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I’ve heard that there’s a mid-week version of the PIASC newsletter. How do I get one? Email Socorro Garcia
See inside!
(socorro@piasc.org) and ask her to put you (and anyone else you wish) on the eFlash list.
WEEKLY UPDATE
October 27, 2014
The USPS announced that it will not
propose any rate increases until sometime
in 2015 as it recognizes that further
increases will probably be counterproductive as volume loss will offset revenue gains. This
is good news for us as postal volume losses are printing
volume losses as well (without any offsetting revenue—
we can’t raise prices). We hope that the new Congress
with a new majority in the Senate, will be willing to work
on postal reform measures that will enable the USPS to
continue without pricing itself and us out of the market.
If your plans include the possible
purchase of another piece of equipment,
Used or
New?
the range of choices may very well
include used machinery. The downside is
that it doesn’t have all of the bells and whistles that the
new stuff has, but the upside is that it’s a lot cheaper. If the
new hardware costs $400,000 and a used one $150,000,
the question you have to ask yourself is: what’s the return
on the $250,000 difference? One might expect faster
makereadies, faster running and perhaps smaller spoilage.
The question to be considered is whether or not you have
enough work to realize these savings. If makeready time
is cut by 15 minutes and run speed increased by 1,000 per
hour, will you be able to lay someone off (or avoid hiring
someone)? If so, will a savings of $40,000 annually
justify the $250,000 investment? If the thought is that
with the new machine you can be more competitive (i.e.
have lower prices), weigh the possibility of just lowering
prices but not spending $400,000 (or even $150,000).
The string of headlines about millions of
accounts
being compromised by hackers
Hacker Fear
is terrorizing the business community—
the folks who are your clients. As
mailing/fulfillment and VDP printing become a bigger
part of our lives, we inevitably handle large amounts
of client data which they are increasingly fearful about.
We hear from more printers who are being approached
by their clients who are asking about the data security.
Clients who may only do business with printers who can
provide credible assurances about data security. Clients
who may demand assurance about processes and even
third party certification. If you handle client data (do their
USPS Gets
Real
Breakfast with Bob
November's Topic:
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).
See page 2 for dates!
mailings, produce personalized printed pieces, print bills
or statements), you may want to get ahead of the curve
by researching resources to help you demonstrate your
ability to keep the client’s data safe. Our Buying Power
partner, Carlson Advisors, can help with this. Call them
at (323) 837-5246 for more info. You should also think
about the potential liability if data is mishandled or lost.
Cyber Liability Coverage is available by call Joanne
Cadenas at Ext. 256 (email: joanne@piasc.org).
It’s easy to take clients for granted—
they’ve
always given us orders and they
Let's Talk
never complain (until they find another
printer). Every business has a few clients
who make up a significant portion of their business. Those
are the people that the CEO ought to be sitting down with
on a regular basis. If the client is serviced by a sales rep,
they should be glad that the boss is trying to keep them
on board. These low pressure talks can help you know
what is irritating to them about your firm before they deal
with the problem by finding another printer. They can also
help to find out where the client is going and to help them
understand where print fits in their life.
Thought
for the
Week
Winners make it happen, losers let it happen.
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
jcrespo@printing.org
jshaffer@printing.org
Jim Workman
Mark Bohan
Jim Workman
Chris Price
412-259-1710
412-259-1782
412-259-1710
703-264-7200
jworkman@printing.org
mbohan@printing.org
jworkman@printing.org
cprice@printing.org
For more information on any of the following events, go to www.piasc.org.
PIASC October­—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, angelica@piasc.org
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-
Oct.
29
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, angelica@piasc.org
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:
Oct. 29th – Direction: What is your vision?
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, angelica@piasc.org
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
10/28
APAOC: Dear Baby Boomer...
10/31-11/1 Things That Go Bump in the Night
11/5
VisualMedia 014
12/13-12/14Dickens Holiday Celebration
1/17/15
Ben Franklin's Electric Birthday
Event Number
SCPSC
5:30 p.m.
