Serving Arizona, Colorado, New Mexico and Wyoming
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Sales Tips From Leslie: To Get New Business Use All Your Ammo
Get a good opportunity to make your case in front of the key decision-maker. This is the time to mention your qualifications and track record, as well as your firm's track record in the industry if it will help. It's also the time to identify all the primary benefits your client will get from working with you. If your company is small, you'll talk about personal service and commitment. If your company is large, you'll talk about client savings that result from all the business your firm books. 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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New Pregnancy Accommodation Law In Colorado
Colorado Assembly has passed a bill that willl 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. Reasonable accommodations. Specifically, HB 16-1438 requires 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 prevents 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 cannot 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 are 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" means "an action requiring significant difficulty or expense to the employer." The following factors will 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 creates a rebuttable presumption that the accommodation would not impose an undue hardship on the employer.
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Group Buying Program Saves Printers Thousands Of Dollars
Printers with sales of less than $5 million a year are saving thousands of dollars a year with a group buying program with WSPA.
The companies are receiving cash incentives and price improvements in the following areas: small parcel shipment (through UPS), ink, coatings, prepress including plates, wide-format, pressroom and limited paper products.
The program is offered through Independent Printers Alliance (IPA), a division of Independent Printers Worldwide, Inc. (IPW), a national procurement group specializing in superior vendor programs for independent printers. It is ONLY available to members of Printing Industries of America or one of its affiliates, like WSPA.
To see how your company might save thousands of dollars a year, CLICK HERE or call 1-855-747-7468.
PROGRAM TESTIMONIALS
"Since joining the IPA program, I have seen significant savings through these programs with very little effort on our part. We are saving in excess of $6,000 dollars annually using just two programs. The opportunity for more savings is great. I would highly recommend IPA to any small printing business." Erik Johnson- General Manager, Johnson Printing
"By simply joining the IPA program our company has realized savings of nearly $5,000 dollars annually. We plan to make this one of our top priorities this year to maximize the potential savings by working closer with the folks at IPA. I highly recommend this program to any printer with sales under $5 million." Mari Reid, President Dakota Press
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Sales Compensation Report Available For Just $99
One major category not covered in the aforementioned Wage and Benefit Survey is sales compensation (with the exception of salaried VPs).
Sp what do top printing sales reps earn across America? How is their commission structured? What percentage of companies pay on a value-add system versus gross sales?
These questions and many others are addressed in The 2016 Sales Compensation Survey of Printing Industries of America, available for purchase now.
Along with surveying compensation methodologies (salary, salary + commission, commission, etc.), we also attempted to gather information about these methods in regards to major production processes (heatset/coldest web; sheetfed; digital; mailing; fulfillment, etc.). Given the number of ancillary services added by many print providers the past decade, and that there have been marked differences between sheetfed and web compensation methods, it was important to differentiate the information gathered. CLICK HERE TO ORDER your copy for just $99.
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Apple has always been known for putting a huge focus on the environment, and over recent months the company has not been shy about its initiatives. At its latest press event Apple dedicated stage time to detailing its environmental efforts. Now,it looks to be bringing its environmental focus to its retail stores. In a note sent to retail employees the company has announced that it will be moving away from the iconic plastic drawstring Apple Store bags in favor of new paper bags made out of 80 percent recycled materials.
While the design of the new Apple Store bags is still unclear, it's certainly going to be a change for die-hard Apple fans that have come to love and collect the plastic Apple Store bags since they were introduced years ago.
For special occasions, Apple has introduced various other retail store bag designs. For instance, when the Apple Watch launched, the company used paper bags with colorful rope handles. It's certainly possible that Apple will use a design similar to these for the new bags, but that's unclear as of right now.
Furthermore, the gift cards that Apple has been giving out to customers who recycle their iOS device in the Apple Store have been revealed. A handful of these "Apple Renew" cards have hit eBay, with the seller explaining that you are given them when you go into a retail store to recycle an old device. The cards themselves are made out of recycled paper, as well.
Apple's VP of environment, policy, and social initiatives Lisa Jackson detailed the company's continued environmental efforts. Jackson noted that 93 percent of Apple's worldwide operations are powered by renewable energy. Furthermore, Jackson noted of Liam, the company's new automated robot that can dissemble iPhones down to their very basic components to then recycle them. Jackson also noted that all Apple packaging will eventually move to paper.
