revenue growth: more fun than cutting costs · area of the glga website at . all printer and...

��November 2013

By Frank Steenburgh, New Direction Partners and Stuart Margolis, Partner, MargolisBecker

As the recent recession reminded us, business profitability must be managed through cost containment measures. Let’s not overlook, however, the equally important revenue growth aspect of profit-ability.

Every company should have a business plan which includes rev-enue growth projections at targeted margins. Projections should be tracked on a regular basis (monthly or quarterly) with appropri-ate adjustments made to realize the targeted sales and margins.

Your business plan should include a good Marketing Plan that considers these components:

Identify both horizontal and vertical growth opportunities. � Horizontally – Look at your firm’s offerings and expand prod-

uct and service areas to your customers. For example, a book printer with declining sales could explore the digital book market with its 25 percent per year growth. (Photo albums, yearbooks, calendars, etc. are also a high growth area.)

� Vertically – You might consider expanding to health care, aerospace, financial services, and high tech manufacturing as they are all current vertical growth segments. The college and university market is also promising for digital products such as course packets for individual professors to update as needed, thereby replacing expensive hardcover texts.

Look for latent demand in the supply chain. � Research customer supply chains thoroughly to see what

relevant solutions you can offer. Understand the value chains in the key markets, look for disruptions happening to the technology, and think of ways to go after or supplement those markets.

Technology. � Do you have or can you acquire the appropriate technology

to cost effectively/competitively produce the items you wish to produce?

Stay focused on your target industry. � Model a solution for your target industry and implement it

well. Do a case study and design your “elevator speech” to capture attention with information relevant to the target.

� Once you have a success, cascade across the industry.

� Refer back to your business plan goals to keep your efforts focused.

Sales & Selling. � Be sure you have the right people in the right job. Get rid of

poor performers. � Educate your sales people on how to sell � Track results, create urgency within your sales staff, and moni-

tor progress throughout the sales cycle.

Create Customer Stickiness & Monitor Profitability. � Integrate front-end processes so customers can submit all

jobs over the web. This makes it harder for competitors to steal them away.

� Do quarterly business reviews with your largest/most profit-able customers. Brainstorm revenue growth strategies with their marketing people. Listen and supply solutions. Show them what you can do, leveraging your experience and tech-nology to achieve that goal.

� Help customers with their business strategy. Think outside the box. For example, if global expansion is the goal, help them find or create partners in their target areas.

� “Fire” customers who take a disproportionate amount of time for little revenue.

Leverage other resources to help you grow your business (vendor contacts, industry consultants, etc.). Basically, use your own data to help you expand.

No one can deny the importance of expense management as a necessary part of maintaining business profitability. But, following these steps to increase revenue can add fun and rewards to busi-ness growth.

ABOUT NEW DIRECTION PARTNERSThe team at New Direction Partners LLC has guided over 200 printing company owners through the sales and merger process. The advisory services reflect a full set of skills to help you sell or expand your busi-ness.

ABOUT MARGOLISBECKERMargolisBecker has long been recognized as the financial expert for the printing, packaging and allied graphic communications indus-tries, assisting thousands of companies with strategic and financial management.

Revenue Growth: More Fun Than Cutting Costs

however, the equally important revenue growth aspect of profit-ability.

Every company should have a business plan which includes rev-enue growth projections at targeted margins. Projections should be tracked on a regular basis (monthly or quarterly) with appropri-ate adjustments made to realize the targeted sales and margins.

Your business plan should include a good Marketing Plan that considers these components:

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tor progress throughout the sales cycle.

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ABBABBOUOUOUOUUOUUUTTTTT T T TT NENNENENENENEENENEEENENNNEEEWWWWWWWWWWW W WWWW DDIDIDIDIDIDDIDIDIDIDIDIDIDIRRRRERERERERRRRRERERRERERERERECCCCTCTCTCCTCTCTCTIOIOIOIOIOONNN N PPAPAPARTNENERSRSThThThThThhThThThThheeeeee tttteteteteteeamamamamam aa attt NNeNeew w DiDiDirerecctioionn Parttnenneersrs L LLLC has g guided over 200 printing cocompmppanany y y owowowownenenerrsrs t thrhroough tthehe ssalallees and mmerger process. The advisory sseseserrvrvrviiceses reflect a full sett ooff f skskilills ttoo heelplp you sell or expand your busi-ness.

