Connected Fall 2014

VISUAL MEDIA ALLIANCE

05Feature: Marketing Strategies Integrate Media

imarketingSF keynotes rock

08Feature: VMA Health Offerings Are Outstanding Choices

Q&A on health plan renewals

10Expert Column:Strategic Selling

Are You Still With It?

12Expert Column: Government Affairs

Tips to Save You Money and Avoid Trouble

13Expert Column:Human Resources

5 Tips to Stay Out of Trouble

THE CONTENTS

FALL 2014

THE RESPONSIVEEXPERIENCEDESIGNING WEBSITES FOR MULTIPLE SCREENS

Q4-Connected_FINAL.indd 1 9/25/14 9:53 AM

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BOARD ROSTER:CHAIRMANFrank Parks, Parks Printing

1ST VICE CHAIRMANJohn Crammer, Best Label Company

IMMEDIATE PAST CHAIRMANJack Emerian, ValPrint

BOARD MEMBERS:

STAFF ROSTER:PRESIDENTDan Nelson

DIRECTOR MEMBER SERVICESJim Frey

DIRECTOR MEMBER PROGRAMSLaura Vargas

DIRECTOR EDUCATIONBarbara Silverman

DIRECTOR COMMUNICATIONSMay Suen

PROGRAM ADMINISTRATORSDiane Gong, Gabrielle Disario

MEMBERSHIP SALESShannon Wolford

FINANCIAL MANAGEREmily Gotladera

ACCOUNTING SPECIALIST Maria Salita

VICE PRESIDENT INSURANCE SERVICESDavid Katz

INSURANCE CUSTOMERSERVICE REPRESENTATIVES Renee Prescott, Crystal Carlson, Lena Nelson, Sue Benavente

DIRECTOR SUPPLEMENTAL BENEFITSGreg Golin

DIRECTOR GOVERNMENT AFFAIRSGerry Bonetto

HUMAN RESOURCE SPECIALISTS Richard Lord, Doug Moore

EDITORNoel Jeffrey

ON THE COVER:Brian Wood leading a workshop on Responsive Website Design at VMA’s Constructive Cocktails at Maggiano’s Restaurant on Santana Row in San Jose on September 9.

Pat BeldingBelding Associates

Chris CullenConsultantIan FlynnDirect Response ImagingArnold GreenfieldEx OfficioTrilby ParkerRosetta/Publicis Groupe

Nicki RiedelBlack & White DesignColeen SchoenheideLahlouhChris ShadixBelAire DisplaysCindy SonnenbergK/P CorporationStephen SprinkelSprinkel Media Network

MUSEUM NIGHTMid-Century Modern Design Tour and Kit Hinrichs on Paul RandThis sold out event held on June 26 at the Contemporary Jewish Museum in San Francisco featured an exclusive private tour led by two docents on the latest special exhibit “Mid-Century Modern Design” with a wine and cheese reception, followed by the CJM’s Lectures + Gallery Talk with Kit Hinrichs, “Infl uences: Paul Rand and the Mid-Century Modernists.” Kit’s talk included his personal anecdotes working among famed designers Paul Rand, George Tscherny, Leo Lionni, Lou Danziger and Saul Bass.

VMA EVENTS RECAP

Brian Wood leads a workshop showcasing new tools with Adobe Edge on how to create Responsive Website Design suitable for multiple screens including desktops, mobile, tablets and more at Maggiano’s Restaurant on Santana Row in San Jose on Sept. 9.in San Jose on Sept. 9.

CONSTRUCTIVE COCKTAILS: Responsive Website Design


VISUAL MEDIA ALLIANCE | CONNECTED | FALL 2014 3

CREATIVE LEADERSHIP SALON with Peleg TopPeleg Top’s Creative Leader Salon titled “How to Be a Better Leader” was held on July 23 at the South Beach Harbor Community Room in San Francisco. This workshop allowed participants to discover newfound ways to kickstart their success. Commerce Printing, our event sponsor, created customized notebooks for our guests.

APPALOOZA: Web Mobile UXThis VMA sponsored event led by Sally Cox, kreatable.com and organizer for the Creative Cloud User Group of San Jose, held at Pivotal Labs in San Francisco on July 19 drew over 100 attendees to learn about the web, mobile and user experience at this western-themed event which also included a costume competition.

Phot

ogra

phy

by M

ay S

uen

Barbara Silverman presented $25 Amazon gift certifi cates to our two raffl e winners.

Left to Right: Speakers Michael Clawson, Tom Green, Jim Babbage, Chana Messer, David Hogue, Doug Winnie and Kelly McCathran

Barbara Silverman presented $25 Amazon gift certifi cates to our two raffl e winners.


VISUAL MEDIA ALLIANCE | CONNECTED | FALL 20144 VISUAL MEDIA ALLIANCE | CONNECTED | FALL 20144

Places to be. Things to do. People to see.

