50years of publishing excellence 1962–2012

APRIL 2012 | VOLUME 50, NUMBER 4

Guidance from

PAGE 22 VDP Gurus PSDA Member Experts Share Key Lessons PAGE 56 System Integration InfoTrends Analysis Reveals Benefits for Print Businesses PAGE 64

Visit us at Booth 523 at the 2012 Print Solutions Conference & Expo. PRINT SOLUTIONS MAGAZINE April 2012

FEATURES PERSPECTIVES

04 EDITOR’S NOTE Step Away from the Desk By John Delavan 06 EXECUTIVE VICE PRESIDENT’S MESSAGE How Loyalty Enables Growth By Matt Sanderson 10 PRESIDENT’S MESSAGE Don’ t Miss Your Best Growth Opportunity By Bill Prettyman

18 PSDA PROFILE 22 CO VER STORY: Pushing the Envelope PRINT SOLUTIONS CONFERENCE & EXPO PREVIEW By Alexa Schlosser Due to its philosophy of embracing The 2012 Print Solutions Conference & Expo is considered the most change and its tendency to important event of the year for professionals who buy print and related adopt technologies early, PSDA marketing services for resale to customers. This year’s event is set in member Regency Office Products the “charm of the Mid-Atlantic region” — Baltimore — and features has quickly grown to become a three days of quality education and networking and more than 200 highly successful print distributor. exhibiting companies showcasing unique products and services. 80 CASE STUDY 23 The “Must-Attend” Event of the Year: Take a Closer Look Thinking Differently 24 Keynote Speakers Explore Innovation and Perseverance Using VDP 26 Conference Schedule By Frances Moffett 28 Conference Programming, including the Small Distributor Summit PSDA member The Flesh Company 30 Exhibitor Directory steps away from direct-mail- focused usage of variable data printing technologies to create 56 Guidance from the VDP Gurus unique raffle tickets for a local By Heidi Tolliver-Walker foundation. Three PSDA member experts share their insights regarding personalized communications and variable data campaign 96 FINAL THOUGHTS planning — and critical lessons they have learned along the way. I Love Presents! By Sallie Biittner 64 A Fresh Look at System Integration Why Effective Feedback Is a Gift By Bryan Yeager An exclusive analysis by market research and strategic consulting firm InfoTrends reveals how system integration can provide many benefits for print businesses that are looking to streamline DEPARTMENTS operations, reduce costs and improve quality. 16 PSDA NEWS 72 QR Codes: Certified! By Heidi Tolliver-Walker 82 INDUSTRY NEWS Compiled By Alexa Schlosser As mobile response code use rises, so does the possibility of production issues. To combat unscannability and other issues, 90 CLASSIFIEDS certification programs such as 2DCertified have launched to reduce mistakes and reassure print professionals of their viability. 94 ADVERTISER INDEX

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 3 EDITOR’S MESSAGE

Step Away from the Desk BY JOHN DELAVAN, EDITOR-IN-CHIEF

Volume 50, Number 4 | April 2012 n today’s society, we tend to embrace a standard path to

career success. First, we graduate from high school. Then, if PUBLISHER Matt Sanderson we’re fortunate enough to be able to afford it — a big question [email protected] mark for many young people today — we proceed to college 312.673.5822 Iand study for several years to prepare ourselves to enter the EDITOR-IN-CHIEF John Delavan [email protected] workforce. We then land that first full-time job, which leads to the 312.673.4825 next one, and the next … and, ultimately, before we even realize it, ART DIRECTOR William Wargo we have a “career.” [email protected] 312.673.4991 This seems to be a tried-and-true approach, right? We pursue ASSISTANT EDITORS Frances Moffett [email protected] our education, and then we take what we’ve learned and forge a successful long-term 312.673.5818 career. The catch, however, is that this linear perspective leaves one key thing out: We Alexa Schlosser never cease to be students. Sure, we may not be in “school” any longer, but learning is a [email protected] lifelong endeavor — and I would argue that the most successful businesspeople are ones 312.673.5791 who recognize this and commit to learning throughout their careers. EDITORIAL RESEARCH Charlie Roberts [email protected] 202.367.2385 It’s often hard to “step away from the desk” and focus on continuing one’s education ADVERTISING SALES Dave Merli and learning. Two summers ago, however, I made the commitment and traveled [email protected] to Washington, D.C., for the three-day Association Media & Publishing Annual 202.367.1219 Meeting. And, wow, I was glad I did! I learned so much during that event — innovative Ryan Abell [email protected] approaches to contemporary magazine publishing (both in print and digitally), how 202.367.2332 to leverage social media, strategies for engaging busy readers, and much more. I also learned a lot simply by networking with fellow attendees and “picking their brains.” I returned to the office energized, and I put several best practices I learned into effect almost immediately. Print Solutions™ is the flagship monthly magazine of the Print Services and Distribution Association My message to you is to take the plunge and do what I did: Get out of town and truly be a (PSDA). Since 1946, PSDA has been the exclusive non-profit professional association dedicated to “student” for a few days. Make the commitment to advance your professional value and grow enhancing the success of the distributor channel for your business by furthering your education. PSDA members such as you — whether you are business communications, including print, marketing and related services. As the oldest and largest non-profit a manufacturer, distributor or trade printer — are integral to your organizations’ successes. association in the industry, PSDA’s members include In turn, part of your strategic value — what you bring to the table — is your ability to reassess distributors, trade printers, suppliers and technology partners working together to provide differentiated important issues and to take action. And knowing how to act requires committing to staying solutions to end user customers. informed about trends and changes in the print distribution industry. EDITORIAL POLICY Print Solutions is a respected industry magazine that has It may seem counterintuitive — because taking time to advance your professional been published continuously since 1962. As the premier publication for the print distribution industry, each issue education does take you away from your day-to-day work for a bit — but in the long contains content to help readers improve their businesses, term, the benefits of doing so will be immense. With three days of education and expand their markets and learn new ways to sell print and related services. To submit news items, story ideas approximately 200 exhibitors showcasing the latest products and services in the or manuscripts for publication consideration, contact any of the editorial staff members above via email or phone. industry, the 2012 Print Solutions Conference & Expo is the most important event Publication of any article or advertisement should not be of the year for professionals who buy print and related marketing services for resale considered an endorsement of the opinions expressed or products advertised. Statements of fact and opinion are to customers. In this issue, check out the special section beginning on page 22 for the responsibility of the authors alone and do not imply comprehensive information about the event, including the engaging keynote speakers, approval or endorsement on the part of the Publications Committee, officers, membership or staff of PSDA. the expansive educational program and exhibitor listings. Also read the messages in this POSTAL INFORMATION issue from PSDA Executive Vice President Matt Sanderson (page 6) and PSDA President Print Solutions (USPS 205-400, ISSN 1535-9727) is Bill Prettyman (page 10), as both have their unique takes on why it’s pivotal for you to published monthly by PSDA, 401 N. Michigan Ave., Suite 2200, Chicago, IL 60611. Phone: 312.321.5120, attend this year’s conference. And, distributors take note: This year’s Small Distributor Fax: 312.673.6880, Email: [email protected], Website: Summit is being held in Baltimore in conjunction with the 2012 Print Solutions www.psda.org. Subscriptions are free for PSDA members (included in membership dues) and $99 for Conference & Expo. Learn more on page 28. non-members (plus US$60 postage for addresses outside the United States). Periodicals postage paid at Chicago, IL, It’s never too late to make a commitment to continuing your education, furthering your and additional mailing offices. Postmaster: Send address changes to Print Solutions, c/o PSDA, 401 N. Michigan Ave., career and growing your business. I hope to see you in June in Baltimore. Suite 2200, Chicago, IL 60611. Copyright 2012 by PSDA. All rights reserved. Magazine content may not be reprinted without the publisher’s permission.

4 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 601 at the 2012 Print Solutions Conference & Expo. EXECUTIVE VICE PRESIDENT’S MESSAGE

How Loyalty Enables Growth BY MATT SANDERSON, PSDA EXECUTIVE VICE PRESIDENT

packaged goods research that indicates intended interpretation — is that that nearly 40 percent of consumers say the world he lives in is one where they buy different brands if they are on efficiency, transparency and liquidity sale — and asserts that, at least related to have competed away all opportunities grocery items, a discounting strategy in to make “easy” money. I think few in response to consumer price our membership would argue that consciousness “actually conditions the Google and other tools have created consumer away from brand loyalty and much of this transparency, enabling instead to always be on the lookout for end user customers to find — and, in here’s an old joke about an the next sale.” Among those who study some cases, even price — competing economist standing on a street consumer behavior, there appears to be products almost instantaneously. Like corner with a friend. The friend real concern about whether or not brand the world our economist lives in, the “easy” money has been competed away. says to the economist, “Look — loyalty will ever return post-recession. Tthere’s a $20 bill on the sidewalk?” The t A more subtle interpretation is as economist replies, “No, there isn’t — In dealing with customers and channel follows — that an efficient market somebody would already have picked it up.” partners in a business climate that, in means not that there can’t be a $20 bill many ways, reflects an increasingly lying around, but rather that it is so Of course, this parable is about efficient transactional consumer economy, it’s easy unlikely to find one that it’s not worth markets in the extreme, about economists, to default to price in defining value. the effort to look for one — in other and probably academicians in general. Ultimately, while price is a component of words, that the costs of the effort are And I’m sure that it’s still used as value, it can’t be the primary component — likely to exceed the benefits of searching. indoctrination fodder, even if to knowing at least not unless you are Wal-Mart or groans, in the hallways of the University Groupon. (A side note: Groupon’s recent Ironically, as we work to build and of Chicago — just down the street from financial restatements highlight the sustain lasting relationships with end- PSDA headquarters. Yet while I am a free- challenges associated with forecasting user customers and buyers within our market believer — heck, I was taught in revenue when your only true differentiator own channel, as we continually strive graduate school by some of the same U is price — is there such a thing as a “loyal” for and promote solutions (as opposed of C folks who are the butt of this joke in Groupon customer?) Ultimately, value to products) that deliver value, we the first place — I would like use the joke needs to be defined in terms greater than consistently undervalue our own time to discuss one of the biggest issues I see price in order for our supply chain to and ignore the efficiency that is required facing our association and our industry. survive. Working to define value for each to successfully compete in this industry. We see it all the time in PSDA — it That issue is loyalty. customer, partner and situation is hard work. But it is necessary work. In fact, it is seems easier just to send quotes to 10 likely the only solution that is sustainable prospective suppliers than to have Price: Value’s Lowest over the long term. meaningful discussions about partnering Common Denominator with just a handful. Getting the 10 quotes If the last five years has taught us The Illusion of Efficiency creates an illusion of efficiency — but anything, it’s that consumers in a there are both hidden costs and risks to recession — with access to technology — There are at least three ways to paraphrase this approach. The costs of responding to can be efficient bargain hunters. Once the perspective of the economist in our story. needless quoting will ultimately be borne called “the Wal-Mart effect,” perhaps we t One perspective — and I’d probably by the channel — just in less direct ways. should call it “the Groupon effect.” Last emphasize this one if I were And the risks, if our own behavior seeks fall, Forbes staff columnist Meghan explaining this story to my kids — is only to drive prices lower, are that the Casserly described this phenomenon simply the view that “if it feels too “winners” trim service, cut corners, or from the perspective of top consumer good to be true, it probably is.” Not don’t survive in the long term. Overall brands in a piece entitled, “Does Wanting bad advice to live by. participation declines, and with it, so More For Less Mean The End Of Brand t Another way to view the story of the does the collective value proposition of Loyalty?” The Forbes piece cites consumer economist – undoubtedly the primary our channel.

6 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 801 at the 2012 Print Solutions Conference & Expo. EXECUTIVE VICE PRESIDENT’S MESSAGE

The Case for Loyalty not your employees — allowing you to I want to make a case for loyalty – not scale, and to achieve greater returns on blind loyalty, but loyalty that is based your own investments in capital and In their columns this month, on a mutual exchange of value – as the labor. And technology can be a wonderful PSDA Board President Bill primary differentiator for our channel. enabler of loyalty. Prettyman and Print Solutions That’s not to say that free and efficient magazine Editor-in-Chief John Loyalty takes hard work and creativity, markets aren’t critical to everything we Delavan highlight the upcoming and it might feel as though it goes do, but if we aren’t striving to create loyal Print Solutions Conference & against our own natural tendencies — Expo – each making a great customers up and down the supply chain, or the fundamental fabric of free market case for the value of attending what are we doing? Building business economics. I think it’s the opposite — the conferences in general – and relationships on the premise of creating “easy,” “transactional” profits have been Print Solutions in particular. I’d loyalty is the one thing that can keep competed away, and what’s left is our ability like to make two suggestions as us out of the race to the bottom, the to harness our collective skill and the you prepare for the conference: thing that can create meaningful lives relationships that make “many” better than and careers for ourselves and for those “one.” Our industry’s ecosystem is much t If you are a distributor attendee, I urge you to plan we employ. We must practice with our bigger than any one of us individually — for the show, and to use it channel partners what we preach to our and few PSDA members have the scale to look for an opportunity to customers and employees. or command the market share to survive try out a new manufacturer independently if price becomes the basis Loyalty requires a level of faith, of trust, or supplier partner for for perceived value by our customers. a two-way exchange of value that implies something; after all, even your best partners started more than low price. And in an economy PSDA is a unique network of channel small. that values “stickiness” in customer partners, (competitors, even) who are relationships, loyalty is the ultimate “sticky” willing to share and to invest in making t If you are exhibiting solution. If your customers don’t see you your business stronger. It’s there for the or sponsoring at Print as more than a conduit to the lowest price, taking if you get involved. Our network Solutions, I urge you to think where are they going to go when there is is the irreplaceable value of PSDA ahead of time about different a sale around the corner? And if we aren’t membership — one of the true benefits approaches you might use working — actively working — to foster of being a smaller, niche organization. to get your message across, that loyalty, with our customers and with Our collective energy should be spent and to identify ways you our own employees and our suppliers and determining how we can efficiently, and can specifically help your channel partners — we are thinking about effectively, use the uniqueness of the distributor partners create today at the expense of tomorrow. distributor channel to deliver value in this value for their customers; industry, not searching for $20 bills on the Prepare for conversations Ultimately, loyalty will enable growth. sidewalk. In the long run, that doesn’t pay! The solutions you provide to your about creating value, ways to customers, and the solutions provided foster loyalty, and to partner for growth. You’ll get out of it what by those suppliers and channel partners you put into it. to whom you are most loyal, are the basis for leverage in your business — where Matt Sanderson the work gets done by people who are [email protected]

8 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 213 at the 2012 Print Solutions Conference & Expo. PRESIDENT’S MESSAGE

Don’t Miss Your Best Growth Opportunity BY BILL PRETTYMAN, PSDA BOARD PRESIDENT

e see great change all to Grow Awareness with Prospective around us — both in Customers and Employees.” In this our industry and in seminar, Stuart Boyar and representatives society overall. As we of PSDA member The Cooley Group Wlook around, we see an industry in discuss how they transformed and flux. What will we do to change our rebranded their business. Also in companies and ourselves to adjust to this seminar, we will hear from Print the changing marketplace? What do we Solutions Editor-in-Chief John Delavan, need to learn to drive our companies and as well as from Patrick O’Malley, a ourselves forward? Who is succeeding social media and SEO expert. in transforming their business? Who is improving their selling skills, and Other session topics include integrated what skills are they improving? How do marketing campaigns, transforming we best help our customers transform disruptive technology into innovative “The 2012 their businesses? solutions, human resources procedures, LQQRYDWRUVDWZRUN¿QGLQJVXFFHVVZLWK The 2012 Print Solutions Conference & new products, mail and the future of Print Expo, being held June 4–6 in Baltimore, the USPS, and web-to-print, to name is your best opportunity to find answers a few. You will hear from industry- Solutions to these questions and others you may leading speakers such as Barb Pellow have. It is the ideal growth opportunity of InfoTrends, the leading think tank on for everyone in our industry. My message print industry trends and strategies. Conference this month highlights many of the growth opportunities you and your team $OVRVDOHVSHRSOHZLOOEHQH¿WIURP & Expo, will have while in Baltimore for PSDA’s attending this year’s Print Solutions signature annual event. Conference & Expo. On Monday, a being held full-day sales seminar — titled Relevant Education “Strengthening Your Sales Playbook” — June 4–6 in At the Print Solutions Conference will offer an in-depth, hands-on & Expo, you have will have many workshop that leaves salespeople even Baltimore, opportunities for relevant, engaging better equipped to build better customer education. The conference agenda relationships. Salespeople will learn ideas is … the (see page 26 of this issue, or the PSDA such as communication mapping and website) showcases numerous seminars sales listening stations. In another on varying topics that will cause you seminar, salespeople will learn how to ideal growth to think differently about how you are use LinkedIn for sales and business running your business, managing your development. In this session, Patrick opportunity sales and customer service teams and O’Malley will discuss how to research developing your personal skills. The FRPSDQLHVWR¿QGGHFLVLRQPDNHUVKRZ for everyone education is very relevant to the issues to make cold calling less cold by our marketplace is facing. Change is a developing relationships online, and 10 in our given in today’s world, and these seminars different ways to use LinkedIn for will provide an opportunity to break from business. He also will discuss how the past and move forward. LinkedIn can be used to reconnect with industry.” your existing contacts. One of the session topics is “Making a Name for Yourself: How to Use Social Several other seminars will benefit Media, SEOand Public Relations business owners. Greg Collins, president

10 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 411 at the 2012 Print Solutions Conference & Expo. PRESIDENT’S MESSAGE

to transform our businesses and ourselves “ The Print Solutions Conference & Expo for the benefit of our customers, staffs, presents a unique opportunity for attendees families and ourselves. We can create and innovate on our own, to receive education on the latest trends.” but the value of networking with industry peers at the print distribution industry’s largest annual event is incalculable. of Cape Fear Advisors, will speak on how Understand Industry One idea could make the difference in to develop a strategic plan during a three- Trends, Adoption winning a new customer. One idea could hour seminar. Claudia St. John of Affinity Strategies change the culture of your company to HR Group, LLC, will speak on “Building The Print Solutions Conference & help it reach new levels of success. One a Team for Tomorrow,” which will also Expo presents a unique opportunity for be a hands-on, three-hour workshop. idea could transform your business. One attendees to receive education on the David Baker will lead a seminar titled idea is all it takes. latest trends — whether it is on unique “Connecting with Vertical Markets.” solutions, creative partnerships, using Prepare to Win These are just some of the educational LinkedIn, rebranding your business, offerings available for attendees. Please implementing the latest integrated All of us want to win. We want to win that review the agenda for a complete listing marketing and web-to-print campaigns, new customer we have courted for so long. and session descriptions. There will or the latest sales strategies. We want to drive our customers to higher be ample learning opportunities for levels of success and create wins for our Attendees will not only receive education everyone who attends. people. We want to learn and adopt the on the latest industry trends, but they latest technologies to create more wins for also will be able to sit down with industry Face-to-Face Networking speakers and peers to discuss those our customers and drive their marketing Numerous opportunities exist for trends, what trend adoption strategies ROI to levels they never even knew were networking throughout the three-day need to be developed and how they are possible. conference event. All of us know and adapting to those current and emerging In order to win, however, we must prepare understand that face-to-face networking trends. The privilege and value of ourselves to win. We need education, presents an opportunity to discuss issues, discussing industry trends with industry challenges and opportunities with peers leaders and peers cannot be overstated. networking and information on the latest as well as suppliers. Sometimes we just Attending could change your company industry trends. We need a vision, a plan need to engage with people in person to due to your enhanced understanding and a roadmap to take us to that exciting better connect, develop rapport and build of key business trends and successful future we envision for our customers, relationships. adoption strategies. companies, people and ourselves. The Print Solutions Conference & Expo is the What networking opportunities will be Creativity and Innovation only industry event focused on those areas available at the Print Solutions Conference that help you prepare to win. & Expo? Among them are workshops This year’s conference presents many opportunities to generate ideas to innovate on Monday, educational programs on In only three days, we can discover and transform our businesses. Creativity Tuesday, a networking reception on the how to change our businesses and show floor on Tuesday afternoon, talking and innovation make a bigger difference in our businesses during times of great ourselves for the better. It’s a brief annual with fellow distributors and exhibitors commitment than delivers very high ROI. on Tuesday and Wednesday on the show change than probably any other tactical After all, three days represents about 1 floor, meeting people for breakfast or adjustments we could make. We only percent of the total business days in the dinner on your own. need to look at what Steve Jobs did for Apple and what we can do similarly for year, and less than that if you are working Relationships are vital to success in our our customers. Through his creativity and more than five days per week. business. Since we probably all agree on innovation, he transformed five industries: that, why would we not want to be a part personal computing, animation, music, The PSDA Board of Directors and staff of the print distribution industry’s largest phones and mobile computing. We may team are planning a conference and expo annual networking event? How else will not be Steve Jobs, but we can learn from that prepares you to win. I look forward you “sharpen your saw” to improve your his example of creativity and innovation to seeing you there. PS business and yourself? In times of change, attending the No. 1 industry networking Bill Prettyman is the President of PSDA and President/Chief Executive Officer of Wise, one of the event could do more for your business United States’ largest independent print and marketing services providers. Contact him via phone than anything else you might do in the at 888.815.WISE (9473) or via email at [email protected]. coming year.

