DEALER communicator
March 2018
Manufacturer Sponsored NewsJournal
Connecting Manufacturers Worldwide With Dealers
CHANNEL NEWS FOR MARCH 2018 SPONSORED BY MARTIN CHARBONNEAU PRESIDENT
YUL TECHNOLOGIES
I am grateful for the opportunity to sponsor this edition of Dealer Communicator. Since we began the YUL Technologies dealer marketing campaign, we have been successful in connecting with dealers interested in selling the YUL Tech Small FootPrint Cutters. Dealer Communicator • March 2018 • 1
PERSONALLY SPEAKING BY
O. MIKE FICHERA, PUBLISHER
WELCOME TO THE 453nd EDITION OF THE ONLY NEWSJOURNAL IN AMERICA DEDICATED TO SUPPORTING THE DEALER-MANUFACTURER CHANNEL EACH MONTH WE’RE LAUNCHING A SERIES OF VIDEOS TO HELP YOU SUCCEED IN YOUR WORK AND PERSONAL LIFE (SEE BELOW)
CLICK THE VIDEO BELOW TO VIEW THE EIGHTH OF A SERIES OF LEARNING SESSIONS BY BRIAN JOHNSON OF OPTIMIZE VIDEO
2 • March 2018 • Dealer Communicator
Title: Manage Your Day-To-Day
News
4 Dealers
THE NPES ASSOCIATION AND THE GRAPH EXPO SHOW NAME WERE CHANGED IN JANUARY. WILL THIS AFFECT THE DEALER CHANNEL?
Before we attempt to answer that question, you are encouraged to watch this video. Keep in mind a picture is worth a thousand words. https://www.youtube.com/watch?v= v0JUv2OKkdU&feature=youtu.be To begin with, the association’s new mission to drive printing industry growth required changing the NPES name. And further, “The new name signifies progress and signals a sigContinued On Page 7
...
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Click here toDealer dealer inquiry form Communicator • March 2018 • 3
“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
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Click here to dealer inquiry form
4 • March 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 • March 2018 • 5
PARTS
FOR FLOOR MODEL FOLDERS Proudly Made In The USA
By Manufacturing Directions Every part backed by a guarantee of satisfaction
Click Here To Parts Catalog
“The Dealers Choice” Manufacturing Directions 11639 Township Road #76 Quincy Ohio 43343
Toll Free 800-634-0034 • Fax 937-585-5209
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Positive, Upbeat Story Telling Using Audio Technology Can Help Sell Anything Use Rix Quinn’s Voice To Help Capture Attention For Your Product Messages No matter where your company is located, Quinn says he can help your sales team.
Click Here For Audio Sample FOR DETAILS ... Contact Rix Quinn at 817-920-7999 email: rix@rixquinn.com
here to dealer inquiry 6 • March 2018 •Click Dealer Communicator
form
News
4 Dealers
Continued from page 3
nificant turning point, not just for the Association, but for the entire printing and imaging industry,” so stated Thayer Long, President of the association. He continued with: “The convergence in our industry is essentially in the rearview mirror. Now, looking forward, as our new name more clearly expresses, our broader scope and direction are focused on greater alignment among the commercial printing and imaging value chain.
&
Birthday Anniversary Announcements
The executive staff at Dealer Communicator views all this as a good move, especially for dealers / distributors, the industry segment that are the connection between manufacturers and the end-users, namely commercial printers, package printers, sign shops and wide format printing companies. This includes companies involved in the finishing processes. Starting this year, the Annual Print Trade Show will no longer be called Graph Expo, rather a name more fitting to the expansion of the show’s Continued On Next Page
FOR SALE
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Dealer Communicator • March 2018 • 7
Continued from previous page
product and technology offerings. PRINT 18 will be second to no other industry trade show. It will be right-sized to a three-day event, and will take place in Chicago, Sunday, Sept. 30 to Tuesday, Oct. 2, 2018, at McCormick Place South. Source: Association for Print Technologies. The preceding press release was
provided by a company unaffiliated with Printing Impressions and revised by Dealer Communicator to be more in tune with our audience of Industry Dealers. The views expressed within the original news release do not directly reflect the thoughts or opinions of Printing Impressions. DC
WIDE FORMAT &
SIGN SUPPLIES
Large Format Media........ Some Opportunities and Some Challenges By Tim Greene, IDC Research Director – Hardcopy Solutions Most dealers that are involved in the large format digital printing market sell media, so if you are one of them you know that media presents some opportunities and some challenges. The total large format digital print media market is valued at over $1.8 billion in North America in 2018.
