MAY 2010

General News Starts Here and is for everyone: Graphic Arts Dealers and wideFormat-signSupply Distributors

PUBTALK - o.mike fichera

Dear Editor

Product Focus Article #1 ­ CTP / Computer to Plate ­The Foundation of Change for Supply Dealers - by Don Goldman

Product Focus Article #2 ­ CTP Technology: What's Right For Your Customers? - by David H. Citron

CTP Sales Are HOT In Latin America - by Gil Carrillo

Dealer Help Line

Bill Farquharson's Monthly Audio Sales Tip

Dealer News

Business News

National Yellow Pages

Used Equipment ­ Mini Ads

Sales Corner ­ What Do Salespeople Do That's BEST? ­ by Jeffrey Gitomer

Career Opportunities

News For Wide Format Sign Supply Distributors Starts Here

Major Story - Dealers Confirm The Fact That Compelling Reasons Will Drive Printing Companies To Buy Wide Format Printing Equipment ­ by Tim Greene / InfoTrends

Are All Wide Format Printers Alike? NO...And That's A Good Thing

Not All Digital Print Devices Are Created Equal

With An Understanding Of Offset Printing Graphic Arts Dealers Are Better Positioned For Selling Wide Format Products

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Click The Ad-Boxes Below For Product Information

Are you selling CTP? Thinking about it?
Is CTP still practical?

We put experts to work to dig up information you probably wouldn't find anywhere else. Read on!

In the wide format section: two issues brewing. The first: Compelling reasons are needed to get end-user sign shops, and grand format printers to plunk down big bucks for equipment. Second Reason: Are graphic arts dealers positioned to create wide format sales?

On top of that.....editorial that we deliver to you has to be...no MUST BE written to provide every dealer and distributor that reads Dealer Communicator, information that probably won't find even in the Library of Congress.

DEALER NEWS: This month we did pretty well in getting dealers to provide us with news. I want to point you to the email we received from Greg Lunce of Visacom. His history may be the same as yours. The difference? He sat down to write the email and share it with me and with the entire channel.

WHO SELECTS BUSINESS NEWS? I do!
If we wanted to print general-industry-business-news, we could find tons of it out there. But my idea of business news is to find the best I can that can help your­a dealer's­business. If what you see doesn't fit you, don't blame me. Because as one of our sponsoring advertisers said it...when you point at someone, look down. You have three fingers pointing back at you. Got it?

Personally and professionally, I want to thank you for reading this news journal, for contacting the manufacturer sponsors, for actively selling their products and for reviewing the product-emails that we send you.

DID YOU RECEIVE MY EMAIL ABOUT THE DANGER THAT LURKS IN THE HARD DRIVE OF YOUR COPIERS? There "is danger" lurking in those hard drives and I can link you to a YouTube presentation that you must view. . . ofichera@aol.com

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Dear DC Editor,
I like the way my Sales Corner article appeared in the March edition of Dealer Communicator. Thanks! I've consulted to many companies in many industries, everything from industrial supply houses, medical device manufacturers to foundries, yet I feel close to the printing industry. I've worked in the large printing plants of The Arizona Republic and Gazette, where I helped reduce wasted paper and ink waste, eliminated set up errors, and shortened production times. And at small text book publishers like Amsco, here in New York, where I reduced overall inventory, got books published faster and found new markets for existing titles. Reading your journal is educating me on the equipment and supplies, the manufacturers and the dealers serving the printing industry. Thanks for the insights!

Joan Adams
Pierian....the Lean Solution

Re: Press Attachments Focus
in March 2010 Dealer Communicator

Hello Omike
Glad to get your emails always, hope you are well. I apologize for the late reply. Nevertheless, here are my observations to the subject of Press Attachments. In my company's line of work, web press service & sales, the attachment upgrade of choice over the last 2 years has been the dryer. Press owners who were limited to non-heatset (air dry) i.e. newspapers & bond paper can add a dryer (or buy a used press with a dryer) and print magazines, advertising inserts & other work. We have completed 2 heatset conversions since Jan 2009 in Venezuela and the Dominican Republic. Last month we began work on a 3rd project shown in photos I'm sending you. Newspaper companies are searching for ways to use their presses during the daytime hours when traditionally they don't print. New business is still very hard to find but we are getting some work by helping our newspaper customers upgrade their presses for commercial work.

Paul Rawls, AZA Graphics (dealer in south Florida)

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Twenty-five years ago the world of printing as we knew it changed. In May of 1985, Adobe introduced PageMaker and a host of postscript fonts that moved typesetting and ultimately color production into the hands of the print customer (your customers), rather than ­ as before ­ in the hands of commercial printers. We called it Desktop Publishing (DTP), back in those days. Following the advent of DTP other workflow production software such

electronic imposition and ink jet proofing continued to revolutionize prepress production leading to one piece imposed ready to plate films. In the early 1990's it was predicted that by 1997 most printers would be producing filmless plates. While it took about 5 to 7 years longer, by 2006 Computer to Plate (CtP) methods took over, proofs are all digital and film in the prep department has virtually disappeared.

