Dealer Communicator
May 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
ISSUE SPONSORS
Manufacturing Directions, Inc.
Computer to Plate: Mature But Still Growing William B. Rudow Inc.
Wide Format Printers Reviewed Page 53
TCS Technologies
Dealer Communicator • May 2017 • 1
“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
2 • May 2017 • Dealer Communicator inquiry form Click here to dealer
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
New Force Adhesive Back Magnetic Sheet is adhered to the wall.
A changeable sign is printed on magnetic receptive Transitional Graphics.
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 Continued On Next Page the new message.
Dealer Communicator • May 2017 • 3
Table of Contents
Click Article You Wish To Read GENERAL NEWS SECTION 5 .....Personally Speaking - by O. Mike Fichera, Publisher 6 .....Advertisers Index 7 .....Product Focus: ........ Computer to Plate: Mature But Still Growing 14 ...Dealer News 29 ...News 4 Dealers The Dealer Channel Improvement Center 46 ...Sales Corner - Tapping The Talent of the Future - by John Tschohl 49 ...4 Tips to Help With Social Media Posting During Live Events - by John Foley, Jr. 51 ...Who Needs A Sales And Marketing Team Anyway? More Than .........Likely, It’s YOU! - by Bob Licari WIDE FORMAT / SIGN SUPPLY SECTION 53 ...Major Article: Wide Format Printers – ISA SignExpo In Review - by Tim Greene
4 • May 2017 • Dealer Communicator
PERSONALLY SPEAKING BY
O. MIKE FICHERA, PUBLISHER
WELCOME TO THE MAY 2017 EDITION OF THE DIGITAL-GLOBAL EDITION OF DEALER COMMUNICATOR
In a recent edition of a super large reseller magazine was an article titled “Using The Vendor Sales Force To Get To The End Game” (new, profitable, long term business) The writer tells us in a time such as now with technology changing as the minutes fly by, the greater pressure is being poured on the partnership of vendors and dealers. Slacking from either partner will blow opportunities away. and further Dealers Must Become Quality, Service-Focused, Providers. Vendors Must Have A Well Trained Sales Force To Support Their Channel, And Vendors Have to Realize That There Is No Vendor That Can Do Everything For A Customer. WITH THAT SAID <> MY THOUGHTS Vendor Advertising and Marketing directly to the channel plays a big part in all this especially for smaller manufacturers who believe that dealers in their channel know everything there is to know about their line of products. Survey after Survey Proves This Ain’t So. ONE MORE THING The author of the article mentioned above cautions smaller vendors to avoid what is termed a sales-destroying attitude that dealers know their products so it wouldn’t hurt if their sales team split their time between servicing and helping their dealer sell product and searching for new dealers in nearby areas. Dealer Communicator Is Geared To Connect Manufacturers With Dealers Call Us at 800-327-8999 Or Click Link To Manufacturer Inquiry Form Dealer Communicator • May 2017 • 5
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
Click here to dealer inquiry form
Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors ADVERTISERS INDEX
American Ultraviolet .....................................21 PRINT 17......................................................23 Manufacturing Directions, Inc .................11,42 Printware ........................................................7 MDI..........................................................11,42 PVC Spiral Supply............. 17,18&19,28,29,30 New Force Magnetics Co........... 2&3,17,28,30 Precision 3D Filament .............................35,55 William B. Rudow, Inc...................................33 Presstek..........................................................9 TCS Technologies. .......................................54 6 • May 2017 • Dealer Communicator
Computer to Plate: Mature But Still Growing In offset and flexographic printing, Computer to Plate (CtP) technology is the main platemaking method used by most printers. CtP has come to maturity faster than other printing industry imaging technologies used. Starting in the late 1980’s the advent of imposition software from Ultimate’s Impostrip gave
birth to plate-ready imposed films. This capability created a market for larger (40”+) imagesetters and dynamically forced a new workflow on the printers where they needed digital proofing tools to check the film accuracy before output. Around the same time
Continued On Next Page
Dealer Communicator • May 2017 Click here to dealer inquiry form
• 7
Product Focus continued
Heidelberg in collaboration with Presstek offered Direct Imaging (DI) presses where no films were used and the plates were developed on the press. Going direct to plates was a proven concept and interest grew. The big breakthrough For CtP was at the 1995 Drupa worldwide printing exhibition, seen as the breakthrough year for CtP technology. CtP systems were demonstrated by 42 different vendors, after which some industry pundits commented that there were more vendors than installations at that time. However, industry experts at Printing Industries of America / GATF predicted that CtP would be the primary platemaking method by the end of the 20th century. While the prediction was off by about 7 years, today it is the rare plant that still uses traditional film based platemaking.
For an interesting history of CtP and details on the various imaging (e.g., laser exposure types and imaging technologies) go to the website of BWI, a dealer of CtP equipment and plates. Click on the CtP White Paper by Bob Weber http:// www.bob-weber.com/resources/ ctp-white-paper.aspx that does a good job of explaining the history, benefits, technical details and general trends in CtP technologies. CtP Advantages The potential advantages of CtP over traditional (analog) platemaking are labor and material cost reductions along with higher, more consistent quality that reduced spoilage and remakes. But soon it was realized that going from prepress to press using CtP had significant speed plus economic advantages, but was slow in acceptance since the cost of the CtP plate material was significantly higher than the combination of film and
8 â&#x20AC;˘ May 2017 â&#x20AC;˘ Dealer Communicator
conventional plate materials. The output of one piece films already reduced prepress labor costs. CtP had significant economic advantages and the reduction in plate remakes due to exposure or vacuum frame issues was also significant. Plus, as the volume of plates sold increased the cost of the materials dropped close to conventional plate costs.