While this is a big market, there are important technology and market shifts happening that make it imperative that dealers keep a sharp focus on their media business. Products like digitally printable wallcoverings, clear films, and fab-
8 • March 2018 • Dealer Communicator
Continued On Page 10
Dealers Wanted For Full Line Of Tabletop Die Cutters Who Can Sell Tabletop Die Cutters? Dealers that now sell: • Wide Format Printers • Printing Presses • UV Coaters • Mailing Machines • Office Machines • Copiers • Finishing Machines
Who Are Prospects For A Tabletop Die Cutter? Following Are Only A Few Categories • Commercial Printers • Specialty Printers—all types • Wide Format Printers • Sign Shops • Label Printers • Sample Shops • Manufacturing Facilities • Embossing Companies
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Made In America
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Click Picture To View Video
Click here to dealer inquiry form • Dealer Communicator
March 2018 • 9
WIDE FORMAT SECTION Continued From Page 8
printers to grow at a 27% CAGR in rics are becoming an important part North America over the next few of media manufacturers’ portfolios. years. We’re also seeing more comMedia manufacturers are developpanies with eco-solvent inkjet exing products for these applications pand beyond their traditional sign across ink platforms so that no mat- business and enter the décor segter what type of large format printer ment. end user customers have, they can produce décor applications. The ARE DEALERS POSITIONED biggest factor driving the growth of TO SELL FROM INVENTORY the décor segment is the continued Selling large format print media also growth of Latex. Latex inkjet media certainly has its challenges. Selectrevenue has gone from $150 million ing print media supplier partners is five years ago to what IDC (conan important decision for dealers. sultants to the digital industry) ex- Manufacturers of key large format pects to reach almost $450 million print media products such as coated in 2018. Furthermore IDC expects paper and films will push dealers to digitally printable wallcoverings carry a multitude of products which printed by large format Latex Print- causes logistic and cash flow imers to continue to grow at a 20% plications. Also, dealers that serve CAGR (Compound Annual Growth many small print shops know that Rate) over the next few years. How- orders are often needed on a same ever it doesn’t stop just with Latex. day – next day basis, and those orders can be for one roll of media, KEEP YOUR EYE ON or for ten rolls of media. Having ECO-SOLVENT INKJET these rolls available can be a make At a recent Canon event the compa- or break for the dealer that sells it, ny noted that it will increase its fo- which places a lot of emphasis on cus on media as its Colorado Large being highly responsive and even Format UV roll-to-roll Printer is recognizing customer needs in adwell-suited to produce décor appli- vance. cations. IDC expects wallcoverings Continued On Page 14 printed by large format UV-curable 10 • March 2018 • Dealer Communicator
Model EZ Flex 100 The Crown Jewel of Coil Inserters
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• Inserts coils of all sizes & pitches • Switch sizes with turn of a knob • Bind Thick Books up to 2” • The EZ Flex can sit on any flat surface • Marry with Marlon 350 to bind & crimp coil • Use all sizes of SlanTis Binding Sleeves (Patent Pending)
See YouTube Video Demonstration: http://www.youtube.com/watch?v=NOXXMfLy1pI Equipment • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters
Supplies • Plastic Filament • Plastic Coil
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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
Communicator Click here toDealer dealer inquiry form• March 2018
• 11
So Tell Me . . .
WHAT’S A YUL?
