The PDSP Sales Cycle: Don’t Just Ride it, Drive It!
Here’s something I found online today: A sales cycle is a series of specific steps needed to acquire new customers. The seven typical stages include: (1) Initial contact, (2) Qualify compatibility, (3) Analyze needs or wants, (4) Make the pitch, (5) Read more
Mar 17, 2022
6:21 PM
Treasure Trove of Dietzgen, Bruning Documents
We were pleased to get an email recently from Don Hall, grandson of Rudolph C. Brandt. Brandt was director of the Dietzgen Co. from 1901-07, director of Charles Bruning's American Blue Print & Paper from 1920-26, and sales/advertising manager for Fre Read more
Mar 3, 2022
7:16 PM
Growing Your Graphics Business: 3 Key Take-Aways From February APDSP Webinar
Color graphics can be a lucrative business for a reprographics shop, but there are lots of details involved, from choosing the right equipment to marketing properly to getting the job done right. An APDSP panel discussion in February with Eddie Harpe Read more
Mar 3, 2022
6:59 PM
How Do You Fight Inflation? Repro Owners Struggle to Take Action
Inflation is affecting countless products that reprographics firms require, from media to parts to toner. But many APDSP members are fighting back by raising their own prices. Read more
Feb 17, 2022
10:55 PM
You’re Pushin’ Too Hard!
I may have encountered the world’s biggest salesjerk today. He called at 9:15 AM. He asked to speak with the owner. Read more
Feb 17, 2022
11:04 PM
Elnur Amikishiyev
Paper Prices: Still Rising
Editor's Note: In September APDSP sponsored a panel discussion about media and equipment prices and supply. Prices of media have continued to cause grief since then, so we reached out to Dan O'Malley from RB Converting, one of the panelists, and aske Read more
Feb 3, 2022
3:04 PM
Q&A with Chuck Gremillion: 15 Years After Selling A&E
Many APDSP members know Chuck Gremillion, who was president of his family’s company, A&E - The Graphics Complex, when the firm was sold to Thomas Reprographics in 2007. Gremillion’s long service to IRgA – including serving as president in 2005 – culm Read more
The 13 Best-Read Articles of 2021
The APDSP newsletter and website are packed with interesting articles, if we don't say so ourselves, but these 13 articles were the most popular in the past year. Read more
Jan 6, 2022
6:34 PM
Nobody to Hire: Staffing Tops Repro Firms’ Concerns
Joel Newell, president of Digital Prints & Imaging in Santa Rosa, California, has been trying to fill an open position for the past few months. Despite increasing wages twice in the past year and offering flexible time off, he’s had no luck filling t Read more
Dec 22, 2021
10:29 PM
Media Prices: The Other Big Concern
The APDSP survey that identified optimism among reprographics firms despite anxiety about finding staff (click here to read about that) also identified another major concern: rising paper prices. Read more
Dec 22, 2021
10:20 PM
Sweden's Arkitektkopia Transitions to New Ownership
Arkitektkopia, a major reprographics firm in Scandanavia, recently changed hands. In the Q&A below, Gunnar Duintjer, CEO and co-owner of the company, answers questions about the change. Read more
Crisp Imaging Expanding: Now Has 17 Locations
APDSP Member Crisp Imaging is continuing to grow! The company recently acquired several more firms in California. President Gary Crisp sent this announcement about the new additions. Read more
Oct 14, 2021
APDSP Financial Benchmarking Study Results Are In: 3 Take-Aways, 3 Suggestions
Facilities management is less important overall to reprographics firms today than it was 15 years ago, and the space reprographics firms occupy is larger. Those are two take-aways from the the 2020/21 APDSP Financial Benchmarking Study. Read more
Oct 14, 2021
Why Are Prices High? Key Takeaways from APDSP Panel
Attendees to the APDSP panel discussion on September 21 heard from four key industry players about why prices are high and shipping is slow. Below are some transcribed (and edited) comments from key parts of the conversation. Panelists were Tim Horn Read more
Sep 30, 2021
More From Less
A very long time ago, I worked for Moore Business Forms. This was back in the early 1980’s, and at approximately $2.5 billion in sales, Moore was the dominant player in the business forms segment and one of the largest printing companies in the world Read more
Sep 30, 2021
If I Could, I Surely Would
I was listening to some old Springsteen this morning, including the Seeger Sessions album from 2006, which featured Bruce’s interpretation of an old spiritual titled “Oh, Mary Don’t You Weep.” The second verse of the song starts with this couplet: If Read more
Sep 16, 2021
2:51 PM
Meet Carter Crisp: New APDSP Board Member, Second Generation Reprographer
Carter Crisp was a fifth grader when his parents, Gary and Julie Crisp, launched C2 Reprographics in 2002. Fast forward nearly two decades: The company is now called Crisp Imaging and has 16 locations; Carter is the firm’s VP of marketing; and he was Read more
Sep 2, 2021
11:58 AM
Russell, Crisp Nominated for APDSP Board
Hiram Russell and Carter Crisp have been nominated for the APDSP Board of Directors. Crisp is the VP of marketing for Crisp Imaging, which has 15 locations on the West Coast. Russell is the president of Blue Boy Document Imaging in Washingto Read more
Aug 19, 2021
4:49 PM
Pricing Strategies: Can You Get Away With Different Prices for Different Customers?
Reprographics companies charge different prices to different customers all the time, based on negotiation, volume, speed of delivery and other factors. However, do you segment your customers based on their shopping habits, and charge differently base Read more
Aug 19, 2021
4:25 PM
supattra suparit
Thinking about Selling Your Repro Firm? Read This Advice First
Covid-19 has not been kind to companies involved in the reprographics industry, but that does not mean that there aren’t buyers willing to consider the purchase of your company. The key thing is that you should not proceed until you’ve got everything Read more
Aug 5, 2021
5:38 PM
You Get What You Get
The back cover of the magazine featured an image of an unhappy-looking salesman, carrying his belongings out of the office in a box. “Good News,” the headline read, “he closed the deal. Bad news, he gave all the profit away.” Read more
Jul 16, 2021
8:15 AM
Should I Do It? Five Reasons to Complete the APDSP Financial Benchmarks Survey
The survey for the APDSP Financial Benchmarks Study is open and ready for your submission! If you are wondering if it's worth your time, please consider these five reasons to participate: Read more
Jul 8, 2021
4:12 PM
Take-Aways From APDSP Webinar: How to Respond to Five Common Sales Objections
Last week veteran sales trainer Dave Fellman led an APDSP members-only webinar titled "Staring the Sale." He covered a range of topics on selling print, from prospecting to qualifying leads to doing a needs analysis for a prospect. But one key topic Read more
Jul 8, 2021
3:31 PM
Sepialine One Year Later: Moving Ahead
Last July the reprographics world was saddened to learn that Steve Sogan, Sepialine’s director of business development, died suddenly. Sogan had been the face of the company – which provides Argos and Printerpoint software – and had built deep relati Read more
Jun 24, 2021
9:18 AM
Reprographics Ratios Study: Compare Yourself to Your Peers
Do you think your business is doing well…or poorly…or somewhere in between? The best way to know is to compare key business metrics to others in your industry. That’s why APDSP is undertaking the 2021 APDSP Reprographics Operating Ratios Study. Read more
Jun 9, 2021
11:12 AM
Sepia Studio: Cushing Offers In-House Design to Clients
Prior to last fall, when salespeople at Cushing in Chicago perceived that a client needed design help, they often referred them an outside designer. Sometimes that meant the print job never ended up at Cushing. But since November 1, Cushing can refer Read more
May 26, 2021
3:01 PM
Three Things To Look For In A Salesperson
I get asked pretty often about what specific characteristics to look for in a printing/graphics salesperson. My answer always includes three things: intelligence, a competitive nature and an appreciation for the finer things in life. Read more
May 26, 2021
3:55 PM
Blue Boy Imaging Services: COVID Provides Opportunity for Reinvention
COVID was devastating to countless businesses around the world, and Blue Boy Document Imaging in Washington DC was no exception. But for this APDSP member, the pandemic also has presented an opportunity: They hired some staff with new skills and hav Read more
May 11, 2021
11:45 AM
Don't Overlook These COVID Financial Benefits
It might seem that the financial panic created by COVID is easing, but don't forget that there are still some important financial benefits available to small businesses affected by the pandemic. Here are three: Read more
Apr 15, 2021
12:34 PM
Elnur Amikishiyev
A Winner Never Quits, A Quitter Never Wins
I grew up in a competitive culture. I have two brothers, and we were all athletic. We didn’t have toys, we had sporting goods — balls, bats, gloves, racquets and clubs. We competed against each other in sports, board games and even classroom success. Read more
Apr 14, 2021
5:41 PM
You Can Call Her on Sunday Afternoon: New APDSP Member Thrives by Being Accessible
Successful reprographics shops often stand out by providing better service than their competitors. Megan Ryan, owner of new APDSP member firm Best Blue Print in Houston, takes that idea to the max: She gives customers her cell number and tells them t Read more
Mar 25, 2021
12:44 PM
The Scanning Market: Heating Up in the COVID Era
When APDSP started a google ad campaign to drive traffic to the online Member Directory about a month ago, a set of key search terms was selected. When someone in the AEC industry searches using these terms, an ad for the APDSP directory shows up. Wh Read more
Mar 17, 2021
5:55 PM
Reciprocity: Are You Scratching My Back?
