Everyone has dreams. Some dreams are BIG and others are small. Some dreams are for a short period of time and others extend across multiple generations. Some dreams are attainable and others are not. We don’t use the word "dream" too often within the context of business. It may be imply a level of abstract thinking that leaves too many unanswered questions and unchartered realities ahead.

But when we take a close look at the word vision we find many similarities, although the container may be look noticeably different on the outside. Every business has a dream wrapped up in a container called vision. Vision is the gateway to the future. Vision answers the question, "Where do I need to be and what does that look like?"

In the business world, vision is a picture of how things could be and should be in the near future. In short, vision is a picture of the future potential of a business. Vision is the ideal reality for a particular business. Vision is the conceptualization of what the future should look like through the lens of creation, planning and execution. Securing your customer’s vision secures your future within their business.

As a business professional, your job is to know and understand the vision of your customer explicitly. When a business has a clear vision, they carry the ability to look beyond what has to get done today and forecast what needs to be done tomorrow to make their ideal future a reality. To find lasting success in the battleground of sales, you must think like your customer, put yourself in their shoes and dream of what could be and should be for their business.

In sales, painting on the same canvas with your customer is a win-win scenario. This relationship is active not passive. It takes work, but in the end, you will blend in with the portrait of your customer’s dream and become part of a beautiful work of art. Establishing a customer focused approach involves aligning your business solution to match strategically with the customer’s vision for their ideal future. This approach is one of the most powerful ways to characterize yourself as a solutions provider, differentiate yourself from the competition and connect with your customer at a visionary level.

One of the best ways to establish a customer centered approach to sales is dedicating time for whiteboard visioneering sessions with your customer. Whiteboard visioneering sessions are simply the collaborative process of creating a synchronized future with your customer. It’s an exploratory session of how your business solutions can seamlessly integrate in multiple points within their business.

BY ANNETE D. MARSA, CRIS

All Workers’ Compensation laws exempt some employees from coverage. The exemption might occur due to the number of employees being less than the amount the state requires, or because a class of workers is exempt. But before you start imagining your WC premium going towards new equipment, remember that the Workers’ Compensation laws are designed not only to protect the employee but the employer as well.

Part two of a standard WC policy protects the employer for common law liability or damages other than Workers’ Compensation benefits. Unless your policy is endorsed with a Voluntary Compensation and Employers Liability Coverage endorsement, you may be sued by an exempt employee who is injured while engaging in work-related activities.

This means that the seven dollar an hour summer intern could wind up costing you and your company millions in damages if he is injured on the job. A key point to the endorsement is that the insurer is obliged to pay only after the insured person has released the insured and the insurance company from further responsibility in writing.

Remember at your next insurance review to ask your agent if adding this endorsement would benefit your bottom line.

One of the greatest mistakes we make as business professionals is not demonstrating value to every contact we make on a daily basis. We’ve all made the mistake at one time or another. We walk right into the lobby of a potential customer and speedily demand to speak with the "decision-maker" and no one else. In the process, we can neglect and overlook those who are not only valuable to the company, but also very valuable as individual people.

Transforming sales performance involves demonstrating value to every contact we meet. But how can we genuinely demonstrate value to others? I would like to suggest three helpful principles to help us demonstrate value to those we meet throughout our day:

Marcel Sanchez is the Founder and President of Motivational Speaking and Training Solutions, MSTS. MSTS helps event planners and organizational leaders connect their events and training needs with the right professional speakers and trainers. He is the founder of the Sales Catalyst Workshop (www.SalesCatalystWorkshops.com), innovative sales training environments designed to transform sales performance. Marcel is also the author of the book, "Life in the Vineyard." For more information, please visit their website, HYPERLINK "http://www.motivationalspeakingandtrainingsolutions.com/"HYPERLINK "http://www.motivationalspeakingandtrainingsolutions.com/"www.MotivationalSpeakingandTrainingsolutions.com.

The founder of RISO, Noboru Hayama, chose the name of his company for a good reason. It’s Japanese for "ideal."

RISO strives to create fundamentally unique new technologies in paper-based communication through an approach that emphasizes productivity, cost containment, and versatility. Every product we manufacture delivers these benefits in a balance that offers the ideal solution to our customers.

At the same time, RISO carries on a tradition of caring for the world at large through our environmental and community support programs. Just as we are committed to delivering the ideal products and service, we strive to be an ideal corporate citizen in every country in which we conduct business.

Since RISO was founded in Tokyo in 1954, our company has thrived on creativity. RISO has repeatedly developed the world’s best solutions to a variety of specialized sectors in document printing and duplicating. We are still the world leader in digital duplicating technology, and we are rapidly building our market share in digital laser and inkjet printing solutions for business. RISO products are now sold in over 150 countries.

Our American headquarters is in Danvers, Massachusetts. And you’ll find our solutions in the most demanding business environments from coast to coast.

