We've Invested In YOUR Future… - Printing Industries of Michigan

• You Can Reap 

the Benefits of 

PIM Teaming with 

Constellation Energy 

• Who Are Our 

Competitors And What 

Do We Do About It? 

• Watch the Fine Print; 

Be Bold in Negotiation 

Printing Industries of Michigan, Inc. 

41740 Six Mile Rd. Suite 105 

Northville, MI 48168-3463 

248-946-5895 

Read by more Michigan 

Graphic Arts Professionals 

than any other trade publication 

NEWS 

Vol. XXVIII, No. 11 • November 2011

We’ve Invested In YOUR future… 

Xerox iGen 3 Digital Press 

Akiyama JPrint 5/5 Perfecting Press 

For over half a century, we’ve served as a trusted outsource partner, quietly 

relieving tight schedules and adding capacity. Printers across the country 

send us work safe in the knowledge that we’re quick, we’re quiet and 

we consistently produce only the highest quality web and 

sheet-fed printing, bindery and finishing work. 

And now we’ve invested in your future with the addition of a Xerox iGen 3 

Digital Press. If your client needs short run static work or personalized 

printing, trust Millbrook’s staff of highly skilled printing 

technicians to get it done right the first time. 

If you’d like more information on how we’ve invested in your future, 

call Larry Winkler today at (800) 992-9653, ext. 206 

or visit us at www.millbrookprinting.com 

(517) 627-4078 • (800) 992-9653 • www.millbrookprinting.com

Mission Statement: 

Printing Industries of Michigan will promote 

programs, services, and an environment which 

helps its members operate profitably. 

Official Publication of 

the Printing Industries of Michigan, Inc. 

41740 Six Mile Rd.,Suite 105 


Phone: (248) 946-5895 FAX: (248) 946-5898 

http://www.print.org 

Nick Wagner, President 

nick@print.org 

© 2011 Printing Industries of Michigan, Inc. Reproduction 

of any part of this newsletter requires written 

permission. 

Board of Directors/Officers 

Kevin Donley, Chairman 

Grand River Printing, Van Buren Twp. 

Chuck Rymal, Immediate Past Chairman 

ArborOakland Group, Royal Oak 

Judy Clark, Treasurer 

Clark Graphics, Inc., Warren 

Paul Borg 

Printwell Acquisition Co., Inc., Taylor 

Gary Fedus, 

Mitchell Graphics, Inc., Petoskey 

Jim Gilbertson 

McNaughton & Gunn, Inc., Saline 

Pat Kolodziejczak 

EPI Marketing Services, Livonia 

John Raithel 

Colorbar Inc., Grose Ile. 

James Russell 

New Direction Partners, Commerce Twp. 

Martin Stadtmiller 

Edwards Brothers, Ann Arbor 

Art Thompson 

North American Graphics, Detroit 

Dennis Walsh 

xpedx, Livonia 

NEWS 

Larry Winkler 

Millbrook Printing Company, Grand Ledge 

Buying Power 

You Can Reap the Benefits of PIM 

Teaming with Constellation Energy 

Your formula for managing energy costs! 

It is time to join the growing number of Printing Industries of Michigan members who are 

switching their energy supplier to Constellation Energy, a leader in business and public 

sector energy supply. 

We can all take simple steps to reduce energy costs like turning down the thermostat and 

being more aware of usage during peak cost times. But you can also save and reduce 

your “carbon footprint” with the more comprehensive approach offered by a large energy 

company. 

Through PIM’s “Buying Power”* program, members can take advantage of the multiple 

energy solutions offered by Constellation Energy. One large PIM member expects to save 

$50,000 annually in gas costs after signing on with Constellation. Others are in the process 

of getting an energy review 

“Companies that can 

curtail or limit energy 

usage during certain 

periods of high prices 

have the potential to reap 

significant savings and 

reimbursements,” 

The ability to have a powerhouse in the 

energy world working with you is one thing 

that will continue to boast a solid working 

relationship with Constellation Energy. “PIM 

members have the advantage of drawing on 

the expertise of one of the largest energy 

supply firms in the nation,” explains PIM 

President, Nick Wagner. 

Constellation Energy is a Fortune 500 

company based in Baltimore, MD, and a 

leading national competitive supplier of 

power, natural gas and energy products and services for homes and businesses across the 

United States. 

“We can offer a broad range of plans to help PIM members manage their organization’s 

electricity and natural gas cost” says Jon Gniatczyk, senior business development manager 

with Constellation Energy. “We’ve helped businesses of a variety of sizes and types protect 

their bottom line against uncertain and volatile energy prices. With our reliability, size 

and experience, we can serve PIM members today and into the future and provide options 

needed as their businesses grow and markets evolve.” 

Higher energy prices come during certain times of the day. For business owners who are 

looking to cut back and find ways to save, Constellation Energy can help find ways to 

save money and energy. “Companies that can curtail or limit energy usage during certain 

periods of high prices have the potential to reap significant savings and reimbursements,” 

says Gniatczyk. “This can potentially be worth thousands of dollars through our load 

response programs, just one of the many services we offer our clients.” 

Specific services offered by Constellation include: 

• On-site renewable generation assets 

• Energy-efficiency options to large commercial and industrial customers 

• An array of offer solar, biomass and wind renewable 

• Shared savings energy projects 

• Demand-side auditing and management; and 

• LEED consulting and performance contracting. 

You can visit Constellation Energy online at www.constellation.com/pim You can also 

obtain more information by contacting Nick Wagner at Printing Industries of Michigan at 

1-800-482-1355 or Jon Gniatczyk with Constellation Energy at 586-716-9000 

Don’t forget, as a PIM member you have many savings opportunities, including this one 

with Constellation Energy, through our Buying Power program. 

