DEALER communicator
June 2018
This Editorial Issue Ends 40 Years Of Serving The Channel “Thank You To Every Dealer And Manufacturer In The Channel For Allowing Me Orazio “OMike” Fichera To Serve You.” Publisher, Dealer Communicator CLICK THIS SYMBOL IN LOWER RIGHT CORNER OF SCREEN FOR ENHANCED READING ENJOYMENT Issue Sponsors
H.S. Boyd Co.
Manufacturing Directions
Dealer Communicator • June 2018 • 1
“More Inventory, More Choices of Magnetic Materials From New Force” New Force Magnetics Has
OVER 35,000 ROLLS
Jack Nellessen, President
of Flexible Magnetic Materials
READY TO SHIP Magnetic Strip with or without adhesive
NEW FORCE MAGNETICS
A Trustworthy Source For Magnetic Materials Ph: 303-565-3760 • Fax: 303-565-3762 sales@newforcemagnetics.com www.newforcemagnetics.com
Click here to dealer inquiry form
2 • June 2018 • Dealer Communicator
Also Add New Business With The Same Sign Shops You Are Selling To Now. Offer Them New Force Magnetic Receptive Materials To Create Removable Signage. Available In 60” Rolls.
Call For Free Samples: Phone 303-565-3760 Email sales@newforcemagnetics.com Here’s How It All Works Step One: Stick It
Step Two: Print It
New Force Adhesive Back Magnetic Sheet is adhered to
A changeable sign is printed on magnetic receptive Transitional Graphics.
the wall.
Step Three: Change It
To change the sign, a new message is printed on Transitional Graphics. The old sign is easily removed and replaced by the new message.
Dealer Communicator • June 2018 • 3
PERSONALLY SPEAKING BY
O. MIKE FICHERA, PUBLISHER
WELCOME TO THE 456th EDITION OF THE ONLY NEWSJOURNAL IN AMERICA DEDICATED TO SUPPORTING THE DEALER-MANUFACTURER CHANNEL
CLICK THE VIDEO BELOW TO VIEW THE ELEVENTH OF A SERIES OF LEARNING SESSIONS BY BRIAN JOHNSON OF OPTIMIZE
Title: Train Your Mind VIDEO
Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX
American Ultraviolet ................................................19 Printware LLC...........................................................21 H.S. Boyd Co............................................................18 PVC Spiral Supply.................................................6,17 Brackett, Inc..............................................................25 Quite Software..........................................................12 Manufacturing Directions, Inc. .............................9, 23 William B. Rudow, Inc...............................................22 MDI.......................................................................9, 23 New Force Magnetics Co.............................. 2 & 3, 24 Tower Products.........................................................20 Precision 3D Filament ..............................................13 Trade Show Times....................................................28 PRINT 18..................................................................15 Van Son Ink ................................................................7 Printer’s Repair Parts ...............................................14 YUL Technologies.......................................................5 4 • June 2018 • Dealer Communicator
So Tell Me . . . WHAT’S A YUL? Electric Paper Cutters With A Small Footprint
and features beyond what you would expect • Performance * Fully programmable up to 100 programs x 100 steps * Micro Glide Backgauge • Smart Safety * Innovative hand-waving prior to operation * Safety main disconnect switch * Password protected • Available Sizes: * 17 1/8” - 19 1/8” - 22 1/8” NEW Now Available In 26.5” • AND A GIANT FEATURE . . . Optional: Exclusive Wi-Fi Connectivity A Feature Like No Other 2020 Francis-Hughes, Laval,Quebec, Canada H7S 1N4 Toll Free: 800-363-2853 martin@yultechnologies.com www.yultechnologies.com
Communicator • June 2018 • 5 Click here toDealer dealer inquiry form
Table of Contents 4 .....Personally Speaking - by O. Mike Fichera, Publisher 8 .....Dealer News 11 ...News 4 Dealers 12 ...WIDE FORMAT / SIGN SUPPLY SECTION - Major Article: .........Specialty Digital Printing Systems For New Revenue - by Tim Greene 18 ...GENERAL NEWS SECTION - Product Focus: ........Dealers Keep Offset Presses Competitive The Dealer Channel Improvement Center 27 ...Are You Guessing On Your Quality Of Customer Service? ........ - by John Tschohl 28 ...A PR Campaign Is THe Way For Dealers To Promote Business ........ - by Jim Farrell
