APRIL 2011 | VOLUME 49, NUMBER 4
Sweet Home Chicago Print Solutions Conference and Expo to Offer Stellar Education, Trade Show in PSDA’s New Hometown PAGE 40
Distributor Training: Two Sides to Every Story PAGE 16 Printers and Technology: Connecting Islands of Information PAGE 35
Visit us at Print Solutions Expo Booth 1101. PRINT SOLUTIONS MAGAZINE April 2011
FEATURES PERSPECTIVES
04 EDITOR’S NOTE Make a Commitment By John Delavan
06 PRESIDENT’S MESSAGE Your Best Opportunity By Bill Prettyman
12 PSDA PROFILE Never Standing Still By Amie Shak Under Jim Bonaventura’s leadership, Cooley Group focuses on innovation and 16 SPECIAL FEATURE PACKAGE specializes in helping its Distributor Training: Two Sides to Every Story clients to build and maintain By Heidi Tolliver-Nigro their brands. The upcoming 2011 Print Solutions Conference and Expo is a vital event that facilitates networking and relationship building for print 92 CASE STUDY manufacturers and distributors, and one issue many will inevitably discuss is training. Print distributors expect some training from Crashing the Net manufacturers, but a solid return on investment must come By Amie Shak from that training, as well. In this exclusive two-story package, PSDA member supplier we showcase the manufacturer perspective (page 20) and the Dispatch gives its local minor distributor perspective (page 26) on this sometimes-volatile topic. league hockey team a true home-ice advantage with 35 Connecting Islands of Information its digitally printed game By Darin Painter programs. Management information system technology and creative workflow systems are helping some print firms and their supply chains get 112 FINAL THOUGHTS faster, smarter, and more united. Working with Style By Claudia St. John 40 COVER STORY Why Employee Style Assessments Are Essentialt Print Solutions Conference and Expo: The Most Important Event of the Year The 2011 Print Solutions Conference and Expo, PSDA’s DEPARTMENTS premier annual event, is the most important gathering of the year for distributors and channel partners who provide print and managed services to businesses. In this special 10 PSDA NEWS section, learn all about what’s on tap May 17-19 in Chicago, including the schedule at a glance (see page 42), the 94 INDUSTRY NEWS educational tracks and keynote speakers (pages 44 and 46), Compiled By Frances Moffett an Expo floor plan and comprehensive exhibitor directory (pages 48-49, and 50-90), and more. 106 CLASSIFIEDS 111 ADVERTISER INDEX
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 3 EDITOR’S NOTE
Make the Commitment BY JOHN DELAVAN, EDITOR-IN-CHIEF
Volume 49, Number 4 | April 2011 don’t want to alarm you. But I feel I should alert you that, by the time you read this, 2011 will be roughly a quarter over. PUBLISHER Matt Sanderson Yes, more than three months have passed since 2010 ended. [email protected] And, if you’re like me, you’re thinking, “It’s April already? 312.673.5822 ISeriously –April?! Where did the time go?” EDITOR-IN-CHIEF John Delavan [email protected] Sure, the word “April” conjures up some good thoughts, such 312.673.4825 as the start of baseball season (Go Cubs!) and the putting away ART DIRECTOR William Wargo [email protected] (hopefully) of winter coats for a few months. But April can also 312.673.4991 bring with it some harsh realizations. Perhaps your New Year’s MANAGING EDITOR Amie Shak resolutions have already, shall we say, “fallen by the wayside.” At home, maybe you [email protected] haven’t quite gotten around to your annual “spring cleaning” or doing your taxes. And, 312.673.4889 at your business, things may not be going as well as you had hoped or expected in some EDITORIAL ASSISTANT Frances Moffett areas. Still waiting to undertake an important capital expenditure? Is the social media [email protected] 312.673.5818 plan you had hoped to launch last month languishing on your ever-expanding “to- do” list? Do your annual budget projections look a little “off” since you compiled and ADVERTISING SALES Dave Merli [email protected] scrutinized them several months ago? 202.367.1219 Ryan Abell I feel your pain. Trust me, I do. By this time of the year, I’m listing the “Things I’ve [email protected] Accomplished So Far” on one side of a piece of paper and the “Things I Haven’t 202.367.2332 Accomplished Yet” on the other – and often my first thoughts upon reviewing the lists are, “How quickly can I flee to Mexico? Will anyone find me there?”
That said, I have one recommendation for you: Don’t panic. The Earth will not stop Print Solutions™ is the flagship monthly magazine of the spinning on its axis because one project isn’t quite done, or because your list of Print Services & Distribution Association (PSDA), an “undones” is longer than the list of “dones.” Take a step back first to celebrate your international organization of print distributors, trade printers and suppliers working together to ensure that accomplishments, and then to look at those “undones” to ascertain which of them end users receive the products and services they need should take priority and which you can reasonably accommodate and accomplish. to succeed. Since 1946, PSDA has been the exclusive association for the print distribution industry. Learn more about the many benefits of PSDA membership at One “undone” you should pursue, if you haven’t done so already, is making a the association’s official website, www.psda.org. commitment to advance your professional value and grow your business by furthering EDITORIAL POLICY your education. PSDA members such as you – whether you are a manufacturer, Print Solutions is a respected industry magazine distributor, or trade printer – are integral to your organizations’ successes. In turn, that has been published continuously since 1962. As part of your strategic value – what you bring to the table – is your ability to reassess the premier publication for the print distribution industry, each issue contains content to help readers important issues and to take action. And knowing how to act requires committing to improve their businesses, expand their markets and staying informed about trends and changes in the print distribution industry. learn new ways to sell print and related services. To submit news items, story ideas or manuscripts for publication consideration, contact any of the editorial It may seem counterintuitive – because taking time to advance your professional education staff members above via email or phone. Publication of does take you away from your day-to-day work for a bit – but in the long term, the benefits any article or advertisement should not be considered an endorsement of the opinions expressed or products of doing so will be immense. With three days of education and nearly 200 exhibitors advertised. Statements of fact and opinion are the showcasing the latest products and services in the industry, the 2011 Print Solutions responsibility of the authors alone and do not imply approval or endorsement on the part of the Publications Conference and Expo is the most important event of the year for professionals who buy Committee, officers, membership or staff of PSDA. print and related marketing services for resale to customers. In this issue, check out the POSTAL INFORMATION special section beginning on page 40 for comprehensive information about the event, Print Solutions (USPS 205-400, ISSN 1535-9727) is including the expansive educational program (including tracks for CEOs/principals, sales published monthly by PSDA, 401 N. Michigan Ave., Suite 2200, Chicago, IL 60611. Phone: 312.321.5120, representatives, and customer service professionals) and exhibitor listings. And don’t miss Fax: 312.673.6880, Email: [email protected], Website: our feature story package on distributor training (see page 16) – one of many “hot topics” www.psda.org. Subscriptions are free for PSDA members (included in membership dues) and $99 for likely to be discussed by attendees at this year’s conference. non-members (plus US$60 postage for addresses outside the United States). Periodicals postage paid at Chicago, No matter what date the calendar shows, it’s never too late to make a commitment IL, and additional mailing offices. Postmaster: Send address changes to Print Solutions, c/o PSDA, 401 N. to furthering your career and growing your business. I hope to see you next month Michigan Ave., Suite 2200, Chicago, IL 60611. Copyright in Chicago. 2011 by PSDA. All rights reserved. Magazine content may not be reprinted without the publisher’s permission.
4 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 1003. PRESIDENT’S MESSAGE
Your Best Opportunity PSDA’s 2011 Print Solutions Conference and Expo is an ideal occasion to help your company serve its customers better and drive long-term success. BY BILL PRETTYMAN, PSDA BOARD PRESIDENT
SDA’s 2011 Print Solutions • Reinventing Print: Reaching Today’s Conference and Expo, to be Print Customer held May 17-19 in Chicago, is • Growing Existing Accounts by the premier annual event in the Showcasing Innovative Print Solutions Pprint distribution industry. It’s also the best • Building a Winning Cross-Media opportunity for you and others on your Campaign team to briefly leave behind the normal, day-to-day running of your business and • Using Social Media to Grow Your learn tools and strategies to enhance your Business company’s potential for success. • Selling Web-to-Print Solutions
Strategically, if we want to drive our Educational programming on the second companies forward – and our profits and third days of the conference – upward – where else could we go to find so Wednesday, May 18, and Thursday, May “To better many vital learning opportunities in one 19 – includes tracks geared toward sales, location? In this article, you will learn why customer service, technology, and more. satisfy our you need to attend PSDA’s premier annual Sessions include: event and what you can expect from it. customers, • Print Trends Why You Should Attend • Digital Printing Experts Panel we must Here are only a few of the many reasons • Showcasing Innovative Print Solutions to attend the 2011 Print Solutions • Networking in a Digital Age understand Conference and Expo: • Adaptability in Selling the latest 1. Exemplary Education • Making Sense of Employee This year’s Print Solutions Conference and Assessments print industry Expo offers print industry-related education • 1:1 Marketing Solutions for you and members of your teams, trends. including salespeople, customer service Meanwhile, the Idea Exchange on the representatives, principals, and technology Expo floor showcases best practices By doing so, professionals. As a direct result of PSDA and learnings shared by your industry member requests for a greater emphasis peers. Vendor Sessions, also on the Expo we can lead on education and peer-to-peer learning, floor, will provide exposure to the latest the first day of the 2011 event – Tuesday, advancements and strategies in the print them to May 17 – features interactive workshops distribution industry. focusing on topics that are highly relevant 2. Networking Opportunities to the PSDA community. These workshops new ways of PSDA’s 2011 Print Solutions Conference have been developed with an emphasis and Expo allows distributors to network on teaching, not lecturing, to increase solving their with each other and with supplier and the knowledge and effectiveness of PSDA manufacturer attendees. Renew existing member company employees. Conference problems.” relationships and cultivate new ones, education workshops include: share ideas, find out what is working • CSR Excellence Program for others and why, and discover how to • Using Mobile Marketing to design and implement new solutions for Drive Print Sales your customers.
6 | PRINT SOLUTIONS | April 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 1003. PRESIDENT’S MESSAGE
“ Attending the 2011 Print Solutions Conference and Expo will allow you to see our industry ‘from 30,000 feet’ through education, networking, and simply listening to what others are doing.”
3. Focus on Innovation trends. By doing so, we can lead them to suggest practical ideas and principles for During this year’s show, distributors new ways of solving their problems. At everyday use in your businesses. Givray will have the opportunity to visit almost the 2011 Print Solutions Conference and has a true passion for leadership, and 200 Expo booths. Exhibitors will be Expo, you will have the opportunity to having had the opportunity to get to know showcasing their latest print product and learn about many trends impacting our him during the past year, I can say that you service innovations to help you provide industry and the opportunities awaiting will not want to miss what he has to share. even better solutions for your customers. people who pursue them. He “walks the talk” on leadership. These innovations will spur increased This year’s aforementioned educational creativity to help you address customer Krish Dhanam, chief executive officer programs address the latest trends in challenges and capture additional business. of Training International, will show you customer service, sales, web-to-print how to take what you learned at the 2011 Additionally, an educational program solutions, digital printing, and more. Print Solutions Conference and Expo on May 17, “Positioning Print for Among the “can’t-miss” sessions is one and introduce new concepts into your Today’s Customer,” will be an innovative moderated by Eric Hawkinson, executive already existing foundation. What have product showcase featuring PSDA director of DSCOOP, on “The Future you learned that will impact your goals member companies that have had success of Digital Print.” This is an excellent and benchmarks for the next year? How introducing new products and solutions opportunity to leverage his perspective will the takeaways factor into any course in today’s print market. on where the digital print world is headed corrections? By following a formula for you and your customers. focusing on the issues of foundation, The annual PEAK Award winners definition, expansion, and conclusion, 6. Featured Keynote Speakers also will be on display to give you the you will set yourself up to move from opportunity to see new solutions to take Beyond the presenters of the numerous “Point A” to “Point B” with careful back and apply to your customers. This educational sessions, the 2011 Print planning, but will also be ready for any gives you the chance to demonstrate Solutions Conference and Expo also will changes that come your way. that you are an innovative thinker and feature compelling keynote speakers who offer more to your customers than only are at the top of their respective fields and products and services. This will make you who will compel you to think differently Get Ready indispensable to your customers and give and to plan and execute more effectively. We have an exciting time ahead of us in you visibility to not only print buyers, but Chicago from May 17-19. Consider this: to higher-level professionals who truly Henry Givray, president and chief Bringing back just one great idea from value the ideas and innovations you will executive officer of SmithBucklin, will our exhibitors or the many educational bring to them. talk about “The Passion of Leadership.” sessions ultimately could pay for your Givray believes leadership is the uniquely team’s visit to Chicago. 4. Expanding your Thinking consistent and defining force behind Attending the 2011 Print Solutions great, enduring organizations. But what Personally, I cannot wait to become better Conference and Expo will allow you is leadership? We know when we see it. educated, network with industry peers, to see our industry “from 30,000 feet” We can measure its impact. We can feel expand my thinking, see innovations in through education, networking, and how it inspires us, but leadership is an print, and be more informed about the simply listening to what others are doing elusive concept for which there are no latest trends in printing. I look forward to P to grow and expand their businesses. simple formulas or instruction manuals. seeing you there! S When we expand our thoughts, we look As such, Givray believes that leadership at the world in new ways, no longer can’t be taught; instead, it must be learned Bill Prettyman is the 2010-2011 bound by our prior ways of thinking. This through a process of personal, active President of PSDA and President/ is an opportunity to leapfrog your past engagement and self-discovery. Givray’s Chief Executive Officer of Wise, performance and drive your companies presentation is designed to help others one of the United States’ largest to new levels of prosperity that might not identify opportunities to grow as leaders, independent print and marketing be seen without attending the conference. while also building their commitment to continuous learning in this area. He will services providers. Contact him via 5. Focus on the Latest Trends offer a working framework for defining, phone at 770.442.1060 or via email To better satisfy our customers, we must understanding, and measuring leadership at [email protected]. understand the latest print industry capacity and performance. He also will
8 | PRINT SOLUTIONS | April 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 901. PSDA NEWS
PSDA Staff Visit RBO PrintLogistix in St. Louis 2Q0DUFK 36'$VWDIIWHDPPHPEHUV0DWW6DQGHUVRQDQG%DUEDUD2¶&RQQRUYLVLWHG36'$PHPEHU5%2 3ULQW/RJLVWL[LQ6W/RXLV0R6DQGHUVRQDQG2¶&RQQRUPHWZLWKWKH5%2WHDPDQGGLVFXVVHGWUHQGVLQWKHSULQW LQGXVWU\DQGRSSRUWXQLWLHVIRU36'$WRSURYLGHJUHDWHUYDOXHWRFRPSDQLHVOLNH5%27KH\WKHQDWWHQGHGWKH,QQHU &LUFOH/XQFKHRQGXULQJZKLFKWKHWRSVDOHVSHRSOHRIZHUHKRQRUHG
Affinity HR Group Named PSDA’s Skills-Based Online Training Offered Lead Human Resources Partner for PSDA Member Companies
PSDA is pleased to introduce Affinity HR Group as PSDA’s lead PSDA member companies and their employees can now take human resources partner, offering PSDA member companies advantage of a new skills-based online training program that cost-effective and tailored support for challenging HR and is available at special PSDA member pricing. The program, management issues, including recruitment, retention, employee offered in partnership with Total Training Network, was development and engagement, compliance, benefits, and tailored for PSDA by your peers on the Education Committee. policies. Members of Affinity HR have presented at events on The PSDA professional development program provides workforce-related topics, including the 2011 CEO Summit, and member companies with access to a 12-course library of contributed to Print Solutions magazine on topics that come streaming video-based courses designed to improve the directly from PSDA members. effectiveness of sales, customer service and management professionals. During the 2011 Print Solutions Conference and Expo next month, Affinity HR will lead a customized session on customer Courses are taught by experts in the field and run from 25 to service effectiveness. Through April 15, attendees will have 45 minutes. Managers can assign courses to their employees and can monitor progress and comprehension through a cost- the opportunity to take a DISC profile style assessment at effective, award-winning learning system infrastructure. a 70 percent discount. Call PSDA at 312.321.5120 for more information on this special program, and read more about Contact PSDA headquarters at [email protected] if you need Affinity HR’s offering to PSDA members at www.psda.org/ more information about this program, or visit www.psda.org/ resource/resmgr/docs/affinityhrbrochure.pdf. onlinelearning.
10 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG PSDA NEWS
Save the Dates for PSDA’s 2011 Small For PSDA Members Only: Get Your Distributor Summit Scholarship to Print University PSDA recently announced that its 2011 Small Distributor Summit will be held Through May 17, when the 2011 Print Solutions Conference and Expo Sept. 16-18 at the Hyatt Regency Pittsburgh begins, different content from the Print University archives will be available International Airport in Pittsburgh, Pa. each week to PSDA members. This complimentary benefit – for PSDA Developed by and for owners of small members only – covers various topics related to product knowledge, businesses, this PSDA exclusive event is customer service excellence and sales training. for companies whose annual sales volumes are lower than $2.5 million. Planned and Details about each week’s complimentary session are in PSDA’s Print organized by PSDA member companies, Solutions e-newsletter. Contact PSDA headquarters at [email protected] if the Small Distributor Summit connects you would like to be added to the e-newsletter distribution list. like-minded members who sell print and print services to end users.
This two-day event offers attendees top- notch education, member case studies, panel discussions, and open forums – all geared to helping small distributors gain ideas and best practices to increase their profitability and workflow efficiency.
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 11 PSDA PROFILE
Never Standing Still Under Jim Bonaventura’s longtime leadership, New York-based Cooley Group focuses on innovation and specializes in helping its clients to build and maintain their brands. BY AMIE SHAK
ooley Group Inc. Executive found ways to overcome those challenges Vice President Jim and continue to flourish.” Bonaventura admits the print industry has been “left for “That manufacturer/distributor synergy, Cdead” on more than one occasion. But which our namesake, Clarence ‘Scoop’ Bonaventura hasn’t left it since he first Cooley, was so instrumental in founding, answered a help-wanted ad for Cooley is the real reason our industry has been Group in 1979. so resilient,” he said. “Cooley Group is 66 years old, and many of our manufacturing Bonaventura got involved in the partners have done business with us for industry by accident, he said. “I had 40 or more years. Those relationships just graduated from the University only become long term because we of Notre Dame, gotten married to listened to each other and depended on my high school sweetheart, and was each other to push innovation.” unemployed. I answered a help-wanted ad in the newspaper, I was called in for Bonaventura said Cooley Group has had an interview, and 32 years later, I’m still great success offering customers online with Cooley. And still married to my high ordering by partnering with its software school sweetheart, too! provider, Kramer-Smilko. Through the partnership, the company has been able “I am excited by the fact that the industry to convert many of its customers to the never stands still,” Bonaventura said. online ordering system, allowing it to “There aren’t too many industries that have concentrate on consulting rather than changed as dramatically as ours has during order processing, which customers are my career. I started out selling business thrilled with. forms and systems. Technology has taken so much of that forms printing expertise “Just as our industry has evolved, we away and commoditized it, making it have been forced to re-invent our own almost impossible to bring any added company to sharpen our focus for our value to the transaction. We, as a company, customers. We just completed an entire and as individual sales reps, have had to rebranding of our company, complete continue to evolve and adapt by educating with new logo, website, and literature,” ourselves and changing our focus. A lot of he said. us old dogs have had to learn new tricks! Ad specialties and online ordering rode to When not busy with Cooley Group, our rescue,” he said. Bonaventura and his wife Sue love to travel. The couple have cruised the Bonaventura said he’s been very surprised Caribbean extensively and travel to by the industry’s resilience. First “mini” Notre Dame football games. Their computers were supposed to kill sons, Kevin and Duke, and their multiple-part forms, then laser printers wives live in Pittsburgh and suburban were supposed to kill printed forms, and Washington, D.C., respectively, giving the high-speed Internet was going to allow Bonaventuras two great cities to visit. everyone to go paperless. Headquartered in Rochester, N.Y., Cooley “My perfect day off is camping in the “Clearly all those advances made some Group Inc. works with clients large and Adirondack Mountains at Meacham Lake. business obsolete,” he said. “But the small to enhance and build their brands. That’s our favorite retreat to get away real innovators in this industry, both Its many services include specialty printing from everything: no TV, no cell coverage, manufacturers and distributors, have and promotional products. no Internet, no electricity – just the most
12 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 812.
Visit us at Print Solutions Expo Booth 600.
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 13 PSDA PROFILE
beautiful scenery and peace and quiet of anywhere we’ve been,” Bonaventura said.
One fact many people may not know about Bonaventura is that he once performed in the Children’s Chorus at the prestigious Eastman School of Music in New York. These days, long after his voice changed, he sticks to singing Jimmy Buffett songs in the shower, Bonaventura said.
Learn more about Bonaventura and his company at www.cooleygroupusa.com. PS
Amie Shak is managing editor of Print Solutions. Know of a PSDA member who should be featured in an upcoming PSDA Profile? Contact Shak at [email protected].
Outside of work, Jim Bonaventura, executive vice president of Cooley Group Inc., enjoys spending time with his family and taking relaxing trips to Meacham Lake.
Visit us at Print Solutions Expo Booth 1101.
14 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 1115. THE MANUFACTURER PERSPECTIVE Distributor Training: Two Sides to Every Story
BY HEIDI TOLLIVER-NIGRO
16 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG THE DISTRIBUTOR PERSPECTIVE
The upcoming 2011 Print Solutions Conference and Expo is a vital event that facilitates networking and relationship building for print manufacturers and distributors, and one issue many will inevitably discuss is training. Print distributors expect some training from manufacturers, but a solid return on investment must come from that training, as well. In this two-story package, featured Print Solutions contributor Heidi Tolliver-Nigro showcases manufacturers’ and distributors’ perspectives on this sometimes-volatile topic.