3

4 

From PIM Chairman of the Board 

By Kevin R. Donley 

Grand River Printing 

& Imaging 

kdonley@grpinc.com 

Alois Senefelder: 

November 6, 1771 – February 26, 1834 

By some estimates, offset lithography represents approximately two-thirds of all print today. Even with the 

rapid growth of digital printing, the oil and water based process, that also transfers the image to the paper 

with rubber blankets, is still by far the most dominant form of print media production. 

When separated from its offset component, lithography (which means stone printing) has been in existence 

for 219 years and counting. It is distinct from its relief, gravure, screen, xerographic and ink jet cousins in 

that the ink-carrying print image area is chemically separated from the non-image area. It is this quality— 

both the positive and negative image are on the same flat surface—that places lithography in a category of 

printing technology called planography. 

Although offset lithography is print’s premiere 

technology (in terms of versatility and volume), it has 

It was at this time in 1796 only occupied this position since 1950 or just over 60 

that his discovery was made years. The previous dominant technology—letterpress— 

held that position for 500 years. Gutenberg invented the 

when he wrote a laundry molten metal type casting and mechanical relief printing 

list on a stone that he had process in 1450. 

We are fortunate that the inventor of lithography, Alois 

prepared and found that the 

Senefelder, left behind a book with many details of his 

image could be inked and life, an explanation of how his discovery was made and 

the methods for its effective use. The original translation 

transferred to paper. 

of this volume, “The Invention of Lithography,” 

into English was made in 1911 and the Graphic Arts 

Technical Foundation reprinted it on the bicentennial of 

Senefelder’s accomplishment. 

Alois Senefelder was born on November 6, 1771 in Prague where his actor father was appearing on stage 

at the time. The family lived in Munich and this is where the young Alois attended school. He later won a 

scholarship to study law in the Bavarian city of Ingolstadt. 

At the age of twenty, Senefelder’s father died and the young man left his studies at law school to support 

his mother and eight siblings. His interest in the theater and acting led him to writing plays as a way of 

earning money. Several plays that he had written as a teenager had received popular response. 

Initially, Alois went to a local printer with his manuscripts to get his work published. He quickly learned 

that his supplier had difficulty meeting deadlines and he decided to move the work elsewhere. By the time 

his copies were available and bought by a bookseller, Senefelder discovered that his costs were barely 

covered. 

Being ambitious, Senefelder decided, “I found that it would not be hard for me to learn, and could not 

withstand the desire to own a small printing establishment myself.” Lacking the resources to buy a printing 

press, the types and paper, Senefelder engaged in various experiments with different etching and stereotype 

casting techniques. 

When he was a student Senefelder had studied chemistry. He was deliberate in his experimentation and 

tried many different methods of engraving using turpentine, wax and tallow soap as well as copper and zinc 

surfaces. He also worked with different ink formulas to get his image transferred effectively onto the paper. 

Although it is a popular myth that Senefelder invented lithography by chance, he explained, “I have told 

these things fully in order to prove to the reader that I did not invent stone-printing by happy accident, but 

that I arrived at it by a way pointed out by industrious thought.” 

He began working with stone initially for the purpose of “rubbing down my colors on it” and later to 

practice writing. Most of the methods he was experimenting with required that writing be done in reverse. 

It was at this time in 1796 that his discovery was made when he wrote a laundry list on a stone that he had 

prepared and found that the image could be inked and transferred to paper.

By 1798, the full process had been perfected and, on September 

3, 1799, Senefelder was granted an exclusive license for it. He 

joined with the André family of music publishers and refined 

both the chemical processes and the special form of printing 

press required 

for using the 

lithographic stones. 

Senefelder called it 

“stone printing” or 

“chemical printing,” 

but the French 

name lithography 

became more widely 

adopted. 

Senefelder was 

recognized by 

King Maximilian 

Joseph of Bavaria 

and provided with 

a pension. A statue 

of Senefelder stands 

in the town of 

Solnhofen, where 

lithographic stone is 

still quarried. 

Alois Senefelder’s contribution to printing was significant in 

that it was a process that was more affordable and could be 

more widely used. Although letterpress remained the dominant 

form of printing text, lithography became the preferred 

technique for art and graphic image reproduction. It would be 

much later, after the offset printing technique was added to the 

process, that lithography would come to dominate in the field of 

newspaper, book and magazine publishing and numerous types 

of commercial print. 

Printing 

Plastic Cards, Business Cards, 

Envelopes, Letterhead, Postcards, Brochures, 

Digital Window Clings, Advertising Magnets, 

Sell Sheets, P.O.P. Signage and much more... 

all while offering Variable Data, Full & Spot Color, 

Digital Laser-Safe Prints, Thermography, Foil Stamping, 

Embossing, Gloss & Soft Touch Coating 

UtleyBros.com | 567 Robbins Dr. | Troy, Michigan 48083 | 248.585.1700 

Postal Service Adjusts 

Mailing Services 

Prices for 2012 

WASHINGTON — Beginning early next year, it will cost 

just a penny more to mail letters to any location in the 

United States, the first price change for First-Class Mail 

stamps (Forever stamps) in more than two and a half years. 

The new 45-cent price for Forever stamps is among price 

changes filed with the Postal Regulatory Commission 

today. 

Highlights of the new single-piece First-Class Mail pricing, 

effective Jan. 22, 2012, include: 

* Letters (1 oz.) – 1-cent increase to 45 cents 

* Letters additional ounces – unchanged at 20 cents 

* Postcards – 3-cent increase to 32 cents 

* Letters to Canada or Mexico (1 oz.) – 

5-cent increase to 85 cents. 

