January 2018 Edition of Dealer Communicator by Fichera Publications

January 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

Ideas And Opportunities For Dealers Selling Bindery & Finishing Equipment

Platinum Sponsors New Force Magnetics

Issue Sponsors

Manufacturing Directions, Inc.

William B. Rudow Inc.

Continued onDealer page Communicator 11

â&#x20AC;˘ January 2018 â&#x20AC;˘ 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”

It will enlarge the FlipBook to FULL SCREEN for a truly enjoyable reading experience

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2 • January 2018 • Dealer Communicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

WELCOME TO THE 451st 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 SIXTH OF A SERIES OF LEARNING SESSIONS BY BRIAN JOHNSON OF OPTIMIZE

Title: The 10 Principles of Optimal Living

VIDEO

Dealer Communicator • January 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 • January 2018 • Dealer Communicator

Magnetic Strip with or without adhesive

Jack Nellessen, President Visit Us At

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.

Booth 530

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 â&#x20AC;˘ January by the new message.2018

â&#x20AC;˘ 5

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: Large Format And The Year Ahead ........ - by Tim Greene 23 ...Dealer News 36 ...News 4 Dealers The Dealer Channel Improvement Center 48 ...Giving It Your Best Shot - by John Tschohl 51 ...When Sales Are Slow And Times Get Lean, Should You Be Cutting ........ Back On Marketing? - by Bob Licari

6 • January 2018 • Dealer Communicator

��

�� Click here to dealer inquiry form

“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 Offer 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 • January 2018 Click • 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 Brad Tippmann, needed to die-cut paper, film plastic, board and companies President, that sell boxes to the packaging industry.

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.

Dealer Communicator â&#x20AC;˘ January 2018 â&#x20AC;˘ 9 Click here 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

Graphics of the Americas 2018 .................7,49 PVC Spiral Supply.................. 13,25,38,40&41 Manufacturing Directions, Inc .................16,23 William B. Rudow, Inc.........................27,32,43 MDI..........................................................16,23 New Force Magnetics Co........... 4&5,24,30,37

Tippmann Industrial Products.....9,15,24,33,45 YUL Technologies............8,11,28&29,37,45,53

Precision 3D Filament .............................21,44 10 • January 2018 • Dealer Communicator

Ideas And Opportunities For Dealers Selling Bindery & Finishing Equipment finishing needs current with the While the method of putting an best in solutions, and to open the image on paper is evolving from door to different markets. traditional to digital technologies, for some printed products, the bind- Guillotine Paper Cutters ing and finishing methods remain For New Markets mostly traditional with regard to YUL Technologies (www.yul function. Yes there are some digital technologies.com) specializes in solutions for coating and die cutting, but cutting, folding, inserting, paper cutters for the digital marcollating and other finishing opera- ket which includes offices, inplants, copy shops and anywhere tions remain functionally familiar. with digital printers. That said, there are changes in the Continued On Next Page controllers, materials and application of Hello bindery equipment that My Name Is Martin Charbonneau require dealers to keep President Of YUL Technologies up to date on any changAfter Three Years Of Selling Direct, ing post press technoloI Am Convinced That Selling Through Dealers Is The Wisest Move I Can Make. gies and to develop best Therefore, We Invite A Few Quality-Minded Dealers To Our and/or new sources for Booth 2115 At Graphics of the Americas – GOA 2018 – equipment, parts and The Trade Show In Fort Lauderdale February 22 to 24, 2018. supplies. See The Fabulous Features Of The YUL Small Footprint This month Dealer Communicator (DC) is exploring some of the options available to dealers to keep their customer’s bindery and

Electric Cutter For Yourself.

Click here to dealer inquiry2018 form• 11 Dealer Communicator • January

Product Focus continued

Martin Charbonneau, President of YUL, told DC, “Our market is the digital market. Where there is a small copier, there is a small cutter. Copier (digital printer) manufacturers are now offering many operations (thru option kits or attachments) in line, like folding, stitching/stapling etc…. but not cutting. I believe a small electric paper cutter will always be needed.” Made in Canada the YUL cutters come in a range of sizes line (17/ 19/22/26.5”) to serve the smaller (size) printing market. The ability to cut down large sheets of paper or board before printing or finished products, after imaging, is more economical and provides flexibility in the sizes, paper selection (weight/finish/thickness) than buying cut sheets or expensive pre-scored/perforated materials. Four reams of 24# bond costs far more than a ream 17x22 inches that you can cut 4 out to letter size or any number out or size.

