January 26, 2015 - Printing Industries Association, Inc. of Southern

We have a dispute about a job we printed, what’s the best way to resolve it?
Call Bob Lindgren at Ext. 214 for help.
See inside!
WEEKLY UPDATE
January 26, 2015
A recent Update article advised readers
to avoid becoming prisoners of their
estimating systems which are causing
them to leave money on the table or pass
up opportunities to gain contribution to overhead and
profit. Reasonably, a reader asked—what then should we
do? It’s really simple. Change the focus of the estimating
system from cost prediction to price prediction. Use it
as a tool to systematically think about the price that a
client might actually be willing to pay for a project. To
accomplish this, two changes need to be made. First,
reset the hour rates to your best guess as to prevailing
prices in your market (this is a sales, not an accounting
exercise). Second, classify your clients according to your
best judgment of their willingness to accept price levels.
For example, some of them regard you as a sole source—
for those you might guess that they would pay 10% more
than the base price established in the first step. Others,
get multiple bids on every order and buy on price only—
for those you might guess that the right price is 90% of
the base. Remember that the object of the game is to get
every order quoted upon and to leave nothing on the table.
Then, on significantly large orders, you might want to
think about the importance of the project to the client and
your probable competition and use that analysis to further
refine your decision. Finally, understanding that optimum
pricing is the key to increased overhead contribution and
therefor profit, you would wish to take the time to analyze
a sample of the quotes you give out each month using
your best estimate as to money left on the table if the
quote sold or money high if the quote was rejected. This
information can then be used to refine the assumptions
described above in recognition of the reality that neither
your knowledge is perfect nor is the outside world
unchanging. Price optimization is the key to the increased
revenues that will more fully utilize your overhead and
grow your firm’s profitability.
Sales guru, Leslie Groene says: Forget
For A Better Resolutions - Make a Plan. Nobody
2015
accomplishes anything of significance by
trying to do it all at once. Most people
want to magically move from point A to point Z, but don't
have even an outline of a plan to get from point A to point
B, and from point B to point C and so on. While it's easy to
A Better
Estimating
System
REGIONAL PRINTING COMPETITION
2015
Call for Entries
D E A D L I N E
O N
O R
B E F O R E
Friday, February 13 , 4:00PM
th
SHOW US WHAT YOU GOT!
Sponsorship opportunities available! Contact Maribel Campos, at
(323) 728-9500, Ext. 210, or email: Maribel@piasc.org. See page
3 for details!
Picture Yourself and the Life You Want, the difficult part is
actually getting there. Break lofty goals up into manageable
steps and your likelihood of success increases tenfold.
Focus on Your Strengths. Backsliding is not failure. It's
easy to see what we haven't accomplished, rather than the
steps that we have taken. Any effort or energy you give to
what you haven't accomplished will only slow you down.
Celebrate every accomplishment, keep the momentum,
and look toward the future. Make sure you maximize your
strengths, and minimize your weaknesses.
Every so often a project goes wrong.
Make Peace Sometimes it’s the client’s fault, sometimes
Not War
it’s the finisher's fault, sometimes it’s
our fault. Job one is always to keep the
client and make it right ASAP. In many cases, the job is
really usable but not as good as was wished. Those are
situations where a credit is called for—ideally on future
jobs to be produced. Where the problem was created by a
finisher or mailer, the best course is to share the pain. In
any case, what should be avoided is trying to prove one is
100% right. At best, this can lead to an enormous waste
of time with exchanges of angry emails. At worst, it can
be an opportunity to spend more money on lawyers than
the matter is worth.
Thought
for the
Week
The greatest grace is to want to do what you
have to do.
Weekly Update
Upcoming
National
Events
Calendar
2015
3/22-3/25
4/12-4/15
4/12-4/15
5/18-5/19
9/13-9/16
CALENDAR SECTION (323) 728-9500 • FAX (323) 724-2327
TAGA 67th Annual Tech Conference
CI Conference
PIFE Conference
Print Leadership Summit
Graph Expo 15
Hotel Albuquerque, Albuquerque, NM
Marriott City Center, Minneapolis, MN
Marriott City Center, Minneapolis, MN
Marriott City Center, Minneapolis, MN
McCormick Place, Chicago, IL
Mark Bohan
Jim Workman
Nick Stratigos
Julie Shaffer
Chris Price
412-259-1782
412-259-1710
412-259-1750
412-259-1730
703-264-7200
mbohan@printing.org
jworkman@printing.org
nstratigos@printing.org
jshaffer@printing.org
cprice@printing.org
For more information on any of the following events, go to www.piasc.org.
PIASC January—April Activities
Event Number-
Mar.
3
Register at right
BWB
7:30 a.m.
