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    If you’re interested in buying or selling,
    here’s some recommended reading, which you can find by visiting
    myprintresource.com.
    When I recommend that you read an article (or
    articles), that doesn’t mean that I
    agree with the opinions expressed in the article(s).  As a past buyer and a past seller, I always
    liked to have as much information as I could find, even if I did not agree with
    what I read.
    J
    Money Talk: Expand Sales through Acquisition
    Authors:  Stuart
    Margolis and Paul Reilly
    First appeared on MyPrintResource:  June 1, 2013
    Case Study: Selling a Business Involves More than Price, Part 1
    Author: Tom Crowser
    First appeared on MyPrintResource: 
    Jun 1, 2013

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    RAPID 2013
    will end tomorrow; I wonder why none of the print-industry publications or
    web-sites had this event on their calendars
    Well, for
    those of you in the Reprographics Industry who are interested in learning more
    and more about the 3D Printing business (and industry), the expo and conference
    that I just found out about would
    have been a good one for you to attend.  (Well, I guess there’s always “next year”.)
    RAPID 2013, billed as “North America’s
    Definitive Additive Manufacturing Event”, began on June 10th and
    will wrap up on June 13th
    RAPID 13 has around 200 exhibitors and is taking place at the David
    Lawrence Convention Center in Pittsburgh, PA.
    Featured Technologies
    Attendees visit the RAPID event to research 
    and source the latest equipment, materials 
    and services in additive manufacturing,
    3D printing and 3D imaging.
    Additive/Rapid Manufacturing
    3-Dimensional Printing
    Direct Digital Manufacturing
    Direct Metal Deposition
    Direct Metal Fabrication
    Direct Metal Laser Sintering
    Direct Metal Tooling
    Fused Deposition Modeling (FDM)
    Model Making
    Prototyping & Engineering Services
    Rapid Manufacturing
    Rapid Prototyping
    Rapid Tooling
    Selective Laser Melting
    Selective Laser Sintering (SLS)
    Service Bureaus
    Solid Modeling
    Stereolithography (SLA)
    Manufacturing Processes & Support
    CAD/CAE/CAM
    Castings
    EDM
    Electron Beam Manufacturing
    Finishing & Coating
    Freeform Fabrication
    Investment Casting
    Laser Cutting
    Laser Melting
    Machining/Prototype/Short Run
    Part Design
    Pattern Making
    Service Bureaus
    3D IMAGING (Scanning)
    Analysis
    Archival
    Inspection
    Quality Control
    Reproduction
    Reverse Engineering
    Reverse Modeling
    Software, Supplies & Services
    Materials
    Ceramics
    Composites
    Epoxies
    Metals
    Plastics
    Mold & Mold Making
    Compression Molding
    Injection Molding Equipment
    Mold, Tool & Die Design
    Moldmaking Services
    Quality
    Finite Element Analysis
    Inspection Systems & Equipment
    Measuring and Control Technology
    Measuring Tools and Equipment

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    This article comes from constructech.com;
    here’s the beginning of the article:
    June
    11, 2013
    Following a
    large flurry of M&A activity in the construction industry this past year,
    add yet another big announcement to the mix: Textura Corp., www.texturacorp.com, Deerfield, Ill., and
    its IPO (initial public offering) of shares of common stock to the public. What
    does this mean for the construction industry going forward?
    Here’s a link to the complete
    article:

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    This article was
    found on www.proprint.com.au
    (Austrailia)
    Acquisition-hungry Pegasus buys first Memjet-powered Fuji
    Xerox machine
    2 May 2013 |  Nick Bendel
    Pegasus Print Group has invested in the first
    Memjet-powered wide-format machine in Australia – and is also on the
    acquisition trail.
    The Sydney print group, which has a production hub in
    Blacktown and a retail outlet in North Sydney, has generated significant savings
    in turnaround times and energy use since installing the Fuji Xerox DocuWide
    C842 in early April, said chief executive Wayne Finkelde.
    Finkelde
    told ProPrint that an ongoing weekly order of 10,500 posters that used
    to take 25 hours to produce can now be done in 15 hours.
    He said the main reason the A1 printer ordered the C842
    was to allow Pegasus to do A0 work, which it has traditionally outsourced.
    Pegasus has started bringing back that work in-house, and expects a majority to
    eventually return, said Finkelde.
    “The more you can keep work in-house, the more you’re
    going to be in front… I’ve been chasing Fuji Xerox for one of these machines
    for years,” he said.
    ProPrint attended the launch event for the
    DocuWide C842, which was held yesterday at the Fuji Xerox Australia Epicentre
    in Sydney.
    Fuji Xerox said the $156,000 machine is “the fastest
    wide-format device currently available in the market”. It can reach speeds
    of 320sqm per hour and has 1,067mm wide print capabilities.
    National business manager for wide-format Peter Collings
    said it was ideal for runs between 50 and 1,000.
    “The ease of use, rapid speed and variable data input
    improves operational efficiency by reducing turnaround times and allows our
    customers to focus on what matters in the business – to grow and prosper,”
    said Collings.
    “The DocuWide C842 is designed to meet these demands,
    enabling businesses to improve design drawings and marketing communications, as
    well as handle timely outputs and a large range of large print job
    requirements.”
    Meanwhile, Finkelde told ProPrint that Pegasus
    wanted to diversify by acquiring other businesses – although he added that
    nothing specific was in the pipeline.
    He said the 210-staff firm wanted to move up the value
    chain into content creation and down into distribution so it could exercise greater
    control over the life cycle of the products it produced.
    Finkelde said Pegasus was looking to acquire digital
    printers and packaging firms, and was also eyeing design, transport and
    distribution companies.
    “We need to buy businesses that are going to improve
    our business and revenue stream,” he said.

