Serving Arizona, Colorado, New Mexico and Wyoming

February 10, 2016

Five Barriers Printers Must Conquer In 2016

1. Staffing. As the printing industry continues to evolve, its ability to attract top-tier Millennials must be a priority.

2. An Aging Industry. As many of today's printing company executives reach retirement age, the industry must compensate by making sure the future generation is in place (a move that piggybacks the need to attract young talent.

3. Sales compensation with value. Many printing sales associates are paid as if they are top-tier sales hunters, when in many cases they are farmers, waiting for the client to call and place an order. The industry must do a better job of selling value.

4. Recognizing customer needs and value. Printers must do a better job at canvassing the market and analyzing client needs across vertical markets. In turn, they must be able to service those needs. That means identifying new technology or software platforms.

5. Avoiding the race to the bottom. Too much iron in the market has resulted in a race to the bottom. Print service providers have taught buyers they can pay what they want to pay for a project. The key is to stop being lackadaisical when trying to sell your services.

Source: Canvass Magazine

Denver Happy Hour at Tony P's - Tomorrow!

Kick back and relax with friends and peers from the printing industry at WSPA's Happy Hour at Tony Ps. No suits, no ties, no hassles - just fun! Meet PIA CEO Michael Makin and members of your local board, catch up on the latest industry news or just have a cold one after a long day! Hope to see you there.

Date: Thursday, February 11
Time: 5:30 pm - 7:00 pm
Location: Tony P's (777 E. 17th Avenue) Come up to the 2nd Floor

Mark Your Calendars

WSPA has a lot going on in 2016. Make sure you mark your calendars for the following events:

February 11 - Denver Sales Clinic
March 16 - Phoenix M & A Session
April 7 - Print Excellence Awards (Phoenix)
April 28 - Print Excellence Awards (Denver)
September 9 - Denver Golf Tournament*
September 17 - Phoenix Golf Tournament

Please note new date of Denver golf tournament. Because of a conflict our original date was unavailable.

Tax Certainty and Reform On The Horizon...

Congress is back to work following its Christmas gift to business: the Protecting Americans from Tax Hikes (PATH) Act, which was passed as the last piece of legislation of 2015. A big win supported by PIA, the PATH Act included tax certainty for more than 20 provisions that had been on a one to two year "extenders" schedule. This includes making permanent Section 179 expensing, plus a five-year bonus depreciation provision (50 percent in 2015-17, 40 percent in 2018, 30 percent in 2019).

The PATH Act was combined with an omnibus appropriations bill that among hundreds of other provisions, delayed for one year the health insurance tax (HIT Tax). PIA had lobbied for the delay. Prior to adjourning for the holiday, House Ways and Means Chairman Kevin Brady briefed PIA and other business lobbyists on his future plans; Brady stated that with tax extenders out of the way, he intended to use 2016-2017 as the time for a major once-in-a-generation tax policy overhaul.

Encouraging news!

Develop A Risk Management Culture

Risk management is often thought of as something to do, but just as importantly, it's also something to believe. It's a state of mind that, when shared by everyone in an organization, can enrich the company culture and become a valuable asset to customers.

What impact does a strong culture have?

When that risk management state of mind takes hold, every transaction outside the organization reinforces what the business is all about. Culture impacts business operations such as recruiting, retaining, motivating, reinventing, and continuous improvement. It is a visible representation of your company.

For example: Hiring and retention

The new generation of employees wants to understand a business and its culture enough to feel comfortable working there. They don't want to work for just a paycheck. They want to know how their work impacts overall business results and how those results impact society. They want a connection to their company and what they accomplish through their job. Sound employment practices can play an important role in overall risk management by helping to hire and retain reliable, trustworthy workers. And, once you've hired the best, you certainly want them to stay. A formal retention program can benefit companies of any size, and may help persuade your star performers to become long-term employees.

Planning and implementation

As businesses set company and employee goals, initiatives, or strategies, having a strong risk management culture helps the process move from planning to implementation. Having a culture that focuses on understanding the risk associated with change is critical to successful implementation. Companies with strong, engaged cultures recognize potential hazards or roadblocks in the planning stages and don't have to wait until the implementation phase to find and solve a potential issue. This reduces the time and effort spent to rework those goals and put the new plans in place.