And, compare the cost of pre-cut/ perforated postcards or business cards and the savings are large both in materials and the labor to separate finished pieces. What makes the YUL cutters attractive to the digital/copier market is a relatively affordable cost, a safe machine to operate and flexibility in placement in the copy center. The YUL cutter safety features include password protection, two-handed releases and a means of detecting hands near the blade. The cut pieces are pushed out an adjustable amount to facilitate safely taking the finished pieces away. A programmable control panel is connected through WIFI to the cloud and has capacity for 100 programs with 100 steps and the means of capturing production information. In reviewing the specs of the YUL cutters DC realized that these cutters are as full-featured as those used in larger printing plants with one important difference, which is the ability to easily move the cutter to a machine location. It has a lower cost as well. Graphic arts dealers looking for new markets

12 • January 2018 • Dealer Communicator

can open the door to office copy centers or other smaller, low production operations with this line of cutters. From sales of these cutters additional business can be developed.

over 20 years ago two things: the first, that coil binding was becoming a hot product and the second, that they chose to sell exclusively through a strong dealer network.

Today, PVC Spiral Supply dealers know of the quality and inAnother Dealer Profit Source novativeness making PVC the At Copy Centers largest single coil manufacturer Coil binding fits the binding and maker of a line of wire bindrequirements of many digital ing equipment. Their unique Turbo printers/copiers operations. Many Coil products are designed to hanusers of these machines have lim- dle thick books. ited access to folders or saddle binding equipment but need a way Over the years PVC has expandto bind the printed sheets into pre- ed their product lines to include equipment and supplies for comb sentation handouts, books, calenand wire-o double wire binding. dars or other bound deliverables. Additionally, they can supply PVC Spiral Supply (www. pvcspiralsupply.com) identified Continued On Next Page

This Is . . .TurboCOIL Made for printers that bind THICK BOOKS

Made In America

Ph: 800 461-9301 Fax: 208-377-3759 sales@pvcspiralsupply.com

Click hereDealer to dealer inquiry form Communicator â&#x20AC;˘ January 2018 â&#x20AC;˘ 13

Product Focus continued

clear plastic covers and laminating pouches especially needed by the digital printer/copier market. Check out the new model EZFlex 100 “the crown jewel of coil inserters” to see how PVC is responding to the needs of the market and its dealers. From Paintball Guns To Die Cutters In 1986 Dennis Tippmann, Sr. got his start in the pneumatics industry by manufacturing air powered paintball markers (guns). As Dennis Tippmann’s knowledge of pneumatics grew, he decided to branch off into other areas which could utilize pneumatic power. In 1991 Tippmann Industrial Products was formed to manufacture high performance leather die cutting equipment. After putting thousands of the machines on the market, it did not take long for Tippmann to realize that the affordable and useful design of its equipment could be applied to countless applications in and out-

side of leather crafting. One of these applications is a line of table top steel rule die cutters for the printing and packaging industries. Tippmann pneumatic die cutting machines can be a good addition to a dealer’s product line, especially for the digital printer/copier market needing a means of producing short run die cut printed products. In addition to the clicker air driven, non-electric machines, Tippmann has a full line of die cutters, accessories and the means of designing and making custom dies, which is a source of continuous revenue. New to the graphic arts market, Tippmann is looking for dealers to handle its line of die cutters, accessories and steel rule dies. DC suggests that you check out their website (www.tippmannclicker. com) and/or contact Brad Tippmann, President (brad@tippmannindustrial.com) or Phil Eisaman (phil@tippmann clicker.com) for more info. Keep Your Customer’s Folders Productive Folding machines are an essential tool in a bindery toolbox

14 • January 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

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 hereDealer to dealer inquiry form Communicator • January 2018

• 15

Manufacturing Directions (MDI) (http://mdirollers.com) was founded in the 1980’s to manufacture quality roller and folder parts for Baum folders. Not long afterwards the company began manufacturing rollers and related parts for all brands and models of folding machines. Their central location combined with a large inventory of parts can get rollers and parts to dealer customers nationwide quickly.

