Dealer Communicator MAY 2016

DealerCommunicator • May 2016 • 1

Dealer CommunicatorManufacturer Sponsored NewsJournal

May 2016

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2 • May 2016 • DealerCommunicator DealerCommunicator • May 2016 • 3

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Table of ContentsClick Article You Wish To Read

Fichera Publications1919 N. State Rd. #7 • Margate, Florida 33063

Toll Free: 800-327-8999 • Local: 954-971-4360 • Fax: 954-971-4362

GENERAL NEWS SECTION

5 .....Personally Speaking - by O. Mike Fichera, Publisher

9 .....Product Focus: Computer to Plate – Change is Good!

9 .....Advertisers Index

13 ...Dealer News

26 ...News 4 Dealers

36 ...Sales Corner - Breaking The Golden Rule - by John Tschohl

38 ...5 SEO (Search Engine Optimization) Trends To Consider - by John Foley

40 ...How To Manage A Business Bully - by Mary Redmond

42 ...Educate Your Customers And Build Relationships That Last........ - by Bob Licari

WIDE FORMAT / SIGN SUPPLY SECTION

45 ...Major Article: 2016 Large Format Printer Update - by Tim Greene


PERSONALLY SPEAKINGBY O. MIKE FICHERA, PUBLISHER

ARE YOU HANGING ON TO THE VIDEOS YOU’VE MADE, WONDERING WHAT TO DO NEXT WITH THEM?They can make money for you!Now that Dealer Communicator is using digital-FlipBook-technology, we can do a lot more to help you reach dealers/distributors. As an example, click the video below to see how Lonnie Bramon and Lisle Fulmer have put one of their videos to work for PVC Spiral Supply.

CHANNEL MANUFACTURERSAllow us to serve you in your quest to serve your dealer/distributor channel.Let us send your videos and your product line information to the most current list of dealers/distributors in the U.S. and beyond our borders. Click link that follows. It will take you to our Media Kit FlipBook for details. https://issuu.com/ficherapublications/docs/dcflipbookpromo3_new_/1

DEALER DISTRIBUTORSIf you’re like us, struggling to learn more about social media, turn to page 34. AND if you sell wide format printers, Tim Greene is the industry expert to learn from. His article is on page 40.



Greg German, PresidentMartin Yale Industries

“As A Servicing Equipment Dealer It All Boils

Down To This:Do You Want To Sell Only One

Segment Of The Market?Or Would You Want ToExpand Your Income

OpportunitiesBy Selling Two Lines

Of BinderyFinishing Business

Machines?”

Ph: 800-225-5644 • Fax: 260-563-4575email: [email protected]

Call For A Full Line Product Catalog

We Invite Inquiries From Quality-Minded Equipment Dealers

When We Acquired Count Machinery,We Knew Their Line Of Finishing

Machines Combined With Martin Yale’sLine Would Expand Our Horizons

And Yours!



&Two Companies • One Focus On Dealers

Taking Print Making It

A Finished Product

Martin Yale 2051 Folder7 Auto Set Fold Types

Stores 10 Custom Folds

AutoPro TouchCrash Numbering Machine

with Perf/Score

AccuCreaserHigh Speed, High VollumeAir Feed Creasing System

Count iCreaseDigital Media Creaser

Count FC 114Number/Creaser/

Perf System

EZ CreaserAuto Feed Digital

Media Creaser

Martin Yale Mark VllHigh Speed FolderFolds up to 35,000/hour

Wide range of paper types

folders, creasers, numbering, perforating, cutters, business card slitters

PerfMaster SprintPerf/Score System


BIO: Greg German has been the President of Martin Yale since 2009. He also served in the capacity of Vice President of Marketing and Commercial Sales after joining the Company in 2006. Mr. German holds a BS in Accounting from Miami University in Oxford, Ohio and an MBA from Butler University.

Click Here To Return To Table of Contents

Our professional print finishing equipment, Go-To-Market-Strategy, has always been through the graphic arts, print-finishing dealer channel. Today, however, we have a sizeable portion of our sales going through the office products channel, products such as folders, paper punches, letter openers, and creasers. These are sold to corporate offices of all sizes.

When I became president in October of 2009, I recognized one thing, the Most Productive Dealers Were Those Who Took Their Partnership With Martin Yale and With Their Customers As A Lifeline To Success. For that reason we are determined to make great strides in three areas: Quality-(Warranty claims are less than 1.5%), Deliveries-we now ship 98% of all orders in one day, and Introducing New Products- (Dealers want to break into new markets and the recent Count Machinery acquisition does that).

Martin Yale’s U.S. based manufacturing facility and inventory, allow our dealers a unique advantage over their competition. And, with an experienced team of both inside and outside salesmen and a crew of customer service reps, our dealers know that they can tap into expertise required when servicing their customers. Martin Yale’s team is by far the best in the industry. 76 years of dealer-partnerships is proof.

At times I’m asked why we advertise and use the marketing services provided by Dealer Communicator. In short---we know that dealership people need reminders, and because we know that we now can deliver ongoing messages to increase our worth to our dealership business partners.