Results

A negative culture impacts results as much as a positive culture does. Imagine watching a business service vehicle weave in and out of highway traffic because the driver is texting. Worse, the driver's distraction causes a horrific accident. When you notice the company name on the side of that vehicle, do you think, "I'm never going to do business with them!"? That certainly isn't good advertising for that business.

Aside from the bad publicity, a side effect of that driver's distraction is something called hidden costs or profit leaks. They are the sales you never got or may never get because of the actions of your business and/or employees. These leaks come in all shapes and sizes, and can substantially impact a business's profits. But, by controlling exposures, implementing best practices, and continuously refreshing your risk management culture, your company can create more opportunities for long-term success than your competitors that don't.

Culture is not a task, not an initiative, not a goal-it is you, your employees, your suppliers/vendors, and everything else your business stands for every day. Culture is critical to success-both with customers and employees. Believe it!

Source: Federated Insurance

Lessons From Lindgren: Meet With Your Customers!

It's tempting for the owner of a firm to concentrate on operating the shop and leave the clients to the sales reps, the CSRs or just leave them alone. That's particularly true if the owner fells more comfortable inside than outside. Yielding to this temptation is a bad idea!

All clients like to think that they're important and the larger ones really are - after all, they pay the bills. Make it a point to visit with them at least once a quarter. This shouldn't be a sales call but a thank you and a chance to understand where their company is headed. It can be a chance to find out about new initiatives that might be opportunities for more business down the road.

The boss at the meeting helps your sales rep by showing how important the client is to your company and your commitment to helping with their success. An added bonus is that if the sales rep decides to go to a competitor someday, it will be much harder for them to take the account if there is a well established relationship with the owner.

Bob Lindgren is the President and CEO of Printing Industries Association of Southern California, the largest affiliate of PIA. Mr. Lindgren has more than 40 years of experience in the industry and is an expert in the area of print finance.

VIP Drupa Trip Available

Are you going to Drupa this year? Take advantage of a private turn key VIP tour organized by Printing Industries Alliance.

WSPA's counterpart, Printing Industries Alliance, is sponsoring a VIP tour for this year's DRUPA in Dusseldorf, Germany. The tour runs from June 1, - June 6, 2016, and WSPA members can get in on the action on a first-come, first-serve basis.

In announcing this program, Printing Industries Alliance President Tim Freeman remarked, "We have all heard or experienced some of the horror stories of overpriced, poor hotel rooms, the sometimes long and difficult commutes from outside Dusseldorf, and the inability to get appointments and access to key exhibitors. The program we have put together guarantees that our participants will have a hassle free drupa experience and be able to focus on understanding the technology that is being presented at the show."

PIA's drupa Experience! A Private Turn-Key VIP Tour has the solution to that problem. Attendees will receive deluxe hotel accommodations at the Sheraton Dusseldorf Airport Hotel. The hotel is located steps outside the airport terminal. A quick train ride from the station located below the hotel will take you to the drupa exhibits in minutes. Attendees will enjoy a full American breakfast each morning, 5 day show credentials and catalogue, public transportation to and from the show, an opening night reception on June 1, Happy Hour on June 3, and most importantly, guided and scheduled Executive VIP briefings at key drupa exhibits. For more information, contact Tim Freeman at 716-691-3211.

Are You A Slave To Your Chair?

According to the Mayo Clinic, 50 to 70 percent of people spend six or more hours sitting per day, and 20 to 35 percent spend four or more hours a day watching TV. The study, conducted by the National Health and Nutrition Examination surveys, reports that sedentary lifestyles shorten life expectancy. If Americans would cut their sitting time in half, their life expectancy would increase by roughly two years.

Standing more increases your energy, burns more calories, tones muscles, improves your posture and increases blood flow.

