In this example we will be lasering an image of an eagle onto black laser tile. Figure 1 shows a photo that I bought off the Internet. I am using this image because I want to see what the effect of having our background image being a bit out of focus and to see how it appears on the tile.

Click here to download the Corel example file

Figure 1 shows us the original image I bought off the Internet for $3

First of all we need to convert out image to grayscale in CorelDraw. To do this go to IMAGE | MODE | GRAYSCALE.

With our image in grayscale we need to adjust the image with out Contrast Enhancement. To access the Contrast Enhancement command go to EFFECTS | ADJUST | CONTRAST ENHANCEMENT.

Figure 2 shows the Contrast Enhancement command

Figure 3 shows the Sharpen command

Figure 3 shows the Sharpen Command

Figure 4 shows the image lasered engraved on the black granite

Figure 4 shows the image lasered on the black granite

Figure 5 shows the image painted white and sealed with a clear gloss sealer

Figure 5 shows the finished tile after it has been painted and sealed

CPE Show Seminar – Saturday November 4, 2000

Topic – Scanning techniques and Image manipulation in PhotoPaint and Photoshop

What will be covered:

1. What is the optimal scanning resolution (dpi)
2. What is the optimal file size (inches) to work with
3. Working with Brightness and Contrast in your scanner
4. What is RGB? What is CYMK?
5. Optimal Tools to Work with – Levels and Tonal

What is the optimal scanning resolution?

Resolution Reference Charts
These charts show the relationship between image size, file size and resolution. Resolution in the computer can be confusing because it’s not a constant. You have to think in terms of the amount of information stored, which is why it’s often helpful to compare file sizes rather than resolution. Use these charts to help in your scanning, filing and output decision. Numbers have been rounded off for ease of understanding
Different scan resolution, different original sizes, same size files:

Original (Inches) Scan Resolution File Size
8 by 10 300 dpi 24.8 MB
4 by 6 600 dpi 24.8 MB
1 by 1.5 (35mm) 2400 dpi 24.8MB

Same scan resolution, different file and images:

Original (Inches) Scan Resolution File Size
8 by 10 300 dpi 24.8 MB
4 by 6 300 dpi 8.4 MB
1 by 1.5 (35mm) 300 dpi 0.4 MB (400kb)

Figure 1

Resolution is measured, for the most part, in dots per inch (dpi). This is an actual physical measurement, but it can get a bit difficult to visualize when dealing with such tiny measurements. Still a little confused? Well let’s use a more realistic example. Resolution or dots are for the most part like small balls covering a field. So you can think of a photo in the same way. Each image in is composed of small lines or golf balls all lined up in a row.

Output Resolution and Printer Resolution

The best place to start for a thorough understanding of resolution is in the output stage. On most scanners, you will find an input box where you can plug in your planned output resolution – see figure 1. Set this number to 300 dpi. See figure # 1. (The designation dpi is slightly deceptive here -it is really pixels per inch or ppi. It is typical now, though, to refer to it as dpi) There’s a simple reason why we set the scanner to 300 dpi – your printer is optimized to print its best quality colour at 300 dpi. So we set the scanner to match the printer.

Output decisions have to be made on the basis of image size and the  resolution need of the printer (200 -300 dpi), the web (72 dpi) or other end use that you are using. Note (*): Print size is usually stated with the smaller number first, while pixel size is usually given with larger number first. The charts here show the smaller number first simply to keep the order the same though out the example.

Different dpi and image size, same pixel dimensions, same file size:

Dpi Size (Inches)* Size (Pixels)* File Size
2400 dpi 1 by 1.5 (35mm) 2400 by 3600 24.8 MB
300 dpi 8 by 12 2400 by 3600 24.8 MB
150 dpi 16 by 24 2400 by 3600 24.8 MB
72 dpi 33 by 50 2400 by 3600 24.8 MB

Same dpi or image size, different pixel dimensions and file size:

Dpi Size (Inches)* Size (Pixels)* File Size
300 dpi 8 by 12 2400 by 3600 24.8 MB
72 dpi 8 by 12 580 by 860 1.42 MB
300 dpi 4.7 by 7 1400 by 2100 8.43 MB
300 dpi 4 by 6 1200 by 1800 6.2 MB
300 dpi 3.3 by 5 1000 by 1500 4.3 MB

When you look at the printer’s spec sheet, it may say that it’s a 600-dpi printer or an even higher resolution. Don’t be fooled into setting your output resolution to 600 dpi, though. Printer resolutions are related to image resolution, but the numbers mean different things. Output resolution from you computer is a matter of pixels, and printer (laser or inkjet) resolution is a matter of dots. Your printer’s maximum resolution may be 600 dpi, but remember that pixels are bigger than dots. Many dots are set down by the printer to create the physical manifestation of a pixel. Even if you set your output resolution below 300 dpi, your printer, set on highest quality, will still be laying down 600 dpi. For example Epson states that it takes approximately 3 dots to equal a pixel.
Your printer is made to print colour at a maximum output resolution of 300 dpi. If you don’t believe it, try printing an image at 300 dpi, then something higher, say 600 dpi. You won’t see any difference. The printer doesn’t need any more information than 300 dpi. I bet you if you print out at 200 dpi you will not see a difference. If you check out some dye-sublimation prints at 300 dpi you’ll soon see that it’s difficult to imagine getting any finer than that.
The other things that happen if you change your output resolution beyond 300 dpi are that either your file size balloons or your image size diminishes greatly, depending on whether or not your computer is set to resample your image. Remember that image files are large enough to begin with, and plugging in higher output resolutions is a drain on both your system Ram and Hard drive resources. It serves no purpose and only increases the “hair pulling – hourglass wait state”.
* Note: If you think you are going to need the image later on or you do not know what your final artwork is going to be you could save it as a 600 dpi image, for example, which means that you can safely increase the size by 2 times.
Thus, in sublimation you should be scanning your image in at 200 to 300 dpi. We still need one more variable filled in. Point 2 takes care of that.

What is the optimal file size (inches) to work with?

The optimal file size in inches would be the size that you want the final image to be. If your image is to be 4 inches on a plaque than make it 4 inches in your scanner software. Most scanning software allows you to resize the image in the final output of the scan. See figure number 2.

Figure 2

Brightness Contrast

Sometimes when you are scanning an image – especially one that has an image on a white background, you will get a light gray background where your white image should be. To compensate for this you could adjust your brightness or contrast to light or darken or lighten up the background. Play around with these settings to get a better feel of the controls. See figure – 3

Figure 3

RGB VS CYMK

RGB – CorelDraw’s RGB mode uses the RGB model, assigning an intensity value to each pixel ranging from 0 (black) to 255 (white) for each of the RGB components in a color image. For example, a bright red color might have an R value of 246, a G value of 20, and a B value of 50. When the values of all three components are equal, the result is a shade of gray. When the value of all components is 255, the result is pure white; when the value is 0, pure black.
RGB images use three colors to reproduce up to 16.7 million colors on-screen. RGB images are three-channel images, so they contain 24 (8 x 3) bits per pixel. RGB is the default mode for new CorelDraw images. Computer monitors always display colors using the RGB model. This means that when working in color modes other than RGB, such as CMYK, CorelDraw temporarily converts data into RGB data for display on-screen.
You should always work in RGB when you are working with your image in Corel Photo Paint or CorelDraw.

Figure 4

CYMK – The CMYK model is based on the light-absorbing quality of ink printed on paper. As white light strikes translucent inks, part of the spectrum is absorbed and part is reflected back to your eyes.
In theory, pure cyan (C), magenta (M), and yellow (Y) pigments should combine to absorb all color and produce black. For this reason these colors are called subtractive colors. Because all printing inks contain some impurities, these three inks actually produce a muddy brown and must be combined with black (K) ink to produce a true black. (K is used instead of B to avoid confusion with blue.) Combining these inks to reproduce color is called four-color process printing.
The subtractive (CMY) and additive (RGB) colors are complementary colors. Each pair of subtractive colors creates an additive color, and vice versa.
Your printer converts your RGB values into CMYK values. It is not advisable to work in CMYK, as your ink printer will convert back to RGB and then into CMYK.

Figure 5

Levels and Tonal Equalization

Level Equalization

The Level Equalization filter (figure 5) lets you change shadow, midtone, and highlighted areas by redistributing shades from darkest to lightest. Level equalization lets you preserve shadow and highlight detail that is lost when you adjust the brightness, contrast, and intensity of the tone of an image. You can also use the Level Equalization filter to create color gradations on posterized images; to lighten or darken any combination of shadows, midtones, or highlights; to compress brightness values to printable limits; and to adjust the gamma curve (midtones).

Figure 6

Figure 7

The Tonal Curve

The Tone Curve (Figure filter lets you perform color corrections precisely by controlling individual pixel values. You can pinpoint a problem area and produce a subtle or pronounced change in that area, which dissipates according to the tone curve as you move away from the targeted area. The Tone Curve filter lets you take current pixel brightness values as input and change them to different values. The response curve represents the balance between shadows, midtones, and highlights.

Figure 8

Figure 9

Handy Scanner Check List

Scanner Specs
1. Make sure the scanner you buy has at least a 24-bit colour depth.
2. Make sure it has at least a 300 by 600 Optical (not interpolated) resolution
3. It should have at least an 8.5 by 11.5 bed size
4. It is best to have a scanner that comes with a SCSI card or a USB connector (If your computer supports USB buy this type – it is easy and does not require opening up your case). You can also purchase a parallel version which connects to your parallel port (printer port). This type of connection is the slowest of the three. The SCSI and the USB are the fastest. However, there is nothing wrong with the parallel interface. If you have a parallel scanner you will need to attach your printer into the scanner. The scanner comes with a parallel pass through port so don’t worry if you think you will not be able to run your printer.
5. Keep the glass clean. Do not scratch it.
6. Make sure you turn the power off to the scanner when you are not using the scanner. Most newer scanners come with a power saver mode and will “sleep” when not in use for a certain time limit.
7. My choice for a scanner is the HP 5300C(supports both USB and parallel) or 6300C(USB and comes with an optional document feeder). Don’t be fooled by the $99 dollar scanner.
8. For more tips on scanners check out this site from HP http://www.scanjet.hp.com. They produce a newsletter also.

Quick tips for Better Prints

1. Buy a good scanner – not a $99 one.
2. Buy a good Monitor and Graphics card.
3. Scan at a resolution that will give you the image size you want to print at an output resolution of 300 dpi.
4. Your printer is typically optimized to print colour at 300 dpi. Scan so that the image size you want will be printed when your output resolution is set to 300 dpi. If you are running low on ram or disk space, scan so your output resolution will be 200 dpi – the prints will still be acceptable. Even for colour prints.
5. Experiment with colour correction. Don’t be afraid to experiment with your image. Play with the curves, levels, saturation, brightness and contrast. You can always save a copy, so nothing is irreversible. If you have a good scanner and monitor this will really help how your image will look on your final output.
6. For best results run a calibration of your scanner, software and monitor. This will help get rid of “what looks one way on my scanner does not look like on my printer.”
7. Run your monitor at 24 bit high colour. This will supply you with good colour depth.

