Last week's survey

In the last week's survey , we asked -  What is the most effective and equitable way to renumerate a sales rep?

•  In order to create interest, staggered commission structure seems to work best for us. Anything under 60% target, the sales person gets no commissions. At 80% he gets 8%, at 100%, 10% etc, topping out at 150% with a 15% commission. At these levels of sales you are making profits and are able to share them equitably with your sales team. It certainly gets them off their backsides.
• The best sales person is the one who works on straight commission. The problem then is that they are not interested in follow up. The other problem is finding people within this very diversified industry with product knowledge. Under the law you have to pay the minimum wage of $15.68/hour to any employee which is about double what the the average sign owner in Australia is earning for his 100 hour week. Anybody who is any good will want to earn minimum $50000 per year plus a car plus expenses. So it costs $100000/year to find out that it was all a waste of time and money anyway. I have just employed a sales person on the basic wage above plus car and expenses and 10% on top of gross profit. Again it is a logistic nightmare and terribly time consuming in paying a so called sales person who runs around selling $100 deals. Or the ones that tell you that business is tight and they can't pull a deal.
• I am the owner and the rep - it's tough that way but I don't have staffing problems. People can be your best asset + your worst liability. Recruitment of the right individuals is so important.
• Skilled and knowledgeable sales reps are rare in the sign industry.You have to find a good person who wants to make a career of the industry.Once you get them and invest the two years at least that it takes to get a return you want to keep them. Performance based pay is essential but they have to love the industry first and foremost.
• Having trained and employed countless reps and sales professionals over 30 years I feel that this role should be performance based only. Thats why sales people can earn the big bucks if they work hard and persistently with a fair remuneration scheme.(Fair on the company and the individual) A base salary is a must because comm only means they have no real loyalty and don't feel the need to "take direction" from a sales manager. Your brand and reputation is at stake if you pay comm only to reps as it is essentially their business not yours. Base salary to be based on enough in a bad month just to eat baked beans and feed the kids, bit like the dole. Commission should be based on a set percentage budgeted and affordable to allow a minimum 20% net profit before tax for the business. Also commission calculation is AFTER the sales base salary has been earned. Sales target is based on a set territory which may be a geographic or industry type territory or even a "major account". New sales people need a minimum of 3 months to get to target. This should be borne in mind when budgeting. I always built in an "over target" commission" which stretched the sales person so when they performed over 150% of target the commission rate at least doubled! It is not a bad idea also to add a long term bonus scheme into the equation. The top third of your sales team will over perform but are easy to steal or start their own business so hooking them into an annual bonus based on profitability of the company (they don't get to see the books, don't worry) but if the company as a whole does well, then everyone that contributed and went above and beyond should have a Xmas bonus. If they leave before the bonus date, no bonus is payable.
• Do not have a rep but feel the only way to be equitable would be a base salary plus a sales bonus. This method, however, has one downfall in that a pushy rep can give a company a poor reputation and needs to be carefully monitored.
•  In this industry there is no way I would have a sales rep, its too easy for them to leave start up a company and take away clients, it is a common practice and I think that this possibilty far outweighs the good points.

(These survey questions are sent in by our readers. Please spend a minute to give your answer to this week's survey as one or possibly more of your industry peers thinks this question is important and wishes to see your point of view as well as others in the industry.)

If you have a subject that you would like us to survey, please send your subject to brian@wideformatonline.com. Thanks.)  

