News
Newsbrief
American Buys CST/Star Assets
American Tissue, Happauge, N.Y., has purchased the assets of CST/Star Products, Wheeling, Ill., which recently closed. The purchase includes all of CST/ Star's eight plants, presses and other equipment, accounts receivable and all brands, trademarks and copyrights.
The new company, operating under the name American Forms, is led by President and CEO Alan Vosper. American has opened three of the purchased plantsWheeling, Ill.; Plano, Texas; and Leola, Pa.employing about 100 people. Approximately 85 of those employees formerly worked for CST/Star. No senior management has been retained.
In addition to the three plants, American Forms has distribution agreements at several centers located throughout the U.S.
The company is retaining Star Brand products, including computer paper, EB 20 and EW 20 recycled paper, custom laser cut sheets, DP bond and laser paper, thermal fax paper and wide-format media.
The company, which officially opened June 12th, will focus on sales through distributors and paper merchants, said Vosper.
For more information, call 847-459-7600.
Direct News
Wallace Reports $16.7M Loss
A restructuring charge of $38.9 million in the third quarter has resulted in a reported loss of $16.7 million on revenue of $388.7 million for Wallace Computer Services, Lisle, Ill.
This compares with net income of $20.6 million on revenue of $384.7 million a year ago. For the nine month period, the company reported net income of $12.2 million on revenue of $1.2 billion, compared to net income of $56.6 million on revenue of $1.1 billion last year.
Free Stuff
Color-Enhanced Laser, Ink-Jet and Copier Labels
Labelblank, University Park, Ill., released a new, 12-page brochure featuring colored electronic imaging labels, with actual face-stock samples affixed to the front.
Color choices for the labels include five fluorescent hues (chartreuse, green, orange, pink and red), six brilliant colors (blue, lemon, lime, melon, orange and pink) and six pastel shades (blue, buff, gray, green, pink and yellow).
Available in regular and high-speed versions, the labels come in full sheets, as well as rectangular, circular and oval diecuts.
In addition, perforated wafer deals and specialty sizes for audio and video cassettes, floppy and ZIP disks, CD-ROM and business card applications may be ordered.
The labels can be utilized in laser, ink-jet, copier and offset printing applications.
The brochurepublished in English, Spanish and French includes diagrams of the label shapes and a chart indicating machine compatibility.
Complimentary copies of the brochure are available by calling (800) 642-2020.
Newsbrief
CFC Print Solutions Acquires Crown and Shield
CFC Print Solutions, Peachtree City, Ga., has acquired Crown and Shield Business Forms of Charlotte, N.C.
The Crown and Shield business, including all distributor records and repeat order files, has been moved to CFC's new medium- to long-run production facility in Greenville, S.C.
According to CFC, the acquisition provides the company with an opportunity to grow and expand as the industry continues to change.
Peripherals
Foster Introduces High- Density CD Filing Systems
Foster Manufacturing, Philadelphia, has announced the release of its new CD filing system.
The system uses the original ergonomic hook-on/hook-off design for fast and easy retrieval of stored files. Another unique ergonomic handling feature of the two- and four-pocket CD files is a die-cut finger access slot and sealed corners that allows the CD to be slid out of the sleeve without damage.
Users can choose from three styles: CD case files for storing, single CDs in jewel cases, and two-pocket and four-pocket CD files for storing loose CDs.
A standard 88&Mac253; Foster cabinet has capacity for storing up to 2400 loose CDs in two-pocket and four-pocket CD files.
The two-pocket and four-pocket front edge holds index tags for labeling. Foster CD files are made of hard-wearing, .014&Mac253; thick buffed manila tag that is high in tear- and burst-resistance, yet light in weight.
For a free sample CD File or more information call (800) 523-4855.
Net News
Web Captures VIP Data
The Web-based VIP Page from NextWave, Alpharetta, Ga., not only generates real time marketing collateral, but also provides distributors with a unique product to offer their customers.
VIP Page tracks the contact information and areas of interest visitors to the Web page provide, then sorts the data and returns instantaneous customized marketing literature relating to specific interests via e-mail attachments.
In addition, the VIP Page Web form can be incorporated onto the distributor's customer's Web site.
For more information call (770) 442-1060 or visit http://vip-page.nextwavecolor.com.
Update
Precision Business Solutions Debuts
Precision Forms & Labels has merged with B-Jay Advertising Distribution and Toledo Computer Center to form Precision Business Solutions, headquartered in Toledo, Ohio.
