January 2017 Issue of Dealer Communicator

Dealer Communicator

January 2017

Manufacturer Sponsored NewsJournal

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Opportunities for Dealers: Selling and Servicing Binding and Finishing Needs Click Here For Article

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William B. Rudow Inc.

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Dealer Communicator • January 2017 • 1

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2 January 2017 Dealer Communicator To• connect with• us click here

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Dealer Communicator • January 2017 • 3

Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 5 .....Personally Speaking - by O. Mike Fichera & Gabe Hernandez, PAF 6 .....Advertisers Index 7 .....Product Focus: Opportunities for Dealers: Selling and Servicing ........ Binding and Finishing Needs 12 ...Countdown to 2017 Noteworthy News at the End of 2016 20 ...Dealer News 29 ...News 4 Dealers The Dealer Channel Improvement Center 41 ...What’s Hot For 2017 - by Bryan Sachs 43 ...Sales Corner - Your Best Bet For Success - by John Tschohl 45 ...The Dos and Don’ts Of Content Marketing - by John Foley 47 ...Can You Resist Change And Not Get Fired? - by Mary Redmond 49 ...Focus Your Dealership’s Marketing - by Bob Licari WIDE FORMAT / SIGN SUPPLY SECTION 51 ...Major Article: Starting 2017 Off Right With Large Format

by Tim Greene 4 • January 2017 • Dealer Communicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

WELCOME TO THE 444TH EDITION OF DEALER COMMUNICATOR

This Month I’m Sharing Half My Personally Speaking Page With Gabe Hernandez, Newly Appointed President At The Printing Association of Florida.

For dealers that are searching for ideas to add some excitement to their 2017 selling efforts and information to give their sales people and CSRs, don’t skip through this, THE JANUARY ISSUE, flip through the issue page-by-page.

The Product Focus this month starting on page 7 is all about Opportunities For Dealers Selling and Servicing Binding & Finishing Machines. Pay particular attention to the comments from the dealers who were willing to share their 2016-2017 thoughts. The Focus on 3D Printing

by Tim Greene, IDS, is technology ready to explode in every industry.

Some dealers have already jumped in to 3D with both feet.

A big thank you to Dealer Communicator for the opportunity to make a short, but informative pitch for the Print & Digital Show that kicks off this new year: Graphics of the Americas 2017.

IS GOA A SHOW FOR DEALERS? Consistently over the years, dealers have supported GOA in a number of ways. As exhibitors, they have the opportunity to meet a large number of buyers and new customers all in one location. They have accepted the fact that trade shows are a great venue for showing off Gabe Hernandez, equipment at their booth and at booths of their President, PAF manufacturer-partners.

For dealers that do not exhibit, the one giant-size benefit is that it’s an opportunity to bring your best customers to visit with best vendors in an atmosphere that makes selling and buying an exciting experience. I invite you to phone our office for more information: 800 331 0461. And don’t forget to come visit with me at GOA. I’ll be in the PAF Lounge.

Dealer Communicator • January 2017 • 5

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 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 .....................................29 MDI.................................................................9 Graphic Arts Show Company .......................13 New Force Magnetics Co................ 2&3,10,31 Graphics of the Americas .............................27 Precision 3D Filament .............................33,53 Independent Lease Review..........................48 PRINT 17......................................................13 Manufacturing Directions, Inc ........................9 PVC Spiral Supply....................... 28,31,34&35 Martin Yale Industries............................ 18&19 Willilam B. Rudow Inc...................................46 6 • January 2017 • Dealer Communicator

Opportunities for Dealers: Selling and Servicing Binding and Finishing Needs While there have been significant changes in the way we print images on paper many of the items printed need binding and finishing operations. Take a look at marketing materials, corporate brochures, product instructions, cards of all sorts, along with a host of other collateral and instructional materials that need cutting, folding, stitching, binding, punching and other finishing beyond collating and stapling.

SIMPLY SAID printing is not just putting ink and toner on paper. The opportunity is big for graphic art dealers in selling and servicing binding/finishing equipment.

Dealer Communicator (DC) reached out to some dealers and manufacturers to get their thoughts on the advantages of having finishing equipment in

their equipment portfolios. Their responses follow.

Guaranteed Service & Supplies, Inc. (http: //gssgraphics.com) first spoke with Roger Bungert, President, who told us that “A dealer’s job is to help printing customers print more and to print to please their customers.”

Bungert continued, “Although offset printing is basically the same as it has been, there have been dramatic changes to print in general in the past 5 to 10 years.

AND, as it relates to finishing, when the job is printed, it isn’t finished!

More than likely, printed paper needs the hands of a craftsman who knows how to turn it into something more creative like a booklet, a folded flyer, an envelope. The more times a printer touches that piece of paper like die-cutting it, or laminating

Dealer Communicator • January 2017 • 7

Product Focus continued

it, the more chances there are to cause errors.

As a dealer, I see our job is to teach printing customers new ways to create a finished product with greater accuracy, and ideas to help them win more customers.

And since work is also being done by digital, dealers have an obligation to help their customers in that direction as well.”

Guaranteed Service & Supplies was founded in 1987 as a service company to offer maintenance and service to customers in Wisconsin and other nearby states. The company’s underlying strength is in its technical sales and support staff who have an average of 25 years per person in the industry.

Adding to this Finishing Editorial is a comment from Lonnie Bramon, President, at PVC Spiral Supply (www.pvc spiralsupply.com), “Finishing is done in multiple ways, glue,

wire, stitching, stapling. When we began the company over 20 years ago, we recognized two things, the first of which was that coil binding was becoming a hot product and the second was that we would choose to sell exclusively through a dealer network. Not to sound boastful, but those two decisions were right for PVC and for our dealerpartners.

With the support of a strong network of dealers, PVC has grown to become the largest single coil manufacturer in the country. For the record, PVC’s most unique product is Turbo Coil, designed to bind thick books; another opportunity for our dealers to help their printing customers find new business.”

And if a statement has ever been true, Chris Mitrzyk, president of Manufacturing Directions (MDI) (http:// mdirollers.com), makes the one that tops the list. “I’m happy to have the opportunity to join in this editorial about finishing machines. Unfortunately neither

8 • January 2017 • Dealer Communicator

printers, nor dealers think about parts and service until a breakdown occurs. Speaking for my company, MDI, we understand what dealers need when customers call them for a folding machine part. They want a part backed by product knowledge, parts that have qualitylikeness of an OEM part, reliability and on time delivery.”

