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Serving Arizona, Colorado, New Mexico and Wyoming
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Good Economic News For Print!
The April Institute for Supply Management (ISM) Survey showed manufacturing expanded in April-the second consecutive month of growth after slipping earlier in the year.
Of the 18 manufacturing industries covered in the survey, 11 reported sales growth in April with print placing number two in growth. Print is also number two in growth of new orders (out of 15 showing growth) and number three in employment growth of the 11 sectors which reported increases. It's nice to see good new like this for a change!
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How Do You Calculate Your Costs?
Improved printing technology has amplified the debate about the cost crossover point between production devices and also between different production methods.
Is it 1,000, 5,000 or 10,000 impressions, and what defines an impression? Many assumptions, often unsupported by the facts, are used to determine when it is less expensive to use a particular print engine or process.
In lieu of making precise, time-consuming calculations, printing companies have been willing to accept the generic calculations of suppliers or consultants.
PIA's PrintAS Cost Calculator (version 2.0) gives member companies an easy-to-use tool to ensure informed decisions are made in estimating the appropriateness of a particular print solution. The calculator prompts members to input all of the factors that impact the cost structure of specific jobs for digital, offset, or both. It then determines the precise cost crossover point between the different configurations.
Now that the cost calculator can determine the least expensive process for any job, members can avoid making decisions based on an imperfect rule-of-thumb, but rather on the conditions and rules of their own operation.
Costs are calculated in three sections: fixed costs for the facility, fixed costs for the job, and variable costs for the job.
Fixed costs for the facility include factors such as the maintenance cost and financing cost, while fixed costs for the job include makeready and plates. Variable costs are comprised of such items as staffing, paper, ink, and click charges. The calculator helps companies become smarter and more disciplined about their decisions on the appropriate process to use for specific jobs.
Please send your comments or questions on the calculator to research@printing.org. |
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Send A Message With Your Voicemail
Most of us live on our smart phones. When we're not able to answer a call, it is an opportunity to tell the call who you are and share your willingness to get back to them ASAP.
It is surprising how many people simply use the carrier default message which just recites the telephone number. This isn't warm and friendly and also potentially raises a question in the caller's mind as to whether they dialed the right number.
The same principle applies to voicemail messages on your office phone - make them personal and friendly!
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Watch For Communication Warning Signs
Sending emails and running meetings doesn't make you a master communicator. Watch for these signs that you ought to communicate more - or better.
You avoid certain topics. If you're uncomfortable with controversy or dissent, you might simply avoid subjects that you don't want to deal with. Your employees will see through that, however. Teach yourself to share information and tell the truth without fear of conflict, and you'll build trust and credibility with your workforce.
You lose control of your emotions. Everyone gets angry, depressed, or frustrated from time to time. But if you overreact to every setback, employees will stop bringing you news you need to know. If necessary, seek counseling in anger management and other issues so you can maintain your equilibrium even in stressful situations.
Employees are caught off guard by change. If employees complain that they don't know what's going on, or why things are happening, you're probably not doing a good job of explaining what's happening in your organization. Make a greater effort to keep them updated about developments in your office and industry.
You don't hear bad news. When you find out about problems at the last minute, or your realize employees are hiding important information from you, focus on becoming a better listener - and not punishing messengers. Ask lots of questions, don't interrupt people, and concentrate on solving problems instead of looking for scapegoats to blame. |
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Lessons From Lindgren: Starting A New Sales Rep
It's obvious that growing sales requires hiring sales reps but the challenge is always the choice between the unlikelihood of finding the established rep with a book of business (who isn't a scam artist) or the cost of working with a beginner who isn't earning their keep.
The reality is that the beginner who doesn't yet have the skills or knowledge, but is hungry, is probably the right choice. Then, the problem is paying them until their production rises to the level of sustainability (usually at least $500,000 in annual sales).
It's useful to remember that sales brought in by the beginner is business we don't have now. We don't have to buy a new press, expand the building or hire another person in the office to handle it as it slowly ramps up. This means that for the typical commercial printer, the cost of this new work is just the paper, buy-outs and wages of the production people which typically is not more than 60-70 percent of the sales price. Therefore, if the new rep brings in $100,000 in new business the first year, there will be a $30,00 to $40,000 contribution to overhead, making it manageable to pay them a salary during this process.
Of course, the rep should be making progress towards sustainable volume which is more likely to happen if the management works with them to help them set goals and learn the necessary skills.
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.
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Pregnancy Accommodation Bill Heads To Colorado Governor's Desk
The Colorado Assembly has finalized a bill that would require employers in the state to provide job applicants and employees with reasonable accommodations related to pregnancy and childbirth. The measure also delineates several accommodations that may be required, as well as those that employers may not be required to provide. The legislation is now headed to the governor's desk for approval.
The measure, HB 16-1438, cleared the state house on April 29 by a 40-25 ballot, and passed in the senate on May 9 by a vote of 24-11.
