Take Advantage of USPS Promotions
The United States Postal Service has a number of promotions and incentives available to printers, particularly those that integrate direct mail with mobile technology. Each of the following promotions provide a 2 percent discount on eligible postage. You must register by November 30, 2015.
Color Transpromo Promotion
The Color Transpromo Promotion provides upfront postage discounts to mailers who use dynamic color print for marketing and consumer messages on their bills and statements.
Emerging And Advanced Technology Promotion
The Emerging and Advanced Technology Promotion encourages mailers to integrate direct mail with technology, providing an interactive experience for customers. Mailers who create mail pieces that use at least one form of approved emerging or advanced technologies will receive a postal discount.
Mail Drives Mobile Engagement Promotion
The Mail Drives Mobile Engagement Promotion provides business mailers with an upfront postage discount on Standard Mail letters and flats that include a mobile barcode or print/mobile technology that can be read or scanned by a mobile device and leads to mobile-optimized shopping website.
To register, CLICK HERE. |
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 4 Skills Modern Sales Teams Need To Succeed
Most businesses understand that the old, high-pressure sales tactics of the past are no longer useful. Today's customers want solutions from providers who actually understand the modern business environment - and who are dedicated to helping their clients succeed. That means you might have to update your sales team's skills to deliver what your customers want. According to Donna Vierira of Interlink One there are four essential sales skills your reps need to brush up on.
1. Conversations and Relationship Building
In order to be successful these days, you need to build trust with your customers - and that starts with building meaningful business relationships with them. Your sale team needs to know the industry inside and out, as well as your audience's unique business world. Having this knowledge will enable them to ask intelligent questions to learn what your audience really wants and needs from your business, and offer solutions to help them succeed. You can also build these relationships by using your industry knowledge to educate your customers and prospects. By offering them new ideas and perspective on their business challenges, you'll show them the value of doing business with you.
2. Social Media
Maybe it goes without saying, but it's an important point: social media is an essential tool for any modern sales professional. Just about everyone is on at least one social network. Many people use social media to get suggestions and reviews for products and services before buying. Your audience may check out your social media
profiles to see who you interact with and they may tap their networks for more information about you. Your sales team needs to understand how people use social media, and which social platforms your audience is most likely to frequent. They also need to know the basics of these networks, so that they can use them to learn what your audience is looking for, and to help build those all-important relationships. 3. Collaboration Vs. SellingAnother crucial skill for modern sales reps is the ability to collaborate with our audience to come up with effective solutions to their specific needs. Including buyers in the planning process will ensure that they're more engaged with the solution and more satisfied with a successful outcome. This translates to a stronger relationship with your business, and a higher likelihood of future purchases. 4. Adaptability
While not as concrete as the other skills on this list, adaptability is an important trait for your sales team. Things change fast these days, whether it's a new social network , a new business challenge, or new technology that changes the way businesses interact with your organization. Your sales team needs to be flexible enough to adapt quickly to these changes and adjust their approach to meet changing needs. With these sales skills in your team's toolbox, you'll be well on your way to selling more solutions and becoming more indispensable to your customers and prospects.
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 Ink Jet As Replacement?
With ink jet being all the rage in the industry it is quick to jump to conclusions when it comes to savings, says industry guru Bob Lindgren of Printing Industries Association of Southern California.
Conventional thinking would suggest that if you're considering an ink jet press, you must really know what your costs will be. While that sounds like obvious advice, it's really not the first question you should ask. According to Lindgren, the analysis should begin with identifying the work that will be produced on the new press. Are we looking at short run color, transactional B & W, variable data or a mix of all three? We then need a realistic projection of the volume of work and the price it would command, remembering that this is an exercise in value identification, not cost accounting. Variable data or specialized short run color creates new marketing power for the client and we should get paid for it. Once we have a reasonable revenue projection, we can subtract the cost of paper, ink and consumables to identify contribution to overhead. When we know this, we can see if the capital cost is justified for which discounted cash flow analysis is useful. Lindgren suggests a good rule of thumb is that the capital cost should not be more than three times the annual contribution to overhead. Another scenario is that the ink jet press is a replacement for an offset press doing short run work or a toner based system doing variable data. In this case, Lindgren argues the revenue analysis is unnecessary as there is no reason to think that revenue will change because of using different hardware to produce the same work. Then, one only has to identify the cost savings to be achieved. These might include reduced paper costs in moving from offset because of the elimination of make-ready spoilage or supplies costs when moving from toner to ink jet. There may be wage cost reductions as well, but careful consideration has to be given to the question of whether they are realizable.
For example, if the work can be handled in two hours less per day, we will still have the same number of people on the payroll and nothing has happened. Because these cost savings are likely to be modest, they will not usually justify a significant capital investment. Lindgren maintains that if the business motivation in moving from offset to ink jet is to justify charging less, a better solution is to charge less in the first place. |
Hire The Ideal Manager
The Gallup organization recently released a report based on its research that says that employers hire the wrong manager 82 percent of the time. Bad managers cost employers billions of dollars each year and cause employee and HR headaches. Gallup estimates that managers account for at least 70 percent of variance in employee engagement scores. This variation is in turn responsible for severely low worldwide employee engagement. Gallup reported in two large-scale studies that only 30 percent of US employees are engaged at work, and a staggeringly low 13 percent worldwide are engaged. Gallup finds that great managers have the following talents: - They motivate every single employee to take action and engage employees with a compelling mission and vision.