Figure 10

8. Run your screen resolution at a minimum 800 by 600. See article on screen resolution.
9. Don’t attempt software interpolation to increase your image size for printing. Get the size of the image when you scan it. If you need the image to be 3 inches scan at 3 inches. Printing your image at the size you scanned will give you the sharpest picture.
10. Do a test print on cheaper media. This is a great way to check for any imperfections that you may not see on the screen.
11. Print on high quality medium. The end result is only as good as the medium you put it on. If you are doing sublimation then you need to use genuine sublimation material. This will give the best results.
12. Use a good photo program such as Adobe PhotoShop or Corel Photo Paint
13. And finally buy a good ink jet printer. Say the Epson 900,740 or comparable models from HP or Canon.

]]> http://www.engrave.ca/archives/1189/feed 0 http://www.engrave.ca/archives/1151 http://www.engrave.ca/archives/1151#comments Sat, 21 Nov 2009 06:46:09 +0000 Mike Clarke http://www.engrave.ca/?p=1151

Figure 1

Colour Filling

Colour filling is a term used within the awards and engraving industry to describe a variety of techniques used to add colour or contrast to engraving. Even though there are a wide variety of engraving materials available that come in a multitude of colours, thickness and finishes, there are often times when it is desirable to colour the engraving to make it stand out or enhance the overall appearance of the product.

OXIDIZING

There are three basic processes or applications that fall under the category of colour filling. The most common, which is used to blacken engraving on brass and aluminium, isn’t really ‘filling” at all. It is actually an oxidization process done with a mild acid which blackens the exposed metal upon contact. Since this oxidizing process isn’t selective as to where it works, it can only be used on metals that have some kind of coating that is removed in the engraving process.

For example, the commercially prepared brass common to the industry is coated with lacquer or some other durable finish. Aluminium can be coated in a similar manner or it can be anodized. Anodizing is an electro-chemical process that seals the surface of the metal and prevents natural oxidization. When we remove any of these finishes with a diamond graver, burnisher or a rotary cutter, exposed areas can be blackened with the oxidizing solution without having it affect the rest of the plate.

Oxidizers are available for both brass and aluminium from a variety of sources. They are all reasonably effective and the only consideration is that it is fresh and free of contaminants. While most oxidizers are supplied with a dauber, this may not be the best way to apply it since you would be continually putting the dirty applicator back into the clean solution. A better method is to use cotton swabs and discard them after each use.

It is equally important that the engraving be clean and free of any oil or even finger prints. Since metal experiences natural oxidization when exposed to the air, it’s a good idea to oxidize it soon after it’s engraved so the full effect of the oxidizer is achieved.

On small plates, apply the oxidizer liberally to all of the engraving. It sometimes helps to actually ‘scrub’ it into the letters with your swab. Allow the engraving to darken and, when the desired effect is achieved, rinse the plate with water. Rinsing will dilute the acid and stop the oxidizing process. If the oxidizer is left on too long, the process will continue and the blackened areas may turn grey and chalky and even flake out of the engraving.

After rinsing, blot the plate softly with a cloth or paper towel – don’t wipe it because it is possible to rub the black out of the letters. You can make a final clean-up after the plate has dried. If there are any areas that didn’t take, you can go back and repeat the process.

No matter how good a job you do, oxidized engraving will have a dull, lustrous appearance. It is possible to enhance the appearance by applying silicones, spray lubricants and even furniture polish to the plate. While these methods tend to darken and add gloss to the lettering, their effects usually diminish in a relatively short time.

PAINT STICK

Actual colour filling where a fill material is applied into the engraving can only be done on rotary engraved plates and is usually done with paint or a paint stick. A paint stick looks like a large crayon, is available in a variety of colours, and is simple to use. First, shave the end of the stick with a knife or razor blade to remove any skin that has formed. Then, rub the stick back and forth across the engraving until the letters are filled and then wipe off the excess with a cloth or paper towel.

On some surfaces, the paint stick will leave an oily residue that can stain the surface of the plate. Sometimes alcohol or paint thinner is effective in removing this film, but the easiest way to completely clean the plate is to allow it to dry over night and then wash it using warm water and a nonabrasive cleanser such as Bon Ami. While this method of filling is easy and reasonably durable, it never gets completely hard and doesn’t offer the smooth, glossy appearance that paint does.

PAINT FILLING

Paint filling, while a little more difficult than the other methods, offers the broadest number of options in terms of materials, colours and applications. For metals and rigid plastics (phenolics and acrylics), it is best to use a fast-drying, oil based enamel and mineral spirits for the cleaning operation. On soft plastics such as flexible engraving stock and other materials that may be affected by caustic solvents, use latex or acrylic paints and water or alcohol for clean-up. Other than this, the procedure is essentially the same for both. In addition to the paint, you’ll need an inexpensive brush, an old phone book and some pieces of stiff paper or cardboard (about the size and weight of a business card).

The engraving should be smooth, free of burrs and have sufficient depth to hold the paint. As a rule of thumb, with characters up to 114″ high, engrave to a depth of .010″ – .012″. On larger characters it is advisable to go .015″ – .020″ deep depending on the line width and filling technique used.

The consistency of the paint should be such that it is thin enough to flow freely, but thick enough that it doesn’t allow the cutter marks to show through after it has dried. Using the brush, apply the paint liberally so that the engraving is completely filled. Immediately after filling, hold one of the cardboard pieces so that its straight edge rests against the plate and scrape off the excess paint leaving just a thin film. Allow the plate to dry for several minutes until the paint has started to setup and the surface can be wiped without disturbing the paint in the engraving. The time varies depending on the paint being used, but 5 to I 0 minutes would be a good starting point.

The next step is the initial clean-up of the surface of the plate. Wrap two or three thickness of a lint-free cloth tightly around a wood or plastic block and dampen it with thinner. Wipe the surface of the plate lightly, in one direction, until the paint residue is removed. On small plates, an easier method of cleaning is to wipe the plate across the cloth. A widely-used and effective alternative to the cloth method is to use pages from a telephone book. Their texture allows them to absorb the thinner and any problem with lint is virtually eliminated.

There are two key things to remember that can mean the difference between success and failure. One is not to use too much thinner. If the cloth or paper is too wet, thinner will seep into the engraving and attack the paint ruining the appearance. Secondly, when wiping, do it lightly so as not to allow the cloth to come in contact with the paint in the characters.

After the plate has been wiped clean, there may still be a haze that requires some additional cleaning. It is best to allow the plate to dry, preferably overnight, and then do the final clean-up when the paint in the characters has completely set. You may want to use soap and water or a cleaner that will remove any oily residue left by the paint and thinner.

When filling larger letters, it is possible to eliminate most, if not all, of the cleaning and wiping by using an applicator that allows you to apply the paint directly into the engraving. Some systems utilize small plastic squeeze bottles with needle-like nozzles while others are more elaborate mechanical dispensing systems. With either method, paint is squeezed through the fine nozzle directly into the character. With a little practice, you can become adept enough to eliminate the need for major clean-up.

Some of the best sources for small amounts of paint in a rainbow of colours are touch-up paint from the automotive store, and paint sold at hobby and art supply stores. Always test the paint before applying it to your finished engraving to make sure it will not effect the plastic.

If you use your imagination, you can create some very dramatic effects through colour filling. There are other ways to add colour and create dramatic effects on nameplates and signage. You can spray paint a clear acrylic plate one colour, engrave through the painted surface and fill the engraving another colour. You will be able to produce signage to match a company’s corporate colours or co-ordinate with office decor.
There are also commercially available engraving materials that are made for reverse engraving and colour filling, These materials have a clear face and a coloured background. Merely engrave through the rear surface, apply paint to the engraved area and you have a sign with a coloured background and contrasting letters.

There is no questions that colour filling requires extra time and effort, but once you’ve mastered the techniques involved, you’ll be able to enhance and expand the products and services you offer.

DOVETAILING

DESCRIPTION

Figure 1

Dovetailing is a method of milling slots or channels that have angled side walls yield ing an opening that is wider at the bottom than at the top.  This type of groove is intended to hold a piece of material whose edges have been bevelled at an angle corresponding with those in the slot.  When  assembled, the mating piece is retained within the channel, but con be moved back and forth.

A good example of a dovetail application, is the master copy type and copy slide used on manual engraving machines.  The copy slide is a dovetailed channel and the type blanks have bevelled edges.  The type is retained in the slide, but can be moved easily for insertion and removal.

APPLICATION

A practical application for dovetailing in the engraving industry is the fabrication of directory signs that have removable in serts or legend plates.  Signs of this type are generally made using acrylic or flexible engraving stock and can be mode to be as decorative as they are useful.

When using acrylic, products that have both a clear and coloured layer, like the Romark Slickers, con be used to create a wide range of options and effects.  These

materials can be reverse engraved and then paint filled with contrasting colours.  Directories made from flexible engraving stock can incorporate inserts and back grounds of different colours and con be equally as attractive.

The main sign plate that has the dove tailed slots should be a minimum of 1/8″ thick. The insert strips are generally 1 1 / 6″ thick and are recessed the same thickness so that the face of the strip is flush with the surface of the sign.

TECHNIQUE

Creating the dovetailed slot is a milling operation that is done with a ‘dovetail’ cutter.  This cutter is ground with a nega tive angle that produces the undercut on the edge of the slot.  The insert strip is cut out using a profiling cutter that has an angle that matches that of the dovetail cutter. Neither procedure is particularly difficult once the basics are understood.

For the dovetailing operation, we first need to create a computer generated logo pattern or an engraving template that provides a series of parallel cutter passes (Figure 1). For purposes of example, let’s assume we are making a 1.5′wide slot and are using a 0.25 dovetail cutter.  Since the lines in our logo pattern define the centre of the cut – not the edge – we must subtract the cutter tip diameter from the finished slot width. In this case, 1.5″, less the cutter (.250′), equals a pattern width of 1.25″.

Since each cut is .250″ wide, there would be five passes required to create the full width of 1.25″ (1.25 divided by.250 = 5. It is desirable however to have one pass overlap the next, so the logo should be created with at least one more line than the number calculated. In the case of our example, there would be six lines rather than five.  This will eliminate any ridges in the bottom of the cut.

The dovetail cutter cuts wider at the bot tom than it does at the top, so the cut must be made at full depth.  The logo pattern should be made longer than the width of the plate so that the cutter can be low ered to the specified depth before it contacts the plate.  After it is lowered, the cutter enters the edge of the material, makes the pass, exits the other edge and repeats the process for the next pass, (Figure 2) It is important to remember that the cutter can only be raised when it is off the plate.

As there is a considerable amount of material being removed, the dovetailing process is slower than normal engraving.  As a rule-of-thumb, cutter speed should be about 10,000 rpm and the feed rate (the speed the cutter moves through the material) should be about 15 to 30 inches per minute depending on the material slower in acrylic, faster in flexible, A slot that is 1.5″ wide by 10″ long can easily be produced in 3 to 4 minutes.

When working in acrylic, it is strongly rec ommended that a water-soluble cutting oil be used.  It allows for better finishes, faster feed rates and extends cutter life.