RISO high speed color inkjet printers offer you a combination of speed, economy, durability, and flexibility that can increase the effectiveness of your organization's documents. Whether you work in a networked office or a high volume production environment, the ComColor inkjet printer can get your job done fast!

The speed at which the RISO HC high speed printer can produce full color documents is truly amazing. At 120 pages per minute, the HC high volume printer speeds through print jobs, and because this production printer is a no-heat, non-impact inkjet device, its reliability and uptime are superior to toner-based devices. Combine that with a small footprint, no special power requirements, and very low power consumption, and you have a high speed color inkjet printer that offers a rich feature set with an incredibly low total cost of ownership.

FORCEJET™ technology is found exclusively in the RISO's inket product line. RISO built its inkjet technology on the proven track record of the duplicator chassis, but instead of individual ink cylinders printing static information, RISO used heavy-duty inkjet print heads capable of creating full color, variable images.

RISO HC Series high-speed inkjet printers employ 24 in-line piezo drop-on-demand print heads. Each of the four colors (cyan, magenta, yellow, and black) has six print heads in a row imaging the page.

Piezo print heads use vibration to create ink droplets. The print heads are stationary and the paper passes underneath them. As the paper moves beneath the print heads the print heads lay down the individual colors that make up the four-color print. In the HC5500, the order of colors printed is cyan, black, magenta, then yellow. For the HC5000 the order is black, cyan, magenta, then yellow (as shown below). The fixed position of the print head makes possible the high printing speeds found in the HC Series inkjet printers, and it also results in a longer life span for the equipment.

Thermal inkjet print heads are found in almost all desktop inkjet printers and many in-line mail addressing systems. Unlike piezo systems, thermal inkjet printers use an electrical charge to heat the ink inside the print cartridge to form ink droplets. The print head shuttles back and forth across the page as it applies ink to paper. (See below.) As a result, this technology is much slower and far less reliable, and its cost-per-page is substantially higher than RISO's FORCEJET technology. Thermal inkjet printers also have a much shorter expected life span. Commercial-grade inkjet printers using shuttle head technology are available that offer higher print speeds, but they are still much slower than the HC.

Serial or dot matrix printers are commonly found in data processing centers, medical offices, shipping and receiving docks, and other locations where continuous and multi-part forms are used. Since these printers are impact-based (meaning an ink ribbon is struck against the paper) they are well-suited to printing multi-part carbon copies.

Inkjet printers are generally less expensive to acquire and use than toner-based devices. The heat used by toner-based printers to fuse applied toner and fix it to the page causes these machines to be more vulnerable to failure and leads to more downtime, higher service costs, and shorter life spans. Toner is also incompatible with plastic and many paper types, and it is prone to cracking and flaking when folded or put through finishing devices such as postal sorting equipment. Their heat requirements also make toner-based printers far less energy-efficient than inkjet devices.

The RISO digital duplicator prints on a much broader range of media at speeds that cannot be matched by common office technology. The RISO digital duplicator (previously called the Risograph) is specifically designed to bridge the gap between copier and offset systems by handling run lengths that are too long for copiers or laser printers and too short for offset printers.

The RISO digital duplicator allows organizations to bring many outsourced print jobs in house for maximum control and cost containment resulting in economical, on-demand printing. And digital duplicators can handle print jobs ranging from everyday documents and business communications to more specialized applications like forms-on-demand, business cards, labels, and even paper bags. Some call this product a digital press and some call it a digital printer. Some long-timers still call it a Risograph. One thing for sure is that this product saves time and money!

Variable Data Printing, or VDP, is a form of on-demand printing in which elements such as text, graphics, and images can be changed from one printed piece to the next using information from a database. Today's VDP applications go far beyond the laser-personalized letters, invoices, and customer statements of recent decades. It is now possible to customize a variety of documents from sales brochures to training handouts to fit the needs, interests, and preferences of individual customers, employees, or members. VDP has been shown to boost the effectiveness of printed output whether it's measured: by response rates, readership, ROI, or customer satisfaction.

The RISO HC Series inkjet printers produce variable output in color easily and economically. Whether each page is completely different or a simple mail merge is used just to place a name and address on a page, postcard or envelope, an HC Series inkjet printer can handle a wide array of variable data print jobs.

RISO HC Series high-speed inkjet printers make great entry-level systems for commercial printers considering expansion into mailing services. Printers can still turn a profit on the unit with every day print jobs while they prospect for mailing applications. A dedicated mailing system will tie up valuable resources until the printer finds enough business for it to break even. The same can be said for the mail house that may want to start offering print services. HC Series inkjet printers allow the mailing services businesses to continue running their applications on it while prospecting for printing customers.

