Newtown, Pa.

Cleveland-based Proforma recently welcomed four new owners to its network and also announced two owner acquisitions that took place in August. The new owners are Henry and Joan Dinneen, Proforma First, Tulsa, Okla.; Mark Losiak, Proforma Sonic Business Solutions, Minooka, Ill.; Greg Stefanowski, Proforma NS Print, Newtown, Pa.,; and Peter Winger, Proforma Pac 'N Ship, Minot, N.D. In August, Michael Baucom, owner of Proforma Print Source in Durham, N.C., acquired Printing & Graphics, Inc. of Statesville, N.C.,; and Jeff Leuchi, owner of Proforma J.C.L. Print Associates in Pleasanton, Calif., acquired Proforma PLUS of Danville, Calif. For more information, visit www.proforma.com.

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."

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

Knowing the basics of color can help expand solutions By Stacey Wenzel When customers are looking to get a reaction from their printed product, one persuasive technique is the use of color. Whether it's a direct mail piece or a company logo, color can make quite an impact--and knowing the basics can be a big advantage when selling it. Industry professionals advise first understanding the difference between flat, or spot color and four-color process. "Determining what type of color to use really depends on the specific job," said Tracy Dennis, sales manager for Newtown, Pa.-based Newtown/CPC. "Flat and process color each have a

What you must know about prepress in the digital age By Eric Fiedler In a profession that requires perfection, the prepress process can cause nothing less than an excess of stress. Seemingly endless variables and tight deadlines can make prepress production a tough area for distributors to master. "If the press is the heart of an operation, prepress is the soul," said Henry Hatch, president of the International Prepress Association. "No matter what type of printing equipment you have, your prepress people must be able to get the job done right every time in order to succeed." Prepress involves everything that happens between the original artist's conception of

Know-how is necessary to break into the direct mail market By Misty Byers When it comes to succeeding in the direct mail business, it's all in the approach. "Manufacturers and distributors don't just jump into direct mail," explained Allen Simon, president of Monaca, Pa.-based Datatel Resources. "It's a whole different in-dustry [from traditional business forms] that operates a completely different way. If you attack it like you attack the business forms industry, it won't work. "You don't just go out and install a four- or six-color press and say, 'I'm in the direct mail business.' You have to make a very strong commitment to do business the way