Dealer Communicator NOVEMBER 2016 by Fichera Publications

Dealer Communicator

November 2016

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Dealer Communicator • November 2016 • 1

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Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 8 .....Personally Speaking - by O. Mike Fichera, Publisher 9 .....Advertisers Index 10 ...Product Focus: Technical Support: Software and Tools That Dealers ........ and Manufacturers Use To Service Their Customers 17 ...Dealer News 27 ...News 4 Dealers The Dealer Channel Improvement Center 38 ...Sales Corner - Taking The Sting Out Of Criticism - by John Tschohl 40 ...6 Signs You Should Be Using a Marketing Automation Tool - by John Foley 42 ...NO! I Don’t Know. Which No/Know is More Powerful? - by Mary Redmond 44 ...Does A Dealership Need To Advertise? - by Bob Licari WIDE FORMAT / SIGN SUPPLY SECTION 46 ...Major Article: Digital Signage: Learn What You Need To Know From Channel Vendors - by Tim Greene 48 ...Graph Expo 2016 Photo Write-Up 4 • November 2016 • Dealer Communicator

NOTE PADS AND RED HOT PADDING MACHINES THAT OFFER DEALERS

MORE to offer printing customers

ways to increase income and open doors to companies you never were able to sell before Who Sells Padders?

Dealers Who Know That After Paper Is Printed It Gets Cut, Folded, Coated, and Padded

Who Buys Note Pads?

Banks, Direct Mailers, Associations, Charities, Meeting Planners, Corporations of All Kinds

World’s #1 Circular Padder 7x faster than hand-padding

Automatic Table-top Padmaster 2000 Instant Pads For Your Customers Instant Profits For Printers ALSO

A Brackett TC-3 Index Tab Cutter Will Get Jobs Out Faster For Your Customers

1910-2016 A Century of Trust 800-255-3506 • 785-862-2205 Fax: 785-862-1127 • mmurray@brackett-inc.com www.brackett-inc.com To connect with us click here

Dealer Communicator • November 2016 • 5

“As A Servicing Equipmen

Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds

Greg German, President Martin Yale Industries

AccuCreaser

High Speed, High Volume Air Feed Creasing System

EZ Creaser

Auto Feed Digital Media Creaser

Taking Print Making It A Finished Product

For Video About The 2051Automated Folder Click The Link https://www.youtube.com/ watch?v=OqyaZMess8g

Count FC 114 Number/ Creaser/ Perf System

PerfMaster Sprint Perf/Score System

folders, creasers, numbering, perforating, cutters,

& Two Companies • One Focus On Dealers 6 • November 2016 • Dealer Communicator

nt Dealer It All Boils Down To This: Do You Want To Sell Only One Segment Of The Market? Or Would You Want To Expand Your Income AutoPro Touch Crash Numbering Machine Opportunities with Perf/Score By Selling Two Lines Of Bindery Finishing Business Machines?” Count iCrease

We Acquired Count Finishing Machines To Give Our Dealers Greater Sales Opportunities.

Digital Media Creaser

Martin Yale Mark Vll High Speed Folder

Folds up to 35,000/hour Wide range of paper types

business card slitters We Invite Inquiries From Quality-Minded Equipment Dealers Call For A Full Line Product Catalog

Ph: 800-225-5644 • Fax: 260-563-4575 • email: info@martinyale.com • www.martinyale.com

To connect with us click here 2016 Dealer Communicator • November

• 7

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

THIS, THE NOVEMBER ISSUE, IS THE LAST EDITION OF DEALER COMMUNICATOR FOR 2016



NEXT MONTH BE ON THE LOOK OUT FOR THE 2017 ANNUAL DIRECTORY OF MANUFACTURERS

It Will Come To You In Two Formats (1) Printed ...this edition is used even by salespeople who carry it with them on sales calls. It will be mailed to practically every dealer and distributor in the channel (2) Digital ...In a unique FlipBook, this edition will reach a global audience in addition to the dealers in the U.S.

ONE MORE THING The 2017 Edition Of The Directory Will Contain A Comprehensive Listing Of 891 Manufacturers and 551 Product Categories 8 • November 2016 • Dealer Communicator

Would You Like To Own Your Own Email 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. All for 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.”

To Order or For More Details Contact Fichera Publications U.S. Phone: 800-327-8999 • International Tel. +954-971-4360 • email: ofichera@aol.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

Brackett, Inc....................................................5 MDI...............................................................11 Graphics of the Americas .............................23 New Force Magnetics Co........... 2&3,10,15,28 Precision 3D Filament .............................30,47 Independent Lease Review..........................43 Primir............................................................43 Manufacturing Directions, Inc ......................11 PVC Spiral Supply..............................27,28,31 Martin Yale Industries............ 6&7,18,21,29,33 Willilam B. Rudow Inc...................................19 Dealer Communicator • November 2016 • 9

Technical Support ... Software and Tools That Dealers and Manufacturers Use to Service Their Customers “I approved this article for this month even though it’s quite long. To survive, dealers cannot afford to run to the customer to fix minor problems. Run-To-Service-Calls are being replaced by new Software and Tools that can help a customer solve most technical problems in other ways.

