affect attendees.The legislation changes cer-

tain work rules at McCormickPlace that will provide greaterflexibility for exhibitors in theirbooth setup and take downprocedures. As of August 1,McCormick Place has alreadyimplemented the first phaseof these changes, whichencompass the following newinitiatives:• Expanded exhibitor

rights. Exhibitors will now beable to do their own booth andequipment setup and disman-tling using their own laddersand hand tools (power toolsare acceptable), regardless ofbooth size.• Standardized straight

time, overtime and doubletime. The straight time windowfor all skilled labor services—including those performed byTeamsters, riggers, carpenters,decorators and electricians—will increase to 6 a.m.-10 p.m.,Monday through Friday.Straight time is for the firsteight hours of the workday.Specific, standardized windowswill be observed for overtimeand doubletime.

Volume XXIX, Number 7 August 2010newsT H E A S S O C I A T I O N F O R S U P P L I E R S O F P R I N T I N G , P U B L I S H I N G A N D C O N V E R T I N G T E C H N O L O G I E S

INSIDE:

Chairman’s Perspective........................... 2

Selling in 2010MakesGood Tax Sense ........................................ 3

Three Trade Show Tips to GenerateExcitement and CloseMore Sales.......... 4

NPES Urges Repeal of New Form 1099Reporting Requirement............................ 5

GAERF Announces StudentDesign CompetitionWinners .................. 5

Postal Service Files forExigent Rate Increase ............................ 6

Market Intelligence News:UCC Filing Update .................................... 6NPES 2010 Annual Conference .............. 7PRIMIR NewResearch Studies ............ 8News and Notes ...................................... 8 Continued on page 3

The Graphic Arts ShowCompany (GASC) has

announced that historic newlegislation passed in May bythe Illinois General Assemblywill result in greater work ruleflexibility and lower costs atMcCormick Place for vendorsexhibiting at GRAPH EXPO,Oct. 3-6, 2010. Additionalchanges, including reductionsin utilities, related services,and in food and beveragepricing, will also positively

New Exhibitor-Friendly Changesfor Chicago’s McCormick PlaceIMPLEMENTED IN TIME FOR GRAPH EXPO 2010

• New automobile andsmall utility vehicle policy.Exhibitors will be allowed todeliver, unload and reload cer-tain materials and equipmentthemselves in designated areas,according to outlined rules.• Implementation of

lower crew sizes. The crewsize has been set at two people,unless larger crews are deter-mined to be necessary forefficiency or safety reasons.• Significant changes

to McCormick Place’s

exhibitor and technicalservices. The “at-cost” ratewill be charged for all laborprovided by electricians,plumbers and telecommunica-tions installers. Additionally,Exhibitor and Technical Serviceswill no longer charge labor forinstallation or removal ofelectrical services smaller than208 Volts, nor for tear-out ofbooth or meeting room work(excluding rigging or workclassified as theatrical or stage

sary this year, and although the products havechanged and my father is retired, his courage andinnovative spirit are very much alive in me andour employees. He is the One Person who, by ex-ample, taught me that “one idea can make a mil-lion dollars,” and even more importantly, howself-confidence and sheer tenacity can inspireothers. To this day, he is the mentor in my lifewho continues to fuel my drive to succeed!

Through his example I learned first-handwhat can happen when you embrace self-trustand believe in YOU—and what can happen whenothers believe in you, too! People follow andbelieve in those who inspire them. Naturalenthusiasm is contagious; it turns passioninto inspiration and becomes something greaterthat people want to be a part of.

The great Henry Ford, American industrialistand Founder of Ford Motor Company once said,“Enthusiasm is the yeast that makes your hopesshine like stars. Enthusiasm is the sparkle in youreyes, the swing in your gait…the grip of yourhand, the irrestible surge of will and energy toexecute your ideas.” Ford believed in people. Hediscovered early on that helping them believe inthemselves unleased trust and confidence that in-spired revolutionary new ideas for his company.

Recent reports indicate the recovery is on theway, but may take longer than originally forecast.Now is the opportune time to reflect, imagine andrecommit to your life goals and ambitions—and tofocus on those around you to inspire in them newlevels of self-worth and confidence.