12 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 513 at the 2012 Print Solutions Conference & Expo. Visit us at Booth 411 at the 2012 Print Solutions Conference & Expo. Visit us at Booth 213 at the 2012 Print Solutions Conference & Expo. PSDA NEWS

CEO Summit Shown left: This year, 24 people participated Success in PSDA’s golfing event before the summit Exceeding previous years’ started. attendance, more than 100 Shown below: The CEO Summit featured many C-level executives gathered exclusive educational March 5–7 in Phoenix opportunities, including one session led by Wil for PSDA’s CEO Summit. Davis of Hunt Big Sales.

PSDA’s 2012 CEO Summit was designed to bring member company owners and executives together for three days of learning, networking and idea sharing. Set in the sunny city of Phoenix at the Arizona Grand Resort, more than 100 attendees gathered to gain and share valuable insights about the challenges, opportunities and trends happening within the industry.

For comprehensive coverage of this year’s CEO Summit, see the May 2012 issue of Print Solutions.

Meet the What is your role on the PSDA but I realized even then that this association staff team? and its members were special and that I was in PSDA Staff I am the sales manager for the PSDA sales it for the long haul. And, 18 years later, I am Team team. Our department is responsible for proud to say I am still a part of this family. selling exhibit space at the Print Solutions Conference & Expo, sponsorships for all What has kept you with PSDA for David Merli PSDA meetings, as well as advertising in Print so long? Sales Manager Solutions magazine and interactive media in A steady paycheck! Just kidding — it was the our online properties. sense of family that as a staff we shared for many years. I also contribute my longevity to What are you looking forward to the members and the relationships that I have in 2012? made. They keep me going day to day! Soon we will debut a PSDA Online Sourcing Guide that will be a great new benefit for What are some “fun facts” or PSDA members. They will be able to search surprising pieces of information for sources online at any hour of the day! It is about you? a very robust and intuitive system that will be That I bleed CMYK and worked at a printer a great member benefit for both trade printers for four years during my high school days. and print distributors alike. I also have a graphic arts degree from La Roche College and came straight to PSDA What is your favorite PSDA (NBFA) after graduation. Some people would memory or experience? be surprised to hear that, in addition to my My favorite memory is attending my first then- beautiful wife, I also have two children that NBFA Annual meeting in October 1995, as it are ages 26 and 20. I know I don’t seem old was our 50th anniversary as an association. I enough to have children that old, but I do. Oh, had been with NBFA for just less than a year, and I’m an Eagle Scout!

16 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 510 at the 2012 Print Solutions Conference & Expo. PSDA PROFILE

Pushing the Envelope Due to its philosophy of embracing change and its tendency to adopt technologies early, PSDA member Regency Office Products has quickly grown to become a highly successful print distributor. BY ALEXA SCHLOSSER

t’s not easy to become one of the That kind of attitude has proved effective fastest growing independently for Regency. The company was originally held office products companies in established to sell office supplies, a the United States. Following that business it also had no experience in. Iaccolade up in 2010 with recognition But Regency knew that its sound sales by PSDA as the fastest growing print model, its familiarity and comfort with distributor in the nation is even more technology, and its focus on exceptional difficult — especially in these harsh customer service had a place in the print economic times. But Raleigh, N.C.-based industry, so it forged ahead. Regency Office Products did just that. Becoming a print distributor just a few Regency was founded in 2002 strictly as years after starting and learning the ins an office products company. From the and outs of an office products company start, though, the company was thinking might seem a bit risky, but Regency loves bigger. “Our intent from the beginning, a challenge. “Our company philosophy assuming we had success, was to layer has always been to push the envelope. in additional products and services that We have no fear when it comes to folded into the core business and fit our change. Though that can be a challenging model,” said Pete Redondo, Regency’s environment, it was necessary for our director of sales. That model, from the survival,” Redondo said. start, included offering e-commerce. Regency invested in web services before In 2008, Redondo picked up an issue the trend hit, and that differentiation of Print Solutions magazine from a helped the company grow quickly. But “Our company FROOHDJXHWRUHDGGXULQJDÀLJKW+H Redondo speaks modestly about the philosophy has always ZDVVKRFNHGDWZKDWKHIRXQG³,UHDG company’s quick rise, saying its growth been to push the LWFRYHUWRFRYHU,KDGQRLGHDWKDWWKH was accomplished organically, “one 36'$ ZKLFKSXEOLVKHVWKHPDJD]LQH  customer at a time.” envelope. We have no fear HYHQH[LVWHGDQGWKHQH[WGD\,FDOOHG when it comes to change. WKHPDQDJLQJSDUWQHUDQGWROGKLPWKDW Focus on Customers ZHQHHGHGWRMRLQWKLVRUJDQL]DWLRQWKDW Though that can be a H[LVWHGULJKWXQGHURXUQRVHVWRSURPRWH That emphasis on the customer is challenging environment, RXUPRGHO´KHVDLG undoubtedly paramount to Regency’s success. Everything Regency does is it was necessary for our -XVWWZR\HDUVODWHULQ36'$ centered on bringing more value to survival.” QDPHG5HJHQF\LWVIDVWHVWJURZLQJ its customers, Redondo says. So when PHPEHUGLVWULEXWRUIRUWKH customers began asking if Regency Pete Redondo \HDUDQGWKHFRPSDQ\KDVQ¶WVORZHG offered printing in 2007, the company Director of Sales, GRZQVLQFH7KDQNVWRSXVKLQJWKH jumped right to it — even though it didn’t HQYHORSH5HJHQF\QRZKDVVHYHQ have the experience. Regency ORFDWLRQVLQ¿YHVWDWHVDFURVVWKHFRXQWU\ 7KHFRPSDQ\JUHZE\SHUFHQWLQ “We are risk takers. We don’t wait until DQGWKHQGRXEOHGLQ/DVW\HDU we have it all figured out before we try 5HJHQF\JUHZE\DQRWKHUSHUFHQW something new. Though that can be frustrating and/or uncomfortable for some, getting out of our comfort zone has Embracing Change borne far more successes than failures,” So where does this philosophy of Redondo said. embracing change come from? For one,

18 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 211 at the 2012 Print Solutions Conference & Expo. PSDA PROFILE

Regency offers printing, office supplies, office furniture, promotional products, personalized apparel, paper shredding, certified e-waste management, toner replenishment and more, but the company’s technologies — such as its print-on-demand websites — are what make the company truly unique. These sites allow clients to personalize items by logging into a secured website and entering text. Clients can view instant online proofs there and then place print orders. The company also offers e-store websites that allow clients sell their own personalized products and apparel online.

Few companies offer the same diversity of services. “We focus on bringing [customers] value in every area possible; and, while we can’t be all things to all people, we put emphasis on the flexibility the distributor model allows for,” Redondo said.

Looking Ahead When fellow employees say things like, “Oh my gosh! When are you going to stop adding new things?” Redondo laughs it off. “Adding new things” is key to Regency’s growth and success in the industry, and staying on top of the newest industry trends is how Regency plans to stay relevant and useful to its clients. “Everything is moving fast, and if we don’t stay out in front, we will get left behind,” Redondo said. Top: Regency Office Products became a print distributor just a few years after starting and learning the ins and outs of an office products company. Here the Regency print team is pictured outside the building. The company plans to launch a new Bottom left: Regency is based in Raleigh, N.C., but has seven locations in five states across the country. The company grew by 70 percent in 2009 and then doubled in 2010. Last year, Regency website this summer and is hoping grew by another 60 percent. to become even better at diagnosing Bottom right: Regency offers printing, office supplies, office furniture, promotional products, customer needs in the coming year. “I personalized apparel, paper shredding, certified e-waste management, toner replenishment and more. can’t predict the future, but I do know that we will keep looking for new ways to reinvent ourselves and bring a the sales team at Regency is young. This operational personnel have well over 150 truly unique value proposition to our helps when undertaking big changes years of print industry experience, we are customers,” he said. because “[young people] are more not held back at the management level adaptable, and to them, change is not by what we have always done, as we don’t Learn more about the diverse offerings of as intimidating,” Redondo said. The have that history that may hold some Regency Office Products at the company’s company is always willing to invest in its long-standing industry veterans back,” website, www.regencyofficeproducts.com. PS employees and often assigns dual roles to Redondo said. those interested. Because of its roots in early technology Alexa Schlosser is assistant editor of Print Solutions. Know of a PSDA member Another reason Regency has no fear in adoption, Regency’s philosophy company that should be featured in taking business risks is simply because and business outlook includes its a future PSDA Profile? Contact her at the company itself is so young — it’s only commitment to technological solutions [email protected]. 10 years old. “While our key support and and out-of-the-box innovations.

20 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 812 at the 2012 Print Solutions Conference & Expo.

The “Must-Attend” Event of the Year Take a closer look

he 2012 Print Solutions Conference & Expo Sessions include: is the most important event of the year for t Transforming Disruptive Technology into Innovative professionals who buy print and related Solutions marketing services for resale to customers. This year’s event is set in the “charm of the Mid- t Open Forum: Streamline Your Human Resources AtlanticT region” — Baltimore — and features three days of Procedures quality education, networking and more than 200 exhibit t Finding Success with New Products booths showcasing unique products and services. t Innovators at Work Held June 4–6 at the Baltimore Convention Center, PSDA’s t Using LinkedIn for Sales and Business Development signature conference and expo provides something for t Mail and the Future of the USPS: How the Medium everyone, whether you want to hone your business skills, and the Postal Service Will Change expand your industry knowledge or gain partners or t Web to Print: The Answer to Scale and Product contacts for future endeavors. Take part in the educational Diversification breakout sessions and workshops or participate in the exhibitor education taking place right on the show floor. t Realign Your Mindset — Transform Your Results! Opportunities to interact with industry colleagues abound t Practice What You Preach: Utilizing the Products You with the PEAK Awards presentation, as well as the Sell to Make the Sale networking reception on the expo floor. Expert Speakers In-Depth Education Industry experts and respected thought leaders lead and The first day of expert-led education focuses on business facilitate the educational program. Speakers include: solutions designed to help you grow your company. These full and half-day in-depth training workshops include: t Jennifer Matt, Web2Print Experts Inc. t Maynard Benjamin, Envelope Manufacturers Association t Making a Name for Yourself: How to Use Social Media, SEO and Public Relations to Grow Awareness with t John Leininger, Clemson University Prospective Customers and Employees t Karie Ballway, Stuart Boyar, Jeana Nicotera, t Demonstrating ROI in Integrated Marketing Campaigns The Cooley Group t Strengthening Your Sales Playbook t John Delavan, Print Solutions t Begin with the End in Mind: A Strategic Business Plan t Patrick O’Malley, Social media and Google SEO expert Workshop for Owners t Paul Castain, Castain Training Systems t Building a Team for Tomorrow: A Workshop for t Greg Collins, Cape Fear Advisors Company Owners and Hiring Managers t Claudia St. John, Affinity HR Group t Balancing Your Business: Connecting with Vertical Markets t David Baker, ReCourses Inc. Educational programming for the remainder of the t Barbara Pellow, InfoTrends conference emphasizes the print industry and how t Scott Burrows, Co-author of “Conversations on developments in the industry affect your business. Success” CONTINUED HEAD Keynote Speakers Explore Innovation and Perseverance

This year’s Print Solutions Conference & Expo offers two keynote addresses that will inspire and motivate you to think differently in creating solutions for your business and to achieve your goals regardless of the circumstances.

with five senses: sight, hearing, smell, taste and touch. With Barbara today’s technology, consumers use nearly all these senses to watch television, text and surf the Internet simultaneously. Pellow Marketers understand the need to leverage multiple customer touch points with a mix of interconnected channels. There is Group Director, InfoTrends clear acknowledgment that effectively using multiple channels and providing customers and prospects with a variety of ways A digital printing and publishing to respond can dramatically improve results. You will frequently pioneer and marketing expert, hear comments about print being “dead” as a medium. Print, Barbara Pellow helps companies advertising, direct mail and email aren’t dead — using them by develop multimedia strategies themselves is dead. Successful print and marketing services that ride the information wave. providers are working on strategies that blend traditional and She has assisted companies new media channels and making them work better together. in areas such as creating strategies to launch new products, building strategic marketing Why is innovation in business so important? plans and educating their sales forces on how to deliver an To survive in today’s market, print service providers will need to effective value proposition. Pellow brings the knowledge and focus on innovative techniques to blend print with new media. skills to help companies increase their business opportunities. Henry Chesbrough, a professor at the University of California, Berkeley, wrote a book called “Open Innovation.” He defined Before joining InfoTrends, Pellow held positions within Kodak’s innovation as the concept of combining external and internal Graphic Communications Group, IKON Office Solutions, Indigo and ideas — in addition to internal and external strategies — and Xerox Document Production Systems Group. Pellow also served as advancing competitively. Gannett chair in integrated publishing sciences in Rochester Institute of Technology’s (RIT) School of Printing Management and Sciences What piece of advice has had the greatest impact on (SPMS). She is on the board of directors of Fort Lauderdale- your business and professional growth? based Spherion and holds a Bachelor of Science in business One of the most valuable pieces of advice I received was administration from Michigan Technological University. to never stop learning. If learning stops, you stagnate. In a world filled with new technology, options and alternatives, the What do you see as the biggest misconception about opportunity to learn has never been greater. Every day, either new media in the print industry? personally or professionally, I try to explore something I have Consumers are programmed to be multichannel. They are born never done before.

Opening Keynote: Transforming Disruptive Technology into Innovative Solutions Tuesday, June 5, 8:30 am – 10:15 am — Sponsored by Glatfelter

By doing what good companies were supposed to do — technologies into new disruptive products and services that focus on pleasing their most profitable customers — will lead to long-term profitable growth. companies of all sizes may be paving the way for their own Traditional printing is a mature industry that is being demise. How? By ignoring disruptive technologies — new, significantly impacted by new media. This session will cheaper innovations that may evolve to displace traditional discuss how to turn disruptive new media innovations products and solutions. In 2003, Harvard Professor Clay into solutions that will lead to long-term profitable growth. Christensen and co-author Mike Raynor wrote a bestseller InfoTrends group leader Barb Pellow will share perspectives titled “The Innovator’s Solution.” The authors explained that on how emerging technologies are impacting our industry, innovators create disruptions rather than be destroyed by as well as examples of how successful firms are harnessing them. Companies need to turn innovative ideas and technology to transform their business.

24 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG CONTINUED HEAD

What will people learn from your presentation? Scott They will view their challenges from a different perspective. Using my unique concept of “vision, mindset and grit,” I will Burrows teach them tangible actions they can implement to be more productive, thrive and beat the odds. I will also inspire them Co-author of “Conversations to rethink their own possibilities and challenge them to set on Success” aggressive mind-stretching goals that will impact the bottom and wheelchair athlete lines of their businesses beneficially.

Imagine going from an all- What has made you passionate about your formula — around athlete playing college vision, mindset and grit? football for Coach Bobby I’ve learned firsthand that putting vision, mindset and grit Bowden at Florida State into action can change your life for the better and can turn University and being a top- impossibilities into possibilities. That’s why I’m very passionate ranked kickboxer to being paralyzed from the chest down and about it. diagnosed a quadriplegic. Burrows not only survived, but he also made a choice. Since that time, he quickly became a top What piece of advice has had the greatest impact on producer in the life insurance industry, qualifying for the Million your business and professional growth? Dollar Round Table. Be open to learning. When you are learning, you are growing. When you are growing, your vision and mindset strengthen, Today, Burrows is an internationally known business giving you an opportunity to expand your possibilities. motivational speaker, co-author of “Conversations on Success,” president of an international export company and wheelchair rugby athlete. His stories of determination and perseverance motivate people to pursue their dreams in their business and personal lives. Burrows doesn’t just tell an inspiring story; he discusses how to achieve goals using his formula of “vision, mindset and grit” — and there’s a surprise that will leave you astonished!

Closing Keynote: Realign Your Mindset — Transform Your Results! Wednesday, June 6, 9:15 am – 10:15 am

Because we live in a world that revolves around change, You will learn how to: stress and setbacks, learning how to conquer these t Formulate an unstoppable mindset challenges with a positive attitude and strong belief system is essential for life balance, success and fulfillment. In this t Create a powerful, compelling vision presentation, learn how Burrows’ proven three-pronged t Eliminate paralyzing self-perceived limitations formula, “vision, mindset and grit,” can help inspire and t Grit it out during times of change and adversity motivate you to shape new beliefs, be more productive and let no circumstances take precedence over the power of t Ask more powerful questions the human spirit — personally and professionally. t Set loftier goals

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 25 CONTINUED HEAD Conference Schedule

Monday, June 4

Industry Change & Evolution New Product Innovations Sales

Making a Name for Yourself: How to Use Demonstrating ROI in Integrated FULL DAY SEMINAR: Social Media, SEO and Public Relations to Marketing Campaigns Strengthening Your Sales Playbook Grow Awareness with Prospective Customers John Leininger, Clemson University Paul Castain, and Employees Castain Training Systems Karie Ballway, Stuart Boyar, Jeana Nicotera, The Cooley Group; John Delavan, 9:00 am – 12:00 pm Print Solutions; Patrick O’Malley, Social Media and Google SEO Expert

Industry Change & Evolution Team Building & Staffing Industry Change & Evolution, Sales

Begin with the End in Mind: A Strategic Building a Team for Tomorrow: A Workshop Balancing Your Business: Connecting with Business Plan Workshop for Owners for Company Owners and Hiring Managers Vertical Markets 4:00 pm 1:00 pm – Greg Collins, Cape Fear Advisors Claudia St. John, Affinity HR Group David Baker, ReCourses, Inc.