GRAB A COFFEE AND DIG IN” In the past most technical support and training was hands-on and personal. If a customer had a problem with their folder or films used for color separations, a call to the dealer or manufacturer was the only way any remedial action was initiated. Today, with the world connected by the World Wide Web (Internet) customer contact, support and even training can be done efficiently online – through software and technology that provides web sites, technical support and training with self-help such as

PDF documentation, frequently asked question lists or through sessions using online conferencing. To understand better how technical support is being used in the graphics

10 • November 2016 • Dealer Communicator

world Dealer Communicator (DC) reached out to three types of organizations – a dealer, dealer/ distributor and a manufacturer. The story they tell forms how technical services are being handled today through electronic connectivity and good planning. Handling Customers in a Timely Manner Mimaki USA (www.mimakiusa.com) is an

operating entity of Mimaki Engineering of Japan, a pioneer in the development of digital printing and cutting products worldwide. The company has engineered and manufactures a complete line of digital printers and cutters, and offers a total workflow solution for the many applications found in the Sign & Graphics, Textile & Apparel and Industrial markets.

Continued On Next Page

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 • November 2016 • 11

Technical Support continued

Ken VanHorn, VP, Marketing & Operations of Mimaki USA told DC that, “Our first-line software and tools to assist customers include easily accessible selfmaintenance and troubleshooting programs such as downloadable PDFs or video tutorials.” For their call centers Mimaki uses software that provides quicker and personalized response. Mr. VanHorn explained, “Our CTI (computer-telephony integration) systems can connect to CRM (customer relationship management) systems – for quick access to the customers’ product data and history – allowing us to better serve customers in a timely manner.” For more information on CTI go to https:// en.wikipedia.org/wiki/Computer_ telephony_integration. Using a Technical Website Most businesses today have informational websites to

explain their company or list their products. But one company saw the need to have a specialized website to handle the technical support side of their business. Graphics One (www.graphicsone.com) is a nationwide distributor of large format printing products. The president of this company, Dan Barefoot, shared with DC that “we continually look to upgrade the responsiveness rate and have implemented a number of tools to assist with this goal.” Mr. Barefoot continued, “Over the last twelve months, we embarked on establishing a special website, just for support. This website is different than our normal (informational/product) website and is totally focused on product support, product information and training. Our new website is called www.gotekgroup.com and has a variety of key features including a Knowledge Base, FTP Log-in for file transfers, Warranty Registration along with many other capabilities including stepby-step guides for installation of spare parts.

12 • November 2016 • Dealer Communicator

Our goal in having the GO Tek Group website as a destination point for users who need information pertaining to the products we offer has quickly been achieved. Even more interesting is that visitors are now purchasing spare parts on the site providing funding to support the site. This is a win-win for everyone.” This technical website is interesting in what it accomplishes and it is also a means of building customer loyalty. Check it out. Supporting an International Market One dealer whose business requires them to have a strong online technical support effort is the Intermarket Group (www.in termarketcorp.com). The Group’s headquarters are in Miami, Florida with warehousing facilities in Latin America and the Caribbean. They sell and distribute a range of digital equipment including the HP Indigo along with film, proofing, plates and other consumables. All products represented are fully supported by Intermarket’s own technical

and sales staff. DC contacted Patricia M. Alvarez, the company President to get an idea on how they are meeting the needs of their International customers. Mrs. Alvarez said, “Technical Service has become one of the most critical aspects of a doing business today. The Intermarket Group developed Technical Business Unit (TBU) as a crucial element in ensuring customer satisfaction, supporting sales and development projects, as well as adding tangible value to the customers’ overall experience. The TBU’s portfolio includes corrective, preventive and value added services such as; installations, operator training, maintenance, remote assistance, spare parts support, process optimization and quality audits.” She commented, “This strategy and commitment has resulted in our company possessing one of the best qualified Technical Support Business Units in the Graphic Arts Industry in Latin America.”

Continued On Next Page

Dealer Communicator • November 2016 • 13

Technical Support continued

Intermarket created its TBU by understanding the needs of its customers. Mrs. Alvarez told DC that the training and certifications required by the manufacturers are an essential part of an effective TBU. However it is also vital that each Field Service Engineer (FSE) be equipped with a complete and correct set of tools (mechanical, electronic and digital). The certifications and tools are accompanied by software that contribute to providing effective on-site and offsite service whether corrective or preventive, and generating cost reduction and quality results. The different types of software applications that may be utilized to ensure the efficient and successful resolution of technical issues include; remote technical assessment and execution, tracking of resolution rates and profitability metrics, schedule coordination, and a robust CRM.

Mrs. Alvarez pointed out that a key aspect of the Intermarket’s technical support program is the handling of related software. “There is a trend by manufacturers to incorporate sophisticated software in their equipment that supports a high remote resolution rate, as high as 60%; to meet today’s business rhythm. The embedded program in the equipment sends information such as current status, scheduled operations, events and alarms logs which permit remote diagnostics and repairs as well as productivity analysis for future planning of consumables and preventive maintenance needs. Capturing this information is a significant part of the support efforts.” Another important trend pointed out by Intermarket is that dealers need to help with operator training; showing them how to perform regular maintenance, address basic issues and assist in remote repairs. She pointed out that, “This drives a faster resolution which allows for more uptime and lower machine down

14 • November 2016 • Dealer Communicator

incidents. The operator training programs raises the technical team’s expertise and scope as they are certified to train operators and provide 1st-and 2nd-tier support.” One last point made by Intermarket is today’s market presents technical challenges in terms of the complexity, portability and safety of the tools required to resolve a service call, but also in terms of the variability of situations encountered onsite. The standardization of services, virtual closeness, quality, effectiveness, accuracy, and global demands required today are now achievable by combining qualified human resources with the appropriate software and tools.

have a technical support strategy incorporated into their business plan. The first step is to see how effective your current support efforts are and if there are ways to improve them. Think about incorporating a technical area or link in your main website where customers can describe their issues or even have a place where they can do some self-troubleshooting. Include any manufacturer training videos and use conferencing software to run remote training sessions. And, as Patricia Alvarez reminded us make sure you have the correct tools and software available to meet the needs of today’s customers. DC

