January/February 2016

IMPRINT CANADA THE MARKETING AND INFORMATION SOURCE FOR IMPRINTABLE PRODUCTS B9FM9JQ'>=:JM9JQ *().

A Tristan Communications Ltd. Publication

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Volume 23, Issue 1

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?GG< ;MKLGE=J K=JNA;= @9K FGL@AF? LG <G OAL@ L@= ;MKLGE=J Client service specialist Gavin Rouble explains why your customer service training may be failing your employees while outlining simple steps to arm your front line staff. 10

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Renowned industry expert Ted Stahl highlights key trends and decorating opportunities for the coming year which could help make 2016 your businessâ&#x20AC;&#x2122; most profitable one yet. 12

K=;J=;Q AF L@= KG;A9D E=<A9 9?= Author James Pooley shares his tips for guarding sensitive company information and preventing it from making its way online in todayâ&#x20AC;&#x2122;s digital culture of sharing.

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F=LOGJCAF? )() Follow these 11 networking tips to break out of your shell and help build your business and your brand.

16

F=O HJG<M;L KHGLDA?@LK See the latest wearable, advertising specialty, and decorating supplies & equipment offerings from industry suppliers. 22

To some, colour management seems like a mystical practice too difficult to understand, but for any print professional this shouldnâ&#x20AC;&#x2122;t be the case. Understanding a few basic colour principles and what colour management tools are available, will remove some of the mystery and help you produce quality prints in a timely fashion.

Colour management professionals use hardware and software tools to determine how much ink your substrate can hold and the correct percentages of each channel to produce accurate colour. =ISM \PM O]M[[_WZS W]\ WN KWTW]Z UIVIOMUMV\ _Q\P

The hardware tools are called \PM XZWXMZ \ZIQVQVO IVL PIZL_IZM IVL [WN\_IZM \WWT[ densitometers or spectrophotometers and the software tools are most commonly ICC profiling software and rip software. Each piece plays its part. >VLMZ[\IVLQVO ,WTW]Z KWV\QV]ML WV 9IOM !

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The garment decoration industry is in a period of rapid technological innovation. Organizations are quickly adopting new technologies and business practices to improve productivity and profitability.

One such change is the movement toward garment personalization and the automation of this process. It is now becoming more and more difficult for digital print and embroidery businesses to remain competitive without offering a mass personalization solution to their customer base.

Personalization is a segment of the business that provides a very high profit margin when managed effectively. The automation process builds upon this, allowing you to keep costs low while maximizing productivity. Together, personalization and automation are making a large impact across both the digital print and embroidery worlds.

Personalization is great for building a customer base in sports teams, clubs and events because a single template can serve as the basis for hundreds of designs. Automation makes the personalization process very straightforward: 1. Your customer creates their design from scratch or based on a pre-defined template, adding their name, initials or a personalized message to the garment.

2. The software gives the customer the opportunity to see a rendering of the design and check for any mistakes before approving it and submitting for production.

3. Once submitted, your ordering system automatically receives the design and your operator will be able to load it directly onto the machine for production using a barcode scanner.

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When Bank of Canada governor Stephen Poloz addressed the Empire Business Club in Toronto in early December, few were expecting him to mention that adopting a negative interest rate would be one of the tools the Central Bank would consider utilizing during an economic crisis.

When a bank adopts a negative interest rate, depositors are actually charged to keep their money in an account. Negative interest rates are a strong signal that traditional policy options have not produced the anticipated stimulus results.

In a negative interest rate environment, banks that are holding vast sums of cash are punished for doing so and are somewhat leveraged by the negative rate to be more encouraged to lend out money to businesses. The thinking is that rather than holding excess reserves with the Central Bank, banks could stimulate economic activity by lending these reserves out.

If the Bank of Canada were to set a negative interest rate, Canadaâ&#x20AC;&#x2122;s chartered banks would have much to consider before deciding to pass on the costs to the public for keeping cash deposited in bank accounts. In a 2013 Master Card report, Canadians ranked third behind only Belgium and France when it came to paying for purchases digitally (Interac) or by credit card.

with no cash in the bank? How soon before rules and possibly even government policies are introduced limiting cash withdraws? How willing would consumers withdrawing their hard-earned money be to incur security and insurance costs to protect it?

Before the Bank of Canada implements never-beforeused economic tools like negative interest rates, I sincerely hope that consumers will be educated on the pros and cons of such policies.

Somehow I figure that we will be scrutinized and monitored more than ever before over bank balances and economic transactions.

The hand in our pockets keeps getting bigger and stronger!

If Canadian banks began charging consumers for keeping cash balances in accounts, the logic follows that consumers would flock to the bank to withdraw their cash to avoid holding costs. How would consumers then support their credit card and digital payments

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IMPRINT CANADA

Industry News

November/December 2016 - Volume 23, Issue 1

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&*" ,) , ' ,! - 1#." ) % Ă ( ") alphabroder has announced that it has completed a deal to merge with fellow supplier Bodek and Rhodes.

Financial terms of the deal were not released, but the transaction brings together two large suppliers; combined, the two companiesâ&#x20AC;&#x2122; annual North American ad specialty sales will surpass $1 billion. â&#x20AC;&#x153;The combination of these companies was born out of input from our customers, so we will honour this by continuing our sharp focus on their businesses,â&#x20AC;? said Norm Hullinger, CEO of alphabroder. â&#x20AC;&#x153;Bringing our organizations together will provide us with the flexibility and agility to focus 100 per cent

on our customers â&#x20AC;&#x201C; to deliver best- in-class solutions to help their businesses succeed,â&#x20AC;? he added.

