Upgrade Your Design Counter What’s Trending in Substrates Merchandising Like a Pro
Contents
PFM is a member of:
Volume 30, Number 11
PPFA, The Professional Picture Framers Association ACC, Art Copyright Coalition SOG, Society of Gilders
On the Cover Could your sales counter work better for you? The owners of Bevel Edge Framing in Cairns, Australia, designed their showroom around their counter so corner samples are easily accessible to browsing customers. The table is also at a lower height, facilitating a more comfortable viewing distance. For more ideas and sales tips like this, see page 12.
Features 18 Substrates: Tips and Trends 24 Merchandising Mastery 30 An Overview of Adhesives
Columns
12
12 Sales Strategies 36 Successful Retailing Panel 46 Design of the Month
Departments 8 10 40 42 43 44
Editor’s Note Industry News Product Showcase Distributor Spotlight Crossword Puzzle Index of Advertisers
24
18
30
Picture Framing Magazine® (ISSN 10529977) is published monthly, plus one issue by PFM Publishing, LLC, 83 South Street, Unit 307, Freehold New Jersey 07728; phone 732-536-5160; fax 732-252-2270. Subscription Office: Picture Framing Magazine, PO Box 612, Northbrook, IL 60065-0612; phone 888-238-0049. Subscription: $20 per year U.S., $40 U.S. Dollars per year in Canada and Mexico, $60 U.S. Dollars per year for all international. Single copies, $5.95. If a paid subscription magazine is returned by the U.S. Postal Service as non-deliverable, Picture Framing Magazine will maintain the subscription for one year. If after one year a new address is not provided, Picture Framing Magazine will cancel the order. No refund will be available for that account. Periodicals class postage paid at Freehold, New Jersey, and at an additional mailing office. Entire contents © 2019 by PFM Publishing, LLC. Printed in U.S.A. Picture Framing Magazine registered in the U.S. Patent and Trademark Office. Postmaster: Send address changes to Picture Framing Magazine, PO Box 612, Northbrook, IL 60065-0612 Agreement Number 1691910 Disclaimer The opinions and information in this magazine are not necessarily those of the publisher and are therefore not to be viewed as such. No part of this magazine may be reproduced without the expressed written consent of the publisher. PFM does not knowingly accept false or misleading advertising or editorial, nor does the publisher assume any responsibility for the consequences that occur should any such material appear. PFM and PFM Publishing assume no responsibility for content, text, or artwork of advertisements appearing in PFM except those promoting PFM. The Publisher reserves the right to review all advertising materials submitted for publication and to not accept any such material deemed inappropriate for any reason.
PFM Publishing
83 South St., Unit 307, Freehold, NJ 07728 • Phone 732-536-5160 • Fax 732-252-2270
PICTURE FRAMING MAGAZINE www.pictureframingmagazine.com Bruce Gherman • bgherman@pfm-group.com • 848-444-5202 Kimberly Biesiada • kbiesiada@pfm-group.com • 848-231-3510 A RT D I RE C TO R Jin Dong • jin@wcafexpo.com • 848-231-4082
E X E C U TI V E PU BLI S HE R E D I TO R
CONTRIBUTORS
Jay Goltz • PRE S E RVATI O N E D I TO R Hugh Phibbs • M O U N TI N G E D I TO R Chris A. Paschke, CPF, GCF M AT D O C TO RS Tim Franer, CPF • John E. Ranes II, CPF, GCF • Brian Wolf, CPF William B. Adair • Ken Baur • Jared Davis, MCPF, GCF Paul MacFarland, MCPF, GCF • James Miller, MCPF, GCF
B USI N E S S E D I TO R
ADVERTISING SALES
sales@pfm-group.com • 848-444-3058 Ellen Blatt • ellenhobbypub@cs.com Bruce Gherman • bgherman@pfm-group.com Rob Gherman • robgherman77@gmail.com Sean Kliemisch • sean@wcafexpo.com CIRCULATION D I RE C TO R O F A U D I E N C E D E V E LO PM E N T
Maureen Robertson • maureen@wcafexpo.com PRODUCTION
A D V E RTI S I N G C O O RD I N ATO R
Jin Dong • ads@pfm-group.com
SUBSCRIPTIONS TOLL FREE: 888-238-0049 pictureframing@omeda.com
WEST COAST ART & FRAME EXPO • NATIONAL CONFERENCE A division of Hobby Pubco • www.wcafshow.com
Deborah Salmon • dsalmon@wcafexpo.com Mindy Gruenbaum • mindy@wcafexpo.com E X HI BI TO R S E RV I C E S Maureen Robertson • maureen@wcafexpo.com TRA D E S HO W C O O RD I N ATO R Gary Coughlin • gary@wcafexpo.com C O N F E RE N C E C O O RD I N ATO R Alan Pegler • alan@wcafexpo.com TRA D E S HO W D I RE C TO R BU S I N E S S M A N A G E R
WCAF EXPO SALES
sales@wcafexpo.com
CONTENTS
PFM PUBCO • BOOK DIVISION BOOK SALES COORDINATOR
pfmpubco@pfm-group.com
AD INDEX
PFM PUBLISHING, LLC PRE S I D E N T
6 PFM November 2019
Bruce Gherman
FROM THE EDITOR’S DESK
T
From the products you carry to the layout of your shop, every improvement makes a difference to your customers’ experience.
