FREE
Marketing Material Available
The Print Council has released a
new 24-page marketing brochure for member use that demonstrates
the effectiveness of print communications...
Report
to Give Two-Year Forecast
Dr. Ron Davis, Chief Economist for
Printing Industries of America, is working on a new economic
report that will provide forecast information for the next
two years...
Think
'Value Added' to Build Profit
Want to know
the secret to building profits? It's not more
sales, it's...
What's Your Hit Ratio?
"Hit Ratio" is the
percentage of quotes on jobs that turn into actual
orders, and it's one of the most useful numbers for
running your business...
Tech
Tip of the Week: Fire Prevention
Rick Hartwig,
Printing Industries of America Manager for Environmental,
Health & Safety Affairs, says that OSHA is out in force
to address fire and explosion hazards...
Member
Anniversaries
Look who's celebrating 30 years as an Association member...
Member News
More members listed on
Maryland Green Registry; Directmail.com announces patent;
Sir Speedy expands...
Upcoming Events
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TICKETS FOR GALA
NOW ON SALE
Tickets for the 2010 Excellence in Print Awards
Gala are now on sale. The event will be held March 24 at Martin's
Crosswinds in Greenbelt, MD. Don't miss this celebration of printing, and wonderful
opportunity to network with other industry professionals. Tables of 10 are $600/or
$65 for individual tickets. Call
PGAMA (410-319-0900/877-319-0906) to reserve seats, or email Carol@pgama.com.
SPONSORSHIP OPPORTUNITY
Want to associate your
company name with the terms "excellence," "quality"
and "excitement?" Then be a sponsor of the
Excellent in Print Awards! Sponsorship is open at levels
from $250-$1,000, and is a great promotional tool--your
company is featured in all event publicity! Current
sponsors include (Special Sponsors) K&W
finishing, inc. and Prisco; (Gold) Kline
Paper Mill; and (Silver) Margolis
Becker and xpedx. Contact
Carol at the office
for more info, 410-319-0900.
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FREE
Marketing Material for Members
The Print Council has released a new 24-page marketing
brochure for member use that demonstrates the effectiveness of print communications.
"Why Print? The Top 10 Ways Print Helps You Prosper" is
the first in a series of materials The Print Council is producing to help
influence media buyers' decisions about the value of print. Download the
brochure from http://www.theprintcouncil.org/whyPrint.htm and use it in conjunction with your
firm's other promotional materials when reaching out to new and current clients.
For those of you who just can't wait, here's a peek at the Top 10 list:
*Print is portable*
*Print is personal*
*
Print
is interactive*
*Print is credible*
*Print plays well with others*
Report
to Give Two-Year Forecast
Dr. Ron Davis, Chief Economist for Printing Industries
of America, is working on a new economic report that will provide forecast
information for the next two years. Entitled "Mapping
the Economy and Print Markets in 2010-2011," the report will base the forecast
on an analysis of economic and print market trends over the past year. Members
interested in reserving a copy of this FREE report can contact Dr. Davis
via email to rdavis@printing.org.
Think
'Value Added' to Build Profit
Want to know the secret to building profits? It's not
more sales, it's value added dollars (sales price minus cost of materials.)
As a business owner, you control this equation, so you need to equate
the value of your services with a dollar amount above and beyond costs.
Anything you sell will add to your total income, and that's what you
need to meet the payroll, pay the rent, cover equipment leases. But you
get the biggest percentage of profit from value added service
on jobs produced in-house. Understanding this difference is central to
your success, and so important, your sales reps should be compensated
on value added sales rather than gross sales. And the reality is, if
you base your business plan on value added, you will be able to afford
to pay them a higher commission rate.
What's
Your Hit Ratio?
"Hit Ratio" is the percentage of quotes
on jobs that turn into actual orders, and it's one of the
most useful numbers for running your business. The number
should be tracked by sales rep, by account size, and by the
type of business. When reviewing the hit ratio, bear in mind
that if you generated quotes from a random number table,
you'd get 50% of orders because you'd be low half the time
and high the rest. So if your hit ratio is below
30% there is a problem with your estimators and sales reps
calculations. The object of the quoting process should be
seen as getting orders, not getting a certain price.
Tech
Tip of the Week: Fire Prevention
Rick Hartwig, Printing Industries of America
Manager for Environmental, Health & Safety Affairs, says
that OSHA is out
in force to address fire and explosion hazards and to ensure
that employers are complying with all regulations. Although
fires are not common in our industry, they do occur, sometimes
with catastrophic results. Keep YOUR employees and facility
safe from fire by reviewing some of the following basic issues:
- Ensure all employees are trained on proper
fire prevention procedures
- Always store and handle flammable and combustible
materials properly
- Maintain a clean and organized workplace (dust, paper
scraps, spills, used rags, etc.)