Julie Esler
Mark Barbour
310-515-7166
Laura Vargas
800-659-3363
Mark Barbour
310-515-7166
Mark Barbour
310-515-7166
connect@apaoc.org
mail@printmuseum.org
laura@vma.bz
mail@printmuseum.org
mail@printmuseum.org
SALES CLUB MEETING
Connect and Increase Revenue
Contact: Angelica Coulston, Ext. 262, angelica@piasc.org
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
JT Schmid's at the District, Tustin, CA
International Printing Museum, Carson, Ca
San Francisco, 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, angelica@piasc.org
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.
11
Event Number
ETPDS
9:00 a.m.
Cost: $65/member
ESCAPING THE PRICE-DRIVEN SALE
Speaker: Leslie Groene, Groene Consulting
Contact: Angelica Coulston, Ext. 262, angelica@piasc.org
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
October 27, 2014
When a non-exempt (hourly) employee
Working Off decides to work off the clock, they may be
The Clock helping the boss, but they’re setting up an
expensive problem. The employee may
later make a claim for large amounts of unpaid overtime
which will be difficult to defend against since the
employer has no independent record. The best protection
is an explicit policy forbidding work off the clock which
is seriously enforced. In a recent court decision, the
employee’s claim was rejected because the employer had
a “no work off the clock” policy and no knowledge that
the employee was violating it.
Unless employees and managers feel they
Get It In The can be open and candid with each other,
Open
your workplace will flounder in a sea of
misinformation and mistrust. To build a
culture based on candor, put these ideas to work:
• Praise good questions. Encourage employees
to ask tough questions by thanking them for and
praising their questions and ideas during meetings.
You want workers to challenge assumptions and the
conventional wisdom—politely, of course—so make
a point of telling your workforce that you appreciate
questions that aren’t easy to answer.
• Prime employees to be honest. When you sense that
workers are shying away from important issues, raise
them yourself. Ask employees how they feel about
change, challenges, problems, and opportunities, and
listen closely to their answers without getting angry.
When they see that you’re willing to listen to their
concerns, they’ll be more open about expressing them.
• Teach employees how to communicate openly.
Some workers may not know how to point out mistakes
tactfully, or ask challenging questions without creating
resentment. Coach them to be candid with you,
responding to their concerns openly. Implement some
communication training to teach your workforce how
to get through to each other peacefully and effectively.
• Downsize your ego. Try to forget that you’re “in
charge.” Ask employees for feedback on your
performance, especially about issues that you feel
aren’t being addressed. Focus on improving your own
effectiveness, and your employees will get the hint and
start talking about what they can do to contribute more.
What is the difference between whiteness
Ask Dr. B... and brightness of paper? Dr. Mark Bohan
from the Center for Technology and
Research, 412-259-1782, said whiteness
refers the amount of all visible light paper reflects.
Brightness refers to the amount of blue 457nm light
that a paper reflects. The addition of optical brighteners
during paper making increases a paper’s brightness.
Paper grades are based on brightness.
See our e-Classifieds section on the web at www.piasc.org.
Address:
OCTOBER
Buying Power o
f
5800 South Eastern Avenue, #400
P.O. Box 910936
Los Angeles, CA 90091-0936
th e M o n t h
Telephone Number: (323) 728-9500
or 808-9990 for area codes: 213, 310,
619, 714, 818, & 951
MEMBERS GET A 20% DISCOUNT
FROM NEW HORIZONS!
Web Site: http://www.piasc.org
Get started today!
Print Access:
Web Portal:
https://portal.nhsocal.com/piasc
Choose Print:
User Name = piasc
Password = member
For more information
contact Maribel Campos
at Ext. 210 or
Email: Maribel@piasc.org
To get started go to:
http://portal.nhsocal.com/piasc
http://www.printaccess.com/piasc
http://www.chooseprint.org
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