BusinessJournal

THE
The Regions Business Publication
September 2011

OF WEST CENTRAL OHIO

Employees are engine behind Perry Corporations success

The unique corporate structure and employee committment to excellence are two traits that defines the success of the Perry Corporation. It is the cement that bonds one employee to another and the company to its customers. Founded in 1965 when Rex Perry moved to Lima from Ft. Wayne, Indiana, to start the company, the Perry Corporation has grown to become one of the largest independently owned business technology distributors in the U.S., with seven locations in two states. The ESOP (employee stock ownership plan) is the cohesiveness that defines the company success, said Sam Dervisevic, Vice-President of Operations. Every employee is an owner and has a vested interest in our success and that of our customers. Only 332 companies in Ohio are organized in this manner. The multifunction and IT infrastructure products the company sells and supports is the foundation for it success. Acquisitions and new technological advances will move the company forward. Document management and workflow solutions, managed print services and managed service provider are the newest endeavors. We are always looking for acquisitions and opportunities with new products to solve the business needs of our clients, added Dervisevic. The education and health care industries is the largest customer base of the Perry Corporation. Konica Minolta is the companys largest vendor. While changes in technology present new opportunities, it is the employees, all 200, that is the engine behind Perry Corporations success. Maintaining and buidling relationships is vital to our success, stated Dave Martz, Account Manager and 9-year employee. The company has an open-door policy, where everyone is willing to help others. If I need to talk with the CEO, his door is always open to me. Cindy Barber, Parts Supervisosr See PERRY, page 11A

The Perry Corporation has seven locations in two states.

Construction Unemployment Lowers to 13.6 Percent in July

The employment numbers easily exceeded expectations and reflected a greater level of economic momentum than has been recently perceived. --ABC Chief Economist Anirban Basu. In a sign of positive news, the nations construction industry added 8,000 jobs last month, accord-

ing to the August 5 employment report by the U.S. Labor Department. Over the past twelve months, the construction industry has added 32,000 jobs, and the unemployment rate now stands at 13.6 percent compared to 15.6 percent in June. The nonresidential building construction sector added 2,100 jobs for the month and 4,900 jobs from See UNEMPLOYMENT, page 7A

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Technology/ Communications 5A-6A Printing & Graphics 8A-10A

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Isofoton to locate in Napoleon

Isofoton, an international solar energy technology company, has chosen Napoleon, Ohio, as the new home for its North American manufacturing facility. Contingent upon State approvals, the Ohio Department of Development (ODOD) will offer assistance of $15.8 million to leverage Isofotons pledged $16.4 million investment in Ohio. This statewide collaboration demonstrates Ohios focus on the strengths of our regions and targeted industries, and utilizes our available resources to enhance Ohios reputation as a leader in the energy sector, stated James A. Leftwich, outgoing director of the ODOD. Making Ohio the base for Isofotons first US footprint, strengthens our States manufacturing supply chain, and creates jobs statewide. According to ODOD, the IsofotonNapoleon factory initially will consist of a 50-megawatt (MW) crystalline silicon PV module assembly line with fully automated REIS technology. Isofoton expects a shortterm ramp-up to a 100 MW assembly line, with plans then to add a 100 MW cell line. The factory will start off creating 121 clean energy manufacturing jobs and ramp up to 330 direct jobs within three operational years. Indirect job creation, a vital part of Isofotons all-Ohio economic development strategy should amount to 1,000 additional jobs beginning in 2012. Isofotons decision to locate its manufacturing facility and its associated jobs in Napoleon represents a significant achievement for the community and is the end result of a strong collaborative effort between State and local business partners, stated Jon Bisher, city manager of Napoleon. We use our community-owned assets to attract and retain businesses that support the economic vitality for the city. As the new home of a solar panel manufacturing facility, Napoleon is once again demonstrating its leadership in terms of clean, renewable energy generation as a component of a balanced energy generation portfolio. American Municipal Power, Inc. (AMP) has agreed to purchase up to 200 MW of made in Ohio solar panels over five years from Isofotons Napoleon factory, which also has been selected by the Turning Point Solar project and American Electric Power (AEP) to supply Napoleon, Ohio-produced photovoltaic panels for 49.9 MW of solar

Isofotons decision to locate its manufacturing facility and its associated jobs in Napoleon represents a significant achievement for the community and is the end result of a strong collaborative effort between State and local business partners
Jon Bisher city manager of Napoleon