Reciprocity is one of the guiding principles of commerce. As the old saying goes: “You scratch my back and I’ll scratch yours!” So the question is, have you been asking the people you do business with to reciprocate and do business with you? Read more
Mar 4, 2021
7:48 PM
Meet APDSP’s Newest Member: Fresno Reprographics
COVID has presented challenges for every reprographics firm over the past year, and California’s Fresno Reprographics – which joined APDSP in February -- is no exception. But that company’s owner, Don McDonald, is not a stranger to challenges – he la Read more
Mar 4, 2021
7:38 PM
Meet the New Owner of New England Reprographics
Neal Larsson, the new owner of New England Reprographics, lacks something most repro firm owners have: experience in reprographics. But he brings something equally important: experience in sales and marketing. Read more
Feb 3, 2021
6:17 PM
Scott Shuppert: 40 Years in the Biz, and Now He Has a Deal for You
Nearly four decades ago, Scott Shuppert, fresh out of college, got a job selling Autocad systems for a reseller in Springfield, Missouri. That eventually led to him opening his own business, which led to countless interesting CAD-related projects in Read more
Feb 3, 2021
2:38 PM
Pitching vs Storytelling
I think it’s fair to say that most salespeople use a presentation style as opposed to a consultative style. What’s the difference? In a presentation style, the seller tells the buyer all about products or services or capabilities. In a consultative s Read more
Jan 21, 2021
12:52 PM
Meet New APDSP Board Member Joseph Szobody: Optimistic About Repro
In the early 2000s, Joseph Szobody was a student at Wheaton College in suburban Chicago when he started a business out of his dorm room creating custom websites for small businesses. Read more
Jan 21, 2021
12:41 PM
How Has Repro Coped with COVID? Services for Home Workers, Staff Cuts
COVID’s not over of course, and the disease’s long tail will almost certainly affect all of 2021. But it’s not too early to look at how the reprographics industry has dealt with COVID. Read more
Jan 7, 2021
6:21 PM
Brutal 2020 is History…But What Does 2021 Hold?
Gary Hoskings, owner of Rapid Reproductions in Terre Haute, Indiana, reports that the fourth quarter of 2020 was very strong, which was a relief after seeing business drop about 15 percent overall for the year. But does that mean 2021 is going to sta Read more
Jan 7, 2021
6:34 PM
Franz Reprographics: Growing Through Acquisition the Right Way
When Bruce Franz gives tours of Franz Reprographics’ main location in Minneapolis, he tells guests that he and his wife, Patty Franz, bought the business in 1999. Then he tells them that there is exactly one piece of equipment from that time still in Read more
Dec 17, 2020
9:44 AM
Photographer: Andrey Popov
What Has Changed. What Hasn’t.
The Covid-19 crisis has affected everyone. Business and personal. I think we all know that things are going to be different moving forward. But let’s consider exactly how things will be different. What has changed and what hasn’t? Read more
Dec 2, 2020
4:46 PM
Alvin & Co. Back in Business
Alvin & Co., the 70-year-old drafting equipment company that closed in September, will soon be back in business. The name and intellectual property of the company were purchased at auction in October by Ascendent, a company that specializes in acquir Read more
Dec 1, 2020
3:28 PM
Memphis Repro Project Eases Online Access to Plans
Chris McNally, owner of Memphis Reprographics, says his firm has accessed countless online planroom systems on behalf of clients, including popular systems such as ProCore, BidClerk, Smart Bid and Egnyte. He says they seem to have one common characte Read more
Nov 18, 2020
4:27 PM
New Fellman Book Covers The Rules Of Engagement
What does “engagement” mean to you? Obviously, the word has different meanings in different applications. For example, you can engage a clutch, engage in horseplay, or be engaged to be married. In your business, though, “engagement” is an important c Read more
Nov 5, 2020
11:30 AM
Cyber Copy: Jump in LA Rents Requires Creative Solution
Eleven years ago Paul Fridrich opened a new location for his reprographics company, CyberCopy, in Culver City, California, which abuts Los Angeles. It was an ideal location for a repro firm – near the Santa Monica Freeway, downtown Los Angeles, and t Read more
Oct 22, 2020
7:48 PM
Can You Guess The Year These Ads Appeared?
Can you guess the year these ads appeared in the International Blue Printer, IRgA's old magazine? The first three respondents with the correct year will get $25 off their 2021 membership renewal fee! Email your guess to ed.avis@apdsp.org. Read more
Oct 8, 2020
7:09 PM
Repro Back-End Software: More Satisfied Users Than Before
Reprographics companies have specific needs in their back-end software. Some use a variety of software packages to keep things running, while others use one or two packages that do everything. Regardless of the set-up, most shop owners are reasonably Read more
Oct 8, 2020
4:26 PM
Artur Szczybylo
A New Acronym For Sales Success
I was reminded the other day about an article I wrote nearly 20 years ago. It was titled “IQDD—An Acronymic Approach to Printing Sales.” That column introduced an acronym that stands for Identification, Qualification, Discussion & Decision. Read more
On the Digital Edge: Meet New APDSP Board Member John Lipari
In 2001, a handful of John Lipari’s college buddies decided they didn’t like the cold weather of the Northeast and moved south to cities like Charlotte and Orlando. Lipari, who was already working for his father’s reprographics firm, Plan & Print Sy Read more
Sep 9, 2020
3:55 PM
A Sales Rep’s “Rep” Is Important
I spent some Zoom-time with a group of high-school friends/teammates last night. These guys all still live around our home town, so they see each other frequently, even with COVID-19 going on. The last time I saw any of them was 5-6 years ago. In my Read more
Aug 26, 2020
2:24 PM
Strategy Specialist: Meet New APDSP Board Member Jen Fuller
When a Harvard Business School graduate who has traveled the world and worked for major corporations wants to go into business for herself, what industry does she choose? Reprographics, of course! Read more
Aug 26, 2020
2:05 PM
New Leaders at APDSP
The leadership of APDSP has two new faces: John Lipari and Jen Fuller were elected to the Board of Directors on August 5. And the presidency of the association has changed: Andy Heling has succeeded Kyle Batsford, who served two years as president. Read more
Aug 13, 2020
3:06 PM
Are We There Yet? Advice on Surviving This Era
Are we there yet? Most of us can identify with this question, especially those of us that have taken long road trips with our parents or kids. My three sisters and I asked this question all the time. At one point, my dad, completely sick of it, Read more
Aug 12, 2020
12:37 PM
Sales Meetings Can Improve Sales Performance
My last few articles for this newsletter have been about staff meetings, first about “all hands” meetings and then about sales meetings. Over the last few months, I have written that I think you should be having daily, weekly and monthly meetings wit Read more
Jul 16, 2020
5:22 PM
Silver Linings: Repro Folk Find Some Positives Amidst COVID
COVID has stuck a knife into the heart of business around the world, and the reprographics has not been spared. But smart business people have been able to tease out some positive aspects of the tragedy. In an APDSP webinar on July 16, three panelist Read more
Jul 30, 2020
2:35 PM
Jen Fuller, John Lipari Slated for Open APDSP Board Seats
Two reprographics professionals – one with decades of experience in the field and one new to the field – have been slated to fill two upcoming vacancies on the APDSP Board of Directors. The nominees are John Lipari, co-owner of Plan & Print Systems i Read more
Jul 16, 2020
4:53 PM
Meet More Frequently With Your Salespeople!
My last article for this newsletter was about “all hands” team meetings. Today, I want to talk about sales meetings. Because I think most “sales managers” meet far too infrequently with their salespeople. Read more
Jun 30, 2020
4:41 PM
APDSP Creates Sign Template Library
Signage related to the COVID crisis and the post-COVID recovery can be an important market for a reprographics shop. With that in mind, APDSP has created a set of 27 sign templates related to COVID and the recovery that APDSP members can use for free Read more
Jun 18, 2020
Springfield Reprographics: Centennial of Success
A century is a long time for a company to stay in business. That’s especially true for a reprographics firm, since the industry has fundamentally changed several times over the decades. Read more
Jun 18, 2020
5:03 PM
First Covid, Now Protests
Just when we were getting to the end of one crisis, another emerged. The protests related to the police killing of George Floyd in Minneapolis flared up across the country just as businesses started to emerge from the Covid crisis. Read more
Jun 4, 2020
3:05 PM
Survey: Reprographics Slowly Coming Back to Life
Like the rest of the business world, the reprographics industry is slowing emerging from the COVID darkness of the past two and a half months. A survey this week showed that 73 percent of reprographics shops are open at their normal hours, and the re Read more
Jun 4, 2020
2:05 PM
Alphabet Soup of Printing Association Mergers Explained
You probably read the recent news that SGIA and PIA merged. This was just the latest in a long string of mergers among print-related associations. You may find it hard to keep all of these industry changes straight. Fortunately, Mark Hahn, senior man Read more
May 21, 2020
8:53 PM
Meet Regularly To Turn Your Staff Into A Team
How long has it been since you had an “all hands” company meeting? I think this is something you should do every month. But it can’t be a time-waster. This is something that needs to be planned to get maximum results. Read more
May 21, 2020
8:16 PM
Marketing during Covid? Tips from a Small Biz Expert
APDSP member Daphne Best, owner of MS Dallas, needed a marketing piece to keep her firm in front of her customers' eyes recently, and she turned to Maureen Walker. Walker has been in the advertising and marketing business for 25 years, and is current Read more
May 5, 2020
2:35 PM
APDSP Survey: Repro Firms Holding On, But Confidence Slipping
The reprographics industry is weathering the Covid crisis, but a survey last week shows that confidence is slipping a little. The survey, which was answered by 24 companies, was a follow-up to a survey sent about three weeks ago. Read more
Apr 23, 2020
5:11 PM
COVID Conversation: Key Points from APDSP Roundtable
On Tuesday, APDSP sponsored a roundtable conversation about the Covid situation and how it affects reprographics. The panelists – Jen Fuller, owner of DRsi in Seattle and Bellevue, Washington, and Chad Sealey, director of sales and marketing for Shar Read more
Apr 23, 2020
8:12 PM
Germany Reopening: Interview with Repro Leader Achim Carius
There's good news today coming from Germany: The country seems to have gotten control of coronavirus, and some small retail businesses are being allowed to reopen today. APDSP shares a close relationship with motio, the German reprographics associati Read more
Apr 20, 2020
10:44 AM
Austrian Repro Firm Owner: We Will Master This Crisis
Below is a letter we received from Andreas Haltmeyer, president of Haltmeyer B2B, the largest reprographics firm in Austria. He describes how coronavirus has affected his business. Read more
Survey Results: Coronavirus Crimping Repro Biz, but Shops are Still Open
Last week APDSP conducted a survey of reprographics shops to ask them how they are dealing with the coronavirus crisis. The effects of the crisis on sales are grim, as we expected, none of the respondents have closed their businesses yet, even tempor Read more
Apr 9, 2020
4:03 PM
How Are Repro Vendors Dealing with Coronavirus?