Following the transaction, the companies will maintain separate identities, and Bodek and Rhodes will have a distinct website and customer-facing operation. â&#x20AC;&#x153;As a family business, Bodek and Rhodes gave careful consideration to our customers and employees and we feel that we have chosen a partner that matches our values and commitment,â&#x20AC;? said Mike Rhodes, CEO of Bodek and Rhodes. Mike and members of his family will continue as owners in the combined company and Mike will serve on the Board of Directors.

#& (m- , -# (. ( -. &#-" - '#&3 )/( .#)( Gildan Activewear Inc. (TSX:GIL)(NYSE:GIL) announced that Glenn J. Chamandy, its President and Chief Executive Officer, has transferred 3,000,000 Gildan common shares to a family foundation established for philanthropic purposes.Â

In addition, Mr. Chamandy plans to transfer 5,000,000 common shares to an independent trust for the benefit of his family for estate planning purposes.Â

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PUBLISHER

Tony Muccilli : tony@imprintcanada.com

PRODUCTION MANAGEMENT

Adriano Aldini : news@imprintcanada.com

CONTRIBUTORS

Ryan Lee, Jamie Kiekebelt, Ted Stahl, Gavin Rouble, Alaina G. Levine, James Pooley

MARKETING COORDINATOR

Steve Silva : feedback@imprintcanada.com

OFFICE ADMINISTRATOR

Maria Natale : shows@imprintcanada.com

GENERAL INQUIRIES

feedback@imprintcanada.com, (905)856-2600

ADVERTISING SALES

Tony Muccilli (Toronto) Tel: (905) 856-2600 Fax: (905) 856-2667

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or in-house. This part of the process is completed without any user intervention and allows you to maximize the efficiency of your business and employees. It frees you from tedious tasks such as order processing and manual entry, creating more time for you to focus on other aspects of the business.

Automation will help your bottom line in several ways.

For one, it eliminates production errors, thus eliminat-

Automation solutions will seamlessly integrate into your current production processes, no matter how large or small your apparel decoration business is.

An automation solution will save you time and labour costs, improving delivery times and eliminating costly errors associated with manual input. This new technology also ensures consistent, high quality stitching and inputs a networking system for your machines to streamline production.

Automating your business maximizes the productivity of your employees, as your machine operators will be able to manage multiple machines simultaneously. Instead of an operator taking the design manually from the order and inputting to the machine, the process is now as simple as scanning a barcode and readying the garment for production.

It is important that an automation solution be tailored specifically to your organizationâ&#x20AC;&#x2122;s needs and strengths. Designs can be created automatically according to your companyâ&#x20AC;&#x2122;s guidelines and text generation rules, and can be downloaded almost instantly to your production machines once confirmed. The automation process runs through a text and design creation engine that generates designs based on orders created online

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ing the cost of lost products and unhappy customers.

With an automated solution in place thereâ&#x20AC;&#x2122;s no need to worry about spelling errors, spacing issues or crude language appearing in any of your designs. Embroidery files are generated automatically from the order information and by consulting your own product-specific parameters, such as the size of the design and font selection. The entire process becomes streamlined.

You can also gain valuable insight into your organization with automated reporting tools. This will give you information about both operator and machine efficiency, as well as information on specific designs.

You can effectively manage production schedules and re-evaluate staffing based on the reportâ&#x20AC;&#x2122;s findings.

These reporting tools can be accessed from any desktop computer, phone or tablet with an internet connection, enabling you to keep an eye on the progress of your production floor from home or from the road.

When you are ready to automate your business, it is important to look toward an organization with experience and a reputation for quality. Companies that implement both personalization and automation are sure to see a boom in businesses. When a company experiences this type of phenomenal growth, it must have the equipment and systems in place to keep up with demand. A great automation solution is one that is scalable, growing alongside your organization and increasing the rate at which orders can be handled and processed.

To learn more, be sure to attend the seminar: AUTOMATION AND PERSONALIZATION FOR PRINT AND VECTORS IN EMBROIDERY presented by RB Digital featuring Jamie Kiekebelt, Product Manager for Pulse Microsystems Ltd. The seminar takes place at the Toronto Imprint Canada Show on January 8th from 11 a.m. - 12:30 p.m.

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The densitometer reads colour to give the user information that the naked eye canâ&#x20AC;&#x2122;t see. The profiling software uses a few colour readings and makes calculations to reproduce the potential thousands of colours in your files. The rip software helps control the entire colour management process from interpreting files to controlling the actual printer.

The goal of a good colour management expert should be to find appropriate combinations of settings to produce a large colour gamut and neutral grays while maintaining clean lines in your graphics.

This combination of settings is commonly called a colour profile. Realize however that these settings are specific to the combination of ink, fabric, paper, software and printers. If you change any of these variables then expect your colour output to change. Using one profile for everything you print on will result in different colour on each fabric.

Unless you have mastered the colour management steps you might be asking your supplier for profiles.

Make sure this supplier understands what you are printing on so the profiles they provide match.

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In the real world the Pantone or spot colour in your file may be within your inkâ&#x20AC;&#x2122;s colour gamut and may print â&#x20AC;&#x2DC;accuratelyâ&#x20AC;&#x2122; to ICC standards but the colour you are printing still isnâ&#x20AC;&#x2122;t what you want to see.

Rather than endlessly editing the colour values in Adobe Illustrator or Corel Draw, rip software can help you do a spot colour replacement with colour values from actual prints you choose. Some rips will quickly generate a set of patches similar to the colour you are trying to print allowing you to do a visual match. Once the visual match is decided on use the correlating colour values printed next to the patch to force the rip and printer to replace the Pantoneâ&#x20AC;&#x2122;s colour values with the ones of your choosing. This replacement can be saved and used automatically whenever the same Pantone is found in a future file. For this method to function most efficiently, preserve solid colours as vector. If you rasterize, causing the colour values to change from pixel to pixel, then the replacement wonâ&#x20AC;&#x2122;t be useful.

