NAPL

This is a column about work. That’s right, work! Don’t hang up on me!

I know you work hard. I know you are diligent. I know you are tireless. I’m not writing about you. I’m writing about a bunch of people you know. They are called slackers.

You will enjoy this column because it’s about a bunch of other people that you know and see every day at work. They are the slackers. While you are working, they are slacking.

You’ll get vicarious, sweet pleasure reading about these worthless cheaters who show up, but do little work. There’s that word again. Work.

This country is in deep

ESTIMATING AND pricing are the two most indispensable areas of the printing sales process, according to Gary Cone, vice president of Seattle-based commercial printer Litho Craft Inc., and author of the NAPL book “Price Doesn’t Count.” He notes, however, that although printers sometimes use the terms interchangeably, they are definitely not the same thing—and it’s critical for managers and salespeople to understand the difference. “Estimating is a science—a mathematical calculation based on the job specifications and the variables and parameters of the production process,” he says. “It’s a repeatable process, yielding the same—or close to the same—results each time. “Pricing, on the other hand,

Prism Award Event Promotes NYU Program NEW YORK CITY—More than 400 people turned out recently for the 21st annual Prism Award luncheon, held to raise money and awareness for New York University’s graphic communications program. This year’s Prism honor went to Richard Smith, editor-in-chief and CEO of Newsweek. The Distinguished Service Award was given to Manny de Torres, chairman and CEO of Metro Packaging and Imaging. Bramkamp Printing Holds ‘Wild’ Open House Event CINCINNATI—To help celebrate its 85th anniversary and the addition of a six-color Heidelberg Speedmaster SM 74 press, Bramkamp Printing put on a “Wild” open house. Held in conjunction with The Cincinnati Zoo and

Komori Demos LS29 Press at Open House ROLLING MEADOWS, IL—Komori America held an open house and press demonstration recently to showcase the production capabilities of its new 29˝ Lithrone LS29 sheetfed press, which debuted in April at the IPEX exhibition. Six different forms were run on a six-color model with tower coater to demonstrate its six-minute job changeover capabilities (50 percent faster than the Lithrone 28). The new 16,000 sph, console-driven press comes equipped standard with fully automatic plate changers and blanket washers, and Komori’s KHS pre-inking system, to speed makeready times. Ryobi Opens Press Manufacturing Center HIROSHIMA, JAPAN—Ryobi Limited of Japan has more than doubled the

PARAMUS, NJ—7/25/2006—A prospective slowing in printing industry business activity is reflected in the June 2006 NAPL Printing Business Index (PBI), the trade association’s broadest measure of print activity, which fell to 52.8 in June from 55.6 in May and 59.9 in March, its lowest level in three years. (A PBI reading above 50.0 means more printers report activity is picking up than report activity is slowing down; a reading below 50.0 means the opposite.) Despite brisk growth in current sales, the PBI performance underscores the likelihood of major challenges ahead for graphic communications companies. “Sales performance may suggest that business is good and there’s little

THIS IS column Number 239, which brings the total words I’ve written to 310,700 during nearly 22 years. If I’m not mistaken, that’s more words than “War and Peace.” According to my roster of readers (a sophisticated, digitized database), there are seven people who have read all of those columns. Unfortunately, they are confined to the “home” for life and I’m unable to speak with them. All regular readers of DeWese on Sales know June is the month of my birth and that typically my June column shamelessly celebrates my life. Over the years, I have shared a multitude of my life successes with Printing

YOU ONLY get it here folks. “It” is the inside stuff on selling printing. “It” is the revelation of facts about some dumb owners who park their Porsches out front, nap during a short workday in huge offices, and chase the gals in Accounting and the Bindery. “It” is the assemblage and explanation of the secrets that lead to success in print sales. “It” is the destruction of the myths about the printing industry. If you’re reading this, you are so lucky! Every month, BAM, BAM, BAM! I try to make your life better. “BAM?” Can Emeril sue me for using “BAM?” Here comes some

THE OBJECTIVE of marketing your business is two-fold: to build market awareness about your products and services and to generate qualified leads. Both are important elements of the customer acquisition process. Building market awareness makes the sales process easier. Prospective customers are more likely to talk with a firm that has a recognized name. And lead generation, if done correctly, provides you with information about qualified prospects that are likely to purchase your products or services, reducing the amount of time your sales force must spend on expensive, and often unproductive, cold calling. In previous columns, I have shared ideas about how to build market

FAR BE it for me to categorize people. I’m not one of those pompous jerks that tosses people in baskets shouting out, “Here comes another loser.” “I’m tossing this pervert in the weirdo box.” “Look out you introverts, I’ve found another nerd and I’m droppin’ him in your box.” “Happy days you holy rollers, I’ve found another snake dancin’ poison drinkin’ convert to toss in your barrel!” I’m not one to stereotype people. No sireee! Laying the Ground Work Everyone is different, physically and mentally. We are supposed to appreciate the individual beauty of each person. There are millions and

Maryland Printer Gets High Honor BALTIMORE—Peake DeLancey Printers, of Cheverly, MD, received the “Grand Q” Best in Show award from the Printing & Graphics Association MidAtlantic (PGAMA) Print Quality Awards competition. Lallie Inc., of Millersville, MD, won the “Little q” award. Pictured, the Peake DeLancey Printers team poses here after receiving the “Grand Q” award. As part of a nationwide program with its parent company, Consolidated Graphics (CGX), AGS Custom Graphics of Macedonia, OH, has welcomed two new employees into its Management Associate Program—Desirae McBride and Maureen Rourke. McBride was recruited from the University of Akron while Rourke hails from Hope College in Michigan. Quad/Graphics announced that