Greg GermanContinued


Financial Support By The Advertisers Below Is Why Dealer Communicator Is Free Of Charge To Dealers And Distributors

Brackett, Inc.................................................. 11

Graph Expo 2016 .........................................27

Graphic Arts Show Co ..................................27

Independent Lease Review..........................41

Manufacturing Directions, Inc ......................19

Martin Yale Industries .................. 6&7,12,13,29,32

ADVERTISERS INDEX

Master Magnetics, Inc .............................43,45MDI...............................................................19New Force Magnetics Co. ............... 2&3,18,39Precision 3D Filament .............................43,49Primir ............................................................47PVC Spiral Supply .................. 18,20&21,26,39William B. Rudow Inc....................................17

Continued On Next Page

Computer to Plate – Change is Good!

Dealers need to see CtP as a sales opportunity.Printers are retooling their offset presses for faster

makereadies as a means of offering competitive pricing against digital short runs.

Cameraman, Stripper, Platemaker, scanner operator and Dot Etcher were jobs that made up a prepress department not that many years ago. Now these jobs are gone, along with the film that dominated the flow from art board to finished plates. The prepress industry today

is a filmless, software managed workflow.

Sometimes it is important to look at past history to see the future.

1980’s <> printing industry starts down another technological

Editors Note:

10 • May 2016 • DealerCommunicator DealerCommunicator • May 2016 • 11Continued On Page 12

Computer to PlateChange is Good!

continued

path, fueled by the growing use of computers which changed the world of typesetting.Scitex and Crossfield color editing equipment enter the workplace.1990’s <> Imposition software like Impostrip that led to larger format imagesetters leading to Computer to Plate (CtP) platesetters. <> Heidelberg Quick Master DI press introduced using filmless plates.And while this workflow did not completely take hold it did start a round of CtP developments by all the manufacturers of filmsetters and a secondary range of companies to the point that at a Drupa in the early 1990’s there were more CtP manufacturers than systems sold at that point in time. 2000’s <> As we reached the year 2000 film was almost gone. At this point graphic arts dealers began to realize that their film sales were quickly diminishing and would not come back.

so what did the wise dealers do? The wise dealers began to invest in prepress workflows: computers, hardware, digital proofing plus color management and imposition software now bundled into a prepress to plate workflow system. Today, we are seeing the next shift in CtP technology. As pressures from digital printing are realized with shorter print runs, offset printers are looking to eliminate any delays in plate production resulting in quick makereadies and consistent print quality. Plates have also improved with sharper dots, longer runs and influenced by the “green” movement are being made with chemistry-free and almost process-less resulting in faster output with no toxic residues that affect the environment.

2016 <> As we get into the Drupa season, there are many announcements promising better technologies in all aspects of printing production. Of particular interest to dealers are these advancements in CtP equipment and plate technologies from ECRM-Cron, AGFA, and Kodak.

Don’t overlook other technologies. Glunz & Jensen offers another


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Computer to PlateChange is Good!

continued

type of processor-less plates that use inkjet technology. Run lengths are up to 50,000 impressions. Heidelberg, Presstek, Fuji and Screen will also be featuring low or no process plates both thermal and violet along with their latest and greatest platesetters.

OFFSET IS NOT DEADVISIT YOUR OFFSET CUSTOMERS. The endless publicity by digital press manufacturers tells the industry that offset is dead. What the business-wise offset printers are realizing, however, is that

investments into their existing presses for faster makereadies are achievable through plate loaders, blanket washers, highly intelligent controllers making offset very competitive and far more flexible in running a wide range of substrates than the digital presses can do.

Dealer Communicator (DC) sees opportunities in revisiting your offset customers. Think of ways to help them to upgrade their platemaking operations, help them to reduce the negative impact on the environment. It is up to you – graphic arts dealers – to show the benefits and cost effectiveness of making a change in CtP equipment and plates where needed. In the platemaking business – Change is Good! DC



DEALER NEWSClass Act Engraving Becomes An Authorized Dealer For GoVivid

GoVivid has announced that Class Act Engraving

out of Akron, NY is now an Authorized GoVivid Printer System Dealer.

“Class Act Engraving is a family-owned business and has been a regional participant in the engraving industry since the late 1970’s,” said Class Act President

and Owner Jeff Aichinger. They are looking forward to adding GoVivid UV-LED printers to their list of manufacturers that they already represent.

The Wide World Of PackagingThe e-commerce distributor

Update who coined the phrase “Your Unlimited Source for Finishing Parts and Equipment’” has created a new packaging division. PakUp was created to


&

Martin Yale 2051 Folder7 Auto Set Fold Types

Stores 10 Custom Folds

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Continued On Page 15


Print History Can Be YoursHistorical Printing Zinc & Copper Line Cuts For Sale

<<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>>BRIEF HISTORY

The birth of letterpress printing in Europe came in the 15th century. Although printing with wood blocks has deeper roots in the Far East, Johannes Gutenberg developed “reusable movable type, the basic principle that was used well into the 20th century.The invention of movable type allowed Gutenberg to print the first historic 42-line Bible in 1455. This was the first Western mass-produced book, also known as the Gutenberg Bible.