As you already know, not only did the advent of DTP change prep departments, it totally changed the printing dealer business into one that supports a digital workflow and the software, hardware and the CtP related consumables (e.g., plates, proofing materials, chemistry) that go with it.

In effect, the business model changed with supply dealer's
income mostly coming from prepress consumables to a broader mix of equipment, supply and other materials sold to the entire printing plant. To some dealers this was a bad thing while most others have flourished. Regardless, there is a good future in CtP sales as supported by recent studies.

One of these studies done in 2009 (PIRA International ­ UK/USA) on the world-wide use of CtP found that over 60% of the North American Printers of all sizes and types use CtP and they predict that this usage will go to over 77% by 2011. The number of metal CtP plates sold will go from 90 to over 134 million annually which is over 4 times the number of conventional plates. Not to be overlooked is the polyester/paper plates for the small press market that will reach sales of over 20 million plates in the next year. This is without adding in the potential CtP sales for the flexo industry where there is beginning to be a significant growth in the use of laser ablative methods to make filmless plates.

Early CtP systems put images on paper or plastic plates through phototypesetters. Today, platesetters use several types of imaging devices - internal drum, external drum and flatbed, each with their own advantages. The technology used for metal plates involves lasers imaging light sensitive or in the case of thermal plates heat sensitive pre-coated plates. Early thermal plates used energy intense pre and post-heating to fix the image and get longer runs but advances in the technology have reduced these steps. Thermal plates also can be handled in daylight using minimum or no chemistry. Less expensive violet/visible light plates using less energy and less costly plates emerged in late 1990's, being preferred by many printers with shorter runs and 2-4 up sizes.

Other imaging technologies have evolved through the years including the imaging on less costly conventional printing plate materials along with ink jet methods. The development efforts are focused on finding the ways and means to reduce material and energy costs.

Yet, thermal plate technologies continue to dominate the full size sheetfed and web press markets with over 70% to the total installations. Some thermal systems are entirely processor-less. Recently some violet light processers are offering chemistry-free solutions. CtP has "green" aspect to it since it reduces the effluents associated with silver based emulsions.

In spite of the rumors, offset printing is still the most cost effective methods of putting quality images on all types of substrates for a variety of printed products and long to modest runs.

For the printing industry supply dealers, CtP is a prime source of revenue and will remain so as long as offset printing is viable. There are also new opportunities in emerging CtP markets such as flexographic printing, newspapers and packaging printers. Computer to plate technologies continue as strong revenue source for dealers who stay on top of the technology trends and changing needs of their customers. DC

Author: Donald H. Goldman is the principal of ConsultWare, Inc. a Boston area based graphic arts management and technologies organization. He provides services to major printers, dealers and manufacturers in the areas of prepress technologies, digital printing, production management including estimating, scheduling and computer-based management information systems as well as overall information flow and operating procedures. Don is a well-known speaker, author, and printing industry educator and is a recipient of the NAPL Technical Leadership Award.

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Dealers in the channel and their customers need to know more about the advantages and the future of Computer-To-Plate (CTP) to make intelligent decisions. We spoke with dealers whose experience and research have provided some of the answers and opinions, in some cases contradictory. Read on and decide what's relevant to you and your customers.

Is everyone using CTP now? Does anyone use film anymore?

To get a film-only customer interested in CTP equipment, your sales staff must "convince him of the return on investment benefits and quality and productivity benefits" suggest Mark and Laura Minter, owners of family-owned DigitalView (Jukskei Park, South Africa).

At Bob Weber Inc. (Cleveland, OH), Bob Weber points out that there are still some customers who stay with film because they cannot justify the investment in CTP equipment ­ even though it eliminates processing steps with little or no cost increase. BWI is a supplier of refurbished digital prepress equipment, now in its 27th year.

"The cost of refurbished BRAND NAME is way down to almost Imagesetter levels of a few years ago. Anyone using 100 to 200 or more plates a month should be considering CTP! Prepress plate cost is much lower these days!" enthuses Bill Landwer, President of MKL PRE-Press Electronics (Schaumburg, IL). "Look at where you want your business to be is five years: if you are NOT in CTP, you are NOT a MODERN DAY PRINTER!"

Brian Wolfenden of Presstek suggests that CTP is a "green" solution. He sees their chemistry-free process as the future of CTP, because "it's being driven by environmental concerns to reduce or eliminate chemical usage." The "green" angle could be a deal closer for some customers. Wolfenden is Presstek's Director of Marketing Communications.

"They [film-only users] are Luddites! CTP is mainstream; it is now all but impossible to purchase film equipment and even film itself is dying off" says Robert Lyon, President of Intergraph Corporation (Miramar, FL). "CTP has so many advantages in ease of use, quality, lower cost of operation and speed. In my opinion, very few printers can afford to stick with film and stay in business."

Of course, some film customers will always remain film customers, such as screen printers. That may change with some unforeseen future technology.

Will CTP be replaced by the Next Big Thing? Is inkjet technology competition for CTP?

