October 2017 Edition of Dealer Communicator

October 2017

Dealer Communicator Manufacturer Sponsored NewsJournal

Offset // Digital // Wide Format - Signs

Bridging Manufacturers Worldwide With Print & Office Machine Dealers Wide Format and Sign Supply Distributors Mailing Machine Dealers

New Force Magnetics

PRODUCT FOCUS

V

V

Opportunities For Dealers General News

Direct Mail:

Equipment, Software, Supplies Starts on page 9

Platinum Sponsor

Issue Sponsors

Wide Format & Sign Supply

Another Look At 3D Printing

Manufacturing Directions, Inc.

Starts on page 15

Photo Write-Up See page 45

William B. Rudow Inc.

Dealer Communicator • October 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

Click “THE MAGIC BUTTON”

It will enlarge the FlipBook to FULL SCREEN for a truly enjoyable reading experience

Now... Click Arrows To Turn Pages

2 • October 2017 • Dealer Communicator

PERSONALLY SPEAKING BY

O. MIKE FICHERA, PUBLISHER

WELCOME TO THE 448th EDITION OF THE ONLY NEWSJOURNAL IN AMERICA DEDICATED TO SUPPORTING THE DEALER-MANUFACTURER CHANNEL SOMETHING NEW • SOMETHING BEYOND PRINT EACH MONTH WE’RE LAUNCHING A SERIES OF VIDEOS TO HELP YOU SUCCEED IN YOUR WORK AND PERSONAL LIFE (SEE BELOW)

Title: The 21 CLICK THE VIDEO BELOW TO VIEW THE FOURTH OF A SERIES OF LEARNING SESSIONS Irrefutable Laws of Leadership

BY BRIAN JOHNSON OF OPTIMIZE VIDEO

Dealer Communicator • October 2017 • 3

“More Inventory, More Choices of Magnetic Materials From New Force” New Force Magnetics Has

OVER 35,000 ROLLS of Flexible Magnetic Materials

NEW FORCE MAGNETICS

READY TO SHIP Step One: Stick It

Step Two: Print It

New Force Adhesive Back Magnetic Sheet is adhered to the wall.

A changeable sign is printed on magnetic receptive Transitional Graphics.

A Trustworthy Source For Magnetic Materials Ph: 303-565-3760 • Fax: 303-565-3762 sales@newforcemagnetics.com www.newforcemagnetics.com

Click here to dealer inquiry form

4 • October 2017 • Dealer Communicator

Step Three: Change It

To change the sign, a new message is printed on Transitional Graphics.

The old sign is easily removed and replaced by the new message.

Add Sign OFFE

Now Magne

Call F

& 48”

NEW

Magnetic Strip with or without adhesive

Jack Nellessen, President

New Business With The Same n Shops You Are Selling To Now ER TRANSITIONAL GRAPHICS

w Up To 60” Wide etic Receptive Materials To Create Removable Signage

For Free Samples Ph: 303-565-3760 Dealer Communicator • October 2017 • 5

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: Opportunities For Dealers In Direct Mail: ........ Equipment, Software, Supplies WIDE FORMAT / SIGN SUPPLY SECTION 15 ...Major Article: Another Look At 3D Printing: Another Business Opportunity ........ For Dealers - by Tim Greene 19 ...Dealer News 28 ...News 4 Dealers The Dealer Channel Improvement Center 41 ...Don’t Listen So You Can Talk, Listen So You Can Learn ........ by John Tschohl 43 ...Does Your Dealership Enforce Company Branding And Protocol? ........ - by Bob Licari 45 ...PRINT 17 Photo Write-Up

6 • October 2017 • Dealer Communicator

Leading The Industry In Pressroom Products Sold By Dealers Worldwide

Fountain Solutions PRINTERS PRIDE UNIVERSAL UFS SM UFS SM PLUS ULTRA FONT

Plate Cleaners GOLD MIRACLE AQUA BLUE PLATE SAV-UR PLATE CARE

Blanket & Roller Cleaners

PUTZ POMADE CRC...CHROME ROLLER CLEANER CLEAR GEL GLAZE REMOVER

Deletion & Additon Pens

• CTP 1000 For Metal Plates including CTP Violet & Thermal • CTP 2000 Additon Pens • Kodak Thermal Plates • Fuji Baked Plates • IBF Plates

PLATE CARE • One Step Finisher, Cleaner and Preserver for all metal plates including: – CTP – Thermal – Violet • Perfect replacement for Agfa’s FPC

Clear Gel Glaze Remover • • • •

Nonabrasive roller and blanket cleaner Prevents stripping and glazing Removes calcium and glaze Ideal for quick color changes

Putz Pomade The original deglazer

• Prevents stripping and glazing • Extends roller life • Use while the press is inked up • FOR XEIKON PRESS OWNERS Putz cleans OPC drums

Specialty Products Flexo Cleaner

• Cleans anilox and photopolymer plates • Mixes up to 1:10 with water

Gold Miracle • Starter / Cleaner / Conditioner • For Silver and Laser plates

Thumbs Up Hand Cleaner Formulated to remove even the toughest ink, grease, dirt, and stains.

