Dealer Communicator JUNE 2016

Dealer Communicator

June 2016

Manufacturer Sponsored NewsJournal

Offset // Digital // Wide Format - Signs

Bridging Manufacturers Worldwide

Platinum Sponsors

With Print & Office Machine Dealers Wide Format and Sign Supply Distributors Mailing Machine Dealers

Table of Contents for FlipBook

Click To View Articles Below GENERAL NEWS SECTION

New Force Magnetics

4 Advertisers Index 9 Personally Speaking - by O. Mike Fichera, Publisher 11 Product Focus: Offset Pressroom Attachments & Accessories 15 Dealer News 25 News 4 Dealers 38 Sales Corner - Should I Start A Strategic Alliance Or Joint Venture?

- by Ed Rigsbee 40 10 Ways to Get Creative with Content Marketing - by John Foley 42 Negotiation Outcomes - by Mary Redmond 44 Direct Mail Marketing And Today’s Equipment Dealership - by Bob Licari

ISSUE SPONSORS

Manufacturing Directions, Inc.

William B. Rudow Inc.

WIDE FORMAT / SIGN SUPPLY SECTION

47 Major Article: by Tim Greene - Specialty Printing Systems 51 6 Reasons You Should Consider A Candidate Over 50

Click Arrows Left and Right Turn2016 Pages• 1 DealerCommunicator •ToJune

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DealerCommunicator • June 2016 • 3

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These Trade Shows Will Deliver New Business in 2016

REACH OVER 49,000 BUYERS Advertise in Trade Show Times a powerful silent salesman

Trade Show Times Is Hand Distributed At These Shows SGIA Expo 2016 September 14-16, 2016 Las Vegas Convention Center Las Vegas, NV www.sgiaexpo.com Graph Expo 2016 September 25-28, 2016 Orange County Convention Center Orlando, FL www.graphexpo.com

Call Patricia Leavitt 1-800-327-8999 or Email: pat@tradeshowtimes.com 1919 North State Road 7 Margate, Florida 33063

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

Brackett, Inc..................................................13 Graph Expo 2016 ...........................................5 Graphic Arts Show Co....................................5 Independent Lease Review..........................43 Manufacturing Directions, Inc ......................11 Martin Yale Industries............ 6&7,23,28,31,34 Master Magnetics, Inc .............................37,47 MDI...............................................................11

New Force Magnetics Co..................... 2&3,29 Precision 3D Filament .............................37,52 Primir............................................................50 PVC Spiral Supply.................. 16&17,25,29,31 William B. Rudow Inc....................................33 SGIA Expo 2016......................................36,49 Trade Show Times..........................................4

4 • June 2016 • DealerCommunicator

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DealerCommunicator • June 2016 • 5

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“As A Servicing Equipment 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 Opportunities

By Selling Two Lines Greg German, President Of Bindery Martin Yale Industries Finishing Business Machines?”

When We Acquired Count Machinery, We Knew Their Line Of Finishing Machines Combined With Martin Yale’s Line Would Expand Our Horizons And Yours!

We Invite Inquiries From Quality-Minded Equipment Dealers Ph: 800-225-5644 • Fax: 260-563-4575 email: info@martinyale.com www.martinyale.com Call For A Full Line Product Catalog

6 • June 2016 • DealerCommunicator

or inquiry form

& Two Companies • One Focus On Dealers

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

AccuCreaser

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Count FC 114 Number/ Creaser/ Perf System

EZ Creaser

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Martin Yale Mark Vll High Speed Folder

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

folders, creasers, numbering, perforating, cutters, business card slitters DealerCommunicator • June 2016 • 7

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These 2 Targeted Printing & Imaging Trade Publications offer vendors niche marketing advantages 

To Reach The Channel Of Printing Dealers, and Wide Format and Sign Supply Distributors Dealer Communicator The Communications Link Between Dealers/Distributors and Their Suppliers

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

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

Dealer Internet Marketing Campaigns start at $260 a month.

Why Advertise To Dealers?

• Introduce New Products • Protect your vendor-dealer position • Increase product sales • Attract key dealers for open territories

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To reach Printers at trade shows and support your dealers Product Catalog TRADE SHOW TIMES IS HAND DISTRIBUTED AT THE ENTRANCES OF THREE MAJOR SHOWS… Advertiser Benefits • Ads are emailBLASTED to 10,000 Printers • eBLAST inquiries go straight to you • Reach people who don’t stop at your booth • Pull buyers out of the crowds • Annual Circulation at the major shows with pass-along is now over 45,000 • Exhibitors Logo Available on the front cover • Rates are extremely attractive for all size companies

www.tradeshowtimes.com

To Drive In Sales Leads From Dealers and Printers FREE} • Inquiry Form Is Added To Your Service www.dealercommunicator.com

Fichera Publications

E-Mail: omike@dealercommunicator.com

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

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

Local 8 •Phone: June

Fax:

1-954-971-4362

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

WE LOST LARRY RITSEMA ONCE BEFORE AND… We Sadly Are Losing Him Once Again This Time In Retirement You may remember that in 2011, Larry Ritsema was in a running accident and was pronounced dead. But as the Lord God determined, he returned to good health and was back on the job to serve his industry as President of the Challenge Machinery Company for another 5 years.

“My years at Challenge have beeen rewarding mainly because of the many friends made in the industry. I look forward to spending time with my family, especially my grandchildren, and God willing, some day my great grand children. I wish you well.”

Larry, we refuse to say the customary, we’ll miss you. Rather, I send you wishes for a blessed life in retirement with your family and I add to that a thank you for the respect and friendship you shared with me and with the staff at Dealer Communicator over the many years we’ve known each other. Bon Voyage!

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The Life Span Of Dealers In The Offset, Imaging and Wide Format Segments of the Channel Confirms Once Again, The Value They Bring To The Market.