Letterpress printing became the method of choice, and for the next four hundred years continued to evolve until the introduction of the linotype machine in the late 19th century. Linotype machines soon replaced letterpress as the primary printing method.Letterpress printing today is thriving with a great number of individuals personally dedicated to the preservation of this historic art-form. Visit some of the links and you can see some of the important people maintaining this art-from, hopefully for generations or even centuries to come!

• Dimensions of the cabinet: 24 3/4” Wide x 25” Deep x 60” High

• It holds 30 drawers

• I bought the cabinet, with litho stones, over 50 years ago. Cannot remember the Printing Company’s name, although I believe it began with “A” and that the printer was in New Jersey close to NYC. I do not remember the owner’s name, but do remember that it was a Jewish name, and that the man was very kind to me.

• I also have a box of wood type and two very old Type Cases<<<<<<<<<<<<<<<<<<<<<<>>>>>>>>>>>>>>>>>>>>

We’re asking $4,500 for all // f.o.b. our offices in Margate, FloridaContact: Omike Fichera • Ph: 800-327-8999 • Email: [email protected]



DEALER NEWS Continued on next page

provide a broad range of parts, supplies, equipment and solutions to the wide world of packaging.

68 Years Old AndStill Going Strong

In addition to their three stores they also now have at their Brooklyn

location a Digital Graphics Showroom. Their showroom is set up with the latest models of plotters, large format printers, laminators etc with trained technicians ready to give free demos of their equipment.

Tubelite Announces Its Distribution Partnership With ADTI For Outdoor Digital LED Displays

LED digital display manufacturer ADTI Media LLC

has announced a distribution partnership with Tubelite, the nation’s leading distributor of products and services for the commercial sign industry. The

In 1948 Harry Niese opened a small store front facility (Mid-West Neon Supply) on the north side of Chicago to distribute sign supplies to the local sign makers. Harry passed away in 1981 but the company still runs as a family business. This year they are celebrating their 68th year. And today, known as Mid-West Sign Supply Co., the company maintains a fleet of delivery trucks that deliver product throughout the midwest.

A New Showroom For S&FS&F was established in 1985 as a supplier for the sign industry.


DEALER NEWS Continued

partnership will increase supply and support to meet a growing demand for the innovative display technologies manufactured by ADTI.

“It’s an exciting partnership for us because of the unique design features of ADTI Media’s SKYPANEL™ display systems,” states Greg McCarter, Chief Operating Officer for Tubelite. “Most digital displays are custom built by manufacturers for each installation, but SKYPANEL™ displays are part of a modular system that lets sign contractors build their own displays, regardless of the size. This gives our customers more flexibility while exceeding the expectations of end-users.”

Keeney’s Office Supply says Customer Service is stillthe AnswerKeeney’s Office Supply, an independent, local, woman

owned office supply and interiors company in Seattle states, “We have been in business for over 68 years and we would not be here today without the freedom of being an independent company. This freedom has allowed us to be flexible to changing markets and customer’s needs, to be adaptable to requests and to be mindful of current economic concerns. We don’t answer to shareholders.” remarked Lisa KeeneyMcCarthy, President, Keeney’s Office Supply, “We answer to our customers and that is something we are very proud of.”

Bay Copy President Ray Belanger Wins Imagemakers Muratec Incentive TripTo West IndiesRay Belanger, President of Bay Copy (www.baycopy.com), recently returned from having won an incentive trip to the Four



Seasons Resort Nevis in the West Indies, for his company’s sales figures for the Muratec line of products that they sell and service.

Bay Copy was one of a handful of Muratec America dealers across the United States named as top performers. Imagemakers is an annual promotion open to

function printer) products to meet the needs of businesses and organizations.

Greenville Office Supply Hosts Oscar Themed Customer Appreciation EventGreenville Office Supply presented GOSCARS which featured a variety of movie-

William B. Rudow Inc.

[email protected]

Click On Ad For Inquiry FormMuratec dealers, with winners selected based on percentage of quota attained. Awards were presented at the Four Seasons Resort. This is the third time in the last three years that Bay Copy has been selected for this award. Muratec features a full line of monochrome and color MFP (multi-


themes such as Marilyn Monroe cut-outs, oscar-winning movie posters and even a red carpet walkway.

“Our goal for the event was to bring together a variety of office workers from the community

and help them learn more about our company and how our products and services can help them,” said Charles Scales, President of Greenville Office

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Supply, “ We wanted to give them a fun time and a chance to win great prizes and free products.”

Evidently, it was mission accomplished on both fronts. The event drew close to 500 customers and prospects to the dealership’s headquarters and they enjoyed free food and product samples from over 25 participating vendors.


Charles Scales



DEALER NEWSSignWarehouse HostsMonthly Training SeminarsIn Denison, TX

have already purchased their equipment/software and have been using it for a minimum of 30 days. The training is presented by senior technical support staff and covers basic to intermediate hardware and software

every part backed by a guarantee of satisfaction

A Trusted Logo for Floor Model Folding Machine PartsFor Over 30 Years

The Basic Training at SignWarehouse is provided free of charge to new customers who




applications and troubleshooting tips in a classroom with limited opportunity for hands-on training. Customers who have not purchased their equipment directly from SignWarehouse are also invited to these seminars.