CONTENTS AD INDEX 8 PFM November 2019
his time of year is busy for consumers and retailers alike. As shopping lists are made and crossed off in advance of the winter holidays, it’s time to take a look at your business’s in-store experience and make any needed improvements to ensure a great customer experience from the moment they walk in your door to the moment they leave with their finished piece. Your customer’s time at the design counter plays a large part in their overall experience with your business. Could your space be re-imagined to work better for both you and your customers? In his latest column (page 12), Jared Davis discusses how to create a design consultation counter that sells and showcases some clever solutions from frame shops around the world. Are you carrying the products you need to satisfy customer demand? In this issue, we take a closer look at the world of substrates (page 18), getting insight from expert retailers and suppliers on how things have changed over the last few decades, what’s trending now, and what the market may look like in the future. In the world of picture framing, foam
board is still king, but there are many more innovative materials that deserve your attention. We also take a closer look at adhesives this month. In his latest article (page 30), Jim Miller offers a comprehensive primer on the various adhesives used to permanently mount paper items. If you have any questions about dry, wet, pressure-sensitive, or spray mounting, look no further. Pivoting from the technical and design aspects of framing to the business side of things, John Ranes lends his experience to this issue in his latest article (page 24) on successful merchandising. His examples offer solutions for any retailer who’s wondered, “What else could I carry in my store that would complement my core product and that my customers would love?” Those ideas and more await you on the following pages. Making even a small enhancement to your shop between holiday orders can make a big difference. ‘Tis the season!
Kimberly Biesiada Editor
INDUSTRY NEWS Kelley Wins PFM Customer Appreciation Giveaway
Framing Community Mourns Loss of Fred Horton
Congratulations to Christine Kelley, winner of this year’s PFM
Longtime Professional Picture Framers Association member
Customer Appreciation Giveaway. With over 500 entries, Kelley,
Fred Horton, MCPF, owner of Galerie Severn in Metairie, LA,
president of The Framing Cottage in Green Bay, WI, was the
died Aug. 26 at age 76. A New Orleans native, Horton was
lucky subscriber who won a $250 gift card. “I’m delighted to be this year’s contest winner,” Kelley
a Master Certified Picture Framer and an
says. “Each month I look forward to receiving the next issue of
MCPF examiner; served on the PPFA In-
PFM. As a small shop owner, I subscribe to stay abreast of new
ternational Framing Competition board
trends and tips from fellow framers.”
and was a competition judge; worked as
Make sure your email address is registered with your sub-
a PPFA educator at both chapter and na-
scription account so you don’t miss out on upcoming promo-
tional levels; and held several leadership
tions and special offers like this one! To register, visit www.
Fred Horton
“He was always enthusiastic, a won-
pictureframingmagazine.com, click “Login” under “Subscribe Today,” and add your email to your account information.
positions within his chapter.
derful addition, and eager to help, and he became a good friend,” says Chris Paschke, CPF, GCF, one of the founders
Framerica Named Green Business Leader
of the framing competition. “He helped the competition board
Framerica was recently named a Green Business Leader by
move into the digital age by creating the first computer spread-
Public Service Enterprise Group (PSEG) Long Island in recog-
sheets, making the on-site judging process much more auto-
nition of the company’s eco-conscious manufacturing and its
mated. Though he always had a strong mind of his own, he
recent addition of one of New York’s largest solar farms to PSEG announced that Business
Robin Gentry, MCPF, a former chair of the competition board, says she first met Horton through his involvement with
its headquarters. Green
always had vision and the desire to help. He shall be missed.”
