Canvas Magazine | Beat The Clock | September 2016

SEPTEMBER 2016

IN THIS ISSUE

Content and the customer journey

What is your shelf life?

On point with Mark Vickers

Faster start. Better finish.

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SEPTEMBER VOLUME 10 • ISSUE 9 • DIGITAL EDITION

INSIDE

02 10 20 3 STATEMENTS AND A CLOUD OF DUST Editor’s Note

BEAT THE CLOCK

Tips for better managing your time

Q&A: MARK VICKERS

Communications consultant & Certified Speaking Coach

CANVAS

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Editor’s Note| Best of Notes BOILERPLATE

3 STATEMENTS AND A CLOUD OF DUST

Three statements. That’s what Kevin Plank says he uses to run his company.

“This is what I heard.” “This is what I think.” “This is what we’re going to do.” Truth be told, the founder and CEO of Under Armour encourages all of his managers to use this approach.

The strategy is about making sure people’s voices are heard. Did I hear you? Did I understand your meaning?

And then, Plank says, clarity. Everyone must have a voice, and everyone deserves clarity. These are the tenants of leadership and culture that increase performance, satisfaction and speed.

Nearly 20 years after Plank started making T-shirts in his grandmother’s Georgetown basement, his Under Armour brand has leapfrogged every single one of his competitors, including Nike, whose revered Swoosh once dominated the sports apparel, performance and footwear market.

What is the secret? Plank says he likes to bet big. Sometimes you win; sometimes you lose. And while he will admit to not always having all the answers, the key is giving it everything you have. In a recent conversation with his executive team, Plank said, “I don’t have to be right. I just want to win.” It doesn’t have to be his idea. He just wants the best idea.

And then his team will bring it to life.

There are a lot of lessons to be

learned from the entrepreneurs who put everything on the line to walk through the fire that too many others fear. Maybe that’s why Plank’s secret to succeeding in a market that seemed unwinnable should be so clear. Maybe that’s why with a brand slogan that adamantly states, “We must protect this house,” Plank and company can serve as an inspiration in our plight to win when the odds state otherwise.

There are a lot of lessons to be learned from the entrepreneurs who put everything on the line to walk through the fire that too many others fear.

You want more proof? Well, he is at it again. Plank recently purchased 100 acres in Baltimore to build a $5.5 billion development project consisting of 45 city blocks and more than two miles of riverfront property. The project will not only serve as the heart of his $27 billion empire, but also the first step in the revitalization of a city that has lost its way.

I remember sitting with Kevin Plank in a trade show booth in Atlanta during the early years of his company. He

spoke openly and honestly about his mission to make a name for his brand in the then highly competitive sports apparel performance market. Back then; he said all he needed was time and patience for his vision to play out.

In our cover story, "Beat the Clock," leadership thought leader Jackie Gaines shares tips for better managing your time. Finding the spaces in your day to better craft the crispness of your strategy and build your culture is imperative today.

As you head in to the planning for the 2017 vision of your company, set some time aside to think through all the fine points.

As Plank can attest, you’ll be glad you did.

Michael J. Pallerino, Editor @mpallerino

ALSO INSIDE BOILERPLATE

04

STAT PACK

06

Cross-channel warriors

Study shows campaign initiatives are growing

08 Shelf life

Best of notes

Follow the leader

Study shows content's importance through customer journey

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CANVAS SEPTEMBER 2016

BEHIND THE CURTAIN

18

News from around the industry

Quote here

Editor’s Note| Best of Notes BOILERPLATE

SHELFBest ofLIFE Notes Technology has a short shelf-life. For example, take that commercial a couple years ago where a woman buys a 3D TV, only to walk outside and see a truck drive by with a billboard promoting a new 4D TV. Her look of bewilderment is eerily similar to the feeling many of us have about our industry.

Business has changed, and that causes a disruption in skill sets. What’s more is the disruption comes so quickly that the adequacy of employee skills is in question across countless industries. In turn, the rapid pace of change not only means certain roles are going to evaporate but that the skills for the remaining roles also will change significantly.

According to the most recent “Future of Job and Skills” report, “On average, by 2020, more than a third of the desired core skill sets of most occupations will be comprised of skills that are not yet considered crucial to the job today. Overall, social skills – such as persuasion, emotional intelligence and teaching others – will be in higher demand across industries than narrow technical skills, such as programming or equipment op- Simply put, the impact eration and control. In essence, technical of technological and skills will need to be supplemented with other changes is strong social and collaboration skills.”

