A medical bridge plan may take the pain out of healthcare costs.
Call Irv Selman at Ext. 249 to find out how.
See inside!
WEEKLY UPDATE
November 3, 2014
These wonderful suggestions are lifted
from that great blog Dead Tree Edition:
• Calculate the percentage of emails
received today that you don't read; be sure
to check your spam folder. Now compare that to the
percentage of mail pieces you receive today that you
don't look at. • Tell the IT department you want to include a scratchand-sniff promotion in your next email blast. “C’mon,
I saw something like this in a dead-tree magazine. If
those geezers can do it, you can too, right?”
• Mail a handwritten note to someone you are trying
to impress. And have the rescue squad on standby in
case the recipient can’t take the shock of receiving
personal mail.
• Visit your "Print is dead" friend, go into his pantry,
and tear the labels off all the cans and packages. Just
think, you'll be helping him realize his dream of going
paperless. (While you're at it, maybe you should
remove all the paper from his bathroom as well.)
Increasingly, we see major corporations
wanting their print supplier to sign a
Read The
Contract
boilerplate contract as a condition of
getting an order. The buyer frequently
says, “It’s just a formality—something that legal
wants.” Believe that at your own peril. Read the contract
carefully. If you don’t understand it, ask your lawyer for
help. Remember that you’re sure to find out later that the
buyer doesn’t think that it’s “just a formality” but rather,
an enforceable contract. If you identify portions that are
unacceptable, propose that they be deleted or revised to
acceptable form. Alternatively, you might propose to do
business under your terms and conditions of sale. Getting
another order may not be worth the risk of liability that
the buyer’s contract may impose. The same principle
applies when buying or leasing equipment or property.
The contract defines reality and if it is written by the
seller, you can be sure that it is in their favor. Do not sign
anything that you don’t fully understand and agree with.
Get a third party to examine the contract to help you be
sure that there are no hidden bombs within.
A famous sales manager said, “If it’s
worth
quoting, it’s worth selling.” It’s a
Sell It
bad practice on multiple levels to give
repeated quotes to prospects who never
Print
Thoughts
revenue
& increase
Two methods on how to connect with new clients.
with speakers Laura Bruno and Chad McCaskill.
See page 2 for details!
buy anything as they simply serve to demonstrate that
a competitor is a better solution and they’re certainly a
glorious waste of sales rep and estimator time. If we can’t
persuade the prospect that we have a better solution or at
least a better price, we need to move on. However, if we
believe that the prospect may be a meaningful source of
work, then we may need to “sharpen the pencil” to the
point where the prospect buys. The reality is that we can’t
demonstrate how wonderful we are unless we begin to do
business. When we start the relationship and the prospect
becomes a satisfied client, we can ease the price level
upward—a process which is made easier because every
job is different making apples to apples comparisons
difficult or impossible.
Almost all of the significant credit losses
Track
that occur in our industry occur with
Payment
established clients whose business is
Patterns
getting into trouble. These are clients
who used to pay in 30 days, but now it’s 45 trending
to 60. These are clients with cash flow problems which
are almost always caused by operating losses—they’re
spending more than they’re taking in. If you continue with
them, you’re running a real risk of a big write-off. The
problem is that you need their business and you may very
well like them personally. Regardless of this, at the first
sign of a payment slowdown, you need a frank discussion
with them. If they’re willing to discuss their problems
and the steps they’re taking to turn them around, you can
reasonably work with them (while monitoring progress).
If you’re stonewalled, the time to get off the train is now
with future orders on a COD basis and unpaid items
placed for collection.
Thought
for the
Week
You can’t start the next chapter of your life if
you keep re-reading your last one.