"Thermal CTP is declining with violet and inkjet ascending. Unless inkjet gets much faster, has better quality and plate prices comparable to violet, I don't see inkjet replacing violet," opines Lyon.

"I don't think there is any reason for traditional CTP equipment to go away. Inkjet-based plate systems do not seem to meet the needs of most commercial printers," says Weber.

CTP as we know it will still be around "for a substantial amount of time," according to Mark and Laura Minter, owners of DigitalView (Jukskei Park, South Africa). "I do not think that inkjet plate technology is advanced enough yet to replace normal CTP as we know it."

"Inkjet lacks quality... in our estimation, too slow," opines Bill Landwer, President of MKL PRE-Press Electronics (Schaumburg, IL).

On the other hand, Helen Tan of Hantal Corp. (Chatsworth, CA) suggests that how long CTP as we know it is around "depends on how quickly inkjet plate processing can be improved."

Who will win the battle of Thermal CTP versus Violet CTP?

Violet versus thermal "is a non issue," say the Minters. "It depends on who is selling what and the customer relationship. Both products are good."

"I recommend violet platesetters for customers where economy is the main concern. Thermal is recommended if convenience trumps economy," says Weber. "Our customers' plate volume usually dictates which system is most suitable," adds Lyon. "The customer needs to examine which CTP technology is best suited to his operation."

"Thermal CTP has become the dominant technology and will continue to be the majority of the market" predicts Wolfenden. "Automation is key, along with reliability and low maintenance cost."

Bottom Line...

"Usually, an in depth analysis of cost and time savings shows a very good ROI on converting to CTP. Together with the lack of replacement film equipment, it is easy to show how CTP is the way to go!" says Lyon. There is "lower cost, higher automation, and improving functionality."

"We sold a small newspaper a system and, several months later, used him as a reference. Our prospect went to visit the site and asked the user if he had realized all the savings he expected and was the ROI calculation on track. The answer: 'I don't have any idea!' Puzzled, the prospect (an accounting type) asked 'how can you make an investment like this and not track the results?' to which our user replied, 'I don't care, all I know is that I get to go home 3 hours earlier ­ now I have a life!' Case closed!"

"Everybody's going to have to go to it. Or if not, outsource it," says Jim Steiner of Graphic Connections Inc. (Lynwood, WA).

Bob Weber has written a white paper about CTP. You can read or download it (FREE) at http://bob-weber.com/resources/ctp-white-paper.aspx

Film is going the way of the mimeograph and carbon paper. Except for some specialty shops, pre-CTP technology will be getting much less attractive to the customer's bottom line. Therefore, you must demonstrate for your customers the advantages of CTP, in time, money, and greenness. Then make the sale and you both reap the benefits. DC

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by: Gil Carrillo
There is a new surge of buying in Latin American countries, and the hot item is computer-to-plate systems. Traditionally the Latin countries are one technical generation behind the U.S. and Europe for a variety of reasons.

First, the manufacturers always do new technology roll-outs in the larger markets of US and Europe. The capacity to pay for and adopt new the technology has always been stronger in these markets. As these markets integrate the new technology, there is obviously a need to do something with the older systems that are in place. Here is where we re-sellers play a key roll in acquiring these older but still functional systems and selling them into emerging markets at 50% or less of their original costs.

Latin American printers have in the interim been exposed to technical articles, publication advertising and trade show demonstrations of new technologies, and are psychologically ready to buy when the price becomes more accessible.

CTP is the perfect example. WE are now 10 years and several generations into CTP technology, so the early systems are now on the market for as little as $ 10,000 to $15,000 dollars US, not much more than the cost of a film imagesetter. CTP has also been a much easier transition, as CTP Systems use most of the same digital workflow used with imagesetters, that are the basic pre-press system in every Latin American country. The result has been a surge in buying activity of used CTP systems.

As always, the challenge for the buyer is to find a reputable reseller, who has the technical capability of insuring that used systems are in reasonably good condition. I try to fill that role, and also work with qualified CTP technicians in various Latin countries who can provide installation and tech support.

Author: Gil Carrillo has spent 40 years as a pre-press equipment and supplies dealer in Mexico and Texas. He was active in NAGASA during his 30 years as a dealer for Agfa, Kodak and Dupont in San Antonio, Texas. Now semi-retired, he travels frequently to Latin America helping printers transition from film systems to CTP. He is also working on the most extensive e-mail database of the Graphic Arts Industry in Latin America. DC

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industries "Leading Manufacturers", Roland, we have been able to not only survive, but thrive!

Diversification is always important, but we have found that focusing in tough times pays off in the long term.

To position ourselves as the only Roland "ONLY" Dealer in the North Texas area means we are more efficient and more "in tune" with Roland products and issues than a competitor who say, has three or four different printer lines to manage, each with it's own unique set of issues. Multiple "issues" can be incredibly frustrating to the poor customer who chose to purchase a printer from a dealer who cannot efficiently and with a high degree of product knowledge offer the level of support someone like A.Visacom's "focused" approach can provide.

