PEAK Winners Executive Coaching Mail Center Experts Cloud Computing Big Mistakes, Bigger Lessons Even the best distributors make business blunders. Successful leaders dwell on the lesson, not the loss.

The more things change... From our first distributor communications to the latest Peak Award winning materials, Ennis supports and encourages the independent distributor. Even early on, the brochure on the right highlights three of our guiding principles Building a partnership with distributors. Growing your business with new products. Training experts to meet your needs at a local level. Thanks for helping Ennis achieve 100 Years. Award winning sales tools 800.972.1069 www.ennis.com Come S

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433 EAST MONROE M A G A Z I N E Editor in Chief Peter L. Colaianni, CAE What You Can Do Vice President, Publications Brad Holt E Managing Editor Rebecca Trela Assistant Editor Kristin Quinn Contributing Editor Mike Fisher, CDC Art DirectorProduction Manager Roxanne Rash Advertising Sales Dave Merli, Kevin Boyle, Dana Brooks, Ryan Abell Publications Committee Bill English, CFC Mike Fisher, CDC Bob McAleavey George Smith, CDC Advertising Sales Print Solutions Magazine Advertising Depart

CONTENTS IN EVERY ISSUE 67 68 68 70 71 73 Industry News New Products Services People Industry Calendar Advertiser Index Classified COVER STORY 18 Big Mistakes, Bigger Lessons Even the best distributors make business blunders. By Darin Painter FEATURES 28 2009 PEAK Award Winners The stories behind 38 grand award winners. By April Hollis Executive Coaches Blow the Whistle on Owners With No Accountability Coaches help distributorship owners keep on track, stay in the game. By April Hollis The T

CheckStock from IGINALD ORIGINAL CHECK CUMENTORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDOCUMENTOR HAS MULTIPLE SECURITY FEATURES ON CHEMICAL . PRINTED REACTIVE PAPERSEE TONER FUSE DETAILS BACK FOR ORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDOC UMENTORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDOCUMENTORIGIN ALDOCUMENTORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDOCUME NTORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDO NTORIGINALDOCUMENTORIGINALDOCUMENTORIGINALDOCUMENTORIGI

PRESIDENTS MESSAGE BY MIKE FISHER, CDC Par for the Course Isnt Good Enough I spent some time at the beautiful Saucon Valley Country Club in Bethlehem, Pa., last month watching the U.S. Womens Open golf tournament. A golf course is usually the only place I can forget about business for a few hours and concentrate on nothing but my game and maybe a good cigar. But enjoying this USGA event turned out to be a fantastic work day for me. After parking a mile or so from the course, I was amazed at all

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PRESIDENTS MESSAGE BY MIKE FISHER, CDC a beautiful fullcolor, 11piece invitation mailed all over the world to invite other bishops and VIPs to the ordination of our new bishop. fullcolor signs and banners, some more than 30 feet wide, that will welcome the new bishop. a hospitality gift a beautiful set of digitally printed marble coasters that will be given to all other bishops in attendance. Fulfillment is part of this jobtwo coasters in a classy white box with cotton lining and gold ribbon

PROMOTIONAL PRODUCTS Content Marketing on Promotional Products One mans trinkets and trash can be anothers treasure BY REBECCA TRELA B yron White, president of Bostonthe project blossomed into several tags as functional or promotional based marketing firm ideaLaunch, iterations of educational cue cards items, but Crockett saw how they defends the communications adage that are beloved by members. could be used to pass information to that content is king. But in the marASEA, which encompasses b

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PROMOTIONAL PRODUCTS printed in Denver by Helen Young of EnZed Design and produced by Spring Press Denver. Over the years, the cards remained popular and were refreshed and reprinted in 2005. three steps content creation, optimization and testing. Although ideaLaunch focuses on online promotions, White says the process applies to any mediumPOD books, webinars, workbooks, whitepapers and ad specialties. Creating the relevant content is the crucial step. The main advantage of creating the original

PROMOTIONAL PRODUCTS what doesnt work, he says. His company divides an initial rollout into groups with different text and graphics. In the old days of print and collateral design, we would meet with a client, talk about their problems, and then put together three potential pitches, White says. The agency would then present three comps to the management team, who would pick a flavorsubjectively. Those days are gone. Those decisions are now being decided by the audience, not the management team.