We Want Your Feedback Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com

Have a Technical Support Plan You can see by these shared company experiences that an essential business strategy today is to recognize that just selling equipment Click On Ads For Display Ad and products is not enough. A successful There’s A New Force In Flexible Magnetic Materials manufacturer and Printable Sheets, Rolls, and Strip dealer/distributor must NEW FORCE MAGNETICS

See Our Product Ad In This Issue Pages 2 & 3 Dealer Communicator • November 2016 • 15

Click Here To Return To Table of Contents

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

******************************************************************

***************************

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 16 • November 2016 • Dealer Communicator

DEALER NEWS Florida Graphic Supply Plans 25-Year Anniversary Event Florida Graphic Supply (fgsi.com) began its operations back in 1991 when Bill Watts, the company’s founder and president released their introductory one-page catalog. Sixteen volumes later, today’s catalog for Florida Graphic Supply offers thousands of products and SKU’s to serve a wide range of sign and graphic applications. To mark over 25 years of service excellence throughout Florida and abroad, Florida Graphic Supply is pleased to invite all customers, friends, and all those new to the industry to come celebrate in perfect fashion this amazing milestone. There will be plenty of fanfare for everyone, including music, door prizes, and special

guest speakers that are sure to make this a memorable event for all. The event will be held on Friday November 18th (Noon7pm).

Jeff Timm Named Johnson Plastics’ Director Of Sales And Service Johnson Plastics has announced the appointment of Jeff Timm as its Director of Sales and Service. He will be responsible for overseeing Johnson Plastics’ national sales and customer service team. Timm has extensive experience in customer service and sales management and has a proven record in developing and executing strategies to deliver exceptional customer service and profitable sales growth. More info at: johnsonplastics.com. Continued On Next Page

Dealer Communicator • November 2016 • 17

DEALER NEWS Continued customers had the opportunity to participate via grimco.com by ordering 3M branded graphic St. Louis-based media film before Oct. 31st. Grimco Inc., a Customers had the ability to be wholesale sign entered for a single chance to win supply company, on a daily basis throughout the has announced month of October by purchasing the completion of qualifying 3M media. its inaugural Grimco Gives Back campaign, which ran through the Once the winning customer end of October. was selected each day, Grimco donated $2,500 to the customer’s The company said the purpose selected charity and the winner of the campaign was to show received $2,500 credit to use on appreciation to their customers grimco.com. “We gave away over and local communities $100,000 in contributions to you, nationwide. It operated in the our customers, and charities in form of a sweepstakes. All

‘Grimco Gives Back’ Sweepstakes

We Invite Inquiries From Quality-Minded Equipment Dealers Martin Yale 2051 Folder 7 Auto Set Fold Types Stores 10 Custom Folds

Click Here To View Double Page Display Ad

18 • November 2016 • Dealer Communicator

DEALER NEWS Continued on next page your communities,” says Keith Pittillo, Grimco’s U.S. president. More info at: Grimco.com

Stampede Named As TAG Distribution Partner

Amherst, New Yorkbased Stampede, a distributor of Digital displays will distribute TAG Global Systems’ professional audiovideo equipment throughout the U.S. and Canada. “Stampede has a solid track record of digital display sales, and this strategic partnership will help us reach a much larger and broader range of

new customers,” says Dawn Lenzmeier, TAG’s director of marketing. More info at: stampedeglobal.com.

Total satisfaction. Guaranteed. Benchmark Business Solutions states it is so important, as a dealer, to find good partners.

William B. Rudow Inc.

www.suckers.com info@rudow.com

To connect with us click here Dealer Communicator • November 2016 • 19

DEALER NEWS Continued A partnership with a high level manufacturer such as Xerox, as they have, not only gives them the best-in-class technology available and world class service, it also provides them with peace of mind. It’s simple, with a high level manufacturer such as Xerox, you get total satisfaction. Guaranteed. A high level manufacturer can guarantee that if you’re not totally satisfied with any of their equipment delivered under this agreement, at your request, they will replace it without charge with an identical model or one with comparable features and capabilities. So, as a dealer, search for partners you can represent that will give you and your customers total satisfaction. For more info: benchmarkyour office.com.

Factory of the Future The time may be right for dealers to add 3D printing to

their portfolilo. Big Systems, a dealership in Wisconsin, recently gave a presentation on 3D printing at The Factory of the Future Conference. The President of Big Systems, Joe Jones, gave a summary of the five most important trends that companies can expect to see in the next 2-5 years. They were: 1. A major industrial shift from 3D prototyping to production. It is currently 60% prototyping/40% production; 2. Many more 3D CAD Design Improvements. New materials that provide improvements in strength, durability, color and heat resistance; 3. A new consortium driven by the software industry to further standardize the 3D printing process to create a more information rich file format; 4. Miniaturization of Technology; 5. Many More 3D Users. High Schools are seeing a resurgence in technical skills training and

20 • November 2016 • Dealer Communicator

DEALER NEWS Continued on next page training in CAD and 3D Design is increasing rapidly. More info at: bigsysllc.com

Be More Informed To be informed about your business is to be truly a dealerof-choice. Bindagraphics, a dealership located in Baltimore, Maryland, conducts classes on bindery. Become a master of bindery and finishing. Learn more and earn your MBA@BindaUniversity. For a $50 registration fee you will receive: five hours of bindery

and finishing education, guided tour of our facility, continental breakfast and lunch and the Binda University Info Pack. Sessions are held throughout the year. Sessions are typically held on Fridays from 9:45 a.m. to 2:30 p.m. For more info: bindagraphics.com.