7:00 pm – 9:00 pm — PSDA Optional Dinner — Rusty Scupper, Downtown Baltimore

Tuesday, June 5

8:30 am – 10:15 am PSDA Welcome and Keynote: Transforming Disruptive Technology into Innovative Solutions Barbara Pellow, InfoTrends

10:15 am – 7:00 pm — Expo Open

Team Building & Staffing New Product Innovations Sales

Open Forum: Streamline Your Human Innovators at Work Practice What You Preach: Utilizing The Resources Procedures Products You Sell to Make the Sale – Part 1 2:15 pm

1:15 pm – Facilitated by Barbara Pellow, InfoTrends Facilitated by Claudia St. John, Affinity HR Group Paul Castain, Castain Training Systems

Sales New Product Innovations Sales

Using LinkedIn for Sales and Business Web to Print: The Answer to Scale and Practice What You Preach: Utilizing The Development Product Diversification Products You Sell to Make the Sale – Part 2 3:30 pm 2:30 pm – Patrick O’Malley, Social Media and Jennifer Matt, Web2Print Experts, Inc. Paul Castain, Castain Training Systems Google SEO Expert

4:45 pm – 5:30 pm — PEAK Awards Presentation

5:30 pm – 7:00 pm — Networking Reception on Expo Floor

Wednesday, June 6

Industry Change & Evolution New Product Innovations

Mail and the Future of the USPS; How the Finding Success with New Products Medium and the Postal Service Will Change Facilitated by John Leininger, Clemson University 9:00 am 8:00am – Maynard Benjamin, Envelope Manufacturers Association

9:15 am – 10:15 am Closing Keynote: Realign Your Mindset — Transform Your Results! Scott Burrows, Co-author of “Conversations on Success”

10:15 am – 2:00 pm — Expo Open

26 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 217 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD Conference Programming

Show Floor Education Gain unique insight about a variety of services or a specific product during the PSDA Would like to thank Print Solutions Expo hours right on the show floor. View a demonstration, share this year’s Winners Circle Sponsors a business challenge and speak with product experts in a focused environment. Visit www.psda.org as the conference approaches for a list of participating vendors and topics. Exhibitor Education Sessions are scheduled for the following times and will take place on the exhibit floor. Tuesday, June 5 10:30 am – 11:45 am 3:30 pm – 4:45 pm Wednesday, June 6 11:00 am – 12:15 pm 1:00 pm – 1:30 pm

JUNE 3–5, 2012 BALTIMORE CONVENTION CENTER BALTIMORE, MD

Recharge Your Business at the Small Distributor Summit

Developed for small business owners by small business and more. Learn how to set your business apart, owners, the 2012 Small Distributor Summit (SDS) allows generate sales leads, exceed sales targets and achieve attendees to share solutions and ideas among their your business objectives. peers and build relationships with like-minded individuals. The challenges and opportunities in the print industry SDS attendees will also have the opportunity to partake in are unique for businesses of a smaller scope; prepare workshops offered at PSDA’s Print Solutions Conference yourself by participating in sessions focusing on areas & Expo, which is located adjacent to the summit, at no specifically designed to help you develop your own action additional cost. This is the must-attend event for small plans: business, sales, finances, business development business owners.

28 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 217 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD Exhibitor Directory

Advertising Specialty Apex Business Systems The following companies are Institute (ASI) Booth 310 confirmed exhibitors at the 2012 Print Solutions Conference & Booth 630 1325 S. Creek Drive Suite 500 Expo as of April 4, 2012. PSDA 4800 E. Street Road Houston, TX 77494 member companies are shown Trevose, PA 19053 Phone: 800.354.2739 in blue type. Phone: 800.546.1350 or 215.953.4000 Fax: 800.600.2739 Fax: 215.953.3897 Email: [email protected] Email: [email protected] Web: www.apextax.com Web: www.asicentral.com Apex Business Systems manufactures tax AccuLink The Advertising Specialty Institute (ASI) is forms, health care forms, ComplyRight the largest media, marketing and education products and checks to the trade. The Booth 206 organization serving the promotional company is a 100 percent trade supplier 1055 SW Greenville Blvd. products industry, with a network of more with locations in California, Texas and Greenville, NC 27834 than 27,000 distributors and suppliers. Pennsylvania. Apex Business Systems Phone: 252.321.5805, ext. 209 ESP Web is the industry’s leading tool for carries a full line of pressure-seal checks Email: [email protected] sourcing products. ASI also provides trade and all-purpose forms. Web: www.acculink.com shows, education, magazines, custom websites and catalogs. AccuLink sells through the distributor Apex Color channel by enhancing communications Booth 200 with marketing, production and technology. Affinity HR Group, LLC^ We specialize in cross-media campaigns 200 North Lee St. featuring our exclusive InteliMailer. New value- Booth 731 Jacksonville, FL 32204 added products include 3-D UV and short- 2181 Ten Eyck Avenue Phone: 800.367.6790 run case-bound books. AccuLink continues Cazenovia, NY 13035 Fax: 800.380.0553 to offer digital and offset printing, complete Phone: 877.660.6400 Email: [email protected] lettershop and full trade bindery services. Fax: 877.660.6400 Web: www.apexcolor.net Email: claudia@affinityhrgroup.com See our display ad on page 63. Apex Color has been exclusively serving Web: www.affinityHRgroup.com the trade since 1974. From business forms Affinity HR Group — PSDA’s business to black and white, gang run color to the Adcraft Decals Inc. partner — is on hand to help when most demanding four-color process work, Booth 210 you face a difficult “people issue.” Our digital short runs to direct mail, we are your one-stop shop for profits. 7708 Commerce Park Oval team of consultants includes certified Independence, OH 44131 HR specialists, strategists, recruiters See our insert between pages 32 and 33. Phone: 216.524.2934 and attorneys. Services include Fax: 216.524.7569 handbooks, compliance, staffing, benefits, Email: [email protected] compensation, performance and general Appleton* HR support. Web: www.adcraftdecals.com Booth 305 Adcraft Decals is celebrating its 50th year P.O. Box 359 servicing the printing and distributor trade. ALLPRO Direct Marketing^ Appleton, WI 54912 The company is a screen and digital printer Booth 633 Phone: 800.558.8390 specializing in difficult design requirements, Fax: 800.872.4141 as well as the common application. Its 11626 Prosperous Drive Email: [email protected] products end up in various markets, Odessa, FL 33566 Web: www.appletonideas.com including OEM, medical, liability, appliance, Phone: 727.494.0705 Appleton creates product solutions through organization, recreation, service and more. Fax: 727.499.7999 its development and use of coating The art department will work with you from Email: [email protected] formulations, coating applications and concept to design. Web: www.allprodirectmarketing.com Encapsys microencapsulation technology. See our display ad on page 83. ALLPRO Direct Marketing specializes in The company produces carbonless, direct mail, variable data printing, mailing, thermal and security papers and Encapsys cross media and customized print portal products. Appleton, headquartered integration. We have your complete print/ in Appleton, Wis., has operations in * denotes sponsor; ^ denotes new exhibitor marketing solutions under one roof. Wisconsin, Ohio and Pennsylvania,

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employs approximately 1,900 people and B&W Press Inc. Badger Tag & Label Corp. is 100 percent employee-owned. Booth 211 Booth 204 Arjobex America 401 E. Main St. 83 Bentert St. Georgetown, MA 01833 P.O. Box 306 Booth 419 Phone: 978.352.6100 Random Lake, WI 53075 10901 Westlake Drive Fax: 978.352.5955 Phone: 920.994.4348 Charlotte, NC 28273 Email: [email protected] Fax: 920.994.9020 Web: www.bwpress.com Phone: 800.765.9278 Email: [email protected] Fax: 704.587.1174 Private since 1965, B&W Press’ products Web: www.badgertag.com Email: [email protected] include mailers, package inserts, bind-ins, Badger Tag & Label Corp. is a custom Web: www.polyart.com insurance, credit and retail brochures and Mini “Slim”™ Catalogs, all available with/ printer of tags and labels and has additional A unique clay coating on both sides without built-in BRE, as well as unique in- digital UV inkjet printing capabilities. Badger of a high-performance, high-density line finishing, inside/outside personalization, can print on paper, synthetics and many polyethylene base enables Polyart to lettershop, mailing, tracking and fulfillment other substrates with numerous adhesives be printed with any of the conventional service, sequential numbering, barcoding, to fit a customer’s needs, along with a wide printing processes, as well as most variable long runs and more. variety of numbering and finishing options. information and some digital printing processes, such as thermal transfer. See our display ad on page 19. See our display ad on page 46.

Visit us at Booth 811 at the 2012 Print Solutions Conference & Expo.

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BentleyRowland Texas, a suburb of Dallas. Its flexo print Budgetcard Inc. division supplies labels printed in up to eight Booth 530 colors, including four-color process. Booth 404 751 Pike Springs Road 171 Commonwealth Ave. Phoenixville, PA 19460 Bristol ID Technologies Attleboro Falls, MA 02763 Phone: 484.920.3169 Phone: 508.520.1320 (direct) or Fax: 610.933.7400 Booth 807 800.451.8600 (toll free) Email: [email protected] 1370 Rochester St. Fax: 508.695.0169 Web: www.bentleyrowland.com Lima, NY 14485 Email: [email protected] Phone: 585.582.5120 Web: www.budgetcard.com For more than 30 years, BentleyRowland Fax: 585.582.5110 has been listening to and anticipating the Budgetcard is a second-generation, family- Email: [email protected] needs of organizations like yours. In the run business. We print, laminate and die Web: www.bristolid.com past, this meant providing traditionally cut all types of plastic cards, gift cards, printed products, but today, our services For more than 30 years, Bristol ID has been key tags, postcards and other promotional include a host of marketing innovations, a behind-the-scenes partner, innovating products. The substrates available are including HDUV, the highest quality printing advances in card technology from printed PVC, Teslin and paper. We offer fast available today. We also offer digital cards to the next generation of technology- turnaround times, usually 10 days after printing, direct mail, online solutions, large driven RFID cards. Bristol ID works through proof approval for quantities of 25M or less. format printing, warehousing and fulfillment. channel partners that leverage its ingenuity Our company offers card affixing, mailing to offer its customers one-of-a-kind and fulfillment services if required. We solutions that grow both businesses. The service a network of resellers and brokers. Bertek Systems Inc. company’s commitment is to creativity in Budgetcard is a highly ranked supplier with ASI, PPAI and SAGE. Booth 822 thought, excellence in production and a unique, honest approach in its customer Arrowhead Industrial Park communication. 133 Bryce Blvd. Business Cards Plus Georgia, VT 05454 See our insert between pages 48 and 49. Booth 315 Phone: 802.752.3170 Fax: 802.752.3186 8785 Portage Industrial Drive Email: [email protected] Broker Forms Portage, MI 49024 Web: www.berteksystems.com Booth 531 Phone: 800.875.7727 Fax: 800.875.7700 Bertek Systems prints plastic cards, 2480 Walker Ave. NW Email: [email protected] custom labels, promotional print and Grand Rapids, MI 49544 Web: www.businesscardsplus.com integrated cards and labels. Production Phone: 888.880.0463 Business Cards Plus is a full-service capabilities include ink jet imaging, Fax: 616.791.1131 stationery printer that prints flat, raised, laminating, affixing, FIN wrapping, pattern Email: [email protected] foiled, embossed and digitally on all adhesive and digital print. Web: www.brokerforms.com stationery items. Business cards, Established in 2001, Broker Forms is a letterheads, envelopes, note cards, note Brandt Affixing leading provider of guaranteed compliant pads, postcards, brochures and flyers can W-2 and 1099 forms, checks, folders be printed in all or a combination of the Booth 433 and envelopes to the business forms above. The company has its own online 1432 Wainwright Way distributor market. Broker Forms promises ordering system, The Plus, where you can Suite 116 to provide top-notch customer service and build templates that are specific to your Carrollton, TX 75007 compliance knowledge to help customers client’s needs, usually at no cost. Phone: 972.323.7333 sell these high-margin products. Email: ed@brandtaffixing.com See our display ad on page 61. Web: www.brandtaffixing.com Brandt Affixing is a trade-only supplier of affixed and integrated products such as cards, labels and magnets. It also offers a full line of digital-ready documents suitable for imaging on a wide variety of digital printers. The company now offers forms distribution, pick-and-pack and fulfillment from its centrally located facility in Carrollton,

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C.E. Printed Products the Cascades since 1992, The Fine Papers Commercial Print & Group is a leader in the manufacturing of Booth 611 ecological fine papers and security papers Imaging (CP&I) in Canada. 685 Kimberly Drive Booth 214 Carol Stream, IL 60188 3034 Genesee St. Phone: 800.446.3831 Central States Buffalo, NY 14225 Fax: 630.668.2164 Phone: 877.832.1200 Email: [email protected] Business Forms Fax: 716.597.0232 Web: www.ceprintedproducts.com Booth 725 Email: [email protected] CE offers full-service envelope printing 2500 Industrial Parkway Web: www.commercialprint.net and stationery solutions, including stock P.O. Box 9 Commercial Print & Imaging (CP&I) is the and custom envelopes, letterhead, labels, Dewey, OK 74029 easiest company to partner with. Its team of business card programs, commercial Phone: 800.331.0920 professionals has all the tools and resources printing, thermography, embossing and Fax: 918.534.3470 to allow its distributors to sell more printing more. CE is FSC-certified and offers a full Email: [email protected] and make more money. The company offers line of green solutions. CE has partnered Web: www.centralstates.net offset, digital, mailing and fulfillment services, with the industry’s top software providers which means you can use one resource. to offer simple, streamlined web-to-print Since 1967, Central States Business Forms ordering solutions. With production facilities has been a custom forms manufacturer in Chicago, Baltimore and Atlanta, CE is committed to quality, superior products Continental Datalabel equipped to meet all your shipping and and extraordinary customer service. From quick-turn needs. its central location in northeast Oklahoma Booth 616 to its plant in Suwanee, Ga., Central States 1855 Fox Lane See our display ad on page 45. Business Forms prides itself on exceeding Elgin, IL 60123 its customers’ expectations in service, Phone: 800.947.8000 Carbonless and delivery and production of all the products Fax: 800.367.6329 it provides. Email: [email protected] Cut Sheet Forms Web: www.datalabel.com Booth 615 Colad Continental Datalabel is a manufacturer 1948 John Glenn Highway Booth 400 of pressure-sensitive label products and New Concord, OH 43762 specialty media products that are used for 801 Exchange St. printing variable information. The variable Phone: 740.826.1700 Buffalo, NY 14210 Fax: 740.826.3400 information print devices its products Phone: 716.961.1776 support are thermal transfer, laser, inkjet, dot Email: [email protected] Fax: 716.961.1753 Web: www.cacsf.com matrix, indigo, Xeikon, Igen and Primera. Email: [email protected] It also supports products that are used in Carbonless and Cut Sheet Forms Web: www.colad.com copiers, offset presses or letterpress. specializes in short runs of carbonless and Colad designs and manufactures custom single sheet forms. It offers one and two presentation and promotional packaging. Custom Index color, full bindery and typesetting. We specialize in paperboard, corrugated and rigid packaging. Our Dynamic Digital Booth 311 Cascades Fine Papers Group Packaging offers unmatched variable data 8 Vreeland Ave. and short-run packaging solutions. Colad’s Totowa, NJ 07512 Booth 805 new Channel Partner Program is focused Phone: 800.291.3865 2 Rolland Ave on making it easier for resellers to increase Fax: 877.540.3351 Saint Jerome, QC J72551 their sales by utilizing Colad’s services. Email: [email protected] Phone: 845.249.1836 Web: www.customindex.com Email: [email protected] Custom Index designs and manufactures Web: www.cascades.com folders and index tabs to your Founded in 1964, Cascades produces, customers’ unique specifications in our converts and markets packaging and 128,000-square-foot facility. We sell to the tissue products. Cascades employs close trade only, and our products are used in all to 11,000 men and women in more than markets, including legal, financial, medical, 100 modern, versatile operating units in and general business. We also offer North America and Europe. A member of fulfillment and distribution services.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 33 CONTINUED HEAD Exhibitor Directory

Data Label Inc. Since 1969, Data Papers has taken great The DFS Group* pride in providing quality products. Data Booth 705 Papers offers eight-color UV and digital Booth 100 1000 Spruce St. printing with full bindery services. 500 Main St. Terre Haute, IN 47807 Groton, MA 01471 Phone: 800.457.0676 Phone: 800.225.9528 Fax: 800.367.5103 Datatel Resources Fax: 800.876.6337 Email: [email protected] Corporation Email: [email protected] Web: www.data-label.com Web: www.dfsonline.com Booth 511 Data Label is a converter of both stock From checks and forms to custom and and custom labels in both wide and narrow 1729 Pennsylvania Ave. full-color printing, The DFS Group helps you format and in continuous fanfold, roll or Monaca, PA 15061 provide your customers with everything they sheeted form. Its primary product lines are Phone: 800.245.2688 need to manage and promote their businesses. laser, thermal and pinfeed EDP labels. Its Fax: 724.775.0688 Known for providing the best customer custom labels are produced with mostly all Email: [email protected] service in the industry, The DFS Group commercially available materials (with the Web: www.datatelcorp.com service representatives are the best in the exception of foils) and with spot or process business at helping you grow your business. colors. Datatel Resources Corporation specializes in the long run/high volume print marketplace. See our display ad on the inside back cover. Data Management This includes a strong dedication to the production of custom printed 50” rolls, laser Discount Labels Center (DMC) cut sheets (11” and 14”), high color direct mail print, including process color, long run Booth 801 Booth 710 custom continuous forms and unit sets. 4115 Profit Court 188 Internationale Blvd. Datatel’s wide-web manufacturing process New Albany, IN 47150 Glendale Heights, IL 60139 includes UV inks and curing on all press Phone: 800.995.9500 Phone: 630.384.0900 sizes up to six colors. Fax: 800.995.9600 Fax: 630.384.0902 Email: [email protected] See our display ad on page 53. Email: [email protected] Web: www.discountlabels.com Web: www.dmcilink.com Discount Labels is the largest label trade Data Management Center’s client mission Demand Bridge, LLC manufacturer in the United States and can is to provide print-to-mail, email, fax, web Booth 501 support print distributors with virtually any and online payment in a user-friendly label their customers may need. format to make it easier for you to do 3500 Parkway Lane business with your customers. DMC is your Suite 300 See our display ad on page 7. data management center and offers your Norcross, GA 30075 clients complete billing/marketing mailing Phone: 770.448.1484 e-Quantum Inc. programs nationwide, from black and Fax: 770.448.3949 white to four-color digital to postcards and Email: [email protected] Booth 800 complex billing/mailing programs. DMC is Web: www.demandbridge.com 1380 Greg St. part of a strategic alliance with Wise and Suite 230 CE Printed Products. Growing distributors understand that Sparks, NV 89431 demand-driven technology is the key Phone: 800.328.7804 Data Papers Inc. to achieving sustainable growth and Fax: 775.856.2408 profitability, and DemandBridge offers Email: [email protected] Booth 414 the technology for them to compete and Web: www.e-quantum.com 468 Industrial Park Road win today. DemandBridge delivers the More than 500 distributors have selected Muncy, PA 17756 only end-to-end platform that connects e-Quantum and Quantum Net, an integrated Phone: 800.233.3032 a powerful accounting, operations and accounting, order entry, inventory and Fax: 888.546.2366 inventory management system with the e-commerce system for electronic ordering, Email: [email protected] industry’s leading on-demand marketing, custom client catalogs, credit card purchases, Web: www.datapapers.com promotion and print e-procurement portal. creating and proofing variable print items, office supplies, promotional products, apparel catalogs, restocking capabilities, * denotes sponsor; ^ denotes new exhibitor online reporting, order tracking and more.