Stand up while you are on the phone. Better yet, pace!
Walk more around your house.
Take the stairs.
Hold a walking meeting.
Walk after you eat lunch.
Park your car farther away from your destination. Don't look for that perfect spot up close.
Take the long route!
Dance when you can!
Get vigorous about your daily cleaning and cooking.
Work your calves when you brush your teeth!
Stand up and stretch when you're at your computer a lot.
Don't send emails if the recipient is in walking distance. Get up, walk and talk.
Stand up or do exercises while watching TV.
Consider a standing workstation.
Fidget!
Refill your water glass every hour.
Find ways in your daily routine to move more and STAND UP for your HEALTH!

Call For Nominations

WSPA is calling for nominations for the Z.A. Prust Industry Achievement Award.

Established in 1991, the award is named in honor of Dr. Z.A. "Zeke" Prust, who started the Graphic Communications program at Arizona State University in 1958. For almost three decades Dr. Prust served as professor and ultimately Department Chair of the program.

His accomplishments, both professionally and personally, have been an inspiration to generations of students, faculty members and the entire graphic arts community.

Eligibility and Selection Criteria

A nominee for the Z.A. Prust Industry Achievement Award must:

Be widely recognized as having made a major contribution to the graphic arts industry
Supported educational programs within the community as they relate to graphic arts
Worked to maintain and improve the image of the industry.

Nominations must be emailed by March 15, 2015 to Michael Makin at mmakin@wsprint.org.

Special Session: Grow Your Business Through Acquisition - only $39!

Program Overview

Printing companies today need to grow in order to remain healthy. As adding volume organically continues to be a challenge, growing by acquisition is a very realistic growth strategy.

Merging with or acquiring another company is a viable method of strengthening your company's financial position and provides the added volume necessary to stabilize pricing to attract and retain customers.

This 90 minute program will cover:

The methods, advantages and pitfalls of employing acquisitions as a business growth strategy

What to look for in a potential merger or acquisition

How to best position your company should you wish to sell

SESSION LEADER

Paul Reilly has over 30 years of experience in the printing industry. For the last decade he has provided investment banking and financial advisory services for sellers and buyers, valuation services, financing and refinancing efforts, turnaround and restructuring services and management consulting.

Mr. Reilly is the former Chairman and CEO of Cenveo, Inc., one of North America's leading graphic communications firms. During his tenure with the company, Cenveo grew from $17 million to over $2 billion in sales, while completing some 60 acquisitions.

Date: Wednesday, March 16, 2016
Time: 10:30 a.m. - Noon (followed by a light networking lunch)
Where: Konica Minolta (4415 East Cotton Center Blvd, Phoenix, AZ 85040)
Price: $39 for Members $99 for non-members

WSPA member companies attending the session will also receive a follow up desktop valuation of their company for FREE! (A $3,000 value).

Space is limited. CLICK HERE TO REGISTER.

Graciously sponsored by:

Recognize Your Start Employees At Print Excellence Awards

We all know that our people are our greatest assets yet how often do we let them know just how valuable they are - particularly in front of their peers?

Once again, this year's Print Excellence Awards events will also feature the WSPA Employee Recognition Awards where member companies can single out exceptional performance by team members. These awards were a huge hit last year and for good reason - everyone likes a pat on the back in front of their peers.

Who has made a difference in your shop and nominate them for a WSPA Employee Recognition Award. Recipients will receive a beautiful certificate at the Print Excellence Awards and be recognized before their peers at these well-attended events. For nomination forms, CLICK HERE.

Deadline for nominations is March 15, 2016

Weekly Photo Feature: Are you Kidding Me?!

Each week, E-Connects shares 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.

Pictured: One pothole away from a whole world of pain!

If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org.

Free Resources

As a member of WSPA, you are automatically a member of Printing Industries of America, the largest graphics arts trade association in the world. PIA's website has literally hundreds of free resources for you and your employees. Have you checked out www.printing.org/free?

If you need any assistance logging in to access the free member content, simply call PIA's Member Central at 1-800-910-4283, ext. 770.

Quote For The Week

"Life is change. Growth is optional. Choose wisely."

Karen Kaiser Clark

WSPA | 844-237-1550 | wsprint.org