November 2017 Edition of Dealer Communicator by Fichera Publications

November 2017

DEALER communicator Manufacturer Sponsored NewsJournal

Connecting Manufacturers Worldwide With Graphic Arts, Office, Mailing Machine Dealers and Distributors of Wide Format / Sign Equipment and Supplies THE REASON THIS NEWS JOURNAL HAS SURVIVED 40 YEARS IS THAT WE UNDERSTAND AND PRACTICE WORDS EXTRACTED FROM A TALK GIVEN BY MEG WHITMAN AT AN H-P CHANNEL CONFERENCE

“Our number one competitive advantage in the industry is our channel.”

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Meg Whitman CEO of Hewlett Packard Enterprise A True Business Titan Dealer Communicator • November 2017 • 1

We Want You To Have An Enjoyable Reading Experience For This Digital-Global-Edition of Dealer Communicator On the lower Right hand side of the screen you will find a series of buttons

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2 • November 2017 • Dealer Communicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

COVER STORY

Meg Whitman’s history of successes started at eBay where she oversaw its expansion from 30 employees and $4 million in annual revenue, to more than 15,000 employees and $8 billion in annual revenue. Whitman’s channel accomplishments inspired us, here at Dealer Communicator, to create unique dealer-marketingservices to support the channel manufacturers who use Dealer Communicator in their dealer-marketing-strategy ---------------------------------------------------------------------------------------------------------------------------

CHANNEL MANUFACTURER - - - - REFERENCE OF THE MONTH - - - Dealer Communicator Is In A Unique Position To Help You Increase Dealer Relationships And Support Your Dealer Sales Contact Bill Reed, (Cell 219-218-3650) past President, Martin Yale Industries. Ask Him How Our Combined Dealer-Marketing-Efforts Grew Martin Yale Sales From $2MILLION to $77MILLION.

Title: Psychological Flexibility CLICK THE VIDEO >>>> TO VIEW THE FIFTH OF A SERIES OF LEARNING SESSIONS BY BRIAN JOHNSON OF OPTIMIZE Dealer Communicator • November 2017 • 3

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4 • November 2017 •

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Table of Contents

Click Article You Wish To Read GENERAL NEWS SECTION 3 .....Personally Speaking - by O. Mike Fichera, Publisher 8 .....Advertisers Index 9 .....Product Focus: Production Equipment Sales By Office Machine ........ And Supply Businesses WIDE FORMAT / SIGN SUPPLY SECTION 13 ...Major Article: Dealer Opportunities In Packaging – Packaging Is Growing ........ At A Double-Digit Rate - by Tim Greene 17 ...Dealer News 27 ...News 4 Dealers The Dealer Channel Improvement Center 37 ...Avoid Speed Trap Policies - by John Tschohl 39 ...Market What You Can Do For The Small Business Owner ........ - by John Foley, Jr. 41 ...Getting The Most From Your Sales Reps In The Market You Serve ........ - by Bob Licari

6 • November 2017 • Dealer Communicator

The 2018 Directory Of Manufacturers And Products Will Be Used By Dealers All Year Long The 2018 DIRECTORY Will List... • 551 Product Categories • 891 manufacturers that sell products

Choose The Placement In The 2018 Guide That Fits Your Product Best And Claim The Space For Your Ad Whether It Be Near Your Product Category Listing In Section One Or Near Your Company Listing In Section Two

List Your Company In The Two Editions Of The 2018 Directory Issue #1: Printed & Mailed To 9,843 Dealer Contacts Issue #2: Accessible Online Globally 24/7

Lock In Your Prime Position Today For Advertising Rates and Special Positioning

800-327-8999

Email: pat@dealercommunicator.com Dealer Communicator • November 2017

• 7

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

Graphics of the Americas 2018 ....................33 Precision 3D Filament .............................15,34 Manufacturing Directions, Inc .................11,17 PVC Spiral Supply....................18,19,28,29,35 MDI..........................................................11,17 William B. Rudow, Inc.........................21,24,32 New Force Magnetics Co. 4&5,14,18,22,28,35 Sunfung Technology Corporation LTD..........23

8 • November 2017 • Dealer Communicator

Production Equipment Sales By Office Machine & Supply Businesses Are They New Competitors To Traditional Printing Dealers?

