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APRIL 2010 5 season discuss Hayzlett increase Turn sales time another new vice Sales Baltimore professionals conference services print job now push never selling look successful adds t

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433 EAST MONROE M A G A Z I N E Invaluable Partnerships Editor in Chief Peter L. Colaianni, CAE D Vice President, Publications Brad Holt Managing Editor Kristin Quinn Assistant Editor Krista Sca

CONTENTS IN EVERY ISSUE 135 136 137 People Advertiser Index Classified SOCIAL MEDIA MARKETING 10 The Missing Link How to use LinkedIn as a prospecting tool. By Kristin Quinn SPECIAL FEATURE SHOW GUI

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PRESIDENTS MESSAGE BY GEORGE CRUMP Continuing Education Starts NOW T he 2010 Print Solutions Conference Expo is only a few weeks away, and the opportunities awaiting you in Baltimore are huge. Sal

SOCIAL MEDIA MARKETING LINKEDIN The Missing Link How to use LinkedIn as a prospecting tool. By Kristin Quinn Launching Yourself on LinkedIn R oger Bucks day begins around 530 a.m. The first few ho

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SOCIAL MEDIA MARKETING LINKEDIN Buck, the sole owner and employee of his company, has split Emerging Solutions Now into two concentrations. He sells printing equipment from Europe to printers in digi

May 2426 Highlights Sales Certificate Program Principles of Becoming a Trusted Adviser The 10 Steps to Successful Selling Owners and Executives Program Taking it to the Next Level The Roadmap to Be

Change Will Do You Good A t a recent PSDA strategic planning meeting, PSDA President George Crump and the PSDA Board of Directors discussed what the membership needed to compete and win business in

print related business you will encounter. unlike any other As a business trying to succeed in todays economy, you may often find yourself asking what can I do to grow my business Now more than ever

The Missing Link in Online Trade Printing Just Got Found. Fast, inexpensive, highquality printing backed by professionals you know and trust. www.TradePrintNOW.com 18003211610 2010 DupliSystems, Inc

Online Trade Printer Great Pricing. Fast Turnaround. Professional Service. Plus our exclusive Custom Quote option for any project The PROVEN Brochures Catalogs Booklets Flyers Presentation Folders

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Agenda at a Glance T his year marks the first time Print Solutions Conference Expo attendees can participate in one of two training programs. In the sales certificate program, attendees can participa

May 25 TUESDAY Conference Education Breakout Sessions 8930 a.m. Lead Generation in a Facebook World Listening to Win Customers Whats New in How to Market Your Company Forcing Your Sales Force Into

A Cowboy with a Cause By Krista Scarlett

Jeff Hayzlett explains the notsosecrets to success in todays print industry, why ignoring social media is stupid and why South Dakota will always have a piece of his heart. I APRIL 2010 ts midmornin

Jeff Hayzlett, CMO VP, Kodak Hes been referred to as the Celebrity CMO for his stints on The Celebrity Apprentice, the Chuck Norris of Marketing for his cowboy bootwearing, Texas Rangervibe, and a CM

Selection, National Distribution, Speed, And Value... Weve got you covered. ONE CALL, Multiple Solutions, Greatest Value For more information contact us at 8002581050 or marketinglabelart.com www.l

At DATATEL weve seen the trend and were responding. The independent share of the industry is growing. In 2002 the independent market share was 57 and by the year 2011 it is forecasted to approach 75.

Jeff Hayzlett, CMO VP, Kodak Still, distance is tricky. Hayzlett, one of the top 10 Clevel executive tweeters in the world with more than 15,000 followers, says being apart from his family was his ex

Jeff Hayzlett, CMO VP, Kodak Because the recession has left businesses doing more with less, Hayzlett says its important to adapt to these changes. And, using social media is a vehicle for just that.

