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A management association serving graphic communications companies across New England 5 Crystal Pond Road, Southborough, Mass. 01772 PHONE 508-804-4100, 800-365-7463 FAX 508-804-4119 |
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| Back issues of New England Printer & Publisher
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| 2009 | ||||||||||||||||||||||||||||||||||
| January | ||||||||||||||||||||||||||||||||||
| • | Turn the recession into a marketing opportunity By John Graham |
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| • | By the numbers: What different measurements mean and how they can help you By Ron Ellis |
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| • | Sales survivor: Three strategies to help you meet revenue goals in a recession By George Ludwig |
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| • | Air cleaning system can help meet Title V air emissions regulations By Lisa R. Vallier |
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| • | Bringing GRACoL around the world Connecticut color manager doubles as evangelist for printing excellence By Gerry Gerlach |
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| February | ||||||||||||||||||||||||||||||||||
| • | Contribution pricing: What it is and how it can improve your bottom line By William Gindlesperger |
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| • | 227 ways to beat taxes — legally By Irving L. Blackman |
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| • | Outsourcing a company’s marketing A better way to meet today’s economic challenges By John Graham |
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• | The Epson 9900: Finally a really new Epson By Ron Ellis |
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| • | Company Profile: Minuteman Press By Nancy Hitchcock |
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| March | ||||||||||||||||||||||||||||||||||
| • | Eight ways to get serious about making sales in today’s economy By John Graham |
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| • | As technology turns green, what’s the bottom line? By Steven Joe |
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| UV cost savings available through innovative blanket technology By C. Clint Bolte |
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| • | Build your business: Look beyond paper New heat transfer papers make it easy for commercial printers to generate new revenue and create a competitive advantage By Gerry Rector |
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| • | Company profile: Franklin Printing |
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| April | ||||||||||||||||||||||||||||||||||
| • | Sales cloning does not build a forward-growing business By Joe Webb, Ph.D. |
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| • | Opportunity planning By Stuart W. Margolis and Joe Becker |
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| • | G7: What’s it all about? An interview with three G7 experts |
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| • | The cost-cutter’s guide to growth: Five tips for
building growth muscles in a weak economy By Dan Adams |
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| • | Company Profile:
Packaging Graphics By John Scibelli |
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| May | ||||||||||||||||||||||||||||||||||
| • | The value of social networking in the workplace By George E. Wallace and Melissa Albano |
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| • | The mighty colorbar: Take advantage of it By Ron Ellis |
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| • | How to keep your sales from running out of gas By John Graham |
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| • | How to make sure your business will survive in the new economy By Edward A. Testa |
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| • | Company profile: Highcrest Media By John Scibelli |
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| June | ||||||||||||||||||||||||||||||||||
| • | How to make marketing work if you’re serious about making marketing work By John Graham |
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| • | Optical brighteners and paper: What’s the problem? By Ron Ellis |
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| • | Managed Print Services Conference 2009 Controlling the fleet, reducing costs & enhancing business processes By C. Clint Bolte |
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| • | Company Profile: Hannaford & Dumas By John Scibelli |
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| July | ||||||||||||||||||||||||||||||||||
| • | Guidelines for success in the age of initiative By John Graham |
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| • | Certification by the numbers By Richard Cipperly |
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| • | National Postal Forum 2009: New business model to service lower mail volumes By C. Clint Bolte |
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| • | Maybe we can charge for that By Jack J. Epstein |
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| August | ||||||||||||||||||||||||||||||||||
| • | The virtual press: Printing’s future By Ron Ellis |
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| • | Getting the most out of your ink By Ken Ferguson |
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| • | What to do before it’s too late If you want to thrive in an economic upswing By John Graham |
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| • | Could this be the end of all your estate tax problems? By Irving L. Blackman |
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| September | ||||||||||||||||||||||||||||||||||
| • | Lessons from GM’s Bob Lutz on marketing, selling and customers By John Graham |
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| • | Do you suffer from “Maybe-itis”? By Landy Chase, MBA, CSP |
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| • | Good G7 is not cheap; Cheap G7 is not good By Ron Ellis |
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| • | The family business: A never ending saga; think taxes, economics and human emotions By Irving Blackman |
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| 2008 | ||||||||||||||||||||||||||||||||||