Where sales of production printers, bindery and finishing equipment/ supplies have typically been within the domain of Graphic Arts Dealers the times are changing. Dealer Communicator (DC) noticed that some Office Machine & Supply Dealers have added production equipment to their extensive list of products. This probably is no surprise since office supply businesses are trying to reinvent themselves by adding a broader number of business products as they are being squeezed by the big box stores and sales generated through ecommerce. For years many in the print industry thought office supply dealers sold mostly retail and graphic arts supplies, equipment and services to print production businesses. I suggest we take another look at the Office Machine & Supply Business. Why? Because they are in the

print and binding industry and a challenge to independent graphic arts dealers. Changing Competition Traditionally, office supply businesses are retail stores that sell a range of products used in offices, schools or at home. If you went back in time to the 1980’s these businesses sold through catalogs, walk-ins or corporate relationships. Throughout much of the ’90s, office product businesses fought against the heavily financed and extremely efficient national retail superstore chains in a clash that would reshape the office products landscape. By the late 1990s, the battle wound down, and the superstores basically prevailed. Although office supply superstores like Staples and Office Continued On Next Page

Dealer Communicator • November 2017 • 9

in the way they market themselves or their lines of product as continued do graphic arts dealers. Readers/ Dealers reading the “DEALER Max are closing stores, they are NEWS SECTION” of Dealer expanding their product offerCommunicator are beginning to ings to include copy centers, wide format printing, janitor sup- see more news items about Office plies, food and expanded lines of Machine dealers. Their marketing departments are agressively computers, printers and finishing looking to promote themselves equipment. Gone for the most in the print-industry. There was a part are the printed office supply time when office supply dealers catalogs which are replaced by had to rely on manufacturer supweb sites used in finding inforport in servicing their machines. mation and/or ordering products. Add in organizations like Amazon Graphic arts dealers have always been responsible handling cusand even eBay who also sell office products it is easy to see why tomer issues along with providing installation services, support independent office supply busiand training. DC came across an nesses are trying to find ways to generate sales either by more ag- interesting book that discusses gressive selling approaches using the changes in the office supsocial media, radio, television and ply business. The author is Ian direct mail along with expanding M. Elliott and his book is called their product lines to keep up with “THE PATH TO BUSINESS TRANSFORMATION”. You the competition. can download a free copy from http://blog.eandssolutions.com/ Pay Attention to Your how-to-transform-an-office-supCustomers plies-dealership. As one looks at Office Machine Dealers, there is No Difference

Product Focus

10 • November 2017 • Dealer Communicator

Elliott breaks down the issues facing the independent office supply sellers including issues over manufacturer distribution changes. He points out how HP, Xerox, Ricoh and other manufacturers have changed their organization structures in ways that affect supplier sales. He also has chapters on “how to survive” which include ideas on more effectively using your web site and other software

tools to improve support and customer service. Again, this is something that should be of interest also to graphic arts dealers. The Power of Information Technology – It’s called nurturing a long term relationship An example of Elliott’s thinking is in the section on the effective

Continued On Next Page

...

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Click here to dealer inquiry form Dealer Communicator • November 2017 • 11

tracking activities. Tie the CRM into your ordering system and Product Focus you can know the buyers, anticicontinued pate reorders of supplies, manuse of software. From a study age service calls and any training of over 100 office supply busineeds based on inquiries to the nesses he noted: “Almost every service desk. CRM’s also support one of the sites’ landing page was marketing projects by helping run a shopping cart screaming ‘buycampaigns and generating leads. from-me’. This is a very aggresCheck out Microsoft Dynamsive approach – maybe OK for an ics or Sales Logic both of which existing customer who wants a are currently used in graphic arts quick “in-and-out” for the purpos- businesses. Or if you know of es of conducting a transaction but one that fits the needs of dealers less OK for nurturing a new pros- share it by email to: pect with a longer-term intent to omike@dealercommunicator.com create a new and loyal customer.” LAST POINT ABOUT ELLIOTT’S BOOK......... Most independent dealers have software to handle accounting, inventory, purchasing and other business functions. But Ian Elliott makes a great case for having a good Customer Relations Management (CRM) program. CRM software tools are a means of developing customer profiles with regards to tracking details about your customers along with 12 • November 2017 • Dealer Communicator