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 17 Visit us at Print Solutions Expo Booth 1115. Visit us at Print Solutions Expo Booth 418. The Manufacturer Perspective As manufacturers assess the needs and expectations of distributors at every level of expertise, motivation, and commitment to print, they face a huge challenge in managing their training resources profitably.
BY HEIDI TOLLIVER-NIGRO
20 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG he 2011 Print Solutions Solutions Conference and Expo can Managing Split Loyalties Conference and Expo is a be used to spur productive dialog and Another frustration is that the level of critical time of networking and brainstorming. training manufacturers provide is often relationship building for print disproportionate to the amount of time Tmanufacturers and distributors. One of Kicking Back Against distributors spend actually trying to sell the issues they are currently wrestling Entitlements the products on which they are training. with is training. On one hand, distributors One frustration consistently expressed by In most industries, salespeople are have a right to expect a certain amount manufacturers is the perceived attitude captive to the industry for which they of training from manufacturers. On the of entitlement among some distributors. are selling. In this industry, however, other hand, there needs to be a solid They kick back against any implication print manufacturers offer training for return on investment (ROI) attached to that they owe distributors deep, intensive salespeople who may or may not even sell training, too. As manufacturers assess the print on any given day. This makes the training regardless of their ability to needs and expectations of a full spectrum ROI on training uncertain. provide ROI. of distributors at every level of expertise, Manufacturers are highly sensitive to motivation, and commitment to print, On the PSDA Principals Listserv, one the issue of promotional products, in they have a huge challenge in managing member posted a question about how particular. Because they are an “easier their training resources in a profitable way. much training manufacturers can afford sell” than the longer, more difficult sales to do without negatively impacting the During the past few months, several of many print programs, manufacturers bottom line. Off the listserv, one response discussions on this topic have surfaced view them as stealing time and attention was scathing. “The issue there is simple. on the PSDA Principals Listserv. These from print. This is a particularly sore How much does the manufacturer want discussions, both public and private, subject for those providing 1:1 printing to sell? Lots? Then there is no cost too have been quite contentious at times and and multi\channel marketing, which great to train. Training is selling, and illustrate just how challenging this task require complex, time-intensive training. selling is part of the game.” can be. The Print Solutions Conference “Distributors accept this training, even and Expo provides an opportunity to This kind of attitude drives manufacturers committing to a manufacturer for any 1:1 build understanding and respect on both crazy. They consistently express or multichannel marketing projects they sides that can lead to more profitable frustration that many distributors don’t do, but then they go out and spend their relationships. seem to understand that there are real time selling promotional items instead,” dollars attached to every seminar, every In this article, we’ll look at the issue from said Lindsay Gray, president of PSDA set of marketing collateral, and every 20 the perspective of print manufacturers, member AccuLink. minutes they spend explaining something including their challenges, frustrations, on the phone. The more time they spend and wish lists for their distributor It’s a sore spot. Certainly, while some helping distributors who are unlikely partners. But don’t worry, we’ll give heavy hitters in the promo industry are to sell any significant volume of these distributors a chance to have their say, selling complex recognition/incentive too. In a separate article that follows this products, the more time they are taking programs (including those that include one (see page 26), we’ll take a look at away from finding and developing those print), many of them are not. who are. their needs and expectations. Understanding this, distributors should Before delving into the manufacturer If manufacturers could make a request in ask themselves: For any given product perspective, however, it’s important to advance of every training opportunity, it on which the manufacturer spends acknowledge that the issues discussed might be something like this: significant time and financial investment in training me, what level of effort am here do not apply to all distributors. “If you’re not going to be proactive about Manufacturers have distributor I going to make in return? Expect the selling the products I train you on, please manufacturer to train you at a level relationships that are highly profitable. don’t drain my resources.” These distributors, which may represent commensurate with the effort and follow- the top 15 percent to 20 percent of “Distributors are businesspeople, too, so up you are willing to make. their relationships, offer mutual value, they have customers who cost them more Jason Rupert, general sales manager of and both work together as a team to to do business with than they bring in BMF Graphics, a distributorship in St. provide the greatest value to end users. revenue,” said Mark Cupach, director of Louis, exemplifies the kind of attitude The question is how to manage the rest national sales for PSDA member Business print manufacturers wish they heard of those relationships, as well as create Stationery Inc., a Cleveland, Ohio-based more often. strategies for expanding and developing manufacturer offering corporate business new ones. The goal of this article is to card and stationery programs. “They should “When we have a vendor do a raise the issues so that the networking understand the sometimes very delicate presentation for us, and if they are opportunities offered at the 2011 Print position that we manufacturers are in.” presenting we have already decided that
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 21 MANUFACTURER PERSPECTIVE
they are a quality vendor, we always make shows to research promos – not print – sure that they include something that is and vice versa,” he said. unique to them,” he said. “This way we Five Ways to can really work with them to get a new Still, this is not an isolated incident. Ask revenue stream for their efforts.” just about any manufacturer and you’ll Improve Your hear similar stories.
Manufacturer What Effort Are You “When we first started doing webinars, Relationship Willing to Make? we would get attendance of 12 to 15 The issue of mutual effort really fires people,” said another manufacturer, who Respect the fact that there manufacturers up. Ask them about commented on condition of anonymity. is ROI attached to training. training distributors – again, beyond the “We did them weekly. Within six months, Manufacturers need to train you. top tier of excellent distributors who are we couldn’t get three people to show up.” They want to train you. But training regularly supplying them with work – cannot be indiscriminate. It has to and you’ll get tales of seminars planned Taking Training to a be done with ROI in mind. with poor attendance or expectations Competitor that manufacturers will do the selling for Another elephant in the room is the Be willing to match the them (especially on complex sales like concern that manufacturers will train efforts of your manufacturer multichannel marketing or 1:1). partners. distributors, only to have them take that knowledge and sell products for Cupach of Business Stationery is not alone Whatever level of support you a competitor – especially for more when he tells of planning training events expect manufacturers to provide complex sales. In fact, this is one of print you, be willing to expend the same distributors want but don’t attend. He manufacturers’ greatest concerns. level of effort marketing these recalls a BSI seminar offered in conjunction services. with the recent ASI show that, despite solid “When I educate you on how to sell content, had dismal attendance. integrated cards, integrated products, or Invest in internal training. pURL campaigns – whatever it might be – “If we are going to have distributors coming Be willing to invest in your how do I know you won’t learn from me to ASI show anyway, we figured, let’s own training beyond what the and then buy from a competitor?” asked offer a forum and educational session manufacturer provides. If you Roger Buck, director of marketing for The in conjunction with the show to talk about cannot afford to set up an internal Flesh Company. “That is one of the biggest what they are always asking for – Identifying training program, consider taking concerns in spending dollars on distributor digital print opportunities in small to advantage of third-party resources, education. Manufacturers don’t want to medium-sized companies and linking such as industry associations, train distributors to go out and buy from direct mail programs to them,” he said. “To vendor webinars and tutorials, their competition. So we must do a better promote it, I sent out several email blasts to classes at local community job of qualifying our customers, defining 4,000 distributors. I had 12 show up.” colleges, and hiring independent their educational needs, and matching consultants. The frustration was not just lack of those needs with quality content and the Make a commitment to your attendance, but also that this was proper delivery medium.” manufacturer partners. information distributors had been asking As a distributor, if a manufacturer is going Although distributors want to stay for. The seminar provided immediately to take your training beyond the most manufacturer-neutral, manufacturers actionable opportunities to create superficial level, are you willing to give also need to know that you aren’t customized, template-based postcards to that manufacturer your loyalty? Are you going to use their training to sell for sell into targeted vertical markets, including willing to reward them for the investment a competitor. Making a commitment real estate agents and doctor’s offices. they are making in you? If so, how? increases their comfort level in investing in you. “Distributors who have participated in these sessions and worked closely Do You Train Internally? Be willing to accept with us have found the relationship to Everyone wants top-shelf training and alternative training methods. be successful,” Cupach said. “But when support. But while manufacturers allocate Especially for products and only 12 distributors out of 4,000 actually dollars to training and education as a cost services that will not be core attend, it makes me wonder if a lot of the of doing business, there is a limit to how services for you, be willing to talk about training is lip service.” far those budgets can stretch. Not every accept a variety of alternative distributor, even the most proactive ones, When asked about such incidents, one training methods, such as online can get the same level of support. distributor suggested that perhaps, in this tutorials and webinars. case, it was more an issue of timing and For distributors, this means taking focus than lack of interest. “I go to promo partial responsibility for your own
22 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 500. MANUFACTURER PERSPECTIVE
education. How can you take the training need to offer training, but they also demonstration? For example, Ward/ manufacturers provide as a springboard, have many levels of expertise to tackle. Kraft will travel coast to coast to meet and then run with it? Fort Launderdale, There are expert distributors who simply with distributorships, but it offers free Florida-based Suncoast Marketing thinks need to be kept up to date with the interactive webinars on specific product it has come up with a good model. It latest advancements. There are veteran lines and vertical markets, as well. utilizes the Printegra BootCamp for all its distributors struggling to learn entirely new sales and customer service hires to new product lines and ways of selling, What’s at Stake ground them in basic print knowledge and and then there are new distributors with It’s in everyone’s best interest to get give them a plant tour. That is followed little or no experience in print who need this right. Distributors need training. by the training at Suncoast. This includes to be taught the basics. Manufacturers need distributors. But the training that its corporate trainer (now relationship cannot be one-sided. Finding retired) helped to put together, as well as Manufacturers are not – nor can they the right balance of investment on both working and making calls with the veteran be expected to be – equipped to train sides of the relationship is critical to salespeople to see “real world” work. distributors at every level and at the making it work.
“ When I educate you on how to sell integrated products or pURL campaigns, how do I know you won’t learn from me and then buy from a competitor? Manufacturers don’t want to train distributors to go out and buy from their competition.”
Roger Buck, Director of Marketing, The Flesh Company
“In addition, we have the budgeted same level of depth. Hence, there is the What’s at stake is no less than the future dollars for training seminars for all of our need for distributors to take greater of this industry. There is no secret departments and use the Pryor seminars responsibility themselves. Let the that print manufacturers often discuss and others,” said Randy Eubanks, vice manufacturer’s training be a springboard. whether – ultimately – they will have president of Suncoast Marketing. “We How high and how far you go after that is to go direct. Many distributors may see also have an intern (unpaid) program your responsibility. manufacturers as a captive audience, and with the local university that goes for they are… for now. But if manufacturers about 10 weeks. If participants perform Accepting Alternative cannot remain profitable and grow well, we give them bonus checks at the Training Methods using the traditional distributor/ end. This is not limited to sales. It can print manufacturer model, what is the Not every distributor can bring the same also be customer service or accounting.” the value to a manufacturer. Your skills, alternative? Suddenly distributors will be facing new competitors who know the One of the complaints distributors have background, and motivation will be product far better than they do because about many training programs is that different for different types of products. they’re the ones producing it. they are too basic. “I and maybe 25 Not all will match equally well with the percent of my fellow distributors know manufacturer’s products and services. So The 2011 Print Solutions Conference more about these subjects than the other be honest about the value you can bring to and Expo is a terrific starting point for 75 percent of distributors and would not each relationship and be willing to accept re-engaging in this discussion. PS waste our time or money to learn the a form of training that is in line with the basics,” said one PSDA member. “We realistic investment you can make. need experts and advanced ‘marketing Heidi Tolliver-Nigro has been a MBA’-level training.” For example, if you aren’t going to be a customer who can realistically sell high commercial and digital printing In this, distributors need to give volumes of any given manufacturer’s industry analyst, feature writer, manufacturers some slack. They products and services, are you willing to columnist, editor, and author for are manufacturers, not training accept virtual training through WebEx nearly 20 years. She is a frequent organizations. Not only do they have a or GoToMeeting instead? How about a contributor to Print Solutions. wide variety of products on which they YouTube video or other pre-recorded
24 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 901. The Distributor Perspective For print distributors, it’s not just about the products manufacturers are selling, but also about the value manufacturers provide during training. BY HEIDI TOLLIVER-NIGRO
26 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG s they walk the floor and “It costs me the same – if not more – to not realize any gaps upfront, but as they attend the sessions at be trained on these products because it start trying to sell these campaigns, some the 2011 Print Solutions takes away from my time in front of the may begin to feel they’re in a car with a Conference and Expo, customer,” said Jason Rupert, general few wheels missing. Adistributors will be approaching sales manager for PSDA member BFM manufacturers with many questions, Graphics. “If I am being trained on Writing on the PSDA Principals including: “What can you offer me to sell? something that is new and industry Listserv, Jeff Becker, president of PSDA member Clients First, said: “Selling And how will you train me to sell it?” This driven, that is a good trade off in my eyes these campaigns requires much more will prompt a mental calculation on the as long as I can sell it. But it’s not just the than some software and a press of some part of the manufacturer about the likely manufacturer who is taking a risk. Take sort. You need a list and/or a database, a return on investment (ROI) for training the hour presentation and multiply that good offer, a copywriter, a designer, and this and every other distributor who asks by the number of sales reps I have sitting lots more. Many of these manufacturers the same question. idle for that time and you get a sense for the kind of risk that I’m taking, too.” don’t have all these pieces, yet expect the What many print distributors wish campaign to appear from somewhere. A manufacturers understood is that they – Distributors also struggle with the fact printer does not go from being a printer distributors – look at manufacturers the that training can be highly influenced to an ad agency just because it buys a same way, thinking, “If I let you train me, by the manufacturer’s agenda. While it’s Mindfire or EasyPurl license.” what will that do to my bottom line?” It’s in the manufacturer’s interest to try to There have also been complaints that, not just about the products manufacturers improve ROI by promoting its products and services, unless the product or in their rush to offer new technologies, are selling, but also about the value the manufacturers put together “thin” service is manufacturer-exclusive, this manufacturer provides during the training. training that shows it. “Most of the reduces the value significantly in many manufacturers’ training/support that I’ve On this, distributors have a lot to say. In distributors’ eyes. the preceding pages of this issue of Print seen is lacking,” noted one distributor Solutions (see page 20), manufacturers Added Rupert, “Because manufacturers who spoke to Print Solutions on the shared their thoughts, perspectives, are so ROI-driven, in the end, they can’t condition of anonymity. “I could show and wish lists when it comes to truly educate me on the process itself – you presentations that looked like they distributors’ responsibilities toward their only on the way this process relates to me were created by amateurs. When you ask for samples, you are given case studies own education. This article, however, buying more from their companies. I get that came from the software company. showcases distributors’ perspectives – and that, and I get the whole ROI thing, but One manufacturer claims it has done there is quite a bit they, too, want their that makes it tough for me, too, because hundreds of pURL campaigns, but the business partners to know. [in order to attend the training] I’m spending my face time with customers two or three on the company’s website are As with the companion article featuring and don’t get the full story.” two to three years old and lame.” manufacturers’ thoughts, this article The result is that manufacturers can sound is not intended to suggest that these Stephen Hosler, owner at PSDA like “me too” companies rather than being challenges face every manufacturer or member Mehco Custom Printing Inc. true leaders in the industry. If this is the distributor-manufacturer relationship. in Cleveland, Ohio, agrees. He recalls case, distributors wonder, what’s the point Plenty of training relationships serve manufacturer “training” sessions in which of attending their training? as positive models for the industry. The the training portion could have been over in a few minutes. The rest of the time was goal is to spark thinking and reflection “If a manufacturer hasn’t already invested a thinly veiled sales pitch that took up the that will prompt positive, productive in the software of sophisticated programs rest of the hour. discussions on this topic at the 2011 Print like MindFire, XMPie, PageFlex, Solutions Conference and Expo. “Then they wonder why those sessions interlinkONE – and not the inexpensive, are so poorly attended,” he said. “You copycat versions that lack the robustness Distributors Look at have to attend only a few of those before we need – we are taking a risk that ROI, Too you realize what they’re all about.” they cannot handle the complexities of the very projects they are training us Talk about distributor training and you’ll to sell,” one distributor said. “Can you hear some manufacturers grumbling. “We’re Looking for Experts” imagine pitching a project and then, There is a lot of frustration about the fact Another frustration distributors express midway through, hearing, ‘I’m sorry, but that distributors want training but don’t is that manufacturers are jumping on the our software can’t provide that or that always show sensitivity regarding how bandwagon to offer newer services, such measuring or reporting capability?’ ” much this training costs or whether the as personalized URLs and multichannel manufacturer can justify the ROI. But marketing, but do not always have the Manufacturers would respond that distributors want manufacturers to know skills to implement them at all levels. what seems like “lame” training to one that they feel the same way. Distributors new to these campaigns may distributor is more than sufficient for
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 27 DISTRIBUTOR PERSPECTIVE
Action Items for Manufacturers
manufacturer puts it, “Those will require Business Forms 101.” But if it’s a more experienced distributor, you’ll need to go deeper. Said Roger Buck, director of marketing for The Flesh Company, “You’ll want to provide unique applications or vertical market strategies so when they walk out of the training, they can say ‘OK, I have prospects in mind. I’m going to go out and try to sell it this way.’ ”
Know what they want training on and to which media they will respond. Once you know who they are, the next step is to find out what products and services they are most likely to sell (rather than the products you want them to sell) and what types of training they want most. Do they want lunch-and- learns? Live webinars? Pre-recorded content?
To find this out, you need to talk to them, send out surveys, and invest in other ways of getting to know your broader base of distributors. The more you know what they need, Want to survive the distributor training dilemma? Treat the situation as you would any marketing campaign. the more you can tailor your training approach to be most effective. After all, if they aren’t going to watch pre-recorded • Know who your customers are. webinars under any conditions, putting together a series of • Break your customers into segments. • Develop a strategy for each segment. pre-recorded tutorial (no matter how appealing the topic) is going to be a waste of money. Who might those segments be? They are your more profitable customers and your least profitable ones. They are the Have a cut-off point. customers whom you know and the customers you don’t. There might be a point at which you say, ‘You know, this They are the customers who will benefit from an additional distributor just isn’t going to get it.” At that point, perhaps you investment and the customers who won’t (no matter how need to move that distributor into an online, virtual training much you spend). Then there are the customers you don’t know on a personal basis, which may be most of them. environment. In advance, you need to determine where that point is and how you are going to handle it. For each segment, make a plan. If they are unprofitable, can you move them over to less capital-intensive training, such Be willing to ask for some kind of commitment. as pre-recorded webinars or YouTube videos? If they are highly traditional and unlikely to change, can you continue Then there is the issue of protecting yourself from a to communicate with them at a more “arm’s length” level, distributor who might accept your training but then take his such as using newsletters or email lists to inform them or her business to a competitor. To protect against that, about new products or applications? If they are a group that you may want to ask for a commitment before taking your is aggressive and learning, can you invest even more time training beyond a certain level. If so, what would that be? in in-depth education? Can you use their profile to find new distributors like them? Attach ROI to your training. Here are some key steps to get started: Do you track the people you train, who brings you sales, Know your audience. and how much? Do you know which training channels are working? Are your overall sales growing? Are they growing This, of course, takes market intelligence. It takes data. Just as you would tell your distributors to tell their customers, in the product lines you are training in? Are they growing that means making an investment in growing your database. in specific groups you are training in? Taking this kind of Whom are you reaching out to? If it’s newcomers to the strategic approach to who and how you train can help take industry, you may need to start from scratch. As one the pain out of the process.
28 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 102. DISTRIBUTOR PERSPECTIVE
another. Some manufacturers have noted related issue. While print manufacturers Bill Doehler, executive vice president for that many new recruits are coming out will often go on sales calls with hot PSDA member Consortium Companies, of other industries and have no print prospects or long-time customers, there adds that such support is necessary not backgrounds at all, and some don’t even is no question that they cannot provide only for training, but also to help to change have sales backgrounds and need to be as much in-person training or in-field prevailing attitudes among marketers support as distributors would like. This that are creating a barrier to widespread taught the basics of business etiquette. leaves distributors frustrated, feeling industry success. That said, he recognizes that they could do a much better job if that manufacturers don’t have the Different Training Methods, manufacturers were able to give them bandwidth to manage such transition and Approaches more help to get them started. suggests that perhaps it might take enlisting the aid of qualified third-party consultants. More sophisticated distributors “I am a one-person operation and understand that manufacturers need to there are a lot of us in PSDA,” said one “Changing this prevailing perception have basic training available for newbies distributor. “I and others are very excited by marketers ranges from difficult to to the game. Still, that leaves them about some of the new opportunities impossible, and gaining the depth of wondering, “What about us?” opening up and believe you really knowledge required to justify such a
“ If I am being trained on something that is new and industry driven, that is a good trade off in my eyes as long as I can sell it. But it’s not just the manufacturer who is taking a risk.”