Coronavirus has upended the world and put a big dent in revenue at most reprographics shops. How are suppliers to these shops faring? We asked them. Below is a “roundtable” discussion on the situation that we assembled from separate interviews and em Read more
Apr 9, 2020
2:00 PM
How the CARES Act Will Help Your Repro Shop Stay Open
The federal government last week passed the CARES Act, a major piece of legislation designed to help businesses survive the coronavirus crisis. Here are the details of how the act can help you: Read more
Mar 30, 2020
3:41 PM
12 Key Points from Tuesday’s Coronavirus Panel Discussion
On Tuesday, March 24, APDSP sponsored an online panel discussion about the coronavirus crisis. The event was moderated by Ed Avis, managing director of APDSP. Panelists were Kevin Howes, executive director of RSA; Rick Bosworth, president of RMX Netw Read more
Mar 26, 2020
8:17 PM
Coronavirus Webinar and Other Resources Posted
The recording of the webinar about how coronavirus is affecting reprographics, which was held March 24, 2020, has been posted. This event was hosted by by Ed Avis, managing director of the Association of Printing and Data Solutions Professionals. Pan Read more
Mar 24, 2020
11:53 AM
Escape from Europe: The Adventure of APDSP Managing Director Ed Avis
If it wasn’t for the coronavirus, right about now I’d be writing you a report from Motio Netwertztage, the German reprographics association’s convention in Gottingen. Instead I’m sitting in my boring little office in Chicago pondering my adventure of Read more
Mar 16, 2020
12:22 PM
MKiMAGES
Quota or Goal?
Is there any difference between a sales quota and a sales goal? In terms of managing salespeople, I think there definitely is. It's one thing to point someone toward a goal and say "Here's what I'd like to see you accomplish." It's something complete Read more
Feb 27, 2020
1:15 PM
APDSP Members Merge: Thomas Acquires Dynamic
Two APDSP members in Texas have joined forces. Thomas Printworks, which has locations throughout Texas and in other states, acquired Dynamic Reprographics of Austin effective February 1. Read more
Feb 13, 2020
3:30 PM
Four APDSP Webinars Scheduled for 2020: Join Us and Learn!
The APDSP webinar series continues in 2020 with four more opportunities to learn. These webinars, which are free to all members and last a maximum of 60 minutes, are a great way to stay fresh on some key topics. Read more
Jan 30, 2020
1:38 PM
Thinking about selling your company? Advice from Joel Salus, Part 1
Joel Salus is a veteran reprographics executive who has been involved in numerous sales, mergers and acquisitions. He gave a presentation at the 2019 APDSP Convention on the topic of selling a reprographics company, and I asked him to put his present Read more
Jan 30, 2020
5:39 PM
Thinking about selling your company? Advice from Joel Salus, Part 2
Joel Salus is a veteran reprographics executive who has been involved in numerous sales, mergers and acquisitions. He gave a presentation at the 2019 APDSP Convention on the topic of selling a reprographics company, and I asked him to put his present Read more
Feb 13, 2020
4:16 PM
How Optimistic are Reprographers? Survey Says Most Think Business Will Grow
Paul Straits, owner of Vesco Reprographic in Montgomery, Illinois, says plan printing has been dropping in volume at his shop for years, but other work has picked up. “Our planroom is getting less effective, and construction documentation printing is Read more
Jan 16, 2020
10:19 PM
Sticking With The “Solids”
I’ve written in the past that all printing buyers will fit into one of five categories: Solids, Liquids, Gases, Players and Price Monsters. Solids are happy with and loyal to their current printer, and they simply are not going to change. Liquids are Read more
Jan 16, 2020
10:31 PM
First 2 "Virtual Roundtables" Scheduled
Do you wish you could chat with another repro shop owner about a problem you're having? Or a new technology you're considering? Or a new profit idea? Now you can do that without leaving your office! Read more
Dec 19, 2019
4:02 PM
Balancing Act: Customer Care vs. Customer Development
I often ask printing salespeople how they view their priorities. “Of all the things you’ll do on any given day,” I ask, “which category of activities represents your highest priority?” The typical answer I get is: “Taking care of my customers” with “ Read more
Dec 19, 2019
3:38 PM
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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 (www.service-report-it.de), will not accept no l Read more
Jun 20, 2019
11:18 AM
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
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
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 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
ranczandras
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
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
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
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
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
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
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
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
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
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
The Top 3 Ways To Lose Customers (Part 1)
Much of what I’ve written over the years has been about gaining new customers, or maximizing the value of the customers you already have. Today, I thought I’d start writing about losing customers — or at least about how printers seem to lose them far Read more
8 Most Popular Repro Stories of 2018
We published a lot of articles in the past year, and the APDSP site was visited over 41,000 times in 2018. Here are the eight most popular articles published last year, based on Google Analytics: Read more
Salesperson or Account Manager? Either Way, Training, Management and Motivation Are The Keys To Success
It’s an unfortunate fact that many printers have been disappointed in the performance of their salespeople in recent years, especially in terms of developing new business. There are plenty of “farmers” it seems, but a disappointing lack of real “hun Read more
MBE, VBE, DBE: Repro Shops are Succeeding by Seeking Designations
Elmer Rhodes was shocked when some of his clients told him they couldn’t use his reprographic firm, CrossRhodes Print & Technologies, because he didn’t have the proper certifications, such as Minority Business Enterprise or Disadvantaged Business Ent Read more
Non Compete Agreements: Another Level Of Protection Against Your Salespeople
Last month I wrote about broadening the bandwidth of your relationships with your customers, as a means to protect yourself against the situation where a salesperson leaves you to go to work for a competitor. This month’s topic is non-compete agreeme Read more
Facebook for Reprographics Shops: Seven Tips for Max Success
You probably have a Facebook page for your reprographics shop, and you may even keep it regularly updated with fresh posts and special offers. But are you taking full advantage of it? Here are seven tips from three Facebook experts. Read more
Cushing Named Illinois Family Business of the Year
APDSP member firm Cushing, in Chicago, has been named an Illinois Family Business of the Year. The awards recognize companies with an exceptional commitment to family enterprise, in Chicagoland and the surrounding suburbs. Read more
Where is PEiR Group Today? A Q&A With John Bidwell
PEiR Group is well known to many APDSP members, and in fact there is some overlap in membership. But all associations evolve over the time, and we wanted to see what PEiR Group is doing these days. This interview with the group’s executive director, Read more
Nov 16, 2018
8:33 AM
Protect Yourself Against Your Salespeople!
After my seminar presentation at the recent SGIA Expo, I was approached by two printers with the same concern, and it's one that I know reflects one of many printers' greatest fears--the idea that you'll hire and train a salesperson and that person w Read more
Oct 26, 2018
12:03 AM
Photo Gallery: We Had Fun in Vegas!
The 2018 APDSP convention in Las Vegas brought together over 100 reprographics folks on Friday night at the Welcome Reception at the Hard Rock Hotel, and about two dozen at the educational events on Saturday. The next issue of APDSP Today will includ Read more
Oct 25, 2018
11:44 PM
Satisfaction Guaranteed: Tapping the Potential of a Guarantee
The guarantee of satisfaction can be a very powerful selling tool for a printing company, but from comments I’ve heard recently, it’s apparent that some reprographics and large-format printers don’t have a clue about how a guarantee can work for them Read more
Oct 11, 2018
11:23 PM
New Member CWMS Offers Profit-Making Opportunity
Construction Workforce Management System (CWMS) is a new APDSP Vendor Member. In order to get to know them better, APDSP Managing Director Ed Avis interviewed Elmer Rhodes, a past president of APDSP and one of the three partners of CWMS. Rhodes is al Read more
Sep 27, 2018
8:29 AM
The Key To Gaining New Customers Is To Build Trust
The process of developing a new customer starts in the same place every time—with the identification of a person with decision-making authority within a company which seems to have need for your kind of printing and other services. Please note that i Read more
Aug 30, 2018
9:54 PM
Old and New Member: Gilbert Guzman, Pope Reproductions
Pope Reproduction and Supply in Amarillo, Texas recently joined APDSP. But actually the company was a member of IRgA many years ago, so it’s kind of a homecoming for Gilbert Guzman, the company’s owner. Read more
Aug 30, 2018
2:26 PM
Heling Nominated for Board; Changes at Top
Andy Heling, president and co-owner of Blue Print Service Company, has been formally nominated to fill the open position on the APDSP Board of Directors. His company has locations in Appleton and Green Bay, Wisconsin. Read more
Aug 16, 2018
7:46 PM
Do You Have A Follow-Up Machine?
I just lost an argument with a software guy. I was trying to convince him that his product, a CRM program, was flawed. They tried to make it simple, and in many ways succeeded, but in several very important ways, I think they failed. Which is t Read more
Aug 16, 2018
8:00 PM
The Excuses Just Keep Coming
Last month, I wrote about one of the most common excuses I hear from reprographics/wide-format printing salespeople who are just not doing very well. “Our prices are not competitive,” they tell me—and then I tell them they have to accept some of the Read more
Aug 3, 2018
8:26 AM
The Paper Chase
Other than labor, rent and possibly equipment payments and charges, the line item Paper Cost is most likely a printing company’s largest expense. Monitoring paper usage and pricing can run the gamut from totally dialed in via barcoding and live inven Read more
Aug 2, 2018
8:25 PM
The Bottom Line On Salespeople’s Excuses
This is the third and final installment in my little series on the kind of excuses I hear from underperforming salespeople. Today’s example is the salesperson who would be doing much better if the printing company had greater capabilities. “There’s s Read more
Aug 2, 2018
8:36 PM
Xerox/Fuji Merger Terminated; CEO Out
Sarah Taddeo, of the Rochester Democrat and Chronicle, summed up the recent state of Xerox’s shareholder relations in her statement, “Xerox and its leaders have been locked in an all-out war with two of the company’s top shareholders.” This internal Read more
Jul 18, 2018
11:05 PM
APDSP Convention 2018: Get Ready to Profit!