WIDE FORMAT &

SIGN SUPPLIES

Dealer Opportunities In Packaging Packaging is growing at a double-digit rate By Tim Greene, IDC Research Director â&#x20AC;&#x201C; Hardcopy Solutions There is a lot of talk in the digital printing industry about the use of digital printers across the gamut of packaging applications. Part of this is because Packaging is a huge market, and part of it is just because unlike other parts of the printing industry the volume of packaging continues to grow. Not only is packaging growing, but the use of digital printing for packaging is growing at a double-digit rate because more and more companies are using versioned packages which means smaller print runs where digital has an economic advantage versus flexographic printing. Packaging applications include labels, direct-to-shape, corrugated, flexible, glass, and plastic. Each of these packaging segments have

their unique aspects compared to other graphic applications that present challenges to equipment and supplies manufacturers, and dealers can play a key role in helping develop these segments by understanding what the challenges are and what technologies are available. One of the things that should be particularly interesting to dealers is the range of equipment that is available to serve these markets. Big companies typically invest $1 million or more on high-end, highly productive digital printing systems, but new technology is making highly productive systems available at a much lower price.

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Dealer Communicator â&#x20AC;˘ November 2017 â&#x20AC;˘ 13

WIDE FORMAT SECTION There are multiple desktop label printing devices that do full color labels at speeds over tens of thousands of inches per hour, that means thousands of labels per hour at a cost of a few thousand dollars. Print service providers looking to differentiate, brand owners, ad agencies, and small manufacturers are finding these label printing solutions very useful in their business. Similarly there are companies using very high-end large format devices to satisfy short run and even small production needs in the corrugated packaging market. A lot of the large format and commercial printers support their clients with packaging and point-of-purchase graphics that use the same kind of corrugated substrates. In the large format world there are examples of companies using large format printers printing onto pressure-sensitive materials to print multiple up labels, using flat-

bed printers to print prototypes and short runs of corrugated packaging. There are limitations to doing this, but it is clear that the top large format manufacturers are improving and developing ink technology that should enable more digital printing using large format printers for corrugated packaging. Other companies are using inkjet-based printers to print directly onto shaped packages like bottles & cans. This was the focus of INX International Inc at the recent SGIA show. Since a lot of companies in the commercial and large format printing business also do packaging and package prototypes INX was demonstrating the CP100 UV digital cylindrical printer at the show. This direct-to-object machine gives service providers, or designers and brand owners the opportunity to develop proofs, prototypes or short test runs by printing up to five cans per minute.

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See Our Product Ad In This Issue Pages 4 & 5 14 •• November November 2017 2017 •• Dealer Dealer Communicator Communicator 14

WIDE FORMAT SECTION Packaging is a big opportunity so dealers looking for new business should consider some of the options for serving customers entering these markets. Recommended Websites For More Information: www.pdachain.com and www.flexography.org

Tim Greene, Research Director – Hardcopy Solutions, International Data Corp. (IDC), will field your questions, comments or arguments by email: tgreene@idc.com

We Help Dealers Get Into 3D

Lonnie Bramon President

“Let’s Talk About How To Get Started In The Hottest Technology Of Today”

3D Filament

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 •• November November 2017 2017 •• 15 15

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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

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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.”

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Fichera Publications U.S. Phone : 800-327-8999 • International Tel. +954-971-4360 email: ofichera@aol.com Click here to dealer inquiry form 16 • November 2017 • Dealer Communicator

DEALER NEWS The New Johnson Plastics Plus Fully Integrates Johnson Plastics and Bur-Lane Inc.

Johnson Plastics and Bur-Lane are combining their expertise, assets, and resources to better serve engraving, sign-making, awards, personalization, and

sublimation customers while maintaining the roots and values of the family companies their customers have come to know. Customers now have access to the largest full product offering in the industry from both companies. They can pull up their accounts and place orders through an easy-to-use Web site and receive

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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 â&#x20AC;˘ November 2017 â&#x20AC;˘ 17

DEALER NEWS Continued shipments even faster due to an increased number of branch locations throughout the US. More info at: johnsonplastics.com

All Copy Products Fast Growing Dealership Inc. magazine ranked All Copy Products No. 4133 on its annual Inc. 5000 list with a 3-year growth of 66%. The Inc. 5000 award represents the

most prestigious ranking of the nation’s fastest-growing private companies. The list represents a unique look at the most successful companies within the American enonomy’s most dynamic segment–its independent small businesses. “Everyone at All Copy works hard each and every day and this award is a testament to our effort and our continued success. Being recognized as part of Inc. 5000’s Continued On Page 20

There’s A New Force In Flexible Magnetic Materials Printable Sheets, Rolls, and Strip

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See Our Product Ad In This Issue Pages 4 & 5

Buy Plastic Coil Double Loop Wire From One Source Tel 800-461-9301 • Fax 208-377-9301 Email ljfullmer@pvcspiralsupply.com www.pvcspiralsupply.com