As mentioned doing spot colour replacements isnâ&#x20AC;&#x2122;t a useful tool for manipulating fully rasterized data such as a photo. Some customers prefer a warmer or cooler looking print than what the provided profile is giving. To affect a global colour change in all raster data apply a correction curve in the rip software. This method does require some experience, however it can be a powerful colour tool and save you from opening each file in your design application to apply the curve before sending to print.

Returning to the issue of changing variables such as ink or transfer paper and the effect it will have on your colour.

The same truth holds to your finishing process control. Any change in humidity, heat press pressure, temperature or time can change the final product. If you want consistent colour then your process must be consistent.

For each type of fabric document the correct heat press settings and keep them visible at the press. This can help prevent wasted time and materials.

With diligent attention to detail and full utilization of colour management software you can provide excellent quality colour your customers will appreciate while doing so efficiently to improve your bottom line.

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To verify if you have a good profile, print images with memory colours like faces, fruits and vegetables.

If you can print good skin tones, solid blacks without bleeding and neutral grays then you have a great starting point. Most of the files you print will be reproduced accurately. Realize that some colours canâ&#x20AC;&#x2122;t be reached with the particular ink and fabric you are using. These colours are considered out of gamut. Rip software can help determine if you can possibly achieve that fluorescent colour youâ&#x20AC;&#x2122;re targeting before you ever print. How this is done will vary depending on the rip brand but look for this feature.

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This article was provided courtesy of Ryan Lee, Colour Specialist at Wasatch & Pablo Gomez, Colour Management Specialist at Value-Rite Business Products Inc. To learn more, be sure to attend : UNDERSTANDING COLOUR TO MAXIMIZE EFFICIENCY AND PRODUCTIVITY presented by Value-Rite Business Products Inc. and hosted by Ryan Lee. The seminar takes place at the Toronto Imprint Canada Show on January 8th from 9 a.m. - 10:30 a.m.

Comfort Colorsâ&#x201E;˘ comes to Canada with a casually cool garment dyed 5500 Adult Tee. Every nature-inspired hue combines lasting quality with the gently worn-in look of a great tee. This 9 oz. per linear yard, 100% ring spun cotton tee comes in sizes S-3XL so everybody can be cooler in their favourite shade. comfortcolors.com/ca

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Growing up in Niagara Falls, Ontario, I spent most service team that is able to satisfy even the toughest of the summers of my later teenage years working in of customer concerns or complaints without getting various jobs within the tourism industry. It seemed thrown under the proverbial bus is to train employlike each year I was ees to neutralize the subjected to â&#x20AC;&#x153;flavour behaviour of the upset of the dayâ&#x20AC;? customer customer. service training that, in When this is successhindsight, should have fully accomplished, the been called â&#x20AC;&#x153;suck it up employee never lets and take itâ&#x20AC;? training. I the initial anger, fruscall it that because all of tration, and negativthe training seemed to ity spewing from the customer affect their be the same: when an upset or angry customown sense of â&#x20AC;&#x153;self â&#x20AC;?.

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er is standing in front Fortunately, this occurs QV\MZIK\QWV IVL _PMZM \PM ]X[M\ K][\WUMZ Q[ KWUQVO NZWU of me, screaming at me completely within the for something I had no employee and doesnâ&#x20AC;&#x2122;t part in (but was none-the-less guilty by association even require the customer to know what is happenof), I am to â&#x20AC;&#x153;listenâ&#x20AC;? in order to identify the problem, ing! This can be accomplished by teaching employees determine what their needs are, and find a solution to: that meets their needs if that solution is in alignment 1. Understand that the person has a problem and with company policy...and if no such solution exists, I may be upset as a result. That is why they are am to â&#x20AC;&#x153;suck it up and take itâ&#x20AC;? while the customer conspeaking to you in the first place. Donâ&#x20AC;&#x2122;t become tinues to scream at me (this latter part was inferred, defensive. not taught!). So, my main take away from all of this 2. Accept that the customer may not have the comcustomer service training, looking back, was that I munication skills to articulate what exactly it is was cannon fodder. they need and may come across poorly. Donâ&#x20AC;&#x2122;t take The training I experienced, while not identical, is offense. quite similar to much of the â&#x20AC;&#x153;customer serviceâ&#x20AC;? train3. Remember the customerâ&#x20AC;&#x2122;s issue is huge to them. ing out there. Sure, different trainers and consultants They purchased a product or service in good faith will endorse different ways to â&#x20AC;&#x153;listenâ&#x20AC;? and â&#x20AC;&#x153;problemthat didnâ&#x20AC;&#x2122;t work for them and now they want some solveâ&#x20AC;?. Some even offer ideas on how to â&#x20AC;&#x153;defuseâ&#x20AC;? the sort of satisfaction, which they are entitled to. situation and calm the angry customer down. While Most of us have, at some time, been in that cusnone of these methods are bad or wrong, they all tomerâ&#x20AC;&#x2122;s shoes. Understand them. have one thing in common. They still result in the It is critical for front-line employees to understand employee walking away feeling like they just went three rounds with Manny Pacquiao (heâ&#x20AC;&#x2122;s a boxer, the interaction and where the upset customer is comin case you arenâ&#x20AC;&#x2122;t sure.) The employee walks away ing from. This will allow the employee to always emotionally battered and bruised. Some will become speak to the customer respectfully and with honesty. angry, others burnt out, and some may even, even- Lastly, the employee must be empowered to say to tually, quit or go on stress leave. But the customer every upset customer, â&#x20AC;&#x153;if I can, I willâ&#x20AC;?. That way, if the employee is unable to provide the solution that the customer wants due to industry regulations, company CWT bTRaTc c^ STeT[^_X]V P policies, business ethics, etc., the employee can walk away from the interaction knowing they did everya^RZ bcPa Rdbc^\Ta bTaeXRT thing in their power to solve the problem and that cTP\ Xb c^ caPX] T\_[^hTTb any failure to resolve was on the part of the customer. c^ ]TdcaP[XiT cWT QTWPeX^da ^U These simple tips will allow front-line employees to always serve customers with respect, honesty, and cWT d_bTc Rdbc^\Ta the knowledge that they have the freedom to go as far as management will let them to solve any customer complaint. Best of all, when a customer approaches walks away happy (at the expense of the employee.

