Click The Ad-Boxes Below For Product Information

General News Starts Here

· PUBTALK - o.mike fichera

· Dear Editor

· Product Focus Article ­ Laminating Machines ­ Tom Genovese

· Dealer Help Line

· Bill Farquharson's Monthly Audio Sales Tip

· Dealer News

· Business News

· Dealer-to-Dealer Used Equipment "Mini-Ads"

· National Yellow Pages

· Marketing Tips For Dealership Owners ­ Jack Crowley

· GASC Unveils "Economic Stimulus" Plan for PRINT 09 Exhibitors

· People

· Birthdays

· Trade Show Times Tid-Bits

· Sales Corner ­ The WOW Factor: Service Recovery ­ John Tschohl

· Career Opportunities

· MANUFACTURERS ONLY

News For Wide Format & Sign Supply Distributors Starts Here


· Major Story - Banner Material: The 2nd Most Common Wide Format Application ­ Infotrends

· Vinyl Removal and Vinyl Care ­ SignIndustry.com

· Creative Recycling - for Wide Format

· Wide News

· Wide Format Career Opportunities

PUBTALK . . .

ARE YOU GOING TO PRINT 09 ­ THE EXTRAORDINARY TRADE SHOW IN CHICAGO?

My guess is that you'll be looking for equipment opportunities and to network.
One Power Reason Dealers and Distributors Go To

Shows Is That They Want To Hand-Walk (so-to-speak) Their Best Customers Through The Show, To Bring Them To Visit Their Favorite Vendors, To Help Those Customers Now and To Help Them Plan Future Purchases
<><><><><><><><><><><><><><>
for your vendors that are on the fence about exhibiting at PRINT 09, you might want to tell them about the Graphic Arts Show Company "Economic Stimulus" Plan
Here is hot chilli pepper news for dealers

The Financial Relief Package for exhibitors is expected to provide nearly $3 Million in credits. The Plan is an up-channel winning situation. Your vendors win because of the stimulus plan AND the fact that the show company's pouring big marketing-advertising bucks to draw a cross-section of prospective buyers to the show: printers of all kinds, graphic designers, in-plant shops, mailers, wide format and digital imagers, including dealers from the U.S. and around the world. You (dealers and distributors) win because when you bring your customers to the show, you can take them directly to your vendor booths to sell something. Here's the link address for the whole story about the Stimulus Plan:

http://www.print09.com/LinkClick.aspx?fileticket=iT8gfcfkHAk%3d&tabid=71

· Return to MAIN MENU

DEAR EDITOR....

Hi O.Mike...
Thanks for your excellent work on keeping us all informed. I just had a long talk with a local Rochester printer, & I certainly see a mood of determined optimism coupled with an understanding that there is no longer any such thing as "traditional" printing... digitization has to be an integral aspect of every printer's strategic & production options... BUT PRINT DOES NOT GO AWAY!!!
Neil Richards
www.richardsresearch.com

Dear Pat,
I'm hearing from vendors and and other dealers about the announcement you published for me in your April issue. But I haven't received mine yet. Am I on your mailing list? Please let me know ... I'm so anxious to see it!
Christine Seronello
Christine's Graphic Supplies
www.christinesgraphicsupplies.com



· Return to MAIN MENU

Dealers who focus on finishing/bindery equipment already know the positive effect traditional film laminating equipment adds to their bottom lines. Just as they always have, since the early days of identification cards, the traditional sheet and pouch laminators steadily and reliably churn out the posters and pages that are the day to day staples of the finishing marketplace. Though not quite as exotic as their more sophisticated liquid coating cousins, aqueous and UV, they still satisfy the lion's share of current lamination demands. And although the genesis of a new breed of flatbed printers, touted as capable of producing pieces that do not need to be laminated, could pose a challenge, they should remain a driving force in the channel.

"Even though film lamination is a drastically changing environment and liquid is making inroads," notes Jim Tatum, vice president of Drytac liquid coating division, "film still holds an 80 percent to 20 percent advantage over liquid in the marketplace."

At the individual dealer level. Laminators chip in enough of a percentage to overall revenues to help the bottom line. Granted it may be a small percentage, but in a tight economy already operating at low margins, a decent product with a consumable supply element could contribute a five percent boost to that bottom line that could seem larger.

"Our primary product 25 years ago was mimeographs and Ditto machines," offered Gary Campbell, president of Frank Wilber Co. in Fresno, California. "We figured out that laminating machines could replace the school product in our lineup," he continued. "We sell the equipment at a decent margin, we set it up and install it, teach the teachers how to use it. And we come back to the school to fix it if that's necessary. We provide service contracts. We provide a level of service the schools need and that is not available from internet suppliers." Campbell estimates that laminators and their supplies represent about 10 to 20 percent of his overall business, which also includes folding machines and paper cutters.

At Glenn L. Firme & Associates in Beverly Shores, Indiana, second generation owner Leo Firme estimates that

lamination products account for "about 10 or 15 percent" of his overall business. That business, just 50 miles from Chicago, includes folding machines and cutters in addition to big roll laminators, small and medium sized laminators as well as supplies.

"We don't have a huge volume of sales," he notes, "but it is fairly steady. The trick to the whole business is that we don't just sell the machines, we also work on them and install the rolls. It's very competitive, but if you provide good service you get more people wanting to do business with you."

Michael Florence, owner of Arkansas Lamination Products and Services (ALPS, Inc.), in the Little Rock suburb of Lononke, Arkansas, sells roll and pouch laminators and supplies in all 50 states while also providing lamination services to the central Arkansas area. "The finishing house service part of our business accounts for 35 percent of our revenues," he said. On the equipment side he noted that, "we primarily service the print industry and the majority of our customers are buying desktop type units, maybe a 40 inch machine for wide format."

"Fortunately margins are still good, he added. "Not as good as they were years and years ago, but ok. The internet has driven prices down. It has forced everybody's prices to come down."

At Frank Wilbur, Campbell's personal service and local reliability approach to internet pricing is an effective countermeasure to price point shopping.