Dealers Have The Expertise And Capabilities That Are Incredibly Difficult To Do Profitably On A Large Scale. While I can’t lump all dealers into a single bucket given they all have different strategies, there is one thing successful dealers have in common: They are amazingly efficient at moving product AND without doubt, they know their customers. One day in the near future, we’ll print an article about some of the dealership companies that have served the print industry and their manufacturer-partners for over fifty years. If you are one of these dealers or know of one, write to us.

DealerCommunicator • June 2016 • 9

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Print History Can Be Yours Historical Printing Zinc & Copper Line Cuts For Sale

• Dimensions of the cabinet: 24 3/4” Wide x 25” Deep x 60” High • It holds 30 drawers • I bought the cabinet, with litho stones, over 50 years ago. Cannot remember the Printing Company’s name, although I believe it began with “A” and that the printer was in New Jersey close to NYC. I do not remember the owner’s name, but do remember that it was a Jewish name, and that the man was very kind to me.

• I also have a box of wood type and two very old Type Cases

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We’re asking $4,500 for all // f.o.b. our offices in Margate, Florida Contact: Omike Fichera • Ph: 800-327-8999 • Email: ofichera@aol.com <<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>> BRIEF HISTORY The birth of letterpress printing in Europe came in the 15th century. Although printing with wood blocks has deeper roots in the Far East, Johannes Gutenberg developed “reusable movable type, the basic principle that was used well into the 20th century.

The invention of movable type allowed Gutenberg to print the first historic 42-line Bible in 1455. This was the first Western massproduced book, also known as the Gutenberg Bible.

Letterpress printing became the method of choice, and for the next four hundred years continued to evolve until the introduction of the linotype machine in the late 19th century. Linotype machines soon replaced letterpress as the primary printing method.

Letterpress printing today is thriving with a great number of individuals personally dedicated to the preservation of this historic art-form. Visit some of the links and you can see some of the important people maintaining this art-from, hopefully for generations or even centuries to come!

10 • June 2016 • DealerCommunicator

The Digital Crowd Would Love To Have You Believe You’re Wasting Your Time Focusing On The Offset Pressroom There is no question that digital printing is becoming main stream instead of a sidebar for shorter run printing of everything. What you don’t hear or read is that offset continues to stay alive by improving or adding automation to new and existing offset presses

that shorten setup times and improve through-put from receipt of artwork to completed job.

Offset printing is still the most economical printing method for medium to longer runs and has the versatility of being able to print on Continued On Next Page

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DealerCommunicator • June 2016 • 11

Offset Pressroom continued from previous page a wide range of substrates â&#x20AC;&#x201C; paper, board, plastic, boards and metal.

News from the 2016 Drupa show is promoting digital presses with a big splash of announcements from Landa and HP among others. Even the major offset print manufacturers are showing digital or hybrid presses in their product offering.

But regardless of the emphasis on digital presses it is the role of graphic arts supply dealers to find and/or advise their customers on the ways and means to maintain older presses, increase efficiency, quality and competitiveness in this technologically changing market.

This month Dealer Communicator (DC) looks at some of these supplies and equipment enhancements, offered by advertisers to graphic arts dealers, that support offset pressroom enhancements. One place to start is in the enhancement of the inking systems to get to color fast while maintaining a

consistent quality. QuickSet Corporation (www.quicksetcor poration.com) offers a number of products for the offset pressroom.

Enhancing the ink fountain on web presses is a suite of products, including the QuickSet Lever Retrofit, that significantly reduces make-ready paper waste compared to ink-keys (33%), and also a unique ink pre-sets system that can be used with press levers or consoles. Users of the ink preset system report savings of 65 - 85% which total 6 figure savings for most web printers, exceeding reported savings from other closed-loop ink systems.

A key to optimized press performance is consistent and long lasting substrate (e.g., paper, board) handling to achieve quality color registration. GT Specialties (www.gt-specialties.com) is a manufacturer of new grippers along with offering the reconditioning of grippers using their industrial diamond and urethane coating technologies.

They also have related products such as plate clamps and delivery Continued On Page 14

12 â&#x20AC;˘ June 2016 â&#x20AC;˘ DealerCommunicator

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DealerCommunicator • June 2016 • 13

Offset Pressroom continued from page 12 grippers for many offset press models.

Another type of product needed by every offset sheetfed press is suckers. A great source is the William B. Rudow, Inc. (www.suckers.com) a manufacturer of a wide range of rubber and vinyl suckers, vacuum cups and suction cups for the most popular brand of presses. These types of products can also be used in mailrooms, on collators, packaging machines and even for robotics. Dealership people, yes even salespeople will do well to see Rudow’s cross-reference-chart at their website.

Besides the hardware supplies for the offset pressroom there are “chemistry” based products like fountain solutions, cleaning supplies and roller conditionersdeglazers.

One long time channel vendor for these types of products is Burnishine® (www.burnshine.com). Starting with a metal polish they developed

and manufacturered 130 years ago, today, they have a full line of pressroom products under the Burnishine Brand. Most familiar to vintage printers is Putz Pomade known worldwide. While initially a copper plate or roto cylinder cleaner, this product found its way into the offset pressroom as an ink roller cleaner and is also used as a roller deglazer. Today, Burnishine has a full line of chemically based pressroom products including fountain solutions, dampening system roller cleaners, an array of sprays (including one for preventing inks from skinning) and plate care products.

DEALERS,

You Are The Source Customers Rely On

Add the link on your smart phones, tablets and computers to the Dealer Communicator’s Directory of Manufacturers & Products. For now, click on the 2016 Directory Cover on our website homepage at www.dealer communicator.com. The information your customers need is just a click away. DC

14 • June 2016 • DealerCommunicator Click Here To Return To Table of Contents

DEALER NEWS Adler Display Joins Nimlok Maryland Dealer Network

print media for the sign and wallcovering industry. Athens

Nimlok, a division of Orbus Exhibit & Display Group®, is proud to announce that Baltimorearea based Adler Display has joined Nimlok’s branded dealer network to become Nimlok Maryland. Adler Display has been a Nimlok authorized dealer since 1996, serving a wide variety of clients including Johns Hopkins University, Adventist Mission and University of Maryland. Founded in 1937, Adler Display is led by Ron Adler, an industry veteran with over thirty-five years of experience.

