pg. 4 pg. 9 pg. 10 - Printing Industry Midwest · SALES CHALLENGE #2: GETTING SOMEONE ON THE PHONE THEN: Voicemail NOW: Voicemail. The original purpose of voicemail was to capture

1November 2018

IS IT HARDER TO SELL NOW OR WAY

BACK WHEN?pg. 4

RECAP OF PIM FALL EVENTS

pg. 10

I KNOW WHY YOUR SALES REPS AREN’T SELLING

MORE pg. 9

WAGE & BENEFIT SURVEY RESULTS ARE IN

pg. 14

THE HARD SELL

2The Loupe by Printing Industry Midwest

TURBO CHARGED BUNDLEBIG DISCOUNTS FREE CLICKS NO LEASE PAYMENTS

Effective: 10.01.2018 - 12.31.2018

AccurioPress C6100, C6085, C3080 devices configured with IQ-501

Lease a qualifying color production print device with IQ-501 Intelligence Quality Optimizer to receive:

• NO LEASE PAYMENT FOR 90 DAYS

• 90 Days — no CPC Charge or 200,000 FREE CLICKS whichever occurs first!

OR

KM C3080 or KM C3070 Color Press• Acquire a KM C3080 Color Press at the PIA Contract Price and receive a $13,323.00 check back or discount - your choice!

• Acquire a KM C3070 Color Press at the PIA Contract Price and receive a $10,773.00 check back or discount - your choice!

To take advantage of this tremendous offer, please contact: Brian Steck, Konica Minolta Business Solutions U.S.A, Inc Email: [email protected] Phone: 916-812-4981

National Buying ProgramFall 2018 Promotion

Must utilize PIA Contract Number: 40181817. Terms and conditions apply. Konica Minolta reserves the right to end or modify this promotions at any time during the promotional time period.


Effective: 10.01.2018 - 12.31.2018





OR







Effective: 10.01.2018 - 12.31.2018





OR







• NO LEASE PAYMENT FOR 90 DAYS• 90 Days — no CPC Charge or 200,000 FREE

CLICKS whichever occurs first!

AccurioPress C6100, C6085, C3080devices configured with IQ-501

KM C3080 or KM C3070 Color Press



To take advantage of this tremendous offer, please contact:Brian Steck, Konica Minolta Business Solutions U.S.A, IncEmail: [email protected]: 916-812-4981

Must utilize PIA Contract Number: 40181817.Terms and conditions apply. Konica Minolta reserves the right to end or modify this promotions at any time during the promotional time period.

Member Benefits

Your Printing Industry Midwest (PIM) membership comes with privileges. If you haven’t taken advantage of the services below, now might be a good time.

Membership in PIM includes a membership with Printing Industries of America (PIA), doubling your benefits. With PIM and PIA, you can easily access:

• Group Buying Discounts – Exclusive discounts on products and services used every day• Training & Certification – Hundreds of hours of free video-based courses available 24/7• Safety & Environmental – Services designed to reduce injuries and keep regulators at bay• Workforce Development – Resources to support hiring and retaining competent professionals• Peer Groups & Councils – Meetings to learn from each other’s experiences and to get support• Awards & Recognition – Where good business and quality performance is rewarded• Events & Networking – In-person and online ways to connect with experts and each other• Publication & Research – Content to keep members informed of trends and best practices• Technology & Workflows – Solutions for keeping workflows and equipment in top form

Please don’t hesitate to reach out with questions about the value of membership or if you would like more information on any product or service. We are here to help.

YOUR MEMBERSHIP GIVES YOU ACCESS TO INFORMATION, RESOURCES & EDUCATION

The Loupe by Printing Industry Midwest3

Have you produced any EXCELLENCE projects this year?

It is time to start thinking about the 2019 Star of Excellence Awards Program. We are looking forward to seeing your best pieces produced in 2018!! More information to come in December.

PIM SMARTCAFE GETS AN “A”PIM recently hosted a SmartCafé featuring Bill Farquharson, a sales trainer with deep roots in the graphic communications industry. During the seminar, Bill discussed “The 25 Best Sales Tips Ever.” This program was informative, energizing, and in some ways a definite refresher course on things you may have forgotten, but applied to today’s sales environment. In others words, it was great.

If you missed this program, don’t despair, there will be other programs coming soon. However, check out Bill’s articles in this issue on page 4 and page 9. Also, keep an eye out for PIM’s Sales Coaching initiative where you will be able to get one-on-one sales information tailored to meet your needs directly from Bill.

As a PIM board member, I believe this type of programing is exactly what members need. Plus, with the new capability to deliver it to all our members at the same time and across state lines, makes it an invaluable member service. In fact, the feedback from those who participated was overwhelmingly positive with multiple requests for more programing of this nature. Here are just a few of the comments:

• Great topic! Great presenter! Information we can use every day.• Excellent tips and useful information. Great program. Well worth it.• Awesome speaker. Great knowledge of sales and industry.

PIM offers trusted access to information. If there is a topic you would like PIM to explore as a program, just contact the PIM office and let them know. They are there to help.

Sincerely,Brad Eslick, PIM ChairPresident, Record Printing Co.

MESSAGE FROM PIM CHAIR...

MESSAGE FROM PIM PRESIDENT...In this issue our feature article addresses the ever-present challenges of “sales.” At PIM we’ve been examining the issues of sales from a number of vantage points: How do we quantify the value membership provides? How are we communicating that potential value to prospects? Who are our most likely candidates for membership? What is their make-up and size? What are the challenges they’re facing?