Social media for reprographics shops and new marketing ideas will be the focus points of the 2018 APDSP Convention in Las Vegas, October 19-20. Read more
May 10, 2018
4:27 PM
Excuses, Excuses…
I had a really weird dream the other night. I was sitting with a group of reprographics/wide-format printing salespeople, and they went around the room, introducing themselves. The first one said: “Hi, my name is Tom, and I’m an underachiever. It’s m Read more
Jul 5, 2018
3:53 PM
Want to Expand? Suburban Philly Repro/Sign Business for Sale
Brad Schwartz launched Reprographic Specialists in suburban Philadelphia when Ronald Reagan was president and the Bangles’ “Walk Like an Egyptian” was the number one pop song. Now he’d like to do a little more walking himself – for example, on a golf Read more
Jun 21, 2018
4:41 PM
Thinking of Selling? Read These 6 Tips
Three APDSP members with personal experience in selling and buying reprographics shops shared many of their experiences during an APDSP webinar on May 8. Below are six key tips the speakers made: more
Jun 7, 2018
5:31 PM
When Should You Fire A Salesperson?
I’ve written extensively about hiring salespeople over the years. Today, I want to deal with a sort-of-related topic: the question of when to fire a salesperson. more
Jun 7, 2018
5:32 PM
Conflicting Signals: Are Your Salespeople Task Rabbits?
I’ve spent quite a few days in the field with clients’ salespeople over the last few months, providing sales training and sales management support. A typical day in the field involves at least a couple of solid sales calls, but I’ve also gone along w more
May 10, 2018
5:00 PM
What's Your Sales Pitch's Tipping Point?
A lot of printing sales situations are decided by inertia. In other words, you start talking to a prospect and they seem to like you well enough, but they’re not unhappy with their current supplier, so the easiest thing to do is to keep buying from t more
Apr 26, 2018
3:23 PM
APDSP Members Hit Frankfurt
The APDSP members' 2018 trip to the German reprographics association convention (motio) kicked off Thursday with a tour of Frankfurt, including stops at two reprographics/printing companies and dinner in the famous Sachsenhausen section of the city. more
Apr 12, 2018
5:14 PM
Get Out of Town: Lots of Repro-Related Events Coming Up
Looking for a legitimate excuse to get out of your shop for a few days this year? You might consider one of the many imaging-related trade shows and conferences lined up for 2018. Of course you’re already planning to attend APDSP’s own conference Oct more
Mar 29, 2018
7:56 AM
30 Minutes a Month for Better Print Sales
The prevailing wisdom in American “big” business is that too many companies hold too many meetings without getting too much of anything done. That viewpoint has been shared by a wide range of prominent business figures, from Tom Peters and Steven Cov more
Mar 29, 2018
7:00 AM
5 Tips for Increasing Your Scanning Productivity
The webinar this week about scanning markets got a lot of APDSP members thinking about making more money from scanning. But another side of that situation is that making your scanning department more efficient also more
Mar 15, 2018
10:23 PM
Cough, Cough, Cough….Three Easy Tips for Better Sales Calls
You probably encounter this situation every day: You reach a new prospect on the phone, he dodges your questions, then hangs up as quickly as he can. Or a call comes into your shop, the caller nervously asks your prices, and then says “Maybe I’ll ca more
Mar 13, 2018
4:57 PM
Avoiding Paper Jams: 6 Tips
There aren’t many things in this world as frustrating as a paper jam. They come in all sorts of varieties, from the accordion-like jam up at the paper feed to the impossible-to-find shred of adhesive-backed media gumming up the printer deep inside. more
Mar 1, 2018
5:32 PM
Case Study: Vortex 'Changes the Game' for Canadian Printer
Like most wide-format printers, Eastward Sales in New Brunswick, Canada, has seen large-format paper AEC printing work shrink over the past decade. “We’ve definitely seen a decline over past few years,” says Adam Garnett, the company’s manager. “More more
Feb 16, 2018
6:30 AM
Kyle Batsford: From Surfer Boy to Repro Company Leader
Kyle Batsford remembers the summer of 1994 well. He had just graduated from high school, and like many southern California teens, hanging out at the beach was a priority. “I was spending most of the summer surfing and generally screwing more
Feb 16, 2018
5:32 AM
Repro Shops Feeling Good: Survey Shows 74% Predict a Better Year
Reprographics shop owners are feeling good about business prospects in 2018, according to a survey conducted last week. “The year is off to a fast start,” one respondent to the survey said. more
Jan 18, 2018
5:43 PM
Pivot Point: Springfield Repro Grows by Acquisition
Growth in the reprographics business can be tough to find these days. Steve Wakefield, owner of APDSP member Springfield Reprographics in Springfield, Illinois, is expanding his business the way big Wall Street firms sometimes do: by acquiring relate more
Jan 4, 2018
10:21 PM
Are You The Right Kind Of Persistent? Successful Print Salespeople Aren't Nags
Persistence is generally considered to be a positive attribute for a printing salesperson. I’ve heard many “success stories” which reinforce that belief. Unfortunately, I have also seen lots of salespeople talk themselves out of a sale through blind more
Jan 4, 2018
10:48 PM
Scanning Innovator: Global Scanning Offers Portable Scanners, App that Turns a Phone into a Scanner, More
Global Scanning, the company formed by the union of Contex and Colortrac, recently joined APDSP as a vendor member at the Gold level. In this Q&A, Steve Blanken, general manager of the Americas, discusses the company’s market and products, including more
Jan 30, 2018
10:03 AM
Heavy Lifting: Sharpe Co. Met the Challenge of Moving Giant Presses
APDSP member Sharpe Co. has enjoyed solid growth over the past few years, in addition to acquiring two other companies and starting a new division. But all that new business came with a cost: Their headquarters location in Winston-Salem, North Caroli more
Dec 21, 2017
2:04 PM
Hate Meetings? Too bad. Your Sales Staff Needs Them.
My starting point for today is that most salespeople aren’t being managed nearly enough, and the solution to that problem probably involves an increase in the number of meetings you have with your salespeople. I strongly recommend that you hold daily more
Feb 1, 2018
Renaissance Man Moving On: Time to Sell His Shop
When David Fox started Fox Blueprinting in Salem, Oregon, in 1993, the world was different. Running a blueprint shop in those days meant making lots and lots of black & white prints for AEC clients. Fox, who was in his late 20s then, dove into his bu more
Jun 8, 2017
Q&A with Ron Perkins: What is Job Site Technology?
APDSP’s 2017 conference in October will feature a day-long educational session called Job Site University. This program aims to prepare reprographics professionals to provide services to modern job sites, beyond traditional print services. In this Q& more
Mar 30, 2017
What is Laser Scanning? A Q&A with Michael Raphael
Laser scanning is potentially large market for reprographics shops, and it's one of the technologies that will be covered in the Job Site University at the 2017 APDSP Convention in New Orleans in October. But what is laser scanning, and how can repro more
Apr 13, 2017
APDSP Index Jumps for Non-AEC Work; Down Slightly for AEC Work
The APDSP Index was slightly down for AEC business in the first quarter of 2017, but it jumped significantly for non-AEC business. The Index was 60 for AEC business, compared to 62 in the fourth quarter of 2016; and 75 for non-AEC business, compared more
Jun 8, 2017
Q&A: Drytac is Back with PageWide Self-Adhesive Media
Drytac recently rejoined APDSP as a vendor member after a brief absence. In this Q&A, Drytac President Marc Oosterhuis explains what the company has been up to lately. more
Apr 24, 2017
Smooth Transition: Blue Print Service Co. Changes Hands
Sometimes when the owner of a reprographics shop retires, the doors close for good. In happier cases, new owners pick up where the retiree left off. That’s the case with Blue Print Service Co. in Wisconsin. more
Apr 13, 2017 1 Comments
Do You Like Your Repro Back-End Software? Many Members Don’t
Reprographics firms have specific needs for their business operations software. In an ideal world, this software would easily create accurate bids and invoices based on the variety of pricing structures in the industry – square feet, by-the-sheet, more
Feb 16, 2017 1 Comments
Working “in” vs. “on” the Business: A Contrarian View
What’s your “guilty little secret?” Come on, everyone has one. Ok, I’ll go first. As a printing company owner, I know that my “job one” needs to be working “on” my business. You know, writing mission statements, business plans, succession schemes, ba more
Mar 30, 2017
Big Easy Here We Come: 2017 APDSP Convention Planned for New Orleans
Intelligent job site technology, and what role reprographics shops can play in it, will be the focus of the 2017 APDSP Convention in New Orleans on October 11-12. The event will be held concurrently with SGIA, more
Mar 16, 2017
Clever Promos Drive Customers to Cushing
Are you looking for a fun way to get more customers? You might want to follow the example of Cushing in Chicago, which routinely runs clever promotions to grab the attention of current and potential clients. more
Mar 16, 2017
New Vendor Member Sitting on Pile of Blueprint Bags
Many APDSP members probably have used Poly-Pak Industries products before, even if you didn’t realize it. Poly-Pak’s Regal Envelope division makes, among other things, blueprint bags, those plastic tube-like sleeves that protect your prints when they more
Feb 28, 2017
Survey Says: APDSP Members Pretty Optimistic About 2017
When Zane Sharpe looks at the prospects for his market in 2017, he’s enthused. “In the Southeast and in North Carolina particularly, the market has been good the last couple of years,” says Sharpe more
Jan 5, 2017
Repro Shops with Retirement Plans: Healthy Culture, Happy Employees
At Franz Reprographics in Minnesota, a delivery driver who has been with the company for 43 years is retiring in December with a hefty 401K that will let him enjoy retirement comfortably. more
Oct 13, 2016
APDSP Index Flat for AEC; Down for Non-AEC
The APDSP Index was essentially flat for AEC business in the fourth quarter of 2016, but it dropped significantly for non-AEC business. The index was 62 for AEC business, compared to 63 in the third quarter; and 54 for non-AEC business more
Feb 16, 2017
APDSP Member Razinsky on the Move Again
Don Razinsky spent 33 years working for Ridgways, and retired from ARC in 2011. But within a couple of years he wanted to get back into the business, and has since launched two new reprographics firms. His latest, ACE Digital in Shreveport, LA, opene more
Feb 2, 2017 1 Comments
The Opposite of “Yes”
I presented a seminar at a conference last weekend. Immediately afterward, I had a table set up alongside the stage to sell books. I processed a few sales with cash and credit cards and finally there was only one person standing in front of me, with more
Jan 19, 2017
Scanning History: Priority Engineering Helps Easterseals Affiliate Profit
Many libraries are like vaults of history, packed with old books, maps, works of art, and other historic documents. That’s great for preservation of these important items, but like with any other kind of vault, a limited number of people can physica more
Jan 19, 2017
Think Like an Airline: Five Ways to Grow Profit in 2017
Are you getting "nickeled and dimed" by clients clawing for discounts? Try some of these tips to bring in a few more dollars in 2017, and make some clients happier at the same time. more
Jan 5, 2017
Are You a Pricing-Philosophy Hypocrite?
