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APRIL 2011 VOLUME 49, NUMBER 4 Sweet Home Chicago Print Solutions Conference and Expo to Offer Stellar Education, Trade Show in PSDAs New Hometown PAGE 40 Distributor Training Two Sides to Every St

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PRINT SOLUTIONS MAGAZINE April 2011 FEATURES PERSPECTIVES 04 EDITORS NOTE Make a Commitment By John Delavan 06 PRESIDENTS MESSAGE Your Best Opportunity By Bill Prettyman 12 PSDA PROFILE Never

EDITORS NOTE Make the Commitment BY JOHN DELAVAN, EDITORINCHIEF I dont want to alarm you. But I feel I should alert you that, by the time you read this, 2011 will be roughly a quarter over. Yes, mo

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PRESIDENTS MESSAGE Your Best Opportunity PSDAs 2011 Print Solutions Conference and Expo is an ideal occasion to help your company serve its customers better and drive longterm success. BY BILL PRETTY

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PRESIDENTS MESSAGE Attending the 2011 Print Solutions Conference and Expo will allow you to see our industry from 30,000 feet through education, networking, and simply listening to what others are do

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PSDA NEWS PSDA Staff Visit RBO PrintLogistix in St. Louis Affinity HR Group Named PSDAs Lead Human Resources Partner PSDA is pleased to introduce Affinity HR Group as PSDAs lead human resources part

PSDA NEWS Save the Dates for PSDAs 2011 Small Distributor Summit PSDA recently announced that its 2011 Small Distributor Summit will be held Sept. 1618 at the Hyatt Regency Pittsburgh International A

PSDA PROFILE Never Standing Still Under Jim Bonaventuras longtime leadership, New Yorkbased Cooley Group focuses on innovation and specializes in helping its clients to build and maintain their brand

Visit us at Print Solutions Expo Booth 812. Visit us at Print Solutions Expo Booth 600. PSDA.ORG APRIL 2011 PRINT SOLUTIONS 13

PSDA PROFILE beautiful scenery and peace and quiet of anywhere weve been, Bonaventura said. One fact many people may not know about Bonaventura is that he once performed in the Childrens Chorus at th

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T H E M A N U FA C T U R E R P E R S P E C T I V E Distributor BY HEIDI TOLLIVERNIGRO Training Two Sides to Every Story 16 PRINT SOLUTIONS APRIL 2011 PSDA.ORG

T H E D I S T R I B U T O R P E R S P E C T I V E The upcoming 2011 Print Solutions Conference and Expo is a vital event that facilitates networking and relationship building for print manufacturer

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The Manufacturer Perspective As manufacturers assess the needs and expectations of distributors at every level of expertise, motivation, and commitment to print, they face a huge challenge in managing

T he 2011 Print Solutions Conference and Expo is a critical time of networking and relationship building for print manufacturers and distributors. One of the issues they are currently wrestling with

MANUFACTURER PERSPECTIVE Five Ways to Improve Your Manufacturer Relationship Respect the fact that there is ROI attached to training. Manufacturers need to train you. They want to train you. But trai

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MANUFACTURER PERSPECTIVE education. How can you take the training manufacturers provide as a springboard, and then run with it Fort Launderdale, Floridabased Suncoast Marketing thinks it has come up

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The Distributor Perspective For print distributors, its not just about the products manufacturers are selling, but also about the value manufacturers provide during training. BY HEIDI TOLLIVERNIGRO 2

A s they walk the floor and attend the sessions at the 2011 Print Solutions Conference and Expo, distributors will be approaching manufacturers with many questions, including What can you offer me to

DISTRIBUTOR PERSPECTIVE Action Items for Manufacturers manufacturer puts it, Those will require Business Forms 101. But if its a more experienced distributor, youll need to go deeper. Said Roger Buck

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DISTRIBUTOR PERSPECTIVE another. Some manufacturers have noted that many new recruits are coming out of other industries and have no print backgrounds at all, and some dont even have sales background