UPCOMINGVMA EVENTS

2014 VMA Golf TournamentOCT. 6 • 11AM-7PM • Crystal Springs Golf Club • BurlingameThe golf tournament includes BBQ lunch, shotgun start, golf cart and green fees, beverages and various treats from sponsors along the course and a cocktail afterparty with awards and raffl e prizes. Cost: Individual $130 Foursome $520 Info: vma.bz

PIBT Health Benefits Fair FREEOCT. 7 • 8:15AM-12PM • Crowne Plaza • Foster CityThis event will better assist you in selecting the most convenient plans to offer your employees in 2015. Speak one-on-one with the carriers and meet with the VMA and PIBT staff to have your questions answered. RSVP: Lena Nelson at [email protected] or call 1-800-659-3363 Info: vma.bz

imarketingSF ConferenceNOV. 5 • 10AM-7:30PM • Contemporary Jewish Museum • SFFull day event including keynotes, seminars (Google, Frog Design, Organic, Metaio, 900lbs of Creative, Eat My Words, Moquin Press, Optimizely), roundtable lunch, exhibitors and evening networking party. VMA members save $50. Please visit imarketingsf.com. See page 5 for more information.

Women in Business LuncheonDEC. 4 • 11:00AM-2:00PM • SF City Club • SFNetwork and connect with like-minded successful women and discover new ways to enrich, empower and develop your personal and professional life over lunch. Please visit vma.bz for updates on guest speaker and pricing.

CHECK EACH BOX AS A GUIDE:� Name correct? � Address correct? � Phone # correct? � Ad copy correct? � Offer correct, if any?

EMAIL BACK TO: [email protected]

• Look over your project and check for errors; spelling, address, telephone number’s, copy or content. Process magazine is not responsible for typos or incorrect information.

• Sign this page and email it back to Process magazine.

• Any changes from this point forward may cost you in time and materials.

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Mark Your 2015 Calendars for the Showcase AwardsEnter your best print production,

cross-media, marketing, or design in the 18th Annual Showcase Awards.

JAN. 26MAR. 16JUN. 04

vmashowcase.com

2014 VMA Showcase Award Winners Booklet enclosed with the Fall 2014

Connected.

Call for Entries Deadline Awards Show


VISUAL MEDIA ALLIANCE | CONNECTED | FALL 2014 5VISUAL MEDIA ALLIANCE | CONNECTED | FALL 2014 5

On November 5 the inaugural Integrated MarketingSF Conference takes place at the Contemporary Jewish Museum in downtown San Francisco. This all-day event

is the premier event for advertising, marketing, design and creative professionals looking to move their digital strategies forward across all media. From Experiential Marketing to Mobile App development and Marketing Automation Systems, imarketingSF focuses on what this vital audience wants to know now.

Two keynotes, morning and afternoon, will energize their audiences. Steve Deitz, president and creative director of Dallas-based experiential design studio, 900lbs of Creative, opens the day with his keynote on “Experiential Marketing: The Tech-Fueled Future!”

“If your goal is brand engagement, make it about your audience and strive to diff erentiate yourself in a memorable way,” he says.

Steve will discuss eff ective ways of applying diff erent types of motion-tracking with the Kinect, Leap and infrared. He’ll discuss his use of augmented reality and virtual reality with the Oculus Rift. The Oculus Rift is a new virtual reality headset that lets players step inside their favorite games and virtual worlds. And, he will talk about his work with projection mapping and many other creative combinations of technology.

Steve uses technology as a canvas and tool. Whether it be an event or an interactive installation exhibit, every project is diff erent and the R&D involved is part of the fun. Among other attributes, Steve is a self-described nerd. The marketing world is shifting and evolving at an exponential rate, so sit back and prepare to nerd it out with Steve!

What’s In a Name?Alexandra Watkins, founder of Eat My Words, jump starts the afternoon. Her topic, “Breaking the Rules: True Tales of Brazen Ingenuity,” fi ts with her uncommon talent for inventing unconventional names. Author of the just-released book, Hello, My Name is Awesome… How to Create Brand Names That Stick, Alexandra is a leading and outspoken authority on brand names with buzz. A winner of the Make Mine a Million $ Business program sponsored by American Express, she has turned her passion for naming things into a thriving company, Eat My Words.

Alexandra fi rst got hooked on naming when Gap hired her to create cheeky names for their fi rst line of body care products. Soon after, she broke into the business by talking her way into Landor

via a Match.com date. With her fresh, unconventional naming style, Alexandra soon became a go-to resource for countless branding and naming fi rms around the country. And Landor sent her enough business to open her own fi rm. Since then, she’s generated thousands of names for snacks, software, sunscreen, social networking sites, sportswear, shoes, sugar scrubs, serums and seafood. (And that’s just the S’s!) She’s also named lots of things that make you fat and drunk including a nationally recognized bacon cheeseburger (which ironically, must remain nameless).