It is solvent free and keeps hands soft.

available from our master distributors **in full and broken cases**

Phone 847-437-0087 www.lehmaninc.com

Phone 800-454-8426

Sales & CSR: 800-818-8275 • pvick@burnishine.com Roger Giza: 800-818-8275 • 847-356-0222 • rgiza@burnishine.com

www.burnishine.com

www.lithcoinc.com

Phone: 800-225-4835

https://shop.markandy.com/burnishine

Click here to dealer inquiry form Dealer Communicator • October 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

American Ultraviolet ................................19,23 MDI..........................................................11,24 Brackett ........................................................27 New Force Magnetics Co. 4&5,16,20,25,31,38 Burnishine.......................................................7 NPES............................................................37 Grafx Network...............................................29 Precision 3D Filament .............................17,36 Graphics of the Americas 2018 ....................33 PVC Spiral Supply....................20,21,30,31,38 Manufacturing Directions, Inc .................11,24 William B. Rudow, Inc..............................26,35 8 • October 2017 • Dealer Communicator

Opportunities For Dealers In Direct Mail: Equipment, Software, Supplies

Printed Advertising Has A Positive Effect On Buyers While electronic delivery (internet) of direct marketing is happening there has been a resurgence of printed mail, especially personalized materials. In spite of postage cost, companies that use directmail have found that printed materials have a positive effect on buyers. Even though the number of pieces sent through the mail has diminished, Direct Mail is still an effective and important selling method. In one study it is reported that the response rate to printed and mailed pieces is 5% while digital delivery of advertising through email, social media, twitter and online ads, yields a 1% return. If you doubt that....check the mail you’re receiving at home and at the office.

According to Mailing Systems Technology magazine the reason, especially amongst the Millennials ranging from ages 20-36, is

digital fatigue. Even the Millennials who were born into the digital age are living with digital overload. We are bombarded with emails every day, and have become accustomed to ignoring them completely or quickly scanning to choose ones that seem to matter. This includes us “old timers” (over the age of 30) where we are picking through the ton of emails mixing correspondence with advertising and other stuff we get daily.

Even companies that were ecommerce born, like Amazon, are now mailing printed catalogs as an additional selling vehicle along with a wide range of advertising pieces selling insurance, banking services, merchandise, homes, apartments, etc. One key change in this mail is the level of personalization Continued On Next Page

Dealer Communicator • October 2017 • 9

Product Focus continued

containing not only your name interspersed in the message but product information and graphics just for you. Also, the means of reducing mailing costs are being used as a further incentive to use the post office for distribution.

Periodicals, catalogs and direct mail pieces are sorted in accordance to postal routes along with often co-mingling pieces as a means of reducing postage costs.

All of this is done through software infused equipment complete with verification programs that makes sure all the personalized items in an envelope match.

A Hint at what is Available At the show in Chicago, Print 17, Dealer Communicator (DC) saw some mailing related products and trends that should be of interest to graphic arts dealers.

One thing noticeable were show booths demonstrating highly sophisticated digital printers that

not only allow the printing of envelopes but allows variable imaging and addressing. One new envelope press is the iJetColorPro from Printware, LLC (www.ijetcolor.com/). One unique capability of this Memjet inkjet printer is it can handle filled envelopes and prints full bleed imaging at speeds up to 7,500 per hour. The iJetColorPro system incorporates color management tools with a touch screen monitor to manage operations. It can handle envelopes up to 12x17 inches with a maximum full color image width of 8.7 inches.

Another new digital envelope press is from W+D North America Inc. (www.w-d.de/ en/home/). While not promoted as a variable image press the W+D HALM iJet is billed as the world’s fastest true industrialgrade, 5-color ink-jet envelope overprint press. 4 color CMYK plus one spot color Memjet production class inkjet technology prints up to 32,000 #10 envelopes per hour at 1600 x 1375

10 • October 2017 • Dealer Communicator

dpi and produces very high quality print output on standard white wove paper stocks. It utilizes the Xitrons print service based on the Harlequin RIP with color matching software for the matching of Pantone colors.