Screen Printing 101 Classes – Hands-On Training

KolorMATRIX a screen print distributor is offering classes

at its Atlanta, GA location. Learn the basics of manual printing. The class is an intensive, hand’s on, interactive one day class. Attendees are asked to wear comfortable shoes and clothes suitable to printing, as they will be doing the entire process of printing. From printing film positives, coating screens, exposing and washing out print image, setting up job, blocking

out, taping, registering, printing, clean up, etc. Fee includes continetal breakfast and lunch. More info at: 888-649-7949.

DaVinci’s Newest OfferingDaVinci Technologies, Enfield, CT, a company

that offers graphics solutions to the wide format printing industry, has announced Avery Dennison Graphics as the newest addition to their line of media.Recognized throughout the printing industry for its Printhead Wipes brand and Eco-friendly Media, DaVinci Technologies, with the addition of the Avery Dennison Graphics line, will further provide customers with an exciting and comprehensive collection of graphics solutions.

Screen Printing 101


Global Imaging Hires Louie Egloso To Provide Technical Support in Southwest Region

Founded in 1995 by Greg and

Tara Lamb, Global Imaging sells commercial digital print systems and a comprehensive array of supplies and services. Meeting the needs of its growing customer base with installed printers, Global Imaging has hired Louie Egloso to cover technical service in the Southwest Region.

Louie brings over 10 years of technical expertise to Global with his most recent experience at DigiTech Solutions Group. He has extensive experience on inkjet product lines; Jeti, Matan, Gandy, Retrojet as well as years of service on Mutoh and Roland.

“We pride ourselves on being a world class service and support organization, providing fast


Color-Logic has announced the appointment of Atlantic, Tomorrow’s Office as a qualified Color-Logic dealer. Discussing the appointment, Color-Logic Director of Sales and Marketing Mark Geeves commented, “Advertising agencies, printers, and corporations in the New York area will have the opportunity to witness first hand the special effects which can be achieved with Color-Logic.”

response, technical expertise and preventive support,” said Tara Lamb, President of Global Imaging.

Atlantic, Tomorrow’s Office Appointed New York Area Dealer By Color-Logic


DEALER NEWS TX, most all forty-two member dealerships from the U.S Mexico and Canada were represented, and several new and exciting products were on display from twenty-eight of its key vendors, some of whom were new to BindRite. In her welcoming speech, BindRite President Cyndi Christie, owner of McIntire Business Products, made this comment, “Our network continues to make significant contributions to the fast paced “Digital Print on Demand” market space by presenting Print Finishing products from the world class manufacturers we represent, many of whom are adapting “Green Button Technology” into their new designs. Our continued dedication to Custom Designed Document Packaging has also become apparent.”

Annual Meeting

Founded in 1991, BindRite (www.bindrite.com) is an international group of independent dealers offering products, services and expertise pertaining to all your Print Finishing requirements. Members are required to maintain the highest standards of product selection, customer service, technical support and adherence to a strict Code of Ethics.

At the three day BindRite Dealer Association’s annual meeting in April 2016, at the Horseshoe Bay Resort in Horseshoe Falls

BindRite Golf Outing


Ms. Christie further commented on the format of our Annual Meetings that provide an ideal mix of business during the eight hours over two trade show days and the socializing that takes place during the golf outing, the four meals provided and the informal gathering in the lounges after the formal hours. Such timespent with our vendors adds to the camaraderie and relationship building as well as fostering a free exchange of ideas. This is the value proposition that draws vendors to our Annual Meetings.

L - Cyndi Christie President of The BindRite Dealers Association, R - Al Boese Executive Director, BindRite Dealers Association

PVC Spiral Supply; L-Lonnie Bramon R-Lisle Fullmer

For more information contact Al Boese, Executive Director at [email protected] or 847-283-0970.

MBM Booth; L-R Mike Venittelli MBM, Lisa Hutchinson MBM, Markus Boos Krieg & Priester, Al Boese BindRite, Ned Ginsburg CEO MBM

The next annual meeting will be at the Westin La Paloma Resort & Spa in Tucson AZ, in April 2017.



Image Source of California Acquired by Visual Edge Technology

the business to Visual Edge Technology. Image Source is one of the largest Xerox dealer/agents in the United States with 14 locations throughout California. Image Source will continue operations under the leadership of Brad Craft and his management team and joins the

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Prosperity Plus Management Consulting, Inc. has announced that it advised Brad Craft of Image Source on the sale of


family of Visual Edge Technology Companies.

Visual Edge Chairman and CEO, Austin Vanchieri related, “Image Source is made up of high-quality, dedicated professionals. This key acquisition of Image Source will strengthen our market position across the United States.

Seventh Annual Positively Print Award Program OpenFor Nominations

The Graphic Arts Show Co. (GASC) and Two Sides North America, co-sponsors of the annual Positively

Print recognition program, announce the award program is now open for nominations. In its seventh year, the Positively Print program is designed to recognize

print advocacy campaigns that promote the enduring power and sustainability of print in today’s multi-channel media mix.