34 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 713 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD Exhibitor Directory

EAGLE Graphics Inc. The Envelope Express Inc. provide top quality services in areas such as digital and variable image printing, Booth 632 Booth 410 integrated cards and labels, label/form combinations, custom label products, full- 150 N. Moyer St. 301 Arthur Court service bindery and a variety of promotional Annville, PA 17003 Bensenville, IL 60106 printing applications. Phone: 800.441.8198 Phone: 800.334.2979 Fax: 717.867.5579 Fax: 877.616.9858 See our insert between pages 80 and 81. Email: [email protected] Email: [email protected] Web: www.eaglegraphic.com Web: www.theenvelopeexpress.com Flottman Company Inc. The Envelope Express Inc. specializes EAGLE Graphics Inc. is an independent, Booth 614 family-owned printing company that has in custom manufactured and printed envelopes, including catalog and booklets, been providing print distributors with quality 720 Centre View Blvd. door hangers, bangtails, remittance and business printing, direct mail and general Crestview Hills, KY 41017 drive-ups. The Envelope Express Inc. also Phone: 859.331.6636 commercial type printing service since manufactures expansion envelopes in Fax: 859.344.7085 1976. In addition to providing these quality paper and Tyvek. All of our envelopes can Email: ssteller@flottmanco.com products, it also provides an unsurpassed be manufactured with a variety of closures, Web: www.flottmanco.com level of quality service. such as latex seal, peel and seal, metal The Flottman Company is a full-service clasp, peel and reseal, and string and graphic communications company that button. We also offer rush service on any EM Print Group provides a wide array of printing, design product we manufacture. Booth 810 and strategic marketing services to enable clients to “Communicate Brilliantly.” This 1540 Lowell St. Falls Cities Printing includes 1:1 marketing solutions through Elyria, OH 44035 variable data, pURL and QR Codes, Phone: 800.325.3118 Booth 529 complete digital printing for commercial Fax: 800.214.1733 323 Vincennes St. marketing, specialization in pharmaceutical Email: [email protected] New Albany, IN 47150 printing and manufacturing of miniature Web: www.emprintgroup.com Phone: 812.949.9051 pharmaceutical inserts and outserts. Fax: 812.949.9054 EM Print Group is a wholesale trade printer See our display ad on page 39. Email: [email protected] that specializes in offset envelope printing Web: www.fallscities.com from one to four color processes. It also FME provides sheet printing in one to three colors, Falls Cities Printing is a printer of unit custom folds manuals, books and microfold. sets and cut sheet singles concentrating Booth 212 It offers warehousing and web store design. in MICR encoded documents for the 111 Atlantic Annex #2 banking industry. We also have expertise Maitland, FL 32751 See our display ad on page 79. in converting and implementing image Phone: 407.296.5880 readable documents for your bank’s Fax: 407.296.5880 Ennis Inc. imaging systems. We can produce short- Email: [email protected] run work to long-run work and all quantities Web: www.fme.com Booth 523 in between. Our turnaround time is three to five days on most products. Florida-based FME will be introducing the 2441 Presidential Parkway newly developed desktop integrator, which Midlothian, TX 76065 is an entry-level and backup machine for Phone: 800.972.1069 The Flesh Company the production of integrated labels and Fax: 800.645.8339 Booth 301 cards. It runs paper up to 12¾” x 14” sheet Email: [email protected] to sheet and also has the capabilities of Web: www.ennis.com 2118 59th St. affixing labels, cards, holograms and RFID St. Louis, MO 63110 tags, as well as die-cutting. Ennis, the nation’s largest wholesale Phone: 866.869.3330 printing and apparel manufacturer, has Fax: 314.781.5546 48 manufacturing facilities strategically Email: rogerb@fleshco.com located to serve its nationwide network of Web: www.fleshco.com distributors. The Flesh Company is a recognized leader See our display ads on the inside front of continuous forms, security documents, cover and pages 1 and 2. laser-cut sheets and unit sets. We also

36 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG

CONTINUED HEAD Exhibitor Directory

Folder Express Folien Fischer USA, Inc. supplies a FTIgroup broad range of on-demand single films Booth 816 and laminates with functional coatings Booth 412 11616 I St. formulated by its own development 8769 148th Avenue NE team and applied on the most versatile Omaha, NE 68137 Redmond, WA 98052 multicoating lines. Its coatings include Phone: 402.330.2356 Phone: 800.367.6122 release, pressure sensitive, dry peel and Fax: 402.330.8271 Fax: 800.367.6124 cling adhesives, slip modification, digital Email: [email protected] Email: [email protected] print receptive, antistatic, electrically Web: www.folderexpress.com Web: www.ftiforms.com conductive and light barrier. Folder Express specializes in manufacturing FTIgroup provides stock and custom quality presentation folders quickly security pressure seal laser checks with with same-day, 24-, 48- and 96-hour Formax compatible double-window envelopes and production times. The company has 26 Booth 811 MICR toner. The company has six U.S. stock folder dies, 55 sculptured pocket 44 Venture Drive security patents. Laser checks include templates and will create custom dies as Dover, NH 03820 exclusive security features with Fingerprint well. It has more than 150 papers in stock Phone: 800.232.5535 II thermochromatic inks and specialty and can emboss, foil stamp, UV, aqueous Fax: 603.743.6366 security papers. Also available is our coat and laminate. Its prices include free Email: [email protected] branded portal website for MICR printed PMS color, free standard business card Web: www.formax.com laser checks slits and free ground shipping. Founded in 1987, Formax is an industry See our insert between pages 64 and 65. leader in the design, engineering, sales Futek and support of paper processing and data Booth 406 destruction equipment. Formax markets a Folien Fischer USA Inc. wide range of products, including AutoSeal 540 Discovery Drive Booth 422 pressure sealers to process one-piece Neenah, WI 54956 mailers, inserters, paper folders and Phone: 920.725.3500 The Nemours Building commercial-grade shredders, as well as an Fax: 920.725.3599 1007 Orange St. array of complementary products. Email: [email protected] Suite 1414 Web: www.futekforms.com Wilmington, DE 19801 See our display ad on page 31. Phone: 866.977.3634 Futek is a quality manufacturer of tags Fax: 302.472.9189 and pressure-sensitive labels, specializing Email: info@fofi.com in barcoded labels. Its flexo presses Web: www.fofi.com are equipped with current technology ion deposition print engines for variable imaging of data, jumbo numbers and * denotes sponsor; ^ denotes new exhibitor numbers with check digits. Barcodes are

38 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG CONTINUED HEAD

its forte. It manufactures plain, printed and including laser cut sheet checks and forms, growll.com is an online provider of printed manifold tags and flexo-quality tags. The traditional cut sheets, continuous and products and direct mail exclusively to company also offers stringing and wiring. unit sets. Manufacturing locations are in the print reseller. It is competitively priced, Georgia, Kentucky and New Hampshire. never competes with its reseller customers Gill Studios Inc. Our CheckMate imprinted check program and always provides live customer service is unmatched in our industry. that can answer questions and provide Booth 617 quick resolutions. See our display ad on page 11. 10800 Lackman Road Lenexa, KS 66219 Herald Multiforms Phone: 888.455.4422 Grit Printing & Direct Mail Booth 333 Fax: 800.392.4455 Booth 313 Email: [email protected] 1611 Hwy. 301 South Web: www.gill-line.com 80 Choate Circle Dillon, SC 29501 Montoursville, PA 17754 Phone: 843.774.9051 Gill Studios Inc. is a leading manufacturer Phone: 800.872.0409 Fax: 866.273.1237 of quality printed products, providing Fax: 570.368.6371 Email: [email protected] exceptional services, offering value- Email: [email protected] Web: www.multi-forms.com added solutions and utilizing innovative Home: www.gritprinting.com technologies. The Gill-line is made up of a For more than 40 years, Herald Multiforms wide variety of products that can be used Grit is a full-service, high-quality, four- and has served printers and distributors by almost any business or industry. The five-color commercial printer with in-house nationwide from its Dillon, S.C., facility. two major products in the line are custom bindery, digital/variable data printing and While we are known across the United States as the “Receipt Book People,” more decals and bumper stickers. mail shop capabilities. Grit works with your distributors are finding Herald Multiforms deadlines in mind and delivers the quality to be an excellent source for continuous your customers expect. It turns your proofs Graphic Dimensions, Inc. forms, snapouts, cut sheets, envelopes, and quotes around in 24 hours and offers and even newspapers and tabloids. Booth 411 superior, proactive customer service. 7775 The Bluffs Suite B growll.com* Austell, GA 30168 Phone: 800.699.2978 Booth 804 Fax: 678.945.5185 303 Haywood Road Email: [email protected] Greenville, SC 29607 Web: www.graphicdimensions.net Phone: 877.678.6537 Graphic Dimensions is a full-service, Fax: 863.234.1025 trade-only manufacturer that specializes Email: [email protected] in short- to long-run business documents, Web: www.growll.com

Visit us at Booth 614 at the 2012 Print Solutions Conference & Expo.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 39 CONTINUED HEAD Exhibitor Directory

Highland Computer Since 1979, Hospital Forms & Systems network of distributors, advertising specialty Corp. has manufactured specialty medical representatives, quick-print franchises and Forms Inc. forms, including mount sheets, shingled other qualified partners. narcotic control sets, pegboard and unit Booth 818 See our display ad and insert between set forms. It also offers a variety of laser pages 16 and 17. 1025 W. Main St. label/form products with capabilities in Hillsboro, OH 45133 pattern adhesive, twin web and integrated Phone: 800.669.5213 label and card constructions. It also carries InfoSeal, LLC Fax: 800.842.6485 a wide offering of stock forms. Email: [email protected] Booth 522 See our display ad on page 69. Web: www.hcf.com 1825 Blue Hills Circle Roanoke, VA 24012 Highland Computer Forms is a leading Phone: 888.952.4636 business forms and pressure-sensitive Identity Group / Business Fax: 888.652.4636 label manufacturer. Since 1979, Highland Stationery Email: [email protected] Computer Forms has been servicing and Web: www.infoseal.com supplying the industry with high-quality Booth 629 products. From traditional to high-tech 4944 Commerce Parkway InfoSeal is the leader in manufacturing applications, the company’s product Cleveland, OH 44128 pressure seal self-mailers in stock, short and service capabilities allow it to be its Phone: 800.234.9954 run, custom and digital formats. We also customers’ single source for all of their Fax: 800.288.5837 offer the widest selection of pressure seal business forms needs. Email: [email protected] machines to meet any requirement. Web: www.bsiprint.com Hodgins Engraving Co. Inc. Business Stationery, a subsidiary of Identity iPROMOTEu*^ Booth 610 Group, is a leading manufacturer of custom Booth 213 corporate stationery and customer specific 3817 W. Main St. 321 Commonwealth Road online ordering stationery programs located Batavia, NY 14020 Suite 101 in Cleveland, Ohio. BSI produces business Phone: 800.666.8950 Wayland, MA 01778 cards, letterheads, envelopes, memo pads Fax: 585.343.0412 Phone: 508.653.4410 and other identity products in one to full Email: [email protected] Fax: 508.653.4411 color, foil stamping, embossing, die cutting Web: www.hodginsengraving.com Email: [email protected] and thermography. Web: www.ipromoteu.com Hodgins Engraving is a trade-only See our display ad on page 41. manufacturer of stationery products and iPROMOTEu is one of the largest and general commercial printing. It produces fastest-growing distributor organizations in in house, offset, digital, letterpress, Independent Folders the industry. iPROMOTEu provides order thermography, foil stamping, embossing financing, administrative assistance, sales and and genuine engraving. Its complete (formerly known as Independent marketing support, print expertise from an finishing offerings include sheet pasting, Printing Company Inc.) in-house consultant, a network of preferred edge tinting, edge gilding, binding, cutting, Booth 510 suppliers offering discounted pricing, cutting- drilling, hand assembly and mailing 1801 Lawrence Drive edge technology and regular professional services. The company has a complete development opportunities. All iPROMOTEu De Pere, WI 54115 in-house die-making facility. Affiliates continue to own and operate their Phone: 800.236.2439 businesses, and they do so using their own Fax: 877.336.8918 company names and identities. Hospital Forms & Email: customerservice@ independentprinting.com See our display ad on pages 14 and 15. Systems Corp. Web: www.independentprinting.com Booth 701 Independent Folders, formerly known 8900 Ambassador Row as Independent Printing Company Inc., Dallas, TX 75247 is a national supplier of corporate image Phone: 800.527.5081 solutions such as presentation folders, Fax: 800.221.2825 paperboard binders, promotional packaging Email: [email protected] and other items that print, die cut, fold and Web: www.hforms.com glue. The company sells through a national * denotes sponsor; ^ denotes new exhibitor

40 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 629 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD Exhibitor Directory

JBM Envelope Company Label Works Lancer Label Booth 325 Booth 713 Booth 429 P.O. Box 828 2025 Lookout Drive 301 S. 74th St. Lebanon, OH 45036 North Mankato, MN 56003 Omaha, NE 68114 Phone: 800.229.3998 Phone: 800.522.3558 Phone: 800.228.7074 Fax: 513.933.8333 Fax: 800.533.8698 Fax: 800.344.9456 Email: [email protected] Email: [email protected] Email: [email protected] Web: www.jbmenvelope.com Web: www.labelworks.com Web: www.lancerlabel.com JBM Envelope Company serves the Our products include freeform, foil stamped From simple spot-color to vibrant process financial, hospitality and packaging markets. and blind embossed, laser sheets, mailing printing, Lancer Label is the expert in Our specialty is utilizing our in-house flat labels, bumper stickers, window decals, providing consistent, high-quality custom sheet litho for high-impact envelopes. weather resistant, pinfed labels, special labels to print resellers. sizes and most popular sizes. See our display ad on page 77. Label Art Inc. See our display ads on pages 35, 67 and 94. Booth 513 The Leslie Company 1 Riverside Way Labels West Inc. Booth 606 Wilton, NH 03086 Booth 607 Phone: 800.258.1050 15290 S. Keeler St. 17629 130th Ave. NE Fax: 800.733.7800 Olathe, KS 66062 Woodinville, WA 98072 Email: [email protected] Phone: 800.255.6210 Phone: 800.228.5103 Web: www.labelart.com Fax: 800.708.7066 Fax: 425.486.8488 Email: [email protected] Label Art can accommodate virtually any Email: [email protected] Web: www.LeslieCo.com custom label need. Capabilities include Web: www.labelswest.com full color, foil, embossing, digital, variable The Leslie Company is focused on its Labels West produces a full line of high- printing, window and durable decals, commitment to deliver high-quality made- quality label products for a wide variety hang-tags and much more. to-order custom presentation products at of applications and markets. Its other affordable prices. It coordinates product See our display ad on page 13. products and services include lightweight mix, price-point and delivery to your plastic cards, paper and plastic tags, digital marketing program. The Leslie Company print, variable imaging, scratch-off cards is a family owned and operated national and labels, coupons and tickets. manufacturer of custom imprinted * denotes sponsor; ^ denotes new exhibitor See our display ad on page 51. presentation packaging since 1977.

Visit us at Booth 424 at the 2012 Print Solutions Conference & Expo.

42 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 319 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD Exhibitor Directory

Magnets4Media McCourt Label Company compatible single and multipart products. Our e-commerce solutions offer you Booth 711 Booth 329 industry-leading turn times that will exceed 7 Chamber Drive 20 Egbert Lane your customer’s expectation. Washington, MO 63090 Lewis Run, PA 16738 Phone: 800.642.6384, ext. 1 Phone: 800.458.2390, ext. 112 Navitor Fax: 636.390.5147 Fax: 888.735.0014 Email: [email protected] Email: [email protected] Booth 715 Web: www.magnets4media.com Web: www.mccourtlabel.com 1625 Roe Crest Drive North Mankato, MN 56003 Magnets4Media is the largest advertising McCourt Label takes service to a higher Phone: 866.892.0653 magnet manufacturer in the United States. level with its ISO 9001 quality and 14001 Fax: 800.628.9811 Call us to compare. Our service, prices and environmental management systems. Take Email: [email protected] quality make us the market leader. advantage of McCourt’s UL certifications Web: www.navitor.com and diverse label products including MAR Graphics* prime, packaging, barcode, low cost Navitor provides a complete selection of stock roll, fanfold and sheets, promotional custom imprint products to the wholesale Booth 729 and any custom short or long run printing trade, now including full-color, web- 523 S. Meyer Ave. application you can think of. to-print solutions. The company’s product Valmeyer, IL 62295 line includes business cards, letterhead and Phone: 800.851.4460 Megaform Computer envelopes, announcements, presentation Fax: 618.935.2989 folders, Post-it notes, labels, promotional Email: [email protected] Products Inc. products and stamps. Through the use of Web: www.margraphics.com multiple printing processes, Navitor offers Booth 706 the wide appeal of custom looks including When you need to more efficiently sell, 850 Industrial Park Drive thermography, flat printing, four-color printing, produce, ship or deliver a product or Vandalia, OH 45377 foil stamping, embossing and engraving. service via the print medium, MAR Phone: 937.890.8410 Graphics can help. Our clients trust MAR See our display ad on page 47. Fax: 937.454.1861 Graphics to help them create print pieces Email: offi[email protected] that not only create a transaction, but Web: www.megaformcp.com complete it as well. New Century Envelope Megaform Computer Products prints forms Booth 728 Marathon Label starting at 25 1/2” for snapouts and 33” for 5331 N. Tacoma Ave. continuous. It can print up to 250” before Indianapolis, IN 46220 Booth 533 repeating the image. Its press can print four Phone: 800.234.0666 2401 Third St. colors and can go up to 18” in the other Fax: 317.254.5727 Wausau, WI 54403 dimension. The company prints health Email: [email protected] Phone: 800.848.7609 care forms, legal documents, automobile Web: www.newcenturyenvelope.com Fax: 715.842.8020 contracts, bank forms, order forms and New Century Envelope continues to Email: [email protected] Medicare enrollment forms. be a leader in the envelope industry Web: www.marathonlabel.com through innovation and cutting-edge Marathon Label manufactures custom MICR Express technology. Celebrating 20 years as a labels and tags for a wide variety of markets, Booth 506 PSDA manufacturer member, New Century including retail packaging, industrial, durable, Envelope prides itself on being a trusted manufacturing, health care, distribution 240 America Place source for your quality envelope products. and more. The company has added digital Jeffersonville, IN 47130 capabilities and is a trade-only manufacturer. Phone: 877.640.6427 Fax: 866.444.6427 New Jersey Business Forms Email: [email protected] Booth 423 Web: www.micrexpress.com 55 W. Sheffield Ave. MICR Express is a business forms printer Englewood, NJ 07631 specializing in high-quality stock and Phone: 201.569.4500 custom forms for all aspects of the financial Fax: 201.569.4650 industry. We are the experts in production Email: [email protected] * denotes sponsor; ^ denotes new exhibitor of image readable and Check 21 Web: www.njbf.com

44 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG CONTINUED HEAD

New Jersey Business Forms offers web window and special window envelopes that calendars in the promotional product industry. offset forms and direct mail printing with are ready to ship same day. It specializes in It’s experienced in working with independent a focus on more unique, higher-profit custom window dies with hundreds of die distributors in developing branding programs opportunities for resellers. Its products, sizes in stock. With 30 Jet Presses under one centered on a wide variety of dated products, such as integrated cards and labels, roof, Northeastern Envelope Co. can handle catalogs and other marketing collateral. pressure-seal forms, jumbo roll forms quantities from 500 to 5 million. It offers complete start-to-finish in-house and long snap sets up to 28” long, are all proficiencies including creative, pre-press, offered in up to 16 colors. See our display ad on page 59. production (web/sheetfed/digital), imprinting/ personalization, bindery (wire/stitched) and Northeastern Envelope Co. Norwood Bic Graphic fulfillment services. Booth 430 North America^ OnTime Companies 2 Maxson Dr. Booth 628 Booth 515 Old Forge, PA 18518 Phone: 800.233.4285 1000 Highway 4 South 201 Crescent Ave. Fax: 800.447.7594 Sleepy Eye, MN 56085 Chelsea, MA 02150 Email: [email protected] Phone: 877.667.9663 Phone: 617.884.8488 Web: www.northeasternenvelope.com Email: [email protected] Fax: 617.884.5222 Web: www.norwood.com Email: [email protected] Northeastern Envelope Co. has been printing Web: www.ontimecompanies.com and manufacturing envelopes for more Norwood Bic Graphic North America is than 60 years. It stocks hundreds of double a manufacturer of stockline and custom

Visit us at Booth 611 at the 2012 Print Solutions Conference & Expo.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 45 CONTINUED HEAD Exhibitor Directory

Pacific Western Sales^ Phoenix Data Inc. Plastilam Booth 218 Booth 319 Booth 323 2980 Enterprise Street 8813 State Route 405 14 Proctor St. Brea, CA 92821 P.O. Box 200 Salem, MA 01970 Phone: 800.582.8288 Montgomery, PA 17752 Phone: 978.745.5563 Email: sales@pacificwesternsales.com Phone: 570.547.1665 Fax: 978.741.4515 Web: www.pacificwesternsales.com Fax: 570.547.6349 Email: [email protected] Email: [email protected] Web: www.plastilam.com Founded in 1979, Pacific Western Sales Web: www.phoenixdatainc.com is dedicated to selling and promoting Plastilam is an offset printing and laminating packaging products solely through a Since 1984, Phoenix Data Inc. has been company offering the finest quality and wholesale distributor network. Today, a custom forms manufacturer committed fastest delivery in the plastic laminating the company is housed in a modern to quality, superior products and excellent business. It also offers rush commitments 70,000-square-foot building in Brea, Calif., customer service. The company specializes on all orders. employing more than 70 associates to in continuous, cut sheets, unit sets and service customers’ needs. offering numerous value-added products such as padding, folding and jumbo rolls. Promotional Products See our display ad on page 43. Association International (PPAI) Booth 416 3125 Skyway Circle North Irving, TX 75038 Phone: 972.252.0404 Fax: 972.258.3007 Email: [email protected] Web: www.ppai.org Can you afford not to join PPAI? Recoup your annual member dues and boost your bottom line with our members-only benefits. Primadata Booth 425 1201 Waube Lane Green Bay, WI 54304 Phone: 920.347.1961 Fax: 920.347.1964 Email: [email protected] Web: www.prima-data.com Primadata is a comprehensive document delivery and marketing solutions provider, specializing in direct mail marketing solutions to financial, health care and insurance markets. The company offers a variety of products ranging from document processing to digital print-on-demand solutions, processed in a secure SAS-70 environment. As a full-service marketing solutions provider, Primadata offers innovative marketing products. Powerful and sophisticated cross-media programs, Visit us at Booth 204 at the 2012 Print Solutions Conference & Expo. personalized URL campaigns, mobile