With the dovetailing complete, the next step is to make the insert strips.  This is done with a ‘profiling’ cutter which is sharp ened at an angle that matches the angle on the groove.  Like the dovetailing op eration, a logo pattern must be created that will yield a plate of the proper length and width.  A simple rectangle is all that is needed, (Figure 3). As with the dovetail pattern, it is necessary to factor in the cutter tip size when making the calculations.  If we were making a strip that was 1.5″ x 1 0″ and were using a profiler with a .030″ tip, we would add .030″ to each dimension yielding a rectangle measuring 1.530″ by 10.030″. When mak ing the strips, we are concerned with the inside of the cut, so we add the cutter width rather than subtract it.

There are two methods of profiling, One is to tape the sheet of material to a scrap piece of plastic using double-faced mask ing tape and engrave completely through the top piece of material.  The strips are removed from the tape backing and are ready to use.

The other method is to clamp or tape the material to the machine table and en grave only partially through it, leaving a few thousandths of material to hold the plates in place.  The pieces are then snapped apart, however they must be trimmed to remove the thin web that was not completely removed during profiling.

The fit between the strips and the dove tailed channel should be close enough to hold the strip snugly, but not so tight that it binds when inserted or removed.  The fit can easily be adjusted by altering the width of the insert by adjusting the width of the rectangle pattern a few thousandths either way.

Figure 2

TABLE SHEAR INSTRUCTION SHEET

Figure 1

Figure 2

After removing the shear from the box, and before using, the shear’s squareness and blade alignment must be checked. Performing this inspection will ensure accurate cutting.

Verifying Squareness Adjustment

• Use a carpenter’s square to verify squareness. Place one side of the carpenter’s square against the scaled fence (#1). Place the other side of the square against the upper blade edge. If adjustment is required, loosen screws on scaled fence (#1).
. Adjust as required.

• The same process can be used to set the 3 in. calibration mark exactly 3 in. from the blade edge. Be sure screws are tightened when completing adjustments.

Blade Alignment

• Blades must be in alignment for the entire length of cut. To test for proper alignment, use the shear to cut a sheet of paper. The paper should cut uniformly from end to end without bending. If this does not occur, some blade adjustment is required. Refer to Gib Adjustment Page 4.

CAUTION: do not operate shear without the plastic safety guard in place. Bottom of plastic guard should always be 1/4 in.
above the base of shear while operating.

TABLE SHEAR INSTRUCTION SHEET

The Table Shear is provided with a Scaled Fence and an End Stop to facilitate cutting.

SCALED FENCE. This scale is used to measure the size of the material to be cut. When cutting, keep one side of the material flush with the scale.
NOTE: the scaled fence may be used in any one of three positions to distribute blade wear. Optional 1/2 in. to 4 in. templates are available to assist in end stop measurements. Templates are available.

Cutting Procedure

• Hold the material to be cut FIRMLY DOWN to the table base, as well as FIRMLY AGAINST the scaled fence. When cutting, keep one side of the material flush with the fence.

END STOP This stop is used to cut multiple pieces of the same size.

• Adjustment – Loosen the end stop knob and adjust length of end stop rod using a ruler or template. See Above

• Cutting Procedure – Loosen the end stop knob (# 2) and adjust the End Stop rod to the position which will give you the cut size desired. Tighten the end stop knob in place. Remember to HOLD THE MATERIAL FIRMLY DOWN ON THE TABLE BASE AND AGAINST THE SCALE FENCE.

Figure 3

Gib Adjustment.

NOTE: Some shear assemblies may be equipped with one long set screw or two short set screws. NOTE: Do not loosen eccentric bolts (# 12) during this procedure.

There are two gibs. The front gib (square type) is located on the left side and secured with one or two set screws (Two per hole).,The second gib is located on the right side (round type) and also secured with two set screws. Gib set screws holes typically have two set screws on each side of the table shear.

Front Gib (Left Side)

1. Using a 1/8 in. Allen wrench, remove the outer .250 in. set screw and carefully set this aside. Do not lose. The inner set screw (.375 in.) can be adjusted. Do not remove.

CAUTION: Do not remove the inner set screw(s). Removing this screw(s) will cause the gib to fall out of alignment.

2. Tightening the set screw (slight clockwise rotation) draws the upper blade into the lower blade.
3. Verify blade operation. There should be a light scraping between blade edges as blades close.

Figure 4

Back Gib (Right Side)

Before adjusting the back gib, the plastic guard must be removed.

NOTE: Do not loosen eccentric bolts (#12) during this procedure.

Guard Removal

1. Using a thumb to apply light pressure against the retaining spring, insert a flat head screw driver into slot and turn. This lifts and removes the spring from the lower pivot pin (# 11).

2. Remove the screw holding the “L” bracket (# 6). Then, gently pull the small end of shear guard off the pivot pin. Replace the retaining spring and place shear guard in a safe place.

3. Using a 1/ 8 in. Allen wrench, remove the outer.250 in. set screw and carefully set this aside. Do not lose. The inner set screw (.375 in.) can be adjusted. Do not remove.

CAUTION: Do not remove the inner set screw. Removing both inner screws will cause the gib to fall out of alignment.

4. Tightening the set screw (slight clockwise rotation) draws the upper blade into the lower blade.

Verify blade operation.

There should be a light scraping between blade edges as blades close. Readjust if necessary. ‘

Insert the outer .250 in. set screw and lightly tighten against the first set screw to hold it into place.

Replace plastic guard* and secure with retaining ring.

Align “L” bracket and secure with screw. With adjustment complete, your shear is ready to use.

NOTE: If problems arise, that these simple adjustments do not correct, call your distributor
immediately.

NOTE: Some set screw holes may have only one long set screw used for gib adjustment. If this is the case, a thread locking compound such as “Loctite” should be used to hold this screw in place after adjustment is made. The “Loctite” must be applied to the threads of the set screw before it’s completely in the hole.

*The Guard is stationary. It does not move at all.

Removal and installation of the top and bottom shear blades caution: Due to the sharpness of blades, it is recommended that gloves be used during this process to prevent injury. EXTREME CAUTION IS ADVISED.

Tools Required

Scewdrivers, regular and Phillips 1/8 in.
Allen wrench 7/16” socket and open ended wrench

Upper Blade Removal

1. Remove screw holding Safety Guard
2. Remove retaining ring holding the safety guard
3. Remove Safety Guard
4. Replace retaining ring to hold pin in place.

Figure 5

Figure 6

If you’re new to the industry, this glossary of commonly-used awards and engraving terms will be a useful resource, helping you to expand your knowledge and your business.

3D ENGRAVING: Process where Z axis can have variable settings of depth during a tool pass. Depth can be set manually, or through software control; creates more of hand-crafted look.

ACRYLIC: Thermoplastic-resin-based plastic engraving substrate. Molecular structure of acrylic provides increased protection from sunlight’s ultraviolet (UV) rays; Material noted for outdoor durability and colorfastness.

ACID-ETCHING: A method similar to sandblasting, used primarily for marking glass and magnesium. A stencil of the artwork is either hand or computer-cut and applied to the glass, which is then brushed with an acid mixture such as ammonium and sodium bifloride. After a specified length of time, the surface is washed and the stencil removed.

ADA: American with Disabilities Act; federal civil-rights legislation addressing the needs of physically impaired citizens. Sections dealing with signage include Title II, affecting government and public sector activities, and Title 111, involving the private sector. Additional rules are included in the ADA Accessibility Guidelines (ADAAG).

ANODIZED: Metal with oxide-film coating, put on by electric charge. Film can be removed by engraving processes to reveal colour of original metal substrate.

ARC: For engraving, tool path that deflects by a certain amount of degrees (such as 45′ or 90′) to create a curve. Also, the curved baseline for placing characters in circular layouts.

ARCHITECTURAL GAUGE: Thicker (1/4″) plastic engraving substrate designed mainly for sign making. Allows for deeper removal of material and appearance of greater depth.

AXIS (X, Y, Z): Directions that tools are sent with any engraving machine to create an image. Generally, the X axis is the tool’s movement from left to right from the origin point; the Y axis is movement towards and away from the origin; and the Z axis is the tool’s up and down (perpendicular) movement into and out of the engraving substrate’s surface.

BEZIER CURVE: in computer graphics, a line segment where the angle deflection is mathematically estimated. Bezier segments usually feature movable control points (which see) that allow nearly unlimited alteration of the segment to a variety of angles.

BEVELER: Tool bit with cutter angle (usually 30′ or 45′) to create deep incised cutting.

REVELING: Engraving/cutting that removes material to leave wide, V-shaped troughs with sharply angled bottoms and ends.

RITMAP: Refers to images made of a collection of monochrome or multicoloured pixels, or dots, for displaying or printing.

BOUNDING BOX: The area of an on-screen image, in computer graphics, at its maximum X and Y axes measurements. Altering the bounding box by moving its control points can change the shape or size of an image. Bounding boxes allows scaling of all graphics images in PostScript (which see) file types.

BRAILLE (GRADES 1 & 2): Tactile-symbol system enabling visually-impaired and unsighted people to read and write. Named after Louis Braille, an unsighted 19th-century French teacher who devised it. Grade I involves a character-by-character translation of printed material; Grade 2 uses special contractions (much like the phonetic parts of speech) for messages. Grade 2 is required by legislation such as the federal Americans with Disabilities Act (ADA).

BURNISH: To polish by rubbing.

BURNISHER: Tool used with rotary engraving systems to remove top level of coated metals or glass. Works on same principle as diamond drag, but with rotating tool.

CAP LAYERS: Laminated top piece in materials with multiple plies. See two-ply.

COM: Computer Graphics Metafile. A file type associated with IBM-type computers; can often be imported into engraving programs.

CNC: Communications language used in some robotics and larger machine-controlled cutting devices.

COLLET. Device used to hold engraving tools, usually at the bottom of the spindle. Can prevent tool drift and shake due to vibration; particularly effective when using a rotary spindle to work with harder substrates, such as stainless steel. Depending on manufacturer, collet loaded spindles may also accept top-loading (which see) engraving tools.

CONDENSE: Fitting text to a specified measurement of length in a line. Action may require the equal reduction of space between characters (see kerning) and width of characters.

CONTROL POINT: In computer graphics, a connection between two line/are segments or a selectable handle on a bounding box. Moving a control point changes the shape of an object, altering a line path, shape or size.

COORDINATE: A point that can be referenced by its position on the X, Y, or Z axes of an engraver or router. The use of line or arc segments to connect co-ordinates creates tool paths that form the lines of an image.

CORIAN: Trade name for synthetic stone (which see).

CUTOUT: Action of engraving tool going completely through substrate and separating into pieces. Most often used for cutting apart multiple jobs on one piece of substrate (see step-and-repeat).

CUTTER KNOB: Knurled-edge holder for engraving tool bits. Nearly always brass; screws into top of spindle in counter-clockwise motion.

DEPTH HOSE: Cone on bottom end of spindle to regulate extent of engraving; often used for engraving irregular surfaces. Can also be protective cone to prevent marring of substrate by spindle.

DIAMOND DRAG: Action of using non-rotating tool to remove thin top surface of substrate, such as coated metal, to form characters, logos, etc. Tool includes diamond tip for sharpness, greater longevity.

DIE: Outline pattern of characters or logos; most often used with a pantograph. Also used as a moulding surface for die casting.

DRAG: See diamond drag.

DXF. AutoCAD Exchange Format; computer file type showing images as vectors. Associated with IBM-type and some Macintosh computer programs; can be imported into a variety of engraving programs.

