Give Your Employees the Gift of Knowledge.

24/7 On-demand Industry Training Videos

for New Hires and Continuing Education.

No-Cost Benefit for

PMA Members.

PMA University gives you training on your schedule. It is ideal for onboarding new hires and continuing education for current employees.

PMA University has great content for sales, bindery, press, prepress and CSRs.

Targeted tracks help make sure each audience is receiving content tailored to their work experience. Make the most of your membership dollar by utilizing Print Media Asociation's on-demand training!

What is available?

There are currently 13 modules and over 70 on-demand webinars. We will continue to add and announce more videos throughout the year.

New Employee Orientation
Sales Rep Orientation
Customer Service Orientation
Prepress Orientation
Bindery/Finishing Orientation
Commercial Printer
In-plant Printer
Direct Mail Printer
Transaction Printing
Publication Printer
Wide Format Printer
Packaging Converter
Market Updates
And so much more

NEWLY ADDED CLASSES:

Importance of Print in Today's World:

Let's bust the myths of modern day printing.

Learn how the industry is everywhere, critical, and technology forward.

Focus on Print Industry Fundamentals

* Intro to Production Printing

* Inside the Print Shop

* Operations of a Print Service Provider (PSP)

* Selling Strategies

* Vertical Markets for Print

* Print Workflow & Processes

* Introduction to Finishing

* Market Update

Introduction to Production Printing:

Brief History of Printing
What is Production Printing?
Analog vs. Digital Printing
Print 101: Electrophotography
Print 101: Offset Lithography
Print 101: Inkjet
Print 101: Gravure
Print 101: Flexography
Industry Speak: Acronyms & Jargon

Introduction to Finishing:

The World of Finishing
Embellishments
Folding
Trimming and Cutting
Binding Methods
Mailing
Converting
Finishing for Wide Format

Inside the Print Shop:

Inside a Print Service Provider (PSP)
Commercial Printers
In-plant Printers
Direct Mail Printers
Transactional Printers
Publication Printers
Packaging Converters
Sign Shops

Selling Strategies for:

Commercial Printers
In-plant Printers
Direct Mail Printers
Transactional Printers
Sign Shops
Franchise Printers

Print Workflow and Processes:

Primer: Software & Functions
Primer: Key Workflow Processes
Primer: Design Considerations
Job Onboarding
Estimating, Quoting, & Ticketing
Preparing Data
File preparation (Prepress)
Proofing and Approval
Digital Front Ends

The cost to utilize Print University is covered by membership dues.

Need help logging in or have questions about PMA University?

Contact Tim Suraud at 314-962-6780 ext. 211 or e-mail tim@pmastl.org

Participate in our

"Printing Industry Performance and Insights"

Benchmarking Survey

Deadline to participate is this Friday, May 10th.

TAKE THE SURVEY

This latest study provides a useful industry outlook with a close look at

how macroeconomic factors are affecting printing companies.

It also explores effective ways to brand your company as a desirable place to work

– a relevant topic given the hiring challenges many firms face today.

The Printing Industry Performance and Insights (PIPI) studies provide company leaders with knowledge, tools, and actionable recommendations based on data collected

from members of multiple print industry associations around the country, including PMA.

Print Media Association and 15 regional printing industry associations

across the nation collaborate quarterly to sponsor the

Printing Industry Performance and Insights (PIPI) Studies.

This research seeks to analyze our industry’s performance, deliver a view of future outlook, and provide company leaders actionable advice. These studies are conducted under the direction of Dr. Ralph Williams Jr., Associate Professor, Jones College of Business at

Middle Tennessee State University.

Links to previous PIPI Reports:

A Big Picture of Revenue Trends, Business Outlook, Other Knowledge, and Actionable Thoughts

A Big Picture of Inflation, Paper Supply, and Postal Mail Rates, with Actionable Thoughts

Branding Your Firm as a Good Place to Work: Employer Branding

Financial Benchmarks, Ratios, and Actionable Thoughts

Connecting a “Comprehensive Strategic Approach” to Printing Firm Performance

Revenue Trends and Business Outlook Summary

How Paper is Affecting Printing Companies and Approaches to Consider

Big Picture of the Printing Industry: Revenue Trends, Inflation Effects, Outlook

Marketing Planning, Sales Team Management & Social Media Usage

Is Your Firm Growing Like Others in the Printing Industry?