This Is . . .TurboCOIL Made for printers that bind THICK BOOKS
Made In America
Ph: 800 461-9301 Fax: 208-377-3759 sales@pvcspiralsupply.com
6 • June 2018 • Dealer Communicator
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FINE PRINTING INKS
On Behalf of the entire team at Van Son Holland Ink Corporation of America A proud new member of the T&K Toka Printing Ink Group We thank all of you at “The Dealer Communicator” For your legacy and dedicated commitment, Providing the highest levels of professional and Informative communications, to the community of Dealers, Distributors and Manufactures Within the printing industry. Dealer Communicator • June 2018 • 7 Click here to dealer inquiry form
DEALER NEWS
dard coatings, such as gloss or matte, and specialty coatings using sand, glitter and many more. S-One Labels & Packaging has The two companies will also announced a new partnership with jointly create proprietary coatings Kustom Group to introduce a wide individually customized and devariety of over-print varnishes and veloped under the new co-branded coatings designed for both flexo KustomLP product line. and digitally printed label and packaging markets.
S-OneLP Partners With Kustom Group
Under the Kustom Koatings brand, S-OneLP will offer stan-
Shorr Moves Into Larger Warehouse
Shorr Packaging Corp. (“Shorr”), a national and independent pack-
Do You Know The Industry Personality On The Left? Send Your Email To: omike@dealercommunicator.com 8 • June 2018 • Dealer Communicator
DEALER NEWS Continued aging supplier, announced the expansion and new location of their distribution and warehouse facility in Nashville, TN (“La Vergne, TN”).
viding high service levels for all our customers. The larger facility will help us gain advantages within the region, which can be passed on to help provide better service to our national, multi-loca“Shorr needed a larger facility to tion customers.” It will continue support our continued growth and to service the same areas in Tento help operate more efficiently,” nessee and Kentucky – primarily explained Craig Funkhouser, the Nashville, Bowling Green and Chief Executive Officer. “We will Knoxville areas. continue to focus efforts on pro-
...
Continued On Next Page
A Trusted Logo By Dealers That Sell & Service Floor Model Folding Machines Every roller backed by a guarantee of satisfaction
Proudly Made In The USA By Manufacturing Directions See Web For Free Parts Catalog
Manufacturing Directions “The Dealers Choice”
11639 Township Road #76 Quincy Ohio 43343
Toll Free 800-634-0034 • Fax 937-585-5209
www.folderparts.com
Click here to Dealer dealerCommunicator inquiry form• June 2018 • 9
DEALER NEWS Continued Des Plaines Office Equipment CEO Chip Miceli Participates At Select Dealer Group (SDG) Trade Association Conference
discussions about the future of the industry.
Chip Miceli, President/CEO of Des Plaines Office Equipment , a 60+ year old, second-generation family business providing document management and managed network services, was one of several dozen industry executives to participate in a conference of the Select Dealer Group, held at the MGM Hospital in Las Vegas.
Remember, there’s a lot to be thankful for. Changes have been made, and more are in the works. That’s the tough part, making changes. Human nature tends to resist change. If one resists change, one does not move forward. We are particularly aware that in business it’s the innovators who succeed. Staying stuck in the mold gets you exactly that - stuck! I recommend you shake yourself off and become unglued! DC
The meeting was held in conjunction with the ITEX show, an industry event which brings dealers and vendors together from all around the world. Miceli is one of the original founders of the organization, which includes members from across the United States and internationally, who meet three times a year to share industry best practices. This month’s meeting included
Food For Thought From SignEquip
Thought For The Month
10 • June 2018 • Dealer Communicator
Deal with the faults of others as gently as your own. Chinese Proverb
News
4 Dealers
ics East in Marietta, Ohio, which continues to serve the eastern U.S. out of its 20,000 square feet of production, warehousing and shipping space.