Weekly Update
Upcoming
National
Events
Calendar
2014-2015
CALENDAR SECTION (323) 728-9500 • FAX (323) 724-2327
11/14-11/162014 Fall Administrative Meetings
The Doubletree Hotel, Pittsburgh, PA
12/6-12/9 Color Management Conference
Hilton Scottsdale Resort & Villas Hotel
2015
2/25-3/26 Automated Solutions Network MeetingHilton Garden Inn Dayton, Miamisburg, OH
3/22-3/25 TAGA 67th Annual Tech Conference Hotel Albuquerque, Albuquerque, NM
4/16-4/20 CI Conference
Marriott Minneapolis, Minneapolis, MN
9/13-9/16 Graph Expo 15
McCormick Place, Chicago, IL
June Crespo
Julie Shaffer
412-259-1778
412-259-1730
[email protected]
[email protected]
Jim Workman
Mark Bohan
Jim Workman
Chris Price
412-259-1710
412-259-1782
412-259-1710
703-264-7200
[email protected]
[email protected]
[email protected]
[email protected]
For more information on any of the following events, go to www.piasc.org.
PIASC November—December Activities
Event Number-
Nov.
11
Register at right
BWB
7:30 a.m.
Cost: $5
Location:
see locations at right
BREAKFAST WITH BOB
Contact: Angelica Coulston, Ext. 262, [email protected]
OBAMACARE IS REALLY HERE
…IS THAT GOOD NEWS OR BAD NEWS?
2015 will see the long delayed implementation of the Affordable Care Act (ACA) which we all know
as Obamacare. How will this affect your business? Is it really affordable? What do we have to do?
We will be joined by the experts from our PIASC Insurance Services and PIBT who will answer your
questions (or, at least, guess what the government will do).
Check the box(es) below to register for any of these additional upcoming Breakfast Meetings:
Nov. 11th
Nov. 12th
Nov. 13th
Nov. 18th
Nov. 19th
Nov. 20th
Event Number-
Nov.
5
WYBFY
8:00 a.m.
Cost: $65/member
$95/non-member
Register at right
Location:
see locations at right
–
–
–
–
–
–
Mimis Café • 10909 Foothill Blvd. • Rancho Cucamonga 91730
Green Street Restaurant • 146 Shoppers Lane • Pasadena 91101
Brent's Deli • 19565 Parthenia Street • Northridge 91342
Mimi's Cafe • 17231 E. 17th St. • Tustin 92780
Ozzie's Diner • 7780 East Slauson Avenue • Commerce 90040
Hof’s Hut • 4251 Long Beach Blvd • Long Beach 90813
WOULD YOU BUY FROM YOU? WEBINAR SERIES
Contact: Angelica Coulston, Ext. 262, [email protected]
This series is designed for upper executive (VP and above) level thinking, those that have the power
to develop and implement change within their company. Registrants will be asked to pose questions,
when they register, for each segment that they’d like to focus on. These questions will be addressed
in the webinars. So, as you can see this will be quite interactive—not your average webinar!
Meetings are held from 8:00am to 9:00am on the dates and locations listed below. Participation
and attendance in all three sessions is important as each build upon the other. Simply stated, this
will be a three part interactive virtual peer group! We have made the time period the same for three
consecutive weeks to bring you maximum value and learning.
Check the box(es) below to register for these upcoming webinars:
Nov. 5th – Alignment: How do you differentiate yourselves?
Nov. 12th – Execution: How will your company grow?
Nov.
6
Event Number
CAUSW
9:00 a.m.
Cost: $65/member
$95/non-member
Check here to
REGISTER
CROSS AND UP SELLING WEBINAR
Speaker: Leslie Groene, Groene Consulting
Contact: Angelica Coulston, Ext. 262, [email protected]
Acquiring new customers requires time and effort, but once onboard they create excellent opportunities
for cross-selling and up-selling. By asking the right questions and making appropriate suggestions, you
can significantly increase their overall purchase level, add revenue to your company’s top-line, and satisfy
your clients all at the same time.
