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Support for PRINT United Grows Among Printing Industry Associations

Posted Friday, March 16, 2018 by Jules VanSant.

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Total of 15 independent organizations have signed on to support SGIA and NAPCO Media’s new expo

PRINT United confirms five more independent regional and state affiliates of Printing Industries of America (PIA) have agreed to support and promote the launch of the PRINT United Expo to their respective members. With this addition to previously reported participating associations, a total of 15 PIA affiliates are now supporting the new trade show hosted by the Specialty Graphic Imaging Association (SGIA) in partnership with NAPCO Media, which will launch in Dallas in October 2019.

Pacific Printing Industries Association (PPI), Print Media Association of St. Louis (PMA), Printing and Graphics Association Mid-Atlantic (PGAMA), Printing Industries of New England (PINE) and The Printing Industry of the Carolinas (PICA) are the latest commercial printing industry associations lending their support to PRINT United.

“Our print members are always exploring different options to expand their offerings to customers,” said Christine Hagopian, President, PINE. “It’s extremely valuable to provide an opportunity where they can evaluate capital investments in one location, with vendors who understand their needs and who genuinely want to see their companies succeed in this industry.”

The PRINT United Expo is designed to give print service providers new ways to address changes that are occurring within the graphic arts marketplace. In addition to finding relevance in the convergence of various market segments, the associations recognize the importance of the wide breadth of technologies that will be on display at PRINT United. As such, their support will begin this year with the SGIA Expo in Las Vegas, which will be held October 18-20.

“With the rapid and constant change in our industry, it’s vital that our members keep pace with new technologies and innovations available to them,” said Jeff Stoudt, President, PICA. “We encourage our members to attend industry events like PRINT United, so they can understand the depth and breadth of the imaging technologies out there.”

In their agreement to support PRINT United, these five associations join 10 previously reported PIA affiliates that have already cast their support. They include Graphic Arts Association (GAA), Great Lakes Graphics Association (GLGA), Printing & Imaging Association of Georgia (PIAG), Printing & Imaging Association of MidAmerica, Printing Industries Alliance, Printing Industries Association of San Diego (PIASD), Printing Industries Association Inc. of Southern California (PIASC), Printing Industries of Ohio and N. Kentucky, Printing Industry Association of the South Inc. (PIAS) and Visual Media Alliance.

“PGAMA is answering the call of many of our members who have, for years, extolled the value of the SGIA Expo and often wondered why PGAMA was not involved,” said Jay Goldscher, President and CEO, PGAMA. “In promoting PRINT United, we are not only answering the wishes of many of our members, but reinforcing our belief in the dynamic future of our industry with the program that we think best reflects that future - and that is PRINT United.”

About PRINT United

PRINT United, a new event hosted by SGIA in partnership with NAPCO Media, will launch in Dallas, Texas, October 23-25, 2019. Focusing on the opportunities presented by the convergence of printing technologies and markets, PRINT United will cover print and finishing technologies in industry segments from garment to graphic, packaging to commercial, and industrial. Its objective is to convey all components of integrated solutions to satisfy virtually any client need.

SGIA - Supporting the Leaders of the Digital & Screen Printing Community

Specialty Graphic Imaging Association (SGIA) is the trade association of choice for professionals in the industrial, graphic, garment, textile, electronics, packaging and commercial printing communities looking to grow their business into new market segments through the incorporation of the latest printing technologies. SGIA membership comprises these diverse segments, all of which are moving rapidly towards digital adoption. As long-time champions of digital technologies and techniques, SGIA is the community of peers you are looking for to help navigate the challenges of this process. Additionally, the SGIA Expo is the largest trade show for print technology in North America. “Whatever the medium, whatever the message, print is indispensable. Join the community - SGIA.”


NAPCO Media is a business-to-business media company serving the printing & packaging, publishing, marketing, retail & non-profit, promotional products and consumer technology industries. Its mission is to build community between its audience and clients through integrated media programs, video services, events, marketing services, custom content and e-learning.