In the inserting world Pitney Bowes (www.pitneybowes.com/ us) introduced their new Epic 3.0 and short run Pulse inserting systems. The Epic 3.0 is a high

speed system capable of inserting multiple pieces including booklets along with touch screen setups used to reduce changeover times. The Pulse Inserter is designed for very fast changeover accommodating runs under 10,000.

Other inserters and mailing systems are from Bell and Howell

Continued On Next Page

...

A Trusted Logo

By Dealers That Sell & Service Floor Model Folding Machines Every roller backed by a guarantee of satisfaction

Proudly Made In The USA

By Manufacturing Directions Ask For Free Parts Catalog

Manufacturing Directions “The Dealers Choice”

11639 Township Road #76 Quincy Ohio 43343

Toll Free 800-634-0034 • Fax 937-585-5209

www.folderparts.com

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

Product Focus continued

and Buhrs, who make custom systems for volume mailers.

One company not at the show but very prominent in offering inserters and other related mailing equipment through dealers is Inscerco Mfg. Inc., providing quality design and engineering to the mailing industry for over 32 years. Their Crestwood, IL factory manufactures two product lines: MailCrafers envelope inserters for the direct mail industry and Ultra System letter openers and extractors for the remittance industry.

On the software side BCC, Quandient and Tec Mailing Solutions offered programs that handle mail sorting, duplication detection and other related activities including verification capabilities.

At Print 17, Meadows Publishing announced a partnership with Enfocus to provide fully

automated variable data workflows. For dealers who are not aware, DesignMerge Pro is a suite of plug-in modules that allow users to quickly and easily create variable data output from any Adobe InDesign document. Meadows is now a Certified Solution Partner for Enfocus Switch, a solution designed to automate repetitive tasks and reduce the number of touch points associated with receiving, sorting and processing files. Errors are eliminated and throughput increased thanks to the seamless integration with DesignMerge Pro. More at www.meadowsps.com/ automation.

Terminology Defined As Dealer Communicator (DC) looked at the elements needed for mailing departments we got caught up in unfamiliar terminology. Then we came across a glossary of postal terms from Mailing Systems. Like other products offered by graphic arts dealers knowledge is important. So check

12 • October 2017 • Dealer Communicator

out this site http://mailingsyste mstechnology.com/article-4101Postal-Terms-Glossary.html. You may want to pass this on to your customers as well.

What Some Industry Dealers Sell The mailing end of the printing business also offers many opportunities in selling used equipment. DC took a look as a couple of dealers specializing in Direct Mail systems and equipment to get an idea on what is being sold. It gave us some good ideas that we want to pass along. So check out Consolidated Services (www.mailingequipment.us/); Capital Mailing Equipment (www.capitalmailingequipment .com/); Mailing Supplies.Com (www.mailingsupplies.com/ mailers.htm) to get an idea of the full range of products dealers will need to service the Direct Mail market. It will also give you an idea on the types of pre-owned equipment available.

Check Out The Opportunities In the past direct mail was considered to be a specialized business where the addressing, inserting and distribution of volumes of mail were handled by a few specialists. But, today, sophisticated mailing systems allow all the steps it takes to create personalized mailing pieces to be done by most printers or corporate marketing departments (In-Plants). This opens up dealer opportunities to sell envelope printers, inserters, labelling machines, tabbers and even postage meters together with related mailing software and verification systems to a wide range of potential printer, corporate inhouse and retail businesses with marketing departments. DC

Dealer Communicator • October 2017 • 13

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 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

To connect with us click here 14 • October 2017 • Dealer Communicator

WIDE FORMAT

& SIGN SUPPLIES Another Look at 3D Printing another business opportunity for dealers

By Tim Greene, IDC Director of Wide Format Printing Consulting Services

One of the most interesting developments has been the evolution of what we call the “eco-system” – the software, hardware, and materials that are in use in the most current 3D printers, BEWARE. There are bare-bones 3D printers that would take a mechanical engineering degree to operate. But now there are lots of options for truly simple to operate 3D printers. I have a $300 New Matter 3D Printer that is so easy to use my five year old can operate it.

There’s a web interface for controlling & troubleshooting the printer, guides on loading filament and doing maintenance, and more. New Matter has a lot of filament colors to choose from

but I could go to a 3rd-party and pick from a huge variety of filament products that suit a ton of different applications. 3D printers had to get easier to use, and use efficiently, for them to go mainstream, and that is happening.

