Hard to believe we're in a new decade.  What will the next ten years be like for the copier industry? Who will rule the roaring 20's?  Will there be enough print to go around? Who's out and who's for this decade?  All sound like a blog I need to write, stay tuned!

Enjoy these wonderful threads from 5 years ago this week!

Whew!  What an end of year!  My year ended on the 23rd of December and the next day I came down with the flu.  Been struggling for the last three weeks, and finally feeling better.  Thus, I'll be behind the eight ball again for the start of a new decade.

I was able to pump in a dozen orders, something like 18 MFP's and captured net new business revenue for the month of December.  All that at the ripe age of 62!

Enjoy these awesome threads from ten years ago this week!

As I walked in the building the smell of fresh iron, virgin plastic and ozone told me I was in copier heaven! I told David Clearman (Director of Marketing and PLS Sales for Muratec Amercia) that the smell of copiers was in the air! 

I was excited to take a tour of new KonicaMinolta CEC (Customer Engagement Center) in Ramsey, NJ and get personal with the PLS (Precision Label Series) PKG 675 and the awesome PLS 475i.  The PGK 675 is designed for printing onto corrugated material and the PLS 475i is designed for printing full color labels.  Both print devices the latest in memjet technology.

Nine percent growth for the label press devices and 22% growth for press packaging. Being such a hardware junkie this is music to my ears.  Just a wonderful hour and I encourage all dealers to take a deep dive into this lucrative opportunity.

Yes there is a reduction of print happening in the office. But if I was a dealer principal in the business of putting ink or toner on paper don't I owe to myself to expand my services?  The market is huge for digital label presses and digital packaging presses and there are more opportunities for net new clients than you can shake a stick at.  Think about this the next time you make a purchase and take a look at all of the ink and toner!

Label Press University

At the top of each blog you'll see .  Clicking that link which is at the top of each blog will then bring you the collection of blogs for Color Label Press University.  It's pretty neat, you'll see all of the blogs that we've posted for an easier read and simple way to toggle from blog to blog.

Color Label Presses can be used as seeding devices in larger Print4Pay opportunities, or help that dealer or rep get a conversation going with an account where they have never had any traction with MFP's or IT services.  In addition, the competition is ripe for takeover.   Let us not forget about the GP!

The market for full color digital labels in huge and the potential to make some serious commissions is enormous.  BTW, isn't that why we're in this crazy business? 

Color Label Press University "Glossary for Pressure Sensitive Labels"  Course One (Sponsored by Muratec a Konica Minolta Company)

Non-Read Ink  Any ink with a sufficiently high reflectance to prohibit detection by an optical scanner. Non-read inks are used as visual guides that do not interfere with data reading.
Non-Returnable Core  Biodegradable. A disposable core composed structurally so as to make it suitable for one-time use.
Non-Volatile  Refers to the portion of an adhesive, coating or sealer that does not evaporate or vaporize at relatively low temperatures.
Non-Woven Materials  Usually refers to paper 'tissues' or synthetics like rayon.
Numeric  A machine vocabulary that includes only numbers as contrasted to alphanumeric which includes both letters and numerals.
Nylon  DuPont's trade name for a strong plastic film which has high oil and gas resistance; used a filament in strapping tapes, with high impact resistance.
Nyloprint  BASF's trade name for photopolymer plate material.
OCR  Optical Character Recognition. An information processing technology dealing with the conversion of imprinted or written data to another language and medium.
OCR-A   An abbreviation commonly applied to the character set contained in ANSI Std. X3.17-1974.
OCR-B  An abbreviation commonly applied to the character set contained in ANSI Std. X3.49-1975.
OD  Outside diameter of a cylinder, roller or roll of labels.
OEM  Original Equipment Manufacturer. One who produces a component or components used in the making of a finished assembled product.
Off-Cut  That part of the trim width that is not utilized. Usually a narrow roll which is left over because the customer placed an order which does not utilize the full master roll width.
Off-Line  Refers to devices that operate independently of a large central processing unit.
Offset  A defect characterized by the partial transference of ink from a freshly printed surface to an adjacent surface, as that of another sheet, film or the backing paper in a roll. Also the accidental transfer of ink from the idler or other rolls in a press to the web.