Reasonable accommodations. Specifically, HB 16-1438 would require employers to provide reasonable accommodations to perform the essential functions of the job to applicants and employees for health conditions related to pregnancy or physical recovery from childbirth, if the applicant or employee requests the reasonable accommodations, unless the accommodation would impose an undue hardship on the employer's business. Employers would be permitted to require a note from a licensed healthcare provider stating the need for reasonable accommodation before providing one.
The legislation would prevent employers from forcing applicants or employees to accept reasonable accommodations for health conditions related to childbirth or physical recovery from childbirth they did not request or that are unnecessary to enable them to perform the essential job functions. Similarly, employers would not be able to mandate leave as a reasonable accommodation where the employer could provide another reasonable accommodation.
Interactive process. Under HB 16-1438, where an applicant or employee requests an accommodation, the employer and applicant or employee must "engage in a timely, good-faith, and interactive process to determine effective, reasonable accommodations for the applicant or employee for conditions related to pregnancy, physical recovery from childbirth, or a related condition."
Types of accommodations. Under the measure, "reasonable accommodations" may include the following:
- more frequent or longer break periods;
- more frequent restroom, food, and water breaks;
- acquisition or modification of equipment or seating;
- limitations on lifting;
- temporary transfer to a less strenuous or hazardous position if available, with return to the current position after pregnancy;
- job restructuring;
- light duty, if available;
- assistance with manual labor; or
- modified work schedules so long as the employer is not required to: (a) hire new employees that the employer would not otherwise have hired; (b) discharge an employee, transfer another employee with more seniority, or promote another employee who is not qualified to perform the new job; (c) create a new position, including a light duty position for the employee, unless a light duty position would be provided for another equivalent employee; or (d) provide the employee paid leave beyond that which is provided to similarly situated employees.
Adverse actions. Employers would be prohibited from taking adverse actions against employees or denying employment opportunities to applicants or employees due to a request for a reasonable accommodation for childbirth or physical recovery from childbirth or a related condition. Undue hardship. For purposes of HB 16-1438, "undue hardship" would mean "an action requiring significant difficulty or expense to the employer." The following factors would be taken into account: the nature and cost of the accommodation; the employer's overall financial resources; the overall size of the employer's business with regard to the number of employees and the number, type and location of available facilities; and the accommodation's effect on expenses and resources or on the employer's operations.
Under the measure, the employer's provision of, or a requirement that the employer provide, a similar accommodation to other classes of employees would create a rebuttable presumption that the accommodation would not impose an undue hardship on the employer.
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ASU Print Lab Continues To Innovate And Help Groom Future Industry Employees
A recent promotional piece by Arizona State University on its print lab highlights an institution that is vested in technology and keen to groom the next generation of industry leaders. ASU alumnus and WSPA Board member Cathy Skoglund is featured prominently in the piece. As director of operations and business development she is described "the mastermind" behind the lab's success. "Skoglund can claim responsibility for procuring the equipment and implementing procedures at the lab that allow it to boast some of the faster turnaround times in the industry," the feature notes. She is also a mentor to the many students who are employed with the lab and eventually seek opportunities in the industry.
So see the full article CLICK HERE
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Limited Space Available For Tech Session Featuring Julie Shaffer
Technology plays such an important role in the strategic direction of printing companies. The right investment in technology can provide profitable dividends for years to come. The wrong investment can spell disaster. Fresh on the heels of Drupa, the world's largest printing equipment exhibition, this session will explore the latest technology trends and developments impacting our industry. This 90 minute program will cover: - What technologies dominated Drupa this year, from ink jet to Benny Landa's nanography
- What vendors are poised to make bold moves
- What investments in technology might provide the greatest ROI for your company.
Space is limited for this program so register before it sells out! CLICK HERE to register. Program SpeakerJulie Shaffer is the Vice President of Education and Marketing Strategies with Printing Industries of America. She joined PIA in May 2000. A member of the executive management group, Julie overseas all of PIA's education initiatives including conferences, webinars, and the Integrated Learning Center. She is an industry expert on topics such as digital file prep, prepress productions, web-to-print, social media, digital printing, 3D printing and integrated media. |
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Participate And Receive Free Volume Report
Choosing to participate in the new Dynamic Ratios can lead to the possibility for greater sales and profit growth.
Even if the Dynamic Ratios allow you to increase in profits by a minimum of 1%, this equates to $10,000 for a $1-million-per-year printer.
Financial benchmarking through use of the Dynamic Ratios provides YOU with the business intelligence needed to make YOUR business more profitable. What are you waiting for?
Participants receive a free report volume and access to an online dashboard.
CLICK HERE to participate. Deadline: June 30, 2016.
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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. Some pictures showcase carelessness, others plain stupidity. The goal - to keep a safe work environment front and center on the minds of all of your employees. Pictured: Tool late!If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org. |
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Toll-Free 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. Experts 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
"The more you know the less you need to say."
Jim Rohn
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