Combining the printing services, mailing services and client communications divisions together has enabled the company to expand and enhance services to customers.
More information is available by calling (800) 441-3676.
Products & Services
Continuous Forms Adds Unit Sets
Continuous Forms, Detroit, Mich., has added unit sets to its product line
Customers now have a source for short-run unit sets with nine standard sets to choose from. Size ranges from 31&Mac218;2x91&Mac218;8&Mac253; to 11x1&Mac218;8&Mac253; with up to four parts. A single digit red Arabic number is included at no extra charge. Custom perfs and file hole punching are also available.
For more information call (800) 521-4776.
Direct News
ProForma Nears Growth Milestone
ProForma, a Cleveland-based, independently-owned distributor of graphic communication products and services, is on the verge of exceeding 500 member businesses, a mark reached by less than 8 percent of franchise organizations.
ProForma's combined sales topped more than $140 million last year. The network is projected to achieve more than 1 percent of the total market share within the burgeoning printing and promotional categories by the end of 2001.
Newsbrief
Patent Infringement Ruled on Loyalty Cards
A U.S. District Court has ruled that Vanguard ID Systems', Exton, Pa., patent on bar-coded membership cards used by grocery stores, health clubs, libraries and others, is valid and enforceable.
According to Vanguard, as a result of the ruling, competing loyalty card manufacturers will be required to license technology directly from Vanguard.
The judgement was entered against Stik/Strip Laminating Company, Oklahoma City, and Docu-Systems, Chicago, for patent infringement in the amount of $2 million. In addition to the judgement, a permanent injunction was issued in favor of Vanguard.
Newsbrief
Ennis Reports Strong First Quarter
Ennis Business Forms, DeSoto, Texas, announced that the company's financial position continues to be strong for the first quarter.
Working capital increased from $32,780,000 at the end of February to $36,406,000 at the end of May. Net sales for the 1st quarter increased 17.8 percent from the corresponding period in the prior year. Gross profit margins increased from 30.2 percent in the 1st quarter of 1999 to 31.4 percent in the 1st quarter of 2000.
The company attributes the increase to the acquisition of the American Forms and Adams McClure in November of 1999.
Newsbrief
Shipman Adds Credit Cards To Payment Methods
Niagara Falls, New York-based Shipman Printing has announced that the company will now accept Visa and MasterCard for purchases of all its products.
For a credit application, call (800) 462-2114 or e-mail printing@spi.print.com.
Products & Services
Ward/Kraft Installs Tamarack Unit
Ward/Kraft, Ft. Scott, Kan., announced the launch of their newest processing equipment, the Tamarack.
The Tamarack unit will allow Ward/Kraft to move further into the markets requiring special laminates and tolerances. Special laminates can include holographic for security or image, matte for printability and scratch-off for gaming and security applications.
In other news, Ward/Kraft has entered into a licensing agreement with Moore North America and is presently the only authorized independent manufacturing source for Moore's patented pressure-seal mailer products.
The production process assures users of a consistent pressure-seal performance for all standard C-, Z-, or V-fold applications, including 11&Mac253; and 14&Mac253; sizes.
The ECCENTRIC-Z uneven fold construction provides an even larger print area for simplex applications and is included in the licensing agreement.
For more information, call (800) 821-4021 (Kansas plant) and (800) 351-9302 (Ohio plant).
In Memorium
Benjamin Perrou Jr.
Benjamin Perrou Jr., executive vice president and national sales manager of Precept Business Products, Dallas, has died.
In 1976, Perrou founded Southern Systems Business Forms & Data Supplies. Southern Systems grew to be the second largest independent business forms corporation in the United States. In 1998 Southern Systems merged into the publicly-traded Precept Business Products.
Perrou was also a Director of AIG Technologies, which has developed various laser print solutions, post net bar coding and check writing applications. He was also a Director of Laser Print Plus, which provides digital and variable imaged print solutions.
Marketing & Sales
Power Strategies For Distributors
Put some thought into avoiding obsolescence
If you're like a number of other distributors, you're having a good year. The economy is up, business is good, and you're personal sales are probably pretty goodand there is a great temptation to coast for a while, to relax and enjoy the status quo.
That's not advisable. Pressures are growing to reduce costs and be more productive. Today's performance, no matter how good, will not be sufficient tomorrow.
Your customers are changing, products and vendors are changing and adapting, and new competitors and technologies are springing up. If you go through your job mindlessly, you'll soon be outdated and ineffectual.
The most effective strategy is to think a lotbut what should you think about? Here are three of the most important things.