Offset Paper  A paper designed for use on presses with general characteristics to resist distortion from stretching or shrinking, freedom from fuzz and a smooth surface which will take ink evenly without 'set-off'.
Offset Powder  A fine mist of powder sprayed between two sheets of stock during the press run to prevent the moist ink of one sheet from offsetting onto the back of the succeeding sheet. Also used as a slip additive to assist stacking.
Offset Printing  A process of indirect printing in which an impression of type or a design on a plate is printed on a rubber blanketed cylinder from which it is impressed, I.e. offset upon the surface to be decorated.
Offsetting  Describes the unwanted transfer of ink from one printed surface to another surface.
Olefins  A group of unsaturated hydrocarbons of the general formula CnH2n, and named after the corresponding paraffins by the addition of 'ene' or 'ylene' to the stem.
Oleo Resins  Semi-solid mixtures of the resin and essential oil of the plant from which they exude, and sometimes referred to as balsams.
Oleoresinous  materials also consist of products of drying oils and natural or synthetic resins.
Oligomer  A chemical compound whose molecules consist of a group linked monomers. This is a compound intermediate in size between the single monomer unit and the huge polymer molecule.
On-Line  An operation in which peripheral devices are connected directly to the computer central processor.

One Component Adhesive  A pressure sensitive adhesive in which all of the necessary properties are derived from a single uniquely designed synthetic
polymer.
Ooze  Adhesive moving out of ends of rolls or stacks of sheets causing ends to feel sticky and possibly causing material to block. Adhesive cold flow.
Opacimeter  The instrument with which the degree of opacity may be measured.
Opacity  The measure of the amount of light that can pass through a material. The hiding property of an ink film; property of film allowing printed material to show through in varying degrees.
Opaque Ink  An ink that is not transparent and reflects only its color regardless of what colors it overprints.
Opaqueness  The degree of opacity.
Operating Range  The sum of a scanner's optical throw and depth of field.
Operating Side  That side of a label press on which the printing unit adjustments are located. Opposite of driving side or gear side.
OPP  Oriented polypropylene.
Optical  Relates to the utilization of light. Sometimes involves the use of light sensitive devices to acquire information.
Optical Character Reader An information processing device that accepts and processes machine or hand written characters.
Optical Throw  The distance from the face of the code reader or scanner to the beginning of the depth of field.
Opticite Film Trademark of a label film supplied by Dow Chemical (polystyrene type).
Orange Peel  Rough coating causing an 'orange peel' appearance. See mottle.
Orientation  The alignment of the crystalline structure in polymeric materials so as to produce a highly uniform structure. Can be accomplished by cold drawing or stretching during fabrication. Also, the alignment of bars and spaces to the scanner.
Original  The material that is required to be reproduced in the printing process. Usually a photograph, transparency, art, artist's

What say you?  Are any one of these happening at your dealership?  Below I've added a graphic that may help with fixing the accounting department. 

In some cases fixing may not be the right road to travel, especially if you're experiencing one of more of the top seven reasons I listed above.

A few weeks ago I had a chat with Wes McArtor (President of NEXERA, a BEI Services Company) about mid size copier dealers and the challenges they are facing with our changing industry.  The old school way of growing and expanding our business tells us that we need to hire Bookkeepers, a Controller and a CFO to make that next leap in your revenue goals.  However the cost to hire these professionals could also put an undo financial restrain on some dealers.  Kinda reminds me of a "catch 22".

While Wes and I chatted,  he told me about "services" that NEXERA now offers.  I was not aware that NEXERA is now offering finance services for dealers and basically you can now out source your finance department with NEXERA. Wes went on to explain that the sweet spot for these services would be for dealers that are in between $3 - $5 in million revenue.

