July - Aug 2011 Newsletter

InsideThis Issue:

Page 2Business Retreat ...

for One?

Page 3The Los Angeles

Athletic Club

Making Things Work While You Sleep

Page 4Don’t Touch That

Dial? Think Again!

Downtime Doesn’t Have to Be a Downer

Page 5Baffled by Binding? Tips for Choosing

Page 6Value Ad

Page 7Books in Review: Business Model

Generation

Guess Who I Am

Page 8Trade-Show Secrets

JULY/AUG 2011Your Sales, Marketing, and Business Management Newsletter

To You, It’s Printing. To Us, It’s a Reputation.

Sales

Trade-Show Secrets

and helping prep your staff on the best ways to

win over potential customers.

• Network: If you’re attending a major trade

show, odds are you’ll have several months to

prepare. Make contact with current and former

clients. Let them know you’ll be attending

and why they should not miss your booth. If

possible, see if the event planners have a list

of attendees and participants. Use this list to

target potential prospects for your product.

You could even call attendees ahead of time to

set appointments or to personally invite them

to visit your booth.

• Face Time: Show up early and stay late;

make the most of this valuable time. Make

sure your sales staff is well trained and that

your booth is attractive and draws people in.

Consider offering short presentations to attract

attention, and have informational materials

and business cards readily available for people

to take with them. Be sure to have a sign-

up sheet for people who might want more

information. Stroll around and check out other

people’s booths, too. There might be potential

customers who are so busy manning their own

booths they don’t get the chance to mingle.

• Follow Up: After the show, be sure to reach

out to new contacts immediately. Send an

email thanking those who visited your booth,

and make phone calls to particularly desirable

potential customers.

Trade shows are probably one of the best

ways to generate new leads and sales, but

they can also be expensive. Fortunately,

there are a wealth of ways you can prepare

for trade shows that will help you make the

most of the opportunity.

• Prep Work: Take some time to clarify your

purpose in attending the trade show. Why

are you exhibiting? Are you trying to make

new connections and sales opportunities?

Are you launching a new product or

service? Are you trying to learn more about

your competitors? Listing and clarifying

your goals will help you create a solid plan,

making it easier to design relevant brochures

and other printed materials for your booth,

■ Odd Facts

Dragonfly■ Dragonflies can fly up to 60

miles per hour, making it the fastest

insect on the planet.

■ Adult dragonflies are sometimes

used to help control mosquito

populations.

■ The largest dragonfly fossil has a

wingspan of nearly three feet.

Elephants ■ An elephant’s trunk can lift up

to 600 pounds.

■ On average, an elephant spends

about 16 hours a day just eating.

■ An elephant’s large ears are

used primarily for ventilation. They

actually don’t hear very well.

Snakes ■ Baby rattlesnakes are born

without rattles.

■ Snakes can have over 300 pairs

of ribs.

■ The black mamba is the fastest

snake in the world. It can reach

speeds up to 12 miles per hour.

Business Forum Published byHeritage Printing & GraphicsP.O. Box 1959Leonardtown, Maryland 20650

Office: 301-475-1700Toll Free: 888-777-9776Fax: 301-475-1706

[email protected]

Heritage Printing & Graphics5900 Harris Technology Blvd • Suite GCharlotte, North Carolina 28269


[email protected]

P.O. Box 1959Leonardtown, Maryland 20650

PRSRT STDU.S. POSTAGE

PAIDPERMIT NO. 20

ZIP CODE 20650

301-475-1700 LEONARDTOWN MD OFFICE

704-551-0700CHARLOTTE NC OFFICE

Come visit us on:

www.facebook.com www.linkedin.com

Business Quotes

2 ■ Bsness Forum

■ Strctly Business

Jly 2011 ■ 7

Books in Review■ Gess Who I Am

It’s a story we’ve heard again and again: how a

forward-thinking entrepreneur took a simple concept,

gave it a unique spin, and turned it into a multimillion-

dollar business. But where do those ideas come from?

