Dealer Communicator
June 2017
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Dealer Communicator • June 2017 • 1
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2 • June 2017 • Dealer Communicator
PERSONALLY SPEAKING BY
O. MIKE FICHERA, PUBLISHER
DEALER NEWS Why would you want to read this section? Because the Dealer News Section provides you with a picture of various activities in the dealer channel that may have the idea you’ve been looking for. That idea could come from a dealer who explains why they added a new product line. In the May issue, we wrote about Bill Freeman of Freeman Graphic Systems who shared his story with us about his decision to sell his 54 year old dealership to PHS of Atlanta, Georgia. Too often, we don’t or can’t see beyond the happenings and struggles that arise each day. This publication delivers what I hope you will see as News Worthy Of Your Reading Every Month. NEWS4DEALERS Again, I pose the question, why would a dealer want to read this section? To begin with, since we draw industry news from various sources, you would have to read at least five publications and open just as many websites to learn about happenings in the vendor sector. As a dealership owner, or manager, I want to encourage you to read News4Dealers with great care because you will find “business brewing” in that section. I’ll give you one example. A non-customercompany has merged with another. You follow up with a congratulatory email, and a personal call. Guess what! You just might find that the new chief or purchasing manager can see the benefit of doing business with your dealership, that the previous executives could not. Dealer Communicator Is Geared To Connect Manufacturers With Dealers Call Us at 800-327-8999 Or Click Link To Manufacturer Inquiry Form Dealer Dealer Communicator Communicator •• June June 2017 2017 •• 3 3
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Table of Contents
Click Article You Wish To Read GENERAL NEWS SECTION 2 .....Personally Speaking - by O. Mike Fichera, Publisher 8 .....Advertisers Index 9 .....Product Focus: ........ Keeping Offset Pressrooms Competitive In A Changing Industry WIDE FORMAT / SIGN SUPPLY SECTION 13 ...Major Article: New Business (for distributors) Desktop Flatbed Printers That Print Practically On Anything - by Tim Greene 18 ...Dealer News 32 ...News 4 Dealers The Dealer Channel Improvement Center 46 ...Sales Corner - Standing Still Can Kill Your Business - by John Tschohl 49 ...5 Ways to Boost Your Google Search Ranking - by John Foley, Jr. 51 ...Professional Sales Secrets To Live By! - by Bob Licari
6 • June 2017 • Dealer Communicator
Trade Show • Chicago • September 10-14, 2017
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Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX
American Ultraviolet .....................................25 PRINT 17............................................... 26&27 Manufacturing Directions, Inc ......................13 PVC Spiral Supply........ 21,22&23,31,32,33,42 MDI...............................................................13 William B. Rudow, Inc...................................37 New Force Magnetics Co...... 4&5,21,31,33,42 TCS Technologies. .......................................14 Precision 3D Filament .............................17,39 Trade Show Times..........................................7 8 • June 2017 • Dealer Communicator
Keeping Offset Pressrooms Competitive In A Changing Industry Offset Printing Pressrooms today are sharing their space and attention with digital printing machines. This raises the questions in the minds of industry pundits as to the future of offset presses. While it is true that static short run work seems to be better suited to digital printing, offset printing is still the most flexible, producing high quality products on thick or thin different types of paper, board, metal or even plastic substrates. On the other hand, the supposed advantage of digital printing is it’s potentially quicker makeready leading to faster throughput and somewhat lower costs.
simplifying makereadies which resulted in shorter press times. What occurred next were steps that ultimately moved most DI presses into history: fully color corrected plates, the addition of plate loaders that reduced press makereadies and JDF standards allowed for almost instantaneous ink fountain settings.
Today, the focus in the pressroom is automation in the equipment mostly in newer presses. Since the beginning of time, the question that all industries are faced with is this: Can The Older Useable Equipment Be Updated? The answer is YES. And, press improvements entered the print Dealer Communicator remembers industry as press attachments back in 1993 when Heidelberg and accessories from companies partnered with Presstek to show its like QuickSet, H.S. Boyd, DI (direct imaging) press. Plates Mich-Ren, Printing Research were made right on the press
Continued On Next Page
Dealer Communicator • June 2017 • 9
bead transfer cylinder jackets and the PerfectBlack®Plus Product Focus impression jackets for the new continued presses—allowing printers a and so many others. The products high quality, long lasting, low from these companies flowed cost alternative. DC feels this is into the channel and the rest is another opportunity for Graphic history. Arts Dealers. A good example of a product that In a previous issue of Dealer supports press improvements at a Communicator we told you about lower cost is from PrintGuard®, a few other products designed to Inc. (www.printguard.com) a improve pressroom workflow. pioneering manufacturer of glass For web offset presses, QuickSet bead anti-marking products for Corporation (www.quickset the printing industry. PrintGuard corporation.com) offers a number was developed when MIT of products including retrofitted educated Dan Rizika found that QuickSet levers that significantly many printers were losing money reduces makeready ink waste; an from machine downtime and ink pre-sets system that performs poor quality due to the wet ink ink fountain settings from press smearing as it moved through the sheet scans; and a non-electronic press. What resulted in 1998 was ink fast start ink tower. a patented glass bead film sheet later treated with an ink repellant Other interesting offset press coating that dynamically improvement products are reduced ink-markings on from GT Specialties (www.gtpress. Their anti-marking specialties.com) a manufacturer expertise has been adapted to of new grippers also offering the the latest Heidelberg perfecting reconditioning of grippers using presses. A recent release is their industrial diamond and the company’s Orange Glass urethane coating technologies. 10 • June 2017 • Dealer Communicator
Plus, William B. Rudow, Inc. (www.suckers.com) a manufacturer of a wide range of rubber and vinyl suckers, vacuum cups and suction cups. Their advertising headline reads: Suckers By The Zillions for printing, packaging, collating. It often takes 3rd party manufacturers through their channel of dealers to provide printing companies with lower cost alternatives offering improvements with no sacrifice in performance.
equipment and rigging is their primary business. DC asked how a dealer can survive in our changing printing industry. Frank Hancock told us: “If the customer asks for a new part, accessory or attachment, we’ll get it, install it and service it. Our motto is Provide Service When a Printer Needs Help.” Graphic Arts Dealers are an essential partner to printers helping them to sort out the ways and means to keep their offset presses rolling with efficiency and maximum performance along with maintaining high quality levels all cost effectively. While Hancock Printing Equipment company is available when a printer needs help.