Cost: $5
Location:
see locations at right
BREAKFAST WITH BOB
Contact: Angelica Coulston, Ext. 262, angelica@piasc.org
Building The Skills Of Our People (And Getting New Ones)
All of us are used to doing things the way that they’ve always been done, but while we weren’t
looking, the world has changed. How are we going to bring ourselves up to speed? What about G7
color, lean manufacturing, target marketing? What are the resources out there to help with this? Also,
sooner or later, we’ll need to hire someone. Where can we go to get experienced people? What about
temporary resources?
Breakfast with Bob in March will focus on the resources both from PIASC and PIA’s Integrated Learning
Center that are available to get those key skills. The folks from Semper International will explain their
unique printing focus in employment.
Check the box(es) below to register for any of these additional upcoming Breakfast Meetings:
Mar. 3rd
Mar. 4th
Mar. 5th
Mar. 10th
Mar. 11th
Mar. 12th
Jan.
29
Check here to
REGISTER
Event Number
OEDT2
11:00 a.m.
–
–
–
–
–
–
Mimis Café • 10909 Foothill Blvd. • Rancho Cucamonga 91730
Green Street Restaurant • 146 Shoppers Lane • Pasadena 91101
Brent's Deli • 19565 Parthenia Street • Northridge 91342
Mimi's Cafe • 17231 E. 17th St. • Tustin 92780
Ozzie's Diner • 7780 East Slauson Avenue • Commerce 90040
Hof’s Hut • 2147 North Bellflower Boulevard • Long Beach 90815
NEW N
TIO
LOCA
OVERTIME EXEMPTION DECISION TIPS: HOW TO DETERMINE & FIXING COSTLY ERRORS
Kristine Kwong, Partner, Musick, Peeler & Garnett LLC
Contact: Angelica Coulston, Ext. 262, angelica@piasc.org
Cost: $15/member
Due to popular demand, we are running this webinar again!
Location:
On the surface, classifying employees as exempt or non-exempt seems like it should be very straightforward.
That is, until you explore into all the possible exceptions to the rules. In March 2014, President Obama called
for the Department of Labor to revise rules on overtime pay so that white-collar jobs, typically viewed as
exempt, can start receiving overtime. As you can imagine, that could mean big changes and costly litigation
if not taken care of properly. How confident are you that your employees are accurately classified?
$99/non-member
on your computer
Quick Registration
• Mark your choices from listings above
• Fill out the form at the right
• FAX page(s) to (323) 724-2327
Company __________________________________ Phone ( Attendees:________________________________ Bill Company
_________________________________
Credit Card #_______________________
Page 2
)_____________________
All No Shows and Cancellations Less Than 48 Hours
Prior to Meeting Will Be Billed.
WEEKLY UPDATE
For the latest and complete list of Educational Programs, go to our website: www.piasc.org
Other
Industry
Events
Calendar
Feb.
12
3/19/15
3/24/15
5/19/15
Lean Printing & Manufacturing (Flexo) Fullerton College
APAOC: Digital Printer Smackdown Orange County - TBD
APAOC: 17th Paper & Substrate Show Orange County – TBD
Event Number
CAC9
5:30 p.m.
Cost: $20
Register at right
Dave McCormac 323-728-9500
Julie Esler
Julie Esler
dave@piasc.org
connect@apaoc.org
connect@apaoc.org
COCKTAILS AND CONVERSATIONS
Contact: Angelica Coulston, Ext. 262, angelica@piasc.org
Connect with other local colleagues, meet some new friends and network, network, network.
Check the box(es) below to register for these events:
Feb. 12th – Z’Tejas Southwestern Grill • 3333 Bristol Street, Suite 1876 • Costa Mesa, CA 92626
Feb. 19th – Bodega Wine Bar • 260 E. Colorado Blvd. #208 • Pasadena, CA 91101
Location:
See locations at right
Feb.
13
Download entry form
at www.piasc.org
Event Number
C4ED
Cost: PIASC
members first
entry is FREE!
(when more than one
entry is submitted)
Location:
PIASC Offices
5800 S. Eastern Ave
Suite 400
Los Angeles, CA 90040
Apr.
10
Check here to
REGISTER
Event Number
GN
5:00 p.m.
Cost: $100 single
table of 8: $800
table of 10: $1,000
11TH ANNUAL PRINT EXCELLENCE AWARDS CALL FOR ENTRIES DEADLINE
Contact: Kristy Villanueva, Ext. 215, kristy@piasc.org
Printing Industries Association, Inc. of Southern California proudly presents “Call for Entries” for
the 11th Annual Print Excellence Awards—the most prestigious symbol of printing excellence
throughout Southern California. Whether it’s Best of Category, Judge’s Award, Award of
Excellence or Certificate of Merit, a Print Excellence Award is the single most powerful promotional
tool your business can have. It demonstrates your award-winning capabilities to customers and
potential customers, and tells your employees how proud you are of the work they produce.