MACHINERY FOR SALE

(NSW Sydney Northern Beaches) Laminator & Mounter Manual on Stand with wheels (1300mm wide) same as in the AVS catalogue page 85
$500.00 email: approsigns@optusnet.com.au. PH.9970 5535 0412 099913
(Posted 9th August 2012)

(VIC, Tullamarine) Mimaki CF2 Flat Bed Cutter. 1215 model, cutting area 1200mm H x 1470mm W. Purchased brand new Feb 2010, paid $60k+. In perfect working condition, selling due to change in business. Demo Available. Prefer local pick up, but can crate if price is right. $39,500.00 Negotiable. Email for photos and more information - davidboustead@gmail.com. - Ph: 0407 329 637
(Posted 8th August 2012) 

(VIC, Ringwood) WANTED!! BROKEN , DEFECTIVE or FROM CLOSURE SHOPS DIGITAL MINILABS

NORITSU, FUJI , AGFA ... ,we can pay and pickup your machin(s) quickly ; info: gkopak@mini-lab.pl
(Posted 5th August 2012)

(VIC, Carrum Downs) Cold Laminating machine 1400mm max, in near new condition $1500, Keen cut 2500mm with handles $250, Location Carrum Downs, Melbourne
0409183176
(Posted 2nd August 2012)

(NSW, Marrickville) HP 9000 Printer + Extraction Unit + Heater - Needs Print Heads
NO RESERVE, Has been kept in GOOD CONDITION, Great for parts!
*Local Pick-Up or Delivery to be Discussed (Location: Marrickville, Sydney 2204)*
Tel: 02 9519 7444
(Posted 1st August 2012)

(VIC, Braeside) Roland Soljet Pro V11 545 EX print and cut machine, regularly serviced comes with 13 new ink cartridges, take up roller system, in very good condition, has been an excellent machine. Perfect for vehicle wraps, etc. Selling due to upgrade to new machine, well priced at $7,500.00. Tel: 03 9587 6643
(Posted 1st August 2012)

(SA, Adelaide) Mimaki JV3 wide format solvent printer for sale. Flushed, cleaned and shut down.Good working order 15-20 solvent mixed media rolls included with purchase. $4,500. Adelaide. Dani 0433012656
(Posted 30th July 2012)

(VIC, Carrum Downs) Roland Printer for sale RS-640 - priced to sell at $9990.00 - 4 x colour - 1600 wide dedicated printer NO CUTTER, 3yrs old, includes genuine Roland auto take up system valued at $2.5k, Great printer for larger van wraps etc, immaculate condition, still has 2yrs Roland factory warranty, comes with original software & full set of inks valued $800.00. Genuine sale due to upgrade on new machine. Test print & demo welcome. Phone 03 9708 2025
(Posted 30th July 2012)

(VIC, Melbourne) Roland VS-640. 64" Print/Cut Inkjet. Latest Technology
Comes with genuine take-up system. Very little use, kept in home office.
Includes full set of 220ml Genuine Eco-sol MAX ink cartridges
Still under warranty, Urgent sale, Relocating.$18,000 Phone 0410 444 668
(Posted 30th July 2012)

(NSW, Sydney) Epson Stylus Pro 9000 13 assorted inks most just out of date 4 Light Cyan, 2 Light Magenta,2 Cyan,2 Yellow,3 Magenta,1 Black $300.00 Bruce 02 9449 8717 Sydney
(Posted 30th July 2012)

(QLD, Yatala) Roland GX640 Vinyl Cutter Still under warranty bought in Februrary. Excellent machine going away will Sell for $6000.00 Normally $7800.00 Ph.
1300 788 166 Located between Brisbane & The Gold Coast QLD
(Posted 30th July 2012)

(NSW, Sydney) Fujifilm Acuity HD2504 Flatbed Printer 2008 St. Leonards Sydney. Excellent condition, Fully maintained, Fully operational. $49,000 ono Please contact n.sundel@displaybay.com.au

(NSW, Rosebery) Storage Bins and Cages: Large Poly Storage Bins on wheels 1.2x0.6x 0.6m. 4 available - $120.00 each.
Metal Cages, forklift enabled, 2 available - $150.00 each.
02 9669 1700
(Posted 19th July 2012)

(QLD, Gold Coast) Roland SP540V (1370mm) had every service from new, low volume 1 man. Retiring from trade $12,000 ( or complete working set up $18,000) 0408 735 005
(Posted 18th July 2012)

(QLD, Brisbane) Sinclair Triad 3 in 1 Welder + 6m of Track.