I thought this is a really cool offer and thus the reason why I'm writing this blog is to let others know that this type of service exists for our dealer channel.  In addition I'm sure there's a tremendous savings that can be attained.

Here's a short snippet from the NEXERA web site.

Cash Creation and Management

We track your incoming and outgoing finances and deliver reports that are easy to understand, without the need for a CPA license. This includes Month-End Closing, Executive Summaries, and more!

Key Performance Indicators

We compare industry standards to current operations to identify hidden strengths and opportunities for your team to maximize productivity while reducing costs and turnover. We give your existing team a clear path to success, reducing stress while raising productivity.

If interested in learning more please contact Wes McArtor

NEXERA

Hey Everyone, it's been a rough couple of weeks since the day before Christmas.  Even though I received a flu shot. I got hit anyway. It wasn't as bad as the regular flu but enough to make me feel lousy for the last few weeks.

In addition yesterday Kathy and I are delighted to announce the birth of our first grandchild yesterday at 1PM in the afternoon.  Over the weekend we spend 32 hours at the hospital.   I logged 12 hours of sleep in the last 14 hours. I really needed that.

I hope to get back at regular posting and blogging shortly.

Art

"We are all gifted, but we have to discover the gift, uncover the gift, nurture and develop the gift and use it."

Louis Farrakhan

In today's business environment people are crazy busy, multitasking and pressed for time. With the explosion of technology, it’s easy to not interact on a 1 to 1 basis. We used to go see someone in person, or at least pick up the phone, now we may go months upon months; only communicating by text, email or social platforms. There’s nothing wrong with that, but let me make this perfectly clear... you must make sure you’re not cheating your clients out of the best of you!

Looking someone in the eyes is extremely powerful, to give them your undivided attention speaks volumes, to let them hear your voice is extremely important, you will never regret spending time with your clients; nothing makes an impact like seeing someone face to face.

The greatest gift you can give your clients is YOU

THINK ABOUT WHAT YOUR CLIENTS CRAVE

It concerns me that so many in sales freely discount their price. In the absence of value or even credibility, many in sales are simply training their customers to whack them over the head with the price hammer.

Do you sincerely believe the greatest gift you can give your clients is a price discount?

Have you asked your clients what they crave?

In Selling From the Heart fashion, I'd like for you to think about giving your clients time, attention, love, caring and compassion. Commit in taking the time to go see them. Look them in the eyes... thank them and show you appreciate them.

Do you see a sparkle in their eye or "why the heck are you here, their eye?"

If you’re not spending time with your clients, they’re missing out on the best of you! When you give the gift of yourself and your help, it comes across as... “You’re extremely important to me, I care about you and you’re valuable.”

THE ONE THING

What's the one thing?

What's the one thing you as a sales professional can do every day?

You see I’m on crusade to bring back sincerity, substance and heart to the sales profession. Many and I mean many have drifted off path. Whether you’re in leadership, management or in sales… I encourage you to think about the one thing.

What’s the one gift you can bring to your clients and prospects that will set you apart? 

Here’s a little secret... look inside of you... you've all been given the gift!

Your clients deserve more. You know they do and I know they do. The question becomes what will you do about it?

Your gift just might be the best present you can give to your clients.

As we start a new decade, I encourage you in 2020 to give the most inexpensive and yet most precious gift there is: YOU. You may not think much of yourself as a gift and may not even feel you have much to give but I'm here to share with you... uncover the gift that we've all been given.

CAPITALIZE ON YOUR GIFT

Each and every one of you are sitting on a treasure of collective gifts. Are you capitalizing on those gifts?

GRATEFUL GIFT

Showing gratitude can change every aspect of your sales life. Gratitude rarely comes naturally for most people. It’s something that we need to CHOOSE to do and it MUST be intentional, right from the heart!