Source: Chance Miller, 9to5Mac.com
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Lessons From Lindgren: Our Payroll Is "Too High"
That's not an uncommon perception in the face of slow growth and tough competition. There's no question that you have to achieve and maintain positive cash flow or the business will fail and no one will have a job.
In the course of trying to address this challenge, we've heard draconian solutions like eliminating paid holidays and vacations or across the board wage cuts which will likely lead to the loss of the best people.
Usually the best solution is to layoff one or more people. A useful preliminary step is to see how much overtime is being worked. Because printing has an unpredictable short term demand curve, overtime is the best way to handle day-to-day peaks. Most firms find that an average of 10 % overtime is a good target (that's about 200 hours per year per employee).
If the actual overtime is well below this, the workforce can e safely reduced, thereby effecting needed savings and making the remaining jobs better.
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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Miscommunication in emails occurs because we often read them quickly and dash off a response without thinking. To avoid provoking a nasty email exchange, follow these three steps. 1. Don't type in anger. If an email makes you angry, don't respond immediately. Walk away from your desk for a few minutes to cool off. Read it again, and then try to craft a reasonable response. 2. Step away. If a flame war has already begun, be the bigger person and stop the exchange. A break in the action gives everyone a chance to think more clearly. 3. Change venues. People often type things they would never say directly to you. Pick up the phone or visit the writer in person - particularly if they are in the same building. A face-to-face encounter can diffuse the situation and cool down the rhetoric.
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Printing Industry's Largest Wage And Benefit Survey- Please Participate
With the recent Department of Labor re-definition of exempt vs. non-exempt parameters, employers are analyzing their current employee compensation structure to ensure compliance. A crucial part of this analysis is compensating employees fairly, within the company and marketplace.
PIA's Wage & Benefit Survey is THE tool that can be used to help managers make these types of decisions. It's the most comprehensive survey available within the printing industry and provides salary/wage information on over 100 positions as well as current benefit practices.
If you participate in the confidential survey, we will provide you the report - a $250 value ($1,000 for non-members) - FOR FREE.
All WSPA member companies have been forwarded paper copies of the survey along with usernames and passwords should you wish to complete the survey electronically (CLICK HERE). Should you wish to participate online, go to http://www.cvent.com/d/cfqyjb.
Please take the time to participate and take advantage of the intelligence you will glean from the survey findings such as are you leaving money on the table? What are my competitors paying? And what are the prevailing benefits in the industry?
The deadline to participate is August 30, 2016 and the report should be available in October.
FAQ 1. Can I partially complete the survey and come back to it later with my earlier responses still there? Yes, Just go back to the survey link. You may have to re-enter your password.
2. Can print out my responses when completed? Yes, near the completion of the survey you will have a screen with all of your responses that you can print out. Note that you will have to hit the "FINISH" button at the bottom of that page to submit the results.
3. Can I see the jobs and job descriptions for the survey first? Yes, Click Here. There are plenty of open fields to enter other job titles that are not listed.
4. Who do I ask if I have a question about the survey? Contact Jim Kyger at 1-800-910-4283 (ext. 503) or jkyger@printing.org.
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Time To Hit the Links!
The dates are set for WSPA's golf tournaments in Denver and Phoenix. DENVERWSPA will return to the Heritage Eagle Bend Golf Club on Friday, September 9th.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 at 602-228-5858 or sandineuman614@gmail.com. CLICK HERE TO SPONSOR
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PHOENIX The Phoenix Golf Tournament will return with a vengeance on Saturday, October 22, 2016 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, where bragging rights will be on display and awards presented.
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!
Last year the tournament sold out quickly so book your foursomes early! Sponsorship Opportunities
Interested in sponsoring the tournament? There are numerous opportunities still available including individual hole sponsorships - many helping to support future GCEF Scholarships. 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.
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When you delegate an assignment to an employee who hasn't handled the task before, take a few minutes to ask how he or she plans to tackle the job. This will give you the opportunity to provide instructions if the person feels insecure about asking for help.
Fill in gaps in the employee's knowledge and plans as you recognize them, but don't offer information that doesn't directly apply to the task. Save additional background and and data until you're confident the employee has mastered the activity.
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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: All presumably harnessed and safe but would you do this job?
If you come across a funny safety pic you think should be featured, email Michael Makin at mmakin@wsprint.org.
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Have You Used The 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
"No one can build his security upon the nobleness of another person."
Willa Cather
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