Leaders
are “recognized due to their efforts to save energy and help reduce greenhouse gas
the competition and chapters. “He was always ready to help in any way possible,” Gentry says. “He was a wonderful mentor and friend. I’ll miss talking to him and getting his advice.”
Gagne Celebrates 10 Years Framerica’s Mike Gagne recently sur-
emissions on Long Island.” PSEG Long Island named Framerica as one of its Green Business Leaders.
For more information,
passed a decade of working for the New
call 800-372-6422 or visit
York-based company. “Mike is a talented
www.framerica.com.
and innovative electrical engineer that is integral to producing great moulding,” notes
Polencheck Becomes Certified Picture Framer Clare Polencheck, CPF, of Red Wing Framing in Red Wing, MN, recently earned her Certified Picture Framer designation after passing an online exam issued by the Professional Picture Framers Association (PPFA).
CONTENTS
The booklet version of the exam, as well as a hands-on Master Certified Picture Framer (MCPF) exam, will be offered to those attending the annual PPFA Convention, scheduled to take place this year during the 2020 West Coast Art and Frame Expo and The National Conference, Jan. 26-29 in Las Vegas.
AD INDEX
The PPFA offers a downloadable recertification course in its online store, as recertification is required for MCPF and CPF designation holders once every four years. To purchase an exam or recertification course, visit www.ppfa.com. Questions can be emailed to certification@ppfa.com.
10 PFM November 2019
Jay Van Vechten. “He has led by example Mike Gagne
for 10 terrific years.” PFM
SALES STRATEGIES
by Jared Davis, MCPF, GCF
Creating a Consulting Design Counter that Sells Build customer loyalty by fostering a positive experience from A to Z.
I
f you think about it, the only place in a custom framing business that generates sales is the design counter. In fact, most
other parts of your business cost money rather than make it. Your design counter is a vital aspect of your business, especially if you want to maximize the opportunity for every customer and consultation. Times are changing. When it comes to buying, customer expectations are also changing.
also where their final spending decisions will
The dynamic on how you interact, engage, and
be made.
sell to customers is continually evolving, so it’s
When a customer walks into your store
important to consider updating your methods
for the first time, they will see your counter
to meet these changing needs and expectations.
and think, that’s where it’s going to happen;
Let’s have a look at some updated and
that’s where their treasured memory will be
progressive ideas that help create a consulting
transformed into a masterpiece. They will also
design counter that sells.
observe your corner sample wall and wonder
Design Table Functionality
which one will be “the one” for their frame. How effectively you marry these two aspects of the
Your design counter serves a greater purpose
customer experience can dramatically influ-
than simply acting as a horizontal surface for
ence your customer’s level of engagement.
use during a consultation. In the context of a
CONTENTS
customer experience, it’s also the “stage.” Your
Price Versus Pleasure
counter is where your customer will feel the
One trend in counter design I’m starting to see
emotion and delight of the design process. It’s
more of is the separation of the financial trans-
AD INDEX
Jared Davis has 25 years of industry experience and is the business development manager for Megawood Larson-Juhl in Australia as well as a consultant for Gunnar International. In addition to writing for PFM, Jared also travels extensively as an educator and speaker, teaching at many industry shows and seminars around the world including The National Conference. Jared also serves on the PPFA Board of Directors and is the author of the book “Getting the Most Value From Your CMC.” He leads several sessions at The National Conference in Las Vegas every year.
12 PFM November 2019
Is your counter working for you and your customer as it is? Could reimagining it improve the consultation experience?
her my preference, and she looked puzzled, telling me, “I’m sorry, but I just don’t quite believe you; you’re looking at it upside down compared to me.” She had a point. How could she trust my advice or suggestions if she didn’t feel that I was able to properly observe and appreciate the artwork in its correct orientation?
Open Access Not only does an open counter-style table allow you to stand next to your customer, but it also potentially allows for more open access to your moulding corner sample display. Some customers like to be engaged in the process, and this can come from being hands-on. Allowing customers to get close to, touch, and even remove corner samples from 4 Corners Picture Framers in Canberra, Australia, has come up with a creative viewing solution; by positioning some angled mirrors directly above their design counter, customers can observe the artwork and layout in the mirrors’ reflection, which also emulates a comfortable viewing distance.
your wall helps encourage a more tactile experience for them. It can also help some clients feel less restricted and more in control, making the project feel more personalized.
action from the design experience via a hidden or detached
Table Position
payment counter. If your design counter is the stage, then
If a design table is close to your sample wall, positioning
your financial transaction area is the box office. When you go
the table at an angle to your wall can create a less restric-
to a theater to see a show, the box office is never on the stage;
tive dynamic that helps eliminate any perception of my
and when you have a good time seeing a show, you’re far less
side/your side and instead visually invites customers to
sensitive about the cost of the ticket.
access any side of the table, including the sample walls.