Jason Rupert, General Sales Manager, BFM Graphics
“I and maybe 25 percent of my fellow have to team sell in the beginning to change is not practical while distributors distributors know more about the establish credibility. We must have PSDA are also trying to earn a living,” he said. subject than the other 75 percent and manufacturers ready, willing, and able to “I think the answer for many lies in would not waste our time or money make those calls with us. If they did and creating an alliance with well-reputed to learn the basics,” said one PSDA provided us with the initial professional marketing consultants. Let the consultant member distributor. “We need advanced image we need to get started, we both provide the ‘professional services’ and the manufacturers or preferably unbiased would be very successful.” distributor provide tools and execution.” PSDA-hired experts to develop an accelerated ‘marketing MBA’ with Many manufacturers do offer such You can hear the response from technologies and methods taught versus support, but they can’t begin to tap the distributors: the old direct marketing school of number of distributors who need it. The thought. This might include mass mailing result is that distributors, especially small “Great! That’s exactly what we’re looking for! versus high-segmentation, targeted and one-man operations (no matter how But who’s going to pay for it? Us? Or you?” mailing with the intelligent mail barcode, motivated or skilled), can end up feeling spray and pray versus true variable that manufacturers won’t “give them the More Promises than data based on triggers, coordinating time of day.” This leaves them with the Deliverables? problem of how to look as knowledgeable email and SMS texting with direct mail, It’s not just training on how to sell and qualified as a marketing consultant to measuring different types of ROI for programs like 1:1 and multichannel get in a prospective client’s door. C-level marketing and financial markets, marketing that frustrates distributors. methods of leveraging LinkedIn and Many feel that they have been “sold a other non traditional ways of getting the “We need help just until we can take the bill of goods” about the readiness of attention of C-level executives for the training wheels off our company bicycles the market to accept them in the first first discovery appointment, condensed and ride on our own,” says one. “I know place. Manufacturers get upset when and latest USPS and related topics, and manufacturers can’t fly all over the distributors accept manufacturer training even social media. Kind of like the old country to help single-man operations and then turn around and sell “easier” association CDC Certified Document like me, but perhaps if they were to say Consultant program on steroids.” to select distributors, ‘I am going to items like promotional items instead, be in town this day or two days, make but distributors respond that even if What types of programs are being offered appointments for joint sales calls,’ that they embrace the training, they can do at this level? This leads to the next and would make a difference.” everything right and still not make a sale.
30 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 102. DISTRIBUTOR PERSPECTIVE
“Marketing tools like 1:1, pURLs, and their ways, or whatever else it might be. Not to mention that in larger QR codes are creative, impactful, and While I’ve attended the seminars, talked distributorships, promo items may not worth selling, but they often fall on with vendor partners, learned as much impact complex, high-end campaign sales deaf end-user ears unless a distributor as possible about the new marketing anyway. This is because, in many cases, is talking to the right size or niche of tools, promoted and explained them they aren’t being sold by the same people. company at exactly the right time,” said and their benefits to customers as Michael Baucom, president of Proforma “Most all of my promo business is diligently and interestingly as possible, Print Source, writing on the PSDA handled by my CSRs,” said Hosler of in the end what do my customers Listserv. “Sometimes a distributor can Mehco Custom Printing. “I generate promote those tools to what would keep asking me to help them with? initial contact, then over time, that seem to be a very appropriate customer Promotional products, traditional relationship is transferred to the CSR. with great potential, but it just isn’t the brochures and booklets, postcards, Promo sales aren’t taking time away from right fit, the customer hasn’t grasped it labels, envelopes, pocket folders, and selling more complex services.” yet, the timing is wrong, they’re stuck in other ‘easy sale’ items.” Toss It into the Grist Mill In the end, it’s all fodder for productive discussion at the 2011 Print Solutions Conference and Expo. Manufacturers are accustomed to seeing distributors largely as the top 15 percent and then “everybody else.” This is a great opportunity for distributors to remind them that it’s in the remaining 85 percent that they will find the new distributors who will offer the greatest potential for growth.
After all, as Doehler of the Consortium Companies points out, “[All of these training issues aside,] our ROI on running educational sessions has been huge. Why? Because it takes only a few distributors landing ongoing projects to generate significant, profitable revenue for both of us.”
Finding these distributors and developing a strategy for cultivating them is the challenge for manufacturers going forward. Granted, distributors might ask a lot of hard questions along the way. They might challenge manufacturers to provide greater depth of training than they had anticipated. But you never know. If they are astute enough to ask the hard questions, they just might be the kinds of distributors manufacturers are looking for. PS
Heidi Tolliver-Nigro has been a commercial and digital printing industry analyst, feature writer, columnist, editor, and author for nearly 20 years. She is a frequent contributor to Print Solutions.
32 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 500. 34 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Connecting Islands of Information Management information system technology and creative workflow systems are helping some print firms and their supply chains get faster, smarter, and more united. BY DARIN PAINTER
n May 2008, executives at family- departments to “talk to each other” – to “Historically, most printers haven’t owned Ampersand Printing connect and communicate seamlessly. invested in infrastructure, but rather in believed that too many tasks were the things that weigh a lot – presses and being performed manually instead That’s a goal many distributors and other other valuable equipment,” Marron said. Iof automatically. The company, based print firms covet, but only some make the “Now, more companies are realizing the in Guelph, Canada, was known for its commitment and investment to attain. benefit of implementing technology to progressiveness – it was among the first “Three years ago, the print industry was connect and integrate their investments. in Canada to adopt computer-to-plate really just becoming aware of the power One major issue in our industry today is technology, in 2004 – but the firm still of MIS. Now, many companies are taking that printers typically do not know how faced problems. a harder look at how to survive and thrive much it costs to manufacturer the goods they produce. That’s why the second word For starters, make-ready time was about in a tough economy, and they’re realizing of the MIS acronym – information – is so 50 minutes per job on its two most-used that they can do more than just concentrate important. Many printing companies are presses, a two-color Komori and a five- on growing sales,” said Gary E. Marron, running with blinders on. MIS takes the color Mitsubishi. president of North American business operations for HIFLEX, an Aachen, blinders off and helps companies make “We spent an enormous amount of time Germany-based firm that develops fully informed decisions.” on make-ready, forcing us to work in integrated MIS for the print industry. “They several shifts because of the lacking time can take costs and inefficiencies out and Automation Leads to efficiency,” said Damian McDonald, vice make that the focal point for the future.” Thrilled Exclamation president of Ampersand Printing. Essentially, MIS is an infrastructure Ampersand Printing decided to replace In addition, job preparation was system that automates a business its two-color Komori and five-color performed manually, and input of and connects what Marron calls Mitsubishi presses with one Mitsubishi customer data and technical print data “islands of information” – data from Diamond 3000 LX press, in part because took about eight minutes. “We had disparate systems that cause delays and the new machine was Job Definition a paper-intensive system that lacked administrative costs in processes such Format (JDF)-enabled. JDF is an open integration and required manual rework,” as estimating, order entry, scheduling, standard technology that enables data McDonald said. job ticketing, inventory management, to pass between different applications in shipping, and billing. the graphic arts industry. By simplifying 50th in Productivity? It’s a data exchange, JDF makes digital Those inefficiencies are hitting printers in production faster and more efficient, Prime Time for MIS the pocketbook. As an industry, printing/ while also facilitating faster movement Ampersand Printing wanted to become publishing is ranked No. 4 in revenue of job details. More than 300 members of more efficient, customer-focused, and in the United States, according to the nonprofit group CIP4 (the International profitable through the deployment of a U.S. Bureau of Labor Statistics. But with Cooperation for the Integration of management information system (MIS). an average gross sales ratio of $140,000 Processes in Prepress, Press and Postpress McDonald and his team sought to per employee, the industry ranks 50th Organization) study and define future integrate and automate as many processes in productivity. Compare that with the JDF requirements and goals. as possible, striving to remove labor costs textile industry, which ranks fifth in and improve productivity by getting revenue and seventh in productivity Said McDonald: “Our company must the company’s equipment and internal ($375,000 per employee). achieve the highest degree of automation
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 35 ISLANDS OF INFORMATION
Online Proofing and Workflow System Empowers Distributor
Savvy end users are seeking new ways proofing and workflow system called The system’s Asset Manager to collaborate with distributors more Connect, which enables clients to better feature enables users to oversee effectively, review and approve proofs manage, proof, and expedite marketing brand management directly from of printing jobs faster, and manage projects into automated production – all their desktops. Users can control access to digital assets (images, access to those proofs in a controlled through a web browser. way. At the same time, forward-thinking fonts, native files, videos, etc.) and distributors are aiming to move jobs from Connect enables multiple users track all activity of specific branding creation to production seamlessly, with to simultaneously review proofs in elements and libraries. as little human intervention as possible. real time. Those users can upload, “Our customers appreciate the WebbMason, a PSDA member download, and annotate files, all while opportunity to make the entire distributorship based in Hunt Valley, progressing high-resolution PDF proofs branding and approval process Md., recently took that mission and through the creative workflow process. faster and more secure,” said Rachel Katz, the Connect product made it a milestone. Last month, the Final files move immediately into manager at WebbMason. “The more company launched a secure online WebbMason production. connected and empowered our customers feel, the stronger our business relationships with them.”
The Connect system enables WebbMason’s clients to: 1. Create jobs • Assign users and roles • Enter job information • Make notes 2. Upload files • High-resolution PDF files • Zipped native files • Project specifications 3. Request approval • Select reviewers and one final approver from pop-up window 4. Review files • Selected parties review and annotate proof using powerful web- based software • Approved files move into production • Designer makes corrections to rejected files and uploads revised ones
to remain successful in the very and production planning. The system automatically. Dynamic JDF files competitive Toronto printing market, provides instant verification of job are distributed to prepress, press, which has more printing companies status, even from online access points and postpress to leverage high-level per capita than any other region in outside the plant. Once configured, it automation in each of these areas. North America. It is essential that we uses artificial intelligence to think like continuously optimize the existing Other prepress systems such as Kodak a seasoned estimator and production workflow in order to remain competitive.” Prinergy, Agfa Apogee, and Prism Matrix planner, performing automatic estimates, also consume and read JDF files and Ampersand Printing now uses HIFLEX layouts, quotations, production plans, automatically create templates for orders MIS for streamlined order management initial purchasing, and scheduling with no manual intervention. (Ampersand
36 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 500. ISLANDS OF INFORMATION
Printing’s MIS system integrates via JDF But many distributors operate under a Huff says printers should approach with the printer’s Kodak Prinergy prepress kind of controlled chaos – salespeople and MIS as an integrated part of the overall system.) Pages are then submitted into customer service representatives scramble solution, as opposed to a specific solution these templates to initiate platemaking. down hallways seeking information: for an application or business unit. “It HIFLEX scheduling then sends the files “Where is a job? Who ran it last time? is important for printers to conduct to press and postpress for completely How much did it cost? How much profit research and choose a system that is automated setups. The MIS system did we make?” A tremendous amount best suited for their needs,” he warns. receives real-time information from all of money goes into the administration “Organizations may need to combine a available external systems (prepress, press, overhead of managing an order. print MIS with core business systems that and postpress) and displays them on a live cannot be easily replaced in the short “If you invest in integration and dashboard view for Ampersand Printing’s term, but need to be replaced as part of a automation, you can differentiate through personnel. This streamlined workflow long-term strategy.” speed,” Marron said. “You’re going to enables individual staff members to act become a better company to do business as “super CSRs” who perform multiple, A Variety of Solutions with, and you’re going to have more profit.” integrated roles linked to a centralized A wide variety of print MIS solutions are database, Marron says. Richard Huff, a principal analyst with available today, ranging from systems Madison Advisors who specializes in the featuring web-to-print capabilities Ampersand Printing’s new Mitsubishi assessment and implementation of content focusing on the customer interface, to press and its JDF connection to HIFLEX management and publishing systems, says established print-focused IT systems that MIS means the printer now has full JDF most information technologies in the print offer front- and back-office modules. integration of its prepress, press and industry include modules that enable CSRs Because print MIS addresses many types postpress systems. MIS enables the firm to accept orders and deliver estimates of business challenges, it is important for to electronically transmit already-defined and/or quotes back to the customer. He an organization to identify which specific job parameters instead of manually says systems will also include or integrate challenges it wants to address with a rekeying them. It also avoids paper waste with a web-to-print solution that handles solution, Huff says. related to wrong color profile settings. online job submission and enables Evaluating the features and functions McDonald says his firm’s MIS investment electronic communication between the of a print MIS is the first step in the customer and the print service provider. has yielded a return on investment of decision-making process, Huff says. For the back office, most of these systems 1,815.8 percent. The company increased The system must meet all the basic provide planning and job-tracking output from 19 million sheets per year to requirements, such as order entry, modules to control the workflow through 25 million. Due to automatic job creation, estimating, shop-floor job tracking, a production operation. These solutions the preparation of signature data for the inventory management, and financials. In typically offer invoicing and purchasing press workflow systems takes less time addition, organizations need to examine modules with ties to inventory control (16 minutes instead of 50 minutes for the product’s workflow capabilities and and shipping. first signatures, and eight minutes instead determine whether or not they align with of 30 minutes for following signatures). Print MIS vendors often build modular the current business process. Finally, the organization must consider the product’s “Also, we have removed the need to re- solutions, so service providers have the underlying architecture, integration of the enter already-defined data, and have option to select only the ones they need product into the existing environment, decreased the amount of human errors as for their specific operation. For example, and the ability for the product to a result,” McDonald said. “We’re thrilled!” a service provider with a corporate expand and extend its support for future accounting system might purchase the requirements, he says. An Integrated Part of the front-office components of print MIS and Overall Solution build an interface to collect accounting “Print companies no longer have to guess and inventory data. Distributors face increasing pressure about their key data, and they can be connected like never before,” Huff said. to deliver high-quality output, expand “With proper investigation and “The lowest common denominator is that and improve service offerings, and offer execution, an investment in print MIS faster and smarter are always better.” PS competitive pricing while being profitable. software can offer a bird’s-eye view of a So they want faster workflow. They crave print operation,” Huff says, “With the paperless quotes, order confirmations, ability to track print jobs as they go job tickets, and invoicing. And they need through the workflow, managers can Darin Painter is print industry connectivity throughout their plants identify bottlenecks and high-cost points. expert, a regular contributor to Print so information is literally at employees’ Add the ability to automatically send jobs Solutions and owner of Cleveland- fingertips. The gist: Printers need to an available press, and MIS delivers a based Writing Matters. Learn more be strategically positioned to extract decrease in downtime, increasing profits at www.writingmatters.com. maximum profits today and in the future. and productivity.”
38 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 500. Print Solutions Conference and Expo: The Most Anticipated Event of the Year PSDA’s signature annual gathering is a must for distributors and channel partners.
40 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG he 2011 Print Solutions • Achieving Customer Service • Bruce Cameron, President, Front Line Conference and Expo, PSDA’s Excellence Marketing annual conference, is the most • Using Mobile Marketing to Drive • Richard Colbary, Instructor and Timportant event of the year for Print Sales Author of Customer Service in the distributors and channel partners who • Positioning Print for Today’s Printing Industry provide print and managed services to Customer • Sima Dahl, President, Parlay businesses. In fact, of all the large print Communications Ltd. and related industry shows, this is the • Building a Winning Cross-Media only event focused on supporting printing Campaign • Andrew Davis, Chief Strategy Officer and Co-Founder, Tippingpoint Labs professionals who provide print, marketing, • Using Social Media to Grow Your and related services through independent Business • Pat Fortunato, Consulting distribution to end-user customers. Contributor, Intellective Solutions • Selling Web-to-Print Solutions • This year’s conference, May 17–19, is Susan Kelly, Vice President, Education programming on the second Communication & Marketing centrally located on Chicago’s Navy Pier, and third days of the conference — May Services, Xerox features highly relevant education and 18 and 19 — includes tracks for sales, showcases the latest in print innovation • James Michelson, Principal, JFM customer service, CEO/principals and Concepts from more than 200 exhibitors. Whether technology. Sessions include: you are a business printer, graphic • Marianne Morrison, Director of • designer, agency, software company — or The Passion of Leadership Business Development Strategies, provider or buyer of print, marketing • Market Trends that Matter InfoTrends and related services — there’s no better • The Future of Digital Print • Claudia St. John, President, Affinity place to get this type of exposure to print • HR Group, LLC innovations and custom education. Becoming a High-Performing Customer Service Team • Steve Snyder, Chief Sales and Strategy This year’s education program has • Networking in a Digital Age Officer, Consent Media something for everyone, whether you • Adaptability in Selling are a principal or a sales, customer or Networking and Exhibits technology professional. • Making Sense of Employee The Print Solutions Conference and Assessments Expo offers numerous opportunities Top-Notch Education • The Power of Personalization to meet prospective partners and build As a direct result of PSDA member • Creating a Winning Momentum relationships with existing clients. companies asking for a greater emphasis From a casual networking dinner on Tuesday evening to the PEAK Awards on education and peer-to-peer learning, Respected Speakers the first day of the 2011 Print Solutions presentation, reception, Idea Exchange Gain insights and participate in Conference and Expo — Tuesday, May and Vendor Sessions on the Expo conversations with thought-leaders from floor, attendees will be able to establish 17 — features interactive workshops within and beyond the print industry. meaningful working relationships with focusing on topics that are highly relevant Speakers include: colleagues from across North America. to the PSDA community. These workshops • have been developed with an emphasis Michael Becker, North American Meanwhile, more than 150 companies on teaching, not lecturing, to increase Managing Director, Mobile Marketing will display and demonstrate the latest the knowledge and effectiveness of PSDA Association products and technologies. If you want to member company employees. Conference • Michael Bann, Partner, Bann Business stay ahead of the curve, the Expo floor is education workshops address: Solutions where you’ll want to be.
Use your mobile device to scan these QR codes and read more about the following offerings.
Educational Sessions Conference Speakers Networking Opportunities
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 41 Print Solutions Conference and Expo Schedule at a Glance
The following Schedule at a Glance shows only brief details of the comprehensive educational, networking and business development programming planned during the 2011 Print Solutions Conference and Expo. For more details about all events, visit www.psda.org/conference.
Tuesday, May 17 Sales Track Selling Web-to-Print Solutions 8:00 a.m. – 5:00 p.m. Pat Fortunato, Global Network Consulting Services Customer Service Track Achieving Customer Service Excellence* 7:00 p.m. – 10:00 p.m. Richard Colbary, Instructor and Author of Customer Service in Optional Networking Dinner the Printing Industry Bruce Cameron, Front Line Marketing Claudia St. John, Affinity HR Group, LLC Wednesday, May 18 *Participants are encouraged to take a DISC profile, one of the most widely used behavioral assessment tools, prior to the session. It is available to 8:00 a.m. – 9:30 a.m. session participants at a 70 percent discount through April 15. Learn more at Association Update www.psda.org/conference. Bill Prettyman, PSDA Board President Matt Sanderson, PSDA Executive Vice President 8:00 a.m. – 12:00 p.m. Technology Track Opening Keynote: “The Passion of Leadership” Henry S. Givray, Using Mobile Marketing to Drive Print Sales President & Chief Executive Officer, SmithBucklin Corporation Michael Becker, Mobile Marketing Association Steve Snyder, Consent Media 9:45 a.m. – 11:30 a.m. Michael Baan, Baan Business Solutions Sales Track 9:00 a.m. – 12:00 p.m. Networking in a Digital Age Sales/CEOs Track Sima Dahl, Parlay Communications, Ltd. Positioning Print for Today’s Customer Customer Service Track Andrew Davis, Tippingpoint Labs Becoming a High-Performing Customer Followed by Print Innovations by PSDA Members Service Team Claudia St. John, Affinity HR Group, LLC 1:00 p.m. – 5:00 p.m. Technology Track CEOs Track Using Social Media to Grow Your Business Market Trends That Matter Sima Dahl, Parlay Communications, Ltd. Marianne Morrison, InfoTrends CEOs Track Technology Track Building a Winning Cross-Media Campaign The Future of Digital Print James Michelson, JFM Concepts Moderated by Eric Hawkinson, Dscoop
42 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG 11:45 a.m. – 12:30 p.m. Thursday, May 19 PEAK Awards Presentation 8:00 a.m. – 9:00 a.m. 12:30 p.m. – 5:00 p.m. Sales Track Expo Hall Open, featuring Vendor Presentations Adaptability in Selling and Idea Exchange Centers Pat Fortunato, Global Network Consulting Services 12:30 p.m. – 1:30 p.m. Lunch in Expo Hall CEOs Track Making Sense of Assessments 1:30 p.m. – 2:30 p.m. PSDA panel moderated by: Idea Exchange Center: The Business Implications Claudia St. John, Affinity HR Group, LLC of Current Trends Technology Track Facilitated by Marianne Morrison, InfoTrends The Power of Personalization Susan Kelly, 2:45 p.m. – 3:45 p.m. Xerox Idea Exchange Center: Showcasing Innovative Products and Solutions 9:15 a.m. – 10:15 a.m. Closing Keynote: “Creating a Winning Momentum” 4:00 p.m. – 5:00 p.m. Krish Dhanam, Chief Executive Officer, Training International Idea Exchange Center: Sourcing Skills and Best Practices 10:15 a.m. – 2:00 p.m. Featuring Charlie Roberts, PSDA Sourcing Staff Expo Hall Open
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 43 PSDA Conference Offers Education, Inspiration
Programming at the 2011 Print Solutions Conference and Expo includes something for everyone, with comprehensive educational tracks and engaging keynotes.
Educational Tracks
Programming for Your Professional Focus For Customer Service Representatives As a direct result of PSDA members asking for a greater (CSRs) emphasis on education and peer-to-peer learning, the first day of Changes in the distributed print industry lead to a new way of the 2011 Print Solutions Conference and Expo – Tuesday, dealing with customers. Through an intensive one-day workshop May 17 – features interactive workshops focusing on sales, titled “Achieving Customer Service Excellence” to a networking customer service, technology, and management topics that are event with your fellow CSRs, you will learn how to better highly relevant to the PSDA community. These workshops have understand the customer’s point of view to connect you to their been developed with an emphasis on teaching, not lecturing, to needs and challenges and help you provide the best solutions for increase the knowledge and effectiveness of PSDA member them. Hear how to work with your fellow team members to build company employees. Educational programming on the second a customer-focused team at your organization. and third days of the conference – Wednesday, May 18, and Thursday, May 19 – includes focused sessions presented in tracks For Technology Professionals for CEOs/principals, sales professionals, and customer service Ever-present print industry technologies are shaping the ways we representatives. do business. Mobile marketing, cross-media marketing, digital printing, pURLs: The buzz words are there, now what are you Read the schedule at a glance for more information about going to do with them? Hear from PSDA members, experts in sessions and speakers and see which sessions are recommended the field, and industry leaders on what the next advancements for you. are and how you can use them to grow your business.