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THOUSANDS OF PRINT RESELLERS HAVE ALREADY JOINED . . . NOW ITS YOUR TURN. growll.com dedicated to growll.com is dedicated to serving ONLY print resellers. L serving ONLY print resellers. Earning and keeping yo trust is our highest priority. T your our priority. Thats why we only serve the print serve p reseller and we guarantee not to compete with our members or cap their potential p guarant tee me embers profit by setting the market price with enduser access. Each applicant g y g p ce pri h a

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MANAGEMENT Bigger Lessons Even the best distributors make business blunders. Successful leaders dwell on the lesson, not the loss. By Darin Painter Big Mistakes, J ohn Osborne sat in his Wichita, Kan., office and realized it was time to diversify the offerings of his printed products distributorship, Midwest Single Source. It was the late 1980s, and he sensed a coming decline in the forms market. The owner of a 1 million office products provider had asked Osborne to buy his firm. The deal seem

MANAGEMENT The Importance of RiskTaking Albert Einstein once quipped that anyone who has never made a mistake has never tried anything new. That thought should resonate with distributors in the fastpaced print industry, who often feel the pressure of evolving with the latest technology, new partnerships, different business models and bold ideas. If you arent making mistakes, you probably arent making decisions, says Jonathan Vehar, a senior partner at New Improved LLC, an organizational develo

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MANAGEMENT John Osbornes Advice toYoung Professionals Think hard before you make your business a partnership. I had been in business for about a year, and hired a friend who had been with UARCO. I gave him 47 percent of the business just gave it to him. I didnt know anything about equity, or what the future impact of that decision would be. I ended up buying him out. Ive never seen one partnership that is comfortable in the long term. Every mistake you make, no matter how big, can be a learnin

MANAGEMENT Mike Banns Advice to Young Professionals The more you can stay ahead of technology, the better off youll be. buyer is sufficiently solid to lead to mercy and compassion. In an ideal business relationship, he says, mutual importance is critical. The lifetime value and profitability emanating from secondtier and thirdtier accounts are sometimes overlooked in the rush to generate sales volume. Today, Bann, who runs Bann Business Solutions with his brother Bill the familyowned firm bega

MANAGEMENT John Osbornes Advice toYoung Professionals Realize youre more savvy than the industrys older generation. Most of us came from major directselling manufacturers like UARCO, Standard Register, Wallace and Moore. Youre in a completely different world, and are able to make transitions easily. Mike Banns Advice to Young Professionals You cant rest on your laurels if you have a big amount of business with a client, because other smart people will always be knocking on the door, promoting

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SPECIAL REPORT PEAK WINNERS 2009 2009 PEAK Awards 38 Winning Projects n the fifth year of our annual Print Excellence And Knowledge Awards, entries continued to surprise judges with their sophistication and creativity. In 2009, the contest attracted more than 231 entries from around the world, encompassing everything from a patentpending, plasticfree DVD case to dozens of highend, cross media self promotion campaigns. We also attracted a record number of new entrants and significant submission

SPECIAL REPORT PEAK WINNERS 2009 Affixed Products Promo Print Solutions, Oshkosh, Wis. When Direct Auto Insurance wanted a brochure, three key fobs and four stickers all in one piece, Promo Print Solutions suggested affixing the components to the inside of a brochure, sized to fit into a standard No. 10 envelope. Thats going to save a lot on postage, said one judge. Both the key fobs and the stickers are produced with slit scores, allowing less substrate to be used, versus perforating the piec

SPECIAL REPORT PEAK WINNERS 2009 Binders, Complex Cadillac Looseleaf Products, Troy, Mich. This binder, praised by judges as unique, was produced inhouse at Cadillac Looseleaf Products. The outside and inside binder wraps were digitally printed and hand turned. Cadillac added a magnetic closure to make the binder function more as a box, which protects the paint chip samples and makes it easy to mail, judges said. Award of Excellence Independent Printing Co., De Pere, Wis., PFLAG Safe Schools

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SPECIAL REPORT PEAK WINNERS 2009 BindersFolders, Simple Quality Resource Group, Plymouth, Minn. Judges were impressed with the varnish imprinting on the spine of this unique binderanother piece in the launch of a new brand for Quality Resource Group. The company wanted a binder that subtly communicated goods and services. The solution varnish imprinting on the spine of the binder to remind prospects of goods and services each time they glance at it. Award of Excellence Independent Printing Co

SPECIAL REPORT PEAK WINNERS 2009 Commercial Printing, Booklets Promo Print Solutions, Oshkosh, Wis. Promo Print Solutions really made a function out of these booklets, said judges. The trick with the IAMS Premium Nutrition Guide is that its a saddlestitched booklet with tabs. Not every printer can produce this configuration, President Paula Condor said. Additional runs of the nutrition guides have been produced as the booklet is part of a program that drop ships on a weekly basis. Awards of E

