PINConnection JAN/FEB 2008

The theme for this year’s PINC Show will take you back to the ‘60s, but the opportunities for marketing your company’s services are far from retro. Set for May 16 at the Hilton in downtown San Francisco, like last year, the event will offer morning and afternoon seminars, an awards luncheon to celebrate the winners of the Showcase of Print Excellence, an exhibition featuring printers, paper companies, and other graphic arts vendors, and an evening cocktail party.

The basic level of exposure comes from exhibiting at the trade show. This year, in addition to designated Sponsors and Premier Sponsors, the show committee is also offering exhibitors further creative opportunities from sponsoring the luncheon to a laser light show to signage. Getting your name in front of people before and after they visit your booth is positive brand reinforcement. To learn more, contact Laura Vargas at PINC. (800) 659-3363, [email protected].

SEMINAR oF VALuEWhile the seminars offered during the day are primarily directed to the design, marketing, and buying communi-ties, some sessions are also of great value to members’ staff. For example, one program already set is a prime example of this excellent opportunity for professional improvement. Well known industry expert Brian Lawler

Green & Lean Dominate ConferenceThe images from the 2007 Printing Industries of the West Fall Conference tell the story of fun and festive social events in a magnificent tropical setting. But when the glow fades and people are back at work, it’s the takeaways from the programs that count. As Miriam Reimers, Membership Benefits, Printing Industries Association of San Diego puts it, “The conference offers methods to make money and improve what you’re doing.

ith a whole new set of categories and a better chance of automatic entry to PIA/GATF’s Premier Print Awards Competition, members participating in PINC’s Showcase of Print Excellence this year will find increased value for their effort. Deadline for entries is March 14. The Call for Entries goes out on February 11; entry fee this year is $45 per piece. See the box on page 12 for information on the local Club deadlines and contacts.

“We wanted to simplify the categories and the entry process for our local Showcase as well as match PIA/GATF’s category list,” says Laura Vargas, PINC’s Member Programs Director. “This year all of our Gold Award winners will automatically be forwarded to the Premier

Print Awards at no extra cost. And, that gives more of our members a change to win a Benny. The Sacramento Printing Association is also using the new catego-ries for their competition.” (The Benny is a bronze statuette of Benjamin Franklin awarded to the most outstanding entry in each Premier Print Awards category.)

To understand how much easier it will be to enter a piece, consider that in prior

years, PINC Showcase entries were classified by individ-ual codes for process, product, and number of colors.

Dramatic Changes set for showcase of Print excellence

WWW

THE

PINCPINCPINC nnectionYo ur p ip e line to indu st r y news an d reviews

JAN/FEB 20 0 8

PinC show Offers new Marketing, Learning Opportunities

2008 SHoWCASE oF PRINT ExCELLENCE

n February 11 Call for Entries mails

n March 14 Deadline for entries

Continued on page 12



THE

’60s

08PINC

Your resource guide with theHOW, WHERE,and WHAT forprint buyingand more...

...companion online resource

PRINT BUYERS GUIDE

Printing Industries of Northern California

www.PrintAccess.com/pinc...companion online resource

www.PrintAccess.com/pinc


in with the new 2008 PinC Print buyers GuiDe

Start the new year with this 2008 edition of the PINC Print Buyers Guide, your resource guide with the HOW, WHERE, and WHAT for print buying and more...

The book was mailed in early January. Please pass along this resource guide to a colleague who does print buying if you’re not involved in any buying.

Jan/Feb 2007 2

Industry forecasts find future growth in the print industry to come from ancillary services. That means, if we are to grow our businesses, we need to expand our offerings. There are various capabilities that can be complimentary to your existing business. Of them, Fulfillment is more than promising. It’s proven and it’s profitable. During this panel discussion you’ll have an opportunity to talk to your peers who have created successful fulfillment enterprises. You’ll learn what makes this business practical and profitable and walk away with a lot to think about.

ToM QuINN, Director of Fulfillment Services, MFSA, utilizes his 25 years of experience in the fulfillment industry to educate and guide members in the area of fulfillment. Since being appointed to the position in April 2004, he has become a frequent publisher in the MFSA newsletter – Post Scripts, and other mailing and printing periodicals. He is also a speaker at many industry functions and is the driving force behind the joint MFSA/NAPL Fulfillment Conference. Quinn works from his home office in Peachtree City, GA.

Strategy Technology Perspectives Methodology Skill Sets Training • Strategy Te Technology Perspectives Methodology Skill Sets Training • Strategy Technology Perspectives Methodology Skill Sets Training • Strategy Technology PerspectiveCo N N EC T LoC ALLY

The PINConnection is a newsletter published by the Printing Industries of Northern California, a nonprofit trade association devoted to the progress of the printing and graphic arts industry.

PINC has about 1,000 member companies in Northern California and Northern Nevada.PINC is one of 27 regional associations affiliated with PIA/GATF headquartered in Sewickley, PA.

staff rOste r

Management Services: Commercial Arbitration, Credit & Collection, Employee Relations,

Environmental Services, Industry Surveys, Newsletters,Personnel Referral Service, Slow Pay

Education: Bookstore, Classes & Seminars, Dinner MeetingsDiscount Programs: Adobe Products, Apple Products,

Credit Card Processing, Credit Union, Environmental Safety, FedEx, OfficeMax, Payroll, Shop Towels, Xerox

Insurance Programs: Business Insurance, Health Insurance, Supplemental Insurance, Workers’ Comp Insurance, 401(k) PlansIndustry Promotion: Print Buyers Guide, PINC Show, PrintAccess, News Releases, Showcase of Print Excellence, Special Interest GroupsGovernment Affairs: State, Local, and National

M e M be rsh iP be n e fits

Jan/Feb 2008 2

Upcoming Seminars & Events

President: Dan Nelson Member Programs Director: Laura Vargas • Membership Sales: Bob Davies Education Director: Barbara Silverman • Communications Director: Judith Glover Program Administrator: Maria Salita Creative/Art Director: Angeline Khong • Graphic Designers: Leonie Holzman, Kelly Marquis Controller: Dino Santos • Assistant Financial Manager: Emily Gotladera A/P Specialist: Estela Perez Government Affairs Director: Gerry Bonetto

PINC Insurance Services Vice President: David Katz Account Representatives: Jim Riley, Lena Nelson Broker Assistants: Renee Prescott, Crystal Carlson Supplemental Benefits Director: Greg Golin

Friday January 25 University of Phoenix 7901 Stoneridge Drive Pleasanton

Time: Registration: 8:30 – 9 am Class: 9 am – 3 pm

Cost: Member – $175 Nonmember – $200

SIGN uP & INFo www.pinc.org

The primary reason for a printer to enter the fulfillment business should be to keep the presses running and the development of the customer as a partner. A printer can easily enter into the fulfillment business for much less than the cost for most pieces of equip-ment utilized in the printing business, including most bindery gear. However, the investment required is in your time and dedication to understanding, driving and growing the fulfillment operations. If successful, you will increase print runs, improve print margins and decrease turnover (by up to 300 percent) by incorporating fulfillment into your service mix. So do it right—the first time.

Join Tom Quinn, MFSA’s Director of Fulfillment Services, and learn important tips on starting a fulfillment operation from a printer’s perspective. The discussion will highlight both handwork projects and fulfillment programs, and help you to understand all the require-ments necessary to establish a successful fulfillment operation. The program will touch every facet of getting started from sales to software to space plan-ning to equipment requirements. Included in the

presentation will be case studies from many of Quinn’s consulting assignments in the industry. Don’t miss this informative and fast-paced session.

WHAT WILL BE CoVERED: n The nuances of the fulfillment market place and

a definition of fulfillmentn The importance of both fulfillment programs and

projects to your printing organizationn The importance of selecting the right software

for your fulfillment businessn How to staff your organization correctlyn How to correctly layout a fulfillment centern How to price fulfillment programs & projects n How to utilize a fulfillment sales model n How to establish a budget for the operationn Where to sell fulfillment service

WHo SHouLD ATTEND: Owners, senior level operations and sales manage-ment, and fulfillment managers and supervisors

fulfillment — how to Get started

FuLL-DAY SEMINARPresenter: ToM QuINN, Director of Fulfillment Services, Mailing & Fulfillment Service Association (MFSA)

Thursday January 24 Lafayette Park Hotel 3287 Mount Diablo Boulevard Lafayette

Time: 5:30 pm No-host cocktails 6:30 – 8 pm Dinner followed by program



fulfillment — is it for you? a Panel Discussion

DINNER MEETINGModerator: ToM QuINN, Director of Fulfillment Services, Mailing & Fulfillment Service Association (MFSA)

Your most reliable source for thermography, now gives you much more. Call today to receive information on how we can help you with your printing needs.

(916) 363-9411 • (916) 363-9414E-mail artwork to [email protected]

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Jan/Feb 2008 3

CHAIRMAN Tim Poole, Dome Printing 1st VICE CHAIRMAN Jack Emerian, Val Print

2nd VICE CHAIRMAN Frank Parks, Parks PrintingIMMEDIATE PAST CHAIRMAN Steve Sprinkel, Hatcher Press

BOARD MEMBERS Jim Duffy, Alonzo Printing • Chris Cullen, Apex Die • John Crammer, Best Label Company Coleen Schoenheide, ColorGraphics • Dan Schmidt, Consolidated Graphics Kathleen Palmer, Kodak Graphic Communications Group • Wendy Bogin, K/P Corporation Wilmer Fong, wilmerfongDESIGN • Vince Clubb, Unisource • Jack Doyle

EX OFFICIO BOARD MEMBER Arnold Greenfield

Strategy Technology Perspectives Methodology Skill Sets Training • Strategy Tech Technology Perspectives Methodology Skill Sets Training • Strategy Technology P Perspectives Methodology Skill Sets Training • Strategy Technology Perspective MCo N N EC T LoC ALLY Upcoming Seminars & Events

You need to produce 15,000 personalized, health care benefits statements.

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Now what?






Thursday February 21 Crowne Plaza Foster City 1221 Chess Drive

Time: Registration: 8:30 – 9 am Seminar: 9 am – noon



This jam-packed seminar will cover the various business models, tools, and technologies that make up the “Web-to-print” landscape, including Internet storefronts, VDP interfaces, brand management solutions, and print production portals. There will be a thorough overview of the solutions offered in the W2P arena, along with a discussion about what printers should be considering when deciding to offer a Web-based interface to their clients.

WHAT WILL BE CoVERED: n The various Web2Print business modelsn Web2Print solutions and providersn The benefits of implementing Web2Print

for you and your clientsn Technical considerations including file formats

and how Web2Print changes prepress workflow

web2Print

HALF-DAY SEMINARPresenter: JoE MARIN, Senior Prepress Technologist/Instruction, PIA/GATF

Thursday February 21, 2008 Crowne Plaza Foster City 1221 Chess Drive

Time: 5:30 pm No-host cocktails 6:30 – 8 pm Dinner followed by program



Printers who have already implemented a form of Web2Print will discuss the benefits and challenges of their solution as well as the unexpected pain points. Joe Marin, PIA/GATF’s expert on the latest Web2Print solutions and Senior Prepress Technologist/Instructor will moderate.

web2Print Panel Discussion

DINNER MEETINGModerater: JoE MARIN

Senior Prepress Technologist/Instruction, PIA/GATF

JoE MARIN is the senior prepress instructor at the Printing Industries of America/Graphic Arts Technical Foundation (PIA/GATF). In that role he is the principal instructor in a variety of training programs, including

PIA/GATF’s four-day Orientation to the Graphic Arts workshop, and contributes to many others.

He is the author of the Process Controls Primer and the co-author of The PDF Print Production Guide, both published by PIA/GATFPress.

Jan/Feb 2007 2

Nationwide Statewide Political Environmental Laws Bills Regulations LobbPolitical Environmental Laws Bills Regulations Lobbying • Nationwide Stat Environmental Laws Bills Regulations Lobbying • Nationwide Statewide PoCo N N EC T to an E xPE R T

Gerry bOnettOGerry Bonetto is Government Affairs Director with Printing Industries of California, which is based in Los Angeles. PIC is comprised of PINC, Printing Industries Associa-tion of Southern California, and Printing Industries Association of San Diego. He is available to members via phone at (800) 479-7837 or (415) 243-8126.