Also known as “The Roller Specialists” MDI was founded

over 20 years ago to manufacture quality rollers and folder parts. Their central location combined with a large inventory of parts gets these rollers and parts to dealercustomers quickly.

Think Post Press Think Of Yourself As A Service Provider In previous editorials Dealer Communicator/DC has

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

To connect with us click here Dealer Communicator • January 2017 • 9

Product Focus continued

told dealers to think beyond equipment and supplies and to think of themselves as service providers. HEAR ME!! The Box Salesman Is Gone. To succeed today, you must understand technology trends and help your customers develop improved work flows along with supporting them as they shift into digital printing.

The same message throughout this entire article pertains to every facet of printing including binding and finishing. As your printing customers move to digital based technologies and look to put in more lean manufacturing methods you will see that they often do not understand their opportunities in

the post press area. Smart dealers will become expert on this end of the production line and will be a valuable asset to their customers.

Also, there are other markets such as the office and In-plant facilities that do not know how you, a graphic arts dealer, can benefit them. Finishing equipment is a way to open the door to these markets. Fear not. Go for It!

More Comments Below From Dealers About Finishing.....

Late But Worthy of Sharing With You

LSS Digital Joins With Optimism . . .

Ralph Dumoit, Vice President/ Partner, LSS Digital Print/ Finishing Systems, Houston (www.lssdigital.com), finished 2016 with growth and fair profitability, in fact best year since 2008. Growing optimism has spurred Texas printers to increase budgets.

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As we all await a new direction for our country with policies that befit our dealership

10 • January 2017 • Dealer Communicator

Product Focus continued

and our industry, our view for 2017 is positive. So much so that we added new products to our portfolio to provide the equipment solutions that our clients tell us they’ll be looking for. And, we hired two young men-one for the Technical GroupSoutheast Texas and one for the Sales Group-North Texas to increase our services.

about 2016 and his thoughts for 2017. “Old timers like us have had to re-think our business. So, in 2016, we divided our company into three distinct business units. New Equipment – Used Equipment – Rigging Services.

With that said, we’re taking the advice of the youngsters and are increasing our marketing with direct mail and on-line sales. Is it working? It is.

I mentioned earlier about our rigging services which in the past year has grown about 30%. We On a cautionary note, to my own the equipment and we have fellow dealers, especially those service pros who know printing who sell on-line, be alert, and machinery from the printing plant active with regards to protecting to the bindery. We can dismantle, your businesses from cyber rig, and reinstall faster and more attacks. I believe that we will accurately than most movers. We see an increase in this nefarious even do this for other dealers. To activity this year. sum up—we offer more services, and look forward to a prosperous Hancock Printing Equipment Offers Services To Win Business 2017.” DC Gene Hancock, Hancock Printing Equipment, Inc., (www.hanc ockprintingequip.com), in his inimitable style had this to say

Dealer Communicator • January 2017 • 11

Countdown to 2017 Noteworthy News At The End Of 2016 Short Photo History For Subscribers Who Have Known Ralph Nappi, Past-President of NPES....

Ralph knew how to deliver a message

He could be serious

And, he could express joy

He appreciated industry publishers

Comment by OMike Fichera, Publisher, Dealer Communicator.

“Ralph Nappi’s remarks, when presenting the prestigious Gegenheimer Award were for me, like winning the Medal of Honor.”

continued on page 14

12 • January 2017 • Dealer Communicator

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End Of The Year News Worthy Items 2016 Best Workplace In The Americas Awards Announced Printers across the country consistently rank recruiting and retaining qualified employees as one of their key challenges.

Although the problem may seem daunting the answer is really very simple – maintain a successful workforce by providing them a superior work environment.

THIS NEWS IS IMPORTANT FOR EVERY DEALER THAT IS LOCATED NEAR THESE BEST WORKPLACE PRINTING COMPANIES WHY? As we’ve learned, customers don’t care what you say about your company, they DO want to know if you care about them, their success and their achievements.

With that said, read the criteria below to see how a select group of printers were chosen for the awards, then write to

congratulate and acknowledge their achievement.

Printing Industries of America has announced that thirtythree graphic communications companies were selected to receive 2016 Best Workplace in Americas awards. Of those recognized, eleven companies received the coveted designation “Best of the Best,” while twentytwo earned “Best Workplace” honors. The program was created to recognize graphic arts companies for their outstanding human relations efforts that contribute to a successful workplace. The honorees are selected by a distinguished panel of industry Human Resources experts.

The Best Workplace in the Americas awards acknowledge the print and graphic arts companies that provide outstanding workplaces for their employees. Companies that want

14 • January 2017 • Dealer Communicator

End Of The Year News Worthy Items to attract and retain the best talent know the importance of investing in a great workplace. In order to be recognized for this award, companies must excel in eight different categories: management practices, work environment, training and development, recognition and rewards, workplace health and safety, health and wellness, financial security, and work-life balance.

The handful of companies that are awarded the coveted “Best of the Best” designation are seen to provide an extraordinary environment for their employees and are rewarded with low turnover and high employee engagement.

The Best of the Best: Small Company Vox Printing, Oklahoma City, OK Syracuse Label & Printing, Liverpool, NY

The Best of the Best: Medium Company Suttle-Straus, Inc., Waunakee, WI Phototype Engraving Co., Cincinnati, OH

Disc Graphics, Inc., Hauppauge, NY Hopkins Printing, Columbus, OH Mosaic, Cheverly, MD Transcontinental Robbie Inc., Lenexa, KS

The Best of the Best: Large Company / Multi-Location Smyth Companies, LLC, St. Paul, MN American Packaging Corp., Rochester, NY Weldon Williams & Lick, Inc., Ft. Smith, AK

Best Workplace: Small Company Runbeck Election Services, Inc., Tempe, AZ SeaChange Print Innovations, Plymouth, MN Sundance Press, Tucson, AZ Digital Print Solutions, Richfield, OH Elk Grove Printing, Elk Grove Village, IL

Best Workplace: Medium Company Boutwell, Owens Co., Fitchburg, MA CRW Graphics, Pennsauken, NJ Midland Information Resources, Davenport, IA The John Roberts Company, Minneapolis, MN Communicorp, Inc., Columbus, GA Tailored Label Products, Menomonee Falls, WI Allen Press, Lawrence, KS continued on next page

Dealer Communicator • January 2017 • 15

End Of The Year News Worthy Items Best Workplace: Large Company SmartPractice, Phoenix, AZ Inland, La Crosse, WI Worzalla, Stevens Point, WI Hammer Packaging, Rochester, NY

Another Event At The Close Of 2016 Was The Successful Acquisition Of Lexmark By Apex Technology And PAG Asia Capital

Lexmark International, Inc. has announced the successful completion of the acquisition by a consortium of investors (Consortium) led by Apex Technology Co., Ltd. (Apex) and PAG Asia Capital (PAG).

