Canon Fall 2018

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    Do You Need To Be A Closer…Or An Opener?

    One of my clients made an interesting observation recently. “I don’t think I’m very good at closing the sale,” he said, “but I seem to be doing OK at opening accounts.” As soon as I heard those words, I realized that my client had drawn an important Read more

    Sep 12, 2019

    2:41 PM

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    Grandpa's Blueprinting: 12 Ads from 1945

    Doug Magid, president of BluEdge, was recently packing his office for a move and discovered a stack of bound copies of International Blueprinter, the magazine of IRgA. He kindly sent a couple to APDSP Managing Director Ed Avis. The old issues are loa Read more

    Aug 29, 2019

    10:12 PM

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    The Three C’s Of Selling

    Here’s a question for you. Which of these words best describes the real essence of selling: (1) Convincing? (2) Consulting? (3) Counseling? Read more

    Aug 29, 2019

    9:36 PM

  • Mark Hahn

    Q&A: Mark Hahn: The Market for Selling a Graphics Business is Robust

    Mark Hahn is founder and managing director of Graphic Arts Advisors, a boutique strategic financial advisory and consulting firm focused on the printing and related graphic communications industries. He will be a featured speaker at the 2019 APDSP Co Read more

    Aug 15, 2019

    10:31 AM

  • ARC logo

    ARC Leaders Explain Company’s Sales Decline

    ARC announced last week that sales during the second quarter of 2019 dropped about 5 percent from the same period in 2018. In a press release and in an earnings call, ARC leaders said the technology-driven move away from print was the primary cause o Read more

    Aug 15, 2019

    10:01 AM

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    Little Things Make Big Differences

    I’ve observed quite a few great salespeople over the years. I make it a point to pay attention whenever anyone’s trying to sell me something, and some of what I’ve learned from these observations has been incorporated into my own selling style. They Read more

    Aug 2, 2019

    6:57 AM

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    Mojzes Igor

    What Makes A Good Customer?

    I'd like to propose a quick exercise for today. Draw a line down through the middle of a sheet of paper. On the left side of the line, list your three best customers, in order of their importance to your company. On the right side of the line, list t Read more

    Jul 18, 2019

    9:03 PM

  • Carbon Graphics Group logo

    Big Changes at Canadian APDSP Member

    It’s been a big year for Tony Militano. Since January his Calgary-based company has integrated two acquisitions, celebrated 40 years in business, and rebranded. Read more

    Jul 18, 2019

    8:44 PM



    Company Links Digitization Providers to Clients

    No time. No desire. No know-how. No idea. No staff. No money. There are many reasons companies don’t tackle their digitization projects. But one reason Frank Gruenberg, the founder of SERVICE.REPORT.IT (, will not accept no l Read more

    Jun 20, 2019

    11:18 AM

  • FL Haus Building

    New Member: F.L. Haus Company Turning it Around

    APDSP is all about the future of reprographics and digital technology, but the organization is deeply rooted in its history. The same can be said of its newest member, F.L. Haus Company in Pittsburgh. Read more

    Jun 20, 2019

    10:50 AM

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    2019 APDSP Convention Details: Preparing for Transitions

    How far along is your firm in its lifespan? Whether you are just starting out or already have retirement in sight, the 2019 APDSP Convention will help you prepare for the inevitable transitions your firm will face. Building value – either for long-te Read more

    Jun 6, 2019

    8:31 PM

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    Seasonal Slowdowns Don’t Have To Happen!

    Business tends to slow down during certain seasons for many printing companies. I remember when business owners used to look forward to that, a natural break from the hectic pattern of the "busy" months. Whether it happened in the summer or in the wi Read more

    May 23, 2019

    8:14 PM

  • Canon vs. Motio

    Canon Sells its German Print Services Division

    Canon is no longer competing with its reprographics customers in Germany, according to this article in the latest edition of the member publication of motio, the German reprographics association. Read more

    Apr 25, 2019

    1:06 PM

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    An “Expert Opinion” On Who “Owns” A Customer

    I wrote a series of columns a while back about protecting yourself from your salespeople, specifically from the situation where a salesperson leaves and takes customers along. Those articles prompted a call from a printer who was going through a situ Read more

    Apr 25, 2019

    1:37 PM

  • printIQ Cushing screen

    Cushing: New Ordering System Promises Smoother Operations

    Cushing, a long-time ADPSP member in Chicago, has accommodated web order submission from clients for many years, but its home-grown system started reaching its limits a few years ago. Read more

    Apr 11, 2019

    1:06 PM

  • Race To The Bottom Price War Concept

    Ivelin Radkov

    Five Tips for Dodging a Price War

    The most recent APDSP webinar was about how to avoid competing on price. Sales trainer Dave Fellman provided some strategies for dodging the price war, and here are five of the best. Read more

    Mar 28, 2019

    7:48 PM

  • Dirck Holscher

    Shannon Brinkman

    Interview with Dirck Holscher: The Man Behind the Larry Hunt Newsletters

    Most of you are probably familiar with the Larry Hunt newsletters, which provide detailed price information about copiers, in addition to a lot of other information. In the March edition, Dirck Holscher, the publisher, wrote a brief article outlining Read more

    Mar 28, 2019

    5:07 PM


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    Paper Prices: What the Heck is Going On?

    You’ve surely seen the bad news: Dietzgen announced an increase effective April 1 that ranges from 6 percent for bond to 25 percent for Tyvek. Neenah Paper announced an approximate 3 percent increase effective March 25. International Paper bumped pri Read more

    Mar 14, 2019

    3:48 PM

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    Contact Failures Cost Printers Customers

    This is the third and final installment in my little series on The Top 3 Ways Printers Lose Customers. So far, we’ve talked about Quality Failures and Service Failures. Now it’s time to discuss the biggest culprit of them all. Read more

    Mar 14, 2019

    3:37 PM

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    Buy Time To Minimize The Likelihood Of Service Failures

    In my last article for the APDSP Newsletter, I started a series on The Top 3 Way Printers Lose Customers: Quality Failures, Service Failures and Contact Failures. That article dealt specifically with Quality Failures. This month, Service Failures are Read more

    Feb 28, 2019

    7:59 PM

  • I need to think. Picture of handsome young man holding hand on chin and thinking while standing against cloud chalk drawing on blackboard

    What Business Do You Want to Be In? A Response to the AEC Debate

    Below is a response from Woodie Rush, a veteran of the reprographics industry, to the article in the February 1 edition of APDSP Today about how much, or how little, reprographics business follows construction trends. Read more

    Feb 14, 2019

    8:14 PM

  • Vortex 4200

    Dare to be Unique: A Commentary from Ralph Richter

    I've been in this business for 40 years, and have seen a lot of trends come and go. One thing that bothers me these days is that too many of our fellow reprographics companies compete on the basis of “do what my competitors do” so that they do not lo Read more

    Jan 29, 2019

    2:10 PM


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    Q&A: Rich Gigl – National / AZON Thrives Post-Media

    National / AZON is a familiar name to people in the reprographics industry, but the company is a long way from its roots as a media supplier. In this Q&A, National / AZON Senior Vice President Rich Gigl explains that the company has truly hit its str Read more

    Jan 17, 2019

    3:40 PM

  • Archives - Enjoy These Past Articles!

    Enjoy these past articles about reprographics and the IRgA! Read more

    Jul 29, 2013

    1:33 PM

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