As older technologies get challenged the role of the dealer needs to change as well. They need to be on a constant search for products and solutions that keep older presses competitive by adding enhancement products or Dealer Communicator’s advice rebuilding that includes elements to channel dealers is to search out of automation. new, different and improvement products. Where to look? Trade Dealer Communicator reached Shows are the Number One out to the Hancock Printing place, another is in the Dealer Equipment dealership in Communicator 2017 Directory Central Florida (http://hancock of Manufacturers and Products. printingequip.com), where used
Continued On Next Page
Dealer Communicator • June 2017 • 11
Product Focus
Next Month’s Product Focus Will Be:
continued
To receive a printed copy email pat@dealercommunicator.com OR on line >>> http://www.deal ercommunicator.com/Reference_ Guide/Digital_Issue/index .html#/0 DC
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WIDE
FORMAT
& SIGN SUPPLIES New Business (for distributors)
Desktop Flatbed Printers That Print Practically On Anything by Tim Greene, IDC
Typically I cover the large format printing market, but one of the fastest-growing segments of the market isn’t large format at all, it is what we call Desktop Flatbed Printers. This category includes models from three leaders of the large format eco-solvent inkjet printer business; Mimaki, Mutoh, and Roland, as well as solutions from other vendors such a Direct Color Systems and GunsJet. The category has gotten a boost recently with the launch of the Mimaki UJF-3042 Mark II. Mimaki, which more-or-less created this category when it first launched the UJF-3042, the first desktop large format flatbed
printer. These are not large format as we usually talk about them, these have print bed sizes of 11.8” wide and 16.5” long, but they are capable of producing a wide range of applications that can drive a lot of revenue; including a variety of specialty or personalized items such as awards, smartphone covers, USB drives, magnets, and other items. These are UV-curable printers that have three ink set options, the LH-100 ink offers high scratch and chemical resistance, LUS120 ink for flexibility and scratch resistance, and LUS-150 ink for balanced adhesion and flexibility. There is also an accessory called
Continued On Next Page
Dealer Communicator • June 2017 • 13
WIDE FORMAT SECTION
Every Printer And Sign Shop With A UV System Needs UV Lamp Replacements
Sell Them American Made Lamps From TCS Technologies Phone: 908-852-7555 Web: www.tcsuvlamps.com Click here for dealer inquiry Form
the kebab which can make it possible to print onto cylindrical objects such as stainless steel tumblers, bottles, cans, vases, packaging and shipping tubes. Mimaki reports that it found that many of the users of these desktop large format printers needed additional ink configurations, so the new Mark II version includes eight ink channels, which allows users to take advantage of all available ink colors. The Mark II can accommodate the typical CMYK inks plus Light Cyan and Light Magenta, or be configured with Clear, Primer and White inks. The Mimaki UJF-3042 Mark II has a list price of $19,995 but can be found selling for $17,995. About three years ago Mutoh joined the desktop large format market by extending its ValueJet line
14 • June 2017 • Dealer Communicator
Continued On Next Page
WIDE FORMAT SECTION
with the ValueJet 426UF and 626UF. These are two desktop large format models that Mutoh is doing very well with, especially with some of their sign company customers who want to expand their business beyond the sign market. These ValueJets are 6color UV-curable printers that can print on substrates up to 2.75 inches thick. The ValueJet 426UF has a print size of 23.9” x 19” and a list price of $19,995 and the 626UF has a print width of 23.9” x 19” and a list price of $27,995. Roland DGA has three options in this category, the VersaUV LEF300 is a bit larger with a print size up to 30” x 13”, while the LEF-200 prints up to 20” wide and the LEF-12i has a print size of 12” x 11”. Roland makes it easy to lease these printers for as low as a few hundred dollars per month, which should be easily achievable when each personalized or customized item can sell for $10 - $20 per item. Another equipment provider in this segment, Direct Color
Systems, makes it easy to get started in this market by offering “the Platinum Program”, a used equipment program to help companies build their business based on the equipment before investing more heavily in a new desktop printer. According to DCS within 9 months of purchasing a used DCS printer the purchaser may choose to trade up for a new Direct Jet UV printer at a reduced price. Do Dealers Fit In This Space? Dealers looking for new and non-traditional offerings for their customers should take a look at some of these desktop large format solutions which don’t require a ton of expertise and don’t require a big investment, but can provide some top-line and bottom-line growth. DC Tim Greene, Director of Wide Format Printing Consulting Services, International Data Corp. (IDC), will field your questions, comments or arguments by email: tgreene@idc.com
Dealer Communicator • June 2017 • 15
WIDE FORMAT SECTION
