Exclusive Member Newsletter

February 18, 2015

Safety is #1, and there are two upcoming programs which will provide plenty of information on safety and OSHA -- one in Texas and another in Oklahoma. See the first article for more information, plus there's an update on the AHCA and how it affects print providers.

Safety Program For OK & TX Firms

PrintGuard is PIA MidAmerica's safety and compliance program which is underwritten by INX International. The presentation is industry specific and presented by safety guru Brian Rutherford, and it's coming to North Texas and Oklahoma.

The all-day program focuses on injury prevention along with updates on the most recent OSHA requirements on reporting and Hazard Communications. Whether your company is 100% digital or a hybrid digital/offset, or a trade finisher, you'll find the information presented highly useful and it can help re-energize your safety program.

On Tuesday February 24th, the program will be held at Clampitt Creative Center and will run from 8:00 a.m. - 3:30 p.m. An identical offering will be presented on March 10th at Vox Printing in Oklahoma City. The program is ideal for anyone involved with implementing safety programs from top management on down to the EHS specialist. Cost is a very affordable $25 per person, which includes lunch. Register online or contact the office at (800) 788-2040.

Just What Congress Ordered

It's one of the most frequently seen printed pieces in the world, but seldom gets a second thought. It's the restaurant menu, and now it has become a regulated item. One of the little-known facts of the Affordable Health Care Act (AHCA) is the requirement that restaurant menus for chain restaurants are required to have the nutritional value of the meals printed on the menu. Needless to say this is a big issue for the restaurant industry, but a question was raised by one of our PIA MidAmerica members - who bears the legal responsibility for ensuring the menu is correct?

The rule itself has specific requirements about font sizes, etc. so there will be a need for customers and print providers to work together to produce a product that meets the regulation.

Although it seems to be the intent of the law that it's the responsibility of the restaurant to ensure the information is communicated, in today's complex world of integrated media and the role of the print provider, legal responsibility could get cloudy.

Lisbeth Lyons, PIA's VP of Government Affairs, has provided us with a variety of online resources which can be of assistance to members who have clients in the affected industry, and she opines that if a member has questions regarding their legal exposure that an attorney be engaged. The law will go into effect on December of this year. Here are some links for exploring: National Restaurant Association update on labeling. FDA Industry Q&A.

Confronting Customer Indifference

When selling print, a customer who lacks any interest in looking at new printing providers, print products, solutions or services can be the toughest barrier that any salesperson can face. For many salespeople, customer indifference is their greatest competitor.

The reason indifference is so frustrating to a sales rep is because it is based on customer perception about print. They view print as a commodity and are not interested in looking at any new ideas. The challenge is to get them engaged --- and this article by Joe Rickard published last December in "Quick Printing Magazine" is good reading.

PIA Sales Survey

Printing Industries of America is producing The Printing Sales DNA Project -- the Project is all about identifying and prioritizing both the personality traits and the working skills and attitudes that make up the optimum "DNA" for a modern printing salesperson. With this data, management will have new insight into exactly what's holding current salespeople back and how to train and/or motivate them to perform better. You'll also be equipped to make better hires in the future.

The DNA Project involves an industry survey where members will be asked to rate 20 success factors of sales professionals. The exercise should take no more than 5-8 minutes, including some basic demographic data you'll be asked to provide. Participants will receive a free executive summary of the results.

Direct Mail Tips

For many retailers, they recognize that direct mail has value. Just ask JC Penney. There are also internet heavyweights like Google who use strategic mailing for targeted campaigns. These companies see the value of print, but how about your customer?

Here's an article to share from "Direct Marketing IQ" written by Katherine Halek, which provides a professional marketers tips on how to make direct mail more effective.