VMA Connected Q2 2018

VISUAL MEDIA ALLIANCE

SPRING 2018

Meet & Greet

Conference exhibitors collect leads while attendees gather samples THE CONTENTS

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2018 CrabFest Gets New Year Off to a Banner Start

Feature: Sharing Stories of Design Across All Media

Expert Column: Government Affairs

Expert Column: WWSRD?

Expert Column: Human Resources

More Fines, More Taxes, More Costs

What Would a Sales Rep Do?

New Year, New Laws, New Regs

VMA Design Conference set for June 15

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Member News VMA Events New Members Find-An-Employee

COMMITTED TO THE INDUSTRY AND THE FUTURE Spicers has always been committed to the paper business. Our approach is rooted in long-established relationships—from our mill suppliers, dedicated teams of sales and customer service professionals, to the support of industry initiatives and a steady, available inventory of paper products. As a leader in the industry, we are also committed to the future of printing with a dedication to digital and wide-format printing products.

With ongoing investments in technology and strategic acquisitions, Spicers will continue on the path of success for generations ahead.

spicers.com

MEMBER NEWS Commercial Printers Share Tips in PI Story

Keep It Local

On Line Bindery, Richmond, has recently added two new 40-inch silk screen specialty coating machines equipped for gloss and matte finishes as well as distinctive presentations like sand finishes, scratch off and scratch and sniff. Over the past few years, the company has dramatically increased its capabilities, adding new equipment and services: Foil Stamping, Embossing & Die Cutting all up to 40”, Case Binding, Turned Edge Custom Box Making, Spot & Flood UV Coating, Hard Cover Binding, Hand Set Type Foil Stamping, Packaging Design & CAD prototypes, and Film Laminating up to 40”.

They are now able to cover all the finishing needs of 40-inch printers in the Bay Area.

Work previously shipped out of state or out of country can be done right at home. For videos demonstrating the company’s broad array of services, visit the website. www.onlinebindry.com

Print and Digital Communications Services

KP Corporation, San Leandro, ranked # 81 in the 2017 Printing Impressions 400—up three places from the previous year due to an increase in sales and is the only Northern California Printing Company in the top 100 of that list. In addition to a broad range of automated client communication programs, printing and label/packaging services, and more, the company offers a robust Data Security/Compliance program and boasts a list of audit certifications, including ISO 27001:2013, the highest, most stringent certification available for Information Security Management Systems (ISMS) standards.

According to a story published recently on the Printing Impressions website, wide-format printing has been a key part of the growing service mix for DOME, Sacramento, and Hatteras, Tinton Falls, NJ, for five years or more. As two of commercial printing’s early wide-format adopters, both businesses have experienced the full range of success and learning experiences during their wide-format implementation. Over the years, DOME has become much more than just a printing company. In addition to commercial offset printing and wide format, the company now offers creative services, digital printing, fulfillment, and integrated business solutions, including custom client storefront solutions. PI Story

by Denise Gustavson.

From the left, DOME CFO Eric Carle, CMO and Partner Bob Poole, President Misha Pavlov, CEO and Partner Tim Poole and Executive VP of Sales Sherwin Poorsina celebrate their move into a newly renovated facility. photo: jeremy sykes)

Unique Case Studies

Zooka Creative (zooka.agency) keeps its website Blog lively with case studies like, “Get More Bang For Your Buck with Influencer Campaigns How Zooka generated $100k worth of content for only $35k” by Adrienne Colloton and Evan Hanshaw. According to the story, “In a crowded advertising world, there’s one way to break through the noise and create rare content that people actually want to see.

It’s called Influencer Marketing where a brand can present their product or service to an audience through a network of social influencers.” Steve Decker from Zooka will be on hand at the VMA Design Conference on June 15 to share a case study.

In/Visible Conference a Success

VMA Board Member Dava Guthmiller, Noise13, and speaker at past VMA conferences was an organizer for the highly successful In/Visible event earlier this year. In/Visible Talks is equal parts inspiration, frank discussion and healthy dose of courage. She writes, “The creative process isn’t always a linear one and we think there’s much to be gained by hearing how others have navigated the rich and variegated landscape of people, ideas, deadlines and passion.” The vision continues at VMA’s highly successful annual design conference held as part of San Francisco’s Design Week. Sherine Kazim, who was among the speakers featured at In/Visible will be presenting at this year’s VMA Design Conference on June 15. A Product Strategy & Experience Design Consultant, she will discuss “Emotions in Design.”

Room for Print

Iron Creative, San Francisco, is known for its digital expertise. But, they haven’t abandoned print. On their blog (http:// ironcreative.com/blog/) Iron Creative posted “The Power of Print When Communicating Essential Brand Values,” describing a recent project for Levi’s.