EDITOR’S NOTE: To add to Tim Greene’s researched data on previous page, we asked Pete Ordway, President of Ordway Sign Supply, Inc. (www.SignSupply.com) (www.ordway.com) to weigh-in with a dealer’s perspective on the topic of flatbed printers. 1. DC Why Do Printers Want To Invest In 5. Do You Dare Advise An Alternative To Buying? A Flatbed Printer? You bet we would. Any dealer worth Customers who buy our flatbed printers his salt (so-to-speak) is in service to are looking to print directly on rigid customers that trust them without substrates. This is more cost effective and faster than printing on a intermediary question or doubt. One such alternative are Print for Pay providers that can print vinyl and then transferring that to the images onto substrates, or substrates substrate. All you pay for is ink rather of every description. This is a viable than ink and media. (Plus the labor costs alternative to purchasing the equipment of installation) until the customer has enough volume to warrant purchasing the equipment on their 2. Are Your Customers Leasing or own. Buying? We have done more leases than outright 6. Let’s Go Back To Your Thought About purchases. This frees up working capital Roll-to-Roll. In my opinion, I would for other uses. stick to flat substrates rather than a roll to roll option added to a flatbed printer. 3. What Is The Best Use For A Commonly, dedicated roll to roll printers Flatbed? Since UV Flatbed printer’s ink will do a better job on flexible materials typically sits on the surface of the substrate, for a lower cost. Plus these dedicated rather than penetrating into it, there are roll printers have come down in price so many types of substrates that it can print much, some are approaching the cost of on. Much more than a roll to roll printer. the roll to roll option for the flatbed. Plus this gives you a dedicated printer and 4. What About Upkeep and Maintenance? frees up the flatbed for other jobs that are On printers with Mercury Vapor lamps, more appropriate. the lamps will need to be changed more frequently than printers with LED curing 7. How Will Other Equipment lamps. Most other maintenance activities Integrate? Some customers will integrate should not be too extensive. a router with an electronic eye for repositioning the contour cutting of 16 • June 2017 • Dealer Communicator
WIDE FORMAT SECTION
substrates. Of course, this is another piece also very valuable when problems arise of equipment that requires enough volume later. Dealers are Local. We Give More Than We Get – that’s what makes for a to justify another piece of equipment. trusting relationship. Having a partner such as a good dealer to turn to is extremely 8. What Are the Partnership Opportunities important to minimize downtime and Since Some Printers Prefer To Buy Direct frustration. From Manufacturers? I think it is very important to search out a dealer that has experience with these printers. A Flatbed purchase is an Thank You For The Opportunity investment that requires the highest level To Share With My Fellow Dealers of quality and production understanding. Pete Ordway, Ordway Sign Supply, Inc. This is not only valuable when starting – 818- 908-9666 up and learning to use the printer, but
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Click here to dealer inquiry form Dealer Communicator • June 2017 • 17
Dealer Association Annual Meeting
Members Meeting
At the Martin Yale/Count Booth (L-R) Twila Richvalsky (Gebco Hawaii), Dave Roman (Martin Yale), Jim Ellis (Sun Business Systems), Greg German (Martin Yale), Mike Boarman (Martin Yale)
Founded in 1991, BindRite (www.bindrite.com) is an international group of independent dealers offering products, services and expertise pertaining to all your Print Finishing and Custom Graphics requirements. Members are required to maintain the highest standards of product selection, customer service, technical support and adherence to a strict Code of Ethics. At the three-day BindRite Dealer Association annual meeting on April 23,24,25, 2017, at the La Paloma Westin Resort & Spa in Tucson AZ, 65 members from the U.S, Mexico and Canada, were represented, and products and services were on display from 28 of their key vendors. In her welcoming and retirement speech, BindRite President Cyndi Christie, owner of McIntire Business Products, Concord, NH, made this comment, “Our network continues to make significant contributions to the fast-paced ‘Digital Print on Demand’ market space by presenting Print Finishing
Presentation to Retiring President Cyndi Christie (McIntire Business Products) (L-R) Al Boese, Cyndi18 Christie • June 2017 • Dealer Communicator
products from the world class manufacturers we represent, many of which are adapting ‘Green Button Technology’ into their new designs.” This year’s trade show featured breakout equipment that maintains that trend of highly featured products with reduced operator involvement in machine set up and operation, confirmation of the “Green Button” revolution. Finally, the BindRite Meeting featured innovative dealer marketing tools from Spiral Binding and Excel Packaging, providing effective and remarkably easy to use tools for every dealer. The next annual meeting will be at The Hyatt Regency in Bonita Springs FL, April 28, 29, 30, 2018. For more information contact Al Boese, Executive Director at al.boese@bindrite.com or 847-283-0970
DEALER NEWS Lisle Fullmer of PVC Spiral Supplies Retires
The recent 2017 BindRite Annual Meeting coincided with the retirement of an industry veteran and icon, Lisle Fullmer of PVC Spiral Supply. Lisle is well known to many dealers who know him for his knowledge of the industry and technology of coil binding, his fairness and devotion to the Dealer Channel.
