PMANC Newsletter May June 2012 PMANC Newsletter Template

IN THIS ISSUE
Legislative Education &
Action Day . . . . . . . . Page 1
President’s Message . . Page 2
Celebrating
Membership . . . . . . . Page 3
New California HR Laws
for 2012 . . . . . . . . . . . Page 3
In Memorium
Biruta McShane. . . . . Page 4
Member News . . . . . . Page 4
Professional Development
at PMANC Showcase
2012 . . . . . . . . . . . . . Page 5
Conversation Cafe
Is Back . . . . . . . . . . . . Page 6
Cooking with
Carson . . . . . . . . . . . Page 7
Calendar of Events . . . Page 9
Showcase 2012 Is Almost
Here! . . . . . . . . . . . . Page 10
___________________
Advertisements
Faro USA . . . . . . . . . . . Page 9
Join PPAI. . . . . . . . . . . Page 11
Americana
Sportswear . . . . . . . Page 12
Legislative Education & Action Day—L.E.A.D. ‐ March 7, 2012
By Jon Henrickson
As the Legislative Committee Chair of PMANC, I was afforded the opportunity to be
one of two delegates from our association to attend the third annual Legislative
Education & Action Day trip to Washington D.C. last month.
PPAI, along with all of the regional associations that make up RAC, sent delegates to
Washington for this fly‐in. Rod Brown, (PPAI Director and Vice Chair of Financial
Services), and I were there on behalf of PMANC. Jay Lewitt and Steve Parker of
SAAC, as well as Lori Dollar and Mark Shinn of NWPMA were also in attendance
from their regional associations. All of us represented District 5 of RAC.
This year there were 60 delegates from the 29 regional associations. Each delegate
was assigned 6‐8 congressmen, congresswomen, and senators from their states and
specific regions. Approximately eight weeks before the trip we began the process of
making Capital Hill appointments. Through a series of phone calls and emails,
appointments were confirmed for the afternoon of March 7, and all day on March 8.
Rod, Jay, Steve, and I were able to meet with legislators, correspondents, and staff
assistants in the following California districts:
• Rep Mary Bono Mack CA 45
• Rep George Miller CA 7
• Senator Barbara Boxer CA 2016
• Rep Henry Waxman CA 30
• Rep Judy Chu CA 32
• Senator Diane Feinstein CA 2012
• Rep Susan Davis CA 53
• Rep Brian Bilbray CA 50
• Rep Lois Capps CA 23
• Rep Howard McKeon CA 25
• Rep Wally Herger CA 2
• Rep Xavier Becerra CA 31
• Rep Pete Stark CA 13
Newsletter
May-June 2012
A Bi-monthly Publication of the Promotional Marketing Association of Northern California
The mission of these legislative trips is to educate our lawmakers to a better
understanding of our industry’s existence and effectiveness in both the public and
private business sectors. We were briefed Wednesday morning with specific current
legislative issues pertinent to our industry. We were then armed with bags stuffed
with classy water bottles, journals, pens, and wall calendars for leave‐behind
reinforcement.
On each appointment we began with a brief explanation of our business category,
along with written case histories that were examples of dimensional advertising
(Continued on Page 8)
Rod Brown
PMANC Newsletter Page 1 May‐June 2012

