This document is the February 2015 issue of Print+Promo magazine. It features a cover story on emerging industry leaders under the age of 40 who are driving changes in the print and promotional products industry. Brief profiles of 10 professionals under 40 are provided, with details on their backgrounds, how they got their start in the industry, why they love the industry, and advice they offer to those just starting out. Additionally, the magazine provides previews of industry events in February and articles on topics like wide format printing, jumbo roll sales, and harmful sales habits to avoid.

1. Sign up for Print+Promo The Press E-newsletter
at www.goprintandpromo.com
$7.50
FEBRUARY 2015
FEBRUARY2015EMERGINGELITEPRINT+PROMO
+THE MORE YOU KNOW: ANSWERS TO
YOUR WIDE-FORMAT QUESTIONS
SHOW PREVIEW: A CLOSER LOOK AT
TWO MUST-ATTEND EVENTS
TrailblazersThe industry’s movers and shakers share their success stories
turn to page 4
to learn how

2. contents COVER STORY
18 Under 40,
Over Achieving
MEET SOME OF THE INDUSTRY’S
EMERGING ELITE.
FEATURES
28 Into the Great
Wide Open
How to sell wide format like a pro.
34 Mark Your Calendars!
Two industry events you don’t want
to miss.
38 Rolling Out
Jumbo Sales
Why now’s the time to jump into
the jumbo roll game.
44 Quitting Time
Kick these five harmful sales habits
before they break you.
46 Drink to This
The sports bottles you need to
boost drinkware sales.
Print+Promo; February 2015, Volume 53, Number 2. Print+Promo (US ISSN 2168-5266) (USPS 895-620) is published monthly by North American Publishing Company, Inc., d/b/a
NAPCO Media, 1500 Spring Garden St., Ste. 1200, Philadelphia, PA 19130-4094, (215) 238-5300. Periodicals postage paid at Philadelphia, PA and at additional mailing offices.
POSTMASTER: Send address changes to Print+Promo Subscription Services Dept., 1500 Spring Garden St., Ste. 1200, Philadelphia, PA 19130-4094.
SUBSCRIPTIONS: Free to qualified recipients. All others, U.S. one year $79; two years $138. Canada, one year $99. All other countries, one-year air mail, $123. Back issues and single
copies, when available, mailed by publisher, for $10 each.
UPFRONT
10 RRD Awarded
Five-year Contract
by Janney
Montgomery Scott
10 Hot Products
12 Mystery Product
13 DFS Launches
Signature
Packaging
14 Marketing+Sales
SECTIONS
04 Editor’s Note
04 How to Use
Augmented Reality
06 President’s Note
16 Campaign
Kickstarter
58 Executive
Perspectives
DIRECTORY
50 Classified Ads
FEBRUARY 2015 VOL. 53, NO. 2 GOPRINTANDPROMO.COM
Sign up for Print+Promo The Press E-newsletter
at www.goprintandpromo.com
$7.50
FEBRUARY 2015
EMERGINGELITEPRINT+PROMO
TrailblazersThe industry’s movers and shakers share their success stories
turn to page 4
to learn how
18
PRINT+PROMO08 GOPRINTANDPROMO.COM FEBRUARY 2015

3. Under40Under40
PRINT+PROMO18 GOPRINTANDPROMO.COM FEBRUARY 2015
I
t’s an exciting time to be part of the print and promo industry. No longer bound to traditional ink-on-paper models,
companies are embracing new technologies and service-based approaches. A dynamic group of young men and women
are responsible for driving many of these changes, and this month Print+Promo is showcasing just a few of them.
Whether they’re leading the family business or simply living out their marketing dreams, these professionals—who are
all under the age of 40—have a story to share. So, sit back and enjoy as they explain why they love the industry and
offer advice to those just entering the job market.
Meet some of the industry’s emerging elite
Under 40,
Over Achieving
Jillian Flesh,
30
Executive Vice
President,
Flesh Co,
St. Louis
Her big break:
Because of my family’s long-time
involvement in the industry, over 101
years now, you might assume that I
came into the industry with some in-
sight—but I didn’t. I have spent the last
five years acting like a sponge, soaking
up all the information I can and learning
the ins and outs of both print and busi-
ness in general. When I first joined the
organization I worked on the production
floor for a year; from there, I transitioned
to a customer service representative
position where I was able to reinforce my
knowledge from the print floor and really
understand how customer specifica-
tions drive the production and price. For
the past two years, I have been work-
ing more on the business management
side of Flesh Co, spending a significant
amount of time in human resources and
now I am focusing more on marketing
and sales. Currently, I serve as executive
vice president, but coming up through
the ranks has given me a broad base of
experience and knowledge from which I
can draw as I begin to have more impact
within the organization.
Why she loves the industry: There’s
nothing stagnant about the industry.
I think the general public believes
that they have a grasp on what print
is—simply ink on paper. But this is not
the actual state of printing. Printing is
exciting, it is innovative, it incorporates
the newest technologies and, most
importantly, it is pervasive. The market
is not shrinking; it is only changing and
the speed of change is accelerating.
Organizations have to stay on their toes
and watch other industries to see where
revolutions are happening and where
the customer need is.
Her advice for those starting out:
Don’t be intimidated by the knowl-
edge set of some of the industry lifers.
Knowing where to get the information
to answer the tough questions is just
as effective as knowing the answer
yourself. You’ll gather the information
you need as you go and draw on the
expertise of your partners. Most impor-
tant, be excited about what print has
to offer—don’t shy away from offerings
only because you don’t understand
them. Jump on the innovation train and
ride it to profitability.
Bryan Roman,
31
Owner/Graphic
Design,
Northeast Ink,
Newburyport,
Mass.
His big break: I worked for two fran-
chise print shops, learning the trade as
a designer and production manager.
Why he loves the industry: Everything
is an original artwork or idea. I like to
veer away from just slapping company
logos on products.
His advice for those starting out:
Get your name or company on as much
as you can. When prospects ask for
samples you will be able to give them
your information at the same time. It will
also help build rapport with suppliers.
Sarah
Scudder, 31
Chief Growth
Officer, The
Sourcing Group,
New York (HQ)
Her big break:
As president of my collegiate sorority,
By Elise Hacking Carr