"Gratitude can be the simplest cure for a lack of motivation."

Are you grateful for your clients? Right now, take out a sheet of paper... now write down 10 reasons why you're grateful for your clients. I know this might be hard but it's worth it.

Once completed, set up face to face visits with your clients and share with them why you're grateful.

This my friends is your gift.

VULNERABILITY GIFT

Vulnerability is scary. However, it may be the greatest gift you give to yourself and your clients. We often go about protecting ourselves and building walls around us, failing to show our clients our fears or insecurities.

A true human connection lies beneath the surface. It's being able to eat vulnerability for breakfast that makes us stronger.

Through vulnerability we can connect with our clients in the deepest way. This takes courage! If you really want to connect with your clients then stop the charades, dig in, rip the mask off and become vulnerable.

This my friends is your gift.

CONNECTION GIFT

Connecting with your clients is vital. You must make them feel like you really care and this means stop looking at them through your dollar signed glasses.

When was the last time you shared with one of your clients how you really felt?

We as human beings want to be heard, we want to know that we matter and we just want to be loved (or even just liked). When we feel accepted we perform better, we become a bit more relaxed we don't come across as being insecure. Can you relate?

Heartfelt conversations lead to a human connection, be present and be in the moment. Your clients should be made to feel like they're the only thing that matters. Speak from your heart. So many can tell when you’re being sincere or not. When you start communicating with authenticity you'll find that the trust and relatability factors soar.

This my friends is your gift.

JUST SHARE YOUR GIFT

Each and every one of us, we all have a certain special gift inside of us. This gift that you have is unique to you. It’s yours and only yours. There is no one else in the world with that gift. And you need to share it. This gift is something that comes easy to you.

Find your gift, it's waiting for you!

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market. 

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter and on my podcast by clicking on Selling from the Heart.

I’ve seen a few bloggers do an “ask me anything” feature on their blog, so I thought it’d be fun to do one too!

I thought this would be a cool new series to start.  For now I'll be using Zoom for the first show.  That show is scheduled for January 16th at 8PM EST, thus we have the ability to cover the entire nation for the one time slot.

Ask anything and I’ll do my best to answer! Obviously no rude/trolling comments because I’ll ignore those…

Anything else is fair game as long as it's related to blogging, sales, copiers, the industry, how I spend my free time. So, pop this in your calendar and I'm looking forward to speaking with you!

Here's the link:

Art Post is inviting you to a scheduled Zoom meeting.

Topic: Ask Me Anything
Time: Jan 16, 2020 08:00 PM East Coast Time

Join Zoom Meeting
https://zoom.us/j/381000870?pw...MG85MFJ2b2dDZ2N2UT09

Meeting ID: 381 000 870
Password: 365498

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Dial by your location
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Marian and I have never met, however it seems we were both selling copiers in New Jersey in the Eighties.  We connected on Linkedin about a week ago after I read one of her replies to RJ's comments for "Selling Copiers in the Seventies". While I was hustling copiers in Central Jersey, Marian was doing the same in North Jersey.

Selling Copiers in the Eighties with Marian Janes

How did you find your way into the copier industry? (feel free to us a story of how that happened)

I received a degree in education and then decided I didn’t want to teach. When I was 25 years old, working as a Naturalist at an Environmental Education Center here in NJ, I was making $11,000 a year-a paycut from my previous job as a YMCA Program Director where I made a whopping $13,000.

All my friends were advancing their careers, buying stuff, traveling, fancier mixed drinks, etc. I never had any money. I started skimming the “want ads” and found a company called Ricoh was hiring. Since there was no Google I really didn’t know what they did other than make cameras. I thought, how bad can it be, running around taking pictures all day.

When I interviewed the manager asked me to sell him the chair I was sitting on-how strange. I went part by part explaining the chair and why it was so great-ending with-“so, you wanna buy it?” I was a natural-right? That clinched the deal. The next week I started along with a few others and when they rolled a copier in the room I thought-what the hell is that doing here and where are all the cameras? Sales suited me well and I tripled my income in 3 months. The rest is history.