“When Levi’s reached out to us to produce a premium piece of brand marketing, our thoughts went immediately to the enduring power of print. Sure, digital can give you reach with incredible price efficiencies. But when you want to communicate heritage, authenticity, and craftsmanship, there’s nothing like a perfectly executed print piece.”

VISUAL MEDIA ALLIANCE

| CONNECTED | SPRING 2018

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BOARD ROSTER: CHAIRMAN

Ian Flynn, Andresen

IMMEDIATE PAST CHAIRMAN

John Crammer, Best Label Company

BOARD MEMBERS:

Gil Caravantes Commerce Printing Services John Crammer Best Label Chris Cullen API Group Ian Flynn Andresen Dava Guthmiller Noise 13 Jeff Jarvis Spicers Frank Parks The Parks Group Chris Shadix Dome Print and Marketing Solutions San Francisco Division Stephen Sprinkel Sprinkel Media Network

STAFF ROSTER: PRESIDENT

Dan Nelson

DIRECTOR MEMBER PROGRAMS Laura Vargas

DIRECTOR EDUCATION Laura Vargas

PROGRAM ADMINISTRATOR Gabrielle Disario Jim Frey

MEMBERSHIP SALES Shannon Wolford

FINANCIAL MANAGER Emily Gotladera

ACCOUNTING SPECIALIST Maria Salita

VICE PRESIDENT INSURANCE SERVICES David Katz

INSURANCE CUSTOMER SERVICE REPS

Renee Prescott, Crystal Carlson, Lena Nelson, Sue Benavente, Jessica Clark, Diedra Lovan, Jimmie Thompson

DIRECTOR SUPPLEMENTAL BENEFITS Greg Golin

DIRECTOR GOVERNMENT AFFAIRS Gerry Bonetto

HUMAN RESOURCE SPECIALIST Cheryl Chong

EDITOR

Noel Jeffrey

ABOUT THE COVER:

Neenah Paper was among the exhibitors at the 2017 Visual Media Alliance Design Conference displaying a variety of effective options for creatives. Neenah will be on hand again on June 15, 2018.

At press time, a few spaces remained available. For exhibitor opportunities, contact Jim Frey, jfrey@vma.bz. cover image from kimberly beck 4 rubio photography.

We had a

Crackin’

Good Time One of the highest attended CrabFests in recent years with 150 people! This event was held at Colombo Hall in Oakland on January 27, 2018.

Everyone agreed the AYCE crab was first rate. We had groups from Spicers, Domtar, Veritiv, ImageTech and the VMA Women in Business Communications.

After the three course dinner, dancing ensued with live music from “Ticket to Ride” making another awesome appearance at the annual event.

To view more photos from our 2018 CrabFest event go to: bit.ly/2GFMSuW

Photos by Kimberly Rubio Beck (rubiophoto.com)

Safety & Environmental Bootcamp

UPCOMING VMA EVENTS

Places to be. Things to do. People to see.

Visual Media Alliance Events Keep Us Connected

As a VMA Member you are able to attend our events for FREE or at special member rates. We offer VMA Members and the public numerous events throughout the year including social and professional events and negotiate discounts for upcoming conferences to pass on the exclusive deals and best events to our members. These events are created with our members in mind to further acquire knowledge on special topics and to also connect with others in the industry. If you have suggestions for events, please contact Laura Vargas at laura@vma.bz or 800-659-3363.

Visit vma.bz for more information on the latest event offerings and to register.

April 5 10am-12pm Online Presenter: Gerry Bonetto, Environmental, Safety and Governmental Specialist This hands-on, interactive, training program will be presented in webinar format to help printers comply with California’s mandatory workplace safety and environmental requirements.

Work in real time on the forms given to you on a custom VMA thumb drive.

While Dr. Bonetto is speaking and going over the forms, you will have time to enter your company’s info. Just be sure your computer has software that can handle Microsoft Word, Adobe Acrobat, and Microsoft Excel.

Member: $99 Non-Member: $249

San Francisco Design Week June 7-15 2018 Theme: Start Here

SFDW is an essential week-long regional festival that showcases the unique intersection of ideas, design, business & entrepreneurism that makes the Bay Area the birthplace of the future. The VMA Design Conference event is part of this celebration.

2018.sfdesignweek.org

VMA Design Conference

June 15 9am-5:30pm Bespoke, San Francisco Visual Media Alliance presents a full-day conference featuring stories of design across all media held during the 2018 San Francisco Design Week. See the Feature on page 7 for more details.

VMA Members Save 10% Visit designconf.vma.bz

Mark Your Calendar

September 30 VMA Day at the Ballpark: SF Giants vs. LA Dodgers

VMA Education.

The Choice is Yours.