END MALL: Tool with drill-like end to cut into harder metallic materials; also can drill holes directly into substrate along Z-axis.

EPROM: Erasable Programmable Read Only Memory; computer chip programmed with certain information, such as fonts and logos. Chips retain information until erased by exposure to ultraviolet light. Often used by older proprietary engraving systems.

ENCAPSULATED POSTSCRIPT: Computer file type used widely for graphics with IBM-type and Macintosh computers. Accurate in storing vectors of images; often can be imported into engraving programs. Easily the most popular file format for generally available computer clip art.

EXTRUSION: A part that’s created by forcing a raw material through a die to create the desired shape.

FEED: Rate of speed as tool bit travels through substrates. Feed rate can affect quality of cuts of different materials.

FILENAME EXTENSIONS: In DOS- and Windows based software, the three letters after the period (or “dot”) in a file name. With graphics files, the three letters denote a file type, such as the vector- and bitmap-based Encapsulated PostScript (EPS); the vector-based Dynamic Exchange Format (DXF), Hewlett-Packard Graphics Language or Gerber-based files (PIT), Computer Graphics Metafile (CGM) and Windows Metafile (WMF); and the bitmap-based PhotoPaint (PCX) and Tagged Image File Format (TIF).

FILL ANGLE: Adjustment of fills (which see) to vary from plain O’ horizontal or 90′ vertical; can create fewer tool paths in removing material.

FILLING: Colour decorating of engraved areas, usually by acrylic-based material.

FILLS: Tool-path directions and methods for travelling through substrate to remove, or rout, material. Sweep or hatch fills removes material in consecutive, side-by-side lines spiral fills trace the edge of area of material to be removed, then works inward to centre in one path; island fills traces the edge, then works inward in separate, concentric paths.

FORT. Single style of a character’s typeface. Originally defined size (or weight) as well; now evolving into particular designs, such as Helvetica Medium, Helvetica Italic, Helvetica Bold, etc.

FOUNTAINNEAI)O: Trade name for a type of synthetic stone (which see).

GANTRY: Rail on which engraving spindle assembly travels with certain types of engravers. Spindle usually travels along length of gantry for X axis movement. Gantry may also be mounted on rails for movement along Y-axis; with other engravers, gantry is stationary and engraving table itself moves along Y-axis.

NPGL: Hewlett-Packard Graphics Language; communication method between computer and an output device for drawing or cutting vectors of lines and arcs to create images. Most-popular method for communicating vath vinyl cutters; gaining acceptance in engraving.

JIG: Form or vice for holding non-flat materials for engraving. Can be shaped to hold cylindrical objects, items with various surface levels, etc.

KERNING: Space between characters in a line of text. Spacing is varied to compensate for shapes of letters, making for easier reading. Specific spacing between two letters, along with characters, make up a kerning pair.

LASER ENGRAVER: Device using directed, amplified beam of light to cut and mark material. Laser engravers generally use one of two technologies; carbon-dioxide C02 gas-based or Yttrium Aluminium Gamet (YAG) type lasers. Both will work with a variety of engravables, including glass, acrylic, phenolic and coated metals. YAG lasers can also perform deeper engraving and cutting of metals. The power of a laser engraver is measured in watts.

LATHE ENGRAVER: Machine using cylinder to hold substrate and control Y-axis movement.

LEADING: Space between lines of text. Often expressed as a percentage of size of characters to separate two baselines of text. For example, leading between two lines of 1″ characters, where baselines are 1 1/4″ apart, would be 125 percent.

LOGO: Artistic image rendered for use in an engraving program. Can be symbol, shape, caricature, company trademark; image is retained in vectored image for engraving.

MARQUEE: In computer graphics, the process of using a mouse-driven cursor to draw a rectangle around an on-screen object, therefore selecting it for further work. Also called highlighting in some software.

MASK: Self-adhesive material used for sandblasting; made of thick (1 0 mil or better) but flexible medium for cutting patterns and placing directly on substrate to be sandblasted. Can be cut by computer-controlled plotters with a knife head.

MATH COPROCESSOR: A computer chip that performs floating-point division, where decimal points are removed before calculation and inserted after computation. In computer graphics, the use of a math coprocessor speeds up calculations when performing a number of functions, cutting response times by up to 90 percent. IBM-compatible computers with 80486DX or Pentium microprocessors have a coprocessor included in the main processing chip. So do Macintosh computers with PowerPC microprocessors; standard Macintosh computers and IBM-types with SX or 80386 (or older) microprocessors need separate math coprocessing chips. Also called a floating – point unit (FPU) chip with Macintoshes.

MELAMINE: See phenotic.

MICROMETER: Adjustment gauge near nose of engraving spindle. Allows for precise alignment of tool bit for engraving.

MICROPROCESSOR: The main computing, or “thinking,” chip in a computer. IBM-compatibles have microprocessors made mainly by Intel Corp. following a progressively more powerful numbering scheme (80386, 80486) or a name, as with Intel’s currently top-speed Pentium chip. Macintoshes use either a number-based Motorola Corp. chip (68030, 68040) or the newer, top-speed PowerPC. Computing speed is measured in megahertz (MHz); in most cases, the bigger the MHz number for a certain type of chip, the faster the chip and the computer.

MIRROR: Reversal of images along X axis. Done mainly in engraving for reverse-engraving devices, where material in area to be engraved is removed from back side of substrate, down to top surface of clear material.

NODE: Connection point of line segments in an on-screen image. Selecting nodes with a mouse cursor enables a user to move the node and change an image’s shape, or change the node’s properties (breaking a line segment, changing a line to a curve, etc.) Also called a control point in some sign software.

HOSE INSERT. See depth nose.

NOTCHER: Metal punch to cut and shape substrates. Notching generally cuts rounded (radius) and scalloped (inverse radius) corners; also can punch holes for plates, etc.

OFFSET.. Distance that engraving hardware/ software will move a point of a tool to compensate for the tool’s cutting action. Movement ensures accuracy of images; for example, if tool cuts 1/41, swath, offset would be 1/8″. Offsets can also be used to remove material inside or outside the shape of an object. Offsets noted as online actually provide no offset at all.

OGEE: in computer graphics, a distortion of an image using an S-shaped curve as one baseline, giving an image a “wave” look.

ORIGIN: Point at which engraving starts, or starting point of engraving area. Includes the 0 points of X and Y axes. Can be at absolute centre of area to be engraved (rare); most often at lower-left corner of engravable area.

ORTNO: Zero (0) degrees horizontal; a command included in several design software to set an image to a “perfect” horizontal level.

OUTGAS: The characteristic of a solid or liquid to vaporise under heat. Outgassing can occur in some plastics and paints if they are not through drying, resulting in adhesive failure to anything applied over them.

OUTLINE/INLINE: In computer graphics, a closed-loop path that copies an original’s shape, but is offset by a positive measurement outside the original (outline), or a negative measurement inside the original (inline).

PANTOGRAPH: Manual engraving machine allowing for tracing along dies or patterns with non-engraving stylus; stylus connected by arm mechanism to engraving spindle for creating a duplicate image of die/pattern. Adjustment of mechanism allows for engraving enlargement/reduction from size of pattern/die.

PARALLEL CUTTER: Tool bit with head to create square, uniform trough while cutting.

PASS (SINGLE/MULTIPLE): Route of travel of engraving tool across or into substrate. Single pass equals one trip; multiple pass along same route of tool can increase depth of cut and clean-up burrs, uneven surfaces, etc.

PERPETUAL: Plaque designed for additions of individual recognition plates in rows and columns; usually installed at a facility, with plates added to denote annual winners or achievers.

PHENOLIC: Heat and chemical resistant plastic engraving substrate. Hard, tough material; usually needs carbide tools for cutting/ engraving. Also known as melamine.

PICTOGRAM: A pictorial symbol commonly found in environmental graphics and regulatory (traffic) signs.

PLATE: Individual piece of material to be engraved. Also used as term for defined work area in several engraving-software packages.

PLOTTER: Device that interprets information sent from a computer and moves a tool head to a series of co-ordinates based on the device’s X and Y axes. Sign uses a plotter equipped with a knife to cut vinyl, with the X and Y co-ordinates forming an outline that can be weeded and installed on a surface. Sign-cutting plotters can be flatbed, where the knife-head is in a mobile gantry that moves to X and Y points; or drum, where the material is moved to find X co-ordinates and the knife head moves to Y points along a stationary gantry.

PORTS: Computer gateways where information is sent to a device connected to the computer by a cable. IBM-type machines use parallel ports, where multiple pieces of information are sent to a device such as a laser printer, and serial ports, where information is sent in a single stream of data to a device. Macintosh ports are really serial ports, but cables are different from IBM type machines.

POSTSCRIPT@: Graphics language that allows for proportional scaling of images. it’s what makes most scaleable type and artwork possible for most Windows- and Macintosh-based graphics software.

PRODUCTION AREA: Space on an engraving table where the engraving tool can touch the substrate and engrave. Some engraving tables may have non-production areas (or margins) for setting of clamps, etc. Also called engravable area or usable area.

RADIUS CUTTER: Tool bit with rounded head. Often used for single-line font marking and reverse engraving.

RADIUS: Measurement of one-half of diameter of circle; for engraving, sets severity f curve when putting text along are baseline.

RAM: Random Access Memory. Computer chips that act as an electronic storage area for quick access of programs and images.

RASTER: Dot-like computer image designed to show up on screens and be printed. Collections of dots make up raster images, which usually don’t have vector outlines for cutting, engraving, etc. Images also called bitmap.

ROSETTES: Rounded ornaments with construction of elements in pedal-like fashion.

ROUT. Digging into substrate by tool head to remove material. Usually involves removal of material (also called clean-out) in large areas, often leaving only character and logo images,

SANDBLASTING: A method for decorating glass or wood. A rubberised stencil of the artwork is either hand- or computer-cut and applied to the substrate, which is then sprayed with a pressurised stream of sand or synthetic particles to texture the areas unprotected by the stencil. Once the desired depth has been achieved on the item being blasted, the stencil is removed, and, if on wood, the surfaces may be painted.

SCANNER: Optical device that senses different levels of reflections of light and transfers that information into numeric formulas that can be read by a computer and replicated on a screen or printed.

SCANNING: Process of capturing an already printed image with a scanner, and then transferring the information into a raster, or bitmap, image for computer storage and use by graphics program.

SECOND SURFACE: Material under a ]animated or extruded top layer; as top is engraved or routed, second surface (usually a contrasting colour) is exposed. Also, the process of marking a clear substrate with a mirror, or reverse image and mounting substrate with unmarked surface facing out.

SERIALIZATION: Ability of engraving software to assign consecutive number/letter combinations; used to generate identification numbers for control panels, ID plates, etc.

SHEAR: Device using intense uniform pressure to cut or bend material cleanly and evenly. Often used to cut large pieces of substrate into custom shapes.

SINTERED CUTTER: Tool bit with formed, nose cone like end for cutting deeper paths; usually used for glass engraving.

SOUNDING BLOCK: Accessory that is struck with gavel to make noise.
Part of a gavel set.

SPACE, NEGATIVE/POSITIVE: Graphic term for layouts; positive space involves area occupied by characters, logos or other artwork, while negative space is area left blank. Negative space also called white space.