“The Positively Print program was created to acknowledge creative and effective print advocacy campaigns within the entire graphic communications industry,” commented Ralph Nappi, president of GASC. “Again this year, we want to demonstrate to companies involved in print that advocating for print can be done, and multiplies a powerful message that benefits our entire industry.”

Idealliance NamesDianne Kennedy XML Evangelist Emeritus

News Dealers Continued4

Idealliance has announced a new role for Dianne Kennedy following her retirement as


VP of Digital Media and Emerging Technologies. As newly named Idealliance XML, Metadata and Digital Media Evangelist Emeritus, Kennedy will continue to support and extend the Idealliance Digital Portfolio of media industry information technology specifications and assist the industry with the implementation of these foundational standards. Specifically, Kennedy will continue to serve as editor and facilitator for core Idealliance XML specifications including, PRISM, the Print Quality eXchange (PQX) and Mail.XML.

Kapco Promotes Tim Perison To Outside Sales Representative


&

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News Dealers Continued on next page4

Kent Adhesive Products Company (Kapco) has announced that Tim Perison has been promoted to Outside Sales Representative. Perison joined Kapco in early 2015 as an Inside Sales Representative. He brought a wealth of knowledge from a diverse set of industries which enabled our customers to find unique solutions to their toughest


challenges. Perison will be handling the Midwest. Perison said, “I welcome the opportunity and am proud to be a part of the great Kapco team.”

Roland DGA Corporation Announces Sales Organizational Changes

for the U.S. region. Grant Davis, who formerly served as Roland DGA’s National Accounts Manager, has been promoted to National Sales Manager, and will lead a newly-formed business development team focusing on existing national accounts and new business throughout the U.S. Matt Owens and Daryl Chaffins, previously business development managers for Roland DGA’s UV product line, have also been promoted and will now serve as national account managers.

U.S. Businesses to Benefit from Historic Postal Rate Reductionthe U.S. Postal Service’s (USPS) upcoming rollback of postage rates on April 10 will have a positive impact on businesses of all sizes as organizations leverage the power of mail to drive commerce.


Roland DGA Corporation has announced a number of key changes within its sales organization. The changes are designed to further strengthen Roland’s sales management team and enable the company to best support its reseller channel and meet market demands for Roland products and solutions.

Tony Miller, previously Director of Sales, Strategic Accounts for Roland DGA, has been promoted and will now oversee all of Roland’s regional sales managers


This historic rate reduction – the first since 1919 – is prompted by the removal of the 4.3 percent exigent surcharge and will apply to several mail classifications, including letters, large envelopes, flats, and postcards. The changes will bring the price of First-Class stamp mail to $0.47 from $0.49; First-Class metered mail to $0.465 from $0.485; and postcards to $0.34 from $0.35. However, the rate structure for shipping products, including Priority Mail and parcels/packages, will not be affected.

Presstek Completes Acquisition Of Anocoil Corporation

offset printing plates for the newspaper and commercial market segments.

The acquisition of Anocoil Corporation expands Presstek’s market reach, product line, customer base, and manufacturing capacity. Anocoil Corporation brings over 58 years’ experience of providing advancements in offset plate technology with two state-of-the-art production facilities.

Novus Imaging Acquires Redwood Technologies LLC

News Dealers Continued on next page4

Presstek, LLC has completed the acquisition of the business and operations of Anocoil Corporation, one of North America’s largest independent producers of analog and digital

NOVUS Imaging, Inc. (NOVUS) announces that it has acquired a 100 percent interest in Redwood Technologies LLC, a research and development firm specializing in cutting-edge industrial inkjet printer design and manufacturing.


The purchase will better serve the needs of NOVUS from an ongoing R&D and manufacturing standpoint, and will further boost the company’s intellectual property position. With the purchase, NOVUS gains an impressive line of digital inkjet engine designs configurable to drive most industrial print head models—the Nemesis and Lycos print engines and patented methods for backlit imaging and printing with binary fluids. The purchase gives NOVUS access to an established manufacturing

facility, other assets and intellectual property.

New Metallization Printing Technology FromThe Landa Group


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Landa has announced a new nanotechnology breakthrough for the graphics metallization market. The company’s new Nano-Metallography™ technology offers zero-waste metallization, reducing costs by


News Dealers Continued on next page4more than half compared to foil. Landa’s quicker and simpler process will streamline the production of metallized print and improve customer profitability. Landa Nano-Metallography™ is operable with the full spectrum of conventional printing technologies, including narrow-web flexo, offset and screen for the production of labels, sheetfed offset for folding carton and commercial printing, web-offset for publishing and wide-web flexo and gravure for flexible packaging.

Harry Vinson Joins Komori America As Executive Vice-President

Vinson will hold the position of executive vice-president with overall responsibilities for the company’s sales, marketing and service organizations.

Taylor Corporation Announces Acquisition Of Staples Print Solutions (SPS)

Komori America Corporation has announced that Harry Vinson has joined the Komori America team effective March 28, 2016.

Taylor Corporation, a Minnesota based company and one of the largest privately held companies in the United States, has announced that it has entered into an agreement to acquire the assets of Staples Print Solutions, a division of Staples, Inc. The assets will be acquired by Taylor Communications, Inc., a subsidiary of Taylor Corporation. The parties expect to complete the transaction within the coming months.