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18 • November 2017 • Dealer Communicator

Model EZ Flex 100 The Crown Jewel of Coil Inserters

Binds Books, Manuals, Calendars . . . and, Provides Repeat Supply Sales for Dealers

• Inserts coils of all sizes & pitches • Switch sizes with turn of a knob • Bind Thick Books up to 2” • The EZ Flex can sit on any flat surface • Marry with Marlon 350 to bind & crimp coil • Use all sizes of SlanTis Binding Sleeves (Patent Pending)

See YouTube Video Demonstration: http://tinyurl.com/keveu72 Equipment • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters

Supplies • Plastic Filament • Plastic Coil

• Double Loop Wire Spools and cut to length

Marlon 350 Auto Crimper

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

Model 300 I Roller Inserter • Coil Forming Machines • Paper Punches • Automatic Wire Machines • Coil Inserters “PVC is one of my finest suppliers. Lonnie Bramon and Jerry Roberts are what I call stand-up-guys. They walk the walk that helps me to get new business. Foreign Made? Why, when I get quality, fast delivery and Marty Boone, President competitive pricing from an American manufacturer. PVC is simply the Boone Business Products best.”

Inventory & Distribution: Boise, ID • Tampa, FL • Chicago, IL Tel: 1-800-461-9301 • Fax: 208-377-3759 Email: sales@pvcspiralsupply.com • www.pvcspiralsupply.com

Dealer Communicator • November 2017 • 19 Click here to dealer inquiry form

DEALER NEWS Continued fastest growing companies for the eleventh time is a great honor All Copy Products is proud of,” said Brad Knepper, President of All Copy Products.

The 2017 Inc. 5000 list, unveiled online at Inc.com and is the most competitive group of businesses in the list’s history. The average company on the list achieved a mind-boggling three-year average growth of 481%. The Inc. 5000’s aggregate revenue is $206 billion, and the companies on the list collectively generated 619,500 jobs over the past three years. For more info: allcopyproducts.com

DaVinci Technologies Presents A Trio Of New MagneticReceptive Print Media

Signetics Select, Signetics LTX and Signetics Duo from Da Vinci

Technologies offer effortless installation across a wide variety of applications including menu boards, retail P-O-P, and decrative wall graphics. “Signetics” by Ultraflex offers a cost-efficient solution in magnetic-receptive graphics with no-edge chipping and exceptional durability. More info at: davinci-technologies.com

Veritiv Is Now Distribution Partner For Sun Chemical Veritiv will distribute Sun Chemical’s Streamline solvent inkjet inks for wide format and super-wide format printers. The new partnership will allow both to reach their North American ink customers faster and more efficiently, and jointly provide technical and product support. Veritiv customers will now have access to Sun Chemical’s full range of Streamline inkjet

20 • November 2017 • Dealer Communicator

DEALER NEWS eco-solvent inks for Mutoh and Roland printers. More info at: veritivcorp.com

Grimco Opens New Office In Edmonton Grimco has been making deliveries of quality sign and graphic supplies in Edmonton for more than 25 years from its

Calgary office. But the company is now expanding to the local area. The new office will be located at 15427 115A Ave. in Edmonton. Grimco Canada, which also has Canadian locations in Vancouver, Calgary, Toronto, Montreal and Dartmouth, is a wholly owned subsidiary of Grimco Inc., based in St. Louis, MO. The company was originally founded in 1875 and since then

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William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry2017 formâ&#x20AC;˘ 21 Dealer Communicator â&#x20AC;˘ November

New Force Magnetics Can Help DEALER Printers, Sign Shops and Dealers NEWS Make More Money With This “NEW” Continued Grimco has evolved into .015” Thin High Energy Printable Magnet a full-service sign supply

company that operates in 52 locations across Canada and the U.S. More info at: grimco.com

New Force Magnetics Introduces NEW .015”

Thin, High Energy Printable Magnetic Material

Benefits For Sign Shops, Printers, and Dealers • .015” thin as strong as .030” thick • .015” thin costs less than .030” thick • .015” thin weighs half of .030” thick • Thin Saves On Shipping Cost • Prints Flawlessly On Most Every Printer

Call For Free Samples 303-565-3760

NEW FORCE MAGNETICS Co. Ph: 303-565-3760 • Fax: 303-565-3762 sales@newforcemagnetics.com www.newforcemagnetics.com

Congratulations Jonathan!