| January | ||||||||||||||||||||||||||||||||||
| • | Twenty-two do’s and don’ts
that make a definite difference in business By John Graham |
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| • | Leopard: What you need to know By Ron Ellis |
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| • | Web to print: The next DTP revolution? By Bernd Zipper |
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| • | Company Profile: QPL By Nancy Hitchcock |
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| February | ||||||||||||||||||||||||||||||||||
| • | The seven strategies of the highly
effective salesperson By John Graham |
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| • | Helvetica: The Movie By Ron Ellis |
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| • | The TransPromo revolution ripe with opportunities | |||||||||||||||||||||||||||||||||
| • | Do Not Mail legislation in New
England Proposals are in play in New Hampshire, Massachusetts, Rhode Island, Connecticut & Vermont By John Scibelli |
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| • | Company Profile: Acme
Bookbinding By John Hebert |
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| March | ||||||||||||||||||||||||||||||||||
| • | Twenty
tough times tactics for making sales By John Graham |
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| • | Two
major global trends in packaging printing: Top-class finishing and security
printing By Norbert Sauermann, Germany |
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| • | A
great tax saving idea for the family business By Irving L. Blackman |
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| • | Building
a professional sales team Is a direct sales team the right business model for you? By Jerry Scher |
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| • | Company
profile: Squamscott Press By Nancy Hitchcock |
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| April | ||||||||||||||||||||||||||||||||||
| • | How to raise havoc and not even
know it The nine biggest business busters By John Graham |
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| • | DeviceLink profiles: A new look By Ron Ellis |
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| • | Building a professional sales team Article 2: Selecting the right people By Jerry Scher |
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| • | Hybrid and digital: The evolution
of printing machines By Andy Tribute |
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| • | Company profile: ArrowPress By Ellen G. Lahr |
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| May | ||||||||||||||||||||||||||||||||||
| • | Are your customers leaving without
saying goodbye? By Dick Rossman |
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| • | The future of trade binding By Frank Shear |
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| • | Ten strategies for outsmarting
the competition By John Graham |
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| • | Building a professional sales team Article 3: Designing effective sales training programs By Jerry Scher |
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| • | Company profile: Andrew
Associates By George Linkletter |
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| June | ||||||||||||||||||||||||||||||||||
| • | The real reasons employees leave,
and how to keep the best By Jim Welch |
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| • | Press Calibration to standards,
and specifications: Is it a return on investment? By Ron Ellis |
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| • | Building a professional sales team Managing the sales team By Jerry Scher |
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| • | Economic Stimulus Act provides
major incentives for business By Susan Day |
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| • | Company profile: The J.M. Perrone Company By John Scibelli |
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| July | ||||||||||||||||||||||||||||||||||
| • | The end of the world as we know
it? Digital presses at drupa By Ron Ellis |
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| • | Successful profit planning for
printers: A combination of effective machine hour rates, understanding the fixed cost fallacy and more By Ben Markens |
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| • | Strategies for tighter times The right marketing and sales messages for today’s customers By John Graham |
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| • | Mechanical binding: versatile and
decorative By Frank Shear |
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| • | Company profile: FPMSI
Inc. By Nancy A. Hitchcock |
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| August | ||||||||||||||||||||||||||||||||||
| • | It’s all about we and
free The new marketing and sales business model By John Graham |
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| • | An overview of the graphic communication
industry By Bernadine Eckert |
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| • | It’s time to get the
message Why your customers will never be the same By John Graham |
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| • | A closer look to improve the bottom
line By Ben Markens |
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| September | ||||||||||||||||||||||||||||||||||
| • | Don’t let the credit crunch
stop your company’s growth By Edward A. Testa |
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| • | The case for process control By Ron Ellis |
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| • | A closer look to improve the bottom
line By Ben Markens |
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| • | Company Profile: Sherwin
Dodge Printers & Mailers to its future By John Scibelli |
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| October | ||||||||||||||||||||||||||||||||||
| • | You
may be playing Russian roulette with your sales strategy and not even
know it By John Graham |
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| • | Time
to get more efficient:
Lean times call for doing a better job By Ron Ellis |
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| • | Working
with the GPO successfully and profitably requires expert know-how By Deborah Snider |