President’s Message
Girl Scout of the Year!
By: Regina Munroe, 2012 President
I’ve decided that I am no longer going to be afraid of what is to come or what
people think or how they are going to react. I was
watching “Shark Tank”‐ a show about entrepreneurs
looking to partner with venture capitalists. I heard
about a story of a young girl who was selling bottle‐
top jewelry. Her business was valued at over a
Million dollars. How did she do it? She went door
to door to every toy shop and jewelry company in
her area. If they said no, she was on to the next
store. She wasn’t crushed, devastated, didn’t run
home crying every time someone said no. She
persevered.
Girl Scouts selling cookies don’t care if you chose not to buy. They are on to the next
prospect. They see the goal and not the sale of the individual box of cookies. As we
get older, our limiting beliefs, our fears and that little voice inside our head get’s in
the way of what really needs to be done to reach our goal. “You can’t call the
president”. She is not going to meet with you.” “Don’t you remember you tried that
years ago and it didn’t work then, it’s not going to work now. Don’t waste your
time.” “That is not how it should been done”. Instead of looking at the big picture,
we look at the sale of that one box of cookies. Should I. What if? If you look at
successful companies, they all have the moxy to do something the rest of us won’t.
Make the appointment, ask for the sale, call the President instead of the assistant.
Listen to the clients pains and try to solve them; even if that means creating a new
business model. The worst thing that could happen is you don’t get the date. But
guess what, if you never ask, you will never know. Do you ever wonder why pretty
girls go out with not so good looking boys and visa versa? They asked knowing that
rejection was a possibility but also knowing that a yes was also possible. So‐ I
decided, I am going to call the President!
How are you going to run your business? One cookie box at a time or are you
looking to win Girl Scout of the year?
2012 BOARD OF DIRECTORS
President
REGINA MUNROE
Inproma
Vice President
DIANA FAY
Rivers End Trading /SWEDA
Secretary
DARRELL FRONCZEK
Lanco Corporation
Treasurer
LORETTA MINGRAM
MKI
Immediate Past President
JON PIERCE
Specialty Marketing Group NW
DIRECTORS
SCOTT BISHOP
Ideal Promotions & Marketing
JON HENRICKSON
Henrickson & Associates
TONIA HO
MadeToOrder
NATE RODRIGUEZ
Cutter & Buck
LAURA WARD
Ward Promotional
Marketing Solutions
__________
MaryAnne Bobrow,
CAE, CMP, CMM, CHE
Executive Director
Promotional Marketing
Association of Northern California
6060 Sunrise Vista Drive
Suite 1300
Citrus Heights, CA 95610
PMANC Phone: (916) 242‐0052
PMANC Fax: (877) 500‐3752
Email: mbobrow@pmanc.org
Website: www.pmanc.org
May‐June 2012 Page 2 PMANC Newsletter

Celebrating Membership
PMANC takes pleasure in celebrating
member milestones for May and
June. Please join us in recognizing
the following members:
17 Years
Coastline Buisness Forms, Inc.
15 Years
A & E Sales
14 Years
Bodek & Rhodes
13 Years
Dibble & Dibble
10 Years
Express A Button
The California Chamber of Commerce offers a ‘free’
white paper on the new HR laws affecting California
employers.
New Laws for 2012 include:
New HR Laws for California 2012
• Credit Check
• Pregnancy Disability Leave
• Willful Misclassification of
Independent
Contractors
• Written Commission
Agreement
• Notice of Pay Details
• Organ and Bone Marrow
Donor Leave
• Genetic Information
• Gender Expression
• E‐Verify
• Interference With Rights Under Leave Laws
• Administrative Penalties
• Wage Penalties
10 Years
Golden Gate Business Systems
J. R. Reuther & Associates, Inc.
J. W. Gardner Company
Judy’s Gift & Awards
Printed Solutions
9 Years
BrandVia Alliance, Inc.
Grand Flow, Inc.
HALO/Lee Wayne
Mission Peak Business Products, Inc.
8 Years
Mas Promos
7 Years
Cairdea Design & Marketing
Imagine Promotional Group, LLC
Silicon Maps, Inc.
6 Years
Ad Dimensions Promotional Products
J. Charles Crystalworks
Lanco Corporation
Peerless Umbrella Company
Slingshot Marketing
5 Years
Bob the Printer
Kaeser & Blair
Printed Solutions
Vitronic Promotional Group
4 Years
Canary Marketing
Gemline
3 Years
EBCO Print & Promotions
Larlu‐Display Tec
Zazzle, Inc.
Welcome New Members
Carmel Valley Marketing Solutions
Twintech Industry, Inc.
• Farm Labor Contractors – Wage Notices
• Agricultural Labor Relations
• Insurance Non‐Discrimination Act
• State Contracts – Gender or Sexual Orientation
Discrimination
• Apprentice Programs
• Safe Lifting – Hospitals
• Workers' Compensation
• DFEH Procedural Regulations
__________________________________
To receive your complimentary copy of the
Chamber’s white paper, entitled An Overview
of 2012 Laws Affecting California Employers,
visit the Chamber’s website at
http://www.calchamber.com/hr‐california/Pages/2012‐
new‐laws.aspx?c1=GAW_SE_LM&source=CA_2012&kw
=new_hr_laws_for_2012&cr5=8746712286&tsource
=PPC.
PMANC Newsletter Page 3 May‐June 2012