- Ensure appropriate fire extinguishers are available
and charged
- Ensure all emergency exits are identified, clear
of obstructions, and in working order
- Review current emergency evacuation procedures with
all employees
Member
Anniversaries
Congratulations to the following member
companies, marking major anniversaries as Association members
this month:
30 Years
Allegro Communications, Inc.
25 Years
Circle Graphics, Inc.
20 Years
A to Z Looseleaf, Inc.
Kohn Creative
15 Years
Cheerio Printing Company, Inc.
Mercury Publishing Services, Inc.
10 Years
Harbor Duvall Graphics, Inc.
5 Years
Advanced Color Graphics
Member
News
Congrats to the latest PGAMA
members to be listed on the Maryland Green Registry: General
Envelope & Litho, Inc. and United
Book Press.
DirectMail.com announces
that GeoSoftworks, LLC, a firm in which DirectMail.com principals
are the majority owners, recently received a patent on its
GeoSelectorTM technology, a unique system and methodology
for generating user-specified information from a map.
Sir Speedy,
a franchised printing firm in Owings Mills, has purchased
Franz Printing, a family-owned business for the past 60 years.
Upcoming
Events
| February
11 |
Webinar: Social Networking
Primer for Printers-2:00-3:00pm.
Cost is $99 for members/$199 for non-members. Sign
up at www.printing.org |
February 16
***90+ State Representatives
are coming to this event...are you?
Sign up today! |
MD Legislators’ Luncheon-11:30am-1:30pm
at the Governor Calvert House (58 State Circle/Annapolis,
MD 21401.) Make contact with
the people who pass the laws impacting your business! Join
other industry members for lunch and conversation and
show your elected officials the impact our industry
can have. Get the names and phone numbers of your State
representatives by calling PGAMA or visiting PGAMA.com
and clicking on the Legislative
Action button. Input your address (business and/or
personal) to get contact information, then call or
email them with an invitation to stop by. Cost: No
charge for the first two executives from a PGAMA member
company. We are requesting a contribution of $40 to
PIPAC for each additional attendee. Non-member cost
is $75. RSVP to PGAMA (410-319-0900) or sign
up online, www.pgama.com. |
| February 19 |
Educational
Field Trip: Glatfelter Paper Mill Tour-During
this interactive tour of the Glatfelter Pulp and
Paper Mill, you will see how trees are used to create
paper and a wide range of other products, plus learn
how Glatfelter manages its environmental footprint
with sustainable forestry and other measures. A chartered
bus will pick up passengers at three Park ‘N
Ride locations: College Park Interchange (7:30am);
Rolling Road in Catonsville (8:15am); Warren Road
in Cockeysville (9:00am). Tour begins at 10:15am.
Box lunch on the bus following tour. Cost is $40
per person for members and guests of members; $50
for non-members. Sign up by February 5th on www.pgama.com or call 410-319-0900. |
February 28-
March 4 |
Printing
Industries of America Presidents' Conference,
Scottsdale, AZ-2010
is the year to reinforce the foundation of your
business. This year’s program was developed
with the intention of helping industry leaders
like you focus on the core elements of your business—those
things that can help you remain stable, as well
as increase profit margins. Topics to be addressed
Include: Communicating the Value of Print * Methods
for Cost Reduction * HR Issues * Economic Forecast
* And much more! Complete info and registration
at http://www.printing.org/page/3499. |
| March 15-17 |
National Environmental,
Health and Safety Conference: Printing for A sustainable
Future-at
the Sheraton Indianapolis, Indianapolis,
IN. The
one conference for the graphic communications industry
that intersects the needs of safety, environmental
and human resources. Today's workplace requires
multitasking -- and this conference provides you
with the tools and information to accomplish this
goal! Plan now to attend! More info and registration
at http://www.nehsconference.org/nehs10_site/index.html. |
| March 24 |
Special
Event: Excellence in Print Awards Gala,
5:30-9:30pm at Martin's Crosswinds in Greenbelt,
MD. Come see the big winners of PGAMA's annual
printing competition, plus enjoy the open bar,
great food, and entertainment.
An essential networking
opportunity! TICKETS NOW
ON SALE: $65
each/$600 for a table of 10. Call PGAMA to reserve
seats, 410-310-0900.877-319-0900 or email Carol@pgama.com. |
| March 25 |
Production
Club of Baltimore Paper Show, 5:30-8:30pm
at Martin's West. See
the latest innovations in paper, media, and all
things production. Vendor space still available.
Contact JoAnn at
the Production Club of Baltimore. For more info
visit http://productionclubofbaltimore.org/calendar. |
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