"We thought when the internet came out we would die," he recalled. "Then I figured out that our customers know us and they like us and they know our name."

"The schools, for example, may go looking for a product like a wide format printer and they are confused and frustrated and don't know what to buy. Every picture on the internet looks beautiful. Then they hear that Frank Wilbur sells it and they go, "Oh great!", because they know the Frank Wilbur guy will come out and install it and teach them how to use it."

"That's what being a dealer is all about," he affirmed, "doing something for customers that they couldn't do themselves." That credo may also be applied to manufacturers.

At Graphic Laminating LLC, a manufacturer of laminating machinery under the LEDCO name, as well as a trade laminating fulfillment house, President Michael Hannon understands what the dealers want and sees to it that the 53 year-old company his father Donald founded goes beyond minimum standards to supply a quality product.

"Basically dealers want to sell the equipment," he said. "They want to deal with happy customers who want to buy more film to put in the machine." As you listen to Hannon's enthusiastic description of the company's self imposed independent lab International safety certification, the company initiated random plant audits and the beatings they subject their machines to, you begin to understand that the company's goal to build and deliver quality, reliable machinery to their dealer only sales network is genuine and not just marketing jargon. "Our philosophy is to make a machine live up to its two-year warranty," stated Hannon.

One of the ways the firm does that is through its commercial laminating service, Graphic Laminating, the parent company and a division which generates a second revenue stream.

"We bring in work and do lamination," explained Hannon. "Besides being its own profit center, in some cases we have R&D because we figure if we can't break it here it's doing pretty good."

"Another benefit of the lamination unit is that it enables end users to come in and see how the machines work. We share info with them on how to run a service shop, something that an equipment sales company can't do."

The company is in the midst of opening a European facility which will house offices, warehousing and shipping facilities.

"At one time 40 percent of our sales were international," said Hannon. "But that changed because people didn't want to wait until the boat came in. We've built the best equipment and are benefiting from that. A lot of our competition in the domestic market is falling by the wayside because they were trying to do low cost."

Across the continent, deep within the inland empire know as Ontario, California, Akiles Products builds binding, laminating and paper handling equipment, specializing in heavy duty table top pouch laminators. Selling exclusively through a dealer network, the company distributes its products throughout North America.

"We pride ourselves very much on the quality and reliability of the products we offer," said general manager Luis Hsu. "By working only through dealers over the years and offering only products with good reliability we have built up a very good reputation."

Akiles has targeted the digital photo market for the development of a new machine. The Prolam Photo, a laminator designed specifically for photo applications, incorporates features that used to be found only on wide format laminators.

"There is great potential in lamination," asserts Hsu. "Digital is the way to go right now. No matter what portion of the graphic industry you are in, everything is going digital. That's why in recent years we've introduced laminators designed specifically for the photo market."

The Prolam Photo has 4 heated rollers, and two cold rollers.

In a traditional machine there would be one roller at the beginning to feed the pouch, then a plate to heat the adhesive and a cold pressure roller to press the adhesive.

"Having the heat inside the rollers dissipates the heat more evenly and thus eliminates bubbles," explained Hsu. "It gives a more crystal clear result for the pouch. Melting the adhesive while simultaneously pressing on it is a combined process that gives a much better result."

Akiles' staunch pro-dealer attitude is a key to its success. "We respect our dealers," said Hsu, "we have good margin items and we only sell through dealers so the dealer has full control of the marketplace. We don't even have any pricing on our web site. If a consumer contacts us directly we always refer them to a local dealer."

"All of our products have parts diagrams and manuals. All parts are available here in California. We have employee trained technicians who can trouble shoot over the phone. If it's something simple we can send out the part to solve the problem. If it's something more major we'll have them send us the machine and we'll repair it."

In Lake Forest, Illinois Fred Nief is a partner in two-year old SIRCLE Corp., a distributor of laminating and binding machinery, paper handling products and supplies branded with the SIRCLE name. The company currently features nine different pouch and two roll laminators a mix of what Nief calls "price value products" from Asia as well as "performance", heavy duty American built roll laminators.

"Internet resellers are the bulk of our sales right now," explained Nief. "We are actively seeking out dealers. At this point in time we have about 40 dealers, but we only started looking for dealers about six months ago."

"Our warranties are between one and two years and we have a fully trained service department," he added. "If there is a failure we will simply replace the machine, or we can provide depot service."

With workable price points, generous warranties and commitments to quality, the film laminating machinery and supply market still offers fertile ground to dealers looking to add to their product mix. DC


· Return to MAIN MENU

Dealer Help Line

53.7% Of All Dealer Calls To The Dealer Communicator Office Are For Help
To Find Products For Their Customers
WE'LL DO THE SEARCH....YOU BE THE HERO. Click link below for inquiry form.
email: helpline@dealercommunicator.com


· Return to MAIN MENU


* 15 SECOND SALES TIP

Bill Farquharson's Audio Sales Tips are emailed weekly to subscribers. The Hot Link below will take you to this month's Sales Tip at the Print Tec Inc. website. While there, enter a subscription to receive Mr. Farquharson's weekly editions.
(Click Here To Listen To Audio Sales Tip)


· Return to MAIN MENU

Dealer News

The New Name For Sign Supply USA And East West Plastic

Sign Supply USA and East West Plastic have combined their organizations to form the sign and graphics industry's most innovative and integrated new company ­ Proveer. The new brand was officially launched at the 2009 International Sign Association Sign Expo. Numerous acquisitions demanded a distinctive and singular brand after Sign Supply USA's acquisition of East West Plastic, Hammocks Sign Supplies, Vinyl Sign Supply, Xpert Sign Supply and Standard Neon. Company officials felt a new name would enable the company to speak to the marketplace with one voice, reduce costs associated with supporting multiple brands and eliminate name confusion with future mergers and acquisitions.
The company provides sign and graphics supplies, equipment and services in 24 locations throughout the United States and Canada. "Combining the organizations to form Proveer will give our customers a trusted source for their sign and graphics needs with an even wider selection of products," said Jack Laine, Proveer President, Canada.