Paper, headquartered in Nashville, Tennessee has 14 distribution hubs that serve sixteen states. Athens is committed to environmentally-friendly solutions that promote resource sustainability which makes it a perfect partnership with Presto.

All of Presto’s products are PVC, lead and phthalate free and made in the USA.

Athens Paper Partners With Presto Tape For Distribution

Screen making supply and digital equipment distributor GSG launches a new website. Designed

Presto Tape manufactures removable and repositionable

GSG Launches Upgraded Website

Continued On Page 18

DealerCommunicator • June 2016 • 15

Click on ad fo

16 • June 2016 • DealerCommunicator

or inquiry form

DealerCommunicator • June 2016 • 17

DEALER NEWS Continued to improve the overall customer experience, the website allows visitors to register for a number of upcoming GSG events, including educational seminars through GSG U.

products and adhesive tapes, has announced that it has chosen St. Louis-based Grimco, a wholesale sign supply company, as a new distributor. Grimco has coast to coast locations and is a full-range sign supplier of substrates, digital The website also features numerous backend improvements, print media, sign vinyl, frames and stands, and more. It will including smoother mobile and tablet navigation, and an updated carry all of ORAFOL Americas’ search engine to make products products. easier to find.

In addition to navigation improvements, the site offers an Des Plaines Office Equipment’s upgraded customer portal which Vic Miceli honored By Small provides order history, open order status, and product ordering Business Advocacy Council history for previous customers.

As Advocate Of The Year More at www.GoGSG.com Des Plaines Office Equipment Grimco Is Welcomed (www.dpoe.com), As Distributor the Chicago area’s leading provider ORAFOL of document Americas, a management manufacturer solutions and related services, of graphic has announced that company films, reflective 18 • June 2016 • DealerCommunicator

DEALER NEWS Continued on next page co-owner and Vice President Vic Miceli has been honored by the Small Business Advocacy Council (SBAC) as its Advocate of the Year.

the acquisition of Neopost’s operations in Southern Colorado.

Business Machines, Inc, (BMI) headquartered in Colorado Springs and founded in 1972, Miceli was recognized at the has been serving the needs of SBAC Annual Advocacy Dinner Southern Colorado businesses and Awards Ceremony held on with a full line of mailing and April 21 at the Fairmont Chicago shipping solutions. BMI was at Millennium Park. The event recently recognized as one of drew business owners from across the top Neopost dealers in the the state to celebrate the SBAC’s country. The acquisition adds to successes achieved during the BMI’s dominance in Southern past six years.

Colorado. David Friedman, BMI’s President said, “The acquisition allows BMI to Business Machines, Inc. increase our footprint and will Acquires Neopost Operations allow the customers to receive In Southern Colorado service from a company that is dedicated solely to the Southern Colorado market.” BMI and Neopost are working closely together to ensure a smooth Prosperity Plus Management transition for the customer base.

Consulting, Inc. has announced that it advised David Friedman of Business Machines, Inc. in DealerCommunicator • June 2016 • 19

DEALER NEWS Continued An Open House For Graphic Associates

Graphic Associates, an independent supplier of the Dallas, TX area that specializes in Graphic Arts Supplies and Prepress Equipment Sales, had themselves a successful Open House on April 28. They had a blow-out reception with 120-140 people. The focus of this Open House was the Kompac two sided UV Unit.

Bay Copy President Ray Belanger Wins Imagemakers Muratec Incentive Trip To West Indies Ray Belanger, President of Bay Copy (www.baycopy.com), recently returned from having won an incentive trip to the Four

Seasons Resort Nevis in the West Indies, for his company’s sales figures for the Muratec line of products that they sell and service.

Bay Copy was one of a handful of Muratec America dealers across the United States named as top performers. Imagemakers is an annual promotion open to Muratec dealers, with winners selected based on percentage of quota attained. Awards were presented at the Four Seasons Resort. This is the third time in the last three years that Bay Copy has been selected for this award.

Muratec features a full line of monochrome and color MFP (multi-function printer) products to meet the needs of businesses and organizations.

20 • June 2016 • DealerCommunicator

DEALER NEWS Continued on next page Global Imaging Holds 8th VIP Event at Workflow Studio

giving us the opportunity to focus on their specific needs,” said Tara Lamb, President of Global Imaging.

The day-long event featured presentations, panel discussions and demonstrations on products.

Addressing the fast-growing digital textile printing industry and innovative equipment and technology trends, Global Imaging hosted 30 business owners of some of the nation’s largest and mid-sized printing and textile companies along with manufacturer reps at its 6500 sq. ft. Workflow Studio recently.

“We have now hosted our eighth event and find they have become an important venue for us to demonstrate top-of-theline products, from pre-press to finishing. They also give our guests a chance to network and learn about our company while

Chip Miceli Of Des Plaines Office Equipment Will Ride In The Jillian Ride/Rolling Thunder Ride For Charity Miceli, who said it has been a few decades since he last rode a motorcycle, will be part of the Jillian Ride/ Rolling Thunder 2016 motorcycle trip across the United States, with the express goal of raising money for The Jillian Fund for its 2016 Rolling Thunder Ride charity. All proceeds from his fundraising go to The Jillian Fund.

DealerCommunicator • June 2016 • 21

DEALER NEWS Continued Miceli’s journey will begin in Chicago, on the day before Memorial Day, and he will ride to Washington D.C. on a new threewheeler Slingshot by Polaris motorcycle. In all, he expects the trip to take four days, and 2000 miles round trip. Miceli is seeking sponsors to assist in raising additional funds for the cause.