Although we wish Lisle well he will be missed by many, including the BindRite Dealers who have annually met with him at all of our Annual Meetings. Good luck to you Lisle, and we wish you many retirement years and many holes in one on the golf course. Al Boese, Executive Director BindRite Dealers Association
Continued On Next Page
Dealer Communicator • June 2017 • 19
Tompkins Printing Equipment 85th Anniversary and Customer Appreciation Day Tompkins has built their reputation on integrity, honesty, and commitment to superior customer service serving Chicagoland and the world since 1932! We could not have accomplished that without the support of our loyal customers and we THANK YOU Steve and Bill Tompkins • Tompkins Printing Equipment Company Schiller Park, Illinois • 847-671-5050 www.tompkins.com
20 • June 2017 • Dealer Communicator
DEALER NEWS Continued on page 24 Independent Stationers Thrives In 2016 Plans For More Growth In 2017
Independent Stationers, an industry-leading nationwide member-owned business products cooperative, recently shared with its members news of accomplishments and progress during 2016 regarding group programs and services. Membership in Independent
We Want Your Feedback
Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
Stationers grew by 32 new dealers in 2016; Nearly two dozen new vendors were added, giving members even more opportunities to respond to end-user needs; The Independent Stationers RDC program was enhanced via central-billing through Independent Stationers, allowing for greater credit limit flexibility, payment terms and streamlining of RDC purchases and payments. More info at: independentstationers. coop/ Continued On Page 24
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It’s great to be a part of a growing market not one on the decline. With our strong dealer network and a product line in demand, PVC Spiral Supply will have converted 1.6 million pounds of raw plastic into plastic coil in 2016. That translates to 14% more than one year ago. My message to our dealer-partners is: “Keep up the good work. Thanks for your trust and support.” Lonnie Bramon, President, PVC Spiral Supply “When it comes to reliability PVC Spiral Supply has always met our expectations at Document Finishing Resources. Lisle Fullmer and the PVC team are people who keep a commitment. That makes them a valued and trusted partner. Our customers also love the “Made in the USA” quality of PVC Binding Coil. I certainly appreciate the service, advice and friendship that I have experienced during my 16 years of doing business with them.” Michael (Mike) White, President, Document Finishing Resources
PVC SPIRAL SUPPLY
Inventory & Distribution: Boise, ID • Tampa, FL • Chicago, IL Tel: 1-800-461-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com • www.pvcspiralsupply.com 22 • June 2017 • Dealer Communicator
om PVC Spiral Supply ing Coil and Related Equipment TM
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PVC, The Largest Manufacturer of Plastic Binding Coil In America
Coil In 21 Colors Dealer Communicator • June 2017 • 23
Click here to dealer inquiry form
DEALER NEWS Continued LexJet Appointed As New Kornit Digital Allegro Distributor for North America
LexJet, LLC has been appointed as an additional Allegro distributor for the USA and Canada by Kornit Digital, a worldwide market leader in digital textile printing technology. LexJet, as a leader in the digital print industry for more than twenty years, has helped imaging and sign businesses adapt to changing markets and develop new sources of revenues, such as home décor and wallcovering applications. LexJet operates distribution centers nationwide to ensure prompt delivery of consumables and parts. More info at: lexjet.com
Imperial Office Products Announces Industry’s First Big-Data Envelope Imperial Office Products is an authorized dealer of C-Line Products, carrying a variety of products to meet office supply needs. Big-data is the new hot topic. Big-data is loosely defined as data sets being so extremely large that traditional technology is inadequate to deal with them. C-Line’s engineering, IT, marketing and product team created the industry’s most cutting edge product – Big-Data Envelope. Their latest product, the XL Reusable Envelope, has incorporated the big data modern technology where it can store, manage and process data to reveal trends related to users’ habits and daily life. TheBig-Data Envelopes allow documents to be inserted and analyzed. Every file inserted in the envelopes can Continued On Page 29
24 • June 2017 • Dealer Communicator
DEALER NEWS Continued on page 29
Click here to dealer inquiry form Dealer Communicator • June 2017 • 25
Valuable Tips For Dealers To Grow YOUR Business At
In September, PRINT 17 returns to Chicago to drive new business strategies to the global printing and imaging industry— delivering opportunities to dealers, distributors, and channel manufacturers. This Is YOUR Event Bring your best customers for demonstrations and to meet new and existing manufacturer-partners.
Explore and Learn About Emerging Market Trends Look to PRINT 17 for the future of the industry. Learn about what your customers need so that you will be prepared to encourage business growth. Discover the Latest Technologies at the Exhibition In no other place will you see so many of the latest and most advanced technologies, services and products as the PRINT 17 Exhibition. In just a few days at the show, you will be able to reach untapped audiences while impressing your manufacturer-partners by visiting them in person. Imagine how much you will be able to see and do in just a few hours while at the show! Attend OUTLOOK 17 This event is particularly important for YOU—dealers and distributors. Why? This annual program provides economic and marketing information, technical reports, and print trends and forecasts. Don’t miss it! To learn more, visit www.Print2017.com 26 • June 2017 • Dealer Communicator
Communicator Click here to dealerDealer inquiry form
• June 2017 • 27
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
<<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>>
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!
Click here to dealer inquiry form 28 • June 2017 • Dealer Communicator
DEALER NEWS Continued on next page be viewed from the outside due to its translucent material. Most importantly, as more files are added into it, the envelope will automatically sort the contents into various categories and save it on to users’ private drive. More info at: c-lineproducts.com
Lunch And Learn At Innovative Document Solutions
Join Innovative Document Solutions, a locally owned solutions provider located in Murrieta, CA, for one of their informative “Lunch & Learn” opportunities. This opportunity provides up to date, in-depth detailed information in a “NonSelling Learning Environment”. Submit a request and Innovative Document Solutions will provide the lunch and the learning experience. They will feed your appetite and your need for
information all at the same time. Learning opportunities for each of the following technologies are available on a monthly basis: Document Distribution, Document Management, Color, Productivity, Device Management, Cost Recovery, Security, Usability, Accessibility, Environment. Call to reserve your seat at their LUNCH & LEARN and to schedule a complimentary consultation. Call: 951.676.8885 or 760.200.1583. More info at: http://temeculacopiers.com/ HOME news from
Industry Analysts, Inc. The Place For Print News
Marco Purchases Dakota Business Center’s Copier/ Printer Business Marco, a leading technology services provider in the United
Dealer Communicator • June 2017 • 29
DEALER NEWS Continued States, has announced that it has assumed responsibility for the copier/printer sales and service previously provided by Dakota Business Center, a Rapid City, South Dakota based company. The 15 employees who previously supported Dakota’s copier/printer solutions have joined the Marco team. Dakota Business Center will continue to provide its customers with sales and service for their office supplies, office furniture, managed IT and promotional products.“This purchase allows Marco to further expand its technical expertise and services in the state of South Dakota,” said Jeff Gau, Marco CEO. “We look forward to continuing Dakota’s commitment to satisfying its copier clients and providing opportunities for its valued employees.” This is the 16th acquisition the company has completed
over the past three years. They have six locations throughout South Dakota. Marco has 1,100 employees and serves more than 31,000 customers from its 47 locations throughout the Midwest and nationally.