AABOUOUOUTT T MAMARRGOLISBECKERMargolisBecker has long been recognized as the financial expert for the printing, packaging and allied graphic communications indus-tries, assisting thousands of companies with strategic and financial managementgmanagement.

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MINNEAPOLIS | SEATTLE | LOS ANGELES

TA K I N G Y O U R F U T U R E I N T O A C C O U N T

CARLSON ADVISORS PROVEN PERSPECTIVE, INSIGHT AND EXPERIENCE.

763.535.8150 | CARLSON-ADVISORS.COM

Graphic arts industry expertise to take your business further.

©2012 Carlson Advisors, LLP, all rights reserved.

One of the lesser known benefits of GLGA membership is our limited partnership with MRA. Founded in 1901, MRA - Where HR Means Business - serves more than 4,000 employers in the Midwest, covering 800,000 employees throughout the world. MRA members receive access to expert guidance, best practices, professionally facilitated roundtables, essential tools, and dozens of business services in the areas of human resources and training. MRA conducts 1,300 learning events each year.

GLGA members have access to MRA resources that will assist your business with HR and management issues. Your membership includes:

• HR Expertise 24/7 - Contact the free toll-free hotline to access professional advice on questions ranging from HR compliance to com-plex employee issues. Call (866) 275-6721 or email [email protected]. Be sure to tell them you are a member of GLGA.

• 30 on Thursday Webinar Series - Sit in on MRA’s free 30-minute monthly webinars that focus exclusvely on HR issues. Recent topics have included generational issues working with Millennials; management practices to reduce union vulnerability; recruiting, social media and your employer brand; and healthcare reform toolkit.

• HR News and Articles- Access the online digital version of MRA’s monthly newsletter, HR Digest, by logging in to the Members Only area of the GLGA website at www.glga.info. All printer and post-press members also receive a print copy of the newsletter in the mail.

• More for the Money - Stretch your budget dollars with a 15 percent savings on every MRA service, product and training. The 2014 Class Catalog may be downloaded at www.mranet.org/Training/Catalog.aspx.

All members are encouraged to take full advantage of the services and benefits offered through MRA, as they will prove to help add value to your membership experience. To learn more, visit www.mranet.org. To register for MRA events, call MRA’s Registration Hotline at (262) 696-3319 or MRA’s toll free number at (800) 488-4845 and ask for the registration department. Be sure to tell them you are a GLGA member.

Have HR Questions? Need HR Training? MRA Is Just a Phone Call Away

Next Safety Focus Forum Is

December 5

The next Safety Focus Forum will be held Thursday, December 5, 2013, at Arandell Corporation in Menomonee Falls, WI. Jim Lehrke, owner and CEO of Safety Connections, Inc., will be the moderator. The Focus Forum is free for GLGA members. For more information and to register, visit www.glga.info/Educa-tion and Events or contact Sharon Flick toll free at (855) 522-2210 or [email protected].

��The Networking Event for Indiana:

Join Us At the Indiana Annual Meeting

An evening with your peers, an interesting topic, great food and spirits. Attend the Indiana Annual Meeting, to be held on Thursday, November 21, 2013. The event will be held at Harry & Izzy’s Northside in Indianapolis, IN. The presentation will begin at 5:45 pm, with Cocktail Hors d’Oeuvres to follow and a cash bar. The cost is $60 per person.

Our featured speaker is Paul Reilly, founder and principal of New Direction Partners, who will be discussing emerging trends in the print industry. The use of proprietary technology is revolutionizing the way printers interface with their customers. This technology is an effective differentiation in the market place and, when executed correctly, it increases sales, customer retention and profits. Within commercial printing, it is creating the “have” and the “have nots.” This movement is the most effective customer retention strategy that has occurred in the past 20 years and is being used to reduce the commoditization in the print industry.