What company or manufacturer did you start with, what was your title and what year did you start?

I started with AOE Ricoh, previously known as American Office Equipment, in Little Falls NJ, by the Frito Lay distribution center. AOE later became Ricoh Business Systems. I started around 1981 and my title was Marketing Representative. A few years later I went to work for MCS Canon, formerly Metropolitan Calculator Systems, in Paramus, NJ, also as a Marketing Representative.

I remember as new sales rep it was required we take our manager with us. Since I knew little about sales I let him handle the first appointment and teach me the ropes. I think to impress me and stoke his ego he decided he was not going to leave without a sale. The fierce negotiation over the smallest copier we sold was in full swing. As he gave his final ultimatum we sat there in silence. All of a sudden he stepped on my foot so hard that I wanted to scream out in pain. It was then and there that I learned, he who speaks first loses the sale.

But I got even on one of our calls together. A cloudy day when we packed up the copier a headed out Route 80.  As I was driving we were chatting away when we both realized our exit was fast approaching. Not realizing we were in express lanes and there was a median between us and the exit lanes I proceeded to move over a lane. All of a sudden we were air bound, hopping the median, and crashing down on the other side. My manager was terrified, we both were after we realized what just took place! It was actually exhilarating-like a real life chase scene, only the victim was the copier bouncing around in the back.

If you worked for a dealer or manufacturer please tell us what brand(s) you sold and what was your favorite model top sell and why that was your favorite?

I sold primarily Ricoh and Canon copiers. Early on I also sold, but more replacing Apeco units. I also sold calculators and the first facsimile machines. My favorite copier model was the Ricoh 6080. I like big and fast and it gave my competitive spirit a boost as I could now go up against rivals Xerox and IBM.

My favorite sale was facsimile. I volunteered while at MCS Canon to take on this challenge which ended up being a great experience. It was relatively easy to get an appointment since people were intrigued although skeptical. Fax directly opened the door to appointments with the VP of Finance. Fax machines were much more portable than copiers and they were many times sold in multiples. Plus-it was fun. I would bring two units with me and a simulator. As customers needed to see to believe we faxed all kinds of documents from one to the other. My favorite was an engineer who was intent on folding his blueprint in 16ths, faxing each segment piece by piece, and reconstructing it with tape on the other end. I never even had to ask for the sale.

What was the percentage of copier sales people that made it past two years and why made them last or not last so long?

Actually, about 50% of us stuck with it. Some because they were related in some way to the owners and others because we didn’t know better. I stayed because of the team and there was a clear path to making money. Those who left just didn’t like the small draw and strictly commission pay rate. They also got discouraged by rejection. Someone told me early on that if it takes 100 calls to sell one copier then each call is worth $1. Although I always sucked at math I liked to believe that I made something for my effort on every call. Thanks for the dollar!

What did you like the most about your job in the early days of copier sales?

I loved the freedom and flexibility of being on the road. As a highly social human being I made it my business to go about making friends with as many people as I could within my assigned territory. The wham-bam-thank-you-maam mentality my sales manager tried to instill in me never worked. I was able to easily get appointments and build trust. Sales came about more through friendship and many of my customers attended my wedding! People kept asking, how do you know this person and that one? They bought a copier from me and we became friends!

My co-workers and I always went out after work and there was much comaradiere. There were also lots of sales contests and I won a lot!I felt so empowered and brave heading off into the trenches day after day and actually producing over time.

What did you dislike the most about your job in the early days of copier sales?

The copier dealer mentality of my managers and the business in general. By nature I possessed a consultative mindset which was repeatedly challenged. If you lost a deal that seemed likely, they laced into you with foul, uncensored remarks. If you didn’t fit in with the guys you were not happy. Fortunately, for me I have thick skin and made it work.