Nobelus is a family-owned dealership having several offices in several states in the midwest and on the west coast. For over a quarter of a century they have been providing the industry with thermal laminating films. Nobelus sends out a big thank you to everyone who visited them at The Print 17 Show in Chicago. And wants to send out a heartfelt congratulations to

Click here to dealer form 22 • November 2017 • inquiry Dealer Communicator

DEALER NEWS Jonathan Banks from The United States Playing Card Company for winning the $500 Amazon Gift Card! More info at: nobelus.com

115 Years In Business

In 1953 the business moved to a 40,000 square foot facility in the center of Philadelphia. And Northern became a major distributor of leading lines of new and used equipment. Northern Machine Works Inc. is presently located at 2817 North Cedar Street in the Port Richmond section of Philadelphia. With a long history of dedication to the industry, Northern continues to progress with the fourth and

Established in 1902, Northern Machine Works of Philadelphia, PA, is 115 years old this year. Northern Machine Works was established by William Kopp, Sr. and E.H. Berry as a partnership in 1902. Following World War II Northern Machine Works greatly increased its presence in the graphic arts industry on a worldwide basis. Model SF-H67P

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A Cutter That Has No Equal • Heavy Construction • Accuracy .09 • Programmable Backgauge • 10” Touch Screen - Full Color SUNFUNG TECHNOLOGY CORPORATION LTD Info Center: 800-327-8999 x100 Email: kevin@sunfung-tech.com Skype: KEVIN87121

ClickCommunicator here to dealer inquiry form Dealer • November 2017 • 23

DEALER NEWS Continued fifth generation of the founding family still proudly representing the company. We congratulate Northern Machine and wish them another 115 years. More info at: northernmachine.com

NovaCopy Management Team Buys Company Nashville-based NovaCopy, an award-winning provider of

print technology and innovative business solutions, has been acquired by its current senior management team with equity financing provided by Trivest Partners, LP, a private investment firm that focuses on founder and family-owned businesses in the Southeast. Founded in 1999, NovaCopy has been recognized by Inc Magazine as one of the fastestgrowing companies in the United States for more than 10 years and has 11 locations with revenues of $80 million in 2016.

William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry form 24 • November 2017 • Dealer Communicator

“We have been approached by many potential acquirers in recent years due to our exceptional growth and stellar reputation”, said Darren Metz, CEO and founder. “While

Continued On Page 26

List Your Company In The Two 2018 Directory Editions Of The 2018 Directory For The Print & Sign Industry Channel

Issue #1: Printed & Mailed To 9,843 Dealer Contacts Issue #2: Accessible Online Globally 24/7

Publication Date Dec 2017

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Bold Company NAME in RED 2 Line Address, City, State & Zip Phone .. Fax Website Address

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* A One Minute Radio Style Audio Printware, LLC Announcement With Sales Copy Of Your Choosing. 2935 Waters Rd, Ste. 160 This mp3 Link Is Yours to email throughout the year as St. Paul, MN 55121 800-456-1400 many times as you wish to prospects and customers Fax: 651-454-3684 www.printwarellc.com * Company Logo As Shown Help Your Customers Profit * Bold Company NAME in RED From Inkjet Technology * 2 Line Address, City, State & Zip For More Information * Phone .. Fax * Website Address 800-327-8999 * 10 Words To Describe Product Line Email: pat@dealercommunicator.com Dealer Communicator • November 2017 • 25

DEALER NEWS we turned down those inquiries, two NovaCopy partners, Carolyn Stafford and Alex Brandon, were seeking a liquidity event and retirement while my partner Joe White and I both wanted to continue owning and managing the company. Selling to our management team was a great idea, but we could not make the numbers work until Trivest put together a creative solution that achieved all of our goals.” More info at: novacopy.com RJ Young Acquires Bristol Office Supply

RJ Young has announced it has completed the acquisition of Bristol Office Supply (BOS), a privately-owned office equipment dealer headquartered in Bristol, Virginia. Founded in 1911 as a small typewriter shop, Bristol Office

Supply services the Bristol, Virginia; Asheville, North Carolina and Winston-Salem, North Carolina markets. The acquisition of BOS marks the entrance into these two new states for the company. “Bristol Office Supply has a history of providing superior customer service, said RJ Young President & CEO, Chip Crunk.” The BOS team has grown an excellent business and an impressive network of customers. Customers will benefit from the expertise and service for which we are known.” All employees from BOS will remain in place to continue support and service for customer accounts. These employees will join more than 550 employees of RJ Young to assure the continued high expectations of standards in sales and service. More info at: rjyoung.com DC

26 • November 2017 • Dealer Communicator

News

4 Dealers

Komori And SCREEN GP Parnter For Integrated Workflow Solution Komori Corporation and SCREEN Graphic and Precision Solutions Co., Ltd. have developed a new integrated workflow solution designed to significantly enhance automation in all processes, from prepress to printing to postpress. Komori and SCREEN GP have already installed the workflow at printing company Mizukami Insatsu Co., Ltd. and are currently performing verification tests. The new solution combines KP-Connect Pro, Komori’s printing task control software, and EQUIOS 5.0 SCREEN GP’s workflow platform. These systems will also be linked to postpress devices via JDF.