Biruta McShane
In Memorium
We are saddened to announce the passing of Biruta McShane, the owner and
president of PMANC member company Bimark, Inc., and Meetings and Incentives
Group in Cupertino, CA. Biruta passed away on April 14, 2012 after a six‐month
battle with lung cancer. She is survived by her husband, Tom McShane, daughters
Laura Powers and Alison Aarts, and son, Steve McShane.
Biruta owned and operated Bimark for more than 30 years. She is a past President of BPAA and was honored in the
Silicon Valley Business Journal as one of the top 50 Women‐Owned Businesses for consecutive years. Bimark will
continue to operate under the direction of daughter Alison McShane Aarts, who has been in the promotional
industry for 15 years.
Member News
Sweda Recognizes 2011 Sales Award Winners
Sweda Company, LLC (ASI# 90305) honored 16 employees at its annual Sales Banquet event
for various achievements and stellar performance throughout 2011. Sales force winners were
nominated based on performance and voted for by the executive team at Sweda. Among the
2011 recipients is: Sales “Grinder” Award: Diana Fay
DIGISPEC® WINS 11th COUNSELOR DISTRIBUTOR CHOICE AWARD
At The ASI Show! Orlando, Digispec® was awarded the 2012 Counselor Distributor Choice
Award in the Mouse Pad category for the 11th time. “Eleven wins in this category provides
Diana Fay
continued confirmation that we are the leading mouse pad manufacturer in the industry,”
says Robin Fink, Sales Director. “Even after eleven awards, we are still excited to be recognized.” The Counselor
Distributor Choice Awards program was established in 2001 to name and celebrate the most‐valued ASI suppliers in
the advertising specialty industry, as determined by ASI distributors.
Veteto Enterprises Owner Receives Coveted Salesman Honor
The Award and Recognition Association International (ARA) honored Veteto Enterprise’s
Owner, Otis Veteto, with the coveted Outside Sales Representative of the Year award. Mr.
Veteto received the Gold Obelisk Award that honors the best that ARA has to offer in each
category. It has been a whirlwind year for Otis, who opened his own business, Veteto
Enterprises, in April of 2011 after serving the Western United States as a manufacturer’s rep
for the last 21 years. Now Mr. Veteto has returned to his roots as a multi‐line factory
representative for Tower Ribbons, Crystal World, and Timecraft. Since April, Otis has been busy
at regional tradeshows, writing his monthly articles for CorelDrawHelp Magazine and of
course, making an impression on his fellow peers in the Awards and Recognition Industry.
Otis Veteto
A Message from Rex Shoemake, MadeToOrder (March 5, 2012):
My wonderful dad passed away recently and I will be heading to the funeral on Thursday in Seattle with Jean , Brett,
and Annie. Some of you have met him and know that he was a really nice guy with an exceptional warm sense of
humor and high level of energy. He was golfing 18 holes 3 days a week up to 1 year ago and had a full 30 years of
Retirement ………so really a pretty good life! I will always remember him that way. In recent weeks, before his death,
he went downhill very quickly and passed away peacefully in his sleep in his own home which was a good thing and a
blessing. The death of my son Daniel was very hard on him but the good news is they are together again looking
down on us with a smile! Please say a prayer for us as we continue on our own life’s journey. Until we meet again…
May‐June 2012 Page 4 PMANC Newsletter

