Dealer Communicator
March 2017
Manufacturer Sponsored NewsJournal
Offset // Digital // Wide Format - Signs
Bridging Manufacturers Worldwide
With Print & Office Machine Dealers Wide Format and Sign Supply Distributors Mailing Machine Dealers
Platinum Sponsor
New Force Magnetics
Jack Nellessen, President, New Force Magnetics Co.
The Man And The Company That Brought Magnetics To Life! More on pages 2&3
ISSUE SPONSORS
Graph-Tech USA Manufacturing Directions, Inc.
William B. Rudow Inc. TCS Technologies
Dealer Communicator • March 2017 • 1
PERSONALLY SPEAKING
BY
O. MIKE FICHERA, PUBLISHER
THANK THE CHANNEL MANUFACT TO CARRY THEIR PRODU THEIR CHANNE This Issue of Dealer Communicator is delivering three Product Focuses. In the General News Section starting on page 6 is a focus on high margin printable magnetic materials; along with information about quick change signage. Dealers / Distributors across the country are always looking for ways to help their customers find new products; the wise suppliers also share ways they’ve learned how those products are being used. When dealership people do that, a sale becomes a winning situation for printers, printers’ customers and for the selling dealer.
on page 40 is about Inkjet Inks. Tim Greene’s article is about the useage and value of using OEM inks. Improvements and inks for specialized printing are ever being developed, and according to brand name inkjet suppliers, printers can be assured of the quality demanded by “their customers” when they use OEM products. A third opinion is on 3rd Party Inks. More on page 12. An alternate writeup in the Wide Format Section is on 3rd Party Inks. The upside for buying alternative inkjet ink products is that the savings over OEM could be staggering, but for some printers….quality is questionable.
2 • March 2017 • Dealer Communicator
YOU TO TURERS THAT ALLOW US UCT MESSAGES TO YOU, EL PARTNERS! *********** As Relates To DealerManufacturer Relationships . . . DEALERS MUST TRUST THEIR MANUFACTURING SUPPLIERS, AS THOSE MANUFACTURERS NEED TO ALSO TRUST THE COMPANIES THAT SERVE THEM. With that said, Jack Nellessen, President of New Force Magnetics made a conscience decision, nine years ago, to trust the team at Dealer Communicator to develop dealer marketing campaigns that would brand New Force Magnets as The Leading Provider Of Printable Magnetic Materials. In Jack’s words: “In all nine years, I have never doubted the marketing support provided by
Dealer Communicator which in turn allows us to serve our dealer network better.”
Jack Nellessen, President, New Force Magnetics Co.
Dealer Communicator extends a thank you to Jack and an invitation to channel manufacturers to experience the power of MarketingDirect-to-Dealers. Call us for a proposal 800-327-8999.
Dealer Communicator • March 2017 • 3
Table of Contents
Click Article You Wish To Read GENERAL NEWS SECTION 2&3.Personally Speaking - by O. Mike Fichera, Publisher 5 .....Advertisers Index 6 .....Product Focus: Looking For New Profit Sources? ........ – Check Out Magnets! 12 ...3rd Party Inks – Price & Margins Are Not The Issue 14 ...Dealer News 24 ...News 4 Dealers The Dealer Channel Improvement Center 36 ...Sales Corner - Take A “Vow To Wow” - by John Tschohl 38 ...Utilizing Multi-Channel Marketing The Right Way - by John Foley WIDE FORMAT / SIGN SUPPLY SECTION 40 ...Major Article: Ink; A Key Element Of Large Format Sales - by Tim Greene
4 • March 2017 • Dealer Communicator
Positive, Upbeat Story Telling Using Audio Technology Can Help Sell Anything Use Rix Quinn’s Voice To Help Capture Attention For Your Product Messages No matter where your company is located, Quinn says he can help your sales team.
FOR DETAILS ... Contact Rix Quinn at 817-920-7999 email: rix@rixquinn.com
To connect with us click here
Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX
American Ultraviolet .....................................21 New Force Magnetics Co........ 6,8&9,17,23,25 Budget Inks...................................................13 Precision 3D Filament .............................29,43 Graph-Tech USA...........................................41 PVC Spiral Supply.................. 17,18&19,24,25 Manufacturing Directions, Inc ......................11 William B. Rudow Inc....................................31 MDI...............................................................11 TCS Technologies. .......................................32 Dealer Communicator • March 2017 • 5
Looking for New Profit Sources?
– Check out Magnets!
Selling high margin magnetic materials is a way for graphic arts dealers to go back to building a business built on profitable sales of consumables. For many years graphic arts dealers built their businesses on the sales of films, plates, chemicals and other consumable products used by a wide range of commercial, packaging, inplant and quick printers. As you know selling traditional consumables worked until technology started changing in the 1990’s. The shift to digital prepress workflows has led to an elimination of film materials used for proofing and platemaking along with an array of other
consumable materials like Rubylith and masking sheets used for film assembly. The technological evolution continues as the Print Industry incorporates digital printing as a mainstream imaging method. The result has been flat or lower sales of plate materials. It is time for dealers to look for consumable products that are more or less technology proof insomuch that they can be used on all types of imaging equipment. Printing on magnetic materials fits this description as it can be printed on offset, narrow or wide format digital printers along with flexo and screen presses.