Industry Outlook & Performance

Strategic Group Report

Printing Industry Outlook - Q4 2021

Workforce Shortages

Supply Chain Disruption

MODERN LITHO CEO

DARRELL MOORE

ANNOUNCES RETIREMENT

AND JOINS PRINTING INDUSTRY

HALL OF FAME

Modern Litho, a leading Midwest-based commercial and publication printer, announced that Darrell Moore will be retiring as Chief Executive Officer, effective May 1, 2024.

Moore has been with Modern Litho for 30-years, serving as CEO for the past 20-years. Under his leadership, Modern Litho has expanded its capabilities in digital printing, wide format printing, direct mail services and more to meet evolving customer needs.

“It has been an immense honor to lead Modern Litho over the past two decades,”

said Moore. “I am incredibly proud of what our team has accomplished in solidifying

Modern Litho as a premier printing service provider not only in Missouri

but across the country.”

Paper Update 2024

Recent discussions with paper distributors and mill representatives have uncovered some interesting information regarding demand and supply that will impact the printing industry today and in the foreseeable future. Since 2020, there has been a reduction in demand of 47%.

Below is a chart that graphically describes that drop in demand. The Blue line is shipments, the Purple is consumption. The reason that they do not align is due to print company inventories that was a byproduct of the COVID era when paper supplies were extremely limited and many companies that could, inventoried. The determination of the paper mills to balance supply and demand started much earlier than 2020.

READ REPORT

Fact Sheet on FTC’s Proposed Final Rule:

Noncompetes

The following outline provides a high-level overview of the FTC’s proposed final rule:

The final rule bans new noncompetes with all workers, including senior executives after the effective date. Specifically, the final rule provides that it is an unfair method of competition - and therefore a violation of Section 5 of the FTC Act - for employers to enter into noncompetes with workers after the effective date.

Increase to Fair Labor Standards Act Annual Salary Threshold

The U.S. Department of Labor (DOL) has increased the Fair Labor Standards Act’s annual salary-level threshold from $35,568 to $58,656. White-collar workers making less than that amount will now need to be paid overtime when they work more than 40-hours in a week. Exempt employees must meet both salary and duties tests.

From Plastic to Paper:

The Eco-Conscious Evolution of North American Packaging Trends

This transition reflects a growing corporate commitment to environmental sustainability, increased regulations and penalties for using plastic, and a desire to meet consumer demand for packaging that is both sustainable and easier to recycle.

Print Marketers Say

They’re Using Print to Overcome Digital Fatigue

About half of print marketers see the combination of “digital primary, print secondary” as the most effective marketing approach, with the top benefits of incorporating print marketing with digital including that print can provide a tangible experience to cut through the digital clutter.

Unlock Value: Invite Customers Inside Your Printing World!

Open your doors and invite customers in to learn more about you and your company. Every tour will awaken possibilities not revealed in a phone call, email, or text.

READ MORE by Debbie Nicholson of Think-to-Ink on American Printer.com.

Study Released on Recycling

of Fiber-Based Materials

Source: FSEA

The Foil & Specialty Effects Association (FSEA) released a new report detailing the results from a completed study on the recycling of fiber-based materials with transfer metallic decoration. Through extensive testing, the study demonstrates that fiber-based transfer metallic decorated materials are recyclable and currently are being sorted by MRFs to be included in the recycling stream.

Trades Make a Comeback with Gen Z Workers

Source: Axios

As baby boomers are retiring, skilled trades need more workers. Gen Z-ers are stepping up to fill the gaps. According to a recent survey, 54% of

Gen Z-ers said a high school diploma is enough to secure a well-paying, stable job. College enrollment is dropping while vocational program enrollment is increasing, jumping 16% last year as younger people look to begin their careers without the sky-high cost of a four-year college degree.

The Power of Flexible Benefits for the Younger Workforce

In a recent article, Semper Group explored how flexible benefits are a great way to retain your younger workforce. “In recent years, the workforce has witnessed a significant shift in the priorities and preferences of younger employees. Gone are the days when clocking in at the office, no matter how unwell you felt, was considered a badge of honor. Younger workers are increasingly valuing their health and well-being, and this has reshaped their expectations when it comes to employment benefits.”

EEOC Publishes Long-Awaited Final Guidance on Workplace Harassment

Key to the new guidance is that it recognizes unlawful harassment against LGBTQ+ individuals and addresses workplace protections for “pregnancy, childbirth, or related medical conditions,” including “lactation.”

Lean Manufacturing for Today’s Businesses

Lean manufacturing is a well-recognized and powerful practice that can help optimize productivity and reduce waste. Despite the gradual improvements in our industry's supply chain, problems still exist. This article explores how PSPs can navigate today's business priorities and refine their supply chain to address the current business climate.