“This is a great cause to support and I am glad to join with so many others in raising money and awareness for the challenges that families affected by cancer face,” said Miceli.

Graphco Celebrates 40 Years, Opens WD Manley Technology Center Starting this summer, commercial, packaging, and

in-plant printing companies from around the United States will be able to experience the latest in offset, digital, and print finishing technology at Graphco’s new WD Manley Technology Center located in Cleveland, OH. Named for Graphco’s founder Bill Manley, this 7,000 squarefoot expansion to Graphco’s headquarters will showcase a full line-up of RMGT (Ryobi MHI Graphic Technology) Offset Presses, along with other key technology from industry leaders like Standard Horizon, CRON, Xitron, Inpro Special Cutters, MGI, Alwan Color and many other Graphco provided products.

“Bill always believed that an informed consumer was our best customer and this new facility will allow us to demonstrate RMGT presses,” remarked Chris Manley, President of Graphco. “The new WD Manley

22 • June 2016 • DealerCommunicator

DEALER NEWS Continued on next page Technology Center and our strong growth are really a testament to Bill’s vision when he founded Graphco 40 years ago.”

Tyrrell Tech Joins MCT Digital Dealer Network Milwaukee, Wisconsin-based MCT Digital, a manufacturer of digital, grand-format flatbed cutting systems, announces the addition of Laurel, Marylandbased TyrrellTech to its dealer network.

Since its founding in 1997, TyrrellTech has grown to add locations in Flemington, New Jersey, and Pompano Beach, Florida. It seeks to be a one-stop solutions provider for anything related to printing or engraving, maintaining an extensive portfolio of supplies, parts and equipment.

“TyrrellTech provides the commitment to ‘customers first’ that MCT is committed to building its reputation upon,” says Robb Sarno, MCT Digital’s southeast regional sales manager.

We Invite Inquiries From Quality-Minded Equipment Dealers Martin Yale Mark Vll High Speed Folder

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DEALER NEWS ChromaLuxe Designates PrintLAT As Latin America Distributor

that it advised John Turner of Corporate Mailing Systems, Inc. in the sale of the business to Duplicator Sales & Services.

Corporate Mailing is a Francotyp Postalia mailing systems Louisville, Kentucky-based dealership located in Louisville, ChromaLuxe, a manufacturer KY. Corporate Mailing has been of high-definition sublimatable serving the mailing and shipping photo panels, announces that needs of Louisville businesses, Florida-based PrintLAT will be its government agencies and nonmaster distributor into the Latin profits since 1990. Duplicator American marketplace.

Sales & Service (DS&S), PrintLAT has an extensive founded in 1959, is an office background in both traditional technology, equipment, and offset and inkjet digital print communication business, technologies with more than servicing companies and 20 years experience, as well organizations in the Kentuckiana as extensive knowledge of the marketplace involved in the sublimation process. processing, creation, distribution, storage, and retrieval of Duplicator Sales & Service information. DC

Acquires Corporate Mailing Systems

Prosperity Plus Management Consulting, Inc. has announced 24 â&#x20AC;˘ June 2016 â&#x20AC;˘ DealerCommunicator Click Here To Return To Table of Contents

News

4Dealers

Landa To Unveil UltraFast, Meter-Wide Webfed Nanographic Printing® Press For Flexible Packaging

Landa unveiled its new Landa

W10 Nanographic Printing® Press for flexible packaging at Drupa 2016. The meter-wide (41 in.), high-speed web press prints up to 8 colors at 200 meters per minute (656 ft./min) on plastic packaging films, paper, carton board and aluminum foil.

Continued On Next Page

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Continued

ISA Sign Expo 2016

ISA International Sign Expo 2016, held in April, provided the place for the sign and graphics community to come together.

ISA Sign Expo’s expansive tradeshow floor showcases the breadth of the industry, ranging from neon to LEDs to print and soft signage.

Attendance topped 20,000 making it the largest ISA Sign Expo to be held on the East

At a trade show, when people meet, they talk, listen and they buy

The IT guys are always smiling.

Their secret….a good trade show

Coast. The 200,000-square foot tradeshow floor sold out several months in advance of the event with nearly 600 exhibitors. A number of major print exhibitors At the debuted new New Force products on the Magnetics booth, it was tradeshow floor. almost nonstop Q&A

26 • June 2016 • DealerCommunicator

Throughout the event, attendees learned more about the products, innovations and ideas that could help them expand and grow their businesses.

The first ISA Innovation Awards honored the new products that a panel of judges deemed most groundbreaking.

ISA Sign Expo 2017 will be April 19-22, 2017 at the Mandalay Bay Convention Center in Las Vegas. ISA announced last week the the event will co-locate with CPP (Collaboration in Packaging Production).

Registration will open this fall at www.signexpo.org.

Even Jack Nellessen, the president was working the booth at ISA. Notice Tie and Jacket

ISA didn’t lack for people and a lot of Q&A

Working the ISA show in Orlando with vigor were Scott Dickerson and Mike Saalfrank of Veritiv.

The smiles can only mean…

A Good Show

News

4Dealers

Continued on next page DealerCommunicator • June 2016 • 27

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Continued

GMG Appoints Bill DeWall Director Of Sales

GMG the leading developer and supplier of high-end color management software solutions, announces it has appointed Bill DeWall, Director of Sales, North Central Region, GMG Americas.

DeWall will be responsible for developing sales activities, working both directly with customers and with GMG dealers.

DeWall joins GMG from Agfa Graphics where, for the past fifteen years, he managed a top producing five-state territory for the nation’s largest graphic arts dealer, consistently meeting his sales quotas. DeWall’s strong foundation in the industry is supported by a BFA in Graphic Design from Milikin University.