News Dealers Continued4GPA Names Mary Ann Geers Vice President Of Corporate Strategy

GPA, the market leader in substrate solutions for offset, digital, and wide format printing, has

announced the promotion ofMary Ann Geers to the new position of Vice President of Corporate Strategy. In this role, Mary Ann will serve as the driving force behind GPA’s marketing, product, research and development and technical teams, and will lead them as one cohesive force to provide maximum benefit to GPA’s customers.

Roland DGA Opens East Coast Imagination CenterIrvine, California-based Roland DGA, a manufacturer of wide-format digital printers, cutters and engraving machines, announces the opening of its new East Coast Imagination Center, located in Wilmington, Massachusetts.Located about 15 miles from Boston, the 3,500-square-foot facility doubles as a training center and sample production site for Roland resellers and customers. The new facility creates an accessible location for potential customers and existing clients to see the company’s products in action.

Rowmark Appoints Crystal Rinker As Strategic Marketing And Brand ManagerRowmark is has announced the appointment of Crystal Rinker as Strategic Marketing and Brand Manager. Crystal will


News Dealers4be responsible for development and implementation of the company’s strategic marketing plans, including branding, value strategies, promotions, market research, competitive analysis, database management, and

sales tools development to support the company’s aggressive sales and growth initiatives.

ISA Sign Industry Quarterly Economic Report Shows Growth For All Four SectorsIn 2016, 2017The first ISA Sign Industry Quarterly Economic Report for

2016 shows all four sectors will experience periods of growth in 2016 and into 2017.

The ISA Sign Industry Quarterly Economic Report covers the first quarter of 2016 and forecasts into 2017. It assesses four segments—printing, digital signage, electric signage and wayfinding—and related economic factors. In general, it shows a relatively strong U.S. economy and a sluggish global outlook. DC

Thought For The MonthThe voyage of discovery is not in seeing new landscapes

but in having new eyes.

Tell us how we mightimprove this new

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SALES CORNER

Breaking The Golden RuleBy John Tschohl

The well known Golden Rule…”treat others as you would like to be treated”, sounds like an easy goal, but how true is it? How often do we complain about the way we are treated, but the very next day we are being trite and short with others? Normally, this wouldn’t be so bad; we all have our good days and bad days. Our families and friends know the “true us”, so we are often forgiven. But what if the service sector was our job? What if our first impression was our last? What if our disposition caused a future customer to walk away to a competitor? Given this scenario, it’s not so easy to chalk up our behavior to a “bad day”.Unfortunately, every day employees in every capacity, make a choice NOT to treat others the same way they would like to be treated and their

choice not only impacts their job but the company’s bottom line. According to John Tschohl, author of Achieving Excellence Through Customer Service (10th Edition, Revised 2014), “ The entire service process lasts less than three minutes.” Tschohl says, “Bad service is seen by many consumers as a personal insult. They become angry, depressed, or insecure when sales people ignore them, snap at them or hurry to get rid of them. They are offended when salespeople haven’t considered their customers important enough for them to learn the answers to common questions about the merchandise or service they sell.”Here are some guidelines to follow if your job entails one-on-one communication with a customer/client…



SALES CORNERcontinued

• KNOW YOUR JOB! Tschohl says, “The more you know about your company, the better equipped you are to solve problems and innovate. Strive to learn as much as you can about your company.” If there is a question you don’t have the answer to…DON’T MAKE ONE UP AND NEVER EVER SAY “I don’t know”, and do nothing to find the answer. If you don’t know the answer, seek out a manger and ask him/her. A great thing to say to a customer is “I don’t have the answer, but I love learning so I will find that out for you and we will both have the answer. Thank you for asking!”. • LEAVE YOUR PROBLEMS AT HOME. This can be difficult, especially if something serious is going on in the background. If you are having a particularly bad day, try your hardest to put the problem out of your mind and use your job as an escape from the problem, a kind of breather. Fake a smile.

• Create a new Golden Rule. Forget the old saying…treat others as you would like to be treated. How about…”Treat others BETTER than you have ever been treated”.Go beyond where anyone else has ever been! • Think of your own pet peeves. What drives you crazy? What gets on your nerves? Think about it then…DON’T do it. Take your pet peeves and turn them into a list of things you will never do. This can be a powerful tool. • Try turning your job into a game. Ask yourself how many people you can get to walk away with a smile in a day? How many people can you help today? These little tools can take the monotony out of an everyday job!On your next day on the job…remember that! DC

John Tschohl, PresidentService Quality InstituteOffice: 952-884-3311Cell: 612-382-5636www.customer-service.comwww.JohnTschohl.comJTschohl@[email protected]



5 SEO (SearchEngine Optimization)Trends ToConsiderby John Foley, Jr.

Even in 2016, SEO is as important as it has ever been. With that in mind, make sure you properly prepare for five of the top current SEO trends.

Importance of Mobile-Friendly ContentWith most of the business world owning a smartphone, having a responsive website plays a key role in successfully marketing your business. By providing mobile-friendly content, it creates a user-friendly experience, making information easily available to any consumer trying to access your site.