The customer does not want to hear the dealer (they just spent several thousands of dollars with), "technician" ask, "..uh, which printer do you have??"... "no, I mean, who is the manufacturer?". By the time the customer has answered, he is already starting to feel some increased frustration..You can almost imagine the customer saying, "You don't know?..I just spent $$$ with your company..!! I just want my printer fixed!!"

We have also found that when you are dealing with a "technology" based product, the dealer requires maximum support from that manufacturer, and when you offer that "focused" item as a single option to the customer, the manufacturer tends to provide a greater level of support to the dealer that gives "their" product the greatest "mind-share" and attention in the marketplace. The dealer needs that level of confidence from the support of manufacturer, and I promise the customer/end-user will DEMAND it!

It just makes sense good business sense, if you think about it from the perspective of the smaller dealer. I've been in this industry for nearly 20 years, and wholesale distribution for an additional 20 more years, 40 total, and I've learned that It's not always about just "moving boxes"..it truly is about "what comes with the box".
Focus = Longevity
Greg Lunce, G.M. - A. Visacom

Des Plaines Office Equipment Comes To The Rescue!

When the delivery trucks roll up to the Des Plaines Office Equipment (DPOE) warehouses this week, it won't be the customary delivery of copiers, facsimiles or printers that are being stored. The cargo being delivered is very different and will benefit more than seven Chicagoland dog rescue and shelter groups.

Through an arrangement worked out between DPOE, the Illinois Shorthair Rescue, and food giant Del Monte, DPOE will provide storage space for food donations that will benefit more than a half dozen rescue operations and shelters throughout Northern Illinois.

Bob Kuhn, who serves on the Board of Directors for the Illinois Shorthair Rescue, a not-for-profit breed rescue group with the mission to help German Shorthaired Pointers in need and to place them into responsible, permanent homes, explained they needed storage space, and lots of it, to accommodate DelMonte's offer. But the Illinois Shorthair Rescue didn't have it. DPOE came to the rescue, literally.

Bob stated, "We were able to work out an arrangement with Del Monte who generously offered us a number of pallets of their prize dog biscuits (Milk Bone® Essentials Plus+, the top of their line) but they needed a place to deliver."

Kuhn did not want to let this opportunity pass, and made a call to Victor Miceli, one of the principals at DPOE. The two men had been in Scouting together, both as Eagle Scouts, and soon the problem was solved.

"I told them that they could use our warehouse to store the delivery," Victor Miceli said, adding, "This is a great cause, it's an excellent organization, and we are happy to do our part to make this happen." DC

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Drytac Corp. Announces New Addition

Drytac Corporation has announced the addition of a new Regional Sales Manager to the company's North American sales staff. The additional staff is concurrent with a reconfiguration of sales territories, expected to improve customer support in a number of key regions. Garry Barkley has been named the Regional Sales Manager for Ontario, Canada. As a former outside sales manager for wide format imaging supplies with Mondrian Hall, Garry brings over 20 years of experience in the graphics and finishing industry. Garry will operate out of Drytac's Toronto, Canada office.

Committee Members Elected

The Automation Solutions Network (previously the JDF User Group) comes to agreement to formalize its organization and name the committee members. The change reflects the various interest areas within membership; commercial, web, digital, and in-house printers using JDF-enabled automation to boost profitability as well as vendors and technologist that help provide the solutions printers demand. The Automation Solutions Network is a joint partnership between Printing Industries of America & CIP4, established as an open forum for users and vendors to discuss their automation issues and experiences, with a solutions-oriented focus. The ASN has established itself as the premiere event to exchange ideas and solutions for JDF workflows. It focuses on the development and practical implementation of JDF-enabled systems and cross-vendor implementations. The group welcomes a wide range of users of JDF-enabled systems as well as the suppliers of those systems.

Bill Esler Has Landed

After the closing of Graphic Arts Monthly magazine, our dear friend who was publisher successfully landed and is now Associate Publisher/Editor in Chief at Vance Publishing. Bill is responsible

for content on Vance wood products publications (Wood & Wood Products, Custom Woodworking Business, Closets) and related websites: woodworkingnetwork.com and closetsmazazine.com. He can be reached at 847-634-2600.

Phipps New General Manager at Mutoh

Brian Phipps, previously Director of Sales, has been promoted to General Manager of Mutoh America Inc. He will oversee the day-to-day operations and is responsible for directing and managing administrative and operational functions. Phipps has a broad range of leadership management, operations, finance, sales and project management experience. He has been involved in the wide format industry for over 15 years.

Burnishine Products Brings Back Aqua Blue Plate Cleaner

Aqua Blue Plate Cleaner is once again available to the channel of graphic arts dealers. Announcing the availability of the product, Burnishine Products President Roger Giza commented: "The previous owner of Burnishine Products discontinued Aqua Blue, but consistent demand from printers has prompted us to return the product to the marketplace. Aqua Blue is an acidic cleaner, conditioner, and scratch remover for use on most aqueous metal plates such as those made by Fuji, Agfa, Lastra, and Kodak."

Eric Owen Has Been Appointed

Eric Owen has been appointed as worldwide Vice President of Customer Development for Dodak Digital Printing Solutions.