Advantages Of Color Color is an area that is just starting to pick up speed. The advantage of color 3D printing is that it can save a lot of time in making accurate color prototypes. Most 3D printers use one color, some more expensive options use more than one color, and even more expensive options are able to print multiple colors. Full-color

Continued On Next Page

Dealer Communicator • October 2017 • 15

WIDE FORMAT SECTION 3D printing is where the market is headed and the recent launch of full-color 3D printers from XYZPrinting and Mimaki are examples of 3D printers that use inkjet technology to produce the millions of colors that inkjet is capable of.

XYZPrinting’s machine, the da Vinci, is available now and the Mimaki printer is expected to be available by the end of this year.

Production Printers The other area that is very important to the future of 3D printing is the development of productionoriented solutions. In the past, 3D printer manufacturers created models which took hours instead of days. They are still fairly slow.

One of the biggest developments in the 3D printing market over the past year has been the creation of production solutions. Essentially, these solutions gang up 3-, 4-, 5- or more 3D printers and provide automation that makes these

printers into small manufacturing cells. One of the advantages of this is that a company may be able to build on the 3D printers they have already invested in to create this kind of solution. A number of 3D printer manufacturers like 3D Systems, Stratasys, Formlabs, Carbon, and Ultimaker have developed solutions for the creation of these production systems.

A lot is happening in 3D printing.

For equipment dealers it seems that no matter what type of customers you serve, there are technology innovations that make 3D printing a compelling business for you to look into. 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

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 16 •• October October 2017 2017 •• Dealer Dealer Communicator Communicator 16

WIDE FORMAT SECTION

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

Next Month’s Wide Format Section Editorial Focus:

Packaging

What Distributors Need To Know To Get Into The Game Dealer Dealer Communicator Communicator •• October October 2017 2017 •• 17 17

Why Rent When You Can Own A Massive List Of Dealers & Printers In Mexico? ******************************************************************

The database contains 7,709 printers in 14 categories and 2,100 dealers and distributors that sell graphic arts and wide format equipment and supply products. approximately 12 cents per contact

My name is Gil Carrillo, Global Access Marketing 40 Years Working The Latin American Market

We know that smaller U.S. manufacturers have an interest in selling products in Mexico, but have nobody on staff to speak, and/or translate messages in Spanish.

“FOR THE FIRST EMAILBLAST YOU SEND TO THE LIST YOU PURCHASE, I WILL WRITE YOUR MESSAGE IN SPANISH. And, will provide you a translation to buyer response using terms appropriate to the Mexican market.”

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

Contact Us ***************************

Fichera Publications U.S. Phone : 800-327-8999 • International Tel. +954-971-4360 email: ofichera@aol.com Click here to dealer inquiry form 18 • October 2017 • Dealer Communicator

Largest Independent Ricoh Copier Dealer Since opening our doors in 1969, we have prided ourselves on providing our customers with superior office imaging solutions. This commitment led us to become the first independent Minnesota Ricoh copier dealer in 1981,

thereby forming a lasting partnership with one of the best equipment manufacturers. Nearly 36 years later, Metro Sales is pleased to announce that we have been recognized as the largest independent Ricoh copier dealer in the United States. Out of the over 400 dealers in the Ricoh Family Group, Metro Sales had the high-

Continued On Next Page

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

DEALER NEWS Continued est sales revenue and as a result, earned Ricoh’s coveted 2016 National Award of Excellence.

Michigan Solutions Celebrates 60 Years In The Office Technology Business Serving Organizations In Michigan

mission is unwavering to be the most dependable Office Technology company within Michigan providing consistent, outstanding solutions and service backed by the industry leader, Xerox.

“I am greatly humbled and I recognize that this milestone is directly connected to the loyalty Michigan Office Solutions (MOS) of our customers, dedication of Celebrates its 60th year in busiour employees, and support from ness. The vision remains steadfast our community. Our people truly to be recognized as the preferred make MOS great!” Ralph Slider, provider of Office Technology Solutions within Michigan. The Continued On Page 22

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

NEW FORCE MAGNETICS

See Our Product Ad In This Issue Pages 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 21

20 • October 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

Communicator • October 2017 • 21 Click hereDealer to dealer inquiry form

DEALER NEWS President MOS. Slider continued, “This is an exciting time for MOS. It’s not often you can be part of a company with such long heritage and have a chance to celebrate 60 years in business.”

center in Fort Lauderdale, Florida. Duets products are manufactured exclusively in the U.S. at Gemini’s state-of-the-art, Class-10,000 cleanroom extrusion and lamination facility.