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 8 & 9 6 • March 2017 • Dealer Communicator
There was a time when printing on magnetic sheets was something that only a specialty or signage
printer could do. But, with the advent of digital presses, especially ink jet, printing on magnets is not much different than printing on paper. And the market can be large if you consider the businesses interested in using magnetic materials beyond the obvious signs on the side of a vehicle, refrigerator magnets and all sorts of changeable signage. With regards to the size of the market for Magnetic materials DC reached out to Steve McLevey at Flexmag, (www.flexmag.com), who commented that, “Magnetic materials continues to grow in the advertising arena. Be it car signage, retail advertising, or magnetic business cards; distributors and dealers are seeing the value in actively offering flexible magnetic material to their printing customers. Frankly, I see this market continuing to grow due to innovative material developments such as Flexmag’s Flexcoat-EZ and the availability of these materials in wider web widths.”
McLevey added, “Flexcoat-EZ equals better quality. Wider web equals better web utilization and efficiency. Put the two together and your printing customers obtain higher profit and you, their dealer, earn their trust.” Typically, sales of magnetic materials are passive. To illustrate: a printer’s customer has a signage project and contacts a local dealer for advice. Here is where magnet material may be the best for the project. AND, here is where you, their advising dealer, needs to make the recommendation for an appropriate supply product. And, if you look beyond specialty printers, you will find the magnetic signage can be used by retail stores and corporate inplants along with commercial and label printers, companies looking to increase their own sales. The market for magnets is huge. Continued On Page 11
Dealer Communicator • March 2017 • 7
“More Inventory, More Choices Of Magnetic Materials From New Force” & 48”
New Force Magnetics Has
OVER 35,000 ROLLS
Magnetic Strip with or without adhesive
of Flexible Magnetic Materials
READY TO SHIP Jack Nellessen, President
NEW FORCE MAGNETICS
A Trustworthy Source For Magnetic Materials Ph: 303-565-3760 • Fax: 303-565-3762 sales@newforcemagnetics.com www.newforcemagnetics.com
8 March 2017 • Dealer Communicator To• connect with us click here
NEW
Add New Business With The Same Sign Shops You Are Selling To Now OFFER TRANSITIONAL GRAPHICS
Now Up To 60” Wide Magnetic Receptive Materials To Create Removable Signage Call For Free Samples Ph: 303-565-3760
Step One: Stick It
Step Two: Print It
Step Three: Change It
New Force Adhesive Back Magnetic Sheet is adhered to the wall.
A changeable sign is printed on magnetic receptive Transitional Graphics.
To change the sign, a new message is printed on Transitional Graphics. The old sign is easily removed and replaced by the new message. Continued On Next Page
Dealer Communicator • March 2017 • 9
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!
To connect with us click here 10 • March 2017 • Dealer Communicator
Check Out Magnets! continued
We also asked Jack Nellessen, New Force Magnetics (www. newforcemagnetics.com) to add a comment. “To get into ‘the game’ wise distributors will learn as much as they can about magnetic materials. Selling magnetic materials and products like our
Transitional Graphics line of magnetic receptive quick-change signage materials, can open new markets. I would strongly suggest that you feature magnetic products on your web site to help printers find your dealership in their searches. And, finally, If time permits see pages eight and nine of this issue to see our product message.” DC
A Trusted Logo for Floor Model Folding Machine Parts For Over 30 Years every part backed by a guarantee of satisfaction
To connect with us click here Dealer Communicator • March 2017 • 11
3rd PARTY INKS
• Price & Margins Are Not The Issue •
In an article written a while back – can’t remember the author – but the headline read: Understanding the Best Ink Options Available for Wide-Format Digital Printing. When you think about it, one has to be an expert in ink, substrate, and everything that goes into printing on a wide format printer.
AND THEN THERE IS THIRD PARTY DIGITAL INK Also known as Alternative Digital Ink – AfterMarket-Digital-Ink and once these titles were considered “dirty words” in the ink business. Today, not so. In one of his articles, Nicholas Hellmuth (Flaar Reports) had this to say: “With original OEM ink prices so high, it is natural for printshop owners to look for lower priced alternative inks. There are so many companies offering third party ink that for several years I could not distinguish one from another. Then gradually over the years I learned to recognize that some of these companies were of substantial size and offered a high-quality ink.” Mr. Hellmuth made it clear
that in reality, the better inks of these 3rd Party / Alternative inks are as good as the OEM / original ink. The concern, of course, is to be sure the ink you choose to sell to your printing customers wasn’t whipped up in a garage or basement. We at Dealer Communicator asked a few alternative ink manufacturers to participate in this editorial with only Jim Schall, President of Budget Inks (www.budgetinks.com) providing us the following comment. “You folks at Dealer Communicator are doing a great job for the channel and I’m pleased to make a comment for your issue that focuses on inkjet ink. There was a time when 3rd Party Inkjet Ink were dirty words. Today, the third party inks industry has grown to become a stable, plug and play product line, adding hundreds of thousands of dollars of profit for inkjet end user customers as well as for their distributor-suppliers. Budget Inks entered the market in 2006 with a bit of fear of brand name competition, but
12 • March 2017 • Dealer Communicator
here we are 11 years later a reliable source to a growing industry. Dealers know better than anyone else that quality and reliability are more important than cheap and that their customers rely on them to find the best sources for the products they sell. Budget Inks is a source distributors trust for inkjet ink that is 100% Guaranteed and offer High Profit Margins.” A survey of printing companies was printed in an issue of Wide Format On-Line, advising its readers to make their own decisions as to whether 3rd party / alternative ink was worth looking in to. Following is the Naked Truth from printers that responded to the survey.