JRC Partners with Image Specialists

JRC Associates, Scituate, Mass., has announced a partnership with Holtsville, N.Y.-based inkjet ink maker Image Specialists. JRC is adding Image Specialists ink products to its list of product offerings. The line includes solvent replacement ink cartridges and bulk ink systems for Roland, Mimaki, and Mutoh printers. In addition, aqueous replacement ink cartridges are available for Epson, HP and Canon printers. When replacing OEM inks, there is no need for profile changes or flushing. As an introductory offer, JRC says it is offering a free ink cartridge to demonstrate the ink's quality.

Idealliance and IPA Join Forces

The boards of directors of IPA (Association of Graphic Solution Providers) and IDEAlliance ( International Digital Enterprise Alliance) have announced intent for IPA to merge with IDEAlliance, combining their memberships and resources into one robust organization serving the needs of the advertising, media, print, and publishing industries. Following final approval, the new organization will provide for the coordinated development of standardized technical and business specifications and guidelines, new certification programs, broad and new educational offerings, and enhanced online peer support networks. The combined organization will serve professionals from every facet of the media supply chain, including brand owners, agencies, publishers, printers, minerals suppliers, technology suppliers and pre-media service providers.

Agfa Graphics Launches the Azura V Plate

Agfa Graphics has announced the launch of the :Azura V chemistry-free plate for violet CtP systems. The new violet photopolymer plate works with gum, similar to Agfa's industry-leading, ThermoFuse-based :Azura plates for thermal systems. This new, chemistry-free plate works with all mainstream violet CtP units currently in use. The plates are ideal for low- to mid-size commercial printers and provide run lengths up to 100,000. Because it is a chemistry-free plate and there is no use of developer, it eliminates the main variable affecting image consistency.

White Ink Proofing

Bill Esler, in one of his last write ups for Graphic Arts Monthly, wrote an article about Epson's new proofing ink that creates the illusion of opaque white. Esler wrote: It Works! Introduced at PRINT 09, the new inkjet proofer: 24" Stylus Pro WT7900 which, as they said would set a new standard for flexographic and gravure color proofing based on the company's Ultra-Chrome ink sets. The white ink, which uses a newly developed aqueous-based clear resin, can be printed in solid or tonal patterns. It can also be overprinted or underprinted, especially useful in proofing flexo and gravure print jobs that require the color white. Epson says its UltraChrome HDR White is the world's first aqueous-based white ink.

Rose Poster Printing Acquired

OAI, Inc. of Tampa, Florida has acquired certain assets of Rose Post Printing, a Miami-based large format print company. Terms not disclosed. OAI's capabilities cover the gamut including billboards, wallscapes, stadium graphics and more.

Third Party Inks

In March Dealer Communicator reported on Third Party Inks which included a survey by Wide Format On-Line about eco solvent inks. On the heels of that product focus, Lyra Research Inc. published a prediction that revenue from eco-solvent inks will peak by year 2011 at $327MILLION. More about the report: www.lyra.com.

Giving Back

Signarama in Hattiesburg, Mississippi was chosen by ABC-TV to produce all the wayfinding and on-site signs, as well as banners and vehicle graphics for the filming of Extreme Makover aired in February 2010. Signarama produced seven banners, sixty-one 18-by-24 inch signs and additional vehicle graphics for local vendors involved in the home building and show project. Reported Twila Dickinson, manager of Signarama, "It was a blessing for SIGNARAMA-Hattiesburg to work on the Extreme Home Makeover program and be able to contribute to the community and show the national theater that we are the Little Sign Shop that can!"

Nazdar SourceOne^® Appoints Ray Hill As Sales Manager for Midwest Region

In his new role, Mr. Hill will be responsible for providing leadership to the SourceOne sales team and driving continued growth in the markets and territories of the Midwest Region. DC

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

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

MAGNETIC MATERIAL
New Force Magnetics, Inc.
Ph: 303-565-3700 · Fax: 303-565-3762 · www.newforcemagnetics.com

MAGNETIC STRIP
New Force Magnetics, Inc.
Ph: 303-565-3700 · Fax: 303-565-3762 · www.newforcemagnetics.com

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

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

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

SPECIALTY VINYL FILM
Creative Film Corp.
Ph: 732-367-2166 · Fax: 732-367-6203 · www.creativefilmcorp.net

SPIRAL BINDING SUPPLIES & EQUIPMENT
PVC Spiral Supply
Ph: 800-461-9301 · Fax: 208-377-9301 · www.pvcspiralsupply.com

MANUFACTURERS

List Your Company In The National Graphic Arts Yellow Pages In Both The Print & Internet Editions of Dealer Communicator

$65 per Month

1-800-327-8999
pat@dealercommunicator.com

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UV Clear Coating System. Coats up to 60 inches wide and 3 inches thick. Very Fast. New $85,000.00 ­ Now Only: $54,000.00. Please contact: Mark Gregory 800-835-2221 ext. 2201; mgregory@gregory1.com

A.W.T. Long Stroke Screen Press. Includes automatic take-off system 52" x 150" Print Area. Comes with Newman Roller Screen

Frames. Package Price: $19,999.00. Please contact: Mark Gregory 800-835-2221 ext. 2201; mgregory@gregory1.com

MIRU MDS 2120 Scanner, Floor model, new condition. $1,950.00, Call Paul at 406-549-6488.