Create 4color process digital labels cut any shape imaginable Digital Short to Medium Label Runs No plates No dies Near photographic quality. Cut any shape imaginable PRESTOlabels.com Distributor acc

Jeff Hayzlett, CMO VP, Kodak wondering how to make payroll the next day, he adds. Others gain success, and let it go to their heads. Thus, Johnny Vegas Syndrome sets ina term he coins in his book as

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Jeff Hayzlett, CMO VP, Kodak ugly guy like me, more comfortable on the back of a horse than in a suit, get to mingle with stars Despite meeting some of the most famous people in the film industry, Ha

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Conference Education Sales Certificate Program May 24, Monday 8 a.m.530 p.m Morning Session 8 a.m.1130 a.m. In the morning session, participants will learn how to Listen, analyze, problem solve and p

Booth 523 Booth 523 Booth 625 Booth 526 Booth 523 Booth 523 Come See us at Print Solutions Expo, Booth 523, 526 625

Conference Education May 25, Tuesday 8 a.m.1130 a.m. Breakout Sessions See page 44 for sales certificate programqualified sessions. Participants must choose one salesqualified session per time slot. 1

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Conference Education PS Can you give a specific example of a time youve seen this program improve a salespersons performance Lambert One seasoned salesperson used the program to reengage a different m

Plugging into the wrong vendors I should have used BSI Connect with Business Stationery LLC Easytouse ecommerce solution. Empower yourself to succeed Visit us at the Print Solutions show in Baltimo

Conference Education cant just focus on the how to do without focusing on what you need to know to do. PS Youve spoken in several different parts of the world, including North and South America, Europ

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Conference Education Owners and Executives Program May 24, Monday 8 a.m.530 p.m. Afternoon Session 1230530 p.m. In the afternoon session, participants will learn how to Qualify their prospect lists

PLEASE FILL OUT CARD COMPLETELY TO RECEIVE KIT. Company Name IndustryType of Company Attention Shipping Address No P.O. Boxes we ship UPS. City State Zip Phone Fax Email Web Your informati

Conference Education Owners and Executives Program Peter Winters QA Adaptation Peter Winters discusses the owners and executives program at this years Print Solutions Conference Expo. By Krista Sc

Conference Education PS Can you give readers an example of a success story youve heard from a company who made the transition to an MSP Winters One company that made the transition was able to fully e

Conference Education Breakout Sessions May 25, Tuesday Individuals participating in the Sales Certificate Program see page 32 must choose one sales certificate programqualified session from each time

The Faces of TopNotch Customer Service Kim Peterson 36 years 9 years 33 years Great products. Great people. Great partner. Up to

Show Floor Education S how Floor Education will be held throughout the show floor during expo hours and is open to all conference and expo attendees. New to this years conference, five PEAK award winn

Show Floor May 25, Tuesday 315345 p.m. 45 p.m. Education Marketing Ideas for Small Distributors Assess where you stand on your marketing efforts and discuss with other distributors how they market t

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Show Floor May 25, Tuesday 4430 p.m. 11a.m.12 p.m. Education The Efficiencies of Gang Run Printing Gene Toepfer, sales marketing manager, Foster Printing Service During this session, you will learn

TIRED OF THE SAME OLD FOLDER Stop by our booth at the PSDA Show and check out whats new Lots of new products to help you stand apart from everyone else 100 Garfield Avenue North Mankato, MN 56003 C

Show Floor May 26, Wednesday 1215115 p.m. 1302 p.m. Education Repeating a Formula for Success Learn how others have replicated success. Once you have done it right the first time, you can scale the

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Special Pavilions T his years expo will feature two pavilions on the trade show floor. The Commercial Printing Pavilion highlights firsttime commercial print exhibitors. PSDA has also partnered with

AFFORDABLE Brochures Brochures Inserts Inserts Direct Pie eces Direct Mail Pieces Post cards Post cards Media Kits Calendars Bellybands Bellybands Newsletters Newsletters Catalogs GREAT PRINT SOLUTIO