35th Anniversary LSS Digital: Proof That Dealers Have Staying Power

When asked what attributed to the strength of his company

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Dealer Communicator â&#x20AC;˘ November 2016 â&#x20AC;˘ 21

DEALER NEWS Continued on page 24 and to 35 years of Staying-Power,

Ralph Dumoit, Vice President of LSS Digital said this: “We offer value and common sense approaches to our clients and manufacturers. Listen, it’s a fine line that we must walk between our associates, our clients and our manufacturers. The folks that I work with every day are the Best! My main purpose is to keep us together. We’ve lost 6 brick and mortar competitors since January 2000. We don’t want to be number 7.” LSS Digital began as two guys carrying a tool case to bring about a higher level of service to printers in the Houston area. As manufacturers began to take notice of their success, they saw sales opportunity and signed up LLS Digital as an authorized dealer. Truth is, it was simple. Dumoit concluded our conversation by saying, “Working hard and giving of yourself for the success of all is such

wonderful fulfillment.” More info at: LSSdigital.com editorial contributed by.....

Industry Analysts, Inc. The Place for Print & ECM News

Dex Imaging Acquires Omega Office Systems DEX Imaging, Inc. has announced the acquisition of Omega Office Systems, a $3 million KYOCERA and XEROX dealership headquartered in Sarasota, Florida, with service coverage from Naples to New Port Richey. DEX Imaging’s CEO, Dan Doyle Jr., said, “The addition of Omega boosts our existing solutions and service offerings in territories where we already do business, providing our customers with even more choices and additional technical manpower.” This is DEX Imaging’s third acquisition in fiscal 2016, which Continued On Page 24

22 • November 2016 • Dealer Communicator

To connect with us click here Dealer Communicator • November 2016 • 23

DEALER NEWS adds another 15 employees to DEX’s existing employee base of more than 1,000. DEX, a privately-held company, now has a total of 35 branch operations throughout the eastern United States.

Celebrating Our 80th Year Anniversary

“We are pleased at the great turnout for our event,” said Al Hillmann, President at Standard Dynamics. “we appreciate that the printers in the Midwest count on us as a resource for the latest technologies in print and print finishing solutions.”

The event was topped off with prizes, Tiki Tim’s food truck and Baldman Brewing craft beer. More info at: standarddynamics.com DC

Over 85 industry executives attended the open house at Standard Dynamics, Inc., Burnsville, MN, October 19 Tell us how we might to the 20, 2016. The event improve this new Flip Book included a tour of the fascinating email: demonstration room including pat@dealercommunicator.com a complete line of the latest automation and finishing solutions from Horizon, Click On Ads For Display Ad MBM Corporation, Xante’, Count/ There’s A New Force In Flexible Magnetic Materials MartinYale, Kompac Printable Sheets, Rolls, and Strip NEW FORCE MAGNETICS and more.

We Want Your Feedback

See Our Product Ad In This Issue Pages 2 & 3 24 • November 2016 • Dealer Communicator Click Here To Return To Table of Contents

For Dealers . . . .

There Is No Other

DIRECTORY

Like THIS ONE “Why Use Any Other? The yearly Directory is what I use...

It’s a Directory Dumoit For Dealers!” Ralph President, LSS Digital

That’s why

this is the most important investment a vendor can make in the channel Published in December

Dealer Communicator is the Print & Internet Marketing Spearhead driving business up for Manufacturers for over 30 years. Manufacturer-To Dealer/Distributor Print & Internet Marketing Campaigns start at $265

Local Phone: 1-800-327-8999 • International Tele: + 954-971-4360 Fax: + 954-971-4362 • Email: pat@dealercommunicator.com www.dealercommunicator.com Dealer Communicator • November 2016 • 25

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 26 • November 2016 • Dealer Communicator

Birthday Anniversary Announcements

News

Click Here For One Minute Audio

4Dealers

InPrint Releases White Paper On Growth Opportunities And Challenges For Inkjet Technology In Décor Production While digital inkjet technology has already completely revolutionized the ceramic print Continued On Next Page

THICK

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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 Dealer Communicator • November 2016 • 27

News

4Dealers

Continued

sector, a new white paper from InPrint: The Industrial Print Show makes it clear that inkjet will change the decorative surfaces industry, as well. The InPrint Décor Survey & Report, conducted in partnership with I.T. Strategies, TCM Conference Management and IMI Europe, explores growth opportunities and adoption

challenges for inkjet technology in the decorative surfaces industry. The survey, conducted in July/August of 2016, was completed by 103 respondents around the world, in the décor production industry.

To learn more, request your copy of the full white paper at http: //www.inprintshow.com/usa/ industrail-print/white-paper/, and see the industrial print industry in action at InPrint USA in Orlando, Fla., April 25-27, 2017.

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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

We Want Your Feedback Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com

28 • November 2016 • Dealer Communicator

News

4Dealers

Continued on next page

Eight Regional Wrap Kings Named In Avery Dennison “Wrap Like A King” Challenge Avery Dennison Graphics Solutions announced that eight vehicle graphics installers from around the world were named the Regional Wrap Kings in the “Wrap Like a King” Challenge featuring Avery Dennison Supreme Wrapping Films, Conform Chrome, and digital Supercast vinyl wrap film. A

panel of international industry judges chose the West, Central, Midwest, East, South, Canadian, European, and Australia/New Zealand Wrap Kings out of 224 total entries. Each Regional Wrap King won an initial prize package valued at almost $3,200. The prize pack includes a three-night stay in Las Vegas to attend the SEMA show, $500 cash, an Avery Dennison Wrap Class of their choice, a Regional Wrap King trophy, Wrap Like a King swag and a personalized 67-inch Race Ramp product.

