Quick Printing

JUN 2013

Quick Printing is the resource for the Commercial printing, visual and graphic arts industries. Since 1977, Quick Printing has focused on improving efficiency and increasing sales and profits in the print shop. Industry experts share their ideas and

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TABLE OF JUNE 2013 Contents COVER STORY 14 2013 Quick Printing Top 100: Vibrant Growth Promises Brighter Days The slow recovery reported in the last two Top 100 surveys exploded into a fountainhead of growth and improvement in 2012. And not a moment too soon! By Karen Lowery Hall F E AT U R E S COVER PHOTO COURTESY iSTOCKPHOTO/THINKSTOCK. 24 24 Achieve Success in Package Prototyping Package prototyping is a growing niche that can lead to new profits from several related areas. By Jeffrey Steele 26 California Printer Knocks One Out of the Park Bruce and Linda Pansky's PIP franchise in Downey, CA, posted 76 percent growth in 2012. Here's how they did it. By Howard Riell WEB EXCLUSIVE ONLINE FEATURES Inkjet Inroads? As inkjet technology continues to develop and improve does it pose a more serious threat to offset and digital toner devices? (Read these articles at MyPRINTResource.com) ONLINE COLUMNS Executive Q&A: Catherine Monson, CEO, FastSigns FastSigns' new co-branding program makes it easy for existing printing companies to add wideformat services. By Bob Hall By Mitch Evans MyPRINTResource.com/10937625 By Karen Lowery Hall MyPRINTResource.com/10942712 ASSOCIATION INSIGHTS: NAQP Members Enjoy New Online Community MyPRINTResource.com/10895016 26 COLUMNS 28 CASE STUDY Selling a Business Involves More than Price, Part1 By Tom Crouser 31 DIGITAL ORIGINAL Cutting-Edge Marketing Services Promise Big Rewards By John Giles 8 32 EXECUTIVE SUITE How to Prevent Burnout By Dr. David Claerbaut 34 MONEY TALK Expand Sales through Acquisition By Stuart Margolis 36 PRIORITY MAIL Full-service Intelligent Mail: Should You or Shouldn't You? By Nancy DeDiemar 38 SALES CLINIC Sell It Straight—Don't Tell and Manipulate By Joe Rickard 46 JOHNSON'S WORLD Disorganized Reorganization is Risky Business By Steve Johnson DEPARTMENTS 6 8 39 40 45 Editorial Printing News Ad Index Classifieds Supplier Directory Quick Printing (ISSN 0191-4588) (USPS:500-850) Volume 36, Number 9, is published monthly by Cygnus Business Media Inc., 1233 Janesville Ave., P.O. Box 803, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI 53538, and additional mailing offices. Printed in USA. Throughout this issue, trademarked names are used. Rather than put a trademark symbol in every occurrence of a trademarked name, we are using the names only in an editorial fashion and to the benefit of the trademark owner, with no intention of infringement. Entire contents copyright 2013, Cygnus Business Media Inc. All rights reserved. Diverse views of readers are welcomed. Publisher assumes no responsibility for unsolicited manuscripts. Subscriptions: one-year: $45; two-year: $90 to U.S. and possessions; Canada/Mexico: one-year: $65; two-year: $130. Other countries, one year: $95. Single copy: $10; quantity available. Quick Printing is a controlled publication distributed to qualified members of the graphics communication industry. When changing your mailing address, please give six weeks' notice, providing both old label as well as new information. Subscribers who do not wish to appear on rented mailing lists should contact us directly. Postmaster: Send address changes to: Quick Printing, P.O. Box 3257, Northbrook, IL 60065-3257. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: Quick Printing, P. O. Box 25542, London, ON N6C 6B2. 4 QUICK PRINTING / June 2013 w w w. M y P R I N T R e s o u r c e . c o m

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