Roland Strengthens Sales Management Roland DGA Corporation strengthens its sales management team with several key personnel changes Tony Miller, formerly Roland’s Director of U.S. Sales, now serves as Director of Sales and Product Management. He continues operating out of Roland’s corporate headquarters in Irvine, CA. Sid Lambert who previously served as Roland’s Southeast Regional Sales Manager for the past ten years, is promoted to Continued On Next Page

Dealer Communicator • November 2017 • 27

News

4 Dealers

Continued on next page Mutoh Promotes Ryan Arakaki And Hires Mark Rugen

U.S. Sales Manager for Color Products. Reporting to Miller, Lambert works remotely from Ball Ground, GA. In addition, Daryl Chaffins, previously a Roland Business Development Manager, is promoted to the position of Regional Sales Manager, Southeast region. Operating out of Cumming, GA and reports to Lambert.

Mutoh America, Inc. promotes Ryan Arakaki as Advertising and Events Manager and welcomes Mark Rugen as the new Director of Training and Education. Arakaki celebrates

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 4 & 5

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 Page 19

28 • November 2017 • Dealer Communicator

Birthday Anniversary Announcements

News

Click Here For One Minute Audio

4Dealers

over two years with the Mutoh marketing team and Rugen comes to Mutoh with over 30 years of experience in the sign and print market.

Dates For drupa 2020 Moved By One Week The dates for drupa 2020 have been moved by one week; the

Continued On Next Page

THICK

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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

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Click here to dealer inquiry form Dealer Communicator • November 2017 • 29

News

4 Dealers

Continued New Software Is A Faster event will now be held from And Easier Tool To Create Tuesday, June 16 to Friday, June 26, 2020 in Dusseldorf, Germany. 3D Packaging Designs This was agreed by the drupa Committee and Messe Dusseldorf at their meeting on February 15, 2017. The key argument for this decision is the fact that in some European countries as well as in Germany, the summer holidays would have already started during the initially planned dates (June 23 - July 3, 2020). By changing the dates Messe Dusseldorf is responding to requests from both exhibitors and visitors.

Thought of the Month You always miss 100% of the shots you don’t take.

An all-new version of Esko Studio 16, part of the Esko Software Platform 16, is now available. Studio is a unique set of tools for 3D packaging design. Studio has helped users produce better packaging designs, whether designers are trying out different ideas and want virtual mockups fast, or prepress operators are checking graphic positioning and reverse print. Creating artwork is done with the artwork print production data and eliminates the need for separate packaging artwork creation in other software. New features include the ability to create 3D compositions 50 percent faster and the ability to select materials and apply print effects.

30 • November 2017 • Dealer Communicator

News

4Dealers

At Glunz & Jensen, Michael Buggé – Vice President Sales Americas Celebrates 25 Years!

manager, marketing manager, general manager and key account manager. Today as the company’s Vice President of Sales, Mike is responsible for the sale of G&J’s offset plate processor program, iCtP PlateWriter equipment and consumables, and their flexo equipment program in North America via the OEM/ Private Label partner and Dealer channels.

Michael (Mike) Buggé recently celebrated his 25th anniversary at Glunz & Jensen. He began his career in the graphic arts industry in 1985 working for LogEtronics Corporation, servicing the wellknown Glunz & Jensen MultiLine film processors sold under private label.

Adding his good wishes, the CEO of Glunz & Jensen, René Normann Christensen had this to say, “Congratulations, Mike, with your 25th anniversary. We thank you for your great enthusiasm and engagement through all the years in Glunz & Jensen – it is a tremendous pleasure working with you!”

On July 14, 1992, Mike joined Lüth International (acquired by G&J in 1995). He moved up the ladder, (so-to-speak), from field service engineer, to service manager, product

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Dealer Communicator • November 2017 • 31

News

4Dealers

Continued

Martha Baltodano Whicker Joins Southern Lithoplate As Director - Latin American Sales Southern Lithoplate, Inc. (SLP), welcomes Martha Baltodano Whicker as the company’s Director, Latin American Sales.