My father, Dennis A. Burgess, is no differentthan other men and womenwho had the ‘GUTS’to follow their instincts and dreams (or their oneidea). Simply put, I believe this is what the Ameri-can Dream is all about in its purest form...freedom!Freedom of thought and speech, freedom to learn,freedom of choice, freedom to make money,freedom to travel, freedom to believe, and mostimportantly—the freedom to dream! You havethe freedom to becomewhomever you choose!

I dedicate this column to my father, and themany other amazing men and womenwho caredenough to show an interest in me and fueled thesuccess of Burgess Industries and the companieswe service and support.

What about you and your company? Are youthat One Person, with that one idea that willchange your life and the lives of others aroundyou forever? I challenge you to ask yourself ifyou are following your dreams—and moreimportantly to be an inspiration to others.

D.J. BurgessNPES ChairmanBurgess Industries, Inc.

One Person, One Idea—theInspirational Seeds of Success!

“Boys, we’ll call itWide,Wide, World of Sports andhave a sale every day!” Asa child, those are the wordsI remember my father say-ing as he captivated andinspired my brother and

me, talking about the business wewould start oneday. He’d say, “all you need is one good idea andyou can make a million dollars, and you boys arefull of good ideas!”

While my memories are faint as to why a sport-ing goods store…Burgess Industries was born in1977 frommy father’s passion, burning belief inhimself and his one idea—a Rotary UV Imaging Sys-tem for duplicating imaged sheets and/or strips ofmicrofilm. The patented “M1” Rotary Fiche Dupli-cator was sold worldwide, mostly through PrivateLabel, and later became theM361 Duplicator for3M’s leading market position in Microfilm products.

My father worked hard, committed to his familyand employer/job, and he was successful at both.I would visit him sometimes late at night, in hismakeshift office in our garage. He eagerly answeredmy questions about the mound of engineeringdrawings and loved demonstrating the ‘magic’ ofhis working tools: a drafting board and pencil,eraser, slide rule, and other elements used to ma-nipulate a straight line from a square into a circle.

My brother and I rode along with him todifferent businesses and watched him evaluatecomponents, fabricate parts, and test different

chairman’s perspectiveprototypes. And then, the biggest day of all…when his investor came to our house to watch theprototype perform on our kitchen table! It tooktwo days for the overwhelming ammonia fumesto dissipate from the house! To this day, I stillhave a copy of that investor’s check that allowedmy father to transform his first “one good idea”into Burgess Industries.

Dad moved his desk and drafting board to asmall office he rented from his older brother. Asmall black card table positioned against the backright corner wall was where my brother RJ (aJunior in high school) would do accounts receiv-ables and payables. John Johnson, an engineeringacquaintance who helped with assembly and test-ing of some of the prototypes, was hired to runproduction, and I (a Senior in High School), wasnamed ‘assembler,’ working for John when myschedule allowed after school and on weekends.

Manufacturing was located seven miles northof my father’s new office, a rented 20’ x 20’ spacewithin the investor’s manufacturing business. Itwas secured with 4’ high plywood walls andchicken wire that attached the end of the walls tothe ceiling. A 4’x 4’x 8” door constructed with alatch and padlock protected the area that washome to inventory, production, assembly, QC, and

packaging. A small office for John with a deskand a single stall bathroomwas part of the deal.I would often catch John sleeping at his deskwhen I arrived after school and he would tell me,“engineers get their best ideas when they take“cat-naps!”

The first order for 10 units was completedand shipped, and theWide, Wide, World of Sportswas no longer a dream, but a reality—just with adifferent name. I was as excited and proud of myfather then as I am today!

Burgess Industries celebrates it 33rd Anniver-

2

People follow and believe inthose who inspire them.

Natural enthusiasm is contagious;it turns passion into inspirationand becomes something greaterthat people want to be a part of.”

3

production). Additionally, newcompetitive rates have been put inplace for electrical service.• New pricing plans for food

service. A 10% price reduction willbe implemented for all catering andexhibitor catering menu items, withadditional reductions going towardcoffee, soda and bottled water. Theprevious policy of delivery chargeson orders of less than $250 will bereplaced by no delivery fee for aminimum $35 order. Pricing forpurchases from all non-brandedfood outlets will be reduced by 20%.Finally, exhibitors will now be able tobring their own food and beveragesinto McCormick Place for personalconsumption.“For years, GASC has worked on