Today, CtP is the platemaking method of choice and the technology has somewhat matured. But, it continues to improve as well. Pioneered by Presstek, chemistry free plates are one of the developments offered that reduces environmental impact and lowers the amount of time to go from prep to press. It also reduces chemistry costs and the cost of disposal of expended fluids. Continued On Next Page
���� ����������� ������������ ���������������������������� ��������������������� ��������� �������������������� ��������������������� ������ �������������� ������������������� ����������������
Click here to dealer inquiry form Dealer Communicator • May 2017 • 9
Product Focus continued
Dealer Communicator (DC) reached out to Presstek to get a sense of their current CtP product offerings. Asked what types of CtP technology are recommended today, Ralph Jenkins of Presstek (www.presstek.com) told DC that due to the diverse needs of the commercial and newspaper print markets they offer a variety of CtP choices from Inkjet plates using standard Epson wide format printers to thermal and violet light platemaking systems running a wide range of environmentally friendly plates that use little or no solvents for processing. In fact most of their plates are water developed or finished on the press. In regard to the advantages of CtP, Jenkins added, “Today’s printers seek shorter print runs, faster turnarounds and zero compromises on print
quality. This led Presstek to offer a wide assortment of simplified CtP systems that offer a robust portfolio of ecofriendly plates with a worldwide network of service and support professionals.” Asked about new developments in CtP products at Presstek of interest to dealers, Ralph Jenkins said, “We continue to invest in research and development that is committed to advancing developments on press plate technologies.” Another pioneering company in the world of CtP is Printware (www.printwarellc.com) who offered the first paper (polyester) electrostatic CtP imager, inline processor and plate initially sold to the check printing market. Over the years Printware has continued to develop their CtP products to provide a low cost of system ownership and have tailored their features and performance to meet the unique needs of the small to medium
10 • May 2017 • Dealer Communicator
sized printers in addition to high volume print manufacturers. Today, Printware has a line of polyester plates for their devices and similar plates for nonPrintware devices. The company also offers the PlateStream metal plate CtP system, a special incentive for CtP users who retire or upgrade from an existing polyester CtP unit to a new or factory remanufactured PlateStream device.
There are a number of CtP device and plate manufacturers dealers might want to check out. In 2014, Hangzhou CRON Machinery & Electronics Co., Ltd, China’s largest CtP manufacturer, entered into the North American graphic communications market Continued On Page 13
A Trusted Logo for Floor Model Folding Machine Parts For Over 30 Years every part backed by a guarantee of satisfaction
Click here to dealer inquiry form Dealer Communicator • May 2017 • 11
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 12 • May 2017 • Dealer Communicator
Product Focus continued
by forming CRON-ECRM (www.cron-ecrm.com). They have since introduced new CtP devices and offset plates to meet the needs of the newspaper and commercial printing markets. Other key manufacturers are Agfa, Kodak (Creo), Fuji and Screen. If you check out these companies you will see that they also offer eco-friendly chem-free or on press developed plates. Dealers should check out what is being developed that will bring increased value to dealer customers. Sometimes you have to ask. New or Refurbished Another opportunity for graphic arts dealers is in selling refurbished equipment. As the printing industry has consolidated, a number of manufacturers offer equipment that has been factory refurbished with new parts and updated
software. With the shorter runs, plates need to be made in a hurry and having multiple CtP devices is a must for most of your customers. Why not a refurbished unit? In this regard you might want to re-read the paragraph about Printware. Dealer Communicator sees CtP as a mature market but still a good source of business for dealers. Not only is it an opportunity for repeat plate sales, it is part of a system that includes proofing products, imposition software, quality control devices and other related items in the workflow giving choices to dealers “Who Know Their Stuff” and won’t settle for a simple box sale. AND FINALLY….. Don’t overlook the label, envelope and packaging printers who use a mix of flexo and offset presses. DC
Dealer Communicator • May 2017 • 13
DEALER NEWS sign and digital media markets has announced it has signed a distribution agreement with Israel-based 3D printer company Bay Copy, a MASSIVit 3D Printing. leading provider The agreement includes the of workflow MASSIVit 1800 super-sized 3D solutions printer and the Dimengel print including material. A&J Visual will soon managed receive a Massivit 1800 unit that print services will be placed in their demo room and related technology, has for customer demonstrations. announced the appointment of The Massivit 1800 3D Printer, Paul DeSousa of Bridgewater, with its unique GDP (Gel MA to the position of Document Dispensing Printing) technology, Management Consultant. adds a new dimension to businesses. More info at: He will working with the Bay ajvisualsolutions.com Copy team including Sharon Mutrie, Barry Budwit and Carrie GSG Houston Moves To Boulay as the firm continues to expand its marketshare. More info New Location With Upgrades at: baycopy.com
Bay Copy names Paul DeSousa To Position Of Document Management Consultant
A&J Visuals Now Represents MASSIVit 3D Printing Brooklyn, New York-based A&J Visuals, a wholesaler serving the
GSG Houston is a consumable and equipment wholesale
14 â&#x20AC;˘ May 2017 â&#x20AC;˘ Dealer Communicator
DEALER NEWS Continued on next page distributor for the apparel decorating, digital printing, electrical sign, and commercial sign markets. They have recently moved their operations to a new location. The new facility has an additional 20,000 square feet, allowing Houston to stock more of the products that customers desire. The warehouse also has an improved layout, allowing substrates to be stored and delivered in the best possible condition. Customers will be pleased to know that the new branch has more parking space as well as a ramp for easy loading of large orders. GSG Houston Branch Manager Michael Roberts says about the upgrades, “The new warehouse simply allows us to continue to provide the best service possible to the people who matter most: our customers.” More info at: gogsg.com
LexJet Appointed As An Authorized Reseller For Epson F-Series Dye-Sublimation Printers
LexJet brought big news to this year’s ISA Sign Expo in Las Vegas, Nevada, this April. Continuing expansion of its diverse portfolio of digital print technologies and products, LexJet is pleased to announce it will offer a complete solution for digital dye-sublimation transfer printing. The initial dye-sub roll out will include: 3 Epson F-Series Dye-Sublimation printers with Wasatch RIP Software, Epson UltraChrome Dye-Sublimation Ink and 3 Epson Dye Sublimation transfer papers. LexJet struck another exciting partnership with Universal
Dealer Communicator • May 2017 • 15
DEALER NEWS Continued Woods, now offering one of the most in-demand, popular dyesub applications: ChromaLuxe® aluminum photo panels for stunning photographic reproduction. Because the ink becomes part of the specialized ink receiver coating on the panels, the surface durability and color vibrancy of the print is exceptional. LexJet will be offering this product in a variety of sizes and finishes. More info at: lexjet.com
Superior Business Equipment Acquired By Kelley Imaging
Prosperity Plus Management Consulting, Inc. has announced that it advised Patty Byrne, President of Superior Business Equipment, in the sale of the business to Kelley Imaging Systems, Inc..