Floorplan Commercial Print Pavilion 235 334 333 432 435 534 533 632 631 732 EAGLE Graphics Inc. 730 ASI Advertising Specialty Institute 233 332 331 430 Kutco Print Digital 231 330 431 532 Champion Pr

733 832 833 932 931 1032 1035 1134 1135 1234 1235 731 Foster Printing Service 830 Safeguard Business Systems 831 MAR Graphics 930 United Envelope LLC 1030 1033 Promo Print Solutions In

Exhibitor List Exhibitors are added every day. Visit www.printsolutionsshow.com for the latest updates. Exhibitors listed here are as of March 11. Exhibitors Booth Exhibitors Booth 4 Seasons Counting

Heres your chance to sell DFS Group products on YOUR OWN FREE WEB SITE Build a Site. FREE Build Sales and Profits. NOW Welcome to www.BtoBsource.com A service from The DFS Group where you create your

Exhibitor List Exhibitors continued from p. 58. Booth Exhibitors Booth Magnets 4 Media . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 521 Mailers Haven LLC

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Exhibitor Directory May 2426 Baltimore Exhibitor Directory This directory includes exhibitors as of March 11. For updated information, visit www.printsolutionsshow.com and click on Exhibitors and Spo

Eliminate envelopes and bypass labor intensive activities like folding, stuffing and sealing. This unique product meets all postal regulations, allowing you to incorporate automation features that wil

Exhibitor Directory May 2426 Baltimore browserbased PDF forms, online ordering, forms portal and webtoprint applications. No license fees ever required. LogodotNanocopy is a patented software for add

Your source for state of the art, secure, software compatible laser checks, forms and accessories. Tier 1 Uncompromised Checks An economical option that provides well above the minimum eight securit

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Exhibitor Directory May 2426 Baltimore Appleton Booth 524 PO Box 359 Appleton, WI 549120359 9207349841 8005339421 Fax 8008724141 apeetersappletonideas.com www.appletonideas.com Appleton creates produ

The Number That MattersTM Printed Products are Good More Sales are Better Mugs, foam fingers, tshirts, car magnets, caps ... your customers are buying more than printed products shouldnt it be from

Exhibitor Directory May 2426 Baltimore All markets served Creative DM service or design online at www.bwpress.com. 4Color Process Printing Commercial Printing Low VOC Inks PCW Recycled Content Produc

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Exhibitor Directory May 2426 Baltimore www.bradleygraphics.net Bradley Graphic Solutions was founded in 1981. Located in Bensalem, Pa., just outside of Philadelphia, we service the Pennsylvania, New

Come See us at Print Solutions Expo, Booth 518

Exhibitor Directory May 2426 Baltimore www.businesscardsplus.com Business Cards Plus is a 25yearold, fullservice printer of stationery products, printing flat, thermography, 4color process plus foil

Exhibitor Directory May 2426 Baltimore Personalized, Short Run, FullColor Envelopes Postcards Recycled Products Stationery Vegetable inks WebtoPrint Carbonless and Cut Sheet Forms Inc. Booth 402 194

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Exhibitor Directory May 2426 Baltimore Custom Index Inc. Booth 1107 8 Vreeland Avenue Totowa, NJ 07512 9738902414 8002913865 Fax 8775403351 larrycustomindex.com www.customindex.com Custom Index provi

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Exhibitor Directory May 2426 Baltimore by schools, hospitals, businesses and government facilities. 4Color Process Printing Affixing Capabilities Barcoded Products Books Calendars Cards, Integrated C

grow dedicated to helping you Expand Your Profits and Stay Competitive LOWEST 4 Color Process Pricing FasTurn 4 Color Process Labels SHIP IN 24 HOURS Sales Consultants at Your SERVICE FREE Sales and

Exhibitor Directory May 2426 Baltimore Receipt Books Register Forms Salesbooks Tags Time Cards tion to producing these products, we also provide an unsurpassed level of quality service. Give EAGLE a