Why? Because under these â&#x20AC;&#x153;customer serviceâ&#x20AC;? them with a bad attitude, the employee is able to walk approaches, the focus of the employee-customer away from that interaction without the psychological interaction is solely on the well-being of the customer and emotional drain that seems so common amongst while completely ignoring the effects of the inter- customer service employees today. action on the employee. Yet, no matter how thick your skin is, constant verbal abuse will wear down *+8>= =1. *>=18; even the most experienced front-line professional.

Gavin Rouble is co-founder of The 2% Factor, which works with companies around So, is there a solution that will appease and satisfy the the world to neutralize the disruptive and dysfunctional behaviour of the 2% of their upset customer while allowing the customer service employees so that it doesnâ&#x20AC;&#x2122;t adversely affect the other 98%. employee to still experience a high level of job satis- For more information, go to www.the2percentfactor.com. faction? Absolutely. Here it is.

The secret to developing a rock-star customer IMPRINT CANADA _ -DQXDU\ )HEUXDU\

News {Business Development}

Build Your Business in 2016 Heat Printing Trends Are Opportunities

By Ted Stahl, Executive Chairman and Founder, GroupeSTAHL

With the imprinted sportswear marketplace continuing We don’t expect the demand for metallic to drop off any to explode, it seems almost impossible to fail when selling time soon, but it makes one wonder what’s next for the custom apparel these days. However, with more and more teams that really want to stand out. competitors jumping on the garment decoration bandReflective is one answer. We predict that teams will be feawagon, it’s necessary to go outside your comfort zone in turing reflective numbers and other elements, even if they are order to thrive. only using it as a background or accent. It For some this might mean expanding is extremely easy to add reflective elements by offering new services—screen printto any garment using a heat press. There are ing and embroidery aren’t always the best also number and lettering styles available in options on today’s popular technological reflective options, as well as custom logos fabrics. For others, it might mean being that can be produced. Reflective materials open to the newest trends and showing are also available in a range of colours, and your customers that you offer more than printable films can be used to combine full one type of decorating. You also need to colour printing and metallic effects. adapt to the demands of a culture that Offering reflective printing services is is increasingly demanding faster service, also an excellent way to get customers lower minimums and higher quality. Let’s in the door. It’s perfect for adding onto take a look at some of the heat printing youth backpacks or outerwear, as well trends upon which you can capitalize on as an addition to most running wear names and numbers continue to in 2016 and beyond. More than just “over- Reflective items. Businesses that have employees trend in 2016. You can create these sought after designs with a heat press and heat night sensations”, these trends are actually who deliver products in the dark or that transfer materials. solid opportunities upon which to build need an extra bit of safety can also conyour business. sider it for corporate wear.

Trends in Colours: Getting Reflective

There’s no doubt that the trend for metallic numbers is still going to be strong for sports uniforms, especially football, hockey and even soccer. If college football in the U.S. is any indication, you can’t help but notice the “fashion show” that is going on with some of them, as each try to outdo one another with more spectacular and eye-catching uniform presentations.

Metallic numbers can be purchased as pre-cuts or you can cut your own custom numbers and player names with metallic heat transfer films.

Trends in Decorating: Full Colour

This Spring season, don’t underestimate the importance of full colour logos and your ability to offer this service to your customers. If you are still in the dark about the importance of full colour, this is the year to let the colour shine in.

One reason you may not currently have customers who purchase full colour logos is because they may have been priced out of reach, or your customers may not have realized that they were an option.

Today’s consumers are becoming increasingly aware of the

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affordability and availability of full colour, even in smaller quantities. With so many full colour technologies available - from digital transfers, litho transfers, direct to garment, sublimation and ink jet printing - there are more options than ever when it comes to full colour printing.

Don’t be afraid to say “We can print that in full colour.” If you own an eco-solvent ink jet printer, you can print your own full colour logos in house using digital media designed specifically for apparel. There are also printable films with lowtemperature adhesives for application on performance wear.

Just print, cut and heat apply. If you don’t want to invest in new equipment, find a service provider that can offer full colour custom transfers–even if you only need just small quantities.

Mixed Media

You will also see more people using mixed-media or “mixology” techniques. This can include combining embroidery with screen printing or heat printing, or digital transfers with heat transfer films and flocks, or Direct-toGarment with embroidery…the list is plentiful.

Just visit any professional sports stadium and you’ll see bling elements, such as Glitter Flake materials or some rhinestone bling. Don’t turn your nose up at this trend, it’s here to stay.

And even if your teams don’t seem interested in having their jerseys sparkle, don’t forget about fan apparel and spirit wear.

Performance Wear

If you’re currently not offering custom performance wear, this is an opportunity you are missing out on. It’s rare to find a team that’s happy with a plain old cotton T-shirt anymore. More often than not, it has to be polyester or some other wicking, stretchy, sporty fabric. These new fabrics are more difficult to decorate than cotton or cotton/poly but it can easily be embellished using a heat press. With dozens of new low-temperature heat printing methods available for creating custom logos on stretch fabrics, you can service this sought after market. There are also heat print materials available with sublimation blocking properties, so you can add custom names, numbers and logos without worrying about dye migration.