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energy to be erected on reclaimed mine lands in rural Appalachia. Isofoton is also working closely with the Toledo Port Authority on made in Ohio PV panels for solar energy projects. One of the goals of solar development was to create jobs in local communities, and this project represents one of the initial steps in achieving that goal, stated Marc Gerken, See ISOFOTON, page 3A

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Isofoton

(Continued from page 2A) strong home industrial base plan, creating a complete, end-to-end, all local market cycle, where inputs are sourced locally, jobs are created locally, and a majority of the product remains in the local market, ensuring maximum economic development benefits and cost reductions. Locally sourced materials mean more jobs for Ohios supply chain, while locally installed panels mean more jobs for installers, developers, financiers, and O&M companies. Isofotons selection of northwest Ohio to locate its solar panel manufacturing operation is just one example of what is possible when our region unifies its collective resources, stated Paul Toth, president and CEO, Toledo-Lucas County Port Authority. We plan to leverage this commitment by utilizing Isofoton products in our proposed utility scale solar installation projects, and our BetterBuildings Northwest Ohio program, which improves buildings across our region by financing energy efficiency and alternative energy technology improvements to residential, industrial, and commercial buildings. The announcement demonstrates how utility-scale renewable energy projects will bring multi-generational jobs to small town Ohio, stated Tony Logan, state director, rural development, US Department of Agriculture. These advanced energy jobs fortify the local community and may inspire the next generation of Ohioans to stay home and contribute to our economy. We feel strongly that Henry County has the potential to add a great deal of value to Isofotons investment in the county, stated Ralph Lange, Henry County economic development director. According to ODOD, Isofoton has worked with many Ohio partners to produce an all-Ohio supply chain. After extensive research, Ohio was determined the best choice because it is a top five electricity generator and consumer, a top 10 in population, top five in strength of state solar carveout, as well as home to several top-five utilities and has a strong solar energy cluster. The University of Toledo (UT) welcomes Isofoton and its commitment to northwest Ohio, and reciprocates the commitment to developing leading edge renewable energy research and expertise, stated Lloyd Jacobs, president of UT. We are pleased that Isofoton looks forward to working closely with regional economic development partners and with the Universitys multiple research and worker training fronts. We are very impressed by the strong reception, leadership, and well-grounded thinking we have experienced in Ohio, stated Angel Luis Serrano, CEO of Isofoton. Our intention is to advance to all corners of the North American marketplace from our Ohio base, including advanced research and development. The key solar value proposition is that the installed price is the longterm price. There will never be fuel price increases.

president and CEO of AMP, Inc. According to ODOD, Isofoton is among Spains largest solar photovoltaic (PV) manufacturers, with projects in more than 65 countries. Ranked among the leading European enterprises in the development, manufacturing, and sale of solar cells and modules, Isofotons global reach extends to branch offices and projects around the world, employing more than 700 professionals. Isofoton has always come to the table with an understanding of what manufacturing means to Ohio, stated Joseph Hamrock, president of AEP Ohio. The states long-standing heritage of developing manufacturing facilities and associated jobs shows companies like Isofoton that Ohio is the place where emerging technologies can thrive. At AEP Ohio, we are proud to play an instrumental role in bringing new jobs to Ohio, while advancing renewable energy technologies in the Midwest. Isofotons Ohio vision is to establish a

Ohio Logistics opens new warehouse

FINDLAY, OhioOhio Logistics has opened a new warehouse and distribution center to serve the Chattanooga and north Georgia area, it was announced today by Charles Bills, president of Ohio Logistics. The 40,000 square building is located in the Rock Spring Industrial Park in Walker County Georgia. The warehouse, doing business as Northern Georgia Logistics, is located at 296 Fields Dr., Rock Spring, GA, 30739. Mr. Bills said the facility will bring 30 to 40 direct and indirect jobs to Walker County. We will initially provide service to Nissin Brake Georgia and we expect to add additional clients in the greater Chattanooga area, Mr. Bills said. Phillip Irvin is the manager of the Northern Georgia facility. The telephone number is (706) 764-1045. Mr. Irvins cell phone number is (423) 463-6925 and his e-mail address is pirvin@ohiologistics.com. Ohio Logistics is headquartered in Findlay, Ohio, and is one of the largest privately held logistics companies in the Midwest. It provides innovative warehousing, distribution, and transportation services. Now with 17 warehouse sites in seven states, Ohio Logistics has over 6 million square feet of warehouse and distribution space. It has eight sites in Ohio, three in New York, two in Pennsylvania, and one each in Georgia, Indiana, Kentucky, and Wisconsin . It operates Foreign Trade Zone #151 in Ohio. Its Transportation Group operates its own fleet of trucks. Its Document Storage Company has a major storage facility in Findlay and delivers the most complete records management and document destruction services in its marketing area. For more information visit the web site at www.northerngeorgialogistics.com.