Display of Content in Search ResultsWith Google being the number one search engine in the world, your business needs to make

sure its content displays properly when searched. Keep in mind keywords, titles, and descriptions to make sure your content appears accurately and directs your audience to your site.

Increasing Need for PersonalizationWith search engines becoming more knowledgeable, the need for personalizing your content is increasing. Make sure you’re segmenting content for your specific audiences so your content will appear in targeted searches. Select a target market, and reach out to them by using keywords directed at that audience and promoting your value proposition.

Website Security and ErrorsMaking sure your site is secure with no errors will give you an extra advantage with search engines. By taking advantage of all the data that Google Webmaster Tools and Google Analytics have to offer, it will help you avoid security problems and other website errors while

38 • May 2016 • DealerCommunicator DealerCommunicator • May 2016 • 39Click Here To Return To Table of Contents

About John Foley, Jr.John Foley, Jr. is the CEO of interlinkONE. John and his team provide an award winning distributed marketing software for dealers, ilinkONEpro. Among other things, their software solution allows for the creation and execution of personalized marketing campaigns, including direct mail, email blasts, and personalized URLs (pURLs). Learn more about John at JohnFoleyJr.com and interlinkONE at interlinkONE.com.


increasing the experience of the viewer.

Social Media IntegrationWhile not a completely new trend, social media is continually growing. If your business doesn’t have a strong presence on social media, potential clients will have a difficult time finding you. Make sure your company has a notable presence on the major social media sites.

While many of these may seem basic, maximizing SEO for your website does take time and effort,

but if handled correctly, it will be worth it for the overall success of your organization. DC

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Dealer Communicator’sSeminars In Print

LEASING

by Mary RedmondOnce graduated from the bullies on the playground or locker room in school, you figured you’d left intimidators behind.

Were you surprised when you find that they are alive, well and thrive in the Executive Board Rooms, at Corporate Sales Meetings and Conferences? Sometimes that tormentor lurks in the cubicle beside you.

Eventually I figured out that I had to learn to manage them or I’d perish in corporate America. Managing them didn’t mean I’d become one of them.

How to Spot Bully Body LanguageMost bullies physically demonstrate some or all of the

How To ManageA Business Bully

following behaviors:• Invade your personal space standing closer than 2-3 feet from you as they speak to you.• While you’re working, they loom over you. • If they wear eyeglasses, they’ll peer over the tops of them as they judgmentally examine you. • When speaking, they raise their voice and make huge gestures, even if they’re speaking to an audience of one. • Their facial expression never changes as you talk. They are passive and emotionless. • Their jaw juts out towards you in a defiant manner. • My favorite is rolling the eyes in a dismissive manner especially while drawing their mouth up at the corner in a judgmental smirk or look of contempt.

Manage Your Body and the Bully• Stand your ground. Do not step back as they close the distance between you and them. • Consider stepping into their personal space, if only by moving one foot forward. At a minumum,


Contact Mary to speak at your next meeting, conference, trade show or special event. [email protected], 913-422-7775.


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lean towards them from your waist if you’re too apprehensive to take a step forward. • Keep eye contact. Maintain a steady gaze with facial expressions firm and resolute.• This is not the time to speak.Take their measure. Do not allow the muscles surrounding your mouth to tighten. • Keep your arms at your sides. If that is uncomfortable or you feel too vulnerable, extend your right hand in an attempt to shake their hand. Another alternative is to cross your arms over your chest. This gesture is open to many interpretations from body language experts, however most commonly it’s read as a closed, defiant or possibly a self-defensive protective measure. • Maintain a steady breathing pattern. Shallow breathing reveals fear and leaves you compromised when it’s finally time to speak. Both men and women’s voices tend to rise in high stress times. A

higher than normal voice is a solid indicator of fear. Bullies celebrate when they see fear. • Keeping shoulders relaxed supports consistent breathing and vocal control.

When you master these Body Language techniques, you will keep the bullies at bay. In addition, you will gain respect on the corporate playground. DC

Copyright 2016. FearLess Negotiator LLC. All rights reserved.


by Bob Licari, BrainSell Services

DEALERS . . . Educate Your CustomersAnd Build Relationships That Last!

Customer loyalty is hard to replace once established between vendor and customer. It takes effort and patience from both parties to create this beneficial relationship. Don’t forget its importance to the long term survival of your dealership. There are many ways to establish this relationship with your customers; we have talked about some of these ways in past Dealer Communicator articles. For this month we will talk about education and its value in establishing long term customer loyalty.

In our business the United States Postal Service plays a big part in setting the regulations which dictate the types of equipment that will be needed for mail processing and attaining desirable postage discounts. The USPS requirements on accuracy and other factors can bring commonly used equipment

to extinction over night. So lessons have been learned to stay up on what’s going on at the Post Office. You must be educated in matters that are critical in your industry, just as your customers need to be. Creating an educational outlet for your customers to keep up on postal procedures and other pertinent facts relating to regulation changes and need-to-know postal information will keep your customers and potential new customers focused on your dealership as the provider of the knowledge. You will also see that when new requirements arise, your dealership will be there to make the new sale or upgrade on existing equipment before anyone else.