All You Need is a Heat Press

Investing in expensive equipment to take advantage of these apparel decorating trends is not necessary. It’s possible for you to offer your customers metallic logos, names and numbers, reflective logos, glitter logos and names and even full colour digital printing on performance wear in 2016. Take your apparel decorating services to the next level in 2016. All you need is a heat press and you are ready to say YES to just about any kind of customization, in any quantity, on any fabric.

About The Author

Ted Stahl is the Executive Chairman of the Board of GroupeSTAHL, an international group of companies specializing in heat printing methods. Highly regarded by his peers as an industry pioneer, visionary and influential person in the decoration industry, in 2010 Ted Stahl was inducted into the National Sporting Goods Association Hall of Fame.

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News {Social Media}

Secrecy in the Age of Social Media:

Six Ways to Keep Trade Secrets and Sensitive Company Information Offline

By James Pooley

You can be sure that most of your employees are that a few informal warnings and cautionary tales will active on social media. For younger ones, in fact, keep all your employees from tweeting and posting Facebooking, Instagramming, and Tweeting are as what they shouldn’t. If your company already has gennatural as breathing. But eral policies about the suppose an employee disclosure of informashared pictures of your tion assets, make sure product prototype? they become part of the Posted a draft patent official set of rules that application your comgovern employees’ use pany was about to file? of social media. These Messaged a Dropbox link policies will reinforce with confidential inforthe need to keep permation (even if only to sonal and work issues a fellow employee) over separated and not to an insecure connection? post about what is Crowdsourced a question going on inside the about a sensitive issue she company. was handling for a cusLarger companies tomer? need to have these poliDo scenarios like these cies reviewed by legal keep you up at night? counsel, since typically They should. Social broad confidentiality media and the “sharing” restrictions can violate In today’s “sharing” culture, your employees are used to posting about the minutiae of their lives on social media—and that can culture it has sparked are labor laws that guaranmean bad news for your company. very real threats to your tee employees the right organization. to discuss their workThe Internet has changed the way we work and com- ing conditions. municate. That change has profound implications for a Additionally, companies need to decide if social trade secret system that relies largely on human trust. media business contacts belong to them or to their I’m not saying openness is inherently bad. Obviously, staff. According to recent court decisions, if this isn’t a certain amount is needed if we’re to collaborate for clearly specified in the company’s policies, those coninnovation. Yet there’s a dark side to the comfort level tacts and the social media account itself can be claimed that’s evolved around all this sharing. Companies by the employee when he leaves. need to acknowledge the risks of social media and work to prevent leaks by improving their employees’ The Internet has changed the way knowledge and good judgment.

Having recently completed a five-year term as dep- we work and communicate. That uty director general at the World Intellectual Property change has profound implications Organization in Geneva, where I was responsible for a trade secret system that for management of the International Patent System (PCT), I am very familiar with the fields of intellectual relies largely on human trust. property, trade secrets, and data security.

My new book Secrets: Managing Information Assets in the Age of Cyberespionage, thoroughly explains how 3. Train, train, and then train some more. In many to recognize and mitigate the risk of information loss organizations, after initial orientation, data protection policies are left on the shelf and more or less in today’s electronic business landscape.

Here are six tips to help you keep your company’s ignored. That’s dangerous, because staff can easily forget about the rules or lose respect for the dangers sensitive information off social media feeds: 1. Understand that you’re asking employees to go of noncompliance. Meanwhile, they may be working on collaborative projects, examining acquisition against their “digital instincts.” By their very nature, possibilities, receiving development proposals, and social media platforms encourage users to publicly more. All of these situations can lead to personal social disclose the minutiae of their lives (usually the more, media connections, where you will be relying on the the better). The so-called Facebook generation is con- knowledge and good judgment of your employees to ditioned to casually communicate, swapping files and control risks. using the Cloud to store and access photos, music, You can mitigate much of this risk by creating a and more. They are experts at revealing a lot using quality training program that engages your employees only 140 characters. as part of the security defense team.

Making sure that social media doesn’t become a They’ll make fewer mistakes themselves on social hole through which your company’s secrets leak is an media (and elsewhere), and they’ll also be on the especially challenging task because you’re essentially lookout for the mistakes of others. Keep in mind that asking employees to check their habits at the door. the best training is continuous, careful, upbeat, and They’ll need to learn to operate based on a different professional, and does not rely on threats. set of standards that often contradict how they deal And be sure to include everyone—not just key knowwith information in their private lives. ledge workers—in social media security training. That 2. Put social media policies in writing. Don’t assume includes contractors, temporary employees, and interns.

14 IMPRINT CANADA | November/December 2015

Secrecy, continued on page 16

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4. Know which devices might represent a risk. The growing popularity of â&#x20AC;&#x153;BYODâ&#x20AC;? policies means that many of your employees may well be storing sensitive information on the same laptops, smartphones, and tablets they use to scroll through status updates in the evenings.

Thatâ&#x20AC;&#x2122;s cause for concern, because cyberthieves can gain access to these devicesâ&#x20AC;&#x2122; contents and your companyâ&#x20AC;&#x2122;s systems through relatively easy-to-hack social media accounts and apps.

In addition to establishing clear policies on social media use and providing continuing training, consider technical mitigation measures. Mobile Device Management (MDM) tools can remotely configure devices, monitor whatâ&#x20AC;&#x2122;s on them, and even erase their data if lost. MDM techniques can also include encryption for data stored on or communicated from the device.

your employees post on their personal social media accounts, you can certainly keep a close eye on official company Twitter, Facebook, and other social media pages.