ITI Moves Operations to New Texas Technology Center Inkjet Technology, Inc. (ITI) has announced the unveiling and

We Invite Inquiries From Quality-Minded Equipment Dealers Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds

&

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28 • June 2016 • DealerCommunicator

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Continued on next page

as well as providing training and support functions. The new location will serve as the nerve center for the company’s rapidly growing North American client base. The new ITI Technology Center is scheduled to open the end of May, 2016.

Also note that at Click On Ads For Inquiry Form the end of May ITI General Manager, Ralph Johnson, will be There’s A New Force In Flexible Magnetic Materials retiring.

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relocation of its main operations and logistics from Brisbane, CA to Fort Worth, TX. Located at 2513 E. Loop 820 North, the new ITI Technology Center will house corporate offices, a showroom, warehouse,

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H&H Graphics has acquired Winning Promotions, LLC. Winning Promotions will operate as a division of H&H Graphics, led by its founder Michael Thomas.

DealerCommunicator • June 2016 • 29

4Dealers

association experience. He began Continued his roles at NPES, GASC and GAERF on April 28, join me in welcoming Thayer Long to our Speaking For The Dealer/ industry!

News

Manufacturer Channel, Dealer Communicator Welcomes Thayer Long

Thayer Long has assumed the helm as President of NPES-The Association for Suppliers of Printing, Publishing and Thayer Long Converting Technologies, succeeding Ralph Nappi, who led the organization for the last 11 years.

Beyond providing leadership for NPES and the Graphic Arts Show Company (GASC), producer of the industry’s premiere tradeshows, GRAPH EXPO and PRINT, Mr. Long serves as President of the Graphic Arts Education and Research Foundation (GAERF).

Mr. Long has nearly 20 years of

The First In Michigan With The Help of Mid-State Litho

Pictured from left to right: MSL’s Steven Barrett, Brian Johnson & Mark Culley Owners of Gatherall Bindery, Tina Huber Operator

Gatherall Bindery, owned by Brian Johnson and Mark Cully, is headquarted in Wixom, Michigan and serves a regional marketplace comprising of small to mid-sized commercial printers throughout the state of Michigan and nationwide. They are the first to purchase a Horizon BQ-470 PUR Perfect Binder in Michigan.

Gatherall Bindery is a full-service trade bindery and mail-house with over 23-years of experience,

30 • June 2016 • DealerCommunicator

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Continued on next page

equipped with an array of finishing solutions and mailing technologies.

New Mail Professional Training Certification

After a number of years of trust and service, Mid-State Litho was asked to support them in their equipment decision.

In their first joint collaboration, industry associations Idealliance

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We Invite Inquiries From Quality-Minded Equipment Dealers PerfMaster Sprint Perf/Score System

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Continued

and Epicomm are introducing a Mail Professional Training Program (MailPro), a professional training certification program designed to equip those involved in the extended printing and mailing supply chain with the building blocks to prepare and process mail through the U.S. Postal Service network.

IIJ Ramps up Technical Support with New Appointments Industrial Inkjet Ltd (IIJ) has appointed new technical specialists to help support worldclass systems for a growing customer base across the world.

Nick Beckett and Matt Barr bring a wealth of additional expertise to IIJ, which last month announced it was taking on a new building to house a dedicated Customer Centre close to its headquarters at Swavesey, near Cambridge.

KP Services (Jersey) Limited Along With Kodak Host Grand Opening For New Inkjet Printing Facility In Channel Islands KP Services (Jersey) Limited, a collaboration between Kodak and Guiton Group Limited, marked the grand opening of their new inkjet printing facility in Jersey, Channel Islands, with an official opening ceremony attended by customers, partners, suppliers, and employees.

Jack Knadjian, Managing Director, KP Services (Jersey) Limited said, “Kodak has pioneered inkjet printing and this manufacturing plant will be used to demonstrate the value of PROSPER 6000 Presses to our newspaper customers around the world.”

32 • June 2016 • DealerCommunicator

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BPGraphics Hires Nicholas Spade As New Director Of Marketing

Highcon Appoints Ron Kukla To Lead Sales In The Americas Highcon has announced the appointment of Ron Kukla to the position of Sales Director for the Americas. In this role, Kukla will be responsible for both leading Highcon’s North and South American sales team and working

The owners of BPGraphics, Inc. one of the nation’s premier, large format printers specializing in Out-of-Home, Point-of-Purchase, Click On Ad For Inquiry Form Event and Fleet graphics, have hired marketing veteran Nicholas Spade as the new Director of Marketing effective immediately. In this role, Spade will be a driving force for improved business-tobusiness relationship William B. Rudow Inc. building and improved national awareness of www.suckers.com the BPGraphics brand. info@rudow.com

DealerCommunicator • June 2016 • 33

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4Dealers

Continued

with their customers in the region to promote adoption of Highcon’s digital cutting and creasing technology.

KMA Design: Celebrating Twenty Years of Growth “In our twentieth anniversary, KMA Design has grown to sixteen employees, acquired a new office building in

Carnegie, PA, and opened an office in Tampa, FL, to better serve our increasing southern client base,” according to Barbara Martin, President of KMA Design.

KMA Design has become one of the nation’s premier experiential graphic design and wayfinding firms with work in twenty-nine states, as well as Paris and Rome.

The firm designs, programs and implements signage systems for universities, hospitals, casinos, sporting complexes, airports, and cities.

We Invite Inquiries From Quality-Minded Equipment Dealers EZ Creaser

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34 • June 2016 • DealerCommunicator

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Continued on next page

New Appointments: June 2016 Agfa Inc. has announced the addition of Alexis Aubre to the Canadian sales organization.

Aubre joins Agfa as an Account Manager in the Eastern District and is responsible for the entire Agfa Graphics product portfolio.

GSG has promoted Rodney Williams to Executive Vice President. Williams has worked in numerous departments over his past 22 years at GSG. In his new role he will use his experience to ensure all GSG departments achieve their corporate initiatives. ikeGPS has appointed Dennis Bencala as Chief Financial Officer. Bencala will be responsible for ikeGPS’ finance and administrative functions as well as financial strategy.