* Letters to other international destinations – 

7-cent increase to $1.05 

Prices also will change for other mailing services, including 

Standard Mail, Periodicals, Package Services and Extra 

Services. Today’s announcement does not affect Express 

Mail and Priority Mail prices. More information on the new 

pricing is available at http://about.usps.com/news/nationalreleases/2011/pr11_factsht_pricechng_1018.pdf. 

“The overall average price increase is small and is needed 

to help address our current financial crisis,” said Postmaster 

General Patrick Donahoe. “We continue to take actions 

within our control to increase revenue in other ways and to 

aggressively cut costs. To return to sound financial footing 

we urgently need enactment of comprehensive, longterm 

legislation to provide the Postal Service with a more 

flexible business model.” 

While actual percentage price increases for various 

products and services varies, the overall average price 

increase across all mailing services is capped by law at 

2.1 percent, the rate of inflation calculated based on the 

Consumer Price Index. 

For business mailers, today’s announcement offers good 

news for First-Class Mail Presort mailers. When the 

new prices go into effect on Jan. 22, the second ounce 

for presorted letters will be free. “This gives companies 

expanded opportunities to advertise new services and 

products to their customers as part of bill and statement 

mailings,” said Paul Vogel, president and chief marketing/ 

sales officer. 

And new for all customers is a 3-month pricing option to 

rent PO Boxes, perfect for people on the move and others 

who need a PO Box for a short time period. 

The Postal Service receives no tax dollars for operating 

expenses and relies on the sale of postage, products and 

services to fund its operations. 

5

2012 

Ben Franklin Award Dinner 

The Michigan 

Printing Week Association 

Your participation in this gala event helps fund our scholarship program. 

Join over 450 of your colleagues to honor the printing industry’s patron saint, Benjamin Franklin, 

as well as our scholarship recipients and Ben Franklin Award winners! 

Association Members 

Tuesday, January 17, 2012 

Laurel Manor 

39000 Schoolcraft Rd., Livonia, Michigan 

734-462-0770 

Cocktails 5:30 pm • Dinner 6:45 pm 

— 2012 Honorees — 

Mike Medved 

Individual of the Year 

ArborOakland Group 

Corporation of the Year 

Lois Lemon - Western Michigan University 

Educator of the Year 

Adcraft Club of Detroit • Ann Arbor Ad Club 

Ann Arbor Litho Club • Advertising Production Club of Detroit 

Detroit Club of Printing House Craftsmen, Inc. • Printing Industries of Michigan, Inc. 

Contact your individual organization for tickets and reservations. 

If you do not belong to one of the organizations listed and would like at-large tickets ($55 per person), 

please contact: Linda Stinson, (248) 946-5895

Help Support Graphic 

Arts Scholarships 

Mark Your Calendar! 

The 2012 

Michigan 


Week 

Dinner 

Tuesday, 

January 17, 2012 

Please join us and your Graphic Arts friends as we celebrate Ben Franklin’s birthday, by presenting the 

prestigious Ben Franklin Awards and honoring this year’s Scholarship recipients. 

In order for us to continue the celebration of the Michigan Printing Week Dinner and the presentation 

of scholarships to worthy college and university students, we need your financial support. All donations 

will be recognized as either full, half, or business card ads in the evening’s program book and are tax deductible. Please 

return the order form below and the ad materials as soon as possible, but no later than December 11, 2011. 

This will ensure your ad’s placement in the evening’s book. 

2012 Michigan Printing Week Committee 

Glenn Arens, Industry Representative, Printcomm, Inc. (810) 239-5763 Harry Brookes, Adcraft Club of Detroit, ArborOakland Group, (248) 549-0150 

Susan Cohen, Advertising Production Club, Doner, (248) 827-9720 John Taylor, Industry Representative, xpedx, (734) 855-2005 

Suzanne Frink, Ann Arbor Ad Club, Printwell Acquisitions Co., (734) 941-6300 Jim Phelps, Ann Arbor Litho Club, Graphic Arts Service/Supply, Inc., (734) 429-8729 

Ray Stoney, Detroit Craftsmen Club, Braden Sutphin Ink Co., (248) 244-5034 Mike Medved, PIM, (248) 515-6011 

Rick Krebaum, Detroit Craftsmen Club, Braden Sutphin Ink Co., (248) 404-0580 Carla Rossi Seit, Industry Representatives, Duffey Petrosky, (248) 489-8300 

Nick Wagner, PIM, (248) 946-5895 

YES, count us in to help today’s students become tomorrow’s leaders in the Graphic Arts industry. 

(100% of the net funds raised will benefit the Michigan Printing Week Association Scholarship Program) 

q $800.00 q $350.00 q $400.00 q $200.00 q $100.00 q Pickup 

(full page 4 color) (full page B/W) (1/2 page 4 color) (1/2 page B/W) (business card B/W) Last Years Ad 

q Additional 10% for prime position 

The page size is 5-1/2” x 8-1/2”. Please supply PDF on disk or email to linda@print.org. 

Name_________________________________________________________ Email_______________________________________ 

Company_____________________________________________________ Phone______________________________________ 

Address______________________________________ City,______________________________ State,_____ Zip_____________ 

Make check payable to: Michigan Printing Week Association 

Mail to: Michigan Printing Week Association, 41740 Six Mile Rd. Suite 105, Northville, MI - 48167. 

For additional information call Linda Stinson at (248) 946-5895.

8 

Sales 

By Joe Rickard 

Who Are Our Competitors 

And What Do We Do About It? 