Register online at www.glga.info/Education and Events or contact Sharon Flick at [email protected] or toll free at (855) 522-2210.

THANK YOU TO OUR SPONSORS

YMA Recruits for Our Future

GLGA’s Young Media Alliance represented the printing industry at the Community High School District 218 College and Career Fair. The event was held at Richards High School, Oak Lawn, IL, on October 30, 2013. Jon Richards, Richards Graphic Communications, Bellwood, IL, staffed the booth with David Jones, Consolidated Printing, Chicago, IL. The event was attended by more than1,000 students seeking advice on their career path. Photo above: Jon Richards shows two prospective printing employees how beautiful and versatile today’s print work is.

Have you attended a Safety Focus Forum lately?

You’re missing out on one of our highest

evaluated programs. Here are actual comments

on the evaluation sheets from recent Focus Forums:

GLatFaaOOcBePrstRi

This session has to be one of the best I have been at.”

“More people need to hear this!”

��New Economic and Market Research Report is Free for GLGA Members

Printing Industries of America has released a new special report, Trends You Need to Know Before Making Business Decisions.

What are the key trends that you need to know before making major business decisions? This is a complex question mainly because it depends on the specific nature of your business—your customers, printing processes, market segments, products, and service offerings, just to name a few. However, there are some key trends that impact printers regardless of specifics.

This report focuses on trends impacting capital investments, entering new markets, mergers/acquisitions, hiring, education/training initiatives, and other significant changes to business strategy and operations. It is based on a seminar presented by the PIA Economic and Market Research Department at the PRINT 13 conference.

This special report is free for GLGA members as a part of your membership. It may be downloaded from the PIA website at www.print-ing.org/page/11649. This page requires a user ID and password to the PIA website. If you do not have one, please contact Sharon Flick at [email protected] or call PIA Member Central at (800) 910-4283 Ext. 770.

If you have questions about the report, please contact the principal author, Dr. Ron Davis, PIA Senior Vice President and Chief Economist, at (800) 910-4283 or [email protected].

TIP: The Industry Profile and Economics section of the PIA website is your source for timely economic reports. Other recent updates, avail-able for download at www.printing.org/page/4516, are Sizing Up the Future: Can Small and Medium Printers Survive?, Action Plan for Turbu-lent Times, and Managing In Turbulence: Understanding the Economic Crisis and the Impact on Print. This data is updated on an ongoing basis to help members gain a competitive advantage by providing you with the most relevant information available as you develop, execute, and benchmark your strategic business plan.

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Need Industry Conditions? PIA’s

Print Market Update Can Help

Every quarter PIA’s Economic and Market Research team surveys members on current business conditions. They collect sales, ex-pense, pricing, profitability, and employment data every quarter. They also ask questions on current issues to find out how they are affecting you so PIA can take the necessary actions to help. Some examples of areas where PIA has asked for member input include postal issues, strategies for cutting costs in the current economic environment, accounting standards, and current use of different ancillary services and digital technologies and their effect on your bottom line.

Results are emailed to all participants six weeks after the end of each quarter and posted online two weeks later for all members to view. This data is also used to write Flash Reports and eco-nomic forecasts.

The survey is emailed to the main contact at each member company three weeks after the end of each quarter. To be added to this email list please contact Ed Gleeson at [email protected] or (412) 259-1756.

To access the Print Market Update results, visit www.printing.org/page/3033 (requires a user ID and password to the PIA web-site - call PIA Member Central at (800) 910-4283 Ext. 770).

National Council

Question of the Month

Frequently press operators who have been taught OJT (On The Job Training) lack the “why” in their training. This knowledge gap frequently leads to challenges in quality control and when troubleshooting is required. To help members understand such knowledge gaps and target training solutions, the National Council for Print Industry Certifications, offers skill assessments as well as world-class industry standards measured through individual certification.

Here’s a “real world” fountain solution issue that is addressed by the NCPIC’s Sheetfed Offset Certification Exam.

Q. As a general rule, fountain solution should be changed when

its conductivity rises by more than how many micromohs?

