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SEPTEMBER 2011 VOLUME 49, NUMBER 9 FIVE PRESCRIPTIONS FOR MEDICAL MARKET SUCCESS Strategies for Print Distributors Targeting Health Care and Other Niche Industries PAGE 16 ENVIRONMENTAL CERTIFICAT

PRINT SOLUTIONS MAGAZINE September 2011 FEATURES PERSPECTIVES 04 EDITORS NOTE Finding Your Niche By John Delavan 06 PRESIDENTS MESSAGE The Momentum Generator By Bill Prettyman 12 PSDA PROFILE

EDITORS NOTE Finding Your Niche BY JOHN DELAVAN, EDITORINCHIEF I started my journalism career more than two decades ago , working part time as a copy editor at New Orleans daily newspaper, The Time

PRESIDENTS MESSAGE The Momentum Generator Having a clear vision for your business gives you purpose and the motivation to grow. BY BILL PRETTYMAN, PSDA BOARD PRESIDENT hat is vision Vision is imagini

PRESIDENTS MESSAGE To create velocity. Vision creates a better velocity than no vision at all because, as the saying goes, If you do not know where you are going then any road will take you there. V

PSDA NEWS Ennis, Glatfelter Host VIP Series Conference PSDA member companies Ennis and Glatfelter recently hosted the 5th Annual VIP Series Conference. This years program, The Battle Against Print an

PSDA NEWS Meet the PSDA Staff Team MARCIE VALERIO Marketing Communications Manager What is your role on the PSDA staff team As a marketing and communications manager, I work with a range of people

PSDA PROFILE Celebrating a Century of Tags and Labels With 100 years of success behind it, PSDA member AllenBailey Tag Label has been able to hold its ground and provide superlative customer service

PSDA PROFILE with shorter lead times from our customers, continued price pressure oftentimes in the face of increased costs and opportunities to utilize new technologies to improve the efficiencie


PRESCRIPTIONS FOR MEDICAL MARKET SUCCESS BY DARIN PAINTER FIVE My wife didnt want to waste the time driving back and forth to the office when she just needed to accomplish a few tasks, said Dr. Johnn

FIVE PRESCRIPTIONS FOR MEDICAL MARKET SUCCESS PRESCRIPTION 1 TAKE TIMECONSUMING TASKS AWAY FROM MEDICAL STAFF TullyWihr has 40 years of experience in the health care industry and has developed a comp

FIVE PRESCRIPTIONS FOR MEDICAL MARKET SUCCESS FOUR VALUEADDED SERVICES Distributors targeting the health care industry say they need to impress clients with more than just products. Here are four way

FIVE PRESCRIPTIONS FOR MEDICAL MARKET SUCCESS We speak to physicians, nurses, administrators, health care opinion leaders and patients all over the world, said Kerry Hilton, owner of HCB Health. Beca

FIVE PRESCRIPTIONS FOR MEDICAL MARKET SUCCESS SIX GOOD LINKS TO STAY UPDATED Regulations and standards change frequently in the health care industry. Distributors targeting the niche can stay ahead o

Weve had training sessions as quick as 10 minutes and as long as an hour, said Sonia Mokbel, director of marketing for Purkinje. In every case, the doctors have been upandrunning within 60 minutes. Ea

How to Sell to Key Vertical Markets Specializing in the retail, hospitality, financial or manufacturing markets can help print distributors bring in the best clients. BY DARIN PAINTER n the past few

HOW TO SELL TO KEY VERTICAL MARKETS More and more organizations want to work with companies that understand the nuances of their business and the dynamics of their industry. David C. Baker, Principal

HOW TO SELL TO KEY VERTICAL MARKETS Targeting Vertical Markets How to Create a Marketing Plan BY DARIN PAINTER S ome distributors view marketing plans the same way teenagers view math problems Its

This is the toughest part of the marketing plan, said David C. Baker, principal of Nashvillebased consultancy ReCourses. Everyone says, Were costeffective, responsive and here you get to work with sen

