Ennis

The printed products industry mirrored the economy with a slight drop in revenue. Although revenue for the Top 100 Manufacturers and Suppliers declined by 2 percent, or $900,000 to $4.87 billion this year, it is still quite a bit higher than the $4.38 billion reported two years ago. The total number of employees reported by the Top 100 decreased by 283 to 30,662 this year. The total number of locations decreased dramatically to 369 from last year's 423. Productivity, as measured by sales per employee, dropped a bit this year to $158,805 from the $160,123 reported last year. However, sales per location jumped to $13.2 million from

Acquisitions and consolidations make a shaky year in the print industry remain profitable. Transcontinental Printing Once again Transcontinental Printing, Warminster, Pa., has achieved the top ranking on the BFL&S Top 100 Manufacturers list. Reporting $2 billion in development within the United States for its latest fiscal year completed—$200 million more than last year's figures—the company thrives on nothing less than offering the best. According to Tracy Dennis, director of business, this year the best has meant concentrating on strategic relocation maneuvers and internal growth. "We've undergone consolidation, as well as staff, procedural, manufacturing and program changes that all contribute to Transcontinental's continued success," said

Dodging downturns and responding to distributor needs, the following lead a $4.96 million line-up. According to Tracy Dennis, vice president of sales for Transcontinental Printing, Newtown, Pa., "our current growth areas are in value-added products, but data management and fulfillment are emerging as the way of the future." She explained that distributors are increasingly requesting these services as customers are seeking a single source for meeting all of their needs. "For example, end-users conducting large direct mail campaigns want assistance with storing, tracking and managing data, rather than simply manipulating it. This allows them to prepare better focused and more effective future mailings."

Despite setbacks, the printed products industry staged a good performance. It was another big year for the Top 100 Manufacturers as total reported revenue climbed to $4.96 billion, up $580 million from last year's $4.38 billion. The total number of employees reported by the Top 100 in-creased by 514 to 30,945 from last year's total of 30,431. The total number of locations increased to 423 from 384 last year. It has been a more productive year as sales per employee jumped to $160,123 from the $143,843 reported a year ago. Sales per location also increased to $11.7 million from last year's $11.4 million. The increase in overall revenue

ProForma Adds 500th Distributor — The Cleveland-based ProForma distributor network has added its 500th franchise. ProForma One Stop Marketing, Memphis, Tenn., has been opened by Kurt Wulff, a former sales representative for Moore. Wulff said that the decision to establish the distributorship was based on quality-of-life issues. Wulff chose ProForma because, "It will allow me to have more free time and minimize financial risk." ProForma was third among the Top 100 Distributors with sales of $175 million. The company expects to top $200 million in total sales for the 2000 calendar year. Precept CEO Deason Resigns Doug

Expanded manufacturer sites add convenience and resources By Janet R. Gross Manufacturer Web sites have offered distributors product information, e-mail communications, even marketing support for several years now. Some forms producers, though, have begun expanding their sites, promising added convenience and resources for distributors. For instance, a few manufacturers allow end-users to enter reorders through their Web sites and credit the distributors with the sales. Roger Buck, national sales manager and vice president at Ward/Kraft, Fort Scott, Kansas, said he expects this capability to be added to the company's site by the first quarter of next year. "It's a development issue," he said. "We

Influencing People Why the Web will never replace face-to-face "To Ben Harris, selling is a way of life!" That's how an article in The Counselor started some 20 years ago. It was Charley Pahl's appraisal of a Selling Seminar Harris conducted for the Rocky Mountain Region's 6th Annual Sales Seminar. Pahl titled the article Ben Harris: The Fine Art Of Selling, and there was no more fitting description of the man or his message. I was privileged to attend a recent Selling Seminar, once again sponsored by the RMR and hosted by Harris. It was a testament to the Fine Art of Selling and Harris' message was

More Change Hits the Top 100 Changes in company ownership and product mix are having a dramatic effect on the industry By Bill Drennan, Maggie DeWitt & Danielle Litka Change has become the norm in the forms industry, as the past year has seen last year's top independent manufacturer by sales close its doors and directs going independent, in addition to the usual spate of mergers and acquisitions. CST/Star Products ceased operations last Spring. A few weeks later, American Tissue, a paper converting company, purchased CST/Star's assets and opened three of the eight plants as American Forms. With only a few months of operations, American Forms declined

Forms leaders speak out about the past, present and future of the industry Transcontinental Printing, Newtown, Pa., keeping up with industry needs means paying close attention to industry trends and customers' needs. "We make sure we are manufacturing the products that distributors are asking for," said Tracy Dennis, sales manager. She explained that company representatives continually talk to and meet with customers and ask where they see the industry headed. This feedback, she noted, has shown that distributors are seeking fewer continuous forms and more value-added products such as direct mail, label forms, cut sheet products, security features and commercial pieces. "We

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 plants—Wheeling, 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