46 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 100 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD Exhibitor Directory

marketing and database targeting are from the time the company receives your Our members include distributors, trade just a few of the renderings available at specifications through to when the product printers, suppliers and technology partners Primadata. is received by your customer. working together to provide differentiated solutions to end user customers. Print Professional Prodigital PSDA supports businesses of all sizes and offers tools, programs and a unique Booth 813 Magazine professional community designed to help Booth 317 
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48 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG CONTINUED HEAD

RainMaker Sales Support solutions include instant redeemable Check fraud produces more losses than all coupons, charity labels, children’s stickers other forms of payment fraud combined. Booth 730 and scratch-off. Checks made by SAFEChecks have never been used in a check fraud scam. High- 5125 Lemay Ferry Road See our display ad on page 89. St Louis, MO 63129 security checks, combined with Positive Phone: 314.433.4660 Pay, are the first line of defense against Fax: 314.433.3781 Roeda Signs & ScreenTech check fraud. They are perfect for your Email: [email protected] security-minded clients. SAFEChecks www.rainmakersalessupport.com Imaging will help you become a fraud prevention Booth 424 specialist for your clients. RainMaker Sales Support specializes in client acquisition and retention through 16931 S. State St. appointment setting, list generation, data South Holland, IL 60473 SAGE clean up, client surveys, trade show follow Phone: 800.829.3021 ups, custom projects, ongoing “touches” Fax: 708.333.0209 Booth 431 and email opt-ins. Email: [email protected] 16301 Quorum Dr. Web: www.roeda-signs.com Suite 200A Regal Envelope / Poly-Pak Roeda Signs & ScreenTech Imaging Addison, TX 75001 has more than 55 years of experience in Phone: 214.631.6000 Industries Inc. producing low-cost, high-quality signs and Fax: 214.631.2323 Booth 407 graphics delivered on time. The company Email: [email protected] manufacturers wide and grand format Web: www.sageworld.com 125 Spagnoli Road digitally printed graphics, screen printed SAGE is the leading provider of information, Melvillle, NY 11747 products and custom signage. Phone: 800.969.1995 business management and marketing Fax: 631.454.6366 See our display ad on page 42. solutions to the promotional products Email: [email protected] industry. In part, SAGE provides product Web: www.poly-pak.com research tools, websites, e-commerce Rose Printing Co. solutions, end-user catalogs, artwork Regal Envelope is one of nine divisions of Booth 105 services, payment processing services, Poly-Pak Industries, which was founded in lead retrieval software, traveling tradeshows 1958. The company extrudes, prints and 2503 Jackson Bluff Road and tradeshow management services. converts poly film into a wide array of specialty Tallahassee, FL 32304 products, such as plastic mailers, tamper- Phone: 850.576.4151, ext. 6826 evident bags, handle bags, banners, roll stock Fax: 850.576.4153 SICPA Securink and more. It offers industry-low minimums for Email: [email protected] custom printing and an extensive inventory Web: www.roseprinting.com Corporation*^ of stock generic products, including Federal Rose Printing Co. manufactures books, Booth 900 Reserve coin and currency bags available catalogs and mini-books, and offers for immediate shipment. 8000 Research Way mailing, fulfillment, storage and inside/ Springfield, VA 22153 outside ink jetting. It also offers electronic Phone: 703.455.8050 pre-press, page turn proofs, short POD, Repacorp Inc. Fax: 703.455.4518 heatset web, sheetfed up to six colors UV Email: [email protected] Booth 307 Aqueous, and film lamination. Rose Printing Web: www.sicpa.com 31 Industry Park Court Co. also offers digital printing and variable Tipp City, OH 45371 data and transactional printing. SICPA is the worldwide leader in security Phone: 937.667.8496 ink and integrated security solutions for Fax: 937.667.5687 SAFEChecks security documents, labels and packaging. Email: [email protected] SICPA’s mission is to continuously develop Web: www.repacorp.com Booth 618 the most advanced and unequaled security Repacorp manufactures stock, custom, 8934 Eton Ave. inks and integrated security solutions digital, RFID, labels and tags. Our stock Canoga Park, CA 91304 that protect documents and products of label program offers one of the largest Phone: 800.755.2265 value for governments, businesses and selections in the industry. Repacorp can Fax: 800.615.2265 consumers by working together as one print up to 12 colors on various materials, Email: [email protected] team and with our customers in a spirit of including paper, film, even Tyvek. Custom Web: www.safechecks.com trust, mutual understanding and innovation.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 49 CONTINUED HEAD Exhibitor Directory

Specialty Graphics Inc. Strategic Print Alliance MICR-encoded documents, including laser-cut sheets, snap-outs, continuous Booth 718 Booth 201 forms and fanaparts. It offers a wide variety 9451 Swanson Blvd. 173 Tara Lane of compatible image readable forms and statements. Cash tickets, debits, credits Des Moines, IA 50325 Goodlettsville, TN 37072 and batch headers are offered as stock Phone: 515.727.1444 Phone: 615.406.1010 items. Its other products include envelopes, Fax: 515.727.1304 Email: [email protected] notepads, checks and brochures. Email: [email protected] Web: www.strategicprintalliance.net Web: www.specialtygraphics.com Strategic Print Alliance is a network of TABBIES, a Division of Specialty Graphics is a full-service best-in-class, regional print manufacturers commercial printer that is trade only. Its that are dedicated to the indirect Xertrex International Inc. niche in the print market is short to medium distribution channel. They have united Booth 619 run, one to five color. to provide superior service, outstanding quality, unlimited capacity and customized 1530 Glenlake Ave. distribution to print distributors and Itasca, IL 60143 Stouse Inc. resellers servicing local, regional and Phone: 630.773.4160 national accounts. Booth 516 Fax: 630.773.4696 Email: [email protected] 300 New Century Parkway Web: www.tabbies.com New Century, KS 66031 Stylecraft Printing TABBIES is a major manufacturer of quality Phone: 877.764.5757 Booth 507 Fax: 800.955.0282 filing, indexing and labeling products. It Email: [email protected] 8472 Ronda Drive includes color-coded filing supplies, indexes, Canton, MI 48187 Web: www.stouse.com media storage items, laser labels, index tabs, Phone: 800.521.6502 custom index dividers, custom labels and Stouse is a leading manufacturer of Fax: 877.455.9461 other simple solutions. TABBIES has been printed promotional products, offering Email: [email protected] family owned and operated since 1955. a complete line of high quality decals, Web: www.stylecraftprinting.com magnets, signs, roll labels and a variety of Stylecraft Printing has been serving the Team Concept Printing and custom items made-to-order. Our broad trade since 1967 with three plants adjacent selection of more than 1,500 items reaches to each other, with more than 60,000 Thermography any business or industry. Stouse utilizes square feet of production area. The main Booth 418 screen-printing, flexography and digital plant, Stylecraft Business Forms and 540 Tower Blvd. printing methods. Systems, manufactures products on offset Carol Stream, IL 60188 web presses using 14-, 17-, 22- and 24- Phone: 630.653.8326 inch cylinders. The second plant, Stylecraft Strata-Tac Inc. Fax: 630.653.9256 Printing and Graphics, manufactures offset Email: efl[email protected] Booth 207 commercial sheet-fed products, such as Web: www.teamconceptprinting.com 3980 Swenson Ave. oversize flow sheets and custom pocket St. Charles, IL 60174 folders and a variety of single-color to five- Team Concept Printing and Thermography Phone: 630.879.9388 color work. is one of the nation’s premier producers Fax: 630.879.9452 of short run, four-color printing, stationery, Email: [email protected] Superior Print Inc. business cards and other quality print Web: www.stratatac.com projects. When industry pros need a Booth 716 resource for high-quality print materials for Strata-Tac is a manufacturer of adhesive custom concepts at a very good price, they 840 S. Indiana Ave. coated, top-coated and laminated come to Team Concept. Its presses run 24 Sellersburg, IN 47172 products. We supply the label converting hours a day so it can deliver on the tightest Phone: 877.206.6848 and business forms markets with the most deadlines in the industry. Fax: 812.246.4368 unique and innovative products available. Email: [email protected] We specialize in multilayer constructions, Web: www.superiorp.com utilizing our latest breakthroughs in technology. Our patented innovative Superior Print, a trade-only printer for more technology can help you increase sales. than 20 years, specializes in imaging and

* denotes sponsor; ^ denotes new exhibitor

50 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG

CONTINUED HEAD Exhibitor Directory

Teraco Inc. card holders, document holders, etc.) and What began as a company that primarily other commercial printing products. sold small games of chance has now Booth 532 grown into one of the largest charitable 2080 Commerce Drive Thorn Hill Printing Inc. gaming and commercial trade printers in Midland, TX 79703 the United States. With combined decades Phone: 800.687.3999 Booth 719 of experience, qualified staff, state of-the- art equipment and resources, Universal Fax: 432.697.0826 155 Commerce Drive Manufacturing now employs more than 300 Email: [email protected] Freedom, PA 15042 people in a 250,000-square-foot facility. Web: www.teraco.com Phone: 724.774.4700 Teraco is a leading plastic card manufacturer Fax: 724.774.7296 specializing in the print, personalization, Email: [email protected] USA/Docufinish Web: www.thpprint.com packaging and management of Booth 814 comprehensive card programs. Our THP specializes in the manufacturing 24119 W. Riverwalk Court products include gift, loyalty, private label commercial cut sheets, brochures, inserts, Unit 101 credit cards, membership, ID cards and padded forms, postcards and roll products. Plainfield, IL 60544 more. Teraco is committed to finding the It offers runs of 50M or more, 8.5 x 11 Phone: 800.843.8154 right solutions for each unique client and equivalents; 4/0 up to 4/4 jobs are its best Fax: 815.439.1486 their specific card program needs. fits. Its half-size web presses are state-of-the- Email: jlambert@usadocufinish.com art. THP also offers in-house mailing services Web: www.usadocufinish.com TFP Data Systems and digital printing services (specializing in storefront, pURLs, gURLs and QR codes). For more than 25 years, USA/Docufinish Booth 512 has been a leader in manufacturing value- 3451 Jupiter Court Triangle Wholesale added solutions for the printing and direct Oxnard, CA 93030 mail industry, with no direct sales. Quality Phone: 805.981.0992 Printing & Pad Co. products include custom printed labels, Fax: 805.981.7161 digital labels, instant redeemable coupons, Email: [email protected] Booth 432 USPS approved RPNS, EZ release Web: www.tfpdata.com 2340 N. Jackson St. membership cards, integrated cards/labels/ Tullahoma, TN 37388 magnets and contract screen printing. TFP Data Systems is the industry leader Phone: 800.843.9529 for government compliant forms. Products Fax: 800.845.4767 include tax and health insurance claim Victor Printing Inc. Email: [email protected] forms, ComplyRight labor law posters and Website: www.triangleprinting.com Booth 812 HR solutions and import/export documents.

TFP Data Systems has EDI capabilities, tax 1 Victor Way Since 1932, Triangle Wholesale Printing e-filing and service bureau programs. P.O. Box 707 & Pad Co. has been a wholesale Sharon, PA 16146 printer to the trade only. Our specialties Phone: 724.342.2106 The Triangle Printing and include advertising pads, padded Fax: 724.342.6147 Packaging Co. forms, carbonless sets, commercial Email: [email protected] envelopes, booklets, and since we Web: www.victorptg.com Booth 714 merged with Business Card Inc. in 2009, thermographed business cards, stationery, Superior quality with exceptional service is 1000 E. Boundary Ave. blind embossing and true copper die what you will find at Victor Printing. Since York, PA 17403 engraving services. 1919, Victor Printing has been a leader Phone: 800.777.4872 in offering innovative printing techniques. Fax: 717.843.3060 It is a trade manufacturer of custom Email: [email protected] Universal Manufacturing business forms, commercial printing, large- Web: www.triangle-printing.com Company format, variable data, conceal and reveal The Triangle Printing and Packaging Co. promotions, pull tabs and other unique offers custom folding cartons, promotional Booth 428 promotional print. packaging and table top displays 5450 Deramus Ave. See our display ad on page 21. (paperboard and micro-flute substrates). We Kansas City, MO 64120 also produce many unique die-cut products Phone: 800.524.5860, ext. 330 (presentation folders, gift cards, hotel key Fax: 816.285.0475 Email: [email protected] * denotes sponsor; ^ denotes new exhibitor Web: www.umcprint.com

52 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 511 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD Exhibitor Directory

Ward/Kraft Inc.* Western States Envelope & Label was Xetex Business Systems Inc. ranked No. 1 last year in envelope sales Booth 217 revenue by Print Solutions magazine. With Booth 517 2401 Cooper St. four envelope manufacturing divisions 1103 Rocky Drive Fort Scott, KS 66701 and a label division, the company Suite 103 Phone: 800.821.4021 serves customers in all 50 U.S. states. West Lawn, PA 19609 Fax: 620.223.1751 Western States is known for its envelope Phone: 800.356.2772 Email: [email protected] manufacturing variety and PEAK Award- Fax: 610.898.1564 Web: www.wardkraft.com winning labels (four years in a row) and Email: [email protected] envelopes. Web: www.xebra.com Ward/Kraft Inc. is a leader in manufacturing business forms, labels, pressure seal, See our display ad on page 71. Xetex Business Systems works with integrated solutions, plastics, magnets, distributors throughout the printing commercial print, mailers, affixing and Wilmer* industry, offering a complete business fulfillment. Ward/Kraft is now offering the operations software solution, Xetex Xebra. buyers’ guide for the automotive industry, Booth 401 Both economical and flexible, Xetex printing under the silicone for anyone who 220 E. Monument Ave. Xebra provides robust order management needs more space on their integrated Dayton, OH 45402 (including artwork storage), general and document, with a paper core for the retail Phone: 800.494.5637 customer specific inventory control, gift card market and the duplex pack Fax: 800.491.5111 complete accounting and reporting, with slip for a combination shipping label and Email: [email protected] fully integrated e-commerce. packing slip in one. Web: www.4wilmer.com See our display ad on page 27. Wilmer is a highly respected print solutions Yeuell Nameplate & Label partner with a proven track record of more Booth 528 Web Graphics than 85 years. Wilmer is dedicated to providing outstanding products, service 8 Adele Road Booth 901 and support with 11 dedicated sales Woburn, MA 01801 representatives, six manufacturing plants and Phone: 781.933.2984 428 Corinth Road Fax: 781.933.3569 Queensbury, NY 12804 five distribution facilities nationwide, as well as Wilmer’s 25 customer service experts. Email: [email protected] Phone: 800.833.8863 Web: www.yeuell.com Fax: 800.833.8861 See our display ad on page 9. Email: [email protected] Yeuell Nameplate & Label has been Web: www.printatweb.com manufacturing metal and plastic Wise nameplates, labels and decals since Web Graphics has been a leader in the 1913. It specializes in aluminum, brass Booth 601 forms industry since 1964. It specializes in and stainless steel, as well as many continuous forms, letterhead, envelopes, 555 McFarland 400 Drive types of plastics, such as polycarbonate, unit sets, carrier mounted products, stock Alpharetta, GA 30004 polyester and acrylic. The company is a forms, fulfillment stationery products and Phone: 888.815.9473 3M-preferred converter. Its printing process checks with a wide variety of security Fax: 770.751.3599 includes, screen printing, lithography, features. Web Graphics is a leader in quality Email: [email protected] chemical etching, laser marking, and delivery of short- and medium-run work Web: www.wbf.com mechanical engraving, photo anodizing throughout its more than 45-year history. and digital printing. Wise is a leading trade manufacturer providing business forms, commercial Western States Envelope printing and marketing services for resale & Label only. Its core business is primarily focused on relationships with independent print Booth 415 distributors, ad agencies and marketing 4480 N. 132 St. services companies, tailoring its offerings to Butler, WI 53007 meet their unique needs. Phone: 800.558.0514 See our display ad on page 5. Fax: 800.753.2329 Email: [email protected] Web: www.westernstatesenvelope.com

54 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 511 at the 2012 Print Solutions Conference & Expo. CONTINUED HEAD

56 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Guidance from the VDP Gurus Three PSDA member experts share their insights regarding personalized communications and variable data campaign planning — and critical lessons they have learned along the way. BY HEIDI TOLLIVER-WALKER

atabase-driven printing — also called variable data printing (VDP) and 1:1 printing — that drives personalized, relevant communications offers tremendous opportunities for distributors to help their Dcustomers sell more product, deepen relationships with end users and improve their return on investment (ROI). At the same time, 1:1 helps distributors, too. It offers them the opportunity to sell a higher value product and deepen relationships with their own customers.

The technology of 1:1 printing is accessible to anyone working with print manufacturers with digital printing capabilities, but implementing these campaigns in a way that really works takes much more. Success — the kind of success that keeps your customers coming back — takes boots-on-the-ground experience. To get it right, you can’t simply take the file and image it. You must take an active, strategic and consulting role in planning the campaign, managing the data and designing the piece with the data in mind.

In this article, we’ll look at some of the 1:1 campaign planning and data management “lessons learned” by three of PSDA’s leading experts. We let these experts speak in their own words about the issues (some of which you rarely hear people talk about) that are the most striking to them. GUIDANCE FROM THE VDP GURUS

Planning Your Attack

Robin Marchetti Senior Channel Director, Wise

vertical? What level in the company Plan from the beginning how you’re are you dealing with? You’ll target your going to track responses and determine message differently depending on whom your ROI. Many marketing campaign you are talking to. You’ll develop different dashboards will integrate with end users’ copy, different imagery and even different CRM programs like Exact Target and offers and calls to action. Salesforce, so if a prospect clicks through, the salesperson can see that in real time It’s not just about data. It’s about planning and jump on that lead right away. “Hey, I efore launching any 1:1 printing up front how you will talk to each group noticed you are interested in …” campaign, you first have to of people based on what you know plan your attack. This means about them. We are doing this with a Whatever platform you are using, make strategy. This starts by asking FORTUNE 500 company right now. sure it has a marketing dashboard — Bsome basic questions: Based on job title, market vertical and preferably one that offers a lot of detail. region, we are writing the copy for the Know what metrics you need to do your t What is your target market? Is it B2B? needs and interests of each group. We’ll follow-up and track ROI. Then make sure B2C? talk to an IT manager in the Twin Cities that your vendor partner’s marketing t What are the demographics of the differently than we will a CEO in Atlanta. dashboard can provide that level of detail. target audience? That’s how we get results. When you plan your list purchases, t What are the objectives of the make sure to use reputable vendors and campaign? Initially, your database may not have all the data you need to hit your objectives, understand their policies regarding the t What is the list? The message? The but you can buy the demographic data data you’re buying. If it’s for direct mail, is offer? you need and append it to the list you it cleansed? When was the last time it was t How will you use the data to have. How deep we go will depend on updated (last month, last year)? If it’s for personalize the message? your objectives and budget. I can drill email, were the addresses gathered using opt-in best practices? If you just send Do you have the data necessary to down into very deep demographics, but t out an arbitrary email list, you could get do that? if the end user doesn’t have the budget blacklisted, then your whole email system to multiple variables, maybe we will t What is the budget? gets shut down and you can’t get it back purchase only several of them. up. You need to know the source and Many distributors are apprehensive about reliability of the data. asking what the client has budgeted, but As you plan your campaign, take into consideration who will be most receptive it is important to do. I can put together a Finally, as you sit down to talk about to which marketing channels (e.g., email, $2 million program, a $200,000 program strategy to address all of these details, print, social media, mobile, out of home) or a $50,000 program, but they will each don’t be shy about charging for it. If you and whether there will be deliverables look very different. We need to know don’t, you are setting a precedent that it the budget up front so nobody wastes required. Do you already have email has no value. their time. address? Or is this something we need to capture? Do you have white papers What might this look like? A distributor You also need to know some of the available? Do you need to write them? Do might say: “Let us come in for a half relevant demographics. If you are we need to get copywriters? Is all of this a day and review your past successes producing a B2B application, what’s the in the budget? and challenges. Let us see the materials

58 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG GUIDANCE FROM THE VDP GURUS

“ As you plan your campaign, take into consideration who will be most receptive to which marketing channels (e.g., email, print, social media, mobile, out of home) and whether there will be deliverables required.”

about charging more. There might be and channels utilized. This will allow the project takes much longer to kick off warning signs, but to expedite the project, than anticipated. us a better understanding of past they keep going without thinking it performance.” If you charge for that, you When quoting the project, make sure through. That’s where you set aside a half can determine whether someone is really you’re giving yourself enough flexibility. day to plan your strategy, saying: “Let us serious and considers you to be a true Often, inexperienced distributors will come back with a complete proposal with partner. Distributors provide upfront drastically underbid, then, when the everybody covered.” You want to do it on work and often become frustrated that project mushrooms, they are apprehensive the front side, not the back!