What was the compensation plan like, was there a salary, what is just commissions or was there a mix of salary and commissions?

I think it was something like $500/month draw plus commissions. There were also special bonuses, like box bonuses for specific models, unit bonuses, quota bonuses, etc.

What was the first sales book that you read and what did you take away from it?

Master The Art of Selling by Tom Hopkins. I guess I thought it was cool that I was working in a capacity that people actually wrote about. Tom’s book gave me not only a framework for selling but the motivation to keep at it.

What type of car did you use for your demonstrations and how many demonstrations would you perform in a week?

It didn’t take me long to realize that I was going to have to trade in my beloved Toyota Celica. After months of missed opportunities since there was no company van available I bought a Suburu wagon that couldn’t get out of its own way. Now I could grab a copier and a cart anytime I wanted-unstoppable!

Our initial goal was make 100 phone calls, get 8 appointments or presentations, resulting in 4 demos and then 1 sale. My goal was to do 4 demos a week and close 1 sale-4 minimal for each month.

Can you tell us a couple of funny story about selling copiers in the seventies and early eighties?  

The stigma of selling copiers was not very glamorous. My dad, an accountant in an office in the town where we lived, despised fast talking, pressure solicitors. When I told him I was selling copiers he stood up, looked me in the eyes and said, “my daughter is NOT  being one of those!” I felt so dirty!

A few funny stories about me and my cart. It was not out of the ordinary to load the copier on and as I was pushing it into a corporate office having it flatten in front of my eyes. Since there were no cellphones I had to use the receptionists phones for my SOS calls.

Another time I had an opportunity to close a sale of a mid-sized copier. It was snowing and sleeting and I had on a suit and stockings, since pants suits were rare. I was determined to get the copier there and close the deal. Halfway up the sidewalk I slipped on the ice and as I grabbed the cart for support I fell, and the entire cart is now pointing upward like the titanic, with the copier strapped to it.

One of my biggest embarrassments is a day I recall since I was first, going to make a sale and second, wear my very new white linen pants suit. Although it was a small copier I had it strapped tightly to the cart. When I got to the customer location they escorted me a conference room where the old copier sat on a stand in the corner. Fresh off of sales training I remember someone saying it helps to have the customer envision ownership. So, that’s just what I did. I walked over to the old Saxon, grabbed it off the stand and held it close to my chest as I turned to bring it to my cart and replace it with the new one. I clearly didn’t think this through as the black liquid toner proceeded to run down my new white linen pant suit onto their newly carpeted floor! And they still bought it!

What is the biggest challenge you seeing facing the industry today?

As a sales coach I am reminded daily that nothing has changed. The biggest challenge people bring to me is basic-communication. How to have a productive sales conversation. Simple things like asking questions!  As copiers become more commodity based and easier to obtain the role of the sales person is shifting as are the conversations. Sales people need to modify their communication when interacting physically versus digitally. There is opportunity within every conversation.

If you had to would you do it all over again, if so what would you change?

Not much! I would have bought a darker pants suit. Being able to share all this makes me realize the personal growth that took place as a result of my time selling copiers. There are things I Iearned about myself and my capabilities that I am calling on once again as an entrepreneur. I keep reminding myself that if I sold an ugly copier I can certainly sell myself. As my business evolves it takes me back to those days where I had the opportunity to create something from nothing. When I reflect back I mostly remember fun times with good people and great customers!

What’s the one piece of knowledge that you’d like to share with new reps entering our industry?

Don’t let the industry define you-find a way to define it and differentiate yourself. Always put people first and believe that you are in service to them and their needs. Be that refreshing person who provides a creative and innovative spark to your customers buying journey. If you learn to ask the right questions and then listen, your customers will tell you what they need and how you can help. Listen with the ear of the heart, where relationships are formed. Have fun!