Stay ahead of the game by learning new skills.

We’re here for you. Because of you. Visual Media Alliance is a trade association helping the careers and businesses of our members to be successful. We offer over 100 public classes, delivered to you in-person, online and through customized training solutions.

DESIGN

PRINT

MARKETING

OFFICE

PROGRAMMING

View Website For Education Listings (800) 659-3363 • education.vma.bz Workshops • Seminars • Webinars • One-on-One • Customized Training Solutions

VISUAL MEDIA ALLIANCE

| CONNECTED | SPRING 2018

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ICONIC INKJET FORCES

THE LATEST IN INKJET PRODUCTION PRINTING HAS ARRIVED Approximately 246 billion impressions will be produced by production inkjet devices in 2021.1 Canon Solutions America delivers innovative inkjet technology with three iconic inkjet presses to help you realize new opportunities in commercial print, direct mail,

OCÉ COLORSTREAM® 6000 SERIES A wider color gamut with continuous feed inkjet OCÉ PROSTREAM ™ SERIES Offset-like quality with continuous feed inkjet OCÉ VARIOPRINT® I-SERIES Application versatility with sheetfed inkjet

and transactional applications while creating unparalleled opportunities with books, catalogs, and magazines.

VIEW THE VIDEO: PPS.CSA.CANON.COM/ICONS

Canon is a registered trademark of Canon Inc. in the United States and elsewhere. Océ, Océ VarioPrint, and Océ ColorStream are registered trademarks of Océ-Technologies B.V. in the United States and elsewhere. Océ ProStream is a trademark of Océ-Technologies B.V. in the United States and elsewhere.

All other referenced product names and marks are trademarks of their respective owners and are hereby acknowledged.

1 InfoTrends U.S. Digital Production Printing Application Forecast: 2016–2021 © 2018 Canon Solutions America, Inc. All rights reserved.

877-623-4969 CSA.CANON.COM

Sharing Stories of Design

ACROSS ALL MEDIA I

t’s become a “must be there” annual event. It’s the Visual Media Alliance full-day design conference featuring stories of design across all media, this year to be held during the 2018 San Francisco Design Week.

The day features more than 15 fascinating speakers, exhibitors, and industry experts. Mark your calendars for June 15, 9 a.m. – 5:30 p.m. at Bespoke, San Francisco.

Everything—from knowing when to apply a “less is more” approach to jump-starting inspiration and designing for impact—to finding consistency within your brand and harnessing the power of storytelling (and so much more) is on offer in these jam-packed, leading-edge sessions. Lunch will be served, and exhibitors will be on-hand throughout the day to showcase the latest design industry technology.

Following is a taste of topics to be covered.

EXHIBITORS TO DATE Ray Morgan Company

AndresenDirect Response Imaging

GMG Color

Canon

Konica Minolta

Spicers

On Line Bindery

The Futur

Neenah Paper

Visual Media Alliance

Commerce Printing Domtar

International Paper

Rods and Cones

FAMILIAR FACES, NEW EXPERTS

People who have attended in the past will recognize speakers from the past. Returning by popular demand with novel insights are Steve Decker, Zooka Creative.

Audiences know that you

can count on Steve for fresh and inspiring case studies.

Lauren Elliott, Wicked Good Print Productions, is back, serving as a Moderator this year. Lauren is an accomplished Project Management and Production professional based in San Francisco. She possesses extensive experience in launching multi-media campaigns and delivering award-winning collateral in challenging markets.

Among prominent guest speakers is Chris Do, who will discuss storytelling and finding parallels between business and personal life. He is an Emmy award winning director, designer, strategist, and educator.

He’s the Chief Strategist and CEO of Blind, executive producer of The Skool, and the Founder of The Futur— an online education platform that teaches the business of design to creative thinkers.

Rudi O’Meara, founder of San Francisco’s Sequitur, will lead a session. Sequitur’s website says, “We help adventuresome leaders clarify their vision, align their teams, and communicate convincingly to the world.” Clients run the gamut— from super lean start-ups to Fortune 500 heavyweights like Apple and Oracle. Edmundo Ortega from Sequitur will also lead a session.

Claudio Guglieri, Microsoft Designer & Creative Director, will give a talk with the topic as yet to be determined.

Eric Rodenbeck, Stamen Design, covers the VISUAL MEDIA ALLIANCE

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challenge of presenting data with a talk entitled, “Inviting Inquiry and Exploration Through Data Visualization.” Well-designed data visualization (dataviz) can invite more questions than it answers.