Seminars will focus on the benefi ts of integrated-media marketing, with speakers exploring the latest techniques and strategies for integrated marketing and engaging in thought-provoking discussions about industry trends. Attendees will learn about marketing strategies that span mobile, video, display, search, print and social platforms. Partial list of speakers includes representatives from Google, AKQA, Metaio, Uber and Optimizely. An evening trade show and reception complete the agenda. This is a day worth doing.

www.imarketingsf.com

Mobile, Video, Display, Search, Print, Social

MARKETING STRATEGIES INTEGRATE MEDIA

SUCCESS INMARKETING + BRANDING ACROSS ALL MEDIA

NOVEMBER 5, 201410AM-7:30PMCONTEMPORARY JEWISH MUSEUM736 MISSION STREETSAN FRANCISCO

KEYNOTES • SEMINARS • ROUNDTABLE LUNCHEONEXHIBITS • EVENING NETWORKING PARTY • MORE

ALEXANDRA WATKINSFounderEat My Words

STEVE DIETZCEO & Creative Director900lbs of Creative

INTEGRATED MARKETING SF 2014



Cooking Up Business4wDesign, San Rafael, presents an interactive website that does more than highlight projects, although it does that very well. Owner Ellen Tobe keeps an updated and visual blog about projects and more. She also invites visitors to download a PDF of her grandmother’s recipes. www.4wdesign.com.

Super Trays for Super FoodsMonterey Mushrooms takes social responsibility seriously. The company was eager to improve its brand identity and say goodbye to the ubiquitous Styrofoam trays that mushrooms had been packaged in for years. Everett Graphics, Oakland, worked with them to create a moisture-resistant barrier to add to recyclable paperboard. As a result, Everett received the Paperboard Packaging Council’s 2012 Eco Excellence Award, and Monterey Mushrooms was awarded with the Produce Marketing Association’s 2012 Impact Award for Excellence in Packaging. In addition, the new packaging has kept 3,012 Styrofoam trays (as of

August 11) out of landfills each year. The tally continues in

real time on the website. Check

it out. http://everettgraphics.com/projects/

monterey-mushrooms

Going Wide—Really WideDome Printing, Sacramento, has installed a pair of 3.2-meter wide EFI VUTEk printing systems, the VUTEk HS100 Pro UV inkjet press and VUTEk GS3250LX Pro LED inkjet printer. The company, a long-time user of EFI’s MIS workflow software products, is effectively and efficiently expanding its superwide format graphics business offerings with these new purchases. Both machines are hybrid format devices that can print work on rigid substrates as well as banners, billboards and other graphics printed on flexible roll media. The company also acquired an Esko cutting table for finishing flatbed-printed graphics jobs.

“We grew 20% last year and expect that same level of growth this year,” said CEO Tim Poole. “Part of that is attributable to the technology solutions we offer customers, but we are seeing the VUTEk business growing by leaps and bounds as well.” www.domeprinting.com

Branding for FoodiesNoise 13 Design, San Francisco, is the designer of record for VMA’s upcoming imarketingSF Conference on November 5. Recently the company partnered with Eat Drink SF for the third year in a row. Maintaining their position as THE foodie event, EDSF celebrates tastes and flavors from the Bay Area’s most innovative chefs, mixologists, brewers and wine experts. This year, Noise 13 contributed a complete brand redesign, as Eat Drink SF was formerly SF Chefs. They handled brand design and management, digital and print ad design, as well as event signage, awesome t-shirts…the list goes on. See more at: http://noise13.com/eat-drink-sf-be-merry/

Have an idea?We have a solution!SHEET FED | HEATSET WEB | OPEN WEB | DIGITALWIDE FORMAT | BANNERS | MAILING SERVICES

916.442.8100 | www.commerceprinting.com

MEMBER NEWS CHANGES, ACTIVITIES



BY NOEL JEFFREY

VMA HEALTH OFFERINGS ARE

Outstanding Choices

With health insurance renewals for 2015 just around the corner, Connected asked David Katz, VMA’s Vice President, VMA Insurance Services, a few questions that are vital to member companies and their employees.

VMA HEALTH VMA HEALTH

Q: Should we expect signifi cant rate increases this year?

A: Although in general costs for employers will most likely rise in the single digits, some employees will actually see a decrease in costs. Under the Aff ordable Health Care Act, (ACA) older employees cannot pay more than three times the amount of younger employees. This is called the 3 to 1 rule. For example, if the premium for 28-year olds is $200, then older employees cannot pay more the $600 for their premiums.

The result of the 3 to 1 rule is that younger employees will pay more and have a larger rate increase. Conversely, older employees will see a reduction in some cases or a softer rate increase.