Superior Business Equipment (SBE) was founded in 1979 by Ted Schultz and the Harris VF Ranch, (Philip and Arlene Harris, Keith and Gayle Harris). The business was acquired by long standing employee, Patty Byrne and her husband Rick in August 2010. Kelley Imaging Systems (Kelley) is one of the largest privately owned office technology companies in the Pacific Northwest with 16 offices in Washington, Montana and Oregon. Uniquely positioned, Kelley is a single source provider for office automation needs: Document Management Solutions, Copiers, MFP’s, Wide Format Printers, Managed IT and Print Services and Mail and Distribution Solutions. Patty Byrne, President at SBE, was quoted as saying, “The idea of bringing these two companies
16 • May 2017 • Dealer Communicator
DEALER NEWS Continued on page 20 together just seemed to make sense. We operate on similar philosophies and share an intense customer focus. We expect SBE’s customers to benefit from the expanded product and service offerings Kelley provides.” Publisher’s Comment: Prosperity Plus offers a full range of merger and acquisition services. The consultancy may represent either the buyer or the seller in a transaction. If you are thinking of selling your business or looking to buy another
We Want Your Feedback
Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
dealership contact Jim Kahrs at Prosperity Plus at 631-382-7762 or by email:jkahrs@prosperityplu s.com
CMYUK Named As Ritrama Distributor
CMYUK
Wide Format
UK-based CMYUK, a distributor of wide-format supplies and equipment, has announced that it is now the official UK distributor for Italy-based Ritrama’s range of
Continued On Page 20
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 2 & 3
&
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 • May 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 • May 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
21 Colors Dealer Communicator • Coil May In 2017 • 19
Click here to dealer inquiry form
DEALER NEWS Continued self-adhesive materials. As part of the distribution agreement, CMYUK is fully conversant with HP’s Latex certifications for Ritrama products to ensure that all new and existing customers are able to benefit from full compliance and responsible management criteria. More info at: cmyuk.com
to the wide range of Gift and Engravable products, the LaserBits line also includes educational tools for laser processing to help its customers. more info at: johnsonplastic.com
LaserBits Now Available At Johnson Plastics Plus
TyrrellTech Inc, a Marylandbased dealership has announced it has partnered with Arizonabased laser engraving equipment manufacturer Universal Laser Systems. It will be using TyrrellTech to service its customers in the southeast U.S. TyrrellTech also has a location in Florida, and another in New Jersey. The company distributes hardware, software and accessories for the sign making, graphics and engraving markets. More info at: tyrrelltech.com
Johnson Plastics Plus is now carrying the full line of LaserBits products. Customers can browse the complete LaserBits product line in the Johnson Plastics Plus 2017 Engraving Equipment & Supplies catalog. LaserBits has been a household name in laser engraving and personalization products for over twenty years. In addition
TyrrellTech’s New Partnership
20 • May 2017 • Dealer Communicator
Continued On Page 22
DEALER NEWS Continued on next page
Click here to dealer inquiry form Dealer Communicator • May 2017 • 21
DEALER NEWS Continued on page 25 Gray & Creech Partners With Lexmark
Gray & Creech Office Systems, located in North Carolina since 1922, has announced they have added Lexmark to the list of products they represent. Gray & Creech is a Platinum Level dealer for Sharp Electronics and Sharp will continue to be their top tier product line, but Lexmark complements their current Sharp line by offering products that fill a gap where Sharp currently lacks coverage. More info at: gccopiers.com
Best Graphics And Komori Announce Partnership Best Graphics Group and Komori America have announced a sales and distribution
partnership agreement to represent the Itotec cutting systems exclusively in the U.S. In making the the announcement, Best Graphics Group President Dan Brahm stated, “The synergy of Best Graphics Group and Komori America provides additional professional sales support, broader visibility of Itotec nationwide, and proven “State-of-the-Art” Cutting Systems for Komori Customers.” Best Graphics Group is a 39-year old and Independent Graphic Arts and Packaging Equipment Distributor. More info at: bestgraphics.net Des Plaines Office Equipment (DPOE) Wins Hyakuman Kai Dealer Award Des Plaines Office Equipment (dpot.com), the Chicago area’s leading provider of workflow solutions, has been named a 201617 recipient of the Hyakuman
22 • May 2017 • Dealer Communicator
Dealer Communicator Click here to dealer inquiry form
• May 2017 • 23
Print History Can Be Yours Historical Printing Zinc & Copper Line Cuts For Sale
• Dimensions of the cabinet: 24 3/4” Wide x 25” Deep x 60” High • It holds 30 drawers • I bought the cabinet, with litho stones, over 50 years ago. Cannot remember the Printing Company’s name, although I believe it began with “A” and that the printer was in New Jersey close to NYC. I do not remember the owner’s name, but do remember that it was a Jewish name, and that the man was very kind to me. • I also have a box of wood type and two very old Type Cases
<<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>>
We’re asking $4,500 for all // f.o.b. our offices in Margate, Florida Contact: Omike Fichera • Ph: 800-327-8999 • Email: ofichera@aol.com <<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>> BRIEF HISTORY The birth of letterpress printing in Europe came in the 15th century. Although printing with wood blocks has deeper roots in the Far East, Johannes Gutenberg developed “reusable movable type, the basic principle that was used well into the 20th century. The invention of movable type allowed Gutenberg to print the first historic 42-line Bible in 1455. This was the first Western massproduced book, also known as the Gutenberg Bible. Letterpress printing became the method of choice, and for the next four hundred years continued to evolve until the introduction of the linotype machine in the late 19th century. Linotype machines soon replaced letterpress as the primary printing method. Letterpress printing today is thriving with a great number of individuals personally dedicated to the preservation of this historic art-form. Visit some of the links and you can see some of the important people maintaining this art-from, hopefully for generations or even centuries to come!
Click here to dealer inquiry form 24 • May 2017 • Dealer Communicator
DEALER NEWS Continued on next page Kai award from Sharp Document Solutions Company of America. Des Plaines Office Equipment has won this award every year for the last 28 years. One benchmark of success for receiving the award is that a dealer must purchase more than one million dollars’ worth of Sharp business products during a twelve-month period.
Distributor Partners With Kompac Australian Graphic Services is Kompac’s newest authorized distributor for Australia and New Zealand. AGS will be the exclusive agent for Kompac products in those two countries, selling and servicing the full range of Kompac’s coating systems, consumables and parts. AGS is a leading provider of services, consumables, equipment sales and spare parts to the printing industry throughout Australia.
“Kompac products are unlike anything else in the market,” says Photo caption: (left to right) Ross Gilberthorpe, Equipment Vince Miceli, Northern Cook Sales and Marketing Manager for County Sales Leader, Des Plaines AGS. “It is a worldwide company Office Equipment, Tom Kappele, based in the U.S.A. that has been Territory Business Manager at in the industry for many years. Sharp Corporation, Chip Miceli, They have reinvented themselves President of Des Plaines Office by creating an entire range of Equipment, and Brandon Ysteboe, coating systems for both offset Sales Manager, Des Plaines and digital printers.” Office Equipment. Dealer Communicator • May 2017 • 25
DEALER NEWS Continued Gilberthorpe continues, “A lot of printers might need to go from one coating to another, say, aqueous to UV. The time change for this would normally be up to an hour, but with Kompac’s systems it can be done in five minutes. For a digital printer with short runs, that might require different coatings for different jobs, the Kompac coating systems can be changed quickly, saving a lot of time.” More info at: agsservice.com.au
Window Film Depot Named 2016 National Dealer Of The Year By 3M’s Graphics And Signage Division Aside from its headquarters just outside Atlanta, GA, Window Film Depot has other locations in New York, New Jersey, Massachusetts, North Carolina, Florida, Washington
D.C., Illinois, Texas, Colorado and Washington. According to Window Film magazine, which reported the award, it’s the third time in 10 years that the shop has received 3M’s most prestigious award. Window Film noted that the award was presented at a 3M dealers meeting hosted by Energy Products Distribution in Baltimore, Maryland. Jeff Franson, President & CEO’s statement says it all, “Over the past 20 years, my national installation company has tackled some of the most impressive and difficult architectural film installations ever completed in the US. Window Film Depot provides national assessment, supply and installation services for solar, security, decorative and Di-noc architectural films. WFD services national retailers, building owners, security professionals, and engineers.” More info at: windowfilmdepot.com
26 • May 2017 • Dealer Communicator
DEALER NEWS Continued on next page A Dealer’s History Worth Sharing
million in revenue.