DC asked MDI President, Chris Mitrzyk, about the growth of the roller market. He responded saying, “The growth of the market is relatively flat but steady. While it is not increasing it is not bottoming out. One reason is that the life of folder rollers used to be 10 years and now they last 3 years or less.” Mitrzyk explained, “White papers going through toner machines turn papers yellow; likewise with recy-

...

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 16 • January 2018 • Dealer Communicator

cled papers that have grown in use over the years. As a result paper manufacturers are adding amounts of whiteners and calcium to their substrates to whiten the papers. These additives are abrasive and have reduced the life of folder rollers. This is also seen in shortened lives of cutter blades or any other rollers or cylinders that the papers touch.â&#x20AC;? The other thing that MDI understands is that for folding machines to get accurate folds, at any speed, they need to provide accurate rollers/parts and they have to provide superior support to their dealer network. If not already selling their products, graphic arts dealers need to consider MDI folder rollers and parts as part of their services.

serving banks, insurance companies, non-profits and corporations of all kinds should be selling padded products. The leader in padding machines is Brackett Inc. (www.brackett-inc.com) . They have a leading circular padder that is 7 times faster than hand padding and the table-top automatic Padmaster 2000. These are the types of products that will help dealers sell to companies difficult to sell to before. The results will add profits to dealer bottom lines.

Think Postpress Dealer Communicator wants its dealer readers to be constantly on the lookout for unique products and services that help existing customers and open the door for new customers, especially those markets that are not familiar with graphic arts dealers. In this article we mentioned a few, such as corPad your Business porate offices, retailers, in-plants One other profit source for dealwith folding machines, and printers is selling specialty binding ers looking into offering binding machines and supplies. One exand padding opportunities to their ample of a unique piece of binding equipment that can be used by customers. These are samples of ways to develop additional profprinters of all sizes and imaging technologies are padding machines itable business prospects in the changing printing market. DC and note pad makers. Printers Dealer Communicator â&#x20AC;˘ January 2018 â&#x20AC;˘ 17

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 18 • January 2018 • Dealer Communicator

WIDE FORMAT &

SIGN SUPPLIES

Large Format And The Year Ahead By Tim Greene, IDC Research Director – Hardcopy Solutions

The retail value of large format digital printing is expected to grow at an 8% CAGR (Compound Annual Growth Rate) from 2016-2021. Part of that growth is the “organic” growth from greater utilization of large format graphics prints such as posters, banners, and signs, part of it is from the expanded range of applications such as décor and packaging that can be printed with large format graphics printers. As the large format digital printing market continues to expand in terms of applications and total value, there is a growing set of print service providers attempting to grow their large format

business. Frequently, the “new” entries into the competitive large format graphics business are from the commercial print side of the market. These large organizations won’t blink at spending a half a million or more to compete in large format. Small print service providers in the large format market are faced with a dilemma: invest in high-end printing systems to compete with these larger companies or find new niches where competition isn’t so big and profits can be had. In either case, dealers should be preparing Continued On Next Page

Dealer Communicator • January 2018 • 19

WIDE FORMAT SECTION to satisfy the needs of the PSPs that resolve to invest for competition and growth. One of the key trends in the large format digital printing market is the diversification that we’re seeing with many traditional signage and graphics providers increasingly offering “décor” applications. I’ve talked to shops that entered the market for interior décor products and saw outstanding growth, 50% or more year-overyear, once they start really targeting and developing these markets. To meet the needs of these new applications and customers they need new solutions. While a big part of the growth of these décor markets is the push from vendors like HP with its Latex technology, we’ve also seen offerings in the eco-solvent and UV market also designed for the décor business.

New wallcovering materials are available and very inexpensive that make it possible for any company with a large format printer to get into the décor business making window films that decorate conference rooms or office partitions, wallcoverings and wall murals for their retail and interior design customers. The digitally printed wallcoverings market is poised to grow at a 16% CAGR over the next few years, twice as fast as the rest of the digital graphics market. Also, many PSPs have started making décortype applications, even if they are novelties such as Fathead™ like products, using people’s photos to create custom wall stickers. This kind of activity is renewing growth in the photo segment of the large format business in North America.

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 •• January January 2018 2018 •• Dealer Dealer Communicator Communicator 20

WIDE FORMAT SECTION Dealers should be ready to lead their customers into new markets with ideas and solutions that make an important impact on their business. The start of a new year is a perfect time for planning on how to serve the customers that you know are looking for these new opportunities. 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 •• January January 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.”