• I used a line of alternative ink in a bulk system, but went back to the manufacturer when I bought my new printer. They came in with a price to match the alternative line. • Yes, now I have a provider I can trust. But back in the ole days, it was today good, tomorrow who knows. • Yes. With the work we do, we need to be more concerned about quality of the overall job and not how much the ink costs. With that said, we use a great deal of ink, and by buying from a trusted source, we’ve made enormous savings. • Yes and No. When we got into the wide print market, we were told our warranty would be null and void if we didn’t use OEM ink. Subsequently we learned that was a lot of bull. Yet we continue to sit on the fence by using OEM ink for some work and third party ink for other jobs. DC
To connect with us click here Dealer Communicator • March 2017 • 13
DEALER NEWS Grimco Adds Another Location Distributor, Engraving Systems Support Negotiating To Become Grimco Inc., a Part Of Trotec Laser Inc. multinational wholesale sign supply company based in St. Louis, purchased San Diego-based 360 Digital Imaging Solutions Inc., a full line distributor of equipment and supplies for the wide-format printing market.
Plymouth, Michigan-based laser engraving and cutting equipment manufacturer Trotec Laser Inc. has announced it is in negotiations to purchase Dade City, Florida-based Engraving Systems Support “Grimco is excited to welcome (ESS). The closing of the deal is the employees, customers imminent, according to the two and suppliers of 360 Digital companies. Trotec expects to have Imaging Solutions,” says Keith a strong growth year in 2017, Pittillo, Grimco’s Executive and the acquisition of what it Vice President. “This acquisition calls “one of the largest and most better positions us to assist our customers in Southern California. successful distributors” is a key component of those growth plans. The company’s goal is to continue More info at: engravingsys.com to deliver the great service that 360 Digital Imaging Solutions has always provided, while expanding the product offering to the entire customer base.” More info at: Grimco.com 14 • March 2017 • Dealer Communicator
DEALER NEWS Continued on next page Carolina Wholesale Group Announces Acquisition Of Digitek Computer Products, Inc.
Carolina Wholesale Group (‘CWG’) has announced that it has joined forces with Digitek Computer Products, Inc. to become one of the largest distributors of imaging supplies and business machines in the country. This combination brings together the three premier brands of Digitek, Arlington Industries and Carolina Wholesale under one roof. Digitek and CWG will now offer its customers an additional 5,000 unique items across 11 distribution centers. The CWG and Digitek merger strengthens relationships with key vendors,
dealers, and other trade partners helping to accelerate the delivery of the expanded product portfolio to the combined customer base. Additionally, CWG customers will now have access to Digitek’s PartnerPro online sales training modules and dealer branded marketing tools. More info at: cwholesale.com
Rockland’s Bay Copy Receives 2016 Elite Dealer Award; Marks 19th Year Of Being Selected Among Top Of Industry
For the 19th consecutive year, Bay Copy, the region’s leading provider of digital document solutions, has received the Elite Dealer Award from the national trade publication ENX Magazine/ The Week in Imaging.
Dealer Communicator • March 2017 • 15
DEALER NEWS Continued The Elite Dealer annual award honors the best and the brightest in the dealer community. Selections are based on a company’s growth, innovative marketing, sales programs, community leadership and leadership within the industry. Bay Copy was one of 40 dealers nationally who qualified for this designation. More info at: baycopy.com
Transco Business Technologies in Maine. In 2009 he was promoted to Senior Vice President and General Manager of Conway Office Solutions and in 2013 was again promoted to President of Conway Office Solutions. “I am honored and excited to step into this role at such an important time in Conway’s development.” says Tourigny. More info at: conwayoffice.com
Carl Tourigny Promoted To President Of Conway Technology Group
Pakor, Inc Announces Partnership With Champion Digital Ink
Mr. Tourigny’s new title and responsibilities are in addition to his current role as President of Conway Office Solutions. Tourigny first joined the Conway Group in 2007 as Director of Business Development for both Business Equipment Unlimited and
Pakor, Inc., has extended its distribution channel through a new agreement with Champion Digital Inks, an ink manufacturer that produces a quality alternative to OEM inks. The agreement entitles Pakor the rights to distribute in North
16 • March 2017 • Dealer Communicator
DEALER NEWS Continued on page 20 America. Through Pakor’s network of partners, Champion will be able to strengthen its presence in the photographic and graphic markets.