The VMA staff has started to pencil out the financial impact to individual member companies and will provide spreadsheets detailing the rates as well as plan options and benefit changes. As always we encourage members to contact us for questions and consultation.

Q: Are VMA’s off erings a better choice for my employees than plans off ered from Covered Cali-fornia (the state exchange)?

A: Covered California or the Health Exchange provides coverage under what they term the “metal plans.” The plans are called the Platinum, Gold, Silver and Bronze depending on the level of benefi ts. These plans among many other plan options are provided within the PIBT (Printing Industries Benefi t Trust) Program. (See PostScript)

Q: Can we still mix and match plans as we have in the past?

A: Yes. One of the biggest advantages members have through PIBT is the ability to mix and match diff erent health plans to fi t the individual employee and their family’s needs. This also provides the employer the ability to control costs by setting a base dollar contribution amount. Employers can set the level of contribution and employees

can “buy up” to richer plan designs if they so choose. Employers can deduct the additional amount through payroll deduction on a pre-tax basis through a Section 125 plan. (If members do not have this set up, VMA can provide the documentation to implement a Section 125 plan.)

Q: What’s the most important thing you’d like members to know about VMA’s insurance programs?

A: In addition to off ering a wide selection of health plan options, and the ability to mix and match plans with diff erent insurance carriers, VMA participants take advantage of reducing their administrative burden through our consolidated billing for all benefi ts, one form for eligibility and COBRA administration at no additional cost.

Members and their employees’ servicing needs are taken care of by a group of dedicated people with extensive health care experience both in Los Angeles as well as our local offi ce in San Francisco. I see fi rsthand the high quality of service that the PIBT team in LA provides to our members. Here at VMA our own team of Lena Nelson and Sue Benavente do an outstanding job of trying to fulfi ll the needs and wants of our members.

POSTSCRIPTACA Caution. In June, PIASC published the following words of caution that any company considering ending their medical plan and advising employees to go to Covered California but o� ering to give the employees money instead of benefi ts should know. There are real tax consequences to both employer and employee.

Any money given in this way is taxable pay to the employee (the employer contribution for medical insurance is not). As a result, the employer will pay FICA, UI Tax and Workers’ Comp premiums on the payment and the employee will pay FICA, SDI and income tax (state and federal) as well.

The net result is that as little as 60% will be left for the employee. Also, because the employer no longer has a health plan, a Section 125 plan cannot be used to shelter the premiums that the employee must pay to Covered California. In addition, the employees may fi nd that the coverages available from Covered California are more limited than they formerly had. One fi nal point is that if the payment is given to hourly employees, it changes their “regular rate of pay” and thus their basis for overtime.


Concept • PrintingConverting • Fulfillment

2526 Wood Street, Oakland, CA 94607ph (510) 452-5419 fx (510) 452-4411

[email protected] goldenwestenvelope.comCirca 1972: Photography by Ray Mazur

CheCk eaCh box as a guide:❑ Name correct? ❑ address correct? ❑ Phone # correct? ❑ ad copy correct? ❑ offer correct, if any?

email baCk to: [email protected]

• look over your project and check for errors; spelling, address, telephone number’s, copy or content. Process magazine is not responsible for typos or incorrect information.

• sign this page and email it back to Process magazine.

• any changes from this point forward may cost you in time and materials.


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Lawson Drayage, Inc. M a c h i n e r y M o v i n g , R i g g i n g &H e a v y T r a n s p o r t a t i o n f o r A n y I n d u s t r y

Industry trusted PrIntIng & LabeLIng equIPment mover for over 50 years!> Machinery Moving and Rigging> Facility Relocation> Storage and Warehousing> Pier Pick Up and Delivery> Crating & Special Packaging of Machinery & Equipment

san francIscobay area3402 Enterprise AvenueHayward, CA 94545Phone: 510-785-5100Fax: 510-785-8156

Online: www.lawsoninc.com | Email: [email protected]

sacramento &san JoaquInvaLLeys9900 Kent StreetElk Grove, CA 95624Phone: 916-686-2600Fax: 916-686-2601

CheCk eaCh box as a guide:❑ Name correct? ❑ Address correct? ❑ Phone # correct? ❑ Ad copy correct? ❑ Offer correct, if any?

ad approval:❑ Ad approved as is

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❑ Re-Proof after corrections are madeFax Back To: (480) 966-4133

Authorized Signature: Date:

•Lookoveryourprojectandcheckforerrors;spelling,address,telephone#’s,copyorcontent.SouthwestGraphicsisnotresponsiblefortyposorincorrectinformation.

•SignthispageandfaxitbacktoSouthwestGraphics.

•AnyChangesfromthispointforwardmaycostyouintimeandmaterials.

•SouthwestGraphicsCannotprocessyourjobuntilreceiptofSign-Off.