In today’s changing communications environment, it is often not easy for printing salespeople to know 

who and what they are competing against. Sun Tzu in the Art of War summed up the battles taking place in 

today’s marketplace nicely: 

“If you know your enemies and know yourself, you can win a hundred battles without a single loss. If you 

only know yourself, but not your opponent, you may win or may lose. If you know neither yourself nor 

your enemy, you will always endanger yourself.” 

Story of a Lost Customer 

Recently, we interviewed the president of a large nonprofit organization who, though he worked with 

multiple commercial print providers, gave more than 50% of his organization’s business to one large 

regional commercial printer. In an interesting discussion about the future of graphic communications, it 

came out that the large commercial printer had not made a sales call on the leadership team of the nonprofit 

to discuss the impact of digital media 

on the organization’s business. 

It is a mystery to us why salespeople 

Knowing strengths and 

and management from any commercial 

weaknesses of the current and printer would not be in front of ALL 

their customers on a regular basis. They 

potential competition, in all should be discussing and explaining 

new technology and ideas, on how 

accounts is a major predictor to use print, to grow their customers’ 

business. It turned out, that this 

of success for printing 

particular customer was very interested 

in all of the above and more. 

salespeople. 

Was it that the printer didn’t offer 

digital media services? Or, that they 

didn’t know how to demonstrate 

that they were more than a printing 

company, but they were in fact, communication experts? Or, was it simply due to a salesperson or manager, 

who was just so comfortable, they did not see the competition coming. 

The result was that the printer lost all the business to two different competitors: 

1. A rival printing company that articulated their services well. 

2. A marketing services company that already managed the customer’s Web store. This competitor 

transferred some of the customer’s traditional printed books and manuals to digital media and 

distribution. 

Who Are Potential Print Competitors? 

Not too many years ago, a traditional printing person knew their competitors and knew them well. The 

advantages and weaknesses of competitors could be easily obtained by talking to customers, friends and 

colleagues. Capabilities and equipment lists could also be obtained very easily. 

Fast forward to today’s marketplace where printers are now facing unparalleled competition driven 

technology, unrelenting cost pressures, and a very different set of rules of engagement. 

For printers, competition can come from a variety of sources: 

• Other printers selling similar products and services 

• Print consultants or print brokers 

• Agencies, and public relations firms 

continued on page 10

• Print-based marketing services providers 

• Printers that sell extended services i.e. creative, project 

management, fulfillment 

• Managed services firms who convince customers to 

outsource or in source all their printing needs 

• Performing printing work in house 

• Digital media services providers such i.e. social media, 

Web marketing 

• Reduced (or no) budgets 

• To cut costs, many companies have significantly reduced 

their spending on communications directly affecting print 

Knowing the Customer and Their Customer Is Important but 

Not Enough. We recommend a simple strategy when making 

sales calls. Constantly educate your customer, ask open ended 

questions and listen. Great printing sales people always keep 

clients apprised of changes in the marketplace, and take pride in 

bringing this information to their customers, before they hear it 

from somewhere else. This is important because, if you don’t take 

the lead in educating customers, they will learn about these things 

themselves at conferences, trade shows, colleagues, from the web 

and from your competitors. 

It is essential that your customer knows how you and your 

company are keeping up with market changes and innovation. In 

the new economy, those salespeople, who consistently offer new 

ideas and services, will outperform those who stay with the same 

products and services. Let them know what you are planning for 

both your company’s and their company’s future communication 

services. 

The Best Ways to Meet and Beat the Competition 

Our research shows that when most salespeople lose a deal, they 

simply say their prices were too high. Rarely have we heard that 

they were “outsold” by a competitor or outmaneuvered by a Web 

communications provider. Great salespeople minimize the product 

and company deficiencies of their products and services by using 

great selling skills and competitive strategies. 

Here are the steps that great salespeople use to meet and 

beat competitors: 

• Know the customer and their customers 

Sales always starts with what is important to the customer, 

how they define success, what value can the print services 

provider provide and who really makes the decisions 

10 

Sales 

Who Are Our Competitors 

And What Do We Do About It? 

continued from page 8 

• Identify current and potential competitors 

Research the industry, look for signs, look for 

competitors in disguise, and talk to customers to know 

all potential competitors. Understand how they will 

position themselves and what you must do to overcome 

or minimize their advantages 

• Create your solutions, your company and your 

personal value propositions Determine and effectively 

convey, for each and every customer, what value your 

offerings, your company and you bring to that customer. 

Make sure your solutions and value proposition are 

specifically tailored to each customer. 

• Be ready and prepared for everything 

Be prepared with statements, proof sources, samples, 

references, and industry data to combat traditional and 

nontraditional communications competition. Never 

criticize or trash the competition. Avoid direct conflict. 

Never knock the competitor’s product or service. If you 

knock the competitor you are knocking the customer’s 

judgment. Focus on issues and not people. 

If and when you are confronted unexpectedly with a competitive 

challenge, the best strategy is to remain calm and confident. Do 

not get flustered. Simply acknowledge the competition and use 

open ended questions to gain as much information as you can. If 

it becomes clear you will lose to a competitor, be gracious and 

leave the door open for the future. 

Knowing strengths and weaknesses of the current and potential 

competition, in all accounts is a major predictor of success 

for printing salespeople. Building deeper relationships with 

customers and keeping informed on communication trends and 

technology is vital. 

Selling in today’s environment against competition can be a 

battle. Another passage from Sun Tzu in the Art of War makes 

the process perfectly clear: “Carefully compare the opposing 

army with your own, so that you may know where strength is 

super abundant and where it is deficient.” 