When it comes to defining and communicating your value proposition, an association is no different than any of our member companies. To be effective in sales, we must be effective at communicating the impact that can occur if a company engages with us. Our benefits of membership are not the products we offer – but the change that occurs through their use. We’ve identified the following potential impact – or potential change – of participating in PIM programs:

IMPACT PIM PROGRAMS• Exclusive Savings • Skills Development • Injury Protection • Recruit & Retain • Connect & Learn • Innovation Rewards • Access to Experts • Trends & Best Practices • Reduce Labor Costs • Your Industry Voice Beyond identifying the impact of engagement, quantifying the potential return on investment for members is a critical next step for PIM. Watch this space in a future Loupe for more on the ROI of PIM membership where we prove the adage that… We’re Stronger Together.

Sincerely,Steve Bonoff, PIM President

Directors:Darren Carlson

CEO, American Spirit Graphics Corp.

Dennis Hall

President, Forum Communications Printing

Nico Kieves Wyrobek

CEO, Morris Packaging Minnesota

Perry Klein

Vice President, Mittera Group

Chris Kurtzman

Owner/ CJK Group, Bang Printing

Brooke Lee

CEO, Anchor Paper Company

Tom Murphy

President, CARDSource

Rick Olsby

President, Graphic Finishing Services

Greg Ortmann

President, Feiereisen Inc.

Chair:Brad EslickPresident, Record Printing Co.

Chair Elect:Patrick McDermottPresident, J-C Press

Secretary/ Treasurer:John BarnhartPresident, Barnhart Press

National Rep PIA:Lana Siewert-OlsonPresident, Ideal Printers

BOARD OF DIRECTORS

Stay in The Loupe - Connect with us!

• Group Buying Programs • Training & Certification• Safety & Environmental• Workforce Development• Peer Groups & Councils• Awards & Recognition• Events & Consulting• Publication & Research• Technology & Workflows• Advocacy & Action

3


Feature Article

SALES CHALLENGE #1: FINDING A HOT PROSPECT

THEN: Identifying prospects took on two forms, primarily: You could work from a list or you could perform what was called, “Prospecting by driving around.” Lists were outdated the second they were printed but that is offset by the fact that people used to stick to one job longer, so they had a longer shelf life.

NOW: Google. Regardless of whether it’s today or yesterday, the process of growing your new business starts with identifying worthy prospects. There is a difference between finding a prospect and finding a quality prospect. Al Gore has given us a tool that makes it possible to scan through mountains of data until we find just the right company or companies to call on. With just a few keystrokes, it is possible to uncover hot markets, hot verticals, and hot prospects. In addition, the Internet has made networking easier and faster.

ANSWER: Harder then...in a landslide!

Today’s print sales reps grumble that it’s harder than ever to sell. Decision-makers hide behind voice-mail and caller ID. “No one ever calls me back,” they moan. Prices are all over the map and customer loyalty is as dead as disco. “Things were better in the old days.” But is that really true? Is it harder to sell now or way back when (defined as the early 80s)? Let’s look at a few sales challenges and make a comparison...

IS IT HARDER TO SELL NOW OR WAY BACK WHEN?

BY BILL FARQUHARSON

SALES CHALLENGE #2: GETTING SOMEONE ON THE PHONE

THEN: Voicemail

NOW: Voicemail. The original purpose of voicemail was to capture missed calls so they could be returned. Believe it or not, voice mail was created as a courtesy to both caller and recipient (read: sales rep and customer). In fact, it was rare and considered rude not to return a call. Today, it’s used to capture all calls so that they can be ignored, deleted and tossed into the abyss.

ANSWER: Harder now.

4


Feature Article

FINAL SCORE:Other than the challenge of finding quality prospects, today’s sales rep faces more and greater sales challenges. Technology both helps (Internet, websites, Google searches) and hurts (voicemail, caller ID). Doors are locked, buyers are less defined, and everyone is busier than ever before.

BUT FOUR TRUTHS REMAIN:1. Make a high-value, well-researched sales call;2. Find the right targets;3. Apply a prospecting process;4. Be diligent.

Do those four things and your success is guaranteed. It was true then. It’s true now.

SALES CHALLENGE #3: WINNING A BIDTHEN: Lowest price wins

NOW: Lowest price wins

ANSWER: Nothing is changed. This was a lousy way to sell back then and it’s a lousy way to sell now. This one is a tie... although it is important to note that the solutions-based sale was an option back then but a requirement today.

SALES CHALLENGE #4: LOYALTY: BUILDING A RELATIONSHIP

THEN: Customer loyalty was created through excellent service. Clients became friends and often stayed with a sales rep until he or she retired.

NOW: Often, you are as secure as the last job you shipped in. Strong client relationships are still important. It’s how you go about it that’s different. Schmoozing is gone. No lunches, dinners, or golf. Face time with customers is replaced with Facetime.

ANSWER: Harder now.

SALES CHALLENGE #5: BUILDING A BOOK OF BUSINESS FROM SCRATCH

THEN: It required diligence, chutzpah, a pretty face and a nice wardrobe, and a valuable message.

NOW: It requires a similar checklist but because the doors are locked and the receptionists are long gone so personal hygiene and a keen eye for fashion are not as important.

ANSWER: This one’s easy: Harder now. A wall has gone up around customers, complete with a moat and no drawbridge. Communication is often limited to email and text. While the fundamentals still apply, it requires an uncommon diligence and drive.

Bill Farquharson is a sales trainer and author for the graphic arts. He can be reached at 781.934.7036 or through AspireFor.com.


FLAIRE PRINT COMMUNICATIONS NEWS

Congratulations to Flaire Print Communications, who celebrated their 40th year of business in Northeast Minneapolis this summer. Flaire opened its doors in 1978 as a copy shop, and expanded to a full-service printer as their reputation for exceptional customer-oriented service grew.