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

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

DEALER NEWS Office Plus Welcomes A Carlisle & Company

Office Plus of Nevada is very pleased to welcome A Carlisle & Company of Nevada’s office supply division to its family.

Office Plus is the largest independent office supply distributor in Nevada and has been serving Nevada businesses for more than twenty-five years with unsurpassed customer service and competitive pricing (including a price match guarantee). The addition of A Carlisle & Company’s office supply staff, who have also

Continued On Next Page

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

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

DEALER NEWS Continued serviced the Reno community for more than 90 years, will benefit both companies. More info at: officeplusnv.com

Rewarded For 7 Years Of Great Success!

Office Plus Solutions & Supply has received a Lake County Partners in Excellence Award 7 times! Their dedication to the highest

level of service is something all of their customers can expect. Each year Lake County Central Services, the organization responsible for keeping the local government agencies and departments running smoothly, recognized outstanding suppliers with their coveted “Partners in Excellence” awards. Though the Lake County Partners in Excellence award is no longer offered, at Office Plus stated

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 • January 2018 • Dealer Communicator

Model EZ Flex 100 The Crown Jewel of Coil Inserters

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

VISIT US AT

BOOTH

827

• 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

Communicator • January 2018 • 25 Click hereDealer to dealer inquiry form

DEALER NEWS Continued that they are proud of their past successes and will continue to demonstrate excellence in service and quality. More info at: getofficeplus.com

Bay Copy CEO Ray Belanger Meets With Top Lexmark Executives

Ray Belanger, CEO of Bay Copy, a 45-year old document generation firm located in Rockland, MA, was one of a handful of industry leaders to participate in a Lexmark BSD Advisory Board Meeting, held recently at the Charlotte Marriott City Center. Bay Copy is a Business Solutions Dealer (BSD) for Lexmark International, and was the first Massachusetts firm to be a Business Solutions Dealer for Lexmark.

Lexmark has more than 300 dealers nationally and internationally; and Belanger, who serves on the Lexmark Dealer Advisory Board, was invited to meet with this select group of dealers and leaders to share strategies, discuss emerging technologies and to discuss the direction of the Lexmark program with the Lexmark Executive team. More info at: baycopy.com

Graphics One And Prism Inks Announce Private Label Ink Plan

Sunnyvale, California-based Graphics One and Prism Inks announce an enhanced private label ink plan for their distribution partners. Based on the plan that Prism has offered for many years, the plan has been enhanced so that now, no matter the size of a busi-

26 â&#x20AC;˘ January 2018 â&#x20AC;˘ Dealer Communicator

DEALER NEWS ness partner, they can participate in the plan.

“Our plan includes the ability for the dealer to use us as a virtual warehouse where we offer complete fulfillment capabilities with blind shipments to the customer. The dealer never has to touch the goods which allow for better margins and lower pricing for everyone.”

The new plan has been implemented and is now being offered to customers through the Graphics One distribution channel, along with the traditional channel of Prism Inks. The plan is included at no charge and is provided on demand by Prism Inks’ packaging division. More info at: graphicsone.com Continued On Next Page

William B. Rudow Inc.

www.suckers.com info@rudow.com

ClickCommunicator here to dealer inquiry2018 form• 27 Dealer • January

So Tell Me . . .

WHAT’S A YUL

Visit Us At Booth 1922 28 • January 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 Communicator • January 2018 Click hereDealer 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 Diamond Business Machines Has Joined The Ohio Business Machines Family Visit Us At

Booth 530

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

OBM is a premier vendor of Multi-Functional Products and Digital Office Solutions provider with offices in Toledo and Cleveland, Ohio, currently covering Northern Ohio and South-East Michigan. Besides having the right product at the right price the OBM Service Department is one of the top service departments in the area and will only grow stronger with the addition of the Diamond Business Machines service team. The 30 plus years of experience and

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

DEALER NEWS expertise that Jeff Miles and his service team bring will directly contribute to the unparalleled service OBM provides in the Cleveland, Akron, Canton, Toledo, Detroit and Erie markets. OBM unmistakably now has the mechanisms and resources to assure its customers the highest level of service and support. More info at: ohiobusinessmachines.com