Volume 19, No. 10 Publisher Donald R. Hemple Contributing Writers Jeffrey Gitomer Advertising Donald R. Hemple
The Business Journal is mailed to the top business leaders in the 11-county region of West Central Ohio. Although information is gathered from sources considered to be reliable, the accuracy and completeness of the information cannot be guaranteed. Information expressed in The Business Journal does not constitute a solicitation for the purchase or sale of any products. Copyright, The Business Journal of West Central Ohio, 2006, All rights reserved. Reproduction or use, without written permission of editorial, photographic or other graphic content in any manner is prohibited. The Business Journal is published monthly at 405 N. Main St., Delphos, OH 45833

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Magazine and periodical subscription scam

By Neil Winget We have all heard of the paper pirates and the toner phoners but how many are aware of the sharks that try to get you to send them money for bogus magazine and periodical subscriptions? This scam is aimed at subscribers to national specialty magazines, business magazines, and news magazines. It works like this: your company gets what looks like a renewal notice from a popular business magazine or newspaper such as the Wall Street Journal. It may say something like, Your subscription is automatic with receipt of your payment. Since these people use various names for their bogus operation, the letterhead could say anything but it usually has the word billing in it somewhere. Trust me, they look very official and are one of the better done scams. They are good enough to fool your bookkeeper into sending the amount requested on the invoice. If a check is sent, it goes right into the pocket of the thieves, not to the publisher of your maga-

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zine or paper and your renewal becomes overdue. The way to counter this kind of skullduggery is to be aware of this kind of activity and educate and train your employees on what to do when one of these renewal notices arrives in the mail. First, check out the company by going to the BBB website (www.bbb.lima.org) and either putting in the name or the phone number. Chances are it will come up empty or, if there is a report, you will see an F rating. Call the publisher of the magazine and tell them what happened. Dont send a check. The publishers are victims also because it can generate ill will when a customer thinks they have renewed and finds out they have not! This scheme has become so prevalent that most national magazine publishers are aware of it. Many publish a warning in the front of the periodical explaining how this scam works and to avoid it.

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Shepherd joins The Union Bank Company

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The Union Bank Company is pleased to announce that Curtis Shepherd has joined its team as Senior Vice President of Retail Banking and will be working from the Columbus Grove Office. As Senior Vice President of Retail Banking, Shepherd is responsible for the day-to-day operations of twelve bank locations, business development and customer service. Shepherd completed his bachelors degree at The Ohio State University. He has more than 25 years of banking experience. Shepherd most recently served as Community President at Huntington Bank. Prior to that, Shepherd was the National Sales Director with Huntington Insurance and a Senior Vice President at Sky Financial Group. Brian D. Young, President of The Union Bank Company commented, We are very excited to have Curtis as part of the team and I expect him to be an integral part of our companys continued success. He further stated that, It is an important part of our mission that The Union Bank

Company continues to play an important role in our communities to assist in economic growth and development, this mission is further enhanced by the addition of Mr. Shepherd. Celebrating over 105 years of community bankSHEPHERD ing, The Union Bank Company is a wholly owned subsidiary of United Bancshares, Inc. (NASDAQ, UBOH news), a 600 million dollar bank holding company headquartered in Columbus Grove, Ohio. The Union Bank Company serves Allen, Putnam, Sandusky, Van Wert and Wood counties with locations in Bowling Green, Columbus Grove, Delphos, Findlay, Gibsonburg, Kalida, Leipsic, Lima, Ottawa and Pemberville.