SPECIAL REPORT PEAK WINNERS 2009 Commercial Printing, Kits The Flesh Company, St. Louis PARs Personality Assessment Inventory Comprehensive Kit required a lot of coordinating with vendors. But that was not a problem for The Flesh Company, which worked with a book printer, an offset printer, an OCR printer, a packaging manufacturer, a binder company and Digital Marketing Services. The kit contains a professional manual, a control sheet for professional report services and a padded critical item

A l t Appleton congratulates t l t The Flesh Company, Printgraphics, ProDocumentSolutions, WardKraft and Wise on their 2009 PEAK Awards Come See us at Print Solutions Expo, Booth 604

SPECIAL REPORT PEAK WINNERS 2009 Cross Media BC Graphics, Tempe, Ariz. Judges said BC Graphics has everything going for them after they examined the companys 2009 selfpromo campaign. BC wanted to expand on its usual quarterly calendar theme, so it used the calendars as the cornerstone of its 2009 campaign and added custom promotional products, an online sweepstakes and direct mail marketing. The four quarterly calendars were printed in fullcolor with soy inks on 100 percent postconsumer recycl

SPECIAL REPORT PEAK WINNERS 2009 Digital Printing, Variable Data, B2C Eagle Graphics, San Diego A custom placard showing prospects names atop the Masters Leader Board was the perfect takeaway for prospects at a golf tournament that Eagle Graphics helped sponsor. Players last names were also printed on the shirt of a caddy shown in the picture, and on golf pouches the company distributed at the tournament. We gained several valuable clients that day and the emcee at the dinner mentioned us by n

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SPECIAL REPORT PEAK WINNERS 2009 Document Security ProDocumentSolutions, Paso Robles, Calif. Judges were impressed by the number of security features and the backend technology of these vouchers, designed by ProDocumentSolutions. The Motor Trade Association wanted to increase security and create a new mod 11 numbering system with MICR to allow tracking through its custom internal scanning system. The solution strengthened the security of more than three million annual vouchers and allowed auto

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SPECIAL REPORT PEAK WINNERS 2009 Green Solutions, Self Promo Documation, Eau Claire, Wis. Nobody wants customers to look somewhere else, so when it was time for Documation to promote its FSC certification, it created the Why Look Anywhere Else brochure. The piece is printed on a variety of FSCcertified papers with embossing that wowed the judges. A lot of people dont get what certification this is and this is a neat way of explaining what you should be looking at when you are printing, they sa

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SPECIAL REPORT PEAK WINNERS 2009 Integrated Products USADocufinish, Plainfield, Ill. This customized integrated address label was a major moneysaver for Childrens Memorial Hospitals spring fundraiser. The new design, which replaced a pressure sensitive label, features a pressprinted pressure sensitive adhesive backer. This does double duty in transferring a lasercompatible adhesive as well as allowing the client to use space on the form backer. Placing the printed adhesive patch precisely wher

SPECIAL REPORT PEAK WINNERS 2009 Mailers WardKraft, Fort Scott, Kan. This piece incorporated three separate mailed piecesthe Cardinal Athletic Fund donor report and status in the donor standings, a thank you decal and an invitation to a donor tailgate event. The WardKraft mailer eliminated several steps from the previous mailing process, allowing faster turnaround and eliminating the insertion of errors on donor information. Judges were impressed by the piece, calling it both functional and co

SPECIAL REPORT PEAK WINNERS 2009 Packaging Wynalda Litho, Belmont, Mich. To create a whimsical package for the collectors edition Fraggle Rock DVD set, Wynalda Litho used the outside package to create a shadow box, making it appear that the Fraggle Rock characters were inside a cave. This package, made from paperboard and PVC, contained an inside binder of rigid paperboard wrapped with a coated litho sheet. A printed thermoformed styrene piece, designed like the inside of a cave, was tipped on

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SPECIAL REPORT PEAK WINNERS 2009 Screen Printing Gill Studios, Shawnee Mission, Kan. Dickeys Barbecue Pit needed a fullcolor window decal on clear polyester with ultra removable adhesive, and the food pictured had to look good enough to eat. But deep blacks and vivacious reds are among the hardest to create with process inks, said Sales VP Larry Timberlake. The piece was created using a 100line screen with white printed twice, as a backup, and overprinted to maintain the small copy and fine de