Government Affairs

Jan/Feb 2008 4

Producer’s responsibility workshopPIC participated in a stakeholder’s workshop on Extended Producer’s Responsibility (EPR), conducted by the California Integrated Waste Management Board (CIWMB).

EPR is currently defined differently by different groups. Europeans see it as the extension of the responsibility of producers for the environmental impacts of their products to the entire product life cycle, and especially for their take-back, recycling, and disposal.

The Organization for Economic Cooperation and Development sees EPR as an environmental policy approach in which a producer’s responsibility, physical and/or financial, for a product is extended to the post-consumer stage of a product’s life cycle.

The US/EPA calls it “Extended Product Responsibility” and appeals to those in the product life-cycle — manufacturers, retails, users, and disposers — to share in the responsibility of reducing the impacts of products.

At their September 19 Board meeting, the CIWB adopted an overall Framework for EPR as a policy priority. They

also directed staff to solicit input on the Framework from the stakeholder community. Among the many products identified, paper has been singled out as a possible material to include in the program.

A producer responsibility background paper can be downloaded at www.ciwmb.ca.gov/agendas/mtgdocs/2007/06/00022182.pdf.

environmental feeMost businesses must now pay the environmental fee because of a change in Hazardous Waste Fee law. The change went into effect for the 2007 calendar year, with the fee for the newly covered businesses due in February 2008.

In general, your business owes the environmental fee if you:n Use, generate, or store hazardous materials or

conduct activities related to those materials, andn Have 50 or more employees employed in this state

more than 500 hours in a calendar year.

The Department of Toxic Substances Control (DTSC) has determined that nearly all types of businesses use,

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JANUARY/FEBRUARY SPECIALS

AB Dick 9995 (Ryobi 3302) cont. damp, hot air dryer – $18,500

2000 Hamada C252, 2/c, 14"x 20"excellent condition 3.5 mil. imp., new rollers, some automation – $33,500

1993 Prism P115 45" cutter programmable, air on main/side tables – $15,500

Polar 72CE with Microcut Jr. – $8,500

Stahl F50 4-4 folder – $14,500

2004 Ryobi 522GX, 2/c, 9 mil. imp. Loaded, console, CIP3, IVS, new ink/water rollers – $150,000

2001 Sakurai 572, 5/c, 20"x 28", 29 mil. Harris & Bruno coater MMT drying pkg. ext. dely, hi pile, CIP3, auto ink & blanket wash, auto plate changer, cont. damp. Ref#216 – $445,000

1995 Kluge pocket folder 1-up fold plate, hot melt system, ext. table, bottom feed, final fold unit, no cold glue – $45,000

Nationwide Statewide Political Environmental Laws Bills Regulations LobbPolitical Environmental Laws Bills Regulations Lobbying • Nationwide Stat Environmental Laws Bills Regulations Lobbying • Nationwide Statewide Po

Nationwide Statewide Political Environmental Laws Bills Regulations LobbyPolitical Environmental Laws Bills Regulations Lobbying • Nationwide State Environmental Laws Bills Regulations Lobbying • Nationwide Statewide PolCo N N EC T to an E xPE R T Government Affairs

Jan/Feb 2008 5

generate, store, or conduct activities related to some type(s) of hazardous materials. The fee varies according to the total number of employees.

The fee provides funds for hazardous waste cleanup and pollution prevention programs administered by the DTSC. The Board of Equalization (BOE) is responsible for collecting the fee. To learn about the environmental fee program, please visit www.boe.ca.gov. Type the term “Environmental Fee” in the search box, and you’ll gain access to a listing of related information on the website. If the link doesn’t work, you can find the BOE by going first to www.ca.gov.

Protect employee Medical recordsSteps to follow in protecting employee medical records.

1. Keep medical records in a separate, confidential place. The federal Family and Medical Leave Act, the California Family Rights Act, and the Americans with Disabilities Act all require employers to protect the integrity of sensitive information.

2. All supervisors should be allowed to review records only if they need to make accommodations for disabilities.

3. If a disability insurance policy requires additional information, obtain a signed release form the employee or make a release part of the application process.

Cleanup solvent updateAir districts throughout the state are at different stages in amending their graphic arts rules to reduce the VOC content in roller and blanket wash for litho-graphic printing.

So far, two districts– the South Coast and San Joaquin–have adopted amended rules. The standards are the same in both rules; however, the implementation dates

vary, with the South Coast going into effect now (for conventional ink systems) and 2009 (for UV/EB ink systems), and San Joaquin reaching the same limits in 2010. The Bay Area, Sacramento, and Yolo/Salano will soon follow with similar proposals.

The amended rules limit the use of roller and blanket wash (as well as metering roller, damping roller, and plate cleaner) to solvent of less than 100 grams per liter (.83 pounds per gallon) VOC. As I’ve written before, this puts printers who have not looked into such solvents in a precarious position — a pending standard of lower VOC solvents, but with no experience or identification of alternative solvents. You might not want to wait to convert to the low-VOC solvents.

Contact me at (415) 243-8126 or (800) 479-7837 for more information.

recycled Paper use GrowsIn late 2007, the American Forest & Paper Association announced that a record 53.4 percent of the paper consumed in the U.S. (53.5 million tons) was recov-ered for recycling in 2006. This was the second year in a row that the paper recovery rate increased.

The 53.5 million tons represents an increase in recovery of 83.7 percent since 1990, when the paper industry undertook its first serious commitment to advance recycling in this country. Currently Americans recover nearly 360 pounds of paper a year for every person in the U.S., up from 233 pounds per person in 1990.

In order to keep up with global demand for recov-ered fiber, the industry has set a goal of 55 percent recovery by 2012. Resources to raise awareness of the need for increased recovery are available on www.paperrecycles.org. n

Continued from page 4

Make one of your New Year’s Resolutions to contribute to PrintPAC of California during this election year.

Past successes have contributed to your bottom line — such as lower workers’ compensation premium rates. However, it will take the commitment of every association member to help meet the legislative and regulatory challenges that will confront the industry in the future.

Jan/Feb 2007 2

DOuG MOOreis PINC’s human resource specialist. He is available to provide no-cost assistance to members via phone at (800) 479-7837.If there are topics youwould like to see covered in this column, please contact Moore.

Procedures Employment Workers’ Comp Laws Termination DiscriminationEmployment Workers’ Comp Laws Termination Discrimination • ProcedureWorkers’ Comp Laws Termination Discrimination • Procedures EmploymenHuman ResourcesCo N N EC T to an E xPE R T

Jan/Feb 2008 6

reference ChecksThe company should have a policy stating their employee reference or verification practices. The policy should allow only one person in the company to give references — normally the payroll or personnel administrator. The company should require that the employee give a written release before the request for information is fulfilled. The company should provide only the basics such as current pay, position and dates of employment.

Going beyond the basics brings potential jeopardy. Failing to provide factual or undisputable information could result in a claim of defamation from the employee. Employers only releasing good information but not bad also risk a third party-action. For example, an employer might fail to reveal to another employer that an employee was fired for serious sexual harassment violations. Then, that employee rapes another employee at his or her new company. The new

company employed the person believing all factual information about the employee was revealed in the reference (good and bad). This omission leads to action by the current employer and its employee victim for this failure.

Daily OvertimePINC is receiving many calls regarding the calculation of overtime in California, probably because it has been nearly seven years since it was reintroduced in the state. The following are overtime basics.

n The company should establish and communicate the 24-hour period that is its workday and the 168-hour period that is its workweek for the purpose of calculating overtime.

n Overtime is calculated based on hours worked. n Holiday, vacation, sick pay or other hours paid

to employees for not working do not have to be included in calculating overtime.

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Procedures Employment Workers’ Comp Laws Termination DiscriminationEmployment Workers’ Comp Laws Termination Discrimination • ProcedureWorkers’ Comp Laws Termination Discrimination • Procedures Employmen

Postcards print on 100# gloss cover, up to size 8.5 x 5.5"

CMYK 2500 5000 100004/4 $695.00 $795.00 $1095.00

Flyers / Data sheets print on 100# gloss book, size 8.5 x 11"

CMYK 2500 5000 100004/0 $425.00 $525.00 $625.004/1 $565.00 $665.00 $865.004/4 $595.00 $695.00 $995.00

4 page brochure print on 100# gloss book, size 11 x 17"

CMYK 2500 5000 100004/0 $530.00 $695.00 $895.004/1 $650.00 $895.00 $995.004/4 $695.00 $995.00 $1195.00

Catalogues print on 100# gloss book, size 11 x 17"(collate, fold to 8.5 x 11" and saddle stitched)

CMYK 500 1000 2000 5000 100008 page $740.00 $850.00 $1070.00 $1730.00 call12 page $1046.25 $1190.00 $1477.50 $2340.00 call16 page $1352.50 $1530.00 $1885.00 $2950.00 call20 page $1658.75 $1870.00 $2292.50 $3560.00 call24 page $1965.00 $2210.00 $2700.00 $4170.00 call28 page $2271.25 $2550.00 $3107.50 $4780.00 call32 page $2577.50 $2890.00 $3515.00 $5390.00 call

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2008_21p6x60p3_Ad 12/3/07 5:00 PM Page 1Procedures Employment Workers’ Comp Laws Termination Discrimination •Employment Workers’ Comp Laws Termination Discrimination • ProceduresWorkers’ Comp Laws Termination Discrimination • Procedures EmploymentHuman ResourcesCo N N EC T to an E xPE R T

Jan/Feb 2008 7

Continued from page 6 n Employees working on the seventh workday do not have to receive the seventh day overtime unless they have worked the prior six days of the company’s workweek.

Since the law requires employers pay overtime at one-and-one-half-times the employee’s hourly rate of pay for hours worked beyond 8 in a workday or 40 in a workweek, some employers misunderstand and duplicate or pyramid overtime payments when it is not legally required.

To revisit overtime calculations go to www.pinc.org, then to OUR PROGRAMS on the left, click on The Vault link; select Employee Relations – Procedures for examples of overtime calculations.

employee Cannot suffer a LossThe California Labor Code Section 2802 essentially states the employer must reimburse employees for expenditures or losses they incurred in direct conse-quence of the charge of their duties. Misclassifying a person as an independent contractor, among other liabilities, can lead to a legal requirement to replace all losses suffered by the person — such as all car expenses —while doing the employer’s work.

i should have terminated themOver and over again members requesting information related to mandatory or company offered leaves of absence say, “You mean I can’t just fire them because they are a bad employee.” The company terminating such an employee would have to show the action is not an illegal retaliation or discrimination (based on age, race, etc.), due to the employee requesting or taking a leave of absence. Even terminating an employee soon after he or she returns from a leave can be risky business because of possible accusations of retaliation and/or discrimination.

Employers should discipline employees immediately when they are not satisfactorily performing their duties and document these disciplinary actions and/or conversations. If an employee becomes eligible for a leave, and the employee returns to work from the leave and continues not to perform in areas warned previous to the leave, the employer has evidence to help prove the action was not retaliation or discrimination. n

oN -SITE PERSoNNEL REVIEWSDoug Moore performs one- or two-day reviews of members’ current employment and safety practices and policies. During the last two years, more than 20 companies have completed these reviews. The cost of the review is $250 per day plus travel and accommodations (if necessary).

This is an excellent way to give new Human Relations personnel in your company a one-on-one orientation into the statutory and regulatory areas affecting our industry. And, it can protect your bottom line. One completed audit unveiled potential fines and penalties for non-compliance of over $1 million.

Jan/Feb 2007 2

Learn more about us online at www.PageDNA.com 1.650.364.8900

Last month, more than a dozen manufacturers and distributors converted to PageDNA from other ordering platforms. Many reported slow service, incomplete solutions, and poor administration tools from their current vendor as reasons for switching. Before your customers change vendors, perhaps you should take a closer look at PageDNA.

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Since 1997, we have been a provider of Web to Print e-commerce solutions for distributors and manufacturers, helping them secure and grow their

customer base with our secure hosted software application. Our software is used and trusted daily by more than 10% of the Fortune 500.