Ever forward thinking, Flaire took their expertise of printing to another level, and became an authorized 3M distributor of custom printed Post-it® Note brand products in 1991. In addition, Flaire adopted web technology early on, and created an online presence that enabled clients to speed up the time between vision and finished product by using customized web portals. This proved to be an important link in meeting the supply chain needs of their manufacturing clients by shortening time frames and allowing for increased flexibility.

Flaire Print was a charter member of PIM’s Great Printer Environmental Initiative, and they continue to take their commitment seriously by participating in environmental health & safety compliance audits every year. They utilize best practices to minimize waste, strive to recycle, and endeavor to create a healthy and safe workplace for employees and customers alike.

Flaire Print is a leader in the industry when it comes to combining technology and customer service. It’s easy to see why they’ve been in business for four decades.

BIC GRAPHIC ACHIEVES “PIM GREAT PRINTER” STATUS

MINNEAPOLIS, MN— Printing Industry Midwest (PIM) is pleased to announce that BIC Graphic, in Sleepy Eye Minnesota has received the national recognized “PIM Great Printer” designation and certification.

“The PIM Great Printer Environmental Certification Program recognizes printers who not only meet, but also exceed required mandates in compliance with all environmental, health and safety rules, regulations and law. This program positions these elite printers as uniquely qualified to meet today’s most progressive customer requirements,” stated Steve Bonoff, PIM President.

The process of becoming a Great Printer includes a confidential comprehensive compliance audit to determine adherence to mandatory compliance standards. Next, the program examines any initiatives implemented that go beyond the requirements. Paul Gutkowski, PIM Director of Safety and Environmental Services, explained that “what is unique about BIC Graphic is that in addition to meeting the audit requirements, they also sponsored an initiative for their employees to enable them to safely recycle home electronics, contributed to keeping their local parks clean, and also created a chemical review team to minimize the amount of hazardous waste.”

Blake Seas, BIC Graphic’s Sleepy Eye Site Manager said “We have a great group of associates that make safety and sustainability a priority. We are proud that the ‘PIM Great Printer’ designation can showcase our continuous efforts.”

As one of the largest suppliers in the promotional products industry, BIC Graphic is a leader in product safety, quality assurance, social responsibility, supply chain security and environmental stewardship. BIC Graphic operates five manufacturing facilities across the United States with three facilities in Florida and two facilities in Minnesota.

There are currently 40 printers in the Midwest participating in the Great Printer program. For a complete list of certified Great Printers, go to www.pimw.org/GreatPrinters.

PROPOSED POSTAGE RATE INCREASE

The USPS board of governors has requested a 5 cent increase to the forever stamp take effect on January 27, 2019, the biggest price hike since 1991. They also requested the price of a 2-ounce stamped letter decrease by 1 cent. A recent analysis of the hike by PIM member, Impact, reported an overall increase in the 2.5% range, specifically:

• First-Class Mail 2.486%• Marketing Mail 2.479%• Periodicals 2.520%• Package Services 2.522%• Special Services 2.512%

In addition, the USPS will be reducing workshare discounts on drop-shipped Marketing Mail letters, and making differential changes in flats versus letters. The new proposed rates are posted at: https://pe.usps.com/PriceChange/Index

Member News

CATALYST PAPER ANNOUNCEMENTCatalyst Paper announced recently that Paper Excellence Canada Holdings and Catalyst have entered into an agreement under which Paper Excellence has agreed to acquire all of the issued and outstanding shares of the Company. Paper Excellence is a BC-headquartered company with close to two million tonnes of pulp production capacity through five operating mills in Canada and two mills in France. "When complete this transaction will benefit all of our stakeholders, including our customers, employees, suppliers, the communities where we operate, and BC's pulp and paper and forest products industries," said Ned Dwyer, Catalyst President and CEO. The transaction is expected to close by early first quarter 2019.

OUR CONDOLENCES TO...MARK JORGENSEN'S FAMILY & FRIENDS

Mark G. Jorgensen 90, Founder of Impressions Incorporated, passed away on May 13, 2018. Mark was a lawyer by training, but his love for business and particularly printing, dominated his entire work life. He retired in the late 1990's but never lost his passion for the industry. He founded his company 51 years ago and his gratitude to the companies that sold to us and bought from us stayed with him until the day he died. Survived by his wife of 65 years (Evelyn), four children, seven grandchildren and his work family of hundreds.

Member News

OUR CONDOLENCES TO... JAMES BELISLE'S FAMILY & FRIENDS

James Richard Belisle, 83, passed away September 7th, 2018 surrounded by his loving family. Jim was a long time employee of the printing industry in West Des Moines, IA. He worked at Midwestern Paper before founding Valley Papers, a wholesale fine paper company. Jim was a charter member of the Association of Independent Printing Paper Merchants for many years. When not at work Jim enjoyed playing golf, fishing, watching golf, football and westerns. He was very devoted to his wife and family. Jim was a man of honor, integrity, faith, and family.

WHAT IS IMPACT UP TO?

PIM member, Impact, a direct marketing services company located in North Minneapolis, is in the process of installing an 800 kW solar system covering roughly 2 acres on top of their roof. Half of the array is up and running, launched in an impressive ribbon cutting ceremony on September 26, attended by PIM President, Steve Bonoff, many city government and agency representatives, along with Impact leadership, Tim Johnson CEO, Mark Anderson, CFO, and Pete Studer, COO. In partnership with Greenway Solar, a not-for-profit agency, the array will power 50-60 Minneapolis low-income homes. The 2nd half of the project will generate power for Impact's use within the building.