For Sales Professionals For CEOs and Principals Do you have what it takes to stand out in a crowd? What about The 2011 Print Solutions Conference and Expo offers multiple an entire social media landscape? PSDA offers a series of sessions opportunities for peer-to-peer conversations about the challenges dedicated to helping you increase your value to your organization and issues you are facing as a business owner and how to resolve and the customers. With workshops on selling web-to-print, them. Learn how to hire and retain the right mix of team mobile marketing, and exploring the potential of digital print members through assessment testing. Discover the latest report and social media, you will hear how to go outside the box and findings from InfoTrends to help plan for 2012 and beyond. think beyond print sales. Breakout sessions titled “Networking Learn about the latest trends in web-to-print through workshops in a Digital Age” and “Adaptability in Selling” will help you take on mobile marketing, cross-media marketing, and how to use your sales to the next level. social media for your business.
Hungry? Text to Win!
Attending the 2011 Print Solutions Conference and Expo? Text PSDA to 70000* to get alerts about the conference and be entered to win a $200 gift certificate for dinner at your favorite Chicago restaurant. The winner will be announced during the Print Solutions Conference and Expo. *Text message and data rates may apply.
44 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 500. Keynote Speakers’ Perspectives Inspire and Motivate
The 2011 Print Solutions Conference and Expo features two keynote addresses designed to call out your potential for leadership and motivate you to take your business to the next level.
Henry S. Givray Krish Dhanam Chairman, President and Chief Chief Executive Officer, Executive Officer, SmithBucklin Training International Inc.
Opening Keynote Closing Keynote Givray’s presentation, “The Dhanam’s presentation, “Creating Passion of Leadership,” will a Winning Momentum,” will show help you identify opportunities attendees how to take what they to grow as leaders, offering a learned at the 2011 Print Solutions working framework for defining, Conference and Expo to build understanding, and measuring upon their business foundations leadership capacity and performance. PSDA recently spent a and achieve key objectives. He’ll also explain how to apply few moments talking with Givray about what he’ll discuss at the concepts for embracing adaptability and adjusting positively Print Solutions Conference and Expo. to changes that come along.
Q. What will people learn from your presentation? Q. What has made you passionate about the There’s no playbook or instruction manual that guarantees topics you deliver? success for an organization managing through difficult, uncertain times or capitalizing on opportunities during As an observer of human behavior, I enjoy being a catalyst and good times. However, there is one clear certainty: All of facilitating positive reactions in cultures while staying objective the best strategies, creative ideas, and brilliant game plans to the process. Having traversed much of the globe in the last cannot succeed or be sustained without strong and effective two decades, I have come to the understanding that though leadership. But leadership is not something bestowed upon human beings live, look, and learn differently, their core dreams you or granted to you by virtue of your title or position. In fact, and aspirations are always the same. If you can meet them at leadership is invited and can only be given willingly by others their point of discomfort and provide practical and pragmatic based on who you are and what you do, and it is revealed by solutions, everyone will feel better about their individual what you inspire and what you enable. opportunities for success.
Q. What keeps you motivated? Q. What piece of advice has had the greatest I’ve been a passionate student of leadership for as long as I impact on your business and professional growth? can remember. I have this unquenchable thirst to continue to There was one habit of the heart that I acquired from my mentor learn and grow in order to earn the privilege of being called and hero Zig Ziglar – that anything worth doing was worth a leader. I’m simply in awe of the power and impact of great doing poorly until you could learn to do it well. He was quoting leaders and the profound difference one person can make. another person, but it gave me a new passion to be excited about innovation and possibility. Failure, according to Ziglar, was an Q. What piece of advice has had the greatest event – never a person. The second was a Malcolm Muggeridge impact on your business and professional quote that stated there was no new news, just old news growth? happening to new people. This allowed me to seek guidance from Focus and prioritize your time and energy on things that only those that had already fulfilled most of their earthly journey. In a you can do. world of change and supposed progress, I was looking to people from a bygone era for advice. Greatest thing I ever did.
46 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 1101. CONFERENCE PREVIEW — EXHIBITOR FLOOR PLAN
ENTRANCE
115 3M Promotional Markets Department 925 Corporate Disk Company 716 Foster Printing Service 921 AccuLink 211 CPI Card Group 1016 Futek Forms, Tags & Labels 1018 Adcraft Decals Inc. 802 Custom Index Inc. 723 GDS Business Displays 212 AmeriCAL Inc. 1105 Data Label Inc. 112 GF Labels 713 AmeriPrint Corp. 611 Data Management Center 310 Gill Studios Inc. 201 Apex Business Systems 916 Data Management Inc. 321 Glatfelter Carbonless & Printing Papers 405 Apex Color – member of Strategic Print Alliance 418 Data Papers Inc. 617 Golden Business Forms Inc. 803 Appleton 810 DataMart Direct Inc. 603 Graphic Dimensions Inc. 815 Arjobex 811 Datatel Resources Corporation 814 Greystone Print Solutions 920 ASI (Advertising Specialty Institute) 521 Dayton Mailing Services Inc. (DMS) 517 growll.com 704 B&W Press 103 Delforms 416 Gussco Mfg LLC 204 Badger Tag & Label 801 Demand Bridge, LLC 411 HC Miller 917 Bertek Systems Inc. 102 DFS Group 825 Herald Multiforms 702 Bestforms Inc. 504 Discount Labels/Lancer Label 206 Hess Print Solutions 123 BindTech Inc. 525 Diversified Labeling Solutions 1117 Highland Computer Forms Inc. 106 Blue Frog Printing 501 e-Quantum Inc. 612 Hodgins Engraving Co. Inc. 412 Broker Forms 424 EAGLE Graphic’s Inc. 214 Hoosier Data Forms 914 Business Cards Plus 1101 Ennis Inc. 601 Hospital Forms & Systems Corp. 611a C.E. Printed Products 1019 Exhibitor Education Session Theater 520 ID Label Inc. 101 Carbonless and Cut Sheet Forms Inc. 121 Falcon Press 819 Identity Group | Business Stationery 1020 Carol Ann Marketing 904 Falls Cities Printing Inc. 217 Imprintor/Badge-A-Minit 817 Central States Business Forms 417 Flottman Company 807 Independent Printing Company 110 Champion Printing Inc. 816 FME/Forms Manufacturers Equipment 507 InfoSeal, LLC 924 Chicago Tag & Label Inc. 210 Folder Express 514 Integrated Print & Graphics 307 Continental Datalabel 818 Folien Fischer USA Inc. 621 International Label Mfg., LLC 506 Convert-all Inc. 600 Formax 113 JBM Envelope 107 Cook Receipt Book Mfg. Inc. 1123 FormStore Incorporated 618 JFM Concepts
48 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG The FSC/SFI logos running on the adjacent inserted page pertains to that page alone; the rest of this publication prints on non-FSC/SFI certified paper. ENTRANCE
All information is subject to change.
522 KDM Products 910 PrintBestBuy 301 Strategic Print Alliance 820 Keystone Printing Group 906 Printco Inc. 907 Stylecraft Printing/Stylerite Label 1115 Label Art 308 PrinterPresence by Firespring 720 Superior Print Inc. 317 Label World 300 PRINTGRAPHICS, INC. – member of 419 TABBIES, Div. of Xertrex International Inc. Strategic Print Alliance 610 Labels West Inc. 523 Tamarack Products Inc. 918 LASER EXCEL 919 PRINTSouth Corporation 313 Team Concept Printing 624 LTi Printing 500 PrintXcel/Printegra/VersaSeal 510 TFP Data Systems 111 Magnets 4 Media 718 Priority Systems 104 Mailers Haven LLC 518 Pro-Bind 202 The Envelope Express Inc. 711 MAR Graphics 100 Prodigital Printing 401 The Flesh Company – member of 812 Marathon Label 312 Promotional Products Association International Strategic Print Alliance 200 Marketing4 Inc. 425 Proximity Marketing 902 The Leslie Company 607 Megaform Computer Products 1011 PSDA and Print Solutions Magazine 319 The Marek Group 1008 MICR Express 225 Pyramid Checks & Printing 623 The Tab Shoppe LTD 823 Mtivity 124 Quick Tab II Inc. 1025 Thorn Hill Printing Inc. 1022 N.E.W. Printing 325 Rainbow Polybag Co. 324 Univenture Inc. 719 Navitor 407 Regal Envelope 1111 Universal Manufacturing Company 912 New Century Envelope 700 Repacorp Inc. 516 USA/docufinish 619 Rose Printing Co. 215 Northeastern Envelope 911 Ward/Kraft Inc. 408 Paitec USA 922 RR Donnelley 1024 Web Graphics 724 Paper Systems Inc. 908 SAFEChecks 717 West Point Products 822 PartnerPrinting.Com 1121 Safeguard Business Systems 722 PCI Paper Conversions Inc. 423 SAGE-Quick Technologies Inc. 413 Western States Envelope & Label 207 Pilgrim Plastics 923 Silvanus Products 901 Wilmer 323 Presentation Folder Inc. 213 Specialty Graphics 502 Wisco Envelope/National Imprint Corporation 511 Primacompanies – Primadata 105 Star Filing 1003 Wise 622 Print Professional (formerly BFL&S Magazine) 707 Strata-Tac Inc. 616 Xetex Business Systems Inc.
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 49 Meet Your PSDA Staff Team While at the 2011 Print Solutions Conference and Expo, you’ll have the opportunity to meet members of the PSDA staff team from the association’s Chicago and Washington, D.C., offices. Throughout the event, PSDA staff will be available in the PSDA booth on the Expo floor and in special networking sessions. Look for details on specific meet-and-greet times in the onsite guide in Chicago.
Matt Sanderson Julie Ferry Lydia Goessel Joanne Bonaminio Executive Vice President Education and Programs Education and Programs Events Chicago Office Chicago Office Chicago Office Chicago Office
Murphy Goodworth Jackie Hilmes Eric Johnson Maggie Madrigal Events Events Events Events Chicago Office Chicago Office Chicago Office Chicago Office
Laura Pabst Jason Roe Denis Janis Nathan Davis Events Financial Management Information Technology Marketing & Communications Chicago Office Chicago Office Chicago Office Chicago Office
50 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 502. CONFERENCE PREVIEW — PSDA STAFF
Marcie Valerio Breon Baker Ben Barclay Barbara O’Connor Marketing & Communications Operations Operations Operations Chicago Office Chicago Office Chicago Office Chicago Office
John Delavan Frances Moffett Amie Shak Bill Wargo Publishing (Print Solutions) Publishing (Print Solutions) Publishing (Print Solutions) Publishing (Print Solutions) Chicago Office Chicago Office Chicago Office Chicago Office
Ryan Abell Dave Merli Charlie Roberts Sales Sales Sourcing Washington, DC Office Washington, DC Office Washington, DC Office
52 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG
Exhibitor Directory The following companies were confirmed exhibitors at the 2011 Print Solutions Conference and Expo as of March 15, 2011. PSDA member companies have their names shown in blue type.
3M Promotional Markets AmeriCAL Inc. Apex Color — member of Department*● Booth 212 Strategic Print Alliance Booth 115 6620 F St. Booth 405 3M Center, Bldg. 223-3N-08 Omaha, NE 68117 200 North Lee St. Saint Paul, MN 55144-1000 Phone: 402.331.1180 Jacksonville, FL 32204 Phone: 651.737.1492 Fax: 402.592.9944 Phone: 904.358.2928 Fax: 651.737.5857 Email: [email protected] Fax: 904.358.8811 Email: [email protected] Web: www.americalstickers.com Email: [email protected] Web: www.3m.com/promote Web: www.apexcolor.net Located in Omaha, Nebraska, AmeriCAL specializes in the innovation and Apex Color was established in 1974 as Apex Acculink production of custom printed labels and Business Forms, manufacturing business Booth 921 stickers for the trade only. forms for the trade. Today we are one of 1055 Greenville Blvd. SW the most versatile wholesale printers in the Greenville, NC 27834 AmeriPrint Corp. business, from our color-managed, 4-color Phone: 252.321.5805 ext. 204 process commercial printing to a wide Booth 713 Fax: 252.355.1994 range of business form products - we are E-mail: [email protected] 1401 W. Diggins St. your partner in print. Web: www.acculink.com Harvard, IL 60033 Phone: 815.943.9410 Specializing in highly personalized Appleton* Fax: 815.943.9036 communications as well as self promotional Booth 803 Email: [email protected] tools for distributors including PURLS, QR Web: www.ameriprint.com P.O. Box 359 Codes and printed collateral. Trade printing Appleton, WI 54912-0359 bindery and mailing. AmeriPrint Corporation manufactures Phone: 920.734.9841 integrated labels, integrated cards, Fax: 800.872.4141 See our ad on page 55. continuous forms and checks, laser cut Email: [email protected] sheet forms and checks, unit sets, sales Web: www.appletonideas.com books and padded sets. Appleton is the world’s leading producer of Adcraft Decals Inc. carbonless paper. Appleton is also a leading Booth 1018 Apex Business Systems security paper manufacturer delivering 7708 Commerce Park Oval Booth 201 proven security paper solutions. Visit www.appletonideas.com. Independence, OH 44131 1325 South Creek Drive, Suite 500 Phone: 216.524.2934 Houston, TX 77084-4994 Fax: 216.524.7569 Phone: 800.354.2739 Arjobex Email: [email protected] Fax: 800.600.2739 Booth 815 Web: www.adcraftdecals.com Email: [email protected] 10901 Westlake Dr. Adcraft Decals has served as a designer and Web: www.apextax.com Charlotte, NC 28273 manufacturer of screen printed products Apex #1 distributor source for tax forms. Phone: 704.587.3000 ext. 164 for add-on value to the forms and labels Fax: 704.587.1174 industry since 1961. Pressure seal products stock. Tax presentation folders and envelopes. Health insurance Email: [email protected] See our ad on page 32. forms. Human resource products. Comply Web: www.polyart.com right. Single source. Multiple solutions. Polyart, clay coated on both sides of a high density polyethylene base film that enables printing with any conventional process.
* denotes sponsor ● denotes new exhibitor
54 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 301. CONFERENCE PREVIEW — EXHIBITOR LISTING
ASI (Advertising Bertek Systems Inc. Blue Frog Printing Specialty Institute) Booth 917 Booth 106 Booth 920 Arrowhead Industrial Park P.O. Box 12748 4800 Street Road 133 Bryce Blvd. Wichita, KS 67277 Trevose, PA 19053 Georgia, VT 05454 Phone: 316.943.2796 Phone: 215.953.4000 Phone: 802.752.3170 Fax: 316.945.8076 Fax: 215.953.3969 Fax: 802.752.3186 Email: [email protected] Email: [email protected] Email: [email protected] Web: www.bluefrogprinting.net Web: www.berteksystems.com Web: www.asicentral.com Blue Frog Printing supplies screen and ASI is the largest media, marketing Bertek Systems prints plastic cards, custom flexo printed products, including roll labels, organization serving the advertising labels, promotional print and integrated cards decals, bumper stickers, banners, yard signs, specialty industry, with membership of and labels. Production capabilities include polycarbonate overlays, nameplates, and so 26,000 distributor and supplier firms. ink jet imaging, laminating, affixing, FIN much more. ASI provides catalogs, magazines, offers wrapping, pattern adhesive and digital print. e-commerce, marketing and selling tools. Bradley Graphic Solutions — See our ad on page 37. Bestforms Inc. member of Strategic Booth 702 Print Alliance 1135 Avenida Acaso Booth 301 Camarillo, CA 93012-8740 941 Mill Rd. B&W Press Phone: 805.388.0503 Booth 704 Bensalem, PA 19020-6342 Fax: 805.987.5280 Phone: 215-638-8771 ext. 114 401 E. Main St. Email: [email protected] Fax: 215-638-8965 Georgetown, MA 01833 Web: www.bestforms.com Email: [email protected] Phone: 978.352.6100 Bestforms is a major trade only Web: www.bradleygraphics.net Fax: 978.352.5955 manufacturer in the business forms market Email: [email protected] 4-color process printing, affixing place producing traditional forms, custom Web: www.bwpress.com capabilities, calendars, cards, integrated, and specialty products. checks, commercial printing, continuous UV print, finishing, 2-sided personalization. See our ad on page 43. forms, corn plastic products, cut sheets, 10-page mini slim catalogs, mailing, no wafer direct mail, guest checks, health care forms, seals - USPS approved. All markets served! jumbo rolls, label/form combinations, Creative DM service or design on-line. labels, integrated, labels, piggyback, laser ● forms, magnets, mailing/fulfillment See our ad on page 67. BindTech Inc.* Booth 123 services, menus, note pads, self-adhesive, post cards, receipt books, recycled 1232 Antioch Pike products, roll products, salesbooks, security Badger Tag & Label Corp. Nashville, TN 37211 documents, tags, continuous, tax forms, Phone: 615.834.0404 tickets, unit sets, variable data printing. Booth 204 Fax: 615.834.0755 P.O. Box 306 Email: [email protected] Random Lake, WI 53075-0306 Web: www.bindtechinc.com Broker Forms* Phone: 920.994.4348 ext. 30 Booth 412 Bindtech is one of the largest Trade Fax: 920.994.2040 Binderies in the country. Case binding, P.O. Box 1157 Email: [email protected] smyth sewing, PUR adhesive and all of the Grand Rapids, MI 9501 Web: www.badgertag.com mechanical bindings are available. Phone: 888.880.0463 Badger Tag & Label Corp. is a custom Fax: 616.791.1131 printer of tags and labels and has added See our ad on page 70. Email: [email protected] additional digital UV inkjet printing Web: www.brokerforms.com capabilities. Broker Forms is a partner in our customers’ See our ad on page 101. businesses; providing critical support for ordering, fulfillment and customer service. We supply wage reporting forms and software, laser checks, presentation, and mortgage materials. Broker Forms offers a variety of sales and marketing tools – designed with our partners’ success in mind.
See our ad on page 82. * denotes sponsor ● denotes new exhibitor
56 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 504. CONFERENCE PREVIEW — EXHIBITOR LISTING
Business Cards Plus CE Printed Products offers full-service Carol Ann Marketing*● Booth 914 envelope printing and stationery solutions, Booth 1020 including stock and custom envelopes, 8785 Portage Industrial Drive letterhead and business card programs, 1601 Atlantic Drive Portage, MI 49024 integrated e-commerce solutions and more! West Chicago, IL 60185 Phone: 269.327.7727 Phone: 630.876.1400 Fax: 800.875.7700 See our ad below. Fax: 630.876.1400 Email: [email protected] Email: [email protected] Web: www.businesscardsplus.com Web: www.carolann.com Business Cards Plus is a 25+ year old, full- Carbonless and Cut Sheet Carol Ann Marketing can help you reach service trade printer of stationery products. Forms Inc. customers by direct mail, text messaging, Printing flat, thermography, 4-color process web sites, e-mail, door to door campaigns (both digital and offset), plus we foil and Booth 101 and newspaper advertisements. emboss. We have our own online ordering 1948 John Glenn Highway system and offer fulfillment and mailing New Concord, OH 43762 Central States Business Forms services. Our job is to make yours easier! Phone: 740.826.1700 Fax: 740.826.3400 Booth 817 C.E. Printed Products Email: [email protected] P.O. Box 9 Web: www.cacsf.com Dewey, OK 74029 Booth 611a Phone: 918.534.1280 ext. 271 We specialize in short run edge-glued 685 Kimberly Drive Fax: 918.534.3470 carbonless and single sheet forms. We print Carol Stream, IL 60188 Email: [email protected] notepads, postcards and flyers. Prices are Phone: 630.668.0400 Web: www.centralstates.net low and quality is the highest. Fax: 630.668.2164 Email: [email protected] For over 40 years we have prided ourselves Web: www.hotce.com on exceeding our customer’s expectations in service, delivery, and production of product lines we provide.
Visit us at Print Solutions Expo Booth 611a.