Business Model Generation seeks to answer that

question. Or, rather, it uses real-life business model

examples from industry giants such as Skype and

Ikea, and shows how asking the right kinds of “what

if” questions helped those businesses succeed beyond

anyone’s expectations.

Business Model Generation starts with the basic

building blocks of what all good business models

should contain, using real-world examples. As

each example is discussed, readers learn how to

apply innovative, “outside-the-box” thinking to

their own business plan, enabling them to turn their

business into something truly exceptional and “game

changing.”

The book draws on the expertise of 470 “business

model canvas” practitioners, and is presented in a

simple, actionable format. According to the book’s

website, Business Model Generation is “designed for

doers,” and readers will learn how to systematically

break down and understand business models in order

to revamp and renovate them, or even how to create a

model uniquely their own.

Small-business owners do it all. As the alpha

and omega, it can be hard to find time to think. Yet

interruption-free time might be exactly what you need

to make your business grow.

A business retreat for one can free your mind,

letting you focus on the future. With a little planning,

your retreat will really bear fruit.

• Location: Pick a spot where you can relax and

won’t be interrupted. Consider a quiet hotel room or

even a trip on a train.

• Technology: Leave your cell phone at home! You

can live without it for a day, and you’ll get so much

more done.

• Stick to the Agenda: Set some solid goals before you

leave. With planning and a fresh atmosphere, your

retreat will really pay off.

This man was born July 6, 1925,

and was given his father’s name.

Musically talented, he sang in the

church choir and played the organ.

He was considered a prodigy on

the piano.

He got his first professional

singing job at 19 on the nationally

syndicated radio program San

Francisco Sketchbook. He

eventually earned enough money

singing to make his own record

label, Panda Records. His was

the first American album to be

recorded on magnetic tape and was

a huge success.

His singing eventually gained

the notice of Doris Day, who got

him a screen test with Warner

Brothers. He performed in

several musical films, mostly in

supporting roles, but soon found a

new passion—television.

It was there he found his niche.

He worked as both a game-show

and talk-show host, and created

several television programs,

including the wildly popular

Jeopardy.

Aside from his creative gifts, this

man was an extremely successful

entrepreneur. Along with his

lucrative game shows, he was a

savvy business investor, rivaling

even the likes of Donald Trump in

the casino-hotel business.

Although he passed away in

2007, this man’s legacy continues.

His funeral services were attended

by some of the biggest names in

show business and politics. This

entrepreneur and media mogul is,

of course, Merv Griffin.

“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.” —Steve Jobs

“The only sustainable competitive advantage is your people.” —Barry Shamis “Good management is the art of making problems so interesting and their solutions so constructive that everyone wants to get to work and deal with them.” —Paul Hawken

“People who enjoy meetings should not be in charge of anything.” —Thomas Sowell “Problems are only opportunities in work clothes.” —Henry J. Kaiser

“You have to think anyway, so why not think big?” —Donald Trump

“Your most dangerous competitors are those that are most like you.” —Bruce Henderson

Business Funnies®

1770s — On July 4, 1776, the Declaration

of Independence is approved by the Second

Continental Congress in Philadelphia, Pa.

1790s — On March 27, 1794, the U.S.

government establishes a permanent navy and

commissions the construction of six vessels.

1800s —On May 14, 1804, under direc-

tion of President Thomas Jefferson, Lewis and

Clark begin their expedition, with the purpose

of mapping the Northwest Territories of the

United States.

■ Dd Yo Know?

■ Americans consume four pounds

of butter per person annually.

■ The official name for the U.S.

interstate highway system is the

“Dwight D. Eisenhower National

System of Interstate and Defense

Highways.”

■ People who have been blind from

birth still dream, but they do not see

images. Their dreams consist of all

the other senses.