Fisher Group Inc Moves To New Facility Salt Lake City-based Fisher Group Inc., a sign and printing materials distributor that has been active in the West for more than 70 years, announces its move to a new larger facility, effectively doubling its capacity. The company has moved into an 83,000-square-foot facility in northwest Salt Lake City, at at 4517 West 1730 South. Previously, the company’s headquarters—housed in separate, smaller buildings in south Salt Lake—

was home to the three entities under the Fisher Group: Regional Supply, Plastic Fabricating and American Label. The company was founded as an electric motor repair shop in 1946 and in 1951 it started selling sign supplies. Plastic fabrication and label making came later. Regional Supply specializes in wholesale distribution to large format digital printers, screen printers, commercial sign makers and installers and a wide variety of plastics users. “We’re proud of our history and our steady growth over many decades,” says David Fisher, President and CEO of Fisher Group. “When it came time to move from our previous location, we were thrilled to settle into this larger facility within Salt Lake City— where all three companies could be housed under one roof. It’s a Continued On Next Page

Dealer Communicator • January 2018 • 31

DEALER NEWS Continued newly renovated building with higher ceilings and more cubic feet that gives us a very comfortable environment in which to work.” Fisher Group Inc. also owns Vinyl Outlet (vinyloutlet.net) at 1140 East Brickyard Road in Salt Lake City, and Regional Supply Alaska, in Anchorage. More info at: fishergroupinc.com

Kramer & Leonard Joins DPOE Family

Des Plaines Office Equipment, the Chicago area’s leading provider of managed print services, managed network services, and related technology, has announced that the Chesterton, IN Kramer & Leonard has joined their family of businesses.

William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry form 32 • January 2018 • Dealer Communicator

Kramer & Leonard represents the third Indiana business to become part of the growing DPOE family. Last year, McShane’s in Munster, IN and Indiana Mailing

Continued On Page34

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 hereDealer to dealer inquiry form Communicator • January 2018

• 33

DEALER NEWS Systems joined the group. Kramer & Leonard, Inc., is a family-run business that has served Northwest Indiana since 1983. Greg Fox, who serves as President of the Kramer & Leonard, recalls that his father-in-law founded the company, and the firm has grown to 22 employees. Kramer & Leonard, which employs people from all over the region, provides a wide range of solutions for businesses and organizations. In addition to SHARP printers and copiers, Kramer & Leonard provides office products and furniture. They are an authorized dealer of National Office, HON and Herman Miller. Clients range from Fortune 50 to smaller companies, with a core business base of healthcare, business and government contracts, and schools and universities. Kramer & Leonard has a large distribution network and serves clients from Chicago to Miami and San Francisco. More info at: dpoe.com

Visual Edge Technology Acquires Benchmark Business Solutions

Business Technology Association (BTA) member Visual Edge Technology Inc, has completed the acquisition of BTA member Benchmark Business Solutions. This is Visual Edge’s seventh acquisition in 2017 and its 17th over the past several years. Benchmark provides sales and service of Xerox MFPs, MBM finishing equipment, Square 9 office solution software, Print Smart, managed print services and IT/MNS solutions. Benchmark will give Visual Edge coverage across Texas with eleven branch locations, and in New Mexico with one branch location. More info at: visualedgetechnology.com

34 • January 2018 • Dealer Communicator

DEALER NEWS Cyndi Christie Of McIntire Business Products Cyndi Christie joined McIntire Business Products (MBP) in November 1991 to oversee the accounting. From that position she grew to become General Manager and in September 2007 she purchased the company from founder Dick McIntire. MBP became land-locked as their markets were limited to ME, NH, VT and Western MA.

When nearby BindRite dealer, Image Communications, became available in mid-2017, MBP acquired the business allowing expansion into the rest of New England.