Jan/Feb 2008 8

Prepress Printing Pressroom Issues Software Application Environmental HeApplication Environmental Health & Safety Management • Prepress PrintingPressroom Issues Software Application Environmental Health & Safety ManTips & TricksCo N N EC T to E xPE R TS

EASY SEARCHLooking for a printer?

Searching for a specific

capability, product or

equipment? Check out www.PrintAccess.com/pinc, the electronic yellow pages for those who purchase printing and graphic arts products and services.

Brad Lena, Technical Consultant, Digital/Variable Production/Strategy, offers the following two tips:

VDP SALES TIP #1: When selling the productivity of VDP ( i.e., superior response rates) over traditional direct mail, it’s important to use the current response rates your client is getting as a benchmark. For example, a client of mine went from 0.4% response rate with traditional direct mail to 3.8% with VDP and considered it great improvement. In any case, do not claim that VDP will always deliver double digit increases in response rates, as there are many factors that can suppress response rates.

VDP SALES TIP #2: A successful VDP project begins and ends with a database, not with the bells and whistles of a digital press. During the discovery process in the first meeting with a prospective client, determine what type of data they capture (i.e., purchase and product info, customer demographics), how they capture and manage their data, etc. This will allow you to make suggestions that can be supported by the limitations or, conversely, the depth of their database rather than a recommendation or hypothetical application that cannot be supported by their data or does not extract maximum productivity from it.

Dave Dezzutti, Manager of Prepress Production, offers the following two tips:

TEx T AND TR ANSPARENT oBJEC TS: InDesign and QuarkXPress both contain the ability to apply transparency effects to objects, giving creatives almost limitless options when designing documents for print. Text used with transparency effects can be converted to outlines, which will “fatten” the text, making it bolder than if the actual fonts were used. To eliminate the problem of text being converted to outlines, make sure that text is on the top layer of the stack of objects where transparency is used. Fonts will remain fonts and will not be converted to outlines, maintaining consistent text weight throughout the document.

FoNT RESTRIC TIoNS: Beware of where you (or your clients) obtain your fonts, as some fonts can contain embedding restrictions. TrueType and OpenType fonts can contain restrictions that prohibit them from being embedded in a PDF. While fonts purchased from a reputable foundry will typically not have this problem, fonts that are downloaded from a

“freeware” site may contain restrictions. To determine if a font contains embedding restrictions, activate the font on your system, and then create a PDF file using

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Jan/Feb 2008 9

Prepress Printing Pressroom Issues Software Application Environmental HeApplication Environmental Health & Safety Management • Prepress PrintingPressroom Issues Software Application Environmental Health & Safety ManTips & TricksCo N N EC T to E xPE R TS

that font in InDesign or QuarkXPress. Fonts containing embedding restrictions will produce an error upon PDF creation and should not be used in print production.

Tracey Ryan, PIA/GATF Art Director, offers the following tips:

RGB To CMYK — DoN’ T “JuST Do IT”: Many designers ask, “Should I send images to my service provider in the RGB or CMYK color space?” In the past, the service provider would always request that the designer convert images to CMYK before sending them off to the print shop. This may not be the best choice for a few important reasons.

First, you will get much better results if you color-correct images in the RGB color space. This is because the CMYK color space has a much smaller color gamut; simply stated, you have fewer colors to work with when correcting images in CMYK.

Second, converting images from the RGB to CMYK color space is more than just a mode change in Photoshop. When converting to CMYK, considerations are made for dot gain, inks, and the substrate. These are best determined by your print service provider and their own shop requirements.

If your service provider insists on CMYK images, or you do not know where the job will be printed, the best option to use is U.S. Web Coated (SWOP).

VIEWING FL AT TENED oBJEC TS PRoPERLY: It is critical to be able to preview flattened artwork that overprints (and any other artwork set to overprint) on screen properly to avoid potential errors on press. This is especially important because when you use spot colors and transparency, the flattener often uses overprint commands to preserve the spot colors. Activating the Overprint Preview function in all CS3 applications (found under View > Overprint Preview in InDesign and Illustrator, Advanced > Print Production > Overprint Preview in Acrobat 8) will show how inks will overlap when they are printed on press. The objects will print as viewed with Overprint Preview selected, so if the preview shows something that isn’t how the file should print, it gives you the opportunity to go back and troubleshoot the artwork.

Once transparent objects have been flattened, they are no longer editable. While some printers do not wish to be responsible for problems related to flattening transparency and request that the designer provide pre-flattened PDF files, it is a task really best performed by prepress professionals. n

Jan/Feb 2007 2

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One of the benefits of membership is the technical expertise provided by PIA/GATF. Each issue, Brad Evans, senior research lab coordinator at PIA/GATF, discusses common production problems and issues. Evans has over 22 years of experience in the industry and regularly consults on paper and ink interactions. Contact Brad with questions at (412) 741-6860, ext. 784 or [email protected].

Solutions Troubleshooting Tricks Tips Techniques Information • SolutionsTroubleshooting Tricks Tips Techniques Information • Solutions TroubleshTricks Tips Techniques Information • Solutions Troubleshooting Tricks TipCo N N EC T to an E xPE R T Dear Brad

Q: Which form of Calcium Carbonate filler (ground or precipitated) gives paper its highest brightness value?

a: Precipitated calcium carbonate filler does due to the various shaped crystals that are generated.

Q: We are printing on polystyrene. When the sheets were removed from the delivery, we found rings and patterns that are rough to the touch. Is there a problem with the substrate or is it a process problem?

a: The roughness to the touch is most likely spray powder. From experience, the patterns of spray powder are caused by static discharge as the sheet is delivered.

Q: We printed a magazine web heatset and the signatures were wavy. What causes the waviness?

a: Waves in materials printed web heatset are referred to as fluting. When paper is wet with fountain solution and ink, it becomes wavy. These waves become permanently set in the paper when run through the web dryer. n

Q: Are special inks required to print on a metallized sheet?

a: We recommend a high-solids formulation, which will have a V.O.C. content under 10%. We also recommend running the minimum amount of fountain solution possible with an added drying stimulator. Also, keep delivery piles small. It is always good to send samples to your ink supplier.

Q: We print a saddle stitched heatset magazine and the center pages are breaking away from the staples. What tests do you recommend to determine why this is happening?

a: Since the signatures are web heatset, we suggest a moisture content test because low moisture content could make the paper brittle. Also, determine the ash content because high filler content along low moisture will also cause a paper to become brittle. Sometimes this problem can be caused by staples being too tight.

Jan/Feb 2008 10 Jan/Feb 2008 11

Solutions Troubleshooting Tricks Tips Techniques Information • SolutionsTroubleshooting Tricks Tips Techniques Information • Solutions TroubleshTricks Tips Techniques Information • Solutions Troubleshooting Tricks Tip

Information Exchange Socializing Networking Experience • Information Exchan Socializing Networking Experience • Information Exchange Partying Networkin Networking Experience • Information Exchange Socializing Networking Experie Co N N ECT NATIo NALLY Upcoming PIA/GATF Conferences

BIAThe Binding Industries Association (BIA) has announced the return of the BIA Mid-Management Conference, April 28-29 at the Renaissance Schaumburg Hotel &

Conference Center in Schaumburg, IL. This annual meeting brings together mid-managers from graphic finishing, information packaging, custom loose-leaf manufacturing, trade binderies, and the suppliers to those industries. It’s described as a “two-day blitz of information, new products and ideas, as well as a networking opportunity with peers from around the world.” For more information contact Justin Goldstein at (412) 259-1806 or email [email protected].

BIA Returns Pia/Gatf spring Conferences set

PIFEPIFE, the graphic arts industry’s premier network of financial decision makers, announced its signature event is scheduled for

May 4-7 at the Hilton San Destin, FL. PIFE conferences offer education, professional development, and peer interaction in a non-competitive environment, and they enable you to earn valuable CPE credits. For more information contact Teresa Rees at (412) 259-1804 or email [email protected].

S&METhe Print Sales and Marketing Executives (S&ME) announced its annual conference scheduled for June 22-25 at The Francis Marion Hotel in Charleston, SC.

This event is the only national conference for sales and marketing professionals in the graphic arts community. Breakthrough insights, peer-to-peer networking, and one-of-a-kind programming that delivers practical and relevant solutions — is what attendees should expect to receive. For the first time this year, the conference will offer three unique tracks: Branding and Marketing, Green and Sustainability, and Sales Process and Management. For more information contact Laurie Reynolds at (412) 259-1802 or email [email protected]. n

This spring, PIA/GATF subgroups for postpress, financial, and sales and marketing executives will hold conferences designed to give their members opportunities for professional development and networking. Here are brief descriptions and contact information for each conference arranged by dates.

Kate Dunn of Digital Innovation Group, Richmond, VA presented two half-day seminars last November. This program, co-presented by PINC and PODi , was held at Hatcher Press, San Carlos.

Seminar topics were: • Selling Digital Printing – Transition from Order Taker to Solutions Provider • Delivering Successful Lead Gen Campaigns with Personalized URLs

Jan/Feb 2007 2

Seminars Exhibits Reception Networking Information Exchange • Seminars Exhi Exhibits Reception Networking Information Exchange • Seminars Exhibits Recep Reception Networking Information Exchange • Seminars Exhibits Reception Info Co N N EC T LoC ALLY Upcoming Seminars & Events

Jan/Feb 2008 12

An annual report done 6 colors sheetfed on coated stock would be labeled AA 107 F. PIA/GATF categories, however, are product based with a single descriptive code to select. For example, under the category B. Brochures, Broadsides, Booklets, and Flyers, a printer or designer entering a large four or more color brochure would select: B-4 Brochures and Broadsides, Large (4 or more colors) Piece that is folded from a sheet larger than 11x17 inches and is not stapled or bound.

Showcase judging will take place on April 4. Like last year, the Best of Show and Grand award winners will be announced at a festive luncheon in conjunction with the PINC Show on May 16 at the San Francisco Hilton. Gold Award winners will also be displayed in a special area. This is an excellent way to promote your company and honor your customers. n

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will present RGB Workflows Are the Future of Print, a phenomenon that prepress departments will be addressing if they aren’t already.

Lawler’s presentation explains how designers and production people can and should keep RGB images and other large-gamut original art in their original color space. Since many documents are printed on multiple output systems – web press, sheetfed press, or electronic publishing (PDF) – it is wise to make the conversion to print color only when the press/paper/ink combination in known.

According to Lawler, until a few years ago, traditional printing workflows dictated a conversion to CMYK because it was the only output process. Today’s multiple options for publishing require us to reconsider tradition and respond with a new approach to publish-ing that results in the best possible quality on all media.

Hardly a stranger to PINC, Lawler is now an Assistant Professor of Graphic Communication at Cal Poly, San Luis Obispo. In his previous lives, he owned an

operated a prepress and graphic design firm and worked as a consultant to large companies on color management, photographic, and prepress systems. He is the author of the Official Adobe Print Publishing Guide, PS10 (a little book about Photoshop) and beep!

(a little book about AppleScripting). He regularly writes for CreativePro.com, and is a blogger for Graphic Arts Monthly. n

Showcase 2008Continued from page 1


FRIDAY • MAY 16 Hilton San FranciscoPINC Show 2008 and Showcase of Print Excellence • Awards Luncheon• Seminars • Exhibits • Evening Reception

Now is the right time to pull out your best pieces printed/created after April 1, 2007.