Start gathering your best pieces from 2014 today! Save the date for the Call for Entries deadline
on Friday, February 13, 2015.
GRAPHICS NIGHT 2015
Featuring the Print Excellence Awards and Ben Franklin Award
Contact: Maribel Campos, Ext. 210, maribel@piasc.org
Graphics Night is a Celebration of Print!
It is a PIASC tradition attended by your industry peers, suppliers, clients, and friends! Graphics Night is
proud to present the best of the best in Southern California, the winners of the Print Excellence Awards
Competition! Join them in this celebration of print and admire their work during the cocktail reception.
Location:
Pacific Palms Resort
Industry Hills, CA
Quick Registration
• Mark your choices from listings above
• Fill out the form at the right
• FAX page(s) to (323) 724-2327
Company __________________________________ Phone ( Attendees:________________________________ Bill Company
_________________________________
Credit Card #_______________________
Page 3
)_____________________
All No Shows and Cancellations Less Than 48 Hours
Prior to Meeting Will Be Billed.
WEEKLY UPDATE
Providing reasonable accommodations to
Reasonable
workers with disabilities is the law under
Accommodation the Americans with Disabilities Act. It’s
also the right thing to do if you want to
attract and retain a team of loyal workers. To help candidates
and employees with disabilities, follow these guidelines:
• Go beyond the bare minimum. Don’t take an attitude
that implies, “We’ll do one or two things to accommodate
a disability, but then you’re on your own.” You may
need to devote time or training to helping a worker with
disabilities master special equipment, for example, but it
will pay off in the long run in loyalty and commitment.
You’re not required to work miracles, but provide as
much in the way of accommodations as you can.
• Listen to employees. Chances are the worker and his
or her doctor have a pretty good idea of what specific
accommodations are needed. Work together to find
reasonable solutions that work for everyone. Don’t insist
that the employee submit to only the accommodations
you want to provide.
• Keep trying. Accommodating an employee may be more
of an ongoing process than a one-time event. If one piece
of equipment doesn’t work, for instance, keep looking
for one that does. Ask the employee for suggestions to
show that you’re interested in working together.
• Keep a record of your efforts. Document your attempts
at accommodation. If worse comes to worst, you’ll need
some data to prove that you did everything you could to
accommodate the worker.
January 26, 2015
Incentives and other rewards can be
Thank Them important motivational tools, but they’re
As Well
next to useless by themselves. A financial
incentive can show employees that you
appreciate their performance, but unless you express
sincere appreciation for their efforts while distributing
the reward, employees may grow cynical about the
exercise, or develop a sense of entitlement that undercuts
motivation. Tell employees how much you appreciate
their work in addition to handing out bonuses and
incentives, and they’ll recognize why their efforts are
important to your organization.
We are printing on a metallized paper,
are
there special inks required? Dr. Mark
Ask Dr. B...
Bohan from the Center for Technology
and Research, 412-259-1782, said: we
recommend high-solids formulation, which will have
V.O.C. content under 10%. We also recommend running
the minimum amount of fountain solution possible with
an added drying stimulator. Also keep delivery piles
small. It is always good to send stock samples to your ink
supplier. The non-porous metalized paper would have
similar printability to a plastic substrate.
For Sale
HP Indigo 1000, has only 2.7 mil impressions (1
impression per color) and is in fairly new condition.
The asking price is $ 8,000. Any questions give Lee
Lee a call at (408) 245-5151. Machine is being sold
"AS IS" "Where Is"
See our e-Classifieds section on the web at www.piasc.org.
Address:
Buying Power of
the Month
5800 South Eastern Avenue, #400
P.O. Box 910936
Los Angeles, CA 90091-0936
JANUARY
Telephone Number: (323) 728-9500
PIASC members get a one-day assessment
that can help their business operate more
efficiently and grow.
or 808-9990 for area codes: 213, 310,
619, 714, 818, & 951
Web Site: http://www.piasc.org
Print Access:
Carlson Advisors can help you with…
•
•
•
•
•
Business Turnaround
Strategic & Business Planning
Operations Performance
Financial Forecasting
Workflow Analysis
•
•
•
•
•
Executive Compensation
SOC 2
Business Valuation
Accounting Valuation
And much more
For more information
or to make an appointment
today contact Louis Carron
at (323) 837-5246
Email: lcaron@carlsonadvisors.com
To get started go to:
http://www.piasc.org/pages/buying.html#carlson
http://www.printaccess.com/piasc
Choose Print:
http://www.chooseprint.org
Printing
Industries
Association
of Southern
California
Affiliated with
Printing Industries
of America, Inc.
Fax numbers:
Association
Insurance Agency
Credit Union
Benefit Trust
(323) 724-2327
(323) 728-0483
(323) 722-8927
(323) 722-7386