It has the particular quality of allowing its viewers, users and makers, the ability to generate new kinds of questions and to put them in a better place to answer VMA MEMBERS those questions. The focus of dataviz can be understood to exist along a spectrum of abstraction, from facts at the most concrete end, to wisdom, knowledge, and VISIT DESIGNCONF.VMA.BZ CODE IS: VMAMEMBER even vision as the most aspirational place for GET YOUR TICKETS EARLY! dataviz to work. This talk will illustrate and $279.... Until April 15 There are limited quantities for examine examples from each pricing tier. The event sold multiple points along the $325.....Until May 15 out last year and this year VMA rich and varied possibility expects the same. Tickets include $375....Until June 14 space that opens up when access to all talks, exhibits, science and dataviz work networking opportunities, a boxed $399.......At the Door lunch, and excellent raffle prizes. together.

SAVE 10%

A Day of Financial Transactions This is a visualization of a day’s worth of trading data on the NASDAQ stock exchange.

SUCCESSFUL STORIES— OFF-AND ONLINE

Jessica Bellamy, Jessica Bellamy Design, is a Motion Infographic designer from Louisville, Kentucky, who tells visual stories using data and personal narratives.

As a Design Justice advocate, Jessica started her design career working with nonprofits and community groups to create compelling explainers that break down complex service and policy information.

Sherine Kazim, Product Strategy & Experience Design Consultant will talk about “Emotions in Design,” her approach for capturing emotions— how designers can shift our thinking, and how we can adjust our process to account for them when designing solutions. She will also touch on trends and emerging tech which is really forcing our hands in ways like never before. Jennifer Daniel from Google will cover Emojicons.

Mark Schwartz, founder of Social Media Trackers, answers “What Makes People Click?” His presentation covers content in the social world, how to create targeted content towards the audience, how do they emote, get attention, how do people feel when they view it. Examples with Star Wars. What people react to, how they react to it, for example, Tesla and raising money for Africa.

PAPER MAGIC

Two presenters, Kelli Anderson, Artist & Author, and Tinkerer, and Trisha Witkowski founder of The Fold Factory, will demonstrate their unique approaches to creating with paper. Anderson’s book, This Book is a Planetarium, is a look at the astounding objects that can be created with paper while Witkowski’s “Unique Folds” are nothing short of amazing. And, she comes up with them weekly.

Marina Poropat Joyce, Author Designing for Print – Stories for Designing for Print, will be on hand to cover the latest in print design and print processes. Marina has been working in marketing, graphic designing, publishing, and printing her whole life. She fell in love with design and printing early on, and she founded one of the first design-to-print companies in Los Angeles. Her company, INTAGLIO, was ranked as one of the 50 fastest growing print companies in the country, a winner of Inc. Magazine’s Inner City 100, and one of Los Angeles’ top 100 women-owned companies. Joyce wrote the book, titled, Designing for Print to explain printing in graphic designer-speak.

ABOUT BESPOKE

Bespoke is a trifecta of coworking, demo, and event spaces strategically located at Westfield San Francisco in the epicenter of downtown, where tech and retail marketplaces converge.

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VISUAL MEDIA ALLIANCE

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It’s obvious that the conference day will be full of appealing sessions. To learn more, see speaker images and bios, and read full topic descriptions, be sure to visit designconf.vma.bz.

Healthcare Complexity, Simplified!

Let VMA simplify your life with: Choice, Proven Cost-lowering Strategies, Exceptional Customer Service, Time-saving Simplicity, Time-saving Technology, Premium Human Resource Support Shannon Wolford 415.710.0568 shannon@vma.bz

David Katz 415.489.7614 david@vma.bz

VMA Insurance Services (800) 659-3363 • insurance.vma.bz VMA Insurance Services has been ensuring business success since 1986.

Lawson Drayage, Inc. Machinery Moving, Rigging & Heavy Transportation for Any Industry

Industry trusted PrIntIng & LabeLIng equIPment mover for over 50 years! > Machinery Moving and Rigging > Facility Relocation > Storage and Warehousing > Pier Pick Up and Delivery > Crating & Special Packaging of Machinery & Equipment san francIsco bay area 3402 Enterprise Avenue Hayward, CA 94545 Phone: 510-785-5100 Fax: 510-785-8156

sacramento & san JoaquIn vaLLeys 9900 Kent Street Elk Grove, CA 95624 Phone: 916-686-2600 Fax: 916-686-2601

Online: www.lawsoninc.com | Email: sales@lawsoninc.com

VM Access Goes Mobile!

Now Visual Media Access is available on all your mobile devices from smart phones to tablets. Try it out today at vmaccess.org.

NOW FEATURING: • Location based search • Single search box • Easy to use category search • 12,000 impression a month • As a member, your company is listed. Make sure your company information is up-to-date!

AD Form ClieNt

PhoNe

CoNtaCt

Fax date magazine

authoRized sigNatuRe

CheCk eaCh box as a guide: ❑ Name correct? ❑ address correct? ❑

Phone # correct?