We Invite Inquiries From Quality-Minded Equipment Dealers Martin Yale Mark Vll High Speed Folder

Folds up to 35,000/hour Wide range of paper types

Click Here To View Double Page Display Ad

Dealer Communicator • November 2016 • 29

News

4Dealers

Continued

Mimaki USA Opens New Canada Location

Mimaki USA celebrated the opening of its new Toronto branch on Oct. 14th, the company’s first in Canada and seventh in North America. A grand opening event was held on October 11, featuring a traditional Kagami Biraki ceremony often performed at celebratory events. The lid of the sake barrel is broken open by a wooden mallet and the sake is served to everyone present. The ceremony represents an opening to harmony and good fortune. Continued On Page 32

JUMP INTO

With Both Feet

Thought of the Month

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 30 • November 2016 • Dealer Communicator

Age is a very high price to pay for maturity.

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 2015. 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

This New Coil Inserter Is For All Sizes and All Pitches 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 Supplies

Equipment

• Plastic Filament • Double Loop Wire spools and cut to length • Plastic Coil

• Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters

Marlon 350 Auto Crimper

• Bind 400 Books Per Hour • Watch video demonstration on the web: www.pvcspiralsupply.com

Model 300I Roller Inserter • Coil Forming Machines • Automatic Wire Machines • Paper Punches • Coil Inserters

“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

Dealer Communicator • November 2016 • 31

To connect with us click here

News

4Dealers

Continued

This 11,000 square foot facility is the site of product demonstrations, Dealer Technician Certification courses, end user software and applications training, and open house events. It is conveniently located approximately 20 minutes from Toronto’s Pearson International Airport at 20 Barnes Court in Concord, Ontario, near the intersection of Jane Street and Highway 7.

FTA Announces Call For Entries For Annual Technical Innovation Awards

Flexographic Technical Association (FTA), producers of the annual Technical Innovation Awards, announced that the 2017 competition is open for entries.

Applicants are encouraged to apply early and can submit entries now through Feb. 10, 2017. The annual competition serves as the global stage for innovation to honor outstanding new advancements in technologies, products and processes that optimize and advance the flexographic printing process. Entries are meticulously evaluated by a panel of industry experts well versed in current best practices, tools, and methodologies. Each entry is placed into one of three categories: Prepress-Graphics, Prepress-Pressroom, and Heavy Converting Equipment. From there the entries are judged. Winners will be announced Sunday, April 30 in Phoenix, AZ during FTA’s annual Awards Banquet.

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thINK 2016 Sets The Bar For Inkjet User Group Event

thINK, an independent community of Canon Solutions America production print customers, announced that for the second straight year, its interactive, educational conference was an overwhelming and resounding success. The event, which brought in record numbers establishing it as the largest inkjet user group in the

world, was held October 10-12, 2016 in Boca Raton, Fla. at the Boca Raton Resort & Club, a Waldorf Astoria Resort. “We are truly proud of this year’s event, and could not have done it without the support of such valued partners, industry professionals, and the entire thINK community,” said Victor Bohnert, thINK executive director. Additionally, more than 60 engaging speakers shared their inkjet stories over the course of the three days.

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Dealer Communicator • November 2016 • 33

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CEO of FASTSIGNS International Elected Secretary of the International Franchise Association Catherine Monson, CEO of FASTSIGNS International, Inc. has been elected secretary of the International Franchise Association (IFA). “Catherine Monson brings more than 30 years of experience and leadership in all aspects of franchising to this position, which benefits the IFA and its members,” said IFA Chairman Aziz Hashim, managing partner for NRD Capital.

New Idealliance Staff Expands Idealliance, a communications industry association representing all facets of the global omnichannel media value chain,

announced that three new hires have joined its staff in key member services, programs, and outreach roles: Julian Greer, Julian Greer CMP, has been named Idealliance Manager of Events; Richelle Kelly is the new Idealliance Manager of Richelle Kelly Communities & Working Groups; Brannan Meyers has become Idealliance Manager of Brannan Meyers Membership & Chapters.

“We are excited to welcome these outstanding new employees to our staff,” said Idealliance president and CEO David J. Steinhardt. “Over the past several months, following our July 1 merger,

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we have worked to combine the complementary strengths of Idealliance and Epicomm, and to hone the mission and goals of our new association. Adding their energy and abilities to our efforts, our newest staff members will help us fulfill the future we envision for Idealliance and its members.”

“John brings extensive management experience to our company, with proven success promoting new products and technology,” commented Clendenning. “We are looking forward to the opportunity of capitalizing on his knowledge to support our business development efforts and grow digital sales.

John Sweeterman Named New GM At INX Digital

Xeikon Named New U.S. Business Manager For Heat Transfer And In-Mold Labeling

John Sweeterman, a highly respected industry veteran who has spent over 20 years accumulating invaluable experience in many disciplines, is the new General Manager of INX Digital’s facility in San Leandro, CA. He also works with the division’s European teams and reports directly to Rick Clendenning, President and CEO of INX International Ink Co.