Nimlok Chicago Receives National Marketing Excellence Award
Nimlok Chicago, the exclusive distributor for the Chicagoland area for Woodridge, Illinois-based exhibit display company Nimlok, has announced that it has received a 2017 Compass Award of Merit for marketing excellence in the Marketing and Sales Collateral category. The Compass Awards program annually recognizes the best and most relevant marketing and
30 • June 2017 • Dealer Communicator
DEALER NEWS sales initiatives. The program features 15 submission categories covering a range of sales and marketing areas. Nimlok Chicago received the award for successfully launching and promoting a website rebranding campaign in April of 2016. The campaign centered on the creation and launch of a
new website, which resulted in 10 percent growth in online exposure. “Our incredible team worked tirelessly to execute our website rebranding,” says Deb Venable, President of Nimlok Chicago. “We are honored to receive this award and to be recognized by the TMSA for marketing excellence.” More info at: nimlok-chicago.com DC
There’s A New Force In Flexible Magnetic Materials Printable Sheets, Rolls, and Strip
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Buy Plastic Coil Double Loop Wire From One Source Tel 800-461-9301 <> Fax 208-377-9301 Email ljfullmer@pvcspiralsupply.com www.pvcspiralsupply.com
See Display Ad Pages 22 & 23
We Want Your Feedback Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
Dealer Communicator • June 2017 • 31
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Birthday Anniversary Announcements
Goss Adds to Portfolio with Acquisition Of Loudon Machine, Inc
Click Here For One Minute Audio
Continuing its trajectory of strategic growth, Goss International has announced the acquisition of Loudon Machine, Inc. in an asset transaction.
Continued On Next Page
Click On Play Button To Hear One Minute Audio
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Click here to dealer inquiry form 32 • June 2017 • Dealer Communicator
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“This is our second acquisition in 2017 to help grow our aftermarket business and enhance our product offerings,” says Stan Blakney, COO of Goss. “This purchase focuses on the post-press segment of the market, and enables us to enhance our bindery products and service - parts capabilities.” Based in Effingham, Illinois, Loudon Machine is a fullservice company focused on the commercial printing industry. They specialize in the worldwide supply of new and
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refurbished bindery equipment, parts and service, with a product line extending from saddle stitchers, feeders and bases to shuttle hoppers, test stands, and trimmers. In addition to their printing industry expertise, Loudon has several custom manufacturing services.
USSC Announces New Board Member The United States Sign Council (USSC) has announced that Mark
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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
&
Buy Plastic Coil Double Loop Wire From One Source Tel 800-461-9301 <> Fax 208-377-9301 Email ljfullmer@pvcspiralsupply.com www.pvcspiralsupply.com
See Display Ad Pages 22 & 23
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Czerniakowski has been elected as a member to its Board of Directors. The board provides direction and oversight for the industry’s largest trade association. Members of the board serve a two year term. Czerniakowski is the Northeast U.S. regional sales manager for Roland DGA Corporation.
TLMI Names Dan Muenzer President TLMI is a member-driven association strongly committed to providing business solutions that enhance the prosperity of its members and the narrow web tag, label, and packaging industries. The TLMI Board of Directors has announced that Dan Muenzer has been selected as the association’s new president, starting on July 1, 2017. Dan will become TLMI’s fifth president
in the association’s 83-year history. He is currently the Vice President of Marketing for the Label Division of Constantia Flexibles, one of the largest label and flexible packaging converters in the world, with headquarters in Vienna, Austria. Chairman Moreland commented, “TLMI has four core values – knowledge-sharing, innovation, respect, and integrity. Dan lives these values every day. Dan’s boundless energy, inclusive style and extraordinary communication skills are going to ensure that TLMI delivers on its Core Purpose: ‘To enhance member success in the label and package printing industry.’
PostNet Has Been Acquired By MBE Worldwide PostNet International Franchise Corporation, a design, printing and shipping franchise with 660
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locations in 9 countries, has been purchased by Mail Boxes Etc. Worldwide, one of the largest third-party logistics, printing and communication service retail networks in the world with 1,600 locations globally.
Both franchise companies currently operate in the business services industry, offering premium shipping, logistics, printing, graphic design, and postal services. The acquisition of PostNet gives MBE a strong presence in the U.S., South Africa and several other countries where the PostNet brand is well established and will continue to grow. Combined, the two
companies will have an extensive reach of nearly 2,300 locations in 33 countries.
Standard Expands Sales Team Standard Finishing Systems has added two industry veterans to their field sales team. Dennis Marking The Standard sales team provides comprehensive coast-to-coast coverage and support to Standardâ&#x20AC;&#x2122;s Mike Fairhurst North American customer base, and partner and dealer network.
Leading Online Wide Format Printing specialist publication for sale in Australia as well as Specialist Classified online magazine for the commercial offset industry. Due to bad health, owner must sell. Enquiries to Michael at michael@asfisherco.com
Dennis Marking, territory sales manager, Southwestern Region, has 18 years of experience in operating a trade
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bindery business, as well as 8 years selling folding and direct mail solutions.
Mike Fairhurst, territory sales manager, New England Region, spent the beginning of his 30year career in the print industry in the direct mail and transactional space, before transitioning to selling finishing solutions for the high-speed web offset printing market.
Mike Feldman, Executive Vice President and President North America Operations Mike Feldman is President of North America Operations for Xerox Corporation. He was appointed an executive Vice President of the corporation and to this position effective Jan. 1, 2017. Mike has been a Vice President of the company since October 2013.
In this role, Mike leads the company’s Go-to-Market teams in the U.S. and Canada to bring Xerox’s full portfolio of product offerings and service delivery to current and new clients and partners. He leverages sales activities and maximizes coverage through direct and indirect channels to drive revenue growth.