■ Shakespeare and other writers of

his time did most of their writing

during the day to avoid paying for

the expensive candles required for

nighttime writing.

■ India’s “Bollywood” movie

industry produces on average 1,000

movies per year, about twice that of

Hollywood.

■ The people killed most often

during bank robberies are the robbers.

■ English sailors came to be called

“limeys” after using lime juice to

combat scurvy.

■ Burt Reynolds’ father was the

chief of police in West Palm Beach,

Florida.

■ Peter Cooper, the man who built

the first American steam locomotive,

also invented the gelatin and sugar-

based dessert now called Jell-O.

Business Retreat ... for One?

■ Lookng Back

We’re the first and the last wordto all your printing needs!

Uniting the Worldwith the Printed Word.

Business Model Generation:A Handbookfor Visionaries,Game Changers,and Challengers

by Alexander Osterwalderand Yves Pigneur

Call Us Today!

301-475-1700LEONARDTOWN MD OFFICE


END CAPS & TOPPERSWALL AND WINDOW GRAPHICS

Jly 2011 ■ 36 ■ Bsness Forum

Imagine what it’s like to manufacture 500 clearly different, unique products every month.Sometimes we get so busy, the shop is like a beehive

teeming with activity, everyone working on hundreds of

tasks for a zillion different jobs. It can be a challenge to

keep everything straight, but I trust my coworkers like

I trust myself.

No matter how busy it gets here, it helps to remember

who I’m working for: my community. I’m helping local

business owners, teachers, politicians, organizations,

churches, and children’s groups. And, just like these

people and groups I’m working for, no matter how big

or how small, each job is unique; each job is important.

The busyness of this job is part of why I love it.

Something new is always coming in. Some new design

challenge, some last-minute project that needs to be

done yesterday ... anything and everything can happen

when you work in a print shop—and it does!

A print shop is always abuzz with activity, everyone

working on each and every task, until we deliver it to

your door. It’s amazing, isn’t it?

I couldn’t dream of doing anything else!

Destination

■ The Bsness List

Customers often get their first impression

of your business from your website. You

should consistently revisit and reevaluate

your site to make sure you are looking

your best. Here are some things that can

make the difference between a good first

impression and a great one.

• Content currency: It’s a huge red flag for

customers when they see outdated content.

Whether you haven’t blogged for a while or

your price list is from 2004, check to make

sure you’re giving your clients your best

and most recent information.

• Accessibility: So you’ve created a

fantastic website, but you’re not seeing any

difference in your sales numbers? Make

sure you offer multiple ways for customers

to reach you. Include an online form, links

to social-networking accounts, your mailing

address, and a telephone number. It’s

important for clients to be able to contact

you easily if they have questions. If they

can’t reach you, they just might take their

business elsewhere.

• Intuitive navigation: Your site should lead

people naturally to the content you want

them to see. If you have a blog, feature it

prominently on the front page. If you’re

selling items, the checkout process should

be logical, and a buyer should have the

ability to make changes easily to their

order without having to reenter all their

information every time.

• Reviews: Happy customers are a

business’s best friend. Use online review

sites to see what people are saying about

you. Consider soliciting reviews on your

website. After all, you care what your

customers think, and they should know it!

Making Things Work while You Sleep

The Los Angeles Athletic Club, Los Angeles

Built in 1880, the Los Angeles Athletic

Club was the city’s first private club. Its

motto: “Health, Recreation, Grace and

Vigor.” The facilities have long been

an important part of the Los Angeles

health-and-fitness community, serving

as training grounds for everyone from

Olympians to average citizens interested

in physical fitness.

The hotel itself has 72 luxurious guest

rooms with many amenities a working

professional needs. Room rental

includes a welcome fruit basket and a

full American buffet breakfast. Free

WiFi is available throughout the hotel,

and the business center offers access to

computers, Internet, faxes, copying, and

printers.

