JANUARY 2010 5 AWARDWINNING COVERAGE OF THE PRINTING INDUSTRY

433 EAST MONROE M A G A Z I N E The State of the Industry Editor in Chief Peter L. Colaianni, CAE I Vice President, Publications Brad Holt Managing Editor Brad Holt Assistant Editors Kristin Quinn Krista Scarlett Contributing Editor George Crump Art DirectorProduction Manager Roxanne Rash Advertising Sales Dave Merli, Dana Brooks, Ryan Abell Publications Committee Bill English, CFC Mike Fisher, CDC Bob McAleavey George Smith, CDC Advertising Sales Print Solutions Magazine Advertising

CONTENTS IN EVERY ISSUE 46 48 50 52 53 57 Industry News New Products Services People Calendar Advertiser Index Classified STATE OF THE INDUSTRY 10 Buzzphrase 2010 Social Media Marketing How online networking will shape the future of marketing. By Kristin Quinn How Bright is the Light at the End of the Tunnel Industry experts dish out predictions for the economy in 2010. By Kristin Quinn Evolution of the Remaining Majors A timeline of directselling manufacturers the majors in the formsdocuments

PRESIDENTS MESSAGE BY GEORGE CRUMP Ask More Questions and Make More Sales W hat skills will salespeople need in the future Such things as making better presentations, having more technological expertise and using social media more effectively come to mind. No doubt, training in these areas will be part of the new education program being developed by PSDA, but I think we dont pay enough attention to learning more about our customers, their pain points and what is on their minds. We have to ask

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PRESIDENTS MESSAGE BY GEORGE CRUMP Presidents Message continued from p. 6. that, about 60 minutes, with me. Neither company asked to talk with anyone else at the plant. In very short order, I received lengthy proposals from each that looked like mostly boiler plate. The proposals had a lot of information about their companies. Did I really care much about their companies Did I have much confidence in either of these companies Would you Then, I called a local company that seemed to offer more th

STATE OF THE INDUSTRY BUZZPHRASE 2010 SOCIAL MEDIA MARKETING How Online Networking Will Shape the Future of Marketing By Kristin Quinn Halfway through their 100th anniversary year in 2008, the staff at Western States Envelope Label, Milwaukee, Wis., discovered a film from 1941 in the company conference room. The film was converted to a DVD, and footage showing how the business operated nearly 70 years ago is now on the companys YouTube channel. Jim Feldman, president of FORMost Graphic Commun

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STATE OF THE INDUSTRY social media marketing SOCIAL MEDIA GLOSSARY A decade ago, business owners were still navigating their way through the dotcom craze and email marketing. Two years ago, forwardthinking marketers dabbled in online communities Second Life and MySpace, which social media experts say are now on their way out. Today, in addition to blogging, consultants list Facebook, LinkedIn, YouTube and Twitter as the four major social media platforms to conquer. But, these four sites spun th

STATE OF THE INDUSTRY social media marketing Will social media replace traditional marketing Kodak began its social media marketing campaign with the companys first blog A Thousand Words in 2006. The blog features stories by Kodak employees about Kodak products, their personal experiences with photography and imaging, and what is new and innovative at the company. Since then, the campaign has expanded to include additional blogs and extensive marketing efforts on social networking sites, all of

STATE OF THE INDUSTRY social media marketing What if customers say something bad about my company via social media So, youre listening more to your customers this year, but you may find yourself on the receiving end of something you dont want to hear. You realize a customer is complaining about your company all over the web. Now what Kodak has experienced both positive and negative customer feedback via social media. Customers have said to the point of using foul language how upset they were wi

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STATE OF THE INDUSTRY social media marketing Should I hire someone to run my social media marketing campaign Kodak, which conducts all of its social media marketing internally in the U.S., believes so strongly in the process of listening to customers that it is hiring a chief listener, says Cisney. Currently, Cisney is responsible for generating social media content, monitoring the blogs, and listening and responding to customers. Listening to customers is just as important as generating conten

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STATE OF THE INDUSTRY social media marketing There were more social media postings and transactions than email sent in the U.S. this year. Anybody associated with the communications industry, ignore at your own peril. T.J. Tedesco, Grow Sales Inc. Rockville, Md. Go to www.printsolutionsmag.com to check out the online version of this cover story, complete with links to articles and slideshows on social media marketing. Miller agrees the lack of measurement and barometers with social media