San Francisco Gallery CFE deadline: FEB 29 | Awards Banquet: TBA Contact: Blair Dreyfus - [email protected]

Sierra Graphics Network Gallery CFE deadline: JAN 19 | Awards Banquet: FEB 23 Contact: Greg Mason - [email protected]

East Bay Gallery (EBCC) CFE deadline: FEB 15 | Awards Banquet: TBA Contact: Don Miller - [email protected]

Yosemite Area Graphics Association 2008 Print & Design Awards Program CFE deadline: DEC 7, 2007 | Awards Banquet: JAN 10 Contact: Vince Sereno - [email protected] or Al Forrester - [email protected]

Sacramento Printers Association Gallery of Excellence CFE deadline: DEC 5, 2007 | Awards banquet: JAN 19 Contact: Scott Keilholtz - [email protected]

Seminars Exhibits Reception Networking Information Exchange • Seminars Exhi Exhibits Reception Networking Information Exchange • Seminars Exhibits Recep Reception Networking Information Exchange • Seminars Exhibits Reception Info

Jan/Feb 2008 12

News Issues Trends Noteworthy • News Issues Trends Noteworthy • News IsIssues Trends Noteworthy • News Issues Trends Noteworthy • News Issues Trends Noteworthy • News Issues Trends Noteworthy • News Issues TrendsFeatureCo N N EC T wit h t he ISSuES

Jan/Feb 2008 13

fulfillment — Practical, Profitable, Doable [ by nOeL Jeffrey ]

Quinn adds that Web-to-print services also push printers into some kind of fulfillment. He says that might be “big box” with a warehouse setup or “small box” where the printer pulls in sales leads from variable data mailings and develops statistical data for the client. Whichever a printer chooses, Quinn says that printers who successfully expand into fulfillment see increases in print volume and better margins.

“Fulfillment is not as sensitive to pricing,” Quinn says. “It’s a different relationship and involves a systems approach to business. Printers with fulfillment report annual client turnover at 5 % while those without experience 15%. That’s a 300% improvement in turnover rate. “

Go FoR ITK/P’s Fromm notes, “Printers have a trusting relationship with their customers. Many of these customers would just as soon have their marketing collateral mailed or shipped by the printer and eliminate shipping, receiving, and storage costs.”

“It’s now possible for printers to produce shorter runs, and it is no longer viable to print and deliver a year’s supply of marketing materials to a distributor,” K/P’s Chaudhury says. “There are too many changes and too many iterations of materials.” He points out that the printer is in a perfect position to do the shorter runs, make the needed changes, and handle the distribution as a value-added service.

“It’s a tremendous value for customers to have a one-stop shop,” Chaudhury says. “Comac recognized this, and they’re getting into the printing business with digital presses.”

Connie Hill, president of TFC, a 20-year old fulfillment company in Napa that added digital printing services five years ago, cautions that one challenge printers face when adding fulfillment services is developing the level of relationship needed on the customer’s side.

“Fulfillment is more of a contractual kind of sale while print is transactional,” she says. “You have to bring solutions to the table. It’s totally different.”

Quinn agrees, noting that selling fulfillment services is much like selling variable data printing. Both are solutions sales, and if the product is marketing collateral, the VP of Marketing is the person to start with. He suggests that printers will probably have to bring in someone who knows the business to train other potential sales reps. “About 23% of the reps will accept the idea immediately and another 25-70% will eventually accept solutions selling, and some just never will,” he says.


Tom Quinn, Director of Fulfillment Services for the Mailing & Fulfillment Service Association, who will moderate the panel discussion at the January 24 dinner meeting and lead a seminar the next day (see page 2) says, “There’s no question. I say go into mailing first. Your people have to learn how to handle the data records. And, mailing can be done in the bindery. It’s really a bindery extension and the same business model. Fulfillment is different. It’s a service business, not a production business.”

Even though it has a different business model, there is a connection. “Printers are already in the distribution business: fulfillment is a natural extension of what they already do,” says Roger Fromm, director of Fulfillment at K/P Corporation. K/P has been offering its clients fulfillment for more than 15 years. Fromm will be one of the panelists at the January 24 dinner meeting.

FuLFILLMENT DEFINEDMany printers, though, regard fulfillment as no more than kitting and drop shipping. The experts see that as too narrow a view. MFSA’s Quinn, defines fulfillment as “the receipt, storage, assembly, and shipment or transmission of product and/or data for another party.” He also points out that handling and developing new data is often a significant part of the service.

Sayeed Chaudhury, who has recently joined K/P Corporation and before that served as COO at fulfillment giant Comac, also offers a more casual definition.

“It’s making sure the right stuff is in the right place at the right time,” he notes. Chaudhury will also serve as one of the dinner meeting panelists.

I n s i g h t s Tom Quinn points out

that handling and developing new data is often a significant

part of the service.

“Fulfillment is not as sensitive to pricing,” Quinn says. “It’s a

different relationship and involves a

systems approach to business...”

PP rinters are urged to diversify by adding ancillary or value-added services. It’s all about growth, profit, and pricing power as well as a way to lock clients in and competitors out—survival. And, of all the

potential ways for printers to diversify, mailing followed by fulfillment are often the most logical, especially if variable data digital printing is involved.

P


PRINTING

FINISHING

DIGITAL PRINTING

MAILING

FULFILLMENT

Jan/Feb 2007 2

News Issues Trends Noteworthy • News Issues Trends Noteworthy • News IssIssues Trends Noteworthy • News Issues Trends Noteworthy • News Issues TTrends Noteworthy • News Issues Trends Noteworthy • News Issues TrendsCo N N EC T wit h t he ISSuES Feature

Jan/Feb 2008 14

GET TING STARTEDWhile there are substantial challenges when to adding fulfillment, Quinn points out that the investment needed is not nearly as substantial as adding a new press or even bindery equipment. “For $200,000 you’re in business,” he says. That figure includes the necessary software, computers, racking, packing, and other warehouse equipment but not employees or a warehouse lease.

He also stresses buying good software. Quinn says that there really are only about five packages available that have sufficiently sophisticated back ends to handle warehouse and inventory management. W2P software applications have strong front ends he says but are not robust enough on the back end to do the job efficiently and cost effectively.

Chaudhury says that fulfillment is a service with good margins if printers develop a plan and follow basic guidelines. “Too many printers have built one-off systems to satisfy different customers and that has resulted in having disparate systems in-house. Also, some may have tried to use software for print and direct mail. That may not be the right answer,” he says.

Quinn also points out that printers will pay $3 million or more for a new press without flinching but have trouble committing to a five-year lease for a 50,000 sq. ft. warehouse. “That’s $500,000 over five years and if it doesn’t work out you can always sublease,” he says.

“Remember, it’s a profit center. You’re renting out palette positions. When you have sufficient clients, the rent is paid when you open the door. It’s a completely different business model.”

He notes that printers can also get started in fulfillment by partnering with a fulfillment company just as these companies are partnering with digital printers. The point is to assess where you are as a printer today and where you see yourself in five years. In an MFSA/NAPL survey of printers who added fulfillment, 88% did so because a client asked them to do so. Another good reason to take the leap is the favorable turnover statistics. Finally, Quinn says it’s a matter of survival.

“Are you just Adams Printing?” he asks. “Printing may be your core business but value-added services hold out the opportunity to improve margins and volume. The key is to keep the cylinders chugging and fulfillment can do that.” n

Fulfillment Continued from page 13

F u l f i l l m e n t A t A G l a n c e • Motivation Clients like one-stop shopping and are prepared to pay for it. Print runs increase, margins increase, and client turnover decreases. Fulfillment companies are getting into printing, especially digital printing.

• What’s Needed The right people, software, solution selling, service business model. Find out more on January 24. (See page 2.)

• Inhibitors Company culture, transactional sales force, reluctance to invest, reluctance to change.

Barb Pellow of InfoTrends predicts that successful printers will transition from being a Print Service Provider to Marketing Service Provider. She sees mailing and fulfillment plus collecting data and data mining for customers as a part of an MSP portfolio.

Tom Quinn says the transition is not easy but essential. He says to “focus our future on data” because it starts a circle of responses and follow ups that lead to more targeted, sophisticated marketing campaigns.

I n s i g h t s “Fulfillment is more

of a contractual kind of sale while print

is transactional,” says Connie Hill, president of TFC.

“You have to bring solutions to the table. It’s totally different.”

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Green & Lean Continued from page 1

It’s also great networking with people you only see once a year. You build relationships that continue throughout the year through a phone call or email to help each other as a resource.”

Miriam and husband Brad, president of SOS Printing, Inc., San Diego, said that they found the atmosphere regarding business optimistic and positive. “I think printers see opportunities and were excited by ideas they were exploring – particularly in the area of digital printing and variable data printing as well as getting information on ‘green’ opportunities,” she says.

“I think everyone is interested in what going green means as well as making money with digital and lean manufacturing. There was a mix of customer focus on the environment plus environmental consciousness contrasted with improving production and moving ahead with digital technology.”

According to Brad, the programs covered topics that help printers improve margins and marketshare. For that reason his top seminar pick was Malcolm Keif’s discussion of lean manufacturing because that is “very relevant to the bottom line.” He also liked Barb Pellow’s presentation “Variable Data Isn’t Enough Anymore — A Discussion on Multi-channel

Communication” at Thursday’s farewell breakfast because again it points out new ways to improve margins and marketshare.

Miriam observed that this year indicated a growing recognition that the early morning breakouts are sometimes the most valuable meetings of the day.

“The roundtables for sharing ideas have drawn an increasing number of participants” she notes.

Brad and Miriam both agree that the most significant messages brought back from the conference were to

“start lean manufacturing now,” and the responsibility we all have towards sustaining the environment along with using the marketing potential of sustainability to customers.

To sum it up, Miriam says, “I think it is the best value for the money for a printer. It offers first class programming on a variety of relevant topics that affect every company in the printing industry — with a perfect size audience in a beautiful, relaxing environment. Everyone needs a bit of refreshing and motivation and relaxation. It’s not an easy business, and entrepreneurs are called on to wear so many hats and be expert in so many areas. This conference offers the resources to keep ahead of the game. n

News Issues Trends Noteworthy • News Issues Trends Noteworthy • News IssIssues Trends Noteworthy • News Issues Trends Noteworthy • News Issues TTrends Noteworthy • News Issues Trends Noteworthy • News Issues Trends

News Issues Trends Noteworthy • News Issues Trends Noteworthy • News IssIssues Trends Noteworthy • News Issues Trends Noteworthy • News Issues TTrends Noteworthy • News Issues Trends Noteworthy • News Issues TrendsCo N N EC T wit h t he ISSuES Fall Conference Report

Jan/Feb 2008 14 Jan/Feb 2008 15

> We know each press and paper stock is different. We mix to match to your specific needs.

> We specialize in Soya Based, Heat Set, UV and Electron Beam. Whatever the need, Western can help.

> We provide personalized service to help solve problems on the press.

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no new Duties Late last year, the U.S. International Trade Commission (ITC) determined that Coated Free Sheet (CFS) paper imports from China, Indonesia, and Korea were not injuring nor threatening to injure the domestic industry. As a result, the anti-dumping and countervailing duties will not be imposed on CFS from these countries. The ITC vote terminated a year-long investigation, which was initiated in 2006 by one U.S.-based paper supplier, NewPage Corporation; the industry as a whole did not petition for this investigation.

In his statement following the announcement, Michael Makin, President & CEO of PIA/GATF noted,

“PIA testified before the ITC that our members rely on an affordable paper supply that results from choices in the marketplace, and we implored the ITC to consider the negative economic consequences the proposed rates may have had upon the printing industry. We could not be more pleased that the ITC weighed seriously the economic facts surrounding this case.” n

The October 2008 conference returns to the Big Island of Hawaii, at the Mauna Lani Beach Hotel, Kohala Coast. The dates are from October 12–16. Go to the Photo Gallery at www.pinc.org to view images of the 2007 conference.

Jan/Feb 2007 2

Jan/Feb 2008 17

Information Exchange Socializing Networking Competition • Information Exchan Socializing Networking Competition • Information Exchange Partying Networkin Networking Competition • Information Exchange Socializing Networking Compe Co N N ECT wit h PEERS Casino Night 2007

Many thanks to these cash and prize sponsors: Alonzo Printing, Boise, Colonial Supplemental Insurance, Comstock, Dome Printing, Hatcher Press, IAPHC– East Bay Chapter, K. Wilson & Company Inc., Mitsubishi Lithographic Presses, Jack Mooradian, San Francisco Club of Litho & Printing House Craftsmen, Sierra Graphics Network– Reno, Specialty Graphics, Sun Chemical, and xpedx.

Imag

es: M

ay S

uen

2007 Casino Night attendees came from the Bay Area as well as from Reno. Proceeds from this fundraiser event benefit the Guy and Louise Condrott Scholarship Fund.