The good news is that the people who shortening the shelf-life can connect with others in a sincere and of employees across humble manner always will have a place the board. in this world. But just saying that sales is a sustainable role does not mean the way we sell won’t change. Engagement skills already have changed and will continue to morph. The real trouble is that the report highlights that most business leaders are aware of the pending changes, but have been slow to take action.

Look, guys. I have preached a “new way” for a long time now. We have talked ad nauseam about being a marketing service provider and not pigeon-holing ourselves around a product. In addition, the world resoundingly has said that we would rather cocoon ourselves with our closest allies and TiVo our way through life than be cold-called and go through the awkwardness of meeting new people. So, clearly the skill set to sell has not only changed, but it’s going to constantly change based on the way people want to buy.

It demands a mindset of constant learning, and an ego strong enough to endure the time it takes to become one of those allies. So, no matter what role you occupy today, it clearly will change. The question we must collectively answer is whether or not we will embrace this as an opportunity, or believe things are coming to a close and ride it out as long as we can.

As the report recommends, “The bottom line is that the talent to manage, shape and lead the changes underway will be in short supply, unless we take action today to develop it.”

Warmest regards.

Mark Potter, Publisher @MarkRicePotter

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CANVAS SEPTEMBER 2016

CONTRIBUTORS

Jackie Gaines

Executive Leadership Consultant, Studer Group

@studergroup Mark Vickers

Author, Sales Trainer, Speaker

@markavickers

GET IN TOUCH WITH US @THECANVASMAG @CANVASMAGAZINE THECANVASMAGAZINE WWW.THECANVASMAG.COM

THE CANVAS TEAM MANAGING EDITOR michael j. pallerino CREATIVE DIRECTOR brandon clark SALES/MARKETING mark potter

EDITORIAL BOARD lisa arsenault McArdle Solutions gina danner NextPage tom moe Daily Printing dean petrulakis Rider Dickerson david bennett Bennett Graphics

PUBLISHED BY CANVAS, Volume 10, Issue 9.

Published bi-monthly, copyright 2016 CANVAS, All rights reserved, 2180 Satellite Blvd., Suite 400, Duluth, GA 30097. Please note: The acceptance of advertising or products mentioned by contributing authors does not constitute endorsement by the publisher. Publisher cannot accept responsibility for the correctness of an opinion expressed by contributing authors.

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Insights| Infographic STAT PACK

Originals: How Non-Conformists Move the World

By Adam Grant

Going against the grain. It's a concept that thought leader Adam Grant takes to heart. In Originals, Grant addresses the challenge of improving the world as one who chooses to champion novel ideas and values that battle conformity and buck outdated traditions. With each turn of the page, Grant asks how we can originate new ideas, policies and practices without risking it all?

Using surprising studies and stories spanning business, politics, sports and entertainment, Grant explores how to recognize a good idea, speak up without getting silenced, build a coalition of allies, choose the right time to act, and manage fear and doubt. Learn from an entrepreneur who pitches his start-ups by highlighting the reasons not to invest, a woman at Apple who challenged Steve Jobs from three levels below, and a TV executive who didn’t even work in comedy who saved "Seinfeld" from the cutting-room floor, to name a few.

The payoff is a set of groundbreaking insights about rejecting conformity and improving the status quo. It's the type of thinking CANVAS believes is critical in the new business landscape.

THE MOST IMPORTANT THING IS TO HAVE DISCIPLINE. TO WORK OUT WHAT TO DO FIRST, WE ASK WHAT IS THE BIGGEST CUSTOMER NEED, AND GO SOLVE THAT. WE’LL DO ALL THE OTHER THINGS, TOO, BUT WE’LL DO THOSE IN THE RIGHT TIME AND MOMENT. – McDonald's CMO Deborah Wahl on how the brand navigates its digital transformation journey

61

The percent of marketers think that Big Data engagements and intelligence (smart recommendations, next best actions, etc.) will have one of the biggest impacts of any emerging technology on the customer experience and their organization overall, according to the "Context, Commerce + Customer: Best Practices to Exceed Expectations Report" by the CMO Council and SAP Hybris. The report was based on a survey conducted of 170 senior marketing leaders from around the world.