58 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 504. CONFERENCE PREVIEW — EXHIBITOR LISTING
Champion Printing Inc. Cook Receipt Data Label Inc. Booth 110 Book Mfg. Inc. Booth 1105 4205 Dixie Highway Booth 107 1000 Spruce St. Elsmere, KY 41018 278 E. Main St. Terre Haute, IN 47807-2195 Phone: 859.727.5501 ext. 1 Dothan, AL 36302 Phone: 812.232.0408 Fax: 859.727.5507 Phone: 334.671.1116 ext. 12 Fax: 800.367.5103 Email: [email protected] Fax: 334.793.7283 Email: [email protected] Web: www.championprintinginc.com Email: [email protected] Web: www.data-label.com Champion Printing is a web offset direct We specialize in custom printed receipt The distributor’s source for stock and mail printer specializing in cut sheet self- and manifold books for the trade only. We custom labels! Call Data-Label for same day mailers, bind-in order form envelopes, offer books with 2 to 10 receipts per page on shipping of stock labels from five locations traditional stock and custom envelopes. bond or carbonless paper. and fast, competitive production of custom labels of all types. Specializing in thermal, laser and EDP labels, also form/label Chicago Tag & Label Inc. Corporate Disk Company combinations and variable imaging of bar Booth 924 Booth 925 codes and consecutive numbering. 2501 Commerce Drive 4610 Prime Parkway Libertyville, IL 60048 McHenry, IL 60050 See our ad on page 81. Phone: 847.362.5100 Phone: 815.331.6000 Fax: 847.362.5140 Fax: 815.331.6030 Email: [email protected] Email: [email protected] Data Management Center Web: www.chicagotag.com Web: www.disk.com Booth 611 Chicago Tag and Label is your innovative Corporate Disk offers full service duplicating, 188 Internationale Blvd. and creative source for custom tags, printing & distributing information. CD/ Glendale Heights, IL 60139 barcodes, labels and forms. DVD Replication, digital printing, VDP, CD/ Phone: 847.397.3500Fax: 847.397.0661 DVD bind-in packaging, and many solutions Email: [email protected] Continental Datalabel merging CD/DVD with print. Web: www.dmcilink.com Booth 307 Print to mail, digital imaging, email, fax, 1855 Fox Lane CPI Card Group web delivery and online payment same Elgin, IL 60123-7815 Booth 211 day/next day nationwide. SAS70 certified Phone: 800.947.8000 10368 West Centennial Road mailing, billing, online services. Document Fax: 800.367.6329 Littleton, CO 80127 outsourcing profits. Email: [email protected] Phone: 303.973.9311 Web: www.datalabel.com Fax: 303.973.8420 Data Management Inc. Continental Datalabel provides stock/ Email: [email protected] Booth 916 Web: www.cpicardgroup.com custom labels/cards to trade. Inkjet/ P.O. Box 789 laser, thermal transfer, direct thermal, CPI Card Group designs, prints, fabricates Farmington, CT 06034-0789 ribbons, pinfeeds, custom capabilities, and distributes plastic cards to a variety of Phone: 860.677.8586, ext. 306 digital printing. Four regional locations, worldwide markets including banking, retail, Fax: 800.428.1951 competitive value, great service. gaming, ID, transit, healthcare and loyalty. Email: [email protected] Web: www.DMIPartner.com Convert-all, Inc. Custom Index Inc. We increase your sales and profit potential Booth 506 Booth 802 with a patented color-changing visitor 523 W. Wall St. 8 Vreeland Ave. badge that clients will love and can afford. P.O. Box 39 Totowa, NJ 07512 Now celebrating our 50th anniversary. Darien, WI 53114 Phone: 973.890.2414 Phone: 262.882.8800 Fax: 877.540.3351 See our ad on page 86. Fax: 262.882.8801 Email: [email protected] Email: [email protected] Web: www.customindex.com Web: www.convert-all.com Custom Index provides a complete line of Convert-all is a specialist in the supply of products to fulfill your filing needs. We synthetic papers to tag and label, sign and offer custom indexes, legal dividers, and file banner, commercial print and all types of folders, made to your specifications. digital printers.
* denotes sponsor ● denotes new exhibitor
60 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 1101. CONFERENCE PREVIEW — EXHIBITOR LISTING
DataMart Direct Inc. Delforms Discount and Lancer offer high margin Booth 810 Booth 103 label sales from a diverse product offering. We pioneered the quick response label 279 Madsen Drive, Suite 101 3660 Victoria St. N. business, providing stability, reliability and Bloomingdale, IL 60108 Shoreview, MN 55126 trust. Our vast capabilities include printing Phone: 630.307.7100 Phone: 800.328.7889 from 1 - 11 colors, digital and variable data Fax: 630.307.8059 Fax: 800.216.9326 printing, special constructions (extended Email: [email protected] Email: [email protected] content labels), inks and coatings. Web: www.datamartdirect.com Web: www.delforms.com DataMart Direct is a direct marketing firm Personalized manual and software- See our ad on page 57. specializing in multi-channel marketing and compatible checks/forms, deposit tickets/ variable print applications. Core services bags, envelopes and stamps. also full color include direct mail, fulfillment, digital print, and custom printing, tax forms, holiday Diversified Labeling web-to-print, and PURLs. cards, calendars and gifts. Solutions Booth 525 Data Papers Demand Bridge, LLC* 1285 Hamilton Parkway Booth 418 Booth 801 Itasca, IL 60143 468 Industrial Park Road. 3500 Parkway Lane Suite 300 Phone: 630.625.1225 Muncy, PA 17756 Norcross, GA 30092 Fax: 630.773.9585 Phone: 570.546.2201 Phone: 770.448.1484 Email: [email protected] Fax: 888.546.2366 Fax: 770.448.3949 Web: www.teamdlsolutions.com Email: [email protected] Email: [email protected] Web: www.demandbridge.com Diversified manufactures labels up to 10 Since 1969, Data Papers has taken great colors on 10” to 18” wide presses including pride in providing quality products. Data DemandBridge delivers the technology you variable imaging, UV-coating, laminating, Papers offers eight color UV and digital need to compete and win with the industry’s and UL/CSA. We sell exclusively through printing with full bindery services. leading marketing and eProcurement distributors. platform fully integrated into back-office operations management software. See our ads on pages 18 and 19. Ennis Inc. Booth 1101 The DFS Group Datatel Resources Booth 102 2441 Presidential Parkway Midlothian, TX 76065 Corporation 500 Main St. Phone: 800.972.1069 Booth 811 Groton, MA 01471 Fax: 800.645.8339 1729 Pennsylvania Ave. Phone: 978.842.6229 Email: [email protected] Monaca, PA 15061-1852 Fax: 978.449.2804 Web: www.ennis.com Email: [email protected] Phone: 724.775.5300 Ennis, the nation’s largest wholesale Web: www.dfsonline.com Fax: 724.775.0688 printing and apparel manufacturer, has 48 Email: [email protected] Manual and software compatible checks manufacturing facilities strategically located to Web: www.datatelcorp.com and forms, full color and custom printing. serve our nationwide network of distributors. Datatel specializes in long runs and high Seasonal opportunities include holiday Over 500 distributors have selected volume contractual print. Products include greetings and tax forms. Call 800.225.9528 e-Quantum/Quantum Net software, 50-inch jumbo rolls, cut sheets, continuous or visit www.dfsonline.com. providing e-commerce catalogs for both B2B and unit set forms and high-color print and B2C integrated with e-Quantum’s order with UV. Datatel offers free storage and bill- See our ad on page 29. entry, accounting and inventory system. as-shipped services. FSC and SFI certified productions are available. See our ads on the inside front cover and Discount Labels/ pages 1, 2, 14 and 47. Dayton Mailing Lancer Label Services Inc. (DMS) Booth 504 Booth 521 4115 Profit Ct. 100 S Kowee St. New Albany, IN 47150 Phone: 937.222.5056 Phone: 800.995.9500 Fax: 973.222.2696 Fax: 800.995.9600 Email: [email protected] E-mail: [email protected] Web: www.daytonmailing.com Web: www.discountlabels.com
* denotes sponsor ● denotes new exhibitor
62 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 919. CONFERENCE PREVIEW — EXHIBITOR LISTING
e-Quantum Inc. Flottman Company especially web finishing supplies (for Booth 501 Booth 417 integrated products (cards, labels, etc.), print processing and packaging. P.O. Box 11155 720 Centre View Blvd. Reno, NV 89510-1155 Crestview Hills, KY 41017-5434 Phone: 775.856.2800 ext. 201 Phone: 859.331.6636 Formax Fax: 775.856.2408 Fax: 859.344.7085 Booth 600 Email: [email protected] Email: [email protected] 44 Venture Drive Web: www.e-quantum.com Web: www.flottmanco.com Dover, NH 03820 See our ad on page 75. Flottman Company celebrates 90 years of Phone: 603.749.5807 printing Specializing in full-color printing Fax: 603.743.6366 and miniature folding. The bindery can fold Email: [email protected] as small as a half inch. Web: www.formax.com EAGLE Graphics Inc.* Booth 424 Formax paper processing equipment includes FME/Forms Manufacturers AutoSeal pressure sealers, folders, inserters, 150 North Moyer St. Equipment commercial-grade shredders, bursters, cutters, Annville, PA 17003 Booth 816 decollators, letter openers, joggers, signers. Phone: 717.867.5576 Formax is located in Dover, NH. Fax: 717.867.5579 111 Atlantic Annex Pt Ste 2 Email: [email protected] Maitland, FL 32751-3369 See our ad on page 13. Web: www.eaglegraphic.com Phone: 407.296.5880 Fax: 407.296.5886 EAGLE Graphics is an independent Email: [email protected] printing company that provides print Web: www.fme.com FormStore Incorporated distributors with quality business printing, Booth 1123 direct mail and commercial printing with FME has been providing quality equipment, superior quality service. parts, and supplies for the document 1614 Headland Drive printing industry since 1969. We have Fenton, MO 63026 Phone: 636.343.6910 ● become a one stop shop for our customers’ Falcon Press* requirements offering a full line of Fax: 636.343.8505 Booth 121 document printing equipment as well as the Email: [email protected] Web: www.formstore.com 434 Harding Industrial Drive day to day supplies. Nashville, TN 37211 Explore our expanded range of proprietary Phone: 615.833.2300 ext. 227 Folder Express laser compatible membership ID cards. Fax: 615.833.2306 Booth 210 Need a web-to-print store front to lock in Email: [email protected] digital print programs with your customers? Web: www.Falconpress.net 11616 I St. Omaha, NE 68137 Falcon is a large format sheet-fed trade and See our ads on pages 11 and 65. Phone: 800.322.1064, ext. 1103 broker printer with up to 50 inch capacity with Fax: 402.330.8271 1/1 through 6/6 perfectors and inline presses. Email: [email protected] Web: www.folderexpress.com Foster Printing Service Booth 716 Falls Cities Printing Inc. The focus at Folder Express is to provide Booth 904 high-quality presentation folders to 4295 Ohio St. Michigan City, IN 46360 323 Vincennes St. the trade. Free ground shipping in the Phone: 219.879.8366 New Albany, IN 47150-1622 contiguous states. Fax: 219.874.2849 Phone: 812.949.9051 Email: [email protected] Fax: 812.949.9054 Folien Fischer USA Inc. Web: www.fosterprinting.com Email: [email protected] Booth 818 Web: www.fallscities.com Foster Printing Service is a local, family The Nemours Building owned commercial printer with 85 years of Falls Cities Printing trade printer that 1007 Orange Street, Suite 1414 experience. Our variety of presses allows us supplies MICR Documents for the financial Wilmington, DE 19801 to find the best method for your piece while industry and also provide Wide Format Phone: 866.977.3634 meeting your deadline. We also manage Graphics for the Trade. Fax: 302.472.9189 bindery, mailing, and more enabling you to Email: [email protected] have one partner with many services. Web: www.fofi.com See our ad on page 87. Development, production and distribution of high quality coated films and papers,
* denotes sponsor ● denotes new exhibitor
64 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Futek Forms, Tags & Labels GDS offers a unique line of premium retail Gill Studios Inc. Booth 1016 display graphics and trade show exhibit Booth 310 options for mid to large companies. 540 Discovery Drive P.O. Box 2909 Neenah, WI 54956-4885 See our ad on page 78. Shawnee Mission, KS 66201 Phone: 920.725.3500 ext. 202 Phone: 913.888.4422 Fax: 920.725.3599 Fax: 800.392.4455 Email: [email protected] Email: [email protected] Web: www.futekforms.com GF Labels Web: www.gill-line.com Booth 112 Futek manufactures tags, manifold tags Gill Studios is dedicated to manufacturing and pressure sensitive labels. Our flexo 10 Ferguson Lane the highest quality screen printed, digital, presses are equipped with ion deposition Queensbury, NY 12804 offset, and flexographic products. Bumper for variable imaging. We offer stringing Phone: 518.798.6643 ext. 205 stickers, decals, signs, posters, coasters, and wiring. Fax: 518.798.0741 magnets, plastics. We offer free catalogs, Email: [email protected] brochures and sales aids. Web: www.gflabels.com GDS Business Displays Booth 723 GF Labels manufactures blank and custom offset printed laser sheet labels. Nearly 400 1103 Dr. Martin Luther King Drive standard layouts available on letter, legal, Bloomington, IL 61761 tabloid, 12x18”, 12.875x19” sheets and 38 Phone: 309.829.3298 materials. Fax: 309.820.8001 Email: [email protected] Web: www.gdsdisplay.com
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 65 CONFERENCE PREVIEW — EXHIBITOR LISTING
Glatfelter Carbonless & Greystone Print Solutions (Formerly We’re the receipt book people and so much Printing Papers* Greenville Printing is a commercial printer more! Visit us for forms, cut sheets, envelopes, Booth 321 offering sheet-fed, digital and one to one short run digital color and even newspapers. marketing services. P.O. Box 2500 232 East Eighth St. Hess Print Solutions Chillicothe, OH 45601 growll.com* Booth 206 Phone: 866.739.3023 Booth 517 2001 Butterfield Road Suite 180 Fax: 740.772.0000 303 Haywood Road Downers Grove, IL 60515 Greenville, SC 29607 Phone: 630.241.3484 Email: [email protected] Phone: 863.234.1024 Fax: 630.241.3622 Web: www.glatfelter.com Fax: 863.234.1025 Email: [email protected] Glatfelter Carbonless WORKS for your Email: [email protected] Web: www.hessprintsolutions.com business. Providing exceptional carbonless, Web: www.growll.com By consistently exceeding our clients’ security papers, laser MOCR and dozens growll.com provides our resellers with a free expectations for more than 30 years, Hess of other papers for growth in your print membership, competitive pricing and the Print Solutions has become one of North business. highest level of customer service that the America’s leading printers. We are a full- online trade printing industry offers. service, heat-set web, G7 Master Printer Golden Business Forms Inc. producing and distributing catalogs, Booth 617 See our ad on page 97. magazines, tabloids, directories, and books with industry-leading customer service 614 Main St. from pre-press to fulfillment and mailing. Golden City, MO 64748 Phone: 417.537.4713 Gussco Mfg LLC Fax: 800.242.7428 Booth 416 Highland Computer Email: [email protected] 33 W. 19th St., 2nd Floor Forms Inc. Web: www.goldenroll.com New York, NY 10011 Booth 1117 Golden Business Forms manufactures Phone: 212.229.3560 ext. 1617 1025 W. Main St. traditional business forms (unit sets and Fax: 212.989.4253 Hillsboro, OH 45133 continuous) and roll products: ATM, POS, Email: [email protected] Phone: 937.393.4215 gaming, register, carbonless and thermal Web: www.gussco.com Fax: 937.393.4761 papers. We offer cross web gluing for meter Gussco provides a variety of custom made Email: [email protected] and traffic tickets. In addition, integrated filing and promotional products. For all jobs Web: www.hcf.com cards, labels and magnets, form label requiring forms or printing on a folder or combinations and chain of custody forms. As our industry evolves and changes, Highland any special construction. is committed to providing the products that our customers need. We have continued to expand Graphic Dimensions Inc. HC Miller our capabilities to help you the independent Booth 603 Booth 411 distributor offer all you can to your customers. P.O. Box 44467 Being your number one forms manufacturer 3030 Lowell Drive Atlanta, GA 30336 has always been our goal. Green Bay, WI 54311 Phone: 678.945.5191 Phone: 920.965.9720 Fax: 678.945.5185 Fax: 920.465.3035 Hodgins Engraving Co. Inc. Email: [email protected] Email: [email protected] Booth 612 Web: www.graphicdimensions.net Web: www.hcmiller.com 3817 West Main St. Graphic Dimensions is a full service trade HCM manufacturers index tabs, and Batavia, NY 14020 manufacturer of business documents. Our organizational products through our Phone: 585.343.4444 GA, KY, and NH plants provide five day dealers. HCM also offers design, production Fax: 585.343.0412 production (rushes are also available). & distribution of cross-media campaigns Email: [email protected] and other digital print/web products. Web: www.hodginsengraving.com Greystone Print Solutions Hodgins Engraving is the premier Booth 814 Herald Multiforms manufacturer of corporate stationery, 1120 South Edgewood Street Booth 825 selling only through print distributors. Greenville, MI 48838 Producing offset, thermography, foil 1611 Hwy 301 South Phone: 616.754.5688 stamping, embossing, letterpress, genuine Dillon, SC 29536 Fax: 616.754.6385 engraving, die cutting and specialty Phone: 843.774.9051 Email: [email protected] finishing. We provide qualitystationery.com, Fax: 843.774.5521 Web: www.greystoneprint.com partner with Four51, e-Quantum, Kramer Email: [email protected] Smilko or use xml to connect with any Web: www.multi-forms.com e-commerce system. We are FSC certified. * denotes sponsor ● denotes new exhibitor
66 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 704. CONFERENCE PREVIEW — EXHIBITOR LISTING
Hoosier Data Forms We produce business cards and stationery Imprintor/Badge-A-Minit Booth 214 in one to full color, foil, raised, emboss, and Booth 217 we provide ordering platforms and integrate 1002 E. 25th St. with all distributor programs. 345 N. Lewis Ave. Indianapolis, IN 46205 Oglesby, IL 61348 Phone: 317.923.1340 See our ad on page 105. Phone: 815.220.7224 Fax: 317.923.1341 Fax: 815.883.3025 Email: [email protected] Email: [email protected] Web: www.hoosierdata.com Web: www.imprintor.com Independent Printing Hoosier Data Forms, a family owned Company Customize your promotional products with business, has always strived to anticipate the the economical Imprintor Pad Printing needs of tomorrow to be on the cutting edge Booth 807 System! This easy-to-use pad printer is ideal of technology 1801 Lawrence Drive for small quantity printing, product sampling DePere, WI 54115 and business promotion. Get professional Hospital Forms & Phone: 800.236.2439 quality imprints on materials such as plastics, Fax: 877.336.8918 ceramics and flexible foams. Systems Corp. Email: customerservice@ Booth 601 independentprinting.com International Label Mfg. LLC Web: www.independentprinting.com 8900 Ambassador Row Booth 621 Dallas, TX 75247-4510 Exceptional manufacturer of presentation 1925 S. 13th St. Phone: 214.634.8900 folders, paperboard binders, and Terre Haute, IN 47802 Fax: 214.905.3819 promotional packaging that is dedicated Phone: 812.235.5071 Email: [email protected] to providing you with free sales tools like Fax: 812.232.3402 Web: www.hforms.com client safe email marketing and a custom Email: [email protected] branded website to help you sell more. Manufactures mount sheets, narcotic Web: www.internationallabelmfg.com control sets, pegboard forms. Also multi- Outstanding customer service, guaranteed market forms -- unit sets, integrated cards, quality, and extremely competitive pricing. International Label Mfg is the “Dealers integrated labels, twin-web, label affixing, Call us today! Choice” for custom label and commercial pattern adhesive labels. offset printing. We’re committed to InfoSeal LLC providing a fair and competitive price. See our ad on page 103. Booth 507 See our ad on page 104. 1825 Blue Hills Circle Roanoke, VA 24012 ID Label Inc. Phone: 540.981.1140 JBM Envelope Booth 520 Fax: 540.981.1972 Booth 113 425 Park Ave. Email: [email protected] Lake Villa, IL 60046 Web: www.infoseal.com 2850 Henkle Drive Lebanon, OH 45036-0828 Phone: 847.265.1200 ext. 100 InfoSeal is the leader in manufacturing Phone: 513.933.8333 Fax: 847.265.9681 pressure seal self mailers in stock, short Fax: 513.933.8070 Email: [email protected] run, custom and digital formats. We also Email: [email protected] Web: www.idlabelinc.com offer the widest selection of pressure seal Web: www.jbmenvelope.com ID Label manufactures pallet ID (LPN), rack, machines to meet any requirement. Nobody long range retro-reflective barcode labels and offers a more complete pressure seal JBM Envelope Company serves the financial, signs for the warehousing and distribution solution than InfoSeal. hospitality and packaging markets. Our market. Installation services available. specialty is utilizing our in house flat sheet Integrated Print & Graphics litho for high impact envelopes. Identity Group | Business Booth 514 Stationery 645 Stevenson Road Booth 819 South Elgin, IL 60177 4944 Commerce Parkway Phone: 847.695.6777 ext. 164 Cleveland, OH 44128-5908 Fax: 847.741.4090 Phone: 216.514.1290 Email: [email protected] Fax: 800.288.5837 Web: www.ipandginc.com Email: [email protected] Business as usual is gone, IPG brings the Web: www.bsiprint.com value back to the distributor/manufacturer relationship. It is time to reevaluate how you view your supplier relationship. * denotes sponsor ● denotes new exhibitor
68 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG www.psda.org/conference
2011 Print Solutions Conference and Expo May 17–19 • Navy Pier Convention Center • Chicago, IL
Convene with more than 1,200 of your colleagues from around the world at PSDA’s largest, most exciting event of the year — the one conference where Principals and their sales, customer service and technology teams come to get ahead of the curve.
THE 2011 PRINT SOLUTIONS CONFERENCE AND EXPO FEATURES: • Relevant exhibit hall networking and education opportunities • Vast Expo Hall showcasing all aspects of print, marketing and related services • Keynotes presentations addressing the essentials of leadership • Workshops about why and how to include mobile and cross-media marketing in your overall print solution • Revitalized PEAK Awards ceremony honoring some of the industry’s top innovators • Numerous occasions to meet PSDA leadership and staff in PSDA’s new “home town”
Come to Chicago this May to network, learn and experience the new PSDA. Read more at www.psda.org/conference.
PSDA thanks its 2011 Winner’s Circle Program sponsors for already coming aboard to support the association and this extraordinary event:
Use your mobile device to read more about the 2011 Print Solutions Conference and Expo. CONFERENCE PREVIEW — EXHIBITOR LISTING
JFM Concepts*● Keystone Printing Group Label Art Booth 618 Booth 820 Booth 1115 6527 Carrollton Ave. 15400 South US Highway 27 P.O. Box 660 Indianapolis, IN 46220 Lansing, MI 48906 1 Riverside Way Phone: 317.254.4510 Phone: 517.485.0032 Wilton, NH 03086 Fax: 800.859.4008 Fax: 517.485.4066 Phone: 603.654.6131 Email: [email protected] Email: [email protected] Fax: 800.733.7800 Web: www.vdpweb.com Email: [email protected] We are a Union Printing Company. We offer Web: www.labelart.com JFM Concepts is a full service cross media traditional lithography, digital (variable) marketing technology firm featuring VDP printing, envelope imprinting, full mail Label Art can accommodate virtually any Web with PURLs, Landing Pages, QR service and our new UV Coating capability. custom label need. Capabilities include Codes, SMS and more. Visit our booth 820. full color, foil, embossing, digital, variable printing, window and durable decals, KDM Products LTi Printing hang-tags, and much more. Booth 522 Booth 624 See our ad on page 15. 820 Commerce Parkway 518 N Centerville Road Carpentersville, IL 60110-1721 Sturgis, MI 49091 Phone: 847.783.0333 Phone: 269.651.7574 Labels West Inc.* Fax: 847.783.0396 Fax: 269.651.3262 Booth 610 Email: [email protected] Email: [email protected] Web: www.gokdm.com Web: www.ltiprinting.com 17629-130th Ave., N.E. Woodinville, WA 98072 KDM Products is a manufacturer of Phone: 425.486.8484 custom-printed and stock computer Fax: 425.486.8488 forms, custom-printed and blank laser cut Email: [email protected] sheets, jumbo laser rolls, custom-printed Web: www.labelswest.com envelopes, retail rolls, engineering rolls and wide-format inkjet media, snap sets and custom scratch pads.