Tompkins Brothers Went Fishing After Graphics Of The Americas Trade Show

Dear Pat and Omike at Dealer Communicator,
For the 14th year in a row, my brother Bill and I rounded out another very successful Graphics of the Americas show in Miami Beach, with our annual fishing trip to Islamorada in the Florida Keys. The bad news was that our yearly partners from CP Bourg; Rick Trapilo, Don Schroeder and Frits Knepper, couldn't make it because they had to close up some big collator and binder deals. The good news was that this left more fish for Bill and I to

catch. We had an unbelievable day and caught an 8 foot Nurse Shark, 6 Cobias, 9 Kingfish, 20 Yellowtail Snappers, 1 Mutton Snapper, 1 Grouper, 1 Amberjack and a Seagull. We ate our fresh catch at the Lazy Days restaurant next to the marina, and had plenty to bring home. What a day! Oh....by the way, we didn't eat the Seagull. It went free to find a meal for itself.
Steve Tompkins, Tompkins Printing

Pitman Company Appoints Anthony P. Crupi To Its Board Of Directors

First Independent Outside Director in Pitman's 100 Plus Year History
"Pitman management and Tony Crupi have been acquainted for several decades," commented Peter Schmidt, Chairman. "He is a true icon in the graphic arts industry and his reputation is unparalleled." Crupi is presently the Chairman, President and CEO of Latran Technologies, a manufacturer of high resolution color proofing systems, as well as Partner and Managing Director of Andlinger and Company Inc., a private equity investment banking firm in Tarrytown, NY. Crupi's comment: "I am very excited to join the Pitman. I have known and respected this fine company my entire career and to serve the company in this capacity is a true honor and privilege."

Presentation Solutions Awarded For Excellence

Presentation Solutions of Spokane, Washington was recently nominated for several prestigious awards. The first was an Award of Excellence in the Small Business category from the Greater Spokane Valley Chamber of Commerce. These awards recognize businesses who best exemplify attributes of excellence in leadership of their organization and who have advanced business conditions in the community. Secondly, Greater Spokane, Inc nominated Presentation Solutions for the coveted Agora Award of Business Excellence in the Spokane region. Presentation Solutions finished as a semi-finalist out of a field of 175 other nominees. Agora, in ancient Athens, was the market place where merchants gathered to sell their goods.

NuSign Supply Demos Hewlett-Packard Latex & UV Printers

NuSign Supply has two new printers available for demonstration in their Los Angeles showroom: the HP Designjet L65500 latex printer and the HP Scitex FB950 hybrid UV printer. Both the HP Designjet L65500 and the HP Scitex FB950 are ideal for the production of indoor and outdoor applications, such as banners, signage, POP displays, and tradeshow graphics. NuSign's team of service technicians has been trained to offer professional installation and support for all the printing equipment available through NuSign Supply.

Dave Wilkins Appointed

Dave Wilkins, Pitman Company, named to the position of Vice President, Sales to fill the post vacated by Peter Moore who assumed the presidency in March 09. Wilkins, a 30 year industry veteran has been with Pitman since 1999. His previous position: District Sales Manager, Southeast. DC


· Return to MAIN MENU

Business News

Seminar For Sales Managers

Dave Kahle will be hosting a two-day seminar for sales managers in the Chicago area on June 4 & 5, 2009. The most under-trained person in the B2B world is the sales manager. According to Kahle, "Our experience tells us that probably fewer than 10% of all sales managers have any education in how to do their job well." The Kahle Way® Sales Management System explores the five key processes that enable first-line sales/branch managers to excel at jobs: Hiring new salespeople; Coaching and counseling; Setting individual goals; Monthly conferences; Managing the training and development of your salespeople. Countryside, IL, June 4 and 5, 2009 will be Kahle's next appearance. For more information, contact The DaCo Corporation at 800-331-1287 or info@ davekahle.com.

Printing Industries Press Provides New Financial Benchmarking Guide

Tracking past performance using benchmarking is essential. An organization must have the means to compare themselves to the industry's best. The benchmarks presented within this report are grouped by four categories: Sales benchmarks; Financial and cost benchmarks; Production and factory benchmarks; Human resource management benchmarks. PIA's Managing by the Numbers, 46 pages, is available to Printing Industries of America members for $20 and to nonmembers for $30. This and all of Printing Industries Press's 200-plus publications are available online at www.printing.org or by calling toll-free 866-855-4283 or 301-790-7686. DC


· Return to MAIN MENU

DEALER TO DEALER
USED EQUIPMENT Mini ads


JBI 2003 AlphaDoc Auto Punch..With 3- die sets Dealer's price: $12,000.00 Call Mark@ Graphic Equipment Company 510-732-1615

JBI 2003 WB38 wire-o binder Auto wire cutter and closer Dealer's price: $6,000.00 Call Mark @ Graphic Equipment Company 510-732-1615

Horizon SPF11 Booklet maker with FC face trimmer Dealer's price: $6,500.00 Call Mark @ Graphic Equipment Company 510-732-1615

Horizon BQ 440 -4-clamp perfect binder Dealer's price: $9,900.00 Call Mark @ Graphic Equipment Company 510-732-1615

CP Bourg 2002 BB2000 single clamp perfect binder Dealer's price: $5,000.00 Call Mark @ Graphic Equipment Company 510-732-1615

CP Bourg 1999 BB3000 single clamp perfect binder NEVER USED Dealer's price:$12,000.00 Call Mark @ Graphic Equipment Company 510-732-1615

Baum 2002 714 MP Automatic paper folder Dealer's price: $3,950.00 Call Mark@ Graphic Equipment Company 510-732-1615

Vijuk/Hydromat 1990's Three knife Trimmer Extra knives etc..Dealer's price: $7,500.00 Call Mark @Graphic Equipment Company 510-732-1615

Mandelli Model Star 100 301/2" paper cutter With Programmer Dealer's price:$3,200.00 Extra knives , sticks etc. Call Mark @Graphic Equipment Company 510-732-1615