Kornit Digital Ltd. has named Gilad Yron as Executive Vice President of Global Business.

Yron previously served as Senior

Vice President of products at Stratasys.

ABI Tape Hires Beth Dillon American Biltrite Inc., Tape Products Division has announced the addition of Beth Dillon as Western Territory Manager. Dillon has a solid foundation of industry expertise in both Graphics and Industrial applications and is a seasoned professional, well-known already in many of American Biltrite’s markets.

Sun Chemical Names Head Of Supply Chain, Quality And Business Improvement Sun Chemical, manufacturer of printing inks, coatings and pigments, announces the appointment of Jeffrey Shaw as

DealerCommunicator • June 2016 • 35

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its Chief Supply Chain, Quality and Business Improvement Officer.

In his new role Shaw will be responsible for optimizing Sun Chemical’s entire supply chain.

market, has announced the appointment of Paul Chandonnet the position of Regional Sales Manager for digital inkjet solutions.

In his new role Chandonnet will be responsible for introducing the company’s digital portfolio to existing and potential customers and developing long-term relationships. He will be based in Boston and will cover the Eastern U.S. and Canada.

Screen Americas Names Eastern SignComp Announces U.S. And Expansion Canada Sales Manager Screen Americas, a supplier of wide-format printing systems and components to the digital graphics

Grand Rapids, Michigan-based SignComp, a 30-year-old maker of sign kits and extrusion systems, announces the expansion of its North American headquarters.

The company recently expanded its building, which it built in

36 • June 2016 • DealerCommunicator

News

4Dealers

and CEO, John 2007, adding both manufacturing Lang, effective and office space. The plant and June 30. As part the offices are located at 3032 of a planned Walker Ridge Drive, NW Grand succession, he will Rapids, MI. be replaced by Keith Kratzberg, Epson America President And who is currently serving as a CEO Announces Retirement senior vice president.

Epson America has announced the DC pending retirement of president

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Click Here To ReturnDealerCommunicator To Table of Contents â&#x20AC;˘ June 2016 â&#x20AC;˘ 37

Strategic Alliance SALES CORNER Your reason for developing a strategic alliance relationship Should I Start A Strategic with one or more other companies Alliance Or Joint Venture? is to take strategic advantage of their core strengths; proprietary

By Ed Rigsbee, CSP, CAE processes, intellectual capital, You are looking to gain that research, market penetration, competitive edge over your manufacturing and/or distribution competition. Many smart business capabilities, and a number of other leaders look to collaboration for reasons. You will share your core expedient advantages. Might a strengths with them too. You will mutually-beneficial relationship have an open door relationship with another organization be in with another entity. You will your future? If you answered in mostly retain control. The length the affirmative, your next question of agreement could have a sunset will be, “Should I start a strategic date or could be open-ended with alliance or a joint venture? This regular performance reviews. is a question that I’m frequently However, you simply want to asked and the answer could be work with the other organizations complicated? on a contractual basis, and not as a More than Just Words legal partnership.

Actually, there is a huge difference Joint Venture between strategic alliances Your reason for creating a joint and joint ventures; culturally, venture is to take advantage of a operationally, strategically, and fitting or convenient connection or legally. A little bit of strategy overlap. A joint venture is a legal and pre-planning can, and will, partnership between two or more make a dramatic difference for entities. With a joint venture you your organization as your new will have something more than collaboration is developed and simple governance; you’ll have implemented. Let’s get it right a completely new entity with a from the beginning. board, officers, and an executive 38 • June 2016 • DealerCommunicator

4. Your strategic alliance allows you to remain in control of your continued own company but the joint venture team. Effectively a joint venture chooses its own direction; with the is a completely new organization, guidance of its board. but owned by the founding 5. You can retain control of participants. The board of your proprietary creations while directors generally is constructed involved in a strategic alliance with representatives of the but in a joint venture, these founding organizations. This new creations are the property of the company will “do business” with joint venture. If the joint venture the founding entities—usually as fails, dividing the spoils can be a suppliers. challenge.

Important Differences Which Is Right for You? 1. Your strategic alliance is There are numerous reasons, a contractual or handshake benefits, and pitfalls available to agreement while the joint venture you whichever path you select. is a legal partnership, LLC, or If you are not willing to devote corporation. your time and resources to the 2. Your strategic alliance summons health and maintenance of your the core strengths and differences strategic alliance, perhaps the joint of another organization to deliver venture is the better path for you? value to your organization while If control is important to you, the the joint venture becomes a strategic alliance would be the blending of cultures and creates better course of action. DC a new organizational culture and Copyright © 2010-2012 Ed path.

3. Your strategic alliance Contact Ed to speak at your next requires continued relationship meeting, conference, trade show or maintenance while the joint special event. www.Rigsbee.com, venture has its own leadership ed@Rigsbee.com, 805-498-5720. team.

SALES CORNER

Click Here To ReturnDealerCommunicator To Table of Contents

• June 2016 • 39

10 Ways to Get Creative with Content Marketing

Ask questions. If you’re not sure what to write next, ask customers or prospects who engage with your content what they’d like to see more of.

Take a look at a viral piece of industry content and review an article. Pointing out what does and Boring, wordy blog posts and doesn’t work can help to not only repetitive social media updates get you in on the conversation, are a surefire way to get your but also position you and your content passed over. If your content is stale and redundant, why business as go-to thought leaders. would customers and prospects Interview someone. Interviewing come back for more? Trust me, I members of your business understand that coming up with community, or a person who has great, image rich content when insight in the field of a prominent there’s so much going on is no vertical of yours will give you easy task, especially when it feels plenty to post about, and provide like you’re aimlessly staring at a valuable information to your blank screen scratching to come audience. up with anything for the next blog Local journalists have this practice post or newsletter. So, the next time you find yourself out of ideas, where they take a national story and relate it to their community, try these ten tricks to kick start so why can’t you? Take a big your creativity and inject new life story and make it relevant to into your content: your audience; this can also be I know this may seem something going on in pop culture, redundant, but hang out on as long as you find a way to make social media. Find out what your it applicable. audience is talking about – what are their worries or concerns?

by John Foley, Jr.