Visit us at Booth 430 at the 2012 Print Solutions Conference & Expo.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 59 GUIDANCE FROM THE VDP GURUS

Successful Cross-Media Campaigns, Including 1:1

James Michelson Principal, JFM Concepts & VDP Web; author, “Cross Media Marketing 101”

from variable print, TV, radio, magazine of the channel employed. Multiple channels advertising, Facebook, Twitter or any can then drive users to the same web other channel will not generate ROI content to automate the opt-in and email unless the prospect takes an action and reply process (which may feature a special you capture that lead. It is a simple idea offer to boost response rates) with no here is a lot of hype in the that is almost always overlooked. additional effort on behalf of the marketer. market concerning cross- channel marketing, QR Codes, The “go-no go” decision must be located To use this technique, the only change social media and integration in a place where the respondent can be required to the marketing mix is to alter Tof all types of traditional and new tracked and measured on a channel-by- the web call to action. Instead of using advertising channels into 1:1 printing channel basis. How else will you and your mycompany.com as the web address, campaigns. It is possible to implement clients know which are most effective? consider using companyoffers.com, unified cross-media marketing without In both advertisements and direct especially on all web-based marketing. In making major changes to either the marketing, this can be accomplished variable print and email, the web address marketing mix or budget. Here’s how. by utilizing landing pages that feature can be targeted to the individual with a ad-specific content. The offer or content personalized URL, such as companyoffers. The ability to interact with leads on any that inspired a prospect to respond must com/JaneSmith. This will allow response channel is what defines a true cross- also be located on the landing page to metrics to be tracked on an ad-by-ad or even media or cross-channel marketing. The maximize engagement and response prospect-by-prospect basis. It also provides key is to use those channels not just rates. This really works. absolute certainty as to the effectiveness to push out information, but to begin of specific channels and messaging for two-way conversations. Funneling of In direct campaigns, pre-populating opt- responses into a single data collection generating leads and documents ROI in forms with the prospect’s data allows across all the media employed. point to generate a dialogue with the for a one-click opt-in and segmentation prospect is the main goal. This will of the list into personas that make the Even if the best-case scenario plays out produce a warm lead list that will provide content as relevant as possible. Our data (or the worst, depending on your point of better conversions and document ROI. shows that content relevant to the ad view) and 25 percent of marketing goes to Gather information from campaign on the web response mechanism, when new media, 75 percent of the spend will respondents and use that information coupled with a co-located contact form, still lie in traditional channels. Although to automatically generate follow-up improves opt-ins by four to seven times. the last decade has been hard for many communications. This can be accomplished of these outlets, they will remain very We know that a prospect must be regardless of the channel employed. From powerful forces in the media mix. In the touched multiple times to close a sale, variable print to radio to signs on a bus strategy and development stages of a and the more complex the sale, the more stop, a trackable call to action must be campaign, it is important to remember times the prospect must be touched. By made. Anything else is just advertising. how these traditional channels — driving respondents to the web for more including direct mail, call centers and even While we are talking primarily about 1:1 information, multiple touches can be street teams and event marketing — can printing, it is important to remember accomplished with a single advertisement. have an impact. The key remains to drive that regardless of the marketing mix, you The ad is the first touch, the web visit is the interest via the web to allow for relevant need to provide a simple call to action second and an automated email reply to content with tracking and opt-ins. that drives an immediate response. All an opt-in is the third. Three touches can be of the impressions in the world, whether created from one advertising effort regardless Cross-media marketing is the

60 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG GUIDANCE FROM THE VDP GURUS

“ Once a prospect has made it to the web, ask specific and direct questions to gather data and save that information for use in future target marketing efforts.”

implementation of a comprehensive plan Where will clients turn to get this kind distributors have an open door to capture for the creation of two-way conversations of marketing support? It is not only high-margin business. with prospects and customers. It is a agencies and “the big guys” that can win It is true that there were many early unified strategy that shares brand identity this type of work. Many large agencies and spectacular failures of cross-media and focus across marketing channels — all excel at creative and developing national marketing channels, not just the “sexy” projects, but this should not discourage brand campaigns but falter when they executives from taking a fresh look at ones. The common thread is to utilize the try to engage in personalized cross- web to gather both leads and actionable techniques that can drive response rates media marketing. Many firms continue intelligence from every touch. and ROI when smartly applied. Starting to pursue the same strategies they were with inexpensive and easy to implement Once a prospect has made it to the web, using in the 1980s. One Top Three agency cross-media processes, your clients can ask specific and direct questions to gather chief executive told me that, while they begin to build a robust data collection data and save that information for use in understand the value of new technologies, and marketing platform at low risk and future target marketing efforts. Make sure if they can make several million without large budgets. to ask about their contact preferences as dollars on a TV campaign, why bother part of the survey and opt-in process. with $15,000 on email? That is where

Visit us at Booth 531 at the 2012 Print Solutions Conference & Expo.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 61 GUIDANCE FROM THE VDP GURUS

From Raw to Usable: The Data Transformation Lindsay Gray Co-owner and Vice President, AccuLink

One of the biggest problems we see with rendering project, for example, one must new databases is lack of headers. Headers build a box large enough to contain the are those top cells in the columns, like longest stream of text possible (is an “first” “last” “city, state” that tell you account number four digits or 15?). what’s in each column. When you are designing a postcard or mailing piece, When you first get it, the data won’t we advise people to use “less than” and necessarily be readable when flowed “greater than” brackets, and inside those onto the page “as is,” either. If you order brackets, put your headers. That tells the a list that identifies people with various designer/programmer what data to put graduate degrees, the data might come in lot of people think that once where. We might get a database with half a saying that Bob Smith has a “M.A. His” they buy data, they are ready dozen columns with dollar figures and no (Master of Arts in history). Then you to create a 1:1 campaign. If headers. How do we know what’s in each? have to set up rules that say something that’s what you think, you We don’t. One column might be last year’s like, “If this column has M.A. His, then probablyA shouldn’t be selling 1:1 printing. nonprofit contribution. One might be this pull from this other column here that says ‘M.A. history.’” Actually, you wouldn’t, The data you get from a customer or a year’s contribution. We have no idea. because you wouldn’t say, “Hi, Bob. Since list company is typically just a raw file. Even once the headers are there, your you have a Master of Arts in history …” It’s rarely in a form that you can flow client needs to make decisions about You would say, “Since you’ve earned your onto a page. You’ll have to do some work how to use the data. For example, in the master’s in history …” You have to set up to it. Let’s say the list contains the name salutation, what do you want to do with A. J. Floyd and you are creating a pURL rules for natural language, as well. You a married couple? Call them Bob and campaign. You can’t have periods in can set rules inside of databases to fix Anne? Mr. and Mrs. Smith? Bob and the pURL. Or what if you are creating a some of that. But you have to know to Anne Smith? What do you do with “Dr.”? personalized postcard? You don’t want it look for it and do it. Do you address it to Dr. and Mrs. Smith? to read, “Dear A.” Dr. Bob and Mrs. Anne Smith? What if If I had to sum it all up, I’d say the key word When you get a new list, the first thing the degree is held by the wife and not is “map” your data. Map the data headers. you need to do is clean it up. Anything the husband? All of these things need Set rules for handling the data in natural that looks like it’s going to be goofy, to be decided, the rules set and defaults text. Then make everything consistent. fix it or delete it. There are ways to do selected when data falls outside your This brings up the issue of billable time. global searches and make fixes (“if name parameters. Then you have to figure out There are many “gotchas” in 1:1 printing, contains all capitals, then do this”; “if how to proof it. so proper planning and communication is it contains a period or a comma, then Most designers never consider the essential. We all know the saying “garbage do this,” etc.), but nothing replaces the data. It’s usually coming from IT or in, garbage out,” so it’s worth the time and human eye. You’ve got to scan it and investment to sweat the small stuff. Some actually look to see what’s there. human resources. The designer is more concerned with where to put everything distributors think it’s the manufacturer’s You tend to have the biggest problems to complete the design. They don’t think responsibility, but, at some point, there when you have lousy data to begin with, about headers. When we produce jobs is an exchange of value from one person such as if the address has somebody’s first like utility bills and statement rendering, to the next. If a distributor’s only value name in it. You might laugh at that, but there are sometimes hundreds of headers is marking up someone else’s work, he I’ve seen it all. Problems can happen when involved. Sometimes they have codes is missing out. His selling proposition people start combining lists and sorting that mean nothing to us. All that needs should be, “You give me sloppy data; I’ll things without knowing what they are to be mapped out well in advance before fix it. You sleep at night. I won’t. And for doing. Everything gets all out of whack. programming begins. In a statement that, you’ll pay me handsomely.”

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“ A lot of people think that once they buy data, they are ready to create a 1:1 campaign. If that’s what you think, you probably shouldn’t be selling 1:1 printing.”

Pulling It Together multichannel marketing campaigns. means creating variable fields and These interviews are particularly It means being able to plan these matching them to data. If you don’t have interesting because they contain campaigns, too. This includes strategizing the expertise in-house to handle all of information you rarely hear even the all of the various media that will be these tasks, you’d better have partners on experts talking about publicly these days. included and executing those media hand who do. But having that expertise These are critical missing links to truly through all of the various stages. That in-house (and reaping the bottom-line successful campaigns. means if you want to do 1:1 printing, benefits of doing so) is what being a true you need to understand email and social marketing partner is all about. PS Knowing these hidden and less media, as well. understood elements is important Heidi Tolliver-Walker has been a because many distributors are If the client is hiring you as a marketing commercial and digital printing industry services company, it is placing its trust analyst, feature writer, columnist, editor marketing themselves as marketing and author for nearly 20 years. She is a services providers. This doesn’t mean in you that you can offer the type of frequent contributor to Print Solutions. simply owning the software to produce insight described here. 1:1 printing

Visit us at Booth 206 at the 2012 Print Solutions Conference & Expo.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 63 CONTINUED HEAD

64 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG A Fresh Look at System Integration An exclusive analysis by market research and strategic consulting firm InfoTrends reveals how system integration can provide many benefits for print businesses that are looking to streamline operations, reduce costs and improve quality. BY BRYAN YEAGER

s operations look to optimize and automate their business and production processes, the oft-mentioned topic of “integration” is something that is bound to come up. With so many different systems, repositories and technologies that often exist within print businesses, definingA what exactly integration entails can be challenging. Integration requirements need to be aligned with the goals of optimization and automation to successfully create a logical, efficient flow of information. In approaching integration, businesses need to consider the scope and scale, choice of internal versus external execution, and the associated technical issues that need to follow to ensure an effective end result.

Key Findings t Print businesses continue to pile on more systems and technologies in their operations, resulting in disparities that result in manual data re-entry and lost value. System integration is an approach to tie disparate systems together to work in a seamless, efficient and automated manner. t Before pursuing system integration projects either internally or through external providers, companies need to set goals and ask important questions about the approach to integration to ensure successful execution. t While Job Definition Format (JDF) and Job Messaging Format (JMF) are still important elements of data interchange, processes outside the core print production function are being leveraged more often. General structured XML can help businesses integrate systems and customize workflows to their specific needs.

When Is Integration Needed? The story is familiar: During the past few decades, businesses acquired various types of systems and technologies to accomplish different sets of tasks within the operation. We are now at a point where systems are present at each step of A FRESH LOOK AT SYSTEM INTEGRATION

“ The most successful providers indicate that up-front planning is paramount to accomplishing goals, including defining a clear scope and scale of the project.”

Bryan Yeager, Associate Director, InfoTrends business and production processes. To automation priorities indicated system or production processes across the entire move information from one process integration as an initiative to increase organization. to the next, it is often the case where efficiency. significant amounts of job information Goals when pursuing system integration need to be manually re-entered. The term “integration” is often used quite vary but, in a broad sense, are designed Tremendous opportunity exists to liberally, no matter the industry. It should to invoke and enforce defined processes integrate these systems to ensure that be clarified that what is typically being across the company, as well as reduce information is being passed from one talked about in the context of automation manual rekeying of information (reducing process to another in a quick, accurate and optimization is system integration. redundancy and human error potential). and automated manner. In fact, according System integration encompasses That ultimately results in increasing value to InfoTrends’ “2011 Software Investment connecting disparate systems together to and reducing costs, as employees can Outlook,” close to half of print businesses work in concert with each other, ensuring focus on core tasks that are required for a that place a high priority on workflow continuity between systems and business job instead of worrying about underlying processes and data entry errors.

Scope and Scale InfoTrends has interviewed a significant number of print service providers on the topic of system integration for the purpose of automation and optimization. The most successful providers indicate that up front planning is paramount to accomplishing goals, including defining a clear scope and scale of the project. There are many questions that need to be asked and addressed when scoping out a system integration project:

t Is one system being integrated into an existing infrastructure, or is the entire infrastructure in need of an overhaul? t What systems are going to be affected, and more importantly, what people are going to be affected? t Will any systems need to be added or discontinued throughout the process? t What is the timeline going to be? t What needs to be spread to employees and clients?

The timeline component is especially important. Rome wasn’t built in a day, and integrations don’t happen overnight. Again, looking back at those integration success stories, a phased approach

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A FRESH LOOK AT SYSTEM INTEGRATION

Figure 1: Levels of Integration for Print Production

that includes a great deal of testing or scope and scale of the project, internal end, cost is obviously going to be a main “dogfooding” along the way often yields IT capabilities and subsequent costs. factor, and a return on investment model favorable results. Dogfooding is how Software vendors themselves typically should be built in either case to put a companies like Google and Facebook have a team of technical consultants number on the risks and benefits when rapidly develop, optimize and perfect that can perform integrations of their pursuing integration. their systems. An integration will most products with existing systems for a likely change the way employees (and fee. There are system integrators that Technical Challenges in some cases, clients) interact with the specialize in integrating specific types Looking at the printing industry, systems you have in place; they need to of systems or particular products; companies face several specific technical have a great deal of input to ensure that a common one is integrating print an integration is successful. After all, eCommerce with Digital Asset challenges when pursuing system they’re the ones that will be interacting Management. General systems specialists integrations. Integration can certainly get with those systems on a day-to-day basis. can also be utilized. as complex as a company wants to take it, and generally there is greater value While resources for system integration Internal vs. External returned by taking the time to implement are plentiful, some companies still opt complex, bidirectional business and Execution to perform integrations themselves, production systems. Performing a system integration project especially at larger organizations that with an internal team versus using some have system architects to build and Figure 1 highlights the concept of type of external provider is a choice that maintain enterprise-wide IT systems. complexity versus value. Manual data many companies have to make. Making For businesses with competence, this entry is inherently easy to do but delivers that determination often depends on the option may provide more control. In the the least amount of value due to the

68 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 701 at the 2012 Print Solutions Conference & Expo. A FRESH LOOK AT SYSTEM INTEGRATION

Figure 2: Ease of Integration a Top Investment Consideration

increased chance for error and time that to make information fit into their own InfoTrends’ Opinion could be better spent. Hot folders are special workflow as necessary, a request System integration can provide many very popular to pass data and content that printers are constantly asking benefits for print businesses that are from system to system in a production for. For printers that own production looking to streamline operations, reduce workflow, which can automate processes workflow management solutions, their costs and improve quality. A successful but may not give the feedback necessary top purchasing criterion is “ease of integration requires appropriate to enable bidirectional communication. integration,” as shown in Figure 2. Notice planning and allocation of resources, Job Definition Format (JDF) and Job where JDF compliance shows up on the Messaging Format (JMF) for production list. Ultimately, we find that JDF is “table along with rigorous internal testing, information communication from system stakes” for any software vendor (and, and feedback should be encouraged to system can help achieve a great deal of increasingly, any hardware vendor) in the throughout the process. By pursuing value, even though getting to that point printing industry; they need to have it. integration, printers can align their requires a great deal of time investment, What printers ultimately want is a system business and production processes with and cultural commitment throughout the that will easily integrate with other the systems they have in place, which is organization and with clients. systems and is easy to use when it’s up another step on the road to automating and running. and optimizing workflow. PS JDF and JMF are just examples, specifications for the industry that more vendors are complying with out-of-the- box. More often than not, however, most Bryan Yeager is an Associate Director with InfoTrends. Bryan covers several existing and of the newer solutions on the market emerging software and technology markets, including printing, publishing and cross-media marketing. He is the author of several in-depth “Ultimate Guide” reports that span across a variety can handle XML in general, from which of software categories and provides insight through research, analysis and consulting. Contact him JDF and JMF are derived. This provides via email at [email protected] or by phone at 781.616.2187. enough flexibility for print businesses

70 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 415 at the 2012 Print Solutions Conference & Expo.

QR Codes: Certified! As mobile response code use rises, so does the possibility of production issues. To combat unscannability and other issues, certification programs such as 2DCertified have launched to reduce mistakes and reassure print professionals of their viability. BY HEIDI TOLLIVER-WALKER

s adoption of 2-D mobile response codes like QR Codes, Microsoft Tag, JagTag, SnapTag, BeeTagg, Data Matrix and others has grown, so has a certain level of unease among print distributors and manufacturers about Atheir liability if the codes don’t scan properly. Clearly, if the code doesn’t resolve to the right webpage or if it points to a broken URL, unless the distributor was responsible for generating the code, that is an end-user issue. But what if the end user wants to print the code on black stock? Textured stock? High- gloss stock? What if the end user wants to print the code in a lighter color that renders too little contrast for the code to scan properly?

A variety of production issues can render a 2-D mobile barcode unscannable. When this happens, where does the responsibility lie?

Because these codes are simply graphic files, they have been presented to those involved with print design, sales and production as being of no risk to produce. Yet there are a variety of production conditions that can impact scannability: lack of ink-to-substrate contrast, textured paper, low-light display conditions and high-gloss substrates or display environments (such as under glass) that create interfering reflections. All of these can present problems.

Even if the distributor sends out the job to its manufacturing partner, should it be responsible for recognizing that the job is being reproduced or displayed in a way that could affect scannability? If so, can the distributor or manufacturer be held liable for part or all of the cost of the job if the codes don’t scan?

The issue of liability has led a growing number of companies to write “no fault” disclaimers into their contacts or order forms when jobs contain 2-D barcodes. QR CODES: CERTIFIED!

Although this protects the shop, it’s not a huge fan of mobile barcodes and whose “The genesis of the idea was when exactly comforting to anyone involved design and marketing firm creates a high commercial printers were calling us, in the process and is seen by some as volume of QR-infused campaigns for saying, ‘I just got a client who gave me a limiting factor in the print industry’s large brands such as HBO and SONY a QR Code and I have questions. How willingness to promote them. Pictures, has launched 2DCertified, a much can I shrink this? Can I print it in new certification program for using QR red ink? Can I print it on black paper?” and other 2-D barcode formats. The Warbasse said. “Lots of people are just Time to Certify certification is offered through PRINT2D, learning about 2-D mobile barcodes, so For this reason, Philip Warbasse of a sister company to Warbasse Design that there is a lot of uncertainty about what Warbasse Design in Santa Monica, Calif., Warbasse started last year. they can and cannot do.”