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CANVAS SEPTEMBER 2016

CROSS-CHANNEL WARRIORS

Study shows campaign initiatives are growing

When it comes to the customer journey, social and email (which is up 270 percent over last year's numbers) are performing extraordinarily well, according to Kitewheel's "The State of the Customer Journey 2016 Report." The study, which procured data from more than one billion real-time, cross-sector brand and customer interactions, captured via Kitewheel’s Customer Journey Hub, reveals that brands are investing more heavily in Omnichannel campaigns than ever before. Following is a look at what ranks where in their Omnichannel experience:

48% Social 23% Email 20% Web

7% Phone

1% Mobile 1% Store

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Insights| Infographic STAT PACK

FOLLOW THE LEADER Study shows content's importance through customer journey

Okay, let it be written that there now are few places within the customer journey that can’t be bolstered by content, according to the "Content Marketing’s Evolution: The Age of Hyper-Personalization and Automation” report by Seismic and Demand Metric. The study, which surveyed more than 180 B2B enterprise stakeholders, shows how content, especially personalization, throughout the customer journey — from first-touch to close — is so important. Here's a look at what marketers cited as the most important areas for their B2B content objectives:

64%

Sales team support and enablement

70%

Lead generation

58% Thought leadership

56% Web traffic generation

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CANVAS SEPTEMBER 2016

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PERSPECTIVE

P10 CANVAS SEPTEMBER 2016

Feature Story

By Jackie Gaines

ime. Ask today’s printing professionals what they could use more of, and you'll most likely get that answer in every instance. In the frantic pace of the digital age, where customer to-do lists play out like a game of “Beat the Clock,” time is something everyone seems to be short on now.

Remember when we thought technology would help create more leisure time? Here’s the challenge – Figure out how to make the most of your waking moments, and things may be far more productive.

Success at work and in life often comes down to one thing – developing better time management skills. Minutes are scarce these days. And the truth is that you always are going to have obligations, deadlines and responsibilities.

Learn how to handle them, and you can win the war on time.

Following are tips you can use to keep your customers and your employees on track:

Learn to know when to let someone else handle a task.

It can be hard to relinquish control, but it’s also necessary to delegate.

CANVAS P11

Beat the clock

CHOOSE HUMAN CONNECTION OVER TECHNOLOGY While technology has improved our lives, it comes with its own set of problems. Sure, texts and emails are convenient, but they create room for confusion and miscommunication. Whenever possible, go face-to-face to get your message across clearly.

SET ACHIEVABLE GOALS EACH DAY Even the most thoughtfully constructed to-do list is useless if it’s too ambitious. What's the point of writing down unachievable tasks? Make your daily goals small enough that you can actually get them done. Remember that you can always do more if you have the time.

GIVE MULTITASKING THE AX There are times when multitasking can be ineffective and counterproductive. People work best when they give focused attention to the task at hand. If the task is important enough, work it and give yourself permission to forget about other priorities until it is done.

LISTEN UP! Active listening consists of being present and engaged when communicating with another person.

But it's not as easy as it sounds. It's common to forget to listen after you speak your thoughts, and you often lose important info as a result. When you’re talking with a coworker, manager or anyone else, be sure you turn off that pesky inner monologue and focus when it is the other person's turn to speak.

Success at work and in life often comes down to one thing – developing better time management skills.

DON'T BE A SHEEP While maintaining the status quo often is a good thing, there may come a time when it’s advisable to stop following the herd and innovate in the name of productivity. If you can envision a way to work smarter and better, you may just create new best practices that inspire others to save time and increase quality.

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Beat the clock

STOP SHUFFLING PAPERS Most of us waste a lot of time shuffling papers from one pile to another. Chances are that your plate is full of things you don't know what to do with. Stop this maddening cycle by touching each sheet of paper just once and figure out the appropriate action. Put it in a to-do pile so you can deal with it immediately.

STOP OWNING OTHER PEOPLE'S STUFF How often do you hear yourself saying, "Never mind, I'll do it myself"? More often than you'd like, right? The solution is to hold others accountable for their responsibilities. That means everybody.

Let "never mind..." be the exception instead of the rule.

LEARN TO DELEGATE Learn to know when to let someone else handle a task. It can be hard to relinquish control, but it’s also necessary to delegate, especially if you're in a leadership position. Remember that delegating is not admitting you can't handle your responsibilities – not at all. Rather, it's about maximizing the potential of your entire workforce.

HAVE SOME FUN It's important to remember that stressed-out people aren't all that productive. You must learn to relax and schedule "recharge time." It helps prevent burnout.

Be sure to try and make work fun. Find ways to infuse a little light-hearted play into your workday.

Remember that you have two choices when trying to manage your time. You can either let your priorities and obligations run your life, or you can take charge of your minutes and let them work for you to achieve your goals in a timely manner.

While you won't ever succeed long-term by racing the clock, you can drop your bad habits, improve ineffective practices, and kick stress to the curb so that your whole life improves.