GPA’S PEARLESCENT PAPER COLLECTION GROWS WITH TWO NEW COLORS

Chicago, Ill. – GPA, the market leader in substrate solutions for digital, wide format, and offset printing, announces the addition of two new Sirio Pearl color papers to their offering: Shiny Blue and Coal Mine. These decadent shimmering papers open up a world of premium opportunities for printers, designers, and brand owners.

These colors need to be seen firsthand to appreciate their breathtaking appearance; Shiny Blue offers the look of a sparkling sapphire, while Coal Mine presents the impression of glimmering quartz. They are a perfect complement to the growing demand for print embellishments, paring exceptionally well white and metallic inks and toners for truly dramatic designs. Their rich color and luminescent appearance make Sirio Pearl papers ideal for creating luxury business cards, invitations, holiday cards, packaging, promotions, and more.

Sirio Pearl papers can be transformed through a variety of finishing processes, including folding, scoring, gluing, die cutting, blind embossing, laminating, and hot-foil stamping, and offer compatibility with today’s top white-ink enabled dry toner presses, including Xerox iGen 5, Kodak NexPress, and Ricoh Pro C7110. They are engineered to offer stunning image reproduction and superior ink hold-out, allowing designs to reach their full brilliance.

Because they are FSC certified and acid free with archival properties, these papers provide added assurance that they are made from responsible sources and will look beautiful for years to come. They are also completely biodegradable and recyclable.

GPA currently offers these new Sirio Pearl papers in 130# cover basis weights in 19" x 13" sheets with additional colors available in text and cover weights. For more information or to request sample sheets, contact GPA at 800.395.9000 or [email protected].

ABOUT GPAGPA redefines the boundaries of print by providing innovative substrates, personalized business solutions, and unparalleled support to the graphics arts industry. Founded in 1940, their offering complements the widest range of printing technologies, including HP Indigo, dry toner, wide format, offset, and desktop printing, to help make impactful visions a reality. GPA is part of Fedrigoni Group, a leading international manufacturer and converter of value-added specialty papers founded in 1888. For more information on GPA or the products it offers, visit www.askgpa.com or contact Customer Support at 800.395.9000.


8The Loupe by Printing Industry MidwestThe Loupe by Printing Industry Midwest

Member News

PANTHER PREMIER PRINT SOLUTIONS NEW LOCATION

PIM member and Midstates Group Company, Panther Premier Print Solutions, celebrated its new location, new brand and new partnerships at an open house on September 20th. "After 32 years in the same location and aggressive growth over the past 7 years, it was time to move to a larger facility for our clients and employees. We are blessed to have a location that we can grow into over the next 30 years,” said Aaron Mell, President of Panther. Panther was founded in South Dakota and made its mark in the city of Sioux Falls with a forward-thinking philosophy and a reputation for high-end print. Since 1986, Panther has been known for their client-service and premier work and has continued to grow that idea and their market space over the past 30 years.

IWCO DIRECT POSTAL EXPERT NAMED VICE CHAIRMAN OF THE EMA BOARD OF DIRECTORS

Chanhassen, Minn. (October 17, 2018) — IWCO Direct, a leading provider of data-driven direct marketing solutions, announced that Kurt Ruppel, Director of Postal Policy and Marketing Communications, has been named Vice Chairman of the EMA (formerly the Envelope Manufacturers Association) Board of Directors. Ruppel will serve a two-year term before transitioning to chairman.

EMA is the world's largest association devoted exclusively to the growth and prosperity of the envelope manufacturing and paper-based communications industry and the professionals who lead it forward. It is dedicated to the business activities of manufacturers and envelope printers, forms companies, packaging companies, market intermediaries and the suppliers that support these companies.

“Kurt was selected by our nominating committee because of the depth of his leadership in both postal issues and the importance we place in paper-based communications,” explained EMA president and CEO Maynard Benjamin. “He is a leader that has great respect among all of us. I look forward to working more closely with him.”

Ruppel has been a member of EMA for nearly 10 years. He has served on the board of directors for the past three years and is vice chair of its Postal Affairs Committee, representing the association on the Mailers’ Technical Advisory Committee (MTAC). A recognized expert on postal regulations, Ruppel has supported IWCO Direct’s marketing and postal strategy efforts for more than 30 years. As a leader of the company’s Education Center, he develops and conducts seminars on current postal regulations and postage rates for clients and employees. He also advises IWCO Direct’s Creative Services team to ensure that direct mail packages designed for clients meet USPS specifications, and develops strategies to achieve in-home delivery targets and reduced postage.

“As a former EMA board member, I know what an important partner the association is in promoting the value of paper-based communications,” stated Jim Andersen, IWCO Direct CEO. “EMA has named a true champion of direct mail as their vice chairman and Kurt will do a tremendous job in this role, not only for EMA but for our industry as a whole.”

ABOUT IWCO DIRECTAs a leading provider of data-driven direct marketing solutions, IWCO Direct’s Power your Marketing™ approach drives response across all marketing channels to create new and more loyal customers. The company’s full range of

services includes strategy, creative, and execution for omnichannel marketing campaigns, along with one of the industry’s most sophisticated postal logistics strategies for direct mail. Through Mail-Gard®, IWCO Direct offers business continuity and disaster recovery services to protect against unexpected business interruptions, along with providing print and mail outsourcing services. The company is ISO/IEC 27001 Information Security Management System (ISMS) certified through BSI, reflecting its commitment to data security. Stay current on direct marketing trends, industry news, postal regulations and more by subscribing to IWCO Direct’s SpeakingDIRECT blog.

IWCO Direct is a wholly owned subsidiary of Steel Connect, Inc., a publicly traded diversified holding company (Nasdaq Global Select Market symbol "STCN"); Steel Connect, Inc. has two wholly owned subsidiaries, IWCO Direct and ModusLink Corporation. For more information, please visit About Steel Connect, Inc.