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Question: What is Google getting with its planned $12.5 billion acquisition of Motorola Mobility? Answer: the only major Android handset maker whose share of the smartphone market receded in the second quarter. At a time when the momentum behind Android is exploding, its telling that Motorola was the only major vendor that couldnt capitalize on the growth. The statistic underscores some of the recent problems that the handset manufacturer has faced, which Google will be inheriting when the deal closes by years end or early 2012. After coming back from the brink of bankruptcy and splitting from Motorola Solutions at the beginning of the year, the company has faced a myriad of problems. Beyond the loss of market share, Motorola has suffered from high-profile product delays, including its first 4G LTE phone from Verizon. Pricing miscalculations led to the lackluster debut of its Xoom tablet, as well as the Atrix 4G smartphone, which came with a pricey laptop dock accessory. Certainly, Googles acquisition of Motorola is largely about its portfolio of 17,000 patents (with 7,500 more pending). But even if Google plans to run Motorola as a separate unit, there are bound to be issues that Google will need to deal with. For instance, Motorolas share of the smartphone market in the second quarter fell to 4.1 percent from 4.9 percent, according to a recent study by Gartner. At the same time, Samsung Electronics share nearly quadrupled to 15.8 percent, while LG Electronics share similarly quadrupled to 4.6 percent. HTC saw its share slightly increase to 10.2 percent. Slow-moving in 4G LTE market One of the primary reasons for Motorolas recent struggles has been its failure to capitalize on the white-hot 4G LTE market. The companys Droid Bionic was among the lineup of 4G LTE devices on display at the Consumer Electronics Show in January, but its the only one thats failed to materialize. Likewise, the 4G LTE capability for the Xoom, also hyped in January, wont come out until September. Motorola Chief Executive Sanjay Jha recently told CNET that he expects the Droid Bionic to launch in September. In a note issued last month, RBC analyst Mark Sue attributed the delay to the companys decision to develop its own silicon for its LTE chipsets, putting it behind HTC, Samsung Electronics, and LG Electronics, each of which has a 4G LTE phone at Verizon Wireless. Motorola has traditionally had a strong relationship with Verizon, but likely squandered some goodwill when it delayed the release of

Motorola struggled before the Google deal

the product. Meanwhile, Verizon sold 260,000 units of the HTC Thunderbolt in its first two weeks of availability, and also began pushing the Samsung Charge. Pricey products Motorola attempted to sell another 4G smartphone, only at AT&T. But its first attempt to make a flagship phone for the Dallas telecommunications giant yielded mixed results. The phone, the Atrix 4G, had a unique laptop dock that piqued some customers interest. But the high price tag ($199 for the phone and another $499 for the dock, or $599 bundled together) turned people away. The company made the same mistake with the Xoom tablet, pricing its initial model at $799 at Verizon Wireless and selling a $599 Wi-Fi only version. Apple, meanwhile, offers a $499 price point for the iPad 2, though it is packed with less memory. Jha acknowledged the pricing issues, and said that sales picked up after Motorola cut the price of the Xoom. The pricing issue will be even more of a question at Google, which isnt used to charging for any of its services. Despite treating Motorola as a separate unit, there are bound to be culture clashes between the Silicon Valley crowd at Google and the Libertyville, Ill.based Motorola. Still bullish Google and Motorola put on their best faces today with the announcement. Were really excited about this whole business and working with Motorola and their team, Google Chief Executive Larry Page said today on a conference call. Theres tremendous opportunity here. Jha said on the call that the company will continue to use its strong relationships with its carriers to drive sales. During the last quarterly conference call, Jha added that despite a weak forecast for the third quarter, the fourth-quarter results should pop as a result of a number of new product launches. Motorola is expected to benefit from working even more closely with Google. Analysts say the company will likely get access to the latest features from Android, giving it a leg up on the competition. Such an advantage, however, may alienate some of Googles other allies in the Android world.

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In the end, Motorolas issues may not be a huge priority for Google. Its about the patents, said Avian Securities analyst Matthew Thornton. Operations are house money.

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New trends in information & communication technology

Trends in information and communication technology are sometimes hard to predict. However, identification of a number of large scale trends is possible. Whether it be a change in how people use software or how businesses contract and pay for IT services, understanding where the industry is going is an important part of IT planning. Acceleration of Netbook Adoption The adoption of netbook computers, very compact and efficient computers much smaller than a laptop, is projected to continue through 2009 and into 2010 by Small Business Trends. Netbooks offer very long battery life and limited processing power. They are designed to run simple software, such as web browsers and basic business productivity software. In many cases, they are designed to use another IT trend: hosted software. Hosted software is an application like Googles productivity suite Google Docs or Microsofts new hosted productivity suite attached to Office. Acceleration of Smartphone Adoption Smartphones are cellular phones that also run software produced by other companies. Smartphones include the iPhone, Android-based phones like the T-Mobile G1 with Google, BlackBerry phones and phones produced by Palm. Smartphones generally require an add-on data plan. Market research service IDC reports that smartphone sales were 7 percent of all cell phone sales in 2007. By 2008, the percentage was 20 percent. Smartphone sales continue to increase, in spite of overall decreases in cellular