While slightly smaller than your

average convention hotel, the club offers

several options for in-house business

meetings and conferences. It hosts

networking events, seminars, and private

parties. The smaller size ensures more

personalized attention, and its location in

L.A.’s business district places it near the

convention center and other facilities.

The Los Angeles Athletic Club prides

itself on being an active part of the

community. It often hosts family-friendly

activities, many of which are, of course,

based on sports and exercise. Special

family nights center around local teams

like the Dodgers and Clippers, and

charitable events include the March of

Dimes Walk, among others.

As the name would suggest, the Los

Angeles Athletic Club is also known for

its fitness and spa facilities. These include

a 25-yard indoor swimming pool, an

indoor running track, strength training

equipment, racquetball and squash courts,

and more. Spa facilities include massage,

skin care, saunas, and Jacuzzis.

If you’re crazy about fitness and plan

on being in downtown L.A. for business,

there is no more fitting destination than

the Los Angeles Athletic Club.

Conveniently located in downtown Los Angeles, this former “members only” athletic club is now so much more. It has comfortable guest rooms with custom-designed furniture and state-of-the-art health spa facilities.


www.heritageprinting.com


www.heritageprintingcharlotte.com

CONFERENCE & MEETING MATERIALS PRESENTATION FOLDERS & CUT SHEETS

4 ■ Bsness Forum Jly 2011 ■ 5

For many printing projects, binding is the

finishing touch. Unfortunately, it’s easy to forget

the importance of binding when a project is

rushed or ill-conceived. To clear away some of the

confusion, here’s a list of common binding types

and the printing projects they work best on.

• Loose-Leaf in a Three-Ring Binder: This

versatile option is great for employee manuals,

machinery instructions, or any type of document

that might require frequent updates, but still needs

the substantial heft of a bound document.

• Pasting: Pasting works well for smaller

documents. It is inexpensive, yet still provides

a polished, professional look. It does not work

well with booklets that receive extensive use.

• Saddle Stitching: Saddle stitching is another

popular binding option. Folded sheets are held

together in the center by stitching or staples.

This method can take more wear and tear than

pasting and holds more pages. This style works

well for small catalogs and booklets.

• Spiral Binding: In spiral binding, a series

of small holes are punched into loose sheets,

which are then threaded onto a spiral wire or

comb. Spiral binding works well with thick

sheets of paper, can accommodate many pages,

and can be easily laid flat on a table.

• Perfect Binding: Perfect binding is

commonly used on paperbacks. It is similar in

appearance to paste binding, but more resilient

and can accommodate many more pages. This

binding does not allow the document to lie flat

on a table, however, so is not recommended

for things like instructional manuals.

Be sure to ask our team of printing

professionals to help you determine the right

binding for your project.

Baffled by Binding? Tips for Choosing ■ Prodct Listing

• Bookmarks • Business Cards• Carbonless Forms• Catalogs• Envelopes• Flyers• Folded Cards• Hang Tags• Labels & Stickers• Letterhead• Magazines• Mailing Services• Marketing Materials• Note Pads• Pocket Folders• Price Books• Rack Cards• Signage

Presentation Pitfalls to Avoid like the Plague• Cluttered Slides: Similar to the “too long”

trap, messy slides are a presenter’s worst

enemy. They’re distracting to the audience.

List only the most key points on your slides.

• Redundancy: Don’t read each slide to them

verbatim. People hate being read what is right

in front of them. Use bullet points as headers

for the things you need to say.

• Just the Facts: Try to keep the bulk of your

content focused on facts, not commentary.

Busy professionals don’t want to wade

through a lot of filler to get their information.

Giving a presentation is a great way to

gain recognition and impress your boss.

That is, unless your presentation stinks. If

you want to make a good impression, turn

a critical eye to your slides, and avoid these

presentation pitfalls.

• Too Long: Don’t fall into the trap of over-

explaining every detail, especially if you’re

speaking to peers. You’re all in the same

business; they’ll get it. Look for ways to cut

your presentation in half, by keeping your

message on point and focused.