Frequently Asked Questions

FINAL RULE

Komori's New Lithrone GX/G advance EX Edition

Eco-friendly Offset Press to be Unveiled at drupa

Komori has pioneered an eco-friendly offset printing press designed to support printers while reducing greenhouse gas (GHG) emissions.

Ricoh at drupa: Where the Future of Print Makes a Spectacular Entry

With Ricoh at drupa ’24, you can expect to see and experience first hand a broad range of complementary technologies. We'll be showcasing our newly launched inkjet and toner-based production printing devices. You'll have the opportunity to explore our latest innovations in software, services, and sustainability.

WATCH THIS PREVIEW

Kodak at drupa 2024:

Groundbreaking Solutions for Inkjet and Traditional Offset

Kodak will showcase its digital technology and traditional print solutions, all designed to help printers increase productivity and profitability at drupa 2024 from May 28 to June 7.

Canon Demonstrates

‘The Power to Move’ at drupa 2024

Under the theme ‘The Power to Move’, Canon will demonstrate how its powerful combination of technology innovations, expert teams, excellent support services and dynamic collaboration empowers print service providers (PSPs) to transform their businesses. The full portfolio of Canon production print technologies will be showcased, including sheetfed inkjet and toner presses, high-speed continuous inkjet production lines, flatbed and roll-to-roll wide format printers, and digital label printers.

Create the Future with Xeikon at drupa 2024

Xeikon is set to showcase its latest innovations and cutting-edge solutions at drupa 2024. The company's presence at this renowned industry event underscores its dedication to providing customers with state-of-the-art technology that meets the evolving needs of the printing

and packaging industry.

Benny Landa & drupa:

A Perfect Match

Thanks to this commitment to both industry and education, we are all the more honoured that drupa is the only trade show that Landa Digital Printing has ever participated in.

"We haven’t shown our products at any other trade show and the reason is that with hundreds of thousands of visitors, it is the place to communicate our message, to share our vision, to educate our market about what’s possible – about how we see the future of this industry,"

Do You Want MARGIN or PROFIT?

If job margin and enterprise profit are not the same, which do we want? Obviously, profit is what determines our ability to grow and to build security for our people and ourselves - its absence leads to failure

and destruction.

If that’s so, what should we do?

The reality is that the profit at the end of year is our goal while margin is an arbitrary and largely meaningless number. This is because the assumption of our estimating and costing system is that every cost of operating our business can be assigned to a particular job and that margin and profit are somehow identical.

The problem is is that much of the cost of the business is unaffected by the acceptance of a particular job. The building, the equipment, and the front office require an expenditure which is insensitive to the volume of work. The number that counts is what will be actually spent to produce the job which is just the amount spent for the purchases, wages and commission - usually about 60% of the estimate ($600 on a $1,000 estimate). This key number is usually called “contribution.” When contribution equals overhead for the period (month or year), the business has broken even, when it’s more it’s in profit land.

Thus, if the estimating system says that the job will cost $1,000 and it’s quoted with a margin of $100, a successful sale will produce an improvement in overall profit of $500 ($1,000 minus $600 plus $100). If the job actually sells at $900, it will improve profit by $300. ($900 minus $600). Unfortunately, because of management bias against negative margins or a commission system which penalizes them, the firm will pass on the $900 sale and thus the bottom line at the end of the month will be $300 less than it could have been.

Profit nirvana is almost always achieved by high utilization of overhead - 24/5 or better which can only be achieved by following the policy “charge as much as the customer will pay but get the order.” Since optimal pricing policy is really determined by the customers and the competitors, the real management challenge is to hire enough staff and develop the management skills necessary to handle a 24/5 operation.

Volume 4 / Issue 4

Business Is About Decisions

Business requires the making of decisions. Since we can’t decide the past, all decisions

are about the future - what will happen if we accept that job, hire that sales rep, buy that

machine, acquire that company?

When we make those decisions, our focus must be on what will change - what additional

revenue will we receive, and what do we expect to spend. Just as importantly, when do we

think that this will occur as there is an enormous difference between dollars received and

spent now and those spent now and those received five years from now. Our conventional

accounting system is not helpful as it’s all historical and our estimating system is a muddle

of things that we will spend (paper, etc.) and things that are allocations of overhead (rent,

depreciation, etc.) that we will not be spent because of a decision.

The process should start with a proposed action step (buy the press, hire the sales rep,

take the job at a discounted price, etc.), then list the amounts that will be spent and the net

amounts that will be received by year. As our ability to predict the future is limited, if the

decision is significant, it’s worthwhile to consider alternative scenarios. The analysis must

be cash based - how much out versus how much in.