❑ ad copy correct? ❑ offer correct, if any?

• sign this page and email it back to Process magazine.

magazine

• any changes from this point forward may cost you in time and materials.

• Process magazine cannot process your job until receipt of sign-off.

magazine

© 2013 sWitCh studio, all Rights Reserved

Looking for interns or new employees? ad aPPRoval:

• look over your project and check for errors; spelling, address, telephone number’s, copy or content.

Process magazine is not responsible for typos or incorrect information.

Join Us at Career Day on April 19! ❑ ad approved as is

❑ ad approved with corrections indicated

❑ Re-proof after Cal Poly’s Graphic Communication Department is corrections are made your best source for fresh graduates and interns full of potential in all areas of the industry — printing, publishing, packaging, UX/UI, production, management, and more.

magazine email baCk to: process@switchstudio.com

Cal Poly in San Luis Obispo is one of the most selective universities in the nation, and through our four-year curriculum we shape students into graduates who will become your new stars.

Learn More and Register www.grc.calpoly.edu/industry/employers

925-400-4165

Ray Morgan Company has over 60 years experience supporting client’s who take the time and effort to design the perfect document that will carry their message.

Let us help you provide your clients with the best quality imaging on any media substrate with the most competitive support programs in the industry.

Digital Presses - Flatbed Printers - Copiers – Scanners – Outsourced IT Services

Sales, Service & Supplies From 22 Locations in California & Nevada Call Us For A Free Imaging Technology Assessment 925-400-4165 * www.raymorgan.com * pressforsuccess@raymorgan.com Sales & Service 22 locations in California & Nevada

EXCLUSIVE VMA PRINT TOWEL PROGRAM “Think Green, Think Clean, Think Prudential.”

Prudential Overall Supply is a uniform provider with solutions for businesses requiring uniforms and textile rental programs.

We offer a variety of types and sizes of towels. All our printers towels are manufactured for maximum absorbency with egyptian cotton, sized to fit the job. Our cleaning systems are designed to clean towels soiled with solvents and inks in order to create a safe, economical and ecologically friendly working environment.

Uniform programs include uniform rental, uniform lease and uniform purchase.

We also offer businesses facility products such as floor mats, restroom supplies, paper products, linen supplies, reusable towels, mops and microfiber products.

To sign up and start saving through our preferred agreement contact Ashley Carroll, Key Account Manager AshleyC@pos-clean.com 800-767-5536 PrudentialUniforms.com

UNIFORM RENTAL - LEASE - PURCHASE LINEN SUPPLIES - PAPER PRODUCTS - FLOOR MATS - REUSABLE TOWELS - MOPS - MICROFIBER PRODUCTS - RESTROOM SUPPLIES

Households can also contact advertisers directly to ask to be taken off their mailing list.

RECOMMENDATION: If you agree with us, please let Assembly Member Steinorth know you are opposed to AB 2021. He can be reached at assemblymember. steinorth@assembly.ca.gov or (916)319-2040.

Senate Bill Proposes to Tax Services

GOVERNMENT

AFFAIRS

More Fines, More Taxes, More Costs Assemblyman Targets Direct Mail

GERRY BONETTO Gerry Bonetto, Ph.D., is Director of Government Affairs. In this capacity, he represents the commercial printing industry before the California legislature and state regulatory agencies. He can be reached at gbonetto@ roadrunner.com.

AB 2021 by (Marc Steinorth, R-Rancho Cucamonga) would require the state attorney general to maintain a “Do-Not-Contact” (DNC) list containing telephone numbers and mail addresses of those who do not want to receive telephone solicitations or direct mail advertising.

Solicitors would be prohibited from calling or sending mail to those on the DNC list beginning on the 31st day after the list becomes available, according to the bill. Those who continue to contact residents within 30 days after being ordered to stop would have to pay residents up to $1,000 in penalties.

While the Federal Trade Commission currently oversees and enforces a “do not call” registry, no such federal or state run registry exists for mailing addresses. And here’s the reason—telephone solicitation is intrusive; direct mail advertising is unobtrusive. Direct mail is delivered to a mail box by USPS. The recipient can glance at it, read it, save it for future reference, or throw it away. No one is pushing the recipient to take action. Moreover, those who advertise through mail go to great lengths to send information that might be of interest to the recipient (through targeted lists and personalized marketing pieces) since they don’t want to waste their money mailing to households that won’t be interested.

There are already voluntary ways in place in which households can reduce advertising mail at http:// www.dmachoice.org/ and www.optoutprescreen.com.

SB 993 (Bob Hertzberg, D-Van Nuys) would impose a sales tax on the purchase of services by businesses in California at a yet to be determined percentage of the sales price of the service.