Location:
on your computer
Quick Registration
• Mark your choices from listings above
• Fill out the form at the right
• FAX page(s) to (323) 724-2327
Company __________________________________ Phone ( Attendees:________________________________ Bill Company
_________________________________
Credit Card #_______________________
Page 2
)_____________________
All No Shows and Cancellations Less Than 48 Hours
Prior to Meeting Will Be Billed.
WEEKLY UPDATE
For the latest and complete list of Educational Programs, go to our website: www.piasc.org
Other
Industry
Events
Calendar
Nov.
11
11/5
VisualMedia 014
11/10-11/14PIASD Harvest Food Drive
12/9
APAOC: Merry Christmakwansikah
12/13-12/14Dickens Holiday Celebration
1/17/15
Ben Franklin's Electric Birthday
Event Number
SCPSC
5:30 p.m.
Laura Vargas
800-659-3363
Karen Fulton
858-800-6900
Julie Esler
Mark Barbour
310-515-7166
Mark Barbour
310-515-7166
[email protected]
[email protected]
[email protected]
[email protected]
[email protected]
SALES CLUB MEETING
Connect and Increase Revenue
Contact: Angelica Coulston, Ext. 262, [email protected]
Cost: $40/member
Today more than ever, companies see contacts and connections as a developmental tool for business
strategy. However, as a Sales Representative, what is the best approach for building the RIGHT connections
that convert into sales and revenue? Location:
Join us to witness two presentations on successful methods to increase revenue.
$55/non-member
Check here to
REGISTER
San Francisco, CA
Vista El Cajon, San Diego, CA
Costa Mesa, CA
International Printing Museum, Carson, Ca
International Printing Museum, Carson, Ca
Marriott
4700 Airport Plaza Dr.
Long Beach, CA
Nov.
20
Event Number
HTEELTA
9:00 a.m.
Cost: $65/member
$95/non-member
Check here to
REGISTER
HOW THE EXPERTS EARN LONG-TERM ACCOUNTS
Speaker: Leslie Groene, Groene Consulting
Contact: Angelica Coulston, Ext. 262, [email protected]
Your customers are under more pressure than ever to control costs and to find smarter ways of getting
things done. The status quo just isn’t good enough. That means they’re more likely than ever to meet with
one of your competitors who promises a new and improved solution that saves money and time.
Location:
on your computer
Dec.
4
Check here to
REGISTER
Dec.
11
Event Number
CAC8
5:30 p.m.
Cost: $30
Location:
Tamayo Restaurant
5300 E. Olympic Blvd.
Los Angeles, CA 90022
Event Number
ETPDS
9:00 a.m.
Cost: $65/member
COCKTAILS AND COVERSATIONS
Contact: Angelica Coulston, Ext. 262, [email protected]
Join us in bringing smiles to the children from City of Hope! Your registration for this special edition of
Cocktails & Conversations’ networking mixer, includes a toy to donate to the children at City of Hope
as well as appetizers and one beverage.
Can’t make this event? You can still participate! Drop off a new unwrapped toy, for boys and girls, ages
2-15 (gifts greatly needed for teens), at: PIASC Donation Box, 5800 S. Eastern Ave. #400, Los Angeles,
CA 90040. Deadline on or before: Friday, December 5th. Need to schedule a pickup? Contact Kristy
Villanueva at: (323) 728-9500, Ext. 215, email: [email protected]
ESCAPING THE PRICE-DRIVEN SALE
Speaker: Leslie Groene, Groene Consulting
Contact: Angelica Coulston, Ext. 262, [email protected]
Do you often complain that important sales are being decided on price alone? Are you repeatedly cutting
margins to make the sale, even when you know you have the superior offering?
$95/non-member
Check here to
REGISTER
Location:
on your computer
Quick Registration
• Mark your choices from listings above
• Fill out the form at the right
• FAX page(s) to (323) 724-2327
Company __________________________________ Phone ( Attendees:________________________________ Bill Company
_________________________________
Credit Card #_______________________
Page 3
)_____________________
All No Shows and Cancellations Less Than 48 Hours
Prior to Meeting Will Be Billed.