Excellent condition, not used anymore. Capable of overlap weld, hem weld, Fin weld, Tube weld, Sleeve weld, Insert cable weld, Tape weld and Channel weld. Price : $12,000.00

Email : markel@iinet.net.au Mob. 0418-745-044.
(Posted 16th July 2012)

(QLD, Brisbane) Neschen Cold Laminator. K 1100 E + Stand. Good condition. Ideal for smaller or new sign shop. Price : $1,200.00. Email : markel@iinet.net.au
Mob. 0418-745-044.
(Posted 16th July 2012)

(QLD, Brisbane) Seiko IP 260 Large Format Heater. 1800mm Wide. 15 amp single phase power. Used to aid drying of backlit media faster on solvent printers.
Price : $1,500.00. Email : markel@iinet.net. Mob. 0418-745-044.
(Posted 16th July 2012)

(VIC, Prahran) Cold Laminator Model. LEDCO 850mm wide Hasn't been used for 5 years. Works well with no known problems. Selling quickly to best offer. No storage space to keep it..Call Lewis 03 95371110
(Posted 11th July 2012)

(QLD, Hervey Bay) Mutoh Rockhopper KII+ printers. 2200mm and 1600mm. Now surplus to    our requirements. Very economical to run on bulk ink systems (included). $4800 each. Darryl 0418 797 544 info@ecofill.com.au
(Posted 10th July 2012)  

(NSW, Central Coast) HP designjet 8000s solvent printer. Excellent, machine serviced by Anitech from new. 6 Colour Take/up reel. RIP and computer. seiko inks. Excellent colour & quality. Only used for photographs. $15,000 ono. Includes a head cleaning machine which will save you fortune!!Please call Rob 0409 962590 email

(VIC, Melbourne) Konica Minolta bizhub Pro 950 - BLACK ONLY. This is a current model - 2.5 years old. Includes: large capacity tray & finishing unit. Print speed 95ppm. Weight range 40-300gsm (duplex 216gsm). Price: $8,000 ONO
0438 544 400
(Posted 9th July 2012)

(VIC, Melbourne) Konica Minolta bizhub Professional Production COLOUR Digital C5501. This is a current model - 2.5 years old. Includes : large capacity tray & finishing unit. Print speed 55ppm (colour and b&w). Weight range 64-300gsm (duplex 256gsm) PRICE: $19,000 ONO. 0438 544 400
(Posted 9th July 2012 

(VIC, Melbourne) Color Span uvr72 Flatbed printer perfect for printing reel to reel on banner fencing mesh, of vinyl or on to ridged material like Coureflute,foam pvc, composite panel and colourbond. Extra tables, 2 new print heads and service filters, also spare ink around 12 litres. $12000+gst Still in full working order. Please call Wes on 0419 570 858
(Posted 4th July 2012)

(QLD. Parkinson) Mimaki UJF-3042 Flat Bed, ideal for printing promotional items. Heaps of jigs, includes inks and pre-treatments. Just serviced and in good condition. $23,000. Contact Brad 0402 681 337  

(QLD, Meadowbrook) Ezy Taper, deluxe model, 1600 wide, up to 30mm substrates, Excellent condition, $3000.00. Ezy Taper inform me they will overhaul for $500.00 if so required Contact anthony on 0498134 498
(Posted 30th June 2012) 

(VIC, Melbourne) Attention!!! Selling a Roland VP 540 print and cut with take up roll. Also selling matching laminator to suit printer. Also comes with a bench power trimmer. Its barely been used, owned by a professional race team that only races 6 months of the year! Everything is 3 years old and in new condition! Looking for a fast sell, $17,000.00 or make me an offer!!! 0417508167
(Posted 20th June 2012)