Intergraph Corporation Features Intec Printing Solutions At Graphics Of The Americas
“Adding the Champion Digital Ink line fits perfectly into Pakor’s wheelhouse,” states Rich Mast, VP of sales and marketing. “Our customers are constantly looking for ways to save money without sacrificing quality. Because of our dedication to our customers we wanted to offer them a quality product we can stand behind.” More info at: pakor.com
Intergraph Corporation exhibited at Graphics of the Americas, this year, held at the Broward County Convention Center in Ft. Lauderdale, FL, this past February 16-18, 2017. Intergraph is a distributor for graphics arts solutions serving the Caribbean
We Want Your Feedback
Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
Continued On Page 22
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 8 & 9
&
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 18 & 19
Dealer Communicator • March 2017 • 17
5 Product Lines Fro A Major Manufacturer of Bindi 1
T u rb o COIL
• TurboCOIL sizes 3/4” up to 2” diameter coils • Phthalate and Lead-Free
For Hard TO Bind THICK BOOKS
• Punch dies available for: RhinoTuff Paper Punch, Kugler, Sickinger, Lhermite/Alpha Doc, Punchmaster, Rilecart and Renz
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 18 • March 2017 • Dealer Communicator
om PVC Spiral Supply ing Coil and Related Equipment TM
2
SlanTIS Patent Pending
Binding Sleeves An Add On That Helps Sell Binding Coil
3
4
5
• Available in 8 sizes: 2”, 1 3/4”, 1 1/2”, 1 1/4”, 1”, 3/4”, 1/2”, 1/4” • Color coded sleeves for the eight sizes • Slantis Binding Sleeves holds sheets together to bind any size book or document trouble-free • Sleeves can be used over and over
Model EZ Flex 100 • 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 Marlon 350 Auto Crimper
• Bind 400 Books Per Hour • Works With Model EZ Flex 100 • Watch video demonstration on the web: www.pvcspiralsupply.com
PVC, The Largest Manufacturer of Plastic Binding Coil In America
Coil In 21 Colors Dealer Communicator • March 2017 • 19
Click here to dealer inquiry form
DEALER NEWS Continued and parts of Latin America. At their booth, Intergraph showcased a range of technologies, including its lineup from the recently announced partnership with Intec Printing Solutions Corporation. More info at: intergraph.net
GSG’s New Offering Graphic Solutions Group Inc., (GSG), a dealership from Texas, is now offering the Rolinx Kala® Mistral roller laminator which offers versatility, quality and productivity that are exceptional in its price range. It performs single-side lamination, with or without waste paper, and simultaneous lamination and adhesive mounting encapsulation in one operation, on boards up to two inches thick. It also can create a color background using vinyl and works with application tape. More info at: gogsg.com
Global Imaging Partners With Massivit 3D
Global Imaging and Massivit 3D have announced that they have signed a distribution agreement enabling Global Imaging to sell and support Massivit 3D’s wide format 3D printing solution. This includes the Massivit 1800 3D Printer and the Dimengel print material, to all printing segments in the U.S. and Canada. The Massivit 1800 3D Printer, with its unique GDP: Gel Dispensing Technology, creates three dimensional objects nearly six-by-five-by-four feet in size. Print Service Providers (PSPs), as well as commercial printers looking to expand their business opportunities and increase profitability, are expected to leverage this technology on a path toward completely new offerings
20 • March 2017 • Dealer Communicator
DEALER NEWS Continued on page 23
To connect with us click here Dealer Communicator • March 2017 • 21
Why Rent When You Can Own A Massive List Of Dealers & Printers In Mexico? ******************************************************************
The database contains 7,709 printers in 14 categories and 2,100 dealers and distributors that sell graphic arts and wide format equipment and supply products. approximately 12 cents per contact
My name is Gil Carrillo, Global Access Marketing 40 Years Working The Latin American Market
We know that smaller U.S. manufacturers have an interest in selling products in Mexico, but have nobody on staff to speak, and/or translate messages in Spanish. “FOR THE FIRST EMAILBLAST YOU SEND TO THE LIST YOU PURCHASE, I WILL WRITE YOUR MESSAGE IN SPANISH. And, will provide you a translation to buyer response using terms appropriate to the Mexican market.”
******************************************************************
Contact Us
***************************
Database Sales Managed by Fichera Publications, Inc. publishers of Dealer Communicator and Trade Show Times U.S. Phone : 800-327-8999 • International Tel. +954-971-4360 * Fax +954-971-4362 email: ofichera@aol.com • skype: omike.Fichera
To connect with us click here 22 • March 2017 • Dealer Communicator
DEALER NEWS with life-size 3D applications. More info at: globalimaginginc.com
Flat Rate Delivery Arrives At Johnson Plastics Plus
Johnson Plastics Plus, a leading provider of engraving products and dye sublimation systems and supplies, has announced the nationwide rollout of its new Flat Rate Delivery options. In an unprecedented move, the new Johnson Plastics Plus now offers Flat Rates as low as ten dollars on ground orders shipping within the contiguous forty-eight states. Flat Rate Delivery ushers in a new approach to shipping,
Bay Copy Names Barry Budwit To Director Of Sales Position Bay Copy a firm that has served the document imaging needs of businesses and organizations for more than four decades, recently announced the appointment of Canton resident Barry Budwit to the newlycreated position of Director of Sales.
In this role, he will work directly with Vice President of Sales Sharon Mutrie to help develop and grow the sales team for the company, which continues to expand its offerings and its market share. More info at: baycopy.com DC
Says Mike Johnson, President of Johnson Plastics Plus, “Small businesses, especially, will love the new Flat Rate There’s A New Force In Flexible Magnetic Materials Delivery as one more Printable Sheets, Rolls, and Strip way to help control NEW FORCE MAGNETICS costs.” More info at: See Our Product Ad In This Issue Pages 8 & 9 johnsonplastics.com
Dealer Communicator • March 2017 • 23
News
4Dealers
SGIA Signs On As Association Partner
&
Birthday Anniversary Announcements
Click Here For One Minute Audio
The Specialty Graphic Imaging Association (SGIA) has signed on as an Association Partner for the inaugural InPrint USA, the Continued On Next Page
THICK
If The Books Are Take The Order And . . .