Under the terms of the merger agreement, which was announced on April 19, 2016, Lexmark shareholders will receive $40.50 per share in cash. Legend Capital Management Co. Ltd. (Legend Capital) is also a member of the Consortium.

The completion of the transaction follows the receipt of all the necessary approvals, including approval by Lexmark shareholders, regulatory approvals in the U.S., including the Committee on Foreign Investment, China and certain other foreign jurisdictions, and other customary closing conditions.

The Consortium will maintain Lexmark’s corporate headquarters in Lexington, Kentucky. David Reeder, formerly Lexmark vice president and chief financial officer, has been named the company’s new president and chief executive officer, succeeding Paul Rooke.

“We are excited to have completed the transaction, which provides significant cash value to our shareholders, benefits our customers and provides new opportunities for our employees,” said Paul Rooke, Lexmark’s

16 • January 2017 • Dealer Communicator

End Of The Year News Worthy Items Continued former chairman and chief executive officer.

INX International Acquires Leading Brazil Printing Ink Manufacturer Creative Industria e Comercio Ltda.

INX International Ink Co. announced it has reached an agreement to purchase Creative Industria e Comercio Ltda., a leading printing ink manufacturer in Sao Paulo, Brazil. Founded 20 years ago in 1996, Creative has risen to become one of the top manufacturers of flexographic and gravure packaging inks in South America.

As a result of this deal, Rick Clendenning, President and CEO of INX International Ink Co.,

believes a combination of factors will strengthen INX’s position in Brazil and South America.

“Creative is a highly respected premier ink supplier and well known throughout South America. Finance Director, Guilherme Ribeiro and the management team have devoted a significant amount of time and effort to establish the business.

They built it by using their considerable market experience and technical know-how,” said Mr. Clendenning. “Going forward, binding their expertise with our global reach, product development and raw material sourcing capabilities will help us provide the best ink technologies and extend our packaging ink portfolio in South America.” DC

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

Click Here To Return Dealer To TableCommunicator of Contents

• January 2017 • 17

“As A Servicing Equipmen

Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds

Greg German, President Martin Yale Industries

AccuCreaser

High Speed, High Volume Air Feed Creasing System

EZ Creaser

Auto Feed Digital Media Creaser

Taking Print Making It A Finished Product

For Video About The 2051Automated Folder Click The Link https://www.youtube.com/ watch?v=OqyaZMess8g

Count FC 114 Number/ Creaser/ Perf System

PerfMaster Sprint Perf/Score System

folders, creasers, numbering, perforating, cutters,

& Two Companies • One Focus On Dealers

18 • January 2017 • Dealer Communicator

nt Dealer It All Boils Down To This: Do You Want To Sell Only One Segment Of The Market?

Or Would You Want To Expand Your Income AutoPro Touch Crash Numbering Machine Opportunities with Perf/Score

By Selling Two Lines Of Bindery Finishing Business Machines?”

Count iCrease

We Acquired Count Finishing Machines To Give Our Dealers Greater Sales Opportunities.

Digital Media Creaser

Martin Yale Mark Vll High Speed Folder

Folds up to 35,000/hour Wide range of paper types

business card slitters We Invite Inquiries From Quality-Minded Equipment Dealers Call For A Full Line Product Catalog

Ph: 800-225-5644 • Fax: 260-563-4575 • email: info@martinyale.com • www.martinyale.com Dealer Communicator January 2017 To connect with us click• here

• 19

DEALER NEWS Open House At Image Depot

In the last quarter of 2016, Mike Tiburzi and Tom Bassett thoroughly organized an Open House at Image Depot, in Fort Lauderdale that was a fun, lunch learning experience.

The event drew people from way beyond the dealership’s local business and filled their showrooms to the brim. There were more than 50 companies at the event that sent 1 to 5 people for the Image Depot learning experience.

Demonstrations were more than show & tell; they were hands-on, learn-and-do for those who stepped up to the plate (so-to-speak).

Image Depot’s Jeff Steinberg – Tim Saul and Al Espiritu of Oce’ –Image Depot’s Tom Bassett and Hector Lopez – from STS, Ed Michaels, – Kevin Glosser of #1 Network – Arlon’s Billi Graiff - Bob Pryor of GFP – Tom Testa from Mutoh and finally Mike Tiburzi and Zac Tiburzi of Image Depot

The Manufacturers who came to support the festivities included Arlon, Mutoh, GFP, Canon-Oce’, STS and #1 Network. They showed attendees solutions such as Oce’ WF Flatbed printers, Mutoh Roll to Roll WF printers, Xante Digital Envelope printers, Mutoh WF Dye-Sublimation printers, in the finishing area GFP Laminators and Mutoh Plotter cutters.

Dealer Communicator was at the event and took the opportunity to shoot (a photo) of the Image Depot Staff. Caption for the staff photo names left to right.

20 • January 2017 • Dealer Communicator

DEALER NEWS Continued on next page Bay Copy President Ray Belanger, Presents At Select Dealer Group Meeting In Seattle

Ray Belanger, President of Bay Copy (http://baycopy.com), and a resident of Norwell, MA was a presenter at the recent meeting of the Select Dealer Group held in Seattle, WA. Belanger, a founding member of this national trade organization, met with several dozen fellow office equipment/technology solutions providers from across the country to discuss a variety of issues specific to the industry and to share best practices with fellow dealers. The Select Dealer Group meets three times a year in different locations throughout the United States. This meeting was held at The Inn at the Washington

Athletic Club in Seattle, and included a robust two-day agenda.

Get To Know Andy.....

B.F. Plastics, a dealership in North Lawrence, OH, believes that having a strong family presence and instilled traditions is invaluable in the workplace.