Professional Development Sessions at PMANC Showcase:
Timely . . . Topical . . . Trending
Join PMANC for two spectacular educational sessions by Joel Schaffer, MAS, held in conjunction with the PMANC
Showcase on May 11, 2012.
Start off your day on May 11, 2012 from 8:00 AM to 9:30 AM with:
Wellness
Professional Development
There is no doubt that the biggest single growth market for promotional products companies is in Wellness. This is a
quickly evolving 4 billion dollar potential market that cannot be approached in the traditional way.
• Who buys – what types of businesses and
who handles it in a given company
• What they buy – no, they don’t want “stuff”,
but need three distinct categories of products
to help their programs
• Why they buy – how rising costs are forcing
them to step up budgets and programs
• How to prospect – a simple, effective and proven approach
• How to re‐position yourself and your business for this market – be prepared
to change
• The laws – how HIPPA plays a role
• The funding and ROI – they can show you a lot of money
Joel has graciously offered to present the wellness session free‐of‐charge
and thus, PMANC is offering the session to all Showcase participants on a
complimentary basis.
Following the Wellness session and beginnng at 10:00 AM is Joel’s session
GPS ‐ How To Position Your Business Against Internet Sellers
If the internet has taken a customer or a sale away from you, then this is
the session that will give you the pre‐emptive strategy you need to keep
customers loyal ... and more.
Learn:
• How to position yourself and your business
against the internet
• Preemptive and defensive strategies to build
client loyalty
(Continued on Page 6)
The Wellness Session
Over 600 distributors have taken this
class since it premiered at the PPAI
Vegas Expo. They are cashing in right
now.
Within a day of this session, a veteran
east coast distributor was visiting a large
university client of 10 years. She
mentioned "wellness", got a quick
referral to the department head. She
now estimates a $25,000 ‐ $50,000
potential in a department and program
she did not even know existed, and right
next to her alumni and recruiting
department customers!
Could you have a similar story?
PMANC Newsletter Page 5 May‐June 2012

CONVERSATION CAFÉ IS BACK!!
We are bringing back a member favorite, Conversation Café. A place where you can learn most favored practices,
meet with your peers and get to know suppliers, all over the lunch hour. Conversation Cafes are a no host lunch and
will be held in areas listed below on Thursday, June 7th.
Area Location Team
Peninsula BJ’s Brewery Tim Gibbons, Bodek & Rhodes
2206 Bridge Point Parkway, Foster City Regina Munroe, Inproma
Marin Max’s Ronnie Hershey
60 Madera Blvd., Corte Madera Alpha/Broder Bros
North Bay/Petaluma Area Dempsey’s Restaurant and Bar Laura Brewer, Primeline
50 E. Washington St., Petaluma Ray Decker, Image Pro Group
Sacramento Ettore’s Darrel Fronczek, Lanco
2376 Fairoaks Blvd, Sacramento
East Bay PF Changs Jodi Spangrud, Company A
1330 Stoneridge Mall Rd, Pleasanton Nina Ritchie, Polyconcept NA
South Bay TBD Victor Valencia, San Mar
Professional Development at PMANC Showcase
Professional Development Sessions at PMANC Showcase (Continued from Page 5)
• The segmentation of our industry into five
distributor models
• What buyers want from you
• Agency or distributor – you make the choice
• Consultant or vendor – you make the choice
• What value‐added services buyers want
• 15 reasons to buy from you and not the internet
• Painting The Internet As A Barren Wilderness
Learner Outcomes
• Gain the ability and momentum to reposition
their company in person, in print and on the
internet
• Learn the needed tools to enter the “agency”
world.
• Understand how to compete against price
busters (we do not talk about price).
• Sharpen their ability to handle client objections
The GPS session is a fee‐based session, bundled with lunch at $50.00 per person.
To register online, visit
http://www.pmanc.org.
• Select EVENT REGISTRATION, then
CALENDAR OF EVENTS
• Select VIEW ALL
• Select PROFESSIONAL
DEVELOPMENT AT PMANC
SHOWCASE
• Complete the registration page
and then the credit card payment
processing page.
May‐June 2012 Page 6 PMANC Newsletter