A. 800 to 1000 B. 1200 to 1500 C. 1500 to 2000 D. Over 2,000

The correct answer is A.

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Explanation:

Changes in the conductivity in fountain solution could be induced by impurities from sources such as water, paper filler, paper fibers, ink particles, etc. These sources can contaminate the fountain solu-tion and contribute to increase conductivity readings during the pressrun. If conductivity increases, printing problems, such as scum-ming, flat tint, poor ink receptivity, early plate wear, slow drying of ink, and even degradation of rollers can happen.

To learn more about the sheetfed and web offset certifications and assessments the National Council offers, please visit www.printcer-tification.org or contact Sharon Flick toll free at (855) 522-2210 or at [email protected].

Founded in 1996, the National Council for Print Industry Certifications strives to elevate the professionalism and knowledge of U.S. print professionals through the development and application of world-class industry standards measured through individual certification and as-sessment.

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Strengths-Based Mentoring a Hit

Brad Cook, Rob Straka and Rob Henderson (all from Priority Press, Indianapolis, IN) and Leo Farrell of The National Group, Lafayette, IN, join forces on a team-building exercise during Strengths-Based Mentoring on October 30, 2013. The attendees worked with Sarah Robinson of FRESH Concepts to learn how strengths-based men-toring can improve their employee development initiatives. Par-ticipants gave the session a 4.82 overall rating in their evaluations. The Focus Forum was hosted by Xerox, Indianapolis, IN.

By Joe MarinSenior Instructor/Manager, Training ProgramsPrinting Industries of America

When compared to offset, digital printing presents some unique challenges when it comes to design. Using proper techniques, digital projects can be smart, creative and great looking!

1. Always color correct images in the RGB color space

When images are converted from RGB to CMYK, you lose color information—a lot of it. As a result, you (and Photoshop) have fewer colors to work with, or average, when attempting to make color changes to an image. Also, when images are converted from RGB to CMYK, you’re creating the black separation and reducing the amount of CMY in the image at the same time. Depending upon how much CMY is elimi-nated in the separation, it can be very difficult—or even impossible—to make color adjustments to an image.

2. Test your fonts

Freeware fonts are readily available for download all over the Internet. Some of these fonts can contains restrictions the prohibit PDF creation and printing–something you may not find out until you’ve finished designing your job.

Before you design your project, it is always best to test the font. First, activate the font on your system. Then create an InDesign or QuarkXPress document using that font. Finally, export the page and try to create a PDF. If the PDF is created without any warnings, then the font can be embedded.

3. Avoid large solids

While lithographic presses have the ability to reproduce solids evenly, toner-based devices have a tendency to mottle, show unevenness, or even banding. This is because ink and toner are radically different materials. When toner is applied to paper, it is dry. Toner is not actu-ally absorbed into the paper fibers, instead, it is fused to the sheet using both heat and fuser oil, creating a bond. Consistency lies in how evenly the toner was applied to the paper, and how evenly it was fused to the paper.

If tints and large solids must be used in a design, there are some ways to help counteract the uneven appearance associated with toner-based devices. First, try applying a filter (Photoshop Add Noise or Texture filters work well) to the large tint or solids. Another option is to also break up large color areas with other design elements such as text, images, or illustrations.

4. Folds

Because toner is fused to the paper surface and not absorbed like ink, it can be more prone to cracking along folds. Thin lines, rules, and headline text across a fold is generally acceptable, but if heavy coverage must be used in the design, be sure to ask your print service pro-vider to score the printed sheet before folding.

5. Variable text fields

If you’re producing a VDP job, consider the longest word in a field when creating text containers for variable data. Anticipate odd word breaks, especially with variable type in large point sizes by randomly testing some of the data that will be swapped into the design during printing.

For more digital printing resources (including economic studies, tech reports, video tutorials and white papers), visit Printing Industries of America’s Integrated Print Center at http://ipc.printing.org/.

��Five Ways to Better Digital Printing

Putting Your Best Foot Forward

In addition to the quality of work you do and the services you pro-vide, there are other elements of your business that have a power-ful impact on how customers and prospects view your brand. Are you putting your best foot forward in all of these areas?