Master Magnetics Moves To New Location
The company’s new 99,000-squarefoot facility has everything conveniently located under one roof. Castle Rock, Colorado-based Master Magnetics, manufacturers of magnets used in a variety of industries, announces that it is moving into a new location, consolidating what had been 85,000 square feet in seven different buildings into one new 99,000-square-foot headquarters. “Customer service has always been our primary concern and combining all of our Colorado production, warehousing and shipping operations in one location will allow us to maintain our high level of service as we grow,” says Jennifer Brown, chief operating officer. The company says the move will have no effect on†Master Magnet-
The company was founded in 1976 in just 4,000 square feet. It has grown over the years to serve the commercial, consumer and industrial markets and carries more than 20 million items in stock. Master Magnetics’ new address is 1211 Atchison Court, Castle Rock, Colorado, 80109. Phone Numbers Remain The Same: Toll Free 800-525-3536 Ph 303-6883966 Fax 303-688-5303 Web: www.magnetsource.com.
Data Privacy Best Practices The European Union’s General Data Protection Regulation (GDPR) continues to gain attention as its implementation date of May 25, 2018 arrives. In general, GDPR is responding to the fact that personal data is valuable and data privacy is important to consumers. That is an understatement. The legislation is taking steps to protect both. DC
Dealer Communicator • June 2018 • 11
WIDE FORMAT
& SIGN SUPPLIES Specialty Digital Printing Systems Create New Revenue Opportunities
By Tim Greene, IDC Research Director – Hardcopy Solutions
The large format digital printing market is large and well-established. The mix of applications that large format
printers are able to produce depends on an ever-expanding range of print media and improving capabilities of digital
AUTOMATION, AUTOMATION, AUTOMATION... Quite Software is always working to create innovative solutions to solve your PDF printing problems. We listened to what you had to say and we are happy to present
QUITE HOT IMPOSING 4
Quite Hot Imposing (Standalone) enables OEM’s, System integrators and Independent vendors to create customized ����������������������������������������������������������������������������� ������������������������������������������������������������������������������������������������������������
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12 • June 2018 • Dealer Communicator
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WIDE FORMAT SECTION - Continued printing solutions. The use of new digital ink formulations and new product configurations is creating whole new lines of business for a growing number of printing establishments. One of the hottest areas in the market for specialty printing systems is the DTG (direct-togarment) market. Recently Epson, one of the DTG printer market leaders, showed a new DTG
printer, the SC-F2100 which is really a complete solution as it includes printer, printhead, ink, software and warranty for about $15,000. DTG printers can offer a fast ROI, which is made even faster as the production speed of these new Epson printers has increased even as the initial investment price has been lowered vs. the company’s previous Continued On Next Page
We Help Dealers Get Into 3D
Lonnie Bramon President
“Let’s Talk About How To Get Started In The Hottest Technology Of Today”
3D Filament
for people who demand quality above everything else
• 18 Colors In Inventory Ph: 800-461-9301 • Fax: 208-377-3759 • Private Label Available Email: lonnie@precision3dfilament.com • High Dealer Margins www.precision3dfilament.com Communicator • June 2018 • 13 Click here toDealer dealer inquiry form
WIDE FORMAT SECTION - Continued products. Ricoh also just launched a new entry-level DTG printer, the Ricoh Ri 100 which has a price below $5,000. IDC believes that low initial investment price will enable more companies to add garment printing services. The desktop UV market is another “hot” segment that we’d encourage dealers to look into. Using these desktop UV printers, which are usually based on exactly the same UV printing technologies that many large
format printers are based on, shops are able to start producing a wide range of specialty applications. Mimaki, Mutoh, and Roland all offer desktop UV printers. For less than $20,000 the companies that invest in these systems get the same capabilities as pad printing systems, but with the ability to offer faster production and the application of variable data. Since these printers
14 • June 2018 • Dealer Communicator
Continued On Page 16
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Communicator • June 2018 • 15 Click here toDealer dealer inquiry form
WIDE FORMAT SECTION - Continued are able to print onto areas with round surfaces and on objects up to almost 4-inches thick, users are able to create jigs that make it possible to print batches of products such as customized pens, headphones, and water bottles that offer better margins than conventional poster and banner printing.