We printing company owners often seem to have a dichotomy when it comes to pricing philosophy. We complain and gnash our teeth, griping about the customer who will drive ten miles to save a dollar. “Don’t they understand?!,” we rail. more
Dec 8, 2016
APDSP Index Down 8 Points in Q3
The APDSP Index (formerly the IRgA Index), showing slowing growth, was down during the third quarter of 2016 -- it was 63 for AEC business, compared to 71 in the second quarter; and 69 for non-AEC business, compared to 73 during the first quarter. more
Dec 22, 2016
Reeling ‘Em In (vs Shooting ‘Em Dead!)
In the sales community, we talk about hunters and farmers. Hunters find new customers. Farmers maintain and service existing customers. It’s generally assumed that one salesperson can’t be great at both things. more
Dec 22, 2016 1 Comments
New APDSP Sponsor Drafting Clinic Enthused About Vortex Printer
When people picture the interior of The Drafting Clinic in Mississauga, Ontario, they probably envision rows of green eye-shaded men hunched over drafting tables. Of course, that image is completely outdated – the company’s catalog doesn’t contain a more
Dec 8, 2016
SJ Digital’s Key to Success: One-Call Resolution
SJ Digital Services in Greensboro, North Carolina, which joined APDSP just a couple of months ago, has grown its business from a bedroom to a 2,700-square-foot office by focusing on top quality service and one-call resolution of issues. more
Nov 23, 2016
Salus Survey Shows Reprographers Spending on Equipment
Joel Salus, a long-time reprographics company owner and consultant and proprietor of the Reprographics 101 blog, recently surveyed the industry about their plans for buying new large-format imaging equipment. Below is his analysis of the survey resul more
Nov 23, 2016 1 Comments
NRI to BluEdge: How Did it Happen?
Name changes are common in the reprographics industry, since the technology and market positioning of many firms is always shifting. But few companies go through as rigorous a process as NRI did over the past couple of years. more
Nov 10, 2016
Defining a Second Curve: When Business is Great, it's Time to Change
Are things going well in your shop? Then you better start thinking about the next big thing you're going to do, because your downward curve is just ahead, according to expert Marcus Timson. more
Nov 8, 2016
Memjet inkjet heads are found in Canon ColorWave 810/910 printers and Xerox IJP 2000 printers, but a new Memjet-driven printer may be on the horizon. Peter Barton, formerly sales director (until 2015) for RTI in Europe, is working on importing the Me more
Oct 27, 2016 1 Comments
60 Days With the New Name: On the Front Lines of APDSP
Association of Printing and Data Solutions Professionals – what a mouthful that is! It’s been almost two months since we officially changed the name of the organization, and I thought it would be interesting to give you a report from the front lines. more
Oct 27, 2016
Report from Germany: Digital Focus
Digital reprographics issues was the focus of the 2016 German reprographics conference in Gelsenkirchen on October 7-8. Motio, the German reprographics association, organized a two-day event that encouraged members to consider the impact of digital r more
Oct 13, 2016
APDSP Index Shows Continuing Strength in Both AEC and Non-AEC Work
The APDSP Index (formerly the IRgA Index), showing continuing strength, was virtually flat during the second quarter of 2016 -- it was 71 for AEC business, compared to 72 in the first quarter; and 73 for non-AEC business, compared to 70 during the fi more
Sep 29, 2016
IRgA Member Offers Wholesale Vinyl Service
IRgA member Printastic wants to ease other members’ entry into large-format vinyl printing with a new wholesale service that’s launching September 1. The service, called Printtrader.com, will offer prices to IRgA members that are substantially lower more
Aug 18, 2016
Retirement Interview: Mark Beilman
Mark Beilman is retiring at the end of this year as executive director of the Reprographic Services Association (RSA) after a 14-year stint there. He replied to a series of questions from IRgA below. more
Aug 18, 2016
SE Blueprint Profits When Hollywood Visits Cleveland
When employees of SE Blueprint watch a blockbuster movie, sometimes they get to see their own handiwork amidst the action. The company has created graphics for movies filmed in Cleveland for the past seven years. more
Jun 16, 2016
Long-Term: IRgA Member Creates Lasting AEC Graphics
IRgA member Brand Decor has found a new market by focusing on permanent AEC graphics, including for a supermarket built inside a historic Cleveland building. more
Jul 7, 2016
Where are We Headed? Seeking Insight in ARC's SEC Filings, Info from AIA and ABC
There is a lot of noise about the state of the economy right now, and of course no one knows for sure how things will go this year. But here are places to look. more
IRgA to Become APDSP September 1
By a vote of 86 percent in favor to 14 percent opposed, IRgA members voted to change the name of the organization to the Association of Printing and Data Solutions Professionals via a proxy vote that was counted July 14. more
Jul 21, 2016
Q&A: New RSA Exec Has Walked the Walk
Kevin Howes, who is taking over as executive director of the Reprographic Services Association, has experience working for a family business, reprographics shops, OEMs, and other players in the reprographics arena. more
Aug 4, 2016
Steven Strooh: ColorWave Printers Great for Line Drawings, Informational Posters
This is the third in a series of articles about equipment from the end-user's perspective. In this interview, Steven Strooh, president of Beeline and Blue in Des Moines, Iowa, discusses his Océ ColorWave 900 and 910 single-pass inkjet printers. more
Aug 4, 2016
What Happened to RTI?
Reprographic Technologies Inc., better known in the industry as RTI, shut its doors in June after about 25 years in business. What happened? more
Jul 21, 2016
Memjet and HP Settle: Both Single-Pass Inkjet Technologies Survive
Memjet and Hewlett-Packard reached a settlement in their 11-month-old patent disagreement on June 30. The settlement alleviates the concern that either HP’s PageWide technology or Memjet’s single-pass inkjet head technology would be changed or remov more
Jul 7, 2016
IRgA Reinvention: New Name, Focus, Benefits
IRgA is being reborn. Since the fall of 2015 the board of directors and a member committee have been developing a new direction and focus for the organization. more
Jun 23, 2016
Letter from Egypt: Who Wants a Diazo Coater?
A letter writer from Egypt is wondering what to do with his diazo coating machine. Any ideas? more
Jun 17, 2016
In Praise of Micromanagement
Your salespeople might complain about micromanagement, but sales expert Dave Fellman believes that daily, detailed attention to sales staff pays off. more
Jun 7, 2016
The Art of Printing: MS Dallas Thrives with Fine-Art Reproduction
When artists, art collectors, and art museums in Dallas need their prized collections reproduced, they don’t seek out a frame shop or quick printer. They go to MS Dallas, a reprographics firm more
May 12, 2016 2 Comments
Succession: Only 22% of IRgA Members Have a Plan
Mid-Carolina Reprographics in Charlotte, North Carolina is five years old this year, and owner Benita Ayers wants to make sure the thriving company continues growing if she suddenly can’t run it anymore. So she developed a formal succession plan that more
Apr 28, 2016
"Job Site University" Aims to Connect Reprographers to Modern Construction Sites
The future of successful reprographics firms, in many cases at least, involves working closely with design and construction businesses that are increasingly high-tech. A three-day event called Intelligent Jobsite University aims to help repro firms more
May 26, 2016 1 Comments
Peter Shaw: KIP 870 Prints Ideal for Rainy Jobsites
Jamaica Blue Print in Queens has been using the KIP 870 since January, and clients are happy. Among the key benefits is that the machine can print a durable, water- and fade-resistant print that is ideal for rainy job sites. more
May 26, 2016
RGS: PageWides Meeting Expectations So Far
RGS, a reprographics firm in Las Vegas, acquired two HP PageWide printers last fall. In this interview, CEO Billy Hamilton discusses the firm's experience with the PageWides so far. more
May 12, 2016
Lynn Imaging: A Digital Success 70 Years in the Making
Many reprographics shop owners have been wondering how to profit in the new digital era. Lynn Imaging in Lexington, Kentucky is not wondering – they are doing it already. The company, which is celebrating its 70th anniversary this year, more
Mar 30, 2016 2 Comments
Bay Area Printing: Diving Into Color
When Stephanie Justice first heard about reprographics shops creating color prints about a decade ago, she didn’t understand the appeal. Justice, the director of operations for Bay Area Printing and Graphics Solutions in Pensacola, Florida, more
Mar 3, 2016 2 Comments
IRgA Index Jumps 16 Points for AEC Business
The IRgA Index jumped 16 points during the first quarter of 2016 for traditional AEC business. The Index stood at 72 for services to AEC businesses, compared to 56 in the fourth quarter of 2015. The Index slipped slightly for services to non-AEC busi more
Apr 28, 2016
Have a Used Wide-Format Printer to Sell? Listen to Tom and Harry
At one point or another, every reprographer has a piece of used equipment that is taking up space. Tom McNew and Harry McPartland are go-to guys for buying that equipment. McNew owns Digital ES and McPartland owns Wide-Format Engines LLC, two of the more
Apr 14, 2016 3 Comments
IJP 2000 Reports for Duty
When Xerox learned that the Department of Defense wanted to use its IJP 2000 printer but needed some special modifications, Xerox called IRgA member Carl Byrne, a former Xerox tech who now runs Evergreen Technologies in Baltimore. more
Apr 14, 2016
Should You be CDT Certified?
Are you looking for a way to increase your construction document management knowledge and add a fancy credential to your resume? Some IRgA members have done both by pursuing the Construction Documents Technology certification more
Mar 29, 2016 1 Comments
Hackworth: Open House Reveals Deep History, New Energy
When Charlie and Dorothy Hackworth started their first reprographics-related business, Engineering Media, in 1974, diazo was king and digital imaging did not exist. Today their current company, Hackworth – Graphics-Printing-Technology in Chesapeake, more
Mar 15, 2016 1 Comments
What Does the Memjet/HP Patent Battle Mean for Reprographics?