The bill intends to capture revenue derived from businesses providing services (lawyers, doctors, dentists, accountants, graphic designers, website designers, beauticians, etc.). The language in the bill is so broad that it would include advertising, consulting, and virtually every service provided to a graphic communication company by a contractor.

The bill would state that the moneys in that fund are to be appropriated to provide tax relief to middleincome and low-income Californians negatively affected by recent changes to federal tax law and to assist in securing greater stability for California’s infrastructure, its workforce, and its education services, including higher education.

RECOMMENDATION: Keep your eye on this bill which we openly oppose. As currently written, it will have a negative impact on graphic communications industry.

Newsprint Costs Go Higher The U.S. Department of Commerce (DOC) last week issued a determination that imposes duties on newsprint imported into the U.S. from Canada that will increase the cost of that newsprint for U.S. newsprint users.

DOC released a preliminary determination assessing “countervailing” duties on Canadian imports of uncoated groundwood paper, which includes newsprint, book, and directory papers. The duties correspond with Commerce’s preliminary findings of subsidies provided by the Canadian government to Canadian manufacturers.

U.S. Customs and Border Protection will begin collecting estimated countervailing duties for Canadian newsprint imported on or after Jan. 16. Importers of record will be the parties responsible for paying the duties. If either Commerce or the U.S. International Trade Commission (ITC) reverses their preliminary rulings in their final determinations later this year, collected duties will be refunded to these importers.

RECOMMENDATION: We’ll keep you informed on the progress of this issue. After the DOC makes its preliminary decision, the ITC will conduct its final investigation in this case later and is expected to reach a final determination regarding any injury to the domestic industry by September 2018.

VISUAL MEDIA ALLIANCE

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STRATEGIC SELLING STORY | LESLIE GROENE

WWSRD? What Would a Sales Rep Do? LESLIE GROENE Leslie Groene is one of the coaching superstars in the world of corporate sales as well as a business development trainer, executive consultant and author.

Her background is in the paper and printing industries as a sales rep and sales manager. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book “Picture Yourself & the Life You Want” and is a nationallyrenowned motivational speaker.

To purchase her book or contact her please go to www.GroeneConsulting.com.

Here is the link to her e-newsletter, http://www. groeneconsulting.com/ Newsletter/2014.12/

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VISUAL MEDIA ALLIANCE

Many business development relationship salespeople ask me how they can sell more solutions or products so that they can increase their top line revenue. One of the overwhelming observations I make is that salespeople easily get distracted by production issues, pricing, contract writing, internal paper work, and many other necessary activities that take them away from selling.

You must be aware of how much time you spend in Revenue Generating Activities. If you keep a journal of how you spend your time on a daily basis you will observe valuable time spent in non-sales activities.

We are all really selling our time, whether you are selling a professional service, a manufactured product, or business solution, time is our most valuable resource. It is imperative to analyze where and how we spend our time: • Are we pursuing the correct prospects-do they buy what we sell?

• Are we spending time selling to the right clients do they appreciate our value/are we making money?

• Are we calling on the decision maker?

• Do we know when to stop calling on a prospect and move on?

| CONNECTED | SPRING 2018

• Are we making progress in building a trusted relationship?

• Can you get an appointment to move the selling cycle to the next step?

We must be clear on how we spend our time so we can be as productive as possible. It is understandable that we all need to perform a certain amount of account maintenance activities and paperwork to satisfy the workflow and billing process. Try to delegate as much of these time suckers as possible and focus on market facing selling and relationship development.

You are not being a sales rep unless you are selling!

What is Your Objective?

My perspective is that if you are prospecting, you need to have a sales strategy for each account—A “Sales Cycle” and a plan to reach out to the prospect in order to build a relationship, develop trust, and establish your credibility as a qualified provider.

There are many choices of activities available to build a sales strategy for each account: phone call, voice message, email and hard copy letter into, case study, product demo, white paper, facility tour, lunch and learn, presentation, refreshment delivery, meet your contact at an industry event or trade show, provide pricing, share a meal, review company literature, deliver samples, and many more.

I am struck with the choices (or non-choices) that some reps make such as “I don’t like to make phone calls.” If you need to have an in-person meeting to be on your way to being awarded revenue, then you need to figure out how to get that meeting. I’m not sure you can communicate your value proposition effectively enough through email and voice mail messages alone to close for that crucial meeting. The phone call allows you the opportunity to hear objections and provide well thought out responses. It also gives you the chance to close the prospect to the next step. Make sure you are learning where you stand or what the objections are so you can do something to counteract the perceptions the prospect has of your company or services.

