Management

Anatomy of an Acquisition
April 20, 1998

Insiders offer their perspectives on this industry trend By Stacey Wenzel Mergers and acquisitions played a major role in shaping the industry last year. Not surprisingly, the first few months of 1998 have shown no signs of the acquisition explosion slowing down. "It's the wave of the future," said George Allman, vice president of diversified operations for DFS Business Forms, Townsend, Mass. Allman should know from his recent acquisition experience. On Dec. 23, DFS announced the purchase of Bridgeton, N.J.-based manufacturer Newshire. "This is part of the demand and drive for companies to become more efficient," he said. In addition, Allman noted another motivation behind many acquisitions is that

Growing Beyond Forms
January 20, 1998

Offering new products and services boosts the bottom line By Janet R. Gross Diversification into new services and products kept most distributors growing in 1997 and optimistic for 1998. Although forms still make up about half of distributors' total sales, non-forms products and services are an expanding part of the picture. In an exclusive Business Forms, Labels & Systems survey, 82 percent of respondents said they now offer promotional products. Commercial printing is sold by nearly all surveyed. Bar-coded products are part of the lineup for 82 percent of survey respondents and direct mail services are offered by 58 percent. More than a third offer electronic printing