But you don't have to be a commercial printer or mail house manager to take advantage of the HC Series printers' VDP capabilities. The HC Series inkjet printers do not require a skilled operator, so practically any office can produce personalized and customized direct mail, newsletters, sales collateral, training kits, assessment tests, and more. Both machines are also tailor-made for traditional back office functions such as invoicing and printing customer statements.

There are two main operational modes to VDP. In one methodology, the document template and the variable information are both sent to the press, and the raster image processor (RIP) combines the two to produce each unique document. The other methodology is to combine the static and variable elements prior to printing, using specialized VDP software applications. These applications produce an optimized print stream, such as PostScript, which organize the print stream efficiently so that the static elements are only processed once by the RIP.

RISO offers users a choice of RIP. The Post Script RIP is required if printing from a Macintosh computer. Commercial, in-plant and other users that will be printing out of Post Script applications such as Adobe InDesign, Quark, and Page Maker should opt for the Post Script RIP. General office users printing from Microsoft applications should select the GDI RIP.

RISO printer-duplicators offer the convenience of a copier, the reliability and long life of an offset printing press, and a degree of economy that is all their own. They include digital scanning, copier electronics, and a fully-automated, high-speed printing system. RISO printer-duplicators are designed for jobs with quantities that are too large for conventional toner-based copiers to handle reliably or cost-efficiently, and for which the fixed costs and labor intensity of offset printing can't be justified.

1. Load paper into the feed tray.

2. Set up your receiving tray to accept the paper size you have loaded.

3. Place an original in the ADF (automatic document feeder) or on the glass platen and enter your quantity.

4. Press the start button.

The printer-duplicator does the rest. It digitally scans the original, then transfers that scanned image to a master via a thermal imaging process. The master is automatically placed around a print cylinder. Ink is microprocessor-controlled and vacuum-drawn from a cartridge to the surface of the master. Paper is fed straight through and contacts the print cylinder and a pressure roller. The ink is transferred to the paper and completed copy is sent to the receiving tray. This is all accomplished at the touch of a button. Simple, yet sophisticated. High tech, yet incredibly practical. Ink on paper, driven by digital, microprocessor technology—the best combination of the best processes.

There is no warm-up time with the "instant on" feature, and the first prints come out in seconds. You can load 1,000 sheets of paper in the feed tray and, on some models, 50 originals in the ADF for automated scanning of the work. You can program up to 50 of those originals for individual run length, and then stack them in the ADF for even more productivity.

Want to run multiple jobs with multiple run lengths? Load them into the ADF, select the programmed print mode and the RISO Printer-Duplicator automatically runs each job, separates them with the optional job separator, and drops them in the receiving tray. You don't even have to be there. You can add a fully integrated in-line sorter that automatically sorts, groups, and stacks.

In addition, the simplicity of the RISO's imaging system eliminates many of the pitfalls of more complex systems. The RISO Printer-Duplicator simply scans the original with a contact-type scanner. This scanner turns the scanned density of the image into electronic signals that can be processed in many ways. Once the image is digitized, these electronic signals are transferred to the thermal print head, creating a master in the mirror image of the original.

The master is then placed on the print cylinder and ink, automatically controlled by a microprocessor, is then vacuum drawn to the master for printing. Very few moving parts, the reliability of electronics and the simplicity of ink on paper. The process can't get much easier or more reliable.

The short, straight paper path is next. It asks the paper to do what it does best, and that is to lie flat and go straight. In most cases there are no twists, bends or turns.

And the inking system is simple, too. As we said earlier, there is no photoconductor, complicated optics, toner, fuser or developer. It is a simple pressure transfer from master to paper. And the ink has a paste consistency. It will not run or get into the internal workings. It is microprocessor controlled, never touched by human hands. Reliability is also influenced by the built-in self-diagnostics that alert you and the service tech to any problems that may occur, allowing quick fix action.

As you learned in the history lesson, the RISO Printer-Duplicator is manufactured to stringent quality standards and, unlike other technologies, uses supplies engineered and manufactured to optimize performance. Our iQuality system always ensures the best output possible.

Last, the RISO looks and operates just like a copier. It is simple to use, easy to set up, and tells you what to do in plain English.

Here's why: Almost every function of the RISO Printer-Duplicator is controlled by the touch of a screen or panel. From printing to master making to reduction to density to speed . . . everything is at the touch of a screen, clearly visible and easily understood.

The big green "start print button" is the main one and the only one you really need to know about to get good, clean prints. From there, the LCD message center tells you everything you need to know to run the RISO. And it's all in plain English.

The ADF (Automatic Document Feeder) means you don't even have to individually feed your originals . . . it is all done for you. The used masters come out in their own easy-to empty box.

The ink cartridge even tells you when it is empty by alerting the LCD display, and you can check the cartridge because it is transparent, letting you see the remaining ink. You can also check supply levels at any time on the LCD panel or from your workstation by using the RISO Monitoring capabilities in a networked environment. To change colors, simply lift out the print cylinder and replace it with a new one. It takes less than 20 seconds.