The struggle between HP and Memjet over patents for large-format, single-pass inkjet printing has been going on since Memjet filed a patent infringement suit in August. But what does all this mean for repro? more
Feb 18, 2016 1 Comments
Marbaugh: New Name Reflects Evolution from Blueprinter to Scanning Specialist
Many IRgA members remember Marbaugh Reprographics, a venerable Indiana-based reprographics shop and dealer. Today the company has a new name -- Integrity One Technologies -- and a new focus on scanning. more
Mar 16, 2016 1 Comments
Why Did Memjet Sue HP in Germany?
All over the world the print industry is asking why Memjet struck against Hewlett-Packard in Germany. We posed that question to a renowned attorney with experience in patent issues. more »
Mar 29, 2016
“Like the Wild West”: Opening a Copy Shop in Budapest Just as the Communists are Pulling Out
Dirck Holscher remembers arriving in Budapest in 1990 just as the Russian army was leaving the city. He was in town to investigate opening a copy shop. more »
Jan 21, 2016
IRgA Index Almost Flat in 4Q 2015
The IRgA Index stood at 56 for services to AEC businesses, compared to 57 in the third quarter of 2015 and 59 in the fourth quarter of 2014. And it stood at 72 for services to non-AEC markets, the same as its position in the third quarter or 2015. more »
Mar 3, 2016
Sharpe on Safety: North Carolina Repro Shop Finds New Market in Keeping Clients Safe
Many reprographics shops are looking for new services to offer their existing customers. Sharpe Images, an IRgA member in North Carolina, found a good one: Offering safety equipment and services. more »
Feb 16, 2016
HP Wins Round 2 in Memjet Patent Lawsuit
Last Friday a German judge threw out an injunction against Hewlett-Packard selling its PageWide wide-format printer in Germany that had been in place for the past two and a half months. more »
Feb 4, 2016
Blueprinting Services of Virginia: Skip Tradition
David Hinckle was working for the State of Virginia right out of college in 1988 when an acquaintance told him he was having trouble finding a blueprinter to reproduce some drawings. They decided to fill that void by starting their own blueprint shop more »
Feb 4, 2016
Single-Pass Printer Update: PageWide, Memjet, KIP
The long-awaited HP PageWide wide-format printers began shipping this fall, which is a good reason to review all of the single-pass wide-format color printers available and see what has changed with them since HP announced its entry. more »
Dec 17, 2015 1 Comments
How Can Repro Shops Benefit from New HP, Memjet, KIP Printers?
Printers that can rapidly and affordably print in color and monochrome is a major development, but how the industry can best take advantage is not clear. more »
Dec 17, 2015 1 Comments
Evolution of a Blueprinter: 25 Years After Starting as a Delivery Driver, Tom Taubenheim is Mapping A/E Graphics’ Digital Future
Tom Taubenheim was a college student in Milwaukee in 1990 when he wandered into A/E Graphics in suburban Brookfield looking for a job. He didn’t have any blueprinting experience, but he needed a job and wasn’t having much luck elsewhere. more »
Jan 21, 2016 4 Comments
St. Louis Flood Hits IRgA Board Member, Neighbor Firm Comes to Rescue
Elmer Rhodes has long known that a cold water stream runs deep under his reprographics shop, CrossRhodes Reprographics, in St. Louis. But last month the heavy rains in Missouri and Illinois forced that little stream to seek more room more »
Jan 7, 2016 1 Comments
Six Biggest Stories in Repro in 2015
Another year has gone by, and the reprographics industry has continued its transformation. Top stories during 2015 included the launch of two single-pass color printers, a new strategy for IRgA, and ABC Imaging's plan to build a nationwide network. more »
Jan 7, 2016
From Diazo to Smart Cities: A Q&A with Michael Shaw
Michael Shaw has been deeply involved with the reprographics business for three decades, but his interests range much deeper than printing. more »
Nov 5, 2015
Five Mistakes That Printers Make When Shopping for New Equipment
Keeping total equipment costs under control is vital to running a profitable operation. Paying too much for equipment and service can put you at a serious competitive disadvantage. Here are some ideas on how to save serious money on your next machine more »
Dec 3, 2015 1 Comments
Joe Williamson: Focus on Sustainable Streams
Joe Williamson doesn’t chase print jobs for his firm, Franklin Imaging in Columbus, Ohio. Single-order jobs just don’t interest him. What he seeks are long-term streams of income. more »
Oct 22, 2015
IRgA Strategy Aims for New Level, Possible New Name
Highlights of a new strategy adopted in September include efforts to market member services to AEC firms; all paid membership; a renewed committee structure; and a new value proposition for the organization. A new name may even emerge. more »
Nov 19, 2015
An Inviting Space: A Repro Shop in Berlin Creates Customer Cubicles Within its Shop
If you have self-service workstations in your shop, you’ll recognize the situation Elke Mann saw in her reprographics shops in Berlin. Customers crowded around insufficient counters, hovered over each other’s projects, and grew tired waiting. more »
Nov 19, 2015
New Digs for Memphis Reprographics: “Our team bonding has increased ten-fold”
A new location for a Memphis IRgA member provided a great burst of momentum. more »
Oct 8, 2015
IRgA Index Slumps in Third Quarter
The IRgA Index slumped during the third quarter of 2015. It stood at 57 for services to AEC businesses and 72 for services to non-AEC businesses, compared to 74 and 78, respectively, in the second quarter. more »
Nov 5, 2015
Three Money-Making Ideas from the German Repro Convention
Looking for some new ideas for your shop? Here are three from across the sea. more »
Oct 8, 2015
Changes at Top of IRgA Leadership
Leadership of the IRgA slightly shuffled during the IRgA Board of Directors meeting Friday, September 17 in Chicago. The new leaders are taking over just as the organization prepares a new strategy for the future.more »
Sep 22, 2015
Nine Tips to Increase The Potency of Your Testimonials, and Three Questions
Testimonials can be powerful sales tools, but you need to know how to ask for them, whom to ask, and what to do with them once they are written. more »
Aug 27, 2015
Say “Ciao!” to the New IRgA President: Tony Militano Takes the Reins
Tony Militano may be the most international president the International Reprographic Association has ever had. more »
Sep 4, 2015
Hackworth and The Graphics Shop Combine Locations
Hackworth Reprographics Inc. in Chesapeake, Virginia has a new expanded home that includes another business they own, The Graphics Shop. The joined companies moved into a new space in August. more »
Tehan & Co.: After 100 Years in Repro, Stock Issue on the Horizon
Do you want to own a piece of reprographics history, and possibly make some money, too? Tehan & Co. is celebrating its 100th birthday in 2016, and part of the celebration may be a sale of stock. more »
Jul 29, 2015 4 Comments
Graph Expo – Large-Format Expectations
If you’re planning on attending Graph Expo in Chicago, September 13-16, here is a list of companies exhibiting large-format solutions:more »
Aug 26, 2015
Shaw, Razinsky, and Andrikut Slated for IRgA Board
Three veterans of the reprographics field are poised to join the IRgA Board of Directors at the September 18 board and general member meeting in Chicago. Read their bios here. more »
Jul 16, 2015 1 Comments
Another Healthy Jump for IRgA Index
The improving economy is being reflected in increased reprographics work, according to the IRgA Index. The Q2 2015 IRgA Index climbed to 74 for AEC work and 78 for non-AEC work, an increase of 8 points in both categories over Q1 2015. more »
Aug 7, 2015
Thomas Printworks: What's in a Name?
There is a lot of tradition behind Thomas Reprographics, but when the leaders looked forward, the name Thomas Printworks fit better. In this Q&A, President Bryan Thomas discusses the change. more »
Jun 29, 2015
Should You Buy Another Repro Shop's Accounts?
One uncommon growth strategy in the printing business is buying select accounts from a competitor. This practice can boost sales, support a new piece of equipment, and diversify your client base. more »
Jun 18, 2015
Drop in Oil Prices Affects Repro Shops Differently
The cliché “one man’s trash is another man’s treasure” can be turned into “one repro shop’s blessing is another shop’s bust” when it comes to energy prices. more »
Aug 7, 2015
Q&A with Thomas Ingendoh: Building Scanners Block by Block
The president of Image Access answers questions about his company's growth and the future of wide format scanning. more »
Jul 15, 2015
The Name Game: 5 Tips For Dropping “Blueprint” or “Reprographics” from Your Name
The world of reprographics probably has more name changes than any other industry. Remember all the companies that used to have “blueprint” in their name? If you're considering a name change, read these five tips first. more »
Jul 2, 2015
A Reprographer's Summer Reading List
Summer, beaches, hot dogs, reading….well, hopefully you’ll enjoy some reading this summer. With that in mind, here are five new books that a reprographics professional should enjoy reading this summer. more »
Jun 18, 2015
How the German Reprographics Association Beat the Chains
When independent reprographics firm operators in Germany, Austria, and Switzerland faced serious competition from chain operators, they fought back. And won. more »
Jun 2, 2015
IRgA Index Jumps 7 Points in First Quarter
The IRgA Index jumped 7 points for traditional reprographics work and 2 points for non-traditional work during the first quarter of 2015. The numbers stood at 66 for services to the traditional AEC market and 70 for services to the non-AEC market. more »
May 21, 2015
Five Tips for a Successful Repro Website, and Ten Sites Doing It
You want your website to reach other business owners. Period. That means your website needs to be clean, fast, and persuasive. more »
May 21, 2015
Beyond Print: How Smart Repro Firms Are Transforming
When the housing market collapsed in 2008, Drexel Technologies realized they had to change how their customers thought of them. Drexel no longer wanted to be thought of as just a print and equipment supplier. more »
Mar 12, 2015
Properly Charging for Digital Services Pays Off
Reprographics is an information management business, not a paper business. That point was driven home at the Digital Services and the Reprographer session at the 2015 ERA/IRgA Convention in Atlanta in April. more »
May 7, 2015
ABC Imaging: We Want to Level the Playing Field
ABC Imaging has enjoyed a steady string of successes during its 33-year existence. Now the company is laying the groundwork for a major development: a program to create a nation-wide network that aims to redefine the industry. more »
Feb 12, 2015 1 Comments
Reaction to By-the-Sheet Pricing Proposal: What Are We Waiting For?
The repro community has reacted to Paul Fridrich’s article about changing to a per-sheet pricing standard swiftly – almost everyone responding so far is in favor of the switch. more »
Nov 20, 2014 2 Comments
Is Square Foot Pricing Killing Our Industry?