I’m proud to say were were Thank you for asking me to share recognized 3 times as a DEALER a brief, but interesting history and COMMUNICATOR TOP TEN sale of Freeman Graphic Systems. DEALER and regularly as a Top Ten dealer from manufactures. My father started the business In 1999 we decided to sell the in 1963 as the Walter H Floyd company to GE Richards and Company of SC. Over the years became GE Richards SE. I the name changed to Floyd continued with them as a regional Company, Floyd-Freeman, and finally Freeman Graphic Systems. manager until 2003. During the post 9/11period there was a I joined the company in 1978 tremendous downturn in the and began in the service economy and also was a shift occurring with manufacturers and department and moved into dealers. CtP and digital printing sales, management, and became were changing the industry and President around 1996. At that the way business was being time we were dealers for Agfa, done. At this point we decided Kodak, 3M/Imation, Anitec, to downsize. In November 2016 AB Dick/Presstek, Standard, the Gilberts, Lu, Scot, and Kevin, Challenge, Baum, MBM, Duplo, owners of PHS of Atlanta, GA, etc. For the next 3 years we offered to purchase my company. continued to grow through Scot and Kevin have a passion for expansion and acquisitions this business and their intention and grew to service SC, NC, is to continue its growth. They GA, WVa.,with 5 warehouses, were a good fit. about 50 employees, and 20 Dealer Communicator • May 2017 • 27
DEALER NEWS For me, it’s time to spend time with Suzanne, my wife, who has been supportive of my business and the constant travel required, and time to enjoy our 3 grandchildren. I will admit… through it all, the industry has been very good to me. Time for me to move on......... Bill Freeman
BWI Launches New Digital Marketing Department Veteran prepress industry leader BWI announced the launch of its new digital marketing depart-
ment, alongside the hiring of Digital Marketing Manager, Spencer Ho, and the imminent launch of the redesigned bob-weber.com. “We see numerous opportunities in digital communication tools for connecting with our customers and the prepress industry at large,” said Marketing Director Leslie Schmidt-DiVincenzo. “The creation of our new digital marketing department, led by Spencer, will drive our continued efforts in this area.” More info at: bob-weber.com DC
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 2 & 3
&
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
28 • May 2017 • Dealer Communicator
We Want Your Feedback Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
&
Birthday Anniversary Announcements
News
4Dealers
New President For Kodak’s Inkjet Systems Division Eastman Kodak Company (NYSE: KODK) announced Randy Vandagriff, who has played an
Click Here For One Minute Audio
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
Click here to dealer inquiry form Dealer Communicator • May 2017 • 29
News
4Dealers
Continued
integral role in the development of Kodak’s ULTRASTREAM technology and Kodak’s digital print business since 2004, will become President of the Enterprise Inkjet Systems Division effective May 1, 2017. Commenting on his new role Vandagriff said, “It’s an exciting time to continue driving Kodak’s inkjet business forward, as ULTRASTREAM Technology will move production inkjet into the mainstream of commercial
We Want Your Feedback Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
printing, packaging, labels and home décor. I look forward to working closely with our PROSPER press and head customers going forward, as well as OEMs in the coming months and years to bring ULTRASTREAM technology to market.” Vandagriff will replace Philip Cullimore who is leaving Kodak to take a career sabbatical. Continued On Next Page
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 2 & 3
&
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
30 • May 2017 • Dealer Communicator
News
4Dealers
Continued on next page
Graphics of the Americas, (GOA) Announces Its Newest Team Member Peter Pacheco is now a Graphics of the Americas sales representative. For more than 20 years, Peter Pacheco has been an active member of the North, Central and South American print industries as a sales executive and as a successful business owner. Peter has attended and exhibited in countless trades shows throughout the Americas, including GOA, and that valuable experience has taught him what challenges exhibitors face and what they need to be successful.
The team at Graphics of the Americas is very excited to welcome Peter to the GOA team and know that he will make the GOA tradeshow more successful due to his knowledge of and experience in of the industy.
SAi appoints Steve Ball As Director Of Strategic Business Development SA International (SAi), the leading provider of software solutions for the professional signmaking, wide-format digital printing and CAD/CAM for CNC machining industries, has announced the promotion of Steve Ball to Director of Strategic Business Development following his previous role as Director of Sales for North America, SAi. Effective immediately, Ball will assume responsibility for
Dealer Communicator â&#x20AC;˘ May 2017 â&#x20AC;˘ 31
News
4Dealers
Continued
overseeing the development and growth of SAi Flexi signmaking solutions along with the creation and customer adoption of other next generation Flexi products.
Ted McGrew Promoted To Vice President Sales At Southern Lithoplate
Southern Lithoplate, Inc. (SLP), has promoted Ted McGrew, a well-known veteran of the printing industry and one of its most respected print advocates,
to Vice President Sales. Steven P. Mattingly, Senior Vice President of the American owned and operated company made the announcement, Friday, April 14. “Ted has been a stalwart leader of Southern Lithoplate for a number of years,” Mattingly said. “He most recently held the position of Vice President of Newspapers and will continue to champion the success of SLP’s newspaper prepress products and solutions. He is tireless when it comes to finding ways to serve our customers.”
M&R Companies To Acquire Novus Imaging
Leading Online Wide Format Printing specialist publication for sale in Australia as well as Specialist Classified online magazine for the commercial offset industry. Due to bad health, owner must sell. Enquiries to Michael at michael@asfisherco.com 32 • May 2017 • Dealer Communicator
The New Hampshire-based company is a manufacturer of digital printing equipment. Its products include the large-format
News
4Dealers
Continued on next page
flatbed LED printer, the hybrid flatbed & roll-to-roll UV printer, and the high-speed UV Printer. The acquisition process began with a Novus inquiry about M&R’s excess manufacturing capacity. When M&R expanded in 2015, it purchased a facility with ample room for future expansion and populated it with robotic equipment. Mike Mills, President & CTO of Novus Imaging and CEO Rich Hoffman anticipate that the combination of M&R’s size, manufacturing capacity, and worldwide sales and service network will dovetail seamlessly with Novus Imaging’s expertise in largeformat imaging.