12 • March 2018 • Dealer Communicator
Paper Cutters With A Small Footprint and features beyond what you would expect
• Performance * Fully programmable up to 100 programs x 100 steps * Micro Glide Backgauge • Smart Safety * Innovative hand-waving prior to operation
• Available Sizes: * 17 1/8” - 19 1/8” - 22 1/8” AND A GIANT FEATURE Optional: Exclusive Wi-Fi Connectivity A Feature Like No Other
* Safety main disconnect switch * Password protected 2020 Francis-Hughes, Laval, Quebec, Canada H7S 1N4 Toll Free: 800-363-2853 martin@yultechnologies.com www.yultechnologies.com Communicator • Click here toDealer dealer inquiry form
March 2018 • 13
WIDE FORMAT SECTION - Continued SUGGESTIONS Analyze your large format media business. Look at your product portfolio; do you keep it fresh or has it gone stale? Are you keeping your media portfolio up with equipment trends, responding to the growth of Latex, UV, eco-solvent, and dyesub? Do you use new media products as a trigger to contact and entice customers and prospects to hear your sales pitch? Do you leverage
some of the excellent training opportunities that media manufacturers offer to your sales team, and to the end customer? There is a lot of revenue and profit in the large format print media market, but it is highly competitive for dealers, so it is important to have a well-developed strategy for capturing the sales of the materials that run through the equipment you sell. DC
PRODUCT FOCUS
A Hot Market . . . Magnetic Materials A Growing Use Dealer Communicator (DC) is constantly on the lookout for profitable opportunities for graphic arts dealers. Check this out. The use of magnetic materials is growing daily, offering flexibility in application together with reduced production costs. Initially most printed magnetics were designed to be stuck onto a refrigerator acting as a calling card to remind people to support their local businesses or politicians. Another frequent application is as car and truck signs. They allow for the quick
and easy change to facilitate vehicles that were shared by more than one company or person. Or they can become more permanent signage. Today, there have been many improvements in the magnetic substrates and related materials. Initially, the printing was done on a vinyl sheet and mounted to a flexible magnetic sheet, usually by screen or specialty printer. Now, you can purchase magnetic sheets that have a printable surface already adhered to the magnet and it is printed directly on the surface. This
14 • March 2018 • Dealer Communicator
Product Focus continued
simplifies production and offers time and cost savings opening the door for a number of offset and digital printers to get into the magnetic printing business. But still the market for these materials was limited to applications where the printed piece is attached to metal surfaces. Due to innovative thinking, a relatively cost effective means of broadening the market for printed magnets was introduced. An example of this significant method is the mountable magnetic receptive sheeting offered by the New Force Magnetic Company (www.newforcemagnetics.com) a major manufacturer of magnetic materials. An adhesive backed magnetic sheet has the properties of a metal, like steel, and is attached to any flat surfaces with printed magnets mounted on it. This technology opens the door to a multiplicity of applications. It can be used for wall decorations or signage in offices, stores, etc. where the design or message can be easily changed in minutes for seasonal or even daily sales events. A restaurant can display their daily specials through a wall mounted magnetic menu. The use of these receptor sheets
has broadened the use of magnetic sheets so they no longer are limited to displays on cars or refrigerators. Another interesting application on the use of magnetics is reported by Master Magnetics, Inc. (www.magnetsource.com), another manufacturer of a wide range of magnetics and flexible sheeting. The company has been filling orders from breweries and restaurants that use magnetic signage to label taps and dispenser handles. It is reported that the ability to easily remove and replace the magnets in a sterile environment rivals ordinary stickers or labels. Plus, magnetic labels are superior to stickers in the food and beverage industry because they are more resilient to various conditions such as fluctuating temperatures. This is another crease use of magnetic materials that your customers should know about. We are certain that with a little observation and imagination you will see other magnet labels are better suited than paper stickers or labels. CHANGES: Materials, Inks and Presses The magnetic materials are continuing to change and improve as well. They are getting thinner and lighter making them easier and less costly to distribContinued On Next Page
Dealer Communicator • March 2018 • 15
protection. Today, eco-solvent inks can be used to print directly on the magnetic substrates. This ink dries continued instantly and it is outdoor friendly reute. Roll up a sign, put it in a tube and sisting weather conditions and fading. ship it. The materials are also avail- Actually there is a choice. Most magnetic top sheets can use UV and Latex able in over 50” widths and in rolls inks as well letting the user choose the to facilitate printing on wide format best ink for the application. digital presses. Plus, the printed surface is getting easier to image and A key influence on the growing popuwork with a wide variety of traditional larity of using magnetic materials for and digital print technologies. point of purchase, wall decorations There have also been improvements in or general signage is digital presses. The run length of magnetic products the inks. Aqueous inks were initially is generally very short giving digital used for printing magnetic outdoor signage with a lamination applied for presses, with a relatively short setup
Product Focus
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here to dealer inquiry 16 • March 2018 Click • Dealer Communicator
form
Product Focus continued
time, an advantage in reducing production costs. And the speed of the press is irrelevant when the run lengths are 1 to 500 copies. Digital printing of this material will also shorten the delivery time. Let Your Imagination Fly The purpose of this article is to get dealers to realize the potential of this market. It offers an opportunity for equipment sales to companies that generate even a small volume of signage or other items that can benefit from the quick change properties of magnetic materials. Plus it offers the selling of consumables and support services. And don’t forget about use in harsh environments that need the flexibility and stability of magnetic labels or signage. The key to building a business selling magnetic substrates is in telling and showing your current printer or digital press customers or to attract new customers by suggesting applications for these magnetic ma-
terials. In this article DC gave you a few examples. We are sure you can come up with many more and educate your customers on how to market these materials along with giving ideas to your customers that yields bottom line value for all. DC
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
Click here to dealer inquiry form Dealer Communicator • March 2018 • 17
Riding The Newest Wave Of Technology Utilizing Near Field Communication Within Your Dealership’s Customer Service, Support And Marketing
by Bob Licari, BrainSell Services
Now that Dealer Communicator magazine is accessible in digital configuration for those perusing this on the web, simply click on any underlined content below, to interface instructive video presentations regarding details of those subjects for your review.