To support the acquisition, MBP expanded facilities and staff in Concord NH, adding 3000 sq ft to the existing warehouse and IC sales and service staff were retained. The combined company brings to the New England market a complete line of products employing current print finishing solutions technology and a highly competent and experienced sales and technical team along with a distribution system that will deliver service and supplies to customers the next business day. Cyndi Christie, CEO and owner of McIntire Business Products & Image Communications is also the Immediate Past President of BindRite Dealers Association and a sitting Board Member. Cyndi Christie, President McIntire Business Products, Inc. Image Communications Tel: 603-225-3400 Email: cyndi@mbp-inc.com

Dealer Communicator â&#x20AC;˘ January 2018 â&#x20AC;˘ 35

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Prosperity Plus Management Consulting Prosperity Plus Management Consulting, Inc. has announced that it advised Bob Hamilton, Sean Seward and Ben McCaghren, in the sale of XMC, Inc. to Visual Edge Technology. Headquartered in Memphis, TN, XMC provides sales and service of Xerox multifunctional products, FP Mailing Solutions, assorted office solution software, managed print services, and IT/ MNS solutions. XMC, Inc. has been serving the central Southeast part of the U.S. in the office solutions & managed provider service industries since 1992. Mr. Hamilton and his senior management team will continue in their current capacity in leading the company. XMC, Inc. is headquartered in Memphis, TN with additional locations in Chattanoo-

ga, TN; Jackson, TN; Nashville, TN; Savannah, TN; Florence, AL; Huntsville, AL; Little Rock, AR; Jonesboro, AR and northern GA.

SpeedPro Imaging Names New President and CEO

SpeedPro Imaging, a large-format graphics franchise company, announces the hiring of Larry Oberly as its new President and CEO. “Larry is a proven leader with 25 years of experience in franchising, both as a multi-unit franchisee and as an executive in a franchisor,” says Chris Sugahara, SpeedPro’s chairman. “He is a relationship, team and culture builder with demonstrated success in growing revenue for franchisees along with the franchisor. We are excited for him to bring that experience and leadership to SpeedPro for the benefit of our entire system.”

36 • January 2018 • Dealer Communicator

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Martin Yale Industries Acquires Dry-Lam

Martin Yale Industries, LLC has announced its second acquisition in the last two years with the acquisition of Dry-Lam, LLC in Shawnee, Kansas. “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 DryLam customers access to Martin Yale products and strong Martin Yale customers access to leading lamination products,” German adds.

Continued On Next Page

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Dealer Communicator • January 2018 • 37

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4Dealers

As part of the acquisition, DryLam’s distribution center will be relocated to Martin Yale’s facility in Wabash, Indiana to increase capacity and efficiency.

Birthday Anniversary Announcements

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Catherine Monson Receives Distinguished Award Catherine Monson, CEO of FASTSIGNS International, Inc.,

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Click here to dealer inquiry form 38 • January 2018 • Dealer Communicator

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Continued

has been named an honoree of the 2017 Distinguished Women Award presented by Northwood University. “It’s an honor to be recognized among Northwood University’s Distinguished Women Award recipients, both past and present,” Monson said. “Northwood University is dedicated to developing future leaders of a global free enterprise society and understands the important role that education plays in de-

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veloping these future leaders. I am excited about meeting the students and being part of this year’s Distinguished Women celebration.”

Mimaki USA Appoints New President Mimaki USA, has announced it has appointed Mr. Naoya Kawagoshi to the position of President, effective immediately. Mr. Kawagoshi was previously Vice President, Sales for Mimaki USA covering the United States and Canada. Mr. Kawagoshi remains a member of the Mimaki USA Business Planning Division and retains his office in the company’s Western Region facility, located just outside of Los Angeles. Continued On Next Page

– Anthony Robbins Dealer Communicator • January 2018 • 39

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It’s great to be a part of a growing market not one on the decline. With our strong dealer network and a product line in demand, PVC Spiral Supply will have converted 1.6 million pounds of raw plastic into plastic coil in 2016. That translates to 14% more than one year ago. My message to our dealer-partners is: “Keep up the good work. Thanks for your trust and support.” Lonnie Bramon, President, PVC Spiral Supply “When it comes to reliability PVC Spiral Supply has always met our expectations at Document Finishing Resources. Lisle Fullmer and the PVC team are people who keep a commitment. That makes them a valued and trusted partner. Our customers also love the “Made in the USA” quality of PVC Binding Coil. I certainly appreciate the service, advice and friendship that I have experienced during my 16 years of doing business with them.” Michael (Mike) White, President, Document Finishing Resources

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Dealer Communicator • January • 41 Coil In2018 21 Colors

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4Dealers

MBE Worldwide Acquires AlphaGraphics Inc.