Used Nela Table Top Punch 11mm x 425mm - excellent condition, $900. Use with Hamada B452/GTO52. Contact Paul Radock 954-724-2219 or radock@graphline.com

For Sale USP-13 $12,900 This machine is clean and in good working condition. You have your choice of a coil or wire die. We can ship anywhere in the US. The machine also comes with a manuel and lots of extra parts. Contact Jeff Aberge at 206-443-9424 or email jeff@binderproducts.com.

Challenge model EH3 three spindle hydraulic drill,excellent condition, tan color, drills included. $1,600.00, Contact Jim Brazee, PrintWorld Equipment, Cleveland, Ohio, 440 942-6282
printworld@att.net

Dynafold DE-102AF ($737) - Folding paper is quick and easy with the Dynafold paper folder. Quickly create letter folds, accordion folds and more. Reliable and simple to set up and use! www.abcoffice.com , ABC Office: 800-658-8788, marketing@abcoffice.com

DEALERS...

Sell your used equipment to other dealers. $5 per machine listing. 25 words including phone & contact info. Special 3 month agreement ­ $3 per listing per month. Change your listing every month if you want. Email: pat@dealercommunicator.com

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What do salespeople do that's BEST?
. . .What do you do?

by Jeffrey Gitomer
Last Fall, I created a giveaway on my Facebook fan page. I offered a prize of several autographed books for the person who submitted the best sales tip. I received more than 260 responses, and thought it might be a good idea to share with you how your fellow brothers and sisters in the sales profession are thinking. Here are a few of the tips - I hope they inspire you to think and take some new (better) actions:

· If YOU don't care, neither will your client.

· I find that being curious and genuinely interested in people has helped me grow my business and develop stronger relationships. It has also helped me to expand my professional networks.

· Sales is not about selling. It is about relationships.

· Make The Call!

· Always tell the TRUTH.

· Alter the way you interact with each and every person, but never change who you are!

· My 2nd favorite 4-letter word is SOLD... my 1st is PAID.

· Make doing business with you EASY... No Non-sense... No Rules...

· Just do what you say you are going to do.

· Don't sell anything you wouldn't buy yourself.

· Do It Now... Not Tomorrow, Not Later, Not After Your Coffee, Not After You Check Email... Do It Now. Be Known For Your Superfast Response.

· My best sales tip is "protect the base" - after I've met a prospective or current existing client, I've been writing a handwritten note expressing my gratitude indicating that I realize they have a choice in buying supplies, but I thank them for choosing my company. Call me old fashioned, but it separates me from the rest...

· My motto - NO PROBLEM! - no matter what! People do not want to know why something cannot be done, they just want it fixed - repaired - made like new - without any excuses - period. The better, faster, and with understanding of there point of view, the stronger your relationships with your customers will be.

· SMILE and mean it!!!!!!!

· When you work hard consistently, the numbers will take care of themselves.

· Be Prepared! Know your client and their competition!

· Never get complacent. Challenge yourself to be better. I asked my top salesperson after a really successful week if she was happy with the results. She said "no". That is why she is my top salesperson.

· My best sales tip is to approach sales the way you desire to be approached.

· Loose lips sink ships. I've seen more salespeople talk themselves OUT of a sale then into one.

· I work in the hotel industry and my competition is all around me. What sets me apart from people is that I LOVE MY JOB!

· It's all about the customer, stupid.

· Speak THEIR language and you will get far!

· I say to each client, "I am here to give you as much information as you need in order for you to make a completely informed decision."

· Confidence speaks louder than words.

· Sales is a simple concept: help people like you would want to be helped.

· I don't bring any of my tools, bags, computers, etc. to the door when talking to my customers. This forces me to build a rapport, and ask questions, with the customer, and takes away the "crutch" that I have in my bag. It's proving to be an excellent way to gain sales, because it allows me to build the trust that is needed before I get into the details of the sale.

· Do your homework to EARN the right to have a conversation.

· It's difficult to take back a first impression!

· Create a following by never following.

· Print out your client list/call list, then turn your computer off and pick up the phone. No email you send is going to be as good as the call I am going to make.

Pretty good? These are regular "hit the phone and the pavement" salespeople who are out in their market or their community, making it happen. I applaud them. BUT the winner? Bill Atkins. He owns Red Bank Limo in New Jersey. His tip was: Each day, pick two customers at random. It doesn't have to be your biggest or newest customer. Tell them you don't have any agenda for the call, but just called to see how they are doing. No sales pitches allowed. Focus on the long-term relationship you are building not the sale.