Mimaki USA Presents 3D Printer Technology At International Sign Expo 2017 Mimaki USA presented the company’s 3D UV-cure inkjet printer prototype in the USA at the International Sign Expo this year in Las Vegas.
William B. Rudow Inc.
www.suckers.com info@rudow.com
Click here to dealer inquiry form Dealer Communicator • May 2017 • 33
News
4Dealers
Continued
In 2015, Mimaki Engineering (Nagano, Japan) announced it would enter the 3D printer business and started its own full color, 3D printer development. After initial rounds that received positive reviews along with further development, the company is now in the commercialization phase of this product.
Hanita Coatings has sales and distribution facilities in the U.S., Germany, China and Australia. The company develops and manufacturers coated, laminated and metallized polyester films for a range of industrial and commercial applications.
Avery Dennison To Acquire Hanita Coatings
Presstek Industry Veteran Expands Role To Support Newspaper Groups
Mentor, Ohio-based graphic films manufacturer Avery Dennison announces its plan to acquire Israel-based Hanita Coatings, a pressuresensitive materials manufacturer of specialty films and laminates. The purchase is from Kibbutz Hanita Coatings and Tene Investment funds for $75 million. In addition to its headquarters,
Presstek, LLC, the leading provider of eco-friendly printing solutions has announced the new role of Patrick Kilgalion as the companyâ&#x20AC;&#x2122;s Corporate Account Manager for Newspaper Groups in the U.S. and Canada. Presstek, a preferred supplier to newspaper groups and buying cooperatives, created this role to provide the newspaper community with a dedicated resource for all their
34 â&#x20AC;˘ May 2017 â&#x20AC;˘ Dealer Communicator
News
4Dealers
Continued on next page
prepress needs. Kilgalion is a newspaper industry veteran with a proven track record of driving down costs while improving the quality of newspapers’ finished products.
Raising The Bar... Duplo Releases The DDC-810 Digital Spot UV Coater Duplo USA Corporation, a leader in digital print finishing, has announced the launch of its
Thought of the Month Tell a person they are brave and you help them become so.
DDC-810 Digital Spot UV Coater which will be available in the United States, Canada, and Latin America. Since its introduction at Graph Expo 2016, the DDC-810 has created enormous excitement among print service providers with pre-orders selling out. “We are excited to open doors to new opportunities for those printers who have wanted to add elevated spot UV embellishment to their products,” comments Anthony Gandara, Product Manager at Duplo USA.
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
Click here to dealer inquiry form Dealer Communicator • May 2017 • 35
News
4Dealers
Continued on next page years as a provider of prepress Direct Color Systems Names hardware and software to the North America Dealer Sales printing industry. “Back then, Manager in 1977, our job was to provide Jon Stone has accepted the newly created position of dealer sales manager for North America for Direct Color Systems, manufacturers of small-format direct-to-substrate and direct-togarment UV-LED inkjet printers, Stone has more than 20 years experience in building and managing global sales channels, and at DCS he’ll be responsible for building equipment sales networks and relationships across the company’s markets.
Xitron - 40th YEAR
Xitron, leading developer of RIP and workflow products for commercial, digital, and highspeed inkjet printing has passed a milestone, now celebrating 40
technological independence to newspapers, allowing them to choose their editorial systems separately from their output systems,” said Karen Crews, President of Xitron. “As we mark our 40th year in the print industry, we continue to develop RIPs, workflow software, and hardware interfaces for commercial, newspaper, in-plant, flexo, screen printing, and high-speed digital output devices without binding our customers to any single vendor.”
Agfa Buyout Canceled The non-binding takeover discussions–which made business news in late October last year–of Belgian-based Agfa-Gevaert by Phoenix-based CompuGroup Medical has been called off.
36 • May 2017 • Dealer Communicator
News
4Dealers
Continued on next page
The two companies announced that a deal for CompuGroup to acquire $2.6 billion of AGFA business is no longer being considered. Combined, the two companies would have had annual sales of more than 3.3 billion.
Toyo Ink and Doneck Enter Licensing Agreement For Water-based Lamination Inks Toyo Ink Co., Ltd., a member of the Toyo Ink Group, and Doneck Euroflex S.A., a manufacturer of flexo and gravure inks for the European region, have announced that they concluded a licensing agreement that allows Doneck to manufacture and sell Toyo Ink’s AQUA LIONAT and AQUAECOLT series of waterbased lamination inks to markets in Europe. This licensing agreement is expected to strengthen the position of both
companies in the competitive global packaging industry, as water-based alternatives to printing inks are projected to fuel the future growth of the industry, especially in the food packaging sector.
Heytex and BondCote Corporation Hire Cathleen Mook Heytex and BondCote Corporation have announced the hiring of Cathleen Mook as national sales representative
We Want Your Feedback
Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com
Dealer Communicator • May 2017 • 37
News
4Dealers
Continued on next page
for North American Sign sales. Mook is assuming responsibility of the Heytex family of sign products sold to OEM’s as well as distributors nationwide.
According to Fridrich, “I am honored and humbled that you chose me this year to receive the award named after my dear friend Mike Duff.”
Paul Fridrich Named Recipient of 2017 Mike Duff Award
Landa Announces 2017 Beta Customer Line-up
Paul Fridrich, CEO and owner of CyberCopy, was named the recipient of the 2017 Mike Duff Award for distinguished service to ReproMAX and in the reprographic industry. The Mike Duff Award was established by the ReproMAX board of directors to honor an amazing professional for outstanding leadership, dedication and loyalty to the industry.
Landa has announced its final 2017 beta customer line-up. First shipment of the Landa S10 Nanographic Printing Press will take place in July 2017 to Graphica Bezalel, the Israel-based folding carton, packaging, and label convertor. In November 2017, Landa will ship North America’s first Landa S10 Nanographic Printing Press to Imagine!, a US-based leader of point-of-purchase solutions. In December 2017, Edelmann, the German-headquartered world leader of high-quality
38 • May 2017 • Dealer Communicator
News
4Dealers
Continued on next page
and innovative board and paper packaging solutions, will become the first European beta customer for the Landa S10 Nanographic Printing Press.
communication companies with a reputation for quality work and customer commitment.
