Trade shows have restarted. Are you coming?

 Our first show of the 2021 season is fast approaching.  We are truly excited.  There are so many positives to the trade show experience that it is hard to list them all.  Most importantly is the direct connection we get with our customers.  We are on the phone all day, we have many emails, and we have taken full advantage of new tech with FaceTime and TeamViewer and Zoom.  But there is a different connection when the interaction is face to face.  Or mask to mask as these will be.  

It is also better for our customers.  It is harder to determine what is the right path when purchasing a capital good if you cannot touch the product.  Consumables are easier, but hard goods are similar to buying a car or a house.  The user needs to be in direct contact with the product to understand all of the benefits and how they will affect their personal production floor.  We find that very fitting with manual screen presses.  These are certainly a "feel" item.  The operator has to like how the press flows with their hands.

So now both the exhibitor and the attendee have new opportunities. Visit us in Irving and in Indianapolis.  We can't wait to see you.

Award winners from SGIA 2018

BrownDigital earns Product Of The Year in 2 categories

FireFly Curing System 
U.S. Patent No. 10,011,136

FireFly™ 

What an honor.  Our patented FireFly eared the SGIA Screen Printing Drying Equipment Product of the Year.  This system is unique to the industry in its design and function.  Thermal imaging cameras monitor the temperature of the substrate and adjust the amount of energy applied to ensure perfect cure for each item. Paired with our proprietary software that connects to our Linx Control System software, this is a product designed to cure any decorated garment, whether screen or digitally printed.

Synergy Pretreat Module

Synergy™

And double the accolades.  The Synergy pretreat module earned the SGIA Pre-press (Sprayers/Dryers) Product Of The Year.  The Synergy combines with the FireFly to pretreat goods for direct to garment printing. Configured to spray two different pretreat solutions, and to mix them from concentrated form, the Synergy system is a large scale solution to a production bottle neck.  Simple to operate and easy to clean, this unit features software scheduled maintenance of the nozzle heads with built in flow sensors.  

Additionally, this system connects to our Linx Control System software to provide complete control of any product in your on-demand production floor.

See these and our full line of products at the SGIA show in Las Vegas on October 18, 19 and 20.

2018 Event schedule

The 2018 trade show circuit jumps to a quick start with back to back shows on the west coast.  The PPAI show is in Las Vegas on January 16-18.  The Imprinted Sportswear show is in Long Beach on January 18-20.  Both of these events are historically, exciting due to new products launches and innovations.  The added bonus that it should be above freezing in both locations makes them fun venues to spend time.

However, for those who are on different coast lines or whose schedule does not permit, we are action packed for 2018.  We are sure to be at an event near you soon.  For a complete list of our upcoming events check out this calendar.

Why should you attend?

Many reasons are listed for not attending trade shows.  Though they are legitimate reasons to pick your events carefully, it is a wise choice to attend one event a year.  Let's see if we can balance the pros and cons.

Reasons for not attending.

1. We are not planning to upgrade our equipment.
2. We are too busy with orders to get away.
3. Our place needs management to run the facility each day.
4. There is never anything new that would change our company.
5. We can't afford anything new.
6. It's so expensive to go.
7. We train our own employees.
8. Etcetera.

Seriously these are the reasons we hear.

So let's go through these and see if there is another viewpoint.

1. Nope, you probably are not planning on an upgrade.  However, looking for ways to optimize performance of what you have is always worthwhile.  With updated maintenance information and tools, machinery will last longer.  This is a major cost savings for any business.
2. Too busy FOR THE WHOLE YEAR?  There are events all over the country every month.  Small regional shows have information that is worth knowing just as much as big shows. 
3. This is an excuse screaming for show attendance.  There are seminars on production management just so that the production floor can run seamlessly without upper management intervention.  If "I'm essential for every day" is the reason, then take a seminar and lighten your load.
4. Sometimes there aren't new things.  True.  However, we could all use a refresher course.  As you are driving in the mall parking lot and thinking that all these people need a driving course, remember your shop.  Everyone could use a quick study in everything they do from time to time.
5. Your budget is tight has some validity.  So don't buy anything!  Just learn.  Sit with other business people and ask questions.  Not about your favorite sports, but about how their business handles day to day activities.  
6. The shows typically have free passes to enter.  Pick one you can drive to.  Talk to people.  Free info.  Sounds reasonably priced to me.  Seminars cost money, true.  Talking to people on the floor is free.
7. So, you are up to date on all new technology, right?  So how you train your people is top-notch?  Um huh.  Think again.  Quality people learn fast.  They can learn new things that will help your business grow and be more profitable.
8. Should we keep going or do you get the idea?