I KNOW WHY YOUR SALES REPS AREN’T SELLING MOREBY BILL FARQUHARSON

That was the title of a presentation that I gave at the PIA President’s Conference in Boca Raton, Florida a few years back. It stands out in my mind because I vividly recall going back to my hotel room afterward and saying to my wife, “It was like talking to a room full of bobble heads.” Every participant nodded enthusiastically as I went over my bullet points, and afterward I heard comments like, “You totally described my situation. It’s as if you’ve been sitting in my sales meetings and overheard the conversations that I have with my salespeople.” What did I tell them that generated this reaction? Although it was a few years ago now, the fundamentals of sales never change. There are four keys to sales success. Whether you are a sales manager, company president, VP of sales, or a sales rep yourself, the culprit for sales under-achievement lies in one or more of the following four notions.

1. YOU ARE “SELLING PRINT”The best book on sales has nothing to do with sales but everything to do with human behavior and human nature: Dale Carnegie’s How to Win Friends and Influence People. The premise of the book is simple and fundamental (there’s that word again). You can get what you want when you figure out what the other person wants and help him or her to get it. What could be more basic than that? If that’s true, then a sales pitch that consists of, “My name is Bill and I’d like to speak to the person who buys your print” can only fail. Even if you score an appointment and you succeed in getting something to quote on, unless you are the lowest price, you’ve blown your chance. Instead, learn to examine prospects' business needs, not their print needs. That’s what they care about. For example, learning from their website that they are planning to participate in a trade show in a few months and applying Dale Carnegie’s thinking would result in a different sales call. “My name is Bill, and I understand that you’ve just written a big check for a trade show in Chicago later this year. The purpose of my call is to talk to you about how I can help you to maximize that return on investment.” An approach such as this gets you in at a different level (a decision-maker), results in a different conversation (solutions rather than price), and is more likely to generate profitable sales (and loyal customers). Make no mistake about it—this is the single most important skill that a print sales rep can have and the most likely culprit for poor sales results.

2. YOU ARE CALLING ON THE WRONG TARGET MARKETEven if you master the art of pre-call research and you are making high-quality sales calls, if you don’t know who best to call on, you are speaking perfect English to a Martian. Defining a target market can be done on the basis of geography, company size, vertical market, gender, age group, and personality type, among other categories. There can also be one target market for the sales rep and another for the

company they work for. What’s more, it changes over time. Other than that, it’s easy. Ideally, you find industries and vertical markets that are in growth mode and work with people who value the service you provide. The best of the best call upon opportunities that they have identified from their own lives. Perhaps they received something in the mail. Or maybe it’s a life experience that they understand personally. I, for example, have gone through the college admissions process with each of my three daughters. Calling on the education vertical, then, would draw from my own knowledge and would therefore be an easier call to make.

3. YOU LACK A PROCESSRecently, over 400 salespeople responded to a survey I conducted in which I asked them to rate themselves on a variety of sales skills and characteristics. One of my takeaways was that over 90% had no prospecting process whatsoever. They simply dial for dollars whenever things get slow. As a sales coach, I completely understand the thinking. It’s the middle of the month and the phones are quiet. So, the average salesperson decides to make some calls and drum up some business. Day one goes pretty well and day two follows similarly. But by day three, a shiny object (usually a call from an existing account) sparkles, the prospecting stops, and all momentum is lost. The good news is there is no surefire, step-bystep, week-by-week process. You just need to string together a combination of calls, emails, visits, andwhatever else you can think of. Any combination will do! You see, the process is not the secret sauce. Your problem isn’t your plan. If you have a process to follow, the more likely culprit is that…

4. YOU AREN’T MAKING ENOUGH CALLSWhen I ask a successful sales rep what they would tell someone just starting out, 100% of the time the answer comes back, “Make the calls. Make the calls. Make the calls.” If the most important skill is the research that comes prior to making that first call, the most important characteristic a sales rep can have is pleasant persistence, pure and simple. I have never met nor coached nor heard of a diligent failure. Effort can mask a lot of other problems. Your salesperson could will himself, through sheer sales activity, to success. Presenting to live audiences, I ask owners and managers in the room, “What percentage of the time when a vendor calls on you do they leave one voice mail message and never call again?” The answer always comes back in the 90s. Think about that. Nine out of ten times your salespeople make one call and then never follow up. Simply by making a second attempt, they differentiate themselves from 90% of their competition.

IN SUMMARYIf I had to rank them in order of likelihood for failure, my guess as to why your sales reps aren’t selling more would be 1, 4, 3, and then 2. It’s been my experience that a high-quality, well-researched sales call made to the right target market, applying a prospecting process with diligence and pleasant persistence, results in sales growth 100% of the time. It’s not complicated, so don’t over-think it. If your salespeople are not meeting your expectations, look first to these four keys to sales success.

Sales Article

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PIM News


11TH ANNUAL WOMEN IN PRINT

Nearly 200 women from virtually every functional area of printing came together for the eleventh annual Printing Industry Midwest (PIM) Women In Print luncheon.

“With the printing industry’s history of being predominantly male driven, this annual event brings women together from across the Midwest to recognize and celebrate each other’s accomplishments,” explained Kris Davis, PIM Education Director.

Michelle Rencher, President & CEO of Tursso Companies, served as the featured speaker and recounted a heartwarming and inspiring story of the challenges and opportunities she faced along her journey as she followed in her father’s footsteps.