small footprint, the LD-80 can be added to kiosks or set up for retail service. These are some of the hot specialty printing systems, so dealers should try to help their printing establishment customers that are seeking new markets and have the right skill sets that make them the right fit for these specialty printing systems. For Finally, one of the cooler products creative companies these specialty we saw at the ISA SignExpo show printing systems can provide was the DGSHAPE LD-80 laser much-needed new streams of decorator from Roland. At its revenue and profit. DC booth Roland was demonstrating Tim Greene, Research the LD-80 and showing some Director – Hardcopy of the products the LD-80 can Solutions, International decorate including applications Data Corp. (IDC), will like key fobs, combs, mobile field your questions, phone cases, and more. The comments or arguments by email: tgreene@idc.com LD-80 uses foils which can be metallized or have all kinds of other effects. The LD-80 is another sub $10,000 solution that offers a digital alternative to hotfoil stamping methods and laser engraving technology. With its
16 • June 2018 • Dealer Communicator
Model EZ Flex 100 The Crown Jewel of Coil Inserters
Binds Books, Manuals, Calendars . . . and Provides Repeat Supply Sales for Dealers
• Inserts coils of all sizes & pitches • Switch sizes with turn of a knob • Bind Thick Books up to 2” • The EZ Flex can sit on any flat surface • Marry with Marlon 350 to bind & crimp coil • Use all sizes of SlanTis Binding Sleeves (Patent Pending)
See YouTube Video Demonstration: http://www.youtube.com/watch?v=NOXXMfLy1pI Equipment • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters
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• Bind 400 Books Per Hour • Watch video demonstration on the web: www.pvcspiralsupply.com
Model 300 I Roller Inserter • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters “PVC is one of my finest suppliers. Lonnie Bramon and Jerry Roberts are what I call stand-up-guys. They walk the walk that helps me to get new business. Foreign Made? Why, when I get quality, fast delivery and Marty Boone, President competitive pricing from an American manufacturer. PVC is simply the Boone Business Products best.”
Inventory & Distribution: Boise, ID • Tampa, FL • Chicago, IL Tel: 1-800-461-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com www.pvcspiralsupply.com
Click here to Dealer dealerCommunicator inquiry form•
June 2018 • 17
Dealers Keep Offset Presses Competitive giving printers a way to produce income on existing equipment
Dealer Communicator (DC) does not want to debate the virtues of offset or digital printing but to point out that offset printing is still alive and a viable, cost effective method of printing. This month we are taking a look at some
products that enhance offset press performance and reduce costs. New offset presses today, sheetfed and web, come with a full set of tools to shorten Continued On Page 20
“For 37 years I’ve been blessed to know O’Mike, Pat and the staff of Dealer Communicator. One of the great aspects of our Graphics Arts industry is the friendships that have developed.