4. FEBRUARY 2015 GOPRINTANDPROMO.COM 19PRINT+PROMO
Continued on page 20
Alpha Gamma Delta, I chaired a
fundraising event for diabetes re-
search. I hired Golden Pacific Systems
Inc. (GPS) to coordinate all event print
and promotional pieces. After the
event, GPS’s vice president of sales
asked if I was interested in help-
ing start an internship program with
Sonoma State University. He wanted
to infuse youth into the company. I
took the job—a hybrid of sales and
working with students at the univer-
sity. I quickly realized that I loved my
new job. Sales was great, but I really
enjoyed working with the students. I
became a student myself. I learned
about the print industry and how to
better connect with people. Now, 10
years later, I’m the chief growth officer
for The Sourcing Group. I oversee
enterprise sales activities, networking,
strategic planning and growth. And, I
work with wonderful people.
Why she loves the industry: The
people and innovation.
Her advice for those starting out:
Think and do things differently. Be
bold. Network.
Taylor White,
38
President,
Performance
POP, Dallas
His big break: My
father joined Chris
Pumpelly, founder of Performance, in
1989. As a result, I was exposed to the
graphics industry from an early age,
spending summers working there. My
father was a man of intellect, principle
and commitment to excellence. I had
a wonderful example to follow while
molding my own managerial and inter-
personal styles.
Why he loves the industry: I enjoy
the constant variety we are exposed to
and the challenges of growing with our
customers, developing our staff and
optimizing our business model to pro-
vide the best services to all involved.
His advice for those starting out:
Educate yourself to the current busi-
ness climate and best practices
while staying attuned to the dynamic
economic indicators. Then, combine
that knowledge with a passion for
the unique demands that the graphic
industry presents. If you can success-
fully blend those elements, you can
position yourself to make an impactful
difference to those you serve, both
internally and externally.
Will Winston,
32
Owner,
TechnoMarketing,
Richmond, Va.
His big break:
I worked for UPS
from 2004 to 2009 as an account
executive. My father, Joe Winston,
founded TechnoMarketing in 1997,
and was a big believer in my get-
ting my sales and account manage-
ment experience with a Fortune 500
company. He insisted I stay with UPS
for a minimum of five years and take
in everything I could. It was a smart
thing to do. It played a big role in my
account, opportunity and territory
management skills. While at UPS,
every week I reported on my top gain-
ing and declining accounts as well
as my top 10 revenue opportunities.
I was responsible for visiting my top
gaining and declining accounts and
reporting what was causing the gain
or decline. I [also] reported on actions
I was taking to close my top 10 oppor-
tunities and I made sure my targeted
close dates were accurate. This level
of accountability placed on me made
sure I managed my territory properly
as I spent my time retaining, penetrat-
ing and converting business to UPS.
We reported all of these activities into
a Client Resource Management (CRM)
tool daily.
Why he loves the industry: I love the
people. We are blessed to work with
some awesome suppliers who help us
shine for our customers. Relationships
are vital to creating partnerships with
your suppliers and your clients. It is a
fun industry, too. We sell unique and
tangible products that help our clients
reach their marketing objectives.
His advice for those starting out: Do
what you promise and be responsive
to your clients. If you don’t, there is
competition that will. Take your mind
off of transactional selling. Focus on
creating value and long-term partner-
ships during every interaction with
your clients.
Ben Korn, 37
Owner and
Distributor,
Safeguard Tuc-
son, Tucson, Ariz.
His big break:
I was a branch
manager with Enterprise Rent-A-Car in
San Diego and my father recruited me
(for two years) to come back to Tucson
to buy out his business, which he had
owned since ʼ82. I was aware of the
checks and forms part of the business
they had built, but the expansion into
promotional products and marketing
really excited me. We completed the
transition at the end of 2012 and they
are loving retirement.
Why he loves the industry: I love the
fact that I get to spend time talking
strategy and growth with the owners,
CEOs and marketing managers of busi-
nesses of all sizes. It’s an elite selling
and relationship-building opportunity
that isn’t your average company car/
cell phone-type sales job. I actually get
to provide ideas and solutions to their
goals after gaining an understanding of
their target demographic, messaging,
struggles, aspirations, etc. We lead with
ideas and strategic thinking first, and
products second.