SPINDLE: Assembly for rotating bit cutters including tool bit, sleeve, depth nose, micrometer, pulley for connecting spindle to motor for rotary engraving.

SPOOL: Process where computer takes files sent to output device, such as engraver, and puts it in electronic queue, or waiting area, to be produced in turn. File is transferred front main production or design software, allowing program to handle work on another file.

STEP-AND-REPEAT. Action where engraving tool completes a job and moves to a new starting point (step), and then duplicates the job (repeat). If controlled by software, function usually also calculates the number of step-and-repeats possible for the sheet of substrate being engraved.

SUBLIMATION: Process where an image is printed by turning ink or toner, by heat and pressure, into a gas, which then impregnates itself into a substrate or a special coating on a substrate. Sublimation most-often done in awards/recognition industry by printing a transfer, using a laser printer and special sublimation toners.

SYNTHETIC STONE: Man-made material with a finish to simulate the feel and look of natural decorative surfaces such as marble. Familiar trade names include Corian and Fountainhead.

T-SLOT. Channels in engraving-table surface 1 that hold special clamps for holding-down substrates. T-clamp goes into slot like upside. down “T”.

TABLE: Surface on engraving machine where substrate is placed for engraving. Can refer to entire surface, or only area where engraving tool can work (see production area). Tables can be stationary, or move along Y axis.

THOMPSON RAIL: Metal cylinder on which engraving machine’s gantry or engraving table moves. Rail construction and design for holding gantry allows for less vibration and more-accurate work.

TOOL DIRECTION: Course that tool takes in a job. Since tool bit’s actual rotary spin is clockwise, direction that the spindle travels can be set Clockwise or counter -clockwise for type of cut (with or against the bit’s spin) desired.

TOOL IN/OUT. Position and speed at which tool enters substrate. Control of variables such as placement and velocity of Z-axis movement of tool into material can affect accuracy of tool path and vibration, especially with harder substrates.

TOP-LOADING SPINDLE: Tool holder on engraver where shank with bit is affixed with a cutter knob (which see) and then screwed in, counter clockwise, into the spindle.

TWO-PLY, THREE-PLY. Substrate with thin top layers of contrasting colours. As top surface is removed, substrates of different colours are exposed, giving look of fill. Two-ply denotes one different coloured layer on a substrate; three-ply notes two different colours.

TYPEFACE: Family of fonts; defines overall similarity of style. Typefaces include all fonts with same specific design and identifying name, such as Helvetica, Times, Univers, Futura, etc.

VACUUM TABLE. Surface where hold-down of substrate for engraving is done by air suction, as opposed to clamping. Suction usually provided by vacuum pump.

VACUUM PUMP: Device that creates vacuum in a small chamber. Since air always looks to fill a vacuum, air intake is connected in engraving to devices such as vacuum tables. Sometimes also connected to spindle-mounted chip-removal systems.

VECTOR: Line designated by beginning and end X-Y co-ordinates. Combinations of vectors make up the images understood and used by output devices such as engravers, vinyl-cutting plotters, etc.

YECTORIZATION: Process of taking raster-based images and drawing (or automatically tracing) outlines closely conforming to shapes of those images. Outlines become vector-based images and, for engraving, tool paths. Vectorization is process used in taking images brought into computer by scanning and making such art engravable. Vectors to store and represent images

WMF: Windows Metafile. File type to imported and used by some engraving programs.

Z-HOME: Perpendicular position on that engraving tool returns to after fi any engraving action in a job. Setting for particular job and substrate often zero out.

Z-REST. Starting or home position of tool along Z-axis

Z-STROKE: Amount of distance tool can in up-and-down (perpendicular) di along Z-axis.

© Copyright 2003 by Awardline.com

Are you operating a viable business? What is your Business worth if you decide to sell it tomorrow? Are you charging enough money for the product you are selling? These are all questions that we have probably all asked our selves at various times, not only in this business but in other businesses that we have been involved with.
One of the most common questions we get asked not just by new dealers but also by established dealers is what price should I charge for my goods. This has got to be one of the hardest questions I could ever answer. Why? Our answer to these people is usually “what is your time worth” or “what do you expect from this business”. I can’t easily answer this question because it depends on what each individual wants to get out of the business.
And let me tell you we have had some very intensive discussions on this subject with dealers.
We can’t tell you what to charge people for your goods; all we can tell you is that you must make money. If you do not make money doing what you do, then you should be doing something else.
One item that we do stress to dealers is that not only do you need to make a decent mark up on the actual product but you must also make a markup on the time you spend. For example when you sell a plaque you take all the component prices add them together and markup the component price. Secondly if the plaque is engraved you will add on a price for engraving. Lets say the plaque is a 9 by 12 walnut plaque with 10 lines of engraving and a logo placed on a 7 by 9 black brass plate. Now lets say for this example (and this is all it is) lets charge $60.00 retail for this plaque. Now lets figure out how much we made.

Plaque is $6.00
Black Brass plate is (.03 times 63 sq inches) $1.89
Engraving 15 minutes cost is ($50.00/hr / .25) = $12.50
Packaging and miscellaneous $1.00
Total cost is $21.39

Now did we make money? Well when we look at the above figures profit ended up being
- $60.00 – $21.39 = $38.61
That is almost a 300 percent mark-up. Not bad? Maybe – maybe not. Did we account for all the costs? No, we forgot the labour cost. Well lets see by the time we take into account the 15 minutes it took to tape the plate, stick it down, clean the plaque and package it and take into account the 20 minutes it took to set up the plate on the engraver we have a total of 35 minutes. What is our labour charge? $60.00 or $100 per hour? That is up to you. Lets say it is $60.00 per hour.
Therefore the cost of labour is $35.00. Now what does our profit look like:
$38.61 – $35.00 = $3.61 Hmm.

Now we have a profit of $3.61. But we covered our labour costs, or did we? We forgot this was a picky customer and we spent a hour with them at the front desk showing them samples etc, and we had to write up the order.
Hmm now we have
$60.00 (wage hourly rate) – $3.61 = $- 56.39 total cost.
So we now have a loss of $56.39.
Is that all? We forgot that we made a mistake and had to re do the brass plate. So our cost is
$1.89 + $12.50 = $14.39.
So now our loss is
$56.39 + $14.39 = $70.78
Is that all – Nope? We also gave this customer net 30 days because they were a previous customer and guess what – they took 90 days to pay. We had to make 3 phone calls to them for a total of 15 minutes and they were also long distance so this cost a further $10.00. Thus a further cost of time is
$60.00(labour) / .25 = $15.00 + $10.00 = $25.00.
Our loss is now at
$70.78 + $25.00 = $95.78.
Is that all?
Well we didn’t account for cost of inventory because our reputation is on fast delivery so we need to keep a good inventory, fixed costs, etc. You get what I’m talking about.
Although the above example is only an example, it was done to make a point – calculate all your costs first and learn from your mistakes.
It is so important to always look at all your costs in your business. If someone takes up 1 hour of your time and you do not get paid for it then you have 1 less hour in a day to make your daily earnings.
We hope this little example helps you. Playing this example back in my mind every so often helps me. Sometimes it is better to turn business away then to take business where you know the margins are not adequate. I remember the first time I told a customer to “go to my competitor” “or that was my best price because you want me to service you and I need this margin to be able to do that” It was hard – but I was also surprised on how many times people accepted this and gave me the order.

The following example is from an article that was passed. The New Zealand Sign Association put it out. It repeats what we have said. It is a good article. We suggest you cut it out and place it by the cash register.

You should operate your business as though you were building it up for sale. What is your business worth? If you were to sell it, what should someone pay for it? Think about this, and write down your answer before continuing. You may be right – or you may be catastrophically wrong!

The answer is between 2.5 and 3.0 times your net profit before tax, and after charging a reasonable sum for the effort and skill level involved in managing your business.

So, if you own the business now, are you getting a 33 – 40% return per year on;

1. The money you have tied up in stock

2. The money you have tied up in equipment (its current value)

3. The amount of working capital you are using in the business minus Creditors plus Monthly Expenses

If not, here is what you could do

1. Increase prices
2. Increase sales
3. Decrease costs.

Many people in the industry believe that the general level of prices in the industry is not in line with the level of skill, service or quality provided. The following advice from Mark Hind, Business Broker, was included in the ‘Business Essentials’ tape issued in June 1997 by the Commonwealth Bank to its small business customers.

“When clients express disappointment at the price they can expect for their business he tells them to raise their prices. Over 30% take his advice. There have been no disasters with over 100 businesses that have followed this advice and raised prices over the last 2 – 3 years. In Mark’s opinion, the person who has the most resistance to raising the prices is the business owner – not the customers. “

What is the effect of raising prices

1. If you increase prices by 10%, you could double or triple your profit before tax if you lose no business.

2. Even if you lose some business, you are likely to end up making more profit before tax.

It is relevant to note that, if your existing customers only buy from you because of your lower prices, you may not be making them aware of what you do for them – or perhaps it is time to look for some new customers!

What’s a reasonable price to charge for labour and material mark-up?

The future value of your business is dependant upon you achieving fair and reasonable profits for your work, and that profit is significantly affected by what you charge for your work.

Remember that a job is made up of approximately 80% labour and 20% (the old 80 20 rule) materials for computer work, and is more likely to be 90% labour and 10% materials for traditional sign-writing or engraving or trophies.

Also you must consider yourself and your workers as skilled labour. Let us recognize that and charge accordingly.

Bill Walsh suggested the following:
Labour at $65 per hour (See ‘Labour Costs’ for details). Material marked up at 50%. Sub-contract marked up at 40%.

Conclusion – If you’re not charging $65 per hour for the work your company does, you’re not making money.

Labour costs

Here’s an analysis based on the weekly pay of a skilled fabricator. You can use this formula for any worker by changing the dollar values as appropriate.

Average weekly wages – $550/week i.e. $14.50/hour for a 38 hour week.

On-costs on wages
Super-annuation + 6%
Workers Compensation
Insurance + 4%
Payroll Tax + 3%
Training + 1%
Total = 14%
Total weekly cost of labour is $550 + 14% = $627 ($16.50/hour)

You are paying for 38 hours per week. But how many of those hours are actually spent in producing an income for the business? To find out you first need to calculate the unproductive hours as follows:

Unproductive Time Days / Year – Hours /Year
Recreation Leave 20 152
Sick Leave 5 38
Public Holidays 10 7
Total 203

Percentage Unproductive Normal Time
(15% = 5.7 hr/38 hr wk for 45 weeks / year)
256
Total Unproductive Time 522
522 divided by 52 = 10 hours per week Productive Time = 28 hours per week
To break even, the cost to your business is $627 divided by 28 = $22.50/hour.
As well as this basic cost, you need to make provision for the following:

1. Overhead costs on labour
2. Direct supervision
3. Plus workplace costs – Tools
- Uniform
- Work space cost
- Heat, light, power
- Facilities

Other business overheads
- Management
- Marketing, selling, estimating
- Accounting
- Administration

Plus all associated workplace costs

Conclusion – To adequately recover all costs, a figure of $65 per hour is reasonable.

The value of our time

“Principles of Costing” from SAA Member No 611, Network Signs. On display for customers, and for staff training.
In our business we sell our time, our expertise, and some materials. Because our time and expertise are valuable, our charges cover five areas.