Jan/Feb 2007 2

Management Services Education Discount Programs Insurance Industry P Industry Promotion Government Affairs • Management Services Educatio Discount Programs Insurance Industry Promotion Government Affairs • MCo N N ECT w i t h M E M BE R S Member Benefit

Jan/Feb 2008 18

Picture yourself cutting down a tree with a handsaw. You are laboring hard, working feverishly at the job at hand but making limited progress. Someone comes along and observes, “If you stopped to sharpen the blade, you would be much more effective.” Sweating profusely, you reply, “I can’t. I’m too busy.”

Do you ever feel as though you are too over- whelmed to stop and “Sharpen the blade?” Sales is an all-consuming job that requires your complete attention, leaving little time for education, improve-ment, training, and motivation. No one questions the value of stopping to learn, but finding the time in an increasingly crazy busy life is next to impossible.

The new PIA Mobile Sales Club (www.piamsc.com) is designed to provide sales training in a format that does not require you to slow down. Every month, four separate Tracks of information are offered via conference call:

n Track One: General sales topics such as How to Get Around Voice Mail; How to Overcome Objections; and Improving Presentation Skills are offered. Listen to a 30-45 minute call from your commute, office, or home.

n Track Two: Grow Your Sales! Every month, learn and implement a step-by-step prospecting process. Every week, be held accountable for achieving specific sales activity goals.

n Track Three: Time Management. We know you are busy, but are you productive as well? Learn a process for squeezing more selling time from the day and increase your sales as a result.

n Track Four: Selling Digital/VDP. Learn how to identify digital and variable data printing applications, and then apply a process that gets you access to decision makers, not just print buyers. n

new! the Pia Mobile sales Club We know you’re busy, but…

PINC has teamed up with Print Tec’s Bill Farquharson (www.printtec.com) to provide subscription-based training via the PIA Mobile Sales Club.

Join at the level that is best suited for you, include as many salespeople as you like for one price, and stay as long as you like.

Complete details including January and February start dates, topics and times are available at www.piamsc.com or by calling Laura Vargas at (415) 489-7625.

Need sales? Join the Club!

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Q: Why not keep payroll in-house? We have competent accounting staff.

a: The top reason to outsource payroll is to remain in compliance with taxing authorities and with the rules and regulations about paying people properly. It’s almost like buying an insurance policy. A single mistake on the management of tax monies will most certainly generate a penalty equivalent to what you would pay annually for our service. Every year the IRS collects several billions of dollars in penalties. When you hire us to do this, we assume all the risk liability of making sure this part of your business runs smoothly.

Q: Don’t most companies do their own payrolls?a: Nationally, almost 75% of businesses do their payrolls in-house. Interestingly, in the Bay Area that figure changes to 60%-70% of companies outsourcing. The size of companies doesn’t necessarily matter. Once a company realizes the benefits of outsourcing, management is sold. Outsourcing payroll actually provides internal controls that saves money and helps manage cash flows. If you actually take the time to calculate the cost of doing your payroll in-house it’s almost certain your time is better spent focusing on your core competencies.

Q: You say your solution is flexible. Please explain.a: Accuchex offers a complete real-time online payroll solution that allows flexible hourly and salary employee input. Or if you like, your payroll data can uploaded using an Excel spreadsheet, a time clock file, via fax, or by a CSR over the phone. Payroll distributions to your

employees can be by check or direct deposit. We also offer the ability to have a company’s 401(k) contributions, worker’s comp premiums, garnishments,

and more submitted electronically. We also offer automated check signing whereby we scan the employer’s signature and print it automatically on the check for ease of use.

Q: This all sounds terrific for large companies. How would smaller firms benefit?

a: We can offer efficiencies for even a five-employee shop or less. The general trend in our industry is that an increasing sophistication level is required of employers – not so much in the area of calculating paychecks but in electronic distribution of funds and information. For example, certain sized companies are now required to submit W2 information to the Social Security Adminis-tration electronically. Paper is no longer accepted. Companies without a payroll service have to re-enter that information online thereby repeating what has already be done.

Another prime example is the state of Oregon along with five other states require that all child support pay-ments have to be remitted through electronic funds transfer. Again, checks are not accepted and the employer would be penalized for not complying.

Q: Are there any other electronic services?a: Not only do we file all tax payments as well as the corresponding quarterly tax returns electronically, we are excited about the idea of being able to provide what we call “green payroll.” With that said “green payroll” allows for everything to be done over the Web. That allows for employers to see all that has transacted specific to each payroll on the Web but the next great thing is it includes employee self-service (ESS) function-ality that allows employees to review their own profiles, see how much vacation time they have available, as well as the ability to print earnings records which satisfies the state of California’s requirement to provide a record of the transactional history for each paycheck.

Payroll services Pay Off


PINConnection recently talked to James Ruhland, CEO of Accuchex, the company powering PINC’s new payroll solution. Novato-headquartered Accuchex was formed in 1990 has been in business for over 17 years and provides payroll for over 55,000 individuals annually.

Accuchex has the ability to deliver a solution to the largest and the smallest PINC members.

www.accuchex.com

Jan/Feb 2008 18 Jan/Feb 2008 19


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6647 Hollis Street Emeryville, CA 94608 ● Ph: 800.344.7279 ● Fax: 510.654.5123

YOUR BAY AREA TRADE SOURCE FOR :WEB PRINTING FOR THE TRADE ● POINT-OF-PURCHASE PADS

ADVERTISING SCRATCH PADS ● HANDOUTS ● FLYERS ● FLAT FORMS

..........

Jan/Feb 2008 20

Seminars Exhibits Reception Networking Information Exchange • Seminars Ex Exhibits Reception Networking Information Exchange • Seminars Exhibits Rec Reception Networking Information Exchange • Seminars Exhibits Reception In Co N N EC T LoC ALLY Upcoming Seminars & Events

Printers – Send your newest reps & CSRs to this seminar. And, don’t forget those customers who might benefit.

Friday January 11 University of Phoenix 185 Berry Street, Lobby 3 San Francisco

Time: Registration: 8 – 8:30 am Class: 8:30 am – 4:30 pm

Cost: Member – $195 Nonmember – $295 includes a deli-style lunch


It is a big universe out there and knowing how to get something printed correctly the first time at a great price is important to achieving your customers’ marketing or packaging goals. You may know something about offset printing, but how about flexography? When does digital make a better business case than offset? What’s involved in estimating, prepress, customer service, and fulfillment? How do I advise customers on how to best prepare digital files for these different processes?

Come to this fun, information packed one-day workshop and walk away with a solid understanding of the strengths and weaknesses of different printing methods and how savvy printers and buyers optimize the strengths while avoiding the pitfalls inherent in a given process. Explore the business side of printing and how to shave lead time by handling procurement efficiently.

WHo SHouLD ATTEND? n Those who are new to the printing industry n Those who want to know more about different printing workflows and processes n Print buyers who desire to know more about their suppliers’ work and business processes.

MALCoLM KEIF is an Associate Professor in the Graphic Communication Department at Cal Poly, San Luis Obispo. For more than fifteen years, he has taught university courses in print-related subjects including Sheetfed and Web Offset, Flexography, Gravure, Printing

Cost Estimating, Substrates and Inks, and Quality Management. Malcolm is a frequent speaker at industry conferences and the author of two books: Designer’s Postpress Companion and Lean Printing: Pathway to Success. n

the hitchhiker’s Guide to the (Printing) Galaxy

PRINT BASICS SEMINARPresenter: MALCoLM KEIF, Cal Poly • San Luis Obispo

Jan/Feb 2008 20

Q: What kind of employee reports do you offer?a: We have over 60 standard reports for you to choose from. These include the basics like payroll and check registers as well as detailed reports like worker’s comp, labor distribution, job costing, and paid time off. We also offer many human resource related reports that include such things as detailed salary raise and review history, skill tracking, as well as emergency contact and dependent information.

Q: I’m already signed up with a national payroll provider. What advantages can you offer?

a: What we offer in conjunction to superior customer service and lower prices is the fact that the system we use to process a 1-man payroll is the same system we process 5000-man companies on. We bring the same level of sophistication that is required for larger companies and make it available to all sized companies. This capability, along with the PINC 10% discount off our published prices, makes our service offering truly robust and extremely economical.

Q: Why is your customer service better?

a: Because we care — however, in conjunction with that statement is the fact that our national competitors typically assign 250-300 company accounts to each CSR, which puts the CSRs in a pressure position that results in frequent employee turnover. We limit our CSRs to 175 accounts each. We are committed to that number, and we can operate profitably at that level. Consequently, we have a stable workforce in which an overwhelming majority of our CSRs have been with us for 5+ years and even though each of our clients has a designated CSR to watch over it, anyone can help when needed.

Q: What about pricing?

a: We’ve held our prices steady for the past three years. Our national competitors typically raise their

prices 5-6% annually. In the 5 to 15 employee range, we’re almost head-to-head with the national’s, however, beyond that number of employees, the spread increases to as much as 20% to 25% in our favor.

Q: We use QuickBooks for our accounting. Are you compatible?

a: We have several different interfaces for QuickBooks’ systems. It’s not a problem and our clients can use one of our export files to update their QuickBooks system with payroll data.

Q: Do you integrate with printing industry MIS systems?

a: Yes, we’re willing to integrate. You won’t find that flexibility with the larger services, and if you do it will cost you plenty.

Q: Can you work with companies that use time clock/management systems?

a: Yes, we can. We would require a simple time clock file that we would use to import into our system for processing. For companies that need a time clock system, we also offer a time management system on a subscription basis for $39.95 per month for up to 49 employees. We program the system for them, and employees can punch into either a physical clock, on a PC, or over the phone.

Q: Is it difficult to switch providers?

a: It’s really a piece of cake. It shouldn’t take a company more than a half an hour to gather their payroll records and sign the necessary documents to get up and running. We do all the heavy lifting after that. n


Jan/Feb 2008 21

Payroll Services Continued from page 19

Q: How do I sign up?

a: Contact Mike Hansson at Accuchex directly (877) 422-2824 or email [email protected].

Jan/Feb 2007 2

Conferences Contests Competition Green Sustainability Environment Web Offset Deadline • Conferences Contests Competition Green Sustainability Environment Web Offset Deadline • Conferences Contests Competition GrCo N N EC T to IN DuSTRY Upcoming Events

Jan/Feb 2008 22

A reception and banquet featuring the Honorable Robert C. Tapella, the newly appointed Public Printer of the United States, will follow “The Business of Green Media,” sustainability conference at Cal Poly on January 24. The banquet will be held at the Embassy Suites Hotel in San Luis Obispo.

Tapella, who graduated from Cal Poly’s Graphic Communication Department in 1991, will discuss what the U.S. Government Printing Office (GPO) is doing to promote sustainability. Tapella will also talk about the nation’s efforts to achieve a “greener” America and what the graphic communication industry can do to help.

The nation’s 25th Public Printer, Tapella was appointed by President George W. Bush and confirmed by the U.S. Senate. Tapella, who now leads more than 2,200

employees at the GPO, previously served as deputy chief of staff and then chief of staff during the last five

years. During that time, he was instrumental in transforming the office into a profitable 21st century digital operation.

“It is a tremendous honor to have a person of Bob Tapella’s stature address our conference banquet,” said Harvey Levenson, head of Cal Poly’s Graphic Communication Department. “I’ve observed Bob’s involvement in transforming the GPO to a more sustainable organization over the past several years, and I look forward to the advice that Bob can share with our industry to do the same.”

The Cal Poly Graphic Communication Institute, supported by the Cal Poly Graphic Communication Department, will host the conference and banquet in conjunction with SustainCommWorld LLC. The conference chair is Don Carli, senior research fellow at the Institute for Sustainable Communication. Conference sponsors include Kodak, Mohawk Papers, Quebecor World, Xerox, and the Cal Poly College of Liberal Arts. n

Public Printer to address sustainability Conference banquetFor more information on sponsorships & registration contact Harvey Levenson at (805) 756-6151 or [email protected] or Terry Wellman at SustainCommWorld, (206) 275-9992 or [email protected].

For more information on “The Business of Green Media” sessions and activities, grci.calpoly.edu/sustainability.html.