Please feel free to connect with Marian Janes on Linkedin or post a reply here

A few years ago I took at look at one of my wide format MFPs to see how many color labels were used in the manufacturing process.  I believe the final count was 37 labels, they included model number, serial number, safety warnings, logo's, etc.

In my opinion it was a heck of a lot of color labels for just one MFP.  About a week ago I had a chat with a dealer owner and I was curious about what brands of copiers they sold. I then asked what about Managed IT, and found out that Managed IT is not something they would ever consider.  Thus I pressed forward and asked did you ever think about selling label presses?  That  dealer owner was not familiar with Label Presses and after a few minutes I gave him a short run down of the market and why it's good for copier dealers that don't want to fuss with Managed Services.  Let's face it, we're in the business of fixing machines and providing services, thus why not color label presses.  Did you know that they low end only has an MSRP of $15K?  In addition the largest growth in print will be in color label and packing for the next 10 years.

Yes there is a reduction of print happening in the office. But if I was a dealer principal in the business of putting ink or toner on paper don't I owe to myself to expand my services?  The market is huge for digital label presses and there are more opportunities for net new clients than you can shake a stick at.  Think about this the next time you make a purchase and take a look at all of the ink and toner!

Label Press University

At the top of each blog you'll see .  Clicking that link which is at the top of each blog will then bring you the collection of blogs for Color Label Press University.  It's pretty neat, you'll see all of the blogs that we've posted for an easier read and simple way to toggle from blog to blog.

Color Label Presses can be used as seeding devices in larger Print4Pay opportunities, or help that dealer or rep get a conversation going with an account where they have never had any traction with MFP's or IT services.  In addition, the competition is ripe for takeover.   Let us not forget about the GP!

The market for full color digital labels in huge and the potential to make some serious commissions is enormous.  BTW, isn't that why we're in this crazy business? 

Color Label Press University "Glossary for Pressure Sensitive Labels"  Course One (Sponsored by Muratec a Konica Minolta Company)

Migration  The movement of one or more of the components of a pressure sensitive adhesive to either the labeled surface or face material. Also the movement of one or more of the components of either or both the face material and the labeled surface into the adhesive and/or ink.
Migration of Plasticizer  Loss of plasticizer from an elastomeric plastic compound with subsequent absorption by an adjacent medium of lower
plasticizer concentration, often causes a loss of adhesion.
MIL  United of thickness measurement used for thin materials. 1 mil = 0.001 inch = 100 gauge.
Mileage  The surface area covered by a given quantity of ink or coating; coverage.
Mill Roll  Roll of paper, film or foil as received by the converter from the mill.
Millipoise  1/100th of a poise. The unit of viscosity measurement.
Minimum Application Temperature  The lowest temperature at which a pressure sensitive label (adhesive) can be applied to a product and still retain its initial tack.
Miscible  Capable of being mixed; mutually soluble.
Misread  A condition which occurs when the data output of a reader does not agree with the encoded data presented.
MMSI  A million square inches of material.
Module  The narrowest unit of measure in a bar code. A module may be 'black' or 'white'. Contiguous modules are used to form bars or spaces which are wider than one unit.
Moire  In color process printing, an undesirable screen pattern formed by improper screen angles of overprinting halftones.
Moisture Content  The moisture present in a material as determined by specified methods.
Moisture Resistance  That property of a material which resists uptake or passage of moisture.
Moisture proof  The property of a material which makes it substantially impervious to water vapor.
Mold Release Agents  Materials used in the manufacture of molded objects to facilitate their removal from the mold. Mold release agents can
cause serious adhesion problems in some instances.
Mono Web  A brand name for a printed pressure sensitive label web that is self-wound. A release coating is applied over the print so that the adhesive on the back will not stick to the printed surface. The actual die-cutting becomes a function of the label application equipment. The process is covered by patent.
Monomer  A primary chemical structure which reacts with itself, under the influence of catalytic action, to create polymeric forms of much greater molecular weight.