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phone sales. Hosted Software and Cloud Computing Hosted software reported to be more popular as Microsoft enters the market with a hosted Microsoft Office module. Hosted software runs on a remote server, thus placing less of a load on local computer systems. In many cases, such as with Googles Docs application suite, data is stored in a cloud configuration where data is spanned across multiple computers and servers, thus increasing reliability of data storage because the data isnt simply sitting on one hard drive. Wireless and Cellular Networking Gartner Research projects increased use of wireless and cellular networking. Although bandwidth requirements of server farms are too high to effectively use either of these technologies, personal computer use of cellular networking is expected to rise. This is due to increased availability of devices like cellular MiFi points of WiFi access points that support multiple users on a single cellular connection. Devices like smartphones that use WiFi access points for faster data access are also expected to increase in number. Real Time Infrastructure Many small- and medium-sized companies are expected, in a Gartner analysis, to move toward leasing real-time computing infrastructure from provider companies. Companies will likely pay for their server and bandwidth infrastructure needs on a minute-by-minute basis, instead of buying physical server boxes and paying for large bandwidth availability to accommodate usage spikes.

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Unemployment
(Continued from page 1A) the same time last year, with employment standing at 662,700. Specialty trade contractor employment grew by 7,600 jobs in July and has added 13,800 jobs, or 0.4 percent, since July 2010. Heavy and civil engineering construction employment slipped by 400 jobs for the month, but has added 21,000 jobs, or 2.5 percent, year-over-year. In contrast, the residential building construction sector lost 1,100 jobs in July and has lost 8,000 jobs, or 1.4 percent, over the past twelve months. Overall, the nation added 117,000 jobs in July with the private sector adding 154,000 jobs and the public sector losing 37,000 jobs. Year-over-year, the nation has gained 1,258,000 jobs, or 1.0 percent. The national unemployment rate remains virtually unchanged from the previous month and now stands at 9.1 percent. Analysis Todays jobs report is certainly viewed as good news, said Associated Builders and Contractors Chief Economist Anirban Basu. Many economists - including myself - feared the worst, with some predicting that todays numbers would indicate that the nation lost jobs in July. Instead, the employment numbers easily exceeded expectations and reflected a greater level of economic momentum than has been recently perceived, Basu said. More importantly, these gains were reflected in the U.S. construction sector, which also added jobs at a somewhat surprisingly clip, with the nonresidential building construction subsector adding more jobs in July than during the past four months. Unfortunately, the jobs report is backward looking and does not reflect the impact of the recent market downturn and associated loss in confidence, said Basu. In other words, the jobs momentum may not continue through August and into September, including in the nations construction industry. The recent economic slowdown, combined with the chilling effects of the debt ceiling stalemate, Europes economic woes, and other factors is likely to have slowed hiring more recently, Basu said. The key going forward is likely to be consumer spending since that is now essentially the only part of the economy that can push the economy forward briskly.

Perry Corporation is a client-centered organization with a complete portfolio of hardware, software and specialized professional services. We make it our business to understand our clients needs and its direction, the complexities of their requirements, their processes & operating philosophy and their priorities. This way we can offer our clients document management solutions that are tailor-made for their business. The Client is the driving force behind what we do at Perry Corporation. Our services: Document Management Managed Print Services Multifunction Products Networking Technology

perrycorporation.com 800-589-7370

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September 2011 TheBusinessJournal 7A

Improvement in graphic printing

There have been dramatic improvements in the graphic printing industry over the last 15 or so years. Improvements in the technology around vinyl and vinyl adhesives account for many of the new developments in the graphics printing industry. Other important contributors to the revolution in this industry include the development of larger and better printers, new inks, and advanced computer technology. Vinyl decals were previously regarded as quick and easy alternatives to the time expense of hand painted graphics. Some of the benefits of using vinyl were that it was easier to install and remove, took less time, and was incredibly durable when compared to hand painted products. Some of the downsides of using vinyl at that time were the toxic chemicals and specialized equipment such as heat guns that were required for the installation and removal of the product. Advancements in Graphic Printing Their have been vast improvements made to both the process of graphic printing and the materials used. High-tech computer aided vinyl printing machines are now the standard for most print shops, giving them the capacity to add realistic photos to a variety of types of vinyl. Advancements in solvent inks have produced products that stand up well to almost any weather condition and resist fading from the suns UV rays for many years. There are also been advancements in the vinyl that is printed on. It is now customary for sign shops to use self-adhesive vinyl, which can save the shop hours of labor. Other new advancements in vinyl that have been recently introduced include pressuresensitive self-adhesive vinyl, which needs to have firm pressure applied to the surface in order to adhere to a surface. One of the best results of these new developments is that now non-professionals can produce custom vinyl decals and graphic printing with results similar to those of a professional. The growing demand for vinyl automotive graphics has led to the growth of many new businesses. Since these graphics no longer require professional installation, many new decal and FX shops are able to sell their products over the Internet for people to purchase and install themselves Commercial Applications for Graphic Printing Technology Many new marketing applications have sprung up as a result of the new kinds of vinyl. Vehicle wrapping, which covers an automobile with full color advertisements, is a prime example. The entire surface of the vehicle is carefully covered with thin

