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Serving Arizona, Colorado, New Mexico and Wyoming
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DOL Lowers Overtime-Exempt Salary Threshold
The Department of Labor has released its final rule revising the overtime exempt regulation.
The big news is that the proposed salary threshold of $50,440 was reduced to $47,476 starting December 1, 2016.
Employers will be able to use non-discretionary bonuses (including commissions) to satisfy up to 10 percent of the standard salary level. Updates to the salary threshold will occur every three years starting January 2020.
Printing Industries of America asked for a specific exemption from overtime for Customer Service Representatives if they had the authority to "stop a job." Sadly, DOL declined, but left open the door for CSRs (and other positions) to be classified as exempt on a case-by-case basis.
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Get Certified In Continuous Improvement
Printing Industries of America recently launched a unique, new certification program specific to our industry - the Improvement Professional in Print (IPP) certification. The IPP certification validates the expertise of printing industry professionals who help companies achieve operational excellence using lean manufacturing and other process improvement practices. To become IPP certified, one must complete the certification exam developed by the top industry experts in the areas of lean manufacturing and continuous improvement. Those who wish to be certified must have at least two years of experience working for a printing services company and be able to cite at least one specific example of how they have implemented improvement in an organization. To help you pass the certification, you can acquire the compiled body of knowledge that includes seven self-paced online classes delivered by industry experts and three Lean philosophy books. For more information about the IPP certification program visit the Improvement Professional in Print website at www.printing.org/IPP.
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Sales Tips From Leslie: Don't Annoy Your Customers
There are actions that sales people seem to repeat that are unprofessional...either they don't know these things are annoying or they have never heard the advice.
- When leaving a phone message say your phone number slow and repeat it twice.
- Always leave your phone number on a message for a client so they do not have to look it up.
- Don't assume they know who is calling and say 'Hi, it's me!"
- If you are using your cell phone for business make sure that you answer the phone professionally no matter where or what you are doing.
- Don't email jokes or notes of what you think are 'cute' or 'funny' sayings
- Don't leave your cell phone on during meetings- clients need to feel like they are the priority when you are with them.
- Don't have a client call your office number and then make them dial another number such as your cell phone which requires them to make 2 phone calls instead of one.
- Always include your email signature on your email messages whether you have initiated the message or you are responding to one -that way the client can quickly and easily access your phone number if they want to call you(don't assume that they have your number on speed dial).
- Don't multitask when you are on the phone - clients can hear you typing on the other end.
- Never deliver bad news via an email - always speak to your client and have options and solutions for a fix.
- Don't go overtime during sales calls and presentations- respect their time.
- Take responsibility for problems with deliverables.
- Don't be late for meetings and appointments!!
These simple ideas may seem obvious but many sales people do not pay attention to these things. Clients may not complain and yet be put off by them. The smallest things can differentiate a great sales rep from a good one!
If you'd like to improve your sales and learn hands on from Leslie, sign up for her Power Selling Program. For the top management of a commercial print service provider that wants to increase sales, the Power Selling Program is a turnkey training package, combining online classes, printed content and live coaching sessions that benefit the company through accelerated and effective onboarding of new sales professionals and increasing the results of existing sales staff. This is a comprehensive package, minimizing lost sales time and offering live and tailored coaching and consulting by a printing industry veteran, Leslie Groene.
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Lessons From Lindgren:
I've Got To Get My Cost
It's second nature to us to think in terms of the cost of doing the work. When we talk to a client we always talk "cost" because we want them to understand that we have all of that expensive machinery and software, the big building, etc. that are necessary to produce what they want.
We have estimating software packages that express this by using $500 per hour for the six color press with a two person crew earning $60 per hour between them. Talking "cost" to the client is a good strategy, but not necessarily a good one when talking to ourselves.
If we come to believe that the $500 per hour number is true, we can overlook the possibility that the value of the project to the client is such that $600 would be even truer. We can also be blinded to times when $400 was on the table and would fill up hours that the press would be idle.