We Sell Prntng to Help Yo Sell More Prodct.

■ In That Year

1991■ Comedy Central is launched in

its current format.

■ The Minnesota Twins defeat the

Atlanta Braves to win baseball’s

World Series.

■ Dances With Wolves, starring

Kevin Costner, wins the Academy

Award for Best Picture.

■ Seattle band Nirvana releases

their song “Smells Like Teen

Spirit,” heralding the birth of

grunge music.

■ The cost of a postage stamp

goes from $0.25 to $0.29.

■ The TV shows Blossom and

Home Improvement both debut.

■ Intel releases the 486SX chip.

■ The Sacramento Kings set an

NBA record for the longest road

losing streak (43 games).

■ A cease-fire ends the Persian

Gulf War on April 3.

■ Miles Davis and Dr. Seuss die.

■ The world population reaches

5.359 billion people.

■ Web Savvy

Downtime Doesn’t Have to Be a Downer• Research the Competition: Take a look

at your competitors’ websites, advertising

campaigns, prices, and services. Analyze what

they’re doing and how it differs from your own

efforts. See if there are any ways you can apply

their best practices to your own business.

• Get Organized: Take a look around. Is your

filing cabinet overflowing? Are there boxes of

paperwork that need tending to? A good, solid

afternoon of reorganizing and purging can clear

the mind, eliminate clutter, and get you ready

to tackle your next big project.

Everyone occasionally experiences the

dreaded downtime. However, downtime

doesn’t have to be pointless. There are many

things you can do to keep yourself occupied

and productive, even when things are slow.

• Contact Clients: Review recent projects to

see if you can get feedback from your clients.

Draft a survey, or simply meet with clients to

see whether they’re happy with your work.

• Self-Development: Look for local seminars

or online courses that give you a chance

to network and learn what’s new in your

industry.

Bad news, music fans. A recent study found listening

to music can lower concentration and productivity.

Participants performed short memory tasks while

listening to music, in silent conditions, and with

repetitive sounds, such as a ticking clock. Participants

tended to perform worse on tasks while listening to

music than they did with silence or repetitive sounds.

The research suggests it’s better to do challenging

mental tasks in a quiet place. This doesn’t mean music

interferes with all types of work. For example, if you

are doing physical labor, music can help motivate and

inspire your work.

When working on an important task, turn off the

tunes, and you’ll have a better chance at success.

Don’t Touch That Dial?Think Again!

www.contemporaryva.com/home/Contemporary Virtual Assistance is a U.S.-based company that offers busy business professionals access to online assistants who can take care of necessary support tasks.

www.wrapmail.comWrapMail makes it easy for your clients to see your website inside your email by making a “wrap” with clickable buttons. They can also tell you who clicked which buttons. Very useful for tracking!

www.readability.comReadability is a browser add-on that lets you zero in on the text you want to read, in the format you like, without messy layouts and intrusive advertisements. It’s reading online that’s as simple as reading a book.

www.ifitweremyhome.comEver wondered what life would be like if you lived somewhere else? It’s possible with If It Were My Home, an interactive website with fun comparisons of basic statistical averages by country.

Call Us Today!



[email protected]

DIRECT MAIL & FULFILLMENTVEHICLE & FLOOR GRAPHICS

Jly 2011 ■ 36 ■ Bsness Forum

Imagine what it’s like to manufacture 500 clearly different, unique products every month.Sometimes we get so busy, the shop is like a beehive

teeming with activity, everyone working on hundreds of

tasks for a zillion different jobs. It can be a challenge to

keep everything straight, but I trust my coworkers like

I trust myself.

No matter how busy it gets here, it helps to remember

who I’m working for: my community. I’m helping local

business owners, teachers, politicians, organizations,

churches, and children’s groups. And, just like these

people and groups I’m working for, no matter how big

or how small, each job is unique; each job is important.