behalf of our exhibitor companiesand attendees to support efforts thatwould make exhibiting and attendingGRAPH EXPO less costly and morehassle-free,” explained Ralph Nappi,President of GASC. “Though Chicago,with its history as a printing townand its geographically central loca-tion, had always been an ideal city inwhich to hold GRAPH EXPO, the oldrules at McCormick Place had consis-tently placed undue hardship on ourexhibitors and attendees. The passingof this historic legislation—and theaction taken by McCormick Place toenact many of the legislated changesahead of GRAPH EXPO 2010—is areal win for the entire graphic com-munications industry.”The McCormick Place bill was

passed with overwhelming support byboth houses of the Illinois General As-sembly and was subsequently signedinto law by Illinois Governor PatQuinn. The legislation will allowChicago to compete more effectivelyfor exhibition business against rivalcities such as Las Vegas and Orlando.For more information on how the

new legislation will affect individualexhibitors, contact GASC Director ofOperations Kelly Kilga via e-mail at:kkilga@gasc.org or phone: 703/264-7200. For additional informationabout GRAPH EXPO 2010 visit:www.graphexpo.com.

McCormick Place, continued from page 1

tax talkSelling in 2010Makes GoodTax SenseThere were 66 million babies born

between 1945 and 1964. The erawas known as the “Baby-Boom” and the“Boomers” are now reaching retirementage. In fact, the oldest are now turning 66and the youngest are embarking on their40s. As such, many of them have workedhard throughout their lives and built busi-nesses from the ground up. A very consider-able amount of wealth has been created andthose owners are now looking to retire ormove on from their businesses.

Currently, in 2010, we have favorable taxrates which allow you and your company topay less taxes on the sale of the business asopposed to waiting until 2011. During theBush administration, both capital gains anddividend tax rates were decreased to 15%.Those tax cuts are now set to expire Decem-ber 31, 2010. The rates coming in 2011 willbe 20% for capital gains and the ordinary taxrate for dividends can be as high as 39.6%.

Capital GainsThe capital gains rates are currently 0%

and 15%. Historically, the capital gains rateshave been as high as 20%. This means thatcapital gains will be taxed at 0% if the com-bined Adjusted Gross Income of the sellingtaxpayer (including capital gains) is at orbelow the two lowest tax brackets. Theamount of capital gains earned by a tax-payer that are at or over the 25% bracketare currently taxed at 15%. These newrates produce much more favorable taxconsequences than in past years.

For example, if a company is sold andcapital gains are determined to be$1,000,000, in this tax year, the seller of thecompany would pay $150,000 in capitalgains taxes as opposed to $200,000 in afuture year. The result is a tax savings of$50,000 just given the fact that the salehappened this year as opposed to next year.

Unless Congress acts to the contrary, the

capital gains tax will go up in thenext year. If you fail to take gains thisyear, they will be taxed more harshlynext year.

DividendsIf you own stock in a C Corporation

you most assuredly have had, at onetime or another, dividends distributedto you. Currently, and for the goodpart of the past decade, dividendswere taxed at 15%. No matter whatincome level you were at, dividendsreceived a preferential rate making theC Corporation a good buy and a goodbusiness entity for tax purposes. Thelaws giving rise to the preferential treat-ment are now coming to an end as ofDecember 31, 2010. On January 1,2011, dividends will be taxed at theordinary income tax rate of the taxpayer.

The significance here is that thisyear is a very opportune time to cash-in corporate retained earnings. This issometimes done during business salesto cash-out the retained earnings, less-ening the tax burden. If this is done in2010, the tax rate will be 15%. Nextyear, dividends are taxed at a maximumrate of 39.6%, as the ordinary incometax rate regains its old position as well.

To illustrate the point, a taxpayer in2010 who cashes out retained earningsof $1,000,000 will pay $150,000 intaxes; next year, the same taxpayercould pay up to $396,000—well overdouble the 2010 tax consequence. Thisis a difference of $246,000 for the sameamount of dividends distributed to thesame person.

With the imminent increase in thecapital gains tax and the dividend taxrates, owners of closely-held businessesare well advised to sell their businessesthis year rather than next in order totake advantage of the lower tax rates.

Dr. Bart A. Basi is an expert on closely-heldcompanies, an attorney, a Certified PublicAccountant and the Senior Advisor of the Centerfor Financial, Legal & Tax Planning, Inc. He is amember of the American Bar Association’s TaxCommittees on Closely-Held Businesses andBusiness Planning. For more information, con-tact Dr. Basi at phone: 618/997-3436 or visit:www.taxplanning.com.