Xerox Model 6180 Docutech and 6135 Docutech Used until end of 2008 MAKE OFFERS Call Mark @ Graphic Equipment Company 510-732-1615

Oce Model 8000 DI High speed B&W Digital Printer with Stralfors paper roll feeder and cutter MAKE AN OFFER Call Mark @ Graphic Equipment Company 510-732-1615

1995 Muller 335, 4 Feeders, Coverfeeder, 360 Trimmer, Apollo Stacker, 14,000 hours. Extra pockets available. Call Smart Inc. 877-464-4160 www.smartstitchers.com

1996 Muller Prima, Six 370 pockets, 1529 coverfeeder, 360 trimmer, Apollo stacker, 5,800 hours. EXCELLENT CONDITION! Call Smart Inc. 877-464-4160 www.smartstitchers.com

1998 Muller Bravo-S, Four model 370 pockets, 1529 coverfeeder, 360 trimmer, Apollo stacker 6,800 hours. Call Smart Inc. 877-464-4160 www.smartstitchers.com

1996 Stahl ST90, Six pockets, coverfeeder, 4th and 5th knife, Hohner 52/8 standard and loop heads Excellent mechanical condition. Call Smart Inc. 877-464-4160 www.smartstitchers.com

1998 Heidelberg 705, REBUILT with 7 P-15 feeders, coverfeeder, SP705 stitching unit, 4th and 5th knife, and a Rima stacker. Call Smart Inc. 877-464-4160 www.smartstitchers.com

1990 Muller 335 , Six 306 pockets, 1529 coverfeeder, stitcher with 2 heads, 890 three knife trimmer, CS14 counter stacker. Call Smart Inc. 877-464-4160 www.smartstitchers.com

1998 Heidelberg SP562, Six pockets and a coverfeeder. This machine is faster than an ST90 or Presto priced comparably. Call Smart Inc. 877-464-4160 www.smartstitchers.com

2001 Bravo-T, 6 pockets, coverfeeder, 361 Trimmer, 5,000 hours. Call Smart Inc. 877-464-4160 www.smartstitchers.com

2006 Muller Tempo, 6 Pockets Call Smart Inc. 877-464-4160 www.smartstitchers.com

2000 Muller Prima, 6 pockets, coverfeeder, 360 trimmer, stacker Call Smart Inc. 877-464-4160 www.smartstitchers.com

1996 McCain S2000, Six pockets, coverfeeder, MTD trimmer, 4th and 5th knife. From an implant shop. Call Smart Inc. 877-464-4160 www.smartstitchers.com

Refurbished Agfa Accuset 100+ $4,900.00 MKL PRE-PRESS ELECTRONICS 847-895-6399 Ex 6, 847-895-6802 fax, skype: william.k.landwer, www.mklinc.com

Heidelberg Complete System Quicksetter with RIP and processor $6,900.00 MKL PRE-PRESS ELECTRONICS 847-895-6399 Ex 6, 847-895-6802 fax, skype: william.k.landwer, www.mklinc.com

Several Processors film 17 to 33 inch Start at $1,900.00 MKL PRE-PRESS ELECTRONICS 847-895-6399 Ex 6, 847-895-6802 fax, skype: william.k.landwer, www.mklinc.com

Several Plate Processors 33 to 45 inch start at $3,900.00 MKL PRE-PRESS ELECTRONICS 847-895-6399 Ex 6, 847-895-6802 fax, skype: william.k.landwer, www.mklinc.com

DOLEV 800 with OLP $14,950.00 MKL PRE-PRESS ELECTRONICS, 847-895-6399 Ex 6, 847-895-6802 fax, skype: william.k.landwer, www.mklinc.com

CTP LOTEM 400V 2002 very nice $29,900.00 MKL PRE-PRESS ELECTRONICS 847-895-6399 Ex 6, 847-895-6802 fax, skype: william.k.landwer, www.mklinc.com


· Return to MAIN MENU

National Yellow Pages

BANNER SUPPLIES

U. S. Banner Corp.
Ph: 800-845-5122 · Fax: 864-232-5020 · www.usbanner.com

BUSINESS CARD SLITTERS

Martin Yale Industries, Inc.
Ph: 260-563-0621 · Fax: 260-563-4575 · www.martinyale.com

DIE-CUT PAPER PRODUCTS

Zapco, Zapalac Rd., Smithville, TX 78957 (See ad page 12)
Ph: 800-429-6515 · Fax: 800-445-8052 · www.zapcopaper.com


ELECTRIC CUTTERS

Martin Yale Industries, Inc.
Ph: 260-563-0621 · Fax: 260-563-4575 · www.martinyale.com


FOLDING MACHINE PARTS

Manufacturing Directions
Ph: 800-634-0034 · Fax: 937-585-5209


FOLDERS

Martin Yale Industries, Inc.
Ph: 260-563-0621 · Fax: 260-563-4575 · www.martinyale.com


LABELER/TABBERS

Martin Yale Industries, Inc.
Ph: 260-563-0621 · Fax: 260-1563-4575 · www.martinyale.com


MAGNIFIERS

B & H Specialties
Ph: 800-433-2405 · Fax: 315-458-5763 · www.bandhspecialties.com


PAPER CUTTING SOLUTIONS

LDR International
Ph: 971-235-2757 · Fax: 503-255-6795 · www.ldr.com


PRESSES: OFFSET

Sakurai USA, Inc.
Ph: 847-490-9400 · Fax: 847-490-4200 · www.sakurai.com


PRESS PARTS

Sakurai USA, Inc.
Ph: 847-490-9400 · Fax: 847-490-4200 · www.sakurai.com


SHREDDERS

Martin Yale Industries, Inc. Document Shredders
Ph: 260-563-0621 · Fax: 260-563-4575 · www.intimus.com


SPIRAL BINDING SUPPLIES & EQUIPMENT

PVC Spiral Supply
Ph: 800-461-9301 · Fax: 208-377-9301 · www.pvcspiralsupply.com


SUCKERS FOR OFFSET PRESS

Mich-Ren Products, BigFoot Suckers With POWER!!!
Ph: 1-800-462-3668 · Fax: 623-582-2024 · www.suckerfeet.com


· Return to MAIN MENU

Marketing Tips For Dealership Owners

by Jack Crowley

The Secret to Increased Sales

People buy as the result of being aware of a product or service. There must be a need or want. Once someone wants or needs an item or service, they investigate their choices. The choices are evaluated on the basis of cost (their budget), the quality and what the product or service will do for them.