The busyness of this job is part of why I love it.

Something new is always coming in. Some new design

challenge, some last-minute project that needs to be

done yesterday ... anything and everything can happen

when you work in a print shop—and it does!

A print shop is always abuzz with activity, everyone

working on each and every task, until we deliver it to

your door. It’s amazing, isn’t it?

I couldn’t dream of doing anything else!

Destination

■ The Bsness List

Customers often get their first impression

of your business from your website. You

should consistently revisit and reevaluate

your site to make sure you are looking

your best. Here are some things that can

make the difference between a good first

impression and a great one.

• Content currency: It’s a huge red flag for

customers when they see outdated content.

Whether you haven’t blogged for a while or

your price list is from 2004, check to make

sure you’re giving your clients your best

and most recent information.

• Accessibility: So you’ve created a

fantastic website, but you’re not seeing any

difference in your sales numbers? Make

sure you offer multiple ways for customers

to reach you. Include an online form, links

to social-networking accounts, your mailing

address, and a telephone number. It’s

important for clients to be able to contact

you easily if they have questions. If they

can’t reach you, they just might take their

business elsewhere.

• Intuitive navigation: Your site should lead

people naturally to the content you want

them to see. If you have a blog, feature it

prominently on the front page. If you’re

selling items, the checkout process should

be logical, and a buyer should have the

ability to make changes easily to their

order without having to reenter all their

information every time.

• Reviews: Happy customers are a

business’s best friend. Use online review

sites to see what people are saying about

you. Consider soliciting reviews on your

website. After all, you care what your

customers think, and they should know it!

Making Things Work while You Sleep

The Los Angeles Athletic Club, Los Angeles

Built in 1880, the Los Angeles Athletic

Club was the city’s first private club. Its

motto: “Health, Recreation, Grace and

Vigor.” The facilities have long been

an important part of the Los Angeles

health-and-fitness community, serving

as training grounds for everyone from

Olympians to average citizens interested

in physical fitness.

The hotel itself has 72 luxurious guest

rooms with many amenities a working

professional needs. Room rental

includes a welcome fruit basket and a

full American buffet breakfast. Free

WiFi is available throughout the hotel,

and the business center offers access to

computers, Internet, faxes, copying, and

printers.

While slightly smaller than your

average convention hotel, the club offers

several options for in-house business

meetings and conferences. It hosts

networking events, seminars, and private

parties. The smaller size ensures more

personalized attention, and its location in

L.A.’s business district places it near the

convention center and other facilities.

The Los Angeles Athletic Club prides

itself on being an active part of the

community. It often hosts family-friendly

activities, many of which are, of course,

based on sports and exercise. Special

family nights center around local teams

like the Dodgers and Clippers, and

charitable events include the March of

Dimes Walk, among others.

As the name would suggest, the Los

Angeles Athletic Club is also known for

its fitness and spa facilities. These include

a 25-yard indoor swimming pool, an

indoor running track, strength training

equipment, racquetball and squash courts,

and more. Spa facilities include massage,

skin care, saunas, and Jacuzzis.

If you’re crazy about fitness and plan

on being in downtown L.A. for business,

there is no more fitting destination than

the Los Angeles Athletic Club.

Conveniently located in downtown Los Angeles, this former “members only” athletic club is now so much more. It has comfortable guest rooms with custom-designed furniture and state-of-the-art health spa facilities.


www.heritageprinting.com


www.heritageprintingcharlotte.com

CONFERENCE & MEETING MATERIALS PRESENTATION FOLDERS & CUT SHEETS

Business Quotes

2 ■ Bsness Forum

■ Strctly Business

Jly 2011 ■ 7

Books in Review■ Gess Who I Am

It’s a story we’ve heard again and again: how a

forward-thinking entrepreneur took a simple concept,

gave it a unique spin, and turned it into a multimillion-

dollar business. But where do those ideas come from?