Separating the financial transaction from the experi-
Having casters on your counter’s legs will help you
ence allows you to separate “the price” from “the pleasure.”
easily reposition your table to suit different situations or
This also allows you to keep your design counter clear of
simply to refresh your shop’s look and feel.
clutter and operating with fewer distractions, especially the constant distraction of a cash drawer.
Table Size
If you do have a separate payment counter, it is an ideal
With the popularity of oversized art and wide format dig-
spot to arrange any impulse buys and gift items you carry,
ital prints, it has become important to have a table that is
which can add value to your frame sales.
large enough to feel spacious and comfortable to accom-
Table Orientation Another growing trend in counter design is an island or open-sided table. Unlike the traditional counter style of “my side versus your side,” an island design allows for
CONTENTS
a more open experience, where a design consultant can stand side by side with a client. This can help reduce any intimidating or opposing perceptions of buyer-versuscustomer or expert-versus-rookie, so to speak. Standing
AD INDEX
side by side can help create a more collaborative and comfortable feeling and help build a more personal connection. Many years ago, I was designing with a client on a typical my-side/your-side counter. At one point during the process, the customer asked me what I thought of a design option I had suggested for her landscape watercolor. I told 14 PFM November 2019
Aylesbury’s Picture Framing in Perth, Western Australia, has a beautiful solid wood design counter that has an immediate “wow” factor and is set at a comfortably lower height for more convenient viewing.
NATIONAL CONFERENCE 2020 BROCHURE
DIGITAL EDITION
GET YOUR COPY TODAY! Introducing a brand new way of presenting the National Conference, the largest educational event in the art and framing industry. In today’s Internet-connected world, we recognize that many attendees opt to research their sessions on platforms that are digital and highly engaging. With its interactive features, portability, and media-rich content, creating a customized schedule will be even easier for the busy professional. Whether your preference is our website, a traditional printed brochure*, or the new digital edition on Issuu.com, the choice is yours!
Visit www.wcafexpo.com/brochure to select your brochure type today! *All versions of the brochure are free of charge. If printed brochure is selected, it will be available beginning November 15, 2019 and mailed to your requested address. Additional copies may be available from participating WCAF Expo exhibitors and sponsors. Printed brochure available while supplies last. For more details, visit www.wcafexpo.com.
INTERACTIVE • ENGAGING • DOWNLOADABLE NEW SHOW HOTEL
WEST COAST ART & FRAME
RIO ALL-SUITE HOTEL AND CASINO LAS VEGAS 3700 W FLAMINGO RD, LAS VEGAS, NV 89103
DATES WCAF EXPO: JANUARY 27-29, 2020 NATIONAL CONFERENCE: JANUARY 26-29, 2020
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www.wcafexpo.com
Design Counter Lighting Don’t underestimate the value of good lighting. Keep in mind that a typical 50-year-old customer will generally see 25 percent less than a 20-year-old—so having dedicated lighting for your design counter can be worthwhile. Having light flooding your design counter from directly above it reduces shadowing and best highlights the colors, features, and details of the design options you present. Good lighting can also help you clearly identify any slight Art & Frame Co in Adelaide, South Australia, had plan drawers integrated into their design counter for additional storage of samples and sales aids. Note the separate pricing and payment counter in the background as well.
modate larger artworks. You don’t want the artwork to feel constrained or limited before you even start considering design options.
imperfections and damage in the artwork, which you can then get the customer to acknowledge before the job is formally accepted.