With the above as a backdrop, the secret to increased sales is to present your product in a professional manner to your target audience. The secret is to contact enough people/businesses to the point where you get the results/sales you want.

This will translate to a ratio such as the following. It might look like this: 1000 contacts will attract 100 interested which converts to 10 sales. Of course, the ratio will be affected by many factors based on the product or service. Whether you are looking for a job or attempting to sell a product or service, you have to "talk" to enough prospects. The number of prospects that you must talk to or contact is probably always higher than what you expect.

You improve your results by such factors as: your professionalism in general, your presentation, your personality, your appearance, your verbal and listening skills, the product quality, the price and your service level.

However, the secret all boils down to making enough contacts or touches with your target audience. DC


· Return to MAIN MENU

A MESSAGE FOR
MANUFACTURERS and
MEGA-DEALERS ....

GASC Unveils "Economic Stimulus" Plan for PRINT 09 Exhibitors

GASC Unveils "Economic Stimulus" Plan for PRINT 09 Exhibitors. With savings ranging from hundreds to hundreds of thousands of dollars, Show Participation Is Now More Affordable For Large and Small companies.
GASC provides two stimulus plan options for exhibitors participating in PRINT 09. Option one is designed for companies with heavy machinery that occupies a large percentage of their booth space, which allows for unlimited machinery material handling at the show site. The second option features limited material handling, but encompasses both machinery and non-machinery, at the show site.
Here's an example: 1,000 sq. ft. exhibitor is invoiced by Freeman for $7,000 of show site material handling. The subsidy would cover $5,500. The exhibitor would be billed $1,500 by Freeman.
Altogether, GASC expects to offer up to $3 million in credit through the PRINT 09 Subsidy Plan. Ralph Nappi, president NPES/GASC estimates average exhibitor savings will range anywhere from $550 to $165,000, depending on the size of exhibitors booth space.For complete information, visit: www.print09.com. DC


· Return to MAIN MENU

People

John Bender Retires From RSI

After 25 years, in the trenches with dealership people across the U.S., John Bender has decided to slow down and enjoy the slower pace. In his role as Vice President Sales and Marketing with Recognition Systems, John helped numerous dealers to create positive growth with the lines offered by RSI. As a dealer recently commented, "John's a trainer's trainer. When he did a training session, he gave us the kind of information we could then use to train our customers." The company's Cash-For-Dealer-Sales programs were created by Bender. "It's my feeling sales people should be rewarded for their dedication to our company's line of products." His concluding remark: "Am married 39 years to the same Italian woman who continues to rule my world. The time is now for me to pay more attention to home and family."

Redi-Data Announces New Senior Vice President Of Sales

Redi-Data, Inc., a leading provider of consumer, business, specialty and healthcare data and data services, has announced the appointment of Marc Sabatini to Senior Vice President of Sales. Marc Sabatini brings a proven track record of integrated database marketing and data processing expertise to the Redi-Data team.

Life is Short - With A Horrible Ending

Mike Seale of Global PrePress Systems sent us an email about the tragic death of Bill Bardsley. "Bill was sitting in his home watching TV when a car went right through his house killing him. Bill was not only a co-worker but a good friend and will be missed. All of us at Global PrePress Equipment are in a state of disbelief." Milton Fetter of IBF Corp. said, "I would like to express that Bill was a great gentlemen, a great companion and a good friend. He worked at IBF for over 5 years and helped grow our presence in his territory. After he left IBF, I met with Bill in Miami and he was excited about new work opportunities." Our heart goes out to Bill's wife Francina and their two sons.

Tom Wetjen Appointed

Tom Wetjen, formerly vice president, Xerox Worldwide Graphic Arts Industry business, has been appointed president of OutputLinks' Graphic Communications World (GCW) division. Tom will also serve as the publisher for all GCW publications including "The Greensheet" the twice monthly kiplin- ger-style news summary of the print industry. Tom's strong background in the graphic arts industry and his proven senior management and leadership skills signal that although GCW is 35+ years old, it is now strategically positioned for its greatest expansion ever of services to the global printing industry. publisher's note: I met Tom Wetjen at a Canon USA gathering a while back and was pleased to be his dinner table partner. His industry knowledge was impressive, but what struck me the most was Tom's charisma which no doubt will express itself in his new position. Good Luck Tom. DC


· Return to MAIN MENU

Birthdays

Roger Giza­Heath Custom Press­06/01
Mike Mortell­Lehma­06/03
Andre Palko­Technifold­06/04
John Jordan­G.E. Richards­06/05
Lydia Nastitch­Count Numbering­06/09
Walter Tornstrom­Rapid Blanket Restorer Corp.­06/10
Charlie Dec­06/13
Carolyn Booth­H. S. Boyd Co.­06/18
Larry Wagner­G.E. Richards­06/19
Tony Baia­AIG International­06/20
Jeff Jutras­Print-Equip News­06/20
Frank Romano ­RIT­06/20
James Witt­Witt & Associates­06/21
Cleve Gatchel­Formerly W.D. Gatchel­06/23

Mike Wayne­Canon Paper Company­06/23
Edward Molloy­MGM Graphics­06/28
Dave Jacobson­06/29
Doyle Bigelow­Doyle Bigelow Printing Equipment­06/30


· Return to MAIN MENU

Tradeshow Times Tid-Bits

That's Entertainment: Adding Some Show Biz To your Tradeshow Exhibit

by Susan A. Friedman, CSP, The Tradeshow Coach
What makes one tradeshow exhibit memorable and another so-so? What can exhibitors do to get attendees talking after the show? What can motivate visitors who may have had no previous intention of visiting your booth decide that they definitely have to stop by?