4

Finalizing orders in a trade show setting canbe a lot of fun, but also a challenge. Of

course, presenting in person to a qualifiedprospect tilts the odds heavily in your favor. Trythese tips and tricks to hasten the sale along.

Tip #1—Give a Strong LiveBooth DemonstrationSince you're likely to be working with buy-

ing teams, rather than a single decision maker,it makes sense to gather as many of thoseinvolved as possible for your presentation.Time is money, especially at a trade show, soyou don't want to waste yours by repeatingthe same demomultiple times.

Three Trade Show Tips to GenerateExcitement and Close More Sales

and leave them feeling a whole lot moresecure about their show purchase, orfuture purchases.

Tip #2—Close and Negotiateas You Normally WouldIf you have prepared yourself thor-

oughly, qualified your customer, leveragedyour expertise, and presented a good demo,then the close will probably take care ofitself... just as it would in any other salessituation.After you complete your presentation

ask, once more, if your prospect has anyquestions. After all remaining questionshave been answered all that's left to do isask for the order. Do it once, twice, or asmany times as it takes to make a sale, ordetermine that your time would be betterspent elsewhere.If you discover your client has an objec-

tion that you can't overcome at the mo-ment, then try to set an appointment forthe near future; it makes no sense to wasteyour valuable trade show hours trying totalk an unconvinced prospect into buying.For the most part, though, you'll be able todeal with objections on the spot. In fact,you'll probably be a lot better positionedthan you normally would, if only becauseyou have access to working models, per-sonnel from other departments, and otherresources right at your fingertips.

Tip #3—Follow-upPromptly and ConsistentlyThere are going to be some sales that

you can’t close at the trade show. Theprospect might be unconvinced, a keydecision maker could be missing, or youmight run into some other unforeseenobstacle. The important thing is to notgive up on the sale. Lots of new ordersare going to be generated through astrong follow-up.To make it happen, you’ll need good

notes. I recommend waiting no longerthan your plane ride home to enter theinformation you collected on prospectsand clients into your database or CRM

system. Theoverwhelm-ing volumeof peopleyou’ve justseen willlikely leave individuals fading quickly fromyour memory.Using those notes, move quickly! Try to

call trade show prospects within a coupledays of the show. Let them see you’re a pro-fessional who can follow up on your prom-ises and that you’re interested in earningtheir business. At the very worst, they’ll beimpressed with your persistence; at best,their circumstances (or impressions) willhave changed enough to make the salewhile your presentation is still fresh in theirmind. Also, try to reach clients or prospectsthat couldn’t make it to the trade show.They might be interested in what you pre-sented, especially if it’s new to the industry.

Key Bonus TipTake what you’ve learned from each

show to prepare for the next. I like to saythat trade show selling is a bit like holidaymusic—people only want to hear it for afew weeks at a time. It can take upwards ofsix months (devoting 30 to 60 minutes aday) to effectively prepare yourself to makesales at the booth—and just as long to fol-low-up with all of the prospects and cus-tomers you met while there. That means,given the massive opportunity that tradeshows offer to create a landslide of sales injust a few days, you could always be in theprocess of following up on one, or prepar-ing for the next—or both at the same time.The key is to do it.

Carl Henry, President of Henry Associates, is a salesand customer service educator and corporate consult-ant who developed The MODERN Sales System andthe PEOPLE Customer Service System. A CertifiedSpeaking Professional and member of the NationalSpeakers Association, he was a presenter for the NPES2006 Regional Meetings series, and has taught essen-tial sales and customer service skills to NPES membercompanies and hundreds of other companies in adiverse range of industries. For more informationcontact Carl Henry at phone: 704/847-7390, e-mail:chenry@carlhenry.com, or visit: www.carlhenry.com.

Carl Henry

After allremaining

questions have beenanswered, all that'sleft to do is ask forthe order.”The momentum in a trade show environ-

ment is a double-edged sword. By excitingprospects and exposing them to new ideasoutside their day-to-day work perspective, itcan accelerate the sales process. On the flipside, it can also tempt salespeople to rushthrough their demonstrations, skipping overkey features and benefits that the prospectwants to know. Don’t be in such a rush thatyou forget to ask ‘checking questions’ alongthe way. It doesn't matter how fast or goodyour presentation is if the prospect isn’tengaged in the process.Don’t just invite buyers, either. Let new

prospects meet members of your financingteam, customer support staff, or engineeringdepartment. Making these introductions onlytakes a moment, but can give the client amuch broader perspective of your organization,

5

GAERF Announces StudentDesign Competition WinnersDesign and Theme for GRAPH EXPO 2011

A talented graphic communicationsworkforce iswaiting in thewings, based on thehigh-caliber entriesreceived from students vying for the top prize in thisyear’s student design contest. Now thewait is over.