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| • | Company
profile: BFS Business
Printing By John Scibelli |
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| November | ||||||||||||||||||||||||||||||||||
| • | Is it time to pull the plug on sales commissions? By John Graham |
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| • | What’s new with GRACoL:
A summary of news from the G7 Summit By Ron Ellis |
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| • | How the Government Printing Office (GPO) can increase printer profitability by 10% or more By Deborah Snider |
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| • | Using role playing to train CSR’s and sales representatives By Jack J. Epstein |
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| • | Company Profile: Graphic Litho By Nancy A. Hitchcock |
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| December | ||||||||||||||||||||||||||||||||||
| • | Fifteen ways to win more business in 2009 By John Graham |
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| • | Tips to sharpen sales skills for 2009 By Edward A. Testa |
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| • | Making money while charging less:
What’s the secret? By Deborah Snider |
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| • | A credibility expert offers advice for political
candidates and other leaders By Sandy Allgeier |
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| • | Company Profile: Finlay By George Linkletter |
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| 2007 | ||||||||||||||||||||||||||||||||||
| January | ||||||||||||||||||||||||||||||||||
| • | A checklist of 10
business danger signals By John Graham |
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| • | Why family business
succession plans fail — and planning strategies that work By Jeff Harris |
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| • | Hyper Competition:
Suppliers search for a market leading success formula By David Tashji |
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| • | A sign of things
to come: New printer means further automation in color management By Ron Ellis |
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| • | Company Profile: Copy
Cop By Nancy A. Hitchcock |
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| February | ||||||||||||||||||||||||||||||||||
| • | Getting
your arms around marketing If you think it’s easy, think again By John Graham |
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| • | Grants,
rebates can help fuel energy-efficiency improvements By Steven Heins |
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| • | xpedx
grows presence and service to help New England printers xpedx expands footprint with just-opened Connecticut distribution center By Lisa Jonas |
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| • | Company
Profile: Lebon Press By George Linkletter |
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| March | ||||||||||||||||||||||||||||||||||
| • | Brand Identity: Build and maintain
your company’s most important asset — your relationship with
customers By David E. Tashji |
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| • | Put a premium on recycled papers By Robert Canzano |
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| X-Rite and Gretag merger: What
it means for printers By Ron Ellis |
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| • | Company Profile: Diversified Business
Systems By Nancy Hitchcock |
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| April | ||||||||||||||||||||||||||||||||||
| • | 2007 On Demand show set for April 16–19 at Boston Convention & Expo Center | |||||||||||||||||||||||||||||||||
| • | What’s the
problem? Prospecting for sales should be easy By John Graham |
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| • | SWOP 11: Notes from the IDEAlliance
Proofing Summit By Ron Ellis |
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| • | Company Profile: American Printing By George Linkletter |
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| May | ||||||||||||||||||||||||||||||||||
| • | Marketing
and sales: How so many got it wrong and the little old winemaker got it
right By John Graham |
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| • | Segment
your market: Analyze your customers and prospects to improve resource
allocation and financial performance By David Tashji |
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| • | Death
by Powerpoint: Truth or myth? By Steve White |
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| • | Company
Profi: The RAM Companies By Nancy Hitchcock |
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| June | ||||||||||||||||||||||||||||||||||
| • | Eighteen ways to make sure you
lose the sale By John Graham |
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| • | Paper tint: The problem with color
management and paper simulation By Ron Ellis |
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| • | How to make meetings with salespeople
more productive What to do before, during and after meeting with a salesperson By John Graham |
|||||||||||||||||||||||||||||||||
| • | How the IRS clipped the Yankee
Clipper By Irving L. Blackman |
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| • | Company Profile: W.E. Andrews By Nancy Hitchcock |
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| July | ||||||||||||||||||||||||||||||||||
| • | Five marketing and sales mysteries
revealed By John Graham |
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| • | Guerrilla marketing When it’s good, it’s great. When it’s bad, it’s illegal By Steve White |
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| • | Camera RAW: To process or not to
process What it is and how and when to work with it By Ron Ellis |
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| • | Company Profile: Neoprint By John Scibelli |
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| August | ||||||||||||||||||||||||||||||||||
| • | What businesses can learn from
the iPhone phenomenon By John Graham |
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| • | Epson is still the
leader, but are there any alternatives? By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Are you losing 30 percent of your
life insurance premiums? By Irving L. Blackman |
|||||||||||||||||||||||||||||||||