Business Model Generation seeks to answer that

question. Or, rather, it uses real-life business model

examples from industry giants such as Skype and

Ikea, and shows how asking the right kinds of “what

if” questions helped those businesses succeed beyond

anyone’s expectations.

Business Model Generation starts with the basic

building blocks of what all good business models

should contain, using real-world examples. As

each example is discussed, readers learn how to

apply innovative, “outside-the-box” thinking to

their own business plan, enabling them to turn their

business into something truly exceptional and “game

changing.”

The book draws on the expertise of 470 “business

model canvas” practitioners, and is presented in a

simple, actionable format. According to the book’s

website, Business Model Generation is “designed for

doers,” and readers will learn how to systematically

break down and understand business models in order

to revamp and renovate them, or even how to create a

model uniquely their own.

Small-business owners do it all. As the alpha

and omega, it can be hard to find time to think. Yet

interruption-free time might be exactly what you need

to make your business grow.

A business retreat for one can free your mind,

letting you focus on the future. With a little planning,

your retreat will really bear fruit.

• Location: Pick a spot where you can relax and

won’t be interrupted. Consider a quiet hotel room or

even a trip on a train.

• Technology: Leave your cell phone at home! You

can live without it for a day, and you’ll get so much

more done.

• Stick to the Agenda: Set some solid goals before you

leave. With planning and a fresh atmosphere, your

retreat will really pay off.

This man was born July 6, 1925,

and was given his father’s name.

Musically talented, he sang in the

church choir and played the organ.

He was considered a prodigy on

the piano.

He got his first professional

singing job at 19 on the nationally

syndicated radio program San

Francisco Sketchbook. He

eventually earned enough money

singing to make his own record

label, Panda Records. His was

the first American album to be

recorded on magnetic tape and was

a huge success.

His singing eventually gained

the notice of Doris Day, who got

him a screen test with Warner

Brothers. He performed in

several musical films, mostly in

supporting roles, but soon found a

new passion—television.

It was there he found his niche.

He worked as both a game-show

and talk-show host, and created

several television programs,

including the wildly popular

Jeopardy.

Aside from his creative gifts, this

man was an extremely successful

entrepreneur. Along with his

lucrative game shows, he was a

savvy business investor, rivaling

even the likes of Donald Trump in

the casino-hotel business.

Although he passed away in

2007, this man’s legacy continues.

His funeral services were attended

by some of the biggest names in

show business and politics. This

entrepreneur and media mogul is,

of course, Merv Griffin.

“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.” —Steve Jobs

“The only sustainable competitive advantage is your people.” —Barry Shamis “Good management is the art of making problems so interesting and their solutions so constructive that everyone wants to get to work and deal with them.” —Paul Hawken

“People who enjoy meetings should not be in charge of anything.” —Thomas Sowell “Problems are only opportunities in work clothes.” —Henry J. Kaiser

“You have to think anyway, so why not think big?” —Donald Trump

“Your most dangerous competitors are those that are most like you.” —Bruce Henderson

Business Funnies®

1770s — On July 4, 1776, the Declaration

of Independence is approved by the Second

Continental Congress in Philadelphia, Pa.

1790s — On March 27, 1794, the U.S.

government establishes a permanent navy and

commissions the construction of six vessels.

1800s —On May 14, 1804, under direc-

tion of President Thomas Jefferson, Lewis and

Clark begin their expedition, with the purpose

of mapping the Northwest Territories of the

United States.

■ Dd Yo Know?

■ Americans consume four pounds

of butter per person annually.

■ The official name for the U.S.

interstate highway system is the

“Dwight D. Eisenhower National

System of Interstate and Defense

Highways.”

■ People who have been blind from

birth still dream, but they do not see

images. Their dreams consist of all

the other senses.

■ Shakespeare and other writers of

his time did most of their writing

during the day to avoid paying for

the expensive candles required for

nighttime writing.