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Exhibitor Directory May 2426 Baltimore Signs Stationery Stock Forms Tags Tags, Continuous Tags, Manifold Tags, Thermal Transfer Tax Forms Tickets Unit Sets Variable Data Printing WideFormat Printing

1.866.870.8139 www.rrdonnelley.com distributorrrd.com EARNING YOUR CONFIDENCE One project at a time Whats in it for you as a distributor With multiple facilities globally, from sheetfed to commercial

Exhibitor Directory May 2426 Baltimore The Flesh Company, members of Strategic Print Alliance Booth 625 See our ad on p. 33, 47. 2407 Jothi Avenue Parsons, KS 67357 6204216120 8008350098 Fax 62042139

Exhibitor Directory May 2426 Baltimore Gill Studios Inc. Booth 1012 See our ad on p. 82. P.O. Box 2909 Shawnee Mission, KS 66201 9138884422 8884554422 Fax 8003924455 gillgillline.com www.gillline.com

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 Quant

Exhibitor Directory May 2426 Baltimore 8002487726 Fax 2129894253 david.swanzgussco.com www.gussco.com Gussco provides a variety of custommade filing and promotional products for all jobs requiring fo

Exhibitor Directory May 2426 Baltimore Rainforest Alliance Certified Roll Products Security Features Stock Forms Tax Forms Integrated Print Graphics Booth 620 645 Stevenson Rd South Elgin, IL 60177

Exhibitor Directory May 2426 Baltimore FlagSource can handle all your event sign and flag needs. 4Color Process Printing Digital Printing Signs WideFormat Printing Kutco Print Digital Booth 430 670

Exhibitor Directory May 2426 Baltimore Luminer Converting Group is a manufacturer of highquality pressure sensitive labels, 2ply, foldout and booklet style expanded content labels, inpackonpack promo

Exhibitor Directory May 2426 Baltimore Mailers Haven sells highquality lists exclusively to mail shops, print shops and ad agencies. Run counts and get orders through a knowledgeable list agent, or u

Exhibitor Directory May 2426 Baltimore Biodegradable Polymer Products woodbased Bumper Stickers Calendars Corn Plastic Products Digital Printing Direct Mail ECommerce Solutions Envelopes, CatalogBook

Exhibitor Directory May 2426 Baltimore Equipment, Digital Printing Equipment Presses Equipment, Variable Imaging www.partnerprinting.com PartnerPrinting.Com is a full service webtoprint resource ser

Exhibitor Directory May 2426 Baltimore Unit Sets Variable Data Printing WebtoPrint Print Professional formerly BFLS Magazine is a trade publication serving the printed products distribution communit

Exhibitor Directory May 2426 Baltimore Continuous Forms Cut Sheets Digital Printing ECommerce Solutions Envelopes, Custom Envelopes, Stock Envelopes, Window LabelForm Combinations Labels, Integrated

Exhibitor Directory May 2426 Baltimore PSDA Print Solutions Magazine Booth 825 433 E. Monroe Ave. Alexandria, VA 22301 8003364641 Fax 7038369845 salespsda.org www.psda.org PSDA is an international o

Exhibitor Directory May 2426 Baltimore ECommerce Solutions Software, Design Software, Distributor Operations Software, EDI Software, Manufacturer WebtoPrint Rose Printing Co. Booth 310 2503 Jackson

Exhibitor Directory May 2426 Baltimore Specialty Graphics is a fullservice commercial printer to the trade only. Our niche in the print market is short to medium run in one to five colors. 4Color Pro

Exhibitor Directory May 2426 Baltimore Superior Business Associates, members of Strategic Print Alliance Booth 523 See our ad on p. 33. PO Box 400 Greeneville, TN 377440400 4237876000 8002510464 Fax

Exhibitor Directory May 2426 Baltimore Three Dog Logistics Booth 01 3012 Dunglow Rd Baltimore, MD 21222 4102845494 johnkthreedoglogistics.com As one of the largest thirdparty, direct mail logistics c