| • | The “Below Standard”
boost: Seven ways to head off performance issues before they poison your
culture By Jen Forgie |
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| • | Gutenberg’s heirs: Looking
for trends at drupa 2008 By John Parsons |
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| September | ||||||||||||||||||||||||||||||||||
| • | What every business manager should
know about marketing Marketing is a universally employed and necessary business practice. It’s also one of the least understood By John Hebert |
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| • | Dot gain: Friend and foe? By Ron Ellis |
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| • | Are your customers precious or
pernicious? Identify customer purchasing behavior to optimize resource allocation By David E. Tashji |
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| • | Company profile Integrity Graphics, Inc. By John Scibelli |
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| October | ||||||||||||||||||||||||||||||||||
| • | Is
your grass the greenest? 16 cost-effective ways to grow a company culture that helps you keep your keepers By Dottie DeHart |
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| • | drupa
2008 preview: The dichotomies of the global printing industry By Frank Romano |
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| • | The
new marketing mix: Where will you meet your customers? By John Graham |
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| • | TransPromo
Summit 2007 Transforming transactional documents into marketing opportunities By C. Clint Bolte |
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| November | ||||||||||||||||||||||||||||||||||
| • | A guide to marketing and sales
success in 2008 By John Graham |
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| • | Inks and standards: the practical
effects By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Untangling VDP: When is it right
for you? By Steve Khederian |
|||||||||||||||||||||||||||||||||
| • | The eight major mistakes employers
make when workers’ compensation rates go down By Russ Martorana |
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| December | ||||||||||||||||||||||||||||||||||
| • | Why
salespeople don’t make more sales and how to turn it around By John Graham |
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| • | Pantone
Goe: An upgrade to Pantone or just more confusing choices? By Ron Ellis |
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| • | JDF
- a never-ending journey By Laurel Brunner |
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| • | Company
Profile: The Allied Group By John Scibelli |
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| 2006 | ||||||||||||||||||||||||||||||||||
| January | ||||||||||||||||||||||||||||||||||
| • | Getting the CEO to
get marketing By John Graham |
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| • | Professional referrals: A primary
and growing source of new business By Sid Chadwick |
|||||||||||||||||||||||||||||||||
| • | Quality control: Making sure you
are in spec By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Making a digital supply chain a
reality for small printers By Bill Davison |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Shawmut
Printing By John Scibelli |
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| February | ||||||||||||||||||||||||||||||||||
| • | How to profit from customer buying-cycle
basics By John Graham |
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| • | How to market and sell when everything
keeps changing By John Graham |
|||||||||||||||||||||||||||||||||
| • | Customer surveys: Four-lane highways
that can deliver additional revenues By Sid Chadwick |
|||||||||||||||||||||||||||||||||
| • | Why plastic cards are replacing
e-mail for direct response By Eric Blank |
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| • | Company
Profile: Hitchcock Press By John Scibelli |
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| March | ||||||||||||||||||||||||||||||||||
| • | “Do
it my way or die” Making the sale to your only customer By John Graham |
|||||||||||||||||||||||||||||||||
| • | The
shrinking world of prepress By Ron Ellis |
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| • | Executive
reluctance: Five tips for overcoming fear and making the sale By Sam Manfer |
|||||||||||||||||||||||||||||||||
| • | Exposing
the inexcusable excuses for not handling conflict and tips on how to improve By Francie Dalton |
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| April | ||||||||||||||||||||||||||||||||||
| • | Sending
customers their message You may reach out, but will you touch someone? By John Graham |
|||||||||||||||||||||||||||||||||
| • | Breaking
the myths of overseas printing By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Add
interest and value with foil stamping and embossing By Frank Shear |
|||||||||||||||||||||||||||||||||
| • | Don’t
take new hires for granted By Bill Lee |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Goodway
Graphics By John Scibelli |
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| May | ||||||||||||||||||||||||||||||||||
| • | GRACoL
7: What’s the big deal? By Ron Ellis |
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| • | Ten
ways to make your customers love — no, really love — you Customer love is all about respect By Jeanne Bliss |
|||||||||||||||||||||||||||||||||
| • | Meeting
the EPA’s Spill Prevention Controls and Countermeasures Plan By Gary A. Jones |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Goodway Graphics By John Scibelli |
|||||||||||||||||||||||||||||||||
| June | ||||||||||||||||||||||||||||||||||
| • | When the sales mentality meets
the buyer mindset By John Graham |
|||||||||||||||||||||||||||||||||
| • | What is your working space? By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Building partnerships: The ideal
leader is a person who builds internal and external partnerships By Marshall Goldsmith |
|||||||||||||||||||||||||||||||||
| • | Company profile: Ames
On-Demand By John Scibelli |
|||||||||||||||||||||||||||||||||
| July | ||||||||||||||||||||||||||||||||||
| • | Demystifying marketing: What makes
it work? By John Graham |
|||||||||||||||||||||||||||||||||
| • | Backups, support contracts and