A Mother's Day Gift
by Doug Carson
With Mother's Day right around the corner, I started to think about my Italian roots and heritage, that which I get
from my mother, Rose. My parents taught "the Carson kids" a lot about life, how to live it and, perhaps most
important, how to enjoy it. From Mom and her garden, I learned to enjoy
cooking. As shown below, cooking a good meal doesn't have to be an all‐day
project. Mom could always work miracles on a moment's notice when I
brought a few extra friends home for dinner, and a quick dinner doesn't have
to involve the freezer, microwave, or phone book. I hope you enjoy Mom's
meatballs.
Now, go call your mother.
INGREDIENTS
Meatballs
2 lbs. Ground Chuck 1 lb. Ground Pork
1 bunch Fresh Spinach ½ cup Bread crumbs
1 Onion, medium‐large, chopped 1/3 cup Parsley, chopped
6 cloves Garlic, chopped ½ cup Parmesan Cheese
2 Eggs 1 tsp. Hot Sauce
Salt, pepper and garlic powder, to taste.
Sauce
2 stalks Celery ½ Onion, chopped
10 Mushrooms, sliced 2 cans Stewed Tomatoes (15 oz. cans)
PREPARATIONS:
Cook spinach, then press out all water and. chop it. Mix all ingredients thoroughly. Roll out into meatballs, the size of
a large walnut. Makes about 50. Brown meatballs and set aside.
In same skillet, sauté celery, onion, and mushrooms until lightly brown, then
add stewed tomatoes. Simmer for a couple of minutes, then add meatballs to
sauce and cook over low flame for 30‐35 minutes or until done. (You can also
use your own pasta sauce.)
Note: When making a large amount, put the sauce over the meatball then
put them in the oven at 425 degrees for 30‐35 minutes or until done. The
recipe above is a short version for a quick supper. You can also parboil a
small amount of egg noodles then put them in with the meatballs to finish cooking.
PMANC Newsletter Page 7 May‐June 2012

Legislative Education & Action Day
(Continued from Page 1)
vehicles used primarily in the public sector. We then reviewed three current legislative topics important to every
business in the promotional product industry:
1. We asked the legislators to: watch for the possible introduction of any new legislation that would curtail the
use of independent contractors, and let us know if they learn of any such development. If any new effort is pursued,
please preserve Section 530, (the “safe harbor” provision), and allow promotional product professionals to continue
to run their own businesses without undue or unnecessary interference.
2. We asked that they not let the top marginal tax rate increase at the end of 2012, and extend the AMT patch.
(The promotional product industry is dominated by businesses organized as sole proprietorship, partnerships, and S
corporations. These business types pay taxes on their business income off of the personal rate schedule)
3. We asked that they support and vote in favor of the 21st Century
Postal Service Act of 2011. This legislation presents a fresh track for the
Postal Service to regain financial viability. (Our industry relies on the Postal
Service to provide a cost effective way of delivery for promotional products
and mail.)
For me, it was a revelation as to how our legislative process works up close
and personal. I am normally communicating with distributors and suppliers
that know our business well. If we were to be effective, we had only a
precious few minutes on each appointment to explain our “behind‐the‐
scenes” industry, and empower them to be thinking of us when these law
making issues come up.
Our conversations, as well as our leave‐behind literature packets, described
our state as to being home to 4560 industry companies employing 47,110
individuals, and producing $3.33 Billion in annual revenue. All of our
Jon Henrickson
giveaways had the PPAI Law web address that remained with them as reminders to drive them back to our national
site, and to the important issues
I believe I can speak for all in attendance, that this was as much or more of an education for us as it was for our
lawmakers. This was only the 3rd year for this national effort. We were all told that we made a difference, and that
we have gotten more effective each successive year.
Grass roots efforts work! Please engage Rod Brown or myself with any questions or issues you may have on this
subject. Our show in Monterey is coming up next month on May 11. We look forward to seeing you there!
May‐June 2012 Page 8 PMANC Newsletter

