Press articles hyped the theme for this world trade show as the JDF or Networked DRUPA, the symbolic melding of IT and steel via the CIP4 bridge. The approximate 370,000 worldwide visitors scoured over 1,860 exhibitors from 52 countries that were spread over the 1.7 million square feet of exhibition space at the Convention Center in Düsseldorf, Germany. Along with the computer integration technology, there was ample product and process innovations to excite every industry participant.

Heidelberg introduced 50 innovations while MAN Roland cited 70 innovations for their sheet fed and web lines. And despite the lackluster global economy of the last few years, virtually every major manufacturer showed the results of their continued invested in research and development for product enhancements and new technologies.

Robbinex surveyed more than 50 private equity groups to understand their expectations when purchasing a business. We discovered many interesting things from that survey, including:

• The average private equity group looks at over 200 opportunities at a time;
• They review detailed information on approximately 50 of those 200;
• They will visit between 15 and 20;
• They issue letters of intent to 10 to 12;
• They expect to reach an agreement with four or five; and
• From the original 200 they would complete only one transaction.

Most of the images being captured and scanned in today's digital workflow are in the RGB colour space. This is primarily due to the fact that more and more images are being “digitized” with digital camera backs and desktop scanners. The dilemma with this new workflow is: “who converts the images to CMYK and what profile should be used?”

A few years ago things were easier and less complicated – the scanner operator would target the scan for whatever printing condition was required. For example, if you requested an image to be printed on newsprint, then the scan's total ink and GCR would be optimized for that particular printing condition.

DIMA's digital printer shoot-out is always an interesting event because this is one of the few places where comparisons can be made among several manufacturers of printers in a controlled environment.

DIMA, a division of PMA, has been conducting the industry standard comparison events known as the DIMA Shoot-Outs for eight years. In these Shoot-Outs, DIMA creates venues to evaluate different digital imaging systems on a level playing field. Each participant in the Shoot-Out is given 24 hours to print and finish an image file provided by DIMA on a CD-ROM. Digital prints were then submitted to a panel of judges along with detailed specifications of the printer, paper and inks used as well as total production time.

What is the fastest route from home to where you work?

Go ahead … in your mind's eye, get up from the breakfast table, jump into your car and drive the fastest route to where you work. If you're a daily commuter, this should be a familiar route. Are we there yet? You don't have to stop for any red lights…

Now ask yourself this question: What makes it the fastest route? Your brain has given you some of the answers as to why you believe this to be so. The brain always returns with answers to your questions. You just have to ask.

Please read this...   It will mean a lot to me.

Thanks. I appreciate the time it will take for you to read it. Now, why do you think this means a lot to me? Take a moment and think about it. What got you to start reading this article? If you are not a regular reader of my column, what prompted you to start reading this time?   Was it simply because I asked you to?

Consider how powerful a tool "asking" can be. Sometimes we can get what we want simply by making a request. Letting people know that what you're asking for is important they will want to contribute in some way. It sounds simple, yet many of us are afraid to ask others for any kind of help. We try to do everything on our own.

As a small business owner, building a prospect list should be one of your core marketing activities. The more people are interested in your products and services, the better your chances to grow sales. Wouldn't you like to have the contact information for another thousand or more prospects for your products and services?

How should you spend your time and money to build a list of highly qualified leads? Here's an overview of common lead generation strategies.

Mailing Lists - You can buy hundreds and even millions of names to email, fax or mail to for just pennies per name. Yes, ten thousand or a million people could get your marketing message, but if they are not your target market, it won't help you a bit and instead could create a negative impression.

DRUPA 2004 has come and gone. More than 390,000 print and graphic arts professionals made their way to Dusseldorf, Germany for what most people have dubbed “The Olympics of the Printing Industry.” Read the report by our columnist Clint Bolte, on page 26.

Don't forget to mark June 24 on your calendar for the 17th Annual OAQP Golf Tournament being held at the Rolling Hills Golf Club in Gormley, Ontario. The tournament is a great time to mingle with customers and peers in the industry, while enjoying the beautiful weather. For more details, see Victoria's Gaitskell's article on page 50 or call her at 905-682-3030 or e-mail oaqp@econoprint.net

Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request.

Negotiating is not always about price. Although price is usually a consideration in every sale, it is not always the primary motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service. That's why it is important to look at the negotiating process differently so you can achieve better results.

“Competitive golf is played mainly on a five-and-a-half-inch course: the space between your ears.”   Bobby Jones

OAQP warmly invites you to its 17th Annual Golf Tournament, scheduled on Thursday, June 24, 2004 at scenic Rolling Hills Golf Club in Gormley, Ontario. This premier industry event has grown in popularity to become one of the "key printing golf tournaments," according to Canadian Printer magazine.

It's the tournament's commitment to inclusiveness that attracts so many diverse enthusiasts each year. For example, if you're a novice or a newcomer, we make a special effort to place you in a foursome with compatible players who can advance both your sporting and business-networking goals. For another thing, our prices don't discriminate between members and non-members. All participants pay the same rate, thus encouraging everyone to bring along staff, clients, friends and colleagues, who in turn all help to expand OAQP's extensive professional network even further.  

What's a little theft between friends? Look around you. Better yet, check the business section of the paper occasionally. In my experience, it seems that the incidence of thievery rises at the end of an economic upsurge. Is it the signal for an impending economic decline? It may simply be the desperation of downcast individuals trying to cling to success by any means possible. On a grand scale you have Martha Stewart and Conrad Black being dragged through the courts defending their excesses, along with various corporations defending their questionable financial reporting. On a smaller scale, there is the theft that business owners have to deal with every day. How do you deal with that? How do you recognize it? How do you prevent it?

I've been a guest of the Commonwealth of Virginia and not as an inmate.

The Virginia Economic Development Partnership takes their job seriously. If there is a chance that a Canadian printing company is considering expansion into the United States, then they and the Printing Industries of Virginia want a shot at convincing them there's no better place to set up. They cite labour availability, relatively low land costs, possible tax considerations and its central location as selling features. It doesn't hurt that the countryside is beautiful.

We toured some very large printing operations and without exception, their CEOs, Presidents or VPs of Marketing all extolled the virtues of a cooperative state government and the potential for making profits.