Intellicor LLC Acquires Intelligencer Printing
Winkler+ Dünnebier GmbH (W+D), a BarryWehmiller company, is strengthening its position as a long-term technology and servicesolutions partner for the envelope and printed mail market with the acquisition of Halm Industries, a leading manufacturer of offset and digital printing presses. Halm has locations in Glen Head, New York, and Warmond, Netherlands. “Halm’s new four-color digital inkjet envelope overprinting press, designed to meet customers’ rapidly growing demand for personalization and short-run envelope overprinting
Representatives of Lancaster County-based Pemcor Printing Company, LLC and AE Litho, LLC of Beverly, NJ, announced that they have formed a new company, Intellicor Communications, to acquire Intelligencer Printing Company and combine all three operations. The new company headquarters will be based in Lancaster, PA, in the former Intelligencer Printing building at 330 Eden Road. Intellicor principals, Jeff Bozzi and Michael Hurly, stated that the new company was formed to bring to reality their vision of consolidating print and
Winkler+Dünnebier Acquires Halm Industries
Dealer Communicator • May 2017 • 39
News
4Dealers
Continued
production, will be a perfect complement to W+D’s shortrun, highly flexible and easy-touse line of envelope converting, inserting and printing solutions,” says Frank Eichhorn, Managing Director of W+D.
Jeffrey Dietz to Lead KBA North America’s Web And Specialty Press Division KBA North America has announced the appointment of Jeffrey R. Dietz as the new Vice President of its Web and Specialty Press division. In this role, Dietz will assume complete responsibility for the Flexotecnica CI presses, RotaJET digital inkjet web presses, newspaper presses, metal print presses, and the new corrugated packaging product
lines. He will be responsible for sales, parts, and service in each of these areas. “We welcome Jeff to this very important position in our company,” says Mark Hischar, president and CEO of KBA North America. “We are fortunate to have someone with his broad experience join our executive team here in Dallas.”
Agfa Graphics Opens Offset Technical Competence Center
Agfa Graphics has opened a new, state-of-the-art offset technology center-of-excellence in its Wilmington, Massachusetts location. The Offset Technical Competence Center (TCC), the
40 • May 2017 • Dealer Communicator
News
4Dealers
Continued on next page
first of its kind in North America, opened in March. “The goal of the Offset Technical Competence Center is to provide innovative, sustainable solutions that help our customers achieve high-quality print outcomes while saving resources,” said Gunther Mertens, President, North America Region, Agfa Graphics.
banner that withstood winds up to 108 mph in research wind tunnel tests. The banner was constructed using the company’s Improved MegaTape product (which was launched April 1, 2017) and Banner Ups BravoTab adhesive banner tabs. This is the highest survived wind velocity ever documented for a banner, and it breaks the previous record of 98 MPH also held by Banner Ups’ current generation MegaTape.
The TCC is a fully-equipped lab that features Agfa Graphics integrated prepress and pressroom solutions to demonstrate New Division to Focus on numerous high-performance Commercial Graphics commercial, packaging, newspaper and UV printing applications that also offer sustainable benefits.
Banner Ups Makes Sign History The Trade Group, that recently launched a new Retail with 108 mph Banner
E. L. Hatton Sales Co., the maker of Banner Ups, has made signmaking history by creating a
Merchandising and Displays division, has now launched an entirely new Commerical Graphics division. This new Commercial Graphics arm is a
Dealer Communicator • May 2017 • 41
News
4Dealers
Continued
natural addition to The Trade Group’s vast array of products and services. Sales Consultant Lori Harvey will be driving sales efforts, while Pete Adauto will serve as Project Manager for the division. According to President and Co-Founder of The Trade Group Chris Stone, “As with
the Event Services and Retail Merchandising divisions we launched in 2016, more clients have been asking us to create commercial graphics for applications beyond trade shows and events. So, pursuing these projects proactively really makes sense for our business over the long term.” DC
A Trusted Logo for Floor Model Folding Machine Parts For Over 30 Years every part backed by a guarantee of satisfaction
Click here to dealer inquiry form 42 • May 2017 • Dealer Communicator
News
4Dealers
DATES TO REMEMBER FOR INDUSTRY EVENTS The NBM Show June 1-3, 2017 Indiana Convention Center, Indianapolis, IN Contact: 800-669-0424 Visit: https://thenbmshow.com
PSDA 2017 P2P Technology Summit Oct. 4-6, 2017 Sheraton Hotel, New Orleans, LA Contact: 800-230-0175 Visit: www.p2psummit.org
IPMA Conference June 11-14, 2017 The Wyndham Grand, Pittsburgh, PA Contact: 816-919-1691 Visit: http://ipma.org
thINK 2017 Oct. 9-11, 2017 Boca Raton Resort & Club, FL Contact: 312-245-1061 Visit: www.thinkforum.com
Integrated Marketing Virtual Conference July 20, 2017 Contact: 215-238-5300 Visit: http://imv.targetmarketingmag.com
SGIA EXPO 17 Oct. 10-12, 2017 Ernest Morial Center, New Orleans, LA Contact: 888-385-3588 Visit: www.sgia.org
PRINT 17 Sept. 10-14, 2017 McCormick Place, Chicago, IL Contact: 703-264-7200 Visit: www.gasc.org PINE Print Management Conference Oct. 1-3, 2017 The Hotel Viking, Newport, R.I. Contact: 202-596-3450 Visit: www.pinepmc.org
Digital Packaging Summit 2017 Oct. 23-25, 2017 Ponte Vedra Beach, FL Contact: 781-910-3671 Visit: www.digitalpackagingsummit.com IPEX 2017 Oct. 31-Nov. 3, 2017 The NEC, Birmingham, U.K Contact: +44 (0) 20 7017 6986 Visit: www.ipex.org
Dealer Communicator • May 2017 • 43
2017 Three Month EDITORIAL CALENDAR published by FICHERA PUBLICATIONS, INC. FOR 37 YEARS, OUR WORK IN SERVING MANUFACTURERS HAS BEEN To Connect Them With The Dealers That Can Sell Their Products – DEALER COMMUNICATOR DELIVERS NEWS AND PRODUCT INFORMATION TO OVER 9,000 CONTACTS: OWNERS..MANAGERS..SALES PEOPLE..CSRs.. in these channel segments >> wide format, sign supply, offset, mailing, bindery and office machines
TRADITIONAL products JUN PRESS ATTACHMENTS AND PRESSROOM ACCESSORIES – Parts & Service
WIDE FORMAT & SIGN SUPPLY NEW SPECIALTY PRINTING SYSTEMS: T-Shirt Printers, Desktop Flatbed Printers, Pad Printing Systems
JUL SHIFTING TO DIGITAL PRODUCT SALES. Dealers are continuing to shift emphasis to digitalwideFormat, BUT are hanging on to core, such as Offset, Binding, Mailing and Office Machines
SIGN DISPLAYS and SIGN HARDWARE. Sold by distributors only as an add-on sale. THE TRUTH IS…. Mfrs of Sign & Hardware products need to do more to make themselves known and to position themselves as Leaders in Sign Displays and Sign Hardware.