Choose TurboCOIL To Bind Them
Made In America
Made for printers that bind THICK BOOKS TurboCoil Now Available in 3 to 1 Pitch • 50 Colors Available
Contact Us: U.S. Ph: 800 461-9301 • Int’l Tele: 1+208-377-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com • www.pvcspiralsupply.com
To connect with us click here 24 • March 2017 • Dealer Communicator
News
4Dealers
Continued on next page
Industrial Print Show being held in Orlando, FL April 25-27, 2017. “SIGA has a long history in the industrial printing community,” says Ford Bowers, President & CEO, SGIA. “Participating in InPrint USA complements our commitment and is an exciting opportunity to support industrial imagers tackling the challenges they face in their businesses every day.”
Technical Sales Manager Appointed for Drytac® Canada Drytac, an international manufacturer of adhesivecoated products, is pleased to announce the appointment of Payam Baroudi as Technical Sales Manager for its Canadian office. In Continued On Next Page
We Want Your Feedback Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
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 8 & 9
&
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 18 & 19
Dealer Communicator • March 2017 • 25
News
4Dealers
Continued
his new role, Baroudi will be responsible for expanding Drytac’s custom and contract adhesive coating business in the packaging, construction, medical, automotive, label, and industrial markets.
Heidelberg Celebrates 1000th Very Large Format Printing Unit At Green Bay Packaging Green Bay Packaging, Inc., a producer of folding cartons, corrugated packaging and point-of-purchase displays, has installed the 1000th Very Large Format (VLF) printing unit from Heidelberg. The new Speedmaster XL 145-7+L with UV is set to install early this year and is the latest addition to the Wisconsinbased company.
Microcut PLUS Cutter Control System When Microcut/Colter & Peterson exhibited at the February 16-18 Graphics of the Americas Show in Florida, they displayed the new Microcut PLUS Cutter Control System. The next generation paper cutter control package is the latest prize development for the highly popular and successful Microcut brand, which has over 30,000 worldwide installations.
GPO Director Outlines Agency Goals Before Congressional Committee The U.S. Government Publishing Office (GPO) director Davita Vance-Cooks testified before the Committee
26 • March 2017 • Dealer Communicator
News
4Dealers
Continued on next page
on House Administration of the House of Representatives about priorities for the agency in the coming years.
• Sustaining employee engagement • Modernizing the publishing of Congressional products • Developing a new cost accounting system emphasizing transparency • Strengthening our partnership with the Nation’s Federal depository libraries • Automating GPO’s print procurement process • Releasing govinfo from beta and retiring FDsys.
Matik, Inc. Hires David Netz as Sales Manager for Converting Products
Matik, Inc. has welcomed David Netz as the newest addition
to its sales staff. Netz will be responsible for sales of Olbrich coaters/lamination systems, Goebel slitter-rewinders and SEI Laser systems in the paper, film, flexible packaging, and foil markets. Based in Green Bay, Wis., his territory encompasses the United States and Canada. “David brings experience and a proven track record in the converting industry,” says Steve Leibin, EVP of business development at Matik. “His knowledge will be invaluable in serving our customers. I am confident he will be a strong asset and an excellent contributor to our sales force.”
Automation Engine Avant From Esko Automation Engine Avant is dedicated workflow software specifically for users of large format digital printers and/or
Dealer Communicator • March 2017 • 27
News
4Dealers
Continued
digital finishing systems. It increases throughput on digital printers and digital finishing platforms, while enhancing file management and communication to customers. Automation ties the entire prepress and job process with a conditional workflow system. Jobs are processed automatically, freeing operators from repetitive tasks.
Schneider Electric Helps Sun Chemical Use Solar To Drive Energy Savings
solar power purchase agreement (PPA) that will allow Sun Chemical to cut electricity costs at its Carlstadt, N.J., production facility by roughly $400,000, building on a partnership that has helped the world’s leading producer of inks, pigments, and pressroom materials trim millions in energy expenses.
X-Rite Expands Its Spring Color Management Training In North America
X-Rite Incorporated, and its subsidiary Schneider Electric, the global Pantone LLC, have announced specialist in energy management the 2017 Spring Fundamentals and automation, has signed a of Color Training Seminar in 14 locations throughout Leading Online Wide Format Printing specialist North America. The publication for sale in Australia as well as Specialist two-day seminar helps Classified online magazine for the attendees understand commercial offset industry. Due to bad color theory and health, owner must sell. Enquiries to implement color quality Michael at michael@asfisherco.com
28 • March 2017 • Dealer Communicator
News
4Dealers
Continued on next page
transaction that closed January 27, 2017. The majority stockholder was a private equity firm in New York. Independent has four locations in Wisconsin, with its main facility located in DePere, WI. The business produces presentation folders, checks, Ennis Acquires Independent wide format, and commercial Printing Company, Inc., In A printing. Independent had sales Stock Purchase Transaction of approximately $37 million for Ennis, the calendar year just ended and Inc. has sells mainly through distributors announced and resellers. The company will the purchase of Independent now have four folder facilities Printing Company, Inc. and in Michigan, Kansas, California related entities in a stock purchase and Wisconsin, as well as widestandards in their organizations. Topics covered in the training include visual evaluation of color, communicating color specifications, color tolerances, and instrumentation.