Visit us at Print Solutions Expo Booth 123.
70 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG LWI provides simple to complex custom Mailers Haven LLC Mailers Haven sells high quality lists labels printed digital and flexo including Booth 104 exclusively to mail shops, print shops and variable data, scratch-off, foil and ad agencies. Run counts and get orders embossing and up to 10 colors. 25322 Rye Canyon Road Suite 200 through a knowledgeable list agent, or use Valencia, CA 91355 our advanced online count system, which See our ad on page 99. Phone: 800.557.5487 can even be integrated with your website. Fax: 661.414.8579 Email: [email protected] Web: www.mailershaven.com Label World Booth 317 29 Jet View Drive Rochester, NY 14624 Phone: 585.235.0200 ext. 117 Fax: 585.235.0398 Email: [email protected] Web: www.labelworldusa.com
Manufacturer of coupon labels, booklet labels, extended content labels, adhesive labels- rolls or sheets, Flexo printing, HP ws4050 digital press, Digicon, Ko-pack Press, Letterpress, Wide-web, compound and multi-ply labels, Functional labels, packaging materials, premium labels, tags, decals. VMI programs, rebate programs. cGMP, Project LIFE and SGP, TLMI.
Laser Excel Booth 918 3310 Coffey Lane Santa Rosa, CA 95403 Phone: 800.559.7965 Fax: 800.559.7961 Email: [email protected] Web: www.laserexcel.com Laser Excel provides the service of laser cutting to the graphics industry. Add value and impact in applications like advertising, packaging and stationery.
MAR Graphics* Booth 711 523 S. Meyer Ave. Valmeyer, IL 62295 Phone: 618.935.2111 Fax: 618.935.2989 Email: [email protected] Web: www.margraphics.com Trust MAR Graphics as your trade printer for documents that not only complete the transaction but for documents that create the transaction as well.
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 71 CONFERENCE PREVIEW — EXHIBITOR LISTING
Magnets 4 Media Megaform Computer Navitor Booth 111 Products Booth 719 7 Chamber Drive Booth 607 1625 Roe Crest Dr. Washington, MO 63090 850 Industrial Park Drive North Mankato, MN 56003 Phone: 800.642.6384 ext. 1 Vandalia, OH 45377-0667 Phone: 866.892.0653 Fax: 636.390.5147 Phone: 937.890.8410 Fax: 800.628.9811 Email: [email protected] Fax: 937.454.1861 Email: [email protected] Web: www.magnets4media.com Email: [email protected] Web: www.navitor.com Magnets4Media is the largest advertising Web: www.megaformcp.com Navitor provides Full Color Web-to-Print magnet manufacturer in the country. Call We are the long form specialists. Our Solutions and a full suite of complementary us to compare; our service, prices, and variable size press can print from 25 1/2” to products including Business Cards, quality make us the market leader. 250” in four colors. Continuous forms start Letterhead, Envelopes, Post-it Notes, Labels, at 33” and snapouts start at 25 1/2”. We also Folders, Stamps, Signs, Badges and more. Marathon Label print auto contracts up to 34” long. Call us for any uncommon sized forms. See our ads on pages 39, 69 and 89. Booth 812 2401 Third St. Wausau, WI 54403 MICR Express Booth 1008 New Century Envelope Phone: 715.845.2112 Booth 912 Fax: 715.842.8020 240 America Place Email: [email protected] Jeffersonville, IN 47130 5331 North Tacoma Ave. Web: www.marathonlabel.com Phone: 877.640.6427 Indianapolis, IN 46220 Fax: 866.444.6427 Phone: 800.234.0666 Quality labels, coupons and decals, short Fax: 317.254.5727 to long runs; prime, manufacturing, Email: [email protected] Web: www.micrexpress.com Email: [email protected] distribution, durable, industrial, health care Web: www.newcenturyenvelope.com and retail; digital and flexo; new expanded MICR Express specializes in the production content; labels. of high-quality, image readable and Check We provide flexibility in manufacturing 21 compatible MICR products. Our product envelopes of all sizes and styles and great See our ad on page 13. line includes cash tickets, GL tickets, flexo and offset printing. PCD’s, counter tickets, official checks, teller receipts, holiday currency and drive-up N.E.W. Printing Marketing4 Inc. envelopes, Fed-ready coin bags, security Booth 1022 Booth 200 bags, bank supplies, deposit tickets, laser checks, stamps and more. 1718 East Wisconsin Ave. 398 Wrightwood Ave. Appleton, WI 54911 Elmhurst, IL 60126 ● Phone: 888.563.0400 Phone: 800.862.9361 Mtivity* Fax: 920.735.9945 Fax: 630.832.4778 Booth 823 Email: [email protected] Email: [email protected] 3349 Monroe Ave., Suite 329 Web: www.newprinting.com Web: www.marketing4.com Rochester, NY 14618 We are a full service commercial printer Marketing4 is a leading manufacturer of Phone: 585.789.0049 to the trade, where service is the operative presentation packaging. Our products Email: [email protected] word. We offer wholesale pricing. include pocket folders, binders, portfolios, Web: www.mtivity.com Experience the difference. totes, boxes, report covers, Conformer Mtivity’s “Software as a Service” solutions products and custom packaging. All allow marketing and print professionals to work is done in house. Our capabilities Northeastern Envelope optimize print management and marketing Booth 215 include printing, CAD design, die cutting, supply processes from origination through laminating, foil stamping, embossing, production and fulfillment. 2 Maxson Drive folding, stitching, screen printing, Old Forge, PA 18518 fulfillment, gluing and assembly. Phone: 570.451.3320 Fax: 800.447.7594 Email: [email protected] Web: www.northeasternenvelope.com See our ad on page 74.
* denotes sponsor ● denotes new exhibitor
72 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 502. CONFERENCE PREVIEW — EXHIBITOR LISTING
PCI Paper The Print Services & Distribution Can you afford not to join PPAI? Recoup Conversions Inc.*● Association seeks to enhance the success your annual member dues and boost your Booth 722 of the independent distribution channel bottom line with our members-only benefits. for print, marketing, and related services. 6761 Thompson Road PSDA’s members include print distributors, Syracuse, NY 13211 trade printers, suppliers and technology Paper Systems Inc. (PSI) Phone: 315.437.1641 partners working together to provide Booth 724 Fax: 315.437.3634 differentiated solutions to end users. 185 S. Pioneer Blvd. Email: [email protected] Springboro, OH 45066-1296 Web: www.padmaker.com Since 1946, PSDA has been the exclusive Phone: 888.564.6774 association for the print distribution industry. Manufacturing Stik-Withit® and Note Fax: 888.329.9774 Our members are knowledgeable, successful, Email: [email protected] Cube® notepads and Stik-Withit® self and dedicated business printing professionals. adhesive posters, stickers, dry erase and Web: www.papersystems.com bulletin boards. Offset and digital printing, Printing capabilities up to 4 color and removable and repositionable adhesive. Promotional Products packaging options galore, PSI has a product Association International for every need in the financial, retail, PSDA & Print Solutions (PPAI)* gaming, and hospitality markets. magazine Booth 312 Booth 1011 3125 Skyway Circle North Irving, TX 75038 401 N. Michigan Ave., Suite 2200 Phone: 972.252.0404 Chicago, IL 60611 Fax: 972.258.3007 Phone: 800.230.0175 Email: [email protected] Fax: 312.673.6880 Web: www.ppai.org Email: [email protected] Web: www.psda.org
Visit us at Print Solutions Expo Booth 215.
74 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 501. CONFERENCE PREVIEW — EXHIBITOR LISTING
PartnerPrinting.Com Primacompanies – PrinterPresence by Firespring Booth 822 Primadata Booth 308 700 Columbia Ave. Booth 511 1200 N St., Suite 100 Riverside, CA 92507 1201 Waube Lane Lincoln, NE 68508 Phone: 951.787.9988 ext. 116 Green Bay, WI 54304 Phone: 402.437.0100 Fax: 951.367.1475 Phone: 920.347.1961 Fax: 402.437.0101 Email: [email protected] Fax: 920.347.1964 Email: [email protected] Web: www.partnerprinting.com Email: [email protected] Web: www.printerpresence.com PartnerPrinting.Com is a full service web- Web: www.primacompanies.com PrinterPresence is a website solution that to-print resource serving the print trade- Primadata is your premier electronic gives you control over the content and only market since 1988. processing, imaging, and document images, the ability to accept payments distribution provider. Prima offers solutions online, create online store-fronts and more. Paitec USA for billing, insurance, financial, direct marketing and healthcare applications. Booth 408 Printgraphics Inc. — Prima is your variable print specialist! 15951 SW 41 St. member of Strategic Davie, FL 33331 Print Alliance* Phone: 954.389.2425 Print Professional (formerly Booth 300 BFL&S Magazine) Fax: 954.389.2427 1170 Industrial Park Drive Email: [email protected] Booth 622 Vandalia, OH 45377 Web: www.paitec.com/psda 1500 Spring Garden St., 12th Floor Phone: 937.898.3008 Digital print ‘n mail solutions featuring Philadelphia, PA 19130 Fax: 937.898.3071 pressure seal technology will be Phone: 215.238.5300 Email: [email protected] demonstrated. We will also be introducing Fax: 215.238.5457 Web: www.printgraphicsnet.com Email: [email protected] several new products. Printgraphics offers traditional forms & Web: www.printprofessionalmag.com labels enhanced by value added services. Pilgrim Plastics Print Professional (formerly BFL&S Up to 8 color printing to include integrated Booth 207 Magazine) is a trade publication serving the cards, labels, magnets & variable imaging. printed products distribution community. 1200 W. Chestnut St. See our ad on page 91. P.O. Box 317 Brockton, MA 02303 PrintBestBuy Phone: 508.436.6300 Booth 910 Fax: 508.580.3542 PRINTSouth Corporation P.O. Box 81928 Booth 919 Email: [email protected] San Diego, CA 92138 Web: www.pilgrimplastics.com Phone: 619.238.4222 880 Great Southwest Parkway Pilgrim is celebrating over 96 years of Fax: 619.238.4222 Atlanta, GA 30336 custom-printed plastics for promotional use. Email: [email protected] Phone: 904.631.0912 We make cards, rulers, luggage tags, name Web: www.printbestbuy.com Fax: 904.285.7615 badges, and custom products from PVC. Email: [email protected] Headquartered in China, PrintBestBuy is Web: www.printsouth.com a global supplier of quality services and Presentation Folder, Inc. products of printing (digital, package, ISO9001:2000certified. LaserSelect jumbo Booth 323 commercial), promotional items, and rolls and cut sheets on wide web presses. display graphics and hardware. Three manufacturing locations, with all 1130 North Main St. business forms capabilities. Ships nationwide. Orange, CA 92867 Experienced distributor support team, lead Phone: 714.289.7000 Printco Inc. by Lynn Rogge, Vice President, Distributor Fax: 714.289.7010 Booth 906 Sales, customer service personal in each of Email: [email protected] P.O. Box 440 our five locations. Web: www.presentationfolder.com Omro, WI 54963 Presentation Folder, Inc. is a nationwide Phone: 920.685.5662 See our ad on page 63. manufacturer of presentation folders and Fax: 800.541.5967 custom packaging. Come see what’s inside Email: [email protected] the Big Blue Box (2011 Dealer Kit). Web: www.printco.com Over 51 years servicing distributors for pURLS, variable digital color printing, multi- channel marketing campaigns, prescription forms, laser forms and checks, envelopes, * denotes sponsor ● denotes new exhibitor mailing services, and much more.
76 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 325. CONFERENCE PREVIEW — EXHIBITOR LISTING
PrintXcel/Printegra/ Priority Systems Email: [email protected] VersaSeal Booth 718 Web: www.pro-bind.com Booth 500 7410 Niles Center Pro-Bind is a national manufacturer of hard 352 S. Greeno Road Skokie, IL 60077 and soft thermal binding covers, photo Fairhope, AL 36533 Phone: 847.929.6000 ext. 2236 albums, yearbooks, and thermal binding Phone: 251.928.4022 Fax: 847.929.6010 equipment. Fax: 334.928.5733 Email: [email protected] Email: [email protected] Web: www.priority.com Prodigital Printing Web: www.printxcel.com Our new loyalty product offer distributors Booth 100 a new sales opportunity. Comprehensive PrintXcel is a distributor’s best source for a 400 Raritan Center Parkway loyalty program management and plastic wide variety of print products and services. Edison, NJ 08897 card programs. Applications for retail, We operate 4 manufacturing facilities Phone: 732.512.1777 ext. 312 travel, hospitality and insurance. nationwide. Our products include cut sheet Fax: 732.512.9444 and continuous checks & forms, financial Email: [email protected] forms, direct mail, integrated and affixed Pro-Bind*● Web: www.e-consortium.com card and label products, multipart mailers Booth 518 and VersaSeal Pressure Seal Mailers. Prodigital helps distributors grow their 15290 S. Keeler business by offering short to medium run See our ads on pages 23, 33 and 83. Olathe, KS 66062 color printing (digital & offset), IT Services Phone: 913.747.2150 and the innovative self-promo auto pilot. Fax: 913.747.2155
78 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 413. CONFERENCE PREVIEW — EXHIBITOR LISTING
Proximity Marketing*● With facilities across the United States, the Book manufacturer, catalogs, mini-books, Booth 425 entire RR Donnelley print platform can mailing, fulfillment and storage; inside/ become one of your most important assets. outside ink jetting. Electronic prepress, page 2947 Interstate Parkway turn proofs, short POD. Heatset web, sheetfed Brunswick, OH 44212 to 6 colors UV Aqueous, or film lamination. Phone: 330.220.6100, ext. 233 Rainbow Polybag Co. Fax: 330.220.6103 Booth 325 Email: [email protected] SAFEChecks 179 Morgan Ave. Web: www.proximitymarketing.com Brooklyn, NY 11237 Booth 908 We help you generate revenue (not Phone: 718.386.3500 ext. 24 8934 Eton Ave. more work) with email marketing. Print Fax: 718.386.2300 Canoga Park, CA 91304 distributors love us because we do the work, Email: [email protected] Phone: 818.678.2151 while you get the credit. Web: www.rainbowpolybag.com Fax: 800.615.2265 Email: [email protected] Domestic manufacturers of all types of Web: www.safechecks.com Pyramid Checks & Printing printed plastic bags. M/WBE certified. Booth 225 SAFEChecks manufactures check fraud See our ad on page 77. prevention products, including the 208 Riverside Industrial Parkway Abagnale SuperBusinessCheck, which is Portland, ME 04103 almost impossible to alter. SAFEChecks has Phone: 207.878.9832 ext. 119 Regal Envelope other high security checks, software and Fax: 800.891.5707 educational materials. Email: [email protected] Booth 407 Web: www.pyramidchecks-printing.com 125 Spagnoli Road Safeguard Business Melville, NY 11747 Pyramid provides low-cost, shortrun Systems banking, healthcare, carbonless and cutsheet Phone: 800.969.1995, ext. 6595 forms. Products include: software compatible Fax: 631.454.6366 Booth 1121 laser checks, manual and one-write checks, Email: [email protected] 8585 N Stemmons Freeway, Suite 600 N manual deposits, secure prescription pads, Web: www.poly-pak.com Dallas, TX 75247 edge-glued carbonless forms, laser cut sheets. We manufacture Muscle-Pak Mailers and Phone: 800.338.0636, ext. 443006 Also our low-cost guarantee, 10 percent Security Envelopes(TM).See our in-stock Fax: 214.640.3958 off reorder program, dedicated customer federal reserve coin and currency bags and Email: [email protected] service team and investments in technology, our full line of promotional bags. Web: www.gosafeguard.com/franchise equipment and employees. We are looking for independent print and Repacorp Inc. promo dealers interested in joining or Quick Tab II Inc. Booth 700 merging their business with our company. Booth 124 31 Industry Park Court PO Box 723 Tipp City, OH 45371 SAGE-Quick Tiffin, OH 44883-0723 Phone: 937.667.8496, ext. 247 Technologies Inc. Phone: 419.448.6622 Fax: 937.667.5687 Booth 423 Fax: 419.448.6627 Email: [email protected] 2508 Highlander Way Suite 200 Email: [email protected] Web: www.repacorp.com Web: www.qt2.com Carrollton, TX 75006 Repacorp is a manufacturer of RFID, label Phone: 214.631.6000 Laser/Continuous chefcks, 4CP checks, high products, screen, digital and flexo printing. Fax: 214.631.2323 quality commercial printing, short-long run Repacorp has three divisions located in Email: [email protected] business forms including 4CP. Envelopes Ohio, Wisconsin and Arizona. Web: www.sageworld.com including 4CP. Many finishing capabilities: booklets, coil binding and folding. SAGE is the leading provider of information Rose Printing Co. and marketing solutions to the promotional Booth 619 products industry, including product RR Donnelley research tools, websites, e-commerce Booth 922 2503 Jackson Bluff Road solutions, payment processing, etc.. Tallahassee, FL32304 1800 Lakeway Drive, Suite 118 Phone: 850.576.4151 ext. 6826 Lewisville, TX 75057 Fax: 850.576.4153 Phone: 866.870.8139 Email: [email protected]; Dickw@ Fax: 800.416.9782 roseprinting.com Email: [email protected] Web: www.roseprinting.com Web: www.rrdonnelley.com
* denotes sponsor ● denotes new exhibitor
80 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 1105. CONFERENCE PREVIEW — EXHIBITOR LISTING
Silvanus Products Email: [email protected] Strata-Tac Inc.* Booth 923 Web: www.specialtygraphics.com Booth 707 40 Merchant St. Specialty Graphics is a full service 3980 Swenson Ave. Ste. Genevieve, MO 63670 commercial printer to the trade only. St. Charles, IL 60174 Phone: 800.822.2788 121 Its niche in the print market is short to Phone: 630.879.9388 Fax: 573.883.3160 medium run 1-5 color. Fax: 630.879.9452 Email: [email protected] Email: [email protected] Web: www.silvanusproducts.com Star Filing Web: www.stratatac.com Silvanus Products is a leading manufacturer Booth 105 Strata-Tac is a manufacturer of adhesive of custom information packaging products coated, top-coated and laminated products. 3010 Spring Industrial Drive for a variety of markets. We are capable of We supply the label converting and business Powder Springs, GA 30127 producing all binder product lines including forms markets with the most unique and Phone: 678.567.0739, ext. 310 Vinyl (both supported and unsupported), innovative products available. We specialize Fax: 770.222.4530 Turned Edge and Poly, from the most in multi-layer constructions, utilizing our Email: [email protected] complicated to average binders at a very latest breakthroughs in technology. Our Web: www.star-filing.com competitive price. patented innovative technology can help Star Filing is a manufacturer of Premium you increase sales. Specialty Graphics Expanding File Products, including pockets and wallets. In addition, it manufactures Booth 213 commercial and packaging style envelopes 9451 Swanson Blvd. and has various print services available in Des Moines, IA 50325 all locations. It sells strictly to the trade. Phone: 515.727.1444 Fax: 515.727.1304
Visit us at Print Solutions Expo Booth 412.