Andy Fichter is third generation and the son of Jim Fichter, President of BF. Andy has been involved with the company and industry for essentially his entire life. Starting out running and playing in the very warehouse his father and grandfather built. Andy is now in charge of that same warehouse. He has offically been with BF since 1995 and handles the purchasing and inventory management. He also assists in shipping and receiving, custom

Dealer Communicator â&#x20AC;˘ January 2017 â&#x20AC;˘ 21

DEALER NEWS Continued on next page fabrication and customer service.

More info: bfplasticsinc.com

Get To Know Your Product!!!

than film and its developers.

5) CTP can improve imageto-edge repeatability over the conventional proces. More info: bob-weber.com

Supporting Their Community Bob Weber, a dealer in Cleveland, OH, wants to let those who wish to be a CTP representative know about the benefits of CTP. He states it has faster production cycles, lower printing costs and better registration. And the Advantages to CTP are: 1) Using CTP avoids losses in quality that occur during the film processing – such as scratching and variations in the exposure.

2) Plates are produced in less time than it takes using the conventional CTF process.

3) Plates are more consistent, and longer-wearing.

4) Plates and corresponding chemistries are lower cost

Although the holidays are over, Blue Technologies, an office equipment and IT provider, is passionate about supporting nonprofit OhioGuidestone’s annual holiday donation drive – and asks for your help, too.

To make your own donation to OhioGuidestone’s annual holiday gift drive, call (440) 260-8212.

More info: btohio.com

Print Management Is Very Profitable For Dealers

22 • January 2017 • Dealer Communicator

BMP Print Solutions, a print solutions dealer located in Greensboro, NC,

DEALER NEWS Continued says this about the value of Print Management Services.

“Print Management Programs are proactive in nature. Designed to identify problem areas, extend equipment life, providing management reports, increasing end-user productivity, ensuring optimal printer operation, and accurate budgeting. Print costs for the first time become fixed and easily budgetable.” More info: bmponline.com

family but for Al it really is like family. Al’s wife, Brandy and brother, Aaron also are members of the BPI Color team. More info: bpicolor.com

Now There’s Waze

Baton Rouge Duplicating Products, a dealer in Baton Rouge, LA, states that nowadays it’s rare to see someone not using a mobile phone. Our cell phones Al Strohbusch BPI Color have become such a huge part of Employee Spotlight our lives, and in many ways they Al Strohbusch have made our daily activities more convenient and less has been a stressful. Besides using the phone member of for communication every day, the BPI Color you can use the app Waze on your team since 1999. Al serves cell. If you haven’t used Waze, you are really missing out! Like as Facility Manager of their Google Maps or the iPhone maps Milwaukee location. BPI Color application, Waze gives users wants you to say hello to Al the directions from point A to point next time you’re in Milwaukee!

B. What Waze does that the other BPI Color feels they are a big Dealer Communicator • January 2017 • 23

DEALER NEWS Continued on next page apps do not is the real reason to use Waze. This app lets users comment and share information through the app to tell other users traffic updates, accidents, cops’ locations and more. The favorite thing about the Waze app is that it syncs with your phone’s calendar and tells you when to leave your current location to get to your next appointment on time. More info: brdp.com

Nikki Ashmore Is Now Marketing Coordinator Des Plaines Office Equipment, the Chicago area’s leading provider of workflow solutions including managed print services, managed network services, and related technology, has announced the appointment of Nikki Ashmore of Harwood Heights

to the position of Marketing Coordinator.

In this role, she will work with the growing firm on its marketing initiatives, including the company newsletter, collateral material, social media and a number of other ventures, including the company’s Lunch ‘N Learns, where businesses are invited to DPOE’s showroom to learn how new technology can increase efficiency in the workplace. More info: http://dpoe.com.

Budget Document Technology Is Now Partnered With Continental Business Systems Budget Document Technology, a dealer located in Lewiston, ME has announced that it is now

24 • January 2017 • Dealer Communicator

DEALER NEWS Continued partnered with Continental Business Systems, a Xerox dealer/agent based in Manchester, NH. As one company the Budget and Continental combined team will be 35 employees strong.

Oklahoma, including how you can volunteer, check out their website at www.regionalfoodbank .org. More info: bur-lane.com.

Office Gallery International Celebrates New Troia Ownership At Ribbon-cutting

“We are very pleased to partner with Jason and the Continental team in the New Hampshire marketplace. Our partnership with Continental furthers our service manpower throughout the state and lays the groundwork for immediate growth,” stated Budget Document Technology President, Thomas G. Ouellette. More info: dbtme.com Office Gallery International, a Norwood, MA-based leading Bur-Lane Employees Volunteer provider of office furniture for At The Regional Food Bank Of the business community since 1989, celebrated the recent new Oklahoma ownership by Pembroke residents Members of the Bur-Lane team Hilary and Michael Troia with and their families recently a ribbon-cutting celebration, spent the evening volunteering held earlier this month at the at the Regional Food Bank of showroom. More info at: http:// Oklahoma. For more information officegallery.net on the Regional Food Bank of Dealer Communicator • January 2017 • 25

DEALER NEWS Continued on page 28 editorial contributed by.....

Industry Analysts, Inc. The Place for Print & ECM News

By Dave Hogge, President RTD/ Sales Manager DCS – “It is with great excitement that I announce that RTD Office Products will merge with Digital Copy Systems (dcscopiers.com), to become Quincy’s largest copier company.”

RTD Office Products was started 38 years ago under the same family of owners, Duane and Dave Hogge. In 2002, Dave and his wife, Martha purchased RTD and have run it since. RTD handles Toshiba, Kyocera and Samsung.

DCS is owned by Tim Lance of Peoria and has 45 employees across the state. Dave Hogge

will continue to work with DCS as a Sales Manager and all RTD employees will be making the move to DCS.

An Open Letter To Our Friends And Trading Partners No matter what your political leanings are, it has become perfectly clear to me that the President-elect has said we are going to be “open” for business.

We at JJ Bender are going to take this “open” idea and run with it.

As of this date, December 8th, it’s clear we are going to have the biggest December sales month ever in our 36 years!

We are “open” to any idea you have.

Warmest regards, Jeffrey Bender JJ Bender Click On Ads For Display Ad 203-336-4034 ext. 15 There’s A New Force In Flexible Magnetic Materials Jeffreyb@jjbender.com Printable Sheets, Rolls, and Strip DC NEW FORCE MAGNETICS See Our Product Ad In This Issue Pages 2 & 3

26 • January 2017 • Dealer ClickCommunicator Here To Return To Table of Contents

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&

Birthday Anniversary Announcements

News

4Dealers

New Hire At PVC Spiral Supply

Click Here For One Minute Audio

PVC Spiral Supply, a major supplier of U.S. made plastic binding coil has appointed Rinnie Lippert as Receptionist and for Order Entry activities.