Consultancy

We have years of experience in promoting all types of business with custom made signs. We can therefore recommend different styles of signage, sign combinations, styles and colours to maximize their efficiency in creating an effect or attracting more customers. We are prepared to visit your premises to discuss your requirements. However, please understand that our time is not free and that someone has to pay for it.

Usually the cost is built into our quotation for the anticipated sign job. However, if you then have your signs made elsewhere, we will charge you for our time, ideas and designs.

Our consultancy rate is $60 per hour.

Computer design work

How much time do you want us to spend on your design etc? If you can give us a sketch of your requirements, then our charges will be less than if we have to submit two or more versions for you to choose from.

For normal sign making jobs, we prepare the first layout free of charge. However, there will be additional costs for time-consuming rearrangements, or for re-creating “something different” for you to look at.

Our charges are $65 per hour because we use equipment and software costing over $15,000 – but you can always save money by doing some of the thinking and showing us sketches of what you require.

Scanning and editing time

The average charge for this work is $50 per image – which includes the cleaning up’ of a scanned image. Although scanning by itself is a fairly simple matter, some images need hours of cleaning up work by highly-trained people before they can be cut.
We charge $65 per hour for this work.
Sign making time

This involves computer cutting, weeding taping, marking out and the application of the lettering or graphics to the surface. Experienced staff are needed for this work.

Our charges are $65 per hour plus sales tax.

Installation work

This may or may not require ladders, power tools, electrical work, equipment hire, paint, special fasteners, travel, etc. Usually the installation work is not as simple as it first appears, and may need more than one person.

Charge accordingly.

© Copyright 2003 by Awardline.com

Sales and Marketing Tips: Promoting and Selling Custom Crests

Crest Systems – Promote the Idea of a Crest

Cast Crests Coloured or Finished in Gold Silver and Bronze

Most Crests, especially with schools (High Schools), are enameled in the school’s colours. Some of the crests are finished in gold, silver or bronze. Most often these crests are cast in either metal or plastic. Although most schools do not care what they get as long as the price and the look are similar, the metal crest is more popular. Plastic used to be cheaper but with better techniques metal is now similar in cost unless you get into higher quantities. Plastic also offered the ability to produce fewer crests. Today that is not the factor. Metal crest can be made in lots of 25 – although the price is cheaper at 50 units. Metal gives the plaque a heavier finish and has a higher intrinsic value. Most people, if asked, would rather have a metal casting as opposed to a plastic casting.

Although most crests from your competitors will sell for around 5.00 to 6 dollars the 1 to 2 dollars you make will be used typically to absorb the setup charge if one applies. Where most dealers make their money is in the plaques and the engraving. Typically your competition will sell a 5 by 7 walnut finish laminate plaque for around 7.00 each. Engraving is usually 10 cents per letter. There is also shipping charges and extended delivery times. If you sell 100 plaques this gives you a good profit margin.

Figure 1

One of your competitors will try to sell the crest “up front” (usually in winter or early spring) and then “lock” the customer into their system. They will then get the plaque order because the castings are available and have already been paid for. If this is the case have the customer call up the supplier and retrieve all the castings. Have the customer give them to you so you can place them on all items. This eliminates your competitor.

One of the biggest problems with outside suppliers is delivery times. We all know that people wait till the last minute, especially schools. A lot of times they come to you the trophy dealer to bail them out with engraving. Why not do the whole order? If you have the crests on hand you can turn around the order quickly – a lot quicker than your competition. Two week lead times are not uncommon with the competition.

Most schools today would like desperately to save money. You can help them achieve this goal along with getting some extra orders. When I used to sell retail it was not uncommon ( this was 8 years ago) for a school to order for either graduation or athletics upwards of $1,000 to 5,000 dollars.

Who should you see? Typically the best person to see in any school is the Principal. He can get you quickly into the school and introduced to all the right people. It is also good courtesy to at least make an attempt to see him / her. They are also a tremendous prospect for other promotional products such as pins, special school awards and special gifts and giveaways.

Once you have made the attempt to see the principal then ask to see the athletic head, the school council advisor, and the convocation or graduation director. All these people either look after or will know who is looking after the award buying.

If you are approaching an organization you need to try and see the director. Again the director tends to be the person who controls the budget. Sell them and you will get a lot of orders.

Figure 2

What to do once you get to the “Right Person”?. Always carry adequate samples – especially awards you have done for other schools. Also carry samples of the awards you would like to do for the organization. You can get a cast crest from AT Design. Try and have some good references in case they ask for them.

When should I prospect these customers? Whenever you can. Some people will spend extra  time on the phone calling people and if they can set up appointments. Some people will open late on certain days of the week. This frees up some time to go out and visit your customers.

If you want some of this business you have to take the time and make the calls. Once you have set up a program this it will tend to function by itself. All you will need to do next year is make a few phone calls to make sure everything is still functioning properly.

Figure 3

Figure 4

Question: Why sell Recognition Programs? – Recognition Programs

Answer : To diversify and expand your existing customer base which will lead to greater sales and higher earning potential It is estimated that the recognition award business in Canada is in excess of 400 million dollars.

Selling Recognition Award Programs

What is recognition? It is defined in the dictionary as “acknowledgement”. Simply stated recognition programs are designed to acknowledge the accomplishments of people. The way to recognize people varies greatly. Money is one way, however once the money is spent their is no tangible asset to remind the person of their accomplishment. Successful recognition programs employ the use of tangible products that can be displayed or worn to remind the individual of their accomplishment. By reminding the employees of their past accomplishments you are continually motivating individuals to repeat and surpass their previous goals.

If each employee can be motivated to surpass their previous goals than the company as a whole will grow. In their book In Search of Excellence Peters and Waterman found that their Excellent companies were the companies that took the time to recognize the people who contribute to making the company successful. It is one thing to spend millions of dollars on product development so that you have the best product available, but if you cannot motivate your employees to sell the product, take the time to manufacture the product with the best quality are to sell the company’s products and look after customers with the up most care and respect, than your company will not survive. Award programs have grown out of the need to motivate people to become higher achievers. Award incentives motivates and helps encourage people to increase their success rate. Whether people are volunteers, members of an organization or paid company employees, many people need extra motivation to become high achievers. Award Programs are motivational tools that help people achieve a goal, a plan to achieve that goal and a system of awards and rewards to motivate people to achieve that goal. Recognition is essential in nurturing team spirit.

Selling award programs means helping your customer fulfil their need to motivate their employees. Awards are part of an overall program, but are not the main focus – finding a need and fulfilling that need is the objective. Awards recognize the goal(s) that an individual or team has achieved. Thus the good sales rep will be able to provide a program that will allow his customer’s associates or employees to achieve their goal. Selling award programs means defining a need and offering solutions (this is true for all types of sales). There are four simple steps that a sales rep can take in developing award programs

1.       Get the customer to define their need increase sales by 30 %)

2.       Get customer to establish a realistic goal to satisfy that need (i.e. to motivate sales people with monthly incentives and a major award at the end of the year

3.     Create a plan to achieve the goal of increasing individual sales by 30 % (i.e.

4.     Select the appropriate award product so that the individual will be motivated

Needs Analysis

There are two main steps in a Need Analysis: asking questions and listening. The sales reps must go and see if your customer needs your product. You find out if there is a need by asking the customer question. By listening to the answers you can find out if there are areas where the customer would like to see improvements. Thus you are trying to create a need for your product. If you can create a need, you are 80 % closer to closing the sale. If the need is created than all you now have to do is find the appropriate award products for the program.

The most important factor to consider when you are talking to a potential customer is that you are not just offering a product but more importantly you are offering a service. What is service?:

1. Service is making an appointment and going to see that customer
2. Service is consultation. i.e. you are talking time out of your day to meet with your customer while you try and help him solve a problem. Remember you are the expert on award programs.
3. Service is offering the product to your customer on time and with good quality.

If your customer is aware of these factors, they will be less likely to worry about price and be more comfortable with the end results of the program that you have helped implement.

Different types of Award Programs

The recognition market is comprised of a number of different types of award programs. Some of the more common of these programs include:

• Years of Service Programs
• Sales Award Programs
• Safety and No Lost Time Programs
• Dealer Award Programs
• Supplier Award programs
• Volunteer Award Programs
• Donor (i.e. Hospitals) Recognition Programs
• Sport Recognition Programs
• Award Programs Offered by Cities and Towns (Citizen of the Year)

Now that a number of awards programs have been identified the next question is “what is the best product to use in the award program”? The best answer is “it depends”. It depends on the customer, the potential winner(i.e. is it a male or female or office staff plant staff),the budget, etc. The best part of an award program is that each program is different. What works for one doesn’t necessarily work for another. Thus, it is very important that you gather information on the type and size of the company or organization and the mix of people that are in the organization. Also find out how big the budget is and whether they want to spend it all in one year or amortize it over a number of years.

The best presentation is an organized presentation. When you go into see you customer you should be prepared to show samples and also more importantly sample award programs(try to show sample programs used by a customer from a related industry who had the same goals as your potential customer). For example, if the customer is interested in motivating his sales force, you should have a sample program of an award program that was set up by another company to award “sales achievers” (preferably a testimonial letter).

Who should you sell to”? The list is endless and so is the earning potential. Every company, town, association and individual is a potential customer. Whether they are big or small there is potential for them to utilize an award program in their operation.

The success of award programs has been proven time and time again. The market is

everywhere. Remember the best part about award programs is that they are ongoing.

Once you set up an award program (especially service programs) the program will continue for years. It is not uncommon for companies to allot thousands of dollars to run Award Programs for a series of years. Once each program is set up all you do is fulfill the product

requirements every year. This is definitely better than trying to come up with new ideas for your customers each year.

Keep one thing in mind, your customers are not interested in simply buying awards and other materials. They are interested in purchasing a solution to a problem or even better ‘‘satisfy a need

The Recognition and Awards Sales Cycle

(Prospecting for Customers)

Regularly when talking about selling recognition programs I’m asked two questions, who buys award products? Secondly how do you sell award products? The first question is easy -sell to anyone. The second question depends on the likes and dislikes of that “anyone”. Thus, everyone is a potential customer, while the tastes of that person will determine the product you sell.

I like to group these two questions into what I call the “Recognition and Awards Sales Cycle”. What is the Recognition and Awards Sales Cycle – It’s the process (life) of finding and developing a potential recognition program with a customer. As the word cycle implies it is a sales process where you go out and find potential customers and develop recognition programs for that customer. As a sales rep you can have a number of these cycles going at the same time, all moving at different speeds.

I have broken the Recognition and Award Sales Cycle into two sections. The first section deals with finding potential customers or what we call Prospecting. The second section is how you help these potential customers develop awards programs.

Who do you sell to? As I mentioned in the first paragraph – anyone. However this is vague and not very helpful. Thus, what I will do is help you break down this category of “anyone” into a more manageable or optimum list. You will have varying degrees of success depending on the customer. You can breakdown potential customers into categories based on expected success in selling them an awards program. The following list provides six areas where you the sales rep can prospect for potential customers. Who Too Sell To (Prospecting)

• Existing Customers
• Vertical Markets
• Referrals
• Shows
• Mailings
• Cold Calls

I will concentrate on my Existing Customers first before I approach anyone else. Next important to me are vertical markets and referrals. Once I have used up all these leads I then move on to the 4the section and the fifth and then the sixth.