Xeikon has welcomed James Murphy as business development

We Want Your Feedback

Tell us how we might improve this new Flip Book email: pat@dealercommunicator.com

Dealer Communicator • November 2016 • 35

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Continued

manager for heat transfer and inmold labels in North America. Murphy will be responsible James Murphy for further developing the heat transfer (HTL) and in-mold label (IML) markets in North America and expand upon the first steps Xeikon has already taken in delivering solutions for these markets. His goal is to discover the applications where a Xeikonbased solution is the perfect fit. Murphy is an industry veteran who has been involved in the packaging industry for more than 30 years, and is a specialist in heat transfer, in-mold, shrink sleeve, cut-and-stack, and pressure sensitive labels.

manroland Sheetfed Appoints New Vice President Of Service manroland Sheetfed U.S. & Canada, the leading press manufacturer for the worlds

most automated sheetfed presses has announced the appointment of Douglas Bradley to Vice President of Service. He will be responsible for the company’s North American Service and Parts departments including customer service, technical and business support, logistics, project management, and business development for the exclusive PrintServices division. Bradley served as vice president of service with the Web Division for more than 9 years and he worked directly with all levels in the organization for years.

Rowmark Announces A New Johnson Plastics And LaserBits Branch Office/Warehouse Rowmark LLC has announced a strategic move of its Johnson Plastics Columbus and LaserBits Columbus branches to a newly renovated office, showroom and warehouse space. The Columbus

36 • November 2016 • Dealer Communicator

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recognizes individuals who have contributed to the technical growth and/or advancement of the screen and digital printing industry. At the recent 2016 SGIA The new address for both Expo last month, the ASDPT businesses is 8273 Green inducted three new members. Meadows Drive North, Suite 100, New members are chosen for Lewis Center, Ohio 43035. Local their high level of industry phone numbers remain the same expertise, demonstrated ability for both Johnson Plastics (614/ in their field, and willingness to 847-1515) and LaserBits (614/ better the imaging community. 985-4856), and the service teams The ASDPT welcomes: Ross have come together under one Balfour - Ross is presently roof to provide even better service Global Technical and R&D to their customers. Director at Saati Chemicals, a division of Saati SpA.; Jacek SGIA Welcomes Three New Stencel - Has been involved with Members To The ASDPT At the printing industry for close to thirty years. he has created 2016 SGIA Expo an innovative and reliable screen printing house in Poland focused on special-effects printing.; Established in 1973 by the Board Greg Kitson - Greg is the founder and President of Mind’s of Directors of the Specialty Graphic Imaging Association, the Eye Graphics, Inc. of Decatur, Indiana, founded in 1978. DC Academy of Screen and Digital Printing Technologies (ASDPT) operations will share space to better accommodate and increase efficiencies and support growth plans.

Dealer Communicator Click Here To Return To Table of Contents

• November 2016 • 37

The

Dealer Channel I m p rov m e n t Center Articles about Sales • Social Media • Leasing • Marketing • Leadership

And Presentations By John Tschohl John Foley Mary Redmond Bob Licari

SALES CORNER

Taking The Sting Out Of Criticism by John Tschohl

Giving positive feedback is always easy, but what about those times when an employee is not performing and you need to give negative feedback? That can be a different story, especially for those who do not like confrontation. Managers need to be careful when dishing out negative feedback, and need to make sure that it is done constructively. It is important to tread carefully in order not to demoralize the employee. Most importantly when having to dish out negative feedback, it is important to always try to also acknowledge any positives the employee may have achieved first. Don’t be mean-spirited when offering criticism. If you consistently give only negative feedback, people will distrust the criticism and it will become useless. Don’t make employees feel like burdens and don’t condemn them for their shortcomings. Business isn’t just about business; it is people working with people. We need to be sensitive to the feelings

38 • Improvement November 2016 • Dealer Communicator Center • November 2016

SALES CORNER continued

of others and know that how we treat them will bounce back and hit us—or at least it should—and affect our feelings as well. Employees respond well to compliments and are far more likely to be open to and listen to criticism if their positives are also acknowledged. That way they are less likely to feel victimized and inadequate for their jobs. Acknowledge any positives the employee may have achieved first. Be tough, not mean. “People naturally help those who support them.” Feedback is crucial. It improves performance, develops talent, aligns expectations, solves problems, guides promotion and pay, and boosts the bottom line. Every employee should be given a chance to improve and deliver on expectations. Focus on the situation or expectations only and avoid bringing up other issues. A clear compliment or a brief critique goes a lot farther in the moment than a rehash of old incidents. Be compassionate and courteous about human failures. Try to dish out negative feedback in small doses. It

can be overwhelming for an employee to be bombarded with a whole lot of things that they are not doing right, as the chances are it will all come as a surprise and if there is just too much for them to get their minds around it may just overwhelm them and they will feel they are not able to do anything right and quickly shut off. Be positive. Give at least as much positive feedback as you do negative. Positivity stimulates the reward centers in the brain leaving the recipient open to taking new direction. Negative criticism turns on the threat response and defensiveness sets in. You don’t need to avoid the negative or corrective; just make sure you present a positive solution or outcome. Your feedback won’t be productive if it’s focused on making the other person feel bad or make them look inadequate or unable to correct their actions. DC

About the Author: John Tschohl is an international service strategist and speaker. He is the founder and president of the Service Quality Institute in Minneapolis, Minnesota. (www.customer-service.com)

Dealer Communicator • November 2016 • 39 November Center Click Here To2016 Return• ToImprovement Table of Contents