AlphaGraphics has announced its purchase by Milan, Italy-based MBE Worldwide, a global thirdparty logistics, printing and communications services network. Following the acquisition, MBE now has approximately 2,600 locations in 39 countries, including nearly 500 in the U.S. Both companies are currently operating in the business services industry and serve primarily small- and medium-sized businesses, as well as consumers.

E-commerce Isn’t An Easy Endeavor For Everyone In the article, “Why Do Many Small,

Mid-Sized Distributors Struggle With Adapting To E-Commerce” in the July-August issue of Supply Chain Brain magazine, Industrial Distribution’s 2017 “Survey of Distributor Operations” which was conducted in March found that: 37% of respondents said that e-commerce is not a priority; 43% said that they just are not offering e-commerce; 49% said their website content is updated less than monthly; greater than 19% said that they can’t recall how long it had been since their website was updated. An e-commerce strategy need not be a difficult endeavor to jump in to. Start with a digital strategy that reaches out to customers and add e-commerce as a next phase. I think that business leaders are naturally apprehensive when considering something like e-commerce because of the perceived large leap when in reality the better approach is manageable steps throughout the entire process.

42 • January 2018 • Dealer Communicator

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Continued

A digital strategy and an e-commerce channel are different and are competitive advantages, offering increased visibility and broadening revenue streams. Norman Katz is President of Katzscan Inc. (www.katzscan.com), a consulting firm specializing in business analysis, systems, analysis, data analysis, and supply chain relationships.

terials for creating brilliant lightbox displays, easy-install window graphics, opaque display graphics, resilient signage, and large photo prints. They are ideal for industries ranging from retail, restaurants, boutiques, automotive, corporate, schools and higher education, government, and more. Continued On Next Page

GPA Specialty Synthetics And Photo Papers GPA announced the addition of five product families to their wide format offering. With this latest collection of unique substrates, graphic arts professionals can create even more attractive graphics that allow their client’s messages to take center stage. It includes ma-

William B. Rudow Inc.

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Click here to dealer inquiry form Dealer Communicator • January 2018 • 43

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4 Dealers

Continued

I.D. Images, LLC Acquires Ready Flow Printing In Bentonville, Arkansas

I.D. Images LLC, a pressure sensitive label converter with headquarters in Brunswick, Ohio announced the acquisition of the assets of Ready Flow Printing

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in Bentonville, Arkansas. Ready Flow was founded in 1982 as a high quality flexographic and offset printer that began by providing shelf signage to the grocery industry. Over the past 4 years, under the ownership of Simon Robinson, the company has expanded into the label and rolled film industry. The acquisition marks I.D. Images’ seventh strategic acquisition since 2009.

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44 • January 2018 • Dealer Communicator

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4 Dealers

Fort Dearborn Company Enters Into Agreement To Acquire NCL Graphic Specialties, Inc.

Fort Dearborn Company has announced that it has signed a definitive agreement to acquire NCL

Graphic Specialties, Inc. The transaction is subject to the fulfillment of certain conditions and is expected to close by the end of the year. “As the largest cut & stack label supplier in North America, the acquisition of NCL would provide us additional capacity and would expand our footprint in the Midwest,” said Fort Dearborn CEO Kevin Kwilinski. Continued On Next Page

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Dealer Communicator • January 2018 • 45

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4 Dealers

Screen Americas Welcomes Inkjet Innovator, Charlie Brown, As New Labels And Packaging Solutions Manager Screen Americas hires Charlie Brown, as labels and packaging solutions manager. Brown brings

his 30 years of expertise in the printing industry to Screen to help converters realize the full potential of label inkjet. “Screen commands far superior imaging technology and consistency in the marketplace versus any of our competitors. I’m here to champion our team in assist-

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ing customers to integrate Screen technology and improve their business,” Brown said.

Keith Markham Joins Southern Lithoplate In New Senior Technical Sales Specialist Position

Printing industry veteran and recognized customer service advocate, Keith Markham has joined Southern Lithoplate (SLP) as its senior technical sales specialist, according to Gary Blakeley, Southern Lithoplate’s director of global service and technical support. Markham, with 30+ years in the printing industry, brings his strong background and broad expertise in printing plate technology, associated chemistry and

prepress processing equipment to SLP, having served leading prepress companies in the newspaper and commercial segments of the North American market.