The Graphic Arts Education and ResearchFoundation (GAERF) announced that thewinnersof the GAERF 2010Student Design Competition,from among 137 entries, sixwinnerswerechosen—three at the secondary level and threeat the post-secondary level.THECHALLENGE

The contest challenged students to createmarket-ingmaterials designed to promote GRAPH EXPO2011—the largest andmost innovativetrade show and conference for the graphic communications industry in the Americas. Thecriteria included: creating a theme forGRAPH EXPO2011; designing artwork tosupport the theme; and using the artworkto produce a finishedmarketing product.THEWINNER

Collin Dean’s theme, “Embrace Tech-nology,” aswell as the artwork he de-signed, has been formally adopted by theGraphic Arts ShowCompany (GASC) topromote next year’s show,whichwill takeplace in Chicago, September 11–14, 2011.THEPRIZES

First placewinners and their instruc-torswill receive a two-day all-inclusivepaid trip to attend GRAPH EXPO2010in Chicago, IL. In addition, theywill bepresentedwith a $2,000 check duringGRAPHEXPO2010’s Career Aware-nessDay, on October 6, 2010. Thesecond placewinnerswill be awarded$1,500, and the third placewinnerswilleach receive $1,000.

“GAERF is proud to continue itscommitment to supporting educationinitiatives by encouraging creativity andself-expression in students through the artof design and production,” said GAERFPresident Ralph Nappi. “This secondannual competition received a significantnumber of entries, a 59% increasecompared to last year’s contest. The Foundation initiative has served to recognize ourbest and brightest students, aswell as the significant commitment of their instructors.”

All student entrieswill be featured in a special displaywithin GRAPH EXPO2010’sEducationMain Street, and posted on both the GAERFwebsite at:www.gaerf.org andthe graphicCOMMcentral website at:www.graphiccommcentral.org.

GAERF2010Student DesignCompetitionAnd the Winners Are…At the Secondary Level1st Place:Collin Dean

Royal Oak High SchoolRoyal Oak,MIInstructor:Michael Stinnett

2nd Place:BrithneyMillerUpper Valley JVSPiqua, OHInstructor: Ralph Ash

3rd Place: AubreeBergBay-Arenac ISD Career CenterBay City,MIInstructor: Cort Schepeler

At the Post-Secondary Level1st Place:Brandon Lutze

Cal PolySan Luis Obispo, CAInstructor: Lorraine Donegan

2nd Place:DrewMcWhorterClemson UniversityClemson, SCInstructor: Carol Jones

3rd Place:Kathleen LeeCal PolySan Luis Obispo, CAInstructor: Lorraine Donegan

NPES Urges Repeal ofNew Form 1099Reporting Requirement

NPES President Ralph Nappi has appealed to President Obamaand NPES’ Virginia congressional representatives, both as a

business constituent and as the leader of a national association,asking them to urge Congress to repeal the onerous new taxreporting provision included in the recently passed health carereform law that requires businesses to issue IRS 1099 Forms toall vendors that provide them with $600 or more in goods orservices in a year. Copies of these appeals can be viewed here:http://www.npes.org/government/letters.html.Current law only requires businesses to send a Form 1099 to

individuals who provide rent, interest, dividends, and non-em-ployee services in excess of $600 to a business. Payments to a cor-poration and payments for merchandise do not need to bereported. But under the new law beginning in 2012, every busi-ness will be mandated to issue a Form 1099 to any and all ven-dors to which the purchasing business has paid more than $600in a year for products or services. The Form 1099 must also besent to the Internal Revenue Service.In writing the President, Nappi stated that “whatever benefits

this new requirement might arguably yield in improving tax com-pliance and closing the tax gap are clearly greatly outweighed bythe costly and time consuming burden it places on nearly 40 mil-lion businesses and other entities (as estimated by the IRS Tax-payer Advocate who has also raised serious concerns about thenew reporting provision) that will have to issue tens of millions ofadditional 1099 Forms.”Nappi also stressed that in addition to issuing and receiving