other unpleasant topics By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Conflict resolution: Six secrets
to successfully conquer conflicts By Paul Davis |
|||||||||||||||||||||||||||||||||
| • | Learning to lead: Five steps to pain-free, productive meetings By Suzanne Bates |
|||||||||||||||||||||||||||||||||
| • | Company Profile: DS
Graphics By Nancy A. Hitchcock |
|||||||||||||||||||||||||||||||||
| August | ||||||||||||||||||||||||||||||||||
| • | Giving gets the business It’s all about giving in order to receive By John Graham |
|||||||||||||||||||||||||||||||||
| • | Vermont and Rhode Island join national
Streamlined Sales Tax Agreement By Melanie Hill |
|||||||||||||||||||||||||||||||||
| • | A voice for design By Kristin Leu |
|||||||||||||||||||||||||||||||||
| September | ||||||||||||||||||||||||||||||||||
| • | The
iPod as business model What does the iPod have to do with business? Just about everything By John Graham |
|||||||||||||||||||||||||||||||||
| • | My
summer with Boot Camp By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Secrets
of successful leaders who speak well By Suzanne Bates |
|||||||||||||||||||||||||||||||||
| • | Is
an independent design firm right for you? By Tim Kinney |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Frasco Printing By John Scibelli |
|||||||||||||||||||||||||||||||||
| October | ||||||||||||||||||||||||||||||||||
| • | Sales
strategy: Why closing ratios are so low Expecting miracles, chasing rainbows and gambling on gimmicks By John Graham |
|||||||||||||||||||||||||||||||||
| • | Buying
a digital printing solution: The nine things you ought to know first By David E. Tashji |
|||||||||||||||||||||||||||||||||
| • | Pitstop:
What’s new in fixing PDF files By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Unigraphic By Nancy A. Hitchcock |
|||||||||||||||||||||||||||||||||
| November | ||||||||||||||||||||||||||||||||||
| • | “What’s the big
deal? Of course they know us!” Overcoming the two most damaging marketing mistakes By John Graham |
|||||||||||||||||||||||||||||||||
| • | Ten new file formats By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | It’s a printing show, so
there have to be presses — right? At Graph Expo, some vendors seemed to think otherwise By Patrick Henry |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Winthrop
Graphic Solutions By Nancy A. Hitchcock |
|||||||||||||||||||||||||||||||||
| December | ||||||||||||||||||||||||||||||||||
| • | What
makes the difference in the year ahead? It’s what we stop, not what we start By John Graham |
|||||||||||||||||||||||||||||||||
| • | Acrobat
8: The newest upgrade By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Nextgen
(Next Generation) Printing By Nancy A. Hitchcock |
|||||||||||||||||||||||||||||||||
| 2005 | ||||||||||||||||||||||||||||||||||
• |
The
value of loyalty By Pamela Sullivan |
|||||||||||||||||||||||||||||||||
• |
What’s new with Acrobat
7 By Ron Ellis |
|||||||||||||||||||||||||||||||||
• |
Every little bit counts: Planning
for profit before production By Kenneth F. King and Craig Press |
|||||||||||||||||||||||||||||||||
• |
How improved organizational communication
can drive the ability and capacity of a company By Sid Chadwick |
|||||||||||||||||||||||||||||||||
• |
Company Profile: Granite Press By John Scibelli |
|||||||||||||||||||||||||||||||||
| February | ||||||||||||||||||||||||||||||||||
| • | Powerful marketing strategies that produce
sales By John Graham |
|||||||||||||||||||||||||||||||||
| • | Define needed changes in print buying
before moving to e-procurement By Denise A. G. McConnell |
|||||||||||||||||||||||||||||||||
| • | Everyone should know the value of time
& materials By Jack J. Epstein |
|||||||||||||||||||||||||||||||||
| • | Electricity deregulation in Massachusetts
means changes are on the way By John J. Scibelli and Douglas C. Smith |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Sheppard
Envelope Company By John Scibelli |
|||||||||||||||||||||||||||||||||
| March | ||||||||||||||||||||||||||||||||||
| • | Constructing
a prospect pipeline: It’s a continuous flow of leads that produces sales By John R. Graham |
|||||||||||||||||||||||||||||||||
| • | Management practices: Untapped resources for constantly improving performance By Sid Chadwick |
|||||||||||||||||||||||||||||||||
| • | Monitor-based proofing: Technology is
moving forward and it is working By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | PIA/GATF Tech Alert 2005 Conference:
Application shortcuts on key technologies By C. Clint Bolte |
|||||||||||||||||||||||||||||||||
| • | Company Profile: B&W
Press By John Scibelli |
|||||||||||||||||||||||||||||||||
| April | ||||||||||||||||||||||||||||||||||
| • | It
does make a difference Is it sales and marketing or marketing and sales? By John Graham |
|||||||||||||||||||||||||||||||||
| • | Printing
and Publishing Council of New England Scholarship is alive and well By Jim Hamilton |
|||||||||||||||||||||||||||||||||
| • | Improving
workflow through proper planning and effective scheduling By R. Scott Poole |
|||||||||||||||||||||||||||||||||
| • | The
yin and yang of printing: Digital and traditional presses working in harmony By Gerry Rector |
|||||||||||||||||||||||||||||||||
| • | Company
Profile Lane Printing & Advertising By John Scibelli |
|||||||||||||||||||||||||||||||||
| May | ||||||||||||||||||||||||||||||||||
| • | The seven deadly sins of marketing By John Graham |
|||||||||||||||||||||||||||||||||
| • | And a river (of clients) runs
through it Three easy steps to generating a stream of referrals for your business By Joe John Duran |
|||||||||||||||||||||||||||||||||
| • | Is your purchasing department
stripping value as it reduces costs? If purchasing is making vital supplier decisions for your company, it’s quite possible By Jeff Thull |
|||||||||||||||||||||||||||||||||
| • | How to keep up with clients
who are going global By Huiping Iler |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Kase Printing By John Scibelli |
|||||||||||||||||||||||||||||||||
| June | ||||||||||||||||||||||||||||||||||
| • | Six momentous marketing and sales opportunities By John Graham |
|||||||||||||||||||||||||||||||||
| • | Reevaluate production standards and pricing
policies or you too will be singing the blues By Jack J. Epstein |
|||||||||||||||||||||||||||||||||
| • | OS X Tiger: What’s new for prepress By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | The future of variable data and on-demand printing