6 Signs You Should Be Using a Marketing Automation Tool John Foley, Jr.

Marketing campaigns are time consuming. Any effective campaign was not created without the proper time and attention given. The right campaign takes planning and development, but, what if there was a way to save time and develop successful marketing campaigns? What if I told you there is… with marketing automation?! Here are six signs that your organization should consider using a marketing automation tool, and the benefits that come along with these impressive automated solutions. You’re looking for a solution to save time on marketing. If you don’t have enough time or personnel to give marketing your organization the attention it deserves, it’s time to try marketing automation! Marketing automation allows you to set up your marketing campaigns and then it automates the process for you, so you don’t

need to push out every marketing activity on your own. You want to personalize your marketing efforts. Marketing automation software allows you to personalize your campaigns for each member of your audience. Not only does personalization benefit your business, it also benefits the customer. With a personalized message and response system the customer can receive relevant information that they are more likely to look at. You want to target customers and prospects at different points of the sales cycle. Not all customers are looking for the same thing. Marketing automation allows you to plan and connect with customers at different points of your relationship. After sending one email, some customers may need a follow up email; however, others may expect a phone call. All of this can be taken care of through an automated system. You want to consistently target your audience. It can be difficult juggling multiple campaigns all

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at once and still being able to maintain consistency. Automating your campaign allows you to pre-schedule activities so you do not forget about sending out any messages. This allows you to make sure your customers and prospects are consistently getting information and updates. You want a marketing software that won’t break the bank. Not only can marketing automation solutions increase revenue for your company, they can also be very inexpensive and help cut costs. Marketing automation allows you to have everything you need from distribution to content management all in one place. You want a marketing software that is simple to use. When you choose the right marketing automation solution, it will be simple to use, for marketing novices to experts. With everything on one dashboard and having an easy-to-use interface, you will spend less time trying to understand the software and more time preparing those important posts and follow ups.

When you automate your marketing, you make sure your organization will be the one that stands out. Your marketing will be consistent and tailored perfectly to your prospects, without being a drain on your time. DC

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.

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Dealer Communicator’s Seminars In Print

LEASING

NO! I Don’t Know. Which No/Know is More Powerful? by Mary Redmond

There is power in saying NO. Thought Guru’s preach that if we say that simple one-syllable word, NO, We’ll: Establish office and project boundaries quicker.

Manage time more effectively.

Be a more successful, productive sales or territory manager.

Control or eliminate excesses like eating unhealthy foods, drinking excessively or smoking. Be happier, more contented and fulfilled. Avoid over-volunteering for activities.

You’ll recognize this pattern if your community nickname is “The Always Go-to Soccer Coach” or Fund Raising Chair Extraordinaire.” Brick and mortar bookstores

contain huge Shelf-Help Sections. Amazon lists 1.5 million book titles containing the word NO. If there are so many resources available to instruct us on how to say NO, why are we unable or unwilling to say that 2-letter word?

I believe it has a lot to do with difficulty in uttering another phrase, “I don’t know, I want to talk it over with….”

Somehow or at some time in our cultural development, it became necessary to respond immediately to a request with either a Yes or a No. Delay in decision-making was unacceptable. We feared that decision delay was a sign of weakness. Maybe it was an indication that we didn’t control our own destiny, personal lives, service territory, company future or world peace. The phrase “I don’t know, I’ll get back to you on that” was as challenging as a cat passing a hair ball.

As children, if we were smart, we relied upon the excuse “I’ll have to ask my mom or dad for permission.” We maintained peace at home and avoided punishment when we asked an authority for approval of a

42 • Improvement November 2016 • Dealer Communicator Center • November 2016

scheme or plan.

As adults, who is our go-to for counsel? We’re fortunate if we have someone to consult prior to decision-making. The title we use is not as important as that there is someone we go to for guidance.

We may refer to them as an advisor, coach, mentor, business partner, counselor, colleague and occasionally attorney. We Want Your Feedback Their title depended Tell us how we might improve this new Flip Book upon the email: pat@dealercommunicator.com issue. The point is that Click Here we have For Inquiry Form someone to discuss a

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There is another possible challenge on the way to “I Don’t Know.” It’s the ego, our sense of self-esteem, self-importance and personal identity. A strong ego is an asset but can be a liability if it overrides humility. When the ego is strong enough to admit that Smart People Say I Don’t Know, you are on your way to more personal fulfillment and success. DC

Contact Mary to speak at your next meeting, conference, trade show or special event. Mary@FearLess Negotiator.com, 913-422-7775. Click Here For Inquiry Form

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decision with before saying yes or no. For some of us, we refer to our guide as a higher-power.

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Dealer Communicator • NovemberCenter 2016 • 43 November Click Here To2016 Return• ToImprovement Table of Contents

Does A Dealership Need To Advertise? by Bob Licari, BrainSell Services

The headline question is critical to every dealer/distributor. Why? Because today’s customers are “market educated.” Most are aware of what they want and who the players are in the industry. End-user customers whether traditional printers or wide format printers are well advised and armed with the internet as a research tool. Let’s be clear about one thing, You Establish Your Brand As A Supply or Equipment Dealer With Print Ads, Mailed Flyers, and Free News Releases in Industry Papers like Dealer Communicator, AND, you let customers do their homework on your website! To sum up….. Good advertising and marketing campaigns are thought-out and consistent to be successful.