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Printing Industries of America Launches Print Powers America — Major Industry-wide Advocacy Initiative

Posted Monday, March 5, 2018 by Printing Industries of America.

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Pittsburgh, PA— Printing Industries of America launched Print Powers America this morning, a major industry-wide initiative committed to collectively voicing the tremendous economic influence, consumer impact, and environmental stewardship made possible by print and packaging companies across the country. Spearheaded by Printing Industries of America (PIA), this multi-faceted advocacy initiative combines lobbying, grassroots action, and public affairs to promote and protect the printing and graphic communications industry.

“Printing Industries of America has long had a presence in Washington and has notched significant legislative and regulatory wins on behalf of companies throughout the industry,” said Bryan Hall, Chairman of the Board of Directors of Printing Industries of America. “We believe it is time to raise the volume of our collective voices to match the combined economic might of our industry.”

The centerpiece of Print Powers America is a new website, that provides valuable information on the dramatic economic, environmental, and consumer impact and the reach of print and packaging.

“Now more than ever, the industry as a whole needs to rally behind a powerful advocacy initiative which will shine a spotlight on print’s importance and relevance in today’s economy,” said Michael Makin, President & CEO of Printing Industries of America. “Print Powers America is open to ALL print and packaging companies, regardless of membership status in PIA. Contribution levels are tiered by number of employees so that the smallest print shop to the largest corporation can be equal partners in support of this cause.”

For more information about Print Powers America, visit Interviews and images available upon requests.

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Posted Thursday, February 22, 2018 by Bill Stauffacher.


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Please read & act now on behalf of your business / our industry. Feel free to share this email.

Any additional questions / thoughts contact PPI Executive Director Jules VanSant or PPI Lobbyist Bill Stauffacher –

House Democrats are proposing a new 7% WASHINGTON STATE capital gains tax.

This new tax would apply to business and personal capital gains that are commonly subject to federal capital gains taxes.

CALL AND E-MAIL your state legislators ASAP and tell them to VOTE NO on a new state capital gains income tax. Tell them:

This is a RETIREMENT tax!

Printers who are nearing retirement – pay attention! Selling your business would be subject to this new 7% tax. Tell legislators that you planned on the sale of your business to fund your retirement. Typical retirement plans would be exempt – but selling your business to fund your retirement would be taxed.

This is the first step toward a STATE INCOME TAX!

Once the state begins collecting your federal capital gains tax information, the state is just one step away for taxing all of your income.

The richest 1% are the target – but small businesses get hammered.

Politicians believe this tax only hits the wealthiest, top 1%. Wrong! Tell them this tax hits people like you who are fall below the richest among us.


Click on the link below, type in your business and personal addresses. Then call and email all legislators who represent you personally and where your business is located.

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PIA Launches Customer Service Professional Certification Program

Posted Tuesday, February 13, 2018 by Jules VanSant.

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Pittsburgh, PA—Printing Industries of America has launched a new Customer Service Professional Certification (CSP) program to train and validate the expertise of customer service representatives in a production print environment. The CSP Certification program will provide vital skills in the areas of professionalism, communication, management of internal and external customers, and job production situations to deliver an outstanding customer service experience.

“Customer service representatives (CSRs) play a vital role in print companies,” said Joe Marin, vice president of Education and Training at Printing Industries of America. “Great customer service can turn first-time customers into repeat customers and repeat customers into loyal customers. Having a Certified team shows that your company holds its staff to the highest professional standards and will put the needs of its customers first.”

The cost for the Customer Service Professional Certification (CSP) program is $295 for members and $495 for non-members. Purchasing the Online Course Bundle provides one year of access to the Customer Service Professional eLearning courses and one attempt to pass the certification exam. The course bundle includes:

  • Roles and Qualities for Customer Service Success
  • Customer Service in the Printing Industry
  • Print Manufacturing Concepts
  • Common Digital File Problems and Solutions
  • Communicating Color with the Client
  • Dealing with Dissatisfied Clients: Internal and External
  • Professional Communication

For more information about the Customer Service Professional Certification (CSP) program, visit

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Ten Ways for Print Salespeople to Gain Customer Loyalty

Posted Friday, February 9, 2018 by Jules VanSant.

