten trade show memories of a day gone by. There was an overwhelming enthusiasm felt during trade shows of this period. Events were much more extravagant, crowds were larger. Manufacturers were experiencing a healthy business growth rate. This made them very willing to provide ag-

gressive participation in trade show events. Vendors and show attendees alike anticipated the next years events long before they took place.

One thing is for certain the need for trade shows is no less today than in any other time. New technology, concepts, solutions and product innovations are taking place every day. There is no better forum established to generate and promote a wealth of topic-based information like a trade show.

Where else would you find a gathering of like minded professionals and corporations of similar interests, all industry specific and all in one place! What values can be learned when everything that pertains to any given interest is there presented in front of

Continued On Next Page

Dealer Communicator • February 2018 • 43 February 2018 • Improvement Center

or as a manufacturer to get your Bob Licari Article products and services known to Continued the people who are looking for you for you to absorb at your own them. Be part of your local or napace. Most shows feature industry tional industry trade show, You’ll specific training classes and other be glad you did! Don’t forget to bring plenty of business cards pertinent educational outlets for and enjoy!! you to take in and learn from.

A well-organized and efficiently marketed trade show, such as; the Graphics of the Americas, today keeps driving international industry enthusiasm, acting as an educational force and networking event for the graphics industry.

Manufacturers and sales professionals look to “strut their stuff”, demonstrate the new advances in their products, getting their competitors to take notice, and their prospects to make purchases. Do it right, make sure to take advantage of industry publications that have proven themselves viable with long track records of success, such as the Trade Show Times and Dealer Communicator.

Quality publications such as those mentioned provide valuable tools for your dealership, distributor

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.

FOR SALE

Pressroom Chemical Company Over 50 Years Old Retirement Respond To: Dealer Communicator 1919 N State Road 7 Margate, Florida 33063 800-327-8999

44 • February Improvement 2018Center • Dealer • February Communicator 2018

So Tell Me . . . WHAT’S A YUL? Electric Paper Cutters With A Small Footprint and features beyond what you would expect • Performance * Fully programmable up to 100 programs x 100 steps * Micro Glide Backgauge • Smart Safety * Innovative hand-waving prior to operation * Safety main disconnect switch * Password protected • Available Sizes: * 17 1/8” - 19 1/8” - 22 1/8” * 26” will be available Feb 2018 • AND A GIANT FEATURE . . .

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��������������������������������� Dealer Communicator • February 2018

• 45

“These 2 Targeted Printing & Imaging Trade Publications offer vendors niche marketing advantages” To Reach The Channel Of Printing Dealers, and Wide Format and Sign Supply Distributors

To reach Printers at trade shows and support your dealers

Dealer Communicator Product Catalog

The Communications Link Between Dealers/Distributors and Their Suppliers

Dealer Communicator The Marketing Spearhead driving business up for Manufacturers for over 30 years.

TRADE SHOW TIMES IS HAND DISTRIBUTED AT THE ENTRANCES OF THREE MAJOR SHOWS…

Readership is awesome, guaranteeing a way to get product information to Owners, Managers, Sales People and CSRs who sell graphic arts-printing and wide format-sign supplies in the U.S., Canada, Puerto Rico and Mexico.

Advertiser Benefits • Ads are emailBLASTED to 10,000 Printers • eBLAST inquiries go straight to you • Reach people who don’t stop at your booth • Pull buyers out of the crowds • Annual Circulation at the major shows with pass-along is now over 45,000 • Exhibitors Logo Available on the front cover • Rates are extremely attractive for all size companies

Dealer Internet Marketing Campaigns start at $260 a month.

Why Advertise To Dealers?

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www.tradeshowtimes.com

www.dealercommunicator.com

To Drive In Sales Leads From Dealers and Printers Inquiry Form Is Added To Your Service

Fichera Publications

E-Mail: omike@dealercommunicator.com

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

1-800-327-8999

Int'l Phone:

+ 954-971-4360

46 • February 2018 • Dealer Communicator

Fax:

Click here to dealer inquiry form

1-954-971-4362