STATE OF THE INDUSTRY the economy HOW BRIGHT IS THE LIGHT AT THE END OF THE TUNNEL Industry experts dish out predictions for the economy in 2010. By Kristin Quinn ost printing industry principals are hopeful entering 2010, as industry experts, economists and business journalists predict the end of the recession. Things are going to get a little better in 2010, say many business owners. But Dr. Joe Webb, director of WhatTheyThinks Economics Research Center, believes that statement may be a bit

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STATE OF THE INDUSTRY the economy Doing well is a relative term. Doing well in 2009 might have meant that you didnt lose any money. Jim Anderson, President Corporate Development Associates, Scottsdale, Ariz. merger and acquisition activity is going to increase in 2010. However, he says its going to look different than it has in the past. Almost every deal Im working on right now is what I call a troubled opportunity, Anderson says. He adds that the trend right now is for small to mediumsiz

STATE OF THE INDUSTRY mergers acquisitions EVOLUTION OF THE REMAINING MAJORS By Jim Anderson ergers and acquisitions have played a huge role in shaping what is left of the directselling manufacturers aka the majors in the formsdocuments segment of the printing industry. This chart provides some historical lineage and a timeline. Today, the formsdocuments segment of the printing industry has but four remaining large directselling manufacturers, compared with 1012 years ago. Past industry househ

WORKFLOWONE Privateowned by PE firm Perseus TTM Sales 700800MM Transactions to get there 62008 Divested UEG Freedom Graphics 22008 Acquired Specialty Envelope 22008 Acquired DPCS Div. of Miami Systems 82006 Divested Relizon Canada 112005 Acquired Relizon from Carlyle 62005 Divested Webtrend 12005 Divested Direct Pro 122004 Divested Data Business Forms Cda 42004 Public WORK taken private by the private equity firm Perseus LLC Prior transactions by Workflow Gen I 2001 2000 2000 2000 2000 2000 200

STATE OF THE INDUSTRY technology THE FUTURE OF TECHNOLOGY IS IMPROVEMENT Digital printing and integration of print and technology promise to improve the print industry in 2010. By Krista Scarlett f 2009 saw a decrease in sales and innovation, then what will we see in 2010 Frank Romano, administrative chair of Rochester Institute of Technologys School of Printing Management and Sciences, believes because 2009 was a down year in terms of all technology, this year will be about improving much of w

Environmental responsibility is a key issue and opportunity in todays print market. At DATATEL, we fully support the efforts to promote responsible forest management throughout the industry. DATATEL recently became officially ChainofCustody certified for both Forest Stewardship Council FSC and Sustainable Forestry Initiative SFI. This designation confirms that DATATEL has been granted the authorization to label our print productions as having met the accredited standards of proper forest managem

STATE OF THE INDUSTRY technology longer lengths about 22 inches for each one gallon label, a lot of materials were brought into the warehouses when printing traditionally. We were easily losing a hundred thousand labels, at about 12 cents a label, every year, she says. After purchasing a Xerox iGen, Newton says the company was able to cut costs and print more ondemand labels. Plus, the speedy turnaround of digital print left less waste on the floor. I think digital label printing will catch up

Envelope Styles Envelope Label Capabilities Announcements ASeries Square or Machine Insertable Flap ASeries Gold or Silver FoilLined Pointed Flap Baronials Catalogs and Booklets King Size Catalogs Machine Insertable Booklets Neopost Machine Insertable Policy Showcase WindowsCommercialsBooklets Square Sizes Church Offering Coins Bank DriveUp CDDVD Lens Credit Card Parking TicketJewelry Pharmaceutical CommercialsRegular and Window Diagonal Seam die cut Side Seams die cut and web Dual Purpose 2w

STATE OF THE INDUSTRY promotional products PROMOTIONAL PRODUCTS MARKET TO HEAT UP IN 2010 Hot products, new safety law and growth online By Krista Scarlett ast year, promotional products were an anomaly, says Frank Romano, administrative chair of Rochester Institute of Technologys School of Printing Management and Sciences. Because of the recession, businesses cut back on spending, so promotional products were pushed aside, he says. And when businesses had to cut back on printing, they really c

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STATE OF THE INDUSTRY promotional products believe their employer has violated the law, and increases fines and jail times of violators. Borello shares these tips to ensure your business follows this new legislation. Learn how to identify if a product is liable for testing under the CPSIA regulations. Retain on file copies of Certificates of Compliancy and independent test results as obtained from the manufacturer for each childrens product sold. Permanently mark all applicable items directl

FEATURE ARTICLE PROMOTIONAL PRODUCTS A Big Win for Screenprinting Pony Xpress Printing scores with its athletic promotional products. By Krista Scarlett Six years ago, Adam Walterscheid and Jeff Henderson were roommates and football players at Southern Methodist University in Dallas. Walterscheid worked at the campus bookstore, making contacts with the Greek community that would help jumpstart his business, Pony Xpress Printing in Dallas. With only 100 in his pocket, Walterscheid purchased a p