is bright By Ryan Crist |
|||||||||||||||||||||||||||||||||
| • | Company Profile: The New Herald
Press By John Scibelli |
|||||||||||||||||||||||||||||||||
| July | ||||||||||||||||||||||||||||||||||
| • | Marketing and sales strategy Seven ways to differentiate your product or company that make a difference to the customer By John Graham |
|||||||||||||||||||||||||||||||||
| • | A primer on workers’ compensation insurance By Peter McCann |
|||||||||||||||||||||||||||||||||
| • | Buy-sell agreements: If done wrong you enrich the IRS; if done right, you enrich your family By Irving L. Blackman |
|||||||||||||||||||||||||||||||||
| • | What’s new in proofing RIPs By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Anjay Graphics By John Scibelli |
|||||||||||||||||||||||||||||||||
| August | ||||||||||||||||||||||||||||||||||
| • | Dealing with the new world of sales The story of desperate salespeople By John Graham |
|||||||||||||||||||||||||||||||||
| • | Do we need standards? By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Options for improved quote management and results By Sid Chadwick |
|||||||||||||||||||||||||||||||||
| • | GPO term contracts provide consistent work By Douglas Harbach |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Arvest Press By John Scibelli |
|||||||||||||||||||||||||||||||||
| September | ||||||||||||||||||||||||||||||||||
| • | Why
would any company use direct mail today? By John Graham |
|||||||||||||||||||||||||||||||||
| • | Four
hurdles to starting a business By Jim Stovall |
|||||||||||||||||||||||||||||||||
| • | Yes,
tax-wise charitable giving allows you to make a profit By Irving L. Blackman |
|||||||||||||||||||||||||||||||||
| • | Laughing
your way through office stress By Judy Carter |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Hamilton Printing Company By John Scibelli |
|||||||||||||||||||||||||||||||||
| October | ||||||||||||||||||||||||||||||||||
| • | Where’s
the target? Opening new markets By John Graham |
|||||||||||||||||||||||||||||||||
| • | Systematic
education for improving performance By Sid Chadwick |
|||||||||||||||||||||||||||||||||
| • | Adobe
Bridge should be a welcome tool in prepress departments By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | “I
just work here:” Creating a front line that improves your bottom
line By John Skabelund |
|||||||||||||||||||||||||||||||||
| November | ||||||||||||||||||||||||||||||||||
| • | How to do referrals the right way By John Graham |
|||||||||||||||||||||||||||||||||
| • | New tools now available (and affordable) to
help small printers who need powerful front ends Big workflow products get broken apart into mini workflows By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Safety priorities for the printing industry:
Part I By Mark J. Flannery |
|||||||||||||||||||||||||||||||||
| • | Feedback that inspires passion and performance By Jim Dawson |
|||||||||||||||||||||||||||||||||
| • | Company Profile: The Atlas Press By John Scibelli |
|||||||||||||||||||||||||||||||||
| December | ||||||||||||||||||||||||||||||||||
| • | How to get more than you expect in 2006 By John Graham |
|||||||||||||||||||||||||||||||||
| • | Tracking proofer drift: How accurate
is an Epson over time? By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | Safety priorities for the printing industry:
Part II By Mark J. Flannery |
|||||||||||||||||||||||||||||||||
| • | Why strategic planning doesn’t
work (and how to create plans that do) By Bryan Feller |
|||||||||||||||||||||||||||||||||
| • | Company Profile: Mass
Web Printing Company By John Scibelli |
|||||||||||||||||||||||||||||||||
| 2004 | ||||||||||||||||||||||||||||||||||
• |
The
tired company syndrome By John Graham |
|||||||||||||||||||||||||||||||||
• |
“Control
the assets and you control fulfillment” The message from NAPL’s first mail & fulfillment conference By C. Clint Bolte |
|||||||||||||||||||||||||||||||||
• |
What
makes you so special? 20 ways for printers to differentiate themselves By Margie Gallo Dana |
|||||||||||||||||||||||||||||||||
• |
New
value-added business opportunities for printing companies By Frank J. Romano |
|||||||||||||||||||||||||||||||||
• |
Company
Profile: The Lane Press By Jane Peters |
|||||||||||||||||||||||||||||||||
| February | ||||||||||||||||||||||||||||||||||
| • | Is
it surprising that so many marketing and sales initiatives fail? By John R. Graham |
|||||||||||||||||||||||||||||||||
| • | Drupa
2004: From manual to automated print finishing By Gareth Ward |
|||||||||||||||||||||||||||||||||
| • | Envelopes
and luck: A story of persistence and not letting your customers down By E. Brooks Warner II |
|||||||||||||||||||||||||||||||||
| • | Are
paper marketing efforts missing the mark? By Jack J. Epstein |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: The Journeyman Press By Pam Mieth |
|||||||||||||||||||||||||||||||||
| March | ||||||||||||||||||||||||||||||||||
| • | New
finishing techniques are the major topics at Drupa By Johannes Kokot |
|||||||||||||||||||||||||||||||||
| • | It’s
easier than you think: How to get it wrong in business By John Graham |
|||||||||||||||||||||||||||||||||
| • | Take
a cut of the specialty advertising market By Bill Knotts |
|||||||||||||||||||||||||||||||||
| • | A brief
history of Adobe’s Portable Document Format By Stuart Slaney |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Classic Copy & Printing By Pam Mieth |
|||||||||||||||||||||||||||||||||
| April | ||||||||||||||||||||||||||||||||||
| • | Digital
color printing on the way to offset quality By Andrew Tribute |
|||||||||||||||||||||||||||||||||
| • | Outsourcing
a company’s marketing: A better way to meet competitive challenges By John Graham |
|||||||||||||||||||||||||||||||||
| • | GATF
Tech Alert 2004 Conference: Technology evolution continues to offer cost savings and market niche opportunities to innovators By C. Clint Bolte |
|||||||||||||||||||||||||||||||||
| • | Marketing
and management experts urge printers to stand out Attendance up at On Demand 2004; keynote speaker draw huge crowds By Margie Gallo Dana |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Bassette Company By Robin MacLeod |
|||||||||||||||||||||||||||||||||
| May | ||||||||||||||||||||||||||||||||||
| • | Without
color management, you can forget quality and profits By Stefan Brües |