Jackie Gaines is a high-performing senior executive with a progressive career encompassing more than 38 years of sustained leadership and accomplishments. She also is the author of several books, including “Wait a Hot Minute! How to Manage Your Life with the Minutes You Have,” and “Destination Infinity: Reflections and Career Lessons from a Road Warrior.”

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MISS AN ISSUE? CHECK OUT THE ONLINE ARCHIVES. WWW.THECANVASMAG.COM

BEHIND THE SCENES

Awards & Recognition | Around the industry

Around the industry 4over Inc. has signed an agreement to be the first adopter in the United States of the Komori Impremia NS40, a sheetfed inkjet press equipped with Landa Nanography, a new digital printing category employing water-based inks. The Komori Impremia NS40 is a groundbreaking digital printing system that combines the versatility of digital with the quality and speed of offset printing at unmatched cost per page.

Shutterfly, the leading manufacturer and digital retailer of high-quality personalized products and services, has leased 25 new HP Indigo 12000 Digital Presses, marking it the largest customer installation in HP Indigo history. Shutterfly plans to shift production to the HP Indigo 12000 fleet this summer to prepare for peak holiday season production of photo-specialty applications, such as custom photobooks, greeting cards and calendars. To take full advantage of their expanded digital B2 production line, Shutterfly also is adopting three Horizon SmartStackers, which provide automated cutting, trimming, collating, and stacking for faster job turnaround, reduced waste and fewer errors.

Educational programs Printing Industries of America (PIA) has launched a new Group Purchasing Initiative for skills training through its iLearning Center training center. The program will provide affordable and accessible training opportunities for organizations within the printing industry at a bulk purchase rate.

Normally $295 per individual, the new rates allow for significant cost savings to the employer. PIA member companies can receive a reduced rate of $195 per seat when purchasing five or more subscriptions, and $175 per seat for 15 or more subscriptions. Non-members also may take advantage of the program at $260 per seat with a five-seat minimum, and $235 per seat with a 15-seat minimum. Additional price reductions are available for any company wishing to purchase more than 50 subscriptions.

The iLearning Center has more than 33 courses available in print fundamentals, pre-press, color management, customer service, sales and marketing, including an online version of the popular workshop, Orientation to the Graphic Arts, and six new courses by world renowned industry professional, Taz Tally. Courses, which are being added continually, will be accessible to subscribers at no extra charge.

For more information, contact Julie Shaffer at jshaffer@printing.org.

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Personnel moves Proforma has added industry veteran Heather DiPrato as senior VP of Strategic Business and Partner Development. DiPrato, former senior VP at Advertising Specialty Institute (ASI), will focus on recruiting top industry talent, cultivating strong vendor relationships and maximizing Proforma’s exclusive eCommerce and technology solutions.

Awards & Recognition Atlanta-based Veritiv Corp. was named for the first time to the Fortune 500 list of the largest companies based in the United States. With $8.7 billion in revenue in 2015, Veritiv ranks No. 323 on the overall list and No. 10 among Georgia-based companies. Veritiv was established in July 2014, following the merger of International Paper Company's xpedx distribution business and Unisource Worldwide.

Roland DG's recently launched wide format digital print devices – the TrueVIS VG Series and SOLJET EJ-640 – have garnered prestigious EDP Awards. The TrueVIS VG Series was named "Best Wide Format Print & Cut Solution, while the SOLJET EJ-640 was named "Best Wide Format Roll to Roll Printer up to 170 cm."

The TrueVIS VG Series is the culmination of Roland’s years of market-leading expertise in the field of integrated eco-solvent print and cut technology, combined with a host of new enhancements, including four newly developed FlexFire printheads to deliver precise, high quality print at production speeds and new GREENGUARD Gold-certified TrueVIS INK, which works in synergy with the printheads to optimize output. The 64-inch SOLJET EJ-640 eco-solvent printer was lauded for its cost-efficient and high-performance productivity, featuring dual staggered printheads, an integrated triheater system and strong chassis.

The European Digital Press Association (EDP), an association of the leading European trade magazines for digital production, selected the Omnifire 250 4D printing system from Heidelberger Druckmaschinen AG (Heidelberg) for its "Technical Committee Award."

Heidelberg plans to present the Omnifire 1000, the next generation of 4D printing for objects with a length of one meter and over, at InPrint 2016 in Milan in November.

The Chesapeake Economic Development Authority recently named Yupo Corporation America as its "2016 Business of the Year." Yupo, an industry leader and the largest manufacturer of synthetic paper in the Western Hemisphere, has administrative and sales offices located adjacent to its manufacturing facility in the Greenbrier section of Chesapeake, Va. Its markets include North and South America.