82 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 500. CONFERENCE PREVIEW — EXHIBITOR LISTING
Strategic Print Alliance Superior Business Team Concept Printing* Booth 301 Associates – member of Booth 313 173 Tara Lane Strategic Print Alliance 540 Tower Blvd. Goodlettsville, TN 37072 Booth 301 Carol Stream, IL 60188 Phone: 615.406.1010 P.O. Box 400 Phone: 630.653.8326 Fax: 314.781.5546 Greeneville, TN 37744-0400 Fax: 630.653.9256 Email: [email protected] Phone: 423-787-6000 Email: [email protected] Web: www.strategicprintalliance.net Fax: 423-787-6010 Fax: www.tcpt.biz Strategic Print Alliance is a network of Email: [email protected] Team Concept Printing is a trade printer best-in-class regional print manufacturers. Web: www.superiorbiz.com specializing in 4 color conventional and We offer a national manufacturing and Affixing capabilities, bar coded products, digital, variable, full mailing service, distribution footprint to service customers checks, continuous forms, cut sheets, business cards, stationery, foil stamping and of all sizes. Our ability to leverage our spend envelopes, custom, envelopes, window, embossing; also provides online ordering. gives us a competitive advantage in the fuel meter tickets, guest checks, label/form marketplace and gives our customers the combinations, labels, bar coded, labels, See our ad on page 7. opportunity to win business. laser, piggyback, pressure sensitive, prime, thermal, thermal transfer, laser forms, See our ad on page 85. notepads, postcards, salesbooks, security TFP Data Systems features, stationery, tags, continuous, Booth 510 manifold, tickets, time cards, unit sets. Stylecraft Printing / Superior provides a broad range of custom 3451 Jupiter Ct. printed products sold only through Oxnard, CA 93030-8957 Stylerite Label Phone: 805.981.0992 ext. 1770 Booth 907 independent print brokers. Our mission is to be “Your most dependable supplier.” Fax: 805.981.7161 8472 Ronda Drive Email: [email protected] Canton, MI 48187 Web: www.tfpdata.com Phone: 734.455.5500 TABBIES, Div. of Xertrex International Inc. Compliance Products, tax forms, CMS Fax: 877.455.9461 healthcare forms, ComplyRight labor Email: [email protected] Booth 419 law and HR products. Electronic Web: www.stylecraftprinting.com 1530 Glenlake Ave. solutions: New e-FileForBusiness.com and Stylecraft Printing & Stylerite Label have Itasca, IL 60143-1171 TaxFormWizard.com Updates for CMS- sold strictly to the trade since 1967, from Phone: 630.773.4160 1500 & UB-04 claims and Electronic Health Business Forms to Commercial Printing Fax: 630.773.4696 Records (EHR). Needs. FSC Certified. Email: [email protected] Web: www.tabbies.com The Print Source/ Superior Print Inc. TABBIES is a major manufacturer of quality Blue Frog Printing Booth 720 filing, indexing and labeling products, Booth 106 including color coded filing supplies, 840 South Indiana Ave. indexes, media storage items, laser labels, P.O. Box 12748 Sellersburg, IN 47172 index tabs, custom index dividers, custom Wichita, KS 67277 Phone: 812.258.2766 labels and other simple solutions at work. Phone: 316.943.2796 Fax: 812.246.4368 Fax: 316.945.8076 Email: [email protected] Email: [email protected] Web: www.superiorp.com Tamarack Products Inc. Web: www.bluefrogprinting.net Booth 523 Superior Print has over 20 years of printing Blue Frog Printing supplies screen and experience, specializing in financial and 1071 N. Old Rand Road flexo printed products, including roll labels, healthcare documents. Form capabilities Wauconda, IL 60084 decals, bumper stickers, banners, yard signs, include: Laser Cut Sheets, Snap-Out Forms, Phone: 847.526.9333 polycarbonate overlays, nameplates, and so Continuous Forms, MICR Documents, Fax: 847.526.9353 much more. Laser Checks, Financial Statements, Image Email: [email protected] Documents NCR Forms, Note Pads, Web: www.tamarackproducts.com Healthcare Forms and Envelopes. Tamarack Products provides affixing equipment for value-added products, including integral labels and integral cards, pressure seal mailers, RFID labels, tickets and tags.
* denotes sponsor ● denotes new exhibitor
84 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 301. CONFERENCE PREVIEW — EXHIBITOR LISTING
The Envelope Express Inc. Phone: 620.421.6120 tabs, presentation folders and many other Booth 202 Fax: 620.421.3998 advertising specialty products. Email: [email protected] 301 Arthur Ct. Web: www.fleshco.com ● Bensenville, IL 60106 The Marek Group* Phone: 630.616.9696 Continuous, cut sheets, unit sets, security Booth 319 Fax: 877.616.9858 products, variable imaging, integrated Email: [email protected] cards/forms/labels, custom label products, 701 Moasis Drive full-service bindery, promotional printing, Little Chute, WI 54140 The Envelope Express Inc. specializes Green printing. FSC/SFI certified. Document Phone: 920.750.0660 in custom manufactured and printed imaging/scanning/management services. Fax: 888.398.8129 envelopes, including Door Hangers, Email: [email protected] Bangtail, Remittance and Drive -ups. We See our ad on page 59. Web: www.marekgroup.com also manufacture Expansion Envelopes in paper and Tyvek. We offer Specialty The Marek Group delivers technology- Closures in Latex, Peel & Seal, Peel & driven communications solutions for Reseal, String & Button and Clasp. We offer The Leslie Company companies looking to streamline their printing capabilities in flat litho (up to 6 Booth 902 commercial/digital print, direct marketing colors), Jet offset (4cp) and flexo. and fulfillment services needs. 15290 S. Keeler Olathe, KS 66062-2715 The Flesh Company – Phone: 913.764.6660 The Tab Shoppe LTD member of Strategic Fax: 913.764.4962 Booth 623 Email: [email protected] Print Alliance 10077 US Hwy. 61 Fax: www.leslieco.com Booth 401 Ste. Genevieve, MO 63670-8482 The Leslie Company is a manufacturer Phone: 573.483.9337 2407 Jothi Ave. of custom imprinted presentation Fax: 573.483.9323 Parsons, KS 67357 products, specializing in binders, index Email: [email protected] The Tab Shoppe custom manufactures index tabs, chart dividers, filebacks, poly tabs, 4 color process and copier and printable mylar tabs. Trade only.
Thorn Hill Printing Inc.* Booth 1025 155 Commerce Drive Freedom, PA 15042-9394 Phone: 724.774.4700 Fax: 724.774.7296 Email: [email protected] Web: www.thptradeprinterpittsburgh.com THP specializes in medium to long run 1/2 size commercial web products. Run lengths of 50M or more, 4 color or more are best fits.
Univenture Inc. Booth 324 13311 Industrial Parkway Marysville, OH 43040 Phone: 937.645.4600 Fax: 937.645.4700 Email: [email protected] Web: www.univenture.com Univenture sets the standard for packaging in a variety of markets by developing innovative products and technologies to service the entertainment, software, and publishing industries.
86 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 716. CONFERENCE PREVIEW — EXHIBITOR LISTING
Universal Manufacturing Warwick Publishing Company offers Wilmer* Company a complete line of desk calendars, wall Booth 901 Booth 1111 calendars, and pressure sensitive stick-on calendars, pocket folders and greeting cards. 220 E. Monument Ave. 5450 Deramus Dayton, OH 45402 Kansas City, MO 64120 Phone: 800.494.5637 Phone: 816.231.2771, ext. 330 Web Graphics Fax: 800.491.5111 Fax: 816.483.6842 Booth 1024 Email: [email protected] Web: www.4wilmer.com Email: [email protected] 428 Corinth Road Web: www.umcprint.com Queensbury, NY 12801 Got rewards? Doing business with Wilmer Universal manufacturing-commercial Phone: 518.792.6501 has major rewards and we reward our trade printer that understands the rising Fax: 518.792.9353 customers all year around. Please stop by to demand for high-quality printing at super Email: [email protected] meet the Wilmer Team in booth #901 for competitive prices. Web: www.printatweb.com product demos and updates, visit 4wilmer. com or call 800-4WILMER. Web Graphics prints to the trade only. Financial documents, stationery, continuous USA/Docufinish See our ads on pages 9 and 25. Booth 516 and snapset forms. We will get it done. 24119 W. Riverwalk Ct. Unit 101 Plainfield, IL 60544 Western States Wisco Envelope/National Phone: 800.843.8154 Envelope & Label Imprint Corporation Fax: 815.439.1486 Booth 413 Booth 502 Email: [email protected] 4480 N. 132nd Street Web: www.usadocufinish.com 1509 N. Washington St. Butler, WI 53007 Tullahoma, TN 37388 Phone: 262.781.5540 Value-added solutions including roll labels, Phone: 800.777.9677 Fax: 262.781.5791 short run digital labels, integrated cards, Fax: 800.987.6677 Email: [email protected] integrated labels, EZ release membership Email: [email protected] Web: www.westernstatesenvelope.com cards, direct mail products, affixing and Web: www.wiscoenv.com finishing, stock integrated cards/labels, Western States is listed as the No. 1 envelope laser labels. Contract screen printing for Wisco Envelope offers an extensive Trade Printer by the PSDA and three years of promotional distributors—no direct sales! envelope and letterhead product offering PEAK Awards in labels. Let’s work together. including specialty envelopes, custom sizes, custom windows and process color printing. Ward/Kraft Inc. See our ad on page 79. Stop by our booth for a copy of our new Booth 911 Financial Catalog! Let us show you how 2401 Cooper St. to grow sales with envelope and letterhead Fort Scott, KS 66701 West Point Products products. Wisco is SFI/FSC Certified. Phone: 620.223.5500 4106 Booth 717 Fax: 620.223.1751 See our ads on pages 49 and 73. Email: [email protected] 184 School House Lane Web: www.wardkraft.com P.O. Box 50 Valley Grove, WV 26060 Ward/Kraft, Inc. is a national leader in Phone: 513.474.3709 Wise manufacturing Business Forms, Labels, Fax: 800.423.7784 Booth 1003 Integrated Solutions, Plastics, Magnets, Email: [email protected] 555 McFarland/400 Drive Commercial Print, Mailers and Envelopes. Web: www.westpointproducts.com Alpharetta, GA 30004 See our ad on page 45. West Point Products has provided premium Phone: 770.442.1060 replacement imaging supplies since Fax: 770.751.3599 1972. WPP holds ISO 9001 and STMC Email: [email protected] certifications, offering coast-to-coast Web: www.wbf.com Warwick Publishing Co. shipping from multiple distribution centers. Booth 119 Wise is a leading print and print-related services provider specializing in short to 2601 E. Main St. medium-run quantities for business forms, St. Charles, IL 60174-4289 commercial printing, digital document Phone: 630-584-3871 services and marketing services. Wise Fax: 630-584-1224 has five manufacturing plants located in Email: [email protected] Georgia, Indiana, Maine, Pennsylvania and Web: www.warwickpublishing.com South Carolina.
See our ad on page 5. * denotes sponsor ● denotes new exhibitor
88 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 716. CONFERENCE PREVIEW — EXHIBITOR LISTING
Wright Enterprises – 4-color process printing, bar coded tickets, guest checks, health care forms, member of Strategic products, calendars, cards, integrated, inks, jumbo rolls, label/form combinations, Print Alliance checks, commercial printing, continuous labels, bar coded labels, integrated laser forms, cut sheets, digital printing, direct forms, letterhead, mailers, custom mailers, Booth 301 mail, e-commerce solutions, envelopes, fold and seal mailers, insert, and peelback. P.O. Box 20489 catalog/booklet, envelopes, custom, Stock, mailing/fulfillment services, Portland, OR 97294-0489 envelopes, window, equipment, bar coding, marketing services and products, menus, Phone: 503.661.2525 equipment, bindery, equipment, collators, notepads, optical forms, paper, bond paper, Fax: 503-661-0515 equipment, forms handling, equipment, Carbon paper, Carbonless paper, recycled E-mail: [email protected] prepress, equipment, presses, equipment, paper, security paper, specialty, personalized Web: www.wrightbg.com variable imaging, FSC certified, fuel meter URLs (pURLs), postcards, presentation folders, printing supplies, professional services, receipt books, recycled products, roll products, salesbooks, security features, software, OCR, software-compatible forms, stationery, tag stock, tags, continuous, tags, manifold, tax forms, tickets, time cards, unit sets, vegetable inks, web-to-print.
Wright Enterprises - members of Strategic Print Alliance With five divisions, Wright produces everything from complex custom forms, commercial printing and the latest direct marketing services with high qualtity digital printing and PersonalizedURLs.
See our ad on page 51.
Xetex Business Systems Inc. Booth 616 1103 Rocky Drive, Suite 103 West Lawn, PA 19609 Phone: 610.898.1551 Fax: 610.898.1564 Email: [email protected] Web: www.xebra.com Your ultimate software solution for 25 years. Order Management to Fulfillment, Accounting to E-Commerce solutions; Xetex Xebra is your complete software solution. See our ad on the back cover.
90 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 300. CASE STUDY
Crashing the Net PSDA member supplier Dispatch gives its local minor league hockey team a true home-ice advantage with its digitally printed game programs. BY AMIE SHAK
A professional hockey team Hardware advance tickets sold to estimate how many had a problem, and it wasn’t Xerox iGen 110 Digital Press: programs should be printed before each with its players. In this www.xerox.com game, usually from 350 to 1,000. Tungsten case study, Print Solutions Creative provides updated information showcases how supplier Software before each game, which Dispatch strips in electronically.The programs are printed the Adobe’s InDesign: member Dispatch helped the day before the game. team sell more programs www.adobe.com/products at its games by giving fans The Process Getting Started a reason to buy a program Before the 2006-07 season, Dispatch “The whole thing started when the every time they attended, provided the Otters with an offset printed program sales for the Erie Otters started with winning results. 8.5- x 11-inch version of the program, going stale. At the end of the ‘05-06 “Home Ice.” The cover and an eight-page season, they were left with several section were changed infrequently, and Client thousand unsold programs,” Dispatch statistics and rosters of the opposing team Erie Otters, Erie, Pa., a member of the Chairman Joe Mehl said. At the time, the were hand inserted into the program before Ontario Hockey League, which is part group tried coming out with 10 different each game. This traditional format provided of the Canadian Hockey League: www. version of the cover in order to boost little incentive for spectators to buy more ottershockey.com sales, but, as Mehl said, “as you know you than one program each season, resulting in can’t judge a book by its cover – when you thousands of leftover programs. Distributor opened it up it was the same thing inside Tungsten Creative, an Erie, Pa., ad as all the others.” The client was left with Dispatch and Tungsten Creative suggested agency: www.atomic74.com basically a bunch of worthless samples. a digitally printed color program that could be updated before each game. “We sat down the following year, and I said The redesigned programs are 5.5 x 8.5 Supplier if you go digital, the price per program Dispatch, Erie, Pa.: www.newdispatch.com will increase, but we can do this on a per- inches, printed on 80 # gloss enamel. Each game basis allowing you to change print program displays a photo of a player on PSDA member Dispatch is a fourth- quantity, advertisers, statistics and copy,” the cover. The same player is featured on generation print service provider evolving Mehl said. “The price of the program an 8.5- x 11-inch poster in the center of into an integrated cross media marketing nearly doubled, but they didn’t have any the program. The program includes brief company. This evolution represents left at the end of the games.” biographical information on all the Otters the next generation of technology, or players, as well as their current statistics. A Dispatch 5.o. Dispatch 5.o specializes in Typically, the Otters play home games “Know Your O-pponent” article discusses information delivery providing clients on Wednesdays, Fridays, and Saturdays. the opposing team’s record, statistics, and with solutions to coordinate, measure, Officials with the hockey team know from other pertinent information to fans. Each and brand protect marketing execution in experience which opponents draw big issue of “Home Ice” also recaps the Otters’ a cross media environment. crowds. They also factor in the number of season to date.
“ I said if you go digital, the price per program will increase, but we can do this on a per-game basis, allowing you to change print quantity, advertisers, statistics, and copy. The price of the program nearly doubled, but they didn’t have any left at the end of the games.” E. Joseph Mehl III, Chairman, Dispatch
92 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG The programs also feature advertisements for local businesses, including hotels and restaurants, as well as Dispatch and Tungsten Creative. Sometimes large organizations have game suites, andand thethe programs can be personalized for that particular corporation in the suite.
Anyone with an aversion for word problems in math classes can appreciate the text of the Tungsten Creative ad, which reads, “A hockey puck weighing 5.8 oz. is resting exactly 42 ft. from the goal line. A 195-pound right winger skates directly toward the puck at 9 mph and strikes it, causing the puck to reach 94 mph before deflecting off an opposing defenseman’s skate at a 17 degree angle and traveling past the goalie on his blocker side. What is the final speed of the puck upon contact with the back of the net? Who cares. We scored.”
The Results The programs are still digitally runun and based upon what they need per game, not a guess based on the whole season. When an NBA development team came to town, ththey ordered a similar program and were impressed that there were no leftover programs at the end of the season.
Initially, team officials were concerned about how they could afford a digitally printed program. By eliminating obsolescence (and thus unsold programs) and making the programs smaller, the Otters saved money on their printing budget while increasing sales. That’s a win for everyone.
“When it’s worked right, it’s a great solution for a program,” Mehl said. “We’ve always had the philosophy of if we’re going to do something for you, we want it to work!” PS Dispatch Printing and Tungsten Creative suggested to the Erie Otters a digitally printed color program that could be updated before each game. The redesigned programs are 5.5 x 8.5 inches, printed on 80 # gloss enamel. The program includes brief biographical Amie Shak is managing editor of information on all the Otters players, as well as their current statistics. A “Know Your Print Solutions. O-pponent” article discusses the opposing team’s record, statistics, and other pertinent information to fans. The programs also feature advertisements for local businesses, including hotels and restaurants.
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Foster Printing Opens identification market. This is a winning News New Facility with Second partnership for both businesses, giving KBA Rapida us a ready route to market and enriching Databac’s range of secure visitor solutions.” Relyco Adds Paperless KBA North America announced that The TAB-Expiring Visitor Pass changes Foster Printing Co., a large-format trade Payroll Management color to prevent re-use and doesn’t need printer based in Santa Ana, Calif., has Solution to be retrieved from visitors leaving the inaugurated its new 46,000-sq.-ft. facility PSDA member Relyco – a provider premises. Unlike dot-expiring passes, (shown below) with a second KBA Rapida of value-added payment and business where a round sticker needs to be precisely printing solutions, business equipment 162a 64-inch sheetfed press. The firm affixed to the pass, the TAB-Expiring and check printing solutions – is adding began printing in its new facility in early Visitor Pass is activated simply by folding an online paperless pay stub and W-2 December 2010 with its new KBA Rapida over an integrated tab. The word “VOID” Software-as-a-Service solution (SaaS) to 162a 64-inch, 5-color conventional press appears on the pass overnight. The its comprehensive line of paper-based alongside its 2008-purchased KBA Rapida patented one-piece design speeds up payroll processing offerings. Relyco 162a 64-inch, 6-color press with UV visitor registration and leaves no waste or DocAgent, powered by Digital Designs capabilities. The presses are configured mess. The TAB-Expiring Visitor Passes Inc., is a secure and easy-to-use, web- with the color management console and are available for standard thermal label based software platform that empowers KBA Densitronic Professional closed-loop printers, making it compatible with visitor employees to view current and/or past color control. Both presses communicate management software such as Databac’s pay stubs and W-2s anytime from to the KBA Logotronic management Dataimage Visitor. anywhere. DocAgent is saving businesses system to provide up-to-the-minute data time and money by eliminating costs on jobs, workflow, throughput and quality. R.R. Donnelley Secures associated with paper handling, storage Contract with SDG, and transportation; reducing materials Data Management Inc. Agreement with L.L. Bean and printing costs related to pay stubs, Welcomes New European PSDA member R. R. Donnelley & Sons W-2 forms and envelopes; decreasing Partner courier and mail costs; and more. Company has secured a multi-million PSDA member Data Management Inc. dollar, multi-year contract with Shop recently formalized a strategic partnership Specialty Advertising Direct Group (SDG), the UK’s largest with identification specialist Databac online and home shopping retailer. SDG Association of California to distribute its Visitor Pass Solutions has a number of retail brands within its Becomes SAGE Affiliate in Europe via its bases in the United portfolio including Littlewoods, Very. Kingdom and Spain. First to be introduced co.uk, isme and Woolworths. Under the will be Data Management’s self-expiring, terms of the contract, R.R. Donnelley will one-piece visitor labels. Brian Gallagher, provide a broad range of services to SDG, president of Data Management, said: including premedia, print management, “Databac has a solid grip on the European transactional print, fulfillment and
The Specialty Advertising Association of California (SAAC) and PSDA member SAGE recently announced that SAAC has become a SAGE Affiliate. As a SAGE Affiliate, members of SAAC are entitled to discounts on a variety of SAGE services, such as SAGE Online, SAGE Mobile, SAGE WebExpress Pro, SAGE WebStore and SAGE Company Store. In addition to discounts on SAGE services, SAGE will also provide SAAC members with a variety of services as part of the relationship, including an association website and access to SAGE’s marketing resources. SAGE, based in Carrollton, Texas, is a provider of information, business management and marketing solutions to the promotional products industry.