Have a safety net of trusted employees monitoring and maintaining your companyâ&#x20AC;&#x2122;s presence on social media to stop potentially revealing posts from ever reaching the public eye. Also, regularly change passwords to lock out account thieves who may have successfully procured your companyâ&#x20AC;&#x2122;s login information.

Social networking has become a fixture of modern personal and professional life, so embrace its many benefits. Just be aware of the security concerns social media represent and proactively work to prevent breaches, whether they come from employee use or official company activity.

5. Teach your employees to spot social media scams.

In addition to using MDM tools, training employees on methods that information thieves often use can help them avoid falling prey to traps on social media.

For instance, social media profiles give hackers a lot of information that they can use to compose realisticlooking, customized email phishing messages.

But beyond that, websites themselves can be used directly to fool people into joining a fake group, survey, or event, sometimes using a money coupon as a lure. Other traps involve fake â&#x20AC;&#x153;likeâ&#x20AC;? buttons, browser extensions offered for download, or compelling offers designed to make the viewer want to share them with friends. All of these social network scams are grounded on the idea that we are all so used to rapidly connecting, sharing, and exposing that weâ&#x20AC;&#x2122;ll do it more or less automatically with anything that looks attractive. Teaching employees to think twice before clicking can help secrets stay secret.

6. Be aware of your official social media presence.

*JW]\ \PM *]\PWZ#

James Pooley is the author of Secrets: Managing Information Assets in the Age of Cyberespionage, a must-have guide for executives and managers, knowledge workers, consultants, security professionals, entrepreneurs, investors, lawyers, accountants, and anyone who works with information.

Pooley provides international strategic and management advice in patent and trade secret matters, performs pre-litigation investigation and analysis, and consults on information security programs.

Mr. Pooley recently completed a five-year term as deputy director general at the World Intellectual Property Organization in Geneva, where he was responsible for management of the international patent system (PCT). Before his service at WIPO, Mr. Pooley was a successful trial lawyer in Silicon Valley for over 35 years, representing clients in patent, trade secret, and technology litigation. He has also taught trade secret law at the University of California, Berkeley, and has served as president of the American Intellectual Property Law Association and of the National Inventors Hall of Fame, where he currently serves as chairman of the board.

Mr. Pooley is an author or coauthor of several major works in the IP field, including his treatise Trade Secrets (Law Journal Press) and the Patent Case Management Judicial Guide (Federal Judicial Center). He graduated from Columbia University Law School as a Harlan Fiske Stone Scholar in 1973 and holds a bachelor of arts, with honours, from Lafayette College.

While you may not be able to fully control what

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We all know people who can walk into a room full of total strangers and walk back out with a group of new best friends. Theyâ&#x20AC;&#x2122;re the kings and queens of conferences and mixers. At every networking event, they make small talk and introductions look easyâ&#x20AC;Śwhile you nurse a drink in the corner and limit your conversations to people you already know. (Frankly, youâ&#x20AC;&#x2122;d rather visit the dentist or file your taxes than approach a total stranger to promote yourself and your brand!)

If this sounds all too familiar, you arenâ&#x20AC;&#x2122;t alone. And better yet, there is a way for you to confidently step out from behind the potted plant youâ&#x20AC;&#x2122;ve been hiding behind. Networking is a part of professional life at which many introverts from all industries tend to stall, and Iâ&#x20AC;&#x2122;m here with a plan to help you navigate those uncharted social waters.

In todayâ&#x20AC;&#x2122;s connected world, the ability to collaborate and innovate with others isnâ&#x20AC;&#x2122;t a nice skill to haveâ&#x20AC;&#x201D;itâ&#x20AC;&#x2122;s a must-have. No matter how experienced or talented you may be, youâ&#x20AC;&#x2122;ll never be able to fully leverage your technical expertise if you are unable or unwilling to make mutually beneficial connections with other professionals.

In my book Networking for Nerds, I share concrete insight and step-by-step instructions to help even the most hesitant connector craft professional networks that are mutually beneficial and that support the advancement of career goals. Here are 11 networking principles that will help you to network productively and (relatively) painlessly: 1. Look for positive partnerships. Donâ&#x20AC;&#x2122;t think of networking as schmoozing or something slightly sleazy (like selling a used car). Successful networking is about crafting win-win partnerships that bring value to both partiesâ&#x20AC;&#x201D;it is never about trying to extract something from someone.

So approach networking with the fundamental idea that you are seeking to find out what people need or what problems they have that you can help them with.

Right off the bat, this will help you shed your reluctance to approach others with your projects and ideas.

2. Look at networking through a new lens. For many people, networking has a place on the â&#x20AC;&#x153;dreaded choreâ&#x20AC;? list right up there with cleaning out the gutters.

Others erroneously think that networking takes time away from the outputs associated with success in

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your profession. But itâ&#x20AC;&#x2122;s important to see connecting with others as a positive activity that advances your success and thatâ&#x20AC;&#x2122;s even (gasp!) enjoyable.

Think of it this way: It is always a privilege and an honour to have the opportunity to discuss topics that you and the other party are passionate about. So take pleasure in the gift of meeting new people and seeing what can come from the new exchange.

3. Keep the conversation positive. When you are networking and you meet someone for the first time, discuss only positive topics and steer clear of potentially controversial topics like politics and religion. You want to make a good impression and ensure that your new contact equates you with happy thoughts.

regular routine? Consider joining new clubs or taking classes in subjects that interest you.