Roger Gould Promoted To Vice President

#1 Network is proud to announce that Roger Gould has been promoted to Vice President. “Roger’s aptitude and contributions have been invaluable and he embodies so many of the wonderful traits of our company. His innovative thinking and vision will continue to enhance the strategic direction and growth of #1 Network,” said Michael O’Neal, President. Roger joined #1 Network in 1999 and will continue to bring his industry experience to all the markets #1 Network serves. DC

Dealer Communicator • January 2018 • 47

The

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

And Presentations By John Tschohl Bob Licari

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

Giving It Your Best Shot by John Tschohl

The only person you are destined to become is the person you decide to be. — Ralph Waldo Emerson The biggest difference I’ve noticed between successful people and unsuccessful people is the belief they can make their goals happen. What you believe influences the way you interpret events, how you feel, and behave. Most of the time, those beliefs turn into selffulfilling prophecies.

Use a skill called “acting as if.” According to Jack Canfield, coauthor of The Success Principles, by acting “as if,” you will become the kind of person capable of creating the kind of success you want – and this will trigger your subconscious mind to find creative ways to achieve your goals. You are a “Brand”. Write down your positive attributes.

Continued On Page 50

48 48 •• Improvement January 2018 Center • Dealer • January Communicator 2018

��

�� Click here to dealer inquiry form

on the rodeo circuit, you have to master the skills necessary to stay Ask family, ask friends what they on that horse and how to get back like most about…you. Now, just up without fear. act like it. Be confident and behave as if you are a savvy person. I constantly remind employees and clients that it’s about your Follow these simple concepts: life, it’s about succeeding in Belief – Believing in yourself is whatever you choose to do. Great being sure that you will do what things are not going to happen for you want even if others stand you unless you believe it. against you. It’s your goal. Repeat after me…. “I believe in Don’t waste time focusing on myself.” -- John Tschohl what others think, it’s what you believe. Take control and use John Tschohl is a positive thinking daily. continued

Dedication – It’s part of your make-up. It’s part of the way you do things. Remember, all successful people have been dedicated to what they are doing. Focus – It’s a focal point to aim for. For example, the object in target shooting is to aim for the center. The same standard applies for success. Successful people call these centers their goals. Skill – It’s the right combination of skill sets in order to be great. If you want to be the best

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.

January 2018 Center • Dealer Communicator 50 • Improvement • January 2018

When Sales Are Slow And Times Get Lean, Should You Be Cutting Back On Marketing? by Bob Licari, BrainSell Services As a business owner most of us have experienced time periods when business was slow, profits were diminishing, sales pipelines were drying up. Bottom line, cash is tight! To remedy the impact on the business slowdown, you cut back on spending and stretch that dollar a little more than usual. Many business owners fall into the same downward spiral, making a mistake when resources are limited, by cutting back or stopping their marketing programs completely. Some may ask if marketing is an expense, consuming valuable company cash or is it the instrument that brings sales and profits consistently into the business? The correct answer is that marketing is the instrument of your business. Your marketing efforts must be consistent and relevant to your industry. When

sales are slow it is even more important to create compelling marketing materials and to generate consistent targeted direct mail campaigns. Yes, there are a few important requirements to ensure the success of your marketing campaigns. Going through the motions with no movement will not get you anywhere. Just sending out direct mail and spending money on printing and postage does not give you a free ride to enjoying success. We have all heard it many times, because it is true! Repetition is the key to successful direct mail marketing, but is that all it takes? Sorry, to those who thought it was that easy, because it is not! As in real estate it is location, location,

Continued On Next Page

Dealer Communicator â&#x20AC;˘ January 2018 â&#x20AC;˘ 51 January 2018 â&#x20AC;˘ Improvement Center

Bob Licari Article Continued location! In marketing materials and direct mail it is all about design, design, design!! Your content and how everything is put together will make you or break you, so don’t take short cuts here. If you have a skilled graphic designer with a background in USPS postal regulations working for you, all the better. If not, don’t just throw your materials together. A poorly designed brochure or mailing piece can do more to hurt your business than help it. Hire a professional graphic designer with the right experience to get the job done right. A well-conceived graphic design that has been professionally developed into a marketing piece or USPS compliant mailing campaign will attract attention and generate responses by interested buyers. After that it is still up to the experienced sales person to turn that interest into a sale, completing the circle of business that keeps us all in the game. Good Selling!!

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.

52 • Improvement January 2018 Center • Dealer • Communicator January 2018

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