“This event is a wonderful opportunity for women to connect, network and get a clear realization that no matter what they are going through, they are not alone, said Lana Siewart-Olson, Past PIM Board Chair. Ms. Davis says the event would not have been possible without the support of the 2018 event sponsor, LB Carlson. She also added that door prizes and gift bags were graciously provided by Anchor Paper, CARDSource, Creative Laminating, Ideal Printers, Impact, IWCO Direct, Lindenmeyr Munroe, Ricoh Production Printing, SeaChange Print Innovations, The Johns Roberts Company, Thompson Reuters Core Publishing Solutions, and Verso Corporation.

PIM'S 43RD ANNUAL SURPLUS PAPER DRIVE FOR TEACHERS

The 2018 PIM Surplus Paper once again had 400 teachers that showed up at Lindenmeyr Munroe in Fridley on Saturday, September 22nd. It was an amazing crowd and we even have pictures to prove it! A BIG THANK YOU TO Lindenmeyr Munroe - the 2018 host of the PIM Paper Drive!

The teachers, as always, arrived prepared to load paper, and lots of it, into their, cars, trucks, U-Hauls, trailers and vans. Most schools came with multiple people to help grab the most paper possible in the 3-hour time span. PIM Members donations really stepped up and there was more then enough product to go around. All the teachers that came left really happy knowing their programs could remain strong for 2018-2019 School Year! A HUGE THANK YOU TO all our members who donated pager to the teachers and schools across the state! This event would not be possible without the support and donations from you!


DID YOU KNOW?

For more info contact Paul Gutkowski ([email protected]) or Cathy Malinowski ([email protected])

PIM is among only a handful of organizations in the country that offer on-staff consultants for safety and environmental compliance specific to the printing industry. In fact, we offer an array of services designed specifically to reduce injuries and keep regulators at bay. Plus, the PIM Great Printer Certification Program ensures regulation and green compliance.

2018 MINGLE JINGLE

Plan to attend the PIM’s Annual "Mingle Jingle" held at Able Seedhouse + Brewery located in Minneapolis, MN on Tuesday, December 4th, 2018 from 3:30 PM to 6:00 PM. Come connect with others in the industry at a local brewery. Thank you to Marco and Meyers for being our appetizer sponsors and thank you to Pioneer Paper Stock for being our beverage sponsor!

A Silent Auction benefiting the PIM Education Foundation Scholarship Fund will be held during the Mingle Jingle. We encourage you to please donate silent auction items. If you have any questions please contact PIM. The winners of donated items will be announced near the end of the event.

Come mix, mingle and holiday jingle with PIM and the Print Industry! More information on www.pimw.org/events.

GET YOUR COMPANY NAME OUT THERE

Does your company have any company news you would like to share with the print industry? Have you achieved new certifications, hired new employees, bought a new press, moved to a new location, or released a new press release? PIM wants to help share your news, if you forward your news to Sadie Johnson ([email protected]), she will publish it in our printed and electronic newsletters. Articles are due on the 15th of the month before it issue is sent to press.

PIM'S TRAINING & CERTIFICATION PROGRAMS

Training your staff so they can grow with the company can be key to keeping qualified and dedicated employees. PIM’s Training and Certification programs offer relevant industry education for every category of industry professional. Our online learning center gives you and your employees hundreds of hours of free video-based courses 24/7. Topics include color management, sales and marketing, Lean and continuous improvement and so much more. Plus we offer online certifications which allow you to plan and monitor their progress.

PIM News

FINANCE EXECUTIVE COUNCIL UPDATE

PIM has relaunched its "Finance Executive Council" to support PIM member professionals in the areas of financial reporting and compliance, data management and security, and financial policies and planning. If you have interest or responsibilities in these areas, this Council is for you! The Finance Executive Council will meet every other month via tele/video-conference for 60-90 minutes, with periodic in-person meeting options.

The first meeting was held online as well as in-person at LB Carlson in Minneapolis on Wednesday, October 17th, 2018, from 12:00 PM - 1:30 PM. At this meeting an educational presentation on Information and Data Security addressed the issues of...

• Data Threat Management - Understanding the Basics• Accessing Internal and External Data Threats• Penetration Testing • Framework and Vulnerability Assessments• Systems Audits - SOC2 and HITRUST• Customers Data Assurance and Your Responsibility

To participate in future PIM Finance Executive Council meetings please contact Ben Dally at 612.400.6207 or [email protected].

PIM OCTOBER SMARTCAFE' MEETING

On October 11th PIM held our second SmartCafe' event and what an educational event it was. Bill Farquharson came to speak to members about the 25 Best Print Sales Tips Ever! PIM members picked up some great tips from Bill. In weeks to come Bill will be working with PIM on a sales coaching program.


Buyers Guide Spotlight

IDEAL PRINTERS, INC.St. Paul, MN

Our service is Customized...and never Compromised. These are more than just words, it’s a promise, made to ourselves and to you. Ideal Printers offers in house design, 1-6 color printing, bindery, mailing, and fulfillment. In addition we offer variable and short run digital color,and black and white work, printed and finished in a flash.

IMPACTMinneapolis, MN

Impact is devoted to enhancing our clients’ marketing initiatives by applying next-generation technology to give our customers leading-edge results and uncompromising quality. Impact manages medium to large scale direct marketing and critical communication production and fulfillment. This includes data analytics, direct mail, email, print, multi-channel campaigns with reporting, and statement processing.

IMPRESSIVE PRINTRoseville, MN

For over 25 years our vision has been simply - We Impress. Our team of trained and highly experienced experts live by this vision everyday in everything we do and offer. Our Web to Print services include print on demand/personalized design services/ digital variable projects/large format printing/mail services/ online procurement and a full array of management reports to help run your business more efficiently than ever before possible.