Thought of the Month He who waits to take the first step, will spend his entire life on one foot.
JUMP INTO
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
To connect with us click here Dealer Communicator â&#x20AC;˘ March 2017 â&#x20AC;˘ 29
News
4Dealers
Continued
format capabilities in Colorado and Wisconsin.
Domino’s Paul Doody Passes Away Paul Doody, global marketing director at Domino Printing Sciences, has passed away. Doody took up the role of global marketing director with Domino in January 2016, drawing on his extensive experience to define and drive effective marketing campaigns. He passed away on January 11th, 2017.
AlphaGraphics North Acquires Third Franchise The owner of the largest and most successful AlphaGraphics printing and sign/large format graphics business in Central Texas has acquired a third
franchise and second Austin location. Jane Harvey has purchased the AlphaGraphics Midtown franchise, which will close in its current location and open in another Central Austin location within 90 days. Harvey, a member of AlphaGraphics’ Gold Circle of top revenue producers within the international company, now owns three AlphaGraphics franchises, two in Austin and one in northwest San Antonio. This is the fourth competitive buyout Harvey has completed in her 10 years of owning the business.
Printing Industries Of America Opens Submissions For The 2017 InterTech Technology Awards
30 • March 2017 • Dealer Communicator
Printing Industries of America is now seeking submissions to its 2017 InterTech Technology Awards.
News
4Dealers
Continued on next page For the past 39 years, these Masse steps down As awards have honored the Coveris CEO development of technologies predicted to have a major impact on the graphic communications industry.
Gary Masse, Coveris CEO, has stepped down, effective January 24, 2017. During Masse’s tenure, Coveris demonstrated strong productivity growth, integrated eight acquisitions, and invested
“The InterTech Technology Awards recognize the breakthrough products that have the greatest potential for shaping the graphic communications industry,” says Jim Workman, Vice President of Technology and Research, Printing Industries of America. “In my tenure, I have seen some truly remarkable William B. Rudow Inc. technologies honored, and each www.suckers.com year the depth and info@rudow.com breadth of entries becomes even To connect with us click here greater.”
Dealer Communicator • March 2017 • 31
News
4Dealers
Continued
Masse steps down continued
aggressively to position the company for growth. Masse has decided the time is right to hand over Coveris to a new leader who can drive the next phase of growth.
Colter & Peterson Has New Corporate Headquarters
Beginning its 85th year in business, Colter & Peterson The Board of Directors has has a new home address for initiated a search that will its corporate office. C&P just consider both external and internal candidates. In the interim, completed the final stages of moving 10 miles west, from Dave Mezzanotte who knows Paterson to West Caldwell, NJ, Coveris well, having served as the Coveris Chairman since 2014, with the new location being more than 50 percent larger will act as CEO. and offering more amenities for both customers and employees. Every Printer And Sign Shop With A UV System North America’s largest distributor Needs UV Lamp Replacements independent of paper cutters and paper handling Sell Them American Made equipment, C&P’s Lamps From TCS Technologies (www.papercutters .com) new home Phone: 908-852-7555 measures a spacious Web: www.tcsuvlamps.com 25,000 square-feet, Click here for dealer inquiry form
32 • March 2017 • Dealer Communicator
News
4Dealers
Continued on next page
9,000 larger than its previous location. Company President, Bruce Peterson said many man hours were expended since November preparing the new space, which will be on display to customers at an Open House being planned for this spring. Colter & Peterson’s new address is 19 Fairfield Place, West Caldwell, NJ 07006. All of the phone numbers have been maintained, including the toll free number: 1-800-932-0780. More information at: contact@colterpeterson.com.
Phoenix-Based Wholesalepocketfolders.com Increases Production With CRON-ECRM 3632 Platemaker After taking delivery in April 2015, the company went from manually hand loading every plate, with a prepress guy running back and forth between prepping jobs and feeding plates all day,
to him being able to walk into the room and reload the tray 1-2 times a day on average. Wholesalepocketfolders.com was producing an average of 30 plates a day. With the CRON-ECRM 3632, they are producing 90 plates every day, and, noted Kyl Blankenship, production manager, the plates are perfect and ready to go. Growth is the name of the game for Wholesalepocketfolders .com. According to Blankenship, they have grown around 30% every year since they started using the platemaker.
Guy Werstler Named Territory Sales Manager Onyx Graphics has welcomed the newest addition to the ONYX Americas Sales team, Guy Werstler. As the new territory sales manager for the western North
Dealer Communicator • March 2017 • 33
News
4Dealers
Continued
America and Latin America regions. Werstler is responsible for providing sales and business development throughout these territories, within this new role. Says Mark Maynard, Americas general manager for Onyx Graphics. “Guy’s industry and customer service experience will help our market growth and the continued success of each of our valued partners and customers.