Entertainment! According to trade-show research, live presentations are the third most important reason why people remember the exhibit. Numbers one and two? Booth size and product interest. If you've got a limited exhibiting budget, hiring entertainment may be a cost-effective way to attract attention to your company without springing for the larger, pricier display space.

What are your options?

Entertainment options at trade-shows are almost endless. Any form of live presentation can work, including:

· staged product demonstrations
· theatrical skit
· magician
· game show
· choreography
· video
· audio
· robot
· singers or musicians

The key is to have entertainment that acts as an integral part of your marketing message. To do this, you need to know a few things:

What type of entertainment will appeal to your target audience?

A robot that dispenses free samples might go over big at a tech show but fall flat at a pet care industry show. Conversely, those wired types might be more puzzled than pleased by a troop of trained terriers. Know your target audience.

How much product information do you want to convey via the entertainment?

Some entertainment formats are better than others for educating attendees about your products and services. Product demonstrations, especially those that draw participants from the audience, are a great way to get the crowd focused on what you're selling. Other acts focus on simply getting the company name and logo out there, such as a magician who uses the company's name as the 'Magic Word'.

What is your corporate image?

Any entertainment you select should positively reflect your company's image. This goes beyond a Western Wear company selecting a country singer to entertain the crowds attendees will hold you to a higher standard than that. Research the acts you're proposing to hire. Some acts may not be appropriate for mainstream companies ask to see a video of an average performance and ask yourself how would your customer base view the images. With those questions in mind, decide what kind of entertainment you'd like to have and who will perform for the crowds. If you've decided on live product demonstrations, you may be able to use your own staff members, but other than that, you're generally better off hiring a pro.

How to Make the Most of Your Money

Hiring a professional entertainer is an expense. Ensure you get your money's worth by doing the following:

· Identify how the presentation helps achieve your goals let the entertainer know clearly what you expect for them to do.

· Create promotional activities centering around the entertainment. From pre-show direct mailings to on the floor interactions with attendees, make frequent mention of the event and have an incentive that will encourage attendees to visit your booth.

· If your staff is not on stage, find ways to involve them in the presentation. Use them to gather the crowd or to capture and monitor pertinent information during the presentation. Let them know it's okay to be enthusiastic about the performance excitement is contagious, and you want an excited crowd.

What to Avoid

Good entertainment is expensive, bad entertainment can cost more than you will ever imagine. Protect your company's image and reputation by avoiding the following:

· Crass, rude, or offensive acts. There are comedians who do very well with off color or hurtful humor, but the risk of alienating large segments of your consumer base by sponsoring one of these acts is too great.

· Under-dressed entertainers. Scantily clad women and barely dressed men wiggling provocatively have no place at most shows.

In fact, the aggressive use of "Booth Babes" has been so off-putting that some shows are banning them all together. Unless you're exhibiting an adult-themed show ie, one that caters to the sex industry or some travel shows have your entertainment keep their clothes on.

· Acts that are clearly amateur. Tradeshow audiences are harsh. They won't be tolerant of second rate acts. Hire the best you can afford for better results.

By Susan A. Friedmann,CSP, The Tradeshow Coach, Lake Placid, NY, author: "Meeting & Event Planning for Dummies," working with companies to improve their meeting and event success through coaching, consulting and tradeshow training. For a free copy of "10 Common Mistakes Exhibitors Make", e-mail: article4@thetrade showcoach.com; website: www.thetradeshowcoach.com DC


· Return to MAIN MENU

Sales Corner
The WOW Factor: Service Recovery

by John Tschohl
John Tschohl has been preaching the power of customer service to clients throughout the world for more than three decades. The author of several books­including Loyal For Life­and founder of the Service Quality Institute in Minneapolis, Minnesota, he bemoans the fact that so many executives fail to realize how critical customer service is to the survival of their organizations.

"Keeping customers has never been more important to businesses, not only in the United States but around the globe," Tschohl says. "No matter where you operate or what you sell, if you don't have service recovery, you are almost doomed to fail."

Developing a loyal customer base not only increases sales and profits, it eliminates the need to spend thousands, if not millions, on marketing and advertising to attract new customers. "Studies show that it costs at least 10 times more to attract a new customer than it does to keep a current customer," Tschohl says. "And, in the face of the dismal economy worldwide, if you can lower your costs and increase your profits, you will crush your competition."

Tschohl recently addressed some frequent questions he receives regarding service recovery.

What is service recovery?

"The purpose of service recovery is to prevent customer defections by solving a customer's problem and sending her away thinking she just did business with the greatest company in the world," Tschohl says. "Service recovery is what you do after making a mistake to ensure that the situation is rectified and that the customer is satisfied. The first step is realizing that in each customer complaint is an opportunity to win that customer's long-term loyalty. If you do that, you will succeed."

How will service recovery benefit my business?

"It will result in customers who are so loyal to you that they wouldn't think of doing business with anyone else, Tschohl says. "You will be able to drastically reduce your advertising and marketing costs, because your word-of-mouth advertising will be so strong. When you do something great for a customer, that customer will tell all his friends, family, and coworkers about it. Not only is word-of-mouth advertising free, it is much more credible than any advertising you can buy. It's a well known fact that people are more apt to patronize a business a friend refers them to than they are when they see an ad or hear a commercial."


How can I implement a service recovery program?

"First you must train everyone on service recovery," Tschohl says. "Pay particular attention to your frontline employees, because they're the people who can put the "wow" factor in your customer service by solving a customer's problem quickly and to the customer's satisfaction. Teach them to take responsibility for the mistake without blaming someone else and to take the steps necessary to solve the problem. It's helpful to include role playing in that training so your employees have the opportunity to put their new skills to the test and to refine them where necessary.


How important is empowerment to service recovery?

"Without empowerment there is no service recovery," Tschohl says. "You must empower your employees to bend and break the rules and do whatever they have to do to satisfy the customer. Most employees are afraid they'll be reprimanded or fired for making a mistake while trying to satisfy the customer. Let them know that you support them and their efforts to solve your customers' problems. And eliminate policies and procedures that get in the way of them doing so."


