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JANUARY 2011 VOLUME 49, NUMBER 1 2011 STATE OF THE INDUSTRY Exclusive Print Solutions Report Reveals Trends Facing Distributors, Manufacturers PAGE 16 Finding Strategic Success with 11 Printing, Mu

PRINT SOLUTIONS MAGAZINE January 2011 FEATURES PERSPECTIVES 04 EDITORS NOTE You Can Never Go Back By John Delavan 06 PRESIDENTS MESSAGE What to Watch For By Bill Prettyman 12 PSDA PROFILE Succ

EDITORS NOTE You Can Never Go Back JOHN DELAVAN, EDITORINCHIEF N Volume 49, Number 1 January 2011 PUBLISHER ot long ago, I bought a new smartphone. There wasnt anything wrong with my previous pho

PRESIDENTS MESSAGE What to Watch For Successful leaders in the print distribution industry must anticipate key business trends and respond accordingly. BY BILL PRETTYMAN, PSDA PRESIDENT T Print dist

PRESIDENTS MESSAGE Marketing Spending Worldwide is Shifting Toward Digital Media Research by Magna Global, published by the CMO Council predicts that in 2015 online ad sales will constitute 21 percen

PSDA NEWS PSDAs CEO Summit Will Help You Rethink Your Business for 2011 Make a commitment today to attend PSDAs most important management conference of the year. During the 2011 CEO Summit, Feb. 911

PSDA NEWS PSDA Preparing for 2011 Print Solutions Conference Expo Interested in exhibiting or being a sponsor at PSDAs 2011 Print Solutions Conference and Expo Maximize exposure for your company by

PSDA PROFILE Success in a Snap PSDA member Promo Print Solutions Inc. thrives on innovation and the creative spirit of its owner, Paula Condor. BY AMIE SHAK fter 20 years of working for her fathers c

PSDA PROFILE Promo Print Solutions showcases many samples of its innovative work in its booth at PSDA events. Promo Print Solutions main focus is instore marketing materials. The company also offers

EXCLUSIVE PRINT SOLUTIONS REPORT 2011 STATE OF THE INDUSTRY As digital technologies and print user preferences reshape the printing industry, print services distributors are in a unique position to f

W hat do imprinted caps, Tshirts and pens have in common with forms, checks, labels and colorful posters They are all produced and sold by PSDA members. As a result, for the last 10 years, PSDA membe

2011 STATE OF THE INDUSTRY Exhibit A Printed Business Communications Market Print Services Distributor Segment Formtrac 2008 methodology, product classifications and estimated 2007 sales Product Cate

2011 STATE OF THE INDUSTRY Print Solutions Magazine Top 100 Distributors, August 2010 Product Envelopes top 10 sellers Plastic products top 10 sellers Promotional ad specialty products top 10 sell

2011 STATE OF THE INDUSTRY Exhibit B Printing Industry Segments Applicable to Print Services Distributors Printed Business Communications Products and Services Manufacturer Shipments Printing industr

2011 STATE OF THE INDUSTRY As digital mailboxes overflow and advertising messages are blocked or ignored by more computer users, the conventional mailbox and print will remain important to customers

26 PRINT SOLUTIONS JANUARY 2011 PSDA.ORG

Success in 2011 Opportunities for Growth Do 11 printing and multichannel marketing offer promise as pieces of a longterm business growth strategy Yes, but it may not be a strategy that all distributor

SUCCESS IN 2011 OPPORTUNITIES FOR GROWTH personalized URL. When qualified email addresses are available, email is used to follow up with nonrespondents. Average Personalized URL Visit Rates and Resp

This is one event that gets distributors and manufacturers together to collaborate on solutions that better meet the needs of our customers. Kevin Austin, Golden Pacific Systems Inc. REACH NEW HEIGH

SUCCESS IN 2011 OPPORTUNITIES FOR GROWTH Moreover, marketers are increasingly looking for print and other media ultimately to drive viewers to the web. Print is still a critical component of such cam

What Every Distributor Should Know What advice does Lindsay Gray, coowner and vice president of Acculink, offer reseller clients when they want to start selling 11 and multichannel marketing services

Toyota as well. In my experience, the best marketing services companies are agnostic when it comes to selecting the appropriate communication tool. The best are very good at helping you identify the m

Working Together to Win While healthy competition will always remain a mainstay of any industry, some print distributors have identified opportunities to work together and grow sales through mutual tr

P hil Schmidt had a dilemma. One of his largest customers, which had been storing product literature for its 60 branches at its main office in St. Louis, decided to outsource the warehousing of those

WORKING TOGETHER TO WIN 500 credit limit. IBG then showcased its online ordering website to those firms. Expert View an Industry Partnership Like a Marriage If youre considering forming a strategic

are no longer appropriate, Green said. Viewing business through the prism of competition made sense a halfcentury ago. The issues were about gaining and managing largescale production and distribution