Good advice from EVERYONE ­ for EVERYONE....Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development at www.trainone.com. Jeffrey conducts more than 100 personalized, customized seminars and keynotes a year. To find out more, visit www.gitomer.com. Jeffrey can be reached at 704-333-1112 or by e-mail: salesman@gitomer.com DC

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DEALERS CONFIRM

THE FACT THAT

COMPELLING REASONS

WILL DRIVE PRINTING COMPANIES TO BUY WIDE FORMAT PRINTING EQUIPMENT

by Tim Greene, InfoTrends

I was at a dealer-oriented meeting recently and my own opinion, that printing companies will buy new wide format printing equipment when they have a Compelling Reason to Change, was confirmed multiple times by some of the biggest and best dealers in the country. Wide format printing equipment manufacturers have gotten that message loud and clear. This year we have already seen multiple examples of manufacturers providing that compelling reason to change in multiple ways. What do people want in any new wide format printer? The answer to that is faster, better, lower cost, and easier.

Faster

Wide format printer users want the devices to not only print faster, but be able to automate many of the prepress tasks that are the typical bottlenecks in a wide format printing process. Accelerating the drying time is another way that wide format printers are becoming faster. Using smaller drop sizes and applying heat or curing energy to the inks allows wide format prints to dry much faster so they can be laminated and shipped to customers more quickly. In terms of pure print speed, today's wide format inkjet printers are up to 2-3 times faster than the previous generation, so manufacturers are certainly addressing the speed issue.

Better

Wide format printing equipment users are, generally speaking, very particular about image quality. The prints made by wide format printers typically are installed at retail locations and represent important brands, so colors and quality are paramount. Using new ink formulations and increasing color counts (up to 12-colors) and advanced color management software, the image quality that today's wide format printers are capable of is just amazing. This is true not only for aqueous inkjet printers from the market leaders like Canon, Epson and Hewlett-Packard, but also in the eco-solvent market with manufacturers like Epson, Roland, Mimaki and Mutoh.

Lower cost

In some cases the average selling price (ASP) of wide format printers has come down significantly. You can get a 24-inch wide printer for less than $1,000 and even 44- and 64-inch wide printers and printer-cutter units now sell for below $15,000. The purchase price of the device is important of course but over the time the user owns the equipment they may end up spending as much as 10-15-times the price of the printer on the supplies used to produce those high quality wide format graphics, so the cost of supplies is also very important. Equipment manufacturers are lowering the cost to print in some important ways. Some companies, like Canon and HP, have introduced economy print modes, which actually reduce the amount of ink used to produce wide format prints, less ink on the page equals lower cost to print. Other vendors, like Mimaki and Seiko I Infotech, have introduced lower priced ink sets and bulk ink delivery systems for their own printers, which allow printers to save more than 10-15% off existing supplies configurations.

Easier

There are a few ways that wide format printing equipment manufacturers are making wide format printers easier to use and manage. One of these is by bundling intuitive software that makes it so that you don't have to be a photoshop expert to get professional quality designs printed. Wide format printing equipment manufacturers are also increasingly making it easier to integrate wide format printers into a networked environment, with full job and cost accounting software built into the print controllers. Then there are more straightforward and practical design elements, such as making paper loading easier and more fool-proof, which has not always been the case with the large rolls wide format printers use.

Advice For Distributors

There is a tremendous opportunity to drive new wide format printers sales by finding out what your customers don't like about their existing wide format printing equipment ­ because odds are the manufacturers have improved the performance of their newest units to give those users that Compelling Reason to Change that should drive new sales. DC

Tim Greene has been the director of wide format printing research at InfoTrends since 2001. He may be reached at: tim_greene@infotrends.com

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The title asks the question; are all wide format printers alike? The answer is no, but there is something they all have in common, no matter what kind of printer it is, there are technology developments that give equipment dealers a good reason to develop some specific wide format equipment marketing initiatives. From a dealer standpoint, the wide format printer technology platforms sold today include toner-based printers, aqueous inkjet printers, eco-solvent inkjet printers and UV-curable InkJet printers.

InfoTrends has developed different speed and price point for the leading wide format technologies. I won't bore you with the details of these segmentations but suffice it to say that we end up with 3-4 categories within each technology. Generally wide format equipment dealers sell the devices that sell for $75,000 or less.

Generally speaking, wide format toner-based printers are monochrome only, which limits their appeal in the graphics market but makes them very valuable in the technical document printing market. Technical documents include building plans, schematics, maps, and renderings that are used in architectural, engineering and construction companies. When we look at the devices that have hit the market recently it is notable that there is a lot more value packed into each unit. Today's wide format toner-based printers are much faster, much smaller, and offer better image quality than earlier generations of equipment. In short, users get greater productivity from today's devices at lower cost than ever before. In the aqueous inkjet market there are similar developments, making these printers faster and providing lower operating cost, but giving even low-volume low-end equipment users access to professional color printing. In today's world, where companies in the technical market need to maximize the use of their professional architects and engineers, there is no reason not to use the greater functionality of these devices to help sell new wide format hardware.