Is compensation part of the service recovery equation?

"Yes it is," Tschohl says. "Service recovery doesn't end when you solve the customer's problem. You must give him something of value, something that says, "We're sorry you had this problem, we value you, and we want to keep you as a customer." Every company has something it can give a customer that won't cost a lot but has value in the customer's eyes and that will draw that customer back to you. Identify 5 or 10 products or services you can give to a customer who has experienced a problem with your organization. For example, a hotel can upgrade a guest's

room, a restaurant can provide a free round of drinks, and a cell phone company can offer a free month of service."

Customer service, Tschohl adds, is the only thing that will separate you from your competitors. "The opportunity exists every day for you to make your mark by providing superior customer service, which includes service recovery," he says. "Take advantage of those opportunities and your sales will soar."

To contact John Tschohl call 952-884-3311 or email quality@service quality.com; www.customer-service. com DC


· Return to MAIN MENU

Career Opportunities

I have 30 years experience on Heidelberg, ATF, Roland, Adast and many press sizes and brands. Experience: installations, maintenance, repair and reconstruction of presses. Excellent trouble shooter that has worked in Central America and United States. I am, Felix Garcia and am available either in the USA or Central America, will travel when needed and can be reached at 713-377-8088.


· Return to MAIN MENU

BANNER MATERIAL

The Second Most Common Wide Format Digital
Application

Banners are one of the key applications for wide format digital graphics companies. InfoTrends has recently completed a study on the wide format digital graphics market in the U.S. More than 80% of the printing companies surveyed reported that they regularly produce banners, making banners the second most common wide format digital application.

All kinds of businesses and even consumers buy banners. Businesses buy banners for both interior signage and outdoor advertising, consumers buy them to celebrate birthdays, anniversaries, and retirements. It may seem like a small thing, but these three different uses (outdoor, indoor, and personal) represent three totally different types of prints and require a variety of banner materials.

Banners for personal applications, which are usually only displayed for a day or so, are usually paper-based. Many printing establishments that do a retail business will offer consumers the opportunity to integrate photos into banner prints. Outdoor banner materials in a commercial setting are usually going to be suspended, hung, or installed. This means there are certain material properties that are vital to good outdoor banner materials such as tear-resistance. This is why companies use a lot of vinyl and canvas for banners, for their durability and tear resistance. Indoor banners may also be vinyl- or canvas-based, especially if they are going to be re-used, but more and more frequently companies are asking for textile-based substrates because of their light weight and the ease with which they can be folded and shipped, which also happens to save print buyers money on shipping costs. For indoor banners, the look and feel of the materials are of course very important as well, but in commercial settings fire-resistance is another key characteristic that printers and print buyers look for. There are a huge variety of banner materials now available from the leading suppliers in the wide format digital printing market.

One of the benefits of selling banner materials is that resellers also will frequently have the opportunity to sell banner stands, pop-up display stands, and other finishing materials that complement the banner materials themselves. Dealers who already sell wide format digital printing supplies know that banners and banner supplies are an important part of the mix. Dealers that are

considering selling wide format digital printing equipments and supplies should investigate the opportunity. DC


· Return to MAIN MENU



VINYL REMOVAL
AND VINYL CARE

knowing more than the average dealer affect sales

The Sign and Graphics industry offers opportunities regardless of what we know about the economy. In fact the sustained downturn has probably affected the Sign and Graphics the least of all imaging segments.

So, where do distributors go from here... In an article written for SignIndustry.com by Dennis Lasik, Dennis suggests distributors look hard at the trucking industry. New truck sales are way down. The numbers are about the lowest since the early eighties. Lasik relates that, in the 80's downturn, his company (West End Products) did well. They provided a service to remove vinyl graphics from the used vehicles going to market.

Moving to our present day situation; it turns out that many companies are buying fleets of used vehicles. This year an estimated 35,000+ DHL trucks will have their graphics removed. I hear Best Buy trucks are already showing up and the list will most likely continue to grow nationally and surely regional offerings will become common place.

So you don't like removing vinyl? Don't know how to price it? You're not alone. The maintenance and removal of vinyl graphics displayed and weathered on vehicles and stationary surfaces can be both difficult and costly to remove. It can also be easy and a real money maker!

What Is Vinyl? Polyvinyl Chloride (PVC) is a chemical species used to produce flexible vinyl film that in turn is used to produce a wide variety of protective and decorative film products. One such class of products, referred to as "vinyl graphics", possesses unique features that make them well suited to decorate mobile and stationary surfaces exposed to the public eye. The unique features of "vinyl graphics" are achieved through the use of an opaque vinyl film whose surface receives colorful, ink-based, printed messages and images; and whose underside is typically coated with a non-permanent pressure-sensitive adhesive protected by a release liner. The distributor's sale of a roll of vinyl does not stop at the invoice for the product. Distributor sales people need to know that there's a way to remain Distributor-of-Choice. That happens when, for example, you help train your sign shop customers that before the "graphics" leaves the printer or sign shop its printed surface frequently receives a clear protective overlay which can be either a cast or calendared vinyl (another product they should be buying from you). Often another film (pro-lam) may be applied to the surface to give it additional protection. Care must be taken by all concerned to maintain product integrity during transport and storage.

One good question that deserves your consideration as a Distributor ( owner, manager, sales person or CSR) is: Have You Ever Done A Car Wrap or Mount A Sign, or have you ever been a member of a Grunt Team removing old graphics from a truck, car? Although proper installation is an important consideration, you need to be taking your sign shop customer to the other end of the process and help them learn about Vinyl Removal. A good source of information is from Vinyl Removal Manufacturers and the various Products that are available: West End Products' Vinyl Off, Goof Off, Goo Gone, Just Magic and even WD-40, RapidTac, GrafXgone, Stahls Solvent, and Lil Chizler plus a host of hot air gun manufacturers.