International Paper Names Guillermo Gutierrez Vice President Of Investor Relations International Paper has named Guillermo Gutierrez vice president of Investor Relations, effective July 1, 2017, reporting to Glenn Landau, senior vice president and chief financial officer. Gutierrez, 45, joined International Paper in 1994 and has held roles of increasing responsibility in finance, sales, marketing, supply
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chain and general management. He currently serves as regional managing director, EMEA Packaging.
B&R Moll Adds New Regional Sales Manager David Totten will oversee Texas and Northeastern sales and business development B&R Moll, Inc., the industry’s leading supplier of folder/gluers and specialized bindery finishing equipment for printing and packaging facilities, is expanding its sales force with the appointment of a regional sales manager for Texas and the Northeastern US. David Totten will assume responsibility
for directing B&R Moll product sales and customer relationship management in the Northeast Region and Texas. In combination with his proficiency in finding the best solutions for his customer’s needs, David’s valuable technical sales experience will facilitate B&R Moll’s growth and expansion throughout the North American market.
William B. Rudow Inc.
www.suckers.com info@rudow.com
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DeMOORE Lifted Anchor On Tuesday May 16, 2017 And Sailed To A New Port
Up and Coming Industry Icon
Howard DeMoore in his prime
Who was Howard DeMoore? Mr. DeMoore was a generous human being, and a hero to all of us here at Dealer Communicator. And, he was a hero not only to us, but to people who worked for him, and who served his company, Printing Research. According to Margaret Bain, who worked for him for 15 years, “Howard was the most generous man I had ever known. He treated everyone with respect; he knew each one of us at the company by name, and at that time, PRI had over 100 employees.
I will always be grateful for the opportunity and fun times I had working for Mr. DeMoore. And from his (friendly) competitor, Jim Elliott, President of Shinoda USA, “I worked for Mr. DeMoore for 28+ years and can say, without question or doubt that he was a great and generous man. We have lost, not only an industry icon, but a dear friend. And I Conclude With This: “Howard DeMoore leaves us a Legacy –a gift -- about life and living. A legacy about learning from the past, living in the present, and sharing with us who learned a great deal from him as a friend and as an experienced, trusted adviser.” Orazio “omike” Fichera
Loved Texas
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Grandpa
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Continued on next page are retiring from Quad/Graphics’ Jay Rothman Joins Quad/ Board of Directors. Graphics’ Board Of Directors Julie Shaffer To Join Idealliance Team As Vice President of Marketing Quad/Graphics, Inc. And Events has announced that Jay Rothman, chairman and CEO of Foley & Lardner LLP, has been appointed to Quad/Graphics’ Board of Directors. Concurrently, longtime directors William Abraham, a retired partner from Foley & Lardner LLP, and Thomas Ryder, retired chairman and CEO of Reader’s Digest Association, Inc.,
Thought of the Month It’s not the load that breaks you down, it’s the way you carry it – Lena Horne
Idealliance, the association for the Visual Communications and Media Industry, has announced that Julie Shaffer will join their team as Vice President of
JUMP INTO
Continued On Next Page
3D
With Both Feet
Precision 3D Filament (A PVC Spiral Supply Enterprise) Offers Dealers An Opportunity To Enter The 3D Business With A Full Line Of 3D Filament Supplies. Email: lonnie@precision3Dfilament.com Telephones: U.S. 800-461-9301 ... International 1+208-377-9301
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Marketing and Events effective June 12, 2017. David Steinhardt, President and CEO of Idealliance, said, “We are extremely pleased that Julie has agreed to join our team. She has a solid reputation as an industry expert and thought leader. As we continue to grow, she will be an excellent addition, helping us move Idealliance and our industry into the future.” Steve Bonoff, current Senior Vice President of Marketing Communications, is moving forward to a consultancy role as of June 1, 2017.
Universal Products Named Master Distributor For Avery Dennison Universal Products Inc., founded in 1977, announces that it has been named an authorized master distributor for Avery Dennison Graphics Systems. Operating out of its 165,000square-foot headquarters
Universal Products offers customers access to the wide range of quality graphic films and digital media that Avery Dennison offers. Publisher’s note. A number of years ago when we added news, editorials and product advertising for distributors in the wide format/digital segment of the imaging industry, we coined the phrase Master Distributor. Why? Because the term resellerdistributor/dealer was confusing our readers. Master Distributors buy from manufacturers, and will sell in smaller units to dealers and distributors; generally will not sell to printing customers.
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Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
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Total Solar Eclipse To Be Commemorated On First U.S. Stamp Application Of Thermochromic Ink
to east from Oregon to South Carolina and will include portions of 14 states.