millions of new 1099 Forms, obtaining tax identification numbersneeded to complete the Forms and dealing with back up with-holding requirements will impose a serious direct increase in thepaperwork burden on millions of business entities, and “will beespecially counterproductive to smaller business organizationslike NPES and many of its members.”NPES also fervently opposes any effort to increase the penalties

for inadvertent errors in, or late filings of 1099 Forms. Separately,and evenmore when taken together, these new filing requirementsand possible increased penalties are totally unacceptable andshould be avoided completely, not just mitigated administratively.Nappi concluded his appeal to the President and NPES’ Virginia

congressional representatives by emphasizing that if allowed to gointo effect these new requirements and penalties “will severelyundercut American businesses at a time when many continue tostruggle and when it is imperative that they be as productive andcompetitive as possible.”Those who object to this burdensome new prescription for

more costly government paperwork can register their oppositionat:www.stopform1099.org to send e-mails and make phonecalls to their Senators and Representatives.For more information contact NPES Government Affairs

Director Mark J. Nuzzaco at 703/264-7235, or e-mail: mnuz-zaco@npes.org.

The U.S. Postal Service has filed a requestwith the Postal Regulatory Commission

(PRC) for an “exigent rate increase” averag-ing 5.6 percent, effective January 2011 if ap-proved. This is the first application under thePostal Accountability and Enhancement Act of2006 (PAEA) that authorizes the Postal Serv-ice to adjust rates in excess of inflation (asmeasured by the Consumer Price Index) for“market dominant products” when there are“extraordinary or exceptional circumstances,”provided the PRC determines such an adjust-ment is “reasonable, equitable and neces-

sary.” The Postal Service asserts that aCPI-limited increase would prevent itfrommaking discernable progress towardsclosing the estimated $7 billion shortfallin its FY2011 budget.“Market dominant products” include

those for which the Postal Service has alegal monopoly. Among other increases,First-Class Mail letters and postcardswould rise 2 cents to 46 and 30 centsrespectively.The Postal Service cites the precipitous

and unprecedented 20.1 percent drop in

mail volume and corresponding $11.7 billionloss of revenue that has occurred since 2007as the “extraordinary and exceptional circum-stances” that support an exigent rate increaseat this time. It attributes this mainly to therecent severe recession.If approved, the increases are projected to

yield $2.3 billion more in revenue, leaving a$4.7 billion deficit to be made up by othermeans in the Postal Service’s comprehensiveaction plan, which includes retaining andgrowing mail volume, streamlining operations,and changing labor contracts, regulations and

6

The chart compiled from UCC data provided herein by EquipmentData Associates (EDA), shows up-to-date UCC (see definition

below chart) activity for all printing equipment. Used equipment fil-ings increased slightly in June while new equipment filings continuedto trend downwards. It’s too early to tell if the uptick in used filingssignals that we have reached the bottom but June filings of 174 unitswere exactly at the six month average for 2010.Although UCC filings are a combination of new equipment

sales, used equipment sales andrefinancings of existing place-ments, they are still a strong indi-cator of market activity.This information is extracted

directly from EDA’s comprehen-sive database of nearly 30,000records for purchasers of printingequipment.For each of the data points in

the table, subscribers to EDA’smarket intelligence services cansee exactly who purchased thepiece of equipment—and themanufacturer and model.NPES member companies thatparticipate in the free NPESMarket Data program are eligiblefor significant discounts onEDA’s services. By combiningthe critical purchaser informationfrom EDA with the comprehen-sive market statistics, analysis,and forecasts provided by NPES’

free Market Data program, participating NPES member companies canget a complete picture of the current and anticipated future activity in themarketplace.For more information, or to join the free NPES Market Data program,

contact NPES Assistant Director for Market Data, Rekha Ratnam at phone:703/264–7200 or e-mail: rratnam@npes.org. For specific informationabout the market intelligence services offered by EDA, contact MauricioJurin at phone: 704/845–1099 or e-mail: mjurin@edadata.com.