Joe Rickard is a sales training leader and consultant who 

works with printing and technology companies in the graphic 

arts to improve their sales effectiveness. He is the founder 

of Intellective Solutions, a provider of customized sales and 

sales management training material and services. Contact Joe 

Rickard at (845) 753- 6156, jrickard@intellectives.com, or visit 

the Intellective Solutions Web site at www.intellectives.com.

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Changing 

the way you 

do business 

Wolverine Solutions Group (WSG) is a full service marketing 

communications service provider that utilizes the very best practices, 

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As a single source supplier, we can help clients achieve a targeted 

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To learn how WSG can help you discover ways to retain your current 

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WSG Services: 

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Category 

By Kimberly Ann Coots 

Delivering the World 

Managing the international postal division for one of the world’s largest printers (Worldcolor - formerly 

Quebecor World) for ten years, I know firsthand that the printer is the heart of the supply chain. Printing 

is the part of the process where the creative aspect is manifested into the physical, and every service in 

the latter part of the supply chain is affected by the print result. At the end of the day, everyone in the 

supply chain suffers when the client doesn’t get the results they were seeking in their sales and marketing 

initiatives. 

When the client is successful, we are successful. 

The industry continues to change. Many companies are consolidating positions to cut costs, and are relying 

more on their printers to manage and provide more of the supply chain services. In addition, more and 

more businesses are marketing outside of the U.S. to capture a larger target audience. Creating a global 

presence entails a need for global distribution solutions. 

How can printers respond to these needs and changes? In my experience, offering Canada and international 

mail services is a key to not only adding value for clients, but also adding new streams of revenue for your 

business. You don’t have to re-create the wheel by figuring out how to do it on your own. You 

Creating a global presence can get started by working with a company, who has the expertise to support you in setting up 

this service and provide solutions simply and easily without adding overhead. 

entails a need for global 

The benefits of offering Canada and international services include: 

distribution solutions. 

• Less time and management for the client 

• Improved communications and accountability between supply chain vendors 

• Strengthen your relationships with clients by adding more value 

• Remain competitive with what other printers are offering in the industry 

• Reduced mail cost opportunities with your 

combined volumes 

• Additional stream of revenue and profit for 

your business 

• Improve rate of success for timely in-home 

delivery and cost-effectiveness for mailing 

By enlisting the support of a mail expert, you 

really can deliver the world. After all, you are 

the heart of the supply chain. 

Kimberly Coots is the Business Development 

Director for RCS International. Her industry 

expertise spans over 18 years, including 

10 years served at Quebecor World; where 

she implemented and managed a successful 

international mail division. You can contact 

Kimberly at (517) 672-1717 or Kimberly@ 

ReallyCoolSolutions.com 

13

NAPL 

“Be certain that you receive 

at least three flexible 

endoflease options.” 

14 

By Mary A. Redmond 

Watch the Fine Print; 

Be Bold in Negotiation 

Leasing lets printers add new equipment and conserve cash, 

but leasing contracts can contain some unpleasant surprises. 

Most printers, large or small, lease some or all of their 

equipment. And they’re not alone: A United States 

Department of Commerce report indicated that 80% 

of all U.S. businesses lease equipment. 

Leasing is just one of the financial tools a company 

selects to support financial growth plans. It allows 

businesses to conserve cash, often allowing 

companies the ability to finance 100% of the 

purchase price of the equipment. The length 

of the lease often parallels the company’s 

useful life of the assets. 

In addition, lease paperwork is often quick 

and easy, while bank loan processes can be 

cumbersome and time consuming. What 

printer has not waited weeks for the bank’s 

credit committee response? And the friendly banker’s 

approval may come with a request for a 10% to 25% 

down payment, especially when digital printing 

technology is involved. 

To facilitate the sale, equipment dealers and 

manufacturers establish relationships with leasing 

companies, and some equipment dealers can have 

credit approvals in place before the ink is dry on the 

sales contract. Almost every manufacturer, equipment 

dealer, and distributor 

presents lease options 

to customers with each 

equipment proposal. Why? 

Once a printer begins to 

think it can sell a print job 

for $.32 per page with that 

new showroom squeaky 

clean digital press, and the 

new equipment price is only 

$.017 per click plus a small 

lease payment, the sale is as 

good as made. 

Combine a lower cost 

per copy with the annual 

maintenance cost increases 

on aging equipment and the 

new acquisition becomes 

an easy decision. Nancy 

Denney, owner of St. 

Charles, Mo.,based Aloha 

Printing & Copy LLC, 

reports that her maintenance 

costs have increased 

5%10% annually over the past few years. Ten years 

ago, staying on the cutting edge of technology did not 

require equipment upgrades every 12 to 18 months. 

Today, as technological innovations speed up, offset 

presses, digital printers, and prepress equipment, as 

well as office and distribution equipment, obsolesce 

more rapidly. That is one reason that equipment 

leasing continues to remain popular. 

Headaches on the Horizon 

Leases contain 5,000 to 7,000 finely crafted words 

that are written by leasing companies and their legal 

advisors. Headaches and surprises are hidden in the 

fine print. Leases seem simple and straightforward 

up front, and leasing professionals make equipment 

financing simple by rolling everything into one 

simple monthly payment. For example, one digital 

print market leader’s payment includes the monthly 

lease payment itself, property tax, sales/use tax, 

insurance, maintenance, standard delivery and 

rigging fees, setup fees, documentation and Uniform 

Commercial Code (“UCC”) filing fees. Coffee and 

doughnuts are extra. 

How do you know if you are getting the best deal? 

The “bundled” payment method makes analysis 

difficult, but here are four keys to leasing. Remain 

vigilant, read each lease at least three times before 

signing, audit all invoices, and negotiate every lease. 

A knowledgeable lease contract reviewer can also 

help. 

