Distributors can still experience consistent sales with basic forms. It was French author Alphonse Karr who once said, "The more things change, the more they are the same." Karr made the profound statement during the 1800s, yet it still rings true today. Even in the world of business forms, labels and systems, where e-commerce, on-demand printing and modern alternatives seem to be taking the industry by storm, one will still find a constant—a continued demand for some very basic traditional products. Take, for instance, just how much traditional products account for overall sales at Web Graphics, Glens Falls, N.Y.—70 percent. And, at Highland Computer
Highland Computer Forms
Highland Computer Forms, Hillsboro, Ohio, is celebrating its 25th anniversary this year. After 18 years of experience working for two major forms manufacturers, Phil Wilson, president and founder, along with a partner, received financing to start a manufacturing business in 1979. They named the company Highland--after the county in which it was founded. The plant was located in a 3,000 sq. ft. building in Greenfield, Ohio, and operated two daily shifts. On November 17, 1986, shortly after constructing a second plant in Angola, Ind., the Greenfield plant was destroyed by fire. The new plant's
Highland Computer Forms, Hillsboro, Ohio, is launching PACE -- a new distributor-relationship program that stands for "Partners Assuring Continuous Excellence." Prompted by Highland's desire to actively help distributors achieve professional goals, PACE offers consultative meetings, surveys and informative summary reports to distributor sales personnel. Through this program, Highland will be able to pinpoint specific customer needs and manufacturing opportunities. In turn, Highland will tailor its products and services to the individual desires of distributors.
More uses are awaiting discovery in a boundless market. Integrated products are attaining unique capabilities in traditional business forms and labels markets, as well as in promotional printing. The products' inherent advantages of consistency, versatility and economy often make them the better choice over more traditional labels and cards. As business practices change and new markets emerge, investing in this product is becoming all the more worthwhile. One of the reasons is that printing integrated products eliminates the use of additional processes, therefore reducing printing time and cost—attractive characteristic for clients. "Distributors can spend $1.25 apiece for a plastic card or they
Highland Computer Forms finds success in blending traditional and modern products. Twenty-one years ago, Highland Computer Forms President Phil Wilson would have been satisfied if his company reached $10 million in sales by the mid 1980s. So the $50 million in sales he achieved in 2000, along with the Manufacturer of the Year title he received from BFL&S, should surely suffice. "At the time, we thought we could make a good living if we could get sales up to $10 million, and we hoped we could do it in six or eight years," said Phil Wilson who, along with a team of dedicated
Close working relationships between distributors and manufacturers can improve sales for both. Selling solutions involves more than just finding the right form in a catalog. These days, it often requires teamwork, with the distributor involving experts in software, production equipment and technology—all from a manufacturing partner. But it doesn't have to stop there. Today, manufacturers also provide printed marketing collateral, product education, plant tours and joint sales calls to boost marketing efforts. For instance, Highland Computer Forms, Hillsboro, Ohio, offers sample packs and welcomes distributors and their customers on plant tours. "It provides an additional level of comfort if they see
Best of Times? The independent segment of the industry experienced its best sales year yet By Bill Drennan and Maggie DeWitt Changes in the composition of this year's Top 100 Manufacturers have resulted in an increase of more than $500 million in reported sales for the group as a whole, bringing the number to an all-time high of $3.16 billion. The changes include the addition of a few companies that were not listed last year and several acquisitions, which boosted individual company's sales. Notable acquisitions, which added millions of dollars to sales figures, include Poser's purchase of Lancer Label, Vallis Forms Service's buyout of Champion Business Forms and
Top 20 Independent Manufacturers 1998 Rank Company Sales ($000) 1997 Rank Sales ($000) Principal Officer Employees Locations Year Founded 1 CST/Star Forms $255,000 1 235,800 William O. Nahikian, CEO 535 9 1969 2 Ennis Busines Forms $154,348 3 153,726 Keith Walters, CEO/COB 1,408 15 1909 3 *Poser $121,750 4 100,000 Dennis M. Grasso 940 15 1949 4 *TRANSKRIT $101,000 5 95,000 Jack Resnick 1,028 8 1938 5 GBF Graphics $82,700 6 87,400 Richard S. Kunz 500 6 1951 6 Adams Business Forms $65,000 9 60,000 Joe Bauman 350 3 1889 7 Datagraphics $60,473 10 58,354 John Staniforth 350 3 1889 8 * Label Art $52,203 - 58,392 Thomas Cobery 426 4 1963 9 Discount Labels $53,971 - $55,945 Allen C. Conway Sr. 665 1 1964 10 DSFI Distributor's Stock $53,000 8 $62,000 Malcolm Geffen 185 4 1979 11 Continuous Forms and Checks $48,500 13 49,910 Bob Lenox 435 10 1982 12 Calibrated Forms $46,175 16 45,152 Bill Amyx 320 1 1985 13 Northstar Computer Forms $43,000 15 46,200 Kenneth Overstreet 500 6 1962 14 Sovereign Business Forms $39,204 36 23,606 Donald D. Patteson 421 8 1962 15 Wright Business Graphics $38,813 20 37,507 Jim Wright 275 6 1971 16 Rittenhouse Label Media $38,236 - $38,000 Tom Pagel 125 3 1915 17 ELT $38,000 - 16,800 Tim Wright 150 25 1987 18 United Computer Supplies $37,500 18 $38,700 Jack Zimmerman 128 3 1984 19 Data Label $36,383 22 36,131 Geroge Snyder 180 5 1980 20 Highland Computer Forms $36,151 21 36,290 Philip D. Wilson 108 4 1979 For a complete list of the "Top 100 Independent Manufacturers," read the Oct. 20 issue of Business Forms, Labels & Systems. Subscribe by clicking on the "How to Subscribe" link below.