Printing & Graphics

sheet of photo printed vinyl, giving the entire vehicle the look of one seamless image. With vehicle wrapping companies are getting a mobile billboard which can take there advertising message all over town. Companies often bring the wrapped vehicle to special events or promotional tours to attract attention to their products, which is much more effective than the old vinyl banners. These wrapped cars can also travel throughout the town, giving away merchandise samples, coupons, and raising brand awareness. Vehicle wraps often include the use of another new vinyl technology, window graphics. These graphics are printed on a perforated material so that you can see the graphics from outside the vehicle, but can still safety see out to operate the vehicle from the inside. This allows the driver to have extra privacy and security while at the same time displaying vinyl graphics.

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New printing industry trends

The emergence of digital and Internet technologies in recent years have brought about new printing trends that will change the landscape of the printing industry. These printing industry trends have changed the way companies do business from the design to the printing phase of operations. In Australia, the printing industry has met these new printing trends with open arms as many have updated their workflow and production strategies to meet the changing demands. On the other hand, many of those who never made such important changes have struggled because of the growing competition by non-print and online media. According to the Rochester Institute of Technology School of Print Media, there has been a growing media competition considering the fact that print advertising is driven by newspaper, magazine and periodical revenues while the Internet is chipping away at traditional media usage and communication. The recent developments in the printing industry can be attributed to several printing trends: Workflow Digitisation One of the most important printing industry trends has been the electronic delivery of files as desktop publishing takes full control of the printing process. There is an emerging need for the electronic delivery of graphics and images, which has made film media process obsolete. The industry has adopted automated workflow processes that would link customers, printing systems and services like never before. Technology Integration Printing trends are gearing towards full workflow automation with the development of computer-to-plate imaging technologies that allow desktop publishing applications to output directly to a printing plate. Many printing presses are integrating hybrid printing by combining different reproduction processes since many print jobs are complex with specialised coating or printing requirements. There is a growing trend in cross media conversion from one file to any information distribution and electronic publishing methods. The advancement of digital technologies such as Direct Imaging offset presses and Inkjet printers have made colour printing cost effective. Changing Demands Printing trends have also pointed towards shorter production runs and schedules in an effort to compete with digital printing. Printing production now shifts closer to the point of distribution as printing trends move away from being press-centric to printer-centric. A greater volume of printing jobs has moved away from printing companies to those produced by desktop printing and offshore printing firms. The implementation of new printing industry trends such as the workflow digitisation, technology integration and changing demands have transformed companies into more efficient and effective businesses. However, some niche pre-print operations are now rendered obsolete because desktop publishing has eliminated the need for pre-press and film-based processes. The implementation of a digitised workflow has further automated the printing process and at the same time freed the operation from labour-intensive tasks that may hamper production schedules. Despite the growing significance of online-based services, the printing industry remains strong and enduring as it adopts new strategies to achieve success in the future.

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September 2011 TheBusinessJournal
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Email still rules. Are you connecting or being deleted?