Company website: This is the FIRST place prospects go to evaluate you. How does your site compare to those of your competitors? Are you putting your company at a competitive disadvantage right from the start? Consider your website as a one-on-one conversa-tion with your best customer.

Company marketing/customer engagement: How often do you tap into your database to keep your brand top of mind? How often do you send out relevant communications to engage your target audience and foster relationships? Do you do these things as often as your competitors? Is your content better than your competi-tors? Have you perhaps cut back on these initiatives hoping their absence wouldn’t be noticed?

Social media: Simply put, if your company is not socially engaged, in the eyes of many clients and prospects you’re not staying abreast of the latest marketing trends and technologies. Customers want to feel comfortable and confident about a supplier’s savvi-ness when deciding to which firm they will give work. It’s far better to be seen as an early adopter than strictly “old school.” Social media also allows you to project a more personable image of your company.

Consistent appreciation: In the fast food industry, the two things a customer remembers most are his first and last bites. In the printing industry, that’s akin to your receptionist (or phone rout-ing system) at the front end, and your delivery people at the back. Top-notch people skills are critical in these areas--particularly an ability to express appreciation. Customers need to feel appreciated throughout the entire experience.

Article courtesy of the Printing and Graphics Association MidAtlantic (PGAMA).

Eight Thoughts on Search Engine

Optimization for Printers

By Patrick WhelanGreat Reach Communications

When it comes to search engine optimization (SEO) for your web-site, it’s my practical belief that most print providers should focus on producing (sharing, posting, mailing, etc.) well-written, engag-ing content and let the SEO take care of itself. That being said, here are some things to consider:

1. If you’re focused on beating the system and hoping to get over on Google, you’re wasting time that could be used to promote thought leadership by writing about things you

know about. You will never outsmart Google. Good SEO has always been about good content.

2. If your content resembles a Wikipedia page (jumplinks, keywords repeated verbatim throughout), think about how impersonal that makes you look. Being perceived as fake or phony is a brand killer.

3. Create content for people, not search engines. If it’s relevant to your customers, then it will contain keywords that are benefi-cial for your SEO as well.

4. Google plays favorites. Having a Google+ account and Google Authorship are good for SEO.

5. On October 23, Google announced changes to its Ad Rank (pay per click) formula. These are generally considered to not be good for small businesses.

6. Using free articles commonly found on the web (Mashable, Forbes, Regan, etc.) may be fine for social media purposes but it is not an effective website content strategy.

7. Google likes sites that add fresh content, but quality trumps quantity.

8. I’m a huge fan of infographics. However, infographics provide no SEO value.

Great Reach Communications is a content producer specializing in providing printers and mailers with direct mail and online marketing solutions. Contact them at greatreachinc.com or 978-332-5555.

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��Tips by the PIA Experts:

As a member benefit, the following tips are provided to Printing Industries of America members exclusively through local affiliate publications.

Gary Jones, Assistant Vice President, Environmental, Health, and Safety Affairs, offers these fire safety tips.

Since most printing operations are equipped with portable fire ex-tinguishers, it is important to understand how OSHA’s regulations apply to their use and operation. OSHA’s rules prohibit workers from using fire extinguishers unless they have received training in their proper use, and the training has to be performed on an annual basis. According to 29 CFR 1910.157(g)(2), “Where the em-ployer has provided portable fire extinguishers for employee use in the workplace, the employer shall also provide an educational program to familiarize employees with the general principles of fire extinguisher use and the hazards involved with incipient stage fire fighting.” To safely and effectively use portable fire extinguish-ers, employees must be trained to recognize fires that can be con-trolled with portable extinguishers, correctly operate the portable fire extinguisher, and use effective firefighting techniques.

One way to avoid the annual training requirement is to implement a fire prevention plan, as well as prepare a formal policy within an emergency action plan which would explicitly state that no employee is required or expected to use a fire extinguisher, and in the event of a fire, a total evacuation of all employees will occur. Likewise, if you do expect employees to use fire extinguishers, a formal policy needs to be established making it clear who is quali-fied to use fire extinguishers as well as the circumstances when fire extinguishers can and should be used.