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T h e B e s t P r a c t i c e s C o n f e r e n c e f o r S e l l i n g ,

I m p l e m e n t i n g & P r o d u c i n g

D i g i t a l P r i n t i n g & M a r k e t i n g S o l u t i o n s

Hands-on sessions & workshops Selling digital printing & marketing

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Networking, socializing & fun Peers and industry leaders Key vendor visionaries Everything Las Vegas has to offer

$100 off with promo code Connected15

the conference for digital print and

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T h e B e s t P r a c t i c e s C o n f e r e n c e f o r S e l l i n g ,

I m p l e m e n t i n g & P r o d u c i n g

D i g i t a l P r i n t i n g & M a r k e t i n g S o l u t i o n s

Hands-on sessions & workshops Selling digital printing & marketing

services using storytelling Implementing marketing services and

digital printing portal solutions Reengineering production workflows

Networking, socializing & fun Peers and industry leaders Key vendor visionaries Everything Las Vegas has to offer

$100 off with promo code Connected15

the conference for digital print and

marketing services providers who learn more by doing than

by just listening

CheCk eaCh box as a guide:❑ Name correct? ❑ address correct? ❑ Phone # correct? ❑ ad copy correct? ❑ offer correct, if any?

email baCk to: [email protected]

• look over your project and check for errors; spelling, address, telephone number’s, copy or content. Process magazine is not responsible for typos or incorrect information.

• sign this page and email it back to Process magazine.

• any changes from this point forward may cost you in time and materials.


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High speed bindings Perfect /Saddle Stitch-Loop and Standard Wire-O /Plastic Spiral /Metal Spiral /Comb

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Contact 510.234.7707 tel 510.235.6606 fax

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© 2012 Ricoh Americas Corporation. Ricoh® and the Ricoh logo are registered trademarks of Ricoh Company, Ltd. All other trademarks are the property of their respective owners.


CUPRDPRP-14-001_ASIZE_CHORMATIC.indd7-1-2014 5:21 PM Lauren Moise / Lauren Moise

1

JobClientMedia TypeLiveTrimBleedPubs

CUPRDPRP-14-001_A_CHROMATICCanonPrint7” x 10”7.875” x 10.875”8.875” x 11.375”Quick PrintingDigital Publishing SolutionsNAPLPine ( cover 4 )PIA San Fran

Job info

None

Notes

Art DirectorCopywriterAccount MgrStudio ArtistProofreader

Daniel ThanerNoneAngelene PadavanoLauren MoiseNone

Approvals

FontsWhitney HTF (SemiBold Italic, SemiBold, Book, Light, Bold), Adobe Garamond Pro (Italic, Bold Italic), Myriad Pro (Italic)

Images237951_01d_SHOT_02_B_71_swop3v2.tif (CMYK; 911 ppi; 32.92%), 237953_01g_SHOT_03_A_V2_273_swop3v2.tif (CMYK; 650 ppi; 46.11%), Canon_Logo_Red.ai (69.78%), enabling_creativity-06_WHITEred-01-01.eps (13.59%)

Inks Cyan, Magenta, Yellow, Black

Fonts & Images

Saved at 100%from nyc03lmoise by Printed At

UNLEASHTHE FULL POWER

OF PRINT.

We started to think of ourselves as a marketing company, not just a

printer...and Canon helped us make it happen.

“

”MIKE SEVIGNYPresident of Chromatic Lithographers

©2014 Canon U.S.A., Inc. All Rights Reserved. Canon is a registered trademark of Canon Inc. in the United States and may also be a registered trademark or trademarks in other countries.Apple and Magic Mouse are trademarks of Apple Inc., registered in the U.S. and other countries.

PRODUCTION SOLUTIONS

Today’s world of print is constantly changing, creating new

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Fortunately, you have more to offer your clients than ink on

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Go beyond printing at:

usa.canon.com/enablingcreativity

S:7”S:10”

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B:8.875”B:11.375”

244521_01a_CUPRDPRP-14-001_ASIZE_CHORMATIC.indd 1 7/14/14 5:51 PM


INTRODUCING

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K. Wilson & Company is a team of experts with a depth of experience unparalleled in the industry. Whether it is choosing the right equipment, making components of different manufacturers work together harmoniously, or keeping your equipment fresh and up to date with proper parts & service, K. Wilson & Company is here to help you in every way.

For over 60 years K. Wilson & Company has been the leader in innovative print and finishing systems, not only because of their in-depth knowledge in the vast array of equipment today but also their commitment to integrity in all of the relationships they have built over time. Their experience and knoweldge in the areas of product lines, service, and parts will save both time and money resulting in their customers being confident that everything will be done right the first time.