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DISTRIBUTOR PERSPECTIVE Marketing tools like 11, pURLs, and QR codes are creative, impactful, and worth selling, but they often fall on deaf enduser ears unless a distributor is talking to the right

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34 PRINT SOLUTIONS APRIL 2011 PSDA.ORG

Connecting Islands of Information BY DARIN PAINTER Management information system technology and creative workflow systems are helping some print firms and their supply chains get faster, smarter, and

ISLANDS OF INFORMATION Online Proofing and Workflow System Empowers Distributor Savvy end users are seeking new ways to collaborate with distributors more effectively, review and approve proofs of pr

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ISLANDS OF INFORMATION Printings MIS system integrates via JDF with the printers Kodak Prinergy prepress system. Pages are then submitted into these templates to initiate platemaking. HIFLEX scheduli

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Print Solutions Conference and Expo The Most Anticipated Event of the Year PSDAs signature annual gathering is a must for distributors and channel partners. 40 PRINT SOLUTIONS APRIL 2011 PSDA.ORG

T he 2011 Print Solutions Conference and Expo, PSDAs annual conference, is the most important event of the year for distributors and channel partners who provide print and managed services to busines

Print Solutions Conference and Expo Schedule at a Glance The following Schedule at a Glance shows only brief details of the comprehensive educational, networking and business development programming p

1145 a.m. 1230 p.m. PEAK Awards Presentation 1230 p.m. 500 p.m. Expo Hall Open, featuring Vendor Presentations and Idea Exchange Centers 1230 p.m. 130 p.m. Lunch in Expo Hall 130 p.m. 230 p.m. Ide

PSDA Conference Offers Education, Inspiration Programming at the 2011 Print Solutions Conference and Expo includes something for everyone, with comprehensive educational tracks and engaging keynotes.

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Keynote Speakers Perspectives Inspire and Motivate The 2011 Print Solutions Conference and Expo features two keynote addresses designed to call out your potential for leadership and motivate you to ta

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CONFERENCE PREVIEW EXHIBITOR FLOOR PLAN ENTRANCE 115 921 1018 212 713 201 405 803 815 920 704 204 917 702 123 106 412 914 611a 101 1020 817 110 924 307 506 107 3M Promotional Markets Department Ac

ENTRANCE All information is subject to change. 522 820 1115 317 610 918 624 111 104 711 812 200 607 1008 823 1022 719 912 215 408 724 822 722 207 323 511 622 KDM Products Keystone Printing Group Lab

Meet Your PSDA Staff Team While at the 2011 Print Solutions Conference and Expo, youll have the opportunity to meet members of the PSDA staff team from the associations Chicago and Washington, D.C., o

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CONFERENCE PREVIEW PSDA STAFF Marcie Valerio Marketing Communications Chicago Office Breon Baker Operations Chicago Office Ben Barclay Operations Chicago Office Barbara OConnor Operations Chicag

Exhibitor Directory The following companies were confirmed exhibitors at the 2011 Print Solutions Conference and Expo as of March 15, 2011. PSDA member companies have their names shown in blue type. 3

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CONFERENCE PREVIEW EXHIBITOR LISTING ASI Advertising Specialty Institute Booth 920 4800 Street Road Trevose, PA 19053 Phone 215.953.4000 Fax 215.953.3969 Email infoasicentral.com Web www.asicentral.

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CONFERENCE PREVIEW EXHIBITOR LISTING Business Cards Plus Booth 914 8785 Portage Industrial Drive Portage, MI 49024 Phone 269.327.7727 Fax 800.875.7700 Email salesbusinesscardsplus.com Web www.busine

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CONFERENCE PREVIEW EXHIBITOR LISTING Champion Printing Inc. Booth 110 4205 Dixie Highway Elsmere, KY 41018 Phone 859.727.5501 ext. 1 Fax 859.727.5507 Email bkoppchampionprintinginc.com Web www.champ