Expert Guidance for 2011 Our roundtable of industry experts can help you chart a clearer path to business growth this year. BY DARIN PAINTER 38 PRINT SOLUTIONS JANUARY 2011 PSDA.ORG

T he print industry enters 2011 at an important crossroad. One road seems to be defined by doubt the industry is struggling, its signs say, so proceed with caution. Another path seems awash with opp

EXPERT GUIDANCE FOR 2011 KEY ISSUE We Need a Combined Voice The print industry doesnt lack potential or even power it lacks presence, says Ben Cooper, executive director of The Print Council, a group

EXPERT GUIDANCE FOR 2011 KEY ISSUE We Need Access to Customer Data Today, access to data is just as important as knowledge of printing, maintains Joe Rickard, founder of consultancy Intellective Solu

afraid to downsize or implement difficult initiatives. Managers in these companies work diligently to obtain a target capital structure and rely on sound financial benchmarks such as ROI before invest

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A Tangled Web The proliferation of internet printing sites is forcing distributors to pursue new strategies to maintain and grow their businesses. BY ANDY BROWN nline retail printing sites arent new,

A TANGLED WEB PSDA Members Supporting ECommerce Clients look to online printing sites because theyre easy to use and offer nd transparent pricing and product information. Distributors can replicate t

Get Smart Without the rapid technological advancement of smartphone technologies, the future success of your print business is literally in the palm of your hand. BY FORD SAEKS

I f someone told Alexander Graham Bell that one day his invention would evolve into a device that could turn your lights on and off, he would have taken your temperature with a mercury thermometer, w

GET SMART why popular apps can grow in use so fast with virtually little marketing expense. Engage Mobile Customers Via Social Networks If youre not friending and following, tweeting and YouTubing,

Got Technology Printegra offers superior online technology combined with nationwide locations and short run manufacturing expertise to create a onestop shop for business documents. Whether your print

CASE STUDY For the Kids Variable data printing technologies help one PSDA member company to develop an extraordinarily successful fundraising campaign for a private school. BY KATHERINE HOUSE In thi

device provides spaces for parents to provide a credit card account number and to check boxes indicating how they would like their gift to be used. The reverse side is personalized with the students f

CASE STUDY In a testimonial the school provided for MPXs website, an official said, MPX designed and coordinated a variable direct mail piece for us, and it is gorgeous. We looked at each and every o

INDUSTRY NEWS COMPILED BY FRANCES MOFFETT News Staples Advantage Acquires Business Forms Manufacturer PRINTSouth Corporation PSDA member Staples Advantage, the businesstobusiness division of Staples

INDUSTRY NEWS Kodak will market a proprietary suite of secure image technology products under its own international trademarks, trade names and brand names. Pacific Printing Acquires Premier Color G

INDUSTRY NEWS People The Flesh Company Names New Marketing Director PSDA member The Flesh Company, headquartered in St. Louis, Mo., recently announced the addition of Roger Buck as marketing director

INDUSTRY NEWS size, denser black ink and a new matte printing effect option. At 26 inches, the long sheet option delivers 27 percent more printable area. The benefits of this longer sheet include red

INDUSTRY NEWS Zevrix Releases PDF Checkpoint 1.3, Automates Preflight Workflow Zevrix Solutions, which provides automation and productivity solutions for Adobe Creative Suite software, PDF and graphi

INDUSTRY NEWS and DMP3000 printers, introduced in 2005 and 2009, respectively. All three printer systems come with a drop watcher, fiducial camera, heated vacuum platen, automated printhead maintenan

CLASSIFIEDS BUSINESS FORMS COMMERCIAL PRINTING DIRECT MAIL ADVERTISE WITH THE INDUSTRY LEADER Market your companys products and services in Print Solutions and reach the premier audience of print

CLASSIFIEDS ENVELOPES PLASTIC PRODUCTS INCENTIVE PROGRAMS PSDA.ORG JANUARY 2011 PRINT SOLUTIONS 63

CLASSIFIEDS POLYBAGS PRESENTATION FOLDERS PRESENTATION FOLDERS RECEIPT BOOKS 64 PRINT SOLUTIONS JANUARY 2011 PSDA.ORG

CLASSIFIEDS PRESSURESEAL MAILERS TAGS LABELS TAGS LABELS Companies that advertise in Print Solutions provide vital financial support for the Print Services Distribution Association PSDA and del

CLASSIFIEDS TAGS LABELS 66 PRINT SOLUTIONS JANUARY 2011 PSDA.ORG

BUYERS GUIDE ADDENDUM The following PSDA member companies had incorrect or missing listings in the October 2010 issue of Print Solutions, which featured the 2011 Buyers Guide. Print Solutions sincere

FINAL THOUGHTS 2011 Workplace Trends Boosting Employee Engagement Is Critical to Success BY CLAUDIA ST. JOHN AND CRYSTAL JACOBSON involvement, enthusiasm, motivation and willingness to acting in way

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