By Joe Rickard via Intellective Solutions

alt textMost successful salespeople and marketers use the “rule of reciprocity” when working with their customers. This time-honored tenet simply means that customers will return favors they have received. One should not think of this rule as a method of manipulating customers, but more as applying the “golden rule”. That means to treat customer as you would want to be treated.

In the graphic communications industry, we commonly see suppliers and print providers shower their top customers with trips to headquarters, customer events, business development resources and business insights. The “rule of reciprocity” draws on a powerful human tendency for customers to respond to a perceived gift from a supplier. There has been ample research in many areas of human interaction that confirms this process.

In his popular book, Influence: The Psychology of Persuasion, Dr. Robert B. Cialdini shares research and information that describes the power that reciprocation has on impacting customer behavior. It explains why so many great salespeople and companies expend time and money to provide offers and added value to customers.

For the best results, salespeople must be more than courteous, generous and kind. It requires a deep knowledge of the customer’s needs and wants, followed by a response.

Successful Marketers and Salespeople Use The “Rule of Reciprocity”. Some large suppliers within our industry have been successful in creating a sense of obligation with customers by providing first-class venues where products and services are demonstrated or presented. This has helped establish long-term loyalty. And for individual salespeople and small businesses with limited marketing budgets, very small actions and favors can have the same large impact on sales performance. Though lavish lunches and high cost events have lost favor with most buyers, there are some much less costly ways to provide “valuable gifts” to customers.

Here are ten examples of how printing salespeople can influence customers using the “rule of reciprocity”.

-Apply the “Golden Rule”- Simply treating every customer as you would want to be treated pays dividends. Being on time, living up to commitments, taking accountability for problems and following up are becoming increasingly rare. The simple act of treating your customer with respect can be a low cost differentiator from your competition.

-Create first class customer knowledge events- A great way to gain loyalty is by offering timely and impactful customer events. Every company should provide at least one event a year. There is no better way for customers to learn about new products, services and applications. Spending entertainment money wisely, along with providing valuable information for customers, will gain a disproportionately high return.

-Help with business development- Getting inside and helping build profitable applications provides a huge value to customers. Not only are customers appreciative of the support, they will repay the salesperson with more business.

-Give a gift- Providing small and relevant gifts is often well appreciated. Gifts such as business books and company promotional items are still welcomed by customers. A thoughtful gift will be remembered.

-Give them content- Providing relevant case studies, research and examples of high impact business successes helps customers reach their goals. For time- starved customers, receiving relevant and timely content is well appreciated.

-Get personal- Taking the time to know and show interest in a customer’s career objectives, personal challenges and interests is useful in developing a productive business relationship. For instance, participating in a customer’s favorite charity event can be a great way to gain loyalty.

-Provide useful insights- Time is precious. Customers appreciate salespeople who can make them more successful by providing high impact recommendations and suggestions on how they can improve their business. A salesperson who knows their customer’s business is invaluable.

-Give free education- Millennials love educational opportunities. Offers to teach customers about substrates, color, winning applications, file management and cross media workflows are a few knowledge areas that print providers can offer.

-Take them out to the ball game- Knowing what is important to customers and accompanying them to sports events, concerts and restaurants is still a great vehicle to share business knowledge and build business relationships.

-Stay current- Sharing the latest in technology trends and applications is an important “gift” that salespeople can provide. With all the changes taking place in business, no customer can stay on top of what is going on without some help.

Applying the “rule of reciprocity” in all customer interactions is a powerful business approach that provides a huge ROI in time and money. Do not treat the “the rule of reciprocity” as a one-time event. Like many other things in selling, many customers have short memories… keep on giving. If done sincerely with the customer’s best interest in mind, it is very difficult for any customer to resist.

Joe Rickard is the founder of Intellective Solutions. Intellective Solutions ( is a consulting and training company. They work with printing and technology organizations to improve their sales, marketing and operational effectiveness. Joe can be reached at 845 753 6156. Follow him on Twitter @joerickardIS

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