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CONFERENCE PREVIEW EXHIBITOR LISTING DataMart Direct Inc. Booth 810 279 Madsen Drive, Suite 101 Bloomingdale, IL 60108 Phone 630.307.7100 Fax 630.307.8059 Email infodatamartdirect.com Web www.datama

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CONFERENCE PREVIEW EXHIBITOR LISTING eQuantum Inc. Booth 501 P.O. Box 11155 Reno, NV 895101155 Phone 775.856.2800 ext. 201 Fax 775.856.2408 Email susanequantum.com Web www.equantum.com Flottman Com

Futek Forms, Tags Labels Booth 1016 540 Discovery Drive Neenah, WI 549564885 Phone 920.725.3500 ext. 202 Fax 920.725.3599 Email hkuehlfutekforms.com Web www.futekforms.com Futek manufactures tags, ma

CONFERENCE PREVIEW EXHIBITOR LISTING Glatfelter Carbonless Printing Papers Booth 321 P.O. Box 2500 232 East Eighth St. Chillicothe, OH 45601 Phone 866.739.3023 Fax 740.772.0000 Email paperinfoglatf

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CONFERENCE PREVIEW EXHIBITOR LISTING Hoosier Data Forms Booth 214 1002 E. 25th St. Indianapolis, IN 46205 Phone 317.923.1340 Fax 317.923.1341 Email hdfhoosierdata.com Web www.hoosierdata.com Hoosier

www.psda.orgconference 2011 Print Solutions Conference and Expo May 1719 Navy Pier Convention Center Chicago, IL Convene with more than 1,200 of your colleagues from around the world at PSDAs large

CONFERENCE PREVIEW EXHIBITOR LISTING JFM Concepts Booth 618 6527 Carrollton Ave. Indianapolis, IN 46220 Phone 317.254.4510 Fax 800.859.4008 Email jamesjfmconcepts.com Web www.vdpweb.com JFM Concepts

LWI provides simple to complex custom labels printed digital and flexo including variable data, scratchoff, foil and embossing and up to 10 colors. Mailers Haven LLC Booth 104 25322 Rye Canyon Road S

CONFERENCE PREVIEW EXHIBITOR LISTING Magnets 4 Media Booth 111 7 Chamber Drive Washington, MO 63090 Phone 800.642.6384 ext. 1 Fax 636.390.5147 Email abakermagnets4media.com Web www.magnets4media.com

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CONFERENCE PREVIEW EXHIBITOR LISTING PCI Paper Conversions Inc. Booth 722 6761 Thompson Road Syracuse, NY 13211 Phone 315.437.1641 Fax 315.437.3634 Email pmcdermottpadmaker.com Web www.padmaker.com

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CONFERENCE PREVIEW EXHIBITOR LISTING PartnerPrinting.Com Booth 822 700 Columbia Ave. Riverside, CA 92507 Phone 951.787.9988 ext. 116 Fax 951.367.1475 Email deanpartnerprinting.com Web www.partnerpri

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CONFERENCE PREVIEW EXHIBITOR LISTING PrintXcelPrintegra VersaSeal Booth 500 352 S. Greeno Road Fairhope, AL 36533 Phone 251.928.4022 Fax 334.928.5733 Email infoprintxcel.com Web www.printxcel.com Pr

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CONFERENCE PREVIEW EXHIBITOR LISTING Proximity Marketing Booth 425 2947 Interstate Parkway Brunswick, OH 44212 Phone 330.220.6100, ext. 233 Fax 330.220.6103 Email bethkproximitymarketing.com Web www

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CONFERENCE PREVIEW EXHIBITOR LISTING Silvanus Products Booth 923 40 Merchant St. Ste. Genevieve, MO 63670 Phone 800.822.2788 121 Fax 573.883.3160 Email dcampbellsilvanusproducts.com Web www.silvanus

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CONFERENCE PREVIEW EXHIBITOR LISTING Strategic Print Alliance Booth 301 173 Tara Lane Goodlettsville, TN 37072 Phone 615.406.1010 Fax 314.781.5546 Email dbatsonstrategicprintalliance.net Web www.str