In our lifetimes we have seen real changes in innovation that brought about radical alterations in our regular day to day existences. One of those groundbreaking advances is NFC, Near Field Communication. There are 3 areas with underlined content in this article. Just “click” on any of these links to access entertaining video applications of NFC, using the Patented Knecto software Platform, allowing multiple media campaigns to be managed from a single sensor. This licensed innovation from Knecto has many uses in today’s equipment dealerships, resolving numerous issues inside Customer Service,
Support, Dealership Marketing and its use of Collateral materials. Near-field communication is defined as a set of communication protocols that enable two electronic devices, one of which is usually a portable device such as a smartphone or tablet to establish communication by bringing them within 4 cm of each other. Using Knecto’s Patented Sensor Platform video and data content is stored and activated within a magnetic field allowing full operation with no power source and lasting indefinitely. Striving for client engagement, cutting edge corporations are seeing the many advantages NFC innovation provides, with just a touch of a smartphone. This innovation will draw in your Clients allowing the efficiency of Near Field Communication technology to diminish technical support calls and costs while providing an ongoing resource for customer engagement and education.
18 • March 2018 • Dealer Communicator
Bob Licari Article Continued
Essentially with NFC Technology all you must do is hold your smart phone over the patented NFC sensor, connected to any material or surface. Once this interaction takes place your customer or prospect will receive current service and maintenance instruction, tutorial video’s, equipment parts listings even troubleshooting support is automatically activated on your customers smartphone. Since we know where each uniquely coded NFC sensor is sent and placed, we can update or change ongoing cam-
more profits for your company. You can reach me at: BobLicari@BrainSell Services.com. 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.
paigns and redirect new information based on location “on the fly”. Near Field Communication will become one of the most flexible and powerful tools for savvy manufacturers, service managers and marketers. So, put your thinking caps on and look at your needs and applications then call me for the advice and guidance in using NFC technology to advance your dealership and generate
William B. Rudow Inc.
www.suckers.com info@rudow.com
Dealer Communicator • March 2018 • 19
Click here to dealer inquiry form
Dan Rizika, President of PrintGuard with Daniel Tortarolo, PrintGuard’s Argentinean Dealer.
Pam Ramp, David Feliciano, translator, and Terry Byrnes of Stuebing Automatic Machine Company.
Graphics of the Was A Sell “Sakurai sold a press” Diane Wead of Intergraph.
Mike Pina, Tiger Business Forms Inc, John Wokurka, Sakurai with their Dealer Doron Zacharin of Presstech.
Winston Tulloch of PVC Spiral Supply doing a demo.
20 • March 2018 • Dealer Communicator
Thomas and Martin Charbonneau and Anne Groleau of YUL Technologies.
Danny Moloney, O. Mike Fichera and Peter Pacheco from GOA Show.
Americas 2018 ling Event “We sold 5 YUL paper cutters”
Attendee on a break reading Trade Show Times.
Ani Cabrera of Larry and Associates with Val Guerra, Shark Machinery.
Gabe Hernandez, President, PAF
Join Us Again In 2019
Dealer Communicator • March 2018 • 21
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Fichera Publications
E-Mail: omike@dealercommunicator.com
1919 North State Road 7, Suite 202 • Margate, Florida 33063 Local Phone:
1-800-327-8999
Int'l Phone:
+ 954-971-4360
22 • March 2018 • Dealer Communicator
Fax:
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