Industry Veteran Returns To Agfa Graphics As Vice President Of Newspapers
Agfa Graphics has welcomed Michael Phillips back to the The Postal Service will soon company as release a first-of-its-kind stamp vice president of that changes when you touch it. Newspapers. With more than The Total Solar Eclipse Forever 25 years’ experience in the stamp, which commemorates the August 21 eclipse, transforms into newspaper industry, Phillips will help drive strategic revenuean image of the Moon from the generating initiatives for Agfa heat of a finger. Graphics’ comprehensive Tens of millions of people in the newspaper solutions. United States hope to view this Phillips was most recently rare event, which has not been the vice president of Sales seen on the U.S. mainland since and Operations for Southern 1979. The eclipse will travel a Lithoplate Inc. rising in the ranks narrow path across the entire from director of North American country for the first time since Sales and director of News Sales. 1918. The path will run west
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Continued on next page Idealliance membership to join Dick Ryan of Publishers the Idealliance Board. Press Elected Chairman of Clark Scherer Promoted To Idealliance Director Of National Account Board of Sales For Komori America Directors
Komori America Corporation has announced that Clark Scherer, district sales manager Midwest Region, is promoted to director of national account sales effective May 1, 2017. In his new capacity, Scherer will maintain responsibility There’s A New Force In Flexible Magnetic Materials for his current sales Printable Sheets, Rolls, and Strip territory and assume NEW FORCE MAGNETICS responsibility for See Our Product Ad In This Issue Pages 4 & 5 national account management in the Midwest region. Buy Plastic Coil Double Loop Wire He will report to From One Source vice president, Finance and National Accounts, Tel 800-461-9301 <> Fax 208-377-9301 Email ljfullmer@pvcspiralsupply.com Mike VanCalbergh. www.pvcspiralsupply.com DC See Display Ad Pages 22 & 23
Idealliance has announced that Dick Ryan, Vice President, Sales & Marketing for Publishers Press, has been elected chairman of the Idealliance Board of Directors on May 3 before the Idealliance Annual Experience Conference. In addition, seven industry leaders were newly elected by the
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DATES TO REMEMBER FOR INDUSTRY EVENTS Integrated Marketing Virtual Conference July 20, 2017 Contact: 215-238-5300 Visit: http://imv.targetmarketingmag.com PRINT 17 Sept. 10-14, 2017 McCormick Place, Chicago, IL Contact: 703-264-7200 Visit: www.gasc.org
thINK 2017 Oct. 9-11, 2017 Boca Raton Resort & Club, FL Contact: 312-245-1061 Visit: www.thinkforum.com SGIA EXPO 17 Oct. 10-12, 2017 Ernest Morial Center, New Orleans, LA Contact: 888-385-3588 Visit: www.sgia.org
PINE Print Management Conference Oct. 1-3, 2017 The Hotel Viking, Newport, R.I. Contact: 202-596-3450 Visit: www.pinepmc.org PSDA 2017 P2P Technology Summit Oct. 4-6, 2017 Sheraton Hotel, New Orleans, LA Contact: 800-230-0175 Visit: www.p2psummit.org
Digital Packaging Summit 2017 Oct. 23-25, 2017 Ponte Vedra Beach, FL Contact: 781-910-3671 Visit: www.digitalpackagingsummit.com IPEX 2017 Oct. 31-Nov. 3, 2017 The NEC, Birmingham, U.K Contact: +44 (0) 20 7017 6986 Visit: www.ipex.org
Dealer Communicator • June 2017 • 43
2017 Three Month EDITORIAL CALENDAR published by FICHERA PUBLICATIONS, INC. FOR 39 YEARS, OUR WORK IN SERVING MANUFACTURERS HAS BEEN To Connect Them With The Dealers Who Can Sell Their Products – DEALER COMMUNICATOR DELIVERS NEWS AND PRODUCT INFORMATION TO OVER 9,000 CONTACTS: OWNERS..MANAGERS..SALES PEOPLE..CSRs.. in these channel segments >> wide format, sign supply, offset, mailing, bindery and office machines
TRADITIONAL products
WIDE FORMAT & SIGN SUPPLY
JUL SHIFTING TO DIGITAL PRODUCT SALES. Dealers are continuing to shift emphasis to digitalwideFormat, BUT are hanging on to core, such as Offset, Binding, Mailing and Office Machines
SIGN DISPLAYS and SIGN HARDWARE. Sold by distributors only as an add-on sale. THE TRUTH IS…. Mfrs of Sign & Hardware products need to do more to make themselves known and to position themselves as Leaders in Sign Displays and Sign Hardware.
AUG SOFTWARE … Dealers who understand Software are more in control of the account than those who simply sell machines and supplies.
FINISHING. There are many products that fall into this category: Grommets, Sign Hardware, UV Coating, Frames, Laminating, Routers, Cutting Tools…and more. Successful Distributors use these lines to open doors to equipment and supply sales.
SEP
PROOFING SYSTEMS: Analog and Digital
RIGID SUBSTRATES. Plastic <> Wood <> Metal <> Acrylic <> Foam Board
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Wanted: Telephone Sales Person! (Margate, Florida) We Are Currently Looking For an Experienced Sales Person to Sell Advertising and Marketing Services to Manufacturers that Sell to Dealers in the Printing Industry! Dealer Communicator is a business located in Margate, Florida proudly celebrating its 39th year. Please inquire if you are able to close long-term advertising and marketing agreements. Check us out at www.dealercommunicator.com for more information. If you feel that you are the right fit for this position, please send us a short bio about yourself and include a short outline of your marketing and phone sales experience. We look forward to hearing from YOU!!! Email us at: dealercommunicator@gmail.com
Dealer Communicator â&#x20AC;˘ June 2017 â&#x20AC;˘ 45
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 John Foley Bob Licari
SALES CORNER
Standing Still Can Kill Your Business… The Importance of Ongoing Training!
by John Tschohl
Training is essential for employee development and the growth of a company….A long-term research project commissioned by Middlesex University for Work Based Learning found that from a 4,300 workers sample, 74% felt that they weren’t achieving their full potential at work due to lack of development opportunities. “We have an innate desire to endlessly learn, grow, and develop. We want to become more than what we already are. Once we yield to this inclination for continuous and never-ending improvement, we lead a life of endless accomplishments and satisfaction.” Chuck Gallozzi – Founder and leader of the Positive Thinkers Group in Toronto The lesson here: invest in retaining and developing your present employees. After all, the cost of
46 • Improvement June 2017 • Dealer CenterCommunicator • June 2017
continued retaining present employees is much less than the cost of replacing them. Help employees expand their knowledge by offering more training options. Offer them the opportunity to move up in the company to a better position and a better salary. Why Invest in Continuous Employee Training and Development? • Continuous Training takes care of weak links It helps to reduce weak links and ensure the same mistakes are not repeated. • Continuous Training increases employee satisfaction It shows employees that they are valued. It helps them move up the learning curve and work harder. They will know that the training they do can take them into other positions with better growth opportunities and/or better pay within the organization. • Continuous Training boosts employee performance Continuous training empowers
employees. It gives them confidence and keeps them up to date on new developments. This confidence pushes them to perform better and think of new ideas to excel. • Continuous Training should be done on your time Because employees are being trained on your time, they see that you value them enough to invest in them • Continuous Training helps you stay ahead of the competition Make sure your staff is constantly advancing and you will continue to move forward and be more competitive in the marketplace. Standing still can kill your business. I always recommend that organizations produce a training and development plan for all employees. Training and development are broadly defined as those activities aimed at raising the standards of employee practice and thus lifting the quality of the employee’s and customer’s experiences. The aim is to empower all employees to carry out their roles to the highest standards, and
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SALES CORNER continued
deliver high quality services to customers every day and every time.