If you send an email instead of making the phone call, you may not learn a thing about the prospect’s needs or how you fit in as supplier or the status of your proposal. We are trying to find out if we are a good fit for the prospect from our perspective as well theirs. So be brave and TALK to the person to build the relationship and move the account from prospect to client!

class mail within a week before or after the employer provides an annual wage summary (Form W-2’s or Forms 1099). A posting in the office will be considered insufficient. Sample language for this notification form can be downloaded from http://bit.ly/EITCsample.

Notice NPLA

HUMAN RESOURCES STORY | BY CHERYL CHONG

New Year, New Laws, New Regs

Effective January 1, 2018, the New Parent Leave Act (“NPLA”) or SB 63, expands California’s leave laws by requiring employers with 20 to 49 employees to provide up to 12 weeks of unpaid, job-protected parental leave to bond with a new child within one year of the child’s birth, adoption, or foster care placement. These provisions already generally apply to employers of 50 or more persons. Similar to the California Family Rights Act, the NPLA requires employers to continue the employee’s health insurance benefits while on leave.

The NPLA applies to private, state, and municipal employers. Covered employers must amend their leave policies and employee handbooks to include the NPLA, and train personnel on how to handle leaves, which in the past had only applied to larger employers.

Observe AB450

CHERYL CHONG Cheryl Chong is VMA’s Human Resources Director and your #1 source for assistance responsible for counseling on HR matters like family leave, discrimination, sexual harassment, and wage and hour compliance. She has a Bachelors and Masters degree from Chapman University in Orange, CA, along with 20+ years of HR experience in the trenches. Think of her as an extension of your HR department, courtesy of VMA. Please feel free to reach out for answers or introduce your organization by calling 800.659.3363 or cheryl@vma.bz.

With what has been dominating the headlines recently on sexual harassment claims, it is absolutely imperative that organizations examine their policies regarding the reporting mechanisms for sexual harassment and discrimination. There is an absolute need for some form of awareness training (if not already mandatory by state law). Employers should also examine their fraternization and dating policies. Many employers need to be aware that condoning, ignoring or being blatantly complicit about acts of sexual harassment and discrimination will potentially increase the risk of claims, if not worse. Call me or email cheryl@vma.bz for assistance on AB 1825 training (CA state mandated training for companies with 50 or more employee). However, training does not have to be limited to state mandates. It should be done as part and parcel of your risk management strategy and as a proactive approach.

Remember EITC You should have already sent W-2’s or Forms 1099 as they are due no later than January 31st of any given year. With that being said, another form that is essential in California is the CA Earned Income Tax Credit Notice. The EITC is a tax credit available to workers who do not exceed specific salary and investment income thresholds, have valid social security numbers, and meet certain other requirements. California law requires that employers provide the notice of possible federal and CA EITC eligibility to every employee. This notification must be made in writing, either in person or via first

Recently, the CA Labor Commissioner’s office released a template notice form to assist employers with the posting requirements under the new immigration protection act or AB 450. If employers get an immigration law compliance inspection or audit initiated by federal authorities or Immigration and Customs Enforcement, a notice to the workforce must be provided within 72 hours. The one page document must be posted in a conspicuous location. To get the template either in English or Spanish, contact cheryl@vma.bz.

Miles and Minimums Beginning January 1, 2018, the standard mileage rates for the use of a car (also vans, pickups or panel trucks) will be: • 54.5 cents per mile for business miles driven (up from 53.5 cents in 2017).

• 18 cents per mile driven for medical or moving purposes (up from 17 cents in 2017).

• 14 cents per mile driven in service of charitable organizations (same as 2017).

A final reminder is to check to see that your minimum wage for 2018 is in alignment with where your business is situated. While state minimum wage is set at $10.50 for companies with 25 employees or less and $11.00 for companies with 26 or more employees, your city ordinance may have a different rate. See https://www.dir.ca.gov/dlse/faq_minimumwage.htm for more information.

VISUAL MEDIA ALLIANCE

| CONNECTED | SPRING 2018

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Now you see it.

Now you see even more.

No longer are you confined to choosing between a paper you can afford and a paper that makes your projects shine. With Accent Opaque, more choices and more opportunities to impress always appear before your eyes. To learn more about the full line of Accent offerings, and to request printed samples, visit AccentAGame.com. Š2017 International Paper Company. All rights reserved. Accent is a registered trademark of International Paper Company

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NEW MEMBERS Keith W. Criss TradigitalWorks

Keith W. Criss TradigitalWorks, Oakland, has produced awardwinning illustrations, graphic design, multimedia, and fine artworks for a host of corporate, publishing and institutional clientele, as well as private collections.

