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  • Keeping My Promise Hello Name Tag Sticker 3d Illustration

    Selling Yourself, And Your Team

    Here’s a fundamental sales concept — the first thing you have to sell is yourself. OK, that’s obviously true, but what exactly does it mean? And how far does it take you toward the ultimate goal of printing sales success? Read more

    Dec 5, 2019

    3:52 PM

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    Japan Beckons RSA, RMX Network Members

    All business people know that networking pays off. For a group of fortunate American reprographics professionals, networking at the SGIA show two years ago paid off with a visit to Japan last month. Read more

    Dec 5, 2019

    3:46 PM

  • FotoZoomer: New APDSP Vendor Member Aims to Build Relationships

    Walk-up business can be highly advantageous to a repro firm – it can bring in cash from customers who might not normally be regular customers, such as consumers seeking “happy birthday” banners and such. But walk-up customers can also be a hassle, if Read more

    Nov 21, 2019

    6:30 PM

  • Mark Hahn 14 Keys to Value

    2019 Convention Wrap-Up Part 2: 14 Keys to Value: Mark Hahn – Graphic Arts Advisors

    Mark Hahn, managing director of M&A firm Graphic Arts Advisors, helped convention attendees understand how graphics arts firms are valued, and how to increase that value. Hahn presented “14 Keys that Drive Value.” The first three were financial in na Read more

    Nov 21, 2019

    6:44 PM

  • Sabrina Carter

    Sabrina Carter: From Engineer to PageWide Expert

    Sabrina Carter is the new vendor representative on the APDSP Board. In this interview, Carter describes her career, the value of color printing, and her hopes for her service to the reprographics industry. Read more

    Nov 7, 2019

    5:31 PM

  • Monsen Engineering Locations

    Meet the New Board Member: Mikel Monsen

    Surveying equipment and supplies is a business category for many APDSP members, but the firm of the newest APDSP board member takes that involvement to a new level. Mikel Monsen, who was elected to the board in August, is the director of print and sc Read more

    Oct 24, 2019

    9:58 AM

  • Denise Gustavson

    Q&A: Denise M. Gustavson, Reprographics Journalist – A Career of Covering Wide-Format

    Denise M. Gustavson has been writing about reprographics, and large-format graphics in general, for 21 years. In this interview with APDSP Managing Director Ed Avis, she describes her career and her current work with the one-year-old Wide-Format Impr Read more

    Oct 10, 2019

    10:10 AM

  • Jim Hutcheson

    Q&A with Jim Hutcheson: Selling a Family Repro Business is a Challenge

    James Olan (Jim) Hutcheson, who has 40 years of hands-on family business management and family business consulting experience, is one of the key presenters at the 2019 APDSP Convention in Dallas, Oct. 25-26. Jim will help attendees learn how to incre Read more

    Sep 26, 2019

    4:08 PM

  • Netcontrol logo

    New Vendor in Dallas: Netcontrol Will Show StarFinder®

    NetControl is a German company seeking to expand in the United States. The company’s product is StarFinder®, an advanced document management system. APDSP Managing Editor Ed Avis met the founder, Harald Hensle, at the MOTIO convention in Germany last Read more

    Sep 26, 2019

    3:58 PM


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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

  • Screen Shot 2019-08-29 at 10.02.37 PM.png

    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

  • APDSP 2019 convention logo.jpg

    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

  • 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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