5. His advice for those starting out: Two
things. First, get involved in your local
community and step into leadership posi-
tions in young professional and nonprofit
organizations. My activities have opened
doors and opportunities that I never
could have imagined. It has also resulted
in some very significant publicity and
recognition (including 40 Under 40 and
Small Business Leader of the Year), which
makes you that much more visible.
Second, invest in a business coach or
consultant. I started meeting with Sue
Porter on a weekly basis about four years
ago. Scheduling this time allows me to
take a step back, think and talk through
strategic, big-picture goals.
Cori Jackson,
31
Marketing
Executive,
e-Quantum Inc.,
Reno, Nev.
Her big break: I
was not born into the industry nor did I
have previous industry experience be-
fore joining e-Quantum Inc. I was simply
out to pursue my career as a market-
ing professional and the opportunity
presented itself. The position seemed
exciting and challenging, so it began.
The more I became educated about
the print industry, the more I wanted to
know and be involved.
Why she loves the industry: The cama-
raderie of this group is outstanding. The
value of being part of an industry that
works together to maintain vibrancy and
success is priceless. In my four years,
I have met and networked with many
peers and am thankful for such an out-
standing group of professionals.
Her advice for those starting out: It is
crucial to learn and research the scope
of the print/promo industry as it encom-
passes many different components.
Whether your involvement is in market-
ing, technology, software, promotional,
packaging, manufacturing or other
print solutions, learn and continue to
be knowledgeable about the industry
as a whole. This will help you become
a master at your individual responsibili-
ties. I continue to learn something new
every day that helps me in my position
as a sales and marketing executive for a
software provider in this industry.
Brandon J.
Olson, 30
Director of
Operations/Lean
Manufacturing,
Wright Business
Graphics,
Portland, Ore.
His big break: After completing my
undergraduate degree, my grandfather,
Jim Wright, provided me my first oppor-
tunity as a project manager for Wright
Business Graphics.
Why he loves the industry: The printing
industry is dynamic, always changing
and evolving. Through technological
innovation, market shifts and industry
Under40