In making the announcement, Steven Mattingly, Senior Vice President said, “Martha is the consummate export expert. Her outstanding reputation in the graphic arts industry as a professional, customer-centric advocate will be immediately recognized by our current and future international customers.”

William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry form 32 • November 2017 • Dealer Communicator

Seasoned Management Team To Lead Americas Operations From Texas OKI Data Americas – world-class printing technology leader – has announced the relocation of its headquarters from Mount Laurel, NJ, to its newly opened facility in Irving, Texas.

Continued OnPage 34

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�� Dealer Communicator • November 2017 • 33 Click here to dealer inquiry form

News

4 Dealers

Continued

“Our Irving headquarters will not only be the central hub for our growing base of employees in the Americas, but will also provide a collaborative setting to demonstrate our ever-evolving printing solutions and valueadded services for our customers and partners throughout the United States, Canada and Latin America,” said Mr. Kiyoshi Kurimoto, President and Chief

JUMP INTO

Executive Officer of OKI Data Americas. “The greater Dallas area is also an exciting, vibrant metropolis with an enormously rich talent pool that we know will be an asset for us as we grow. I am thrilled to be leading OKI Data Americas at such a pivotal time as we build out our presence here in Texas and continue on our path of innovation and growth.”

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 Phone: U.S. 800-461-9301 ... International 1+208-377-9301 Click here to dealer inquiry form

34 • November 2017 • Dealer Communicator

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Durst’s New Dealer Partnership

M&R Apppoints Rogers

The M&R Companies appoints Gary Rogers to the position of Regional Sales Manager for Digital Graphics (West). Rogers has extensive experience in digital imaging systems and spent most of his career as executive-level Regional Sales Manager. He will now oversee digital graphic sales West of the Mississippi River.

Durst US announced a partnership with Media One Digital Imaging Solutions who will now distribute Rho, Rhotex and Alpha products.

NPES Elects New Board Chairman

NPES the Association for Supplies of Printing, Publishing

Continued On Next Page

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Dealer Communicator • November 2017 • 35

News

4 Dealers

and Converting Technologies elected a new chairman, several directors, and re-electd returning directors at its business meeting on October 18 during the organization’s 2017 Annual Conference and Brand Inspiration Forum in Scottsdale, Arizona.

Mark Hischar, President & CEO of Dallas, Texas based KBANorth America, was elected Chairman of the Association. More info at: www.npes.org. DC

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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, Jr Bob Licari

Avoid Speed Trap Policies by John Tschohl

If you want to differentiate your company in the marketplace, then you need to show how you can dramatically deliver service and products faster than your competitors. Amazon does it. Apple does it. Why don’t you? Customers value speed … Amazon! Amazon has overcome challenges by adhering to Bezos’ mission: To be earth’s most customer-centric company; to build a place where people can come to find and discover anything they might want to buy online.

NEW A Video Presentation By Brian Johnson See Page 3 Personally Speaking Column

Speed involves using tools and techniques to dramatically reduce the time needed to complete a task. When you resolve situations quickly and effectively, and then respond to their need, most customers will pay you back with continued or increased loyalty, goodwill and even repurchasing. Apple’s secret weapon is incredible customer service. Apple has Continued On Next Page

Dealer Communicator • November 2017 • 37 November 2017 • Improvement Center

continued elevated customer service into a science. The most recent earnings report listed Apple as the most valuable company on the planet at a mind blowing $775 billion with a staggering $261.5 billion cash balance. Written out, that is “$261,500,000,000.00.”

In my book Empowerment a Way of Life, I illustrate four challenges that all businesses face: 1st: Many executives don’t trust the customer. They believe the customer is trying to take advantage of them. Employees feel the same way. 2nd: We don’t trust employees. We pay them as little as we can and have even less confidence in their ability to make decisions 3rd: With Empowerment you don’t need as many managers and supervisors. They’re not thrilled about the potential of losing their jobs. 4th: Very few employees are on their knees at night praying for Empowerment

I stress that empowerment means every employee has to make fast decisions in favor of the customer. Satisfying customers quickly benefits everyone. A company’s success lies in empowered employees. It is important to train employees and make sure they have trust in what empowerment will bring to a company. Moreover, happy, empowered, fulfilled employees are the key to creating “over-happy customers”. DC John Tschohl is a professional speaker, trainer, and consultant. He is the President and founder of Service Quality Institute (the global leader in customer service) with operations in over 40 countries. John is a self-made millionaire traveling and speaking more than 50 times each year. He is considered to be one of the foremost authorities on service strategy, success, empowerment and customer service in the world. John’s monthly strategic newsletter is available online at no charge. Visit his website at: www.customer-service.com.