(QLD, Brisbane Southside)  Excess stock - ALUMIN. COMPOSITE 1220 X 2440 ONLY $30 PER SHEET. ONE WAY VISION: $350 PER ROLL
0401 976 958 OR 07 3245 1170 Limited amounts left.
(Posted 20th June 2012)

(QLD, Slacks Creek) Mutoh 1600mm eco-solvent wide format printer. Regularly serviced. $9000.00
Enseal laminater. Excellent condition. $2600.00
Computer with Flexi Pro 8.5 & Coreldraw X4 with all colour profiles. $2500.00
Package Price $10000.00
Tel: 414502837  

(NSW, Newcastle) Roland SP-300 versacamm ecosolvent printer/cutter. Good condition. Includes Roland ColourRip software. $7000. Contact David on 0417 673 560 or email david@synchro.net.au

(Posted 14th June 2012)  

                                                                VACANCIES  

(Posted 23rd July 2012)  

(VIC) Business Development Manager- Print Media Wide Format *    Great Company Culture & team
*    Victorian Territory
At Ricky Richards, we have a fantastic opportunity for an experienced BDM to join our friendly team who are dedicated and passionate about the development and distribution of sign & digital print media consumables.
As an integral member of our team, you will be responsible for establishing  and building on relationships with  new and existing customers , identifying and developing new business opportunities, in addition to  meeting sales objectives and territorial budgets.
To be successful in this role you will have:
*    Experience in selling  print media substrates to the Digital & Sign industry
*    A proven track record of working independently & remotely
*    Exceptional communication skills and unlimited  motivation
*    Excellent organisation skills and the ability to use a computerised client management system
*    Confidence to build rapport with customers both over the phone and in person
*    The ability to identify and follow through on new sales opportunities and generate sales accordingly
An attractive salary package commensurate with experience will be offered to the successful candidate.
If you have a strong desire to contribute to our long term growth plans, and believe this is the role you have been waiting for please contact Matt Evans on 0417 225 418 or email matte@rickyrichards.com.au. All enquiries will be treated in the strictest of confidence
(Posted 17th July 2012)

(QLD, Brisbane) Sales Executive - Sign & Display - Spicers Sales Executive vacancy to be based in Virginia, QLD. You will manage your own sales territory in our growing sign & display segment. Competitive salary and commission structure. To apply, send your resume and cover letter to: Alison Laing: alison.laing@paperlinx.com.au; 03 9764 7374
(Posted 17th July 2012) 

(QLD, Rocklea) Casual ongoing sign installer wanted for immediate start Must be experienced Ph Julie Dawson 3277 6996 OR 0427 911 245
(Posted 16th July 2012)

(VIC, Cheltenham) Gigacube Custom Signage and Wraps seeks experienced Signwriter for their Cheltenham studio. Full-time position available, Immediate start. Modern, progressive company with opportunity for advancement.
Contact Glenn: 0425 270 899
(Posted 11th July 2012)

(NSW, North Sydney) Assistant Production Manager Visual Image Media (VIM) is a fast growing company, providing the very best expertise, production and complete management in any form of visual media, from transit, ambient building, outdoor and sky signs through to graphics and point of sale.
VIM creates and produces outstanding awareness for its blue-chip clients in Australia and The South Pacific. Due to client expansion, a new role of assistant production manager is now available at our Sydney Office.
If you have some experience in the production, printing and signage area and have the energy and enthusiasm to move your career to the next level, we would love to hear from you as this is just one of many new opportunities as Visual Image Media is expanding across many countries.
You must have a full driving license, computer literate and be able to demonstrate your production knowledge and skills you have learnt so far in your career .
Salary is negotiable and will be based on experience and skill level.
If you have what it takes and want to progress your career forward then send your resume to:
Graham Drake
Visual Image Media
Level 14, 221 Miller St, North Sydney.
Graham.drake@vimedia.com.au
(Posted 5th July 2012)