8. PRINT+PROMOPRINT+PROMO22 GOPRINTANDPROMO.COM FEBRUARY 2015
contacted by an employment agency.
From them I heard about a job as a
customer service representative with
a printing company. I knew nothing
about the industry, but it looked like a
great opportunity with a small com-
pany. After only a small time with that
company, one of the officers left to
partner with a larger print company
to start a new division of that com-
pany as a print distributorship. They
offered me the opportunity to join
them to help them build administrative
and technology structure behind the
business. Although I was young and
did not have a lot of experience, they
gave me an opportunity and I ran with
it. Our company has grown to become
a Top 50 Print Distributor. My position
has continued to grow and I am now
the operations manager of a 23-em-
ployee company, responsible for man-
aging a team of account managers,
overseeing our technology platforms,
and working with some of our key
accounts on developing, building and
managing online programs through
our partnership with Four51, an e-
commerce platform.
Why she loves the industry: I really
enjoy working with clients from many
different industries and helping to build
customized programs specific to their
unique needs. I also enjoy the daily
interaction with our staff and help-
ing them to grow in their professional
lives. Our company has evolved from
a traditional print company selling
mainly commodity print on paper, like
envelopes and business forms, to one
that is involved in many different types
of custom products. There is always
something new to learn and always a
new challenge.
Her advice for those starting out:
Don’t rely on the old way of doing
things. Be willing to learn new things
and experiment along the way. Our
industry is continuously evolving and
having the ability to be flexible is key
to being successful and an asset to
your company and clients.
Jeff Bowles,
39
Co-Owner,
Proforma
Promotionally
Yours, Kansas
City, Kan.
His big break: I spent six years in
pharmaceutical sales after college and
during that time I watched my best
friend and current business partner,
Jeff Levy, make great money, set his
own hours and enjoy a better work-life
balance in the print and promotional
products industry. After the birth of
my first child, I decided it was now
or never and made the leap into this
industry and joined forces with Jeff.
Why he loves the industry: I love
that just about everyone you meet is
a potential client whose company is
buying at least one thing that you could
sell to them. It’s an industry that lends
itself to building your book of business
by referrals, and that affords you the
opportunity to grow a business based
on great personal relationships.
His advice for those starting out:
It’s easy to say “yes” in this industry,
but often it’s more profitable to say
“no.” Saying “yes” too many times to
the wrong types of clients can result
in working 60 hours a week while
only selling a fraction of your poten-
tial. Be patient enough to say “no” to
the wrong types of clients, while you
search for the right ones. It can result
in unlimited earning potential and an
incredible work-life balance.
Jeff Levy, 39
Co-Owner,
Proforma
Promotionally
Yours, Kansas
City, Kan.
His big break:
After college, I got a job as a project
engineer for a construction company.
After three months, I was bored. I
asked myself, “If I am bored after three
months of this, how am I supposed to
do this for 30 years?” One evening I
had dinner with my parents and their
next-door neighbors, who were in the
print and promotional product industry
at the time. They convinced me to start
working with them.
Why he loves the industry: What I
love most about this industry is not
the products or print that I sell, but
what the industry allows me to do in
my personal life. I love the freedom to
work the hours I want to work. I love
that I get to make my kids breakfast
every morning and I don’t ever miss
dinner with my family, because no-
body in the country needs a stress ball
on the fly at 8 p.m.
I love that even when something
goes wrong with an order nobody dies
or gets hurt. My stress level is at a
“one” almost every day of the year. I
love the feeling that when I wake up I
could get a huge order that pays me
thousands of dollars that day and I
don’t even know it until I show up to
work. That’s exciting. I love that my
clients like to talk to me about my job.
It is the fun part of their day.
His advice for those starting out:
My greatest piece of advice is to trust
your instincts. Don’t make decisions
based on dollar signs or what others
tell you to do. If you are hiring sales
reps, make sure they mesh well with
you and the people in your office. If
Jeff and I can’t imagine hanging out
with a candidate on the weekends or
during a company event, we don’t hire
him or her. Jeff and I also have a firm
“three strike” policy. If an employee
makes a mistake, we call it an ac-
cident. If it happens again, we call
it a coincidence. Do it a third time,
they are let go. We’ve prolonged the
inevitable in the past and it cost us
time, money and stress. Also, so many
people enter our industry, desperate
for sales—any sales. Don’t go after
the lowest-hanging fruit just be-
cause it’s easy. The sales that are the
Continued on page 24
Under40

9. PRINT+PROMOPRINT+PROMO24 GOPRINTANDPROMO.COM FEBRUARY 2015
easiest can also be the least profitable
(schools, attorneys, real estate agents,
insurance agents, etc.). The second you
start working with clients who spend
their own money, and not their compa-
ny’s marketing budget, they want every
option in the world to look at and the
absolute cheapest price. Find compa-
nies that have a marketing budget and
value your services and won’t spend
their entire day looking for the best pen
to put their logo on. You’ll book fewer
orders throughout the week, but make
five times more money.
Teresa Fang, 35
Director of Prod-
uct and Supply
Chain Operations,
Jetline, Gaffney,
S.C.
Her big break:
After college, I worked overseas for a
few years. Upon coming back to the
U.S., I applied for a position with
Jetline and have been with the com-
pany ever since.
Why she loves the industry: I love
that this industry is so dynamic and
always changing. There are new
challenges every day that contribute
to a person’s professional growth.
I’ve been in the industry for 10 years
and still feel like I am growing and
learning constantly.
Her advice for those starting out:
My advice would be to prepare to fully
dedicate yourself to learning as much
as possible. Read all the industry
publications, talk and network with as
many people as you can, and ask as
many questions as you can. By doing
this, it will lead you to being able to
see all the unlimited opportunities for
your own personal and career growth.
Jim Walters, 37
Director of
Client Services,
The Shamrock
Companies,
Westlake, Ohio
His big break: In
January 2005, I took a project man-
agement position with RBF Inc. RBF
was a forms management company
that dabbled in commercial print and
promotional products. The team at RBF
helped me cut my teeth in print—
Business Forms 101 and the basics of
CMYK. Two years later, The Shamrock
Companies, a marketing and commu-
nications firm, acquired RBF. Shamrock
fully immersed me in all aspects of
integrated marketing solutions.
Why he loves the industry: Cliché,
but true—the people. I also love the
pace at which marketing solutions are
Continued on page 26
Under40