40 • June 2016 • DealerCommunicator

Brag a little. Go ahead, tell your viewers what you did right!

A strong success story with an emphasis on learning new things will not only give them great insight into your business, but also show them what you can do.

Explain a past mistake of others or maybe even your own, and share a lesson you’ve learned. Sharing this kind of information is a brave step that when done right, shows the human side of your business, which is relatable.

Curate content. List ten of your favorite blog posts in your industry, five must-see videos, or three books your customers and prospects should really look into.

Provide a steady stream of curated content and soon enough your audience will look to you for great ideas.

Put it out there and let people know that you need ideas. Let your coworkers know you’re out of content and ask them to freely send you over anything that crosses their minds, or ask them for guidelines. You might open the door for someone in your office to show off their creativity.

Create themes and stick to them!

Often times I find it’s easier to come up with a post or an idea for a piece of content if it fits into a category. This can be a “How To” chain on the blog or a video series on YouTube – the possibilities are endless!

Producing strong content is a skill, one you can improve on with practice. While you’re using these tips to gather ideas, make sure you take note of which ones you want to return to later. Don’t let your ideas get away – and use them to keep your content fresh. 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.

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• June 2016 • 41

Dealer Communicator’s Seminars In Print

LEASING

Negotiation Outcomes: The Good, The Bad and the Kind of Ugly

by Mary Redmond

One of the most difficult things for anyone to do is to walk away from a negotiation. Whether it be walking away from a new customer, a promising prospect, a long-time friendship or the new piece of production equipment that will double company sales.

An essential part of every well-planned negotiation is to determine when you can’t accept the terms of the deal.

Usually, there are winners and losers. However, consider these outcomes.

Five Negotiation Outcomes We Win They Lose Outcomes I do a happy dance. Spend the commission check. Celebrate with colleagues. Next Quarter,

they’ll be another sales quota. I begin to wonder if this customer will ever buy from me again.

Probably not.

We Lose They Win Outcome Customer is doing happy dance.

My boss is mad. I sold our products below cost. Our company loses money. I might be out of a job if I keep doing this. Boss puts me on a 90-day probation warning me that this is the third time this month, I’ve discounted products below the dealership cost.

Customer is excited for me to come back and do more business.

We Lose They Lose Outcome No one gets to celebrate. The problems you could solve for the customer remain looming issues.

Time, Money and Resources are wasted.

We Win They Win Outcome An ideal outcome Takes work to

42 • June 2016 • DealerCommunicator

achive this. A new partnership is established. An excellent foundation is laid. More great times ahead uncovering customer roadblocks, barriers and obstacles that prevent them from achieving their goals. You again, wear the Super Man or Wonder Woman Cape.

We Walk Away They Walk Away Outcome Unbelievably, this is a good outcome, when compared to three of the other four options. The only one that trumps this is the winwin alternative.

to reconsider and reassess their positions. In addition, reasons to work together.

Walk away for a time to switch negotiators. Get a fresh start with new individuals representing your company. Consider that the negotiation difficulties may be due to conflicts of style, personality or another intangible not discovered.

If you haven’t walked away from anything during your life, give it a try. You will live and learn a lot. I am here to testify that it won’t kill you. DC

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

Why is Walking Away Good?

There are three types of walkaway positions.

Walk away. Never to return. Slam the door on the way out.

Dealers and Manufacturers You realize that you may Keep Control Of The Sale When have said a few things Leasing Is Involved You have the sales talent to close deals, in frustration that should but... are you good at Lease Negotiating? not have been said. Your if not, Let Me Be Your Advisor regrets may last forever. Learn from negotiation expert Mary A. Redmond. She has nearly 30 years in Walk away. Reconsider lease negotiations and has represented dealers, leasing companies, customers and Reschedule another and manufacturers. She knows all sides of the sale. Get the edge you need!

Contact us: meeting. This approach Mary@fearlessnegotiator.com • 913-422-7775 allows both parties time www.IndependentLeaseReview.com

Click Here To ReturnDealerCommunicator To Table of Contents • June 2016 • 43

Direct Mail Marketing And Today’s Equipment Dealership

by Bob Licari, BrainSell Services

Dealership owners and managers know direct mail marketing is not a new game. There is no better way to encourage equipment sales and product interest than by direct mail. And, those direct mail product messages could include educational information about product usage and whatever you feel would help sell your dealership and products in your line.

Direct mail is still the most effective method for generating sales leads. With direct mail you can target your campaign to focus on the audience most likely to buy your products and services.

This is partially accomplished by investing in the right mailing list and using the proper mailing method. These are critical factors in your campaign. Using an incorrectly compiled or low grade mailing list will misdirect your marketing dollars and the

campaign will fail.

KNOW WHO YOUR CUSTOMERS ARE Knowing who your customers are by name, title and location is not enough. Take time to analyze where your business comes from.

Look closely at commonalities in the demographics within your customer and prospect lists. Are they compatible to what you sell and for the services you perform?

There are alternative methods for dealers to go to market that involve social media. Social media has its place and could be effective as a supplement to a well-structured print and mail campaign. Dollar for dollar and for drawing hot sales leads, through, nothing replaces direct mail.

BUT DON’T EXPECT MIRACLES. For long term success develop your direct mail

44 • June 2016 • DealerCommunicator

programs not for a one time shot, but for the long haul. There’s more. You must analyze, adjust and improve your direct mail campaign just as you would carefully script a sales pitch.

Review every call, email and order to determine what you did to earn those results. Once that winning combination is found keep your campaigns ongoing, interesting and informative creating awareness, general news about new technologies to step your dealership ahead of competition.