Tubelite Partners With Gemini Opens Customer Service Center

Perfect Colors Partners With Inca Digital

Floridabased Tubelite has announced a distribution partnership with Minnesota-based Gemini, manufactures of dimensional letters, logos and plaques, in which Tubelite will stock inventory and distribute Duets by Gemini ADA and engraving stock products.

Tubelite will ship Duets by Gemini products from its Florida headquarters and its distribution

Specialist large format printer solutions supplier Perfect Colours has announced that it has been named as the UK distributor of Inca Digital, a wide format printer manufacturer, and their new Inca SpyderX dual flatbed/ roll-to-roll printer. Inca says the SpyderX builds on the heritage of the company’s Spyder 320 range, and the high-parformance Onset platform. The six-color-pluswhite SpyderX inkjet printer uses Inca ink, features 3.2 meter-wide flatbed and roll-fed capability allowing it to handle rigid and flexible substrates.

22 • October 2017 • Dealer Communicator

DEALER NEWS Continued MOEbiz One Of Nine Businesses Receiving The Thomas H. Scott Award Of Excellence The selections came from 44 nominations for the prestigious awards, which honor companies making significant contributions to the Ouachita Parish, LA economy through capital improvements, expansion, job creation, and community

involvement during 2016 and 2017. This year’s nominees collectively employ 4,967 people in Ouachita Parish and made capital investments of more than $105 million.

MOEbiz is one of the seven finalists in the medium business (between 11-50 employees) category. The Thomas H. Scott Awards of Excellence Reception Continued On Next Page

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See Our UV Coater Ad Page 19

Click here to dealer inquiry form Dealer Communicator • October 2017 • 23

DEALER NEWS is hosted by the Monroe Chamber of Commerce and the University of Louisiana.

Abel Soriano Wins the 2017 Charles Domokos Award This year, in honor of Charles Domokos, Modern Impressions founded the

Charles Domokos service technician of the year award.

Charles was a big part of Modern Impressions family for over 30 years. He retired in June 2017 and passed away of a heart attack in October, 2017.

Charles was a true blessing to all of us and we are very honored to continue his legacy with this award to be given to one of our

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 24 â&#x20AC;˘ October 2017 â&#x20AC;˘ Dealer Communicator

THIN IS IN

DEALER NEWS Continued

technicians each year. This year the Award went to Abel Soriano, who also celebrated 15 years with Modern Impressions. For those of you who know Abel he is an outstanding servant to God, customers, fellow employees and his community. Charles was Abel’s mentor, coworker and friend. He was quite honored to be the first to receive the Charles Domokos Award.

New Force Magnetics Introduces NEW .015”

Thin, High Energy Printable Magnetic Material

N. Glantz & Son Announce Winners of the Glantz/3M Race To The Kentucky Derby Sweepstakes

Benefits For Sign Shops, Printers, and Dealers

N. Glantz & Son, along with their strategic partner 3/M, are excited to announce the winners of the 2017 Glantz/

Call For Free Samples 303-565-3760

Continued On Next Page

• .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

A Trustworthy Source For

NEW FORCE MAGNETICS Co. Magnetic Materials

Ph: 303-565-3760 • Fax: 303-565-3762 • sales@newforcemagnetics.com www.newforcemagnetics.com

Click here to •dealer inquiry Dealer Communicator October 2017 •form 25

DEALER NEWS 3M Race to the Kentucky Derby Sweepstakes. Congratulations to Architectural Designs and Signs (Corona, CA) And Esco Manufacturing (Watertown, SD) on being the lucky winners of the 2017 Kentucky Derby Sweepstakes!

N. Glantz has teamed with 3M to provide their winners with the ultimate Kentucky Derby experience! Two lucky winners

will receive an all expense paid Kentucky Derby Package over $20,000 estimated value.

JJ Bender Announces New Hire JJ Bender has announced the appointment of Josh Stasko to the position of Deputy Purchaser of Production Digital Equipment.

Jeffrey Bender, founder of JJ Bender, said, “Our business of buying production digital equipment and ink jets has grown dramatically over the last year. Adding Josh to our team will help JJ Bender continue to grow at this exciting pace.”

William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry form

JJ Bender is the premier buyer and seller of production level digital equipment, working with users, dealers, and manufacturers worldwide.