(VIC, St Kilda) Signarama Prahran, Victoria is seeking an experienced Sign Maker/Installer. The successful candidate will ideally have a sign making qualification or a minimum of 1 years experience in sign making and possess the following attributes:
Vinyl application expertise
Be able to do small scale installations (such as shop fronts, fascias,vehicles, lightboxes etc.
A keen eye for detail and takes pride in their work
We are after a organised and proactive individual with a positive "can do" attitude who is capable of working to complete daily tasks. APPLY NOW' with your resume. prahran@signarama.com.au
(Posted 5th July 2012)

(VIC, Blackburn) Signwave Blackburn Victoria is seeking an experienced Sign Maker/Installer. The successful candidate will ideally have a sign making qualification or a minimum of 3 years experience in sign making and possess the following attributes:
Vinyl application expertise
Be able to do small scale installations (such as shop fronts, fascias,vehicles, lightboxes etc.
A keen eye for detail and takes pride in their work
Hold a white card for working on building sites
We are after a organised and proactive individual with a positive "can do" attitude who is capable of working in a fast paced environment. If this sounds like you, APPLY NOW' with your cover letter and resume. anne.walsh@signwave.com.au
(Posted 2nd July 2012)  

(NSW, Goonellabah) Armsign is seeking a highly motivated and professional Business Development Officer to join the sales team. Contact Brian Clarke on 02 6625 1122 or sales@armsign.com.au.
(Posted 29th June 2012)

(NSW, Sydney)- Large Format Cutter Operator. Silverwater based display business requires operator experienced with Oce Procut / Zund cutting machines. Please email to des@craftech.com.au. PH: 9647 2822
(Posted 26th June 2012)

(NSW, Sydney) Production Controller. Busy sign business in Sydney CBD seeks an experienced sign production person who has the skills to be part of and direct a small production team. 

This is only a partial list of vacancies. For the biggest and most up to date list of vacancies  available in our region, please go to Wide Format Online magazine. 

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BUSINESSES FOR SALE/WANTED

 (QLD, Brisbane) Sign & Digital Print Business, Brisbane S.E. Queensland
Established 1964, a fully operational Sign/Print production and install company. In a quality Lease and option secured workshop in the trade coast industrial precinct servicing Brisbane metropolitan and S.E. Queensland. A fully equipped workshop with sales office, graphics & design station areas and facilities. Pre-press and RIPS for solvent printers DGI 3200mm, DGI 2600mm, Gerber Edge and the expected sign workshop equipment, tools and two light trucks for service to our long standing client base and pre committed works.
Full production from all past files, artworks, logos, templates and references along with listed operating stock included. Immediate production/sales can continue from a handover or training period as negotiable. Figures and Inventory available to overview this sign business opportunity, ready for the next generation. Information and details contact, Warwick 0418 712278 or
Email: dahsigns@yahoo.com.au
(Posted 30th July 2012)

 
(QLD, Brisbane Northside) Copy/Print AND Cartridge Refilling business for sale. Two business in one, well established, great location. Loads of machinery and equipment included in price. Price discounted to $77,000 WIWO, absolute bargain, owner committed elsewhere. Turnover approx $200,000 p.a. Phone Gary 0738559550 or sharon@bookkeepingunlimited.com.au.
(Posted 20th June 2012)    

(QLD, Brisbane) Business Wanted Brisbane Looking to purchase Existing Sign Business on The Southside of Brisbane. Please email details through to julie@icatchers.com.au
(Posted 12th June 2012)

(QLD, Mossman) Sign Co for sale, Port Douglas, Mossman, Qld,, Roland VP540i, Roland CX24,all benches, tools, paint, media, compresors, jeep Trayback 4wd, ladders, furnished flat on site, 3 computers, software, owner going over seas
07 4098 3818
(Posted 15th May 2012)