How about paper stocks? You can run carbonless paper, 110# cover stock, regular copier paper, recycled paper, postcards, envelopes . . . just about anything you want to throw at it, and the RISO Printer-Duplicator will take and print. You just adjust the feed pressure with the simple flip of a switch over the feed tray.

Sizes are covered, too. Paper sizes from 3 1/2 x 5" to 11 x 17" can be easily duplicated. Your applications are virtually unlimited. Transfer your prints from the receiving tray to the feed tray and you can be unlimited in duplexing or two-sided copying at 180 prints per minute. In most cases, it's faster than traditional copiers that cut their output speed by as much as 50%. when duplexing.

Each original can be electronically edited in up to 20 ways including color choice, reverse, outline, frame, screen, erase, image shift, half tone control, and adding clipart. You just highlight an area of the document on the LCD panel with a stylus pen, select the function you want, and let the machine automatically works its magic on the digitized original before making a master.

The RISO Printer-Duplicator requires no special skills to operate, and its reliability means that service costs are minimal.

The RISO Printer-Duplicator draws less electrical power when printing than the average home hair dryer.

Because it is a master based system, the more prints you make from a single original, the lower your cost per print goes. This can be as low as 1/3 of a cent each. Per page costs on copiers have come down in recent years, but they can still range from just under a cent to as much as 3 or 5 cents.

Once you factor in all the cost variables including equipment, labor, service, energy, and cost per print, and calculate that over the duration of the ownership or lease, you truly have a value beyond any competing technology.

RISO is known throughout the world as a green company. In a 2007 survey of North American office equipment dealers, RISO, Inc. was ranked as the "most green" office products company and was featured in the January 2008 issue of Office Technology magazine. (You can see the full article in our website). If you're concerned about the environment like all of us at RISO, you're searching for ways to reduce energy consumption, reduce air pollution, reduce waste, and be more "green." Here at RISO, we call this effort "Live...Print...Save...GREEN."

RISO digital duplicators and inkjet printers provide high quality, high speed printing with a lessened environmental impact than other printing technologies. RISO printers are among the most environmentally friendly printers on the planet.

We hope you'll join us in our efforts to Live...Print... Save...GREEN by using RISO printers for your printing needs.

Everywhere you look around the office, RISO has a way to lower the cost, increase the impact, or extend the reach of your printed communications.

Whether you want to add color, subtract cost, expand the volume or shrink the turnaround time, we can help you do it.

West Palm Beach, FL – May 5, 2009 – Dunkelberger Engineering & Testing, Inc., headquartered in West Palm Beach, Florida, celebrates 15 years of success as they continue to provide service for their original customer, Taylor Engineering, Inc., as well as a myriad of environmental and public works projects throughout Florida.

In 1994, three dedicated Professional Engineers, Douglas Dunkelberger, Craig Dunkelberger and Michael O’Connor provided the geotechnical design and construction services to Taylor for the Florida Inland Navigation District (FIND) MSA M-5 dredge material management facility, which involved off-loading the in-place, dredged material for beach renourishment and reconstruction of a new impoundment dike atop a spoil island at the mouth of the St. Lucie Inlet in Martin County.

Today, with a staff of more than 70, the company continues to provide Taylor with large-scale geotechnical engineering and construction services for FIND’s projects and other water resource projects in Florida.

Dunkelberger’s wide array of services includes geotechnical engineering, environmental site assessments, construction materials testing and inspection, and building inspections for major public works projects, such as roads, bridges, schools, dams and water resource projects. They also have a venerable history of success for assessing contaminated soil or groundwater at marinas, urban in-fill developments, agricultural locations and golf courses.

"We have been involved in the design and construction of some of the major components of the Everglades Restoration project," said Douglas Dunkelberger, P.E. and President and CEO of Dunkelberger Engineering & Testing, Inc. "We’re providing engineering observation and testing on the Stormwater Treatment Areas to ensure that those impoundments are built in accordance with the plans and specifications, and we have worked with Stanley Consultants, Inc. of West Palm Beach for the design at the C-43 Reservoir outside LaBelle, Florida."

Dunkelberger Engineering & Testing, Inc. is currently providing their services on projects in North Florida Brevard County and at the Peace River Reservoir in Charlotte County.

Dunkelberger Engineering & Testing, Inc. is pre-qualified with the Florida Department of Transportation and has clientele statewide in public and private entities. Their laboratories are Construction Materials Engineering Council (CMEC)-certified and United States Army Corps of Engineers (USACE)-validated. Dunkelberger is registered with The Federal Government and the State (FDOT) as a Certified Small Business. For more information, visit www.dunkelberger-engineering.com or call

1-877-643-6832.