DC

26 • October 2017 • Dealer Communicator

NOTE PADS AND RED HOT PADDING MACHINES THAT OFFER DEALERS

MORE to offer printing customers

MORE

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 Dealers ALSO

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

1910-2017 A Century of Trust 800-255-3506 • 785-862-2205 Fax: 785-862-1127 • mmurray@brackett-inc.com www.brackett-inc.com

Click here to dealer inquiry form Dealer Communicator • October 2017 • 27

News

4 Dealers

Ultraflex Welcomes New Sales Managers Ultraflex Systems, Inc. welcomes Diane Meyer as Western Territory Sales Manager.

She joins the Ultraflex sales team with years of experience in sales and service.

Her diverse background with sales and service to the digital imaging market proves to promote Ultraflex’s partnerships with its customers.

Matt Cook joins the Ultraflex sales team as the new Midwest Territory Sales Manager. His industry experience as a graphic sales specialist allowed him to build a territory form the ground up.

Avery Dennison Appoints Ritzdorf Avery Dennison appoints Gernot Ritzdorf, VP Sales, Label and Packaging Materials (LPM), North America.

In this role, he leads the business’ field sales, technical sales, customer service, and technical support teams for LPM. Ritzdorf brings 12 years of experience in the company, with various roles including leading both regional and global sales organizations.

Jain Americas Promotes Jon Silver To National Sales Manager

Jain Americas is proud to announce the promotion of Jon Continued On Page 30

28 • October 2017 • Dealer Communicator

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

News

4Dealers

Silver from Midwest Regional Sales Manager to National Sales Manager. Since 2006 Mr. Silver has been responsible for managing sales and customer relationships for Jain Americas throughout the Midwestern U.S. and Eastern Canada, which he’ll continue. As National Sales Manager, however, Mr.

&

Birthday Anniversary Announcements

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Click here to dealer inquiry form 30 • October 2017 • Dealer Communicator

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Continued on next page

Silver now has additional responsibilities that include overseeing a sales staff, and sales representatives, across the entire U.S., Canada, and Latin America.

He will also coordinate marketing initiatives; oversee distributor training; represent Jain Americas at industry events, including IAPD, SGIA, shop! GlobalShop, and others; and manage OEM specifications and quality control.

Edge Business Systems Named Partner Of The Year EDGE Business Systems, a Xerox Authorized Dealer, was named the 2016 Xerox Document Technology Partner of the Year.

This recognition is given to the Document Technology Partner whose body of work in revenue, growth, partnership, investment and operations came together to demonstrate significant

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Dealer Communicator • October 2017 • 31

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4 Dealers

achievement during 2016. This is the second consecutive year that EDGE has received the Xerox Document Technology Partner of the Year.

New Partnership For Meadows Publishing Solutions

Meadows Publishing announces their new partnership with Enfocus as a Certified Solution Partner for their DesignMerge VDP software. The first offering under this partnership is a

Thought of the Month Prayer is about changing you not changing God.

DesignMerge integration with Enfocus Switch, which allows for the creation and deployment of fully automated VDP workflows.

“We developed the DesignMerge Pro configurator to address the needs of our variable data clients that are already processing large amounts of VDP, and are looking for more automated and customizable solutions.”, said John Kriho, president of Meadows Publishing Solutions.

“After reviewing a number of workflow products, we decided that Enfocus Switch was the perfect fit for integration with our DesignMerge suite of software.”

Dealers Will Need To Acquire Sales Talent With Experience Fabrizio Soto, the General Manager of OKI Data’s Wide Format Division says this,

32 • October 2017 • Dealer Communicator

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“Successful initiation into the wide format arena requires the investment and commitment of time, energy and resources, and dealers should do their due diligence to determine whether it is truly a sound business decision to embark upon the journey.

Dealers will need to acquire sales talent with experience in wide format printing applications and support. Moreover, commitment of resources requires finding the best talent, support and service training.

Dealers can also expect to deepen their relationships with their customer base.

Three Questions. . .

Brian Corcoran, Controller/ Operations Director, The PostStar poses these three questions whose answers can help guide you through the labyrinth of change. Question #1: What has been your greatest challenge and how did you overcome it? This question will help define your strengths and abilities. Question #2: Where do you see the future The smart move is for dealers of print production? This question to enter into the wide format will help define your intuitive territory slowly and with a full understanding of the requirements instincts. And finally, question #3: What printing technologies necessary to sell and support are you most excited about? This these devices. Dealers who question will help you define your expand into wide format reap passion. Knowing the answers the benefits of an advantageous to these questions can help guide ROI on the service side with you through to your future goals. less needed resources, low maintenance and a low capitol expense with parts inventory.