INFINITY DIRECT, INC.Plymouth, MN

Infinity Direct is a direct marketing agency specializing in helping clients acquire, retain, and measurably grow valuable customer relationships. Our team of passionate professionals brings data-driven customer insights and engaging creative together to deliver optimal response.

INTERNATIONAL PACKAGING, INC.Brooklyn Park, MN

IPI is a full service Promotion Packager with over 40 years of experience offering a complete range of customizable packaging services. Specializing in the high speed Fin-seal Overwrapping (flow/cello wrapping) of products including coupons, premiums, booklets, gift cards, trading cards, game pieces and mailings.

IMPACT INNOVATIONS, INC.Maynard, MN

Impact Innovations is a marketing and merchandising solutions company. Our POP/Cards division offers a broad range of products and capabilities. Our teams design, print, fabricate and finish products which drive sales and build brands. We provide innovative solutions to your visual communications needs.

WHAT IS THE BUYERS GUIDE SPOTLIGHT??

An area to showcase members who place ads in the 2018 Print Buyers Guide & Membership Directory. Those who placed ads in the 2018 Print Buyers Guide will be displayed once in both the electronic and printed newsletter, as well as on our website! View more 2018 Print Buyers Guide ads by visiting our website - www.pimw.org/buyersguide/

JAPS-OLSON COMPANYSt. Louis Park, MN

Japs-Olson is a full service printing, imaging & mailing production company. We specialize in both large volume direct mail projects and on-demand variable digital printing. With in house commingling capabilities and postal logistics service, we provide our customers the postage savings and speed-to-market they need on their direct mail projects.

KBA NORTH AMERICA, INC.Dallas, TX

KBA North America is located in Dallas, Texas and a member of the Koenig & Bauer Group which was established 200 years ago in Würzburg, Germany. Koenig & Bauer’s claim, “we’re on it.” gets to the heart of Koenig & Bauer’s values and competencies for all target groups.

J-C PRESSOwatonna, MN

Since 1859, our clients have relied on us to deliver information to their customers. Although the methods of communication have changed over the years, we are always evolving with innovative ways to reach target audiences. Located 50 minutes South of Minneapolis, J-C Press serves Southern Minnesota and beyond.

JOHNSON/ANDERSON AND ASSOC.Shakopee, MN

Johnson Anderson is a full-service envelope manufacturing company specializing in die-cut convert, web-flexo, and quick turn jet printing to cover all your envelope needs. Being in business for 35 years, we take pride in providing industry leading service to our customers.

JOHNSON PRINTING & PACKAGINGMinneapolis, MN

Environmentally responsible; manufacturing with 100% Wind Power, FSC certified and an EPA greenpower partner. Designers and manufacturers of folding cartons, point of purchase displays, commercial printing and carded packaging. Our services include graphic and structural design, prepress production, UV printing, specialty coatings, die cutting, windowing, folding, gluing and fulfillment.


Buyers Guide Spotlight

LARKIN INDUSTRIES St. Paul, MN

Larkin Industries is a full-service, one-stop foil stamping, embossing and die cutting firm with folding, gluing, affixing, shrink wrapping, wafer sealing, labeling and strip taping capabilities. Also providing industrial parts manufacturing. Established 1977. Larkin Industries has also received its ISO 9001-2008 certification in quality control management.

LINDENMEYR MUNROE Fridley, MN

Lindenmeyr Munroe - Serving commercial printers, publishers, on-demand printing, graphic designers and business forms manufacturers, as well as a wide range of corporate, industrial & professional buyers of paper. Family-owned and operated, we are a leading paper and packaging distributor in the U.S. Visitwww.lindenmeyrmunroe.com, and our online eCommerce solution.

MIDWEST EDITIONS, INC.Minneapolis, MN

Bookbinder - three complete hardbinding lines and two complete perfect binding lines with over 50 pieces of support equipment, including Smyth sewing, turned-edge casemaking, foil stamping and die-cutting, 3-knife trimming, high-speed film laminating, automatic punching and Wire-o binding, PUR perfect binding and lay-flat adhesive binding.

MINNESOTA LABELVadnais Heights, MN

Minnesota Label’s full-service flexographic printing capabilities fulfill your label printing and converting needs from initial concept to final production. Let us know how we can help with your next project.

MITSUBISHI IMAGING, INC.Rye, NY

Mitsubishi Imaging, Inc. provides commercial and in-plant printers with state-of-the-art imaging products, technical expertise and the latest offset and digital solutions. From innovative, ecological CTP and workflow solutions, to premiumhigh-resolution inkjet media, to commercial high-speed inkjet media for a wide range of print production applications, Mitsubishi is the market leader in quality and performance.

MITTERA GROUPDes Moines, IA

Mittera Group was formed to simplify the complexities of communication through a cohesive approach. What began as a commercial printing company has evolved into more than 600 artists, producers, developers, strategists, analysts and print perfectionists under one roof. Fresh, dynamic concepts that get your message to the right place and into the right hands.

NAHAN PRINTING, INC.St. Cloud, MN

Nahan Printing is a family-owned, award winning, full service Direct Mailer. We specialize in custom print and direct mail solutions for growing businesses and Fortune 500 brands. Our digital presses offer quality, cost-effective solutions for high-volume print. Trust our experts to handle your project from prepress to data processing to on-site USPS.

MINNCOR INDUSTRIESRoseville, MN

For all your governmental printing and online ordering needs, MINNCOR Industries Print Shop is a full-service commercial printer. We specialize in high quality one, two and four color printing.

LITIN PAPER COMPANYMinneapolis, MN

Litin Paper Co. is a certified woman-owned and controlled paper converter and wholesale distributor of packaging and industrial supplies. Located in Minneapolis since 1947, Litin has the unique ability to offer custom paper converting capabilities and large inventories of all packaging supplies.