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    For younger
    Reprographers who may not be familiar with Rodney Dangerfield (
    one of my all-time-favorite comedians who
    passed away in 2004
    ), his most famous catch-phrase was…..
    “I don’t get no respect!”
    His words
    came to mind as I was skimming my way through a 99 page paper, titled “Printing Changed the World – now the world
    is changing printing, 2012-2022”
    , compiled by a team of RIT (Rochester
    Institute of Technology) students, who, in this paper, shared their opinions
    and predictions on where the Printing Industry will be in 2022.
    I’ll get to
    the “paper” in a couple of minutes, but, first, I’d like to point you to where
    I found out about this “paper.”
    This
    morning, Nicole Schappert, who posts
    on “TheDigitalNirvana” Blog, put up
    a post entitled…..
    This was the intro to Nicole’s post….
    “It is not
    the strongest or most intelligent species that survive, but the ones who are
    most willing to adapt.”  ~Charles Darwin I like this quote because it
    removes the idea that survival and success are not based on natural selection,
    but are based on intelligence and strategy and looking at how to adapt for…
    And, here’s
    a link to the full post:
    At the very
    end of her post, Nicole provided a link to the “paper” I mentioned above, and
    here’s the link to that paper (click on
    the bold blue type below
    ):
    “So
    check out the full booklet (the “paper”)
    here! (Made
    available by Printing Impressions)”
    Okay, let me now get back to the “paper” the
    team of RIT Students put together …. and why I had a Rodney Dangerfield moment!
    I skimmed my way through the paper, hoping to
    find a section where the students put forth the their opinion(s) on the future
    of “technical documents”, and, while I did find a section with that title,
    there was absolutely no mention, at all, of A/E/C technical documents in that
    section.  I went back through the entire
    paper and did not find a single mention of A/E/C document – – I’m referring to
    plans and specifications, of course!
    Perhaps RIT’s curriculum doesn’t take into consideration that there’s
    long been a “reprographics” industry and that our industry is a sub-industry
    under the greater “Print and Graphics Industry”???  
    Inasmuch as I wanted to see the student team’s predictions of
    the future of A/E/C technical documents but could not find any mention of that
    subject, I’m now going to e-mail Frank Romano (who, evidently, assigned this
    project to the students) to ask him if he could ask the student team to append
    its paper ….. to add comments about the future of A/E/C technical documents.
    Anyway, no mention of A/E/C Technical Documents, hence the
    feeling, “I don’t get no respect!”
    The paper did mention 3D Printing *under the “Industrial
    Printing” section, and, for those of you who are too lazy to find that section
    on your own, here’s what the student team said about the future of 3D Printing
    (note, 3 up-arrows mean good future):
    3D Printing
    “3D printing is a process by which an actual
    three-dimensional product may be produced, built up layer by layer with a
    printing process using various kinds of inks.
    ↑↑↑
    3D printing may become a common manufacturing
    process in many different industries due to its ability to create three-
    dimensional products by building up patterned layers of inks. 3D printing can
    process multiple “inks” of different chemical or material compounds within a single
    print job, allowing simultaneous production of pre-assembled product pieces,
    such as joints, bolts, or screws. This eliminates the need for manual or
    complicated automated assembly procedures in the manufacturing process. There
    will be a large potential for growth as 3D printing is creatively
    integrated into existing workflows, or designed into entirely
    new manufacturing lines.
    Companies are already developing new inks for
    inkjet printers, since they are capable of printing almost any kind of jettable
    polymer, ink, or other material. Jettable materials and their associated drying
    processes are limiting factors, but developments will reveal new opportunities
    for creative industrial printers. Through 3D printing, previously low-speed, and
    high-cost production can become low cost, high-speed production. 3D printing
    can especially reduce the need for specialized production equipment, since 3D
    printing can create components within other components, reducing production
    complexity and increasing the speed of assembly tasks. Also, 3D printing can
    generate multiple parts of a product in one location with minimal need for
    manual labor. Thus, 3D printing has the potential to radically change
    manufacturing.”
    Blog Publisher’s final comment about the “paper”:
    Personally, I think the students did a very
    thoughtful, thorough job (with one minor exception!)  This is not to say that I agree with all of
    their predictions, but, all the same, it was an exhaustive process …  and how many of us have taken on such a project?