Jan/Feb 2008 22 Jan/Feb 2008 23

Custom-Converted Paperboard

Specialty Paperboard

On-Time Deliveries

Personal Service

Competitive Pricing

Gleason Industries – your single source for

custom and standard size C1S, C2S and

Specialty paperboard grades. Our large

inventory and strong ties, domestic and global,

allow us to respond to all of your needs.


Now what?





Jan/Feb 2007 2

1-day Hands-on Workshop • 9 am - 4 pm • Jan. 4

2-day Hands-on Workshop • 9 am - 4 pm • Jan. 7-8 FREE* eClass online • 9 am - 11 am • Jan. 9 • Feb. 6 & 28

FREE* eClass online • 1 pm - 3 pm • Jan. 9 • Feb. 6

1-day Hands-on Workshop • 9 am - 4 pm • Jan. 10 1-day Hands-on Workshop • 9 am - 4 pm Jan. 16 • Feb. 14

2-day Hands-on Workshop • 9 am - 4 pm Jan. 17-18 • Feb. 11-12

2-day Hands-on Workshop • 9 am - 4 pm Jan. 22-23


eClass online • 9 am - 11 am • Jan. 24 • Feb. 27

eClass online • 1 pm - 3 pm • Jan. 24 • Feb. 27

eClass online • 9 am - 10 am • Jan. 25 • Feb. 28

eClass online • 1 pm - 3 pm • Jan. 25


1-day Hands-on Workshop • 9 am - 4 pm • Feb. 4


eClass online • 1 pm - 3 pm • Feb. 13

eClass online • 9 am - 11 am • Feb. 13


2-day Hands-on Workshop • 9 am - 4 pm Feb.25-26


Membership Discount The member rate applies to members of the following groups, clubs and associations: PINC, PBG, AiP, AIGA, Craftsmen Club, Graphic Arts Guild, North Bay Multimedia Association, Bookbuilders West, and International Association of Business Communicators.

Cancellation Policy All cancelled classes (including onsite training) are subject to a $50 cancellation/rescheduling fee with 10 days or more notice from the date of the class. Classes cancelled with less than 10 days notice will be refunded 60% of the class fee (less the $50 cancellation fee), with the option to apply the 40% balance to another scheduled class in the same quarter.

Satisfaction Guaranteed PINC stands behind its programs. If for any reason you are dissatisfied with a program you have attended, call Maria Salita at (800) 659-3363 or (415) 489-7601 for a refund.

onsite or online classes help keep your employees productive while they increase their skills and knowledge.

Contact Barbara Silverman by phone at (800) 659-3363, email [email protected] or visit www.pinc.org.

Custom Training — PINC offers customized training designed to achieve your specific performance goals. Classes are scheduled at your convenience, at your location, or ours. We offer customized hands-on workshops, webinars, and seminars. Topics include: • Print Buying Best Practices • Print Basics • Paper Basics • Digital Printing • Selling in Today’s Market • Estimating • Customer Service • Technical Training: Adobe products, workflow

ADDITIoNAL EDuCATIoN oPTIoNS Partner Program

For workshop descriptions, locations, & pricing visit www.pinc.org, contact Maria at [email protected] or call (800) 659-3363 or (415) 489-7601

Building Interactive PDF Forms In this class we will dig deep into the Acrobat forms tools.

Adobe InDesign CS3 Fundamentals This course will provide a detailed introduction to the creation of InDesign documents and an opportunity to learn about the new features in CS3.

FREE* eClass What’s New in Photoshop CS3

FREE* eClass What’s New in Illustrator CS3

Acrobat for Prepress with JDF Covers many new features including JDF, Electronic Job Ticket, Preflight with Fixups, Print Production Toolbar, Soft Proofing Options, Merging PDF Files as a Package.

Variable-Data Publishing with xMPie and Adobe InDesign Use InDesign CS3 and XMPies’ U-Direct plug-in to produce powerfully-personalized, visually-rich 1:1 communications.

Adobe Photoshop CS3 Fundamentals This course provides a thorough overview of the powerful tools in Adobe Photoshop CS3.

Mastering Creative Suite 3 for Print See what’s new with Adobe InDesign CS3 to extend your creative possibilities and be more productive.

Introduction to Flash 8 Animation Students will get a comprehensive introduction to Flash.

eClass InDesign CS3 — What’s New in InDesign CS3

eClass What’s New in Acrobat 8

eClass Adobe Bridge

eClass Color Corrections with Photoshop for Power users

Advanced Illustrator CS3: Beyond the Basics Learn more advanced uses of the pen tool, palettes, & more.

PitStop and Acrobat 8 Enfocus PitStop is a must-have for anyone outputting files received in PDF format.

Adobe InDesign CS3 for Prepress Learn to use InDesign to prepare files for output.

eClass Animating in Flash

eClass InDesign for Power users

Adobe Photoshop Intermediate Improve your skills and learn new techniques in Photoshop CS3.

Adobe Illustrator CS3 Fundamentals Teaches essential techniques for using Adobe Illustrator. Learn to create artwork from scratch as well as the process of editing and improving existing artwork.

Adobe InDesign CS3 for Designers & Print Buyers For people switching from another page layout program, including QuarkXPress. Get up-to-speed quickly on advanced features of InDesign.

Cost 1-day: $399 members, $459 non-members • 2-day: $669 members, $799 non-members eClass Costs Check www.pinc.org. *FREE for PINC members • Location PINC 665 Third Street, 5th floor, San Francisco, CA 94107

Registration Online at www.pinc.org or contact Maria Salita at [email protected] or call (800) 659-3363 or (415) 489-7601

Excel VBA 2 days Jan. 22-23Flash Fundamentals 2 days Jan. 24-25 • Feb. 21-22 Flash Intermediate 3 days Jan. 9-11 • Feb. 6-8HTML Fundamentals 2 days Jan. 16-17 • Jan. 28-29 • Feb. 13-14 • Feb. 25-26 HTML Intermediate 1 day Jan. 23 • Feb. 20Intro to Programming 2 days Jan. 14-15 • Feb. 11-12 PowerPoint Intro 1 day Jan. 9 • Feb. 6PowerPoint Intermediate 1 day Jan. 10 • Feb. 7PowerPoint Advanced 1 day Jan. 11 • Feb. 8Project Fundamentals 2 days Jan. 3-4 • Jan. 28-29 • Feb. 25-26 Word Intermediate 1 day Jan. 2 • Jan. 30 • Feb. 27

Access Fundamentals 2 days Jan. 14-15 • Feb. 11-12Access Intermediate 2 days Jan. 16-17 • Feb. 13-14Acrobat Fundamentals 2 days Feb. 28-29 CSS Introduction 1 day Jan. 24 • Feb. 21 CSS Advanced 1 day Jan. 25 • Feb. 22Dreamweaver Fundamentals 3 days Jan. 2-4 • Jan. 30-Feb. 1 • Feb. 27-29Dreamweaver Intermediate 1 day Jan. 18 • Feb. 15Dreamweaver/Data-Driven Sites 3 days Jan. 30-Feb. 1Excel Introduction 1 day Jan. 22 • Feb. 19Excel Intermediate 1 day Jan. 7 • Jan.23 • Feb. 4 • Feb. 20 Excel Advanced 1 day Jan. 8 • Jan. 24 • Feb. 5 • Feb. 21

JAN

/FEB

Jan/Feb 2008 24

Illustrator InDesign Photoshop Acrobat CS2 QuarkXPress PitStop • Illustr InDesign Photoshop Acrobat CS2 QuarkXPress PitStop • Illustrator InDesiPhotoshop Acrobat CS2 QuarkXPress PitStop • Illustrator InDesign PhotoPINC Education CoursesCo N N EC T to E DuC ATIo N

Graphic Arts Benchmarks Technical Management Business Surveys StudieBenchmarks Technical Management Business Surveys Studies • Graphic ArTechnical Management Business Surveys Studies • Graphic Arts BenchmarPublicationsCo N N EC T to E DuC ATIo N

Jan/Feb 2008 24 Jan/Feb 2008 25

LEAN PRINTING: PATHWAY To SuCCESS

A team of experts from Cal Poly San Luis Obispo has produced a book that illustrates the benefits that inevitably come from a Lean operation. It also offers an in-depth examination of the Lean tools that will help your printing business achieve those benefits, including: n The 5S method — sort, straighten, shine, standardize, and sustain n Setup reduction n Total productive maintenance n How to build in quality at the source n Visual management n Kaizen — continuous improvement n Value-stream mapping n How to incorporate consistent flow in the printing process. These proven procedures will help today’s printer reduce the costs associated with wasted materials, wasted motion, and wasted time while at the same time adding value to their products.

Authors: Kevin Cooper, Malcolm G. Keif, and Kenneth L. Macro Jr. Catalog item number: 1757PIA/GATF Member: $20* Nonmember: $30*

THE PDF PRINT PRoDuCTIoN GuIDE, THIRD EDITIoN

Since the first edition of this Guide in 2003, the use of PDF files in print production has become increasingly prevalent, and the availability of PDF-related tools and technologies has greatly expanded. This new edition has proven techniques to maximize the potential of the latest PDF software and handle any possible problems.

The PDF Print Production Guide, Third Edition places emphasis on “how-to” tips, tricks, and techniques for preparing bulletproof, print-ready PDF files using Creative Suite 3 and Adobe Acrobat 8. In the past, damaged PDF files required the use of third-party tools for repairs. Learn how– through use of the enhanced print production tools in Acrobat 8 Professional– files can be restored to their intended state with less reliance on third-party applica-tions (although use of the best-known third-party applications are covered as well). Topics include: n Basics of PDF n PDF Creation nPDF Production Tools n Automating PDF nPDF “In the Trenches” nPDF Forms n Answers to FAQs regarding PDF use in print production

Co-authors Joe Marin and Julie Shaffer bring their years of experience to play in this revision. Marin is the senior prepress instructor at PIA/GATF. Shaffer is the director of the Digital Printing Council.

Authors: Joe Marin and Julie Shaffer Catalog item number: 17403PIA/GATF Member: $40* Nonmember: $50*

PinC’s Picks

ALSo WoRTH A LooK...

STAFFING THE FuTuRE: HuMAN RESouRCE NEEDS IN THE PRINTING INDuSTRY 2006–2010

Authors: Ronnie H. Davis, Ph.D. and Ed GleesonCatalog item number: 1835

PIA/GATF Member: $49* Nonmember: $250*

HANDBooK oF GRAPHIC ARTS EQuATIoNS, SECoND EDITIoN

Author: Manfred H. Breede Catalog item number: 17022

PIA/GATF Member: $40* Nonmember: $65*

To oRDERGAIN bookstore • www.gain.net • (866) 855-4283

*Prices do not include tax & shipping.

PrinTFesT Moves To anaheiMMark your calendars for a trip to Southern California in March. Newly located to the Anaheim Convention Center (across from Disneyland) PrintFest 2008’s conference runs Thursday-Saturday, March 27-29. The expo runs Friday and Saturday, March 28-29 — a full two months ahead of drupa. Chris Jacobson, producer of PrintFest and son of David Jacobson, founder of the original Gutenberg Festival shows, expects the exhibit to grow by a total of 38% over last year’s event.

PIA Presidents Conference, Cancun, Mexico March 2 to 6

PrintFest 08, Anaheim, CA (see sidebar) March 27 to 29

PINC Show, SF Hilton Friday, May 16

Printers Day at the Ballpark, Saturday, August 9 SF Giants vs. Los Angeles Dodgers

PINC Golf Tournament Friday, August 22

DRuPA, Dusseldorf, Germany May 29 to June 11

Printing Industries of the West Conference October 12 to 16 Mauna Lani Beach Hotel, Kohala Coast, Hawaii

Graph Expo 08, Chicago October 26 to 30

2008 PINC & Industry Events

Illustrator InDesign Photoshop Acrobat CS2 QuarkXPress PitStop • Illustr InDesign Photoshop Acrobat CS2 QuarkXPress PitStop • Illustrator InDesiPhotoshop Acrobat CS2 QuarkXPress PitStop • Illustrator InDesign Photo

THE

’60s

Jan/Feb 2007 2

national companies. Owner Larry Sekara says, “Corporate Fulfillment Services has a reputation for fast and accurate specialized mailings. Our clients often come from word of mouth success stories.” (415) 227-4882; [email protected]; www.cf-services.net.