Often, Warbasse explains, marketers are adding QR Codes in black and white, and when those codes work as planned, they begin to change colors and stocks, not realizing that it will impact scannability. For example, they might print a QR Code on a business card, then when the code works just fine, come back and print 5,000 more cards in a more elaborate form, such as with the code in gold foil on black. Then they are upset that the codes won’t scan.

“That is an expensive job, especially for a small business,” Warbasse said. “When the codes don’t scan, they come in saying, ‘This isn’t working.’ The distributor says, ‘I don’t know why it didn’t work,’ or ‘I didn’t even know it was supposed to work.’ But the end user is upset because he’s laid out a lot of money and wants the job re-run. Does the distributor ask its manufacturing partner to rerun the job and lose money but keep the client? Or does he lose the client?”

The challenge is in determining where the responsibility lies. Most end users aren’t mobile developers and don’t know anything more about QR Codes than how to create them with an online generator and add them to the file. But if the end user lays out the job and gives the distributor a print-ready file, why should the distributor be responsible if the code doesn’t work?

“End users will make a lot of mistakes,” Warbasse said. “On one hand, the distributor can take the position that he will only print QR-Coded materials ‘as is,’ and, if so, he needs to make that clear and include some form of disclaimer. On the other hand, there is an added value to not allowing their clients to make those mistakes in the first place. It raises the question: What is the distributor’s role?”

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QR CODES: CERTIFIED!

This also raises the question about the enough about QR Codes even to know (including the creation of the 2DGO relationship between the distributor and you need to do that.” platform that, if accessed in a mobile the print manufacturer. Distributors browser, automatically scans a user’s are not necessarily specialists in print Insurance Against phone to determine which barcode production. If the distributor is acting on Unscannability reader is right for the user’s phone, see training from the manufacturer, who is http://2dgo.org), says he hopes that the Print2D’s 2DCertified program addresses certification process will increase the responsible if the code doesn’t scan? The all of these issues by providing training industry’s comfort level and expand distributor? The manufacturer? Is the on the production of QR Codes. It adoption of the technology. responsibility split? also provides a specific checklist that, John Parsons, a senior consultant if followed, guarantees that the code “We believe that if those in the print for PRINT2D who is running the will work. Print2D is so certain of its community feel more comfortable and checklist that it offers insurance against 2DCertified program, sees this issue confident in their ability to produce production costs lost as a result of creating nervousness as well. “It’s the scannable codes — and that they aren’t an improperly produced code. If the same thing we experienced years ago on the hook if something goes wrong — checklist is followed, trainees will qualify when someone placed a low-resolution they’ll be more open to doing this kind of for insurance of $7,500 per code toward RGB image, stretched it all out of business,” he said. “It will be a shift in the production costs in the event that the proportion, and clients would come in, way they think.” code could not be scanned and the job saying, ‘Here, print this.’ A lot of shops has to be rerun. were afraid to say no. Others were writing Why Am I Responsible? into their contracts that the file would Warbasse, whose companies have a If the QR Code or other barcode is simply be printed ‘as is.’ The same is happening history of trying to remove technological an image file, how can the distributor or here. But you have to be knowledgeable barriers to mobile technology adoption print manufacturer be held responsible?

76 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 429 at the 2012 Print Solutions Conference & Expo. QR CODES: CERTIFIED!

“ We believe that if those in the print community feel more comfortable and confident in their ability to produce scannable codes — and that they aren’t on the hook if something goes wrong — they’ll be more open to doing this kind of business. It will be a shift in the way they think.”

Philip Warbasse, Warbasse Design

The answer is that while some issues are “Let’s say I’m a client and I spec the job on Parsons agrees, and while he clearly mobile issues, there are others, CS2 coated stock, not knowing that that acknowledges that some of the issues such as ink-paper contrast and stock coating will create a glare that might render might be on the borderline between selection, that are related to the physical the code unscannable,” Warbasse said. “If production and design, “distributors and aspect of production and that clients can I were a client, I would say to my print print manufacturers don’t have a choice legitimately expect their print suppliers supplier — whether that’s a distributor or in making the distinction, do they?” to know. someone else — that’s on you.” he said. “Part of the course talks about

78 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG QR CODES: CERTIFIED!

those borderline issues that all print with that experience. For example, if hard to anticipate, but certainly the way suppliers should know. Plus, a really someone wants to print on a textured marketers are using these codes is always good print distributor or manufacturer paper that will create a problem for the changing. Even something as simple as will know the conditions under which code, the distributor needs to be able to the contrast level between substrate and their jobs are being printed and give say that.” code can affect scannability. real feedback.” “There is always a new wrinkle — a new This is exactly the level of education Always a New Wrinkle kind of code,” he said. “Plus, people are that Warbasse hopes will embolden 2DCertified is being conducted live and doing new things with them every day. distributors to market QR Codes more via webinar, with separate curricula If someone is using a code or a tag in an aggressively to their customers, thereby (and pricing) for print providers and unusual way, we feel like it’s worth doing boosting their own businesses. agencies. Participants receive a manual of a specific refresher.” standards for correct reproduction of QR Training sessions for 2DCertified “Once someone gets certified and they Code and other 2-D barcode formats on a began in March 2012 and are available know what they need to know, they variety of printed materials. Certification on the first and third Wednesday of become more aggressive about their is good for three years. As advancements every month. PS marketing,” he said. “I make the argument in this technology arise, those already in that a company that understands QR the program may be trained in those new Codes and is good at selling them can developments at no additional expense. Heidi Tolliver-Walker has been a increase its bottom line 30 percent, and commercial and digital printing industry 50 percent when use of integrated media What types of technological changes analyst, feature writer, columnist, editor and author for nearly 20 years. She is a becomes more commonplace. End users could cause a shift in production frequent contributor to Print Solutions. will be looking for distributors explicitly requirements? According to Parsons, it’s

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PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 79 CASE STUDY

Thinking Differently Using VDP PSDA member The Flesh Company steps away from direct-mail-focused usage of variable data printing technologies to create unique raffle tickets for a local foundation. BY FRANCES MOFFETT

Roger Buck, director of marketing for The Flesh Company, says that when most people hear the words “variable data printing,” or the acronym VDP, they automatically think of personalized direct mail, databases or personalized URLs (pURLs). But when developing the raffle tickets for the Bluffton Lions Foundation Corvette fundraiser, the team at The Flesh Company decided to use VDP in a different way.

Client full bindery for booking and trimming. investment. The return in these cases Bluffton Lions Foundation, Bluffton, Amy Grounds, account manager at The may be higher brand awareness and Ohio Flesh Company, was the lead on this ticket sales. Distributors need to look project. “PromoHits! Ltd was a brand new for potential applications where variable Distributor customer for The Flesh Company, so there technology can raise the impact of is always a sense of excitement when you the application. Using an event ticket The Flesh Company, St. Louis, Mo. receive new business,” Grounds said. as an example, what if the event had www.fleshco.com assigned seating? Why not use versioned The Process graphics to show the section and even Getting Started seat location? If the event has tickets for The raffle tickets required numbering in In order to manage the promotional adults and children, you could version aspect of its annual fundraiser, the multiple positions, as well as face and back a marketing message on the back for 10 Bluffton Lions Foundation reached printing. Because the Lions Foundation percent off at the bar or 10 percent off out to PromoHits! Ltd, a full-service runs on a limited budget, it was important an ice cream cone based on the ticket promotional agency located in Bluffton, that The Flesh Company printed only a purchase price, while including the Ohio. The foundation was hosting quantity if tickets that the group believed appropriate image.” a fundraiser raffling off a 1991 red could be sold. Given the need for VDP and Corvette; the drawing is set to take place short-run, on-demand printing, the best The initial order quantity was 3,000 tickets, Sept. 29 at the Bluffton Fall Festival. The solution was digital printing. which immediately sold out. Soon after, funds will be donated to local charities in the Lions Foundation got a new sponsor, “We see many variable image projects the Bluffton area. which meant The Flesh Company had to in our forms and label plants; however, print an additional 30,000 tickets within Teresa Suter, the project manager this order reminded us that variable a very short production timeframe — in at PromoHits!, contacted The Flesh data opportunities in the digital market six days to be exact. The Flesh Company Company’s digital division in order exist outside of direct mail,” Buck said. produced the order on a Xerox Nuvera 144 to print the raffle tickets because of its “Fundraising events, though often non- digital press for a total quantity to date of broad range of digital print devices and profit, still need to drive for a return on 33,000 raffle tickets.

“ Distributors need to look for potential applications where variable technology can raise the impact of the application.” Roger Buck, Director of Marketing, The Flesh Company

80 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Pictured left: The Flesh Company printed a total of 33,000 raffle tickets for the Bluffton Lions Foundation’s Corvette giveaway. Pictured below: The back of the Bluffton Lions Foundation’s raffle tickets displayed the logos of the raffle’s sponsors.

“Digital printing is often a faster-paced production cycle,” Buck said. “It’s just the nature of the business; [it’s] like ordering a $55 filet served at the speed of fast food.”

The Results The fundraiser drawing has not yet happened, but regarding the raffle tickets, the client was very pleased with the finished product, the speed of production and overall results of the fundraiser thus far.

“From a production and customer satisfaction standpoint, we were very happy with the project’s outcome,” Buck said. “What we learned was that we need to be looking at digital opportunities in a consultation manner in order to offer ideas early in the process. [This will help us] provide our distributors with a value to help their clients generate a more effective product, not unlike what we do when we would suggest an integrated Frances Moffett is assistant editor of Print Solutions. Have an idea for a future case study? Contact label application to replace a cut sheet her at [email protected]. and shipping label process.” PS

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 81 INDUSTRY NEWS COMPILED BY ALEXA SCHLOSSER

said Keith Zub, director of business Small business success is the backbone development for Relyco. “These of the U.S. economy.” News Relyco substrate products will also enable Ricoh Canada to showcase the When asked what makes AG different, Fort Orange Press full capabilities of their printers and Gupta said: “There are a lot of companies Achieves G7 Master Printer additional applications their customers that can sell you ‘stuff.’ What makes us Certification, Forms Alliance can immediately begin printing.” different is that we take time to get to know with The Pressroom our clients, understand their needs — goals PSDA member and sheet-fed printing InfoTrends Predicts they are trying to accomplish with their company Fort Orange Press recently promotion or print project. Then we come Continued Growth in Wide- to them with cost-effective solutions to achieved G7 Master Printer Certification Format UV Inkjet Segment for proofing and press equipment to G7 address those needs the most effective and $FFRUGLQJWRPDUNHWUHVHDUFK¿UP Standards developed by IDEAlliance HI¿FLHQWZD\:HVWULYHKDUGWRGHOLYHU InfoTrends, the global market for wide- (www.idealliance.org). The certification was value-added services to our clients — format UV-curable inkjet printers and granted through implementing a calibration unique and creative ideas that help them supplies is expected to grow from $1.42 process that allows Fort Orange Press to differentiate from their competition.” billion in 2010 to $3.04 billion in 2015 reliably produce a close visual match from IRUD¿YH\HDUFRPSRXQGDQQXDOJURZWK This is the sixth year AG PrintPromo proof to print. The G7 Methodology for rate of 16.4 percent. ³:H¶UH¿QGLQJ Solutions has been named among the proof-to-print is based on the principles that dozens of global and regional top 100 minority-owned companies in of digital imaging, spectrophotometry and competitors in the wide-format UV- Ohio. The winning companies will be computer-to-plate technologies. curable inkjet hardware market are honored at a special awards ceremony In other news, the company recently being drawn to this segment based on at DiversityBusiness.com’s 12th Annual announced a strategic alliance to high production volumes and attractive Multicultural Business Conference, taking consolidate offset printing operations KDUGZDUHSUR¿WPDUJLQV´VDLG7LP place April 25-27 in Mashantucket, Conn. with The Pressroom, a company that Greene, director of InfoTrends Wide specializes in digital printing. The Format Printing and Jetting Technology Duplo USA Announces New alliance expands the capabilities of both Opportunities Consulting Services. The report, titled “The “2011 Wide Format Slitter/Cutter/Creaser organizations while creating efficiencies Installations in resources and generating cost savings UV-curable Inkjet & Supplies Market Palomar Reprographics recently brought for both companies. “This is a decisive Forecast,” reveals that UV-curable its post-press operation in-house with move that accelerates our strategy technology is expected to play an by offering even greater value to our important role in a recentralization of the Duplo’s DC-615 Slitter/Cutter/Creaser. customers and partners,” said Robert wide-format digital graphics market. Perfect for processing short-run jobs F. Witko, president and chief executive on demand, the automatic DC-615 officer of Fort Orange Press. AG PrintPromo Solutions eliminates white borders and prevents Named Among Ohio’s toner cracking on digital color documents Top Diversity-Owned in a single pass. Formerly outsourcing Relyco Partners with VXFKWDVNVWKHFRPSDQ\QRZ¿QLVKHVLWV Ricoh Canada Businesses own business cards, postcards, brochures PSDA member Relyco, a provider PSDA member AG and other digitally printed pieces and has of value-added business printing and PrintPromo already seen a return on its investment. payment solutions, recently announced a Solutions recently reseller partnership agreement with Ricoh was named one of PSDA member Apex Color also recently Canada Inc., a wholly owned subsidiary the “Top 100 added Duplo’s DC-645 Slitter/Cutter/ of Ricoh Americas Corporation, to diversity-owned Creaser and the UJ-500AS Jogger to its provide leading substrate products to its businesses in the VKRS,QQHHGRIDPRUHHI¿FLHQWPHWKRG production printing customers. Ricoh state of Ohio” in the IRU¿QLVKLQJEXVLQHVVFDUGVDQGVFRULQJ has approved both Relyco’s DigiPOP Div100 by jobs, Apex Color has found the DC-645 personalized digital packaging solutions DiversityBusiness.com. About the listing, has reduced turnarounds and increased and REVLAR waterproof paper for use Anup Gupta, president of AG PrintPromo productivity. on its production printers and will offer Solutions, said, “Large corporations have the product to its customers in Canada. ¿QDOO\UHDOL]HGWKHHFRQRPLFLPSDFWRI Copy Corner recently installed Duplo’s diverse businesses on one hand, and the DC-645 Slitter/Cutter/Creaser as “This is an exciting partnership for personalized service and the envious well. The shop, which serves college Relyco, as Ricoh Canada will help us work ethic that lot of small business SURIHVVRUVDQGVWXGHQWVLVQRZ¿QLVKLQJ extend the distribution of our products in owners bring to the table, on the other. It LWVEXVLQHVVFDUGVÀ\HUVSRVWFDUGVDQG Canada with their production printers,” is a win-win situation for both parties. LQYLWDWLRQVPRUHHI¿FLHQWO\

82 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG INDUSTRY NEWS

The Impetus Agency to DQGPDUNHWLQJ¿UPEDVHGLQ5HQR1HY Marketing will evolve from primarily Acquire Nexus Marketing 1H[XVZLOOEHFRPHDQHZSULQWVHUYLFHV providing niche marketing services to having the ability to create and deliver %HWK3RKOOSULQFLSDORI1H[XV0DUNHWLQJ division of The Impetus Agency that will multimedia marketing solutions that &RUSRUDWLRQDPDUNHWLQJVHUYLFHV combine the public relations and internet cover all client touch points. company specializing in the print marketing skills of The Impetus Agency LQGXVWU\UHFHQWO\DQQRXQFHGWKDWWKH ZLWKWKHSULQWLQJLQGXVWU\H[SHUWLVH FRPSDQ\KDGHQWHUHGLQWRDGH¿QLWLYH RI1H[XV0DUNHWLQJZKLFKGHOLYHUV Domtar’s Print Campaign agreement to be acquired by The Impetus solutions for web-to-print marketing and Emphasizes Value, $JHQF\DQDWLRQZLGHSXEOLFUHODWLRQV OHDGJHQHUDWLRQ:LWKWKLVPRYH1H[XV Sustainability of Paper Domtar Corp. is extending its award- winning “PAPERbecause” campaign with a series of new print ads that show why paper still plays a vital role in everything from today’s business meetings to educating tomorrow’s business leaders. The print ads started appearing in January in leading paper, graphic design and printing trade publications. The campaign will expand to include prominent consumer publications such as Fast Company, National Geographic and The New York Times. The print campaign shows how using paper responsibly makes sense in our homes and professional lives and how it’s also an environmentally sound choice. The print ads will join a series of videos and banner ads appearing on a variety of websites.

RR Donnelley Enters Multiyear Print Management Agreement with Chrysler RR Donnelley was recently awarded a multimillion dollar, multiyear print management agreement by Chrysler Group LLC. This new agreement significantly expands the companies’ relationship. Under the terms of the agreement, RR Donnelley will provide a comprehensive array of print management services, including onsite pre-media resources and sourcing support, commercial printing, direct mail, logistics, labels and forms. Chrysler will also draw upon RR Donnelley’s proprietary CustomPoint intelligent print management system, which facilitates a range of services, including variable digital printing and individualized communications.

“We are very proud to have earned the opportunity to serve Chrysler through this new multiyear relationship,” said John Paloian, RR Donnelley’s chief operating Visit us at Booth 210 at the 2012 Print Solutions Conference & Expo.

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 83 INDUSTRY NEWS

officer. “As large organizations’ integrated sell out the team’s skybox seats for next great job learning our parts and anilox communications needs become more season. Since installing the press late roll services,” said Scott Michels, Harris complex, the value that we provide as a last year, AccuLink has seen additional & Bruno vice president of sales and single-source print management provider evidence of the superior quality of its new marketing. “He excels at educating becomes even more pronounced. Our printing and coating installation: Three customers and expediting service in ability to act as a central point as printing early jobs the company produced on its order to get them the exact parts and is prepared, produced and distributed new equipment have won awards. rolls they need quickly and efficiently. It helps to optimize costs and to enable makes good business sense to have Chris tighter control over messaging.” spearhead this group.” Graphic Dimensions People Midwest Single Source Establishes 24-Hour Promotes Four Employees Turnaround Policy for Buhrs Americas Names Check Line Crawford National Sales Graphic Dimensions, a PSDA member Manager and trade manufacturer of business Buhrs Americas, a documents, recently instituted a standard mailing and 24-hour turnaround policy for all fulfillment solutions CheckMate orders. CheckMate is a line of provider, recently imprinted checks offering a wide variety of named Kevin customizing options and fraud deterrent Crawford its security features. CheckMate is available national sales at all three (Georgia, Kentucky and New manager. In his new Hampshire) Graphic Dimensions facilities. capacity, Crawford For a complimentary CheckMate sales kit, has sales responsibility for Buhrs Americas email [email protected] or call products throughout North America. 800.699.2978. Crawford joins Buhrs Americas from Canon USA, where he provided sales AccuLink’s HP Indigo assistance to 30 dealers in a six-state 5500 and Scodix 1200 territory. He previously held sales positions Production Line Yields with TR Systems, IKON and Colorbus. PSDA member and Wichita, Kan.- Award-Winning Work headquartered business Midwest Single Harris & Bruno Source recently made some changes in Greenville, N.C.-based AccuLink, a PSDA leadership. Kevin Ulwelling (top left), member, which operates HP Indigo International Promotes Hogge to Manager formerly the general manager, has been 3050 and 7000 model presses, invested promoted to president of Midwest Single in the HP Indigo 5500 late last year to Harris & Bruno Source. Angela Williams (top right), build a competitive advantage while International formerly the controller, has been promoted moving production from offset to digital recently announced to chief financial officer. Chris Eckhoff printing. The new digital press and UV that Christopher (bottom left), formerly the equipment coater allow AccuLink to create premium Hogge had been sales manager, has been promoted to products that help its customers achieve promoted from vice president of the equipment division. better marketing results than standard approved parts sales Sarah Strydom (bottom right), formerly printed materials. representative to the branch manager and marketing sales manager – AccuLink recently produced a coordinator, has been promoted to vice anilox rolls/spare parts. While working at president and chief marketing officer. personalized, tri-fold mailer for a Harris & Bruno the past two years, professional football team that was sent Ulwelling and Eckhoff work out of the Christopher learned unique developed a Wichita facility; Strydom works from the to 1,800 prospects encouraging rentals of great depth of technical knowledge and skybox seats. The front features a football Kansas City, Mo., location; and Williams truly gained H&B product awareness. He works offsite in Georgia. that appears to be autographed by the also was a key player in helping Harris & addressee. The football image also has Bruno emerge as the most vertically dimples, creating a pigskin texture and a integrated supplier of anilox rolls and raised grip. According to Lindsay Gray, services in the United States. co-owner of AccuLink, team officials were very happy with the 4.4 percent “In the two years that Christopher has response rate to the mailer, which helped been at Harris & Bruno, he’s done a

84 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 429 at the 2012 Print Solutions Conference & Expo. INDUSTRY NEWS

businesses, BioMedia is a recyclable and RBP Introduces No-Flash Products biodegradable alternative for today’s Press Wash for UV and commercial vinyl products. The ILFORD Hybrid Inks ILFORD Launches BioMedia range includes display films that employ ILFORD renowned coating Biodegradable Alternative technologies to create a universally for Commercial Vinyl compatible layer, as well paper-based Products products, boards and laminates. The ILFORD, a developer and manufacturer coating means that high-quality images of professional quality media, recently result across a wide range of commercial launched its BioMedia range in Europe printing equipment including Aqueous, RBP Chemical Technology recently at wide-format trade show FESPA Eco-solvent, Solvent and Latex introduced UV Wash 6000, a high- Digital 2012 in Barcelona, Spain. printers. Visit www.ilford.com for more flashpoint, reduced VOC press wash for Aimed at commercial print-for-pay information. removing UV and hybrid inks in the

The following are only samples of the many exclusive articles available to PSDA members through the association’s partnership with Information Inc. To read more, visit PSDA’s website, www.psda.org, and select “Print Solutions Industry Insights E-Newsletter” from the Publications drop-down menu.