Exhibitor Directory May 2426 Baltimore Corn Plastic Products Cut Sheets Decals Direct Mail FSCcertified Health Care Forms Jumbo Rolls Label Stock LabelForm Combinations Labels, Barcoded Labels, Chesh

Exhibitor Directory May 2426 Baltimore including specialty envelopes, custom sizes, custom windows and process color printing. Wisco is SFIFSCcertified. Stop by our booth for a copy of our new financ

Come See us at Print Solutions Expo, Booth 306

Product Index May 2426 Baltimore Exhibitor Product Index This is a partial list of products on display at PSDAs 2010 Print Solutions Conference Expo, according to information provided by exhibitors

Product Index May 2426 Baltimore PrintXcelPrintegraVersaSeal . . . . . . . . . . . . . 1017 RR Donnelley Distributor Services Group . . 1114 Strategic Print Alliance . . . . . . . . . . . . . . . . .

Product Index May 2426 Baltimore Lancer Label . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1021 The Leslie Company . . . . . . . . . . . . . . . . . . . . . . 805 Marketing4 Inc. . . . . .

Product Index May 2426 Baltimore Greystone Print Solutions . . . . . . . . . . . . . . . . . 818 Grit Printing Direct Mail . . . . . . . . . . . . . . . . 418 Hess Print Solutions . . . . . . . . .

Product Index May 2426 Baltimore Decals Adcraft Decals Inc. . . . . . . . . . . . . . . . . . . . . . . 1201 AmeriCAL Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . 420 Badger Tag Label In

Product Index May 2426 Baltimore Responsive Solutions . . . . . . . . . . . . . . . . . . . . 1206 Safeguard Business Systems . . . . . . . . . . . . . . . . 830 SAGEQuick Technologies Inc. . . . . .

Product Index May 2426 Baltimore The Flesh Company, members of Strategic Print Alliance . . . . . . . 625 FTIgroup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 810 Graphic Dimensions

Product Index May 2426 Baltimore Wright Enterprises, members of Strategic Print Alliance . . . . . . . 523 Guest Checks Apex Color, members of Strategic Print Alliance . . . . . . . 523 Bradley Grap

Product Index May 2426 Baltimore PartnerPrinting.Com . . . . . . . . . . . . . . . . . . . . 1117 Primacompanies Primadata . . . . . . . . . . . . . . 511 PrintBestBuy . . . . . . . . . . . . . . .

Product Index May 2426 Baltimore PRINTGRAPHICS Inc., members of Strategic Print Alliance . . . . . . . 526 Repacorp Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 407 RR Donnelley Distr

Product Index May 2426 Baltimore Continental Datalabel . . . . . . . . . . . . . . . . . . . . 510 Data Label Incorporated . . . . . . . . . . . . . . . . . . 801 Data Papers Inc. . . . . . . . . . .

Product Index May 2426 Baltimore Intelligencer Printing Company . . . . . . . . . . . . . 02 Luminer Converting Group . . . . . . . . . . . . . . . 416 Macomb Printing Inc. . . . . . . . . . . . . .

Product Index May 2426 Baltimore Grit Printing Direct Mail . . . . . . . . . . . . . . . . 418 Hess Print Solutions . . . . . . . . . . . . . . . . . . . . . . 621 InfoSeal LLC . . . . . . . . . . .

Product Index May 2426 Baltimore Wright Enterprises, members of Strategic Print Alliance . . . . . . . 523 Paper, Security Appleton . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52

Product Index May 2426 Baltimore Plastic Products Adcraft Decals Inc. . . . . . . . . . . . . . . . . . . . . . . 1201 Ennis Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 800 Gil

Product Index May 2426 Baltimore The Leslie Company . . . . . . . . . . . . . . . . . . . . . . 805 Magnets 4 Media . . . . . . . . . . . . . . . . . . . . . . . . . 521 The Print Source Inc. . . . .