Email still rules. Are you connecting or being deleted? If your emails are getting deleted or not getting returned, or youre playing a numbers game (sending 1,000 hoping for a few random responses), youre probably also blaming the recipient or the Internet for the lack of response. Wake up and smell the dictionary, Sparky! It aint them. Emails are to introduce, engage, ask a question, give an idea or an answer, create opportunity, make an appointment, confirm a meeting. Emails are for sending a message, a thank you, a reminder, or a brief offer. Emails are NOT a sales pitch. But youre the smartest guy or gal in the world, and you want to hurry up and make more sales this week and you have a list of prospects so why not blah, blah, blah and get deleted. NOTE WELL: Deleted emails also create negative thoughts and images count. Copy your message into in the mind of the recipient. They a word processing program to brand you and they create reputation. check the word count. 200 words If youre getting a 9% response, it is a long email. Remember: the means 91% of the people you sent shorter the better. the email to are somewhere between Make the message germane annoyed and pissed off. to your expected outcome. I Im about to share the essence usually ask a question or two, of what will get your email opened make a statement or two, and and responded to: writing. Creative end with: Best Regards, Jeffrey. writing. Engaging, creative writing Ill use formal capital letters that leads the recipient to read and and good grammar until I have Jeffrey Gitomer respond. established a relationship. Im But, before I begin, heres why more friendly than formal in my most emails fail: you know little or nothing content, and Im always myself. Same with about the recipient. And worse, you struggle humor, I dont inject it until Im certain the to create some snappy subject line so your recipient of my email has some (humor). email will be opened. And when I do, its HUMOR not jokes Here are a few ideas on how to write an and not cartoons. INITIAL email, a FOLLOW-UP email, a And, did I mention, its an email not a FOLLOW-THROUGH email, and all sorts sales pitch. of relationship building emails. If youre writing an INITIAL email, Start prepared. Before you make your name clickable to something that Serving all your graphics needs for over 11 years write a word, Google the recipi- will build credibility like your blog, your Large Format Graphics ent and then do a complete social business Facebook page, or your LinkedIn media search (Facebook, LinkedIn, profile. Custom Artwork, Twitter, and YouTube). Now If youre using email as a FOLLOWLogo Design, Decals, youre ready with information they UP to a promise you made (like a quote, Signs, Banners, Magnets, may pay attention to informa- proposal, or answering a question), attach Static Clings & More! tion about THEM. Engaging them, a PDF and keep the body of the message about them, is more likely to gain short, sweet, and friendly. response than engaging them about If youre connecting with an after the you. sale FOLLOW-THROUGH, ask for a cofDelphos, OH NOTE FROM 1937: See Dale fee meeting or a brief phone call. Mention www.mushroomplantgraphics.com Carnegies How to Win Friends and anything that you share common ground Influence People and keep this still on (sports, kids, interests). I often attach a applicable quote in mind: You can relatable photo. make more friends in two months There are lots of other email uses. A by becoming more interested in other people than you can in two years by trying to get people interested in you. Make it short. Im way too busy to read your life story, or why DEFIANCE, Ohio Defiance College youre great, or why your product will offer a Master of Business Administrais great. Ive got mother Google for that and for information on you! tion with a concentration in Sport ManageHeres the SECRET: Word ment beginning the fall semester of 2011. To receive an MBA with a sport management concentration, students will take three sport management courses: Sport Law, Sport Governance, and International Sport. These courses will provide the student with a broad range of knowledge pertaining to the business side of sport that will be applicable to the real world. In addition to the development of analytical tools, emphasis is placed on leadership, communication, teamwork, ethics, and skills SELF SERVE COPIES .07 for managing diversity. The curriculum structure is designed to make the courseBrochures Menu's Programs Flyers NCR Forms work directly relevant to the strategic planning and day-to-day challenges of working PHONE: 419-238-6990 FAX: 419-238-9584 professionals in the field. e-mail: burchamprinting@gmail.com With a concentration in sport manage-

business message, an announcement, a service message, a casual message to stay in touch and build a relationship. Whatever the message is, make certain the content has VALUE FOR THE RECIPIENT. I would be remiss if I didnt include the mysterious how to write a subject line. My subject line on an initial email is, from Jeffrey Gitomer. Subject lines should be simple, but intriguing. For example: productivity leads to profit or maximum production leads to maximum profit. Or you can use one word that might impact the recipient like profit, idea, or message. It helps if you understand who you are trying to connect with. (See above under START PREPARED.) If youre serious about wanting to send impressive emails, www.aceofsales.com offers the only customized email alternative. Take a look. It will immediately brand you, differentiate you from all other lookalike emails, and WOW! the recipient. If you want to see a few samples, go to www. gitomer.com and enter ACE EMAILS in the GitBit box. If youre tired of your emails getting deleted or youre frustrated because your emails arent being responded to, DO SOMETHING ABOUT IT.
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of ChaChing, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at salesman@gitomer.com. 2011 All Rights Reserved. Dont even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

Defiance College Offers Masters Degree Concentration in Sport Management

ment, a person can obtain a position in various aspects of the sporting profession such as professional sport, intercollegiate athletics, and sport organizations such as ESPN, and the NCAA. Common positions within these organizations include marketing, operations, sponsorship, sales, development, event management, and promotions. For more information, please contact Defiance Colleges Center for Adult and Graduate Programs at 419-783-2351 or CAP@ defiance.edu. Defiance College, chartered in 1850, is an independent, liberal arts institution in Northwest Ohio offering more than 40 undergraduate programs of study as well as graduate programs in education and business. Defiance College has received national recognition for its educational experience of service and engagement. The college website is www.defiance.edu.