So what do you do if you are looking for something new.

Attend all events with an open mind.  We see many people who go to a show thinking that they know exactly what they are there for.  That is good.  They have probably done their research and are comfortable with what they are planning.  However, look around.  There are rows and rows of interesting products that might shed new light on old problems or change your mind on what you think you need.

If you are looking for one thing, talk to everybody who know something about that issue.  Different manufacturers can give insights on solutions from different perspectives.  Be open minded.  You are there to learn something and, though you may have years of experience, new technology changes the game.

One final note.  Have some fun.  Walking a show is tiring.  It is physically and mentally challenging.  But there are new things to see and new people to meet.  Wear comfy shoes and a smile.  It is a long day that should lead to improvements and new insights.

Trade show goals

The Brown event calendar is full of activity.  We are traveling to over 20 trade shows in 2017 and that means 2-3 per month.  We invest in these events because, unlike traditional advertising, trade show floors give us the opportunity to talk directly with our customers.  And it allows potential customers to see for themselves what products are the best choice for their business.  You can access our upcoming events on our website.

Many people avoid going to shows for many reasons.  Often, they do not want to take themselves out of their day-to-day operations for concern of decreased production.  Additionally, many believe that their production flows well enough so they do not need improvement.  Or, some folks are intimidated by the atmosphere of a convention hall and they think it is money wasted.

What can you get out of it?

Let's start with the money issue.  All of the shows that we display at would prefer that customers pay for something.  However, as vendors, we have paid for the hall space.  All of the vendors offer "get in free" passes to the convention floor.  This is a priceless resource.  Though it will not get you into seminars, it does give you the opportunity to create your own seminar as you walk.

Huh?  My own seminar?  Yes.  

Let's say your shop recently struggled with a certain job.  Either the job came back from a dissatisfied customer or was not the quality you would like.  Maybe the profit was too low.  Now is the time to develop a plan for the next time that kind of job comes in.

Your best resource are the vendors on the floor.  These people are trained in the newest techniques available.  Many of them have been in the industry for a while and they can give advice as to what really works, both old and new tech.  Additionally, their job is to talk to people.  For those who are uncomfortable talking with people, all you have to do is to get them started talking and then listen.  You will gain tons of information.  Yes, maybe a sales pitch will be thrown in to the mix.  But, don't let that intimidate you.  It is your wallet.  You control how that part of the conversation progresses.

Another resource wandering the floor are the people just like you.  Sit down for lunch and chat with someone you don't know.  Trust me, these people are all in the same situation.  They came to learn something and see what will help their business.  Your experience may help them and vice versa.  And, though the food is expensive, you will want to sit and rest from time to time.

While you are resting, take a look at what is in front of you.  And while you stroll, look in each booth.  You can casually look away and think, "I don't need new shirts" but you never know what you might want next week.  So look at the new products in all the booths, machinery as well.  You may not have a capital expenditure on your to-do list, but new tech might help you.  And, your competitor may be looking so be aware of what is possible.

Take a seminar.  They are beneficial.

Finally, if you have time a a little cash, take some classes.  As a suggestion, do not get too technical with a class.  If you do not offer 4 color process, don't overwhelm yourself with that information.  However, new information on printing that you do often is always helpful.  Additionally, don't use all your time in seminars.  The floor time is often more useful and practical than what you learn in a seminar.

From the vendors point of view... what not to do.

We have over 30 years of trade show experience.  We have seen all types wander the halls.  There are a few things we are pretty sure of.  First, all those catalogs and brochures you are picking up will probably get filed away and never looked at.  You might take the time to put them in a file cabinet, but typically they will all end up in a box and then in the trash.  Not because it was not well intended information but you can get too much of a good thing.  In our day of technology, access to the web will get you all of this information and more.  So skip all those bags and only collect the items you are truly interested in.