- They have the assertiveness to drive outcomes and the ability to overcome adversity and resistance.
- They create a culture of clear accountability.
- They building relationships that create trust, open dialogue, and full transparency.
- They make decisions based on productivity, not politics.
Source: Gallup
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Is Your Workplace Best In Class?
Printers across the country consistently rank recruiting and retaining qualified employees as one of their key challenges. Although the problem may seem daunting the answer is really very simple - maintain a successful workforce by providing them a superior work environment.
While all employees have different values when it comes to what they want in a work environment, there is quite a bit of common ground. And, it is not all centered around money. Workers today look for a variety of qualities in a workplace. Eight key human relations areas that employees look at when evaluating a current or prospective workplace are:
- Management Practices
- Work Environment
- Training and Development Opportunities
- Financial Security
- Work-Life Balance
- Recognition and Rewards
- Health and Wellness Programs
- Workplace Health and Safety
The Best Workplace in the Americas program evaluates your company's success in these eight human relations areas. It is a nationwide undertaking which ranks the best of the best. A total of 28 graphic arts companies, both members of Printing Industries of America and non-members, were selected as Best Workplaces in the Americas last year. This list included WSPA member SmartPractice from Phoenix.
If you'd like to be considered in the 2015 competition (entry deadline is September 30, 2015) visit
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 Denver Golf Outing Just Four Weeks Out! The Denver golf outing is just eight weeks away - what are you waiting for? It will be held Friday, August 28, 2015 at the Heritage Eagle Bend Golf Club.Described by Golf Digest, as "one of the best places to play in Colorado," the Arthur Hills designed course is a links-style 18-hole championship course that makes use of dramatic elevation changes, native areas, panoramic views and wide, accommodating fairways to appeal to players of all levels. Tickets are only $125 and include greens fee, golf cart and lunch. Foursomes and individual tickets will sell out fast so be sure to sign up ASAP. Don't golf? Join us for lunch for just $25. Interested in sponsoring the tournament? Contact Golf Committee Chair Sandi Neuman of Vision Graphics at 303-909-7410 or sandi.neuman@visiongraphics-inc.com.
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 Book Your Phoenix Foursomes Before It's Too Late! WSPA's Phoenix Golf Tournament will be held on Saturday, September 19, 2015 at the stunning Arizona Grand Golf Resort.
Join colleagues and friendly competitors from the industry for a day of fun on the links followed by the Par-Tee on the Green, hosted by Title Sponsors Kelly Paper and Spicers.
Tickets are only $99 and include greens fee, golf cart, lunch and two drink tickets. Foursomes and individual tickets will sell out fast so be sure to register as soon as possible!
Want to stay at The Grand Resort? Take advantage of special WSPA rates by clicking HERE.
REGISTER HERE FOR GOLF
Sponsorship OpportunitiesInterested in sponsoring the tournament? There are still numerous opportunities available including individual hole sponsorships - many helping to support future GCEF Scholarships. Platinum Sponsorship ($3,000) - 2 complimentary foursomes
- Signage, choice of (pick which item you want your name on) gall balls, golf towels, water bottles
- One hole sponsorship
Gold Sponsorship ($1,500) - 1 complimentary foursome
- Hole sponsorship (pick one of the contest holes) Men's long drive, Women's long drive, Men's Closest to the Pin, Longest Putt
Silver Sponsorship ($1,000) - 1 complimentary foursome
- One hole sponsorship
- Combined lunch sponsorship
Hole Sponsorship - Signage at either the tee box or the green
All sponsorships include signage at the event plus recognition in program and on website. Email current HIGH RES LOGO in jpg, eps or vector format. In-kind raffle prize donations are also welcome.
For details contact tournament chairman Gary Matchinsky at 480-829-8890 or garym@bctarizona.com |
 Registration, Housing for Graph Expo Open Are you going this year? Special rate pricing for Graph Expo hotels is in effect until August 15. This year the show and conference run from September 13-15 at Chicago's McCormick Center. Another benefit for GRAPH EXPO 15 is that no deposit is charged at time of booking. A credit card is required to guarantee all room reservations and the hotel will charge a deposit 2-4 weeks prior to arrival. Attendees receive the lowest rates, most ranging from $174/night to $239/night, at the most popular and convenient hotels in downtown Chicago. In addition to the specially negotiated rates, attendees who book their rooms through the official GRAPH EXPO housing service enjoy other benefits including complimentary shuttle bus service between the show hotels and McCormick place. And don't forget, as a member of WSPA you can attend the show for FREE. For more information CLICK HERE |
Weekly Photo Feature:
ARE YOU KIDDING ME?
Each week E-Connects will share incredible photos on just how lax individuals can be when it comes to safety.
The goal - to keep a safe work environment front and center on the minds of all of your employees.
Tree trimming the wrong way.
If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org.
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 Technical Hotline
Don't forget that as a member of Western States Printing Alliance (WSPA) you have free access to the Technical Hotline of Printing Industries of America.
The hotline fields more than 1,500 calls a year from members seeking assistance. We are just a phone call away at 1-800-910-4283!
The hotline can also be used for your questions relating to HR or EHS issues.
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Quote For The Week
"If we want to make friends, let's put ourselves out to do things for other people - things that require time, energy, unselfishness and thoughtfulness."
Dale Carnegie
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