34 • October 2017 • Dealer Communicator

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Continued on next page

Hearing Ends, Now A Different Path For Appleton Coated’s Future

A hearing ended Monday after nearly seven hours of discussion, to decide the future of Appleton Coated and its more than 600 workers. It looks like the future could be a little bit brighter for those workers.

The plant is in Combined Locks, WI and makes products for high-end commercial printing, and text books. It was auctioned off last week.

Appleton Coated employees left Outagamie County Court Monday feeling hopeful and vindicated.

“We now have the time for people to

finish their due diligence and for companies to make proper decisions,” said the United Steelworkers Local President Tony Swanningson.

The top bidder in last week’s auction for the mill was Industrial Assets, a California-based liquidation company. It agreed to buy Appleton Coated for $21 million.

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William B. Rudow Inc.

www.suckers.com info@rudow.com

Click here to dealer inquiry form Dealer Communicator • October 2017 • 35

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Tower Products Advances Fountain Solution Technology For LED UV Printing

Tower Products, Inc., a leading manufacturer of environmentally sensitive pressroom chemistry offers Millennium 7000, a zero

JUMP INTO

VOC fountain solution for use on high speed sheet-fed presses; and specifically for printers that are using LED UV inks.

The product is yet another Tower solution helping printers to comply with complex environmental issues in the greening of their pressroom.

Tower brand pressroom chemical products are only available through authorized Tower dealers.

3D

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With Both Feet

Precision 3D Filament (A PVC Spiral Supply Enterprise) Offers Dealers An Opportunity To Enter The 3D Business With A Full Line Of 3D Filament Supplies.

Email: lonnie@precision3Dfilament.com Telephones: U.S. 800-461-9301 ... International 1+208-377-9301 Click here to dealer inquiry form 36 â&#x20AC;˘ October 2017 â&#x20AC;˘ Dealer Communicator

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Click here to dealer inquiry form Dealer Communicator • October 2017 • 37

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Trotec Announces Open House Events

Gerber’s Sam Simpson Retires After 50 Years

Plymouth, Michigan-based laser engraving and cutting equipment maker Trotec Laser announces the dates of its upcoming trade show and open house events held at various locations across the U.S., offering visitors the opportunity to see its laser system technology in action. For the full schedule or for more information, visit www.troteclaser.com.

Gerber Technology, which makes products serving a variety of industries, including sign and graphics; manufacturing and industrial; government; aircraft interiors; and many others, announces the retirement of Sam Simpson after more than 50 years in the sewn product industry.

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38 • October 2017 • Dealer Communicator

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DATES TO REMEMBER FOR INDUSTRY EVENTS

SGIA EXPO 17 Oct. 10-12, 2017 Ernest Morial Center, New Orleans, LA Contact: 888-385-3588 Visit: www.sgia.org

Digital Packaging Summit 2017 Oct. 23-25, 2017 Ponte Vedra Beach, FL Contact: 781-910-3671 Visit: www.digitalpackagingsummit.com IPEX 2017 Oct. 31-Nov. 3, 2017 The NEC, Birmingham, U.K Contact: +44 (0) 20 7017 6986 Visit: www.ipex.org

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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 Bob Licari

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

SALES CORNER

Don’t Listen So You Can Talk, Listen So You Can Learn

By John Tschohl

Customer Service is ALL about listening. According to Bernard Ferrari, author of “Power Listening: Mastering the Most Critical Business Skill of All”, good listening is the key to developing fresh insights and ideas that fuel success.

Organizations should choose front line employees for their social poise and their ability to communicate and they train them in what they can and can’t say to help the customer. If they fail to choose customer service employees for their natural abilities to listen and empathize they are missing an opportunity for customer relationship building.

“You learn when you listen. You earn when you listen—not just money, but respect.”— Harvey Mackay

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Dealer Communicator • October 2017 • 41 October 2017 • Improvement Center

continued

In my book, Feelings, I asked, “Do you listen to your customers, and honestly try to help them?” For example, when I go into a crowded restaurant and give my name to the host/hostess, I don’t want them to simply take down my name. I want to know a realistic estimate of how long it will be before I’m seated.

Good listeners…

• Are genuinely curious about what’s going on for you.

• Are patient and don’t interrupt • Give their full attention • Let you know they follow what you are saying by nodding in agreement • Don’t judge or criticize • Don’t relate everything you say to their own personal experience Things are good at Apple: If you walk into an Apple store you will be greeted by a sales staff member and asked, “What would you like to do today?” They go right to the heart of any technology user’s question.