That’s not all. You must know your target audience, The demographics that make up your most loyal and consistent customers are a key in understanding who they are. Demographics, by the way, is a study of those customers (and prospects) based on factors such as sizes and capabilities of their mailing machines, their presses and/or wide format printers. You need to know every key person at those businesses and who the real decision-makers are. Once you understand who you have as a client through demographic profiling you will see clear commonalities among the people and companies you have dealt with before and those you seek as new customers. Without this ongoing process each mailing and marketing campaign you undertake is still a “crap-shoot”. When you bring into the equation

44 • Improvement November 2016 • Dealer Communicator Center • November 2016

demographics and the knowledge of whom you are doing business with, you can greatly increase your campaign’s success. Armed with the demographic knowledge of your current customers you can seek out other like-minded people who are likely to enjoy, use and want your services and products. Will this take time and effort? YOU BET. Is it worth the time and effort? YOU BET! Think about this…… Why is it that 20% of fishermen catch 80% of the fish? It’s because only a small percentage of fishermen understand the fish and the best techniques to catch them based on proven methods and the experience brought about by fish they have caught in the past. It is the same here when applied to marketing concepts. 80% of your clients will fall into 3 or 4 market segments out of 10. By using demographics you can home in on your most productive market segments, identify them and then target your messages to them. This practice will ensure a good ROI for the campaign.

Thorough analysis of whom you do business with, and sending consistent targeted messages will allow you to keep ahead of your competition, who may be using unrefined shot-gun marketing or nothing at all. All this that I’ve shared with you will not only make you more visible; it will support your sales force and bring you results that make $ense! 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.

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WIDE

FORMAT

SIGN SUPPLIES

Digital Signage

what you need to know from • Learn Channel Vendors

by Tim Greene The biggest threat to “print” is the digitization of printed applications like books, brochures, and direct mail. As such the whole supply chain for these applications, from producers, to equipment and supplies dealers, and right up to manufacturers, are looking at the applications that drive print and what effect digitization will have. In the large format business, one of the growth areas that some dealers may have their eye on is the area of digital signage. IDC expects digital signage to grow at almost a 15% CAGR over the next few years as more companies embrace the capability of delivering the most relevant messages to the most appropriate audiences in the most dynamic way. Digital signage systems are typically configured with a screen or display, a “player”, and software that drives the system and presents the content. There are big trends in each of these

component systems that dealers should be able to help customers identify. On the screens, we’re seeing a big expansion of the sizes of screen typically used in digital signage systems. In the past the vast majority of digital signage screens were 32-, 42-, and 46-inches wide. Now we’re seeing that range of screen sizes expand both to greater sizes that really make the messages grab the attention of the viewer, and with smaller 10-inch and tabletsized screens. Companies are using these smaller screens right at the user/viewer level so that shoppers and passersby can interact with messaging systems to create more actionable shopping experiences. Also, screens are getting smarter, many screen are now embedded with wireless communication capability to make it much easier to deploy a digital signage system without requiring more wires for connecting the screens to a network. We’re also seeing a change in the player side, where we used to have dedicated PCs we now have inexpensive players

Continued On Next Page 46 • November 2016 • Dealer Communicator

WIDE FORMAT SECTION that drive digital signage content. And on the software side of digital signage, as in many other software markets, we’re seeing a growing use of cloud-based software that reduces the cost to deploy digital signage systems. The challenge in digital signage is in creating the content, but there are some inexpensive and easy-to-use systems, like InClix, that make it easy for companies that are just starting out in digital signage to develop really professional digital signage content. Our advice to dealers that want to go deeper into the digital signage market is to look at your current manufacturer partners to see what

tools and resources they have. Companies like Ricoh, Toshiba, and Sharp all have some digital signage initiatives. To be prepared with a strategy to create services and advise customers on how to develop digital signage content. The “service” model is key because many digital signage system components are fairly commoditized already. 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

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To connect with us click here Dealer Communicator Click Here To Return To Table of Contents

• November 2016 • 47

2016 September 25 - 28, 2016 Orange County Convention Center • Orlando, FL

Photo Write-Up

The Printers of Trade Show Times, Graph Expo edition (L) Eddie Pinkosky and John Gosselin of Gosselin Graphics

David Wertheimer, Wm. Rudow Company with fellow workers stopped by our booth

48 • November 2016 • Graph Dealer Expo Communicator Write-Up

Jim Elliott, Shinoda USA stands tall for this picture while holding his copy of Trade Show Times

Two distributors are welcomed at the Global Channel Partners Networking Booth (L to R)Danny Moloney, PrintMedia Partners, Ricardo Dieguez, Grafix World and Ruben Plaza of Sygne Corporation Rodrigo Castellano of Technifold Mexico and Gina Palko of Technifold USA

Dealer Graph Communicator Expo Write-Up â&#x20AC;˘ November 2016 â&#x20AC;˘ 49

Larry and Ani Cabrera of Shark Finishing Machinery

Tom Hayes is set up and ready to do business at the Kompac Technologies Booth

Nikki Calhoun and Christine Calhoun of Printer’s Repair Parts

50 • November 2016 • Graph Dealer Expo Communicator Write-Up

Ron Young of American UV ready to make sales

At the Pasquariello Graphics (dealer) booth are James Martin, newly appointed President of MBO America and Luis Blanco

Taking time for a photoshoot are the Martin Yale/ Count Machinery Team (L-R) David Roman, Dave Gilbert, Nathan Mains and Michael Boarman

Dealer Graph Communicator Expo Write-Up â&#x20AC;˘ November 2016 â&#x20AC;˘ 51

Bill Frederick, Printware take its share of sales home

Jeff Gamayo, Kevin Peralez and Dustin Dulley of Pavyer Printing Machine Works dealers from St. Louis, MO

Melissa Thompson and Jason Amaris of Master Magnetics Inc.

52 â&#x20AC;˘ November 2016 â&#x20AC;˘ Graph Dealer Expo Communicator Write-Up

Caroline Sanchez-Shey with Charles James, Quite Software

IT Supplies: (L to R) Lann Tarrant, Dan Errichiello, Sonia Vicente, Greg Butts, Jeff Lucido, Will Milleville and Connor McWard

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