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STORY | LESLIE GROENE

LESLIE GROENELeslie Groene is one of the coaching superstars in the world of corporate sales as well as a business development trainer, executive consultant and author. Her background is in the paper and printing industries as a sales rep and sales manager. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book “Picture Yourself & the Life You Want” and is a nationally-renowned motivational speaker. To purchase her book or contact her please go to www.GroeneConsulting.com. Here is the link to her e-newsletter, http://www.groeneconsulting.com/Newsletter/2014.08/

Are You Still With It? Review Selling Best Practices

Prospect SometimeSalespeople across all industries and experience levels ask me this question: What is the best time to make prospecting calls? The reason they ask is because they are trying to avoid making the calls so they can use the best time as the excuse. The best time to make a call is any time you will actually make the call! Prospecting is the most important activity in sales. It is also frustrating and uncomfortable. No matter how much you wish it to be different, the vast majority of your calls will go to voice mail, you will deal with rude gatekeepers and you will often catch prospects at the worst possible time in their day. That is life in the sales world. And despite the ongoing fantasy that there is some magical time when prospects will welcome your call with a kind voice and an open mind, nothing will change this fact.

STRATEGIC SELLING

Phone a FriendBeing a business development sales rep can be challenging and sometimes overwhelming. When you need an encouraging word to stick it out and stay in the game (you can’t play or win if you’re not in the game) have a friend or colleague you trust give you a reality check or pep talk. Sometimes we need to “phone a friend” who understands the complexities of a relationship sales career. It is crucial that we surround ourselves with strong mentors and supportive colleagues.

Refreshment DeliveryHow about a bagel, donut or coffee delivery to help build relationships? We have all been in environments where there are snacks and everyone comes to that area to enjoy a treat. Use this to celebrate a small holiday, thank a client, meet new contacts, and at the same time you can leave a snappy, relevant sample or compelling case study. Make the effort to go see your clients in person.

Getting Ready or Getting Busy?In sales, there are getting-ready activities, and there are getting-busy activities. Unfortunately, too many salespeople (one in four) are getting ready to get ready. There is a time to get ready and a time to get busy. Getting ready is planning, preparation, and rehearsal. Too much getting ready and you’re procrastinating, which is really avoidance behavior. These are the people who stare down the gunsight of life but rarely pull the trigger. Getting ready is important, but getting busy is imperative to your success. You have to be willing to pick up the phone, go out and visit a client and continue to build relationships.

Manage the Relationship not the Project As we try to sell more solutions to current clients, we must remember to make sure that the relationships are still intact. I find some salespeople focus on the project and do not pay attention to the client’s needs and concerns. As relationship salespeople, the relationship is the most important part of the process. What Time Do You Open for Business? A couple of weeks ago, I went to a high end store to purchase a product and arrived a few minutes before it opened. The store signage indicated that it opened at 11:00 a.m. and as we waited out front I noticed that there was a company meeting being conducted inside. Well, as we waited outside with a couple more customers, they continued the meeting for another five minutes—well past the posted opening time at which point we left to purchase our item from a competitor. This has also happened to me at a large national bank where I waited at the door past their posted opening time while they conducted an internal meeting. In both instances the employees inside could readily see that there were customers waiting outside.

VISUAL MEDIA ALLIANCE | CONNECTED | FALL 201410



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STORY | BY GERRY BONETTO

Tips to Help You Save Money and Avoid Trouble

GOVERNMENT AFFAIRS

GERRY BONETTO

Gerry Bonetto is the government affairs director for Visual Media Alliance. If you have questions about any of these items, call 800-659-3363 or 415-243-8126. You may also email him at [email protected]


Packaging Material Break Bubble pack, Styrofoam pellets, formed in place Styrofoam sponges, tape and other

devices to close containers, and non-returnable pallets are considered packing materials. They may be purchased for resale if sold to persons

who are also the sellers of the property shipped, because the materials become part of

nonreturnable containers which are resold with the property shipped.

New Health Savings LimitsHealth Savings Accounts (HSAs)

are pre-tax accounts available to individuals covered under a

high-deductible health plan. For calendar year 2015, a high-deductible health plan

is defi ned as a health plan with an annual deductible that is not less than $1,300 for self-only coverage or $2,600 for family coverage. This is an increase from 2014 ($1,250 for self only; $2,500 for family).

The annual limits for HSA contributions for 2015 are as follows: $3,350 for individuals with self-only coverage (an increase of $50 from 2014); and $6,650 for family coverage (an increase of $100 from 2014).

New Employee Posting RequiredBeginning July 2014, employers are required to post a new employment notice regarding the state’s minimum wage. The posting shows a $9.00 per hour wage. If you bought a 2014 All-in-One poster from VMA, that poster already has the offi cial notice. If not, you can download the notice at https://www.dir.ca.gov/iwc/MW-2014.pdf.