Say Goodbye to Clutter It’s hard to make important decisions when you’re distracted. Think about the decisions your customer has to
Table Height Depending on the overall size of the artwork, people generally stand at least three feet away from a piece of art when viewing it on a wall. If you stand too close, it’s harder to appreciate the overall balance and design of the subject matter. With that in mind, consider your design counter—how high are your customer’s eyes positioned from the art when it is on your counter? Does the height of your counter make it difficult or easy for your customer to observe the overall balance and proportion of the design? For example, if you’ve ever had to consult with a larger artwork on the carpet, then your counter is too high. An intentionally lower counter height such as that of an office desk might facilitate a better, more natural viewing distance for your customer to be able to best appreciate the layout and design.
make at your design counter; are there any items on your counter that can hinder this decision-making? There is nothing better than a clean, clear table with no unwanted diversions. Consider positioning your matboard corners on a separate caddy to provide a larger and less cluttered design area. Plan drawers under a counter can provide a solution for additional samples, sales aids, and design essentials such as notepads and tape measures. Some businesses with plan drawers in their counter reserve the top drawer as a quick and convenient “mess drawer.” This allows a consultant to promptly clear any excess samples and sales aids from a previous consultation when they are too busy handling back-to-back consultations to properly clean up in between.
Counter Seating A stool positioned at your design counter conveys a subliminal message: relax and get comfortable. Even if they don’t use it, conveying to your customer that you care about their comfort helps reduce pressure during decision-making. Today’s consumer is willing to pay more for an overall
CONTENTS
experience than they are for just a product. The ultimate goal in our business is to deliver such a pleasurable overall customer experience that they quickly decide they want to come back and do it again. You’re selling more than just a
AD INDEX
picture frame—you’re also selling the experience that goes with it. Make it memorable! PFM Bevel Edge Framing in Cairns, Australia, designed their showroom around the counter so that corner samples are accessible to the customer and the pricing and payment counter is separate from the design table. The design table is also at a lower height, which facilitates a more comfortable viewing distance. Also note the creative use of door snakes (draft stoppers) as paperweights. 16 PFM November 2019
Want to learn more about connecting with customers? Jared will lead several sales seminars at The National Conference in Las Vegas in January. PFM
Product Showcase
888 Manufacturing Corporation
New From 888 Manufacturing: this 4'' x 4'' x 5/8'' zinc-plated steel corner angle has holes countersunk to accept sixgauge flat head wood screws. Made of 5/64'' thick zinc-plated steel. Call: 888-338-3318 www.888mfgcorp.com
Decor Moulding Princeton is a new line featuring 32 gesso-free, hand-stained finishes, revealing the beauty of the natural FSC-certified woods. The traditional wood finishes add to the beauty of these contemporary profiles that will complement many types of art. Order corner kit #CS-PRI to get this full line on your walls today. Corner kits by stain are available as well. Visit the website for the most current moulding offerings, or place your order by phone or email at order@decormoulding.com. Call: 800-937-1055 www.decormoulding.com
Delta Picture Frame Co. Delta now carries multiple styles of wooden closed corner ready-made frames. Shown here is its RM2G frame, which has a 4'' moulding width. To view a complete list of styles and sizes, please visit the website or call for more information. Call: 800-327-5482 www.deltapictureframe.com
Framerica Framerica’s Chalked Collection has expanded yet again, this time adding Olivewood, featuring relish-tinted side-tones and cerused grains. “Olivewood seamlessly mixes rustic and modern,” notes Framerica’s Josh Eichner. “We feel like the Chalked Collection now has an option for every room.” Olivewood is available in profiles ranging to 3''. Visit the website for more information. Call: 800-372-6422 www.framerica.com
Gio Designs
Larson-Juhl
The K044 profile by Giò Designs is available in black and white finishes outlined in silver. These classic finishes are perfect for giving your clients’ photos a touch of elegant sophistication. Photo frames available in 4'' x 6'', 5'' x 5'', 5'' x 7'', and 8'' x 10''.
Larson-Juhl introduces its new Artique matboards, inspired by Belgian linens. This extension of the popular Artique line offers 10 fabric mats in grey and neutral colors to pair perfectly with your works of art. Call: 770-279-5222 www.larsonjuhl.com
Call: 800-674-3344 www.giodesigns.com
CONTENTS AD INDEX
Michelangelo Moulding
Penny Lane Publishing
While a compact cube measuring 3/4'', the Michelangelo series 247 is an elegantly understated collection. The seven finishes (two walnut, two grey, black, natural, and off-white) are a combination of subtle grain patterns with beautiful colors that will complement and enhance many projects. See them online—samples and stock now available.
KS144: “Season’s Greetings” by Kate Sherrill. Christmas tree cutouts are printed on state-of-the-art printers using high-quality 1/4'' Baltic birch plywood. All wood art is made in the US and comes ready to hang. All artwork seen on the Penny Lane website is also available on canvas and wood products. Contact a sales representative by phone or email at info@pennylanepublishing.com to place an order today.