|||||||||||||||||||||||||||||||||
| • | Essentials
of marketing: Ten reasons why marketing fails By John R. Graham |
|||||||||||||||||||||||||||||||||
| • | Prepress
outlook: Where the jobs are going By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | International
Paper and National Recycling Coalition launch magazine and catalog recycling
effort Boston program to become model for U.S. cities |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Graphic Services By Margie Gallo Dana |
|||||||||||||||||||||||||||||||||
| June | ||||||||||||||||||||||||||||||||||
| • | Yes,
it’s really about the message Using e-mail, a cell phone and voicemail By John Graham |
|||||||||||||||||||||||||||||||||
| • | Merger
and acquisition activity should continue By John Hyde |
|||||||||||||||||||||||||||||||||
| • | Jobs
and Growth Tax Relief Reconciliation Act of 2003 Clock is ticking on tax incentives for small businesses By Noelle M. Sanford |
|||||||||||||||||||||||||||||||||
| • | MFSA
Fulfillment Conference 2003.5 Service is changing but is still the secret to success By C. Clint Bolte |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: The Print House By John Scibelli |
|||||||||||||||||||||||||||||||||
| July | ||||||||||||||||||||||||||||||||||
| • | If
we all aren’t using words the same way, we’re not going in
the same direction We just think we’re communicating By John Graham |
|||||||||||||||||||||||||||||||||
| • | Are
you invisible to most of your potential clients? Cost-effective ways to become visible to the right prospects By Kim DeMotte |
|||||||||||||||||||||||||||||||||
| • | Solutions
to fixing fonts in Quark 6 on OS X By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | It’s
the tail that wags workers’ compensation costs By Tom Helbach |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Precision Technology By Susan F. Vaillancourt |
|||||||||||||||||||||||||||||||||
| August | ||||||||||||||||||||||||||||||||||
| • | The
Marketing budget: “We need marketing but it costs so much” By John Graham |
|||||||||||||||||||||||||||||||||
| • | On-press imaging:
Is it time for another look? John Zarwan |
|||||||||||||||||||||||||||||||||
| • | Tips for buying a
new, used or rebuilt offset press Raymond J. Prince |
|||||||||||||||||||||||||||||||||
| • | The best of lists,
the worst of lists Pam Sullivan |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Concord Litho Group By Susan F. Vaillancourt |
|||||||||||||||||||||||||||||||||
| September | ||||||||||||||||||||||||||||||||||
| • | Who
should be doing what for whom Powering up manufacturer-distributor relationships By John Graham |
|||||||||||||||||||||||||||||||||
| • | Finding
the door to improved sales and value to client By Bill Farquharson |
|||||||||||||||||||||||||||||||||
| • | The
new overtime rule: It’s time to update your classifications By Jim Kyger and Wendy Lechner |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Arthur Blank & Co. Inc. By Pamela Mieth |
|||||||||||||||||||||||||||||||||
| October | ||||||||||||||||||||||||||||||||||
| • | How
to shoot straight but miss the target “We’d like to do business with you but you don’t have experience in our industry” By John Graham |
|||||||||||||||||||||||||||||||||
| • | Iterative
proofing: Color management is changing — for the better By Ron Ellis |
|||||||||||||||||||||||||||||||||
| • | A
lesson all employers should learn Why companies need employment practices liability insurance By Judy Jacobs |
|||||||||||||||||||||||||||||||||
| • | Case Study HealthNow New York: Providing customer-focused benefit information |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: Freedom Digital Printing By John Scibelli |
|||||||||||||||||||||||||||||||||
| November | ||||||||||||||||||||||||||||||||||
| • | The
high cost of failing to market By John Graham |
|||||||||||||||||||||||||||||||||
| • | Taking
the pain out of insurance costs for printing companies By Joseph E. Rueter |
|||||||||||||||||||||||||||||||||
| • | Environmental
compliance and computer to plate systems By Gary A. Jones and Mark J. Flannery |
|||||||||||||||||||||||||||||||||
| • | The
2005 business plan Making it in the year ahead By John Graham |
|||||||||||||||||||||||||||||||||
| • | Company
Profile: President
Press By John Scibelli |
|||||||||||||||||||||||||||||||||
| December | ||||||||||||||||||||||||||||||||||
| Bring on a financial
executive? Now may be the time By Don Worfolk |
||||||||||||||||||||||||||||||||||
| “How can we
help?” Marketing and sales made simple — and right By John Graham |
||||||||||||||||||||||||||||||||||
| Getting ready for
2005: A few things to watch By Ron Ellis |
||||||||||||||||||||||||||||||||||
| Charles River Publishing
fills printing need at Democratic National Convention Prints daily National Journal newspaper during four-day event By Michael P. Greenstein |
||||||||||||||||||||||||||||||||||
| Company Profile: Kirkwood
Printing By John Scibelli |
||||||||||||||||||||||||||||||||||
| 2003 | ||||||||||||||||||||||||||||||||||
• |
Print
Outlook 2003: Slow economic recovery to continue By C. Clint Bolte |
|||||||||||||||||||||||||||||||||
• |
How
to sell more when others are selling less By John R. Graham |
|||||||||||||||||||||||||||||||||
• |
XML
helps printers cross digital divide By Mark Witman |
|||||||||||||||||||||||||||||||||
• |
Removing
any ‘shred’ of doubt: Protecting privacy: The realities of GLB and the printing industry By Rick Carey |
|||||||||||||||||||||||||||||||||
• |
Company
Profile: Universal Tag, Inc. By Eric Beard |
|||||||||||||||||||||||||||||||||
• |
“We
can turn it around — or can we?” Mistakes companies make when hitting a hurdle By John R. Graham |
|||||||||||||||||||||||||||||||||
• |
The
toughest sell: Selling inside your organization By Emery Maddocks |
|||||||||||||||||||||||||||||||||
• |
How
to hire top-producing print sales people By Landy Chase |
|||||||||||||||||||||||||||||||||
• |
Customer
education: Necessary, simple, affordable By Margie Gallo Dana |
|||||||||||||||||||||||||||||||||
• |
Company
Profile: Vermillion, Inc. By Pam Mieth |
|||||||||||||||||||||||||||||||||
• |
GATF
Tech Alert 2003: New technologies mature By C. Clint Bolte |
|||||||||||||||||||||||||||||||||
• |
It’s
a Krispy Kreme world: Stop trying to grab customers; stop thinking about selling something By John R. Graham |
|||||||||||||||||||||||||||||||||
• |
How