Now what about those surprises? Most companies 

think that once the lease commences, the payments 

will remain the same, but surprise: Lease invoices 

change for a number of reasons, including: 

• Interim or prorate rent: This is rent charged for the 

time between the equipment acceptance date and the 

lease commencement date. Some leasing companies 

add as much as 45 days of extra rent to the lease. 

• Leasing company added insurance: If proof of 

insurance is not sent to the leasing company before 

the lease commences, the leasing company will 

invoice for insurance at a very high rate. A snack 

food manufacturer in Kansas City, Mo., reported that 

she sent the leasing company proof of insurance six 

times before they stopped billing $400 per month for 

insurance costs on a $25,000 piece of equipment. 

continued on page 16

Three 

Great 

Associations 

Come Together 

Membership in 

The Printing Industries 

of Michigan, Inc. 

Includes Membership in PIA and now NAPL * 

Along with membership in all three associations you receive valuable resources and 

discount programs through the strength of PIM Group Buying Power. 

Insurance Programs 

Disability Insurance • Federated Insurance 

• MTMIC Workers Compensation Group Insurance 

Resources 

Washington DC/Michigan Lobbyist • Technical Hotline • Economic Trends and Forecasts 

• Seminars/webinars • Consulting Services 

Discounts 

FedEx • UPS • Xerox • Apple • Adobe • File Phoenix • Web Hosting • ASI 

*Membership in NAPL is at the affiliate level 

Find out more about these and other Benefits of Membership 

offered through PIM by contacting Larry Schehr 

The Printing Industries of Michigan, Inc. 

41740 Six Mile Rd., Suite 105, Northville MI 48168-3463 

Phone: 248-946-5895 Fax: 248-946-5898

NAPL 

Watch the Fine Print; Be Bold in Negotiation 

Leasing lets printers add new equipment and conserve cash, 

but leasing contracts can contain some unpleasant surprises. 

continued from page 14 

• Lease Fees: Sales or Use Tax and Property Taxes are the 

responsibility of the printer, not the leasing company. Many leasing 

companies charge fees for reporting the location and ownership of 

leased property to the appropriate taxing authority. 

Bob Bailey, President of Quick Copy Print Shop in Salisbury, N.C., 

recently received notice of an agreement to settle a class action 

lawsuit involving the leasing company with whom he was doing 

business. The suit involved leases initiated between June 2004 and 

March 2008. At issue were excessive fees collected by the lessor 

for Uniform Commercial Code filings, insurance premiums and 

insurance administration costs, personal property tax charges and 

high lease origination fees. 

Ask and Verify 

The lesson with lease fees, particularly those related to taxes, 

where regulations vary widely from state to state: Ask what fees 

can be expected, monitor them throughout the life of the lease, and 

negotiate with the leasing company to adjust or eliminate them if 

necessary. 

• Property Taxes: Began by faithfully reviewing the leasing 

company annual Property Tax invoices and comparing them to the 

actual billing by the appropriate taxing authority. In San Antonio, 

Texas, Andrea Usrey of Blue Tape, a printing company owned by 

her son, said it was only a fluke that led her to discover excessive 

property tax charges: The leasing company had reported the 

equipment location incorrectly for property tax purposes. Thus far, 

Usrey has received more than $1,500 in tax invoice adjustments. 

“You are responsible for paying what is ACTUALLY due” said 

Usrey, adding: “We will pay the right amount of tax and no more.” 

Nancy Denney of Aloha Printing & Copy also received $976 in 

Property Tax credits for property tax overcharges. She goes online 

periodically to verify how much Property Tax has been billed for 

equipment at her business address and then compares that amount 

to the leasing company billing to spot any overcharges. 

The lessee (the customer) is responsible for payment of sales, use, 

excise, personal property and stamp taxes, but when it comes to 

Personal Property Tax, never agree to a lease in which you must 

pay 1/12 th of the property tax each month. Instead, before the 

lease commences, verify whether the leasing company or the 

customer (lessee) will be responsible for the personal property tax 

filings. Then compare the actual applicable property taxes with the 

appropriate taxing authority records annually to be sure the leasing 

company is not overcharging for property taxes. 

• Sales/Use Taxes: In many states, printing, production and 

manufacturing equipment qualify for sales and use tax exemptions. 

If your company qualifies for tax exemptions, be sure that your 

leasing company receive the proper tax exemption certificates or it 

will bill for use tax. 

16 

End Game 

When Annapolis, Md., printer, Jeff Ostenso, President of Frank 

Gumpert Printing, acquired a Maryland digital printing company 

in 2007, he retained the services of a lease reviewer to audit his 

company leases and those of the company he was purchasing. 

Among the savings the reviewer identified was a charge on one 

lease payment of the acquired company of $400 per month of 

use tax. Because Ostenso’s company was tax exempt, the leasing 

company removed the tax and Gumpert reduced future spending 

by $14,751. 

Be sure that, before you sign, you are comfortable with what will 

occur when the lease ends. Don’t discover at the end of the lease 

that the only choices you have are to purchase the equipment for 

an outrageous price, renew the lease for another year, or enter into 

another lease with the same company under terrible terms. Rather, 

be certain that you receive at least three flexible endoflease 

options. 

• Return: If the equipment is no longer needed, it is important to 

have the opportunity to return it to the leasing company without 

restocking fees or return penalties. 

• Renew: When the decision to buy or return the equipment is not 

final, it is often helpful to be able to extend the lease for a few 

additional months. The best renewal option is one that runs month 

to month. The renewal payment should reflect the decreased 

equipment value—and be certain to eliminate any reference to a 

12 month automatic lease renewal. 