Maintaining accurate opted-in email databases of your customers and prospects will give you an effective vehicle to combine with a well designed and consistent


Bob provides turnkey marketing solutions and has been serving the Mailing, Fulfillment and

Packaging Industries for over 35 years. He can be reached at: [email protected], Ph: 754-779-4296 or visit his website atwww.BrainSellServices.com.


direct mail program. Your email and direct mail campaigns should not always be 100% sales. Part should be dedicated to keeping your customers and prospects current with today’s mailing requirements and procedures. In this way your dealership will be sought out as the authority when it comes time for them to buy. You should utilize people’s thirst for knowledge in part to build that connection.

Being in the position as the educator will allow you to promote your products with greater authority to your buyers. In many cases the customer may already have been sold on new system upgrades because of the information you have provided to them. Well educated customers will also more often provide your sales person with the opportunity for the sought after “One Shot Close” to a deal they did not expect to come in. DC

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Notice:

The Following PagesFocus On Wide Format


WIDE FORMAT SIGN SUPPLIES

with news, product information for distributors and manufacturerswho sell wide format equipment & sign supplies

Turning The Industry UPSIDE DOWN



With all that continues to happen in the large format printing business it is worthwhile to look at the important printer technology segments.

IDC, the premier global provider of market intelligence,

2016 Large Format Printer UpdateA Report For Dealers Into Printer Technology Segments

Continued OnNext Page


WIDE FORMAT SECTION

46 • May 2016 • DealerCommunicator

advisory services, and events for the information technology, telecommunications and consumer technology markets breaks out the large format printer market by ink and toner technology and there were over 77,000 large format printers sold in North America in 2015 across all of the technology segments.

Toner-Based Printers. Today, toner-based printers make up about 5% of the large format printers shipped. Toner-based large format printers are primarily used in the technical document printing market, where architectural, engineering, and construction (AEC) as well as Transportation, Utilities, and Communications (TUC), educational institutions and government agencies use them for printing technical documents such as building plans, schematics, and renderings. This segment, which is dominated by

monochrome printers, has seen some excitement with the recent introduction of the low-priced 800-series color toner printers from KIP. These printers are growing at a double-digit rate over the past couple of quarters which is really something in the toner-based segment which has been flat or declining over the past couple of years as it is facing additional competition from another segment: Aqueous Inkjet Printers.

Aqueous Inkjet PrintersTried and true aqueous inkjet printers make up over 80% of large format printer shipments in North America, with the vast majority of those also designed and sold into the technical segment. Not only does HP dominate the technical inkjet segment with its DesignJet printers, last year HP launched the PageWide XL-series of single-pass large format printers designed to compete with the fastest toner-based printers for production technical document printing environments.

Large FormatPrinter UpdateContinued


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Graphics PrintersGraphics printers make up about 1/3rd of the total large format printer shipments in North America, but the graphics side is more fragmented. While aqueous inkjet makes up the largest number of printers, the trend is towards technologies based on ink formulations that provide indoor-outdoor and other new substrate printing capabilities.

Latex large format printers were launched eight years ago,

and in those eight years they have changed the large format printer landscape. HP alone has reported that it has now shipped

more than 35,000 large format Latex printers since their launch and now HP has just expanded the Latex portfolio with the 500 and 1500 which are more production-oriented printers. Latex is very competitive with eco-solvent inkjet, another very active segment of the large format printer market. Eco-solvent injet makes up almost 7% of the total market. 2016 will be an interesting year in eco-solvent with the recent introduction of new models from market leader Roland DGA, based on new print head technology as well as the launch of new models from Epson, Mimaki, and Mutoh. Also, office products company Oki recently acquired Seiko Infotech, maker of the ColorPainter large format eco-solvent series, and has already upgraded the warranty program to add value to the end user.

A Word For DistributorsSome of those companies that are in eco-solvent are also in the



WIDE FORMAT SECTION

UV-curable inkjet printer market. A lot of UV-curable inkjet printers are so big and expensive that they are sold through direct sales, but equipment dealers seeking growth markets should know there is a burgeoning low-end UV-curable inkjet segment where companies like Roland, Mimaki and Mutoh are selling a lot of small flatbed UV-curable inkjet printers into the signage and graphics segment.

Dye-sublimation inkjet printersFinally, based on growing demand for textile-based prints, there is a growing demand for wide format dye-sublimation inkjet printers. Dye-sublimation has always been a bit of an esoteric market, (intended for or likely to be understood by only a small number of people with a specialized knowledge or interest). Equipment

manufacturers, notably Epson, Mimaki, Mutoh and Roland have driven down the cost of the equipment even as they’ve made it easier to use which has expanded the number of large format shops willing to give dye-sublimation a try. Here again is another opportunity for distributors.

There is a lot happening in large format, which is still a growth market and still a profitable market. In the end, the technology improvements these manufacturers are making to this variety of equipment makes large format an exciting market for

equipment dealers.

Tim Greene, Director of Wide Format Printing Consulting Services,International Data Corp. (IDC), will field your questions, comments orarguments by email:[email protected]

48 • May 2016 • DealerCommunicator

Large FormatPrinter UpdateContinued



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