There are some people in life that make you laugh a little louder, smile a little bigger and live a little bit better. With Best Wishes for the Future,”
Richard Booth President, H S Boyd Company 800-537-2514 • www.hsboyd.com 18 • June 2018 • Dealer Communicator
Click here to dealer inquiry form
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Dealer Communicator • June 2018 Click here to dealer inquiry form
• 19
plastics and other substrates along with being able to Product Focus match corporate spot colors, continued metallic and other special makeready times, increase inks needed to satisfy adverrun speeds and provide qualtising, packaging and fine art ity consistency from first printing. These are capabilisheet to final delivery. By reties difficult or impossible to ducing per copy costs, offset achieve on today’s digital competes, even in short runs, presses. with digital presses. Where the cost of new equipPlus, an offset press can ment is prohibitive, not all is run a wider range of papers, Continued On Page 22
20 • June 2018 • Dealer Communicator
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Finish the digital puzzle With the most profitable short-run envelope solution
Free up space and expense of a press and CTP system No click charges – low cost supplies as you go Full bleeds – laser safe letterhead 1/4 the cost of a digital press click charge 1/3 the cost of toner-based systems to operate “Itʼs low cost of operation compared to our previous toner system – ease of use and full bleed capabilities have allowed us to accept more short run color work and move jobs through our shop faster. In fact, it was the last piece that allowed us to go 100% digital.” Marcus Woodie – Allegra, Hickory, NC
Chuck Dusek | chuck.dusek@printwarellc.com 2935 Waters Rd. Ste 160 | St. Paul, MN 55121 800-456-1400 ext. 410 | 952-201-6839 mobile www.ijetcolor.com | www.printwarellc.com Communicator • Click here toDealer dealer inquiry form
June 2018 • 21
Product Focus continued
lost since there is a full range of accessories and parts available that can help an older press remain competitive.
Let’s look at a few of the press accessories that printers buy from dealers Scoring, perforating and diecutting can be achieved on press with products from HS Boyd Company (www.hsboyd.com).
William B. Rudow Inc.
www.suckers.com info@rudow.com
22 • June 2018 • Dealer Communicator
Click here to dealer inquiry form
Well known for their Litho-Perf line of products, the company also sells an inline offset cutting system (IOC) that uses dies to cut, perforate and score. This system allows easy setup of repeat jobs. They also sell Perf Print Plus an inline system allowing perforating, die-cutting, slitting, scoring, spot varnishing, and spot printing for offset presses without loss of press speed. Enhancing the ink fountain on web presses is a suite of products from the QuickSet Corporation (www.quickset corporation.com) that
includes retrofitted QuickSet levers that significantly reduces makeready ink waste; an ink pre-sets system that performs ink fountain settings from press sheet scans; and a non-electronic ink fast start ink tower. As indicated by DC in previous articles the William B. Rudow, Inc. (www.suckers.com) is a manufacturer of rubber and
vinyl suckers, vacuum cups and suction cups for the most popular brand of presses. They also provide a manufacturer cross reference chart (available on-line as well) that provides a list of their products and suckers for other vacuum fed equipment. Shinoda USA Inc. (www.shinoda-usa.com) known worldwide for their Continued On Next Page
PARTS
FOR FLOOR MODEL FOLDERS Proudly Made In The USA
By Manufacturing Directions Every part backed by a guarantee of satisfaction
Visit Us For Parts Catalog
“The Dealers Choice” Manufacturing Directions 11639 Township Road #76 Quincy Ohio 43343
Toll Free 800-634-0034 • Fax 937-585-5209
www.folderparts.com
Communicator • June 2018 • 23 Click here toDealer dealer inquiry form
Product Focus continued
line of anti-marking papers/ films/jackets, packing materials and related products help printers reduce problem affecting print-quality and provide a means of reducing static or other production issues.
New Force Magnetics Introduces
NEW .015”
Thin, High Energy Printable Magnetic Material
Benefits For Sign Shops, Printers, and Dealers • .015” thin as strong as .030” thick • .015” thin costs less than .030” thick • .015” thin weighs half of .030” thick • Thin Saves On Shipping Cost • Prints Flawlessly On Most Every Printer
Call For Free Samples 303-565-3760
NEW FORCE MAGNETICS Co. Ph: 303-565-3760 • Fax: 303-565-3762 sales@newforcemagnetics.com www.newforcemagnetics.com 24 • June 2018 • Dealer Communicator
Click here to dealer inquiry form
W-R Industries (www.w-rindustries.com) in addition to their overprint varnishes and ink compounds Wl-R has a complete range of regular, coated, starch wax, along with a unique low dust spray powders that are available in all micron ranges to meet your customer’s specific needs. Burnishine® (www.burnshine.com) makes and sells a full line of pressroom
RED HOT PADDING MACHINES That Offer Dealers
MORE for your printing and bindery customers who want to add a “Profit Center”
MORE – and –
ways to increase output of forms, pads, tablets, reports, computer printouts and more for printers with great imagination
MORE Profit
1910 - 2018 A Century of Trust
For Your Dealership On Every Sale Of Either Or Both Of These
Circular Padder
RED HOT PADDERS
Who Buys Padders?