Any aggregation of people presents an opportunity to make new friends and to network. And since you are all engaged in an activity that you enjoy, everyone will be in a good mood and more open to making and solidifying connections.

go to these professional events anyway.

Donâ&#x20AC;&#x2122;t limit yourself to industry events, either.

Be on the lookout for get-togethers hosted by your alumni association or regional chapter, local charities, or other organizations for which you volunteer.

And donâ&#x20AC;&#x2122;t stress about having an opening line when meeting new people. Just walk up to someone and introduce yourself. The more you do this, the easier it getsâ&#x20AC;&#x201D;I promise!

10. Be open to connecting with friends of friendsâ&#x20AC;Ś

9. Use social media to be socialâ&#x20AC;Śand to network.

In between posting pictures of your familyâ&#x20AC;&#x2122;s activities and sharing interesting articles, donâ&#x20AC;&#x2122;t forget to keep up your networking momentum by contributing value to professional conversations on social media sites like LinkedIn, Facebook, and Twitter.

Explore these sites in depth and unlock their hidden potential. For example, take a tour of 4. RSVP to professional the underused â&#x20AC;&#x153;Find events with a â&#x20AC;&#x153;Yes.â&#x20AC;?

Alumniâ&#x20AC;? feature on @PM\PMZ aW] KWV[QLMZ aW]Z[MTN IV QV\ZW^MZ\ [WKQITTa I_S_IZL WZ

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like attending mixers, KWVNQLMV\Ta IVL PMTX \ISM aW]Z KIZMMZ \W \PM VM`\ TM^MT surprised by how many receptions, and conferalumni are in your region ences. (Letâ&#x20AC;&#x2122;s face it: Sometimes, your Netflix queue or industry.

Sharing an alma mater will likely make and a bowl of popcorn seem much more enticing.) these individuals more willing to connect with you.

But unless you have a compelling excuse to stay home,

5. Keep business cards in your wallet at all times.

Why? You never know who you might meet at your friendâ&#x20AC;&#x2122;s birthday party, the neighborhood potluck, or your cousinâ&#x20AC;&#x2122;s wedding. For that matter, you never know who you might sit next to on your next flight!

While the focus of social events and everyday interactions isnâ&#x20AC;&#x2122;t usually on business, itâ&#x20AC;&#x2122;s always wise to be prepared in case the conversation does veer in that direction. And on a similar note, do carefully consider the way you dress and behave when youâ&#x20AC;&#x2122;re off the clock, as people are always watching and making decisions about your brand. Perception equals truth in the minds of the public.

6. Donâ&#x20AC;&#x2122;t be afraid to make fellow networkers come to you. If youâ&#x20AC;&#x2122;re really feeling adventurous, be entrepreneurial and throw a â&#x20AC;&#x153;meet upâ&#x20AC;? for people in your industry. Use Meetup.com and LinkedIn to promote the gathering.

Youâ&#x20AC;&#x2122;ll get a chance to make new contacts and hone your skills in event planning and marketing. In addition, people will truly appreciate your initiative to bring everyone together and will take note of your expertise.

7. Enjoy yourselfâ&#x20AC;&#x201D;to a point. Yes, thereâ&#x20AC;&#x2122;s a reason why alcohol has a reputation as a â&#x20AC;&#x153;social lubricant.â&#x20AC;?

It can help take the edge off your nerves, which often comes as a welcome relief at networking events.

Just watch your intakeâ&#x20AC;&#x201D;limit yourself to one small drink, or only a few sips. Remember your ultimate purpose. You are there to network, not to get drunk.

8. Find a fun new groupâ&#x20AC;&#x201D;and keep your eyes peeled for opportunities. Are you feeling a bit bored by your

and their friends, too! As you network, be open to connecting with people who are not in your industry or who seemingly donâ&#x20AC;&#x2122;t have anything in common with you. Remember, the six degrees of separation theory says that we are connected to every other person on the planet by no more than six degreesâ&#x20AC;&#x201D;and itâ&#x20AC;&#x2122;s surprising how often itâ&#x20AC;&#x2122;s proven to be true!

So, for instance, thereâ&#x20AC;&#x2122;s a very large chance that you know someone who knows someone who knows the head of HR at a company in which youâ&#x20AC;&#x2122;re interested. Additionally, you never know what information you are going to learn until you engage someone in conversation. By networking, chances are you will leave with ideas and inspiration to solve your problems or navigate your career in novel ways. This has happened to me many times!

11. Give yourself a goal. If the very thought of networking makes you want to crawl under a rock and stay there (hello, introverts!), make it your goal to reach out to just 5 or 10 people a month with whom you would like to build a partnership.

Whether youâ&#x20AC;&#x2122;re reaching out via email, LinkedIn, or in person at an event, introduce yourself and ask for an â&#x20AC;&#x153;informal discussion.â&#x20AC;? Let them know why you want to meet with themâ&#x20AC;&#x201D;namely, that you are interested in exploring the opportunity to collaborate and contribute to their team. Thatâ&#x20AC;&#x2122;s all you have to doâ&#x20AC;&#x201D;and youâ&#x20AC;&#x2122;ll be amazed at your success!

Hidden, game-changing career opportunities are everywhere, but they wonâ&#x20AC;&#x2122;t magically reveal themselves. The only way to access these clandestine gems is via networking. Most people feel that they lack the confidence to network, which gives you a distinct advantage if you do. And trust meâ&#x20AC;&#x201D;making fruitful connections really does get easier with practice. *JW]\ \PM *]\PWZ#

Alaina G. Levine is the author of Networking for Nerds as well as a celebrated and internationally known speaker, comedian, career consultant, writer, and entrepreneur.

She is president of Quantum Success Solutions, an enterprise dedicated to advancing the professional expertise of both nerds and non-nerds alike. To learn more, visit www.alainalevine.com or follow @AlainaGLevine.