Since 1995, the staff of Document Works has served businesses in the Sacramento area. As the name suggests, Document Works is committed to providing the best possible management and reproduction of documents. Duplication quality is taken very seriously and the motto, “If it’s not right the first time we will fix it or it is free,” insures customer satisfaction. Document consultants are assigned to every project, whether it is a design project, variable information mailing, photocopying and duplicating services, book binding service, or offset printing project. Every step of the project is monitored with the vigilant eye of an experienced professional. Document Works offers FTP and free pick up and delivery. (916) 922-0911; [email protected]; www.documentworks.com.

Since 1956, the Graphic Center has been at the same location in Sacramento and in December 2000 completed the construction of an additional plant in Emeryville. Family owned, the Graphic Center prints all size runs and handles prepress, sheetfed, web press, ink systems, and administration. They offer a paramount customer service team, advanced technological equipment, and a clear focus. The Graphic Center’s motto is, “We are a company unafraid to take the step to improve and innovate.” (800) 666-1332; [email protected]; www.graphiccenter.net.

Hostmann-Steinberg u.S. is a family-owned, global leader in the manufacturing of best-in-class printing inks, fountain solutions, and varnishes. Their roots go back to 1765 with the incorporation of what is now

the world’s fourth largest ink manufacturer, Huber Group. Hostmann-Steinberg’s corporate office is located just outside Chicago in Kankakee, IL, and its regional offices are strategically positioned to serve clients located from coast to coast. The recent launch of a new generation of sheetfed inks called !NKREDIBLE is the latest addition of cutting edge technology. Developed to complement all press formulations, they offer excellent stay open properties and at the same time are very fast setting. In addition, Hostmann-Steinberg is very supportive of the initiative to foster a “green” environment and continues to produce inks that are environmentally friendly. (815) 295-7307; [email protected]; www.hostmann-Steinberg.us.

Hudson Yards SF is a visual communications company providing graphic arts and pre-media services to suppliers and publishers of any size. Hudson Yards is service based and maintains a closed loop system. Remote proofing through Director, fabulous packaging comps, and round the clock deadline management are just a few of the digital ad management and multimedia solutions offered. With offices located throughout the U.S., Hudson Yards is the third largest prepress company in North America with 500 employees and an $80 million operating budget. Hudson Yards single source provides color retouching, pagination, advertising, and corporate retail workflow solutions. Their cost effective brand management innovates print, Internet, and media projects. (415) 986-1011; [email protected]; www.hyards.com.

Women owned and operated Lighthouse Litho, uSA, West Sacramento, started out as a government supplier and has recently expanded into the private market. Family owned for the last 30 years, Light-house Litho, USA still performs government supply services as well as to-the-trade print and mail orders.

Resource Industry Sectors Services Buyers Guide PrintAccess.com • Res Sectors Services Buyers Guide PrintAccess.com • Resources Industry Se Industry Sectors Services Buyers Guide PrintAccess.com • Resource Ind Welcome New FriendsCo N N ECT w i t h M E M BE R S

Jan/Feb 2008 26

Since 1990 Accuchex Corporation, Novato, has provided payroll, human resources, and related employment services to companies with as few as one employee to thousands, with payrolls in all 50 of the United States. Integrating payroll and human resources in one convenient system, Time2Pay is the first complete nationwide service on the Web. Time2Pay supports employee benefits plans, medical and dental insurance plans, COBRA, HIPAA, retirement plans such as 401(k), disability, and much more.

Accuchex started small, founded in a one-room office by family and friends. From the beginning they served their clients face to face on a first name basis. Now the team is a much larger, but they still strive for that face-to-face feeling with every client. They say, “At Accuchex, we never forget that our business is service.” (877) 422-2824; [email protected]; www.accuchex.com.

For the past 14 years, Sacramento’s Automate Mailing has believed in helping clients look their best. The staff assists in every aspect of the direct mail campaign. From creative, to dynamic printing, to target selection and timeline management, Automate Mailing has the resources to produce and process jobs quickly and affordably. Their print and mail solutions simplify marketing efforts with consistent, visible messages. The company offers targeted lists, distinctive creative designs, and effective results. (916) 381-2106; www.automatemailing.com.

San Francisco based Corporate Fulfillment Services distributes and warehouses marketing collateral pieces. Support features include flexible project deadlines that are met around the clock, shrink-wrapping, grommeting, product distribution, hand assembly, packaging, and inventory reports. For the past five years, Corporate Fulfillment Services successfully completed projects for many local and Continued on page 28

Electro Imaging Systems — Elite business partner with HP. We are an exclusive Bay Area provider for the new color HP “Edgeline Technology” which can save your company 30-40% on document costs.

We offer our customers the technology, support programs, and strategies to control document costs. These solutions consist of:

Digital B/W & Color MFP’s Laser Printers Wide Format LAN Fax

High Speed Scanners Postage Meters Document Storage and Retrieval Software

Want more information? Contact Sean Bandy, Director of Sales (925) 371-4100 ext. 132 or email [email protected]

PINC SPoTLIGHT: MEET MARIA SALITA If you participate in any of PINC’s member programs, chances are Maria Salita has helped you. Maria joined PINC two years ago and holds the title Program Administrator. Her job encompasses a variety of duties that include but are not limited to administrating Slow Pay, the Personnel Referral Program, coordinating offsite educational training, plus assisting customers and members with inquiries.

Prior to joining PINC, Maria was a Sales and Service Administrator at a semiconductor company, Thermo Neslab, a division of Thermo Electro, for five years. She quoted customers with equipment and parts prices, processed service reports into quotes, and represented the company at trade shows, which included manning booths and answering questions from the public. Now she’s using those skills to assist members.

“My greatest challenge is staying on top of my array of duties, and I’ve learned that my utmost challenge became a great attribute to my learning experiences,” Maria says. “I’ve learned so many improbable things about printing from the types of printing equipment to the language of the printing industry.”

Maria hails from the Philippines, but she came to San Francisco when she was eight years old. She has also lived in New York for a few years. Beyond printing, her interests are reading books and hanging out with her family. She notes,

“The best part of the job is learning through experience. I am learning that all companies, big and small, require a dependable resource like PINC. The best part of my job is knowing that I am part of the extra hand that can assist printing and graphic arts companies in their growth and development.”

Announcement Achievement Awards Acquisition Expansion • Relocation New Services Noteworthy • Announcement Achievement Awards Acquisi Expansion • Relocation New Services Noteworthy • Announcement AchievMember NewsCo N N ECT w i t h M E M BE R S

Jan/Feb 2008 26 Jan/Feb 2008 27

MEMBER oN THE MoVE

Daylight Imaging P.O. Box 13211 Oakland, CA 94661

New phone number: (510) 410-5614

EQuIPMENT & BuSINESS ACQuISITIoNS

A new five-color ROLAND 500 with inline coating went into production this summer at Alonzo Printing in Hayward. The one ROLAND 500 replaces two older offset presses, yet it increases the company’s sheetfed capacity significantly. The reasons: the ROLAND 500’s top speed of 18,000 sheets per hour, its six up format, and its highly automated makeready

capabilities. “We like the capabilities of this press — its speed and the quality of its printing,” says James Duffy, president at Alonzo. “We also like its format size that will let us print more on every sheet. The ROLAND 500 is the only press that offers such an advanced combination of speed, size and automation.

Over in Brisbane, Fong Brothers Printing’s most recent ECRM purchase was the MAKO 4 violet CTP platesetter, which consumes the same amount of energy as today’s typical PC. “California is very strict with anything [to do] with the environment, for

example energy use,” says Tony Fong, president and CEO. “California environmental laws are very strict, but adherence should be something a company does because it’s the right thing to do for the environment.” Further cost savings are realized through the MAKO 4’s simple electricity requirements. For example, unlike many other pieces of printing equipment, the MAKO 4 does not require a dedicated power line.

“In the old days, we used thermal technology because of the quality issue. But, we’ve found the violet-imaging technology has really come up,” Fong continues.” Its quality is good, and its laser heads are cheaper to replace.

Stone Publishing has acquired member Offsite Fulfillment Services of Redwood City, which provides print-on-demand collateral via online ordering. The deal was the fourth for Stone Publishing since 2001. In that time, the printer has also obtained Almaden Press, Amazing Graphics, and House of Printing. Stone offers a wide range of products and services, from short-run digital printing to high-volume litho printing, packaging, mailing and fulfillment capabilities. n

xerox.com/printing1-800-ASK-XEROX ext. 778

© 2007 Xerox Corporation. All rights reserved. Xerox®, ProfitAccelerator® and There’s a new way to look at it.® are trademarks of Xerox Corporation in the United States and/or other countries.

�Xerox�digital�printing�revs�up�your�business��with�ProfitAccelerator®,�a�set�of�business�

resources�developed�to�help�maximize�digital�printing�capability�and�jump-start�profits.��

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Jan/Feb 2007 2

Color management, ICC workflow implementation, device profiling, press characterization (“finger-printing”), and proofer installations. (707) 664-1628; [email protected]; www.mspgraphics.com.

With offices in Milpitas in the Silicon Valley and the Twin Cities, Strategic Growth Initiative (SGI), works with businesses to identify and develop new market opportunities, provide growth strategies and drive marketing solutions. As an integrated resource and marketing company, SGI has the intellectual and creative resources to cost effectively help their clients with market strategy, brand positioning, customer identification and enlistment, and fulfillment. Their team of independent designers provides incredible creative resources to effectively tackle collateral pieces and websites. SGI has secured a network of quality oriented and price competitive digital, sheetfed, and web printers and manages each and every project from concept to delivery. The SGI Team has over 40 years combined experience in direct mail marketing and fulfillment services. They provide database and list management services including CAS certification and NCOA services.

Holly Bachman, SGI’s Director, Marketing & Business Development, says, “Your success is our success. SGI engages in true partnerships with our clients, offering incentive-based compensation alternatives for successful business development and implementation.” (408) 571.8084; [email protected]; www.sgione.com.

Vision Graphics & Printing, located in Fremont, is a full service printer that offers many additional services that can enhance their clients’ projects. Their designers are skilled at creating attention- getting brochures, sell sheets, booklets, manuals, and newsletters. The company also offers digital photography and can set up a photo shoot for any product. Producing a printing job takes a lot of planning, careful coordination, and an extensive knowledge of ever-changing technology. Vision Graphics & Printing offers online proofing, variable data printing, and the incorporation of full service printing with clients’ marketing strategy. (510) 249-0388; [email protected]; www.visionspot.com. n

Resource Industry Sectors Services Buyers Guide PrintAccess.com • Res Sectors Services Buyers Guide PrintAccess.com • Resources Industry Se Industry Sectors Services Buyers Guide PrintAccess.com • Resource Ind Welcome New FriendsCo N N ECT w i t h M E M BE R S

Short orders are printed on digital equipment and larger orders on a 40” Heidelberg. Owner Cindy T. Connitt says, “You can expect high quality products at “mom and pop” price levels. We have lots of hand specialties: collating, cutting, fulfillment, pick up and delivery, designs with 2-3 comps and service quotes right away. Our speedy turnaround time, personal-ized business systems printed on recycled papers, online templates and permanent archives cater to the diversified needs of today’s market.” (916) 326-4444; [email protected]; www.lighthouselithousa.com.

MSP is a media services company serving the design, publishing, printing, and fine arts sectors. With offices near San Francisco (Cotati) and Vancouver, MSP is positioned to respond to the needs of clients throughout North America and offers the best in printing, prepress, and photo-graphic markets. MSP San Francisco’s Mike Strickler has more than 30 years combined experience in photographic and digital workflows. Mike is a certified implementer for EFI Colorproof and Caldera

Jan/Feb 2008 28

Go to www.printingequip.com & Experience The Hicks Brothers AdvantageCONSULTING — With 20 Years of experience, we can evaluate your needs and make useful recommendations.

BROKERING — With international networking; We coordinate all aspects of location, viewing, inspection, moving, and installation.