People by nature need to “touch and feel”, it is in our DNA. Screen images on a computer, no matter how clear and sharp, will never replace the feeling of having an item in our hands that impacts our visual sensors, alerting us to something that interests us. Try this for the next direct mail postcard you design.

PRINT A VIDEO QR CODE. People receiving your direct mail with a smart phone will be able to actually see an equipment demonstration –or- a visual

explanation of a product you want to promote. Good Selling. DC

I’M AVAILABLE TO HELP YOU.

If you have questions, feel free to email me at the address below. I will respond to you. boblicari@ brainsellservices.com Bob provides turnkey marketing solutions and has been serving the Mailing, Fulfillment and Packaging Industries for over 35 years. He can be reached at: BobLicari@BrainSell Services.com, Ph: 754-779-4296 or visit his website at www.BrainSellServices.com.

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

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• June 2016 • 45

Notice: The Following Pages Focus On Wide Format

46 • June 2016 • DealerCommunicator

WIDE

FORMAT

SIGN SUPPLIES

Turning The Industry UPSIDE DOWN with news, product information for distributors and manufacturers who sell wide format equipment & sign supplies

Specialty Printing Systems …

The Ultimate Bolt-On Opportunity Many commercial print shop owners look at large format printing as a bolt-on (addon) business, something they can add to their operation that can attract new customers, and provide additional revenue and profits.

Similarly, many

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Continued On Next Page DealerCommunicator • June 2016 • 47

WIDE FORMAT SECTION

Specialty Printing Systems … continued

large format print shops are now adding capabilities through specialty printing systems for the same reasons.

Many of these specialty printing systems are offered by large format digital printing system vendors. These systems enable the production of print-jobs that large format printers can’t produce on their own. A great example of these is the Tshirt printer. There are a few companies that offer low-cost direct-to-garment T-shirt printers, including AnaJet, Brother, and Epson. Epson’s SureColor T-shirt printer sells for around $15,000 available with financing for about $400 per month. Custom printed T-shirts, those with personalized or customized designs, sell for $10 to $15 per shirt, so selling 40-50 shirts per month covers the cost of the equipment and then some. A lot of larger sign and

graphics shops offer this service using a small Epson machine for small T-shirt orders, then outsource production of rush jobs or very large orders.

MORE EXAMPLES OF SPECIALTY PRINTING Another great example of a bolt-on business is specialty printing of products such as mobile phone cases, tablet cases, trophies, and promotional items such as candy or mint packages, pens, and notebooks. Using UVcurable inkjet printing technology and white ink printing, these items can be digitally printed much more cost-effectively in small batches than if printed by screen printing or pad printing technologies. One of these specialty printing systems that we know is doing very well in the marketplace is the Roland LEF20. The LEF-20 has a list price around $20,000 but Roland offers a lease for about $400 per month.

A lot of people are using the LEF20 to print objects such as golf

48 48 •• June June 2016 2016 •• DealerCommunicator DealerCommunicator

Continued On Page 50

DealerCommunicator • June 2016 • 49

WIDE FORMAT SECTION

balls, which formerly only would have been pad printed, but now can very profitably be digitally printed. People are paying $3 $10 per ball for customized gold balls in small batches.

PRINTING ON ROUND OBJECTS Also, at the recent ISA SignExpo we saw a really cool product that fits inside the feed mechanism of the Roland LEF-20. The LEF20 is a signage printing device, but the accessory, called the RotaPrint, Click On Ad allows the For Inquiry Form LEF-20 to print onto round objects Print Industries Market Information and Research Organization such as MEMBERSHIP waterNow Open To Dealers bottles A PRIMIR Membership and travel Delivers Over $400,000 Of Industry Research coffee For An Annual Fee containers.

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a $3,000 accessory, and with it printers are able to produce custom products that sell for $10 - $15 per item, so it doesn’t take a ton of sales to realize a profit on these kind of accessories.

A DEALER OPPORTUNITY Adding these types of specialty printing systems is not just about bolting-on some additional business; it also can mean the difference between being a fullservice provider to the signage and graphics industry of print buyers. IDC recommends that dealers help their customers identify their customers that they think need or could use these types of specialty products then develop a strategy to be able to fulfill those needs.

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

50 • June 2016 • DealerCommunicator Click Here To Return To Table of Contents

WIDE FORMAT SECTION

6 Reasons You Should Consider a Candidate over 50 for Your Small to Medium Business While it may not be the most “trending” idea out there, when it comes to hiring there are a wealth of reasons why you might consider hiring candidates who are over 50 years old.

3. They already know what they’re good at and what they like doing An over 50 worker knows precisely what tasks they like doing and where their expertise 1. They’re likely to stick around can best be applied. This selfawareness can help a hiring longer Millennials like to job hop more manager make a better fit when it than older people, and will spend comes to selecting a candidate. less than two years on average per 4. They’ve already made their job, compared with someone over mistakes on someone else’s 50 who’s likely to remain in their payroll job for over four years.

With decades of experience, the over 50 worker has already 2. They can help sell products experienced his or her share and services to an older of mishaps while working customers base elsewhere.

Unless you are selling products and services exclusively to people who are under 50, you may want to consider how having a baby boomer around who can help you market your services more effectively to the older crowd.

5. They can serve as mentors

Once an older employee has earned your trust, you can use their wisdom and experience to help mentor younger workers.

In the same way that younger

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DealerCommunicator Click Here To Return To Table of Contents • June 2016 • 51

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employees can bring older employees up to speed on technology, the baby boomer can help bring emotional maturity and a conscientious attitude to younger employees.

6. They are less likely to want your job Finally, with a lifetime of real world experience behind them, the over 50 worker is much

more likely to have realistic expectations going into their job.

“They won’t be expecting quick promotions, or the huge raises a younger experienced hotshot might expect.

Taking on people in the over 50 demographic may get you where you want to go faster, and at a more steady rate of growth and at a reasonable cost. DC

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