Don’t Blow Smoke At Yourself

It’s tempting and traditional to focus on a number called “job margin/profit”. To get this

number, you must use budget hour costs (BHRs), the domain of the $125 per hour cost

center operated by a person making $20 per hour.

Because the BHRs depend on assumed hours of utilization, the firm can lose money in a

month when it’s slow even though there is a positive profit/margin on every job. Just the

reverse will occur when the shop is busy.

Luring behind this is the reality that only two numbers matter: the out-of-pocket cost (dollars

spent on materials, buy-outs, production wages, click charges and sales commissions)

and contribution (the difference between the invoice and out-of-pocket cost). The business lives or dies based on contribution, the rest is just dollar trading with employees and suppliers.

Exit Strategy III

As our earlier articles outlined, the “simplest” transition of a family business are the ones in

which family or trusted employees are the buyers. Often there are instances where that opportunity does not exist; thus, the need for the seller to “go to market.” When a company is relatively small (less than $3 Million in sales), this can be a DIY (Do It Yourself) scenario. The easiest sell is to a competitor. The seller knows the potential buyers and can often negotiate those types of sales on their own. If there are no local competitors, or the size of company excludes local buyers (specialty companies – envelopes; forms, etc., or companies with sales greater than $8 Million), will often call for a third party. These firms or individuals will conduct the search for a buyer and assist with all aspects of the negotiations as well as provide market knowledge of a business’ value. Although not an inexpensive proposition, third parties with knowledge of print markets will provide a seamless process and have knowledge of buyers unknown to a seller including private equity which can maximize the owner’s return.

Regardless, of the choices, there are several items to keep in mind. Selling a company is

a very time-consuming process and often requires a CEOs full time focus, and they should

plan accordingly. A crucial aspect is taxes. A seller should discuss tax consequences with a

tax expert and give thought as how the sale will be structured to minimize the tax impact, as

well as understanding what is advantageous to a seller could be disadvantageous to a buyer.

Finally, the seller should understand the firm’s value. It’s not in the seller’s best interest to go through the process of selling his/her company and then discover that their valuation is not in sync with the market. Although every firm has value, the seller must be cognizant that a sale of a company is a financial transaction and prior history, or type of equipment, or market position, may have minimum effect on a company’s value. If a company generates very little profits, it’s value may be its assets (less liabilities) and some consideration for its book of sales. A company with above “average” profitability will engender increase value because of its profitability but could still be limited in value if only a handful of customers are generating sales or some other variable (aging equipment, shrinking market, etc.) is adversely affecting growth potential.

An astute seller will take all these issues into consideration prior to beginning the process of

selling; thus, maximizing the value of the firm and rewarding their efforts.

Print – A Game Changer

With all the talk of AI (Artificial Intelligence/Machine Learning) as a potential game changer,

it’s easy to forget what Johannes Gutenberg’s creation in the 15th century did for civilization. Education, religion, society, exploration, all were affected by the ability to communicate in a medium other than verbal. At the end of the 20th century, print was declared dead by many. Yet, it is still a preferred medium of communication in a multitude of channels . . . and will continue well into the future.

Click Here for a PDF Copy of this Article

quoins2pixels is written by Bob Lindgren and Joe Polanco.

Bob and Joe have spent decades in the printing industry, and throughout their careers,

they have counseled hundreds of company owners on a variety of management topics.

As a value-added service of Print Media Association, they are available to expand

on these articles or aid with projects.

Bob can be reached at (818) 219-3855 and Joe at jspolanco49@gmail.com.

Sales Tip of the Week

Don’t Cold Call!

LinkedIn asked for advice on how to cold call. Bill Farquharson's response was unlike

any of the other contributors. He didn't expand there, but he does for you in this week's Short Attention Span Sales Tip.

Upcoming Sessions:

This is where the best graphic arts sales reps and selling owners go for their sales ideas. They learn from an expert, from their peers, and on demand.

The Sales Vault is a sales program bought to you by PMA & Bill Frquharson. One Vault feature is a live weekly workshop. Care to try one out for free? E-mail Bill and he'll give you access to one workshop or one video replay.

May 8: Sales Talk Find Out More

May 13: Marketing Matters with Kelly Mallozzi Find Out More

May 14: The Tips and Tricks of Working/Selling from Home Find Out More

May 14: New-to-Sales Group Find Out More

May 15: Sales Talk Find Out More

May 20: Marketing Matters with Kelly Mallozzi Find Out More

May 21: Time Management Master Class Find Out More

May 22: Sales Talk Find Out More

May 28: Vertical Markets: Selling to Colleges Find Out More

View all upcoming workshops here.