Keith W. Criss 510-534-0340 kcriss@tradigitalworks.com kcriss.myportfolio.com/

Shelby Designs & Illustrates

Come to us for: Branding and Identity Facelifts; Naming; Publication Design & Integration; Lettering & Illustration; Labeling & Packaging. We are professional curious like-minds who ideate, innovate, and problem solve— we conceive deep ideas and promise thought-rich, long-term solutions for our clients and our community. Shelby Designs & Illustrates, Oakland.

Erich Tupper 510-444-0502 etupper@shelbydesigns.com www.shelbydesigns.com

Studio Percolate Design and Photography LLC

Percolate specializes in usercentered print and interactive design, icon design, illustration, information graphics, data visualization, document and report design, and architectural photography. Headquartered in Berkeley, Percolate is a certified woman-owned small business.

Cody Andresen 415-802-4599 cody@studiopercolate.com www.studiopercolate.com

Pep Ventosa Studio

Affordable artwork for the workplace and home. Original Prints. Ready-to-Hang Artwork.

Commissions. Ventosa’s unique style has received top honors in the Prix de la Photographie Paris, International Color Awards, and Sausalito Art Festival. Special discount for VMA members.

Located in San Francisco. Take a peek at the web gallery…

650-563-9623 Jackie@PepVentosa.com www.pepventosa.com

VISUAL MEDIA ALLIANCE

| CONNECTED | SPRING 2018

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FIND-AN-EMPLOYEE

PROGRAM

quick learner, pay attention to detail, strong desire to learn new skills. Enjoy researching, developing, and designing for a variety of mediums.

Print Production-Electronic Prepress (image assembly /output)

Print Production-Electronic Prepress (image assembly /output)

Electronic Prepress preflight digital files.

Troubleshoot file problems and fix. Create Postscript from digital files. Impose with Preps Trap and refine with Rampage System software.

Hard proof on Epson Stylus Pro 7880 Inkjet proofer and Best Color System. Software: Adobe Acrobat, InDesign, QuarkXPress, Photoshop, Illustrator, Preps, Rampage System. Very high quality, accurate work.

All Northern CA – Geaga 4189

East Bay – Smith

Marketing-Print/Internet Media Buyer In every professional experience, my goal is to obtain the highest visual standards and support the company’s brand. I’m a motivated, proactive, service oriented, producer with the eye for color and detail who delivers the highest quality marketing deliverables on time and under budget.

Experienced communicator with internal/external global marketing teams and other partners to ensure print deliverables for the client. I thrive in a fast-paced environment understanding the creative journey with the unique ability to unify and motivate teams with a variety of solutions.

Bay Area – Grodem 4192

Creative Management-General Management 38+ years in the printing industry, involving expertise in bindery, offset, and letter presses, paper cutters, graphic design, typesetting, proofing, digital machine operation, managerial, financial, and client relation.

Bay Area – Danrich 4190

Creative Production-Graphic Designer Dedicated, reliable, and responsible graphic designer, typographer, prepress operator seeking employment within an active group of team players in a marketing or printing organization. I am a

I am experienced Prepress customer service representative looking for a position that will help me grow my already existing skillset. I am familiar with Mac and PC platforms, and I used programs such as Photoshop, Illustrator, InDesign and Acrobat. I am comfortable with production planning, order management, and inventory management.

Voelker 4184

VMA’S FIND-AN-EMPLOYEE PROGRAM

We encourage members to post their job openings on our website viewed by hundreds of job seekers every month at vma.bz/ findemployees. We encourage job seekers to post their qualifications at vma.bz/findjob.

This service is complimentary for seekers and employers.

Contact jessica@vma.bz for more information.

Visual Media Alliance presents a full-day

EVENT INFO

conference featuring stories of design

FRIDAY, JUNE 15, 2018

across all media. Come and be inspired

BESPOKE

by creative thinkers featuring fascinating

WESTFIELD SAN FRANCISCO

speakers, exhibitors, and industry experts.

TICKETS + DETAILS PRESENTED BY

INSPIRED BY

OFFICIAL EVENT

designconf.vma.bz

MAGAZINE

Save 10% as a VMA Member BECOME AN EXHIBITOR OR SPONSOR. CONTACT JIM FREY AT JFREY@VMA.BZ

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VISUAL MEDIA ALLIANCE

| CONNECTED | SPRING 2018

Use code “VMAMEMBER”

2018

CONTINUOUS IMPROVEMENT CONFERENCE April 8–11, 2018 | Chicago, IL

This year’s theme, Set Priorities—Create Value—Unlock Potential, acknowledges the critical aspects of establishing improvement priorities, minimizing non-value added activities, and unleashing the many talents of employees in the quest for operational excellence.

995 Members | $1295 Non-members

$

Register by February 23 and receive a free book, The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever.

More information at ci.printing.org

665 3rd Street, Suite 500 San Francisco, CA 94107

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SIT BACK & RELAX

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