“GOA 2017 ATTENDANCE WAS OUTSTANDING ALL THREE DAYS” …… Ani Cabrera, Larry & Associates With attendees from more than 70 countries, the 42nd Graphics of the Americas trade show was an
enormous success in its first year in Fort Lauderdale. Attendance, lead generation, exhibits, workshops, educational seminars --in both English and Spanish -- exceeded expectations. This was due in part to GOA’s co-location with the NBM show. In addition to the seminars, GOA brought back their Expo Theater this year. Attendees were treated to demonstrations and education right on the expo floor. Gabriel “Gabe” Hernandez, the president of GOA made this comment which summarizes the three day event: “Graphics of the Americas has a unique 42 year history of bringing together exhibitors, buyers and associations from the U.S., Canada, North, Central and South America and the Caribbean.” DC
34 • March 2017 • Dealer Communicator
News
4Dealers
DATES TO REMEMBER FOR INDUSTRY EVENTS PIA Continuous Improvement Conference April 2-5, 2017 William Omni Penn Hotel Pittsburgh, PA. Contact: 800-910-4283 Visit: http://ci.printing.org
ISA International Sign Expo April 19-22, 2017 Mandalay Bay Convention Center Las Vegas, NV Contact: 703-836-4012 Visit: http://signexpo.org
Graphics Canada Expo 2017 April 6-8, 2017 The International Centre Toronto, Canada Contact: 416-385-2030 Visit: www.graphicscanada.com AIMED National Conference April 19-21, 2017 Westin Crown Center Hotel Kansas City. MO Contact: 888-750-6245 Visit: www.aimedweb.org
Inkjet Summit 2017 April 24-26, 2017 Ponte Vedra Inn & Club Ponte Vedra Beach, Fla. Contact: 781-910-3671 Visit: www.ijsummeit.com InPrint USA Industrial Print Show April 25-27, 2017 Orange County Convention Center Orlando, Fla Contact: 866-899-4728 Visit: inprintshow.com/us
Dealer Communicator • March 2017 • 35
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
SALES CORNER
Take a “Vow to Wow” ….by John Tschohl
I am in the process of updating one of my books and I came across a heading that I had written in for Costco….Vow to Wow. Since day one COSTCO has had an unwavering commitment to doing the right thing for their members, employees, suppliers and the community. Their strategy is to make sure its customers come back. That unbeatable value proposition on quality products and customer service has inspired roughly 90% of Costco’s 85 million cardholders worldwide to renew their $55 to $110 memberships each year. Wow! For the twenty-two weeks ended January 29, 2017, the Company reported net sales of $52.26 billion, an increase of five percent from $49.98 billion during the similar period last year. Wow! The same holds true for Disney. Have you ever heard of Disney’s reputation for exceptional service?
36 • Improvement March 2017 • Center Dealer •Communicator March 2017
continued Empowerment is a religion there. Employees are thoroughly trained and then told that they have the authority (has been delegated to them) to do whatever is necessary to deal with problems on the spot in order to make customers happy. Cast members (as front-line employees are called) do not say, “That’s not my job, I’ll get a supervisor.” When people with problems call a number at Disney World, the first employee who answers the phone makes an effort – a heroic effort, if necessary – to solve the problem. The employee does not send the caller all over the company. The Disney philosophy is reflected in a statement that every organization in America with a desire for customer loyalty should mount on the boardroom wall: “Management Must Not Only Support the Front Line But It Must TRUST It As Well.” Disney believes that front-line employees should be the first and the last contact for customers.
These employees and all Disney employees are treated with respect. Wow! My take on this is to:
• Vow to treat customers like lifelong partners • Vow to not disappoint or anger customers • Vow to see the business through customer eyes • Vow to deliver more service than you promise
“Take a vow to have 100% customer service every time, every day, always and, you’ll ‘Wow’ them every time.”-- John Tschohl John Tschohl is an international service strategist and speaker. He is founder and president of the Service Quality Institute. He has written several books on customer service. The Service Quality Institute (www.customer-service.com) has developed more than 26 customer service training programs that have been distributed and presented throughout the world. John’s monthly strategic newsletter is available online at no charge. He can also be reached on Facebook, LinkedIn and Twitter.
Dealer • MarchCenter 2017 •• 37 MarchCommunicator 2017 • Improvement 37
Utilizing MultiChannel Marketing, the Right Way
Planning for Multi-Channel So we’ve established the need for marketing your solutions as well as your customers’ solutions on multiple channels. The roadblock John Foley, Jr. now is managing the time and effort What is Multi-Channel? that this kind of inbound approach Multi-channel marketing is the use requires. A lot of businesses that of many different channels, such I work with are not struggling to as direct mail, print, digital, and wrap their heads around what must social media platforms, to spread be done, but rather how to possibly one consistent, comprehensive, and accomplish such layered campaigns, effective marketing campaign. It is without running their marketing into important to promote the solutions the ground. that enhance the life of your brand as well as your services throughout The most important component is a variety of channels. Let’s look developing a multi-channel strategy at some of the best practices for that incorporates both marketing and sales. Have your teams work achieving multi-channel success. together to define: The Success in Solutions • Who you want to reach; the When thinking about marketing target audience you want to stay your business, remember that with in front of. the internet at every professional’s • What you want to say; what fingertips, finding a service they need makes your company the is as easy as the click of a mouse. best choice? What makes you That’s why your marketing message different? needs to reach prospects on a variety • When will your multi-channel of channels while promoting what efforts be most effective? your services can do for each • Where will your multi-channel individual prospect. Knowing your efforts be most effective? target audience means knowing what they need, even if they do not. Make your marketing customer-centric.