They listen. Once you explain your needs, they take care of it … on the spot in most cases. If you need more hand holding, they turn you over to the Apple Geniuses.

By adhering to their basic principles of constantly offering great customer service and in-store experiences, Apple reported $8.78 billion profit on $45.4 billion revenue for 3Q 2017.

“The best way to understand people is to listen to them. How would you rate your listening skills?”--John Tschohl 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. He can also be reached on Facebook, LinkedIn and Twitter.

October 2017 Center • Dealer 42 • Improvement • Communicator October 2017

Does your Dealership enforce company branding and protocol?

by Bob Licari, BrainSell Services Does your Dealership enforce company branding and protocol?

If not, you are going to run into problems somewhere down the line, more likely sooner than later! Your Dealership, no matter what your industry or product, needs to have ground rules and policy established and enforced from the very start.

Once these corporate procedures are established and implemented, the benefits they will generate for your company will go on if they are employed as company policy, so don’t play down the time and effort it will take to do things right from the start.

Set up your company “brand” exactly as you want yourself presented to the public and maintain it. Consistency is

mandatory for brand protection.

Decide on your business card format, letterhead and stationary formats, colors and paper requirements. Once determined, stick to it across the board.

Without “brand” consistency you will not grow your business to the next level. Of course, you always hear of someone who did everything opposite the rules and never followed “branding rules” yet managed to find success. Well folks, they are the lucky ones if they really do exist. For most of us out there proper “brand” development, protection and marketing will prove to be the recipe for our success. The better these things are done, the better the rewards.

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Dealer Communicator • October 2017 • 43 October 2017 • Improvement Center

Bob Licari Article Continued Develop your own procedures in what you do. Give a little extra to be remembered; your customers will appreciate the noteworthy efforts. Develop a style and the way your dealership does things that will make you stand out.

Whether it is a routine service call or a product demonstration, be better than what is acceptable and be remembered. Growing your business requires a strong foundation and even stronger policy and procedures. Sticking to what you know is right will, over the long haul, prevail. Success always requires effort.

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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44 • Improvement October 2017 Center • Dealer • October Communicator 2017

People & Happenings At

for a truly enjoyable reading experience Click “THE MAGIC BUTTON” It will enlarge the FlipBook to

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“Omike”

“Omike” Fichera with Richard Durr of Graph-Tech -USA

Lester Mallet and Joe Benenati proud of the work they did at Print 17

Dealer Communicator • October 2017 • 45

Doug Sosnowski and Elizabeth Sosnowski of Integra Machine

Mike Mortell, Lehman Inc, Rocky Knoble, Calcium Slayer with Yoshi Ito, Nikken Chemicals

The sold sign at the Match Machinery booth says it all.

(L-R) Keith Botts, Jeff Match and Lisa Ribiero of Match Machinery

“Omike” Fichera, Gerald Nathe (ret), and our wonderful David Steinhardt of IDEAlliance

Kevin Khatta and Jeffrey Fjeld of Heraeus Noblelight 46 • October 2017 •America Dealer Communicator

Randy Peters, The Mosaica Group

Kris Caughron and Michael Brooks of Brooks Printing Equipment

John Walters, Culver Enterprises with Chris Mitrzyck of Quog Ellex

Terry Dickey of Drylam doing a demo

Bill Gaspelin, Drylam

Sean Usoff, International Baler Corp with “OMike” Fichera Dealer Communicator • October 2017 • 47

John Kriho, Meadows Publishing, shows his ad in Trade Show Times as the reason a buyer came directly to the Design Merge booth to talk business. Happy about that is “OMike” Fichera, Publisher of Trade Show Times

Greg Rose wearing a large smile indicating A Good Show

Microcut announcement; (L-R) Tom Wood retiring after 45 years in the industry. Richard Peereboom takes the helm at Microcut and Jeff Marr cuts back on work days

The Martin Yale Print 17 staff; (L-R) Shaun Butler, Dave Roman, Mike Boarman, Greg German, Nathan Mains, David Gilbert, Carlos Lawrence

(L) Joseph Velasquez answering questions about his CTP system 48 • October 2017 • Dealer Communicator

Susan Hilliard of Challenge Machinery Co. with somebody who looks vaguely familiar Jock Farra demonstrating 3D project to Lonnie Bramon, PVC and buyer

Anne and Martin Charonneau pleased with sales at Print 17.

Son Thomas a bit skeptical Mark Your Calendars For Next Years’ GRAPH EXPO 2018 Sept. 30 - Oct. 3 McCormick Place Chicago Dealer Communicator • October 2017 • 49

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