See the list of 100+ video replays

Bill Farquharson is a coach and sales trainer for the graphic arts. He draws on his 40-year sales career to write, speak, and create content. Bill’s Sales Vault features weekly sales workshops, sales challenge discussions, template and script downloads, and archived content for one monthly price (Affiliate members receive a discount). Contact Bill through BillFarquharson.com.

Kelly Mallozzi is the president of Success In Print. She is active in Girls Who Print, an expert in LinkedIn for sales reps, and a frequent presenter for the Affiliates. Kelly’s Total Sales Transformation is an intensive program to give your sales efforts a shot of adrenaline. Find Kelly through SuccessInPrint.net.

Visit:

salesvault.pro/partners

To learn more, contact:

Tim Suraud at 314-962-6780 ext. 211 or e-mail tim@pmastl.org

Need Help with Credit & Collections?

We Have a Solution!

Printing Industry Credit Bureau (PICB) and its’ sister company, CheckitCo

have over 40-years experience as a dependable, effective, cost-efficient, and reputable agency dedicated to taking the hassle and stress out of credit & collection.

Who better to handle your credit and collection needs than an agency

designed for Printers.

MORE INFORMATION

VISIT WEBSITE

If you have questions or would like to discuss how we can help your business, e-mail or schedule a time to talk below!

Joe Trybula, CFP®, CPFA®

Accredited Investment Fiduciary

joe@printers401k.com

Schedule a Call With Joe

PMA Partner Diversified Financial Advisors powers the Printers 401K®

FACT: Some of Your Employees

Can't Get Life Insurance

PMA Member Employees Can!

Print Media Association has partnered with Cincinnati Life Insurance Company

to offer a solution that helps you retain employees, while also putting their well-being

as a top priority.

The Total Life Benefits program allows you to protect and offer your employees

peace-of-mind with guaranteed life insurance. Browse plan options and only choose what fits your priorities and your budget.

NO medical questions asked, NO employee minimums

and NO financial obligationas the Employer.

Employees can purchase life insurance for themselves, their spouse, their dependents,

and their grandchildren at a cost and amount of coverage they choose through a simple

and flexible payroll deduction program. Employees have a choice of term life, whole life,

or return on investment and they can take care of all the back-end HR paperwork

so you don't have to.

Employees own their policies! If they retire or otherwise leave the company, they can keep the policy and we will work with them to shift the billing to the employee.

Affordable and portable life insurance coverage for you and your employees.

If you would like more information contact

Tim Suraud at 314-962-6780 ext. 211 or tim@pmastl.org.

Print Media Association is your local trade association representing the

graphic communications industry in Missouri and Southwestern portions of Illinois.

Print Media Association offers its members the products and services that enhance their growth, efficiency, and profitability through advocacy, education, research, technical information, management tools, employee benefits, and cost-saving resources.

America's Printing Association Network.

APAN associations across the nation have rolled out a new brand to assure the industry of their sustained presence, dedication, and ongoing mission to work together in supporting the Graphic Communications Industry.

APAN comprises print and graphic associations in the US and Canada working together to bring industry awareness and support to the print graphics manufacturers and suppliers to the industry.

APAN is also in partnership with with three additional Associations in Canada, serving over 5000 members and representing all aspects of print manufacturing.

APAN – a powerful collaboration dedicated to supporting the Printing industry through such influential programs as:

National Wage and Benefit Survey
PrintAccess - online buyers listing/guide for members
Printing Industry Performance Reports and Insights (PIPI)
Sales Compensation Survey
Focus and Peer Groups
Insurance, Supplies, Equipment Discount Buying Power Programs
Americas Print Awards - Excellence In Print National Awards
Local, State, and National Government Representation
Workforce Development, Continuing Education programs … and More!

APAN is comprised of Print Media Association (PMA), Graphic Arts Association (GAA), Graphic Media Alliance (GMA), Great Lakes Graphics Association (GLGA), Printing & Graphics Association MidAtlantic (PGAMA), Printing & Imaging Association of Georgia (PIAG), Printing & Imaging Association of MidAmerica (PIAMidAmerica), Printing Industries of New England (PINE), Printing Industries Association of San Diego (PIASD), Printing Industries Alliance (PIAlliance), Printing Industries of Southern California (PIASC), Printing Industry Association of the South, Inc. (PIAS), Printing Industry Midwest (PIM), Printing Industry of the Carolinas (PICA), and Visual Media Alliance (VMA).