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BEHIND THE SCENES

Awards & Recognition | Around the industry

'Nothing can touch the J Press' Printers share experiences at FUJIFILM Inkjet Summit

When it comes to printers and FUJIFILM's J Press 720S, the stories of how the machine handles the day-to-day grind in the trenches can be inspiring. That's what played out during the recent "Production Inkjet Summit," hosted by FUJIFILM North America Corporation, Graphic Systems Division, at its Chicago Technology Center.

The two-day event, part of an on-going series showcasing innovative inkjet technology solutions to invited attendees, included hands-on demonstrations of the J Press 720S. As a collaborative information exchange, the Summit featured industry-relevant presentations, including a session on "Color Management," as well as "Inkjet and the B2 market," presented by Jim Hamilton, group director, On-Demand Printing and Publishing, Info Trends. The Summit also featured a customer user panel session of J Press 720S owners. Panelists included Jeff Hernandez, Classic, Rick Riegger, The Bernard Group, and Tony Bielecki, Gilson Graphics.

But the star of the Summit was the J Press 720S, which is quickly gaining market acceptance for printers looking for a digital inkjet solution that delivers the quality of offset prints with the versatility to handle the shortest of press runs. “We run jobs several times throughout the year for some clients," Gilson Graphics's Bielecki said. "The J Press 720S matches the color perfectly every time.”

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WHAT’S GOING ON? LET US KNOW! GET YOUR NEWS HERE.

People news. New products. Trends shaping the way our industry does business. If you have a news item, CANVAS wants to hear about it.

All you have to do is email us the information and a photograph, and we’ll do the rest.

Send your information to michael@thecanvasmag.com.

CANVAS P19

FINAL THOUGHT

Around the industry| Q&A

On point with...

MARK VICKERS Communications consultant & Certified Speaking Coach

Believe or do. When it comes down to the sales process, Mark Vickers says you have to ask yourself what path you want to take. A Certified Professional Coach and Certified World Class Speaking Coach, Vickers spends his days helping sales teams improve their performance through enhanced presentation and speaking skills. His creative and engaging programs, combined with his astute coaching acumen, help teams quickly become more effective.

Quick – what's one of the biggest obstacles you see when it comes to sales?

Sales success relies on your ability to communicate effectively with your prospects. The problem is we often get in our own way by not being intentional about the intent of a meeting. There's too much running in circles. Sometimes, it comes down to too much salesperson activity and not enough sales activity.

Your ability to move from “believe” intents to action-oriented “do” intents will depend on creating strong connections with your prospects.

So, the key is go in right away with your intent intact?

So when in the process do you pull the trigger on the "do"?

Yes, taking time to properly prepare is the key to successful sales communications. As you begin intentionally preparing for a client interaction, ask a simple question: What is the intent or outcome I want from this meeting? As you consider the objective of the next interaction with your prospect, be tactical. Your intent must be a next step, not the final step or goal.

Once you have a relationship with the prospect, your intent will be more “do” or action-oriented shifting. You want to get a next meeting to gather more information, get an introduction to a decision maker, gain agreement on details to be used in a proposal, gain commitment on a decision date, and then close the sale.

Define the "believe" and "do" approach.

Should you be conscious that the window may close if you don't ask for the sale?

The whole process falls into one of those two categories. Depending on the situation and where you are in the client relationship, you need them to believe and trust you and your value. You have to make them believe they have a problem you can help with or believe that you can help them achieve something. As you build rapport early in the relationship, your intent is likely to be focused on “believe.” Your ability to move from “believe” intents to action-oriented “do” intents will depend on creating strong connections with your prospects.

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No, you don’t ask for the sale in a meeting, unless the opportunity presents itself. Don’t rush it. In the majority of cases, the sales process requires multiple steps. At each step along the way, the more intentional you are, the faster you will move through the process.

BEYOND INDUSTRY

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Explore a world of new connections, groundbreaking ideas, and inkjet inspiration, all in one place. Join us at thINK 2016, the second annual conference of the Canon Solutions America Production Print customer community. This remarkable event brings together members of thINK — the largest independent production inkjet user group — from Canon Solutions America customers and leaders to solution partners and print industry experts. Experience the collective power of this dynamic, collaborative community at thINK 2016.

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Canon is a registered trademark of Canon Inc. in the United States and elsewhere. All other referenced product names and marks are trademarks of their respective owners and are hereby acknowledged. © 2016 Canon Solutions America, Inc. All rights reserved.

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