One type of attendee avoids conversation.  They are either intimidated by what they do not know, or what they cannot buy.  Let's start with the idea that you are there to learn something.  So if you are unsure of your knowledge, ask a question.  Someone will provide information that will be helpful.  As for what you cannot buy, that can change.  So be prepared and look at future purchases.

On that note, please remember that the industry is full of experts.  Always get more than one answer to your question.  Compare the information and do what makes sense.  Also, if you are just looking, please ask some questions.  Gather some information that will help you in the future.  However, remember that these people are there to talk to everyone and typically are there to sell something.  

And they are there to sell something.  Do not get fooled by bells and whistles.  This is your money and your business.  Look at the best way to spend your hard earned time and money.

Speaking of your time and money...

Enjoy yourself.  Relax and take a stroll down cool new-stuff lane.  Your shop can run for a day or so without you.  If it can't then use this as an opportunity to learn ways to fix that.  Have a nice dinner afterward and talk about what you saw.  If you are there for more than one day, use this dinner to plan the next day's endeavors.  These are fun events with friendly people who truly want everyone to do well.  

So stop in to see us at Brown.  We have plenty of new tech to show you as well as advice from a group of people who have been doing this for 3 generations.  You might learn something and have a laugh at the same time.

New technology coming to SGIA

SGIA is approaching fast and our engineering staff is working on new and innovative technology for introduction at this event.  With advancement in curing, lighting and software, there is a whirr of activity surrounding the entire department.  So what new items will you see?

Beginning at the manual machinery, the Set-N-Go™ preregistration system for the MasterPrinter™ now comes equipped with the LED pinpoint lighting system that has been an integral part of the system on the ElectraPrint™ automatic textile printers  These LED indicators light up when the screen is in the proper position, giving confirmation to the operator that the screen is ready to secure.  Speed, simplicity and accuracy are the keys to this great product.







Also in the manual printing line, Brown has re-issued the ShortStop™ athletic numbering system.  This is an attachment for a MasterPrinter or for any rear clamping carousel press.  This system prints 2-color digits of 4", 6", 8" 10" and 12" numbers with the speed typical of rotary load presses.  Set up a team name, and print numbers in one shirt load using a standard flash.  If you need to print athletic numbers, Brown has the solutions to fit your shop.

In the automatic printing category, the Anaconda™ is a new and unique product.  This is a completely new concept in flash curing.  It combines the compression heat of a transfer press with the speed of automatic printing.  Imagine a flash cure that flattens the fibers into the underbase and flashes in just a few seconds. It gives the print a crisp look without sacrificing production speed.  This is the Anaconda.  Revolutionary.

Lastly, the curing world is ever changing.  With the development of the FireFly™ we have learned much about curing situations around the globe.  The advancements in LED lighting technology allowed the development of the Vega™.  Similar to the FireFly in its versatility, the Vega is a LED curing system for UV ink systems.  This system can be purchased for pre-existing curing lines, combined with a FireFly or installed as an independent system.  LED is the forefront of UV curing solutions and the Vega with Linx™ Integration Software is the leader in innovation.

SGIA is the event for presentation of new and innovative products.  We are excited to introduce all of these and give hand-on demonstrations of our full line of machinery in booth 2147.  See you in Las Vegas!

Master Printer series: Employee training to reduce down time

From our Master Printer

An installers view

Our technicians and our sales people travel the globe installing machinery into screen printing shops that are both large and small.  While we are securing the machinery for proper operation we train the users on the operation and maintenance of their new purchases.  We often suggest some changes to the shop flow and to the tools that the operators have on hand.

As a rule of good customer service, we will stop back into the customer's location some time after the initial installation.  We do this to answer questions that will come up after they have been running for awhile.  These questions are typically about unusual jobs and how to print them.  Sometimes we will need to review maintenance so that the machines run to the optimal level.

What happens next is when this gets interesting.

Brown Manufacturing Group offers unlimited phone support.  This can be to the main office or to a cell phone.  Sales people and technicians take calls 24/7 in an effort to keep our customers on time for job deliveries.  The questions we hear are, very often, not related to the machinery that we installed.  