The IRgA needs your input! We have billed for prints on a square-foot basis for generations, but many now believe the time has come for a new pricing method. more »
Nov 6, 2014 10 Comments
PageWide, Memjet, KIP Printers Compared
Three IRgA members discussed the HP PageWide, RTI Vortex, Xerox IJP, Oce Colorwave, and KIP C7800 printers during a panel discussion at the ERA/IRgA Convention. more »
What is Your Competitive Advantage? Keynote Speaker at ERA/IRgA Convention Says Forget the Clichés
Do you brag that your reprographics shop is a family-owned business? Maybe you should think of another point to emphasize. more »
The Next Disruption of the Reprographics Business is Here
A commentary from IRgA President Paul Fridrich about the impact the HP PageWide will have on our industry, and what we need to do to remain competitive. more »
Photo Gallery from 2015 ERA/IRgA Convention
Check out these photos from the 2015 ERA/IRgA Convention in Atlanta, April 9-11. more »
5 Top Tips from the ERA/IRgA Convention
The 160 people attending the 2015 ERA/IRgA Convention over the weekend heard a lot of valuable tips for improving their businesses and increasing margins. Here are five of the best. more »
Plan & Print Systems: Three Steps Out of the Recession
When the building market collapsed in 2008/09, Plan & Print Systems in Syracuse saw its traditional plan and spec print business drop 75 percent. Instead of folding up, the firm developed a three-step survival plan. more »
Feb 24, 2015 1 Comments
IRgA Index for Q4 2014 Drops to 59 for AEC Biz
The reprographics market showed continued growth during the fourth quarter of 2014, but slower than during any earlier quarter. The IRgA Index stood at 59 for services to the traditional AEC market and 68 for services to the non-AEC market. more »
Mar 12, 2015
Michael Cully Named 2015 George Bukovsky Award Winner
Michael Cully, president of AIR Graphics in Boston, has been awarded the 2015 George K. Bukovsky Award. The Bukovsky Award recognizes individuals who have made significant, long-term contributions to the reprographics industry. more »
Feb 24, 2015
A Letter From the Repro Front Lines
Pam Turner, director of operations for Digital Now Reprographics, wrote a letter to IRgA that was so full of interesting observations about reprographics that we asked for her permission to reprint the letter here. more »
Feb 11, 2015 1 Comments
The Community Equation: Involvement Equals Profits
Who has time to get involved these days? Running your shop and helping with homework is enough! But some repro shop owners have managed to find time, and it’s paying off. more »
Jan 29, 2015
New Repro Shop Owner: “My Wife Sees Me on Sunday!”
You think you’re busy? Don’t complain about it to Don Razinsky, owner of GraphX Digital Services in Shreveport, Louisiana, who belongs to 14 community organizations and is a police officer. But he says all the involvement pays off. more »
Dec 3, 2014
Interview: KIP's Tim Horn Says Color Will Be Focus
Tim Horn, KIP vice president of sales and IRgA board member, says the reprographics industry is migrating towards color and that his company is focusing on technologies to serve that market. more »
Jan 12, 2015
More Value, Less Rejection: A Printing Sales Expert Says Value is in the Customer's Eyes
Sure, rejection happens to printing salespeople every day. But Dave Fellman, a printing sales consultant, writes that getting beyond that requires knowing what the customer values. more »
Jan 15, 2015 3 Comments
Rebel Makes Good: Now Kim Long Helms One of Canada’s Biggest Firms
Kim Long now is the president Reprodux, a successful multi-location Canadian reprographics firm. Thirty-two years ago her path to success was not clear. more »
Nov 6, 2014 1 Comments
Making More Money: Convention Wrap-Up
One topic dominated the 2015 ERA/IRgA convention in Atlanta this past weekend: How to increase profit. The theme was expressed in educational sessions, in the keynote address, and the trade show. more »
Two-Way Street: Work Program for Students with Disabilities Helps Repro Firm, Too
When the Ivymount School called Ken Karbeling about its work program for young adults with autism, he was all for it, but was unsure if the program would work in his shop. more »
Interview: NRI's Doug Magid Says Innovation is Key to Repro Success
In this Q&A, NRI President Doug Magid discusses the firm's innovations, such as a business to outfit construction trailers, and its expansion far beyond its New York roots. more »
Paul Fridrich: New IRgA Prez is Master of the New Beginning
If Paul Fridrich had a slogan for his life, it would probably be “Start Over.” Fridrich has hit the “restart” button on his life and career at least five times in the last half century. more »
Welcome to the “Creative Room” – Hobs Stays Relevant
What do you call an FM that includes a 3D printer and conventional printing equipment? Forget the boring “print room.” This new kind of FM, at least for clients of Hobs Reprographics in the UK, is a “creative room.” more »
Printing by Evergreen: True to the Name
Carl Byrne was green before it was cool to be green. The owner of Printing by Evergreen, a reprographics shop outside Washington, D.C., remembers that his parents, who grew up during the Depression, hated throwing things away. more »
Triangle Gets Into Signage: 6 Questions
IRgA member firm Triangle Reproductions in Houston expanded its services with signage and outdoor graphics this summer. President Bob Christy answered six questions about the move: more »
Sep 25, 2014 1 Comments
Does Repro Stand a Chance With 3D?
3D printing has generated an enormous amount of interest among IRgA members as a potential new revenue source. But is the 3D printing industry is moving so rapidly and in so many directions that reprographics risks being left out of the gold rush? more »
Aug 14, 2014 1 Comments
Cross Rhodes Reprographics: Making Money the New Way
Traditional printing has not been a key factor in Elmer Rhodes' path to reprographics success. He's high tech all the way. more »
Sep 9, 2014 4 Comments
Hub City Blueprint: Thriving in the Post-Recession Era
When the Great Recession hammered the construction business a few years ago, many reprographics firms felt the pain. Hub City Blueprint avoided that fate; they were prepared. more »
Aug 28, 2014 1 Comments
Q2 IRgA Index Shows Slowing Growth
The IRgA Index for the second quarter of this year stands at 71 for traditional AEC work and 82 for non-AEC work. This shows growth, but is below the numbers posted in the first quarter. more »
Major New Player in Reprographics in Europe
Paragon Group Ltd., a large print provider in the UK and Europe, has become the controllling shareholder of Service Point Solutions, making Paragon a major player in reprographics. Read interviews with two Paragon leaders. more »
Jul 24, 2014
Being Green: Start a Recycling Program
This excerpt from The Green Reprographics Handbook explores the possibilities of starting a recycling program that can be expanded to client locations. more »
Aug 14, 2014
Family Business: Culture Breeds Success
Have you ever wondered why some businesses seem to perform at a level that is several notches above their competitors, and yet they seem to run on autopilot? Culture is key. more »
Jul 23, 2014
New Life for Paper?
Paper printing is the bread and butter of the repro industry, and its demise has long been predicted. But some signs show new life. Who's right? more »
Jul 6, 2014 3 Comments
Color CAD: Is the Tipping Point Near?
Color CAD printing has been slowly growing, but several recent developments have accelerated its adoption. What does this mean for the reprographics industry? more »
Jun 19, 2014 3 Comments
HP Announces Single-Pass, Wide-Format Inkjet Directed at Repro Market
HP wowed a roomful of journalists and analysts on June 10 with a dramatic presentation about a new single-pass, wide-format inkjet printer that may propel the color CAD market. more »
Jun 11, 2014 4 Comments
Germans Find New Interest in U.S. Repro Market
German companies have long played a role in the U.S. reprographics industry, stretching back to Ozalid, but a new generation of German manufacturers has recently entered the U.S. market. more »
May 23, 2014
Looking to Acquire? 7 Questions to Ask Your Potential Targets
Are you looking to buy another repro firm? There are a lot of advantages to an acquisition – it can increase your marketshare, make better use of your existing equipment, open new technological fields, or increase your buying power. more »
May 1, 2014 1 Comments
Interested in Selling? Follow These Steps to Get Ready
Mergers and sales of reprographics firms peaked several years ago, but there are still many owners interested in selling. However, the game has changed! Now most reprogaphics shops do much more than large-format engineering printing. more »
Mar 13, 2014
The Art of the Upsell: Tips to Maximize Each Sale
Your customers have their wallets open when they're placing orders, so don't pass up the opportunity to grow the sale. more »
Jul 17, 2014 2 Comments
Book Excerpt: Using Recycled Paper is a Competitive Advantage
This excerpt from the Green Reprographics Handbook shows that offering recycled-content paper in your shop can make your customers happy. more »
Jul 6, 2014
IRgA Releases First IRgA Index: Traditional Repro Stands at 77
The first edition of the IRgA Index, a new tool to measure the health of the reprographics industry, has been released. The results show solid confidence in both traditional and non-traditional reprographics businesses. more »
Jun 16, 2014
Is “Green” Fading? Three Repro Shops Say “No”
Going "green" was a big deal six or seven years ago, and many reprographics shops eagerly embraced environmental savvy. Then came the recession, which changed the equation for the AEC community. Did green repro survive? more »
Jun 3, 2014 1 Comments
Being Green: An Excerpt from the Green Reprographics Handbook - Start Small
This excerpt from The Green Reprographics Handbook helps reprographics shops become more green with some easy-to-implement steps. Future excerpts will dive more deeply into the topic. more »
Jun 2, 2014
Interview: ReproMAX President Rick Bosworth is Optimistic About the Future of Repro
ReproMAX President Rick Bosworth says reprographics firms that re-evaluate and reinvent their businesses, and share information with partners, are succeeding. more »
May 21, 2014
Interview: RSA's Mark Beilman Discusses the Future of Repro
RSA Executive Director Mark Beilman is cautiously optimistic about the future of the reprographics industry, and predicts that reprographers will remain an identifiable group, even as many expand their services. more »
Apr 24, 2014
Coming to Chicago? 20 Things to See at Graph Expo
Are you considering a trip to Chicago at the end of this month? IRgA welcomes you to the fall membership meeting, and you should check out these 20 highlights of Graph Expo. more »
Letter from Ukraine: IRgA Member on the Barricades
Ukrainian IRgA member Vladimir Prikhodko went to the barricades to support the revolution in his country, and now has seen business at his reprographics shop come to a halt. more »
Apr 15, 2014
Family Business: Good Leaders Set the Table for Success
Standing ovations are rare in business. So it shouldn’t be surprising that I remember the standing ovation my sales staff gave me once – not for meeting a goal or because I gave them all a raise, but because I finally fired one of their colleagues. more »
Mar 27, 2014
3D Printing for Repro? Observations from New York 3D PrintShow
Repro firms could succeed with 3D printing, but the business model will have to include more than just making "prints," believes Joel Salus, who answers questions about what he saw at the New York PrintShow. more »
Feb 24, 2014
Family Business: Strategic Planning is Your Roadmap to Success
When my brothers, brother-in-law and I, along with three other key managers, created the first strategic plan at A&E, it was a true breakthrough moment for our company because it provided a roadmap that previously did not exist. more »
Feb 12, 2014
Family Business: Clarity Pays Off
Do you know where your business is headed? In the rush of just getting work in and out the door, you probably don’t stop to think often about the future. You might even think that “clarity” and “alignment” are just buzzwords for big company people. more »
Jan 16, 2014 (1 Comments)
C2 Reprographics: Independent and Involved
While you’re settling into your couch with a beer to watch the Super Bowl on Sunday, one of your reprographics colleagues will be in the midst of his biggest community relations event of the year. more »
Jan 30, 2014 (1 Comments)
Memjet: What Does it Mean for Reprographics?