Before I go on to how to sell award programs I should clarify what each of these six steps mean

1) Existing Customers - The best potential customer for a new product is an existing customer. Someone who trusts your service and products (you already have established creditability). These people are the best because even if they aren’t involved in the decision on implementing award programs they will usually give you a referral of the person who looks after this area. There is usually no better introduction to a potential customer when you can tell them that Mr. Smith (who you have done a number orders for) knows they will be interested in talking to you.

2)  Referrals - As mentioned above referrals are always powerful ways to get in to see a potential customer. Always ask for referrals.

3)  Vertical Markets - This is a very good way to increase your odds in finding good potential customers. A vertical market is any market where each industry carries on the same basic task i.e. all specialty advertising firms, or all trophy shops. For example if Purolator Courier has a successful save driving awards program you should go to all courier companies and try to motivate them too invest in a similar awards program. All companies like to stay up with the success of their competition and it gives you creditability with that potential customer. Another type of vertical market is targeting certain individuals in an organization. i.e. service awards are usually looked after by the human resource department, sales awards by the sales department

4)  Shows - Occasionally you can an exhibit at a show to illustrate your product to potential customers. This is an excellent opportunity as it gives you access to motivated clients

5)  Cold Calls - Don’t drive by that company stop in and see if you can see someone. If all else fails you can get some names

6) Mailings - target mail to too vertical markets i.e. all human resource heads in companies

There are a number of places to get lists of companies i.e. newspapers(want ads), telephone books, mailing lists or Industrial Directories (when I go to a new city the first thing I do is buy one of these directories)

Now that you have targeted a certain number of potential customers the next step is to decide on how you are going to motivate these customers to set up an awards program. You need to be organized with both samples and various types of award programs so that you can

go into a potential customer and present a professional presentation. The best way to do this is to read articles on award programs or ask people in your industry, or your suppliers, and more importantly ask your existing customers(these people already have a relationship with you) if they have an awards program. If they do have an awards program, ask them how these programs are run.

Once you have a list of potential customers and have organized a number of sample award programs it is time to set up appointments (remember these types of customers don’t come and see you, you have to see them).

The next step in the cycle is to try and motivate your customer to invest in an awards program. The best way to do this is set up a meeting with your potential customer

The Presentation

The first step that you take is to present your business card to the client and ask for theirs. Secondly, introduce your company and what you do. Thirdly, ask him/her what their company does? This can help you determine where you should concentrate your discussion (the more your customer talks the better the sales call usually goes). The next step is to ask him if their company has an awards program (if the person is with the human resource department then you may ask if they have a service program or a safety program or retirement awards or production awards etc. If they are in the sales department then how do they recognize and motivate their sales reps or recognize their customers or distributors). Don’t go in and simply do a show and tell – i.e. take out your samples and say we do pins plaques specialty products etc. Ask questions! Once you have isolated a particular need try to over solutions then use your samples. It is very powerful if you can offer real life needs from other customers and how your programs helped solve their problems. The best way to do this is with case studies or testimonials.

If the customer is motivated to solve their problem then they will usually have you go back and put together a proposal and possibly prepare samples. Make sure you get an idea of what they want, what the budget is and how many people will be recognized. Before you leave try to set up a future appointment to come back. It is also good if you can get referrals.

At your next meeting you will present your proposal and samples. If your customer likes your proposal and product and has the money ask for the order.

Once the order has been delivered and the customer is happy the Sales cycle is complete. It is easy to see that you could have a number of these sales cycles going at one time.

In conclusion Recognition and Award programs can be a lot of work, however their earning potential can be high. Recognition and Award programs are only one way monetary gains can be made from a company. Selling advertising specialties, sign engraving, and business supplies (stamps, seals) can also help you reap large rewards with companies, and organizations. Many corporate supply dealers are expanding into the awards market as they realize that they must diversify their product base if they want to grow.

Discussion on Selling Recognition Award Programs

Topics:  Different Types of Award Programs

Markets and Perspective Customers and What They Buy

AWARD PROGRAMS

Safety Programs

Why should a company invest in the implementation of a Safety Program:

a) To promote safety (lost time)- making workers constantly aware of safety to decrease injuries. A decrease “in on the job” injuries means a decrease in insurance and workman’s compensation rates – these savings can be substantial. Improving safety will also increase employee moral. Employees will see that the company is concerned about their well being and is willing to reward the company with a more positive outlook in their job duties.

b) To promote safe driving – These programs promote safe driving, a decrease in accidents can save the company thousands of dollars in insurance premiums. Any company with a fleet of drivers is a potential customer.(i.e. truck driving company’s, taxi’s, courier companies etc.)

Some companies will reward safety periodically throughout the year giving out small products monthly with a big product at the end of the year. This keeps employees constantly thinking safety. Other companies will recognize safety only once at the end of the year.

Some products used in Safety Programs:

• Key fobs pewter, plastic
• Plaques
• Clocks
• Pins (Jewelry and base metal). Many companies give out a pin which shows the number of years of safe driving
• Belt Buckles
• Coaster sets
• Plastic promotional products used throughout the year to promote the actual overall program
• Mugs
• Clothing

Attendance

As workers duties become more specialized it becomes more expensive if that person is not at work. Thus, a number of companies offer incentives to have the employee show up for work. Decreasing absenteeism can save a company a lot of money. Many companies will run programs over the full year recognizing employees at the end of the year.

Some Products used include:

• Pins
• Key fobs
• Mugs
• Gift Items

Dealer Award Programs

A lot of companies with a dealer network give out plaques to their dealers to indicate that they are an authorized distributor of their product. This plaque is hung in view so that customers can see the plaque. A number of programs will give out a plaque and each succeeding year they will add a nameplate on the bottom of the plaque.

Also a number of companies will offer dealer sales award programs. Thus they treat the dealer the same way that many companies treat an internal sales force. These companies will run recognition programs with their dealers rewarding sales increases just like many other companies with an internal sales force.

Some companies will over fulfillment programs where the dealer can order product to use in giveaways and self promotion.

Some Product that are used:

• Plaques
• Clocks
• Functional items
• Pins (show of association)
• Jewelry (pins and rings)
• Key fobs
• Gift items

Supplier Award Programs

Over the past number of years companies have become increasingly concerned with the quality of product coming from their suppliers. This is especially important now that companies are streamlining their inventories. Streamlined inventories means that if the product is received defective this could cost the company lost production time. Companies such as General Motors and Ford have implemented strict product quality requirements with their suppliers. To reward those companies that achieve these requirements General Motors and Ford are recognizing these companies with “Quality Awards”.

A number of the recipient companies will in turn do something special for their employees. You can then try to sell to these companies as well.

Some products used include:

• Plaques
• Functional Items (wood and glass items)
• Clocks and Barometers

Years of Service Programs

As it becomes harder for companies to motivate employees with straight monetary incentives a number of companies have found that recognizing employees for years of service is a positive way of raising employee moral. Years of service programs have been very successful because they instill in the employee the feeling of longevity. Each employee can see that the longer they stay at the company the more they are rewarded. Years of service programs also instill in the employee that the company is committed to being in business for a long time. This gives the employee a secure feeling that their job will be available for a long time.

Most service programs will use a variety of products every year. Unlike many other programs once a Years of Service program has been set up it will continue as long as the company is in business. Thus, once you have set up the program it becomes like an annuity. In the preceding years all you, the supplier, have to do is make sure their product is there on time and has good quality.

Nearly all service programs recognize employees every 5 years starting at the 5 year level. Some companies will recognize first year employees as initiation into the company. Most programs will recognize employees at 5years, 10 years 15 years… and so on. At each level the gift will increase in value reflecting the increased value of the employee to that company. Thus when helping your customer set up a program it is important to set dollar values (price points) at each level so that appropriate product can be offered.

The question I get asked most by distributors is “what should I include in a typical company awards program presentation”. Most programs offer at least jewelry lapel pin at each year level. Depending on the program and the budget a second item may be offered, however a jewelry pin is usually always offered.

Why is a jewelry pin offered? Easy – Gold has a high intrinsic value is inexpensive and most importantly because it is custom and a person cannot go into a store and price out the item. Also lapel pins are unisex and can also have stones mounted to them which increases their value. They are easy to wear and inconspicuously tell their peers they are happy with their achievement.

Also some companies will recognize people that retire with products that will also reflect the length that they have been with the company, i.e. if you have been there for over 10 years all people that retire receive a clock.

Although setting up service programs can require a lot of work the rewards are usually very high in that most programs will repeat year after year.

Some Products used in Service Programs include:

• Jewelry Lapel Pins and Rings
• Pins
• Gift Items (pin mounted items)
• Functional Wood Products
• Plaques
• Clocks and Barometers
• Watches

* at the end of this outline is a sample service program

Volunteer Award Programs

One of the real growth industries in our society today is the emergence of the volunteer organization. As governments are forced to cut funding to programs, organizations are constantly having to turn more and more to volunteers to help run and promote their operations. As more

and more organizations turn to relying on volunteers the demand for these people is increased. Thus, a number of organizations and associations have had to spend more time motivating and recognizing these volunteers to keep them in their organization. A number of associations now have periodic volunteer award presentations where each volunteer is given a small award for their work. Even though most of the items presented are low in price the “thought” goes along way with volunteers and gives them the feeling that the organization cares about them.

Some Product used includes:

• Key Fobs
• Pins
• Gift Items that pins can be mounted on
• Clocks
• Plaques
• Functional Items

Donor Recognition Programs

As mentioned previous with the decrease of funding to non-profit organizations by governments, many of these organizations have had to turn increasingly to the private sector to help in supplying money needed to run the daily operations of the organization. However, because the demand is high many of these organizations are chasing after the same people for monetary donations. Thus, many associations and organizations have had to start offering award and recognition programs to try and entice many of these private people to continue to support their associations. Many associations use a graduated system of awards in their program. For example as the dollar value of the donation goes up so does the dollar value of the award. The idea is that the donor receives something of value for their donation. Something hopefully that they will use and remind them constantly of the cause that they have contributed to.

Although there are a wide range of products used in these programs many organizations still give out plaques to their donors. Because many of these donors are corporations or professionals plaques are popular because they can be hung in the foyers or offices so that individuals can see that these people are putting something back into the community.

Some products used include:

• Plaques
• Functional items
• Pins
• Gift items
• Key fobs
• Plastic promotional items for campaigns

Sport Recognition Programs

This program can be classified under the volunteer program. As in the volunteer programs sport organizations rely on volunteers. The volunteers should be recognized so those individuals will be motivated to return next year. More and more associations are staffing to recognize individuals depending on how long they have been associated with that association.

Award Programs - Cities and Towns

Most towns and cities today have a number of award programs going on. One of these programs is citizen of the year where people who have made contributions to the community are recognized, usually at a small dinner or banquet. People such as volunteers, celebrities and companies are recognized for contributing to the life of the community or by bringing honour to a town or city.

Cities and towns will also have award programs through their recreation departments where they are giving out sports awards in their sponsored programs.

The economic development department regularly recognizes industry and individuals in the community when a certain milestone or breakthrough has been accomplished.