Dr. Mark Bohan, Vice President, Technology and Research, offers these tips on color viewing and control.

It is critical when viewing images that they are done so under the correct lighting conditions. As the illuminant changes, so will the perceived color when matches are made between two items, such as the original, a proof, or print. This will be exacerbated by metamerism between the samples, as the colorants used in the products are different. A match may occur under one lighting condition and not another.

To confirm visually that the lighting is the same, a Printing Indus-tries of America RHEM Light Indicator can be used; more infor-mation is available at www.printing.org/rhem. There are many daylight bulbs that can be bought from major retailers, but these do not conform to the ISO standards and can lead to problems with the acceptance of color matches. It is also important to be aware that the ISO standards for lighting were changed with the more UV content included in the light source to take into account the optical brighteners in papers. If you are using a light booth, it is important to check that it is set to the same standard.

From the PIA Bookstore:

Direct Mail Pal 2012: A Direct Mail Production HandbookSecond EditionBy T.J. Tedesco and Charley Howard

Item Number: 17272Member Price: $20.00

About the Book:

Since the first edition of Direct Mail Pal 10 years ago, the sub-ject of mailing has grown even more relevant as a service in the graphic communications industry--and the postal environment has changed significantly as well. Have you kept up to date with all of the changes in postal rules, rates, options, and practices? What about mailpiece design, data processing, production, and finishing and distribution?

Direct Mail Pal 2012 takes you on a comprehensive tour of the world of direct mail in 44 concise but practical chapters and 25 appendi-ces. You’ll learn the nuts and bolts of direct mail in terms of busi-ness concepts, planning, production, and analysis and also collect a wealth of operating tips, procedures, and management forms.

Just a few of the topics covered inside are:• Quality assurance and testing• Postal-friendly formats• Working with data• Label programs• Text and variable imaging• Folding and gluing• Mail security• Commingling• Drop shipping• Materials handling logistics• Barcode standards• Managing client samples

About the Authors:

T.J. Tedesco is founder and president of Grow Sales, Inc., a sales growth services company serving the direct mail and graphic arts industries. Charley Howard is vice president of Postal Affairs (Postol-ogy) for Harte-Hanks.

Discount for PrintScape

The New PrintScape: A Crash Course in Graphic Communications, which was featured in the October issue of Currents, is PIA’s Novem-ber Book of the Month. Members can get a 15 percent discount on this title by using the Discount Coupon Code NEWPRINT at check-out. This offer expires November 30, 2013.

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Get to know these companies whose knowledge and expertise strengthen our association.

AlphaGraphics Carmel is a locally owned and operated full-service print communications company serving Carmel, Fishers, Noblesville, Westfield, Zionsville, Indianapolis and the surrounding areas. We specialize in helping you figure out the best way to communicate your message to customers and prospects and gener-ate ROI for your business. We offer a full range of design, digital printing, offset printing, direct marketing, personalized communications and mailing services. Whether you need a few signs, a few hundred or a few thousand hand outs or a complete set of marketing solutions, we’re the right team for the job. Signage and presentation materials for those last minute meetings and trade shows are a specialty. When you choose AlphaGraphics, you choose results.

ALPHAGRAPHICS CARMEL12955 Old Meridian Street Suite 103 | Carmel, IN 46032 | www.us605.alphagraphics.comContact: Michael Kile, Owner Phone: (317) 844-6629 | Email: [email protected]

Opportunity Development Centers, Inc. provides specialty finishing, hand-bindery, and other contract manufacturing and service outsource solutions, while creating meaningful employment opportunities for people with disabilities. ODC is a private, not-for-profit, 501(c)(3) organization with facilities in Wis-consin Rapids and Marshfield, WI. We are proud of our 47 years of serving people - from 25 individuals in 1965 to 569 individuals in 2012. During that time, ODC’s mission - to empower people with disabilities to achieve their work and life goals - has remained unchanged. Jobs in packaging and assembly, print bindery, mailings and fulfillment, wood working, and electronics recycling are developed by working with local, regional and national companies. We create work opportunities by building strong relation-ships with our business partners, and by meeting and exceeding the quality, price, and delivery requirements of those customers.