As an example, a call came in yesterday concerning the cure of a job.  A customer had a very short production run returned with under cured ink issues.  Every shop has been in that situation and it is one that you want to solve immediately.  After confirming that the oven was operating correctly, the conversation turned to understanding curing of plastisol inks.  Many times we are talking to a shop owner and this information stays with the shop but often it is with a production person.  

How much information does or should a shop employee have?

Studies suggest that employees need in-depth training to stay interested and involved in what they do.  Also, they should be encouraged to gather additional information that is beneficial and stay current on  new technology.  So, we have conversations with shop employees about curing or screen processing or any other facet of shop production.  

In a recent shop visit, a customer was having trouble with screen exposure.  This shop employee repeated, often, "I have been doing it like this since I started.  This is how I was trained."  Well, that initial training was great.  What was never taught was that bulbs fade, emulsion is temperamental to humidity and mesh counts make a difference.  So, productivity was down for more than a week while additional information was taught and the machinery was updated.  If this employee had been given technical information as they continued to stay on the job, then much of the interruption would have been avoided.

So what do you do?

Technical information and shop maintenance are a full shop necessity.  If employees and shop owners understand how things process then they will have a stronger link to keeping it moving.  Good places to expand knowledge are trade shows.  

At each of these, these are classes taught on all aspects of production.  Also, part of walking the floor of a show is to talk to experts.  Stop in a booth and ask questions and learn about how the process works.  This should only take a day.  Employees should be assigned tasks of what information they are to gather.  Don't just wander in without a plan.  That is like sending a group of middle school kids to a museum without an assignment.  They wander around, too shy to talk to people, and randomly grab literature while playing on their phones.  When everyone returns to the shop, a quick walk through of what people learned would then spread the information to all.  

Yes, this sounds expensive and maybe wasteful of a day's production.  But in the long term it is beneficial for many reasons.

• empowerment -- yes a buzz word.  But really, informed employees are usually interested employees
• Problem prevention -- new information will allow the employees to look at what they do with a deeper understanding and they may be able to fix issues before they impact production
• Respect -- if your employees think you are willing to invest in their education, then they may invest more into your shop

All of this is a win-win.  

And remember, after all of this effort.  Brown is still available for 24/7 support to keep your shop running smooth and productive.

2015 show season begins

PPAI Expo
FireFly demonstration

2015 has kicked off to a roaring start!



And welcome to a new season.  We are loading our trucks this week for upcoming events and we hope to see you there.  We have many new things to show you and we are very excited to hear your reaction.

The first event of the season was the PPAI show in Las Vegas. We displayed 2 amazing machines at this show.  The ElectraPrint Junior and the FireFly Curing System.  The speed and small size of the ElectraPrint makes this a great addition to any print shop.  The versatility of the FireFly is a perfect curing option for shops with direct-to-garment machines, athletic printers who print on performance materials and any shop who is trying to feed from multiple print operations onto one belt.

Expanding your business with on-site printing

All businesses, large or small, are looking to expand their market potential.  While repeat customers must be catered to and require constant attention, developing new business is how a business grows.  For many companies new business is created by the development of new products but another option is to expand into new markets.  At Brown, our engineers are always creating new and exciting products.  But additionally, we are now expanding into the global market and showing at new events.  This is expanding our product line and our customer base.

What are your expansion options?

One possibility is by offering products on-site at events.  These events can be festivals, markets, sporting tournaments or maybe your front side walk.  Summer offers this opportunity for those in colder climates and tourism feeds economic growth.  What are your options for printing on-site?

• pre-print goods for the event.  In this way your are prepared and there is no initial on-site stress.  When you sell out, you go home.  The stress comes in 2 ways.  You either run out too soon, or you are stuck with inventory you cannot sell.  
• Create or order heat transfers that you apply on site.  This is a great way to manage inventory.  You only press what you sell and the transfers are inexpensive to throw away.  There are two negatives.  One is that many people do not like the feel of heat transfers and, two, you do not generate a feeling of excitement within your booth.  You could have sold more.
• The final option is to print on-site.  You only print what you need.  Customers receive a printed shirt, which many people feel is a higher quality than a transfer.  And you create an excitement within your booth that people want to watch the garments being printed and may buy more.