Product Index May 2426 Baltimore Superior Business Associates, members of Strategic Print Alliance . . . . . . . 523 Tufco Business FormsHamco Roll Products . 429 Victor Printing Inc. . . . . . . . .

Product Index May 2426 Baltimore Wilmer . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 901 Wise . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 501 Wright Ent

Product Index May 2426 Baltimore PRINTGRAPHICS Inc., members of Strategic Print Alliance . . . . . . . 526 PRINTSouth Corporation . . . . . . . . . . . . . . . . . 921 RR Donnelley Distributor Servic

Product Index May 2426 Baltimore Data Management Center . . . . . . . . . . . . . . . . . 813 Data Papers Inc. . . . . . . . . . . . . . . . . . . . . . . . . . 520 Discount Labels Lancer Label . .

SPECIAL REPORT CEO SUMMIT CEO Summit Industry leaders meet in Dallas for education, networking and the exchange of ideas. By Kristin Quinn Attendees exchange ideas during a lunchtime peertopeer round

SPECIAL REPORT CEO SUMMIT Linda Cox, director of operations for Navitor, North Mankato, Minn., attended the CEO Summit for the second time. I thought the economics presentation was very interesting be

SPECIAL REPORT CEO SUMMIT Lunch and Learn A sampling of questions and answers from the peertopeer round table discussion and lunch at the CEO Summit. Q How are distributors selling new services such a

SPECIAL REPORT CEO SUMMIT During the speed dating round table on day one, new PSDA member Sarah Bender, vice president of Priority Systems Inc., Skokie, Ill., posed her question How do I get value out

PEOPLE NEW HIRES Michel Egnal and Stanley Fine joined Proforma as coowners of Proforma Fine Incentives. Egnal and Fine have more than 25 years of combined industry experience. Joining Proforma will gi

ADVERTISER INDEX Advertiser 4over Inc., inside back cover Acculink, p. 16 Advertising Specialty Institute, p. 68 AmeriPrint Corp., p. 67, 69, 71, 73 Apex Business Systems, p. 66 Atlas Tag Label Inc.,

CLASSIFIED BUSINESS FORMS BOOKSBOOKLETS BUSINESS STATIONERY BUSINESS FORMS BUSINESS FORMS COMMERCIAL PRINTING APRIL 2010 PRINTSOLUTIONSMAG.COM PRINT SOLUTIONS 137

CLASSIFIED COMMERCIAL PRINTING CHECKS DECALS DIRECT MAIL FORMATS 138 PRINT SOLUTIONS PRINTSOLUTIONSMAG.COM APRIL 2010

CLASSIFIED ENVELOPES APRIL 2010 PRINTSOLUTIONSMAG.COM PRINT SOLUTIONS 139

CLASSIFIED PRESSURE SEAL MAILERS ENVELOPES MARKETING SERVICES INCENTIVE PROGRAMS INDEX TABS PLASTIC PRODUCTS 18004839336 5734839323 Fax QUOTES EMAIL officetabshoppe.net C U S T O M I N D E X TA

CLASSIFIED PRESENTATION FOLDERS SECURITY APRIL 2010 PRINTSOLUTIONSMAG.COM PRINT SOLUTIONS 141

CLASSIFIED SECURITY TAGS LABELS 142 PRINT SOLUTIONS PRINTSOLUTIONSMAG.COM APRIL 2010

CLASSIFIED TAGS LABELS APRIL 2010 PRINTSOLUTIONSMAG.COM PRINT SOLUTIONS 143

The Charms of Baltimore Mix a little business with pleasure and explore all this port city has to offer. By Kristin Quinn T he 2010 Print Solutions Conference and Expo will be held at the Baltimore

NEW. NOW. Visit booth 510 at Print Solutions Expo to see our new line additions of wafer seals, 12 ODs, thermal sizes, desktop printer labels and digital printing samples available now. And dont forge

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