FEATURE ARTICLE PROMOTIONAL PRODUCTS One season, PXP had an interesting idea for Item of the Night. With 15 classic rock bands, such as Aerosmith and The Who, and their band logos in mind, the printer redesigned the bands logos to match the Stars, creating collectible Dallas Starinspired rock Tshirts. Its all about taking the Stars logo and working it into popular trends on the market right now, says Henderson. And thats just what PXP did, says Jason Atkinson, director of merchandising for the D

SPOTLIGHT Homegrown An Industry Couples Story Sometimes home office can take on a whole new meaning. BY KRISTIN QUINN S hortly before Thanksgiving 1981, nearly every room in Dave and Barbara Donnellys home was filled with stacks of government tax forms. There were enough to fill threequarters of a tractortrailer. I figured out if I ordered government tax forms in bulk Id save a lot of money and could deliver them myself, says Dave Donnelly, president of SunCoast Forms, Sarasota, Fla. So, this

SPOTLIGHT lived in the onebedroom house to watch over things at night since there was no burglar alarm system. SunCoast has been a family business since the beginning, the Donnellys say. Both of their daughters work for SunCoastPatti as a salesperson, and Ann as a former customer service representative who now does computer work from home while raising her children. Even the Donnelly dog, Coco, joins the family for work at SunCoast every day. The distributorship relocated to its current facility

INDUSTRY NEWS Proforma Gets National Exposure Greg Muzzillo, founder of Proforma, No. 2 on last years Print Solutions Top 100 Distributor list, appeared live on national TV December 2 on the Your World Cavuto show on FOX News. Proformas creativity in rewarding employees has captured media attention. The company was featured in the Wall Street Journal and on CBS News Radio stations across the country. proforma.com Google Promotes 2D Codes Google has sent window decals with 2D codes to 100,000 lo

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NEW PRODUCTS SERVICES MPX Receives SAS 70 Confirmation MPX, Portland, Maine, recently completed an independent audit by the American Institution of Certified Public Accounts AICPA for SAS No. 70 information technology control objectives and control activities. The audit confirmed that MPX is compliant with strict guidelines for protecting and safeguarding sensitive customer data from its clients, making the company one of the first print solutions providers in the U.S. to receive this distincti

New York California Indiana Georgia Texas Got National Manufacturing Printegra offers national manufacturing locations combined with superior online technology and short run manufacturing expertise to create a onestop shop for business documents. Whether your print program is national or local, Printegra can save you time, energy and money. Call us today at 8004226070 or visit our web site at www.printegra.com to find out why they call us the short run industry leader. Checks Forms Document

PEOPLE NEW HIRES Donald Gustafson recently joined Baldwin Graphic Systems Inc., Washington, D.C., as president. Previously, Gustafson was president of the Tensor Group. In his new position, Gustafson will direct and manage the marketing, sales and service responsibilities for the Americas marketplace. Toshiba Business Solutions Inc., Santa Maria, Calif., recently appointed Jim Hawkins as vice president of Operations. Previously, Hawkins was senior vice president of Field Operations for Danka Off

INDUSTRY EVENTS CALENDER 2527 Graphics of the Americas Expo Conference Miami Beach Convention Center Miami Beach, Fla. goa2010.com MAY 1114 Mailcom 2010 The 30th Annual Global Convention Atlantic City, N.J. mailcomconference.com JANUARY 2527 2010 PODi AppForum The MGM Grand Hotel Las Vegas podi.org 2834 2010 Presidents Conference Scottsdale Fairmont Hotel Scottsdale, Ariz. printing.orgpresidents conference 2426 2010 Print Solutions Conference Expo Baltimore Convention Center Baltimore psda

ADVERTISER INDEX Interact with the companies whose products and services are advertised in Print Solutions. Go to www.printsolutionsmag.comadindex.html. Visit Print Solutions Magazine on the web www.printsolutionsmag.com. If youre an advertiser and would like your website or email address listed a free service, contact Roxanne Rash at 703 8366232, ext. 118. The advertiser index is published for readers convenience. While every effort is made to list information correctly, the publisher is not li

10 reasons to join PSDA now. REASON 1 Limitless Resource PSDA members have aroundtheclock access to over 45,000 industry sources in more than 20,000 product categories. You wont find a more exhaustive list anywhere else. Grow With Us. Join Today. www.psda.org 800.336.4641

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