SPECIAL REPORT PEAK WINNERS 2009 Self Promotion, Simple Admore, a division of Ennis Inc., Macomb, Mich. Admores Halloweenthemed selfpromo folder looks complex, but is deceptively simple, says Marketing Manager Lisa Goebel. Previous Halloween promotions consisted of a folder, insert and coupon, which were hand assembled and stuffed into a companion mailing envelope. Because this piece was all inclusive, there was only one piece to assemble and stuff. The graphics were created using fourcolor pr

FEATURE ARTICLE EXECUTIVE COACHING Executive Coaches Blow the Whistle on Owners With No Accountability Coaches help distributorship owners keep on track, stay in the game By April Hollis If youre the owner of a distributorship, or an executivelevel employee, you might be thinking the buck stops here. But you might be wrong. Several company presidents, accustomed to being the ultimate authority at their firms, are turning to executive coaches to add an extra layer of accountability and guidance

FEATURE ARTICLE EXECUTIVE COACHING Gail ORoke, CEO of Independent Business Group, Hayward, Calif., was advised by her CEO group to hire a coach because her business was too traditional in our approach, she says. IBG is now a div. of Golden Pacific Systems, Rohnert Park, Calif. We had more of an orderbyorder sales approach as opposed to program selling. Now, about 20 percent of our business comes from large corporate accounts that look at IBG as a procurement department. The coach helped us trans

FEATURE ARTICLE EXECUTIVE COACHING Distributors need to realize that their No. 1 customer is not their client, its their employees. Im trying to get a lot of distributors to have a paradigm shift in developing people more. Craig Faubel, President Dantotsu Performance, Carrollton, Texas lot more print industry coaching, but due to the time constraints and firefighting typical in printing, its a pretty reactive environment. That doesnt lend well to taking large blocks of time out of your day. Cl

FEATURE ARTICLE EXECUTIVE COACHING three months of coachingit was worth the price as the meetings are still better several years later. However, he jokes, What I really hate about coaching is that they dont do the work for you. Barry Zweibel, executive coach with GottaGettaCoach, Northbrook, Ill., says that even though a coach cant do the work for his or her clients, a distributor could use a coach to help brainstorm, for example, ways to make print more relevant in an internetbased world. Anoth

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NICHE MARKET TAX FORMS The Tax Form Cometh This annuity sale remains profitable despite economic and electronic pressure. BY ERIC HORNBECK For printers and distributors, theres one sale thats certain in good times and bad tax forms. Each year, the Internal Revenue Service requires employers to make paper copies of several tax forms, including a W2 for every employee. Selling Tax Forms Whether youre a printer or a distributor, tax forms can be a big money makerif you know what youre doing. Bef

ITS OFFICIAL Quality Tax Forms Superior Service Extensive Product Line 100 Trade Supplier Apex is devoted to the independent distributor to provide the best quality Tax Forms, the most extensive product line and best possible service in the industry. We do not sell Tax Forms to the consumer through a direct catalog, website or sales force that may compete with you. As you know we are a 100 trade supplier. Source for 50 Years To the Trade Tax Presentation Supplies Professional Presentation Sup

NICHE MARKET TAX FORMS forms for business customers and tax presentation folders and envelopes for accountants. Even as some firms cut back on the number of forms theyre buying or move to electronic filing, no business is able to get rid of paper tax forms completely because of IRS requirements. Like every accountant knows, tax season can be overwhelming, and its no different for companies that sell tax forms. Melissa Mikesell, who is in charge of purchasing for Boyce Forms Systems in Daleville,

Make a Triple Play this Tax Season with three great selling advantages from TFP 1 Great New Catalogs with Free Imprints We have two catalogs this year... our 36 page Reference Guide for you and an innovative new 16 page catalog for your customers. The Reference Guide delivers all the details you need while the customer catalog is more open with an easier flow and larger illustrations of the most popular tax forms. This new catalog is supported by our online resource... the Tax Form Wizard see be

NICHE MARKET TAX FORMS manager at Concept Forms in Grand Rapids, Mich. Most distributors grow their tax form knowledge over time by responding to each clients unique needs, often relying on a knowledgeable printer or a clients accounting department that knows exactly which form they should order. Tax forms are a product that can be sold to existing clients and as a tool to land new clients. Boyce Forms Systems, Daleville, Ind., sells ledger forms, checks, receipts and other forms prescribed by t