• Purchase Options: Define the process for determining the fair 

market value purchase price. Never leave the appraisal process 

entirely in the hands of the leasing company. When the purchase 

option says the equipment may be purchased for the “Mutually 

Agreed to Fair Market Value,” the option is almost never mutual 

and seldom agreeable. One final note: Conduct a thorough review 

of the Master Lease, but don’t stop there. Review any provisions 

in a final acceptance document that may arrive several months 

later to ensure that it does not automatically add more payments 

to your lease. And be sure you understand the terms for returning 

equipment at lease end—you may need to return it in the original 

manufacturer’s boxes with all the original manuals, disks, cables, 

etc., or be faced with big penalties. 

Mary A. Redmond is President of Independent Lease Review, 

Inc. (www.reviewyourlease.com), Bonner Springs, Kan. She has 

assisted clients in negotiating changes in their leases that resulted 

in savings of more than $4 million. For more information, call 

NAPL Consulting Services at (800) 642-6275, Ext. 6307.

PIM 

Membership 

Directory 

& Buyers’ 

Guide 2008 

Advertiser: 

Company _________________________________________________ 

Address ____________________________________________________ 

City/State/Zip _______________________________________________ 

Phone _____________________________________________________ 

Authorized by: 

2009 

Membership Directory 

and Print Buyer’s Guide 


23815 Northwestern Hwy., Southfield Michigan 48072-7738 

Phone: 248-354-9200 Fax: 248-354-1711 

2012 

Printing Industries 

of Michigan, Inc. 

23815 Northwestern Highway 

Southfield, Michigan 48075 

Phone: 248-354-9200 • Fax: 248-354-1711 

Web: www.print.org 

Membership 

Directory & 

Buyers’ 

Guide 

Don’t miss the chance to offset the high cost 

of direct sales calls! 

Advertise your product or service in PIM’S 2010 

Membership Directory and Buyers’ Guide. 

Fax or mail this form by November 15, 2011 


41740 Six Mile Rd. Suite 105, 

Northville, MI - 48168 

Phone: (248) 946-5895, Fax: (248) 946-5898 

Advertising Order Form 

Publish the advertising indicated below in PIM’s 2012 Membership Directory and Buyers’ Guide. Advertiser will furnish 

disk or CD with proof by November 15, 2011. Space to be released if copy is not furnished by closing date. 

Name/Title _________________________________________________ 

Signature ___________________________________________________ 

o Member o Non-Member Date:__ _________________________ 

Advertising Rates (B/W) 

Full page 

(7.5 x 10" or 8.5 x 11" with bleed) .......$995.00 

1/2 page (7.5 x 5" horizontal) .............750.00 

1/4 page (3.5x5" vertical) ...................475.00 

Member listing 

in PIM Blue (PMS 300) .......................40.00 

3.5 x 3.5" 4-color ad 

next to name in member listing ..........350.00 

Inside back cover .......................... add 10% 

Inside front cover .......................... add 15% 

Other guaranteed position ...............add 10% 

Inserts ................................... rates on request 

20% discount for PIM members 

on full page, 1/2 page and 1/4 page. Black and white only. 

Color 

Spot Color....................add $350.00 per ink 

Four-color ........... PIM member: add 250.00 

........ non-member: add 750.00 

Total cost of full-page four-color ad for PIM members ...... $1,245.00 

Total cost of 1/2 page four-color ad for PIM members ......... $950.00 

Mechanical Requirements 

The Membership Directory & Buyers’ Guide is offset 

printed with 175 dpi line screen. Please supply a highresolution 

press-ready PDF file. Typesetting and other 

production work, if needed, will be billed at additional 

cost. Professional copy and layout services are also 

available — please ask for a quote. 

Deadline: 

Nov. 15, 2011 

Ad Size(s): 

o 3-1/2” 4/C ad next to your listing 

o Full page o 1/2 page o 1/4 page 

o Member listing in PIM blue 

Guaranteed Placement: 

o Inside front cover (full page only) 

o Inside back cover (full page only) 

o Other (please specify) ______________________ 

Color: 

o Four-color o PMS color(s), specify # ______ 

o File enclosed o File sent separately 

o Payment enclosed o Please invoice 

17

Industry 

News 

News Releases and Announcements 

EPI adds new VUTEK GS 2000 

EPI Marketing Services Livonia is pleased to announce the addition of several new pieces of 

equipment to better serve their local and national clients. 

They have added a VUTEK GS 2000 large format 6 foot wide digital 8 color plus white press 

with a Zund digital die cutter. This flatbed and roll-to-roll press can produce widths of 6 feet by 

almost any length on a wide variety of substrates up to nearly 2 inches thick with extremely high 

quality and color resolution. 

In addition, EPI Livonia has added Ink Jetting equipment to meet the needs of their growing 

lettershop operations. 

With this new equipment, EPI Marketing Services Livonia, can better serve its local market with 

the speed and quality that their clients have come to expect from them. 

EPI Marketing Services offers a wide range of services and is one of the nation’s leading 

marketing service providers offering: commercial web, sheetfed, digital and flexographic 

printing, POP and folding carton design and production, premium, rebate, sweepstakes and 

loyalty program management, direct mail, variable and versioned digital print, print on demand, 

eCommerce, kitting, hand assembly, CD/DVD replication, material distribution and contract 

packaging. They also offer state-of-the-art, web enabled order management and tracking, 

inventory management, digital asset management and business intelligence. 

CONTACT INFORMATION 

Pat Kolodziejczak, EPI Marketing Services Vice President/General Manager – Livonia 

P_kolodziejczak@epiinc.com • 734-261-9400 office • 734-261-9538 fax • 269-209-6072 cell 

18

Sustainable and high-quality web o� set print media products and services in Metro Detroit 


Michigan. 