WE'LL BUY IT — Individual pieces or entire plants.

WE SELL 'EM — Primarily reconditioned & rebuilt. Presses & post-press equipment.

PARTS...YES! — Press replacement parts. Cutter blades, lamps, rollers. Second color units, spray units, etc.

FINANCING — Available for major purchases. Long or short term.

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582 6th Street, San Francisco, CA 94103 � Questions? Call 415-575-0933


If you’re tweaking plate curves to match proofs or struggling to get multiple presses or stocks to match,G7 methodolgy can help. Prestia Color Consulting is an offical G7 certification agent for IDEAlliance.

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Jan/Feb 2008 28 Jan/Feb 2008 29

Prepress Customer Service Sales Internship Bindery Management Press office Internship Bindery Management Press Office • Prepress Customer Service Sales Management Press Office • Prepress Customer Service Sales Internship Bindery Job ApplicantsCo N N ECT LoCALLY

This is a list of Job Applicants from PINC’s Personnel Referral Program. Capsule descriptions are shown for the newest listings. PINC members can post job openings and view resumes for these individuals at www.pinc.org. Log on, then go to the left to select FIND AN EMPLOYEE. This service is provided at no additional charge to members. Access is available to nonmembers for a one-time fee of $300 for three months.

When you post your job opening, an email will be sent to applicants in the job category that you have selected. Job openings can also be emailed directly to [email protected]. For info, contact Maria Salita at (800) 659-3363.


* From Semper International’s applicant list, see page 31.

10 –Graphic Design 2813 Watkins Very eager learner and flexible artist who is willing to respond to correction. 6 years training. Attention to detail. Great listening skills and dedicated to job details. All Northern California

15 – Electronic Prepress (image manipulation/assembly/output)2803 Chang 30 years experience as prepress operator. Good communication skills and attention to detail. San Francisco2810 Niesslein Self motivated, reliable, well organized, ability to multi-task, learn quickly and work in a team environment. Attention to detail and great communi-cation skills. South Bay2779 Rigsby 3 years experience at PsPrint, Emeryville. Design, quality control, layouts, mockups, Adobe CS2, MAC/PC, CTP. Productive interaction with co-workers. Deadline oriented and quality maintained at all aspects of projects. East Bay

30 – Small Press Operator2804 Khammo Experienced and reliable employee seeking a challenging opportunity. Extensive computer experience: Internet Explorer, Painter, Photoshop, Publisher, and Microsoft Office. Additional skills include: drafting, art, paint signs craft, and electrical and different materials signs. Carpenter assistant. San Francisco

35 – Large Press Operator (25 inch or greater)2793 Sandres Ryobi 3200 and 3302 two color and Heidelberg two color GTO. Ink mixing and cutting parent sheets. Good interpersonal skills. Quick to implement detailed requests. San Francisco

2780 Crayton Experienced and dependable press operator. Heidelberg QM#46 and PrintMaster. In-depth knowledge of print procedures, machinery and run specifics. San Francisco

2794 Melendez 30 years experience operating Heidelberg presses. Two, four and six color, 29 and 40 inch presses. San Francisco

*S-85654 Leonard 11 years experience operating a 10/c 40” perfector. I enjoy the challenges of printing 5 colors on both sides of the sheet in one pass or printing up to 10 colors, one side at a time. I also perform scheduled maintenance, some general repairs such as installing geared motors for the ink zone keys, replace some air rams as needed, replace and set rollers as needed, etc. Seeking position: Large Press – Heidelberg Speedmaster, Miehle.

*S-84784 Mark Able to troubleshoot mechanical problems and fix them. Willing to work weekends and nights. I have been printing for several years. Seeking position: Large Press, Ryobi, Heidelberg; Maintenance; General Bindery and Stripping.

38 – Press Feeder 2782 Lehnartz Loading paper. Supervised the tending of paper and feeder. Facilitated the changing and washing of blankets. Mixed PMS inks. Press cleanup. San Francisco

40 – Specialty Press *S-86292 Arthur Can make quick yet solid decisions that effect workflow while drawing from a highly varied and vast experience within the customer service industry. My best attributes are my ability to solve problems quickly and efficiently, and coupled with my passion for working with advanced copy equipment in a high speed production facility. Seeking position: DocuTech, Operator, Reprographics/Copy, Copy Shop, Drivers, Commercial Print.

45 – Web Press Operator2777 Quinn Experienced with running high quality four color heatset magazine covers and text. Dedicated to quality and timely production. San Francisco

50 – Bindery2791 Marshall 26 years experience in the printing/binding field. Samples coordinator, bindery, customer service, and computer skills. East Bay

Jan/Feb 2007 2

Prepress Customer Service Sales Internship Bindery Management Press office Internship Bindery Management Press Office • Prepress Customer Service Sale Management Press Office • Prepress Customer Service Sales Internship Binder Job ApplicantsCo N N ECT LoCALLY

Jan/Feb 2008 30

55 – Internships2815 Casassa Directed marketing strategies toward determined target markets. Developed creative promotions and ticket distribution systems. San Francisco2809 Barth Graphic Communication major at California Polytechnic State University. Anticipated graduation is December 2008. Experience with design of club shirts, sweatshirts, informational flyers, posters, and websites. Excellent customer service skills. San Francisco2808 Rudy Ad designer with experience in ad production for a daily university newspaper. Prepress file editing and traffic experience. Proofreading and good customer service skills. San Francisco 2814 Rudnick Student at California Polytechnic State University with a focus in graphics for packaging. Computer skills include: Adobe InDesign, Photoshop, Illustrator, Microsoft Word, Excel, and PowerPoint. Great customer service abilities. San Francisco

65 – Customer Service2784 Restani Competent and eager individual with strengths in customer service, shipping and receiving. Flexible management assistance and immediate needs support. 2807 o’Neill Customer service and production management. Experience includes both PC & Mac environments and O/S. Graphic design skills. InDesign, QuarkXPress, Adobe Photoshop and Illustrator, CorelDRAW & PhotoPaint, Multi-Ad Creator,

PageMaker, MS Publisher, and Typesetter. Installation and system set-up, troubleshooting, maintenance and repair. MS Office/Works, Word, Excel, Access, Outlook, Internet Explorer, dBase III+, Lotus 123, Quattro Pro, UNIX, DOS, WordPerfect, etc. Experienced Data Entry Operator. Novell 3.1x Systems Administrator. Peninsula2785 Robinson Heavy customer relations through mail, email and phone. Excellent interpersonal skills. Collections and authorization experience. 2788 Rodrigues 13 plus years experience in printing, account management and customer service. Strong communication skills. Solid industry knowledge. Sacramento & Valley*S-84344 Leticia 5 years of customer service experience, which includes call center and transpor-tation and logistics background. Very motivated to be part of a well established company, which will offer room for growth and opportunity. Seeking position: CSR, Production Coord, Admin. Support, Call Center.

70 – General Management (printing)*S-86591 George Motivated, printing professional with 36 years experience; 15 years as owner of small commercial plant. Flexible and versatile; able to perform under most any deadline pressure. Seeking position: Prepress, Stripping, Quality Control, Supervisory/Management, Pre-Press Manager.

75 – Estimating2795 Deacon 25 years in print and print related industries. Vast experience in the industry includes printer, estimator, supervisor, planner & sales positions. San Francisco*S-83621 Steven Nearly 30 years in print industry. Experience includes mgmt., estimating and operation of various production equipment. Vast knowledge of the commercial printing industry. Seeking position: Commercial Print, Large Press, Ryobi; General Manager.

80 – Production Management2790 Kutler Production and project management. Estimator, prepress operations, sheetfed & web commercial printing. All Northern California

85 – Sales/Account Representative2798 Arbuckle Many years of experience as a sales manager with solid business acumen. Multiple industries and products experience in packaging, labeling, bar code integration, adhesives, warehousing, and business-to-business operations. All Northern California*S-83499 Eric Continued success in client retention in addition to establishing new business in contract negotiations with “C” level management, senior contract manager/buyers. Proven account manage-ment skills with the ability to instill confidence in customers, while gaining trust through a consultative


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* From Semper International’s applicant list, see page 31.

Prepress Customer Service Sales Internship Bindery Management Press office Internship Bindery Management Press Office • Prepress Customer Service Sale Management Press Office • Prepress Customer Service Sales Internship Binder

Jan/Feb 2008 30 Jan/Feb 2008 31

Prepress Customer Service Sales Internship Bindery Management Press office Internship Bindery Management Press Office • Prepress Customer Service Sales Management Press Office • Prepress Customer Service Sales Internship Bindery Job ApplicantsCo N N ECT LoCALLY

Since 1994, Semper International has provided staffing solutions: flex, flex to hire, and direct hire, from design to press to finishing. Their special page listing the benefits (discounts) to PINC members is: semperllc.com/index.cfm?page=pincmembers

In addition, their current pool of skilled candidates is the best in years. This link takes you to their job seekers semperllc.com/default.cfm?fuseaction=Search.Staff. Select the office nearest you.

Feel free to contact Steve Wetherell, Senior Account Manager directly (415) 974-1078 x112 [email protected]

ADDITIoNAL RESouRCEapproach. Seeking position: Sales, Large Press: Heidelberg Speedmaster; Estimator, Commercial Print, Expertise; Account Executive.

110 – Production Artists/Illustrators*S-85536 Steve Over 15 years experience as an Adver-tising Creative Retoucher and 3D Artist. My specialty is creative retouching, but I also have a background in 3D modeling and rendering, illustration, comp art, prepress manage-ment, color management, graphic design and account management. Seeking position: Prepress – Digital, Photoshop, Color correction, QuarkXPress.*S-83127 Steve 15 years experience in the pre-press/ pre-media field ; color/retouching work with prepress shops and color houses houses in the SF Bay Area, Seattle and Miami. Agency experience is with FCB, BBDO, Landor and Saatchi & Saatchi among others, ensuring their artwork and color reproduced correctly. Seeking position: Prepress-Digital, Photoshop, Scanning, Color correction.

180 – Miscellaneous*S-85757 Kenneth Experience in manufacturing, operations, construction, engineering, safety and quality. Background in factory and equipment design, mainte-nance, repair, rehab and upgrades. APICS member, highly skilled in MRP/ERP, scheduling, labor & material cost control. Expertise in managing budgets, staffing, training, environmental considerations & ISO. Seeking position: maintenance, General Warehouse, Shipping/Receiving. n

290 Seventh StreetSan Francisco, CA 94103 www.sfnexpress.com

ph: (415) 294-7778fx: (415) [email protected]

Digital printing gets results! Go to drisf.com for your FREE Designer’s Guide.

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JAN/FEB 20 0 8 Printing Industries of Northern California • 665 Third Street, Suite 500, San Francisco, CA 94107

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Connect Locally: n Showcase of Print Excellence 2008 | PINC Show 2008 > pages 1, 12 n Tom Quinn Fulfillment dinner meeting & seminar > page 2 n Joe Marin Web2Print seminar & dinner meeting > page 3 n Malcolm Keif Print Basics seminar > page 20 n Job Applicants > pages 29–31Connect with the Issues: n Fall Conference Report | Green & Lean Dominate Conference > pages 1, 15 n Feature | Fulfillment – Practical, Profitable, Doable > pages 13–14Connect to Experts: n Government Affairs > pages 4, 5 n Human Resources > pages 6, 7 n Tips & Tricks > pages 8, 9 n Dear Brad > page 10Connect to Nationally: n Upcoming PIA/GATF Conferences > page 11Connect with Peers: n Casino Night 2007 > page 17Connect with Members: n PIA Mobile Sales Club > page 18 n Payroll Services Pay Off > pages 19, 21 n Welcome New Friends > pages 26, 28 n Member News > page 27 n PINC Spotlight > page 27Connect to Industry: n Public Printer to Address Sustainability Conference Banquet > page 22 n 2008 PINC & Industry Events > page 25 n PrintFest 2008 > page 25Connect to Education: n PINC Education | Training for Adobe & Other Applications; eClass > page 24 n Publications > page 25

in th is issue Editor: Noel Jeffrey

PINConnection JAN/FEB 2008

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Transcript of PINConnection JAN/FEB 2008