So what is involved in on-site direct printing?

First, if you think you should pull the equipment from your shop and set it up at a new location, think again.  That is a quick way to frustrate yourself and lose money.  The shop needs to be left alone to produce the work it was set up to do.

Second, if you think you can print on any used stuff you find cheap, then remember what it is like when your press doesn't hold register and your dryer breaks down.  Frustration and no money.

The answer is an inexpensive and portable set up that is designed to roll in and out with easy power hook up and real printing capabilities.  The size of machine you decide on is determined by your budget and your vehicle size.  

There are many options.  Just remember that you need the basics.  A multi-color printer, a tunnel oven and a flash dryer.  Unless you own a generator, then plan on all these items needing 120V power that you can "borrow" from the event.  You can start with table top machines that are small enough to load in a hatch back, or scale up to a PonyXprs that loads into a pick up or a small trailer.  With either of these options, there are profits to be made.

Your only final decision is where to start.  

If you have a business in an area with heavy foot traffic, how about starting in your parking lot.  Like a tent sale, only with new stuff.  The next option is to find the next street fair in your town.  The cost to show is minimal and you will pick up long term customers there as well.  Once you have tried on-site you will see the benefits and the increased customer base.

Friends and Family Social Media Connections

Connecting with our customers is our primary business.
We focus most of our sales time on getting in touch with our customers.  We prefer direct interaction on trade show floors and being in our customer's locations.  We spend most every day on the telephone with our customers discussing printing problems and suggesting ways to improve their businesses.  After all this time together, we consider most of our customers to be our friends and many of them feel like family.

In this era of social media and online connection we have added many ways for our customers to keep up with our new products, product specials and technical advice.  All of these social connections have their own unique value.  Some, like this one, allow us to explore technical issues in depth.  Others give us the opportunity to shout out special offers and quick tips.

Additionally, as this is a connection between friends, we share, retweet, tag and repost any event or happening our customers post.  So if you are trying to expand your web presence, connect with us.

Here is a list of ways our customers can find us on the web.

Facebook

On Facebook we have 2 pages.  Our main Brown Facebook page has daily specials and information about upcoming events.  Our BrownDigital Facebook page offers insight and product information on the DragonAir product line.  We also share what other members in our industry has posted.  This is a great way to keep up on  some interesting magazine articles and blogs.

Twitter

Twitter has the specials of the day and additional information on what is happening at events as they happen.  #ISS, #NMB, #DAX, #SGIA, and #PPAI are just some of the hashtags you will see on our twitter feed.

Brown Blog

We also write a blog each month, as you are reading.  We use this space to provide technical direction, new product information and highlight trade show information.  This is a space that gives more than tidbits and sound bites and provides details on how new products and technology can increase your productivity and profitability.

E-blast Newsletter

Monthly we send out our specials and our event information to our Friends and Family customers.  By signing up for our monthly e-blast you will be the first to hear news.  Just send us your email address and we will add it to our list of subscribers.  And do not worry we do not share this list with anyone.  Remember, we think of you as Friends and Family and we treat you that way.

YouTube Channel

If you are looking for detailed product information and instructions on products you own, subscribe to our YouTube Channel.  In addition to having instructional and product information videos available, we had a #YouTubeChallenge for our customers that asked for product endorsements and cool stuff printed on Brown machines.  There are some great videos that came from some very creative people.  If you have one, tag BrownMfg with your video and we will add it to our playlist.

Vine

We are just beginning to play with Vine.  Yo may see some fun stuff and some of our people working hard.  Only 6 seconds?  We think they are worth watching.

If you have a vine video that shows what you print with Brown Equipment, then tag us, BrownMfg.  We will share it with our followers.

LinkedIn 

LinkedIn is an interesting way to connect with people professionally.  Though many of our employees have accounts, we have created a company page that should keep people better informed as to what we do and what new items we are offering.  Make a connection with our company page.  It is a great resource for new ideas.

eBay

Our store lists some smaller items that can be purchased directly online.  Flash cure units and small printers that are easy to UPS can be purchased directly through Ebay and there are some shipping specials that are applied to those purchases.  Additional items will be added as time allows.