Big Sable Point Lighthouse, Ludington, Michigan 

Michigan has more lighthouses than any other state in the US with a total of 124 along 

its coastline. Some of these lighthouses still shine for ships on the Great Lakes. Others 

have been turned into museums or bed and breakfasts. All of them have an extraordinary 

story to tell. 

Publishers, agencies and corporations can rely on Grand River Printing & Imaging to 

provide web o� set print products and services that are both environmentally responsible 

and of the highest quality. Our strategic balance of technology and expertise is unique 

and we understand how the o� ine world of ink-on-paper links up with your online and 

digital media needs. 

The mark of 

responsible 

forestry 

SCS-COC-00979 

© 1996 FSC 

For our trade partners, our exclusively web o� set capabilities can help you 

broaden your range of services. By taking advantage of our high volume 

capacity, you can o� er web o� set printing to your clients — with the 

assurance that your relationships will be respected. 

If you are interested in keeping printing in your favorite state, please contact 

Kevin R. Donley, Vice President of Sales & Marketing at 734-394-3616 or 

send an email to kdonley@grpinc.com. 

GRAND RIVER 

PRINTING & IMAGING 

8455 HAGGERTY ROAD 

BELLEVILLE, MI 48111 

8 0 0 - 3 3 4 - 6 8 5 7 

www.grpinc.com 

Where the o� ine & 

online worlds meet

20 

Bookstore 

For more information on the bookstore 

or to place an order log on to 

www.printing.org and click on 

bookstore 

Taking Over 

Insider Tips from a Third-Generation CEO 

Author: Mitchell Kaneff 

Item Number: 1947 

List Price: $21.95 

Printing Industries of America Member Price: $18 

The printing industry landscape is filled with family-owned businesses, and author 

Mitchell Kaneff’s new book, Taking Over, offers a straightforward approach to 

succession planning that addresses the unique and seemingly overwhelming challenges 

that family-run businesses face. Kaneff draws on his experiences and those of other 

family business owners to provide business leaders, heirs apparent, and their families the 

tools and inspiration they need to overcome the turmoil of transition. 

PDF Print Production Guide 

Author: Joseph Marin and Julie Shaffer 


List Price: $75 


Properly created PDF files can resolve many of the problems commonly encountered 

with digital files created for print output. PDF Print Production Guide provides insight, 

answers, and instruction to help create headache-free, print-ready files that behave 

exactly as they are expected to. The core of this guide is its step-by-step directions for 

fixing troubling PDF problems such as missing fonts, transparency, trapping, layers, and 

more. In addition, a references section includes real-world questions asked by industry 

members and the experts’ responses. 

Social Media Field Guide 

A Resource for Graphic Communicators 

Authors: Julie Shaffer and Mary Garnett 




A June 2010 Nielsen study reported that Americans spend approximately 22% of their 

time online logged in to social media sites. Facebook has more than 500 million users, 

and there are about 30 billion “tweets” echoing across cyberspace. Whether you’ve 

already jumped into the social media pool, or if you’re still on the fence, Social Media 

Field Guide offers a not-too-technical primer to help you get the most from your online 

efforts. 

Trends in Package Printing 

Authors: Joel J. Shulman 

and Dr. Nelson R. Eldred 



Printing Industries of America 

Member Price: $55 

This book presents current and 

future trends occurring in the 

package printing industry with a 

focus on those long-range trends 

that can be confirmed from recent 

data and reports. Chapters in 

Trends in Package Printing focus 

on general industry trends as 

well as on very specific market 

segments. Each chapter features 

an overview, an examination 

of the market drivers, and a 

thorough examination of key 

forces affecting that segment of 

the industry.

22 

Advertisers 

This issue of the Graphic News is brought to you by these leading industry companies. 

Let them know you saw their advertisements in the Graphic News 

COMPANY PAGE 

EPI Marketing Services 21 

www.epiinc.com 

800- 516- 7274 

FilePhoenix Back Cover 

www.filephoenix 

248-946-5895 

Grand River Printing and Imaging 19 

www.grpinc.com 

800-334-6857 

Graphic Specialties, Inc. 9 

www.gs-sg.com 

616-247-0060 

Hayes Grinding 18 

www.hayesgrinding.com 

313-259-3333 

Millbrook Printing inside front cover 

www.millbrookprinting.com 

800-992-9653 

Thanks 

For supporting the 

Graphic News 

This issue of The Graphic News is 

made possible because of the generous 

contributions of these PIM member 

companies toward production and distribution. 

COMPANY PAGE 

Millcraft of Michigan 11 

www.millcraft.com 

734-266-3710 

Schultz Bindery 8 

www.schultzbindery.com 

586-771-0777 

Utley Brosthers 5 

www.utleybros.com 

248-585-1700 

Wolverine 12 

www.wolverinemail.com 

313-873-6800 

Xpedx 23 

www.xpedx.com 

734-855-2000 

Schultz 

Bindery 

Wolverine 

Solutions 

Group 

Millcraft 

Group 

EPI 

Marketing 

Service


41740 Six Mile Rd. Suite 105 


It Can Happen Any time, Any place 

Is Your Data Safe? 

Data loss is a nightmare 

Viewed from a strategic perspective, your data represent the core of your business. You have invested a lot 

of time, money, and effort in developing your business data. Contracts, sales records, proposals, accounting 

records, marketing material, business contacts, emails, and even digital photos taken at important events, 

make up the bulk of your invaluable business assets, which you cannot afford to lose. 

Our professional services give you peace of mind 

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Contact our sales representatives immediately at 

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your critical business data protected as soon as possible. 


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