As it relates to vinyl application and removal, Lasik of West End Products made this comment: "I would take the fifth if asked how many times I installed graphics before the paint was fully cured. Sometimes they were still warm from the paint booth with a customer on the way to pick up the truck. The point remains that if the paint is not cured properly (catalyzed as the paint people say) then there may be issues when it is time to remove the vinyl."

SO WHAT ABOUT VINYL AFTER IT'S BEEN IN THE ENVIRONMENT FOR A TIME? After it's been pelted by tree sap, bird droppings and road salt; micro-etching of its protective surface caused by acid rain and the impact of road debris; and possible dulling of colors because of UV ray exposure and excessive heat. Vinyl wraps and signs require frequent washings (no brushes) and polished during their in-use lifespan.

West End Products' Dennis Lasik makes the closing comment for this article: The spectrum of vinyl film and transportation paint formulations is so broad as to discourage general statements on the installation, care and removal of vinyl graphics. Although each removal job is somewhat unique, there is a common trend to make each job cheaper, cleaner and "greener".

Publisher's comment about this Vinyl Removal Article: Its original author is Dennis Lasik, West End Products manufacturers of Vinyl Off and other CrystalTek products: www.westendproducts.com. The article was prepared by www.SignIndustry.com.


· Return to MAIN MENU



Creative Recycling

In a period of financial and economic woes, here's a story of hope!!

Ever wonder what happens to those street banners on lampposts that advertise sports events, trade shows and museum exhibits?

For years, producers and users have been trashing cloth banners, even the thick plastic ones that won't easily break down in landfills. But a Pembroke Pines company is giving the banners new life as handbags, travel pouches and other accessories, sometimes selling them back to Original Advertisers for their corporate events or for their museum shops.

RetroActif, the brainchild of husband-and-wife team Ziad and Monica Shuman, contracts with a family-owned workshop in South Florida to make the bags. The company sells them in more than 100 stores in the United States, Australia and Europe, and to dozens of corporate clients including Mercedes Benz and the Greater Fort Lauderdale Convention and Visitors Bureau.

Most of the materials come from AAA Flag & Banner Manufacturing Co. where manager Retta Logan is happy to see the ads re-used instead of piling up in her Miami Gardens warehouse. "I kept getting bigger and bigger storage space, and the owners didn't want to keep paying rent to save more banners," Logan said.

The Shumans got the idea for their two-year-old venture from friends in Portugal who had seen similar bags in Europe. But they've put a unique twist on their products: They cut the banners to make nearly identical bags for clients in limited editions. On a recent Monday, they made totes for the University of San Diego with the word "university" on the blue sides.

Buyers like the eco-credentials that come with the sturdy bags. Broward County's tourism group buys them to ship information to meeting planners who prize "green" hotels and eco-awareness in choosing where to hold events.

"It's a tremendous statement on behalf of our destination that we do what it takes to recycle and protect the environment," said Nicki Grossman, president of the Fort Lauderdale group.

RetroActif underscores a trend in South Florida and nationwide toward "green" business. As green awareness rises, the Shumans expect sales in the "hundreds of thousands" this year after doubling in 2008.

NOTE TO DISTRIBUTORS:Let Me Know If You, Or A Customer Of Yours Has Demonstrated The Kind Of Creativity In This Banner Article; write to editor@dealercommunicator.com



· Return to MAIN MENU


WIDE NEWS

A message for dealers that have Signs Now locations in your area . . .

Signs Now, a division of Allegra Network LLC, has announced its top franchise awards for the past year. August and Tony DiCola, owners of Signs Now 193 in Chicago, celebrated their 20th anniversary late last year, were recognized with the Best of the Best Award, and Mike Tyson, owner of Signs Now 452 in Monroe, LA, was recognized with the Rookie of the Year Award. The awards will be officially presented at the 2009 Allegra Network Convention in Chicago in August. The Best of the Best Award is the company's top award and is chosen based on a combination sales volume, sales growth and participation in corporate programs, including performance groups and operational studies. The Rookie of the Year Award is presented to the network owner who displays the most stellar performance in their first full calendar year of business.

Super Color Digital and Sandy Alexander Have Announced A Strategic Alliance . . .

creating a breakthrough in the graphics communications industry. Super Color Digital is one of the largest grand-format graphics solutions providers in the US. They produce wide graphic banners, billboards, bus kings, bus shelters, building wraps, window wraps, 3M Scotch print graphics, fleet graphics, floor graphics, trade show graphics, exhibits, and much more. Sandy Alexander is the nation's largest independently owned high-end commercial graphics company, offering extensive web and sheet fed printing capabilities and a wide array of digital and electronic media services, along with in-line finishing. The alliance was announced at an event in April.

· Return to MAIN MENU

Wide Format Career Opportunities

I am Bob Flipse, a highly motivated Sales and Marketing professional with over 20 years of experience in wide format printing and signmaking. In my years in the industry, I have sold CNC routers, vinyl sign systems, and the full gamut of wide format printing solutions: printers, RIP's, media and peripherals­in both solvent and aqueous technologies. Having owned and operated a regional/international value-added distributorship, I am keenly aware of the business needs of the dealership and ultimate needs of end-user customers as well. Most recently I successfully managed a large territory for a major RIP software manufacturer, consistently exceeding quota as their top Sales Representative. Please contact me at 678-520-0303 or flipman57@yahoo.com to

make a major and positive addition to your company's staff. Resume available.

Tech or Sales Rep wanted to sell Wide Format equipment and supplies. Image Depot is a successful South Florida dealer serving printers, sign shops and digital imaging companies for over 14 years. Although we prefer you have digital color experience, if you have drive and ambition, contact Tom Bassett by fax 954-351-1289 or email tbastennis@aol.com

Sales Person Wanted
A large regional dealer is looking for an experienced rep to cover the wide format market. Applicants need to have a solid base of loyal customers, and must be knowledgeable in all aspects of selling wide format media and equipment through distribution. Major lines of printers, software, & media available. Send resume to Dealer Communicator, 1919 North State Road 7, Suite 202, Margate, FL. 33063, or email your resume to products4dealers@aol.com

· Return to MAIN MENU



· Return to MAIN MENU