“In short order we’ve learned Continued On Page 30

THICK

If The Books Are Take The Order And . . .

Choose TurboCOIL To Bind Them

Made In America

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

Contact Us: U.S. Ph: 800 461-9301 • Int’l Tele: 1+208-377-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com • www.pvcspiralsupply.com

To connect with us click here 28 • January 2017 • Dealer Communicator

To connect with us click here

Dealer Communicator • January 2017 • 29

News

4Dealers

Continued

we could add to her title Miracle Worker,” stated Lisle Fullmer, Director of Sales.

About PVC, the company, has specialized in manufacturing plastic spiral coil and binding equipment since 1993. “After nearly two decades of experience, we have become the largest single coil manufacturer in the United States,” stated Lonnie Bramon, President.

The 2017 recipient will be honored at the 2017 Continuous Improvement Conference, April 2-5, in Pittsburgh, PA. Nominations are open to any individual working for a printing and graphic communications company in the U.S. or Canada.

The nomination deadline is February 10, 2017.

Matik Signs Distribution Agreement With Edale Nominations Open for the 2017 Flexographic Presses Managing for Improvement Award Printing Industries of America (PIA) is accepting nominations for the 2017 Managing for Improvement Award, which honors outstanding managers in the printing industry who have demonstrated the ability to create real and lasting improvement for their companies.

Matik, Inc. signed an exclusive agreement for the North American distribution of Edale’s narrow-to-mid web flexographic (flexo) presses for label, flexible

30 • January 2017 • Dealer Communicator

News

4Dealers

Continued on next page

packaging, and carton printing.

In addition to providing products and systems, Matik supports North American customers with installation, training, service, and parts. The FL range of modular flexo presses offers a high level of automation that delivers exceptional quality with outstanding consistency.

These sophisticated presses are customizable to specify press configurations for any company’s budget and precise production needs.

Sun Chemical’s Myron Petruch Named Executive Officer Of DIC Corporation

Myron Petruch, President of Sun Chemical’s Performance Pigments division, has been named an executive officer of DIC Corporation, Sun Chemical’s parent company based in Tokyo, Japan.

As an executive officer with DIC, Petruch has been

Click On Ads For Display Ad

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

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&

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Dealer Communicator • January 2017 • 31

News

4Dealers

Continued

given additional operational and strategic responsibilities within DIC’s Global Pigments organization. Petruch becomes only the second Western-based executive officer at DIC and will assume the additional role beginning on January 1, 2017.

CCL Industries Inc. To Acquire Innovia Group The Smithfield Group, the managing shareholder of Innovia Group has agreed to an offer from CCL Industries Inc. to acquire Innovia Group for CAN $1.13 billion.

The transaction follows a highly successful period for Innovia during which it has substantially enhanced the capabilities and performance of both its film and banknote businesses.

CCL is the world’s largest specialty label business with a

market value in excess of CAN $8 billion. It employs more than 20,000 people and operates from 156 production facilities across 35 countries on 6 continents.

CRON-ECRM Appoints Jim Boyden As Sales Manager CRON-ECRM LLC announces the addition of Jim Boyden as sales manager. Boyden, with more than 20 years’ experience in sales in the graphic arts industry, will be responsible for managing and coordinating sales and dealer channel activities for North America. Prior to joining CRON-ECRM, Boyden held sales management positions with Kodak, Agfa, and Southern Litho. He is a multiple year winner of the Presidents Club Top Sales Achievement award.

He is a lifelong Massachusetts resident and will based out of the headquarter office.

32 • January 2017 • Dealer Communicator

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Continued on next page

Roland DG Announces Two New Appointments

John Wong

Andrew Oransky

Roland DG Corporation recently added John Wong to its global senior executive team as President and CEO of Roland DG China. Wong reports to Eli Keersmaekers, President of Global Sales & Marketing

Thought of the Month Age is a very high price to pay for maturity.

HQ and North Asia Sales HQ of Roland DG. In his new role, Wong will be in charge of sales and marketing for China.

Also, Roland DGA recently announced that Andrew Oransky has assumed the role of president for the subsidiary which handles sales, marketing and distribution for the Americas. Oransky reports to David Goward, CEO of Roland DGA and Executive Vice President, Director of Roland DG.

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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

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Continued on next page

SpeedPro Imaging Continues Chicagoland Expansion SpeedPro Imaging continues its national expansion by inking another franchise deal in the greater Chicagoland area. Randy Davidson has been granted the new SpeedPro Imaging studio that will serve the northwestern suburbs of Chicago. This marks the sixth studio to enter the Chicagoland market, with company plans for 2 to 4 more in the next few years.

With over 20 years of experience, SpeedPro Imaging specializes in wide-format printing, including wall murals, event graphics, tradeshow displays, vehicle wraps, and window graphics.

In addition to providing such graphics to local and national businesses, the company also caters to sign shops and printers on a wholesale basis.

Agfa Graphics Adds Two New Wide-Format Account Managers Agfa Graphics added Kevin Lasier and Gary Tolley as new wide-format account managers.

Lasier will be the primary point of contact with key accounts in Illinois, Missouri, Kansas, and Nebraska; while Tolley will concentrate on the state of Florida. Both will represent the company’s line of inkjet systems and wide-format media.

“With the addition of Kevin and Gary to the team, we are confirming our commitment to service our customers with the most talented team in the industry,” said Mike Ciaramella, Vice President of Sales, Agfa Graphics.

36 • January 2017 • Dealer Communicator

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Continued on next page

Dscoop Announces New Chief including the Harlequin RIP, Executive Officer, Keith Wilmot acquired the entire issued share Marketing and innovation veteran Keith Wilmot has been selected as CEO of Dscoop, a global community of print service providers who use HP Graphics Solutions technology.

“I am thrilled to be joining this incredible team and community,” said Wilmot. “Our vision, Innovating Print, Together, is powerful and attainable. Our focus will be growing this strong base of printing professionals and building brand love and value across the ecosystem of HP brands, customers, partners and consumers.”

