May 23, 2005—While it did not have the traffic of some of the larger industry shows, the second annual Long Island Printing Equipment Dealer’s Show (LIPED) held May 10 and 11, in Melville, N.Y., was a success, with vendors reporting good leads and even several sales.

The show, at the Huntington Hilton, featured more than 30 exhibitors, as well as a keynote speech and seminar sessions from leading players in the market. “I thought it was a good local show,” said Tony Magaletta, district manager, MBO America.

The sessions focused on such topics as wide-format printing, computer-to-plate, and workflow. The speakers included representatives from Lindenmeyr Munroe, H.A. Metzger, Perfect Image, Hewlett-Packard, and Mitsubishi.

In Tuesday’s keynote, given by Lloyd Carr, director of graphic arts, New York City College of Technology, the topic was “Why Now Is the Best Time To Get Printing Equipment.” Mr. Carr defined printing equipment as more than just presses, but postpress and prepress machinery, as well.

He noted that potential equipment purchases have moved beyond the traditional print shop, listing 48 categories including advertising, binding, and data services that printers are becoming involved in.

For dealers and equipment manufacturers, Mr. Carr stated, it is important to translate the price into benefits, not features. The equipment must be demonstrated as a way to improve not only a print shop’s business, but customers’ businesses as well.

To accomplish this, Mr. Carr stressed creating a partnership with clients. “They don’t understand the technology, or what impressions per minute means for them,” he noted. “Instead of selling the equipment this way, focus on building a partnership and learning what the printer needs and his customers have, then sell or design equipment that will fill those needs.”

Other points that Mr. Carr made centered around the viability of the print industry and the need for participation. “Print is not going away, it’s actually getting better,” he stated. He went on to contend that in order to sustain a viable industry community, printers and vendors alike need to join and participate in trade associations. This creates a network of contacts and resources that everyone can benefit from.

Mr. Carr wrapped up noting that education is key. “Understand your customer’s customer,” was his call to action, and he urged attendees to read industry trade publications and educate themselves, as well as their customers.

In another session, Tom Reilly, sales manager, Lindenmeyr Munroe, debuted the new Paper Rep CD jointly created and distributed by Lindenmeyr Munroe and International Paper. Mr. Reilly demonstrated the new tools and features of the CD, which walks users through purchasing paper, including what to look for, and how to choose the right paper for a job.

The exhibit hall featured machinery and demonstrations from many different vendors spanning the industry, including: A-Quick Bindery, AFM Printing Equipment and Supplies, Bindery Parts, Bison Commercial Leasing, CMC Machine Corp., CPW Group, Diversified Graphic Machinery, Franklin/Statewide, H.A. Metzger Co., Hewlett-Packard/Artisan-Columbia, Kimoto, Kleer-Fax, MAN Roland, MBM Corp., MBO America, Mitsubishi Imaging, Northeastern Office Equipment, Perfect Image Printing Equipment, Jack Popkin & Co., Printing News, Pro Pack, Rollem, Shadow Transport, Shinohara USA, Spiel Associates, Standard Bindery, Standard Finishing, Tower Graphic Machinery, United Graphic Systems, Van Son Holland Ink Co., and Vijuk Equipment.

According to Ron Stitt, vice president, Perfect Image, and show coordinator, the show went well. It was bigger than last year, with more firms showing equipment, although he would have liked to see higher attendance—final numbers put attendees at 165. For next year, he noted that he would like organizations such as the Association of Graphic Communications to get involved and help promote the event.

Many firms brought equipment and had it running. Rollem was showing its new Advantage scoring, perforating, and slitting machine that officially debuted at the AIIM/On Demand Conference & Exposition in Philadelphia last week. MBO, Perfect Image Printing, and CMC Machinery all had some of their smaller-format models on display. “There was more equipment than I expected,” said Mr. Magaletta. “Presses, cutters, folders—that’s what brings people back.”

“It was a much more active show than the year before,” said Samantha Vizzini, vice president of sales and marketing, Shadow Transport. Many of the vendors commented that there seemed to be more printers on the floor this year, with many reporting that those who came were looking to buy. “Even though the aisles weren’t packed with people, the printers we saw were genuinely interested,” said Geoff Schwartz, field marketing representative, graphic arts material, Mitsubishi Imaging.

“This was a good opportunity for us to meet all of our customers,” commented Luca Williams, president, Shadow Transport. “[Everyone] was all local, right in this area. If you are in the printing business on Long Island, there is no reason not to go. There is no other show [on the island]. This is very convenient.”

Overall, satisfaction ran high at the end of year two of LIPED. Vendors were pleased by what they saw, and plan to return next year.