AUG SOFTWARE … Dealers who understand Software are more in control of the account than those who simply sell machines and supplies.
FINISHING. There are many products that fall into this category: Grommets, Sign Hardware, UV Coating, Frames, Laminating, Routers, Cutting Tools…and more. Successful Distributors use these lines to open doors to equipment and supply sales.
44 • May 2017 • Dealer Communicator
Wanted: Telephone Sales Person! (Margate, Florida) We Are Currently Looking For an Experienced Sales Person to Sell Advertising and Marketing Services to Manufacturers that Sell to Dealers in the Printing Industry! Dealer Communicator is a business located in Margate, Florida proudly celebrating its 39th year. Please inquire if you are able to close long-term advertising and marketing agreements. Check us out at www.dealercommunicator.com for more information. If you feel that you are the right fit for this position, please send us a short bio about yourself and include a short outline of your marketing and phone sales experience. We look forward to hearing from YOU!!! Email us at: personnel@dealercommunicator.com
Dealer Communicator â&#x20AC;˘ May 2017 â&#x20AC;˘ 45
The
Dealer Channel I m p rov e m e n t Center Articles about Sales • Social Media • Marketing • Leadership
And Presentations By John Tschohl John Foley Bob Licari
SALES CORNER
Tapping the Talent of the Future by John Tschohl
We live in a very dynamic world. What we know now will not be good enough for the future and selecting people to move us forward and who are open to learning is what we need to focus on. In my book, Moving Up, I tell readers it’s about your life…it’s about succeeding. It’s about taking chances, dreaming big, being proactive and being ready when the opportunity presents itself. Steve Jobs stated that young people need to, “Think about what it is that you really want. Go ahead and put in the time and energy to learn new skills, acquire new knowledge, and experience new things. Invest in building the relationships you will need to call upon when you’re ready. Most people never pick up the
46 46 •• May Improvement 2017 • Dealer CenterCommunicator • May 2017
improved pay. Don’t wait for others to validate your efforts. phone and call; most people never Concentrate on your strengths and ask. And that’s what sometimes recognize the importance of the separates the people who do role you play in the organization. things from the people that just Learn. The more knowledgeable dream about them.” you are the more successful you Howard Schultz, Chairman and will become. Learn as much as Founder of Starbucks, was asked possible on your own time about what he would say to a young your job, your industry, your person who wants to be the next customers, personal relationships, Howard Schultz. His answer, in and anything else that will part, was this, “Define what your help you move up the ladder of dream is. Dream bigger than that success. and don’t let anyone tell you Invest in yourself. You can’t wait [that] you are not good enough, for your company to send you to not smart enough, that your dream can’t come true. And don’t training programs; you must take the offensive. Set aside a specific settle, because you are going to find yourself at 30, 40, or 50 years amount of money each year to use to train yourself. Read at least one old saying, ‘I could have done self-improvement book a month that.’ And you probably could for the rest of your life; it’s the have.” best investment you will ever Feel good about yourself. The make. way you feel about yourself is the Set written goals. Those goals way others see you. Develop a don’t have to be lofty but they do positive attitude; it’s contagious. have to be realistic. Look at those Believe in yourself. Build your goals every day; make them part self-confidence; self-confidence of you. Visualize achieving those is power. It leads to improved Continued On Next Page performance, which leads to continued
Dealer Communicator • May 2017 • 47 May 2017 • Improvement Center
goals. As you reach one goal, set another that will have you reaching a little higher.
Perform. Deliver what you promise. Do what you say you will do, and do it with quality and speed. If you say you will complete a report by Monday, do it. Manage your time. Get organized. Identify problems and seek solutions. If you go above and beyond the call of duty, you will be noticed, you will be promoted, and you will make more money.
The greatest limitations you will ever face in your job and in your life are self-imposed. Your future is in your hands. You need to stand for something and make a difference in your life and the lives of the people around you. You have the power to choose your experience. You also need to accept that power as a responsibility.
John Tschohl is an international service strategist and speaker. He is Founder and President of the Service Quality Institute in Minneapolis, Minnesota. Described by Time and Entrepreneur magazines as a customer service guru, he has written several books on customer service. He will release shortly the 11th edition of Achieving Excellence Through Customer Service. The Service Quality Institute (http://www.customerservice.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. DC
“We all know that no matter what we know now, it’s not good enough for the future because we live in a very dynamic world”. – John Tschohl 48 48 •• Improvement May 2017 • Dealer CenterCommunicator • May 2017
4 Tips to Help With Social Media Posting During Live Events John Foley, Jr. (The Social Media Guru)
You have worked really hard on an upcoming event, and to share it with as many people as possible, you want to give live streaming a try. Maybe you have seen the tweets and notifications from other business owners and marketers about their events, or you want to include as many people as possible in the production. Either way, you are ready and willing to put your event out on social media. To make sure the process goes as smoothly as possible, check out the following tips: Start Getting the Word Out Last-minute invitations are the death of any event – live or online. Give people the chance to work it into their schedules by promoting it on social media weeks before. Announce the live video streaming a least a week or
two ahead of time and then send out follow-up reminders closer to the big day. Choose the Perfect Title Many social media platforms require you to include a title and a description of your event. When writing these, consider they will be shared and will tempt people to attend online, so keep them short and interesting. After you compose this information, ask yourself if you would want to spend your valuable time watching the live coverage; if not, tweak the wording to make it more compelling. Prepare for Low Lighting Depending on the type of event you are live streaming, light may very well be an issue. To ensure that people will be able to see what is going on, have a smartphone that works well in low-light environments. The LG V10 from T-Mobile has automatic and manual modes that can handle less-than-ideal lighting with ease.
Continued On Next Page
Dealer Communicator • May 2017 • 49 May 2017 • Improvement Center
John Foley Article Continued Know Your Audience It is important to know your potential audience’s interests, and also in which time zone most of them reside. Schedule your event so that your core audience will be able to participate. If the vast majority of your audience lives in New York City and you are in Los Angeles, keep that threehour time difference in mind when figuring out when you want to hold it. In addition, target the event to the people who are likely to be interested in watching it. Depending on your industry and the type of event you are having, this can vary widely by demographic. Just like you focus your advertising on your core customers, you’ll want to do the same for your live social media coverage. DC
Still feel like you could use some social media assistance at your next event? Let GrowSociallyAPP help! Please visit http://ilink.me/ GSAPP to learn more today. About John Foley, Jr. John Foley, Jr. is the CEO of interlinkONE. John and his team provide an award winning distributed marketing software for dealers, ilinkONEpro. Among other things, their software solution allows for the creation and execution of personalized marketing campaigns, including direct mail, email blasts, and personalized URLs (pURLs). Learn more about John at JohnFoleyJr.com and interlinkONE at interlinkONE.com.