Market Intelligence News: UCC Filing Update

A Uniform Commercial Code Form 1 (UCC–1) filing is a financing statement required by law to be filed with the state to show thatone party (usually a lender) has a security interest in another party’s (usually a borrower’s) personal property, and most frequentlyrelates to the commercial financing of capital equipment through a lending institution. UCC data is filed everyday throughout theU.S. Each UCC data filing statement has three components: the borrower, the lender, and what the borrower purchased, includingmake, model and serial number. Once the data is filed, EDA’s more than 50 employees manually review each filing to identify andcorrectly classify the transactions of printing equipment. What results is a robust database that offers subscribers continually up-dated information on exactly who is buying or leasing what pieces of equipment.

Printing Equipment UCC Filings: 2006—2010

Postal Service Files for Exigent RateIncrease as House Subcommittee ApprovesBill Returning $55 Billion to USPS

opportunities—that lie just over the horizonin this ‘new era’ of print. Plus, you’ll gaincountless, invaluable networking oppor-tunities during the educational sessions, andthroughout the numerous networking breaksand casual activities.

This year’s timely, content-rich programwill deliver all of the information and directionyou need NOW. Here you will:

• Expand your knowledge in thought-provoking interactive discussions with topindustry executives

• Gain keen new insight and perspec-tives from industry expert presenters, and

• Benefit from theinvaluable world-classnetworking and ex-change that membershave come to expectfrom NPES.

You will return homewith all of the strategiesand tactics to enhanceyour relations withcustomers and vendorpartners—and be bestpositioned to confidentlysteer your companyforward into “TheFuture of MediaCommunications.”

Join us at the NPES 2010 AnnualConference and find out! Together,with your peers and industry experts,we will explore “The Future ofMedia Communications.”

Here you will gain an up-to-theminute assessment and analysis of allthe key factors—economic, technologyand market place trends—that willimpact your company’s future.

During this fast paced executive-level forum, in mind-opening exchangewith presenters and your peers, you’lldiscover the challenges—and new

7

the law where needed.However, NPES and its 21st Century Coali-

tion partners disagree that the Postal Servicehas met the law’s requirement of “extraordi-nary and exceptional circumstances,” andstrongly oppose the exigent rate increases asbeing a very counterproductive catalyst thatwill ultimately drive more volume from thesystem and perpetuate the Postal Service’sdownward financial spiral. The 2006 PAEArequires the PRC to act by early October.In a related development, the House

Subcommittee on Federal Workforce, PostalService, and the District of Columbia haveapproved a bill that would recover $55 billionfor the Postal Service that it was required topay into the Civil Service Retirement System(CSRS) to cover retirement benefits for postalworkers who were employed under both theold Post Office Department and the newerindependent U.S. Postal Service.Studies by the USPS Inspector General

and an independent actuary retained by thePRC have confirmed that the Postal Servicehas overpaid the CSRS Pension Fund by atleast $50–55 billion over some 35-plus years.The difference between these calculationsand those implemented by the Office of Per-sonnel Management (OPM) is that the USPSIG and the actuary use modern calculationmethods, whereas OPM has been using anantiquated calculus that fails to incorporatecurrent actuarial best practices and account-ing standards.H.R. 5746, the United States Postal Service’s

CSRS Obligation Modification Act of 2010, in-troduced by Subcommittee Chairman Con-gressman Stephen Lynch (D-9-MA) woulddirect OPM to modernize its actuarialmethodology to allocate CSRS retirementbenefits between the Postal Service and thefederal government in accordance with rec-ommendations by independent auditor, TheSegal Company, and transfer any surplus tothe Postal Service Retiree Health Benefits Fund.If enacted, H.R. 5746would—at no expense

to taxpayers—address a major cause of thePostal Service’s financial plight by potentiallyrelieving it of its present statutory require-ment under the 2006 PAEA to pre-fund its re-tiree health benefits by some $5.4 billion peryear, a financial burden shouldered by virtu-ally no other public or private sector entity.For more information contact NPES

Government Affairs Director Mark J. Nuz-zaco at phone: 703/264-7235 or e-mail:mnuzzaco@npes.org.

NPES 2010 Annual ConferencePrint Reinvented: The Future of Media Communications

The very nature of the graphic communications industry is intransition from a “print-centric” environment to a new mixed-media world. What does the future hold for YOUR company?

MEET YOUR KEYNOTEPRESENTERDavid Meerman Scott,marketing strategist and author ofthe hit new book World Wide Raveand number-one bestseller TheNew Rules of Marketing and PRwill reveal how to leverage for newsuccessthe potential that Web-based communication offers.