38 • Improvement March 2017 •Center Dealer •Communicator March 2017
• Why are the tactics you have chosen the best path for success? • How can you establish an execution strategy to market not only your brand and solutions, but also your customers?
My advice to you is to dedicate your time to developing a plan that will accomplish maintaining the standard of multi-channel marketing, which has pushed your top competitors to the head of the pack. Once you’ve mapped out your goals, tactics and Once you have answered these execution strategy, stay tuned to my questions, map out your marketing upcoming articles for insight and campaigns with visual charts and advice on the tools and best practices calendars. Keep in mind that multiyour business can implement to channel marketing is not a sprint, achieve positive recognition and but rather a carefully executed relay grow your business in this multirace between sales and marketing, channel era. DC which requires orchestrated and practiced handoffs, that when done About John Foley, Jr. right will drive your prospects down John Foley, Jr. is the the funnel. CEO of interlinkONE. Objects in the Mirror If you drive a car, even if you don’t, chances are you know the classic warning, “objects in the mirror are closer than they appear.” These words, which we see daily, are a prevalent theme in the problems that organizations are presently facing. The classic predicament of knowing that something was coming, but not realizing it would approach so quickly, has left many businesses stuck in the dust of the industry leaders racing by.
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.
Dealer MarchCommunicator 2017 • Improvement • March Center 2017 • 39
WIDE
FORMAT
SIGN SUPPLIES
Ink; A Key Element of Large Format Sales by Tim Greene
With global manufacturers in the digital printing industry looking at their business it seems like lately there has been a lot more discussion on ink. Ink represents an important revenue stream for many of the top manufacturers, and an important one for the whole value chain, including large format equipment dealers. In total, IDC expects large format inkjet ink revenue in North America to grow from $1.33 Billion in 2015 to $1.93 billion in 2020. There are some very interesting trends and developments within the ink market that are aimed at enabling new applications and creating new markets, but one of the most exciting areas is within the dyesublimation and textile printing market.
TEXTILE-BASED PRINTING The market demand for textile(cloth or woven fabric)-based printing is increasing across the various segments of the textile printing market. In the garment side, the trend towards fast fashion, with large retail organizations such as H&M, Zara, and Uniqlo, is driving a transformation in the supply chain that is resulting in higher volumes of digital textile printing. The same is happening on the décor side, while the light weight and cool finish is driving demand for textiles in the signage and graphics segment. Also, the higher speeds of today’s top-of-theline high-speed printers is enabling production of industrial textiles. Overall IDC expects the North American large format dyesublimation inkjet ink market to
40 • March 2017 • Dealer Communicator
WIDE FORMAT SECTION
grow from over $190 million to over $320 million by 2021. The dye-sub/textile printing market cuts across key categories of hardware and market segments because there are multiple configurations of equipment that use these inks.
We’re seeing some interesting trends in the market, with print service providers buying Epson aqueous piezoelectric inkjet printers and using them as dye-sub printers. We see a lot of that in the garment and low-volume soft signage markets. See Chart Next Page
To connect with us click here Dealer Communicator • March 2017 • 41
WIDE FORMAT SECTION
We also see a lot of modified ecosolvent inkjet printers, which has been going on for many years with companies using Mimaki, Roland, and Mutoh printers for dye-sublimation. Of course, HP is getting in on that signage and graphics textile segment, but a lot of companies are taking advantage of the properties of Latex to produce décor applications as well. Higher-end systems are using inks specifically tuned for high speed textile printing, or dye-sublimation. IDC expects these production systems to grow at a rate nearly twice as fast as the rest of the dyesub market, driving much higher volumes of dye-sublimation inkjet printing over the next few years.
THE JUICE IS WORTH THE SQUEEZE
Companies like Sawgrass, Kiian, and J-Tech (which have all merged now) have dominated the dyesublimation market over the years, but now several equipment manufacturers, Mimaki, Epson, and Roland, all offer their own dyesublimation systems and inks. In addition, DuPont, which was an innovator and one of the earliest suppliers to the digital textile printing market, has also recently launched dye-sublimation inkjet inks. IDC believes that dealers typically make around 5% margin on ink sales, but the beauty of dye-sublimation is that many of
42 • March 2017 • Dealer Communicator
Continued On Next Page
WIDE FORMAT SECTION
the shops that are in this market produce very high volumes, so the juice is worth the squeeze for those that get involved in the ink business in dye-sublimation. DC Tim Greene, Director of Wide Format Printing Consulting Services, International Data Corp. (IDC), will field your questions, comments or arguments by email: tgreene@idc.com
We Help Dealers Get Into 3D
Lonnie Bramon President
“Let’s Talk About How To Get Started In The Hottest Technology Of Today”
3D Filament
• 18 Colors In Inventory • Private Label Available • High Dealer Margins
for people who demand quality above everything else
Ph: 800-461-9301 • Fax: 208-377-3759 Email: lonnie@precision3dfilament.com www.precision3dfilament.com
To connect with us click here Dealer Dealer Communicator Communicator •• March March 2017 2017 •• 43 43
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
To reach Printers at trade shows and support your dealers
Dealer Communicator
Product Catalog
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
FREE}
www.dealercommunicator.com
Fichera Publications
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
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 2017 • Dealer Communicator
Local 44 Phone: • March
Fax:
1-954-971-4362