Global Graphics Acquires TTP Meteor Limited Global Graphics SE, developers of software for digital printing

capital of TTP Meteor Limited, specialists in printhead driver systems, from the TTP Group plc based near Cambridge, UK. Meteor enables industrial inkjet, graphic arts, and commercial printing applications through the provision of drive electronics and software.

Registration Opens For PRINT UV 2017 The 10th annual Print UV conference will take place at the Encore by Wynn Las Vegas Resort from March 29 to 31, 2017. According to organizers, sessions and events will focus on tips, tricks, and best practices for increasing profits and raising bottom lines when deploying or maintaining UV printing operations.

Dealer Communicator • January 2017 • 37

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4Dealers

Continued

Screen Americas Appoints Falcone To Head Up Its Label And Packaging Efforts With the upper Midwest emerging as a hub for US label printing and converting companies looking to capture increasing chunks of business within the burgeoning packaging and label market, Screen Americas has turned to one of its veteran inkjet experts to help direct the company’s market growth in that segment.

“We are excited to announce, Joseph Falcone, Screen Regional Sales Manager, will be leading Screen’s efforts to expand our success among label printing and production operations looking to attract business that our inkjet technology is uniquely qualified to generate,” said Ken Ingram, Vice President Sales and

Marketing at Screen Americas.

“We see the upper Midwest as a key geography for this production trend.”

Quad/Graphics Unveils Plans For New East Coast Digital Print Supercenter

Quad/Graphics announced that it will transform its Westampton, New Jersey, direct marketing production plant into a Digital Print Supercenter that will establish a new standard for personalized, high-response direct marketing solutions. The expansion adds new technology that will enhance both the efficiency and effectiveness of direct marketers’ efforts to reach individual consumers with superior-quality, hyperpersonalized direct mail pieces on a mass scale.

38 • January 2017 • Dealer Communicator

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4Dealers

Continued on next page of America’s Ben Goss Strengthens Senior Franklin Honor Management TeamWith Hiring Society. Nofi Of Two Senior Executives Goss International has announced the addition of two senior executives to its management team, as it continues its restructuring and renewal efforts.

Stanley Blakney has been hired as chief operating officer and Durham, New Hampshire, site leader; and Sven Doerge has been hired as chief financial officer.

Blakney has served in his role since August and Doerge joined Goss in June.

Susan Nofi of Heidelberg USA Inducted Into PIA’s Ben Franklin Honor Society Heidelberg USA is pleased to announce the induction of Susan Nofi, Senior Vice President, Human Resources and General Counsel, into Printing Industries

was inducted along with six other industry professionals on November 18th 2016 at its award ceremony in Kansas City, MO. The Ben Franklin Honor Society of Printing Industries of America recognizes and honors industry leaders who have made lasting contributions to advancing the printing and graphic communications industries.

We Want Your Feedback

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

Dealer Communicator • January 2017 • 39

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Continued many local, regional, and national Pitney Bowes Names Stanley clients. The transaction increases J. Sutula III Executive Vice Angstrom Graphics’ capabilities President And Chief to include list management and Financial Officer enhances current direct mail Pitney Bowes announced that Stanley J. Sutula III has been named Executive Vice President and CFO, effective February 1, 2017. Sutula will lead the company’s global financial team and investor relations and will report to Marc B. Lautenbach, president and CEO. Sutula will be based in Stamford, Connecticut.

Sutula succeeds Michael Monahan, who will continue with Pitney Bowes as COO.

Angstrom Graphics Acquired The Assets Of New Channel Direct Angstrom Graphics acquired the assets of New Channel Direct.

New Channel Direct has provided mail solutions since 1952 for

services. The new entity will be New Channel Direct a division of Angstrom Graphics, along with Angstrom Graphics Creative Services and Angstrom Graphics Midwest.

Trotec Laser, Inc., Is Making A Big Move To accommodate business growth, they are re-locating their U.S. headquarters to its current space -- allowing them to house more inventory, increase their work force, and expand its applications lab for product demos, materials testing and training events. Their new address will be 44747 Helm Ct., Plymouth, MI 48170. DC

40 • January 2017 • Dealer ClickCommunicator Here To Return To Table of Contents

The

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

And Presentations By Bryan Sachs John Tschohl John Foley Mary Redmond Bob Licari

What’s Hot For 2017?

Continuation From 2017 Directory of Manufacturers

Consider these suggestions: Electronic Marketing.

Email blasts are a simple and inexpensive way of reaching out to your database. Most, if not all of you are already doing this. We’ve enjoyed success with our email blasts and have subscribed to the theory that, in a variety of ways, less is more.

Email blasts, as well as all marketing, should be done under the assumption that every prospect has attention deficit disorder. Keep it short, direct and to the point or you’ll lose them.

Be sure you include track-able product links in your emails. Who cares how many people click on the email itself? The real prospects are the ones who take it a step further and click on a link.

We never blast more than once or twice a month. Too often and you desensitize people if not irritate them to the point where they ignore your email blasts or worse, unsubscribe altogether. We’ve all unsubscribed from companies that over email.

Don’t kid yourself into thinking your

Dealer Communicator • January 2017 • 41 January 2017 • Improvement Center

What’s Hot For 2017? continued

database won’t do the same to you.

Don’t become an email pest! It’s about quality, not quantity.

Relevant Equipment.

Certain products and manufacturers can go “stale” on you. Identify them and redirect your efforts. Strengthen your ties with the manufacturers that truly bring “new, improved and relevant” to your product offering.

Do you attend the Drupa Trade Show in Germany? If not, commit to going to the next one. There is absolutely no better venue for seeing the future of our business. You owe it to yourself, your company and your customers to be pro-active in bringing them the ideas and products that will shape our collective futures in print.

Odds and Ends.

Have an Open House every other year but quit calling it an Open House. Create a theme of some sort.

We hosted an event in October and invited people to attend and join us in our “2016 Print Revolution” where they’ll see what’s revolutionizing our industry. Attendance? Well over 100 people stopped by!

Your office…is it exactly as it was 10 years ago? Change it. Rearrange it. New paint. New pictures. You can become so used to the way something looks that you don’t realize how tired and outdated it might look.

We’re in a vibrant, colorful industry.

Everything in your office should reflect that.

In closing, Charles Darwin once said, “it is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.” I could easily write another five pages filled with changes and adaptions we’ve made, all of which were critical to our recent success.

There’s no time or space for that though. So, ask yourselves, are you truly doing or offering anything different than you were a year ago or two years ago? If not, you’re doing yourself, your company and your customers a disservice. Change is the only constant in our business.