May
May 10, 2012
4th Annual Golf Tournament
Del Monte Golf Course, Monterey, CA
12:30 PM Shotgun Start
Welcome Reception/Golf Awards
Portola Hotel & Spa, Monterey, CA
6:00 PM to 7:00 PM
Professional Education ‐ Joel Schaffer
Bonus Session
Portola Hotel & Spa, Monterey, CA
8:00 AM to 9:00 AM
Professional Education ‐ Joel Schaffer
Portola Hotel & Spa, Monterey, CA
10:00 AM to 12:00 PM
PMANC Showcase Luncheon
Portola Hotel & Spa, Monterey, CA
12:00 PM to 1:00 PM
PMANC Showcase
Portola Hotel & Spa, Monterey, CA
1:00 PM to 5:30 PM
Closing Reception
Portola Hotel & Spa, Monterey, CA
5:30 PM to 6:30 PM
BrewMaster Dinner
Peter B’s at the Portola
7:30 PM
Club 21 Wine Dinner
Priving Dining Room ‐ Jack’s Restaurant
Portola Hotel — 7:30 PM
June
June 7, 2012
Conversation Cafes
Regional Locations
(See Page 6 for Locations)
September
September 13, 2012
Fall Event ‐ Table Top Show
and Professional Development
Wente Vineyards Event Center, Livermore
Calendar of Events
October
October 4, 2012
Conversation Cafes
Regional Locations
Time/Places TBA
December
December 6, 2012
Holiday Party
Location and Time TBA
Advertise with PMANC
Newsletter Display Advertising and
Website Opportunities Available.
Visit PMANC’s website at
http://www.pmanc.org. Click on
Publications, then Advertising Opportunities
PMANC Newsletter Page 9 May‐June 2012

Showcase 2012 Is Almost Here!
By Scott Bishop
Ideal Marketing & Promotions
PMANC Board Director
Yes…my sentiments exactly, it’s already May and Showcase is just around the corner! I am so excited about this
year’s event and can’t wait to see old friends and make new ones.
Hopefully if you are reading this it isn’t your first time hearing about the event, but if it is or if you haven’t registered,
get out from under your “Facebook” rock and Book Your Room nights, sign up for the Golf Tournament for Thursday
May 10th at beautiful Del Monte Golf Course, and increase your sales and idea
knowledge by signing up for lunch and Professional Development session with Joel
Shaffer (CEO of supplier Soundline LLC) on Friday morning. By the way Joel is offering
a bonus session as well. Thanks Joel!
The Showcase itself will begin on Friday May 11th at 1:00 PM and will go until 5:30
PM. This year’s event i shaping up to be one of the greatest showcases yet, where all
your favorite suppliers and distributors will be waiting to meet and greet you, and we
certainly wouldn’t want them to miss you!
Now, after the Showcase is where the real fun begins, and by this time your mother in
law is so tired from the “all day at the spa” treatment that you and your significant
other sprung for (remember it’s Mother’s Day weekend) that it will be time for you and your spouse to enjoy either
the Club 21 Wine Dinner or the BrewMaster Dinner.
The Wine Dinner will be held in a private dining room at Jack’s Restaurant at the Portola Hotel & Spa. Space is
limited, so if you’re interested you need to act quickly. The main idea is to share some great wine and music with a
story behind both.
The BrewMaster Dinner will be held at Peter B's Brewpub at the Portola Hotel & Spa. Join Chef Jason Giles and
Brewer Kevin Clark for an evening of fun at Peter B's. The wonderful, talented and snazziest dresser, Nate Rodriguez
of Cutter & Buck is coordinating this event so who knows what will happen (but you didn’t hear that from me).
I sincerely appreciate you taking the time out of your busy day to read this and more importantly taking the time to
visit us at this year’s Showcase 2012. Your support of the regional associations such as PMANC is GREATLY
APPRECIATED and it allows PMANC to continue to put on educational and entertaining events like SHOWCASE 2012!
See you in Monterey!!!
Registration Links:
Distributor Registration Form (Page 11 of this newsletter)
http://www.pmanc.org/Uploads/Distributor_Registratrion_2012_Fillable_Form.pdf
Club 21 Wine Dinner
http://www.pmanc.org/special‐events/social‐events.html
Brewmaster’s Dinner
http://www.pmanc.org/special‐events/social‐events.html
May‐June 2012 Page 10 PMANC Newsletter

May‐June 2012 Page 11 PMANC Newsletter
PMANC Newsletter Page 11 May‐June 2012

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PMANC Newsletter Page 12 May‐June 2012