With National Imprint Corporation as your manufacturer you can be confident that your outsourced envelope and stationery orders will be produced and shipped to your requirements. Free shipping Quantities of 5M and below Free typesetting Online ordering and tracking Competitive pricing and fast turnaround Largest selection of stock and custom sized envelopes Tamper resistant prescription pads now available NIC Products Include Business envelopes Stationery products Catalog booklet enve

MAILING FULFILLMENT Your Check Is in the Mail Incorporating mail expertise into your job can make you more valuable to your boss and clients BY REBECCA TRELA T he 60,000 in postage costs that Diane Chastain saved a member three years ago isnt her only claim to fame. Its not even the biggest sum shes rescued, nor the most radical idea in her 20plus years as a print and mail professional. It is, however, the detail that stuck in the mind of her associations executive director. American Academ

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MAILING FULFILLMENT mining productivity within a mail center, Streb says. While the post office doesnt issue specific worksheets for these metrics, mail center managers typically share their experiences and knowledge with colleagues at mail events. The networking part is so important. Being proactive about your offerings is the key to success, Chastain says. You just cant let it come to you. Many mail center managers view themselves as a service organization, and wait to be asked to pitch in, r

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GREEN SCENE Is Cloud Computing On Your Horizon Positioning new technology as the greener choice BY REBECCA TRELA T he thing that everyone forgets about printing and communications, says Meta Brophy, director of publishing operations at Consumers Union, New York City, is that its a datadriven business, and that data has to be powered by something. Many end users think that paper is the villain of the print industry, but its a recyclable and renewable resource and has been since before it was

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GREEN SCENE For a long time, there was a threat of our hard drives dying about every three years, Apel says. As a business owner, thats a huge headache. Dell introduced solid state hard drives several years ago, Apel says, and he leapt at the opportunity to invest in one of these quiet, lowpower server machines. Now Amazing Print has a terminal service setup, wherein 15 dumb terminal desktops and laptops connect to the mainframe server through a local the software, maintaining servers and storin

INDUSTRY NEWS Arthur Blank, American Bank Note and Keystone Become ABnote North America Arthur Blank Co., American Bank Note, and Keystone Plastics of Canada, three subsidiaries of the worldwide ABnote Group, united under a new brand, ABnote North America. The companies provide secure printed products and related services, including plastic cards, secure documents and personalization, and warehousing and fulfillment. The companies names will remain for an interim period and then be phased into

NEW PRODUCTS SERVICES Univenture, Marysville, Ohio, introduced the Unikeep View Case binder. The new daily planner is offered in the compact A5 format made from 100 percent polypropylene, which is recyclable. The items clear overlay can be personalized with a custom insert. The binders require 30 percent less material to manufacture than similar products made from vinyl, the company said, and contain no PVC. PEOPLE SUPPLIER NEWS Fujifilms Greenwood, S.C., manufacturing plant began using methan

PEOPLE of MidOcean Partners, a private equity firm headquartered in New York City. Angelson replaced former Canadian Prime Minister Brian Mulroney as Quebecors board chairman. joined the company in 2007 and is now in charge of the mailing department. became part of the Source4 team and orchestrated the integration of his company. Walter Duignan, executive vice president and vice chairman of Mohawk Fine Papers, Cohoes, N.Y., was honored with the Stanley O. Styles Industry Excellence Award from th

INDUSTRY EVENTS CALENDAR AUGUST 56 NAPLIKON cross media and marketing workshops Chicago, Detroit napl.orgIKON.reg SEPTEMBER 1116 Graphic Arts PRINT 09 McCormick Place, Chicago gasc.org 1518 MFSA Fulfillment Conference Tampa, Fla. mfsanet.org 1720 DMA 09 Conference Expo San Diego Convention Center www.thedma.org 1213 DMA Nonprofit Conference WaldorfAstoria, New York City thedma.org 24 FPA Fall Executive Conference Flexpack.org 1314 TransPromo Summit Hyatt Regency Hotel, Boston transpromos

ADVERTISER INDEX Interact with the companies whose products and services are advertised in Print Solutions. Go to www.printsolutionsmag.com adindex.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

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OFF HOURS Industry Couples Sweet Meet at the Bitter End BY REBECCA TRELA Two print industry couples had a chance meeting in the British Virgin Islands. From left Mary Lu Hodgins, John Osborne, Bob Hodgins and Renee Osborne. At right the Hodgins piloted their boat, Liebchen, down the East Coast, through the Bahamas top and anchored it at Jost Van Dyke Island, BVI bottom. L ast summer, Bob Hodgins, CEO of Hodgins Engraving, Batavia, N.Y., left Lake Ontario with his wife, Mary Lu, on the sailin

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