to eliminate print competitors without “badmouthing” By Landy Chase |
|||||||||||||||||||||||||||||||||
• |
A
new approach to press checks By Jack Epstein |
|||||||||||||||||||||||||||||||||
• |
You
get out of it what you put into it By Rick Lamos |
|||||||||||||||||||||||||||||||||
• |
Company
Profile: The Randall Press By Colleen Lent |
|||||||||||||||||||||||||||||||||
• |
Getting
ahead in the head game: How mental images shape sales performance By John R. Graham |
|||||||||||||||||||||||||||||||||
• |
A
disturbance in the force: What to do when the sales team resists your directives By Landy Chase |
|||||||||||||||||||||||||||||||||
• |
How
to eliminate print competitors without “badmouthing” By Landy Chase |
|||||||||||||||||||||||||||||||||
• |
NAPL’s
2003 management conference; Leadership and innovation By Clint Bolte |
|||||||||||||||||||||||||||||||||
• |
Print
procurement through strategic sourcing By Bruce F. Lezer and Sandra Shafi |
|||||||||||||||||||||||||||||||||
• |
Company
Profile: Merrill/Daniels By Pam Mieth |
|||||||||||||||||||||||||||||||||
• |
The
future of your job may be in a word What we say can determine our destiny By John R. Graham |
|||||||||||||||||||||||||||||||||
• |
Love
what you do, appreciate what you have Foundation for success in sales By Landy Chase |
|||||||||||||||||||||||||||||||||
• |
Second
annual Print Buyers’ Print Oasis Conference By C. Clint Bolte |
|||||||||||||||||||||||||||||||||
• |
Turn to the government to fight your slow business By Douglas Harbach |
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• |
Company
Profile: Communication Graf/x By John Scibelli |
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• |
How
to get marketing right Getting it wrong is easy By John R. Graham |
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• |
Achieving
customer service excellence How CSRs can make a difference By R. Scott Poole |
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• |
Remote
proofing for small and mid-sized printers By Ron Ellis |
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• |
Preflighting: Not just for printers anymore By Gretchen Kirby Peck |
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• |
Company
Profile: Web Corp By Eric Beard |
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| July | ||||||||||||||||||||||||||||||||||
| • | Warning! Ask the right
questions before taking any sales job By John R. Graham |
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| • | Drupa 2004 will show
that printing is changing By Hans-Georg Wenke |
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| • | Acrobat 6: New tools
for printers By Ron Ellis |
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| • | Gaining membership in
the $100,000 club By Landy Chase |
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| • | Company
Profile: Colonial Printing By Colleen Lent |
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| August | ||||||||||||||||||||||||||||||||||
| • | The marketing challenge:
Making sales by making customers By John Graham |
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| • | How to close a $1 million
deal in two sales calls Five secrets to strategic sales By Pat Gardner |
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| • | A recap of GATF/NAPL’s
annual Sheetfed Conference More expected from the sheetfed press C. Clint Bolte |
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| • | A lasting impression Customer follow-ups are your last chance to make an impact |
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| • | Company
Profile: Bow Finishing By Colleen Lent |
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| September | ||||||||||||||||||||||||||||||||||
| • | Solid
expectations for Graph Expo By C. Clint Bolte |
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| • | Sixteen
ways to win big at botching marketing and sales By John Graham |
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| • | Top
Performers: Develop them, then retain them By Debra Thompson |
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| • | Calibrating
and profiling displays: How to make it work By Ron Ellis |
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| • | Company
Profile: Royal Label Company By Pamela Mieth |
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| October | ||||||||||||||||||||||||||||||||||
| • | It’s
time to stop wasting customers By John R. Graham |
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| • | Want
to qualify your buyer? Invite them over By Landy Chase |
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| • | drupa
2004: The printing industry has never been so healthy By Kurt K. Wolf |
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| • | Keeping
Pace: Catching up to the Information Age By Lori Carlson |
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| • | Company
Profile: Williams&Partners, Inc. By John Scibelli |
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| November | ||||||||||||||||||||||||||||||||||
| • | Marketing and sales:
Ten danger signs of short-term thinking By John Graham |
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| • | When sales people fail,
blame management By Landy Chase |
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| • | Tech workers of the
future: Do we hire, retrain, or invent? By Brian P. Lawler |
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| • | Revolutionary PDF RIPs:
The field becomes more interesting and affordable By Ron Ellis |
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| • | Company Profile:
Red Sun Press By Pamela Mieth |
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| December | ||||||||||||||||||||||||||||||||||
| • | Making marketing, sales
and management work in 2004 How to get your company where you want it By John Graham |
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| • | Selling to the competitive
print user By Landy Chase |
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| • | drupa 2004 Networked print production: Does JDF provide a perfect workflow? By Bernd Zipper |
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| • | OS X Panther What’s new for prepress with Apple’s 10.3 version of OS By Ron Ellis |
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| • | Company Profile: Graphic
Imaginations By Robert Barboza |
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