50 • Improvement May 2017 • Dealer CenterCommunicator • May 2017
Who Needs a Sales and Marketing Team Anyway? More than likely, It’s YOU! by Bob Licari, BrainSell Services
There are very few products and services out there that sell themselves with no intervention by anyone. In one way or another, most sales are achieved through multiple efforts of several entities within the sales process, resulting in the final “Sale”. Each role or component of the process is played out as a team effort, although many don’t realize this truth! If you can recognize this from the beginning you will be able to create an effective sales and marketing team that is motivated to be successful. Each component of the team must function properly and in harmony to achieve maximum “Sales Team Health.” A good sales team has most of its members giving positive influence and attitudes to the
team. A good sales team supports each other and drives each member to improve and perfect their selling skills and arts for making the sale! A good sales team understands how important it is for lead generation and front end marketing to be done correctly, so they can make sales. When everyone’s part of the process is done right, everyone wins including the customer who was found and directed to your company because you are the best, right? A good sales team understands the importance and workings of the other parts of the team, for them to do their best job. Just as with the human body, if all the organs and parts of our bodies are not working in harmony and efficiency with each other, Continued On Next Page
Dealer Communicator • MayCenter 2017 •• 51 May 2017 • Improvement 51
Bob Licari Article Continued
the body gets sick, it gets weak, becomes less active and it can die. Your sales office is not much different. The sustenance of our dealership or sales office equates to “SALES”. If sales are not generated, there is no profit and our business fails and closes. Don’t allow this to happen by ensuring that each component of your company’s sales and marketing agenda is understood by all. Teach a relative understanding of “cause and effect” to your teams so that they understand clearly how their job affects the next part of the team and inevitably, how they do their jobs.
“Brain Storming” as we like to call it can result in campaigns that reach out most effectively to the audience you seek. Once you have their attention, through proper marketing strategies, if you have your sales pitch flowing, your facts are on target and your homework has been done, go close that sale and get your money! Wishing you Successful Selling. 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.
The most effective and successful sales and marketing is achieved when everyone involved has contrasting experience from one view point or another and understands the product or service they are offering. This effective 52 • Improvement May 2017 • Dealer CenterCommunicator • May 2017
WIDE & SIGN
FORMAT
SUPPLIES
Wide Format Printers ISA SignExpo In Review by Tim Greene, IDC It is always important for dealers in the large format printing market to know what the latest and greatest solutions, and the recent ISA SignExpo was a showplace for a number of new solutions. It’s not easy to get around to all of the new products launched at ISA SignExpo, but a lot of new hardware options were announced that are worth knowing about. The HP Print & Cut Solution was one of the most notable launches at the show. HP’s solutions bundle HP Latex printers in 54- and 64inch widths with Summa cutting systems and SAI Flexi software. HP, and some of its dealers, have bundled HP Latex printers in the past but this is the first time an allin-one solution has been offered. The MSRP for the 54-inch solution,
the Latex 315, will be $21,500 and the list price of the 64-inch version, the Latex 355, will be $23,000, but both are expected to sell below $20,000 at “street price”.
At ISA SignExpo EFI added two models to its large format UV lineup. One of the new models, the EFI Pro 16H, is a 64-inch wide LED curing UV printer with a rated speed of 975 ft/hr, so it is a much faster version of the company’s popular H1625. EFI also launched the EFI VUTEk 3r, a new 3M wide UV roll-to-roll printer that the company reports takes some of the best from EFI and the former Matan products lines. Agfa used the ISA SignExpo show to launch several new products and product enhancements to its Jeti large format printer line. The biggest launch was the company’s first foray into the dye-sub market
Continued On Next Page
Dealer Communicator Communicator •• May May 2017 2017 •• 53 53 Dealer
WIDE FORMAT SECTION
with the new Avinci 3.2M wide dye-sub printer. The Avinci uses six Konica-Minolta KM1024 print heads which have a 14pl drop size. At the SignExpo booth the company stressed that between the print heads, Agfa dye-sub inks, and color management technology from the company’s Avanti software users can achieve very low running costs and much higher image quality levels than comparable 4-color dye-sub printers. On the UV-curable side Agfa launched the 3.2M wide Ceres RTR3200, a highly-configurable high-speed large format UV roll-to-roll printer with LED curing.
Mimaki made a big splash at ISA with several new large format printer models, including two new dye-sub printers, an update on the desktop UV printer the UJF-3042 MkII EX model and the unveiling of its Microfactory 3D printing technology. To highlight all of Mimaki’s capabilities the company created ELEV8TE, a fictitious local sporting goods store and produced a wide variety of products, from bicycle parts to garments using Mimaki printers.
Roland DGA, a leader in the North America sign market, featured its newest SG-series large format printer-cutters at the show and launched the company’s new GR-series cutters. Roland said their focus may have been away from cutting for a while Proudly made in America using American parts and labor but these new GRPhone: 908-852-7555 series cutters put Web: www.tcsuvlamps.com them right back Dealer Inquiries Invited at the forefront Click here to dealer inquiry form
54 • May 2017 • Dealer Communicator
WIDE FORMAT SECTION
of cutting technology. Roland also featured InClix, its content creation system that helps graphic producers turn the creative services they offer into a revenue-generator.
The ISA SignExpo is a very good show and there is a wide variety of products that dealers should be aware of as they help their customers look into ways to make large format printing and related services a more profitable part of their operation. 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
Next Month’s Editorial:
Sign Displays & Hardware
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
Click here to dealer inquiry form Dealer Dealer Communicator Communicator •• May May 2017 2017 •• 55 55
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
TRADE SHOW TIMES IS HAND DISTRIBUTED AT THE ENTRANCES OF THREE MAJOR SHOWS… Advertiser Benefits • Ads are emailBLASTED to 10,000 Printers • eBLAST inquiries go straight to you • Reach people who don’t stop at your booth • Pull buyers out of the crowds • Annual Circulation at the major shows with pass-along is now over 45,000 • Exhibitors Logo Available on the front cover • Rates are extremely attractive for all size companies
www.tradeshowtimes.com
To Drive In Sales Leads From Dealers and Printers Inquiry Form Is Added To Your Service
Fichera Publications
E-Mail: omike@dealercommunicator.com
1919 North State Road 7, Suite 202 • Margate, Florida 33063
1-800-327-8999 Int'lCommunicator Phone: + 954-971-4360 2017 • Dealer
Local 56 Phone: • May
Fax:
1-954-971-4362