Skype, LiveChat, eMail

There are also other ways that we are available for contact.  You can use Skype, brownmfg, or LiveChat from our web site.

Call us!  We like talking directly to people.

The easiest connection to us is by phone.  We are here from 7:30am to 6:00pm EST and our cell phones are always on (unless we are flying).  You will not find an automated attendant at the other end of the call.  Our people, the Brown Family, are here to serve our customers.  So call 616-249-0200 with any questions you have.

Trade Show season begins

The 2014 show season kicked off with a new event.  The NBM Printwear show was held last weekend at the Los Angeles Convention Center.  This event was small but we are excited by any chance we get to talk face to face with our customers.








This was the premier event for this year's show specials.  We want to heat things up a bit with free flash cure units and screen dryers.

The next show opens today in Las Vegas.  This is the PPAI Show.  We are exhibiting in the Decorate Pavilion with our ElectraPrint Junior and TRXi Curing System.  This event gives us the opportunity to talk with a wide range of specialty producers.  This sparks our creativity.

The final event for January is one of our favorite.  The Imprinted Sportswear Show held at the Long Beach Convention Center.  We have a row of booths to present our full line of production machines.  The DragonAir will be on display as well as some old favorites like the MasterPrinter and NumberPrinter lines.






We look forward to seeing all of our friends on the West Coast and any others who use these events to escape the cold of winter.  If you are looking to expand your printing capacity now is the time to get a great deal.  Stop in to any of the upcoming events and ask for details.

Too busy for trade shows?

I received a call from an organizer for one of our industry's trade shows. They wanted our opinion on adding another show to the schedule. Where, when, and the silly questions, why? The why question got me a bit ticked off. Not at the expo person, but at the attendees.

Please, let me explain.

Trade shows are regional events. They last 3 days and offer opportunities for the attendee and the exhibitor. In questionable economic times, all avenues for advancement should be explored. We need new ways to grow our business including new products, marketing ideas and production tools. Where do people get this information? From trade shows!

For the attendee:

At a show, which for each attendee is really only a 1 day visit, you can meet a number of people who can help you. First, there are industry expert, and those who claim to be, wandering the floor and offering seminars. Next, there are vendors. Listen to their pitch, you might learn something and get a new idea. Finally, there are other people like yourself. Do not commiserate, ask questions of what is working. There are real gems out there that you could apply to your business and increase your sales and margins.

As a thought, you are never too busy to get more business. Summer is no different than fall. The baseball season is no different than Christmas. If your business cannot handle you learning something new for 1 day, then you have other things to worry about.

For the exhibitor:

Quit your belly-achin' about how many shows you have to do. When else are 2000+ people delivered to your lap for possible sales? You can't get that kind of traffic with anything else, especially face-to-face intervention. Trade shows are a huge creator of product interest and customer service. Get out there and talk to the people on the floor. It is well worth your time.

For the expo company:

Ok, we know you are in this for profit. We all are. However, you will get a bigger draw if you look like you have a bigger show. If you rented a hall and you did not sell all the booths, hand out a few free ones you didn't sell and the exhibitors will bring more stuff and you will look bigger. Costs you a little carpet and the attendees will get more out of the event.

As for your expansion, look for new markets. The eastern seaboard is full up. So is Florida and Texas. Have you noticed that the rest of the country is full of textile decorators? You are putting on regional shows. Pick a new region. Try the bay area, maybe Arizona. The midwest is great, but Chicago's been done. Come on, mix it up a little. That is the only way to get new attendees.

Now you know how I really feel. It is the attendee's "too busy" response that irritates me. It is the exhibitor's "too many shows" response that irritates me. It is the expo company's "same-place-same-stuff" concept that irritates me.

I have mentioned before, we all in this to make money. We want to earn enough to enjoy life. The best way to do this is the sell more at real margins. Selling more means offering new products and new ideas. Real margins mean good tools and understanding the flow of business. All of this is found on a trade show floor. So attendees, wipe the ink off your hands; exhibitors, put your stuff on a truck; and expo companies, show some flexibility.

Hope to see all of you at all of the ISS, NBM, DAX, SGIA and NNEP shows. Let's look for more opportunities in the future.

www.brownmfg.net

www.autotshirtprinter.com

www.t-shirt-printers.com