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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Didn't Get Paid? Why Not Use WSPA's Collection Services?Unfortunately, most companies sooner or later will experience poor paying customers. Sometimes we turn the other cheek because we hope the situation will turn around. Often we make the mistake of extending further credit. If you have exhausted all friendly means to get your money and you want to take it to the next level - WSPA has a new service for you. You can now have a professional collection agency pursue your poor paying customers and you only pay if they collect. Our partner is AG Adjustments, a leading collection agency in the United States with more than 40 years of experience. AG has customers of all sizes, from small mom and pop operations to major corporations like Heinz, Kraft and RR Donnelly. No collection is too small for the company and their professionals will be as diligent with small as large claims. Again, there is no fee unless they collect. Fees are 25% of the first $3,000 collected. 20% of the remaining balance on claims less than 365 days from last sale/service.Commencing a claim is as simple as CLICKING HERE.
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Tax Parity Bill Introduced In Congress
Tax reform will be front and center during the race for the White House and Congress is setting the table now for possible reforms.
To that end, last month Representative Vern Buchanan (R-FL) introduced the Main Street Fairness Act (H.R. 5076), a bill that would cap the top pass through business tax rate at the top corporate rate.
Under the Buchanan bill, the same 35 percent top rate that applies to corporate income would also apply to successful pass through businesses. If Congress reduces the corporate rate next year, pass through businesses would get the new lower rate too.
Rate parity is a core principle of PIA's tax policy position and we are supportive of this bill as a central piece of what should be included in overall tax reform plan.
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Facts and figures provide information, but stories inspire and motivate. To reach into your employees' hearts and minds, remember these tips for telling stories with a positive impact:
Plan it out. Spend a few minutes thinking about the structure of your story. It should have a clear beginning, middle, and end, with characters your audience can identify with.
Use data appropriately. Don't be too vague about what's happening, or where, or when. Fill in the gaps with solid information so employees fully understand how the story applies to them.
Empathize with your characters. Instead of making fun of people, show their struggles and triumphs. They should overcome obstacles through their own efforts, not luck.
Mix up your stories. Always be on the lookout for good stories to tell. They can be about the founding of an organization, the first success of a team, an individual's setbacks and eventual victory, or anything else that employees can respond to.
Ask questions. You don't always have to tie everything up tight. Develop stories that encourage questions: What could someone do differently? Why did the problem arise? A good dialogue will cement the point of your story in listeners' minds.
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Printing Industries of America has been recognized for its nationwide leadership in the areas of compliance assistance, sustainability, advocacy, and collaboration.
It was presented with the 2016 Small Business Trade Association Environmental Leadership Award given by the National Steering Committee (NSC) of the Small Business Environmental Assistance Programs (SBEAPs) & Small Business Ombudsmen (SBO's).
This is a premier environmental award given to outstanding businesses, individuals, and trade associations who have made significant contributions to protecting the environment. The NSC chairman noted that PIA was instrumental in the creation of the state-run assistance programs as a part of the Clean Air Act Amendments, and has been a reliable partner for over 25 years.
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The Power of Paper and Love
The Paper and Packaging Board recently conducted a nationwide survey of more than 1,000 Americans over the age of 18 who have been married at least a year. The survey found that print and paper continue to play a vital role in announcing, commemorating and sharing all the joys that come to couples in their first year of wedded bliss. Here are some fun facts:
- Nearly seven in 10 married Americans distribute their wedding invitations via mailed paper invitations
- More than eight in ten married Americans send thank you notes after their wedding
- 77% of Americans print their wedding photos for an album, frame or greeting card during their first year of marriage.
- Two-thirds of married Americans give their spouse a paper item for their first anniversary.
- 73% of Americans save a paper or packaging item from their wedding for sentimental purposes or reuse.
- 71% of married Americans who receive congratulatory gestures from friends and family feel a paper card or postal package is most meaningful.
Source: www.howlifeunfolds.com
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Digital 2 You Open House In Englewood, Colorado
You can print direct on cotton, silk and other fabrics. To help show you how, WSPA member Digital Technology Learning Center will host a special Open House on June 24-25 providing an overview of direct to fabric, direct to garment and dye sublimation. |
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Ratio Deadline Approaches - Just Two Weeks Left
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: Stairway to disaster.If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org. |
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Your Association In 2 Minutes
Are you taking full advantage of your membership in WSPA and PIA? Want to learn what you might be missing in just two short minutes?
Visit our website to get a video overview of the programs and benefits of your local printing association, including discount programs that could well pay for your annual membership dues.
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Quote For The Week
"Kindness is more important than wisdom, and the recognition of this is the beginning of wisdom."
Theodore I. Rubin
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