Reinvent yourself on a regular basis and you stand to prosper. That’s what’s hot in 2017! DC

42 •ToCommunicator January 2017 42 •• Improvement January 2017ToCenter •Return Dealer Click Here Table of Contents

Bryan Sachs, Partner, Precision Graphics bsachs@precisionwi.com

SALES CORNER

Your Best Bet for Success.... Hire the Right People

by John Tschohl

All of your locations are up and running. You’ve done all you could do to advertise and get a jump on your competition. So now, the only thing you have left to do is the hiring. Plus you must retain good employees.

Success includes retaining good employees. Turnover creates inefficiencies that cost companies major dollars every year, so it’s important to pay employees for the efficiencies they create and by staying with the company.

Success is hiring and retaining good employees and …training them.

How to find employees Interviews are awkward because you’re having an intimate conversation with someone you just met, and the candidate is in a

very vulnerable position. Hiring decisions are too important to be left in the hands of a manager who may or may not have a stake in the employee’s success a year later. That’s why at Google they set up the process so that the hiring decision is made by committee. If you want to hire someone, the decision needs approval from a hiring committee, whose decisions are based on data, not relationships or opinion.

A great guide to hiring is the book by Alan Eagle entitled How Google Works. At Google they grade interview candidates on a scale of 1 to 4. The average score falls round a 3 which means the applicant is okay but they would like to have another opinion that would possibly rate them higher.

On the product management team the score of 4.0 means the applicant is perfect for the role and should be hired. They believe every interview must lead to a decision, and that decision is personal.

At Google they break down candidate evaluations into four

Dealer January Communicator 2017 • Improvement • January Center 2017 • 43

SALES CORNER continued

different categories:

Leadership: They want to know how someone has flexed different muscles in various situations in order to mobilize a team.

Role-Related Knowledge: They look for people who have a variety of strengths and passions, not just isolate skill sets.

General cognitive ability: They’re less concerned about grades and transcripts and more interested in how a candidate thinks.

Googleyness: They want to get a feel for what makes a candidate unique.

Hire for attitude and train for skills The Hay Group is a leading management research firm that specializes in tracking employee attitudes. It has found that employees do not value money

as the most important aspect.

Edmund A. Pinelli, the vice president of research for the Hay Group, has said that “Money is important but not an end-all as long as they understand why they get paid and what they get paid.”

Employees are proud to work for an organization that is committed to excellence in service to people.

Performance improves. Turnover drops.

“Employees find satisfaction in performing to the best of their ability because they realize that they are building their own future!” --John Tschohl John Tschohl is an international service strategist and speaker.

He is founder and president of the Service Quality Institute in Minneapolis, Minnesota. He has written several books on customer service. The Service Quality Institute (www.customer-service.com) has developed more than 26 customer service training programs that have been distributed and presented throughout the world. John’s monthly strategic newsletter is available online at no charge.

44 • Improvement • Communicator January 2017 January 2017ToCenter •Return Dealer Click Here To Table of Contents

The Dos and Don’ts of Content Marketing John Foley, Jr.

We all know by now that spending time and energy on content marketing is a good idea, but, sometimes we lose our way and become less effective. Here are seven basic “dos and don’ts” for content marketing.

DO: Keep Things Interesting The obvious key part of content marketing is the content itself.

When posting, create thoughtprovoking content for your audience.

Find Your Target Audience In order to create all that exciting content that will capture your audience, you must understand who you are trying to target. Once you define your audience you can tailor and create your content to fit their desires.

Be Original Mindlessly following others within the industry and copying ideas is a bad habit. While it’s recommended to keep an eye on what the competition is up to, it’s more important to stand out.

Keep it Short and Sweet What do most people dread when looking to an article for tips or advice? Lengthy paragraphs and too many words. Use images, bullets, and a quick sentences to get your point across.

DON’T: Push Your Product It’s important to post thoughtprovoking content that can lead your audience back to your business. However, you should avoid simply posting all about your product.

Copy Your Competition Like mentioned before, being original is important. If you are always copying others, how do you expect to get ahead?

Dealer January Communicator 2017 • Improvement • January Center 2017 • 45

Focus on Yourself Make your content about the industry and topics in the industry.

Always focusing on yourself will not help your audience learn anything nor attract them to keep looking for your posts.

So, the next time you evaluate your content marketing strategy, go back to the basics. Keep in mind these simple “dos and don’ts,” and try to really reach your audience. DC

About John Foley, Jr. John Foley, Jr. is the CEO of interlinkONE. John and his team provide an award winning distributed marketing software for dealers, ilinkONEpro.

Among other things, their software solution allows for the creation and execution of personalized marketing campaigns, including direct mail, email blasts, and personalized URLs (pURLs). Learn more about John at JohnFoleyJr.com and interlinkONE at interlinkONE.com.

William B. Rudow Inc.

www.suckers.com info@rudow.com

To connect with us click here 46 • January Improvement • Return Dealer•ToCommunicator January Click 2017 Here ToCenter Table of 2017 Contents

Dealer Communicator’s Seminars In Print

LEASING Can You Resist Change and Not Get Fired?

by Mary Redmond

National, State or Local political outcomes may not be what you had hoped for. Or you’ve received your invitation to the inauguration ceremony, swearing in or oath taking and are tickled pink about it.

What some referred for the past 4-8 years as the New Normal will be a fond memory. They’ll be those who reminisce about the “The Good Old Days” while others say, “Thank goodness those crazy times are over. Let’s repair what’s broken or die trying.”

Perhaps you chose to ignore the political battleground. I guarantee that there will be change for everyone in 2017 even if you didn’t vote.

Change is inescapable. John F. Kennedy, the 35th President of

the United States said, “Change is the law of life. And those who look only to the past or present are certain to miss the future.”

I don’t want to miss the future and I choose to embrace the present. The past is over. All that we can change about the past is how we remember it. Stories about past adventures, mistakes and successes grow richer in every retelling. However, I usually cast myself in a bigger starring role with each recitation.

Maybe your 2017 change will come as a corporate restructure, right-sizing, retrenching or layoff.

Your political views will not have anything to do with your 2017 changes.

Maybe the change will be in your health, home life, marital status or in the life of someone you cherish, perhaps they are a dear friend, a family member or in one of your work colleagues.

The bottom line for everyone is that “Change is Ahead.” How we adapt, accept and manage change is the key to a prosperous and serene life.