CERTIFICATIONS Are They Worth the Effort BY HEIDI TOLLIVERNIGRO E N V I RON M E N TA L While it can be advantageous to promote your company as green, there are very specific stipulations and the en

ENVIRONMENTAL CERTIFCATIONS Each certification system uses somewhat different standards, covers different elements in the chain of custody and requires different percentages of certified fiber conten

ENVIRONMENTAL CERTIFCATIONS Thinking Carefully Through Certifications One of the benefits of environmental certifications is helping distributors and end users make smart purchasing and vendor decisi

ENVIRONMENTAL CERTIFCATIONS Certification for Smaller Shops Even smaller manufacturers are investing in environmental certifications. Like their larger counterparts, they are often prompted to do so

ENVIRONMENTAL CERTIFCATIONS At CE Printed Products, if the print process is fully Forest Stewardship Council FSCcertified the product will bear an FSC certification logo. can still buy that stock, a

ENVIRONMENTAL CERTIFCATIONS RIT Study Industry Steps Toward Certification According to a recent survey from the Rochester Institute of Technology, the printing industry is getting serious about quant

president of PSDA member Quality Resources in Minneapolis, which holds an environmental certification from a local printing association. For example, we were recently recognized by the city of Plymout


The Emergence of Press Simulation Technology The ability to experience realworld press situations without draining resources or wasting time proves valuable for many manufacturers. HEIDI TOLLIVERNIGRO

THE EMERGENCE OF PRESS SIMULATION TECHNOLOGY pressroom employees how to recognize and troubleshoot problems with tension, paper, inkwater balance, dryer and folder, Glasgows manufacturing pressroom m

THE EMERGENCE OF PRESS SIMULATION TECHNOLOGY Press Simulation in an Educational Environment Students at Fox Valley Technical College pictured in Appleton, Wis., part of the Wisconsin Technical Colleg

THE EMERGENCE OF PRESS SIMULATION TECHNOLOGY It Isnt a Video Game Lest you be tempted to think this is little more than some kind of video game, just ask the manufacturing manager of The Nielsen Comp

To do it right, he highly recommends using the dualtouch screens in the lab. Enthusiasm from Atlanta RRDs location in Atlanta is an enthusiastic user of the system, as well. Our goal here at the Atla

CASE STUDY The Right Code, The Right Combination PSDA member Western States Envelope Label uses QR codes with 7R Convertible Mailers to pique interest, promote innovation and showcase results. As cl

The outcomes of Western States Envelope Labels selfpromotional piece far exceeded expectations, with 480 reply cards requesting further information and samples and 425 mobile devices accessing the co

INDUSTRY NEWS COMPILED BY ALEXA SCHLOSSER News Printing Industries of America Workshop Offers Comprehensive Orientation to Graphic Arts color theory and reproduction and variable data processing

INDUSTRY NEWS aims to create productive networking opportunities to enhance its members professionalism and success through professional development, tradeshows and social events. WorkflowOne Introd

INDUSTRY NEWS Inc.s newest acquisition, Atlas Tag and Label in Neenah, Wis. Hagen is a 10year industry veteran, serving in roles such as accounting manager and controller. He has been a part of the E

INDUSTRY NEWS COMPILED BY ALEXA SCHLOSSER Design Suite enables printers to produce dramatic metallic special effects on their presses. For more information, see shortrun, colorc

ADVERTISER INDEX Companies that advertise in Print Solutions provide vital financial support for the Print Services Distribution Association PSDA and deliver products and services of tremendous valu





FINAL THOUGHTS Are Your Pay Practices Legal Timekeeping App Lets Employees Track, Send Work Data BY CHARLOTTE JENSEN how often nonexempt employees report one hour of work when all they did was respo

2012 Print Solutions Conference and Expo JUNE 46 THE BALTIMORE CONVENTION CENTER BALTIMORE, MD Convene with your colleagues from around the world at PSDAs largest, most exciting event of the year t

Visit us at Print Solutions Expo Booth 819.