Some products used include:

• Plaques
• Functional Products
• Gift Items
• Medallions
• Pins

Award Programs - Companies

Always essential to any successful company in today’s market is a number of successful award programs. These programs have been setup to motivate employees to take pride and go the extra mile when it comes to putting out an effort for the company.

Sales Programs:

Many companies today have set up award programs for their sales force. Whether it relates to an increase in sales volume, a quota increase or an increase in the number of new customers, companies have found that their sales success relates directly to motivating their sales force. Although many companies give out financial incentives to those individuals who meet or exceed their goals it is still important to provide them with a tangible product that reminds the person of their accomplishments – once the money has been spent there usually is no reminder of the accomplishment.

A number of products that are used to recognize sales people. The two most common are plaques and jewelry. Plaques can be hung on the reps office wall, while jewelry can be proudly worn by the sales rep. Each of these two products constantly remind the individual of their past accomplishments and continually motivates them to achieve their goals. In the case of jewelry, every time the individual achieves their goal a diamond can be placed in the ring or pin and thus their major goal is not achieved until the ring or pin is filled.

Other Company Award Programs:

Employee Suggestions

Lead generation (sales lead that develop into sales)

Quality improvements

Employee 110% program (points are accumulated when employees go the extra step to

better the company)

Products that are used include:

• Plaques
• Functional Items
• Gift Items
• Pins
• Jewelry

In this section I have tried to give you an overview of the major award programs that are prevalent to in today’s market. I’m sure there are more, however these are the ones that we are familiar with. Although each program is different each one is trying to accomplish the same thing and that is to motivate an individual to increase their potential within that organization. This is especially important in today’s competitive world where companies and organizations are asking more and more from their employees. As many publications put it you must function within the 80 / 20 rule. That is it doesn’t matter what you do 20 % of the people will never be motivated to do more than what they are doing now – However its the other 80 % of the people who can be motivated to do more than what they are doing now that can make a sizable difference. Properly implemented awards programs can assist in this motivation.

Success in the nineties will be with people that care about what they are doing. Employees who are proud to wear the company’s corporate logo are prepared to work hard to maintain a high degree of product quality, and customer service. This will make the company that much stronger.

Specific Markets For Logo Works Products

Cities and Towns

Mayor or Clerk

• They make the decisions on gifts to give out to people and groups especially visiting dignitaries. They may also be involved in setting up other programs outlined below.
• Products include pins, spoons, functional awards for gifts to visiting dignitaries, plaques for companies.
• The Mayor also may be involved in setting up citizen of the year award programs. consider our Canadian Achievement Program

Economic Development

• a lot of municipalities have a corporate logo i.e. Ontario “Yours to Discover” .To promote this logo they will do plastic and metal pins to give to visitors, local people travelling outside the community, or to give away at trade shows. Plastic pins are popular as they are inexpensive. They also give away other promotional products such as rulers, key fobs, glasses, and spoons. A number of these departments will also use plaques to recognize new companies in the community and companies who achieve milestones.

Parks and Recreation

• They do pins, medal, ribbons plaques and trophies for special events and programs that they run.

Human Resources

• Service awards are done through this department. Product such as plaques, Jewelry, functional products are used.
• also done is safety awards, attendance awards, no lost time, safe driving. Products given include key fobs, belt buckles, mugs, plaques coasters clocks, and pins.

Other Departments

Each individual department very often has their own award and promotion programs.

Boards of Education

Co-op Department

• Plaques for the employers who hire the co-op students. They will also use promotion products such as key fobs, pins, rulers, mugs are given both active employers and prospective employers.

Community Relations

• This department promotes the board. Plastic and metal pins areused by staff to wear and students when they are on trips. Metal pins re also given to all staff to where. Many boards have their own corporate logo.
• use plaques and medallions for special awards for students and staff
• use a number of promotional products to promote the board.

Human Resources

• Do years of service programs, jewelry, pins plaques or clocks for retirees

Special Conferences

• Most boards hold conferences. They will usually have product such as pins, key fobs, pens to use as promotional give always.

Subject Advisors

• ·i.e. Science or Geography. Give out special awards such as pins and plaques for top students. Also run programs such as Science Fairs.

Schools

Principal

• Makes decisions on promotional products, anniversary products, gifts for visitors, Gifts for teachers (i.e. Christmas gifts) special awards, fund raising products and academic awards

Some Products used:

• Pins for teachers and kids (every Graduate)
• Key fobs for visitors or parent helpers
• fridge magnets with the school phone number for parents
• name badges for each parent helper or when the children go on trips
• glasses, plastic pins, rulers as giveaways to kids
• plaques, medallions for special awards

Phys-ed

• Plaques for awards
• metal pins for athletes plastic pins for intramural
• medallions for tournaments
• rings for special winning teams

Academic Awards

• Functional awards and plaques for top students
• Jewelry pins for honour students

Tuck Shop/Student Council

• sell pins, key fobs, rings glassware

Athletic Awards

• plaques, and trophies, medallions and jewelry, plastic and metal pins.

Corporate

VP. or Sales Mgr.

Sales Awards

• Top producer, quota, largest increase etc
• Give out Plaques, functional awards, clocks, Jewelry pins and rings
• diamonds for each succeeding year.

Promotion

• Pins (plastic and metal), Key fobs (plastic and metal), license plate holders, fridge magnets, name badges, gift items, rulers.

Distributors

• Plaques for their distributors
• sales awards as per above

Human Resources

• service awards – jewelry, plaques, functional products
• safety awards – key fobs, coasters, mugs, pins
• employee suggestions – key fobs, pins, jewelry, plaques
• safe driving – pins, plaques, belt buckles, clocks

President

• supplier appreciation awards. Usually plaques
• special awards to top employees
• jewelry for special occasions

Universities and Colleges

Dean     - Special awards or promotions for academic achievement. Give out plaques jewelry, pins and medallions.

Athletics – Plaques for Varsity and intramural awards

-                 Plastic and metal pins of their mascot for team trading and giveaways to

high school kids

-                 Medallions for high school, intramural and varsity tournaments

-                 Corporate jewelry (rings) for Champions

-                 Name badges for athletes and student helpers

Bookstore – Plastic and metal pins for sale and giveaway

-                 Crested functional products and plaques for sale

-                 plastic giveaway for new students

Student Gov’t – Plaques to recognize special achievement and to recognize people who do

work for the government

-                 Pins, key fobs, rulers, magnets, license plate holders for giveaway

-                 glassware for student bar

-                 special giveaway product for new student orientation

Academic Advisor – jewelry pins, medals and plaques for top students

Community relations – Pins, key fobs, rulers, magnets for giveaway

- Plaques for people donate to school

Human Resources – Service programs

- Safety programs

- Retirement awards

Specific Faculties and Houses

-           Will do their own awards i.e. Engineering

-           will also hold pubs and special events

Alumni                          - Pins both metal and plastic for alumni
- Crested product to sell to alumni
- Promotional Product
- Giveaways for fund raising
- awards for volunteers of capital programs

Bands

Director                   - Do pins both metal and plastic for trading
- Plaques for awards
- awards for volunteer and donors

Police and Fire Departments

Community Relations/Chief

-                 Pins, rulers, magnets plastic giveaways during fire week

-                 pins for fire department personnel

-                 cap and coat badges

-                 belt buckles

-                 plaques and functional products with cast crest for crime stopper

programs, volunteers, retirees.

Chamber of Commerce

Director - Giveaway pins(plastic and metal) or sell them

-                 giveaway plastic product

-                 sell souvenirs

-                 Give out plaques to top business or individuals (i.e. century homes)

Hydro (each municipality and city)

Community Relations – will do promotional giveaways

-           sponsor school events and product giveaways

Human Resources               - service programs and retirement awards

-           safety awards (very important)

Theme Parks / Special Entertainment

i.e. Water parks, Ontario Place Sport organizations i.e. Blue Jays, Farm Teams This is a big market

Owner/Manager

• Have a souvenir shop buy product
• Name badges for staff
• Giveaway product for groups and when they do shows
• plaques for groups and companies who visit

Human Resources

• Service programs

Conservation Authorities

Director

• Ribbons, plaques awards for special events i.e. festival
• lapel pins plastic and metal, giveaways
• also have service programs

Hospitals

Community Relations

• Donor programs – Plaques, pins, clocks, jewelry, key fobs
• Donor Walls – wall at front of hospital indicating individual donor
• Giveaways for special fund raising
• also run corporate races etc thus need plaques, pins, medals and giveaway

Auxiliary

• have pins and name badges

Human Resources

• Service programs
• attendance programs
• safety programs

Nurses

• recognition programs for nurses also give out giveaways for nurses week

Real Estate Office

Owner/Manager

• Award – Sales awards quota plaques
• give out pins, jewelry, functional awards
• Promotion – Fridge magnets with each individual agents name and phone
• number on the bottom, key fobs, coasters, name badges, pens
• gifts to home buyers

* a number of real estate offices have a sales rep of the month board at the entrance of the office. Each board shows the picture and indicates the name of the sales rep of the month for

each month and the rep of the year for each year. The idea is that a number of customers want to deal with the top producers. They are the people who sell the homes.

Real Estate Boards

Manager

• Boards give out jewelry pins, plaques, functional awards to top agents on the board i.e. sales over a million dollars
• Pins to designate membership in the board
• Also do special functions where promotion products needed
• Also plaques and functional awards are given to board members who serve
• on committees

Associations

There are a large number of associations in Canada i.e. The Advertising Association of

Canada. There are associations for sports, business, charities, governments, groups of people, and people with common interests. A large number of these associations like to promote

themselves, they will do a number of projects to do this. Associations buy a lot of product. Some even have fulfillment programs.

Plaques to all members. Every member receives a plaque which designates membership in

their association. These plaques can be hung in a predominant place. The plaques give the

member creditability with people who come into their office.

metal, plastic and jewelry pins for all members helps promote association and give

creditability

Run year end meeting. Need name badges, awards for members and committee members.

Also the need for promotion products.

Golf Courses

Pro Shop – a number of pros buy awards, prizes and giveaway products for course tournaments.

Also have a store so they sell products out of that store.

Sample Service Program # 1

• NOTE – each lapel pin can be substituted with a stick pin, pedant or charm

Sample Service Program # 2

Important Points about AT Design’s Jewellery

1)  Die casting is – less expensive in smaller runs (die charge is minimal)

- higher quality more detail

2)  We can make a prototype sample before production for a small charge

3)  We can manufacture in sterling silver, gold plate, 10, 14 or 18KT gold

4)  Precious or semi precious stones can be set

5)  We can make 1 jewelry item or 1000 – their are no minimums

6)  Average weight of lapel pins is 2 grams. Pins can be made lighter or heavier depending on price

7) Artwork is done by our fully qualified art department. We manufacture our own dies

8)  Quality is assured. We have experienced jewellers and stone setters on staff

9)  A fully trained support staff monitor every order

10) Our delivery is fast. You are dealing with the manufacturer

Advantages of Jewelry

1) Jewelry retains its value and never goes out of style

2) Because jewelry is custom designed it cannot be priced in a store

3) The custom design reflects the best image of the company or association

4) Jewelry maintains its quality indefinitely

5) Jewelry has universal appeal and will satisfy both male and female recipients

6) Jewelry offers a wide range of price to suite all budgets

7) Jewelry remains long after cash and travel bonus are forgotten

© Copyright 2003 by Awardline.com