1. Think about your customers. Ask yourself a series of questions about your customers. As you develop the answers, write them down in your account folders, and repeat the process a few months later.
Questions should include: What's changing for this customer? What do they want to accomplish this year? What can I do to help them meet their goals? What is the competition doing in this account? What progress have I made this past few months? What can I do now to increase my sales in this account?
Thinking about these questions keeps you close to the changing conditions in your accounts and insulated from the tendency to get mindless.
2. Think about each sales call. Your face-to-face contact with your customer is the one part of your job that sets you apart from everyone else in your company. Therefore, doesn't it stand to reason that you ought to invest some time and energy planning for those moments when you're face-to-face with your customers?
Ask yourself these questions, and think about the answers, before every sales call: What do I want to accomplish? What forces are working on my customer that may influence his behavior today? What value am I bringing him today? Exactly what am I going to ask, say, or communicate? What can I do to understand him better? What can I do to deepen the relationship?
3. Think about continuously improving yourself. Be discontent with the level of proficiency you have obtained. Be discontent with your results. Think about everything you do and examine ways to improve and wring more value out of it.
Challenge and question everything you do. Is this the best way to write up a quote? Should you be visiting this account, or would the other one hold more potential? Should you be spending time promoting this product, or is another one more important? Should you be lunching with this customer or should you invest that time in another? Is this the best way to file your old quotes, keep track of customer contacts, and file product literature?
By Dave Kahle
Dave Kahle is a consultant who helps his clients increase sales and improve pro-ductivity. His new book, "The Six-Hat Salesperson," is available in bookstores or from The DaCo Corporation. For more information, contact DaCo at: 15 Ionia SW, Suite 220, Grand Rapids, MI 49503. Phone (800) 331-1287; fax (616) 451-9412; or visit www.davekahle.com.
Net News
CFC Helps Untangle the Web
E-commerce initiatives lend distributors a helping hand
Continuous Forms and Checks, Peachtree City, Ga., became CFC Print Solutions on July 3rd, signifying the company's evolution "from forms partner to all-around business partner for Internet print procurement solutions," said Nic Greco, who was recently appointed director of information technology.
Greco, a 10-year industry veteran, is leading the company's e-commerce initiatives and assisting distributors in profiting from vertical market segments and corporate print management applications.
According to Greco, the greatest demand is servicing the vertical market applications. "Distributors with a vertical market focus are being forced to provide Internet solutions and customer service functions to software developers for the procurement of their software-compatible documents and by-products," Greco explained. "This can be a sizable investment."
CFC offers distributors support services needed for communicating with end-users within these micro-niche markets. "This includes everything from brochures and cooperative marketing pieces to dedicated customer service and order taking and outbound marketing through direct mail, fax and e-mail campaigns," Greco noted.
CFC has several programs up and running to facilitate data exchange and support customer relations management issues ushered in by market changes.
MasterNeg Online is a print commerce solution that lets distributors manage their own proprietary library of vertical market document templates. And since the program is accessible by all CFC plants, distributors can service markets nationwide with one- to two-day shipping capabilities.
The program offers the same features and benefits as CFC's MasterForm Online, including customized software-compatible documents, document security options, laser cut-sheet and continuous formats and online proofing.
"Web-enabled templates cut proofreading time from days to minutes," said Greco. "Through technology we are closing the gap on traditional order flow, getting the highest volume of short-run, custom orders into the plant and out again quickly."
Greco sees the Internet as a time-saving tool, and pointed to another of CFC's online programs. "With Customer service Online (C.S.O.L), all job order tickets are barcoded for real-time tracking through order entry, composition, pre- and postpress operations, shipping and invoicing," he explained.
According to Greco "Printers have traditionally not paid much attention to technology, but as demands for data information management become more prevalent, they will need to consider all factors affecting the industry to be in a growth oriented position."
Greco, a Microsoft certified systems engineer, spent eight years with Monroe Business Forms (MBF Corporation) Monroe, La., prior to joining CFC. He holds an MBA from Texas Christian University.
for more information visit the company's Web site at www.cfconline.net or call (800) 422-6070.
By Maggie DeWitt
Direct News
SR Reports Q2 Earnings
Standard Register, Dayton, Ohio, reported second quarter net income of $10.4 million on revenue of $321.1 million, compared to $14.8 million in net income and $335.6 million in revenue last year. Excluding a $17.2 million first quarter pretax restructuring charge, net income for the six month period was $18.7 million on revenue of $635.3 million, compared to $28.5 million net income on revenue of $662.6 million in 1999.