Dealer January Communicator 2017 • Improvement • January Center 2017 • 47

When facing change, whether it’s wanted or mandatory, I remind myself of how I managed recent life adjustments. Change brings fear of the unknown. There’s five poor ways to face fear.

Ask yourself how are you going to prosper, despite forced changes in 2017.

Use the HOW PROCESS. The process is simple. Embrace the HOW when it comes to change, be: Honest, Open and Willing.

Honest with yourself and others.

Open to new ideas, methods, ways of thinking and new action.

Willing to do the work necessary to implement changes to the best of your ability. DC

Fight: Refusal to accept a new plan. Active resistance.

Flight: Run away. Maybe that comes as a job resignation.

Fold: Give in. Stumble forward. Head down . Keep out of the firing line. Passiveaggressive.

Contact Mary to speak at your next Fake-It. Lie meeting, conference, trade show or about acceptance. special event. Mary@FearLess Continue to Negotiator.com, 913-422-7775. perform as if nothing had happened.

Freeze. You take Dealers and Manufacturers no action towards Keep Control Of The Sale When Leasing Is Involved or away from You have the sales talent to close deals, change. You’re but... are you good at Lease Negotiating? hoping for a if not, Let Me Be Your Advisor reprieve.

Learn from negotiation expert Mary A. Redmond. She has nearly 30 years in 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 Improvement January 48 • January • Return Dealer•ToCommunicator Click 2017 Here ToCenter Table of 2017 Contents

Focus your Dealership’s Marketing to be consistent and relevant to gain new business in 2017

by Bob Licari, BrainSell Services

Here we are again; January 1st has passed and a new year has arrived.

The New Year brings us a chance to start fresh routines, breaking the habits that were developed as we made it through the last year’s struggles. This new beginning, each January 1st, allows us to set the pace for changes and improvements to habits that did not serve us best in the prior year. The first step is to identify what you did right and what you could have done better or differently during the last year.

Then, once determined, you can put your game plan for 2017 in action to expand on the good and do away with the bad habits or practices.

In this same way you must review the marketing strategies you established last year for your Dealership. This exercise will allow you to improve your marketing, gaining greater response and increased revenue for the Dealership and your sales force.

Everyone has always heard “Repetition is the key to marketing success”, and for good reason, because it is true! Don’t expect the world to stop and take notice just because you sent a one-time direct mailing out or ran an ad in a magazine or publication that you HOPED someone who may need your services reads. Be sure you are targeting your efforts properly to reach the people who are good prospects for your business. Once you have identified who your clients and prospects are, your marketing materials must present a solution that you can offer to the needs they have in a clear and effective way.

A proper “call to action” must be presented, and a simple, fast way for the prospective client to contact you should be provided.

Statistics prove that even with the best designed campaign, if it is one of those “one-hit” campaigns,

Dealer January Communicator 2017 • Improvement • January Center 2017 • 49

Bob Licari Article Continued expect it to bring minimal success.

The greatest success is achieved when a campaign is structured for prospects to receive a minimum of 3 -6 contacts. Follow-up mail and marketing over a period of time will develop your Dealerships “Branding” among the people who may at some point need you.

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.

In order to generate the sales of your products or services, design versions of your marketing material to be more focused on your prospects’ needs. Efficient marketing is not a “One Size Fits All” approach. Versioning your materials and offers to each industry segment that your products or services appeal to will provide the new sales and revenue your Dealerships and Salesforce needs to thrive. DC

January • Return Dealer 50 • Improvement •ToCommunicator January Click 2017 Here ToCenter Table of 2017 Contents

WIDE

FORMAT

SIGN SUPPLIES

Starting 2017 Off Right With Large Format

by Tim Greene

The large format digital printing market has been fairly stable over the past couple of years, with North American printer shipments growing nearly 5% in both 2015 and 2016. Of course not all printer shipments are the same; there has been steady growth on the CAD/technical side, with key vendors like Hewlett-Packard, Canon, KIP, and Ricoh leading the way. Dealers in the office equipment business are probably feeling a growing pressure to take on large format CAD/technical printers as some of the leaders in that segment seek new customers for some of their innovative large format color and multifunctional (printer-copier-scanner) products.

Some of the products launched

in the CAD/technical market by these companies, such as HP’s PageWide XL single-pass inkjet printers and KIP’s 800-series color toner-based printers have been game-changers, driving growth and a continuous revenue stream for the companies that sell them. In total, the CAD/technical large format inkjet segment has grown by more than 7,500 shipments from 2014 to 2016.

If you haven’t looked at this segment, or if it has been a while since you thought about working with these CAD/technical printers and supplies IDC encourages you to take another look because things in this segment are changing.

Continued On Next Page

Dealer Communicator • January 2017 • 51

WIDE FORMAT SECTION

North America Large Format

CAD/Technical and Graphics Printer Shipments

In the graphics side of the market the shipments of new large format printers actually declined in 2016, but there was substantial growth in the shipments of some of the printers based on newer inkjet ink formulations; dye-sub inkjet printer and eco-solvent inkjet printer shipments were up by more than 20-percent while Latex inkjet printers were up by more than 25-percent.

The market demand for these products and the advantages they bring to the production of large format graphics continues to spur growth based on ever-improving image quality, faster production speeds, and lower production

costs. However, from the dealer perspective, there has also been a high level of channel marketing activity that helped drive a lot of that growth. Furthermore, some of the top vendors in the large format graphics market are seeking dealers for some of their newer and more innovative products. Examples include small format UV printers, Tshirt printers and textile printing systems. These devices may not be counted up within the scope of “large format” printers, but each of these present new opportunities for dealers seeking new revenue streams.

52 •• January January 2017 2017 •• Dealer Dealer Communicator Communicator 52

WIDE FORMAT SECTION

Dealers that want to grow their business should look into how new large format printing technologies can contribute and drives their growth initiatives.

The beginning of the year is a great time to evaluate the opportunities to sell large format printers and supplies within your existing installed base or to reach out with new solutions that are changing the landscape. 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

We Help Dealers Get Into 3D

Lonnie Bramon President

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

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for people who demand quality above everything else Ph: 800-461-9301 • Fax: 208-377-3759 Email: lonnie@precision3dfilament.com www.precision3dfilament.com

To connect with us click here of Contents To TableCommunicator Click Here To Return Dealer

• January 2017 • 53

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