Call: 877-422-8812 www.michelangelomoulding.com
40 PFM November 2019
Call: 800-273-5263 www.pennylanepublishing.com
Statement of Ownership, Management, and Circulation (Required by 39 U.S.C. 3685)
Sepp Leaf Liberon is known for having the some of the finest steel wool on the market. Long strands of high-grade steel give this product its exceptional reputation. It is ideal for applying thin coats of paste wax and gently distressing gold leaf finishes. It can also be used dry to clean glass and tarnished brass. Imported from England by Sepp Leaf products. Call: 212-683-2840 www.talasonline.com
1. Publication Title: Picture Framing Magazine. 2. Publication Number: 1052-9977. 3. Filing Date: October 1, 2019. 4. Issue Frequency: Monthly plus one issue 5. Number of Issues Published Annually: 13 6. Annual Subscription Price: $20.00. 7. Complete Mailing Address of Known Office of Publication: 83 South St., Unit 307, Freehold, NJ 07728. 8. Complete Mailing Address of Headquarters or General Business Office of Publisher: 83 South St., Unit 307, Freehold, NJ 07728. 9A. Name and Address of Publisher: Bruce Gherman, Picture Framing Magazine, 83 South St., Unit 307, Freehold, NJ 07728. 9B. Name and Address of Editor: Kimberly Biesiada, Picture Framing Magazine, 83 South St., Unit 307, Freehold, NJ 07728. 10. Owner: PFM Publishing, 83 South St., Unit 307, Freehold, NJ 07728. Bruce Gherman, 83 South St., Unit 307, Freehold, NJ 07728. 11. Known Bondholders, Mortgagees, and other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages, or Other Securities: None. 12. Tax Status: N/A. 13. Publication Title: Picture Framing Magazine. 14. Issue Date For Circulation Data Below: October 2019. 15. Extent and Nature of Circulation: Requester
Superior Moulding The Metro line is designed for the modern, millennial framing customer. Sleek yet subtly traditional in its four stunning metallic colors, it perfectly complements today’s graphic images, whether in a dorm room or a professional office. Request a color catalog on the website or call to get samples and pricing. Call: 800-922-7914 www.supermoulding.com
A. Total Number of Copies (Net Press Run) B. Paid and/or Requested Circulation 1. Outside County Paid/ Requested Mail Subscriptions Stated on Form 3541. (Includes nominal rate subscriptions, advertiser’s proof copies and exchange copies.) 2. In-County paid/requested Mail Subscriptions stated on Form 3541. 3. Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and other Paid or Requested Distribution outside USPS 4. Requested copies distributed by Other Mail Classes Through USPS C. Total Paid and/or Requested Circulation (Sum of 15b, (1, 2, 3, 4) D. Nonrequested Distribution (by Mail and outside mail) 1. Outside County Nonrequested copies Stated on PS Form 3541 2. In-County Nonrequested Copies Stated on PS Form 3541 3. In-County Nonrequested copies distributed through the USPS by other classes of mail 4. Nonrequested copies distributed outside the mail E. Total nonrequested distribution (Sum of 15 d 1,2, and 3) F. Total Distribution (Sum of 15C and E) G. Copies Not Distributed H. Total (Sum of 15F and G) I. Percent Paid and/or Requested Circulation (15C divided by 15F x 100) 16. Electronic Copy Circulation A. Requested and Paid Electronic Copies B. Total Requested and Paid Print Copies (Line 15c) + Requested/Paid Electronic Copies (Line 16a) C. Total Requested Copy Distribution (Line 15f) + Requested/Paid Electronic Copies (Line 16a) D. Percent Paid and/or Requested Circulation (Both Print & Electronic Copies) (16b divided by 16c x 100)
12,004
11,709
8,229
7,427
0
0
0
0
0
0
8,229
7,427
2,849
3,412
0
0
0
0
854
800
3,703
4,212
11,932
11,639
72 12,004 68.96%
70 11,709 63.81%
374
392
8,603
7,819
12,306
12,031
69.91%
64.99%
17. Publication of Statement of Ownership will be printed in the: November 2019 issue. 18. I certify that the statements made by me above are correct and complete: Kimberly Biesiada, Editor, Picture Framing Magazine.
PFM November 2019 41