In this new section, Print Solutions takes a deeper look at developments throughout the print industry. These exclusive analyses, authored by More Design Hobbyists, expert writers at PSDA partner Information Inc., are featured in each Entrepreneurs Use 3-D Printing edition of the Print Solutions e-Newsletter, which is emailed to PSDA members on the first and third Thursdays of each month. USA Today (02/21/12) Yu, Roger Falling hardware costs and the Internet are helping make the use of 3-D printing more common among entrepreneurs and design hobbyists. In 2010, sales for all 3-D printing products and Label Printer Redirects 99 Percent services worldwide expanded 24 percent to $1.33 billion, partly of Waste Into Fuel Pellets through a fast-growing market of do-it-yourselfers, according to Packaging Digest (03/07/12) Pierce, Lisa McTigue Wohlers Associates. Weber Packaging Solutions has launched a new effort to save Following a product’s design on software, the file is sent to a 3-D its former label waste from landfills by converting it into pellets printer containing a spool or cartridge of a material — usually that can be burned for industrial fuel. The company annually plastic, metal or ceramics — in a fine powder or gel-like texture. generates more than 1,500 tons of paper and synthetic waste as The printer deposits successive layers of the material and builds a byproduct of its label manufacturing and printing process, and up until an object emerges to be cleaned, painted or cooled. Weber’s John O’Leary said that “with all the new waste-handling Supporters of 3-D printing said the technology facilitates on- options that are available today, it’s often possible to repurpose demand parts production, makes assembly lines unnecessary, scrap and save on disposal costs at the same time.” lowers inventory and is a faster process for fabricating objects or parts that do not require precise detailing. Weber’s label scrap is turned into fuel pellets by Pellet America of Wisconsin, while Weber collects the waste using a scrap-loading 3-D printing has given rise to a cottage industry of entrepreneurs system from SP Industries that Weber facilities manager Matt who see opportunities in making products for customers to Zoost said is “designed to literally pack paper waste into semi- whom customized, small-scale manufacturing is otherwise trailers.” The system is essentially a massive trash compactor inaccessible. Printer makers also can avail themselves of new that compresses the label scrap by shunting it into a semi-trailer. sales opportunities thanks to the advent of design hobbyists. 3-D Once a trailer load of compressed scrap is completely filled, Pellet printers and raw materials are generally bought online or through America picks up the material at Weber’s facility and ships it to its resellers, but printer prices are declining as makers watch the own plant. casual-user market with growing interest.

“We’re on pace to redirect 99 percent of our annual label waste Also stoking 3-D printing’s popularity among hobbyists is the from the landfill, and repurpose it as raw material for fuel pellets,” increasing ease of use and falling prices of software, while Zoost said. “And it looks like we’re also going to reduce our waste the diversity of software and printer plans available online for disposal expenses by nearly 20 percent, and that includes the individuals to use and tweak as they see fit is another catalyst cost of using semi-trailers to transport the material to Wisconsin.” encouraging do-it-yourselfers.

86 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG INDUSTRY NEWS

pressroom. New RBP UV Wash 6000 extensive line of pressroom chemicals and Paymode-X is a Software-as-a-Service contains a blend of solvents that quickly related supplies.” For more information, (SaaS) solution that helps organizations dissolves and removes UV ink and paper visit www.rbpchemical.com. to easily and securely convert from residue without affecting rollers and paper to electronic ACH payments — blankets. Discussing the new product, Relyco Launches enabling them to reduce cost, streamline RBP Chemical Technology President and Paymode-X ACH Payment operations and turn accounts payable Chief Executive Officer Mark Kannenberg into a profit center through a dividend said: “As new technology is adopted in Processing and Rebate rebate program. The Paymode-X solution the modern pressroom, RBP responds Software-as-a-Service is targeted toward medium- to large- by providing the chemical compounds Relyco, a PSDA member, recently sized enterprises, including Fortune 500 required to maintain production. Our introduced Paymode-X electronic ACH companies, state and local governments, new RBP UV Wash 6000, formulated payment processing and rebate software and companies in the $100 million-and- to clean blankets and rollers in UV powered by Bottomline Technologies to up revenue range. Visit www.relyco.com applications, is the latest product in our its lineup of payment solution products. for more information.

Future Bright for Growth in $8, $9, $10, but you’ll buy a box of Redenbacher’s popcorn and stay home and watch TV. The other is flexible packaging — there’s Packaging tremendous growth in that.” Rochester Democrat & Chronicle (NY) (02/17/12) Daneman, Matthew This year, Flower City Printing invested more than $4 million on Is CTP Still in the Digital Mix? new equipment to broaden its flexographic printing capabilities as MyPrintResource (02/01/2012) Hall, Bob well as paper volume capacity. Flower City President William Oliveri Digital presses are increasingly controlling print volume that said that learning and investigating clients’ needs are critical to previously was run on offset presses. However, new advances the business, with emphasis on “how can we make that more in computer-to-plate (CTP) technology are expected to keep CTP profitable for them, whether it’s printing folding cartons, display relevant, such as CTP equipment that is more environmentally work or whatever, and see what we can do there.” friendly. A recent State Street Consulting survey found that roughly Oliveri said that in addition to labels, Flower City produces display 83 percent of printers with staffs between one and 19 said work, point of sale and point of purchase. “People say ‘what’s process-less or chemical-free plates are very important factors your niche,’ I say ‘ink on substrate,’” he said. “I can’t even say when making metal CTP purchasing decisions. Presstek’s CTP ink on paper. We print on a lot of plastics.” Oliveri described this group director Thomas Krumm said: “The overall volume for CTP diversification as both optional and necessary, depending on what plate growth in the established markets is flat. However, the no- customers want. process/chemistry-free plate volumes are growing at about 25 percent in these markets, mainly due to environmental concerns “Right now were researching the possibility of getting into a and legislation.” different kind of printing,” Oliveri said. “A commitment from [a customer], we will research the equipment, purchase the While some franchise and other shops are opting for all-digital equipment and hopefully make some money from it.” Oliveri said models, they are also adding CTP and offset to accommodate the average turnaround time is three to five days from when the customer job demands. Other shops are outsourcing offset file comes in, and a reliance on new technology is essential to work, particularly four-color jobs that can be efficiently “gang- meeting that schedule. “If we don’t do it, we won’t be around run,” but most shops prefer having a dual arrangement. Suzanne long,” he said. Bostick, senior product manager at Mitsubishi Imaging, said, “When substrate, quality and job length could be executed well Meanwhile, Flower City Chief Financial Officer George Scharr said from either technology, how quickly a printer can get a plate to the commercial print market is practicing caution because of the European debt crisis and the fact that it is an election year in the press is a big factor in establishing the tipping point at which our United States, although the outlook is generally positive. “If we customers prefer CTP over digital printing.” had to see where our growth is, a lot of it is in packaging — food packaging, folding cartons, anything that goes into a box,” Oliveri said. “In a tight economy, you probably won’t go to the movies at

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 87 INDUSTRY NEWS

Formax Introduces improving brand differentiation and how New Inserters sales are impacted. For more information, visit www.itwfoils.com.

Burnishine Releases New Aerosol Glass Cleaner, Silicone Spray

Formax 6404 Series Inserter

Formax also recently introduced the new 6604 Series Inserters and 6404 Series Inserters. The 6604 Series replaces the 6402 Series with a system that offers HYHQJUHDWHUÀH[LELOLW\DQGSURGXFWLYLW\ New features include a full-color WRXFKVFUHHQFRQWUROSDQHOWKDWÀLSVIRU XVHRQERWKVLGHVDVHDOLQJÀXLGOHYHO LQGLFDWRURQWKHFRQWUROSDQHODODUJH UHYHUVHRXWSXWSRZHUVWDFNHUDQGWKH Formax FD 6102 Desktop Inserter DELOLW\WRSURFHVVWRSPLGGOHDQGERWWRP PSDA member Formax recently introduced address documents. The 6404 Series the newly designed FD 6102 Desktop Inserters also replaces the 6402 Series Inserter. The FD 6102 features new internal with a system that offers even greater Burnishine Products has released a new engineering and feeding systems, a color ÀH[LELOLW\DQGSURGXFWLYLW\1HZIHDWXUHV aerosol glass cleaner for use in graphic arts include a full-color touchscreen control touchscreen interface with job wizard and applications. Announcing the new item, SDQHOZKLFKÀLSVIRUXVHRQERWKVLGHVD a 10 percent lower suggested retail price. Burnishine Products President Roger Giza VHDOLQJÀXLGOHYHOLQGLFDWRURQWKHFRQWURO The FD 6102 also boasts 15 programmable said: “Our new Burnishine 20/20 Glass jobs, an increased monthly volume of up to SDQHODODUJHUHYHUVHRXWSXWSRZHU Cleaner is the latest in a line of products 5,000 pieces and the ability to process half VWDFNHUDQGWKHDELOLW\WRSURFHVVWRS formulated specifically for use in modern folds while using 6” x 9.5” envelopes. The PLGGOHDQGERWWRPDGGUHVVGRFXPHQWV printing and converting plants. Like all new feeding systems are based on proven For more information on new products Burnishine aerosol products, it is packaged technology from the 6202 Series, including IURP)RUPD[YLVLWwww.formax.com. in a form convenient for easy application. green foam fold rollers to reduce toner Burnishine 20/20 Glass Cleaner leaves buildup and improve folding consistency. ITW Foils Publishes In addition, document “catch points” have no film, streaks, scratches or residue. ‘Designed to Shine’ Guide Its antistatic formulation contains no been removed, and the internal mechanics for Printers and Converters are easier to access. The FD 6102 processes ammonia, and is particularly useful for documents up to 14” in length and can ITW Foils, a global manufacturer and cleaning copy boards, lenses, negatives, fold and insert up to five sheets, stapled or distributor of foils, films and laminates, and stripping tables. It can be safely used unstapled, at a time. Two fully automatic recently published “Designed to Shine,” of a variety of surfaces, including Formica, sheet feeders and one automatic insert/ a new guide for printers and converters chrome, porcelain and plastics.” BRE feeder provide a range of folding providing metallic effects for the package Burnishine also recently released a new and inserting capabilities. Fold types now design industry. Available for the first time, include letter, double parallel, half and no “Designed to Shine” is a comprehensive aerosol silicone spray for use in graphic fold, and intuitive icons have been added to guide explaining what can be achieved by arts applications. About the product, Giza help users better understand how to load incorporating brilliant decorative effects said: “Burnishine Silicone Spray stops paper and envelopes. into print and package projects. Detailed machinery from squealing, sticking and descriptions and actual creative samples binding, yet dries rapidly with no greasy of hot stamping, cold foil transfer, foil or oily film. It protects and preserves laminates, transfer metallization and UV film equipment by retarding corrosion and casting reveal the key differences between making cleaning easier and quicker. applications and when each is appropriate Particularly useful for screen and wide based on a client’s market strategy. The guide format fabric printers, it facilitates fabric also offers statistics that substantiate the flow and speeds up production.” For more importance in increasing product visibility, information on Burnishine’s products, Formax 6604 Series Inserter enhancing perception of product quality, visit www.burnishine.com.

88 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 307 at the 2012 Print Solutions Conference & Expo. CLASSIFIEDS

BUSINESS FORMS COMMERCIAL PRINTING

PRESENTATION FOLDERS

INTEGRATED PRODUCTS

OUTSOURCE BILLING/STATEMENT PROCESSING

90 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG CLASSIFIEDS

DIRECT MAIL SIGNS/POSTERS/WIDE FORMAT

ENVELOPES AND STATIONERY

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 91 CLASSIFIEDS

ENVELOPES AND STATIONERY

PLASTIC PRODUCTS

HEALTH CARE PRODUCTS

MAILERS

92 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG CLASSIFIEDS

TAGS AND LABELS DECALS

ENVELOPES

PSDA.ORG | APRIL 2012 | PRINT SOLUTIONS | 93 ADVERTISER INDEX

Companies that advertise in Print Solutions provide vital financial support for the Print Services & Distribution Association (PSDA) and deliver products and services of tremendous value to print industry professionals. When you seek additional information from these companies, make sure to mention that you saw their display ads in Print Solutions and thank them for their continuing support of PSDA.

ADVERTISER PAGE WEBSITE ADVERTISER PAGE WEBSITE

4over BC www.4over.com iPROMOTEu 14, 15 www.ipromoteu.com AccuLink/InteliMailer 63 www.intelimailer.com Label Art 13 www.labelart.com Adcraft Decals 83 www.adcraftdecals.com Label Works 35, 94 www.labelworks.com Admore 38 www.admorefolders.com Labels West 51 www.labelswest.com Apex Color Insert 32, 33 www.apexcolor.net Lancer Label 77 www.lancerlabel.com Badger Tag 46 www.badgertag.com Magnum Magnetics 74 www.magnummagnetics.com B&W Press 19 www.bwpress.com Mohawk Paper 29 www.mohawkpaper.com/envelopes BCT/Lombardo 85 www.bctonline.net National Imprint Corp. 95 www.national-imprint.com Bristol ID Insert 48, 49 www.bristolid.com Navitor Folders 47 www.navitor.com Broker Forms 61 www.brokerforms.com Northeastern Envelope 59 www.northeasternenvelope.com Business Stationery/Identity Group 41 www.bsiprint.com Phoenix Data Inc. 43 www.phoenixdatainc.com CE Printed Products 45 www.hotce.com PSDA On-Demand Training 67 www.psda.org Carolina Cut Sheets/US Tag 78 www.champion-industries.com Repacorp 89 www.repacorp.com Datatel 53 www.datatelcorp.com Roeda Signs/ScreenTech 42 www.roeda-signs.com Discount Labels 7 www.discountlabels.com The DFS Group IBC www.dfsonline.com EM Print Group 79 www.emprintgroup.com The Flesh Company Insert 80, 81 www.fleshco.com Ennis IFC, 1 ,2 www.ennis.com Victor Printing 21 www.victorptg.com Ennis Tag & Label 55 www.ennis.com Ward/Kraft 27 www.wardkraft.com Envelope Service Inc. (ESI) 8 www.morethanenvelopes.com Western States Envelope & Label 71 www.wsel.com Flottman Company 39 www.flottmanco.com Western Tag 66 www.westerntag.com Folder Express Insert 64, 65 www.folderexpress.com Wilmer 9 www.4wilmer.com Formax 31 www.formax.com Wisco Envelope 37 www.wiscoenv.com Graphic Dimensions 11 www.graphicdimensions.net Wise 5 www.wbf.com Hospital Forms 69 www.hforms.com Wright Enterprises 75 www.wrightbg.com Independent Folders 17, Insert 16, 17 www.independentfolders.com Zoo Printing 76 www.zooprinting.com

Visit us at Booth 713 at the 2012 Print Solutions Conference & Expo.

94 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 307 at the 2012 Print Solutions Conference & Expo. FINAL THOUGHTS

improvement. Share what you observed and explain the impact and why it’s important to the business to make a I Love change. The employee then has a positive outcome in sight — a motivational connection to the change.

The time to provide feedback is often and Presents! whenever it seems appropriate. It can Why Effective Feedback Is a Gift occur informally, such as after something just happens, when walking away from a BY SALLIE BIITTNER meeting, call or other event, or formally, such as in the annual performance review or a regular one-on-one meeting.

When Things Go Awry Sometimes the act of giving feedback blows up in your face. You are hoping to ave you seen any of the reality TV shows that are be constructive, but the recipient takes it brutally honest, such as “Restaurant: Impossible” as high criticism. Here are some tips to or related programs? The host of “Restaurant: keep it neutral and reduce the chance of Impossible,” Robert Irvine, eats a bunch of food reaching a flashpoint: dishesH that a failing restaurant serves and gives the owner “feedback.” I suppose you could call it that, but it leaves the t Be sure the feedback is timely, given owners hurt, crying and angry. They already asked for help; is close to the event at hand. it really necessary to pummel someone to get them to want to t Be sure it’s agreed to and both parties improve? Biittner are ready to talk. In a word: no. It’s a known fact that high-performing t Ask for the employee’s perspective organizations embrace the idea of constant improvement, first. For example, “How do you think always striving to be better. The best way to accomplish that is to obtain feedback on the the meeting went?” impact of your current work. Shouldn’t this principle apply to individuals as well as the t Keep it nonjudgmental. Just deal organization? Individuals do, after all, make up the organization. with facts, state what you saw and the impact it had. The truth is, however, that we often avoid these direct conversations. Feedback should not be an awkward conversation. Done well, it is a gift. It means someone cares enough t Check back in after giving your input. to pause and reflect on what you did in hopes that you can do even better. Let’s start with For example, “Do you agree? What are breaking down feedback into simple concepts that are easy to use. your thoughts on that?” t Sincerely listen and fully focus. Two Types of Feedback If the employee is upset to hear your What is feedback? If you’re a highly engineered machine, feedback is when the output of input and doesn’t want to engage, do not a system is returned to its input in order to regulate or correct further output. If you’re a argue. It may not be the right time or human, it is specific information provided to a person based on action. This information setting. If it is important, suggest a time is driven by goals of improvement and growth in the future. to meet later or another day.

There are two types of feedback: positive — telling someone what he or she is doing If you start using feedback every well — and constructive — telling someone what isn’t going so well so he or she can day, you’ll find that the number of improve. Here are tips for each. constructive conversations will increase and so, too, will the success of your Positive feedback is a piece of cake, right? Actually, if you want it to produce value-add organization. Give a gift today! PS outcomes, it takes forethought. A pat on the back and saying “you’re doing a great job” is not that helpful. The employee doesn’t know what in particular he or she did to deserve the praise. So the individual may hit or miss it the next time. Feedback, even positive, Sallie Biittner is an executive consultant must be specific. What exactly did you observe, and why was that a positive? Help with Affinity HR Group, LLC, which specializes in providing human resources employees see the connection between their behaviors and what’s good for the business. assistance to associations such as PSDA and their member companies. To learn Constructive feedback requires similar specificity. It doesn’t help employees to know more, visit www.affinityHRgroup.com. they aren’t performing well. Instead, identify a specific event or behavior that needs

96 | PRINT SOLUTIONS | APRIL 2012 | PSDA.ORG Visit us at Booth 100 at the 2012 Print Solutions Conference & Expo. Visit us at Booth 100 at the 2012 Print Solutions Conference & Expo.