ODC, INC.1191 Huntington Avenue | Wisconsin Rapids, WI 54494 | www.odcinc.comContact: Jeff Leopold, Director of Sales and OperationsPhone: (715) 424-2712 | Email: [email protected]

RBP Chemical Technology, Inc. is a worldwide supplier of proprietary printing chemicals and fountain solu-tions for the publishing industry and specialty chemicals for printed circuit board manufacturing. RBP print-ing chemicals are used by leading publishers of magazines, catalogs and newspapers, and by manufactur-ers of high technology printed circuit boards for consumer, medical and aerospace applications. Products include a full line of chemistry for web and sheetfed presses; process control and dosing equipment, state of the art CTP and low VOC chemicals.

RBP CHEMICAL TECHNOLOGY, INC.150 S. 118th Street | Milwaukee, WI 53214 | www.rbpchemical.comContact: Mark Heimerl, Director of SalesPhone: (800) 558-0747 | Email: [email protected]

We are a full-service creative developer with a passion for producing engaging and vibrant learning materials for students, parents, and professionals. Whatever the shape or size of your project, we’re ready to generate ideas, create dynamic materials, and offer you a level of commitment that will en-dure long after a project is completed.

SYMMETRY CREATIVE PRODUCTION1300 S. Grove Avenue Suite 103 | Barrington, IL 60010 | www.symmetrycp.comContact: Mary Beth Gasiorowski Phone: (847) 382-8750 | Email: [email protected]

Come spend some time in The Spotlight and help other members get to know your business better. To have your company featured, contact Sharon Flick toll free at (855) 522-2210 or by email at [email protected].

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Welcome, New Members

Please join us in welcoming these new and returning members:

Case Paper

Todd Chestnut, Vice President of Sales900 West 45th StreetChicago, IL 60609(773) [email protected]

Case Paper, founded in 1943, is one of the largest paper merchants and converters in the United States supplying printers, publishers, packagers, and designers with fine paper and paperboard prod-ucts from mills around the world. From humble beginnings in a converted horse stable in New York City, to branches coast to coast across North America, Case Paper now stocks one of the largest inventories in the industry, over 75,000 tons. With the capability of rapid sheeting and slitting, Case produces accelerated turn-around for its customers and the ability to process custom sizes. Case of-fers a wide array of products ranging from coated and uncoated paper, paperboard, and an abundance of speciality products for luxury packaging. In keeping with the highest levels of sus-tainability and stewardship of our planet’s forests, Case Paper is tri-certified by FSC, SFI, and PEFC. Case Paper Chicago maintains a 285,000 square foot warehouse with a robust inventory, services seventeen states in the Midwest, and offers next day delivery on most standard sizes.

DCI-Artform Marketing Group

Jim Ratajski, Creative Services Manager2727 West Good Hope RoadMilwaukee WI 53209(800) [email protected]

We create innovative, retail marketing solutions that impact a consumer’s perception of a brand both physically and emotion-ally. Our insight-driven, Retail Science-based approach produces experiences that not only drive specific behavior, but deliver quantifiable results and ultimately improve our client’s business. For 65+ years, we’ve strengthened brand image and consumer experiences to increase sales for hundreds of global companies. Our expertise is deep into transportation, cosmetics, consumer electronics and grocery industries.

Kodak

Locations throughout the three state region. www.kodak.com

Contacts:Illinois: Dave King, Digital Printing Solutions Commercial Sales Specialist, (847) 909-6010, [email protected] Wisconsin: Joe Falcone, Digital Printing Solutions Commercial Sales Specialist, (262) 374-0234, [email protected]

Kodak is a technology company focused on imaging for business. Kodak serves customers with disruptive technologies and break-through solutions for the product goods packaging, graphic com-munications and functional printing industries. The company also offers leading products and services in Entertainment Imaging and Commercial Films. For additional information on Kodak, visit kodak.com. Follow us on Twitter at twitter.com/kodakidigprint and visit The ONE Blog at graphics.kodak.com/US/en/About_GCG/Blog/default.htm.