■ India’s “Bollywood” movie

industry produces on average 1,000

movies per year, about twice that of

Hollywood.

■ The people killed most often

during bank robberies are the robbers.

■ English sailors came to be called

“limeys” after using lime juice to

combat scurvy.

■ Burt Reynolds’ father was the

chief of police in West Palm Beach,

Florida.

■ Peter Cooper, the man who built

the first American steam locomotive,

also invented the gelatin and sugar-

based dessert now called Jell-O.

Business Retreat ... for One?

■ Lookng Back

We’re the first and the last wordto all your printing needs!

Uniting the Worldwith the Printed Word.

Business Model Generation:A Handbookfor Visionaries,Game Changers,and Challengers

by Alexander Osterwalderand Yves Pigneur

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END CAPS & TOPPERSWALL AND WINDOW GRAPHICS

InsideThis Issue:

Page 2Business Retreat ...

for One?

Page 3The Los Angeles

Athletic Club

Making Things Work While You Sleep

Page 4Don’t Touch That

Dial? Think Again!

Downtime Doesn’t Have to Be a Downer

Page 5Baffled by Binding? Tips for Choosing

Page 6Value Ad

Page 7Books in Review: Business Model

Generation

Guess Who I Am

Trade-Show Secrets

JULY/AUG 2011Your Sales, Marketing, and Business Management Newsletter

To You, It’s Printing. To Us, It’s a Reputation.

Sales

Trade-Show Secrets

and helping prep your staff on the best ways to

win over potential customers.

• Network: If you’re attending a major trade

show, odds are you’ll have several months to

prepare. Make contact with current and former

clients. Let them know you’ll be attending

and why they should not miss your booth. If

possible, see if the event planners have a list

of attendees and participants. Use this list to

target potential prospects for your product.

You could even call attendees ahead of time to

set appointments or to personally invite them

to visit your booth.

• Face Time: Show up early and stay late;

make the most of this valuable time. Make

sure your sales staff is well trained and that

your booth is attractive and draws people in.

Consider offering short presentations to attract

attention, and have informational materials

and business cards readily available for people

to take with them. Be sure to have a sign-

up sheet for people who might want more

information. Stroll around and check out other

people’s booths, too. There might be potential

customers who are so busy manning their own

booths they don’t get the chance to mingle.

• Follow Up: After the show, be sure to reach

out to new contacts immediately. Send an

email thanking those who visited your booth,

and make phone calls to particularly desirable

potential customers.

Trade shows are probably one of the best

ways to generate new leads and sales, but

they can also be expensive. Fortunately,

there are a wealth of ways you can prepare

for trade shows that will help you make the

most of the opportunity.

• Prep Work: Take some time to clarify your

purpose in attending the trade show. Why

are you exhibiting? Are you trying to make

new connections and sales opportunities?

Are you launching a new product or

service? Are you trying to learn more about

your competitors? Listing and clarifying

your goals will help you create a solid plan,

making it easier to design relevant brochures

and other printed materials for your booth,

■ Odd Facts

Dragonfly■ Dragonflies can fly up to 60

miles per hour, making it the fastest

insect on the planet.

■ Adult dragonflies are sometimes

used to help control mosquito

populations.

■ The largest dragonfly fossil has a

wingspan of nearly three feet.

Elephants ■ An elephant’s trunk can lift up

to 600 pounds.

■ On average, an elephant spends

about 16 hours a day just eating.

■ An elephant’s large ears are

used primarily for ventilation. They

actually don’t hear very well.

Snakes ■ Baby rattlesnakes are born

without rattles.

■ Snakes can have over 300 pairs

of ribs.

■ The black mamba is the fastest

snake in the world. It can reach

speeds up to 12 miles per hour.

Business Forum Published byHeritage Printing & GraphicsP.O. Box 1959Leonardtown, Maryland 20650


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July - Aug 2011 Newsletter

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