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September 2011

Perry

(Continued from page 1A)

CRAIG BALDAUF

CINDY BARBER

DAVE MARTZ

and Purchasing Manager, said the companys success has been hiring the right person for the right job. Employees are trusted. Customer Care Representative, Jamie Shade, said the Perry Company is like a family and we work together as a team. Craig Baldauf, Field Engineer, said training is a big part of the corporate culture at Perry Corporation. You have to be your best, continued Baldauf. and the training allows you to be your best.

Part of the strategic vision for the company includes a strong focus on growing our services business, according to Barry Clark, President and CEO. While product will continue to play an important role in our growth, expanding our services offerings is a key component for our future success. Changing from a product centric business model to a services centric business model requires that we have employees who understand and embrace change. We have that. Our people are unique and are driven by success.

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Now is the time to reach out. At Huntington Business Banking, we take the time to understand your specic business needs and help you make borrowing decisions that are right for you. In 2010, we committed to lending $4 billion to local businesses over a three-year period, so if you decide youre ready, well be there to support you every step of the way. Its what youd expect from the #1 SBA lender.1 To learn more or speak with a Business Banker, stop by your local Huntington branch, visit huntington.com/borrow or call 1-866-808-8913.

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In 2009, the Ohio Department of Development designated MAGNET as the go to Edison Technology Center serving the motor vehicle and parts manufacturing industry statewide. MAGNET looks forward to providing its proven consulting expertise to that industry segment throughout Ohio while continuing to serve the entire manufacturing community in Northern Ohio with programs and activities designed to increase your growth and improve your profitability.

MAGNETAn Edison Technology Center

MAGNET, designated by the Ohio Department of Development as one of the states seven Edison Technology Centers, is also the Third Frontier Center of Excellence in Product Innovation. MAGNET focuses its Edison Technology Center activities on a variety of product and process innovation and commercialization services to both established and early-stage technology based businesses. MAGNET has partnered with the Ohio State University Center for Automotive Research (CAR) to generate increased growth and profitability for that industry throughout Ohio. Both organizations are active participants in the Ohio Automotive Industry Council established in 2009.

Making Manufacturing Innovative and Productive

Consistently successful manufacturers know that top line growth and greater profitability are possible by increasing productivity and making enterprise-wide innovation a high priority in their companies. MAGNETs experienced industry professionals have proven expertise capable of assisting manufacturers of all sizes and segments in their efforts to achieve greater growth and profitability. We specialize and are noted for being able to customize programs which meet the unique needs of each client who comes to MAGNET for help. How do we measure success and what can you expect from working with MAGNET consultants?

MAGNETAn MEP Service Provider

MAGNET is a provider of Manufacturing Extension Partnership (MEP) services through the National Institute of Standards and Technology (NIST), an agency of the United States Department of Commerce. MEP is a national network of specialists who understand the needs of manufacturers. Through MEP, manufacturers can access public and private resources that enhance growth, improve productivity and expand capacity.

A 56-to-1 Return on Investment

Our clients report that for every dollar they spend with MAGNET, they receive back an average of $56 through sales growth and/or cost savings! MAGNET offers manufacturing help in these areas:

Business Growth
Growth Planning Market Diversification IDEA Engineering Product Design, Engineering, Development and Launch Sustainable Manufacturing

Profitability Improvement
Lean/Six Sigma Transformation Quality Systems & Problem Resolution Lean Product Development Workforce and Organizational Development Supply Chain Optimization Facility Layout & Design Inventory Productivity Analysis

MARK SCHARBONEAU IS MAGNETS SENIOR BUSINESS CONSULTANT FOR NORTHWEST OHIO

Scharboneau has more than 20 years experience in project management, product engineering, global sales and business development working with companies such as Sheller-Globe, Ford, Toyota, and Nissan.

For more information about MAGNET, contact Mark Scharboneau at 419.595.0002 or mark.scharboneau@magnetwork.org
WWW.MAGNETWORK.ORG

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September 2011