Print Celebration

Please join your peers for some networking, food and spirits. GLGA will host a holiday member reception at our offices in Pewaukee, WI, on Wednesday, December 11, 2013. The reception will be from 5 p.m. until ??. For more information and to register, visit the Education and Events calendar at www.glga.info.

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the true message about print from Printing Industries of America

Upcoming GLGA Events and Activities

To learn more or to register for any of these programs, contact Sharon Flick at (855) 522-2210 or [email protected]. For the most current calendar, visit www.glga.info.

November 18, 2013 - CEO/President Focus Forum, Rosemont, ILNovember 21, 2013 - Indiana Annual Meeting, Indianapolis, INDecember 5, 2013 - Safety Focus Forum, Menomonee Falls, WIDecember 11, 2013 - Wisconsin Holiday Celebration, Pewaukee, WIDecember 18, 2013 - Member MIXer, location tbaJanuary 15, 2014 - Mergers and Acquisitions, location tba

Mark Your Calendar:

May 6, 2014 - Graphics Excellence Awards CelebrationJune 25, 2014 - Indiana Golf OutingJuly 16, 2014 - Second Annual Chicagoland Printers Scholarship Golf OutingAugust 13, 2014 - Wisconsin State Golf Outing

Upcoming PIA Events and Education

To learn more or to register for any of these programs, visit PIA’s website at www.printing.org/events.

December 7-10, 2013 - Color Management Conference, Phoenix, AZMarch 23-26, 2014 - 2014 TAGA Annual Technical Conference, Fort Worth, TXMarch 29-April 2, 2014 - 2014 Continuous Improvement Conference, Dallas, TXMarch 31-April 2, 2014 - 2014 Binding Industries Association Conference, Dallas, TX

Upcoming MRA Webinars

To learn more about these free HR webinars, visit MRA’s website at www.mranet.org. To register, call MRA’s Registration Hotline at (262) 696-3319 or their toll free number at (800) 488-4845 and ask for the registration department. Be sure to tell them you are a GLGA member.

November 21, 2013 – Five Steps to Become a Business Partner in Your OrganizationDecember 19, 2013 – Let’s Look in the Crystal Ball – What’s Next for Business

)��GEA Tip

of the Month

“We’re too small to win.” “We’re too big to win.” “We’re not good enough.” “We don’t have enough projects to enter.” “We couldn’t compete with the other companies who have more experience in these competitions.” “We don’t stand a chance.”

Think you can’t win?

Think again.

One entry can win it all. The 2013 Best of Show honor was won by The Fox Company, West Allis, WI, who had only one entry in the entire competition.

Technical Hotline

Do you have questions about a technical process? Call the PIA Technical Hotline at 800-910-4283

ext 786 .

Free HR Hotline

Use the free Info Now line to get an-swers from MRA’s HR professionals. Call toll free 24/7 at (866) 275-6721, or email at [email protected].

Staff Contacts

Website: www.glga.infoToll Free: (855) 522-2210

Joseph Lyman, [email protected]

Bill Gibson, Illinois [email protected]

Brent Eckhart, Indiana [email protected]

Sharon Flick, Membership [email protected]

Doris Saywright, IT [email protected]

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Great Lakes Graphics AssociationW232 N2950 Roundy Circle E, Suite 200Pewaukee, WI 53072

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• High Performance Printing Papers from the world’s leading manufacturers• Experienced sales and customer service personnel • Superior logistics and technology

• Significant inventory ready for prompt shipment • Full-service sample department • Service • Selection • Value

BRADNER SMITH & COMPANY LOCATIONS

2300 Arthur Ave.Elk Grove Village, IL 60007

(800) 678-1852

3962 N. Richmond St.Appleton, WI 54913

(877) 870-7760

12855 W. Silver Spring Dr., Unit EButler, WI 53007(800) 322-1852

WE KNOW PAPER!www.bradnersmith.com

Managing Paper Resources for Over 150 Years

revenue growth: more fun than cutting costs · area of the glga website at . all printer and...

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