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inbound document processing. The System, which will offer its customers information. With one-click functionality, company will also employ a variety high-quality, high-volume, high-speed POWERSEARCH enables a client to of technologies in support of SDG’s monochrome printing. The addition of sort and search using any criteria that are integrated communications program. this equipment will allow Wise to quickly currently included in his or her system. R.R. Donnelley also announced that it produce time-critical applications and For example, if a client is using Plantrol’s had been awarded a multiyear agreement become a statement processing, direct Order Entry system, he or she can search by by L.L. Bean, a multichannel provider mail powerhouse. DSG offers statement order number, order status, client account of apparel and outdoor equipment. R.R. redesign, sheet or roll printing, variable number, sale type, entry date, invoice Donnelley will produce L.L. Bean’s full marketing messaging, intelligent numbers, sell price, description, date line and specialty catalogs, including its inserting and the latest in addressing and completed, actual hours spent on order, as Outdoors/Sporting and Home titles, as sorting methodology. Every month, Wise well as many other fields. POWERSEARCH well as produce package inserts that ship produces millions of invoices, statements is customized to the client’s specialized with ordered products. R.R. Donnelley and direct mail marketing messages applications, and this is proving invaluable will also provide list processing and co- representing a variety of industries. for inventory, accounting and estimating binding services and draw on its logistics applications as well. resources to deliver co-mail services. Plantrol Releases POWERSEARCH App InfoTrends Reports Wise Enhances Capabilities PSDA supplier member Plantrol Systems European Printing Industry with Addition of Xerox Ltd. is now offering POWERSEARCH Remains Very Sizable 1300 System capability to its clients. POWERSEARCH According to InfoTrends’ recent forecast, PSDA member Wise recently announced is a grid with a filter bar that can be easily Sizing the European Printing Industry, that its Document Services Group (DSG) added to any SQL server-based Plantrol the printing industry is quite a sizable in Portland, Maine, had added the business application. This tool makes it business with a total of almost €150 Xerox 1300 Continuous Feed Printing easy to sort, filter and locate all kinds of billion. Commercial printers account for
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 95 INDUSTRY NEWS
the bulk of shipments, with more than half Analysis and Interpretation (CONAN), a has made some serious inroads in the of that revenue. In-house printing sites and Senate document that analyzes Supreme non-publishing related applications, packaging printers add about 10 percent Court cases relevant to the Constitution. especially where there is opportunity to each to the total European revenue, while add value through complex variable-data other types of establishments contribute PRIMIR Study Released: content. Book printing, however, is the one significantly less. Megatrends in Digital publishing application that has embraced digital printing and will continue to see Number of Establishment Printing Applications positive growth. Share by Type The key objective of the PRIMIR • Commercial printer: 32.7 percent “Megatrends in Digital Printing R.R. Donnelley, KBA • Newspaper printer: 0.6 percent Applications” study was to evaluate 12 major print applications and determine Reach Digital Print • Label printer 1.7 percent which (if any) will migrate from analog Platforms Agreement • Packaging printer: 0.9 percent to digital production printing, when and R.R. Donnelley & Sons Company and • Photocopy services 11.1 percent why. IT Strategies conducted extensive KBA AG of Wuerzburg, Germany, • Direct mail services: 2.9 percent research with over 900 experts, printers have reached an agreement to develop, • In-house print: 12.1 percent and customers via e-mail surveys and manufacture and sell next generation piezoelectric digital inkjet printing • Small copy/print site: 23 percent personal interviews. The study focused on: books, catalogs, direct mail, labels, solutions to the packaging, securities, • Corporate Data Centre print: 3.4 percent magazines, manuals, marketing collateral, commercial and newspaper segments (see • Data Centre Service Bureau: 0.1 percent newspapers, packaging (folding cartons below). Under the terms of the agreement, • PrePress services: 8.5 percent & flexible) and specialty printing such R.R. Donnelley will license its Apollo • Finishing services: 3 percent as calendars, photo books, etc. The and other digital imaging technologies to study quantifies the page volume and KBA, which will incorporate them into its InfoTrends’ Sizing the European Printing rate of transition from analog to digital press offerings. “R.R. Donnelley and KBA Industry forecast provides an overview production printing for each application. have long been leaders and innovators in of the size and structure of the Western our respective industries,” said Thomas J. European printing and related industries, A surprise finding from the research: Quinlan III, R.R. Donnelley’s president including the number of establishments Few of the studied 12 applications will and chief executive officer. “We look and the value of shipments. Much of the tip within the timeframe of the study (by forward to having the combined R&D data is based on official statistical sources, 2014); some have momentum to possibly resources of nearly 1,000 engineers which have been assembled and edited by tip by 2020 or later, but the tipping point and imaging scientists bring forward InfoTrends to make the data comparable for most of the applications is decades the next generation of digital imaging across countries and industries. away, if at all. However, digital printing technologies.”
GPO and Library of Congress to Digitize Historic Documents The U.S. Government Printing Office (GPO) and Library of Congress (LOC) are collaborating to digitize some of the nation’s most important legal and legislative documents after receiving approval from the Joint Committee on Printing (JCP). The digitization project will include the public and private laws, and proposed constitutional amendments passed by Congress as published in the official Statutes at Large from 1951- 2002. GPO and LOC will also work on digitizing official debates of Congress from the permanent volumes of the Congressional Record from 1873-1998. GPO and LOC have also been given approval by JCP on a project to provide enhanced public online access to the Constitution of the United States:
96 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 300. INDUSTRY NEWS
WorkflowOne Emerging InnerWorkings Expands maintaining a freelance design career. from Chapter 11 Presence in Latin America Roberts’ responsibilities at Bank N Bankruptcy with Acquisition of CPRO Business Systems are to address internal marketing needs and to develop the WF Capital Holdings, the parent InnerWorkings, Inc., a leading global company’s newly added services. The company of Workflow Management, provider of managed print and addition of project-based marketing and which operates primarily through its promotional services, has acquired graphic design services will allow Bank N division WorkflowOne, announced print management firm, CPRO Services Business Systems to provide an even that the U.S. Bankruptcy Court for the Ltd. CPRO’s customer base generated greater level of service to its existing and Eastern District of Virginia, Norfolk over $22MM in revenue in 2009. With prospective customers. Headquartered in Division, has confirmed Workflow’s headquarters in Santiago, Chile, CPRO Shreveport, La., Bank N Business Systems Plan of Reorganization. The company is is the primary provider of business has been providing a broad range of positioned to complete its restructuring process outsourcing solutions for the printing and promotions solutions for and emerge from Chapter 11. “We print category in Latin America. CPRO more than 40 years. are very pleased to have reached is currently transacting business in 12 this milestone bringing us closer to countries in Central and South America. emergence from the Chapter 11 process,” The business employs over 50 individuals Deb Buck Joins The said Dave Davis, chief executive officer throughout its operations. Flesh Company of Workflow Management. “With our The Flesh Company, new capital structure, WorkflowOne Excelsior Purchases a PSDA member will emerge in a much stronger position Greeting Card Publisher supplier based in St. financially. We have significantly de- Oatmeal Studios Inc. Louis, recently leveraged our balance sheet, streamlined Excelsior, of North Adams, Mass., has announced the our operations and continued to purchased the assets and business of addition of Deb Buck reduce costs.” Under the plan, the Oatmeal Studios Inc., of Rochester, Vt. as its vice president company’s total debt will be reduced Oatmeal Studios has been creating and of its digital and label by approximately $149 million, and its distributing humorous greeting cards and divisions. Buck is a 30-year veteran of the cash debt service will be reduced by notepads to thousands of retail outlets print industry with a strong history in approximately $50 million annually. The nationwide for over 30 years and offers production management for labels, digital new capital structure provides material over 400 designs that feature unique, and commercial print. “We are very relief through lower amortization and colorful graphics and on-the-mark excited to have someone of Deb’s cash interest payments. humor. All products are manufactured background and industry insight on our in the U.S., and the greeting cards are team,” said Bob Berardino, the company’s Mail-Gard Increases printed with vegetable-based inks on president and chief operating officer. “Her Inserting Capacity by recycled paper. Excelsior has been experience working within trade channels 70 Percent producing greeting cards for Oatmeal will also help us support our distributors To meet growing demand, Mail-Gard®, Studios for over 20 years. more effectively.” The Flesh Company is a a division of IWCO Direct and one of supplier of business documents, labels, the nation’s leading providers of critical digital print and value-added printed communications recovery solutions, products for the trade from plants in has increased its total inserting capacity People Parsons, Kans., and Fenton, Mo. by 70 percent with the installation of three Pitney Bowes 21-station, APS Bank N Business Systems Broker Forms Welcomes inserters at its Warminster, Pa. facility. Hires New Director of New Business Development The inserters are capable of producing Manager more than 20,000 envelopes per hour and Marketing, Expands Services Gary Guttersen are equipped with document tracking PSDA member Bank recently joined capabilities. With the installation, Mail- N Business Systems PSDA member Gard meaningfully expands its inserting recently announced Broker Forms as its capability and capacity to support critical the hiring of business communications recovery programs. Michelle Roberts as development The document tracking technology, its director of manager. Guttersen which is a vital component to critical marketing. Roberts has more than 30 communications recovery operations, joins Bank N years of customer service and sales provides greater quality control and Business Systems after four years as management experience working at a drives even greater accuracy of multiple- director of marketing at The Glen large printing manufacturer. Guttersen page mailings. Retirement System, while simultaneously
98 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 300. INDUSTRY NEWS
says that his primary goal is to increase CT press models. Richardson brings label printers and converters—has named and strengthen the number of distributor nearly 25 years of experience in the web Betty Grande to conduct business partnerships Broker Forms has and to offset industry. He joined KBA in May development in Latin America and the “make them (distributors) aware that it is 1987 as the eastern sales manager of the Caribbean. A graduate of the printing as painless as possible to work with web offset division and later sales management program at Rochester Broker Forms. Based on my past manager where he provided print Institute of Technology, Grande is based in experience, seeing the ups and downs of production analysis and planning for Puerto Rico. Before joining Label Traxx, independent brokers, I think Broker KBA’s web customers. Prior to joining she held technical sales and business Forms makes life easier for distributors to KBA, Richardson held the position of development positions with Intermarket do their jobs successfully.” national sales manager at Mitsubishi Corporation, a major Latin American Chemical Corporation and marketing distributor of flexographic products such InfoTrends Announces New manager at WR Grace. as the HP Indigo press and DuPont Cyrel. Senior Consultant Sustainable Green Printing InfoTrends recently Partnership Appoints announced that Shannon Palmer as Barney Cox has Products joined the company Executive Director as senior consultant, Sustainable Green Pitney Bowes to Launch European on-demand Printing Partnership Volly™: Secure Digital printing and (SGP), an Delivery Service that production and wide independent, non- Connects format printing services, where he will be profit organization Pitney Bowes Inc. announced the Volly™ responsible for conducting graphic arts for sustainability secure digital delivery service, a new market research, providing forecast analysis, certification in the cloud-based digital mail communications consulting with clients and creating graphic platform that will empower consumers to editorial content for product and market communications industry, announced the receive, view, organize and manage bills, analysis reports. In this position, Cox appointment of Shannon Palmer as statements, direct marketing, catalogs, covered the printing industry, focusing on executive director. Palmer brings 16 years coupons and other content from multiple digital and conventional print processes, of professional experience from across the hardware, software, services and graphic communications industry. As the providers using a single application. This consumables. Before joining InfoTrends, executive director, Palmer will be focused opt-in, consumer-focused consolidation Cox specialized primarily in technology on executing an aggressive outreach service, which also includes online bill writing as the executive editor of PrintWeek program to the organization’s three target pay, will be made available to consumers magazine. In addition to writing news, audiences: printing organizations, print in the United States in the second half of features and analysis for print and online, broker/buying community and patrons; 2011. Expanding Pitney Bowes’ Customer Cox was also involved in organizing and and raising awareness of SGP, in addition Communications Management (CCM) presenting live events and webcasts. to gaining support from patrons that portfolio, the Volly™ digital delivery service embrace sustainability. She will also will provide a secure, electronic means of KBA North America streamline the application and auditing communication and help organizations process and implement an SGP realize significant cost savings, while Promotes Bruce Richardson procurement preference program with ultimately empowering consumers with to National Sales Manager, several major print buyers. an opt-in, spam-free experience to help Web Presses organize and manage their lives. Go to KBA North America, Label Traxx Appoints www.pb.com for more information. a global press Latin American manufacturer based Business Development Xerox Announces New in Dallas, has Production Inkjet System promoted Bruce Representative Richardson to its Tailored Solutions web national sales Label Traxx™—the manager. In this most popular print position, Richardson will be overseeing business the KBA web accounts for both management newspaper and commercial customers software for including the new high-performance, flexographic and fully-automated C16 and Commander digital narrow web Xerox Corporation recently introduced the world’s first high-speed waterless
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inkjet system to enable vivid image and advanced document management Mutoh Releases quality on low-cost paper for printers solutions and services, announced the Eco-Friendly MP Ink looking to produce high-volume, launch of the next generation of its high-value jobs. Xerox has developed Personal Paperless Document Manager a patented, granulated, resin-based ink (PPDMv2). Equipped with more robust formulation to serve the high-speed and dynamic features, PPDMv2 software production market. The key benefit is converts scanned paper documents into the elimination of water so that vibrant, electronic files and routes them to any consistent color can be printed on low- destination via custom workflows created cost, offset paper that comes out flat with from a desktop computer. PPDMv2 can Mutoh Industries, Ltd. founded in 1952 no ink soaking through. Pages can be accommodate Ricoh, Savin and Lanier produced quickly and reliably, saving in Tokyo, stays green in the digital branded products. PPDMv2 software money in labor and waste – and because signage market with its new MP Ink. provides a comprehensive platform jobs are printed on demand, there’s Made up of 60 percent bio-based material that integrates seamlessly with Ricoh no need for warehousing pre-printed and containing no HAPs (hazardous air multifunction products (MFPs) to capture, materials. In addition, the formulation of pollutants) or heavy metals, the ink is the ink enables document de-inking. For combine, convert and share documents made to enhance the output of Mutoh’s more information, see www.xerox.com. regardless of the original format. PPDMv2 ValueJet 1608HS-Hybrid. Mutoh’s manages three largely incompatible new ink produces a wider color gamut Ricoh Introduces formats—paper documents, PDFs and with increased adhesive and abrasion Microsoft® Office files—from a desktop characteristics. This durable outdoor Personal Paperless application. Users can conveniently ink is comprised of renewable resources Document Manager access workflows at an MFP to improve which are created in state-of-the-art Ricoh Americas Corporation, a leading productivity and reduce costs. See resin chemistry. MP Ink offers high provider of digital office equipment www.ricoh-usa.com for further details. performance on vinyl, banner and a wide
Visit us at Print Solutions Expo Booth 204.
PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 101 INDUSTRY NEWS COMPILED BY FRANCES MOFFETT
range of plastics. The new ink requires a user-friendly interface. The system Mohawk Expands Its relatively low maintenance compared to is equipped with a 7-inch, diagonally HP Indigo Paper Line, competitive products. Visit www.mutoh.com. measured, high-resolution touch-screen Releases Panoramic color display with thumbnail view and Bindery Equipment Pad Print Machinery of image preview, while a multi-tasking Vermont Presents Latest controller helps maximize document workflow. The MX-2310U full-color Automated Stress Ball workgroup document system also has a Printer standard 100-sheet reversing document Pad Print Machinery of Vermont leads the feeder, automatic duplexing, electronic field in custom automation and is proud to sorting and integrated offset stacking that introduce the latest version of an automated can help businesses to rapidly complete stress ball printer (shown below) for the large jobs. Visit sharpusa.com. promotional products industry. Features include: automated rotary table, custom ThinPrint Introduces software and touch screen graphic interface, .print Personal Printing two sealed inks cups for printing two job simultaneous or same job at double time, Essentials for Secure four specialized fixtures with smaller sleeve Printing Market inserts, auto unload chute, quick setup ThinPrint, a leader in print management for short production runs and a small and cloud printing solutions, announced footprint. Visit www.padprintmachinery.com the availability of .print Personal Printing for more information. Essentials to provide secure printing that authenticates the user at any standard Sharp Introduces the printer via smartcard, BlackBerry® or Mohawk’s expanded HP Indigo paper line QR barcode. .print Personal Printing includes three important new products: MX-2310U Color Document Essentials runs on standard hardware System Mohawk Panoramic Papers, specialized and enhances security as it ensures that papers for the production of high-end Sharp Imaging and Information a print job is accessible to appropriate photo albums, photography, art books, Company of America (SIICA) announced users via required authentication. In promotional brochures, calendars and the availability of the MX-2310U color addition, costs are lowered as only those similar publications; the Mohawk Studio multifunction document system. The documents needed are printed out. .print Collection, a line of pastel, mid-range and new MX-2310U offers standard copy Personal Printing Essentials does not deep rich shades specifically developed network printing and color scanning require any special hardware and the for white ink applications on HP Indigo features. The new MX-2310U offers an solution is 100 percent manufacturer- presses; and Mohawk Everyday Digital, a economical solution to copying, printing independent. Go to www.thinprint.com reliable and economical digital house sheet and scanning needs while providing for more information. with uncoated smooth, uncoated vellum and coated silk offerings available in all the weights and sizes. An updated HP Indigo Guide now houses the complete collection. Mohawk also released bindery equipment to produce panoramic lay-flat books. These three simple units (RT1 Roller Tacker, BP1 Book Press and CC1 Cover Crimper) are a turnkey bindery solution, allowing printers and photographers to quickly and cost- effectively make lay-flat casebound books. Go to www.mohawkpaper.com for more information.
Objectif Lune Releases PrintShop Mail Suite 7.1 Objectif Lune recently announced the release of version 7.1 of PrintShop Mail Suite, the leading VDP software for over 15 years. PrintShop Mail Suite’s evolution
102 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 601. INDUSTRY NEWS
includes the arrival of its web-to-print barcodes that are popular in various HP Indigo certified by the Rochester module, PrintShop Mail Web, in order print marketing campaigns. Users Institute of Technology (RIT) and to optimize online ordering of VDP with a smartphone can scan QR Code available in an expanded cover offering. products. With PrintShop Mail Suite 7.1, images, which opens a web page in the In addition to the HP Indigo certification, Objectif Lune carries on the evolution by phone’s browser, connects to a wireless Productolith Pts. Digital is guaranteed making PrintShop Mail Web a full-featured network or displays text, such as the and qualified for other top digital production server able to process variable creator’s contact information or vcard. equipment manufacturers including data print jobs submitted by as many The variable QR Code generator can Xerox and Kodak. The expanded design stations as desired from anywhere be merged with a database and allows Productolith Pts. Digital offering now in the world for direct production or web printers to personalize web-to-print includes 12 pt. coated two side (C2S) ordering. For more information, visit campaigns for their customers. Aleyant with the complete offering including www.printshopmail.com. is also providing a free, non-variable 10, 12 and 14 pt. coated one side (C1S) QR Code generating tool, which is and 10 and 12 pt. C2S. Productolith Pts. Aleyant Adds Variable available to anyone that wishes to offer Digital has an exceptionally smooth this capability. The QR Code generator is surface, bright blue-white shade and QR Code Generator to semi-gloss finish that create superior eDoc Builder available on Presser’s website at www.pressero.com. printed graphics and photography on dry Aleyant Systems, a leader in value-priced and liquid toner printers, color and black web-to-print solutions for the graphic and white laser printers and digital offset communications industry, announced NewPage Productolith Pts. equipment. For more information, go to that a variable QR Code generator has Digital® Paper Now HP www.newpagecorp.com. been added to eDoc Builder, a web- Indigo Certified based variable data publishing (VDP) NewPage Corporation announced that system. QR Codes are two dimensional Productolith Pts. Digital® paper is now
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110 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG ADVERTISER INDEX
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PSDA.ORG | APRIL 2011 | PRINT SOLUTIONS | 111 FINAL THOUGHTS
Despite their work style differences, sales and customer service professionals must Working with Style interact cooperatively and communicate effectively for client deliverables to be Why Employee Style Assessments Are Essential met. Yet, without an appreciation of BY CLAUDIA ST. JOHN behavioral preferences, differences in style can easily escalate into personal conflicts. And once that happens, it’s unlikely they am a firm believer in style assessments – those personality tests will appreciate the real value that each that some companies use to evaluate their employees – and so professional brings to the team. is my former colleague, “Lisa.” Lisa used to drive me nuts. She is Style assessments are not new – the not the warm and fuzzy type. She would arrive in the morning well-known “DISC” assessment was Iand shut her door and would not emerge until afternoon – working developed approximately 90 years ago. the entire time shut in her office. Meanwhile, I was engaging with Most style assessments gauge behavioral the team, assessing workloads, putting out fires, having face-to-face preferences in specific domains, such as interactions with people – and all the time wondering why Lisa problem solving, sense of urgency, people didn’t like me. After all, I’m a really friendly person! orientation, and reliance on process and procedures. The science behind these Then we took style assessments, and suddenly everything made St. John assessments is complicated, but their sense to both of us. The individual assessments laid bare our stark validity – the TTI DISC Assessment differences. My results revealed that I am highly extroverted. I like has a validity rating of more than 98 dynamic, creative environments and working with people, and I care less about process percent, according to Target Training and procedures than I do about outcomes and results. Lisa’s results showed that she is Inc. – is undeniable, as is their proven highly introverted, preferring process and data to people. She is more resistant to change effectiveness in organizations. and requires more time to make decisions. What I had interpreted as her dislike of me was, in fact, a difference in natural behavioral style. Perhaps the biggest “a-ha moment” At Affinity HR Group, LLC, we rely on style for us was that we made a great team because we were so different. assessments when recruiting, developing team cooperation, coaching professionals, The assessments gave us an appreciation of each other’s preferences, which helped us to and resolving conflicts. It all comes down to communicate better. I learned to give her space and privacy, and she learned to dedicate one simple premise: If we can understand time to face-to-face strategizing with me. And once we incorporated style preferences each other’s behavioral preferences and into our interactions, we became an even better team. incorporate those preferences when working together, we will improve Many organizations have a range of conflicting styles across their team members. cooperation and collaboration. Style They’re easy to spot: the chief financial officer and the human resources manager; the assessments are not quick fixes to workplace technology manager and the marketing director; and the classic conflict – the sales personality conflicts, but simply creating professional and the customer service representative. “Hunter-type” sales professionals understanding and awareness of different tend to have highly “dominant” styles, focusing on financial rewards and creative working styles – which is what style solutions and boasting tireless dedication to setting and accomplishing their goals. assessments do so well – can really help the “Farmer-type” sales professionals tend to be “influencers,” skilled at interpersonal process of averting and resolving conflicts. relationships and open communications. Both of these types tend to be extroverted, fast-paced, change-oriented, and highly verbal. It has been 15 years since Lisa and I took our style assessments, and for us and our For the customer service representative who has to work with them, sales professionals team the results were transformative. We can be challenging. Natural “supporters,” customer service representatives tend to be are still vastly different people, but we detail-oriented, calm, and deliberate, and they often prefer to work at a slower pace. appreciate and care for each other. I have seen them deliver clear and convincing value in many other cases since then. PS St. John to Present at PSDA Conference Want to learn more on this topic? During the upcoming PSDA 2011 Print Solutions Conference and Expo, Claudia St. John will present a session, “Making Sense Claudia St. John is president of of Employee Assessments,” that will include a distributor panel representing Affinity HR Group, LLC, a consulting companies that are using assessments to measure employees. St. John will firm that specializes in providing also present “Becoming a High-Performing Customer Service Team,” for which human resources assistance to participants are encouraged to complete an online DISC behavioral assessment before the conference. DISC profiles will be provided to conference attendees who associations such as PSDA and their register by April 15 at a 70 percent discount – made possible by Affinity HR Group, member companies. Learn more at LLC. Learn more about the sessions at www.psda.org/conference. visit ZZZDI¿QLW\+5JURXSFRP.
112 | PRINT SOLUTIONS | APRIL 2011 | PSDA.ORG Visit us at Print Solutions Expo Booth 819. Visit us at Print Solutions Expo Booth 819.