Distributor News

It was a classic, unassuming whiteboard with erasable markers that helped Indianapolis-based Integrity Document Solutions blaze new trails. Meanwhile, at InnerWorkings in Chicago, sophisticated software and highly specialized databases forged the way to a unique business model. Representatives from both companies discussed journeying through uncharted territory to find their unique paths to profitability.

Margie Dana, founder of Print Buyers International, is a print-buying expert and speaker. She focuses on improving the printer-buyer relationship in her weekly “Margie’s Print Tips” e-newsletter. The following is an edited version of a recent Print Tips, reprinted here with permission. I surveyed print brokers for their insights on why buyers have such strong opinions about the brokerage industry. In today’s Tip, I am presenting brokers’ feedback. (Newer terms for brokers have been cropping up in recent years, including print consultants, print managers, print distributors, print agents and print specialists. By the way, “print broker” is not synonymous with “print manager.” I associate

Midwest Index, Positive Marketing Associates and Semco Products have merged under a single business entity to expand manufacturing capabilities and product portfolios. The new company, Integrated Filing Solutions, is headquartered in Glendale Heights, Ill., and has operating divisions in Milwaukee, Glendale Heights and Roselle, Ill., employing more than 235 associates. Said Jay Weber, Semco Products president, “All three companies have established brand equity throughout the industry, providing complementary document management solutions to a multitude of filing-related markets.” Integrated Filing Solutions offers paper-based filing solutions for the healthcare, insurance, financial, government, legal and commercial print markets. For more information, visit www.integratedfiling.com or call

1) Down to a Science Returning champion WorkflowOne, Dayton, Ohio, unveils not only higher sales figures for 2008, but a sophisticated business model, as well. Earlier this year, the corporate giant introduced the Dual Network Advantage (DNA), a model consisting of “two fully integrated networks enabled by proprietary, market-leading technology and the logistics infrastructure to ensure timely and efficient delivery,” explained Greg Mosher, CEO and chairman of Workflow Management. As of July, 53 of WorkflowOne’s new enterprise clients have chosen to buy through DNA, saving brand spend costs anywhere from 15 percent to 30 percent. How does it function? DNA can be broken down

TDG-Telemark, Sturgis, Mich., purchased three new production pieces to further drive manufacturing efficiencies and reduce internal operating costs.  The company has added another fully automated JennerJahn slitter/rewinder, with converting speeds up to 2300 fpm. Furthermore, TDG-Telemark announced the arrival of a four-color, 32” wide Mueller Martini web offset press and a new CTP system.  For more information, visit www.telemarkcorp.com or call (800) 289-8353.

Located in Mission Viejo, Calif., Global Sourcing Solutions, Inc. (GSSI), a leading international sales, sourcing and logistics company, announced John Nicely will assume the newly created position of director of sales and marketing. Prior to joining GSSI, Nicely was vice president of strategic sourcing and trade partner alliances for a leading provider of managed print and promotional solutions. During his tenure, he held roles in marketing, operations and supply chain management, and also helped to develop the organization’s business model while integrating newly acquired companies into the WorkflowOne brand. For more information, visit www.myglobalsourcing.com .

As reported in the October issue of Print Professional, total annual sales figures for the top 100 manufacturers were up from 2007 despite a year of financial uncertainties. Logically, one would expect the distributors to continue this upward trend. Fortunately, they didn’t disappoint. Total annual sales figures for the top 100 distributors surpassed last year’s reported $3.2 billion, reaching a high of $3.5 billion for the last fiscal year completed. While this isn’t a drastic jump, it is still an impressive showing. A surprising shift, however, is evidenced in the individual product sectors. Eight out of 11 categories showed increased profits from the previous—some more significant than others.

Remember that show, Malcolm in the Middle, where the lead character sort of ran interference between his older and younger siblings? Malcolm’s predicament was a lot like that of distributors who work with manufacturers to serve end-users. On the show, Malcolm’s angst could be instantly communicated—and dispelled—by simply glaring directly into the camera. In reality, the drama needs to play out before the happy ending. Particularly with a worsening economy, stress and frustration can lead to dysfunction within the supply chain. What’s ironic is that an industry whose very soul is rooted in printed information often fails to communicate to resolve its issues.

New York-based Workflow Management—one of the nation’s leading providers of managed print and promotional product services—and Enterprise Acquisition announced that WF Capital Holding, the parent of Workflow, and Enterprise have signed a definitive merger agreement for $669 million. In addition, Workflow also has signed agreements to acquire additional businesses in the marketing services and promotional products industry, which may be completed prior to the closing of the merger with Enterprise. The current management of Workflow will remain in place to run the combined company after the merger. Workflow’s initial and largest shareholder, Perseus LLC, will stay invested in a significant part in the transaction.

Kay Kotan is a published author and the founder of Independence, Missouri-based You Unlimited. She knows of many promotional products distributors (PPDs) who were not able to make it in the industry. Here are her top 10 reasons why promotional products distributors fail...