In the color graphics market there are also the speed and functionality improvements that dealers should make prospects aware of, but also the improved economics of the newest equipment, both in terms of running cost and the improved top-line based on the wider range of applications they can produce. Some examples include the new metallic ink printers that Roland offers, the new white ink printers that Epson offers, and the new Latex ink printers that HP offers. In each case, these new technologies enable new applications that could drive new sales. Another way that manufacturers are driving sales is by improving the economics. Seiko I nfotech has introduced a lower-priced ink for their own wide format light-solvent printers while Mimaki has introduced a bulk ink delivery system that offers lower running cost and longer unattended printing for its new wide format light solvent inkjet printers.

So, are all wide format printers alike? No, some are much better than others, and the new generation of equipment from some of the market leaders should give equipment dealers a good reason to go back to their customers to educate them about the opportunities presented by these new technologies. DC

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As our focus moves from customers to internal processes to meet their requirements, the specific make, model and operating conditions of your digital press hit center stage. You most certainly know from the product and vendor-selection process when your press was purchased that not all digital print devices are created equal. Their capabilities not only vary between different models and print technologies but also on the same machine depending on paper used, operating environment (heat, humidity), and printer maintenance. Thus, even two "identical" printers, purchased at the same time and operating side-by-side in the same way often produce different results.

Tools to Manage the Monsters

Given all these variables, how should a DPSP manage the color they can control? To summarize, begin with the customer. Achieve a common set of expectations. Make sure supplied files are well defined. Next, control your digital print device variables. Have a set of stocks that are readily available, in consistent production lots, tested for color and compatibility with your machines and stored in a controlled environment. Maintain your equipment on a regular schedule and operate it in a temperature-and humidity-controlled environment. Learn what aspects of the digital printer are within your control vs. those internally controlled by the machine and how you can influence or control those variables. Finally, nail down your digital workflow variables and use good color management tools.

This last aspect, color management tools, is another one where products and vendors are not created equal. For example, some tools provided by the printer manufacturer are really intended to stabilize the print device and achieve linearity of CMYK color ramps. While useful, this is quite different from a tool designed to accurately profile the complete color behavior of the printer in multiple dimensions and control its reproduction between different color spaces. More sophisticated tools allow mapping between different stocks, multiple printers of the same type or different types, or even between different print processes (i.e., inter-process).

Virtually all sophisticated color management tools require accurate and repeatable color measurements. A spectrophotometer is a non-negotiable requirement. Densitometers are not capable of sufficiently accurate color measurements. And, just having a
measuring device doesn't cure all. You must use it correctly and understand the differences between UV and non-UV ink measurements, white vs. black backing, influences of surface gloss, and how to calibrate the device. DC

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BUT...yes, there's a but that needs to be contended with. But you had better realize that you can't just take your graphic arts hat off, put on a wideFormat hat and think, advise, and sell like your counterparts who have already done their basic training and have gained years of experience. In the April 2010 edition of Dealer Communicator, (Personally Speaking page 3), the publisher clearly announced that successful dealership people know the products they sell. Point Made. Let's go on.

Wide format writers are encouraging industry people to "leave old solutions behind in favor of more efficient systems". And rightly so. However, at least for 2010 and 2011, offset printing remains ALIVE and will be complemented by wide format printing.

In an NPES Seminar several months ago, the president of Padgett Printing (Texas) said this (paraphrased): "Padgett has had its success in Offset Printing. One day, a larger, very large customer came asking if we could produce two large banners for them...in that instant, we became an Offset ­ Digital Printer." He went on to say: "Would we dare tell the customer to go up the street to the wide format sign shop for those banners?" So, one might say Wide-Format offers a Big Opportunity for graphic arts dealers.

In an article in the IPA Bulletin, Sep/Oct 2009, readers are advised to upgrade to new proofing systems to reduce expenses in making contract proofing and to retire slower systems that can't keep up with today's requirements for color, turnaround, and ease of use. The recommendation is to upgrade to wide format inkjet technology. In the article, the writer tells (for the good of dealer-resellers and your printing customers) us that printed contract proofs remain one of the most profitable parts of the printing workflow.

Wide format inkjet allows many commercial printing companies and design studios to generate a new form of profit by producing inkjet proofs that are significantly less costly than the previous generation of contract proofing on paper. He goes further: It's no secret that printing digital proofs on a nearby wide format inkjet printer is simpler, less expensive and faster than relying on an outside organization or even another department down the hall to do the job.

Lastly on the topic of proofing.... there is good news in that inkjet technology has expanded its color gamut to such a degree that inkjet proofing is now a contender in markets that require high standards of digital proofing, such as the flexographic markets. And, the latest generation of wide format inkjet printers delivers unsurpassed color accuracy along with production speeds to meet virtually any proofing requirement.

As mentioned earlier about Padgett Printing, a commercial printer can be competitive by offering their customers more options from their plant. One of those options: Indoor / outdoor signage and displays. And further: vehicle wraps, wall coverings, floor and sidewalk graphics and niche applications.

SO WHO WILL THESE COMMERCIAL PRINTERS BE LOOKING TO?

When you're done reading my final remark, I suggest you turn to the Wide Format cover page and read what Tim Greene says about Your customers and change. And finally.... Will Your Offset Printing Customers Ask You, With Confidence, To Help Them Make The Right Choices? DC

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