WEEKLY UPDATE
This phase is a key part of the Fair Labor
Standards Act (FLSA), the federal law
"Regular
Rate of Pay" governing minimum rates of pay and
overtime rules. A nonexempt (hourly)
employee must be paid overtime based on their “regular
rate of pay.” This sounds simple, but it can get complicated
when premiums and bonuses enter into the picture. The
easy example is a $10/week premium for working nights.
For a 40 hour person this raises their regular rate of pay
by 25 cents/hour. More difficult are bonuses. If an hourly
employee is paid a bonus for achieving certain production
targets, FLSA describes this as a non-discretionary bonus
and requires that it be added to the regular rate of pay for
the calculation of overtime. The reason is that it is applied
according to a formula and thus the employee can expect
to receive it if the target is met. On the other hand, if the
employee receives a bonus because the employer decides
to pay one (a discretionary bonus) and the employee has
no expectation of entitlement, then the bonus need not be
added to the regular rate of pay and affect overtime.
You may be a stellar manager. But all
The Toxic
your efforts to build workers’ morale
Manager
will be wasted if other managers in your
organization are closet bullies. So how do
you get wind of a toxic supervisor before it’s too late? Be
on the lookout for these signs:
• Increased turnover. Anytime turnover starts edging up in other
departments, find out why. If you’re concerned that departing
November 3, 2014
workers are sugarcoating their experiences in formal exit interviews,
ask outright whether there was a problem with their supervisor.
• Increased absenteeism. If terrorized workers aren’t in a position
to leave, they’ll probably begin looking for ways to avoid coming
to work. You may not be able to take personal inventory of
who’s there and who’s not, but if you ask for a regular tally of
unscheduled absences, you’ll know if the numbers are on the rise.
• Increased customer complaints. When workers are pushed
beyond their limits by a demanding, insensitive, or incompetent
supervisor, the quality of their work suffers, and customer
complaints soon follow. If you’re receiving a growing number
of complaints, don’t lay down the law without doing a little
detective work to be sure you’ve identified what—or who—is
really to blame.
• Increased grievances. Although many workers suffer in silence
rather than risk a toxic boss’s wrath by reporting the problem,
some will take a chance and blow the whistle. Never assume such
complaints are merely the gripes of a single malcontent. Conduct a
thorough investigation, and if you find the complaint has merit, act
on it. Better to wind up losing one bad apple than the whole bunch.
We are foil stamping over a solid blue
spot
color, and after stamping a slight
Ask Dr. B...
ring or color shift occurs around the foil
stamp. Dr. Mark Bohan from the Center
for Technology and Research, 412-259-1782, said some
blue pigments are not heat resistant and will change color
or burn-out. When ordering inks, tell your ink supplier
that the ink will be used with foil stamping.
See our e-Classifieds section on the web at www.piasc.org.
Address:
Buying Power of
the Month
5800 South Eastern Avenue, #400
P.O. Box 910936
Los Angeles, CA 90091-0936
NOVEMBER
Telephone Number: (323) 728-9500
MEMBERS GET UP TO 17% OFF ON
SELECT APPLE PRODUCTS!
or 808-9990 for area codes: 213, 310,
619, 714, 818, & 951
Web Site: http://www.piasc.org
Start saving today!
Print Access:
http://www.printaccess.com/piasc
Choose Print:
http://www.chooseprint.org
Members will be required to enter
their PIASC account number. To
obtain your account number or for more
information, please contact Maribel
Campos at (323)728-9500, Ext. 210.
To get started go to:
http://www.piasc.org/registration/appleevent1.aspx
Printing
Industries
Association
of Southern
California
Affiliated with
Printing Industries
of America, Inc.
Fax numbers:
Association
Insurance Agency
Credit Union
Benefit Trust
(323) 724-2327
(323) 728-0483
(323) 722-8927
(323) 722-7386