SAVE THE DATE!NPES 2010 Annual ConferenceNovember 18-20, 2010Royal Palms Resort, Phoenix, AZWATCH FOR MORE INFORMATION:www.npes.org

David Meerman Scott

news and notesNPES CALENDAR

October 2010EXECUTIVE OUTLOOK Conference

October 2 • Chicago, Illinois

GRAPH EXPOOctober 3-6 • Chicago, Illinois

TC 130WGs and PlenaryOctober 10-16 • Sao Paulo, Brazil

CGATS/USTAGOctober 28-29 • San Jose, California

November 2010ICC Meeting

November 4-6 • San Antonio, Texas

ICC DevConNovember 8 • San Antonio, Texas

NPES 2010 Annual ConferenceNovember 18-20 • Phoenix, Arizona

December 2010PRIMIRWinter MeetingRenaissance Boca Raton

December 6-8 • Boca Raton, Florida

February 2011ICC Meeting

February 14-17 • Tokyo, Japan

March 2011Vision 3 Summit

J.W. Marriott Desert Springs ResortMarch 13-16 • Palm Desert, California

PRIMIR Spring MeetingJ.W. Marriott Desert Springs ResortMarch 14-16 • Palm Desert, California

April 2011TC130Working Groups

April 11-15 • Berlin, Germany

June 2011ICC Meeting

June 14-17 • Barcelona, Spain

September 2011EXECUTIVE OUTLOOK ConferenceSeptember 10 • Chicago, Illinois

GRAPH EXPOSeptember 11-14 • Chicago, Illinois

International Graphic Arts ShowNPES Member Booth and Trade Mission

September 21-27 • Tokyo, Japan

October 2011NPES 2011 Annual Conference

October 16-19 • Palm Beach, Florida

NPES News is publishedmonthly by NPES.

Publisher:Ralph J. Nappi

Managing Editor:Deborah Vieder 703/264-7222

Correspondents:Jackie BlandEileen Cassidy

Circulation:Darcy Harris 703/264-7217

The Association for Suppliers of Printing,Publishing and Converting Technologies

1899PrestonWhite DriveReston, VA20191USA703/264-7200e-mail: npes@npes.orgwww.npes.org

Mark Nuzzaco

8

At the July 2010 PRIMIRSummer Meeting in

Atlanta, the PRIMIR Execu-tive Committee funded twonew research studies.“Transformative

Workflow Strategies forPrint Applications”willexplore the key characteris-tics of a transformative work-flowwithin five major printsegments (publication print-ing, promotional printing,commercial printing, finan-cial/transactional printingand within an in-plant orCRD firm). The consultantswill evaluate where in theworkflow of a printing firm atransformation has occurred

PRIMIR NewResearch StudiesFOCUS ON TRANSFORMATIVE WORKFLOW STRATEGIESAND ECONOMIC INDICATORS FOR THE PRINT INDUSTRY

and explore the drivers forthe change as well as theprocess (and associated costs,hardware and softwareneeds) for implementing thechange. The study deliver-able slated for early 2011 willinclude not only workflowdiagrams, but also successfulcase studies.Another study, “Eco-

nomic Indicators forthe Printing Industry,”will provide an academicanalysis of the printing in-dustry and the economicindicators that can be usedto forecast various aspectsof the industry. In additionto indicators relative to the

SAVE THE DATE!Vision 3 Summit • March 13-16, 2011Advancing Graphic CommunicationsJ.W. Marriott Desert Springs Resort, Palm Desert, CA

A dynamic new leadership conference open tographic communications service providers andvendors with a broad anddistinctly management-level approach.

A joint venture between NAPL,NPES and Printing Industries ofAmerica, co-owners of theGraphic Arts Show Company(GASC), producers of theGRAPH EXPO and PRINTtrade shows.

overall growth of the industry,the consulting team will beevaluating correlating indicatorsrelative to growth in key verticalmarkets that are heavy usersof print, as well as indicatorsrelating to demand for specificprint applications, equipmentand supplies sales, and more.This study should be nearingcompletion at year-end 2010 forthe benefit of both PRIMIR andNPES members.For more details about these

studies, and to learn how youcan actively participate in aPRIMIR task force, contactPRIMIR Managing Director JackieBland at phone: 703/264-7211or e-mail: jbland@primir.org.

www.vision3summit.org