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GDP - INCOME & EXPENDITURE THIRD QUARTER 2015

SOURCE: STATISTICS CANADA

Exports rise on low dollar as terms of trade weaken; household spending on the rise National net savings rate plunges more than 10 per cent in third quarter Real gross domestic product (GDP) rose 0.6 per cent in the third quarter, following two consecutive quarterly declines.

The quarterly growth was driven by increased international demand for Canadian goods and services.

Expressed at an annualized rate, real GDP expanded 2.3 per cent in the third quarter. By comparison, real GDP in the United States rose 2.1 per cent.

Household spending on the rise as national savings rate plunges below 3 percent Household final consumption expenditure increased 0.4 per cent in the third quarter, following a 0.6 per cent gain in the second quarter.

Outlays on goods were up 0.8 per cent,

The household debt service ratio, defined as household mortgage and non-mortgage payments divided by disposable income, was 14.09 per cent, up slightly from 14.08 per cent in the second quarter.

The national saving rate plunged to 2.9 per cent in the third quarter, as national net saving fell 11.1 per cent from the previous quarter.

National disposable income was up 0.5 per cent, after a 0.6 per cent increase in the second quarter.

Business investment down; inventory accumulation slows

Exports up, imports down as terms of trade weaken The terms of trade fell for the fourth quarter in a row, as rising import prices outpaced increasing export prices. The Canadian dollar depreciated against its American counterpart in the third quarter.

Exports of goods and services increased 2.3 per cent, following a 0.5 per cent gain in the second quarter. Exports of goods rose 2.7 per cent, following a 0.5 per cent increase in the second quarter.

Imports of goods and services fell 0.7 per cent in the third quarter, following a 0.5 per cent decline in the previous quarter.

driven by durable goods (+2.3 per cent).

Semi-durable (+0.2 per cent) and nondurable (+0.2 per cent) goods also contributed to the increase. Outlays on services edged up 0.1 per cent.

Expenditures on transport rose 2.2 per cent, driven by purchases of vehicles (+3.5 per cent) and operation of transport equipment (+1.2 per cent). Recreation and culture (+1.1 per cent) and food and beverage services (+0.4 per cent) also contributed to the growth in household spending. Expenditures on clothing and footwear (-0.3 per cent) were lower.

The household saving rate decreased from 4.9 per cent in the second quarter to 4.2 per cent in the third quarter, as growth in household expenditure outpaced the growth in disposable income.

The stock-to-sales ratio edged down to 0.760 in the third quarter. This was the second highest stock-to-sales ratio since the second quarter of 2009.

Investment in housing picks up Business investment in residential structures grew 0.6 per cent following a flat second quarter. The growth was driven by new construction (+3.2 per cent), which offset declines in renovations (-1.6 per cent) and ownership transfer costs (-0.7 per cent).

Investment in non-residential structures decreased 1.7 per cent, the fourth consecutive quarterly decline and the seventh in eight quarters. Engineering structures (-1.8 per cent) and non-residential buildings (-1.0 per cent) both decreased.

Investment in machinery and equipment fell 1.1 per cent, a third consecutive quarterly decline. The decrease was led by industrial machinery and equipment (-3.3 per cent). On the other hand, investment in communications and audio and video equipment grew 3.2 per cent.

Investment in intellectual property products fell 2.1 per cent, a third straight quarter of decline. Mineral exploration and evaluation (-9.3 per cent) and software (-2.0 per cent) were responsible for the decline.

Investment in research and development increased 1.3 per cent.

Manufacturing inventories were up by $1.8 billion, mainly in non-durable goods (+$1.5 billion). Retail inventories increased by $0.9 billion, also mainly in non-durable goods (+$0.8 billion). Motor vehicle inventories fell by $0.4 billion, as vehicles were liquidated following a $2.6 billion accumulation in the second quarter. Wholesalers drew down $2.6 billion of inventory after three quarters of accumulation. Farm inventories were down by $2.1 billion, a seventh consecutive quarterly decline.

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IMPRINT CANADA _ -DQXDU\ )HEUXDU\

SOFTNESS THAT’S MORE COLORFUL That’s right. Now our SUPER SOFT men’s and ladies’ MODERN FIT T-Shirts come in even more color choices.

Select from an entire collection of LIGHT WEIGHT jersey styles constructed of 7.8 oz, 100% Sofspun ® cotton—all available in a CONTEMPORARY COLOR PALETTE that’s ideal for today’s younger generation.

Check it out at FruitActivewear.com/Sofspun-intro 5 NEW COLORS, including more UNIQUE HEATHERS on trend with today’s fashions.

Brick Heather

Carolina Heather

Heather Grape

Indigo Heather

Lemon Ice

© 2015 Fruit of the Loom Canada, Inc.

The Sofspun ® Collection—made with an innovative, soft fabric & a modern fit.

CANADA 800.567.7662 FruitActivewear.com /FruitoftheLoomActivewear

10 styles

•

jersey & fleece

•

men’s & ladies’

•

24 colors

•

All in S-3XL

@FruitActivewear

F I N D A VA R I E T Y O F S O F S P U N ® S T Y L E S AT T H E S E PA R T I C I PAT I N G D I S T R I B U T O R S : alphabroder 866-ASH-CITY ashcity.com

Quality Sportswear 877-462-4237 qualitysportswear.ca

SanMar Canada 800-663-7965 sanmarcanada.com

like no other

apparel supplier in the industry www.canadasportswear.com

A tradition for service, quality and value since 1954 Leading importer of in-stock and custom quality garments Canadian Made and Custom manufacturer In-house design and creative services Earn...

Full service in-house decoration