MIDLAND PAPER, PACKAGING + SUPPLIESMinneapolis, MN

After more than 100 years in business, Midland Paper, Packaging + Supplies has grown from a single Midwest location to a national company with offices from coast to coast. This type of growth requires relentless effort and a continual focus on doing things right.

MIDSTATES GROUPAberdeen, SD

Our mission is to add value to the products and services we provide through outstanding customer service, cutting edge technical knowledge, innovative production technique and best value pricing. We excel in using our knowledge and experience in driving high-value print and media solutions deep into our customer’s print and marketing projects.

LOFFLER COMPANIES, INC.Bloomington, MN

Founded in 1986, Loffler Companies provides office technology and services to improve a client’s productivity and bottom line results. Offerings include Canon, Konica Minolta, HP, Xerox, Oce, Lexmark, managed print services, software and workflow technology/consulting, IT managed services and IP hone solutions (NEC, ShoreTel).

KEMPF PAPER CORPORATIONMinneapolis, MN

Full-Service web paper merchant specializing in the distribution and slitting of roll paper for commercial web, direct mail, business forms, label, envelope and newspaper printers. We support the web printer with more than 19 million pounds of inventory, 9 slitter-rewinders and a two-shift operation.


2018 PIM WAGE AND BENEFIT SURVEY

Annual Survey of Wages, Benefits, and Human Resource Policies of the Printing, Packaging, and Related Industries. The 2018 Compensation Survey is a joint project of the affiliated organizations of Printing Industries of America. It was conducted in the summer of 2018 and the effective reporting date is June 1, 2018.

Highlights from the survey:

To order survey results please email Ben Dally at [email protected] or call 612.400.6207.

• Wages/Salaries for all reported positions• Job Descriptions for 204 positions.• 53 companies from our region participated – our best participation since 2012• 510 companies participated nationally, representing over 18,000 employees data

UPCOMING PIM EVENTS & CLASSESMore information about all events can be found on www.pimw.org/events

Mark your calendars

WHEN: WHERE:WHAT:

11:30 AM to 1:00 PM

11:30 AM to 1:00 PM

11:30 AM to 1:00 PM

3:30 PM to 6:00 PM

3:00 PM to 6:00 PM

Tuesday, November 13th, 2018

Tuesday, February 12th, 2019

Thursday, April 25th, 2019

Tuesday, May 14th, 2019

Tuesday, December 4th, 2018

Thursday, March 7th, 2019

SmartCafe' - Building Tomorrow's Workforce Today

SmartCafe' - Great Printer Case Studies: How to Save $1,000’s and Add Customers

2019 Star of Excellence Awards Banquet

SmartCafe' - Increase Productivity & Cash Flow: Keys to Workflow Automation

2018 Mingle Jingle

2019 Print Showcase

Three locations: LB Carlson, Minneapolis, MN Konica Minolta Urbandale, IA Konica Minolta, Omaha, NE

Able Seedhouse + Brewery1121 Quincy St NEMinneapolis, MN 55413

Surly Brewing Co.520 Malcolm Ave SE, Minneapolis, MN 55414

Hyatt Regency Minneapolis1300 Nicollet Mall, Minneapolis, MN 55403


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DID YOU KNOW?The Loupe is PIM's bi-monthly newsletter. A loupe is a vital tool in the print industry, helping printers with tasks such as analyzing how ink lies on paper and checking registration. This name reflects our goals as an organization - to be an important resource to our members and the industry as a whole.

We want to hear from you! Send us a press release, educational articles, or company news and we will share it in our newsletter. Your news will also show up once in The Loupe Update (the electronic newsletter)and in the printed newsletter The Loupe. Files are due by the 15th of the month prior to issue month. Sending in company news is completely free to all PIM members.

*PLEASE NOTE - your member news maybe shortened for print purposes and a link to the full article will be given. We reserve the right to turn down member news. *

Remember you can purchase advertisement space in our newsletters. The reservations are due a minimum of one month in advance of when the files are due for guaranteed space.

Send Sadie your articles!

Deadline for the Januaryissue is December 15th

STAFFSteve [email protected], 612.400.6203

Ben DallyDirector of [email protected], 612.400.6207

Kristin DavisDirector of [email protected], 612.400.6208

Paul GutkowskiDirector of Safety & Environmental [email protected], 612.400.6205

Cathy MalinowskiAssistant Director of Safety & Environmental [email protected], 612.868.6771

Kathy MonroeCSR, Member [email protected], 612.400.6200

Sadie JohnsonMarketing [email protected], 612.400.6204

Stay in The Loupe - Connect with us!

THANK YOU PIM's The Loupe is brought to you by the generous contributions of Konica Minolta Business Solutions.

PIM IS IN NEED OF EDUCATIONAL ARTICLESDo you have an article you would like published?

PIM is committed to providing you with timely information & resources. For The Loupe editorial focus, we are looking for articles on:

• Sales Training• Technology/Workflow• Work Force Development

Articles must be 630 words and cannot be an advertisement for yourcompany. If you are interested in having an article published in our signature publication, please contact Sadie Johnson ([email protected]) for more information.

More information about all events can be found on www.pimw.org/events

Broadway Place West1300 Godward St NESuite 2650Mpls, Mn 55413612.400.6200www.pimw.org

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PIM Premier Partners offer exclusive savings and deals for PIM Members

www.pimw.org/premierpartners

Documents

pg. 4 pg. 9 pg. 10 - Printing Industry Midwest · SALES CHALLENGE #2: GETTING SOMEONE ON THE PHONE THEN: Voicemail NOW: Voicemail. The original purpose of voicemail was to capture