Commerical Printers, In-Plant Printers, Binderies, Banks, Direct Mailers
Who Sells Padders?
Dealers Who Know That After Paper Is Printed, It Gets Cut, Folded, Coated, And Padded
Testimonial
Automatic Table-top Padmaster 2000 Instant Pads For Your Customers Instant Profits For Your Dealership
Tompkins Printing Equipment Co. has been a Brackett dealer for over Steve Tompkins 40 years. We have sold countless Brackett high speed Circular Padders, table-top PadMaster padders, Chipboard inserters, and other machines in their line. In three words, their machines are Built-To-Last. As for Brackett’s president Mike Murray, he is a pleasure to work with and Bill Tompkins is a long-time personal friend of ours.
800-255-3506 • 785-862-2205 • Fax: 785-862-1127 brackett@brackett-inc.com • www.brackett-inc.com Dealer Communicator • June 2018 • 25
Click here to dealer inquiry form
supplies. They are known most especially for a product most familiar to vintage printers called Universal Putz Pomade today used as a roller deglazer.
then we want you to know this: The offset press is still a viable process for print-jobs that cannot be done by digital presses. The key to the future of offset printing is through technology. Standards have been created to facilitate automation from prepress to press to bindery. It makes sense that products are being created to enhance the performance of older presses just like what has been done to new presses. Plus there is a need for supplies that are environmental friendly.
Another company with environmental concerns is Tower Products, Inc. (www.towerproducts.com) supplying products to the pressroom aimed at increasing worker safety and environmental compliance. In 1986, they introduced the first full line of roller and blanket washes free of all carcinogenic and reproductive toxic materials, without being flam- The way, we at Dealer Communicator, see it, dealmable. ers must take the lead to find Offset Printing and sell press accessories and supplies that meet enviand Dealers . . . ronmental needs and keep The few items listed in this ar- these offset presses efficient, ticle are only a hint at what is flexible and competitive. DC available. If you’re one of the dealers that believe as we do that OFFSET IS ALIVE, 26 • June 2018 • Dealer Communicator
Are You Guessing on Your Quality of Customer Service? By John Tschohl
Providing outstanding customer service at the right price is the “Golden Rule” of most companies. Customer service is a critical piece of your business, and you should fine-tune it as much as you can. Take responsibility
Be… fast and accurate
People want answers and to move on with their busy lives. One simple and straightforward way to solve problems faster is simply to be available at all times, 24/7 with a ‘live’ person that answers the call within 3 rings. That way no one is ever having to check your hours to get in touch the next day. It’s easier to resolve issues and you will stand out from the competition as a company that deals with their customers right away. Be… respectful and friendly
Customer service should be filled with positivity. Greet your customers, use their names, and
always express appreciation for their business. Inject positivity into your day, the results will be eyeopening. Be…a listener
Lead with your ear rather than your mouth so you can connect and problem-solve. How can you meet your customer’s needs, if you don’t know them? To understand their needs, just listen to the “voice of the customer” and take action accordingly. Be… a solution provider
Ask your customer what they think would be a good outcome. They probably have something in mind that they feel would make sense given the circumstances. Even if that final answer is not exactly what you want, the customer may also feel that they are not getting exactly what they’d hoped. Be… amazing
Bear in mind that the customer will feel incredible if they feel that you are taking extra steps to help them. John Tschohl is a professional speaker, trainer, and consultant. He can be reached on Facebook, LinkedIn and Twitter. DC
Dealer Communicator Communicator •• June June 2018 2018 •• 27 27 Dealer
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