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    I
    visited myprintsource today and found and downloaded an excellent “white paper”
    from Stratasys on 3D Printing.
    I’d
    suggest you do that as well.
    The
    white paper is very informative and very well written.
    White Paper
    “3D PRINTING
    WITH FDM: How it Works”
    By Joe Hiemenz,
    Stratasys, Inc.
    At the core of each system is Fused Deposition Modeling (FDM). Stratasys
    FDM machines create functional parts by extruding and depositing thermoplastic
    materials in layers.”
    “This guide will
    walk you step by step through the FDM process.”
    Link to download
    this white paper:

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    Several
    months ago, when I attended the IRgA Winter 2013 Board of Directors meeting, I
    suggested to the IRgA Board that it take on the project of convincing the
    Eastern (Regional) Reprographics Association (ERA) to merge with (merge into)
    the IRgA.
    Certainly
    just my opinion, but it makes little sense to have two reprographics industry
    associations in operation, when it is difficult, at best, to get reprographers
    to engage and participate in one reprographics industry association.  And, two can live cheaper than one.
    There were,
    at one time, several “regional” reprographics associations; Western, Mid
    Central, Mid-South, Southeastern and Eastern. (Sorry, but I may have missed a
    couple of them.)  The Southeastern and
    Eastern merged to form the Eastern that remains in existence today. The others
    folded.
    Last August
    1st, when I assumed the role of Managing Director of the IRgA, the
    IRgA converted from “company” to “individual” membership.  On August 1st, the IRgA had around
    230 “individual” members.  On May 31st,
    the day I left the IRgA Managing Director post, the IRgA had 715 individual
    members.   I have no idea how many
    members the ERA has.
    The IRgA has
    over $500,000 in cash and investments, which is what allows the IRgA to carry
    on.  Memberships are free, so there’s no
    revenue from memberships.  There are,
    thankfully, 5 IRgA Sponsors, which helps somewhat, but what’s helped the IRgA
    this past year is a healthy investment climate for the funds the IRgA has invested
    in various types of investments.  I have
    no idea how much money the ERA has, but I suspect that “it ain’t broke”; the
    latter, apparently, was the case with the other regionals that folded.  Combining the financial resources of the IRgA
    and the ERA makes a lot of sense, at least it does to me.
    If you visit
    the ERA web-site (eastrepro.com), there isn’t any current information on the
    ERA web-site, so I kind of wonder, what reason would anyone have to visit the
    ERA web-site? Especially, since Ed Avis, the content provider for the ERA
    web-site is now the Managing Director of the IRgA.
    When I took
    over as Managing Director of the IRgA last summer, I looked at the web-site
    “visitor” statistics and found that, during the six prior months, there were,
    on average, less than 20 log-ins per month. 
    Due to the absence of current information, there wasn’t any reason to
    visit the IRgA web-site. 
    However, for
    some *unknown reason, IRgA web-site visitor activity increased after I took
    over as Managing Director; see table below for the approximate (or exact)
    number of log-ins during the time period I was the Managing Director.  (*Well, I guess web-site visitor activity
    increased because membership increased; after all, the cost of membership was
    reduced to zero!)
    Months
    Year
    Visitor
    Log-ins
    Jan-Jul
    2012
    mo
    avg, prox <20
    Month
    Year
    Visitor
    Log-ins
    Aug
    2012
    prox
    640
    Sep
    2012
    prox
    600
    Oct
    2012
    prox
    800
    Nov
    2012
    prox
    600
    Dec
    2012
    prox
    500
    Jan
    2013
    1,022
    Feb
    2013
    615
    Mar
    2013
    609
    Apr
    2013
    431
    May
    2013
    411
    I believe
    that the number of log-ins increased, substantially over what they had been,
    because we posted “current” content, primarily on the two blogs that we put up
    on the IRgA web-site (Reprographics 101 and the IRgA Member Blog) and because
    the IRgA and Repro 101 conducted a Winter Survey of Reprographers and because
    we published a series known as “Masters of the Reprographics Business.”  Now that Ed Avis has taken over as Managing
    Director of the IRgA and has gone to the trouble of designing a brand new,
    awesome-looking IRgA web-site (IRgA Today), I certainly hope that interest in
    visiting the IRgA web-site will increase over what it was the past year.  You have no idea how hard it is to come up
    with relevant content, especially when few Reprographers care to contribute
    content (or even ideas for content.) 
    But, then again, Ed is an experienced publisher, and I’m positive he can
    do well, if not great.
    Back to the
    idea of the ERA and the IRgA merging together, if it is difficult to get
    industry participants to engage in one industry association (the IRgA), it’s
    even more difficult to get industry participants to engage in two different
    industry associations, especially when one of those associations (the ERA)
    isn’t coming up with relevant content. 
    The ERA held its annual convention and mini-trade show in April in
    Panama City, FL, and, although I’m sure everyone who attended had fun (and
    learned at least something), the fact that people from only about 15
    reprographics companies attended is, to me, a dismal turnout.
    If the IRgA
    and ERA merge, then perhaps that might be an appropriate point in time for the
    IRgA to create regional “reprographer clubs” (pun intended), where
    reprographers within each region get together once or twice a year …. To play
    golf (get it, clubs?) and to discuss business and how things are going.  No regional newsletters, no regional
    web-sites, no regional budgets, just regional get-togethers in a very informal
    setting.
    That’s it
    for my “opinion” column.