New Website Includes All Things GovernmentPIC has launched a new website, bringing together, in one place, information, tools, and other material on regulatory compliance, trends in industry and governmental advocacy. This website is maintained by PIC—the industry’s government aff airs offi ce—for Visual Media Alliance, Printing Industries of San Diego and Printing Industries of Southern California. Material is grouped into fi ve categories:

• Business/Technical• Environmental• Human Resources

• Safety • Sales TaxEach category is further divided by subject matter

(e.g., under Human Resources there are twelve sub-categories, such as pre-employment, employment, sample employee handbook, required postings and brochures and terminations).

The “Get Involved” section is where members can respond to a “call to action” from your association, enabling them to email their representatives a form letter prepared by PIC staff on proposed legislation that could impact the graphic arts industry in either a positive or negative way.

Members will be able to easily access all of these tools at www.pic-gov.org.

Sales Tax ExemptionBeginning July 1, 2014 through December 31, 2016, California has exempted the purchase of machinery used in the manufacturing process and for research and development from a part of the state portion of the sales tax reducing the tax rate by 4.1875%. From January 1, 2017 through June 30, 2022, the reduction is 3.9375%. To obtain this tax relief you must give the seller of the machinery an exemption certifi cate. This form is in our new Graphic Arts Resource Center at www.pic-gov.org and can be downloaded from there. The relief is also available for capital leases beginning on or after July 1, 2014 through July 1, 2022.

Patent TrollsBecause of opposition from special interests ranging from Google to the trial lawyers, Congress failed to enact legislation to rein in the patent trolls. Since almost all of the demands made against printers involve things that emanate from software or hardware that the printer has purchased from a supplier, it should be the supplier’s problem. Because of the prevalence of the patent troll threat, it’s imperative that when you buy something new, the purchase agreement include indemnifi cation from the cost of claims that the system infringes someone’s patent. The good news is that we have had several suppliers come to the plate on this to protect their customer’s interests. But, you can’t expect this unless you have it in writing as part of the sales contract. If you need help on this or receive a demand letter from a patent troll get in touch with Dan Nelson at VMA.


STORY | BY DOUG MOORE

Five Ways to Stay Out of Trouble

HUMAN RESOURCES

DOUGLAS MOORE

Douglas Moore is the human relations specialist for Visual Media Alliance. Responsible for counseling on human resources matters, Doug designs and conducts training on sexual harassment, discrimination, retaliation prevention, and wage and hour compliance. He also teaches supervisory and management skills for the industry. Reach Doug at [email protected] or 800-659-3363.

Social Media User Names and PasswordsAssembly Bill (AB 1844) prohibits employers from requiring or requesting employees or job applicants to provide user names or passwords for personal social media accounts and from requesting an employee or applicant to divulge personal social media. There are limited exceptions, including an exception relating to employer investigations.

Leave Time as an AccommodationCompanies, with under 50 employees, can make a statement in their handbook regarding the maximum amount of personal medical leave time allowed for an injured or ill employee. Companies with 50 or more employees, covered by FMLA/CFRA, must legally provide 12 weeks of leave time for child bonding, to care for a child, spouse, registered domestic partner (under CFRA), or parent with a serious health condition, or on account of the employee’s own serious health conditions if the employee is otherwise eligible for the leave. Each case of disability leave, whether the company is under or over 50 employees, must be evaluated on its own individual basis in terms of whether extending “further leave time,” beyond the maximum, would

be a required as a reasonable accommodation under California or federal law.

ICE I-9 Audits Employers are required by law to maintain for inspection original Forms I-9 for all current employees. In the case of former employees, retention of Forms I-9 are required for a period of at least three years from the date of hire or for one year after the employee is no longer employed, whichever is longer. ICE agents or auditors conduct an inspection of the Forms I-9 for compliance. When technical or procedural violations are found, an employer is given ten business days to make corrections. An employer may receive a monetary fi ne for all substantive and uncorrected technical violations. Employers determined to have knowingly hired or continued to employ unauthorized workers will be required to cease the unlawful activity, may be fi ned, and in certain situations may be criminally prosecuted. Additionally, an employer found to have knowingly hired or continued to employ unauthorized workers may be subject to debarment by ICE, meaning that the employer will be prevented from participating in future federal contracts and from receiving other government benefi ts.

Vacation Advances Not AdvisedVMA advice is not to give employees vacation advances. This practice brings a high risk of legal liability due to laws governing loans (advances) and proper documentation required in deducting the advanced vacation pay. The penalty, among others, can be up to 30 extra days of pay to an aggrieved employee. With regard to vacation cash outs, a cash out can generally be done without creating a constructive receipt problem (meaning the vacation should have been taxed as earned rather than when used or paid out) when it is done on a mandatory date certain each year. Giving an employee a voluntary cash out option at any time ad hoc will likely result in a constructive receipt problem. In general, we do not advise permitting cash outs.