“Ongoing training is important not just to employee development, but it also affects the success of your business”. John Tschohl
John Tschohl is an international service strategist Spending money on something and speaker. that pays off in profit should not be He is Founder a sticking point for a business! and President of In my travels around the world I have noticed that increasingly, high the Service Quality Institute performing organizations today are in Minneapolis, Minnesota. Described by Time and recognizing the need to use best training and development practices Entrepreneur magazines as a to enhance their competitive customer service guru, he has advantage. Take a look at written several books on customer companies such as Amazon, Costco, service. He will release shortly Metro Bank UK, and others. They the 11th edition of Achieving look at training and development as Excellence Through Customer an essential tool of their business Service. The Service Quality and choose to value the potential Institute (http://www.customerof their people and grow them. service.com) has developed The studies I have looked at have more than 26 customer service highlighted the connection between training programs that have a well-designed training program and the bottom line of the business. been distributed and presented throughout the world. John’s Regular training is well worth the monthly strategic newsletter is investment because building up available online at no charge. He the skills within the business will effectively improve your company’s can also be reached on Facebook, LinkedIn and Twitter. DC bottom line. 48 • Improvement June 2017 • Dealer CenterCommunicator • June 2017
5 Ways to Boost Your Google Search Ranking John Foley, Jr. (The Social
Media Guru)
With the internet being such a prominent part of your organization’s marketing efforts, having strong Search Engine Optimization is crucial to marketing and developing new business. Below are five tips that will help boost your SEO and improve your search ranking on Google. Optimizing Keywords Having a well-optimized site is important, especially if you are looking to improve your search ranking results. When optimizing keywords, be sure to include them on your site. Titles, descriptions, headings, content, image file names, and URLS are all important to have optimized.
Adding Search Engine Optimized Content for Keywords In order to optimize content for keywords, you have to select the right keyword and use it throughout your content. Once you develop content, link it to other pages that are related to the topic. Setting Up and Optimizing Social Properties Set up your social media for optimizing, and get it ready for your specific audience. By linking your social media pages together, they will co-exist and provide better responses to your content. Back Linking and Posting Articles to High Quality Websites When back linking in articles, make sure your links are high quality and relevant. Avoid Continued On Next Page
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John Foley Article Continued simple and cliché tags like “Click Here” or “Read More,” and instead try to optimize your text with keyword content that has a purpose. Analyzing Your Website Analyzing and tracking your data is necessary to having a successful and structured website. By analyzing your website, you will be able to see exactly which keywords search engines are seeing from your site, break down any errors, check for broken links, and track all site traffic.
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.
By following these five tips, you are taking the necessary steps to make improvements towards your SEO and search ranking with Google. DC
50 • June Improvement 2017 • Dealer CenterCommunicator • June 2017
Professional Sales Secrets To Live By! by Bob Licari, BrainSell Services There are many techniques to learn and master to become a successful sales professional. Time management is one of the most important. A good salesperson is a hunter of prospects who shoots straight and focused, to make the “kill”. Don’t be one of those salespeople who goes around, “hunting” prospects, wounding many and “closing very few”. What could be missing from your skillset may be right in front of you, but because you cannot identify the problem it never gets better. Effective Selling is only possible if you believe in the product or service you are selling. There is no argument here, not believing in your product or service is eminent failure and just a waste of time. Sure, you may be able to get through a canned and mechanical PowerPoint presentation, but if you don’t believe in what you are doing, it
will show up in ways your customer may pick up on. In most cases, you will lose that sale. Of course, even a lousy salesman will close a deal here or there but there will never be that long-term success or the financial rewards of being a top performer. Take the time and effort to master your trade and only sell products or services you believe in. Take your time, don’t rush, ask the right questions and LISTEN to what your Prospect has to say. Society runs on high-octane, life is so fast paced. We are all slaves to time, obedient to an unswaying master that only give us 24 hours in a day, no matter how much we want otherwise. Since many of those hours are slated for sleep and recharge, in the end, we are left only with those remaining hours, with no exception. It is no wonder why so many feel a fierce struggle to keep up. For those who learn the right techniques, avoiding
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Bob Licari Article Continued being caught up in this struggle will cash in on great benefits. It is important to ask questions, but even more important is to learn how to listen to your prospect. Spend a little more time learning what the prospect needs from their business perspective. Not knowing an answer is better than giving an incorrect answer, don’t guess. Credibility is difficult to rebuild, and can be destroyed in so few words! Salespeople do not like admitting to something they don’t know. We always want to be looked at as an expert. A weaker-skilled Salesperson may look at not knowing something as a sign of failure. Trust me, BS..ing will ALWAYS be worse ! Stay Self-Motivated, your inner conscience will make you or break you. Motivation comes in many ways and varies between individuals. Whatever it is that motivates you to
do well and succeed, harness it and use it as an energy source to keep you up and recharged. Never take REJECTION personally, it is all part of the game! In order to be a successful salesman, you must learn how to separate the rejection from a personal attack on you. Master that rejection and walk into each new prospect as if they were the first you ever met. Keeping that enthusiasm is the key to your success. DC 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 June 2017 • Dealer CenterCommunicator • June 2017
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54 • June 2017 • Dealer Communicator