Three well-known manufacturers now have Memjet-powered large-format inkjet devices on the market. How do they differ, and what does Memjet mean for the industry? more »
Nov 7, 2013 (3 Comments)
Family Business: Building Trust
The foundation of all successful relationships is trust. Because of this, I strongly believe that trust is the most basic element of success in family business. No amount of money or breakthrough strategy can overcome an absence of trust. more »
Dec 19, 2013
Repro and Social Media: Five Things That Really Matter
Memphis Reprographics is well known in that city’s AEC community. It’s not because the company has been around for generations – in fact, they opened in 2010 – but rather because of a strong social media presence the firm maintains. more »
Mar 27, 2014 (2 Comments)
The Ammonia Chronicles: Hello, Xerography!
This is the first in a regular series of articles about the history of reprographics curated by Cathie Cushing Duff, president of Cushing Co. in Chicago. In this article, Cathie recalls the impact the first Xerox copier had on her family's business. more »
Dec 5, 2013 (11 Comments)
3D Printing: Big Business or Big Hype?
3D printing gets lots of attention these days, and for good reason: It may be a huge market. But is it the right market for a reprographics shop? more »
Oct 24, 2013 (3 Comments)
Future of Repro on Display in Baltimore
The technology that will power reprographics in the future was on display at the ERA/IRgA Convention in Baltimore last week. The event was attended by 141 people, including reprographers and personnel from the 27 exhibitors. more »
Apr 10, 2014
Five Ideas for Repro from the ISA Show
The International Sign Association trade show is packed with sign-related stuff, of course, but IRgA managing director Ed Avis noted a few good ideas for reprographics shops, too. Below are five ideas that could lead to revenue for a repro firm: more »
Apr 24, 2014 (1 Comments)
Flatbed Scanning: Opening Art, Book, Fragile Scan Market
Flatbed scanners are designed for bulky or fragile objects, and some reprographics firms are tapping new markets with them. more »
Mar 14, 2014
“All PDFs Created Equal” Effort Moving Ahead
The “All PDFs Created Equal” campaign, an effort to create standardized PDFs so that they can be used instead of paper documents in construction projects, is moving ahead, according to an individual who is involved with the effort. more »
Dec 19, 2013 (2 Comments)
Five Tips to Improve Collections in 2014
Most reprographics shops offer generous terms to their customers, and that’s just part of doing business. But time is money – every day you trim off your collectibles means more profit in the bottom line. Here are five ways to get your cash faster. more »
Jan 3, 2014
Large-Format Drum Maker Shutting Down Line
Third party drum maker Hitec-Imaging is halting production of OPC photoconductor drums that replaced Xerox 6204, 6279, and 510 drums, and is now asking customers for blanket orders. more »
Jan 16, 2014
Wilbur, Christy, Roperti Named 2014 Bukovsky Winners
Bob Roperti, Gary Wilbur, and Bob Christy have been awarded the 2014 George K. Bukovsky Award from IRgA. The Bukovsky Award recognizes individuals who have made significant, long-term contributions to the reprographics industry. more »
Feb 21, 2014
UPDATED: Service Point USA Shutdown: What Happened and What Does it Mean?
Service Point USA, formerly Charrette ProGraphics, shut its doors November 8. The closure affected about 100 employees and changes the competitive situation in Boston and other communities. more »
Nov 17, 2013
A Few Answers from Service Point’s New Owners
UK reprographics firm The Color Company acquired the assets of Service Point USA on November 29. What does that mean for competitors, vendors, employees, and clients? Read some answers here. more »
Dec 2, 2013 (1 Comments)
2014 Economic Outlook for Construction Solid
Experts predict increases in every construction segment in 2014, including 7.6 percent growth in non-residential construction and 6.3 percent growth in industrial construction, according to the AIA Consensus Construction Forecast. more »
Jan 7, 2014
Repro Poised to Profit from AEC Changes, Speaker Says
The reprographics industry has been entrusted with the “digital DNA” of the built environment, and is poised to play a vital role in the changes now reshaping AEC. Paul Doherty, AIA, will explore that role in his keynote at the ERA/IRgA convention. more »
Feb 10, 2014
3D Printing/Scanning, Memjet, AEC Docs Focus of Convention Education
The educational program at the joint ERA/IRgA Convention in April has been firmed up, and includes several sessions on how reprographics firms can profit from document management, 3D printing and scanning, and large-format color. more »
Book Excerpt: Livelihood & Legacy
This excerpt from NAPL's new book about operating a family-owned printing business discusses how a company should plan for the eventual death of the founder. more »
Dec 5, 2013
Big Changes at IRgA
Big changes are on their way to the IRgA. A new membership structure has been adopted, new features have been added to the website, a research program is underway, and a joint convention with the Eastern Reprographics Association is being planned. more »
New PDF Standards Group Hopes to Accelerate “Paperless” Jobsite
A new group comprised of representatives from nine major general contractors is working to create a standardized PDF format, with the aim of accelerating the “paperless” jobsite. The group’s campaign is called “All PDFs Created Equal.” more »
Oct 10, 2013 (2 Comments)
Book Excerpt: Disrupting the Future
The following is an excerpt from Disrupting the Future, a book about changes in the printing industry written by print industry analyst and consultant Joe Webb and Richard Romano. This excerpt discusses ways printers can face the future. more »
Work 10 Months on a Sale; Government Shutdown Nixes it 13 Hours Later
IRgA member Jay Magenheim of Ideal Scanners & Systems got great news on September 30: A major government scanning project was approved. Thirteen hours later his client locked the doors! more »
Reprographics + Referrals = More Sales
Nancy Knight knows how valuable referrals can be. Knight, a sales consultant for Buster’s Reprographics in Atlanta, says referrals from one client – a restaurant chain – have led to a constant stream of new work. Read on for six referral tips. more »
Is a PEO Right for Your Reprographics Firm?
Paul Fridrich offers the employees of CyberCopy many of the benefits large employers provide. But Fridrich doesn’t spend much time handling these benefits -- they are managed by a professional employer organization. Would a PEO work for you? more »
New Printer Aims at Color CAD Market
Reprographic Technologies Inc. (RTI) has launched a new printer aimed at the color CAD market. The new printer is based on the Memjet print engine and can output color prints at two speeds, 6 per second and 12 per second. more »
IRgA Interview: Xerox Returns to Wide-Format Market
Xerox returned to the large-format printer market this month with the introduction of the IJP 2000. In order to learn more about Xerox’s return to the market, Ed Avis interviewed Dustin Graupman, vp ink jet business, and Geoffrey Rummel, w-f manager. more »
Do Big Storms Help the Repro Business?
When a big storm like Sandy or Katrina rips through a community, the first order of business is saving lives and getting things back to normal. But when the dust settles and repairs begin, can reprographics shops expect a surge in business? more »
Shredding the Market
Shredding documents can be a logical new service for a reprographics shop. Read this article in the current edition of the Eastern Reprographics Association newsletter about this service. more »
3D Printing Q&A: Hobs Reprographics Succeeds
Interested in 3D printing? This interview with Kieran O'Brien, CEO of Hobs Reprographics in the UK, should inspire you. more »
Jul 29, 2013
The Top Three Ways to Lose Customers
Veteran print sales consultant Dave Fellman taps into his experience to provide three key ways to lose customers. Read on to see what you should be avoiding! more »
Jul 29, 2013
Three Creative Repro Marketing Tips
When it comes to marketing, it’s a good idea to think inside, outside, and all around the box! Here are three ideas you might consider: Use your gift of gab, work for the less fortunate, or wrap your van. more »
May 15, 2013
What You Missed at Print 13
Large-format imaging products played a significant role at Print 13 in Chicago this week. In case you missed the show, here is a slideshow of key large-format products. more »
Five Things I Learned at the ERA Convention
The Eastern Reprographics Association held its 2013 convention in Panama City Beach, Florida, April 18-20. Here are five key take-aways from the presentations by KP Reddy and Tony McGaughey. more »
May 15, 2013
2013 ERA Convention Highlights
The Eastern Reprographics Association held its annual convention in Panama City, Florida from April 18 to 20. The event was packed with educational and networking opportunities. Read the highlights here. more »
May 14, 2013
YouTube and Reprographics
You might think YouTube is a fun place to watch puppy videos, but a lot of repro pros are using it to promote their services. The advantage of YouTube is the visual factor – showing a wide-format color printer in action sells prints! more »
May 15, 2013
Setting Prices: How Elastic Are You?
Setting the right price for your repro supplies and services can make the difference between success and failure. This article spells out the concept of "elasticity" and how it affects pricing. more »
How to Hire a Salesperson
Printing expert David Fellman shares his advice on recruiting, hiring, and retaining top salespeople for your repro shop. more »
Where is Green Building Going?
Green construction is an important and growing segment of the industry, but where is it heading? This article examines recent trends. more »
May 15, 2013
May 17, 2013