November 2017 • Dealer Communicator 38 • Improvement Center • November 2017

Market What You Can Do for the Small Business Owner

products and/or services that are superior to your competition. For instance, do you have a merchant solution that is worth one’s time in preventing chargebacks? If by John Foley, Jr. so, you’ve got a winner on your (The Social Media Guru) hands. For those not aware, chargebacks can cost businesses When offering different merchant millions of dollars. In running services to small businesses, give a small business, the owner them the best. From merchant allows customers to use their accounts to marketing and social credit cards. In turn, some of media, show why you are better. those customers fail to make the With that in mind, are you doing payment. They decide they do that these days? If not, why is not want the item(s) purchased that? Be the vendor who makes or never intended to pay for them the small business owner feel in the first place. Either way, the like you’re the best outsourcing small business owner receives choice. That said, marketing plays the bill. If you offer a merchant a major role in such tasks. solution for this or other such Be the Small Business Provider problems, let small business That No One Else Can Be owners know. You can market To be that small business your brand through blog posts, provider that no one else is, pass press releases, social media and any vetting done by business more. owners. Some of the important The goal is to show small traits you want to have: business owners why your 1. Respect products and services are more Why is it that your brand gets respected. respect more so than others? Continued On Next Page It may be because you offer November 2017 • Improvement Center Dealer Communicator • November 2017 • 39

John Foley Article Continued 2. Authority As a business owner sees a vendor looking authoritative, that vendor has an advantage. You can earn authority in many ways. One of them is by writing stellar blog content for your website. You can also try and get that content published on other sites as a guest blogger. As more small business owners read the great things that you and your brand do, they are more inclined to reach out. Having an authoritative look and feel can do wonders for your image and sales revenue. As such, market that authority any chance you get.

great resources. You can also include such results in some of your social networking efforts. By showing small businesses that you are the one for the job, your phone or email should heat up. With those tips in mind, are you doing enough marketing to show what you can do for the small business owner. DC About the Author: Dave Thomas covers marketing and business topics on the web. Learn more about John Foley at JohnFoleyJr.com and interlinkONE at interlinkONE.com.

3. Results What good are you to any small business owner if you can’t show results? Your results should bring in increased sales and revenue for various companies. Do your best to promote your track record of success. Press releases, social media, and even video are all Improvement Center • November 2017 40 • November 2017 • Dealer Communicator

A MESSAGE FOR DEALERSHIP MANAGERS Getting The Most From Your Sales Reps In The Market You Serve by Bob Licari, BrainSell Services TERRITORY MANAGEMENT Territory Management will always play a major role in your success. Your goal is to make sure your sales reps are using proper time management skills; our hopes and expectations are that they will use their time and energy in ways to generate the most sales and profits. It is important for all of us, in sales, to correctly group and organize customers and prospects so that sales managers and reps maintain proper follow up procedures, sales tracking and overall management of key accounts. MARKETING & PROSPECTING It’s important to keep uppermost in mind that proper marketing

and prospecting strategies is what leads to making sales and staying ahead of the competition. It is a shame when I see a qualified sales team fail because they did not know how to effectively strategize and plan as a team because they didn’t review tracking performances write down a plan of engagement to improve....critical data for success. Without this routine, you can be assured of many missed sales opportunities. STAY FOCUSED & ORGANIZED Keep yourself organized and focus on arranging demonstrations and appointments with new prospects. After all, don’t ever forget it all boils down to a numbers game that you must play if you want to win. Continued On Next Page

Dealer Communicator • November 2017 • 41 November 2017 • Improvement Center

Bob Licari Article Continued ANALYZE, ANALYZE, ANALYZE Analyze past sales of your teams. Get close to your customers. Know why they chose to buy from you. In doing this you will learn what you need to know to be able to find other customers just like them. By understanding and really knowing your customers, you are in a place where your sales people will spend sales hours more efficiently. You will be rewarded with greater closing percentages. FOLLOW THE MONEY By being organized, and by helping your reps to be focused on the target, you will lead them into battle against the competition as winners. Good 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.

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November 2017 • Dealer Communicator 42 • Improvement Center • November 2017

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