Ignoring a Tax LevyAn employer would be making a serious mistake to simply ignore a tax levy from the IRS. Any person who receives a levy but fails to honor it faces personal liability under the Internal Revenue Code in the amount of each payment that should have been turned over to the IRS. Thus, the employer who ignores the levy could pay the worker their compensation, as well as have to pay the IRS a second time. In addition the Code creates a second tier “penalty,” up to 200% of the amount that should have been paid to the IRS, if the failure to do so was willful.



NEW MEMBERS

Banner ExpressBanner Express, Sunnyvale, specializes in custom large-format digital printing services on vinyl, textile, mesh, backlit film, magnets, and many other substrates for indoor and outdoor use. We print trade show graphics, banners, posters, car wraps and much more. We have catered to the printing needs for many Fortune 500 companies.Mruduta Mervana 408-830-9900 [email protected]

Beasley Direct MarketingAt Beasley Direct Marketing, direct is all we do. Whether it’s email, web pages, search, collateral, print, direct mail, or all of the above, we never let a project leave our premises without making sure it has the elements in place to get the desired audience to respond. That means a clear offer, persuasively presented, that fits the needs of your target prospect like a glove. But that’s just the beginning. At every stage of the communications process we work to optimize your responses and your lead flow. You get not only a high volume of responses, but responses that are high in quality because responders are predisposed to be hungry for more information on your product or service. The best leads at the best price. It’s a winning combination which has brought us steady (now accelerating) growth for nearly two decades. Contact us and let’s talk about how we can win together. Laurie Beasley [email protected]

BR PrintersBR Printers is a leading provider of digital printing products based in San Jose, with production facilities in Independence, KY , and East Windsor, NJ. The company’s product portfolio includes self-publishing solutions, print-on-demand, short run publications, web-to-print, rebinds & other digital printing solutions.Adam DeMaestri [email protected]

JLOOPJLOOP, Long Beach, was born out of a love for bringing brands to life in a digital world. We are a creative technology and development firm that specializes in creating memorable online experiences. With a house full of uber creatives and developers, we are fixated on bringing together innovative design and advanced technology to create engaging digital partners and drive “human consequence” by inspiring people to take action. We want our work to matter for our clients and their business objectives and for their users. We listen intently to our clients’ purposes—we design but we also fiercely care about the end users having an experience that is meaningful and useful to them. So we’ve been known to support removing features that get in the way of things that we know about users and what they want. This is a value of our experiences and the fact that we care.Lauren Daniels [email protected]

Mode DesignMode Design is an award-winning design studio located in Sacramento. It’s run by Hans Bennewitz, a lover of design, typography and music. Specializing in branding, logo creation, illustration and web design, his work had been featured by HOW and Print magazines, as well as multiple logo lounge books.Hans Bennewitz [email protected]

Petres DesignPetre Spasov is a freelance art director and design consultant based in Orange County, CA. His work has been showcased by several international organizations and publications, including: Communication Arts, HOW magazine, CQ Journal, Hermes Awards, and AIGA OCDA.Petre Spassov [email protected]://petresdesigns.com/




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Rick King Design“Originally founded in 1886, in an empty horse stable in San Francisco, RICK KING DESIGN today employs more than 68,000 associate members in 47 countries and yada, yada, yada...” Actually—never mind that—we’re just a small design studio in Escalon that does good and honest work for a handful of outstanding clients.Richard King [email protected]

Studio BlueStudio Blue Reprographics, Inc. continues to grow with the many technical advances being made in this industry. Our customer base has also grown and become more diverse in the past 46+ years. Competitive pricing has always been of concern to our company but our main goal is, and always has been, to meet the demands of those we serve. Superior equipment, versatility, professional techniques and just plain “good service” are just a few of the characteristics making this a true success story.Bob Barker [email protected]

Stoller Design GroupAt SDG, we think about design from the ground up. That means working closely with our clients to establish objectives and develop powerful design solutions. Our philosophy is simple: listen carefully, think strategically, interpret creatively, and implement effectively. The resulting designs boldly unforgettably speak to our client’s audience. Our projects are fresh, enduring and resonant. We take our work very seriously, but we don’t take ourselves too seriously. We build relationships with our clients that last.Tia Stoller [email protected]


665 3rd Street, Suite 500San Francisco, CA 94107

DO YOU THINK BIG?THINK BIG?THINK BIG

THINK

Large Format Printing • 28” to 54” Presses • Large Format Digital Printing • Prepress/Proofing • Corrugated Products • Packaging Design

CAD Design • Bindery • POP • Die Cutting • Gluing • Laminating • Sheeting • Windowing • Special Coatings • Fulfillment • Promotional Products

THE TRADE SHOP WITH BIG PRESSES DOING BIG JOBS FOR BIG SAVINGS!

CMYK • CMYK • CMYK Tracy CA • Tracy CA • Tracy CA cmykprintandpromotions.com • (209) 229-7230 • [email protected]


Connected Fall 2014

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