The major industry expo, Print United 2019, took place October 23 – 25 in Dallas, Texas. This was a special sort of year for the whole industry. Leading up to this show there were all kinds of questions about the future of our industry’s trade shows. Sadly, we’ve gotten used to some of that. This year has reset things for a lot of people. Despite trying political times and a degree of uncertainty in the market, things are great. The market continues to beat expectations and shows like Print United demonstrate a fresh vibrancy that’s boosting spirits. This year, the aisles were packed and next year’s show is slated to be nearly double the square footage!

Over the past 20 years or so, as the internet has matured, we’ve seen it replace a lot of the function that trade shows used to complete. Learning about products and hyper-specific discussions happen 24 hours a day online. However, there’s still a magic to a trade show, seeing is believing, and for people making large investments we can understand the value in comparing products directly.

The Print United show in Dallas came off the heels of a poorly attended show in Chicago. These two shows were only two weeks apart, causing exhibitors to make a difficult choice of either splitting their investment or hedging their bets with one show or the other.  This scheduling was no accident and may represent a major blow to the future of the Chicago print show. On the flipside this expo upset is bringing much of the traditional print finishing market into the fold of the sign and graphics world with Print United.

This battle-of-the-shows strikes up a lot of feelings for everyone in the mix. On one hand it’s tragic; yet we can also see a bright side of reunification that was bound to happen in one way or another. There’s always competition in business but if we stop and think about it we’re all supporting each other more than we realize. The shop just like yours, is in some ways different, catering to a similar but different set of needs. It’s easy see it as competition but in many ways it’s a functional partnership. What I mean is that competition drives us to be better and we all should find success in that.  There’s room for all of us and direct competition pushes competing businesses into distinct specializations. It makes us better.

In negotiating, it’s natural to fight for as much as one can get. Both parties push for what they think is best for them. Ideally both parties come out of an agreement with a partial win. In a tug-of-war on the boundary of a deal, mutual benefit arises by keeping both parties honest and honorable. Of course not every deal goes smooth and even when things go south we are destined to take our lumps. There’s a net effect out of eating crow: it stinks! We learn from those experiences and stop making those mistakes. The next deal is smoother and the mistake isn’t repeated.

Everything even down to the deal you make, is about being a good partner. Your competition only makes you stronger. Your clients drive you to be your best. And we all seek success that brings us to game day.

Steven Barrett
MSL Account Executive

Mid-State Litho
5459 Fenton Rd.
Flint, MI 48570
PH: 810.238.7370
www.midstatelitho.net

We are both happy and sad to announce the retirement of Richard (Dick) Miller. Dick Miller has meant so much to MSL and our customers over the years, but all good things must come to an end. Dick Miller has worked for us since 1991. Not only has he sold a tremendous amount of equipment, more importantly he has been invaluable from a mentoring standpoint.

I have personally known Dick Miller since the late 70’s when he was always one of Multigraphics top sales reps in the country. Dick was always near the top for his entire career with Multigraphics, that lasted nearly 30 years. Multigraphics fell onto hard times so Dick did what any good salesman would do, he went where there was new opportunity.

 Dick moved to and prospered with Compugraphic right up until the typesetting world was turned on it’s ear by the new computers, laser printers, and image setters. Dick retired at that time and was out of the industry for about a year. Having gone nearly nuts from boredom, he stopped into our office to visit an old friend. We talked and came up with a plan to have him come to work for us on a part time basis.

 I was very excited because I knew that I had just landed one of the best sales people I had ever known. That excitement came from knowing he would be a tremendous help to us, bringing in new business. What I did not know was how important he would become in my life even more so than selling some hardware. He became the most important mentor in my life after my parents. I learned so many things from him that it can’t be covered in a few paragraphs. Dick Miller brought class, intelligence, patience, and an old- school understanding of sales. We will make sure his influence stays part of the culture here at MSL.

 I have always been a mechanic that sold because we cannot survive without equipment orders. Dick Miller sold purely for the love of working with people and selling them equipment that helped to make them successful. He never sold anyone equipment unless he 100% sure it was correct for the buyer.

  During his years at MSL, Dick Miller never came to work because he needed the money. Dick Miller came to work every day because he loved you, his customers, coworkers, and his work as a respected salesman.  There are many people in this area that are a much better off because of his efforts. I put MSL at the top of that list. My only regret is that I didn’t hook up with Dick when he was in his working prime. He did so much for us working part time. I can’t imagine what it would have been like 20 years earlier in his career.

 Everyone at MSL will miss him every day, especially myself. I will miss the sales calls together, the trips to the trade shows, and all of the brainstorming trying to get deals done. Thank you Richard Miller, I cannot put into words what you have meant to me and our company. Enjoy your retirement, you certainly have earned it. We will never forget what you have done for us.

– Douglas M. Barrett

Mid-State Litho, Inc.
5459 Fenton Rd.
Flint, MI 48507
PH: 810.238.7370
www.midstatelitho.net