 Tracking The Ratios Profit Gap Over the last 12 years the profit gap between profit leaders and profit challengers averaged 10 percentage points-a whopping difference of $1 million in profits for a $10 million a year printer. The profit gap expanded during the Great Recession years, reaching a peak of 11.2 percentage points in 2010. In contrast, the profit gap typically recedes during economic expansions with the smallest gap appearing in 2007 at the tail end of the economic expansion. This years' profit gap was 9.7. To benchmark your company's financial performance, purchase the recent 2015 Ratio Report (Volume 2) for all printers by clicking HERE. If interested in a regional comparison for participating printers from Arizona and Colorado, email Michael Makin at mmakin@wsprint.org. |
Exclusive Savings From Apple
As a member of Printing Industries of America through WSPA you are eligible to take advantage of preferred pricing on the latest Apple products and accessories.
Program Benefits
Special member pricing on Apple products
Exclusive promotions
Free shipping on all orders
Mac customization
Free engraving on all new iPod and iPad models
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 What Not To Do In Sales
Sales experts often give advice on what to do to drive sales but the not to do list can be equally important. Sales guru Leslie Groene offers the following. - Don't provide inconsistent contact information such as different numbers and email addresses. This confuses and aggravates customers.
- Don't return phone calls or emails promptly. This is a sure way to drive customers to the competition.
- Don't take phone calls or check emails when meeting with clients or prospects. Technology makes this tempting but e must be considerate and focused on the moment.
- Don't oversell by hyping your business and being too pushy; there is a fine line between being persistent and a pest.
- Don't continue to sell with a transactional perspective. The consultative approach is the way to go.
- Don't show up late to meetings or presentations. Turning in proposals late is also a no-no. You can get disqualified for not respecting the timeline.
Want to improve your sales? Participate in the Power Selling Program with PIA and Leslie Groene. For more information visit www.printing.org/powerselling. |
 Ask Dr. B
Led by Dr. Mark Bohan and his team of experts at the Center for Technology and Research at PIA, Ask Dr. B is a resource that features the responses to questions covering a wide gamut of topics. If you would like to ask a technical question, simply email Dr. Bohan at mbohan@printing.org or call PIA's toll-free hotline at 1-800-910-4283. What will I identify by carrying out a dry solids test on an offset press?
This test is used to identify ink charge characteristics, streaking problems, patched or damaged cylinders, and provides an evaluation of print pressures. What is needed to use NFC?
NFC (Near Field Communication) is designed to transfer or share information between an individual with an NFC-enabled device (smartphone, tablet, etc.) and another NFC-enabled device or tag to share static or dynamic data such as video, audio, image, and contact files to name a few. Functions that can be triggered range over a wide spectrum and are being used in fields such as media, entertainment, medical and financial. I have cut my paper and then have excessive paper debris on press. What could be the cause?
The two most common causes would be a dull knife or debris entering during the cut sequence. Check and sharpen or replace the knife if dull, or else wipe the cut paper to remove cutting dust to prevent contamination of the stock prior to printing. |
OSHA Streamlines Whistleblowing
OSHA has instituted a new streamlined option for investigating whistle blower complaints. While not commonly known, OSHA enforces the whistleblower provisions of 22 statutes protecting employees who report violations of various securities laws, trucking, airline, nuclear power, pipeline, environmental, rail, maritime, health care, workplace safety and health regulations, and consumer product safety laws.
Due to the sheer number of whistleblower complaints that the Occupational Safety and Health Administration receives on a regular basis, the agency has designed new policies and procedures to resolve them. The Administrative Dispute Resolution Act requires that each federal agency to adopt an alternative means of dispute resolution and OSHA has instituted such a program.
The ADR program is an effective alternative to expensive and time-consuming investigations as well as litigations. The ADR program offers whistleblower parties the opportunity to negotiate a settlement with the assistance of a neutral, confidential OSHA representative who has subject-matter expertise in whistleblower investigations.
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Help Employees Learn
Some employees don't catch on to new ideas or procedures as quickly as others. You can't afford to write them off, so spend a little extra time and effort coaching them. Here are a few helpful techniques.
1. Be honest but kind. You can tell employees that they are not performing up to par without destroying their confidence or self-esteem. Explain where their work falls short, but emphasize that you think they're capable of improvement. Otherwise employees may accept themselves as failures and stop trying.
2. Criticize sparingly and constructively. Remember that your goal is to help the employee learn to do the job better. Be patient, and keep your emotions in check; if you don't, the employee may become impatient and defensive when you offer feedback.
3. Show some understanding. Remind the employee that not everybody gets the hang of a particular procedure right away. This helps the employee realize that he or she isn't personally at fault for the situation.
4. Ask questions and listen carefully. When you ask the employee for ideas or suggestions that might help the learning process, you'll involve the person more fully and also reduce the opportunity for him or her to make excuses. Pay attention to learn if there are obstacles beyond the employee's control.
5. Clarify your objectives. The employee may not be fully aware of what he or she needs to learn, and why. Explain your expectations in detail, and ask the employee to repeat them back to you so you can check that you are on the same page.
6. Set a Deadline. After you have reviewed the situation, discuss a reasonable deadline by which time you expect the employee to be up to speed. Follow up to be sure the employee is making progress at the rate you both anticipate.
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 Happy Hour @ Minder Binders! Kick back and relax with friends and peers from the printing industry at WSPA's Phoenix Happy Hour at Minder Binders! No suits, no ties, no hassles - just fun! Meet PIA CEO Michael Makin and members of your local board of directors, catch up on the latest industry news or just have a cold one after a long day. Hope to see you there on Wednesday, October 7, 2015 (5:30 p.m. - 7:30 p.m.).
Minder Binders - 715 S. McClintock Drive, Tempe, AZ 85281
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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.
Knee-JERK reaction...
If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org.
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 Refer-A-Member Incentive
WSPA is only as strong as its membership base and wants to continually grow to service its members. You can help by being an ambassador and referring potential members our way!
What's in it for you for spreading the word? If you refer a member and they sign up, we will send you a $50 gift card.
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Quote For The Week
"Compassion and tolerance are not a sign of weakness but a sign of strength."
Dalai Lama
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