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    A bit off topic, but for those of you who are
    following the stock market – – and are heavily invested in stocks – reading Dr.
    John Hussman’s “weekly market comments” would scare the wits out of you.  He is the ultimate contrarian
    (I think “contrarian”
    is the right word.)
    If you are heavily invested in the market,
    Dr. Hussman presents a completely opposite opinion from those who are calling
    for the market to continue higher.
    His latest two weekly market comments are
    below:
    June 3, 2013:  “Following
    the Fed to 50% Flops”
    “One of the most strongly held beliefs of investors here is the notion
    that it is inappropriate to “Fight the Fed” – reflecting the view that Federal
    Reserve easing is sufficient to keep stocks not only elevated, but rising.
    What’s baffling about this is that the last two 50% market declines – both the
    2001-2002 plunge and the 2008-2009 plunge – occurred in environments of
    aggressive, persistent Federal Reserve easing.
    It’s certainly true that favorable monetary conditions are helpful for
    stocks, on average. But that average hides a lot of sins.”
    Link to full article:
    June 10, 2013:  “2009
    vs. 2013”
    “Let’s begin with a reminder of where we are in the market cycle. At
    present, the stock market is in a mature, heavily bullish, overbought,
    overvalued bull market advance, near a multi-year high in the S&P 500, with
    consumer confidence at similar multi-year highs, with the broad perception that
    downside risk is insignificant, and that “tail risk” has been eliminated. This
    is a dangerous place to be, because it is precisely where risk aversion is
    scarce and hated most by investors, and where risk aversion is most likely to
    be rewarded in the future.”
    Link to full article:

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    In May, when Reprographics 101 was being published on the
    IRgA web-site, I posted a note about Fuji Xerox’s launch of its “Docuwide C842
    Wide-Format Printer”.
    I think I failed to mention that this new printer from Fuji
    Xerox is based on Memjet printing technology – – – very, very fast print-output
    speed.
    I just found this article from an Australian web-site.  (see below).
    Anyway, to go a bit further, on March 1, 2011,
    Reprographics 101 broke the news that Xerox (USA) was exiting the wide-format
    imaging equipment business in the United States.
    With the launch of this new, incredibly fast printer, is
    there the chance that Xerox in the U.S. will resume offering wide-format
    equipment in the United States?  If not,
    then how will Reprographers in the U.S. be able to acquire this new Fuji Xerox
    wide-format printer?
    And, when’s OCE’s Memjet-powered “Velocity” going to hit
    the market?
    FUJI XEROX AUSTRALIA LAUNCHES
    MEMJET-BASED DOCUWIDE C842 WIDE-FORMAT PRINTER
    Fuji
    Xerox Australia is launching the Memjet-based DocuWide C842, calling it the
    fastest wide-format printer currently available in the market, with print
    speeds rated at up to 152.4 mm per second, and with printing on media up to
    1,067 mm (42″) wide. 
    The DocuWide C842
    is designed for applications in design, advertising, manufacturing,
    construction, engineering, and other sectors that require fast turnarounds with
    added variable data inputs. The full-color inkjet DocuWide C842 uses five
    stationary Memjet page-wide print heads arranged and fixed in a zigzag
    formation. These print heads simultaneously produce jets of four color inks
    (CMYK) to enable one-pass printing.
    According
    to Fuji Xerox, the DocuWide C842′s output speed is fast enough to cover (in
    square metres):
                A standard doubles tennis court
    (260.87 sqm) in under 50 minutes.
                An Olympic-sized swimming pool (1250
    sqm) in just over 4 hours.
                An average Australian home (230 sqm)
    in 41 minutes.
                90 x regulation billiard tables
    (328.5 sqm in total) in 1 hour.
                An A0 sheet of paper in 8.6 seconds,
    and an A1 sheet of paper in 4.9 seconds.
    Resolution
    is 1,600 x 1,600 dpi, and the printer incorporates a newly developed ink
    circulating system that’s said to eliminate air bubbles and impurities.
    The
    DocuWide C842 can also print on media up to five metres long, making it
    suitable for applications such as printing exhibition signage, in-store
    displays, posters, illustrations, perspective drawings, technical document
    texts and photographs.
    Paper
    is supplied via four rolls, paper direction or rotation is automatically
    adjusted, and the printer prints on both uncoated and coated media. Users can
    also print sample prints in an ink-saving mode. 
    One of
    the first customers for the DocuWide C842 is Pegasus Print Group. Wayne
    Finkelde, CEO of Pegasus Print Grouop, reported, “We were thrilled when Fuji
    Xerox Australia invited Pegasus Print Group to participate in an early customer
    acceptance testing program. The DocuWide C842 has delivered significant
    improvements and new opportunities in our business. We have seen processes
    streamlined and turnaround times greatly reduced. This technology has the
    potential to create new markets and create value for our customers  In
    fact, we can already see the benefits for our customers and the new markets we
    can now serve.

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    Oh my, I
    could not resist posting this one!
    What appears
    below is only the beginning of this article, but the portion I’ve put up
    In this
    blog-post is, I think, sufficient to get the message across.
    The article
    was authored by a CPA and is intended for CPA’s.  But, think of this article in terms of your
    business – raising prices to your clients; does it make sense for you to do
    what this author says?  If you tried it,
    would it be successful?  (If you use a
    CPA firm, don’t be surprised if your rates go up this year; your CPA may have
    read this article!)
    “How to raise the rates you charge clients”
    You should be billing
    what you’re worth — and raising prices isn’t
    as hard as you might
    think.
    June 10, 2013
By David W. Cottle, CPA
    Editor’s note: This column is an excerpt from the
    book Bill What You’re
    Worth
    , by David W. Cottle, CPA.
    Suppose
    after performing the analyses in chapter 2, “How Much Do You Really Earn?,” you
    decide your prices are too low. (Note that although this book uses the phrase
    “raise price,” when you discuss prices with clients, you never “raise” prices,
    you always “adjust” prices.) So, how do you raise them? You raise prices by
    raising prices.
    Example: You charged Tina Taxpayer $565 last year, and you think she
    should pay $700 this year. Just do the work, and invoice her $700. That’s only
    about a 24 percent increase. Most people have no problem with increases of less
    than 25 percent to 30 percent.
    Example: You charged Clark Client $475 last year, but, after reading this
    book and looking back at the value of what you did, you think you should have
    charged $750.
    If
    Clark’s past record holds, this year will be even more complicated, perhaps to
    a fair price of $800 or more.
    After
    Clark brings in his information this year, but before you start work on it, you
    say, “Clark, I went back and looked at what we charged you last year, and I
    realize that we should have charged you $750 for the work we did. Also, we have
    made some adjustments to our prices since last year. This year, it looks like
    the price for your return will be about $800, assuming it is no more
    complicated than last year. If it is more complicated, the price may be higher.
    Because this is significantly higher than we have charged you in the past, I
    wanted you to know about this price adjustment before we started work.”
    If
    Clark has a problem with a $750 or $800 price, it is better for you to find out
    before doing the work. This gives him the opportunity to take his business
    elsewhere and gives you the opportunity to stop working for less than you are
    worth. It’s as simple as that.
    Do
    you have to ask permission from most of your clients? No. Do you have to notify
    your clients? No. Just do it. Just go into your time-keeping system and raise
    your chargeout rates to whatever you feel is fair—even if you don’t discuss the
    concepts in this book with your billers.