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CONFERENCE PREVIEW EXHIBITOR LISTING The Envelope Express Inc. Booth 202 301 Arthur Ct. Bensenville, IL 60106 Phone 630.616.9696 Fax 877.616.9858 Email rkueblerenvexp.net The Envelope Express Inc. s

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CONFERENCE PREVIEW EXHIBITOR LISTING Universal Manufacturing Company Booth 1111 5450 Deramus Kansas City, MO 64120 Phone 816.231.2771, ext. 330 Fax 816.483.6842 Email danumcprint.com Web www.umcprin

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CONFERENCE PREVIEW EXHIBITOR LISTING Wright Enterprises member of Strategic Print Alliance Booth 301 P.O. Box 20489 Portland, OR 972940489 Phone 503.661.2525 Fax 5036610515 Email gklepecwrightbg.co

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CASE STUDY Crashing the Net PSDA member supplier Dispatch gives its local minor league hockey team a true homeice advantage with its digitally printed game programs. BY AMIE SHAK A professional hock

The programs also feature advertisements for local businesses, including hotels and restaurants, as well as Dispatch and Tungsten Creative. Sometimes large organizations have game suites, and the prog

INDUSTRY NEWS COMPILED BY FRANCES MOFFETT News Relyco Adds Paperless Payroll Management Solution PSDA member Relyco a provider of valueadded payment and business printing solutions, business equipm

INDUSTRY NEWS inbound document processing. The company will also employ a variety of technologies in support of SDGs integrated communications program. R.R. Donnelley also announced that it had been

INDUSTRY NEWS the bulk of shipments, with more than half of that revenue. Inhouse printing sites and packaging printers add about 10 percent each to the total European revenue, while other types of e

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INDUSTRY NEWS WorkflowOne Emerging from Chapter 11 Bankruptcy WF Capital Holdings, the parent company of Workflow Management, which operates primarily through its division WorkflowOne, announced that

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INDUSTRY NEWS says that his primary goal is to increase and strengthen the number of distributor partnerships Broker Forms has and to make them distributors aware that it is as painless as possible t

INDUSTRY NEWS inkjet system to enable vivid image quality on lowcost paper for printers looking to produce highvolume, highvalue jobs. Xerox has developed a patented, granulated, resinbased ink formu

INDUSTRY NEWS COMPILED BY FRANCES MOFFETT range of plastics. The new ink requires relatively low maintenance compared to competitive products. Visit www.mutoh.com. Pad Print Machinery of Vermont Pr

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INDUSTRY NEWS includes the arrival of its webtoprint module, PrintShop Mail Web, in order to optimize online ordering of VDP products. With PrintShop Mail Suite 7.1, Objectif Lune carries on the evol

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CLASSIFIEDS BADGES BUSINESS FORMS DATA MANAGEMENT COMMERCIAL PRINTING 106 PRINT SOLUTIONS APRIL 2011 PSDA.ORG

CLASSIFIEDS DECALS DIRECT MAIL ENVELOPES PSDA.ORG APRIL 2011 PRINT SOLUTIONS 107

CLASSIFIEDS ENVELOPES RECEIPT BOOKS MARKETING SERVICES INCENTIVE PROGRAMS 108 PRINT SOLUTIONS APRIL 2011 PSDA.ORG

CLASSIFIEDS PLASTIC PRODUCTS PRESENTATION FOLDERS SOFTWARE PRESSURESEAL MAILERS PSDA.ORG APRIL 2011 PRINT SOLUTIONS 109

CLASSIFIEDS TAGS LABELS 110 PRINT SOLUTIONS APRIL 2011 PSDA.ORG

ADVERTISER INDEX Companies that advertise in Print Solutions provide vital financial support for the Print Services Distribution Association PSDA and deliver products and services of tremendous valu

FINAL THOUGHTS Working with Style Why Employee Style Assessments Are Essential BY CLAUDIA ST. JOHN I am a firm believer in style assessments those personality tests that some companies use to eval

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